Million Dollar Relationships

What if the person who transformed your entire career is also someone you haven't spoken to in seven years?

In this episode, Ryan Ellefsen shares how he helps businesses take credit cards, lower processing fees, and protect their revenue as VP of EasyPay Direct, a merchant services company he recently joined after 20 years in the industry. EasyPay serves coaches, consultants, speakers, and internet marketers, processing payments for names like Tony Robbins, Grant Cardone, and Frank Kern across 34 US locations. Ryan built his career expertise under the mentorship of Steve Thorne, CEO of NMR (National Marketing Resources), eventually rising from Processing Manager to VP and co-building what became Platinum Payment Systems. Today, Ryan is known for his transparent, relationship-first approach to merchant services — always insisting on a face-to-face conversation before onboarding any client, no matter how small.

Ryan honors Steve Thorne, the man who hired him at $70,000/year when he was making $23,400 as a Spanish teacher in Utah. Phil Smith introduced Ryan to Steve while both were in an MBA program, and Steve believed in Ryan enough to bring him into NMR, where Ryan spent 10 transformative years climbing from Processing Manager all the way to VP. Under Steve's roof, Ryan co-built a merchant processing company that eventually merged into Platinum Payment Systems.

[00:03:41] Reconnected Through a Mutual Friend

• Kevin and Ryan originally met years ago at Genius Network

• Recently reconnected via mutual friend Anthony Simon through an email introduction

• Neither realized in the intro email that they already knew each other

[00:03:51] VP of EasyPay Direct: What He Does and Who He Serves

• Merchant services company helping businesses accept credit cards and get funding

• Specializes in the coach, consultant, speaker, author, and internet marketing space

• Serves major names like Tony Robbins, Grant Cardone, and Frank Kern

• Recently joined after 20 years in the industry; he and CEO Brad Weimert were friendly competitors for two decades

[00:05:04] EasyPay vs. PayPal: The Key Difference

• PayPal is better for card-present transactions like retail stores

• EasyPay specializes in card-not-present, high-risk: coaching, big-ticket packages, phone sales

• High-risk means future fulfillment over time, high-ticket pricing, sold over the phone

• Premier company in the country for internet marketing and coaching businesses

[00:07:55] What Inspires Ryan Most: Giving People a Fair Deal

• Has an affinity for the person being ripped off by hidden fees

• Philosophy: everybody can win — a 10-year relationship beats a 6-month windfall

• Sometimes helps small businesses where he makes almost nothing — and loves it

• Tries to learn something from every single conversation

[00:13:02] How EasyPay Lowers Your Rates Over Time

• EasyPay has its own gateway to manage multiple banks from a single login

• Uses Level 3 Advantage and tokenization to lower interchange rates

• Can lower interchange by up to 75 basis points (0.75%)

• EasyPay's margin stays fixed; all savings go directly to the client

[00:18:40] The Industry's Dirty Secret: Watch Your Statements

• Processors can legally raise your rates by burying notice in statement fine print

• Not calling to cancel is considered acceptance of new terms

• They raise rates 5 –10 basis points at a time.

• Visa changes rates every six months and they go up more often than down

[00:26:15] Started as a Spanish Teacher Making $23,400 a Year

• Graduated college, went on a church mission to South America from 1991 to 1993

• Came back, majored in Spanish teaching, played sports, had fun

• First teaching job in Utah in 1997 paid $23,400/year

• Started a carpet cleaning business in school that eventually made 10x his teaching salary

[00:28:00] Phil Smith Introduces Ryan to Steve Thorne

• Met Phil Smith in his MBA cohort

• Phil introduced him to Steve Thorne, CEO of NMR (National Marketing Resources) in Kearney, Missouri

• Steve hired Ryan as Processing Manager at $70,000/year nearly triple his teaching salary

• His bonus in year two was bigger than his entire teaching salary

[00:29:05] Ten Years at NMR: From Manager to VP

• Progressed from Processing Manager → Director → Managing Director → VP

• NMR and sister company PMI did infomercial production for Dean Graziosi, Anthony Morrison, and others

• Did hundreds of millions in coaching and big-ticket event sales

• Ryan pitched starting a merchant processing company; Steve challenged him to make it a million-dollar idea.

[00:30:31] When a Great Relationship Fractures

• Ryan and Steve haven't spoken in seven years following a lawsuit

• Ended in a no-fault settlement — neither side got what they wanted

• Ryan still considers Steve one of the best, most honest people he's ever met

• "If he ever catches wind of this podcast… I would welcome that"

[00:35:20] What Steve's Mentorship Still Looks Like Today

• After the split, became VP of a digital marketing company within 6 months

• Core lesson from Steve: how to treat people with genuine sincerity

• "Nobody who's ever met Steve Thorn dislikes Steve Thorn"

• Attributes his versatility and confidence across industries entirely to Steve's tutelage

KEY QUOTES

"My philosophy is that everybody can win. If you can set up a relationship that makes some money for the next 10 years, that's way better than a relationship that makes you a whole bunch of money for six months." - Ryan Ellefsen

"Steve Thorn transformed my life. If he hadn't given me that opportunity, I wouldn't be where I am today and I wouldn't have what I have today." - Ryan Ellefsen

"Nobody who's ever met Steve Thorn dislikes Steve Thorn. He's sincere. He's a good guy and he just knows how to treat people. And so I learned a lot from him in that regard." - Ryan Ellefsen

CONNECT WITH RYAN ELLEFSEN

🌐 EasyPay Direct: http://www.easypaydirect.com

💼 LinkedIn: https://www.linkedin.com/in/ryanellefsen

📘 Facebook: https://www.facebook.com/ryan.ellefsen.2025

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What if workplace conflict is not something to avoid, but the very path to healing and high performance?

In this episode, Susan Winchester shares how a 36-year corporate HR career evolved into a purpose-driven executive coaching and consulting practice focused on emotional intelligence, leadership effectiveness, and workplace healing.

Susan served in senior HR leadership roles for global organizations including Kellogg's, Federal Reserve Bank of Chicago, Rockwell Automation, and Applied Materials. After retiring from corporate life at 60, she transitioned into her own consulting and executive coaching practice, helping C-suite leaders and organizations transform workplace dynamics through her proprietary frameworks.

Susan reveals how two key relationships profoundly changed the trajectory of her career, leadership style, and personal growth.

[00:02:40] From Corporate CHRO to Purpose-Driven Consultant

• 36.5-year career in corporate HR and consulting • Served as Chief HR Officer in Fortune 150 organizations • Successfully hired and mentored her successor before retiring • Retired at 60 and transitioned into consulting by design

[00:08:00] The Crossroads Meditation

• Attended a VIP retreat in Ibiza • Faced a decision between scaling a digital business or starting a boutique consulting practice • Realized she wanted to work with people she genuinely respected and enjoyed • Within weeks, former colleagues reached out with opportunities

[00:10:40] Helping Leaders Shift Identity

• Coaches executives in large corporations, private equity firms, and universities • Helps leaders recognize how childhood programming shows up at work • Reduces anxiety, overthinking, and perfectionism patterns • Focuses on leadership capability and performance optimization

[00:13:40] The Relationship That Changed Everything: Celine DeCosta

• Finished writing Healing at Work but was afraid to publish it • Invested in a 90-minute Story Clarity Intensive • Discovered her purpose was bigger than her fear • Published the book after years of hesitation

[00:23:20] 4,000 Weeks and Redefining Time

• Introduced to Four Thousand Weeks by Oliver Burkeman • Realized an 80-year life equals roughly 4,000 weeks • Shifted from seeing time as pressure to seeing it as precious • Became more intentional about family, friendships, and experiences

