Million Dollar Relationships

What if you hit every number you ever set for yourself and still woke up feeling like something was missing?

In this episode, Ray Higdon, sales trainer, author, and founder of Rank Makers, shares 21 years of lessons from telemarketing, door to door advertising, and selling $7,000 education systems from stage to cold rooms. He has never seen a sales script he could not improve, and he has the results to back it up.

But the heart of this conversation is what happened after the money arrived. Ray had his first million dollar year in 2013, his first million dollar month in 2014, and his first million dollar day in 2015. None of them delivered what he expected, and the search that followed changed everything.

[00:04:30] What He Does and Who He Serves

• Helps sales reps go from chasing to closing with confidence

• Trains sales teams across real estate, financial, insurance, and direct sales

• Works with leaders on onboarding, scripts, and follow-up

[00:05:19] A Sales Background That Started Early

• At 12 he bought Airheads for a dime and sold them for a quarter

• Moved 90 to 100 a day and got a candy rule created because of him

• At 18 he was making 450 calls a day selling long distance

• Later spent 22 days a month on the road pitching to cold rooms

[00:08:30] What Inspires Him

• Meets people with great products who simply do not know how to sell them

• Loves helping someone sell more of a thing they already love

• Has hundreds of hours reviewing team conversations and scripts

• Has yet to see a set of scripts he could not improve

[00:09:35] The Insurance Team That Sold $40,000 More

• Was hired by a small health insurance group with about eight people

• Had never worked in insurance before

• Reviewed their scripts and made direct changes

• The next week they sold $40,000 more than they ever had

[00:12:55] Why Most People Struggle to Sell

• Weak salespeople focus on their own solution

• Strong salespeople focus on the problem the prospect has

• Quotes Ben Settle: talk more about their crab grass than your weed killer

• Pushy and aggressive does not work when buyers have endless options

[00:14:13] Expanding the Problem

• People will not spend thousands on a nice-to-solve problem

• The problem has to grow in their mind before they will act

• Ask whether solving it is optional or necessary

• Then ask how they plan to solve it without you

[00:15:33] The Question That Saves the Sale

• When you feel the anxiety of losing someone, stop selling

• Ask what made them look at this in the first place

• Connect your solution to that single reason

• You do not need to knock down every objection

[00:17:07] Client Impact: Rank Makers

• Launched the membership community in 2017

• Publishes a video under five minutes every weekday

• Started tracking member sales in 2018

• With roughly 10% reporting, members have brought in over 300,000 new customers

[00:18:00] Amy Murphy: Seventeen Years Without a Profit

• Spent 17 years in network marketing without ever making a profit

• Pinky swore with her husband she would never do it again

• Found Ray's training and joined Rank Makers

• Went on to make $5 million, retire her husband, and pursue acting

[00:21:29] Helping People Already Winning

• Current client was behind register.com and its growth to $700 million

• His app Punchrify uses AI to solve a major construction problem

• Ray is simplifying the message so the pitch lands faster

• Also building a calculation showing exact hours saved per house

[00:24:58] Honorable Mention: Russell Brunson

• Studied Russell's videos before ever meeting him

• Launched a marketing business off what he learned from those videos

• Met him years later in a Vegas hallway and Russell knew exactly who he was

• Read Expert Secrets and launched Rank Makers that same week

[00:27:52] Honorable Mention: Eric Worre

• Walked up to Eric at a Vegas event purely to thank him

• Eric said he loved Ray's videos and invited him as a VIP

• Ended up speaking at Eric's events for the next four or five years

• Eric has put Ray in front of well over 100,000 people

[00:29:17] Honorable Mention: Mark Hoverson

• Calls him the best mentor he ever had

• Heard him speak for 15 minutes in Austin and knew he had to hire him

• Hoverson passed away from pancreatic cancer several years ago

• Ray writes about him throughout his book Time, Money, Freedom

[00:30:26] The Real Answer: God

• All three mentors contributed millions of dollars to his business

• But the actual answer to the question is only one

• Found God in November 2022 after a two-year search

• Now looks back and sees where God was in rooms before he knew him

[00:33:34] Why the Money Never Filled the Gap

• Thought a million dollar year in 2013 would make him feel worthy

• Hit the year, then the month, then the day

• None of them did what he expected them to do

• Saw a 60 Minutes interview where Tom Brady described the same emptiness

[00:35:42] The Sermon He Googled the Night Before

• Was booked by a faith-based organization before he found God

• Three months in, they asked him to give the Sunday message

• People mentioned sermons and altar calls and he had no idea what they meant

• Googled how to do an altar call, spoke on church hurt, and 20 people accepted the Lord

[00:41:35] Money Was My Master, But Only When I Was Broke

• His latest book is Faith Driven Wealth, with a foreword by John Maxwell

• When the bank account was low, his trust was in Bank of America

• Believes prosperity is fine as long as it does not own you

• Quotes Zig Ziglar: money won't buy happiness, but everyone wants to find out on their own

[00:43:39] Where to Find Him

• YouTube channel updated every single week with free education

• Two longer videos a week plus several shorts

• Instagram is @rayhigdon and he checks his own direct messages

KEY QUOTES

"It's not about not having money. It's about money not having you." - Ray Higdon

"I had my first million-dollar year in 2013, my first million-dollar month 2014, my first million-dollar day 2015, and all of them were great, but none of them did what I thought they would do." - Ray Higdon

CONNECT WITH RAY HIGDON

Website: https://www.higdongroup.com

YouTube: https://www.higdongroup.com/channel

LinkedIn: https://www.linkedin.com/in/rayhigdon

Facebook: https://www.facebook.com/ray.higdon1

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What if the only thing standing between where you started and where you could go was one person willing to tell you the truth?

In this episode, Chelle Neff, founder of Urban Betty in Austin, Texas, shares how a girl from a small West Texas town with no savings and no safety net built a salon company with three locations, nearly 100 employees, and revenue trending past $7 million.

