Most People Don't... But You Do!

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#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/

Podcast Episode Summary:

Guest: Jimmy Vetrano – Founder & CEO of 2626 Digital | Co-Owner of Sushi Hall Chicago

Location: Chicago, IL

Fun Fact: Jimmy launched his full-scale digital agency after leaving a high-stress political post and now runs both a growing agency and a top-rated sushi restaurant.

🔑 Greatest Learnings & Takeaways:

1. Make a Splash—Don’t Stay Still

“Most people don’t… make a splash. But YOU should.”

Jimmy's message is about standing out. Whether it's launching a new business, speaking up in a corporate environment, or delivering small acts of kindness—don’t just blend in. Be bold. Make waves.

2. Notice. Anticipate. Overdeliver.

“I notice what people need—even when they don’t say it—and I help them get there.”

This theme ran through his stories—from his leadership at Kraft Heinz to how he runs 2626 Digital. His secret weapon? Deep empathy, combined with technical know-how. That’s a rare (and powerful) combo.

3. Great Culture Starts With Great Humans

Whether it’s at Sushi Hall or 2626 Digital, Jimmy creates workplaces where people want to stay. Why? He values his team, listens, and leads with kindness. Chef Mitch and the Sushi Hall team are remembered more for how they make people feel than for the ingredients (though the sushi’s top-tier too!).

4. Do Your Part, Like the Hummingbird

“The hummingbird brought water to a forest fire—because doing something matters.”

Jimmy embodies this philosophy. He doesn’t wait for others to act. He contributes, uplifts, and helps—without expecting anything in return. That mindset not only drives business success but changes lives.

5. Relationships > Résumés

“The emotional hesitation is the real objection.”

Jimmy nailed it: people buy from who they trust. Whether selling sushi or social strategy, the emotional connection always wins. He gets to know clients, their pain points, their goals—and meets them where they are.

💬 Standout Quotes:

“I want to leave people better than I found them.”

“You can’t protect your team if you’re not in the room—so play the game, but don’t lose yourself.”

“You couldn’t do that.” — On respecting and recognizing frontline hospitality workers.

“I’ve always had an eye for opportunity—sometimes before others even see it.”

🧠 Business Takeaways for Listeners:

Leaders: Your integrity matters more than your title.

Marketers: Don't just chase metrics—create meaning.

Entrepreneurs: You don’t need the perfect name. You need the perfect effort.

Everyone: Helping someone—without needing anything back—is its own reward.

More about https://2626digital.com

More about https://sushihallchicago.com/

Connect with Jimmy on LinkedIn: (1) James Vetrano | LinkedIn

#180 Podcast Episode Summary

Episode Title: Work Hard. Care Even Harder. The John Harper Blueprint
Guest: John Harper, Co-Founder & President, Global Hotel Advisors
Host: Bart Berkey, Founder of Most People Don’t, LLC

In this deeply personal and inspiring episode, Bart reconnects with longtime friend and hospitality icon John Harper—a man whose leadership legacy stretches from early Hyatt days to key executive roles at The Ritz-Carlton and Marriott International, and now, as co-founder of Global Hotel Advisors.

The conversation dives into the heart of what makes a leader truly respected: humility, adaptability, emotional intelligence, and a relentless drive to serve others. John shares not only leadership tactics but life lessons—from his father's immigrant story to coaching soccer, mentoring teams, and making the leap from corporate to entrepreneurship with purpose.

1. Be the person who clears off someone else’s windshield.

   
   – A snowstorm story from the early Hyatt days becomes a defining example of unprompted kindness and servant leadership.

   
   

2. Work hard. Care harder.
   – John’s drive came from his father’s example: hustle paired with the ability to “turn it off” and be present with family. It's about intensity matched with balance.

   
   

3. Great leaders adapt to their team—not just expect the team to adapt to them.
   – Success comes from meeting people where they are and building trust, not commanding compliance.

   
   

4. Leadership is earned, not assigned.
   – Titles don’t make people follow you. Trust, protection, and empowerment do.

   
   

5. Operational excellence requires curiosity.
   – John’s secret to growing was listening deeply—even in meetings where his own role wasn’t central. Every detail, even chillers and boiler redundancy, became useful knowledge later.

   
   

6. Push for the piano.
   – A wild idea to put a pianist at the Reagan airport gate taught John the importance of creating moments of luxury—and of not giving up too soon on big ideas.

   
   

7. Sometimes, the boldest career move is the personal one.
   – Leaving Marriott wasn’t driven by dissatisfaction—it was about personal alignment, balance, and doing what he always dreamed of.

   
   

8. Service excellence starts with culture.
   – No matter the building, brand, or design, it’s the people who make the guest write the thank-you letter. Invest in them.

   
   

“Most people don’t take advantage of what’s happening around them. But if you stay curious, if you observe, you can grow faster than you ever imagined.”

More about https://globalhoteladvisors.com

Connect with John Harper here: https://www.linkedin.com/in/john-harper-8571804/Additional stories about PEOPLE THAT DO... https://mostpeopledont.com

Bart responds to a powerful question he hears all the time:

“How do we remember how we felt after the keynote, the workshop, the kickoff? How do we keep that energy alive after we go back to our day-to-day?”

🔑 Key Takeaways & Reminders:

Close Some Windows: Literally and figuratively. Simplify your focus. Stop trying to juggle everything all at once. Presence matters.

Find Your Water Bottle Word:

What’s a single word (or short phrase) that reminds you why you care so deeply? What inspires your hustle, your heart, your hard work? Write it down. Look at it. Carry it with you.

Your Phone Wallpaper = Your Why:

That beach scene? The photo of your dog? Your family? That image is your anchor. Let it ground you.

Breathe. Pat Yourself on the Back.

Stop stabbing yourself with self-doubt. Pause. Reflect. You’re doing better than you think.

Lead by Example:

Even if the board or leadership doesn’t “get” kindness, you do. Show it. Live it. Elevate others with it.

Recognition is a Strategy:

No formal program? Create one. Bart shares examples like the “Mountaineer Award” or “Incline Award” to celebrate acts of goodness. Use your existing standups or pre-shifts to highlight human moments.

The Ritz-Carlton Story:

Early in his Ritz-Carlton days, Bart let fear keep him silent when a housekeeper greeted him warmly. He reflects on that moment as a reminder to always show up authentically—even imperfectly. Better to say something than nothing.

Kind Over Right – In Action:

A real-life airport story reminds us: it’s not always easy to be kind when systems fail us. But it’s still worth striving for—especially when we’re stressed.

Keep the Momentum Going:

Don’t just leave the inspiration behind when you leave the session. Revisit your notes. Reflect on your feelings. Share the stories. Remember that you have the power to spread this ripple effect.

👊 Final Thought:

“You’re surrounded by people who want to do good. They’re thirsty to hear great things. Share it. Celebrate it. And don’t forget the feeling you have right now—because it matters to you.”

💬 “Keep doing what most people don’t.”