[00:27:00] Rethinking Wealth and Utility

• Influenced by Die with Zero by Bill Perkins • Began focusing on life experiences over accumulation • Prioritized giving while alive • Shared wealth intentionally with family

[00:29:00] The Second Transformational Relationship: Ken Wright

• Met Ken Wright through the Human Synergistics Lifestyles Inventory • Received early feedback about perfectionism that later proved true • Learned advanced leadership and organizational frameworks

[00:37:00] The Power of Right Relationships

• Credits mentors for holding a bigger vision for her than she held for herself • Learned that growth requires uncomfortable feedback • Discovered that emotional healing improves performance • Built a career rooted in gratitude and intentional evolution

KEY QUOTES

"A lot of our workplace conflict is unresolved history asking to be healed." - Susan Winchester

"There is a conscious healing career path, and there is an unconscious wounded career path. Most of us don't realize which one we're on." - Susan Winchester

"Perfectionism looks like excellence from the outside. Inside, it can be desperation." - Susan Winchester

CONNECT WITH SUSAN WINCHESTER

🌐 Website: https://www.susanwinchester.com

💼 LinkedIn: https://www.linkedin.com/in/susanschmittwinchester

📘 Facebook: https://www.facebook.com/falcorspirit

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What if honesty is the only sales strategy you ever needed?

In this episode, Kevin sits down with Don Williams, founder of Don Williams Global and a sales and leadership coach with over 30 years of experience. Don works primarily with founder-led businesses under $100 million, helping them grow their top line fast. He started selling at 19, became the top rep out of 450 within months, and has since worked with more than half of the Fortune 500. His core belief has never changed: the foundation of all sales and leadership is trust, and the only way to build it is to be trustworthy.

The relationship that transformed Don's life: a man he met in downtown Fort Worth at a meeting he knew was never going to close. Don was so impressed that before leaving he looked at the man and said, we are not doing business today, and I think that's the right thing. But I've only told a couple of people this in my life: you and I, someday, somehow, some way, we will work together and do great things. Two years later the man called. They spent nearly a decade doing significant work in the insurance industry, and at one point Don bought a house from his sight unseen simply because he trusted him completely. Their paths diverged, then reconnected again, and Don now expects them to be a near-household name in AI within the next 18 months. Twenty-five years, two business chapters, and a third just getting started.

[00:02:31] Noah Rosenfarb: The Introduction Behind This Episode

• Noah Rosenfarb introduced Kevin and Don, telling Don simply that Kevin has your vibe.

• Don says he and Kevin are like brothers from other mothers.

• Both agree it worked because Noah already had deep trust with each of them.

[00:04:00] What Don Does: Helping Businesses Bring More Money in the Door

• Don spent 30 years with Fortune 500 companies before shifting to founder-led businesses.

• He helps clients raise their top line, which solves about half of all business problems.

• He took one client from the edge of bankruptcy to $1.5 million in 2025, projecting $5 million this year.

[00:05:20] What Inspires Him: Helping People Who Help People

• Don describes himself as a giver whose mission is to help people who help other people.

• He only takes on work that feeds that personal mission.

• The bigger the ripple, the better.

[00:08:00] Build the Best Team, Not a Team That Looks Like You

• Don used to hire people who thought and worked exactly like him, and says that was a mistake.

• The best teams have diverse viewpoints, thought patterns, and skill sets, like a football team.

• A leader's only two jobs are to cast the vision relentlessly and then go get the best people to make it real.

[00:12:20] The Origin Story: A 19-Year-Old with a 67% Closing Rate

• Don dropped engineering when a part-time sales job out-earned his future degree.

• Within months he was the top rep out of 450 with a 67% closing rate, double the company average.

• He credits brutal honesty: people buy from someone who tells the truth.

[00:15:57] The Foundational Principle: Be Trustworthy

• Don sold 17 houses in his first month in real estate, every one on the first visit.

• Trust is the foundational skill of all sales and leadership.

• Do what you say you will do and you will stand out.

[00:17:40] The Google Stat Nobody Acts On

• The first vendor to speak with a customer wins the deal 71% of the time.

• If no one answers, they call the next business on the list.

• Answering the phone is one of the easiest ways to beat the competition.

[00:19:00] The Client Results That Rock His World

• A client on the edge of bankruptcy closed 2025 at $1.5 million and is projecting $5 million this year.

• Don loves working with highly intelligent people who are sometimes low on emotional intelligence.

• All influence happens at the emotional level: the brain might veto something crazy, but the heart gets what the heart wants.

[00:22:26] The Relationship That Changed Everything

• Don met a man at a meeting he knew would never close and told him they would work together someday.

• Two years later the man called, and they spent nearly a decade in the insurance industry together.

• Twenty-five years on they are building something in AI that Don expects to make them a near-household name.

[00:24:40] The Business He Gave Away at 5 O'Clock

• Don opened a second business to support a sick friend, then gave the whole operation away when his friend passed.

• At 5 PM he told Dave it would be his at 5:01 or gone forever, and gave it away for free.

• Don buried Dave at the National Cemetery in Dallas this year and says no bank balance replaces relationships that mean something.

[00:37:07] Final Thought: You Are Stronger Than You Think

• All success in life starts with how you see yourself.

• Your reality will follow your thoughts.

• His favorite quote, from Christopher Robin: you are far better, far smarter, and far stronger than you think.

KEY QUOTES

"The foundational skill of all influence, whether it's leadership or sales, is trust. And if you want to build trust, be trustworthy. Do what you say you're gonna do. That will shock people, because they're not used to it." - Don Williams

"Google stats say that the first potential vendor, the first potential service provider that speaks with the customer, wins the deal 71% of the time." - Don Williams

"All your business success and all your awards and all those commas on your bank account won't make any difference if you don't like who you are and if you don't have relationships with people that mean something." - Don Williams

CONNECT WITH DON WILLIAMS

🌐 Website: http://www.donwilliamsglobal.com

💼 LinkedIn: https://www.linkedin.com/in/don-williams-leadershipcoach

📘 Facebook: https://www.facebook.com/don.williams.384464

📧 Email: [email protected]

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What if the content you created in 2006 is still making you money today?

In this episode, Kevin sits down with Mary Ann Bautista and Matthew Pierce, co-founders of Turbo Rank, in the first-ever two-guest interview on the show. With 30 years of direct response marketing behind them across TV, radio, and podcasting, they now specialize in helping mid-market businesses turn YouTube into a discoverable, revenue-generating channel. What makes their story remarkable is that they built Turbo Rank without ads, without outside funding, and without starting from zero. A client relationship they started together in 2006 never stopped generating revenue, giving them the foundation to launch on their own terms.

Mary Ann speaks about a relationship that changed everything: Mary Lou, a radio salesperson she met in the early 1990s. A chain of casual introductions through Mary Lou's sister led to the client Mary Ann has worked with since 2006, the one that funded houses, put kids through college, and laid the groundwork for Turbo Rank.

Matthew speaks on the relationship that changed everything: a voiceover artist he hired and became friends with, who casually mentioned Matthew to a large client one day. That single unrequested referral turned into 10 years of work across 40 franchise markets.

[00:03:28] Ryan Guthrie: The Introduction Behind This Episode

• Ryan Guthrie connected Kevin with Mary Ann and Matthew, and Kevin calls it an automatic yes.

• Both sides agreed immediately because the trust was already there through Ryan.

• This is also the first time Mary Ann and Matthew have been interviewed together.

[00:04:56] What They Do: YouTube Organic Optimization

• YouTube is the second largest search engine and most businesses do not know how to use it properly.