Chelle got her cosmetology license at 18 and moved to Austin the day after high school graduation. She opened Urban Betty at 27 with a $10,000 loan from her grandfather at 8% interest. But the relationship that changed everything was a woman who sat in her chair for a haircut in 2008, and who she still sees to this day.

[00:05:00] What She Does and Who She Serves

• Founder of a salon company in Austin with three locations

• Nearly 100 people on the team, all employees rather than contractors

• Recently stepped back as CEO and promoted her general manager into the role

• She serves her employees first, most of whom chose a path outside college

[00:06:18] How She Got Here

• Knew at age 10 she wanted to be a hairstylist

• Grew up in Throckmorton, a West Texas town of about 800 people

• Her parents had her as teenagers and college was never discussed

• Saw a newspaper notice for a high school cosmetology program and transferred schools

[00:07:48] Getting Her License at 18

• The program was government funded through the public school

• She paid only $200 for supplies when cosmetology school cost $10,000 to $15,000

• Had no financial support system and no safety net

• Moved to Austin the day after graduating high school

[00:08:26] Learning the Business from the Ground Up

• Started at Supercuts doing men's and children's haircuts all day

• Credits them with teaching her speed and how a well-run franchise operates

• Moved to Regis at the mall and then worked up to higher end salons

• Spent about ten years studying how each business was run

[00:09:23] Opening Urban Betty at 27

• Named the salon after her grandmother; her real first name is Betty

• Had no savings but good credit, so she took equipment and build-out loans

• A nonprofit that lends to women and minorities gave her a rate at 8%

• Her grandfather loaned the final $10,000 at that same rate

[00:10:39] Twenty-Two Years Later

• Retired from doing hair in 2017

• The business started with $70,000 and now trends over $7 million

• Never imagined going from cosmetology student to a multimillion dollar salon company

• Thought she would be rolling perms as an 80-year-old lady

[00:12:05] What Inspires Her Now

• Has been working through the shift in identity from operator to founder

• Public speaking and mentoring salon owners is the next uncomfortable step

• Everything that scared her before led her somewhere greater

• Helping others grow gives a different kind of fulfillment than doing hair

[00:14:02] The Vision Going Forward

• Working toward an exit strategy as she approaches 50

• Her new CEO already owns 7% of the company

• Options include selling more shares to employees or finding the right buyer

• Wants to be present for her five-year-old son while the business runs without her

[00:18:16] The Newsletter That Revealed Hidden Impact

• Added a call to action asking if anyone at Urban Betty had changed a client's life

• A woman wrote back with photos documenting her cancer journey and hair loss

• Her stylist had coached her through losing her hair and growing it back

• The stylist had no idea the impact she had made

[00:20:07] What Clients Actually Want to See

• The highest engagement came from photos of a team trip to a Texas farm

• Clients care less about hair tutorials than about the people behind the business

• They want to know how the team is treated and what the company supports

• Almost no other salons are connecting with customers this way

[00:21:54] Why Referrals Still Beat Everything

• The majority of guests still come through referrals from other people

• Reddit has become a major source because people trust unpaid, real voices

• That system cannot be gamed the way paid channels can

[00:24:15] The Relationship That Changed Everything: Rebecca

• Rebecca sat in Chelle's chair for a haircut and said she heals people

• Chelle took her info thinking she would go once for help with dizzy spells

• At the first session she admitted out loud that she was unhappy in her marriage

• That was 2008 and she still sees Rebecca to this day, 18 years later

[00:25:37] What That Relationship Made Possible

• Rebecca taught her to step into her own self-worth

• She held Chelle accountable and helped her leave her first marriage

• She officiated Chelle's wedding to her current husband

• Chelle says she would not be who she is today without her

[00:26:00] The Referral Behind the Referral

• Rebecca was herself a referral from another client

• Chelle later told that client her whole life traced back to one recommendation

• Her husband, her son, and the success of her business all came from it

• Seeing Rebecca also taught her to ask for help elsewhere, leading to her first business coach in 2014

[00:29:22] Meeting Her Husband and Becoming a Mother

• Believes she would never have met her current husband without Rebecca

• They went through ten rounds of IVF before turning to adoption

• Their son was a hospital surrender they brought home at six days old

• His birth mother was a teenager, just as Chelle's own mother had been

[00:30:14] Why She Talks About Therapy Openly

• She parents her son the way she wishes she had been parented

• Without Rebecca she believes she would have stayed in that first marriage far longer

• Her dizzy spells were her body telling her she needed to leave

• She refuses to gatekeep therapy and speaks about it every chance she gets

[00:32:48] Final Word: Representing the Industry

• Grateful to speak on a platform like this for her industry

• Salon professionals tend to stay behind the scenes and rarely speak out

• Wants to prove that hairstylists can build real, sustainable wealth

KEY QUOTES

"From cosmetology student to multimillion dollar salon business was never anything that I imagined. I thought I would be rolling perms as an 80-year-old lady." - Chelle Neff

"Everything that's hit me that I've not wanted to do and really freaked out about, such as opening my own business or doing the first haircut, has led me to something greater." - Chelle Neff

CONNECT WITH CHELLE NEFF

Salon: https://www.urbanbetty.com

Coaching: https://www.chelleneff.com

Instagram: https://www.instagram.com/urbanbetty

LinkedIn: https://www.linkedin.com/in/urbanbetty

Facebook: https://www.facebook.com/urbanbetty

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What if the simplest way to open every door in front of you is to refuse to close any of them?

In this episode, John Loyack, President of Rider University, shares how 40 years across corporate finance, energy, rail, and higher education led him to a model that turns struggling universities into engines of economic redevelopment for the cities they serve.

He has now done it three times, in Wilkes-Barre, Reading, and Pottsville, and is starting again in Trenton. But John traces the whole approach back to two men: a colleague at a lighting company who taught him a leadership style, and a construction executive who handed him an entire political network he had no obligation to share.

