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Entrepreneur's Journey
Entrepreneur's Journey episodes
- Rung 1 to Rung 2: Turning Your Business Income Into Personal WealthIn this episode of The Entrepreneur’s Journey, Jason Gabrieli and Michael Pallozzi break down the first two stages of the Built Wealth Ladder—Rung 1 and Rung 2. Designed specifically for trades and home service business owners, this framework helps simplify the transition from running a business to building real, lasting personal wealth.They explore what it means to operate at Rung 1, where everything is reinvested into the business and survival is the primary goal. Then, they explain how to progress to Rung 2—where profitability begins to create opportunities for wealth-building outside the business.Along the way, they discuss common financial blind spots, the importance of true profit, and how to start making intentional decisions with your money to support both your lifestyle and long-term goals.Tune into this episode to also learn:● Why reaching “Rung 1” is a major accomplishment for any business owner.● How to properly define and create true profit in your business.● Why most trades business owners struggle with personal financial planning.● How to start building wealth outside of your business at Rung 2.What we discussed
● [00:01:33] What Rung 1 looks like and why most business owners start here focused on survival and reinvestment.
● [00:02:20] Why simply generating income doesn’t mean your business is profitable.
● [00:03:30] The common financial blind spots for trades and home service business owners.
● [00:05:10] How the Profit First methodology helps business owners create real profit.
● [00:06:07] The role of advisors and consultants in helping business owners grow beyond Rung 1.
● [00:09:59] What signals that you’re ready to move from Rung 1 to Rung 2.
● [00:10:30] How much profit you should aim for before starting to build wealth outside the business.
● [00:12:11] Where to allocate profits first, including lifestyle, taxes, and investments.
● [00:14:17] Why retirement plans like 401(k)s are a powerful starting point for wealth-building.
● [00:16:46] The risks of overcomplicating wealth by investing in multiple businesses or real estate.
● [00:20:07] Why education and intentional decision-making are critical at Rung 2.
3 Things To Remember- Building a profitable business is just the first step—real wealth begins when you intentionally take money out of the business and put it to work elsewhere.
- Understanding what true profit is and consistently setting it aside creates the foundation for long-term financial success.
- Simple, intentional investment strategies often outperform more complex approaches that demand additional time, energy, and risk.
Useful LinksConnect with Michael Pallozzi: [email protected] | LinkedIn
Connect with Jason Gabrieli: [email protected] | LinkedIn
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
26 min - Buying a Business and Building a Team: How Brian Tustin Is Raising the Standard in the Moving Industry
Welcome back to the Entrepreneur’s Journey. In this episode, Michael Pallozzi sits down with Brian Tustin, owner of First Rate Movers, to discuss his path from the hospitality industry to purchasing and growing a moving company. Brian shares how his experience managing restaurants, retail spaces, and co-working environments prepared him for entrepreneurship, even though he ultimately stepped into a completely different industry.
Brian explains how he discovered the opportunity to buy a business through BizBuySell, the lessons he learned during the first year of ownership, and how focusing on people and culture helped him build trust with his team. The conversation also explores hiring the right employees, building systems that allow a company to grow, and why reputation and transparency are critical in an industry where trust matters. Brian also reflects on the importance of vulnerability in leadership and how being open about challenges can strengthen relationships within a team and community.
Tune into this episode to also learn:● Why buying an existing business can be a powerful entry point into entrepreneurship.
● How focusing on character and personality helps build stronger teams.
● Why systems and processes are essential for growth and freedom as a business owner.
● How vulnerability and transparency can strengthen leadership and team trust.
What we discussed● [00:01:13] Brian’s background in hospitality and how his early career shaped his approach to leadership and service.
● [00:04:44] Discovering the opportunity to buy a moving company through BizBuySell and deciding to take the leap into ownership.
● [00:07:57] How Brian built trust with existing employees during the transition to new ownership.
● [00:10:56] Why moving companies rely heavily on word-of-mouth and repeat customers more than many people realize.
● [00:13:48] The challenges within the moving industry and why transparency is critical to building a strong reputation.
● [00:15:45] How Brian hires and develops great team members by focusing on character before skills.
● [00:19:39] The importance of building systems and processes that allow business owners to delegate and grow.
● [00:23:11] Why vulnerability and openness can strengthen leadership and relationships within a business.
3 Things To Remember
1. Buying an existing business can provide a faster path into entrepreneurship while allowing you to build on an established foundation.
2. Hiring the right people based on character, attitude, and culture fit can make a significant difference in the success of a service-based business.
3. Strong systems, processes, and open communication allow businesses to grow while creating healthier teams and stronger leadership.