• They work with brands already active on YouTube in the $10 million to $500 million revenue range.

• They help clients get found, grow owned audiences, and turn YouTube into a direct sales channel.

[00:07:40] What Inspires Them: Results You Can Actually See

• Matthew loves building an owned audience on YouTube rather than renting someone else's attention.

• Mary Ann points to a client they took to over 50% view duration in just eight weeks.

• Both say watching a client's eyes open wide at their 30-day progress meetings never gets old.

[00:11:08] How They Met: A Fake Sales Call on a Friday Afternoon

• Matthew sold radio at CBS and used fake sales calls to Mary Ann's agency as an excuse to leave early on Fridays.

• They became friends, and when Matthew started his own agency, Mary Ann was one of his first clients.

• She brought him a restricted health and wellness account, and they started experimenting with YouTube together in 2006.

[00:13:40] The Client They Have Had Since 2006

• That original account grew into over 60 YouTube channels, most still driving orders today.

• They learned the real craft of YouTube optimization by pushing hard to serve that one account well.

• Two years ago they spotted a gap in the organic YouTube space and launched Turbo Rank together.

[00:16:07] The Client Win They Are Most Proud Of

• A competitor blogger was ranking above a client's own product name with inaccurate negative content.

• Turbo Rank pushed the negative results down and put the client's videos in top positions in about four months.

• Revenue share deals from work done years ago still fund Turbo Rank today and let them launch without outside capital.

[00:21:32] Mary Ann's Million Dollar Relationship: Mary Lou

• Mary Lou was a radio salesperson at KCBS who became a genuine friend over four or five years.

• She introduced Mary Ann to her sister, who made a casual elevator introduction to a key contact at a major company.

• That chain led to Mary Ann's most significant client relationship, one that has lasted over 30 years.

[00:23:20] Matthew's Million Dollar Relationship: The Voiceover Artist

• A voiceover artist Matthew hired stayed in touch long after the job was done.

• Without being asked, he mentioned Matthew to a large client he was working with.

• That one casual mention turned into 10 years of work across 40 franchise markets.

[00:25:35] Empowering People to Outgrow You

• Matthew recognized a team member was destined for bigger things and pushed him toward better opportunities.

• Mary Ann then hired that same person at her agency, where he stayed four or five years before moving to LA and thriving.

• Both believe holding people back hurts everyone, and open communication is the foundation of their culture.

[00:32:14] Final Thought: YouTube Is Not Optional Anymore

• Every month you delay means competitors get further ahead.

• 60 to 65% of people search after seeing an ad, and if you are not ranking, you paid for that lead to go to a competitor.

• Turbo Rank offers a free mini audit and quick fix report for qualified brands at turborank.co.

KEY QUOTES

"YouTube is the second largest search engine. People go to YouTube to find out how to do stuff. It is a social network. People go to YouTube to connect. It is one of the most powerful things your business can do right now." - Matthew Pierce

"My very best clients are employees of former clients. They remember you, they know how hard you work, they know the value you brought, and you're the first call when there's a need." - Mary Ann Bautista

CONNECT WITH MARY ANN AND MATTHEW

🌐Website: https://www.turborank.co

💼 LinkedIn (Mary Ann): https://www.linkedin.com/in/maryannbautista

💼 LinkedIn (Matthew): https://www.linkedin.com/in/matthewfastforwardmarketing

📋 Free Mini Audit: Available at turborank.co for qualified brands

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What if the connection that saves your life was nine years in the making, and you had no idea it was coming?

In this episode, Scott Rammage shares how a chain of relationships built over nearly a decade led him to the doctor who restored his health when no one else could. Scott is the owner of HireVP, a virtual professionals agency that recruits, places, and fully supports experienced overseas staff for business owners across the U.S. and Australia. He spent 17 years learning the hard way what it costs to try to do everything yourself, losing money and time with his family in the process, before building a business model designed to give other entrepreneurs the freedom he struggled so long to find. HireVP has grown entirely through referrals and relationships, with zero advertising spend. Scott lives in Dallas with his wife and sons.

The relationship that transformed Scott's life: Carl, an executive coach who mentioned his brother almost in passing at the end of their first meeting. That brother was a functional neurologist, one of only 300 in the world with that specialty. Months later, when a mysterious neurological episode left Scott non-functional for weeks and regular doctors had no answers, Carl made the call. His brother took Scott from barely functional to nearly fully recovered in four days. The chain that led to Carl stretched back nine years through three other people, starting with a client Scott met in the fitness industry.

[00:02:44] George Rivera: The Introduction Behind This Episode

• George Rivera connected Kevin and Scott, and Kevin calls any intro from George an automatic yes.

• Both agree a trust-based introduction beats every other way of meeting someone.

• It is proof that the right relationship cuts through instantly.

[00:03:43] What Scott Does: HireVP and the Freedom He Was Chasing

• Scott runs HireVP, placing and supporting experienced virtual professionals for business owners.

• They go beyond typical VA services by staying involved with both sides long-term.

• It is all driven by Scott's mission to give owners the freedom he spent 17 years chasing himself.

[00:04:42] Why He Does It: The Price He Paid First

• Scott started his first business in 2004 while still teaching full-time.

• He spent 17 years making costly mistakes and robbing his family of time and attention.

• His greatest joy now is shortening that learning curve for other owners.

[00:07:55] The Origin of HireVP: Hold My Beer

• A contractor told Scott he needed a VA, then said he would never succeed with one.

• He took it as a challenge, went all in on overseas hiring, and had three full-time VAs within three months.

• A colleague asked to borrow one, Scott charged a rate, and a business was born.

[00:11:40] The Breaking Point That Built a Better Model

• Scott lost 70% of recurring revenue almost overnight after buying out his business partner.

• His 17-year-old son told him he just wished his dad would finally get paid what he was worth.

• He charged a doctor $500 to find and train a VA just for her, knocked it out of the park, and kept getting referrals.

• Seeing clients fail after placement showed him full support was the missing piece, and HireVP was born.

[00:16:40] The First VA, Nine Years Later

• His very first VA still works for him and is now at university in Florida, with Scott sponsoring her.

• When asked why she enrolled, she said she wanted to bring more value back to the company.

• He calls this kind of impact the thing that feeds him every day.

[00:21:40] Carl's Brother: The Connection That Saved His Life

• Scott hired executive coach Carl, who mentioned his brother, a functional neurologist, almost as an afterthought.

• Months later Scott was falling without tripping, slurring words, and freezing mid-step, with doctors finding nothing wrong.

• Carl helped run the business for six weeks, then connected Scott with his brother, who had him nearly fully recovered in four days.

• The doctor told Scott there are only 300 practitioners with that specialty in the world.

[00:26:40] What He Learned About How He Is Wired

• The neurologist showed Scott that his drive to fix everyone's problems is the same thing that built his businesses.

• Learning to manage that wiring rather than be destroyed by it has been a major personal shift.

• He now sees it as his duty to pass on hard-won lessons so others move through similar things faster.

[00:32:22] Final Thought: Play the Long Game

• Networking well is a superpower, but most people try to force it too fast.

• His advice: slow down to speed up, and focus on the relationship, not what it might bring you.

• Someone recently messaged him about a podcast from three years ago that had already sent two paying clients his way.