[00:04:48] What He Does and Who He Serves

• President of Rider University, a role he started in July

• His third time leading a higher education institution

• Came into higher ed as a first-generation student whose own college was struggling

• Knew nothing about higher education but a lot about restructuring businesses

[00:06:44] The Model: Unleashing What a University Already Has

• Universities rarely start these projects with money, but they have bright, talented people

• Connects those resources to the community to accelerate local development

• Students get experiential learning while providing real free resources

• He has now done this in four cities, most recently Trenton

[00:08:21] Why It Works Like Karma

• When you are in it for something bigger than you, partnerships become genuine

• He arrives with an asset to offer rather than an ask

• Resources then appear that he never would have had otherwise

• Partnerships fall out of it without him even trying

[00:10:26] Do It Before You Have to Do It for Real

• Wants students doing the work many times before it counts

• Runs student-centered business incubators with graduate mentors and local entrepreneurs

• Rider is built to support first-generation students, which benefits everyone

• That experience almost always leads to a job

[00:11:52] The Student as Customer

• Says students are customers and the value equation has to work

• An undergraduate degree means roughly another million dollars over a lifetime

• A graduate degree takes that to about a million and a half

• Higher education has to be the facilitator of that outcome

[00:16:03] How He Got Here

• First-generation student who found his own way to King's College

• Started at Pricewaterhouse and became a CPA

• Realized he wanted finance and problem solving inside a real business

• Moved to Lutron Electronics and then eight years at Union Pacific

[00:18:54] From CFO to College Turnaround

• Became chief accounting officer then CFO at PNM Resources

• The work connected him to Wall Street and bond deals

• Became CEO of the unregulated business after the company split

• Stepped in to save King's College and never left higher education

[00:20:36] What the King's Turnaround Produced

• Arrived when an S&P rating would have been good luck

• Left after completing an $80 million bond deal at BBB plus

• Built new programs, new athletics, and downtown Wilkes-Barre redevelopment

• There were no road maps for running a university like a business at the time

[00:22:00] Reading and the Poorest City in the Country

• Got a call telling him Reading needed what he had done in Wilkes-Barre

• Reading was Pennsylvania's fourth largest city and the poorest in the country

• Grew Alvernia from a master's institution to a professional doctoral one

• Converted half a million square feet of downtown into College Town

[00:23:53] When Others Start Following You

• Developers who worked in Reading came to Pottsville only because Alvernia went there

• They followed the university into a market it had proven out

• He calls it the highest form of compliment when partners follow you

[00:27:41] The First Relationship That Changed Everything: Mike Patino

• Worked with Mike at Lutron after leaving public accounting

• John was a public accountant suddenly standing on a production floor

• Mike did not have to engage at the level he did, but he did anyway

• Even when John failed, Mike made him feel good while teaching the lesson

[00:29:15] The Leadership Style That Built Thousands of Partnerships

• Mike gave him the architecture for connected personal relationships in business

• Accountability and genuine care for each other can coexist

• John credits Mike for the skill set behind thousands of partnerships

• Mike has no idea, because they never had that conversation

[00:31:02] Why It Matters More in Higher Education

• Business partnerships can be transactional and one-time

• A university is in its community forever with infrastructure it cannot move

• He is not leaving no matter how bad it gets

• That permanence makes relationship building the special sauce

[00:32:54] The Multiplier Effect

• Good relationships mean you think of that partner for things beyond the original scope

• That leads to more opportunities and more ways to get things done

• With a difficult client you only think about how to get out

• The best partnerships produce things you could not have drawn on a whiteboard

[00:34:01] The Second Relationship: Barry Schlauch

• Arrived in Reading knowing no one, unlike Wilkes-Barre where he grew up

• Walked downtown at sunset asking himself what he needed that he did not have

• The answer was access to the political machinery

• Barry, a construction executive, happened to attend his first president's dinner

[00:36:29] Hijacking the Meeting

• Barry told a trustee to get John into a meeting on downtown redevelopment

• Reading had 25 years of fits and starts with nothing to show

• John brought his brochure and took over the entire meeting

• They talked about nothing but College Town and the building they planned to buy

[00:37:00] The Network He Had No Obligation to Share

• Barry made his full political network available to John

• John joined every political event and they told the story together

• Every level of government showed up when the building opened

• Barry did not have to help; he saw the community impact and engaged

[00:39:22] Why He Signs Up in Five to Six Year Chunks

• These turnarounds are five or six year processes

• Real value comes from bringing what you know to a business that does not know it

• Every institution is a new Rubik's cube and a new community to impact

• He says it feels like his first job all over again

[00:41:05] The Vision for Rider

• Phase one is reshaping the institution to live within its cash flow

• Phase two is reprioritizing resources to build the engine for growth

• Phase three is community engagement and economic redevelopment in Trenton

• All three run at the same time and shift in weight as the years go on

[00:46:03] Final Word: Start with Yes

• A rule he began at Alvernia, a Franciscan institution

• About 75% of the time starting with yes gets both parties where they want to go

• Another 20% ends somewhere unexpected but still creates a partnership

• Saying no means you never get anywhere at all

KEY QUOTES

"To me, leadership at its best is when you're looking out for your community as a business leader and you're willing to put your capital at risk to make it happen, that's the best level of entrepreneurship." - John Loyack

"We start every conversation with yes. Because if you say no, you don't ever get anywhere." - John Loyack

CONNECT WITH JOHN LOYACK

Website: https://www.rider.edu

LinkedIn: https://www.linkedin.com/in/john-r-loyack-77999012

Facebook: https://www.facebook.com/john.r.loyack.2025

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What if the relationship that changed your life also uncovered the business opportunity you were meant to pursue?

In this episode, Moshe Edri, Founder of Spa Sphere, shares how an unexpected relationship led him to discover a massive gap in the aesthetics industry and inspired him to build an AI-powered platform designed specifically for aestheticians.

After spending more than 20 years building technology for some of the world's largest companies, Moshe never imagined he'd become an entrepreneur serving the skincare industry. But through one meaningful relationship, he saw firsthand the daily challenges independent aestheticians faced and realized no one was building software around the way they actually worked.

Moshe explains how listening to customers, creating genuine partnerships, and staying close to the people you serve has fueled Spa Sphere's rapid growth. He also shares why relationships, are the true competitive advantage for any business, and how meaningful connections continue to shape both his company and his life.

