HIGHLIGHTS 

04:51 Learning conflict negotiation and navigating difficult conversations 

11:07 Assertiveness: If one party perceives a problem, then it is a problem

15:04 The 3 Positions: My POV, your POV, and a 3rd person's POV

20:59 Reaching out and starting from a place of empathy

24:35 Address actions specifically and be aware of your contributions to the problem

31:31 Defining a good outcome and reaching as close to a win-win as possible

35:24 Mitigating bias and ensuring both parties agree with your intervention

40:20 Learning negotiation skills adds to your existing tools for managing conflict

QUOTES

08:51 "You can make a standing offer like I invite you to discuss this with me. People tend to be more receptive to an invitation than to a demand. But another thing you can do is let them know the impact that the dispute is having on you."

15:53 "The third position, which is not my position, not your position, but a position outside, almost like if we had a mutual friend who was neutral as to this conflict, they would look at the conflict as a third person and they would have a really different angle on it."

26:22 "The reason it's important isn't because you don't have the Cheerios, it's because it impacts whether you feel the other person loves you, respects you, cares about you and the ways that you care about them." 

32:31 "We often think of negotiation just as zero sum, head-to-head, dollar for you is a dollar less for me. And that's true on some issues, right? But often you can find ways to maximize that joint pie that you're dividing."

40:30 "If you want to be assertive or threaten somebody, you can still do that.

It's not like I'm taking away your ability to do that. So you retain all the skills that you have, all the methods that you have, and we're just adding some new ones."

To learn more about Doug, you can check out the email address below.

• Website (Stone & Heen) - https://www.stoneandheen.com/doug-stone
• Website (Triad Consulting Free Resources) - https://www.triadconsultinggroup.com/learning-resources

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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HIGHLIGHTS 

02:02 Kasel Rocks is a people-first company

04:39 Transforming into a high-level landscaping company began with personal change

08:09 The catalyst for change: Hitting rock-bottom and going to rehab

10:19 Leadership and hiring: Respect for time and problem-solving are winning traits 

15:29 Learning the values of communication and entrepreneurship from childhood 

17:32 Honing the athlete's mindset and applying it to business

22:57 Growing the business from his father's leadership post-graduation

27:04 For founders: Trust your team, let go, and coach them through their failures

30:21 Finding the right labor and incentivizing them to grow the company

34:53 Connect with Scott

QUOTES

02:37 "We need to help breed and build the leaders within and part of that is the physical, mental, emotional, spiritual, and financial wellbeing. All five of those key characteristics are really important to living a good life."

05:38 "I realized that I needed to make a change myself to make sure that I can give everybody that I was surrounded with what I want from myself. So I decided to get healthy, decided to quit drinking, and decided to get more physically active."

21:04 "I am not relied on for anything else in the business other than building and making the business grow. Our leadership team and our sales team really support that and have seen what it's doing for the company's growth."

27:08 "You got to trust everybody else especially in small companies. This might be hard for the wrong person to hear right now, but owners are micromanagers. They want to have their fingers in absolutely everything."

32:07 "Some of our guys that are making 20 to $25 an hour are doing double the work of somebody that's making $15 an hour. So they actually save us money. So if that's the trend we have to go, ha half-staffed with doubly productive people, sure."

To learn more about Scott, you can check out the email address below.

• Email - [email protected]

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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HIGHLIGHTS 

03:03 The genesis of Duct Tape Marketing

08:34 The marketing hourglass: Organizing behavior vs creating demand 

13:23 Explaining the Customer Success Track

20:40 Serving your ideal client profile

23:51 The Ultimate Marketing Engine: 5 Steps to Ridiculously Consistent Growth

32:28 Implementing The Ultimate Marketing Engine as your company strategy

38:14 Connect with John

QUOTES

04:39 "The term duct tape marketing just seemed to make sense. It was the right metaphor for what it's like to be in a small business. Simple, effective, affordable. Doesn't always have to be pretty. It just has to work."

09:14 "The funnel part has to exist, but then let's flip the funnel over and realize that the real opportunity for long-term consistent growth comes from creating a better customer experience."

21:47 "The thing that a lot of people leave out of this equation of trying to figure out and understand their ideal client is, who can you actually deliver the most value to? And I'll add another little layer on that, the fastest."

25:02 "I also have found over the years that that some percentage, once we identify somebody who's top 20 percent, some percentage of them would actually do 10 times as much business with you if you discovered how."

33:47 "People that have followed this path that I've been teaching now for a while, realized that this becomes their entire company strategy. This can become their entire company mission."

To learn more about John, you can check out the links below.