KEY QUOTES

"I get no better satisfaction in business than helping other business owners really achieve that little bit of freedom from the chaos they created when they started." - Scott Rammage

"Don't just make a connection. Your goal with that connection should be leaving that person with something that will improve their life. No reciprocity. Have a goal of giving only, and that will absolutely work." - Scott Rammage

"Slow down to speed up. Just start meeting people and don't try to push the relationship for a connection. Push the relationship for a relationship." - Scott Rammage

CONNECT WITH SCOTT RAMMAGE

🌐 Website: https://www.hirevp.us

💼 LinkedIn: https://www.linkedin.com/in/scott-rammage

📘 Facebook: https://www.facebook.com/scott.rammage.7

📱 Instagram: @scottrammage

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What if losing everything was actually the beginning of your greatest chapter?

In this episode, Jeff Martinovich shares an extraordinary story of building and losing a billion-dollar wealth management firm and then fighting his way back from federal prison. Jeff is the founder and former CEO of MICG Investment Management, which grew to over $1 billion in assets and 100 associates in Newport News, Virginia. After the 2008 financial crisis triggered regulatory scrutiny, Jeff refused three federal plea offers, went to trial against the U.S. government, and was sentenced to 14 years in prison. But that wasn't the end. Representing himself with a number-two pencil and a manual typewriter from the prison law library, Jeff filed over 500 motions, had trial court decisions reversed five times, and got two federal judges removed, walking free nearly seven years early. Today he advises 19 companies, speaks to CEO groups worldwide, and is the author of When Not If: A CEO's Guide to Overcoming Adversity, published by Forbes Books in January 2024. Jeff lives in Norfolk, Virginia with his wife Ashley and their young children.

The relationship that transformed Jeff's life: his wife Ashley. She had worked in his mortgage company years before his conviction, and about a year and a half into his prison sentence, she sent him a love letter out of the blue, saying she had always loved him and would stand by him until they won. She then drove seven hours each way to visit him once a month for seven years in what Jeff describes as a horrific prison visiting room. On the day he was released, she was waiting at the front gates to bring him home. They are now married with a young daughter, Carly, a miracle Jeff says he never deserved and considers his greatest motivation.

[00:03:40] Kurt and Kristen LudHart: The Introduction That Started It All

• Kevin credits Kurt and Kristen LudHart for connecting him with Jeff

• Jeff agrees on the power of trust-based introductions cutting through surface-level noise

• Demonstrates how the right relationships open doors quickly and authentically

[00:04:43] What Jeff Does Today: Rebuilding After Ruin

• Now works with a portfolio of 19 companies, helping CEOs and management teams grow

• Has a team of experienced advisors; also runs a law firm and investment funds

• Focused on helping owners create secure jobs, community impact, and charity support

• Describes the last five years as a full business resurrection

[00:08:02] The Backstory: Air Force Academy to Billion-Dollar Firm

• Attended the U.S. Air Force Academy, served at Langley Air Force Base during the First Gulf War

• Got his MBA at night while at Langley, then entered finance as a rookie cold-calling stockbroker

• Built MICG Investment Management in Newport News, VA to over $1 billion in assets and 100 associates

• Grew to include three hedge funds, a mortgage company, insurance company, and real estate firm

[00:08:48] The 2008 Crisis and the Government Comes Knocking

• The 2008 financial crisis triggered regulatory crackdowns on approximately 2,000 second-tier firms

• MICG was too large to avoid the radar and too small to write a $200 million check to make regulators move on

• Jeff was offered three federal plea deals and refused all three

• Sentenced to 14 years in federal prison after a five-week trial

[00:11:20] The Prison Law Library and 500 Motions

• Sent to a violent prison in New Jersey, not the minimum-security facility typical for white-collar cases

• Began helping other inmates with their cases, filing over 300 motions for others

• Through this service, taught himself federal criminal law entirely by doing

• Filed over 500 motions in his own case using a number-two pencil and a manual typewriter

[00:12:50] The Three Pillars That Got Him Through

• Physical: committed to 1% improvement every day, weights and running the track, not just for protection but for endorphins and the energy to stay proactive

• Intellectual: read 26 classics from the prison library and discovered a love of literature he never would have found otherwise

• Spiritual: read the Bible front to back multiple times; got into yoga and meditation to channel his anger into something productive

• Key mindset: treat adversity like a marathon, not a sprint, because it will take way longer than you think

[00:18:26] The Academy Roommate: From Prison to $8 Million Exit

• Air Force Academy roommate flew out on Jeff's second day home from prison

• Had several struggling companies and needed someone he could trust completely

• Jeff and a team of Academy basketball and rugby teammates merged four losing companies

• Sold to California private equity two years later for $8 million

• Jeff's deep pride: these men had visited him in prison when he had nothing, and this was his way of giving back

[00:20:32] Ashley's Love Letter: The Relationship That Changed Everything

• About a year and a half into his sentence, Jeff received a love letter from Ashley, a former employee

• She wrote that she had always loved him and would stand by him no matter what

• Drove seven hours each way to visit him once a month for seven years

• Was waiting at the front gates the day he was released and brought him home

[00:24:20] The 12-Man Room: Jumping on Tony's Back

• Describes a late-night prison confrontation: a large inmate named Tony began brutally beating a smaller Guatemalan man over commissary pricing

• Jeff had spent months helping Tony with legal paperwork to get him transferred to a minimum-security camp

• In the middle of the night, Jeff ran across the room and jumped on Tony's back, screaming that he was about to ruin his transfer

• Tony came to his senses, went back to bed, everyone survived

[00:27:11] The Book and the Mission: When Not If

• Forbes Books published When Not If: A CEO's Guide to Overcoming Adversity in January 2024

• Amazon #1 bestseller; available on Amazon and at jeffmartinovich.com

• Two halves: 20 lessons on how to prepare before a black swan event, and 20 lessons on what to do differently once it arrives

• Jeff's goal: help business leaders avoid the mistakes he made on the way up and survive the ones they can't prevent

[00:30:06] Final Message: You Can Get Through Anything

• Life doesn't throw curve balls, it throws bazookas, and Jeff lost everything down to zero

• Message to anyone going through something terrible: you can get through anything, you just have to get through it

• Believes God gives incredible rewards on the other side of the tunnel for those who endure

• Humbled by how many people share their own terrible stories after his speeches, proving everyone carries something

[00:32:57] Own Your Story: Turning Disadvantages Into Advantages

• 99% of people run and hide after catastrophic public failures; Jeff chose the opposite

• At the start of every meeting, he tells his story directly before anyone can Google it

• This transparency consistently attracts trust, admiration, and deeper connection

• Malcolm Gladwell's principle in action: turn disadvantages into advantages

KEY QUOTES

"Don't run away. Own your story. Be as transparent and strong as you can. And when you own your story, it becomes the thing that attracts incredible people to you." - Jeff Martinovich

"I literally lost a billion-dollar firm and everything down to 0.00. But what I want to give other people is hope and inspiration. You can go through anything as long as you get through it. You just gotta get through it." - Jeff Martinovich

"The more people I help, the more the universe takes care of us. I learned that even in prison. The day I got home, I just started helping as many people as possible, mostly at 5 AM for free, and it has just exploded into all these blessings." - Jeff Martinovich

CONNECT WITH JEFF MARTINOVICH

🌐 Personal Website: http://www.jeffmartinovich.com

💼 LinkedIn: https://www.linkedin.com/in/jeff-martinovich

📘 Facebook: https://www.facebook.com/jeffrey.martinovich.1

📚 Book: When Not If, available on Amazon

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What if success isn't about pushing harder but allowing yourself to be pulled toward your purpose?