[00:03:28] What He Does and Who He Serves

• Founder of Spa Sphere, an AI-powered platform built specifically for aestheticians

• Helps skincare professionals simplify operations and grow their businesses

• Creates technology around the unique workflows of estheticians

• Enables practitioners to spend more time serving clients and less time managing software

[00:05:19] Solving a Problem No One Else Was Addressing

• Existing software wasn't designed for the way aestheticians work

• Many professionals relied on disconnected tools and manual processes

• Fragmented systems created unnecessary stress and burnout

• Spa Sphere brings everything together into one purpose-built platform

[00:06:41] Helping Clients Create Better Outcomes

• Supports personalized treatment plans instead of one-time appointments

• Gives aestheticians tools to guide clients through long-term skincare journeys

• Helps practitioners increase revenue while improving client care

• Aligns technology with how estheticians naturally serve their clients

[00:11:04] How One Relationship Changed Everything

• The idea for Spa Sphere began while dating an esthetician

• Saw firsthand the frustrations of running an independent practice

• Realized an entire industry had been overlooked by technology companies

• Combined his background in software with a real-world business challenge

[00:12:45] Growing Through Strategic Relationships

• Focuses on partnerships with educators, coaches, and industry leaders

• Chooses collaboration over chasing individual customers

• Creates win-win opportunities throughout the industry

• Builds momentum through trusted relationships and referrals

[00:14:31] The Relationship That Sparked His Mission

• Credits a personal relationship with introducing him to the aesthetics industry

• Was inspired by how deeply aestheticians care for their clients

• Built technology that removes friction so practitioners can focus on people

• Turned a personal experience into a purpose-driven company

[00:17:08] Growing Beyond His Comfort Zone

• Learned business development as a technical founder

• Built meaningful partnerships despite being naturally introverted

• Embraced new challenges to grow both personally and professionally

• Continues refining the customer experience as the company expands

[00:18:59] Why Customer Relationships Matter

• Gives every client direct access to him

• Values personal conversations over transactional support

• Makes time to meet customers whenever possible

• Believes authentic relationships are the foundation of lasting success

[00:20:54] Scaling Without Losing the Human Touch

• Confident the technology can scale to support future growth

• More concerned about maintaining exceptional customer support

• Wants every customer to continue feeling personally valued

• Committed to growing without sacrificing relationships

[00:21:35] Giving Back to the Industry

• Inspired by the generosity and passion of aestheticians

• Finds purpose in helping professionals better serve their clients

• Provides free resources, education, and tools alongside the platform

• Measures success by the impact he creates for others

KEY QUOTES

"The challenge for me was to create the best platform for aestheticians so they need to forget about technology. Technology becomes the easy part, not the hard part, so they can focus on building relationships with their clients."

"I'm looking back where I started and where I am today, and it makes me proud that I was capable of creating those meaningful connections and always creating win-win-win situations."

"All my clients have my cellphone number. They know about our hamsters, they know about my dog. We've developed those kinds of relationships."

"Personal time is what helps build those relationships. That digital persona you show on camera isn't enough."

"I'm happy that in a way we are now giving back to them with their time, with their revenue, and with the free content and tools we provide for them."

CONNECT WITH MOSHE EDRI

Website: https://www.spasphere.ai

LinkedIn: https://www.linkedin.com/in/moshe-edri

Email: [email protected]

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What if the biggest obstacle to building lasting wealth isn't a lack of money, but meeting people who make it possible?

In this episode, Peter Skaggs, Founder of Investor Lighthouse and Innovative Mortgage Alliance, shares how decades in real estate investing taught him that financial freedom isn't built through luck or chasing trends. It's built through education, disciplined action, and relationships with people who challenge you to think differently.

From learning hard lessons early in his career to helping busy professionals build wealth through strategic real estate investing, Peter explains why the best investors focus on long-term thinking, continuous learning, and surrounding themselves with the right mentors. Throughout the conversation, he reveals how one relationship after another helped shape his philosophy of investing, leadership, and serving others.

[00:03:41] What He Does and Who He Serves

• Founder of Investor Lighthouse and Innovative Mortgage Alliance

• Helps busy professionals create long-term wealth through real estate investing

• Focuses on education before investment decisions

• Empowers investors to build confidence instead of depending on others

[00:05:18] Why Financial Education Matters

• Believes financial literacy creates freedom and confidence

• Encourages investors to understand every investment they make

• Explains why knowledge reduces fear during uncertain markets

• Teaches people to think like long-term investors instead of speculators

[00:08:42] Lessons From His Early Investing Journey

• Learned that success rarely happens overnight

• Experienced setbacks that became valuable learning opportunities

• Developed a disciplined investment approach through experience

• Realized patience consistently outperforms emotional decision-making

[00:12:15] The Biggest Mistakes Investors Make

• Chasing quick profits instead of building lasting wealth

• Relying entirely on advisors without understanding the investment

• Allowing fear and emotion to dictate financial decisions

• Ignoring the value of long-term planning and consistency

[00:16:47] Building Wealth One Decision at a Time

• Small, consistent decisions create significant long-term results

• Every investment should align with personal financial goals

• Wealth comes from disciplined habits more than perfect timing

• Focuses on sustainable growth rather than shortcuts

[00:20:54] The Relationship That Changed Everything

• Credits key mentors with expanding his perspective on investing

• Learned the value of asking better questions before making decisions

• Relationships opened doors that knowledge alone could not

• Continues investing in meaningful connections throughout his career

[00:25:10] Why Mentorship Accelerates Growth

• Great mentors help shorten the learning curve

• They provide wisdom gained through real experience

• Accountability often matters as much as information

• Success becomes more predictable when learning from those who've gone before

[00:29:36] Serving Before Selling

• Believes trust must always come before transactions

• Education creates stronger client relationships

• Long-term success comes from putting clients' interests first

• Strong relationships naturally generate referrals and opportunities

[00:33:48] Creating Financial Freedom

• Financial freedom begins with intentional planning

• Investing should support the life you want to build

• Wealth provides choices rather than simply accumulating assets

• Every financial decision should move you closer to independence

[00:38:22] The Legacy That Matters Most

• Helping others achieve financial confidence is deeply rewarding

• Success is measured by lives impacted, not just dollars earned

• Building relationships creates influence that lasts beyond business

• The greatest return on investment is seeing others succeed

KEY QUOTES

"Real wealth isn't created by chasing the next opportunity. It's created by making disciplined decisions consistently over time, even when those decisions aren't exciting." - Peter Skaggs

