Paper Napkin Wisdom · Leadership & Entrepreneurship Insights for Founders and Executives

In episode 195 of Paper Napkin Wisdom, Govindh Jayaraman welcomes Richard Walton, founder of Outsell Sales, to discuss a profound shift in B2B sales. Walton, joining from South Africa, shares his perspective on why sales professionals should "Go back to the '80s to sell better." This throwback isn't about nostalgia; it's about reconnecting with the essence of human relationships that used to define sales success.

Walton's core message is that the digital-first, hyper-automated strategies common today often overlook the value of personal, face-to-face interactions. In his view, building trust and credibility with high-ticket B2B clients requires more than emails and LinkedIn messages; it requires taking the time to meet people, listen genuinely, and show up with a sincere desire to understand their challenges.

Revisiting the "Shoe Leather" Strategy

One of Walton's main points is that sales in the digital age has lost its personal touch. "The competitive advantage that every single person can have is how often they can meet people in the real world," he explains. Walton believes the sales process has become too reliant on technology, which, while efficient, often sacrifices the trust-building interactions that in-person meetings naturally foster. According to Walton, this return to what he calls the "shoe leather" method—physically meeting prospects and investing time in face-to-face interactions—can make all the difference.

Reflecting on his own experiences in B2B sales, Walton recounts the evolution of his approach. Years ago, his daily grind involved hours of driving to meet prospects, listen to their needs, and form connections. Today, he urges salespeople to apply this mindset to their sales strategies, emphasizing that these real-world connections are essential, especially in high-value transactions.

The Magic Number: Three Meetings to Build Trust

For Walton, building trust is not a one-time event but a process. He argues that three face-to-face meetings within six to nine months are essential to establishing a solid foundation. Each meeting should have its own purpose and progression, focusing on deepening the relationship rather than pushing a sale. "I think three is the magic number when it comes to building trust and credibility," Walton notes, encouraging leaders to structure their approach around this insight.

The first meeting, Walton advises, should be purely relationship-focused. "You're building a relationship; that's it. You're dropping everything else," he says. By the second meeting, you're assessing the prospect's needs and opportunities for alignment. And by the third, you may find that they initiate interest in your product or service themselves, based on the trust developed through the earlier interactions.

Using Technology as a Supplement, Not a Substitute

While Walton's approach may sound old-fashioned, he doesn't reject technology altogether. Instead, he advocates for a balanced approach where tech serves to support, rather than replace, human interaction. "It's the combination of those activities," he says, referring to blending digital tools with in-person meetings. He suggests leveraging content creation, PR, and social media to build credibility while maintaining a focus on personal relationships as the heart of sales.

This augmented approach can help entrepreneurs and leaders manage multiple channels without losing the personal touch. Walton's strategy involves proving expertise through content while using digital tools for practical things like tracking interactions. "The magic wand," Walton jokes, "is actually getting very focused on who you're going to meet, putting together a local strategy, and putting in the hard work."

Building Trust with Genuine Intent

Walton stresses that effective sales require sincerity and curiosity, especially when starting a new relationship. A technique he champions is to approach prospects with questions and a genuine desire to learn about their industry. "You've got to really hold that intention," he says, adding that the best way to understand clients' needs is by allowing them to become your "professor" in their field. By showing up curious and willing to learn, sales professionals position themselves as allies rather than just vendors.

A Metric for Relationship-Driven Sales: Coffees per Week

One unique metric Walton uses to gauge his sales effectiveness is what he calls "Coffees per Week" (CPW), which represents how many personal interactions he has over coffee or in other informal settings. For him, this metric is not about productivity in a conventional sense but about creating valuable touchpoints with clients. "How many coffees per week are you having?" he asks, encouraging leaders to measure their relationship-building activities as seriously as their digital KPIs.

Walton's message resonates strongly with today's entrepreneurs and leaders who feel bombarded by digital communication but are craving authentic connections. His approach emphasizes that genuine relationships don't just close deals—they drive long-term loyalty and growth.

5 Key Takeaways

1. Prioritize Face-to-Face Meetings

• Take Action: Block out time each month to schedule in-person or virtual coffee chats with potential clients or partners. Start with one or two meetings a week to cultivate this practice gradually.

2. Build Trust Through Curiosity and Help

• Take Action: In your first meeting with a prospect, aim to learn three new things about their industry or challenges. Come prepared with questions, not pitches, to focus on understanding their needs.

3. Use Technology to Augment, Not Replace, Personal Touch

• Take Action: Utilize tools like LinkedIn for relationship maintenance and content sharing, but avoid over-automation. For example, follow up manually after each meeting with a personalized message or useful resource.

4. Commit to Multiple Interactions for Stronger Connections

• Take Action: Create a strategy to reconnect with your top prospects three times in the next six months. Think creatively about these interactions—attend local events, meet at conferences, or invite them to your industry talks.

5. Measure Success by Relationship Metrics, Not Just Sales

• Take Action: Set a goal to increase your "Coffees per Week" (CPW) by at least one each quarter. Keep a list of contacts and aim to reconnect over coffee, fostering deeper, more frequent interactions.

Walton's approach to sales is a reminder that meaningful connections can make or break a business. By embracing these strategies, entrepreneurs and leaders can forge deeper relationships, build trust, and ultimately drive success in a way that's both sustainable and rewarding.

Connect with Richard Walton

• Website: Outsell Sales

• LinkedIn: Richard Walton on LinkedIn

In Episode 194 of Paper Napkin Wisdom, Govindh Jayaraman welcomes Stefanie Fox, an influential leader in the salon industry who has made it her mission to empower salon owners and stylists to build fulfilling, sustainable careers. Stefanie's insights extend far beyond the beauty industry. She offers lessons in self-awareness, resilience, and leadership that apply to entrepreneurs and leaders across all sectors.

Stefanie is a coach, speaker, and visionary who has helped salon owners address the often-overlooked aspects of business: people management, retention, and culture. She's a data enthusiast who understands the neuroscience behind emotional states and decision-making, making her approach both practical and scientifically grounded. Through her work, Stefanie addresses a unique yet universal challenge: how to lead authentically while managing moments of self-doubt and uncertainty.

Embracing Vulnerability as a Path to Growth

Stefanie candidly shares her struggles with what she calls "doubt days"—those moments when self-doubt, insecurity, or a challenging situation can cloud judgment and hinder progress. Rather than masking these moments, Stefanie's approach involves acknowledging and embracing them. "I have a ton of doubt days," she admits, "but I've learned that making decisions on those days actually limits my success."