Useful LinksConnect with Michael Pallozzi: https://www.linkedin.com/in/michaelpallozzihfm/
First Rate Movers: https://firstratede.com/
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
28 min - Why Entrepreneurs Must Think Differently in the Age of AI
Welcome back to the Entrepreneur’s Journey. In this episode, Jason Gabrieli sits down with Greg Wilnau to discuss entrepreneurship, marketing, and how technology—especially AI—is changing the way businesses operate. Greg shares his journey from copywriting into building a marketing team and the lessons he learned about avoiding burnout and removing himself as the bottleneck in his business. The conversation also examines how entrepreneurs can build companies that operate independently of them, why developing entrepreneurial thinking is becoming increasingly important, and how emerging technologies may reshape work in the future.
Tune into this episode to also learn:
● Why building a team is essential to prevent becoming the bottleneck in your business.
● How AI is changing marketing and why human intuition still matters.
● Why building a business that can run without you improves both value and quality of life.
● Why entrepreneurial thinking may become one of the most valuable skills in the future.
What we discussed
● [00:04:00] Greg’s background in copywriting and how conversion-focused marketing shaped his early career.
● [00:09:30] The shift from doing everything yourself to building a team that can support business growth.
● [00:14:40] The risk of burnout when a business depends entirely on the founder.
● [00:19:23] Why businesses should be built to operate independently of the owner.
● [00:20:56] The mindset shift required to move from technician to entrepreneur and leader.
● [00:22:43] The uncertainty surrounding AI and technology and how it may shape the future of work.
● [00:23:13] Greg’s vision for building a high-touch marketing firm while automation handles lower-level tasks.
● [00:25:20] Why entrepreneurial thinking will become increasingly valuable in a world of automation.
3 Things To Remember
A business that depends entirely on the founder limits growth and increases the risk of burnout.
Building systems and teams that allow the business to operate independently creates a stronger and more valuable company.
As technology and AI advance, entrepreneurial thinking and creative problem solving will become increasingly important skills.
Useful LinksConnect with Jason Gabrieli: [email protected] | LinkedIn
Connect with Greg Wilnau: LinkedIn
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
29 min - Exit Planning Strategies That Can Eliminate Capital Gains TaxWelcome back to the Entrepreneur’s Journey Podcast. In this episode, Jason Gabrielli of HFM Investment Advisors is joined by Jamie Stinson of Advanced Exit Solutions to discuss strategies that can dramatically reduce—or even eliminate—capital gains taxes when selling a privately held business. They examine planning opportunities for both long-range exits and imminent sales, including charitable structures and valuation strategies that may significantly limit tax exposure. If you’re a business owner thinking about succession, private equity offers, or rollover equity, this episode outlines options worth considering before signing a deal.
Tune into this episode to also learn:● How early exit planning can shield future business appreciation from taxation.● Strategies available when a sale is already in motion.● How charitable components can reduce capital gains exposure by 60–70%.● Why rollover equity may create a second opportunity for tax elimination.
What we discussed● [00:00:40] Introduction to Jamie Stinson and his focus on tax mitigation strategies for business owners.● [00:03:28] The difference between long-term exit planning and imminent sale strategies.● [00:05:46] A real-world example of shielding $40 million in appreciation from capital gains tax.● [00:08:28] How charitable structures can reduce capital gains taxes by 60–70% in near-term sales.● [00:10:23] A case study involving a $40 million sale and multi-generational income planning.● [00:15:23] How valuation timing impacts tax outcomes in growing businesses.● [00:20:39] Using rollover equity to eliminate taxes on the “second bite of the apple.”
3 Things To RememberThe earlier you begin planning for a business exit, the more opportunities you may have to limit taxes on future appreciation.
Even if a sale is imminent, there may still be structures available that substantially reduce capital gains exposure.
Rollover equity and charitable planning strategies can transform a taxable event into a multi-generational wealth opportunity.
Useful LinksConnect with Jason Gabrieli: [email protected] | LinkedInConnect with Jamie Stinson: LinkedIn
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
24 min - BuiltWealth™: A Framework for Trades Business OwnersWelcome back to the Entrepreneur’s Journey Podcast. In this episode, Michael Pallozzi and Jason Gabrieli kick off a new podcast series focused on BuiltWealth™, a service model developed specifically for business owners in the trades. Michael and Jason explore why this audience—roofers, electricians, HVAC companies, plumbers, painters, and other home-service professionals—is underserved when it comes to financial advice.They explain the inspiration behind the BuiltWealth™ Ladder: a 7-rung system designed to help trades-based entrepreneurs organize their financial lives, grow their wealth, and eventually transition their businesses successfully. Drawing from their own experience as business owners and financial planners, Michael and Jason share how their unique approach brings together financial planning, business consulting, and strategic partnerships to create lasting value for their clients.
