In this inspiring episode, Bart Berkey sits down with Gavin Mlinar, CEO of Blacklisted Consulting and author of Yes, Your Way to Success. Why Don’t You? Gavin shares the remarkable story of how his upbringing, mindset, and resilience have driven him to negotiate billion-dollar contracts, become an endurance athlete, and launch his own company—all through one key trait: decisiveness.

Together, they unpack what it takes to keep going when most people quit, and how to act with confidence even when conditions aren’t perfect.

Major Takeaways / Learnings:

1. Most People Don’t Ask… But Gavin Does. Gavin landed on this podcast simply by reaching out with authenticity and persistence—something most people don’t do.

2. Rejection is Practice. Cold-calling 100 people a day at Merrill Lynch taught Gavin to normalize “no.” He reframed rejection as part of the process, not a signal to stop.

3. Decisiveness Is a Superpower. According to his book coach (also a therapist), Gavin is one of the most decisive people they’ve ever met—and that’s what makes him different.

4. Forget Perfect—Take Action. Waiting for the perfect moment or perfect plan often leads to stagnation. Gavin encourages forward momentum over perfectionism.

5. Two Steps to Progress: 1) Research and validate through resources and conversations. 2) Make a decision, take action, and adjust along the way.

6. Ask for Help. Often. Most people don’t ask—but most people are predisposed to help when asked. Gavin encourages breaking through that hesitation.

7. Effort + Attitude = Progress. Gavin teaches his kids—and lives himself—by these two values. You don’t need perfection, just consistent energy and a positive mindset.

Memorable Quotes:

1. “Most people don’t ask for help. But most people are predisposed to help when asked.” – Gavin Mlinar

2. “There are very few things in life that are final. Failure is just learning in disguise.” – Gavin

3. “You get to wake up early. You get to catch that flight. That shift in mindset is everything.” – Bart Berkey

4. “Most people don’t… say yes.” – Gavin Mlinar

Why It Matters / How to Use It:

Listeners will walk away with practical tools to become more decisive, more resilient, and more open to opportunities. Gavin’s approach—research, then act—can be applied to anything from writing a book to launching a business, asking for a promotion, or learning how to surf.

His mindset of saying "yes" before conditions are perfect is a challenge to the perfectionist in all of us and his emphasis on attitude and effort is a reminder that consistency and courage can unlock extraordinary results.

Resources & Links:

• Gavin Mlinar on LinkedIn: Click here
• Yes Your Way website: www.yesyourway.com
• Bart Berkey: MostPeopleDont.com | LinkedIn

Fill in the Blank:

Most people don’t…

" say yes. "

Frank Guengerich’s journey is one of grit, grace, and doing the work—often in silence. A former Division I tennis player and national bodybuilding champion, Frank has spent decades building a career in health, wellness, and leadership. Now the President and CEO of HWLS, he shares how his upbringing shaped his values and how he built a boutique consulting firm that thrives on personal attention and a proven track record.

Bart and Frank dive into what separates those who simply dream from those who do. Frank's reflections on responsibility, accountability, and the importance of meaningful leadership resonate deeply. His lessons aren’t just for fitness pros—they’re for anyone who wants to build something with integrity and impact.

Top Takeaways:

• Work Without Applause: Most people don’t do the work in silence. Frank did—and still does.

• Leadership Anchored in Values: Kindness, empathy, rigor, and reliability are non-negotiables.

• Responsibility vs. Accountability: Responsibility is a personal gift. Accountability is cultural.

• Build Smart, Then Scale: Success in the fitness and wellness world depends on business acumen just as much as heart.

• Success Is Simple (But Not Easy): Friendly staff. Clean facilities. Functioning equipment. Consistency.

Best Quotes:

“Most people don’t do the work in silence. They don’t fully commit with passion and patience when no one is watching.” — Frank Guengerich

“Love people and use money. Don’t use people and love money.” — Frank Guengerich

“Responsibility is the gift you give yourself. Accountability is what you give your organization.” — Frank Guengerich

Bart’s Reflections:

Bart shares his own story of career transformation after a health scare and how Frank’s values echo the Most People Don’t mindset. The episode becomes a masterclass in purpose-driven work, sharing how helping others leads to lasting success—and not the other way around.

Resources & Links:

• Frank Guengerich on LinkedIn: Click here

• HWLS Website: www.HWLServices.com

• Bart Berkey: MostPeopleDont.com | LinkedIn

Fill in the Blank:

Most people don’t…

“…do the work in silence. They don’t pursue goals with passionate consistency. They wait for permission or praise. But when you do the work anyway—especially when no one’s watching—you win.” — Frank Guengerich

(Live from the Moody Center with Mr. Casey Paulson, Project President/Regional Vice President, Discovery Land Company & Elexa Ruth, GM Driftwood Golf and Ranch Club, Austin, TX)

Special thanks to Rachel Reap, Director of Premium Service at the Moody Center in Austin for her hospitality in hosting this podcast event.