For Stefanie, recognizing these days has been transformative, both in her personal life and as a business leader. She talks about the importance of emotional self-regulation, pointing out that many people expect leaders to always appear confident and certain. However, she challenges this notion by demonstrating that vulnerability, paired with intentional practices, can actually enhance leadership. "When I actually just recognize that this is not a decision-making kind of day, I can step back and give myself the space to realign," Stefanie explains.

Strategies for Resetting and Regaining Focus

Stefanie's journey has led her to cultivate a toolkit for navigating doubt days effectively. Drawing on her knowledge of neuroscience, she incorporates practices that engage both the body and mind, helping her shift from a place of doubt to one of clarity. Physical movement, connecting with supportive friends, and finding inspiration in quotes and journals are some of her go-to strategies. "Moving my body, whether it's a walk or time in the gym, is preventative medicine for me," she says.

Stefanie also believes in building a strong support network, which she calls on during challenging moments. "There are five people in my life that I know love me unconditionally," she shares. "When I feel overwhelmed, I'll phone a friend and let them help me reframe my thoughts."

Her story is a reminder that resilience is not just about pushing through difficulties; it's about knowing when to pause, recalibrate, and seek support. Stefanie's perspective on resilience is particularly relevant in today's high-stress entrepreneurial landscape, where leaders are expected to make quick decisions and maintain unwavering confidence.

Key Takeaways and Action Steps for Leaders

1. Don't Make Decisions on Doubt Days

Stefanie's rule of thumb, "Don't make decisions on doubt days," is a powerful reminder that emotions can cloud judgment. "If I make decisions on those doubt days, I hinder my success because I'm not thinking clearly," she explains.

Take Action: When self-doubt arises, pause and give yourself the space to regain perspective. Instead of forcing a decision, reflect on your motivations and revisit the choice when you're feeling more centered. As a leader, acknowledge these moments to your team, creating a culture of transparency.

2. Move Your Body to Shift Your Mindset

Physical activity is essential for Stefanie when it comes to managing stress and clearing her mind. "The likelihood that I'm going to have a better, more productive, less doubtful day is so much higher," she shares.

Take Action: Integrate physical movement into your daily routine, even if it's just a walk. When faced with a stressful situation, consider a short burst of physical activity before returning to the task. Encourage your team to incorporate wellness practices to enhance productivity and mental well-being.

3. Lean on Your Support Network

Stefanie's advice to "phone a friend" is not just about seeking support; it's about having trusted people who can help you see things from a different perspective. "I have a few friends who love me unconditionally and know me well enough to give honest feedback," she says.

Take Action: Identify 2-3 trusted individuals in your network who can provide support and honest advice when you need it. Consider creating a group of advisors within your business to support one another in times of doubt, creating a safe space for open dialogue.

4. Seek Inspiration in Words and Quotes

As someone inspired by words, Stefanie turns to quotes and journals for grounding during difficult moments. "Sometimes just reading a few quotes is enough to re-inspire myself," she shares.

Take Action: Keep a journal of quotes or inspiring passages to turn to on challenging days. Make time for a weekly reflection session with your team, sharing an inspiring quote to kick off the discussion and foster motivation.

5. Prioritize Rest and Mental Recharge

For Stefanie, quality rest is vital for resetting her mind and energy. "Sometimes, sleep is the only thing that can truly reset my perspective," she explains. Quality rest enables her to approach challenges with a fresh mindset.

Take Action: Schedule time for rest and mental recharge just as you would for work tasks. Create a team culture that respects the need for downtime, encouraging breaks and days off to maintain high energy and mental resilience.

Connect with Stefanie Fox

To learn more about Stefanie Fox and her work, visit her website and follow her on social media:

• Website: https://steffox.com

• LinkedIn: Stefanie Fox on LinkedIn

Stefanie's journey serves as a powerful example of the strength in vulnerability and the importance of taking care of ourselves so that we can lead with clarity and purpose. Whether you're a salon owner, an entrepreneur, or a leader in any field, her insights remind us that self-awareness and resilience are crucial tools for success.

In episode 193 of the Paper Napkin Wisdom podcast, we had the privilege of speaking with Kevin Thompson, a seasoned connector of entrepreneurs and a strategic partnership expert. Kevin, whose career spans over two decades, has dedicated himself to helping entrepreneurs cultivate meaningful and profitable partnerships grounded in integrity, trust, and shared values. Throughout the episode, Kevin provides a refreshing perspective on how focusing on relationships over revenue has profoundly shaped his success. His message is clear: when we lead with service and genuine connection, the right opportunities will naturally follow.

The Roots of Intentional Relationships

Kevin's journey into partnership-building began in the early 2000s, but it was one pivotal statement that shifted his approach: "Relationships are our most valuable asset." This mantra resonated deeply with him, and over the years, it became the cornerstone of his business philosophy. He shared, "At a seminar back in 2006 or 2007, someone said that, and I thought, 'They're totally right. That's been my experience, and I want to experience more of that.'"

For Kevin, relationships are not just about the immediate transaction but about cultivating a long-term connection that benefits all parties involved. His story underscores the importance of being selective in partnerships, staying true to one's values, and keeping a focus on delivering value to others.

Focusing on Service Over Profit

One of Kevin's defining principles is his unwavering focus on service. He described how, during one of his first partnerships with entrepreneur Joe Polish, he realized that, rather than simply aiming to profit, his real goal was to "be of service to my partner, helping them further the relationship they already have with the people they serve." Kevin believes that this mindset has allowed him to build trust with his partners and consistently attract valuable opportunities. As Kevin puts it, "If we don't subscribe to the same kinds of core values, it's not going to be a fit."

The Power of Saying No

Knowing when to walk away from a potential partnership is a lesson many entrepreneurs struggle with, especially when it involves lucrative opportunities. Kevin has mastered the art of saying no when a collaboration doesn't align with his values or when he believes he cannot be of true service to the other party. He shared, "I have no problem saying no to potential revenue opportunities if they're not in alignment with my values."

Kevin's commitment to authenticity is a guiding light for anyone looking to make an impact without compromising their integrity. This perspective helps him avoid misaligned ventures, focusing instead on those that resonate with his core mission.

Staying True to Purpose Under Pressure

In today's fast-paced world, maintaining focus on what matters can be challenging, especially for entrepreneurs juggling numerous responsibilities. Kevin is intentional about staying grounded in his values, even when faced with pressure. He shared how his commitment to family has helped shape his business decisions: "I structured my business so that it fits in with the lifestyle I want, allowing me to be a husband and father first, and an entrepreneur second."

Kevin's unwavering dedication to his principles has allowed him to cultivate a fulfilling life where his business and personal values coexist harmoniously. His approach serves as an inspiring model for entrepreneurs seeking balance in their own lives.

