Service Academy Business Mastermind

"Almost 80% of the buyers' journey is not attributable. We focus on the 20% that is. Our recommendation is also to focus on the dark funnel, where that 80% are feeding and getting their thought leadership from."

- Matt Bolian (USMA '11)

Matt Bolian is the Co-Founder of RevPartners, a company that designs, builds and executes revenue operations to support holistic go to market strategies for scaling companies. RevPartners weaponizes data to drive a predictable, repeatable revenue engine through a proven growth operations framework while providing customers with less risk and better value when it comes to driving both strategy and execution. Matt has led teams as large as 250 people and thousands of projects in the United States and abroad for hundreds of clients across multiple functional areas in the military and in the private sector. He thrives under pressure and breaks rules when it makes sense.

In this episode, we discuss:

• How RevPartners' revenue engine diagnostic and ops analysis works
• Why data is essential to operations optimization and deal velocity
• What customer life cycles look like and how to identify market qualified leads
• Tips on how to stay top of mind as consumer patterns shift
• What dark funnels are and why they are important

Matt also shares some tips on how to know when to hire someone to lead your sales and why now is the best time to start using a CRM. We also discuss why thought leadership is the sales function of the future and how a podcast can be a great way to get people thinking about your business or product. We enjoyed learning why Matt is such a big fan of HubSpot and value the insights he provides on some real-life examples of operations strategies. Wherever you are on your entrepreneurial journey, we hope this episode inspires you to engage more effectively with the operational side of your company.

Connect with Matt:

• LinkedIn
• RevPartners

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Matt for joining me this week. Until next time!

-Scott Mackes, USNA '01

"My formula is 1) develop your relationship with God, 2) when you make big decisions, seek advice from those who are wiser than you, and 3) act. Action says I'm prepared to accept the risks and any consequences associated with this decision. This kind of mentality will help you move forward in any area of your life."

- Burnie Lund (USNA '03)

Burnie Lund (USNA '03) graduated with a degree in Chemistry from the U.S. Naval Academy before moving to San Diego to report for sea duty as a Surface Warfare Officer. While looking for a church, God led him to Canyon Ridge Baptist, where he became Music Director in November 2004 and Assistant Pastor in 2008. He married his wife, Leslie, in 2010 and they have been blessed with four children. In addition to their ministry work, Burnie and his wife also invest in real estate as a means to achieve financial freedom and increase their ability to give generously to others.

In this episode, we discuss:

• What motivated Burnie to transition from Naval officer to pastor and real estate investor
• How Burnie is giving back through his growing real estate business
• Why money can be viewed as a tool for pursuing purpose
• The importance of realizing that wealth and money alone can't bring true joy
• Tips on how to make big life decisions

Burnie also shares why reading and "filling up the well" have an important impact on his life and unpacks the real estate deals he's taken down so far, including two single-family homes and a couple of apartment syndications. We enjoyed hearing how Burnie is inspiring his peers in ministry to take charge of their financial futures and value his practical perspectives on spirituality and the importance of having a balanced view of money and wealth.

Connect with Burnie:

• LinkedIn
• Email
• Canyon Ridge Baptist Church

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Burnie for joining me this week. Until next time!

-Scott Mackes, USNA '01

"Not having a paycheck for the first time in my life and taking a jump into the unknown was scary as hell, but honestly, I don't think I've ever felt more fulfilled in my career since making that decision. I was thinking, this feels great…I'm having a blast. For the first time in my life, it opened my eyes to the fact there's a different way of living, there's a different way of doing things. It's been really exciting to figure this out, to figure out a new way of living and doing."

- Sean Blackman

Sean Blackman (USNA '07) is a former F/A-18 Hornet pilot and the Co-Founder and CEO of Nooks, which provides classified-spaces-as-a-service (CSaaS) to both commercial and government customers. Sean and his team believe that in order to win the great power competition of the next century, every effort must be made to accelerate technology transfer between industry and government. By lowering the barrier of entry for qualified companies to access secure facilities, Nooks plans to dramatically change the landscape of who can be competitive for classified contracts with the US government, thus speeding the pace of innovation and technology transfer.

In this episode, we discuss:

• The origin story of Nooks
• How Nooks is filling a gap in the classified marketplace
• Why Nooks' target market falls outside traditional associations with the DoD
• How Sean's transition into tech accelerated his entrepreneurial journey
• Why "who?" not "how?" is the most important question to ask

Sean also shares how Nooks is growing, including his goal to have two fully operational sites by the end of 2022 and the company's big-picture vision to make a significant impact on accelerating and improving national security within ten years. We enjoyed learning about the process Sean and his team go through to get sites up and running and why commercial real estate and government speed are two roadblocks they are overcoming. We also discuss some of the most valuable lessons Sean learned this year and why his partners and military veteran network are key to his success. The story behind Sean's entrepreneurial journey is powerful and we hope this episode inspires you to overcome any beliefs or fears that may be limiting your success.

Connect with Sean:

• LinkedIn
• Nooks

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Sean for joining me this week. Until next time!

-Scott Mackes, USNA '01

"What I discovered, which is the most important message of everything we're saying, is that you have to become an authentic person. An authentic person knows who they are, you have discovered your gifts and powers, you have forgiven those that have wounded you, healed the wounds, you are trusting your intuition, you're confident, you're courageous, you're fearless."