Tune into this episode to also learn:● Why trades-based entrepreneurs are often overlooked by traditional financial advisors.● How the BuiltWealth™ Ladder helps simplify complex business and financial decisions.● Key triggers that indicate when a business owner needs help coordinating their finances.● The unique process HFM uses to onboard and serve business owners at different stages.
What we discussed● [00:01:05] Introduction to the BuiltWealth™ service model and why trades-based entrepreneurs are the focus.● [00:07:10] How many trades business owners grow their companies without formal business training.● [00:13:07] The seven rungs of the BuiltWealth™ Ladder, from early growth to legacy planning.● [00:18:00] The importance of having a second engine of wealth outside the business.● [00:24:43] Understanding the BuiltWealth™ onboarding process: JobWalk, SiteSurvey, Blueprint, and BuildOut.● [00:30:00] What’s coming next: future episodes exploring each rung in detail and featuring expert guests.
3 Things To Remember- Trades business owners often lack the financial coordination needed as their businesses grow and become more complex.
- The BuiltWealth™ Ladder offers a clear, relatable framework tailored to the real-life progression of business owners in the trades.
- HFM's team brings both financial planning expertise and entrepreneurial experience—giving clients a unique, well-rounded partnership.
Useful LinksConnect with Michael Pallozzi: [email protected] | LinkedInConnect with Jason Gabrieli: [email protected] | LinkedIn
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
33 min - The Audit Advantage: How Bobby Giurintano Helps Businesses Recover Missed MoneyIn this episode, Michael Pallozzi is joined by Bobby Giurintano of Premium Recovery Experts to unpack a little-known strategy that helps business owners recover overpaid workers' compensation premiums. Bobby explains how his firm audits past audits—examining insurance carriers' work to uncover errors that could mean real money back for clients. Learn how his risk-free process has helped companies reclaim tens of thousands in refunds with minimal time investment. This episode is especially relevant for entrepreneurs in the trades, where workers' comp costs can be substantial.Tune into this episode to also learn:
● How workers' comp classification codes and risk scores impact premiums.
● Why businesses with multiple state operations have higher refund potential.
● How Bobby’s process uncovers errors without disrupting broker relationships.
● Common red flags and real-world savings from past clients.
What we discussed● [00:02:08] Bobby introduces Premium Recovery Experts and how they help businesses recover workers' comp overpayments.
● [00:04:20] Bobby’s background and how a networking event launched his transition into the audit business.
● [00:05:41] Trades businesses that are ideal candidates—and those that aren’t—for recovery audits.
● [00:07:30] The step-by-step client process, including how minimal time is required.
● [00:10:58] Common reasons for overcharges: classification errors, misapplied risk scores, and claim mismanagement.
● [00:14:32] What experience modification ratings (EMR) are and why they matter in construction.
● [00:16:52] The forward-looking benefits of correcting audit errors—not just refunds, but future premium savings.
● [00:17:43] Ideal company size and premium range to work with Bobby’s team.
● [00:18:45] Limitations: states and business models that may not qualify.
● [00:20:04] Why union companies often pay higher premiums and how that plays into savings potential.
● [00:22:15] What happens if Bobby finds favorable conditions in your current setup—spoiler: they walk away.
● [00:24:02] How to get in touch with Bobby and what to expect from your first call.
3 Things To Remember- Many businesses are unknowingly overpaying workers’ compensation premiums due to classification or risk score errors.
- Premium Recovery Experts provides a hands-off, no-upfront-cost process that identifies and corrects these errors.
- Correcting past audits not only recovers money but can also reduce future premiums and improve competitiveness.
Useful Links
Connect with Michael Pallozzi on LinkedIn: https://www.linkedin.com/in/michaelpallozzihfm/
Connect with Bobby Giurintano on LinkedIn: https://www.linkedin.com/in/bobbygiurintano/
Premium Recovery Experts: https://premiumrecoveryexperts.com/
Like what you’ve heard…
Subscribe to our newsletter HERE
Learn more about HFM HERE
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
29 min - Preparing Your Business for Sale: Avoiding Common MistakesIn this episode of The Entrepreneur’s Journey, Jason Gabrieli is joined by Nicola Reasoner, partner at V&R, to explore what it really takes to prepare a business for sale. From financial cleanup to team dynamics, and even the emotional readiness required to exit, Nicola offers invaluable advice from years of experience guiding entrepreneurs through transitions. If you're a business owner—even just considering a future sale—this episode will equip you with clarity and concrete steps to prepare for that journey the right way.Tune into this episode to also learn:
● Why starting the sale prep process too late can hurt your outcome.