Key Takeaways and Actions

Here are five actionable insights from Kevin Thompson's philosophy that entrepreneurs and leaders can apply to enhance their own partnerships and business success

1. Relationships Are Your Most Valuable Asset

• Kevin's belief that relationships are paramount encourages entrepreneurs to invest in meaningful connections over purely transactional ones. By focusing on trust and mutual respect, partnerships become sustainable and valuable long-term.

• Take Action: Review your current partnerships and identify those that align with your core values. Strengthen these relationships by reaching out to provide support, offering insights, or simply acknowledging their value to you.

2. Be of Service to Your Partners

• For Kevin, every partnership begins with a focus on service. He approaches each collaboration with the intent to enhance his partner's success, saying, "I help my partners further their relationship with the people they serve."

• Take Action: Ask yourself how you can be of service in each of your business relationships. Whether it's sharing resources, offering introductions, or helping a partner reach a wider audience, find ways to add value.

3. Know When to Say No

• Kevin's commitment to staying true to his values means he's selective about who he partners with. He emphasized the importance of saying no when a collaboration doesn't align with one's principles, even if it's financially tempting.

• Take Action: Develop a "values filter" for new opportunities. List the core values that define your business, and assess each potential partnership against these criteria. If it doesn't align, have the courage to say no.

4. Balance Business with Life Priorities

• One of Kevin's guiding principles is structuring his business to support his family life. This commitment to balance ensures that he can remain true to his values in all aspects of life.

• Take Action: Set boundaries in your work that support your personal priorities. Whether it's family time, self-care, or personal growth, make sure your business operates in harmony with your lifestyle.

5. Focus on Long-Term Impact

• Kevin's approach centers on creating lasting relationships that make a positive difference in the lives of others. This long-term mindset fosters trust and deepens connections with partners and clients.

• Take Action: Identify one partnership where you could make a greater impact by going beyond the immediate business objectives. Focus on adding value that will enhance your partner's goals, strengthening the bond over time.

Kevin Thompson's philosophy is a powerful reminder that success is not solely measured by profits but by the meaningful relationships we cultivate along the way. As entrepreneurs and leaders, his story encourages us to reflect on our partnerships and consider how we can serve, support, and elevate those around us.

Connect with Kevin Thompson

To learn more about Kevin and his work, visit:

• Kevin Thompson on LinkedIn

• Million Dollar Relationships Podcast

Let us know your takeaways from this episode by sharing them with the hashtag #PaperNapkinWisdom!

In episode 192 of Paper Napkin Wisdom, we dive deep into the nuances of creativity, self-doubt, and the entrepreneurial spirit with Amy Bernstein, an accomplished author, book coach, and creative powerhouse. Amy has dedicated her life to the written word and to helping others unlock their potential as writers and thinkers. Through her work, she illuminates the often-hidden journey that creatives and leaders must navigate, particularly in facing self-doubt and taking ownership of their own risks.

The Role of Self-Doubt in Creativity and Leadership

Amy's perspective on self-doubt is refreshing and counterintuitive. Rather than viewing self-doubt as an obstacle to conquer, she advocates for managing it as a companion in our creative journey. "You cannot conquer self-doubt," she shares. "But you can learn to manage it." This philosophy, rooted in her own life experiences, has empowered her to take bigger creative risks and has also allowed her to guide others on similar paths.

For Amy, the presence of doubt doesn't diminish creativity; instead, it fuels it. She believes that self-doubt is intricately linked to creativity, especially when it comes to taking bold steps or attempting something new. "Anyone who is any kind of a maker or a creator ... is embarking on a lot of risk-taking," she notes. "And the risk-taking often escalates depending on where you are in that project." This risk-taking is where entrepreneurs and creatives share common ground. Both groups must navigate external pressures and internal resistance to bring their visions to life.

Amy's insights provide entrepreneurs and leaders with a blueprint for how to make peace with self-doubt. In a culture that often prioritizes confidence and decisiveness, Amy suggests that self-doubt might actually be an asset if we know how to wield it. Entrepreneurs and creatives alike face societal expectations to succeed without hesitation, but Amy reminds us that doubt is an inherent part of the journey.

The Similarities Between Creatives and Entrepreneurs

One of the standout moments in the episode is Amy's insight into the similarities between entrepreneurs and artists. "Whenever you are going to make something from nothing ... you are taking fresh creative risks," she observes. While entrepreneurs may be focused on financial success and artists on the purity of their creations, both are driven by a need to create something meaningful. This shared experience of "making something from nothing" bridges the perceived gap between these two worlds.

Entrepreneurs often view themselves as separate from the "creative types," yet Amy challenges this mindset. She believes that embracing the entrepreneurial spirit as a form of artistry can help leaders approach their challenges with a more open and creative mindset.

As she explains, "We live in cultures that are often throwing a lot of negative energy our way. People are looking for others to fail." Understanding that this energy exists in both art and business can equip leaders with resilience and perseverance.

Owning Your Risks to Drive Success

Amy discusses the importance of "owning your own risks." She shares how stepping out of traditional organizational roles forced her to take full responsibility for the risks she was willing to pursue. "The risks are there regardless. Are we going to own them or not?" she asks, emphasizing the empowering nature of this choice. Amy's advice is clear: true leadership and creativity require not just accepting but embracing the risks involved.

Owning risk can be daunting, especially in the face of self-doubt, but it is essential for growth. By taking ownership, we stop waiting for permission or validation from others and start charting our own paths. For Amy, this shift came when she left a traditional career and stepped fully into her creative life, where she could shape her journey on her terms.

Entrepreneurs and leaders can take a page from her book by viewing risk ownership as a powerful tool for personal and professional development.

Failing Bigger: The Road to Greater Growth

Another powerful takeaway from Amy's story is her concept of "failing bigger." Rather than shying away from failure, Amy sees it as a necessary step in pushing one's creative and professional boundaries. She explains that part of her process involves finding the "next thing you're scared of" and intentionally working toward it. This idea of pushing limits and accepting failure as part of the journey resonates deeply with anyone who has had to reinvent themselves or tackle a new challenge.

For leaders and entrepreneurs, failing bigger means setting more ambitious goals and stepping outside of their comfort zones. It's about reframing failure as a learning experience rather than an endpoint. By adopting Amy's mindset, they can view failure not as a setback but as evidence that they're pushing the boundaries of what's possible.

The Value of Community in Creative and Entrepreneurial Pursuits

Lastly, Amy emphasizes the importance of a supportive community. "Writing and creating can be a very, very lonely endeavor," she admits. Being part of communities that offer respect and encouragement has been instrumental in her journey, and she advises others to seek out similar support. The process of entrepreneurship, like the creative process, is demanding, and having a network that understands these unique challenges can provide a sense of belonging and motivation.

For entrepreneurs, this might mean connecting with fellow business leaders or joining a mastermind group. For creatives, it could mean participating in writing or art communities.

