Profit. Grow. Exit.

In this episode of Profit, Grow, Exit, Abigail Walsh, Channel Manager at Wingman MSP Marketing, sits down with Josh Smith to unpack the biggest marketing mistakes MSPs make and how to build a pipeline that drives consistent growth.

Many MSP owners rely too heavily on referrals, but when referrals slow down, growth stalls. Josh explains why MSP marketing is different from selling products, why trust is everything, and how providers can stand out in a crowded market.

They also discuss how MSPs can improve their websites, generate better leads, follow up more effectively, and create long term sales opportunities instead of chasing quick wins.

What You’ll Learn in This Episode:

Why relying only on referrals is risky for MSP growth
How MSPs can build trust before prospects are ready to buy
The biggest website mistakes hurting conversions
Why follow up matters more than most MSPs think
How cold calling still works when done the right way
What makes MSP marketing different from traditional marketing
How community and peer groups help MSP owners grow faster

If you run an MSP and want more qualified leads, better sales systems, and long term growth strategies, this episode is packed with practical advice.

Connect with Josh Smith on linkedin - https://www.linkedin.com/in/josh-smith-b181b6184/

Subscribe for more MSP growth, sales, and exit strategies.

#MSPMarketing #ManagedServiceProvider #LeadGeneration #MSPSales #BusinessGrowth #WingmanMSPMarketing #ProfitGrowExit

I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.

– Abi and the Profit. Grow. Exit. podcast team

Connect with Abi Walsh on LinkedIn: https://www.linkedin.com/in/abiwalsh/ 
Visit the Encore Strategic website here: encorestrategic.io

Listen to Profit. Grow. Exit on these Platforms: 
YouTube: https://www.youtube.com/channel/UCRvlZ82qYZ3_5G2B-sPpaLw
Spotify: https://open.spotify.com/show/0x5v7BQunMtbNsFLSoZTvR
Apple:​ https://podcasts.apple.com/us/podcast/profit-grow-exit/id1891305118
Amazon: https://music.amazon.com/podcasts/00643a88-8d90-4a94-ba91-3505f8e4f84b

#ProfitGrowExit #AbiWalsh #MSPBusiness #ManagedServiceProvider #MSPGrowth #BusinessExit #ExitPlanning #MSPOwner #BusinessStrategy #PeerGroups #BusinessScaling #SmallBusinessGrowth #EntrepreneurMindset #BusinessOperations #MSPSuccess

Profit. Grow. Exit. is the podcast for MSP owners who are ready to stop being the best technician in their business and start being the best operator. Hosted by Abi Walsh of Encore Strategic, each episode delivers straight-talking insight on building a profitable, scalable, and sellable managed service business — from knowing your numbers to building the team that lets you step back. Most MSP owners built a high-paying job, not a company — and it doesn't have to stay that way. If you're stuck at a plateau, unsure of your exit path, or ready to run your business like a real business, this podcast is for you.

In this episode of Profit, Grow, Exit, Abigail Walsh sits down with Juan Soto, President and Microsoft Access Guru at IT IMPACT INC, to explore how artificial intelligence is transforming MSPs, service businesses, and the future of work.
With more than three decades of business experience, Juan shares how AI is already driving massive productivity gains, changing the role of developers, and creating new opportunities for MSP owners who are ready to adapt. He also explains the biggest mistakes companies make when adopting AI and how to implement it securely.
From sales growth to team efficiency, this conversation is packed with practical insights for MSP leaders and business owners who want to stay ahead of the curve.
What You’ll Learn in This Episode:
How AI is increasing productivity for service businesses
Why MSPs need to talk to clients about AI now
The biggest security mistakes companies make with AI tools
How AI can help businesses grow without layoffs
Why developers and programmers may evolve faster than expected
How EOS helps founders move from operator to visionary
Lessons from building a global team across four continents
Why sales skills are still critical in a tech driven world
If you run an MSP or technology business, this episode will help you understand how AI can become a growth tool instead of a threat.
Subscribe for more MSP growth, leadership, sales, and exit strategies.

