Revenue Rascals | Sales Strategies for Business Growth

Have you ever wondered why your revenue growth lands on the shoulders of just two or three people in your company? Maybe you're asking the wrong question. 

Michelle breaks down the "how do I get my team to sell more" mindset and introduces a new way to increase your sales. She introduces the four responsibilities of every employee, whether they carry a sales title or not. Michelle makes the case that every single customer touchpoint is a revenue opportunity hiding in plain sight, but most companies don’t know how to teach their people what to listen for.

Michelle dives into the difference between "sales culture" and "revenue culture," and why the latter is the real win. She walks through her four-part framework in detail and answers rapid-fire questions she hears most from business owners. If you've got a small team wearing a lot of hats, Michelle’s advice gives you a repeatable system to help everyone contribute to growth without turning your whole staff into "salespeople."

Chapters
[Start] The Wrong Question: Michelle breaks down the real question every business owner should be asking if they want to grow their sales.
05:59 The Four Responsibilities: Michelle’s four-part framework for turning every employee into a value creator.
15:45 Motivated to Sell: What business owners can do to help motivate their employees to think like a seller, no matter their role.
21:24 Revenue Rapid Fire: Michelle answers her most-asked listener questions regarding sales growth and running a business.
33:47 Rascal Wrap-Up & Offer: A recap of the four responsibilities, plus a one-day working offer from Michelle for owners ready to install a revenue culture fast.

Links & Resources

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

ACQUICON Conference
Are you a founder with annual revenue over $2M and want to focus on creating more enterprise value for a meaningful exit? Use my referral MICHELLE50 and join me as I host and facilitate a sales workshop in Salt Lake City, October 19th-21st at ACQUICON. Only 20 tickets remaining at this price!  https://luma.com/e/evt-EkJ0ke3WaDg3xEn?coupon=MICHELLE50 

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy

Hosted on Acast. See acast.com/privacy for more information.

People are now asking AI for the best businesses to fill their needs. So the question stands: how do you get your business to stand out from the crowd?

Michelle dives in with the new reality of today’s customer mindset. People have stopped Googling and have started asking AI for the best companies near them to fix all their problems. And AI hands them the most recommended name it can find. Today, Michelle shares her tips that will help your business become AI’s most recommended answer; not by gaming the algorithm, but by becoming the business AI actually wants to recommend.

She breaks down why the old SEO playbook doesn’t work anymore. To highlight this, Michelle walks through six revenue observations from what makes a business good vs truly extraordinary to AI search engines. She also gives her full 90-day action plan that gives you a full guide on how to become the kind of company AI wants to show to customers. This is built for small businesses who don’t have a marketing department at their disposal, but who still want to grow. As Michelle puts it, this isn’t the death of SEO; it’s the evolution of trust.

Chapters
[Start] The New Front Door: Michelle dives into the new reality of how people are searching for businesses online, and how you can stand out from the crowd.
03:34 Build Your Answer Library: How to make your business an easy-to-find search on AI platforms by answering your customer’s common questions.
05:20 Using Sales Calls as Content: The advantage of recording sales conversations to use for content strategies.
07:32 Digital Assets vs. Disposable Content: What kind of content to post that leads people to your business instead of disappearing into the algorithm.
09:09 Reviews as an AI Asset: How to write review replies with context so AI tools can better recommend you on customer searches.
15:48 The AI Recommendation Challenge: Michelle shares her 90-day challenge that you can use to help your business get recognized online.

Links & Resources

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy

Hosted on Acast. See acast.com/privacy for more information.

Michelle never really clocks out, even on vacation. And her trip to Jackson Hole, Wyoming has become the perfect case study for her new series.

Michelle walks through her whitewater rafting trip and shows exactly how her fractional CRO brain works in the wild. She introduces us to Reverse Engineering Revenue, where she experiences a business the same way a customer does, then breaks down what's working, or what's not. This mindset helps unlock the revenue opportunities that a business can earn but hasn’t activated yet.

Michelle uses her observations of Lewis and Clark River Expeditions to show that even great businesses leave money on the table. She gives a thorough walkthrough of six revenue opportunities that apply to any local service business, so you can use these ideas and put them to work immediately. As always, the goal is simple, effective strategies you can activate without overcomplicating your business.