The key is finding people who resonate with your vision and can help lift you up during challenging times.

Five Key Takeaways

1. Embrace Self-Doubt Self-doubt is a natural part of the creative and entrepreneurial journey. Instead of fighting it, learn to manage it.
   • Take Action: Reflect on an area where self-doubt is holding you back. Write down how you can use that doubt as motivation instead of a barrier.

1. Recognize the Creativity in Entrepreneurship Entrepreneurs and creatives share the same goal: bringing ideas to life against the odds.
   • Take Action: Approach a current business problem with a creative mindset. Brainstorm three unconventional solutions, even if they seem risky or unlikely.
2. Take Ownership of Your Risks The risks in your journey are unavoidable. Choosing to own them gives you control over your path.
   • Take Action: Identify one major risk in your current project or business. Outline a plan to face it head-on instead of deferring it or waiting for external validation.

1. Challenge Yourself to Fail Bigger Push beyond your comfort zone, and embrace the potential for bigger, more meaningful failures as stepping stones for growth.
   • Take Action: Set a bold goal this week that challenges you to fail bigger. Document what you learn from the process, regardless of the outcome.

1. Build and Lean on a Supportive Community No journey is successful alone. Find or create a community that will lift you up during challenging times.
   • Take Action: Join a new group, networking event, or online community relevant to your field. Share your goals and connect with others for mutual support.

Connect with Amy Bernstein

To learn more about Amy Bernstein and her work, visit her profiles and explore her books and projects:

• Website
• Books by Amy Bernstein
• LinkedIn

Embrace Amy's wisdom and make self-doubt your ally in the journey toward your next big idea. Keep challenging yourself, and remember to lean into the process—because the best growth happens just beyond our comfort zones.

In episode 191 of the Paper Napkin Wisdom podcast, host Govindh Jayaraman sits down with Michael Erath, founder of Next Level Growth. Michael's journey is filled with real-life lessons on leadership, accountability, and the impact of clear expectations. With experience in both managing and growing a successful manufacturing business and now coaching leaders, Michael brings a unique perspective to building a culture of clarity and responsibility in organizations.

As an expert in business and leadership coaching, Michael is all too familiar with the challenges that come with team dynamics and performance. His paper napkin wisdom, "Most of your frustrations with people are the result of unclear expectations," resonates with leaders across industries. In this episode, Michael unpacks why setting expectations is more than just a management tool—it's the foundation of effective leadership.

From Manufacturing to Coaching: A Journey of Transformation

Michael's transition from running his own manufacturing business to coaching leaders wasn't just a career shift; it was a transformative journey. Through years of hard work, he grew his family business significantly, but he also faced intense challenges, including a betrayal that nearly brought the business down. Reflecting on these experiences, Michael reveals, "One of the underlying issues affecting performance and leading to frustrations is simply the fact that lots of people get onboarded into a job and don't really understand what's expected of them."

In his coaching work at Next Level Growth, Michael focuses on helping leaders implement structured accountability and clarify expectations. He has developed a powerful framework that addresses three core areas for every role: Mission, Most Critical Outcome, and Obsessions. This method ensures that everyone understands their purpose within the organization and knows how to measure their success. According to Michael, "Every system is perfectly designed to get the results it gets," emphasizing the importance of building a culture of accountability from the ground up.

Accountability Redefined: Shifting from Brow-Beating to Clarity

Many leaders struggle with accountability, often associating it with criticism or discipline. But Michael offers a different perspective, suggesting that accountability, when approached with empathy and clarity, can drive motivation and performance. He explains, "Accountability and high-performing cultures don't have to be brow-beating, disciplinary cultures. In fact, the inverse is often true."

Michael's model, built from his own experiences and honed through coaching, is designed to support leaders and team members in knowing whether they are "winning" in their roles. This clarity fosters self-motivation and reduces friction, creating an environment where everyone feels valued and aligned with the organization's goals.

The Power of Onboarding and Defining Roles

One area Michael strongly advocates for is investing in a structured onboarding process. He believes that starting employees with a clear understanding of their role and expectations is essential to long-term success. "If we take time in the very beginning to have a dialogue around expectations in both directions, we create a de facto agreement because we had a dialogue about them," he explains. For Michael, this dialogue is the foundation of a healthy, high-performing work culture.

By defining roles through his Next Level Accountability Chart—outlining each role's mission, measurable outcomes, and key "obsessions"—Michael has helped numerous companies create a results-oriented culture. His approach emphasizes measurable outcomes, aligning every team member's objectives with the broader mission of the company. "The companies I work with that have done this well truly build a financial engine in the business," Michael says, underscoring the power of this framework.

5 Key Takeaways

1. Define and Communicate Clear Expectations

   • "Most of your frustrations with people are the result of unclear expectations." As Michael emphasizes, unclear expectations often cause conflicts and disappointment. Whether it's with team members, partners, or clients, clearly defined roles and outcomes are essential.

   • Take Action: Take time to clearly outline your expectations for each team member. Have an open discussion to ensure they understand their responsibilities and feel empowered to achieve them.

1. Create Measurable Outcomes for Every Role

   • Michael's concept of "Most Critical Outcome" serves as a measurable goal for each position. "The idea is to measure success in each role with a tangible outcome, like revenue for a sales role or efficiency for an operations role."

   • Take Action: Identify one quantifiable outcome for each position in your team. Make sure each person knows what metric defines their success and track it consistently.

1. Onboard with Purpose and Clarity

   • Michael stresses the importance of starting employees off with a clear understanding of their role, stating, "A well-onboarded employee will stay longer and perform better faster."

   • Take Action: Develop an onboarding checklist that includes discussions on mission, outcomes, and team culture. Make onboarding a process of setting mutual expectations rather than just a training session.

1. Empower Accountability Without Micromanagement

   • According to Michael, "High-performing cultures do not have to be brow-beating or disciplinary; they are often the opposite." Instead of micromanaging, foster a sense of ownership by setting clear goals and allowing people to take responsibility for their own success.

   • Take Action: Shift your focus from controlling processes to managing outcomes. Provide guidance when needed, but let your team find their own path to the results.

1. Build a Culture of Obsessions

   • Michael describes "obsessions" as the key areas each person must focus on to succeed. For a sales leader, it might be client retention or managing the sales strategy. "If they focus on those three things daily, they will lead a successful team," he shares.

   • Take Action: Identify 2-3 obsessions for each key role in your organization. Encourage your team to prioritize these obsessions to build momentum and drive consistent results.

Links to Learn More About Michael Erath

• Next Level Growth Website: https://nextlevelgrowth.com

• Books by Michael Erath: Michael's book, The 5 Obsessions of Elite Organizations, will be available soon. Stay tuned for updates on Next Level Growth's website.