Connect with Juan Soto on Linkedin - https://www.linkedin.com/in/juansoto/ 
#AIforMSPs #MSPBusiness #ArtificialIntelligence #ManagedServices #BusinessGrowth #EOS #ITIMPACTINC #ProfitGrowExit

I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.

– Abi and the Profit. Grow. Exit. podcast team

Connect with Abi Walsh on LinkedIn: https://www.linkedin.com/in/abiwalsh/ 
Visit the Encore Strategic website here: encorestrategic.io

Listen to Profit. Grow. Exit on these Platforms: 
YouTube: https://www.youtube.com/channel/UCRvlZ82qYZ3_5G2B-sPpaLw
Spotify: https://open.spotify.com/show/0x5v7BQunMtbNsFLSoZTvR
Apple:​ https://podcasts.apple.com/us/podcast/profit-grow-exit/id1891305118
Amazon: https://music.amazon.com/podcasts/00643a88-8d90-4a94-ba91-3505f8e4f84b

#ProfitGrowExit #AbiWalsh #MSPBusiness #ManagedServiceProvider #MSPGrowth #BusinessExit #ExitPlanning #MSPOwner #BusinessStrategy #PeerGroups #BusinessScaling #SmallBusinessGrowth #EntrepreneurMindset #BusinessOperations #MSPSuccess

Profit. Grow. Exit. is the podcast for MSP owners who are ready to stop being the best technician in their business and start being the best operator. Hosted by Abi Walsh of Encore Strategic, each episode delivers straight-talking insight on building a profitable, scalable, and sellable managed service business — from knowing your numbers to building the team that lets you step back. Most MSP owners built a high-paying job, not a company — and it doesn't have to stay that way. If you're stuck at a plateau, unsure of your exit path, or ready to run your business like a real business, this podcast is for you.

What does it really take to stop running your business and start owning it?

In this episode of Profit, Grow, Exit, Abigail Walsh and Shawn Walsh sit down with David Jenyns (Creator of SYSTEMology®) to break down the real shift from operator to owner.

If you feel stuck doing everything in your business, constantly firefighting, or hitting a growth ceiling, this conversation will show you exactly why it’s happening and how to fix it.

They dive into why most entrepreneurs struggle with systems, how to build a business that runs without you, and what it takes to create something truly scalable and sellable.

You’ll learn:

* The real difference between owning a business and owning a job
* Why growth can actually hurt your business if systems are missing
* How to identify your first process to document
* What a Systems Champion is and why you need one
* How to escape burnout and operational chaos
* The hidden cost of staying too involved in daily operations
* How to build a business that buyers actually want

This episode is for founders, entrepreneurs, and business owners who want more freedom, more control, and a clear path to exit.

If you’re serious about scaling without being stuck in the day to day, this is a must-watch.

Connect with David Jenyns on Linkedin - https://www.linkedin.com/in/david-jenyns/

Subscribe for more insights on business growth, systems, and exit strategy.

#BusinessGrowth #Entrepreneurship #Systemology #ScalingBusiness #BusinessOwner #StartupGrowth #ExitStrategy #Leadership #SmallBusiness #ProcessSystems

I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.

– Abi and the Profit. Grow. Exit. podcast team

Connect with Abi Walsh on LinkedIn: https://www.linkedin.com/in/abiwalsh/ 
Visit the Encore Strategic website here: encorestrategic.io

Listen to Profit. Grow. Exit on these Platforms: 
YouTube: https://www.youtube.com/channel/UCRvlZ82qYZ3_5G2B-sPpaLw
Spotify: https://open.spotify.com/show/0x5v7BQunMtbNsFLSoZTvR
Apple:​ https://podcasts.apple.com/us/podcast/profit-grow-exit/id1891305118
Amazon: https://music.amazon.com/podcasts/00643a88-8d90-4a94-ba91-3505f8e4f84b

#ProfitGrowExit #AbiWalsh #MSPBusiness #ManagedServiceProvider #MSPGrowth #BusinessExit #ExitPlanning #MSPOwner #BusinessStrategy #PeerGroups #BusinessScaling #SmallBusinessGrowth #EntrepreneurMindset #BusinessOperations #MSPSuccess

Profit. Grow. Exit. is the podcast for MSP owners who are ready to stop being the best technician in their business and start being the best operator. Hosted by Abi Walsh of Encore Strategic, each episode delivers straight-talking insight on building a profitable, scalable, and sellable managed service business — from knowing your numbers to building the team that lets you step back. Most MSP owners built a high-paying job, not a company — and it doesn't have to stay that way. If you're stuck at a plateau, unsure of your exit path, or ready to run your business like a real business, this podcast is for you.