Chapters
[Start] Reverse Engineering Revenue: Michelle introduces her new series with her Jackson Hole rafting trip as the case study.
03:44 Observation 1: How removing pre-arrival friction builds trust and reduces operational strain.
09:39 Observation 2: Why customers remember guides, and what that means for culture and hiring.
13:16 Observation 3: Using QR codes and tracking to turn Google reviews into a measurable, trackable system.
18:24 Observation 4: Why the upsold video won the sale and how to find your own version of it.
24:51 Observation 5: Turning one great experience into long-term customer value and earned marketing.
30:01 Observation 6: How to turn your happiest customer into your biggest marketing advantage.

Links & Resources

Part 1: How To Build A Local Business That Doesn't Need You Every Day
Apple | Spotify | YouTube

Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
Apple | Spotify | YouTube

Part 3: How to Turn One-Time Buyers into Recurring Revenue
Apple | Spotify | YouTube

Part 4: Why Most Local Businesses Never Scale (And How to Fix It)
Apple | Spotify | YouTube

The Top Non-Negotiable Small Business Sale Automations
Apple | Spotify | YouTube


Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy

Hosted on Acast. See acast.com/privacy for more information.

If you're a small business owner drowning in follow-up, missed leads, and a dozen disconnected tools, this is your wake-up call. 

Michelle sits down with Haplin Milgrom-Hills from GoHighLevel to break down exactly how small businesses can evolve their current strategies. They talk about everything from capturing more leads and closing more sales to how to stop losing money due to slow follow-up. And you can do this all without hiring a bigger team.

Haplin's story starts with a scrappy SMS follow-up habit that made him the top-performing rep and eventually got him poached into the agency world. From there, he talks through the "growth flywheel" and the steps it encapsulates. He talks about why a 98% SMS open rate matters, the five-minute response window, and why "reactivating" your old leads could change your business. Michelle brings her own client stories into the mix, ending with a plug-and-play strategy that you can implement today.

Chapters
[Start] Meet Haplin: Michelle introduces Haplin and his path from gym sales rep to GoHighLevel's product marketing team.
08:21 The First Things New Users Should Do: Haplin introduces the Growth Flywheel, a list of 5 steps to create a great marketing system.
19:21 Why SMS Beats Email: A look at open rate stats, the 5-minute response rule, and real-life agency results from Haplin's career.
40:47 Database Reactivation: Why old, "cold" leads aren't actually dead, and how reactivating your list compounds revenue over time.
53:27 The Most "Rascal" Business Move: Haplin shares the story of going into business with his best friends against everyone's advice.

Links & Resources

Part 1: How To Build A Local Business That Doesn't Need You Every Day
Apple | Spotify | YouTube

Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
Apple | Spotify | YouTube

Part 3: How to Turn One-Time Buyers into Recurring Revenue
Apple | Spotify | YouTube

Part 4: Why Most Local Businesses Never Scale (And How to Fix It)
Apple | Spotify | YouTube

Haplin Milgrom-Hills on LinkedIn


Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy

Hosted on Acast. See acast.com/privacy for more information.

In this final episode of her four-part series, Michelle dives into two of the most often confused terms in business: growth and scaling. While they may sound like the same thing, they actually aren’t. She gives a clear definition of the two terms, as well as a real-life example, to make sure you truly understand the difference and are able to grow and scale your business effectively.

Michelle breaks down her four pillars of scale using her senior concierge business example to help give a clear picture of her framework in motion. If you've ever asked "how do I make more money," Michelle's here to tell you that's the wrong question. The right one? How do I make more money without my life getting more complicated? That's scaling. And by the end of this episode, you'll know exactly how to build it.

Chapters
[Start] Growth vs. Scale: Michelle shows how growth and scale are not the same thing and why confusing the two will cost you and your business.
06:20 The Landscaping Company: A real-life example that makes the growth vs. scale distinction clear and shows which one you should be building toward.
10:08 Four Ways to Scale: Using the senior concierge business to show four practical examples of scaling.
19:51 The Four Pillars of Scale: Michelle's framework for building a business that can run without you.
31:11 The Freedom Test: The question every business owner needs to answer, and the mindset shift that changes everything.

Links & Resources
Part 1: How To Build A Local Business That Doesn't Need You Every Day
Apple | Spotify | YouTube

Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
Apple | Spotify | YouTube

Part 3: How to Turn One-Time Buyers into Recurring Revenue
Apple | Spotify | YouTube

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy

Hosted on Acast. See acast.com/privacy for more information.

Getting a customer is only half the battle. Keeping them is where real businesses are built. 