This episode reminds us that accountability, clarity, and structured expectations are the cornerstones of a thriving organization. Take these actionable insights to create a culture of high performance in your team, and as always, jot down your favorite takeaway on a paper napkin and share it with us using #PaperNapkinWisdom! Check out more Paper Napkin Wisdom here: www.linktr.ee/PaperNapkinWisdom

In this episode of Paper Napkin Wisdom, we dive into a unique perspective on leadership and decision-making, straight from the captain's chair of a nuclear submarine. Robert Roncska, known to many as Navy Bob, shares wisdom drawn from years spent commanding submarines in the U.S. Navy. This experience is marked by high-stakes decisions, intense training, and an unwavering sense of accountability. Navy Bob brings these lessons into today's conversation, offering invaluable advice on building trust, staying adaptable, and leading with purpose.

Decision-Making Under Pressure

One of the defining qualities of submarine leadership is the ability to make swift, informed decisions under pressure. Navy Bob explains that in his line of work, there's little room for hesitation. "When you're miles under the sea, you have to learn to shut out the noise and focus on the task at hand," he says. This approach to decision-making, honed through years of experience, has shaped his philosophy on leadership. "It's not about making perfect decisions—it's about making the best decision you can with the information available."

In any high-stress situation, having the confidence to make choices quickly can mean the difference between success and failure. Navy Bob's insight is especially relevant to entrepreneurs and leaders facing complex challenges. Developing a mindset that embraces quick yet calculated decision-making is critical.

Building Trust in High-Stakes Environments

Trust is paramount when you're leading a team, and for Navy Bob, this trust isn't optional. "On a submarine, we rely on each other in ways that are hard to describe," he shares. "Every person has to be absolutely dependable, or the whole mission can be compromised." Establishing a foundation of trust means that each team member knows they can rely on one another, a lesson that translates well to any organizational setting.

In leadership, trust is cultivated through consistent actions, mutual respect, and clear communication. Entrepreneurs can apply this lesson by actively building trust within their teams, fostering an environment where everyone feels confident in each other's abilities and commitment.

Embracing Adaptability

In the depths of the ocean, unexpected situations arise, and adaptability is key. Navy Bob explains, "Plans are great, but plans can't anticipate everything. Sometimes you have to adjust course." This mindset has allowed him to face unforeseen challenges with resilience and determination. For business leaders, adaptability is a powerful asset, as it allows them to navigate shifting market conditions and rapidly changing environments.

Being prepared to pivot when necessary doesn't just apply to crisis situations. It's a mindset that can help leaders and entrepreneurs approach their work with a sense of openness and flexibility, essential for long-term success.

The Weight of Accountability

As a submarine captain, Navy Bob bore the ultimate responsibility for his crew and vessel. "When you're in charge, you own the outcome," he says. "It's as simple as that." This absolute accountability has been a guiding principle throughout his career. By taking ownership of both successes and failures, he has built credibility and earned respect from his peers.

Accountability is a cornerstone of effective leadership, and it resonates with anyone who holds a position of influence. Entrepreneurs can adopt this approach by holding themselves accountable for their decisions, owning outcomes, and demonstrating a commitment to their mission.

Preparation as a Foundation for Success

Preparation is everything, according to Navy Bob. In the Navy, training is rigorous and continuous. "When the stakes are high, you can't afford to wing it," he explains. This commitment to preparation has helped him remain calm and focused in the most challenging situations. For entrepreneurs, preparation is equally essential, as it forms the foundation for confident, decisive action.

By dedicating time to thorough planning, leaders can approach each challenge with a clear, strategic mindset, allowing them to respond effectively when the unexpected arises.

5 Key Takeaways with Action Steps

1. Decision-Making Under Pressure: Embrace decisive action when time is critical. Quick decisions don't have to be perfect—they need to be informed and grounded in your values.

   Take Action: Set up a framework for rapid decision-making in your business. Define steps for gathering essential information quickly and consult trusted advisors when possible. Practice this method in smaller situations to build confidence.

2. The Power of Trust: Trust is the backbone of effective teams. Building it requires consistency, transparency, and a willingness to rely on others.

   Take Action: Strengthen team trust by setting clear expectations, encouraging open communication, and recognizing dependable actions. Regular check-ins can help ensure everyone feels aligned and valued.

3. Adaptability is Essential: Flexibility in leadership allows you to respond effectively to changing conditions. Adaptability is a mindset that fosters resilience and innovation.

   Take Action: Embrace change by staying informed about market shifts and continuously reassessing your goals. Encourage your team to contribute ideas for adapting to new challenges, promoting a culture of flexibility and openness.

4. Accountability at All Levels: Owning outcomes, both positive and negative, is a powerful leadership trait. Accountability builds trust and shows commitment to the team's mission.

   Take Action: Lead by example by owning up to both successes and setbacks. Encourage your team to adopt this approach, creating an environment where accountability is valued and openly practiced.

5. Preparation is Everything: Preparation lays the groundwork for success. Being well-prepared allows leaders to handle challenges calmly and effectively.

   Take Action: Dedicate time each week to strategic planning. Review possible risks and prepare contingency plans for your key initiatives. Equip your team with the knowledge and resources they need to stay prepared.

These insights from Navy Bob offer a roadmap for navigating leadership challenges with confidence, integrity, and resilience. By incorporating these principles, entrepreneurs and leaders alike can build stronger teams, make better decisions, and lead with purpose.

Remember, your next big idea might just fit on a napkin—share your thoughts with us using #PaperNapkinWisdom!

In episode 189 of Paper Napkin Wisdom, host Govindh Jayaraman sits down with Natalia Matveeva, an accomplished entrepreneur and leadership coach known for her emphasis on creating purpose-driven businesses. Natalia shares her journey and unique insights into the importance of resilience in business, shedding light on a key aspect often overlooked: aligning business goals with personal values. Natalia's message is clear—resilience isn't just about persistence; it's about building a business that resonates with who we truly are.

Discovering True Resilience

As entrepreneurs, we're often encouraged to "tough it out" through challenges, to keep going no matter what. While grit is essential, Natalia emphasizes that resilience goes beyond sheer determination. She notes, "True resilience is found in the harmony between our business and our inner selves." This perspective suggests that when our business goals align with our personal purpose, resilience becomes a natural byproduct, helping us navigate challenges more smoothly.

Through her years of experience, Natalia has found that maintaining harmony between external goals and internal values creates a sense of purpose and satisfaction that fuels long-term commitment. "If we align both business and ourselves," Natalia explains, "we can achieve a kind of fulfillment that pushes us forward, even in tough times."