In this episode, Seth Streeter shares how he helps people navigate major life transitions and discover their inspired life purpose as co-founder of Mission Wealth, a wealth management firm he started 25 years ago that now manages $14 billion in assets for 4,600 families across 34 US locations. Seth has been a financial advisor for 34 years, specializing in guiding clients through major life events while helping them live more fulfilling lives through assessments across 12 dimensions of wealth. After going through divorce and the financial crisis, Seth realized he was achieving traditional success but wasn't fulfilled, leading him to spend an introspective year attending retreats, meditating, and traveling to India. In the last eight years, Seth has led purpose-driven retreats for over 2,000 people, including nine-day retreats in Bhutan where leaders trek in the Himalayas and stay with monks. Seth spoke at Davos with Deepak Chopra on conscious leadership and leads the purpose community for YPO.

Seth reveals the relationship that transformed his life: Joe Bosco, owner of an Italian restaurant in Fort Collins, Colorado where Seth worked as a dishwasher through high school. When Seth was looking at colleges and his parents wanted him to attend Colorado State, Joe Bosco said "you should check out Santa Barbara, California" because he went there for horse shows. Seth had never heard of Santa Barbara but applied to UCSB because of Joe Bosco and spent 27 years there, founding Mission Wealth, having his children, serving on 10 nonprofit boards, starting sustainable future.org, and doing a TED Talk, all because Joe Bosco suggested he check out UC Santa Barbara. Seth also credits Chip Conley, founder of MEA, as a mentor who showed him how to move from his head to his heart.

[00:03:40] Led Two Nine-Day Purpose Retreats in Bhutan

• In Asia for most of the trip

• Had 25 leaders in each group trekking in Himalayas

• Stayed overnight at monasteries, lived with monks

• Contemplated purpose individually, within companies, within world at large

[00:04:40] Mission Wealth: 25 Years and $14 Billion

• Co-founded Mission Wealth 25 years ago

• Independent registered investment advisory firm

• 34 locations across US, manages just under $14 billion in assets

• About 4,600 families, team of 200 advisors and professionals

[00:05:20] Started Leading Retreats Eight Years Ago

• In last eight years started leading retreats and coaching

• For different companies, leaders, different groups of people

• Takes paid time off to do it, spends vacations leading retreats

• About 2,000 people have gone through in-person programs

[00:06:00] The 13 Inches From Head to Heart

• Great quote: "furthest distance many travel in lifetime are 13 inches from head to heart"

• As financial guy, had heart in what he did, loved helping people solve problems

• This work feels more intimate, more meaningful

• Really helping people give themselves permission to be best version of who they want to be

[00:08:00] Started in Financial Services Right Out of College

• Right out of college, needed a job

• Was in student government at UC Santa Barbara, thought he'd be entrepreneur

• Dad was in government, mom was teacher, brother was police officer

• Family said "you need a job with benefits, security, and paycheck"

[00:09:00] Went Through His Own Tough Journey

• Went through divorce, financial crisis, bumps in life

• Realized success script needed to be rewritten

• Was working hard but wasn't fulfilled, wasn't content

• Achieving success in traditional way materially but didn't feel fulfilled

[00:09:20] The Introspective Year That Changed Everything

• Decided to do whole introspective year

• Went to retreats, read self-help books, listened to podcasts

• Got into meditation, went to India, did all these "woo" things

• That year opened up whole new framework for living

[00:10:20] Push Energy vs Pull Energy

• As entrepreneur, had lot of push energy: building vision, growing team, charging hill

• Used that in Ironman, marathons, running nonprofits

• After personal reflection, started to adopt pull energy approach

• More of allowance, trusting doors close and open for reason

[00:11:20] Speaking at Davos With Deepak Chopra

• Was asked to speak at panel in Malibu with five people

• Woman from Finland asked if he'd been to Davos, offered to get him in

• Three months before event, confirmed: Thursday with Deepak Chopra on Conscious Leadership in Era of AI

• Couldn't have pushed way into that opportunity, was being open and available

[00:14:40] 12 Dimensions of Wealth

• Talk about wealth not just in financial sense but across 12 dimensions

• Impact families are having, quality of relationships, physical health, intellectual growth

• Seeing families grow true wealth feels very rewarding

• Lead purpose community for all of YPO

[00:15:00] The Success Script and Grind Mentality

• Lot of people followed success script, did what they were taught

• Worked hard in school, career, moved through ranks or started company

• Rinsed and repeated grind mentality to get ahead

• Now 40, 50, or 60 saying "is this all there is?"

[00:17:00] Woman Going Through Divorce

• Woman in mid-50s going through divorce

• Two daughters just graduated high school, going to East Coast for college

• Husband ended 30-year marriage right at same time

• From financial standpoint she was fine, but really struggling with identity

[00:18:00] Converting Husband's Office Into Studio

• She loved working with single women's nonprofits, domestic shelters

• Also loved skincare, always did facials for daughters

• Helped her convert former husband's office into studio

• Became licensed aesthetician, did facials for women in community including free ones for women through tough times

[00:19:20] The Inspired Life Purpose Exercise

• Had someone at retreat who was CEO, just exited food tech company in New York

• Did exercise called Your Inspired Life Purpose

• Four circles: innate gifts, skills, passion, what world needs most

• Look at how those four circles intersect

[00:20:00] Paul's Life Manifesto

• CEO named Paul came up with amazing idea during exercise

• Went to room that night, wrote his life manifesto

• Next morning: "I was up most of the night, I now have life manifesto"

• Wanted to change food systems of North America leveraging technology

[00:20:40] Started a Blog, Got Recruited by Patagonia

• Paul decided to start blog writing about his vision

• Just couple months later, recruiter read one of his blog posts

• Interviewed for new position

• Became head of Patagonia's Food Provision Company

[00:24:00] Invested Heavily in Relationships Since High School

• Always had lunch meetings 12 to 1, five days a week at same restaurant

• Would book with clients, teammates, or people in community

• City council members, students, nonprofit leaders, business leaders

• Every single day asking: who is this person, what makes them tick, how can I support them?

[00:25:00] Working at Italian Restaurant in Fort Collins

• Worked at Italian restaurant through high school to pay bills

• Was bus boy, dishwasher, had all the jobs

• Owner was Joe Bosco, owned restaurant in Fort Collins and one in Casper, Wyoming

• Was thinking about colleges, parents would pay for Colorado State

[00:25:40] "You Should Check Out Santa Barbara"

• Wanted to do something different, applied to UCLA and Berkeley

• Joe Bosco said "you should check out Santa Barbara, California, they have university there"

• Used to go there for horse shows

• Had never even heard of Santa Barbara at the time

[00:26:00] Chose UCSB Because of Joe Bosco

• Applied to UCSB, packet looked amazing, university on coast

• Ended up choosing UCSB as his university because of Joe Bosco

• Spent 27 years in Santa Barbara, half of his adult life

• Founded company there, had children there, on 10 nonprofit boards

[00:31:00] Meeting Ashley Brilliant

• Mom was sixth grade teacher, had cartoons called Pot Shots by Ashley Brilliant in classroom

• Going through tough time in Santa Barbara, Ashley's cartoons spoke to him three days in row

• Wrote thank you note to Mr. Brilliant

• He replied, met for lunch at Chinese restaurant

[00:32:00] The Fortune Cookie Message

• After meal, got fortune cookies

• Ashley's note said: "Finally, the answer you've been looking for is sitting across from you"

• Seth's said: "If at first it's a no, it may become a maybe"

• Decided to help Ashley start building business around his cartoons

[00:34:40] Service Trip to Honduras

• Took son on service trip to Honduras, worked at orphanage

• Security guard had wooden leg, very archaic piece of wood with hinge

• 34 years old, probably made $2 a day, couldn't get new leg

• Decided to get him a leg

[00:35:40] Getting Him a $10,000 Leg

• Took almost a year but got friend who was Paralympic athlete involved

• Got him fancy $10,000 leg that was molded and fit for him

• Had to get it down there strategically because shipping would mean it gets stolen