📍Description:

Recorded live at the Moody Center, this heartfelt episode features Discovery Land’s Casey Paulson and Driftwood Golf & Ranch Club’s Elexa Ruth. Bart Berkey guides an intimate conversation exploring how small actions, deep care, and personal responsibility create unforgettable premium experiences. From handwritten Father's Day cards to spotting fallen signage, this episode is a powerful reminder that Most People Don’t… but YOU Do.

💡Major Takeaways / Learnings:

Responsibility often begins early and becomes a lifelong motivator. For Casey, becoming a father at 20 shaped his relentless drive and sense of accountability.

Leadership is about consistency in doing the right thing, even when no one is watching — or helping.

Noticing is a superpower. Elexa’s attention to detail comes from genuine care, cultural consistency, and high standards.

“See something, do something” isn’t just a phrase—it’s a leadership practice.

Creating magic for others requires preparation. From branded Yetis to personalized cards, it’s about having tools on hand to surprise and delight.

Hiring for care matters more than hiring for skill. You can train technical abilities, but you can’t teach heart.

Follow-up builds emotional loyalty. A simple “thank you” can leave a lasting impression that most overlook.

Even the smallest act—like a hummingbird’s drop of water—can start a movement.

💬Memorable Quotes:

“Most people don’t think they can make a difference.” – Casey Paulson

“You just have to grind through it… Just keep being better.” – Casey Paulson

“We don’t want our members to have to think of anything when they walk into our little bubble.” – Elexa Ruth

“Magic happens when someone spends a little more time than someone reasonably would expect.” – Elexa Ruth (quoting Teller of Penn & Teller)

“Most people don’t follow up.” – Bart Berkey

“You can't nurture care.” – Elexa Ruth

✨Why It Matters / How to Use It:

This episode is a playbook for elevating any experience—whether in hospitality, leadership, or everyday life. If you lead a team, serve clients, or want to build culture through care:

Hire for heart, not just resume.

Notice. Then act.

Prepare your team to surprise and delight with simple, thoughtful tools.

Remember that follow-up builds trust—and it only takes seconds.

You don’t need a title or budget to make a difference. Be the hummingbird.

More about these companies and their locations:

https://discoverylandco.com

https://driftwoodgolfclub.com

https://moodycenteratx.com

https://mostpeopledont.com

https://bartaberkey.com

#187 Podcast Episode:

Reinvent While Winning: José Suquet’s Story of Listening First and Leading Forward
Chairman of the Board & CEO, Pan-American Life Insurance Group

Host: Bart Berkey – Most People Don’t... But YOU Do! Podcast

From escaping Cuba at age two to leading a company that protects over 7 million lives across 22 countries, José Suquet has lived a life built on resilience, purpose, and people-first leadership. In this candid and emotional conversation, José shares how lessons from his seamstress mother, early sales experience, and decades of executive leadership helped him transform Pan-American Life Insurance Group into a values-driven organization.

This episode explores what it truly means to lead with humility, listen before speaking, and reinvent while you’re still succeeding.

1. Most People Don’t Listen—But Great Leaders Do

“God gave us one mouth and two ears for a reason.”
By listening first—whether to clients, colleagues, or family—José learned to lead with empathy and clarity. Listening creates understanding, and understanding makes every word and action more impactful.

2. You Don’t Need to Be Loud to Be Strong

Calm consistency and respect leave a longer legacy than control or intimidation. José credits his greatest mentor with showing him that leadership doesn’t require volume—it requires alignment, resources, and kindness.

3. People Over Policy: The COVID Story

During the pandemic, Pan-American Life Insurance Group paid over $300 million in death claims—even when reinsurance contracts excluded pandemics. José made the call: “We do. We cover them. That’s who we are.”

4. Don’t Wait Until It’s Ripe to Reinvent

Drawing from the Sigmoid Curve and Bart’s “green banana” analogy, José emphasizes the importance of reinventing during strength—not waiting for decline. “If you sit still, you're not cruising—you're being passed.”

5. Sales Isn’t Pressure—It’s a Promise

José sees selling life insurance as delivering on a deeply emotional contract: helping people when they’re most vulnerable. “You're not selling a shiny gadget—you're selling a promise.”

6. Broke, Not Poor

Raised by a single mother who once reigned as Cuba’s most beautiful woman before working as a seamstress in the U.S., José absorbed this powerful distinction:
“We were broke, not poor. And if you're broke, you can always come back.”

7. Title Doesn’t Equal Worth

Whether visiting the mailroom or the boardroom, José treats everyone with dignity. “At the end, the big guy won’t ask if you were CEO or in the mailroom—just if you were a good human being.”