The Power of Purpose-Driven Success

Building a business that reflects our personal values doesn't just lead to resilience—it also brings about fulfillment and lasting satisfaction. When asked about her journey, Natalia shared that she found greater motivation and joy in her work once she made a conscious effort to align her business with her personal "why."

"A purpose-driven approach is what makes all the difference," she says. By infusing our businesses with a clear sense of purpose, we not only stay motivated but also find meaning in every step of the journey. This purpose-driven mindset can make the ups and downs of entrepreneurship more manageable and fulfilling.

Personal Growth as a Catalyst for Business Success

Natalia is a strong advocate for integrating personal growth into business growth. She explains that our personal evolution directly impacts our professional lives, often creating a ripple effect. "As we grow personally, we can channel that growth into our businesses," she states. This interplay between personal development and business success allows entrepreneurs to bring fresh ideas, renewed energy, and an expanded vision into their work.

For Natalia, prioritizing personal growth has meant exploring self-awareness and self-care, both of which have enriched her ability to lead with purpose. "When we bring personal insights into our businesses, we create something that resonates deeply with our values," she explains. This alignment strengthens resilience and drives authentic business practices.

Self-Awareness: A Guiding Compass for Decision-Making

Entrepreneurs often face a high volume of decisions, many of which can feel overwhelming. Natalia highlights the importance of self-awareness as a key tool in navigating these choices effectively. "Self-awareness helps us make choices that resonate both personally and professionally," she says, urging business owners to regularly check in with themselves.

By developing self-awareness, leaders can approach decisions with greater clarity and confidence. Natalia points out that this practice allows us to avoid burnout, focus on our priorities, and ensure that we stay on a path aligned with our vision and values.

The Value of Regular Reflection and Realignment

While aligning our values and goals is crucial, Natalia emphasizes that it's an ongoing process rather than a one-time event. She encourages entrepreneurs to make regular time for reflection to ensure they're still aligned with their purpose. "Reflecting and realigning keeps us connected to what we truly believe in," she explains. This practice fosters resilience by ensuring that our business remains an authentic expression of our personal values.

By periodically reassessing our path, we can adjust to changes, refocus our priorities, and continue progressing with a clear sense of direction. For Natalia, this commitment to realignment is the cornerstone of resilience, empowering us to stay true to our values even as we grow and evolve.

5 Key Takeaways from Our Conversation with Natalia Matveeva

1. True Resilience Comes from AlignmentNatalia shared that resilience is not just about strength; it's about harmony between your business and your inner self. When you operate from a place of alignment, challenges are easier to navigate, and your dedication strengthens.

   Take Action: Reflect on your personal and business values. Are they aligned? Write down one area where you can create more harmony between your goals and your values.

2. Purpose-Driven Success Leads to FulfillmentBuilding a purpose-driven business isn't just fulfilling; it's transformative. Natalia's journey shows that when you're deeply connected to your "why," you gain resilience and a stronger sense of accomplishment.

   Take Action: Define your purpose by asking, "Why did I start this business, and who do I want to impact?" Write a purpose statement and refer to it during decision-making to stay aligned.

3. Personal Growth Fuels Business GrowthNatalia believes that as we grow personally, we can positively influence our business. Personal development doesn't just enhance us; it empowers our business to thrive in new ways.

   Take Action: Invest time in personal growth, whether through reading, journaling, or attending workshops. Note one insight from your personal growth journey each week and explore how it could benefit your business.

4. Self-Awareness as a Compass for Decision-MakingFor Natalia, self-awareness is a guiding force in business. By cultivating self-awareness, we gain the ability to make authentic, values-driven decisions.

   Take Action: Begin a practice of weekly self-reflection. Set aside time each week to assess whether your recent decisions reflect your values and support your overall mission.

5. Reflect and Realign for Authentic ProgressAlignment isn't a one-time process; it's an ongoing practice. Natalia's advice is to regularly reflect on your path, ensuring your business is a true expression of your personal vision and values.

   Take Action: Schedule a monthly reflection session. During this time, evaluate your progress and make adjustments as needed to keep your business aligned with your personal goals.

Bringing it All Together

Natalia Matveeva's approach to resilience challenges us to think about success as more than just achieving business goals. Instead, it's about creating a business life that reflects our core values and allows us to find true fulfillment. When we align our inner purpose with our business, resilience becomes an essential part of our journey rather than an occasional tool.

How will you bring more alignment into your own life and work? Take a moment to jot down your thoughts on a paper napkin, and don't forget to share it on social media with the hashtag #PaperNapkinWisdom.

In the fast-evolving world of technology, it can be easy to overlook the human element. In this episode of Paper Napkin Wisdom, Govindh Jayaraman speaks with Annette Levesque, a global expert in e-learning who built one of the first e-high schools in the world. Annette shares her unique perspective on the intersection of innovation and human connection, offering a wealth of wisdom for leaders and entrepreneurs navigating the digital age.

Innovation Meets Education

Annette's journey into e-learning began as a passion for leveraging technology to increase access to education. As one of the pioneers in the online education space, she transformed how students could learn, breaking barriers of location and time. "I saw early on that technology could expand the reach of education, but I also knew that it needed to remain student-centered," Annette explains. Her work wasn't just about building platforms; it was about creating environments where students felt connected, engaged, and supported—despite being physically distant.

For entrepreneurs and business leaders, this insight is vital. While technology can help scale operations, it's critical to remember that the end user's experience is still rooted in connection and engagement. Whether you're working with clients, customers, or employees, ensuring that technology enhances human interaction is a key ingredient for long-term success.

The Power of Human Connection in Business

A recurring theme in Annette's conversation is the importance of human connection, even in tech-driven industries. "People don't remember the tools you used; they remember how you made them feel," she emphasizes. In her view, businesses that focus solely on innovation without considering the relational aspect will struggle to maintain loyalty and trust in the long run.

This wisdom applies across all sectors—whether you're leading a tech startup or running a more traditional business. The tools we use may evolve, but the need for trust, empathy, and relationship-building remains constant. Leaders who recognize this will not only retain their workforce but also foster an environment where creativity and innovation can thrive.

Trust in the Digital World

Building trust in digital spaces is a challenge that Annette knows well. In her work with online education, she learned that establishing trust remotely required more than just reliable technology. "You need to be transparent, consistent, and show up in ways that people feel seen and heard," she shares. For leaders, this means going beyond transactional interactions. It requires demonstrating empathy and understanding through communication, follow-through, and shared values.

In a time where remote work and digital services are more prevalent than ever, leaders who invest in trust-building will set themselves apart. Whether it's through regular check-ins with your team or personalized customer service experiences, these efforts go a long way in making people feel valued.