"The relationships you build throughout your life will often determine the opportunities that come your way. Knowledge is important, but relationships open doors that knowledge alone never will." - Peter Skaggs

"Financial freedom isn't really about money. It's about having the ability to make decisions based on your values instead of your circumstances. That's the kind of wealth worth building." - Peter Skaggs

CONNECT WITH PETER SKAGGS

Website: https://investorlighthouse.com

LinkedIn: https://www.linkedin.com/in/peter-skaggs

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What if your greatest adventure isn't about where you go, but who you become?

In this episode, Kevin Thompson sits down with entrepreneur, adventurer, and Wayfinders founder Mike Brcic. After building and selling one of Canada's leading adventure tourism companies, Mike realized that success alone wasn't enough. Today, he helps high-achieving entrepreneurs reconnect with themselves through transformational adventures in some of the world's most breathtaking places.

Mike shares how meaningful relationships shaped every major turning point in his life, from launching new ventures to discovering a deeper sense of purpose. He also explains why the greatest breakthroughs often begin with honesty, vulnerability, and the courage to have the conversations we've been avoiding. Whether you're building a business, strengthening relationships, or searching for greater alignment in life, this episode offers practical wisdom for living with more intention and authenticity.

[00:04:50] Taking Entrepreneurs on Transformational Adventures

• Founder of Wayfinders, a global community for entrepreneurs seeking deeper purpose

• Leads immersive experiences in extraordinary locations around the world

• Combines adventure, coaching, and personal reflection

• Helps entrepreneurs reconnect with themselves and how they want to show up in life

[00:06:30] Accidentally Becoming an Entrepreneur

• Moved to the Canadian Rockies after university

• Discovered he wasn't suited for traditional employment

• Started a mountain biking business after being fired from several jobs

• Eventually built the company into a global adventure tourism business operating in 45 countries

[00:07:42] The Birth of Wayfinders

• Conversations with fellow entrepreneurs inspired a new business idea

• Began hosting adventure retreats for founders

• Transitioned from business-focused events to transformational experiences

• Sold his previous company to focus entirely on helping entrepreneurs grow personally

[00:09:10] Creating Space for Honest Conversations

• Entrepreneurs often lack safe places to be vulnerable

• Retreats encourage discussions about marriage, leadership, purpose, and identity

• Helps participants slow down and ask life's bigger questions

• Creates environments where people can be fully authentic

[00:10:13] Why This Work Matters

• Partnered with Philip McKernan to create even deeper transformational experiences

• Witnesses lasting change long after each retreat ends

• Finds fulfillment in helping people move closer to their authentic selves

• Believes every personal transformation creates a ripple effect through families, businesses, and communities

[00:12:39] Facing the Truth We've Been Avoiding

• Entrepreneurs often bury difficult emotions by staying busy

• Encourages participants to acknowledge uncomfortable truths

• Creates an environment where honesty feels safe

• Helps people identify the parts of life they've neglected

[00:15:02] Learning to Have Difficult Conversations

• Coaches participants through vulnerable conversations

• Teaches communication centered on personal needs instead of blame

• Shows how empathy reduces defensiveness

• Believes the most meaningful things in life are found on the other side of difficult conversations

[00:17:30] One Mountain That Changed a Life

• Shares the story of a participant climbing Mount Cotopaxi in Ecuador

• The challenge transformed her confidence and self-belief

• Inspired life-changing decisions in both career and relationships

• Demonstrates how physical challenges can unlock emotional breakthroughs

[00:21:37] The Relationships That Changed Everything

• Credits Floyd Marinescu for introducing him to life-changing connections

• Met Giovanni Marsico and Jason Gaignard through one entrepreneurial event

• Those relationships opened doors to lifelong friendships, business opportunities, and personal growth

• Reinforces the importance of intentionally putting yourself in the right rooms

[00:24:05] Finding the Right Rooms

• Learned that successful entrepreneurs are ordinary people with extraordinary commitment

• Discovered the value of focus over trying to do everything

• Realized he belonged alongside other high-performing entrepreneurs

• Encourages others to invest in communities that challenge and inspire them

[00:28:42] Chasing Validation Instead of Purpose

• A question from Philip McKernan exposed his deeper motivations

• Realized he had built his previous company seeking external validation

• Understood that success alone could never provide fulfillment

• Chose to build his next business around purpose instead of ego

[00:32:23] Building a Business Around Alignment

• Designed Wayfinders around impact instead of rapid growth

• Created a lifestyle-focused business model intentionally

• Prioritizes exceptional experiences over scaling quickly

• Measures success by transformation rather than revenue

[00:35:23] Creating Ripple Effects

• Focuses on helping entrepreneurs become better parents, partners, and leaders

• Believes changing one person's life positively impacts generations

• Regularly checks his motivations to stay aligned with his mission

• Keeps service at the center of every decision

[00:36:50] How Relationships Continue to Fuel Growth

• Shares how one client referral created major business opportunities

• Demonstrates the long-term value of trust and reputation

• Shows that authentic relationships remain his strongest marketing strategy

• Believes sustainable growth is built through genuine connection

[00:39:47] How to Join the Journey

• Explore upcoming Wayfinders adventures around the world

• Learn about experiences in Colombia, Morocco, and Patagonia

• Connect with a community of purpose-driven entrepreneurs

• Discover how adventure can lead to lasting personal transformation

[00:40:26] The Gift of Authentic Relationships

• Encourages people to find spaces where they can truly be themselves

• Explains why authenticity creates deeper relationships

• Believes meaningful connection begins when people stop pretending

• Leaves listeners with a reminder to seek communities built on trust and vulnerability

KEY QUOTES

"Everything you want in life, the most meaningful things you want in life, are on the other side of a difficult conversation that you've been avoiding." - Mike Brcic

"If I can help somebody live a life with more meaning, more connection, and more alignment, that creates a ripple effect far beyond that one person." - Mike Brcic

"Find the rooms that you can afford to be in, and surround yourself with people who are just a little bit ahead of you." - Mike Brcic

CONNECT WITH MIKE BRCIC

Website: https://way-finders.com

Substack: https://wayfinders.substack.com

LinkedIn: https://www.linkedin.com/in/mikebrcic

Facebook: https://www.facebook.com/mikebrcic

Email: [email protected]

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What if one relationship could help save thousands of lives?