● How financials should be restructured for buyers—not just for taxes.
● What buyers are really looking for during due diligence.
● How emotional readiness plays a critical role in a successful exit.
What we discussed● [00:01:26] Introduction to Nicola Reasoner and her role helping entrepreneurs prepare for sale.
● [00:04:18] The most common mistake business owners make when preparing to sell.
● [00:07:28] Why going unrepresented can lead to a poor outcome.
● [00:09:42] Ideal vs. rushed timelines for preparing a business for sale.
● [00:14:17] How to properly present EBITDA and clean up financials for investors.
● [00:18:13] The importance of emotional readiness in the exit process.
● [00:21:01] How to manage confidentiality with your team during a potential sale.
● [00:27:02] Understanding the buyer landscape: strategic vs. financial buyers.
● [00:33:22] Life after a sale: what changes and how to prepare for it.
3 Things To Remember- Begin the exit planning process at least 12–24 months before you intend to sell.
- Understand and adjust your financials through the lens of a buyer, not just your CPA.
- Emotional preparation is just as important as operational readiness—know why you're selling and what comes next.
Useful Links
Connect with Michael Pallozzi: https://www.linkedin.com/in/michaelpallozzihfm/
Like what you’ve heard…
Learn more about HFM HERE
Schedule time to speak with us HERE
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
45 min - 3 Questions That Drive Marketing Growth in the Trades
Michael Pallozzi sits down with Phil Risher, founder of Flash Consulting, about how trades business owners can grow revenue by turning marketing from a black box into a measurable system. Phil shares how his unique path—from pest control ride-alongs to enterprise fleet sales to featured finance blogger—led him to help home service companies scale from $1M to $10M+ and even exit to private equity. You’ll hear the three key questions private equity buyers ask (and how to build systems around them), why tracking your return on ad spend is essential, and how to use automation to convert leads and re-engage past customers.
Tune into this episode to also learn:
● The three questions every home service business should answer to grow and scale.
● How to use email and text automation to improve lead conversion rates.
● Why most businesses overspend on ads without tracking returns—and how to fix it.
● How to double revenue even when competing against much larger companies.
What we discussed
● [00:01:38] Phil’s background: from pest control ride-alongs to enterprise fleet management and digital content.
● [00:03:36] Helping a $3M company scale to $5M and exit to private equity by combining marketing and operational systems.
● [00:04:48] The 3 key questions a private equity buyer asked—and how they shaped Phil’s business model.
● [00:06:58] Why most marketing agencies fail to prove ROI and how Flash ties ads to closed revenue.
● [00:09:33] Strategies for building online presence when starting from scratch.
● [00:10:55] Using secondary platforms (Yelp, Angie) to avoid competing directly with industry giants.
● [00:11:46] Improving estimate close rates from 46% to 58% using nurture sequences.
● [00:12:44] How retargeting past customers by email drove $250K+ in revenue.
● [00:17:40] Building a fully remote team and winning Inc. 5000 Best Workplaces.
● [00:23:47] Why client count is Flash’s key business metric—and how the team rallies around it.
● [00:25:06] Phil’s personal turning point from earning “enough” to multiplying his talents for greater impact.
● [00:27:18] The goal: becoming the kind of CEO who can lead a $10M company.
3 Things To Remember
- Marketing is not about spending more—it's about tracking results and fixing conversion leaks.
- Retargeting past customers with the right offers can drive substantial new revenue.
- Building a company that wins culturally and operationally starts with hiring intentionally and leading with clarity.
Useful Links
Connect with Michael Pallozzi: [email protected] | LinkedIn
Connect with Phil Risher: LinkedIn
Like what you’ve heard…
- Learn more about HFM HERE
- Schedule time to speak with us HERE
- Check out our Financial Wellness Program – HFM Ignite
30 min - Breaking the Silence: Mental Health in Blue Collar WorkplacesWelcome back to the Entrepreneur’s Journey. In this episode, Michael Pallozzi is joined by Jessica Hallahan, founder of Journey to Yourself, who specializes in stress management and suicide prevention training within the blue collar workforce. Jessica shares her unconventional path from women’s empowerment speaker to a sought-after facilitator for trades-focused mental wellness. Together, they explore the communication gaps between generations in the trades, the hidden emotional toll of fieldwork, and how small mindset shifts can ripple from jobsite to home life. This episode sheds light on the importance of building emotional intelligence and support structures for workers who are often overlooked.