• LinkedIn - https://www.linkedin.com/in/ducttapemarketing/
• Website (Ultimate Marketing Engine Companion Course) - https://theultimatemarketingengine.com/course/

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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HIGHLIGHTS 

03:46 Tony's books: What they're about and what's coming

08:59 Manipulate these 4 capitals at your disposal and money will come to you

25:41 Succession and legacy planning: Do you like giving to charity?

29:22 Challenges to succession planning and understanding G1 thinking

34:28 Taxes versus charities: Know how your money helps others

36:51 Practice Q planning and reap strategic byproducts 

QUOTES

05:23 "If you manipulate those four things well, money comes out. Those four things are who you are as a person, what I call human capital. Who you know, what I call social capital. What you know, what I call intellectual capital. And how you do things, what I call structural capital."

12:01 "Structural capital goes for the proposition that you create structures in your business that creates reliable, repeatable, positive outcomes until they're not so good anymore."

30:39 "G1 almost never wants to give up control. Really. So they will say to your clients, go ahead and run the business, and that's a lie. It's run the operations, but don't run the business."

36:58 "Q planning is that quadrant planning model in Say Hello to the Elephants, which starts with getting clarity, follows by deciding on solution, the next step in that process is implementation, and the final step is what we call management or sustainability.

38:54 "You might have a goal or an outcome you want to have, but because you're doing stuff, other great things happen that you don't expect, and we call that a strategic byproduct.

To learn more about Tony, you can check out the links below.

• LinkedIn - https://www.linkedin.com/in/tarcpa/
• Website (Go Beyond Numbers) - https://gobeyondnumbers.com/
• Website (Rose, Snyder & Jacobs LLP) - https://www.rsjcpa.com/

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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HIGHLIGHTS 

02:40 Patti's background and introduction to ESOPs

07:38 Protect your employees by selling the company to them 

12:23 Defining ESOP and "the second bite of the apple"

19:48 How to grow exponentially with an ESOP

28:14 When to exit via ESOP

31:31 Step-by-step: How to setup an ESOP 

40:41 The owner of the business can be seller and become the trustee

QUOTES

09:38 "I think, in my opinion, the only way to really protect your employees is to sell your company to them. Then you're protecting them."

12:36 "An ESOP is a retirement fund for your employees. So how it works is very similar to a 401k, but it's actually been stated that it's like a 401k on steroids."

20:01 "When you form an ESOP, you become a tax free entity. You no longer pay corporate taxes. So today you're paying 33 to 40% corporate taxes, tomorrow all that money goes to the bottom line on your balance sheet."

37:17 "Plus the second bite of the apple, the retirement benefit windfall for your staff, the management incentive program. If you have multiple shareholders, you can customize the ESOP transaction per shareholder. So it's very flexible that way." 

40:55 "What they do need every year is they need a valuation. The company has to have a valuation done on an annual basis, and that has to be reported to the trustee. That is the only requirement is that annual valuation."

To learn more about Patti, you can check out the links below.

• LinkedIn - https://www.linkedin.com/in/pattilplough/

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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HIGHLIGHTS 

04:30 Justin takes a grassroots approach to running his family business

09:57 The different roles of family as motivators to success

14:34 Leadership books, earning respect as the leader, and learning constantly

24:13 Empathy and developing leaders vulnerability

32:47 Difficult conversations: When employees can't keep up with company growth 

39:25 A dirt bike accident gives the team the opportunity to step up

46:57 Advice to give to your 20-year old self  

55:13 Future forecast: What's in store for K&D Landscaping and Salescast

QUOTES

08:25 "That's what really sparked my interest was the sales side and the chase of trying to land that next client and trying to beat the numbers and beat the goals that you set for yourself on that project."

22:58 "You just never know what interaction is going to give you some great takeaways, so my thing is just always be open. Be open-minded, extremely open-minded, and try to learn from everyone around you."

30:32 "Vulnerability comes first. It's identifying the people who have that hunger to become a leader and who want the responsibility, and then it's coaching them on a week-by-week basis, helping them achieve their goals."

34:00 "The hard part about growth and 10x-ing a company is that, more than likely, 7 of those 10 people won't be with you in 5 or 10 years because what happens is they aren't able to grow at the pace you're needing to grow at."

48:57 "I've crewed several (Tony Robbins) events and actually I was able to experience a lot more by being in service to others than I was as a participant."

To learn more about Justin and Chris, you can check out the links below.

• LinkedIn - https://www.linkedin.com/in/justin-white-35b7a210b/
• Website - https://kndlandscaping.com/
• LinkedIn - https://www.linkedin.com/in/decker-christopher/
• Website - https://www.salescast.co/

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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HIGHLIGHTS

03:35 Stage 1 of succession planning: Initial Planning

06:11 Stage 2: Leadership coaching of the next generation

09:11 Stage 3: Transition planning

11:38 Stage 4: Post-transition 

14:09 Stage 5: Purchase and sale

16:28 Common challenges and letting the next generation take on bigger roles 

24:36 Realizing when it's better to sell than transition

27:37 Disruptors: Innovation in product and leadership

36:01 Be kind to creating better results in Covid conditions 

41:03 Connect with Jeremy

QUOTES

11:18 "On one end of the spectrum, folks won't let go because they don't think anyone can do it. On the other hand, they let go and say, Jonathan, why haven't you figured this out yet?"