In this episode, Kevin Thompson sits down with Andrea and Jessica La Mesa, co-CEOs of The Life You Can Save, a nonprofit dedicated to lifting people out of extreme poverty by changing the way people think about and donate to charity. Drawing on successful careers in Silicon Valley, the husband-and-wife team now helps donors make smarter, evidence-based giving decisions that create measurable impact around the world.

Together, they share how they left the tech industry to pursue a more meaningful mission, why every dollar can save lives when invested wisely, and the relationships that transformed both their careers and personal lives. Their story is a powerful reminder that meaningful relationships and a willingness to take a chance can create ripple effects that change the world.

[00:04:46] What They Do and Who They Serve

• Co-CEOs of The Life You Can Save

• Help lift people out of extreme poverty through evidence-based philanthropy

• Research and recommend the world's highest-impact charities

• Connect donors with organizations creating measurable change across health, education, and livelihoods

[00:05:26] Making Charitable Giving More Effective

• Publish a curated list of rigorously evaluated charities

• Offer the Maximize Your Impact Fund to maximize donor impact

• Advise individuals, foundations, and philanthropic organizations

• Help donors make confident, data-driven giving decisions regardless of donation size

[00:07:42] From Silicon Valley to Global Philanthropy

• Both built successful careers in the software and technology industry

• Decided they wanted work that created deeper purpose and meaning

• Transitioned from the private sector into nonprofit leadership

• Applied lessons from tech to scale the impact of charitable giving

[00:08:52] Why This Mission Matters So Much

• Jessica believes life is largely a lottery, and anyone could have been born into extreme poverty

• Every person deserves access to healthcare, education, and opportunity

• Andrea believes success and purpose should exist together

• Their work allows them to improve lives while becoming better people themselves

[00:12:01] Responding to Crisis with the Rapid Response Fund

• Created the Rapid Response Fund following major USAID funding cuts

• Partnered with Founders Pledge to close urgent funding gaps

• Raised more than $13 million in emergency funding

• Helped fund life-saving programs estimated to have saved approximately 4,700 children's lives

[00:13:23] Every Donation Has the Power to Save Lives

• Andrea believes saving even one life would make his life meaningful

• Strategic philanthropy creates exponentially greater impact

• Data and evidence help maximize every charitable dollar

• Properly deployed funding can transform entire communities

[00:15:25] The Mentor Who Changed Andrea's Life

• Wanted to leave Italy to pursue opportunities in software

• Nearly decided not to apply for a Fulbright Scholarship

• A trusted mentor encouraged him to apply anyway

• That single conversation ultimately led him to America, his career, and meeting Jessica

[00:17:43] Jessica Honors the Relationship That Changed Everything

• Says Andrea has had the greatest impact on her life

• Their relationship opened the door to marriage, family, and international opportunities

• Leading a nonprofit together has strengthened both of their careers

• Their partnership continues to shape both their personal and professional journey

[00:19:25] How to Get Involved

• Explore charity evaluations backed by extensive research

• Learn about The Life You Can Save's funds and grantmaking strategy

• Connect directly with Jessica and Andrea

• Discover how even small donations can create measurable impact

KEY QUOTES

"There's enough resources in the world to help these people and make this world a little bit more just and fair. It's really about helping as many people as possible, saving as many lives as possible, and making this world a little bit better." - Jessica La Mesa

"I want a life of success and meaning. I think you can have both things. In this field of work, you can both be successful because you're truly helping people, and it has meaning because it makes me a better human." - Andrea La Mesa

CONNECT WITH JESSICA & ANDREA LA MESA

Website: https://www.thelifeyoucansave.org

Jessica La Mesa LinkedIn: https://www.linkedin.com/in/jessicahoy

Andrea La Mesa LinkedIn: https://www.linkedin.com/in/andrealamesa

Jessica: [email protected]

Andrea: [email protected]

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What if every door that ever opened for you started with a message you almost didn't send?

In this episode, Susanne Sandler, SVP and GM of Fintech at Mews, a $2.5 billion global hotel technology company, shares how a bold application as a college sophomore led her into the office of the CFO of Merrill Lynch, and how a cold message to a keynote speaker years later led to six years working alongside the future CEO of Booking Holdings.

Susanne runs the fintech division at Mews, which accounts for 75% of company revenue. But the principles that drive how she leads trace back to two men who saw her potential before she did, and to one simple belief: you miss 100% of the shots you don't take.