Michelle breaks down how the world's biggest companies spend less energy chasing new customers and more energy giving them a reason to keep buying. Using real-world examples, she shows how membership models and recurring revenue systems create predictable income. This method is vastly different than the "start from zero every month" cycle so many small business owners get stuck in.

From there, Michelle brings it back to the senior concierge business she's been building throughout the series. She lays out five rules for turning one-off transactions into lasting customer relationships. She gives a challenge that reframes the entire customer relationship, and gives actionable steps you can take this week to start identifying your own recurring revenue opportunities.

Chapters
[Start] Why Retention Beats Acquisition: Michelle shows the stats on customer retention and explains why chasing new customers isn’t the best growth lever.
05:45 Big Brand Case Studies: A look at some big brand-name companies and how they have mastered this customer concept.
13:01 Applying It to the Senior Concierge Business: Bringing the lessons back to the series' example business and introducing the idea of selling "peace of mind."
17:07 The 5 Rules of Recurring Revenue: Michelle's framework that gives you five steps to create recurring revenue for your business.
20:40 This Week's Challenge: A call-your-best-customers challenge, and a story about using trained AI tools to build real growth strategy.

Links & Resources
Part 1: How To Build A Local Business That Doesn't Need You Every Day
Apple | Spotify | YouTube

Part 2: How Any Local Business Can Get 10 New Customers in the Next 7 Days
Apple | Spotify | YouTube

Can a Small Business Really Make Money While It Sleeps? | Building Recurring Revenue the Rascal Way
Apple | Spotify | YouTube

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy

Hosted on Acast. See acast.com/privacy for more information.

Now that we know how to build a 10/10 business model, how do we actually get customers? And how do we get them quickly?

In this second installment of Michelle’s four-part series on building a local business from the ground up, she lays out a practical framework for landing your first 10 customers. Her step-by-step layout is perfect for anyone who needs to know where to start building their local customer base. She challenges the over-preparation trap that keeps most business owners stuck in planning mode instead of actually generating revenue.

Michelle walks through four core steps to help you get started on finding customers and keeping them coming back. She also introduces her AVP formula as the foundation for every sales conversation and follow-up interaction. Whether you're in pre-launch or simply in a revenue slump, Michelle ends by giving a seven-day action plan you can activate immediately.

Chapters
[Start] Part 1 Recap: Michelle recaps Part 1 and poses the core question for this episode: how do you actually get customers quickly?
05:19 Step 1: How to make it easy for customers to buy from you so that they keep coming back for more.
13:03 Step 2: The importance of giving people a reason to act when it comes to purchasing from your company.
16:04 Step 3: Finding your audience and borrowing an existing group of customers to get your flow started.
21:59 Step 4: Why you need to follow up with customers to make sure they know you care about their business with you.
25:45 The 7-Day Action Plan: A day-by-day breakdown of what to do in seven days to generate new customers for any local business.


Links & Resources

Part 1: How To Build A Local Business That Doesn't Need You Every Day
Apple | Spotify | YouTube

Why Your CRM Isn't Closing Deals (And the Fix That Generated $4M)
Apple | Spotify | YouTube

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy

Hosted on Acast. See acast.com/privacy for more information.

How do you actually start a 10/10 business?

In part one of this four-part series, Michelle runs a live experiment of building a brand new local business from scratch, so you can follow every decision in real time. She uses the example of a senior concierge service; a relationship-based support business that helps older adults stay independent while giving their families peace of mind. Michelle breaks down exactly what this business does, what it doesn't do, and why she believes the timing makes it one of the most compelling local business opportunities available right now.

But this episode isn't really about senior concierge services. It's about the framework behind building any well-designed business. Using her Rascal Business Score, Michelle walks through eight critical criteria every business idea should be evaluated against before any money is spent. This practical check will tell you whether what you're building is actually set up to give you the freedom you’re looking for.

Chapters
[Start] Build a Business, Not a Job: Michelle sets up the series by sharing her own mistake of building a business and introduces the senior concierge concept.
02:45 The Senior Concierge Business: A breakdown of services, pricing packages, and who the real customer is in this business model.
11:06 The Rascal Business Score: Michelle's scoring system for businesses that utilizes eight categories to measure its potential.
23:04 Startup Costs the Simple Way: How to budget for building a business and make decisions that won’t break the bank.
38:16 Rascal Wrap-Up: Key takeaways, a challenge to score your own business idea, and a preview of episode two.