Jimmy Huber built InfoTech Solutions & Services from the ground up in 2012 with a single client, a leap of faith, and a per-user managed services model before most MSPs even knew what that meant. In this debut episode of Profit Grow Exit, Jimmy shares the full arc of his journey: from scrappy solo operator to a 10-person MSP serving 700+ users in Central Illinois, to the moment he realized he had become the biggest obstacle to his own company's growth. It's a candid look at what it actually takes to build a business that runs without you, and why that's harder — and more important — than most founders expect.
Jimmy walks through his experience implementing EOS, joining a TruPeer peer group through TruMethods, and eventually promoting his COO Hayden Bruns into the CEO role — a transition that didn't just free Jimmy up, it made InfoTech measurably better. From the "Jimmy DB dump" that transferred years of tribal knowledge to his team, to a client texting him to say the service had improved since he stepped back, this episode is packed with honest lessons on delegation, leadership identity, and building an MSP with real exit-ready value.
Key Takeaways:

Skipping the break-fix model entirely and starting with per-user MRR from day one set InfoTech up for predictable, scalable revenue from the start
Joining a peer group (TruMethods/TruPeer) was a turning point, but it took two years of actually doing the work before Jimmy saw results
Implementing EOS revealed right-person-wrong-seat issues and helped the team shift from "five one-man shops in the same building" to a structured, accountable org
The founder is often the throttle on their own business — stepping back isn't weakness, it's strategy
Exit readiness and healthy business operations are the same thing; there's no separate prep
Culture and client relationships are assets that private equity and acquirers evaluate — not just your EBITDA
Your words as a leader carry more weight than you realise; working on yourself first directly impacts your team and your business ceiling

If you found value in this episode, please subscribe, leave a review, and share it with a fellow MSP owner who needs to hear this.
Connect with Jimmy Huber:
LinkedIn: https://www.linkedin.com/in/jimmy-huber-43b43a32/
InfoTech Solutions & Services: https://www.infotechil.com

I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.

– Abi and the Profit. Grow. Exit. podcast team

Connect with Abi Walsh on LinkedIn: https://www.linkedin.com/in/abiwalsh/ 
Visit the Encore Strategic website here: encorestrategic.io

Listen to Profit. Grow. Exit on these Platforms: 
YouTube: https://www.youtube.com/channel/UCRvlZ82qYZ3_5G2B-sPpaLw

Spotify: https://open.spotify.com/show/0x5v7BQunMtbNsFLSoZTvR
Apple:​ https://podcasts.apple.com/us/podcast/profit-grow-exit/id1891305118
Amazon: https://music.amazon.com/podcasts/00643a88-8d90-4a94-ba91-3505f8e4f84b

#ProfitGrowExit #AbiWalsh #MSPBusiness #ManagedServiceProvider #MSPGrowth #BusinessExit #ExitPlanning #MSPOwner #BusinessStrategy #PeerGroups #BusinessScaling #SmallBusinessGrowth #EntrepreneurMindset #BusinessOperations #MSPSuccess

Profit. Grow. Exit. is the podcast for MSP owners who are ready to stop being the best technician in their business and start being the best operator. Hosted by Abi Walsh of Encore Strategic, each episode delivers straight-talking insight on building a profitable, scalable, and sellable managed service business — from knowing your numbers to building the team that lets you step back. Most MSP owners built a high-paying job, not a company — and it doesn't have to stay that way. If you're stuck at a plateau, unsure of your exit path, or ready to run your business like a real business, this podcast is for you.