[00:03:48] What She Does and Who She Serves

• SVP and GM of Fintech at Mews, a $2.5 billion global vertical SaaS company

• Mews calls itself the operating system for modern hotels

• Runs the fintech business, which is about 75% of company revenue

[00:04:30] Who Mews Serves

• Serves everything from small mom and pop hotels to large global chains

• Partnerships with Best Western, Choice, and the Asian American Hotel Owners Association

• AHOA members make up about 60% of US hotels

[00:05:30] What Inspires Her

• Travel is where people have their most memorable experiences

• Most people name a trip when asked about their best moments of the year

• Mews removes the manual work so hotels can focus on the guest experience

[00:06:48] How She Got Here

• Started her career in financial services and investing in financial companies

• Won her undergraduate business plan competition and launched a tech startup in New York

• The last 12 to 13 years have been focused on travel tech and fintech

• Says she feels lucky every day doing work that combines both passions

[00:08:17] Client Impact: The Multi-Currency Win

• Launched a product letting hotels offer FX services to guests

• Guests can lock in their price in their own currency

• Hotels now earn markup revenue that previously went to banks and card networks

• Some hotels cover the full cost of all their Mews services from this product alone

[00:10:52] AI at Mews: Thoughtful, Not Trendy

• Building a semantic data layer combining guest, property, and payments data

• The goal is better insights and experiences, not just cutting headcount

• Early results from the approach have been incredible

[00:12:11] The Vision for Fintech at Mews

• Wants to build a holistic financial suite for hotels

• Expanding beyond payments into accounts, loans, and supplier payments

• Everything is deeply embedded and connected to hotel data

[00:13:27] Why Hospitality Is Underserved

• Hotels have seasonal cash flow that banks struggle to understand

• Mews holds all bookings data plus a revenue management system

• That gives a full forward-looking picture of the business

• Underwriting becomes far easier than a bank reading old financial statements

[00:15:08] The First Relationship That Changed Everything

• Saw an internship posting at NYU Stern for the CFO of Merrill Lynch

• Assumed it couldn't be the real CFO; applied anyway

• Walked in thinking worst case she meets someone impressive, best case she gets the job

• A short-term role became over two years with growing hours and responsibility

[00:17:54] What She Learned from Him

• Finding people who believe in you and see your potential is everything

• Learned resilience by working under constant high-pressure stakes

• He was precise and held her fully accountable for her numbers

• People still compliment her composure; she credits that early training

[00:20:24] Treating Every Human with Respect

• Watched him treat the person cleaning his office the same as a head of state

• He did it because it was right, not for gain

• That taught her the kind of person she wanted to become as she grew senior

[00:21:31] How He Set Her Up After College

• He opened doors to meetings with teams across Merrill Lynch

• She still had to prove herself and work the grueling hours

• Landed a role investing in equity, debt, and early fintech companies

• That first role set the tone for the next 20 years

[00:25:02] What Makes Mentorship Actually Work

• Both sides have to invest in the relationship

• Assigned mentorships often fail; organic ones tend to succeed

• Nobody owes you anything; it is all give and take

[00:26:13] The Second Relationship: Glenn Fogel

• Saw Glenn deliver a keynote at a conference in 2013 and was blown away

• He told the story of rebuilding Priceline after the dot-com crash

• The company is now Booking Holdings with a $135 billion market cap

[00:28:18] The Cold Message That Changed Her Career

• Reached out just to tell him the presentation was incredible

• He responded, they talked, and he ended up hiring her

• She worked with him and his team for over six years

[00:29:08] What She Learned from Glenn

• Got a front row seat as he became CEO of Booking Holdings in 2017

• Was handed some of the most critical projects for the business

• Learned what leadership looks like at the highest level

• Left only because she had learned enough to run a company at IAC

[00:31:26] You Miss 100% of the Shots You Don't Take

• For every story that worked, there are hundreds that went nowhere

• She repeats the Gretzky line whenever imposter syndrome shows up

• There is almost no downside to taking the shot

[00:33:10] Why Glenn Still Makes Time

• Even as a global CEO, he finds time for people who reach out

• He has never become overconfident or self-important

• He continues supporting people who did right by him

• Relationships become exponentially more valuable as both people grow

KEY QUOTES

"Finding those people who believe in you and see potential in you, I would say, is so important." - Susanne Sandler

"You miss 100% of the shots you don't take. I say that to myself a lot when I'm like, well, what's the point?" - Susanne Sandler

"That's how we all give back, and that's how we all create this great karma in the world and support each other." - Susanne Sandler

CONNECT WITH SUSANNE SANDLER

Website: https://www.mews.com

LinkedIn: https://www.linkedin.com/in/susannegreenfield

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What if the most important introduction of your career started with raking a sand bunker?

In this episode, Bob Whalen, CEO of HB Global and author of Beyond Your Ownership, shares how a 112-year-old mechanical contracting company in Central Pennsylvania became one of the most powerful examples of employee ownership in America. Today HB Global has 2,500 employee owners, over $215 million in value sitting in Pennsylvania employee accounts, and a mission that Bob describes simply: serve the employees who own the company.

None of it would have happened without a caddy job at a golf tournament 40 years ago, a board member named Mark Caldwell who came to Bob unsolicited, and a high school football coach who made a phone call he never had to make.

[00:06:00] What He Does and Who He Serves

• CEO of HB Global, an employee-owned holding company of mechanical contracting and service businesses

• Serves HVAC, plumbing, electrical, and construction clients across commercial and residential sectors

• Primary mission is serving the 2,500 employees who own the company through an ESOP

[00:09:00] How He Got Here

• Came out of his MBA in 2004 wanting to lead a business like a sports team

• Got an opportunity to join H.B. McClure, a 94-year-old iconic company in Central Pennsylvania

• Joined in April 2008; didn't know yet that the recession had already started

• Bought a minority interest and used business cash flows to acquire the rest

[00:11:00] The ESOP Discovery

• Looking for tax efficiency in the ownership transition led him to employee stock ownership plans

• In October 2010, sold the business to an ESOP trust; it changed his entire professional mission

• The median ESOP balance for employees who were there in 2010 is now over half a million dollars

• Over $215 million in value now sits in accounts of people living in Pennsylvania communities

[00:12:00] The Book and the Mission

• Wrote Beyond Your Ownership to create awareness for business owners planning succession

• Ten million businesses are expected to need a succession plan over the next decade

• Selling back to employees keeps jobs local, builds community wealth, and preserves legacy

• Most sellers become disenchanted after selling; an ESOP keeps the legacy and culture intact

[00:19:00] The Relationship That Changed Everything: Mark Caldwell

• Forty years ago, Bob caddied for his father-in-law and his partner at a golf tournament

• That partner was Mark Caldwell, who 20 years later sat on the board of H.B. McClure

• Mark came to Bob unsolicited and asked if he would be interested in the succession of the company