Tune into this episode to also learn:● Why stress and suicide rates are disproportionately high in the trades. ● How interactive workshops build trust with tough, “silent struggler” crews. ● The importance of culture-building beyond the office, especially for field teams. ● How emotional intelligence training can improve both performance and home life.
What we discussed● [00:01:49] Jessica explains how her first HVAC client opened her eyes to the mental health crisis in the trades. ● [00:03:29] The blue collar workforce is one of the most stressed industries and second in suicide rates. ● [00:04:45] Jessica breaks down how interactive, competition-based activities help tough crews engage without feeling “soft.” ● [00:06:23] Her background in drug and alcohol treatment taught her how to earn trust in emotionally resistant environments. ● [00:08:45] Bridging the generational communication gap between rougher older workers and more sensitive younger hires. ● [00:10:30] The value of her six-month workshop series and the role of repetition in changing habits. ● [00:12:00] Why the personal stress of employees often bleeds into work performance—and how leaders can spot it. ● [00:13:25] A powerful story about an apology exercise that opened emotional floodgates during a session. ● [00:17:08] Jessica’s long-term goal: building mental health infrastructure across the blue collar world. ● [00:20:17] Why field teams often miss out on culture-building efforts, and how Jessica helps companies fix that. ● [00:22:06] Where to find Jessica, her book, and how to hire her to support your team.
3 Things To Remember- The construction and trades industries have high rates of stress and suicide, making mental wellness support essential.
- Building trust through consistent, hands-on workshops helps teams open up without stigma.
- Supporting workers’ emotional well-being at home translates directly to improved performance on the job.
Useful LinksConnect with Michael Pallozzi: [email protected] | LinkedInConnect with Jessica Hallahan: LinkedIn
Like what you’ve heard…Learn more about HFM HERE
Schedule time to speak with us HERE
Check out our Financial Wellness Program – HFM Ignite25 min - From Timber to Teams: Mike Fanelli’s Legacy in the TradesWelcome back to The Entrepreneur’s Journey, hosted by Michael Pallozzi. In this episode, Michael is joined by Mike Fanelli, owner of Third Generation Builders, based in Lake Katrine, New York. Mike shares his story of launching a construction business rooted in family heritage, hard work, and an evolving passion for craftsmanship. He discusses the values instilled by his father and grandfather, how he’s transferring those lessons to the next generation, and how a strong team culture fuels his business today. This episode is filled with timeless wisdom for entrepreneurs in any industry.Tune into this episode to also learn:
● Why family heritage and work ethic shaped Mike’s business mindset.
● How Mike grew a construction company through major economic shifts.
● The role of self-awareness and business coaching in sustainable leadership.
● What it takes to build a values-driven team that clients trust.
What we discussed● [00:01:27] Mike shares the origins of his company name and its family roots.
● [00:03:16] A history of immigration, craftsmanship, and military service in Mike’s lineage.
● [00:05:10] Core values passed down: love for the craft and relentless work ethic.
● [00:07:28] How Mike is exposing his son to the trades without forcing a legacy.
● [00:09:18] From finance to framing — how Mike found his real path.
● [00:11:44] Building log homes, surviving 9/11, and bouncing back from 2008.
● [00:15:51] The importance of self-awareness in leadership and company growth.
● [00:17:06] Hiring for culture and empowering the right team members.
● [00:17:53] The unique approach Mike takes with clients and detailed bids.
● [00:21:05] Exit planning, business coaching, and scaling value beyond the owner.
● [00:26:09] Why Mike plans to work as long as he can—but on his own terms.
● [00:27:05] A client story that led to multiple high-end projects and a friendship.
3 Things To Remember- A strong business is built on values, not just tools or talent.
- Passing a business on to the next generation requires patience and flexibility.
- The right coach can help an entrepreneur turn experience into exponential growth.
Useful Links
Connect with Michael Pallozzi: https://www.linkedin.com/in/michaelpallozzihfm/
Like what you’ve heard…
Learn more about HFM HERE
Schedule time to speak with us HERE
33 min
About Entrepreneur's Journey
From the publisher's feed
Welcome to the Entrepreneur's Journey where Michael Pallozzi leads discussions with successful entrepreneurs to learn about their journey of starting, building, and eventually selling their business…
or transitioning it to the next generation. The goal is to allow you to learn from their knowledge, experience, and wisdom, as you pursue that in your own business. Michael Pallozzi is the President of HFM Investment Advisors, LLC and brings over 30 years of experience working with business owners to organize and manage their business and personal financial plans to help them define and realize their personal version of success in their lives and businesses.