• He sent FaceTime video: first time he'd been able to slow dance with wife since car accident 10 years prior

KEY QUOTES

"A lot of people followed the success script, worked hard in school and career, rinsed and repeated this grind mentality. Now they're 40, 50, or 60 saying 'is this all there is? I now have success, but there's a creative in me that hasn't been out to play.'" - Seth Streeter

"The furthest distance many of us travel in our lifetimes are the 13 inches from our head to our heart. This work feels more intimate and meaningful because it's really helping people give themselves permission to be the best version of who they want to be." - Seth Streeter

"I had a lot of push energy as an entrepreneur. But I started to adopt a pull energy approach, more of an allowance, trusting that when a door closes it closes for a reason, when it opens for a reason. I was being pulled to where I was supposed to be." - Seth Streeter

CONNECT WITH SETH STREETER

🌐 Personal Website: https://www.sethstreeter.com

💼 Mission Wealth: https://www.missionwealth.com

💼 LinkedIn: https://www.linkedin.com/in/sethstreeter

📱 Instagram: @sethstreeter3.0

📘 Facebook: https://www.facebook.com/seth.streeter.3

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What if buying a home isn't a transaction but a deeply emotional transition that reveals who you're becoming?

In this episode, Scott Harris shares how he helps people navigate the emotional journey of finding their dream homes as the founder of Magnetic Real Estate, a boutique residential real estate brokerage in Manhattan. Scott has been a residential real estate agent in New York City for almost 23 years and has sold over $2 billion in real estate. Growing up as a child of divorce, he moved back and forth between his parents' houses approximately 500 times before turning 18, and when he started helping people buy homes, he realized he was healing the damage of being from a broken home himself. He nearly burned out in 2014 while building a team, emerging wiser with the realization that real estate is much more than a transaction. His innovative approach, The Magnetic Method, ensures clients attract homes that help them reach the fullest expression of who they're meant to be. Scott firmly believes real estate agents are doing sacred work, and he wrote "Pursue Your Home" to change the narrative around buying a home.

Scott reveals the relationship that transformed his career: Howie Cusack, his mentor at a booking agency in Boston when Scott left college wanting to be in the music business while performing as a singer in a boy band acapella group. Howie took Scott on as an intern and trained him for six years, teaching him how to manage crazy artists, put complicated deals together, and navigate producing concerts and booking tours. Scott toured approximately 100,000 miles a year in an RV performing about a thousand shows opening for bands like NSYNC, working from dial-up internet as the original work-from-home person. When Scott moved to New York and got into real estate, he realized he was armed with incredible skills from Howie, plugging right into the business from day one. This foundation equipped Scott to deal with level-11 insane moments, like when a client called the night before a $7 million closing asking to borrow $350,000 in closing costs, and Scott channeled Howie's ballsy presence from when a reggae act pulled out a chainsaw demanding payment and Howie said "get your butt on stage, you know you're gonna get paid."

[00:05:20] Founder of Magnetic Real Estate

• Boutique residential real estate brokerage firm in Manhattan, New York City

• Been residential real estate agent in New York for almost 23 years

• Serves people buying and selling real estate in New York

• Connects with people all over the globe

[00:07:40] Child of Divorce: Moving 500 Times

• Child of divorce, moved back and forth between parents until age 18

• Did the math: moved about 500 times between their houses

• Started on rental side of business in New York, felt very transactional

• Got into sales and got such satisfaction from helping people buy homes

[00:08:00] Healing Through Helping Others Find Home

• Finally put two and two together

• When helping people find homes, also doing work to heal damage of being from broken home himself

• When he bought home with his wife, it was same work

• To have a place that's really yours changed his life

[00:09:20] Helping People Through Tough Things

• One of first sales: helping older Italian woman who was divorcee find home after bad divorce

• Got call from estate attorney representing Maurice Sendak's estate (wrote "Where the Wild Things Are")

• His estate went to serve organizations that helped kids

• Satisfying to know they were helping many people when they sold the apartment

[00:12:00] Real Estate Agents Are Doing Sacred Work

• Firmly believes real estate agents are doing sacred work, really important work

• Some of most important work there is

• If people change the way they think about themselves and what they're doing, changes whole tenor

• Need to bring whole self into relationship with buyers and sellers

[00:15:20] Started in Music Business as Intern

• When first left college, wanted to be in music business

• Also was singer and performer

• Got job as intern at booking agency (represents bands or talent buyer like clubs/colleges)

• Introduced to Howie Cusack in Boston

[00:16:00] Learning to Sell Bands and Put Tours Together

• Real estate is competitive and hard, but go try to sell bands to bookers at clubs

• Or to college kids probably smoking weed half the time on phone calls

• Really hard to put tours together for bands

• Had amazing mentor in Howie, worked together for better part of six years

[00:16:40] Producing Concerts is Multifaceted

• Producing concerts is so multifaceted

• Putting bands on road, booking tours, all those things

• All skills from working with Howie influenced way he plugged right into real estate business

• Right out of the gate, made huge impact on his life

[00:17:40] Touring 100,000 Miles a Year

• Working phones from RV while doing 60,000 or 100,000 miles of touring a year

• Really grateful to Howie for making huge impact

• Had RV, went all around country performing at venues

• Boy band version of acapella group (like contemporary Pentatonix) with beatbox

[00:18:20] Opening for NSYNC and Doing 1,000 Shows

• 23 to 24 years ago

• Opened for bands like NSYNC

• Did about 1,000 shows together when he was there

• Credits experience for making him appreciate giving back

[00:18:40] Everyone's Got a Story

• Been to so many little towns: upstate New York, Indiana, Ohio, eastern seaboard, California

• Meet people living their lives, get to know them

• Everyone's got story to tell

• What's their superpower? Everybody's got something they're uniquely awesome at

[00:21:00] The $7 Million Townhouse Crisis

• Represented songwriter (very well known, wrote popular songs in 60s and 70s)

• Made a lot of money, but also crazy deal maker

• Night before buying $7 million townhouse, calls Scott

• Even though told him 50 times about closing costs, didn't register he'd have to spend $350,000

[00:22:00] Get Your Butt On Stage

• Howie looks him right in eye: "Get your butt on stage. You know you're gonna get paid. Get outta my face with that"

• Scott inhabiting this ballsy guy

• Client asking for money Scott didn't have sitting around

• At closing table, client did significant gymnastics to make it happen

[00:24:00] Free Resources at Pursue Your Home

• Bunch of free resources so people can get flavor of what's in book

• Go to pursueyourhome.com

• Can take assessment to learn your own communication style

• Strongly encourages people to take time to be prepared before jumping in

[00:26:00] Surround Yourself With People Who Care

• Need to surround yourself with team who really cares about you

• Family and friends that support you, cheer you on, in trenches with you

• If there are people in your life that secretly want you to fail, leave them on outside of this conversation

• Important to surround yourself with feeling where people see you and hear you

KEY QUOTES

"I firmly believe that real estate agents are doing sacred work, really important work. We're doing some of the most important work that there is. If people change the way they think about themselves and what they're doing, it changes the whole tenor of the dynamic." - Scott Harris

"Everybody's got something they're uniquely awesome at. If you prejudge them, you miss it. You miss that moment. If you can just be with somebody, you end up learning a lot." - Scott Harris

"Finding a home is one of the most stressful things people go through because it is so deeply important to our existence. The word for human and the word for home are the same route. You can't untangle those two things." - Scott Harris

CONNECT WITH SCOTT HARRIS

🌐 Website: https://www.pursueyourhome.com

🏠 Magnetic Real Estate: https://www.magneticre.com

💼 LinkedIn: https://www.linkedin.com/in/harrisresidential

📱 Instagram: @scottieharris

📘 Facebook: https://www.facebook.com/ScottHarrisResidentialTeam

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What if the extraordinary results you're chasing are hiding in the ordinary daily tasks you're overlooking?