Links & Resources

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy

Hosted on Acast. See acast.com/privacy for more information.

Small business owners love to talk about sales funnels and marketing hacks, but almost nobody wants to think about the nitty-gritty legal matters — until something goes wrong. 

Michelle sits down with business lawyer and longtime friend, Keren de Zwart, to look at the legal side of running a business, making it feel approachable instead of intimidating. They dig into the most common risk areas that founders overlook, including why "free" templates can backfire, and how even a little transparency can save a business.

Keren shares how she moved from a traditional corporate law firm into building her own practice, and how she has learned to set boundaries between motherhood and running a growing business. Whether you are just getting your contracts in order or trying to figure out how to scale a subscription offer, Keren offers practical guidance, coming from someone who has spent her career making legal support accessible to small business owners.

Chapters
[Start] “Not Your Father’s Lawyer”: Michelle introduces attorney Keren de Zwart, who shares her path from a traditional corporate firm to building her own practice.
06:53 Legal Essentials for Small Businesses: The most common legal gaps and fundamentals for people starting their own business to be aware of.
15:30 Keren’s Template Shop: Keren dives into the legalities of buying and selling legal templates online, and why hers are more legitimate than others.
20:10 Click-to-Cancel Rules: A look at the state and federal rules around recurring billing, and how to avoid chargebacks.
35:55 The Mom-Founder Juggle: Talking about how Keren structures her offers and balances her business with parenting duties.

Links & Resources

Connect with Keren de Zwart

Not Your Father's Lawyer - Website
Not Your Father's Lawyer on Instagram

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

Connect with Michelle:

• LinkedIn
• Instagram
• YouTube

Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

Michelle Terpstra's Privacy Policy

Hosted on Acast. See acast.com/privacy for more information.

Michelle Terpstra sits down with Jason Kramer, founder of Cultivize and self-described CRM whisperer, to talk about the customer relationship management system. They look at why so many companies buy a CRM and then do nothing with it, and how to avoid that.  They unpack what it actually takes to build a process that runs without the founder carrying it all in their head. The case studies in this episode make the stakes of a broken follow-up system impossible to ignore.

Jason and Michelle also explore what happens after the lead lands, and the referral ecosystems that separate businesses that scale from those that stall. Jason shares his framework for labeling pipeline stages around what the prospect needs to do rather than what the salesperson needs to do. Whether you're still running deals out of a spreadsheet or sitting on a CRM you've never fully built out, this episode offers practical guidance on where to start.

Chapters
[Start] Why CRMs Fail Small Businesses: Michelle introduces Jason, and they dive into the biggest adoption hurdles for small businesses.
08:45 The Follow-Up System: Jason shares a case study where an automated follow-up sequence closed over $4 million in revenue.
16:08 Automation Wins: Jason walks through how digitizing a business’s intake produced a 90% contract completion rate and unlocked upsell data.
24:37 Pipeline Management Practices: Jason's framework for structuring pipeline stages around prospect actions rather than salesperson tasks.
34:08 Partnerships & the Trust Recession: Michelle and Jason discuss affiliate strategies, referrals, and whether B2B sales cycles are slowing in a trust-challenged market.


Links & Resources

Cultivize
Lead Nurturing Guide
Connect with Jason on LinkedIn
Jason’s Podcast Appearances

Lean Sales Team Buildout
Ready to build a sales team that can scale without you? Michelle’s Lean Sales Team Buildout™ helps founders build their first sales team, exit the sales seat, or fix an underperforming team. We use AI to eliminate low-value sales work, build the right sales operating system, and put fewer, better humans in the right seats. Learn more and book a discovery call at revenuerascals.com/scalelean.

The Local Guild
Local business owner? Stop guessing your way through growth. The Local Guild helps you get more customers, use AI practically, and build predictable revenue without becoming a full-time marketer. Start the free 7 Day Sales Jumpstart here: revenuerascals.com/thelocalguild

Objectionly 14-Day Free Trial
If you are a founder or sales manager who wants to sell more and stop losing days to call review, Objectionly gives you back your time and puts accountability where it belongs. Grab your 14-Day Free Trial now: https://objectionly.com/?via=revenuerascals

Go High Level 30-Day Free Trial
The AI-powered business operating system. All the tools you need to capture, nurture, and close new leads into bookings, sales, reviews, and repeat customers! Grab your 30-Day Free Trial now: www.revenuerascals.com/ghl

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Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own. 

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