17:28 "Part of the challenge is just helping that leader in transition come to terms with what's happening and then sharing a process."

19:31 "How do we drive innovation through this process? Not how do we repeat the past."

21:23 "Until you really step up as business partners and thought leaders and drive strategy for the company, it's really easy for you to think of you as the kids or the not-quite-good-enoughs to run the company."

34:42 "What do we want to continue doing? We're already getting positive results. What do we want to start doing now that we have that foundation and success. What do we want to stop doing?"

To learn more about Dr. Jeremy Lurey, you can check out the links below.

• LinkedIn - https://www.linkedin.com/in/jeremylurey/
• Email - [email protected]

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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Pat Soldano is the President of Family Enterprise USA; its mission is to promote the growth of family businesses in the US. In addition, she is the Founder and President of Policy and Taxation Group; it works with national legislators to reform/repeal the gift, estate, and generations skipping taxes. She is Principal Advisor to the Drucker School Global Family Business Institute, a CSUF Family Business Center member, and facilitates the Women's CEO Affinity Group. Pat is on the Family Business editorial committee for Trust & Estate Magazine and on the Investment Committee, Comp Committee, and Audit Committee for Alzheimer’s Orange County. Pat received an MBA from Claremont Graduate School, The Drucker School, and a BA in Business Administration from Cal State University Fullerton.

Patricia M. Soldano has spent over 30 years providing family office services. She developed Cymric Family Office Services into a multi-family office in 1996 and sold it to GenSpring Family Offices in January 2009. She was Managing Director of Western Region for GenSpring for five years and then a Family Office Consultant to GenSpring until December of 2017. Ms. Soldano is now a Family Business and Family Office Consultant working directly with families herself.

To learn more about Pat Soldano, you can check out the links below.

• Website - https://familyenterpriseusa.com/
• Website - https://policyandtaxationgroup.com/

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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Jenny Dinnen’s true passion is to inspire people/companies to think beyond what they’re currently doing and empower them to act on that inspiration.

As a transformational business leader and certified Futurist, Jenny is in charge of driving innovation, excellence, and growth for MacKenzie Corporation and empowering its key clients across industries to achieve their goals. She focuses on developing long-term strategies and bold business practices that prioritize the customer experience and best position their clients for future success.

At MacKenzie, Jenny is directly responsible for directing all sales and marketing efforts for the company, including business development, partnerships, marketing strategy, and communications planning, to drive new growth and assure client retention. And as a Futurist, she also leads the technology/strategy team to develop forward-thinking opportunities to collect customer insights. A self-proclaimed lifelong learner, she maintains a ceaseless curiosity for learning and understanding everything she can about what’s new and next.

In her spare time, Jenny is passionate about growing the next generation of family business owners. She is on the board of Team Kids, the Board of the Hart Leadership Foundation, the Marketing Committee for One OC, and was a founding member of the Young Leaders group at the Center for Family Business at Cal State Fullerton.

To learn more about Jenny Dinnen, you can check out the links below.

• Website - http://www.mackenziecorp.com/
• Instagram - https://www.instagram.com/mackenziecorp/
• LinkedIn - https://www.linkedin.com/in/jenniferdinnen/

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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Tom started his first company when he was 20 and bought his first business when he was 21. He was driven by the idea that he could create a life that he controlled. One where he could make his own decisions, create his own life/work balance, and pocket every dime he earned.

By the time he was 35, he had built, bought, and sold twelve businesses and was able to retire.

Being an entrepreneur and small business owner is in your blood. It’s insistent, something you can’t ignore and something that doesn’t go away. Tom discovered he could continue to satisfy that need by becoming a business broker. During his time as a broker, he matched small business buyers with businesses that were for sale. He diligently coached buyers on finding the right business to achieve their dreams of small business ownership.

He knows that the hardest part of owning a business is getting started. Setting up a location, creating a brand that will attract customers, engaging those customers, and providing the kind of customer service that will keep them coming back, is hard, especially if you’ve never done it before. The franchisee gets all the benefits of owning their own business without the pain of trying to figure out how to get started.

To learn more about Tom Hannon, you can check out the links below.

• Website - https://franchisingconnection.com/
• LinkedIn - https://www.linkedin.com/in/thomasphannonjr/

If you enjoyed today’s episode, please subscribe, review and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

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