In this episode, Dr. Lani Jones shares how she helps mid-career professionals navigate the "what's next?" question through psychology-informed business coaching. Lani is a clinical psychologist who works in the leadership space, doing one-on-one coaching with professionals asking "I've checked all the boxes, where do I go from here?" while also working with organizations on culture and clarity. She started her career in a hospital setting as part of an interdisciplinary team before opening a private practice, but COVID became the unexpected catalyst when evaluation needs dropped while therapy demand skyrocketed, and she began working with entrepreneurs and executives on leading through crises and balancing professional ambition with caregiving. Lani's innovative approach centers on deep-dive calendar audits that reveal what's truly important versus what's done out of obligation, helping seasoned professionals reclaim agency they've forgotten they have. Her biggest win was helping a C-Suite executive who achieved her life's goal but was miserable, and after 18 months she was loving work again simply by claiming her agency and rebuilding her calendar. Beyond her professional achievements, Lani champions the motto "the extraordinary abides in the ordinary."

Lani reveals the relationships that transformed her business: three powerhouse women she met in a mastermind group for testing psychologists around 2018-2019, who after the mastermind ended gelled so deeply that one said "I think we need to meet in person," leading to yearly gatherings where they show up so vulnerably that if two end up in the same city there's a text guilting the others to fly in even for 36 hours. These women became her biggest champions who championed her pursuit of coaching saying "pursue this, it's okay to transition out of clinical work," and because Lani had all her cheerleaders behind the scenes giving her business advice while personally supporting her, she could show up powerfully for an early coaching client, a founder drowning without systems who couldn't afford mentorship. She worked with her pro bono, introducing her to key people and helping her handle burnout, leading to Lani's realization that it wasn't just about these three women but about the broader relationship ecosystem she'd built over years where she could say "let me share my people with you."

[00:03:20] Clinical Psychologist in Leadership and Business Space

• Works as consultant and coach with mid-career professionals

• One-to-one coaching with those asking "what's next? I've checked boxes, had success—where do I go from here?"

• Works with organizations and leadership teams on culture, clarity, evaluation procedures

• Does workshops and trainings

[00:04:20] Started Career in Hospital Setting

• Worked with variety of medical professionals as part of interdisciplinary team

• Focused on diagnostic side: evaluation and testing

• Moved to opening private practice during COVID

[00:04:40] COVID Changed Everything

• By happenstance started working with group of entrepreneurs and executives

• Covering topics: leading through pandemic, going through reorg while dealing with divorce

• Climbing corporate ladder while being caregiver at home

• Talking about dual roles

[00:05:00] Merging Business and Psychology

• Being business owner herself, loved talking all things business

• Using psych expertise to address people-related challenges

• Coaching was way to merge love of both business and psychology

• Help people maximize impact and show up as best selves in all spheres

[00:05:40] The Need Shifted Dramatically

• Stay-at-home mandates, children in schools at home

• Need for evaluations drastically dropped off

• Need for therapy greatly increased

• What she'd been doing totally unexpectedly shifted

[00:07:40] C-Suite Client Success Story

• Woman came to her, been in C-Suite about a year

• C-Suite was her entire goal—everything she'd done was for this

• Year in, I was not very happy, asking "is this it? Is this what it's supposed to feel like?"

• Crisis moment: "What do I do now?"

[00:08:20] Deep Dive Calendar Audit

• First step with all clients: calendar audit

• Can say such and such is important, but calendar reflects what truly is

• Spend week or two doing deep dive: mindless scrolling, transport times, all the things

• Start peeling back layers in all spheres

[00:08:40] What's on There Out of Obligation?

• What's under obligation or guilt?

• What did you really want to say no to but said yes to?

• Seasoned professionals often forget how much agency they have in a situation

[00:09:00] The Big Win: Nothing Externally Changed

• By end of their time together, she was really loving things again

• Nothing significantly changed externally: same role, two elementary age kids, married

• Started claiming her agency, taking more control

• Peeling away guilt and "shoulds"

[00:09:40] Rebuilding Calendar to Bring Life

• Rebuilt calendar to things that brought her life, things she wanted to say yes to

• Even within job position, had more flexibility than she was claiming

• Structured schedule to maximize deep think time

• Had flexibility in when and how she was taking meetings

[00:12:40] Met in Mastermind Group

• When first starting practice, sought out business mentor

• Was in mastermind group—all testing psychologists in private practice

• Very specific niche, all virtual across the country

[00:13:00] Four Women Really Gelled Together

• At end of mastermind, herself and three women really gelled

• One said "I think we need to meet in person"

• Met up in person number of years ago for first time

• Have yearly gathering somewhere in world, one plays host

[00:13:20] Guilting Each Other to Fly In

• If two end up in same city, there's text message

• Guilting other ones to fly in even for 36 hours to be with them

• Powerhouse business owners

[00:13:40] Biggest Champions and Cheerleaders

• Been some of her biggest champions and cheerleaders

• Shown up in this space so vulnerably and authentically

• Few weeks ago, sitting on beach in Florida talking life, talking business

• What's going great? What's hard?

[00:15:40] Early Coaching Client: Founder Drowning

• One of early coaching clients was a founder couple years in

• Didn't quite have systems in place that she needed

• This was her first business, felt like she was drowning

• Not in financial position to take on business mentor or coach

[00:16:00] Working Together Pro Bono

• Made agreement to work together

• Started working with her on both personal and professional life

• Getting business systems in place

• Introduced her to number of key people with expertise outside of hers

[00:16:40] Had Cheerleaders Behind the Scenes

• Because had all her cheerleaders behind scenes

• Who were giving her all amazing business advice and expertise

• Personally supporting her

• Was able to show up in very similar way for this client

[00:17:40] Broader Relationship Ecosystem

• Wasn't only these three women

• Was the broader relationship ecosystem she shared with client

• So many other key players was able to introduce her to

• All that relationship equity over the years

[00:20:20] The Extraordinary Abides in the Ordinary

• One of her mottos: "The extraordinary abides in the ordinary"

• As entrepreneurs and business owners, we want the big shiny things

• Want to run after really big successes or goals

• Actually the seemingly mundane or just ordinary daily tasks

[00:20:40] Relationships Take Time to Build

• Even relationship building: sending the text, doing the follow up, grabbing the coffee

• Can't alter time—time is what it is, for better or worse

• Sometimes it's fast, sometimes it's slow

• Relationships take time to build, they're not overnight

KEY QUOTES

"The extraordinary abides in the ordinary. Sometimes as entrepreneurs and business owners, we want the big, shiny things, but it's actually the seemingly mundane, ordinary daily tasks of relationship building, sending the text, doing the follow up that creates big results." - Dr. Lani Jones

"Our calendar actually reflects what truly is important to us. We can say such and such is important, but how are we spending our time? Seasoned professionals often forget how much agency they have in a situation." - Dr. Lani Jones

"Relationships take time to build. They're not overnight. Don't get in that rapid pace of 'I'm not where I need to be.' Just do the daily tasks, do the ordinary, and you're gonna see the big results." - Dr. Lani Jones

CONNECT WITH DR. LANI JONES

🌐 Website: https://drlanijones.com

📋 Free Calendar Reset Guide: https://drlanijones.com/reset

💼 LinkedIn: https://www.linkedin.com/in/drlanijones

Thanks for tuning in!