💬 Notable Quotes:

• “Most people don’t listen. But when you do, the words you speak—and the decisions you make—matter even more.”

• “Leadership is about trust, not titles. Consistency builds both.”

• “You don’t need to make people cry to be an effective leader.”

• “We were broke, not poor. That mindset changed everything.”

• “We don’t just sell insurance. We deliver peace of mind—when people need it most.”

More about Pan-American Life Insurance Group

More about Most People Don't

Podcast Guest: Andrew Newland

Most People Don’t… Look at Themselves as the Problem and Do Whatever It Takes to Change

Episode Summary:
Andrew Newland, founder of Functional Medicine Marketing, opens up with raw honesty and resilience. In this conversation, we explore his journey from desperation and self-doubt to business success and self-awareness.

His story embodies the truth that most people don’t persist, most people don’t do the work to change their thinking, and most people don’t look at themselves as the problem—but Andrew did.

💡 Major Takeaways:💬

1. Desperation Is the Springboard for Transformation
Andrew’s lowest point was “hopeless on the hill”—a moment where he considered whether his family would be better off without him. That painful place was also the beginning of real change. He realized that the common denominator in all his failures was himself—not in a self-deprecating way, but in an empowering one. Once he owned that, everything began to shift.

2. “I Am the Problem” → The Mantra of Radical Responsibility
He began repeating the phrase, “I am the problem”, not as punishment but as a path to ownership. He devoured personal development books like 20,000 Days and Counting and The Greatest Salesman in the World, and they helped reframe his identity and mindset.

3. The Real Issue Was Lack of Persistence, Not Lack of Ideas
From wooden flowers to stone fountains to roasted coffee, Andrew had ideas—but didn’t follow through. His success didn’t come from a magic product or sudden breakthrough. It came from a decision to persist, to get up earlier, to conquer excuses, and to be consistent.

4. Health and Business Are Inseparable
When Andrew prioritized his physical health using functional medicine principles, his energy and mindset improved. That clarity helped him rebuild professionally. Mind, body, and business are connected—his transformation was holistic, not isolated.

5. Helping Others Without Expectation Creates Abundance
Andrew’s marketing philosophy centers on service over sales. He helps local businesses succeed online, not with pressure tactics but with generosity and clarity. His mission: Help you help more people. That’s the heartbeat behind Functional Medicine Marketing and every other venture he runs.

📚 Book Recommendations Shared:

• 20,000 Days and Counting by Robert D. Smith

• The Greatest Salesman in the World by Og Mandino

• The Go-Giver series by Bob Burg

• The Alchemist by Paulo Coelho

• Building a StoryBrand by Donald Miller

• “Worrying is praying for bad things.”

• “We never overthink positively.”

• “Desperation is often necessary for transformation.”

Andrew shares deep love for his wife, Renee Newland, and their four children: Ashton, Caman, Jason, and Hosanna. He credits Renee as the reason he's not "in a broken-down van by the river," calling her the true backbone of their business and life.

🌐 How to Connect with Andrew:

• Website: https://functionalmedmarketing.com

• Text or Call: His personal number is listed on the site

• Free Resources: Downloadable eBooks and personalized site evaluations available

• Ideal Clients: Functional medicine practices, direct primary care providers, and any local businesses seeking marketing guidance with heart.

Podcast Summary:

In this powerful episode, Bart Berkey sits down with Gary Brandeis, CEO of Scholar Hotels and Penn State alumnus, to unpack what it means to build legacy through humility, risk-taking, and consistent, people-first leadership.

Gary reflects on his early days washing pots in Atlantic City, his pivot from accounting to entrepreneurship, and the enormous responsibility he embraced in revitalizing Penn State’s Nittany Lion Inn. His story is one of betting on himself—not for glory, but to create a sustainable, purpose-driven company that invests in people and communities.

Through heartfelt conversation, Gary shares the values instilled by his immigrant grandparents, his belief in servant leadership, and the importance of building a business where people—not just profits—come first.

Gary doesn’t seek legacy for ego—it’s about creating opportunity and dignity for the people in his company and the communities where they work. “Legacy is about what our company can do for people—not what it says about me.”

From working at an accounting firm to building a multi-property hotel group, Gary took calculated risks rooted in self-belief and hard work. He learned to outthink, outwork, and outstrategize—not because he was the smartest, but because he was committed.

Gary built his business model around control not to micromanage, but to create experiences he could shape and scale. Hospitality attracted him because it allowed him to control both the physical space and the emotional impact.

“I’m the least important person in the company.” This mindset drives a culture of empowerment and respect. His job is to support the front line, not to be the hero. “If our team isn’t performing, I have nothing to raise money with, nothing to grow from.”

Gary leads with quiet confidence. His photo isn’t highlighted on the website, and he avoids the spotlight—but his fingerprints are everywhere: in how people are treated, how decisions are made, and how values are lived.