Leading with a Balance

Annette believes that successful leadership today is about balancing innovation with a personal touch. "Technology can scale a business, but it's the people behind it that drive success," she says. As an entrepreneur or leader, finding that balance requires intentional effort. It's easy to get caught up in new tools, automation, and systems that promise growth, but staying connected with your team, customers, and partners is essential to sustaining that growth.

By focusing on human connection alongside innovation, leaders can create businesses that not only grow but also inspire loyalty and trust.

5 Key Takeaways

1. Human Connection is Your Greatest Asset

Annette emphasizes that while technology can drive efficiency, it's the personal connections you create that will drive long-term success. "People may forget what you said, but they will never forget how you made them feel," she says.

Take Action: Identify one area of your business where you can enhance human connection, whether through more personalized communication with clients or increasing face time with your team. Make a plan to implement this within the next month.

2. Technology Should Serve, Not Replace, Connection

Innovation is crucial, but Annette reminds us that it should support rather than replace meaningful interaction. "The tools are there to make life easier, not to cut out the human element," she notes.

Take Action: Review the tools you currently use in your business. Are they enhancing or detracting from human engagement? Eliminate or adjust any systems that are creating barriers between you and your customers or team members.

3. Trust Requires Transparency and Consistency

In a digital-first world, trust isn't built overnight. It's earned through consistency and transparent communication, something Annette has mastered in her work with online education. "People need to feel like they're being heard and understood, not just managed by an algorithm," she says.

Take Action: Start holding regular, transparent updates with your team or clients, even if there's nothing significant to report. Consistency in communication builds trust and reinforces your commitment to their success.

4. Leverage Technology for Personalization

Annette shares that one of the benefits of technology is its ability to personalize experiences at scale. "We have the tools to make every interaction feel customized and personal, even in large organizations," she says.

Take Action: Implement a system or tool that allows for more personalized communication. This could be as simple as adding personal touches to your emails or using CRM tools to tailor your outreach based on specific customer needs.

5. Balance is Key to Leadership Success

Annette closes with a powerful message about leadership. "It's about balance—balancing growth with connection, innovation with empathy." Leaders who can manage this balance will not only achieve success but sustain it.

Take Action: Take 10 minutes at the end of each day to reflect on how well you balanced innovation and connection in your leadership. Journal any key observations, and consider how you can improve this balance moving forward.

Annette Levesque's insights serve as a timely reminder that in our fast-paced, tech-driven world, human connection remains the cornerstone of success. Whether you're leading a business, building a team, or interacting with clients, the relationships you foster will ultimately define your impact.

If you want to dive deeper into Annette's wisdom, check out the full episode and take a moment to share your biggest takeaway on social media using #PaperNapkinWisdom. Let's keep the conversation going!

In episode 187 of Paper Napkin Wisdom, we're thrilled to welcome back Cameron Herold, a leader whose insights are reshaping the way we approach growth in business and life. Known for his impactful coaching and leadership strategies, Cameron brings us a fresh perspective on what it takes to climb the proverbial ladder of success.

This episode centers around an intriguing metaphor Cameron calls the "Two Ladders"—one representing skills, the other confidence. His vision is a balanced approach to leadership growth, showing us how essential it is to build both skill sets and self-assurance simultaneously. As Cameron says, "If my skills are shaky, then my confidence is going to be starting to shake. If my confidence is shaky, my skills start to shake."

Let's dive into some of the standout points Cameron made in this episode and explore how his "Two Ladders" concept can help leaders like you build a more resilient foundation.

Skills and Confidence: Two Ladders, One Goal

Cameron Herold believes that the journey to success isn't linear; instead, it requires stability on two fronts—skills and confidence. He explains this idea using the metaphor of two ladders that you need to climb side by side. "If you're climbing up one ladder, and your left hand and left foot are on one ladder and your right hand and right foot are on another," he describes, "it starts to sway if either one is shaky."

This imagery is a reminder that both skills and confidence must be developed in tandem. As leaders, we can sometimes focus too heavily on one while neglecting the other, but as Cameron points out, "It's skills and confidence that will actually grow those people." For entrepreneurs and leaders, building a solid foundation in these areas is essential for long-term success.

Creating a Supportive Environment for Growth

Cameron emphasizes the importance of creating an environment where team members feel safe to grow. Drawing a parallel with parenting, he explains, "We need to cheer them on… we need to coach them to success." This idea underscores the need for leaders to foster a positive, encouraging environment that nurtures both skill development and confidence.

For Cameron, coaching isn't just about holding people accountable; it's about empowering them. He says, "I'm not going to hold you accountable… I hire accountable people." This approach reflects his belief that leadership is about trust and autonomy. By hiring individuals who take ownership of their roles, leaders can focus on guiding them rather than micromanaging.

Coaching at Every Level of Leadership

One of Cameron's most compelling points is that coaching should be a continuous part of a leader's journey, no matter their experience level. Even at 59, Cameron invests in coaching to sharpen his skills and maintain his confidence. He encourages leaders to model this approach for their teams, saying, "If coaching is good for me, then it's clearly going to be good for you, too."

This willingness to learn and grow, regardless of one's position, is a hallmark of effective leadership. By prioritizing their development, leaders can inspire their teams to do the same, fostering a culture of lifelong learning and improvement.

5 Key Takeaways

Here are five actionable takeaways from Cameron's insights on leadership, each with a "Take Action" tip for entrepreneurs and leaders:

1. Embrace the "Two Ladders" Concept

Success is built on a foundation of both skills and confidence, and developing these simultaneously is crucial. Quote from Cameron: "If my skills are shaky, then my confidence is going to be starting to shake. If my confidence is shaky, my skills start to shake."

Take Action: Reflect on areas where your skills or confidence may be lacking. Set aside dedicated time each week to work on specific skills and seek feedback to bolster your confidence.

2. Foster a Positive Growth Environment

A supportive environment encourages your team to take risks and grow. When people feel safe, they're more likely to develop both skills and confidence. Quote from Cameron: "We need to cheer them on… we need to coach them to success."

Take Action: Create a positive reinforcement plan for your team. Recognize and celebrate small wins regularly to build an atmosphere where growth feels rewarding and safe.

3. Hire for Accountability

Instead of enforcing accountability, hire self-managing people who take ownership of their roles. Leadership is about empowering others, not micromanaging. Quote from Cameron: "I'm not going to hold you accountable… I hire accountable people."

Take Action: During your next hiring cycle, look for candidates who demonstrate initiative and responsibility. Develop interview questions that reveal how they've managed themselves in past roles.

4. Model Continuous Growth

Great leaders are lifelong learners. Cameron advocates for continuous coaching and personal development at every stage of one's career. Quote from Cameron: "If coaching is good for me, then it's clearly going to be good for you, too."

Take Action: Enroll in a coaching program, or work with a mentor. Share your growth journey with your team to show that personal development is a priority.