• That one invitation, which started on a golf course, had the biggest professional impact of Bob's life

[00:22:00] What That Relationship Taught Him

• Relationships are built over long periods of time; short-term effort creates long-term results

• Bob gave more than he received throughout the relationship; Mark gave back far more than Bob ever gave

• Most things in life come from a disciplined, consistent approach over a long period of time

• His whole philosophy: give more than you receive

[00:23:00] The Second Relationship: Coach Ray Erdy and Coach Bob Craig

• A local high school football coach reached out unsolicited to William and Mary on Bob's behalf

• Bob was injured most of his senior year; there wasn't much film on him, but the coach believed in him anyway

• His wrestling coach Bob Craig lived the same philosophy: helped any athlete who wanted his help

• His daughter's pole vault coach did the same; it taught Bob that giving freely is both right and rewarding

[00:28:00] How to Get Involved with ESOPs

• Companies can either start their own ESOP or sell to an existing one like HB Global

• Setting up your own ESOP costs multiple hundreds of thousands of dollars and roughly $75,000 to $100,000 a year to operate

• There is no size threshold for selling to an existing ESOP; HB Global has acquired companies with as few as two to five employees

• Website is hb-global.com; Bob makes himself available to any owner interested in employee ownership

KEY QUOTES

"Give more than you receive. Mark showed me that. If you figure that out early, it leads to a lot of good things down the road." - Bob Whalen

"I've never turned down an introduction from a good friend. In my 56 years, not one time." - Bob Whalen

CONNECT WITH BOB WHALEN

Website: https://www.hb-global.com

Book: https://a.co/d/0i8Xi6Rg

LinkedIn: https://www.linkedin.com/in/bob-whalen-4023a21b

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What if the two words you never meant to say turned out to be the most important words of your life?

In this episode, Ryan Lee, founder of Wealth Outside Wall Street and author of Retire in 10 Years or Less, shares how losing most of his net worth in 2008 led him to discover a completely different way of thinking about money. He retired at 34, not because he was rich, but because he had built enough cash flow from 17 rental properties to walk away from a job he never wanted.

The moment came when his boss Rob showed up unexpectedly to offer him more territory. Ryan was sitting there mentally counting his cash flow when Rob asked if he was ready. Without thinking, he said "I quit." He spent the next decade teaching over 3,000 people to do the same.

[00:04:00] What He Does and Who He Serves

• Founder of Wealth Outside Wall Street, helping driven individuals take control of their money

• Serves entrepreneurs, business owners, and freedom seekers who want more control over their time

• Believes money's greatest value is giving people more options with their time

[00:06:00] How He Got Here

• Dropped out of high school; came back at 23 and finished a four-year degree in two

• Moved to Arizona for his first corporate job; opened his first paycheck and nearly quit on the spot

• Was making less as a college grad than he was as a self-employed hustler paying his way through school

• Decided to climb the corporate ladder instead; 2008 changed everything

[00:09:00] The 2008 Wake-Up Call

• Watched his net worth drop from $100,000 to $28,000 at the bottom of the crash

• Realized he had no control over the outcome of what he was investing in

• Saw people 20 to 30 years ahead of him watching their retirements melt away

• Decided he had to find a completely different way to think about money

[00:11:00] The Books That Changed His Paradigm

• Picked up Rich Dad Poor Dad after 2008; the phrase "savers are losers" hit him like a slap

• Found Creating Wealth by Robert Allen with a subtitle promising retirement in 10 years

• The strategy was simple: buy two single-family homes a year for 10 years

• That concept filled the void Kiyosaki opened and gave him a concrete path forward

[00:14:00] The Day He Quit

• Was managing the Denver territory for a medical equipment company when his boss Rob showed up unexpectedly

• Rob offered him three additional territories; more road, more travel, more time away from family

• While Rob was talking, Ryan was mentally adding up his cash flow from 17 rental properties

• Rob asked if he was ready; Ryan looked up and said "I quit" without planning to

[00:17:00] The First Client Who Started It All: Dr. Wes Brown

• A week after quitting, a doctor he used to sell equipment to called and asked how he did it

• Sat with him at his kitchen table and mapped out what he would do if he were in his position

• Eighteen months later Dr. Brown quit medicine and has been singing in his choir ever since

• That one conversation led to 3,000 clients; Dr. Brown started sending referrals immediately

[00:21:00] The First Relationship That Changed Everything: Russell Brunson

• After three years and 250 clients, wanted to reach more people but had no idea how to go online

• Read Dotcom Secrets in 18 hours; it was a manual for everything he wanted but didn't know how to do

• Found out Brunson was hosting an event in San Diego in 10 days; bought tickets and showed up

• Paid $25,000 to join his inner circle; says the return has been 10x what he ever paid

[00:25:00] The Second and Third Relationships: Robert Allen and Robert Kiyosaki

• Hosted a live event and decided to invite the two authors who had shaped his entire philosophy

• Used mutual friend Randy Garn to connect with Robert Allen; got to Kiyosaki through another connection

• Gave them both lifetime achievement awards on stage; Allen said it was the most fulfilled he had ever felt by writing a book

• Allen co-authored his new book Retire in 10 Years or Less; Kiyosaki wrote the foreword

[00:32:00] Final Word: Mindset, Skillset, Network

• The three best investments anyone can make are mindset, skillset, and network

• Mindset determines what you can see; upgrade your paradigm and new possibilities appear

• A strong network means you always have someone to call when things get hard or when things are great

• Be the kind of person others call in a crisis; that is the greatest form of leverage you can have

KEY QUOTES

"Money's greatest intrinsic value is to give each one of us more control over our time and more options with what we do with that time." - Ryan Lee

"Mindset, skillset, network. Those are the three best investments you can ever make." - Ryan Lee

CONNECT WITH RYAN LEE

Website: https://www.wealthoutsidewallstreet.com

Book: https://www.retirein10years.com

LinkedIn: https://www.linkedin.com/in/ryan-d-lee-31838b304

Facebook: https://www.facebook.com/ryan.d.lee.50

Thanks for tuning in!

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