If you liked my show, please LEAVE A 5-STAR REVIEW, like, and subscribe!

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What if we don't know what to do with broken hearts the way we know what to do with broken bones?

In this episode, Jeanne Foot shares how she helps individuals and families navigate mental health, addiction, and trauma recovery through The Recovery Concierge. Jeanne is the founder of this boutique mental health, addiction, and trauma navigation agency that provides innovative concierge services tailored to unique needs of individuals, families, and the entertainment industry. With a focus on mental health and addiction recovery, her team's holistic approach encompasses assessments, counseling, and continuous support, ensuring a comprehensive pathway to sustainable recovery. Her journey into this work wasn't by choice - it chose her. Growing up in 1960s London with childhood trauma, sexual abuse, and the death of her baby sister, Jeanne fell into substances at a young age as her only tool for emotional regulation. After getting sober and spending seven years frozen in emotional pain, she had an epiphany: no one's coming to save you. She dove into everything from peak performance to trauma healing, creating the proprietary method she uses today with clients.

Jeanne reveals two relationships that transformed her: her father, who mentored her in the family insurance business in her early twenties when she didn't want to go to university, teaching her that sales is about guiding people through a process (not coercing them), that you win on price but lose on price, and instilling values of ethics, integrity, kindness, vulnerability, and transparency that shape everything she stands for today and carry through to their third-generation family business; and Dr. Anthony Levitt, Chief of Brain Sciences at Sunnybrook Hospital in Toronto with over 10,000 employees, a brilliant psychiatrist who gave agency to people who weren't clinically trained, wanting to learn from lived experience rather than taking a top-down approach, asking Jeanne to chair a grassroots pilot program in 2012 that has now served thousands of families and become a leader in the industry both nationally and internationally, and who admitted "we're failing people, we need to do better" when others would hide that they don't know what to do.

[00:04:20] Founder of The Recovery Concierge

• Boutique mental health, addiction, and trauma navigation agency

• Matches people to right services and bespoke treatment plans

• Uses invitational, compassionate, non-stigmatizing approach to intervention

• Been doing this work 30 years informally, 15 years professionally

[00:05:40] Growing Up in 1960s London

• "Children should be seen and not heard" environment in middle class family

• Baby sister died when Jeanne was four years old

• Stepbrother sexually abused her, grew up with tremendous trauma

• Fell into substances at very young age as only coping mechanism

[00:06:40] The Critical Juncture: Seven Years Sober

• Seven years into sobriety, thought "if this is all my life's gonna be, I don't want any part"

• Frozen in her body, life picture perfect on outside but empty inside

• In so much emotional pain despite having everything externally

[00:07:20] The Epiphany: No One's Coming to Save You

• Had an epiphany: "There's no one who's coming to save you. You better figure this out yourself"

• Dove into everything: peak performance, emotional healing, trauma, addiction, mental health

• Created proprietary method mixing optimal tools that became foundation for her work

[00:08:20] Her Children: The Catalyst for Change

• Children became more important to her than herself

• Wanted to do things differently than her family had done

• Made sacrifices in her early thirties (early 1990s) to choose them

[00:09:40] The Volunteer Visit That Changed Everything

• Looking for place to volunteer, wanted to be of service and reduce suffering

• Someone pointed her to Sunnybrook Hospital in Toronto

• Had no idea what she was doing, just felt she wanted to help

[00:10:00] The Town Hall Meeting with Dr. Anthony Levitt

• Met Dr. Anthony Levitt, Chief of Brain Sciences at Sunnybrook Hospital (10,000+ employees)

• He was examining why parents were taking children to US for mental health treatment

• Parents shared their stories, Dr. Levitt said: "We're gonna do something about this right now"

[00:10:40] Building the Plane While Flying It

• Dr. Levitt asked Jeanne to chair the pilot program

• Lived experience informed program with clinical expertise

• Did everything: secured philanthropy funding, hired people, visited every stakeholder, defined metrics

[00:11:20] He Gave Us Agency

• Dr. Levitt gave them agency despite being brilliant psychiatrist

• Felt he could learn from people who had been in trenches and failed by system

• Jeanne worked across from him 30 hours a week for free because so in love with the work

[00:13:00] We Don't Know What to Do with Broken Hearts

• Know what to do with broken hearts (cardiology) or broken bones

• Don't know what to do with broken hearts (emotional)—very nuanced, non-prescriptive process

• Need to meet client where they're at, not use top-down approach

[00:14:20] Rapport Is Number One Indicator of Success

• Rapport is #1 indicator of success, not therapeutic expertise

• If you don't have rapport with someone, you can't go anywhere

• Client from 40 years ago still calling because of implicit trust: "I've got my people"

[00:16:00] Learning from Her Father

• First person who changed her life was her father

• His ethics, sense of humor, values shaped who she became

• Father was fantastic mentor when she joined family insurance business in 1980s

[00:17:00] Sales Is About Guiding People in a Process

• Father taught her sales is about guiding people, not coercing them

• Showing them a process: either they want it or they don't

• He taught her about ethics—have to have benchmark of morality in business

[00:19:20] Third Generation of Client Relationships

• Into third generation with client acquisitions in insurance business

• Values come from within structure of family and organization

• Clients saying: "We've been dealing with these people for long time, continue that"

• Father's lesson: "You win on price, you lose on price"

[00:22:40] Dr. Anthony Levitt: Beautiful Humility

• Gave agency to people who weren't clinically trained, wanted to learn from them

• Admitted "we're failing people, we need to do better" instead of defending system

• Such beautiful humility about him wanting to learn

[00:23:40] Grassroots Organization Still Going Strong Since 2012

• Built organization that's served thousands of families

• Has funding, clinical research, evidence-based outcomes

• Leaders not just nationally but internationally with this model of care

• Dr. Levitt's philosophy: "The government leads by following"

[00:25:20] Lives Saved Through Being There

• Been in situations where had she not been there in right moment, person wouldn't be here today

• Meets people in their darkest moments, sometimes requires heavy lifting

• Testimonials from family members: "You literally saved my daughter's life"

[00:26:20] Compassionate Persistence

• Everyone does it in their own timeline, have to respect that

• Not top-down authoritarian approach—some people need more time

• "Compassionate persistence": stay with them until they get what they need

[00:28:20] Triggers Are Learning Opportunities

• Closer relationships trigger us most, but triggers can be good thing

• Learning opportunities to do better, show up differently

• People we love most can be most challenging, but they're opportunities for beautiful learning

[00:28:40] 100% Personal Responsibility

• Have to take 100% responsibility, each of us—no 50/50

• When we take personal responsibility, we put control in our hands

• We build walls to protect our hearts, but can't let anything good in either

• Being seen, validated, heard for what we need is important part of healing

KEY QUOTES

"We know what to do with broken hearts in cardiology, but we don't know what to do with broken hearts." - Jeanne Foot

"Rapport is the number one indicator of success. People think it's therapeutic expertise—it's not. If you don't have rapport with someone, you can't go anywhere." - Jeanne Foot

"Triggers can be a good thing. They can be learning opportunities for us to do better, to show up differently. We all have blind spots, and the people we love the most sometimes can be the most challenging in our relationships." - Jeanne Foot

CONNECT WITH JEANNE FOOT

🌐 Website: https://www.therecoveryconcierge.com

💼 LinkedIn: https://www.linkedin.com/in/jeanne-foot-the-recovery-concierge

📱 Facebook: https://www.facebook.com/jeanne.foot

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