5. Focus on the Setup for Success

Just as you need to set up a ladder securely, you must also establish a solid foundation for your team to grow. The right preparation helps them reach greater heights. Quote from Cameron: "How you set up the ladder is pretty important, too… you've got to set this up right."

Take Action: Review your team's current structure and support systems. Identify areas where they may need additional resources, training, or tools to be successful, and take steps to provide them.

Final Thoughts

In this episode, Cameron Herold challenges us to rethink leadership as a balanced journey of skills and confidence, supported by an environment that prioritizes growth and accountability.

Whether you're scaling a startup or leading a well-established organization, the insights shared today remind us that effective leadership is a constant climb.

Share your biggest takeaway with us by posting a photo of your notes on a napkin and using #PaperNapkinWisdom. How are you strengthening your own ladders of skills and confidence? Let's keep climbing together!

In episode 186 of Paper Napkin Wisdom, Govindh Jayaraman has a compelling conversation with Todd Palmer, a CEO coach, entrepreneur, and author who believes that "The problem is never what you think it is." This simple yet powerful insight drives his approach to leadership and coaching. Todd has spent years guiding leaders to uncover the deeper issues that lie beneath the surface of everyday business challenges. He believes that by getting to the root of problems, leaders can build more resilient organizations and foster meaningful growth.

Throughout this episode, Todd shares lessons from his own entrepreneurial journey and reveals how his Paper Napkin Wisdom has shaped his career. Todd's story isn't just about overcoming surface-level challenges. It's about exploring the underlying issues that often go unnoticed and addressing them head-on.

Recognizing Hidden Challenges in Leadership

Todd's philosophy centers on the idea that the real problem is rarely the one that's immediately visible. "So often, we get caught up in the symptoms and miss the root cause," he explains. For Todd, leadership is about going deeper, asking the tough questions, and understanding that the most pressing issues are often hidden from view.

Reflecting on his own experiences, Todd shares how he once struggled to address a culture problem within his business. "At first, I thought it was just a few bad hires or a lack of motivation," he says. "But once I dug deeper, I realized it was about leadership. I wasn't showing up authentically, and my team could feel that disconnect." This shift in perspective allowed Todd to address the root cause and rebuild a stronger, more aligned team.

Facing Fear to Uncover the Real Problem

According to Todd, fear often keeps leaders from looking beneath the surface. Fear of failure, fear of vulnerability, and fear of the unknown can all prevent us from digging deeper. He explains that it's essential for leaders to confront these fears and push past them to discover what's really holding them back.

"Fear blinds us to the real issues," Todd notes. "We get so wrapped up in what we're afraid might happen that we miss what's actually happening." For Todd, addressing fear is a way to gain clarity. When leaders let go of the fear of confronting the unknown, they open the door to understanding the true nature of their challenges.

Authenticity and the Deeper Connection

In Todd's view, authenticity plays a crucial role in uncovering hidden problems. When leaders are willing to show up as their true selves, they're more likely to connect with others on a meaningful level. "If you're not being real with your team, you're missing out on important insights. They can sense when something is off, even if they can't put their finger on it," he explains.

Todd shares that his own journey toward authenticity taught him how to listen better and look beyond the obvious. "It's not just about being honest with others; it's about being honest with yourself. When you're authentic, you create a space where real issues can surface."

Building a People-First Culture by Digging Deeper

Todd believes that a people-first culture requires leaders to go beyond the symptoms of disengagement or low morale. Instead, he advises leaders to look for underlying causes that may not be immediately visible. "You can't build a strong culture if you're only addressing surface-level issues. You have to understand what truly drives your people."

For Todd, this means asking questions like, "What's really holding this person back?" or "What's causing this frustration?" By focusing on the people rather than the symptoms, leaders can create an environment where everyone feels valued and empowered to contribute their best.

Embracing Resilience Through Adversity

Todd's entrepreneurial journey has shown him that resilience is about more than just bouncing back from failure. It's about learning from setbacks and understanding the real lessons they offer. "Every failure has a hidden message," he says. "If you can dig deep enough to find it, you'll come out stronger on the other side."

Resilience, for Todd, is a skill that leaders can develop by consistently asking, "What is this situation really trying to teach me?" He believes that embracing this mindset allows leaders to uncover insights that can help them navigate future challenges with greater clarity.

Here are five key takeaways from Todd's conversation, each with a "Take Action" element designed to help entrepreneurs and leaders put his wisdom into practice by exploring beneath the surface:

1. Look Beyond the Symptoms

Todd's wisdom reminds us that the first issue you see is rarely the real one. "If you only address what's on the surface, you'll miss the root cause," he warns.

Take Action: Next time you encounter a problem, ask "Why?" five times to drill down to the core issue. Reflect on whether the initial problem you identified is a symptom of a deeper issue and take action from there.

2. Confront Fear to Gain Clarity

Todd explains that fear often clouds our ability to see the real problem. He encourages leaders to face their fears head-on to uncover the truth. "When you let go of fear, you see things for what they really are," he says.

Take Action: Identify one area in your leadership where fear might be limiting your perspective. Write down the worst-case scenario, and then challenge it. What deeper issue might you be avoiding, and what small step can you take to address it?

3. Lead with Authenticity to Foster Trust

Authenticity isn't just about being honest—it's about showing up fully, so others feel safe to share what's really going on. "Authentic leaders create space for real issues to surface," Todd explains.

Take Action: Ask your team for feedback on your leadership style and take their responses to heart. By modeling authenticity, you create a culture where your team feels empowered to address challenges openly.

4. Go Deeper to Create a People-First Culture

Todd believes that strong cultures are built by addressing underlying issues rather than surface complaints. "When you dig deeper, you can address what really matters to your people," he says.

Take Action: Conduct a one-on-one meeting with each team member and ask them what they think the biggest challenge in the company is. Listen to their responses without judgment and look for patterns or deeper issues to address.

5. Embrace Resilience by Learning from Setbacks

For Todd, resilience is about understanding the deeper lessons hidden within failures. "The only real failure is the one you don't learn from," he asserts.

Take Action: The next time you face a setback, take a moment to reflect on what you've learned. Write down three insights or takeaways and consider how they can inform your future actions.

Final Thoughts

Todd Palmer's insight that "The problem is never what you think it is" serves as a powerful reminder that great leadership is about more than just solving problems—it's about understanding them. By going beyond surface-level challenges and exploring the underlying causes, leaders can build stronger, more resilient organizations.

Reflect on Todd's wisdom, and consider how you can apply this mindset in your own life and work. Take a moment to jot down your thoughts on a paper napkin, snap a photo, and share it with us on social media using the hashtag #PaperNapkinWisdom. Let's continue the conversation on how small ideas can lead to big results.