Gary’s biggest decisions weren’t always home runs—but every risk he took helped him and his team get better. “Even if it’s a 50.1% chance of success, I’ll take the bet on myself.”

Gary isn’t chasing a bucket list. He’s building a company that will last long after he’s gone. That’s how he defines fun, fulfillment, and real success.

• “Most people don’t take risks—but I bet on myself.”

• “If I don’t make a profit, I can’t reinvest in our people.”

• “I learned from my father—I didn’t want my fate in someone else’s hands.”

• “When you believe in what you’re offering, people can feel it.”

• “Penn State chose us because we cared—and we showed up.”

• “Legacy is the ripple effect your business creates.”

  
  

  💡 Major Learnings and Takeaways:

1. Legacy Is Built Through Daily Impact

2. Betting on Yourself Requires Grit and Belief

3. Control Isn’t About Power—It’s About Responsibility

4. The Most Important Person? Not the CEO.

5. Humility Is a Leadership Superpower

6. Risk Doesn’t Guarantee Success—But It Guarantees Growth

7. Sustainability Over Speed

More about https://scholarhotels.com/

More about Most People Don't: https://mostpeopledont.com

🎙️ Summary:

In this solo episode, Bart Berkey unpacks a powerful leadership lesson inspired by a personal restaurant experience: the difference between explaining and complaining. After receiving an overcooked lobster dish and giving respectful feedback, Bart was met with indifference rather than action—highlighting a common leadership failure: acknowledging problems without offering solutions.

He reflects on how leaders and employees alike can transform frustration into progress by explaining thoughtfully, not venting emotionally. Bart shares examples from sales training sessions and consulting work—including a hands-on activity with F1 Arcade’s sales team—that reinforce the idea of solution-oriented thinking.

🧠 Key Takeaways:

• Complaining releases stress, but rarely drives change.

• Explaining builds clarity, trust, and continuous improvement.

• Great leaders shift from “blame storms” to “brainstorms.”

Bart also celebrates the podcast’s growing recognition—named a top business leadership podcast in multiple categories—and encourages listeners to reflect: What’s something you’ve been complaining about… that you should start explaining instead?

🎙️ Podcast Episode #183 – Kevin Hourican: Tough on Topics, Kind to People

In this powerful episode of Most People Don’t...But YOU Do!, Bart welcomes Kevin Hourican, Chair of the Board and CEO of Sysco, a Fortune 50 global leader in foodservice distribution—and a standout example of what it means to lead with humility, empathy, and grit.

A former All-American volleyball player at Penn State, Kevin shares how the lessons from his 1994 NCAA championship team still shape his leadership today: put the team first, stay calm in pressure, and lead by example—even when you're not the star.

Throughout the conversation, Kevin emphasizes:

• "Be tough on topics, not on people."

• How servant leadership was modeled by his mother, a hospice nurse for 40 years.

• Why self-confidence + empathy are non-negotiables for great leaders.

• How dreaming big and creating belief can transform teams.

• Why it’s critical to immerse yourself in the business if you want to earn trust.

• The importance of managing energy—not just yours, but your team’s too.

• And how leadership isn't a ladder—it's a jungle gym.

Kevin’s humility, clarity, and actionable insights remind us that most people don’t serve without seeking the spotlight, but he does. And he does it to help others be their best.

🔑 Final message:
"Most people don’t believe big enough, think big enough, or dream big enough... but YOU can."

More about Sysco here: https://www.sysco.com/

More episodes here: https://mostpeopledont.com

🎙️ Podcast Summary: "The Power of Doing Nothing — On Purpose"

In this episode, Bart Berkey explores the counterintuitive—but essential—idea that sometimes the best action is inaction. Sparked by a frustrating message from a relative, Bart reflects on how pausing instead of reacting emotionally led to a better outcome—and peace of mind.

He ties this to a broader theme:

“It’s okay to do nothing—if it’s done with intention.”

Rather than jumping to solve every problem, great leaders pause, assess, and respond with purpose. Bart shares lessons from personal stories, his leadership journey, and interviews with visionary executives—like Jim Hadley of Tiber Solutions—who model deliberate calm and strategic silence.

Key messages include:

• Pausing is not quitting—it's preparation.

• Silence can be a power move, especially in negotiation or conflict.

• Grace, stillness, and listening build better relationships and leadership presence.

• Even in a world that values speed, the wisest move can be to breathe and observe.

Bart wraps with exciting news: the Most People Don’t…But YOU Do! podcast has been recognized as a top 100 leadership podcast across three categories. Gratitude flows as he encourages listeners to keep sharing good stories in a noisy world. Thank you to Million Podcasts for the incredible recognition:

Number 28 – https://www.millionpodcasts.com/ceo-podcasts/