- JD Messinger (USNA '81)

Jonathan David "JD" Messinger (USNA '81) is the Founder of The Messinger Institute, whose mission is to create authentic, congruent, and bold leaders who dare to imagine a new life, embrace a new way and embark on a new journey that balances people, profits, society, and the planet. Before establishing The Messinger Institute, JD served as a Submarine Officer in the US Navy and later became an executive at ExxonMobil, Ernst & Young and Capgemini. When a neck injury he sustained while serving in the Navy led to a near-death experience in 2000, JD embarked on a life-changing journey to find meaning and purpose.

In this episode, we discuss:

• How a near-death experience led to a significant career pivot
• Why JD embarked on a life-changing journey to find meaning and purpose
• Why setting intentions and finding your why is important
• How to break free from limiting beliefs and follow your intuition
• What it really means to "let go"

We also discuss how to tell the difference between intuition and fear and JD shares how he overcame childhood adversity and got accepted into the US Naval Academy. We enjoyed listening to JD tell us more about The Messinger Institute, how it came about, how it works, what his goals are for its future, and why money is not his motivation. JD adds so much value to our community. We're grateful he's part of our network and hope his story inspires and motivates you wherever you are on your entrepreneurial journey.

Connect with JD:

• LinkedIn
• Email
• The Messinger Institute

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to JD for joining me this week. Until next time!

-Scott Mackes, USNA '01

"There have been times through the years when I've had a complex relationship with my experience of going through the ups and downs of being a student at the Naval Academy. But now, at this point, I would say that for the last 10 years of my professional journey in particular, it's explicitly no question that my experience in the military has been everything to me in terms of my ability to take on new challenges and not be afraid of them, to not be risk averse, to be decisive. I can get through any fears I have because I know how to get through them thanks to my time in the military. And nothing's as bad as plebe summer."- Gabrielle Blocher (USNA '98) Gabrielle Blocher (USNA '08) is CEO of CelerPurus, a healthcare startup that uses proven, portable technology to safely and conveniently decontaminate masks and other personal items in just 60 seconds. In her role, Gaby handles day-to-day operations and the growth strategy for the business. She is a U.S. Naval Academy and Columbia Business School graduate and former Marine officer. Her professional career has included extensive start-up management and business growth experience. She solves complex problems with ingenuity and has a passion for building and growing dynamic teams with varying skills.

In this episode, we discuss:

• The story behind CelerPurus and how Gaby became involved
• What CelerPurus technology does and how it works
• How Gaby is bringing CelerPurus' healthcare technology to market
• Why the military veteran network is so powerful

Gaby also shares how friendships with Academy Grads led to some great job opportunities and how her time in the U.S. Naval Academy prepared her for the challenges of working at various startup companies throughout her professional career. We also discuss why military veterans make great entrepreneurs and Gaby shares some important goals and sales strategies for 2022. It's great to hear how military veterans are helping to revolutionize healthcare technology. We wish Gaby and CelerPurus continued success in bringing their amazing product to market.

Connect with Gabrielle:

• LinkedIn
• CelerPurus

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Gaby for joining me this week. Until next time!

-Scott Mackes, USNA '01

"My belief is not what the business is, but in people, that's one thing I've learned throughout my career is teaming up with the right people." – Henry Russell (USNA '03)

"I'm a true believer that the strength of your ally determines the strength of your outcome. It's never about me, it's the team that we put together and about the people who are out there helping us achieve the mission. And I'm just one cog in that wheel."– John Reeves (USNA '03)

This episode is all about two Academy Grads coming together to build a real estate investment company 18 years after they first met at the Naval Academy. John Reeves (USNA '03) has eleven years of real estate experience as a property manager, investor, real estate broker, and licensed contractor and completed multiple combat tours before building his own residential real estate company. Henry Russell (USNA '03) has eleven years of experience working in the financial industry and completed multiple combat tours, before he began his career in finance, assisting and managing several private investments in both the public and private sectors. As best friends, Henry Russell (USNA '03) was John's pathway to a diploma at the Academy and John Reeves (USNA '03) was Henry's pathway to entrepreneurship after the Academy. Together, they built Russell Reeves Capital.

In this episode, we discuss:

• Why John and Henry decided to start a real estate investment company together
• What Russell Reeves Capital does
• How John and Henry leverage their skill sets to create financial freedom for others
• Why partnerships and teamwork are essential to success in life and business

John and Henry also share stories from their U.S. Naval Academy days, including how they met and their experiences serving in the military. There are now seven Academy Grads on the Russell Reeves Capital team and John shares why loving, learning, giving and growing have been key to finding fulfillment. We enjoyed hearing how John and Henry's partnership functions and how the company grew from 2 to 16 employees in just two years. They also share some important goals they have for 2022, which include creating affordable housing in California and much more. This episode is not only full of fun and laughter, but also lots of wisdom and encouragement and we hope it inspires you on your entrepreneurial journey to financial freedom.

Connect with John & Henry:

• Russell Reeves Capital
• John Reeves
• Henry Russell

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to John and Henry for joining me this week. Until next time!

-Scott Mackes, USNA '01

"Our priority is to do well while doing good…Diversity says there's a difference between one person and the next. Inclusion identifies the value of that difference. That's what we need for our veterans, that difference needs to be valued by the civilian marketplace, and it needs to be harnessed so that the collective can be better than the individual."

- Cal Quinn (USNA '97)

Cal Quinn (USNA '97) is Founder & CEO of Bancroft Capital, a Service-Disabled Veteran-Owned Small Business (SDVOSB) and institutional broker-dealer committed to excellence with the underlying ideal of levering the firm to facilitate the restoration of veterans and disabled veterans through access to meaningful careers. Prior to his career in finance, Cal served as a Logistics Officer & Aviation Logistics Officer at the Naval Supply Corps School before volunteering for the initial phase of Operation Enduring Freedom in 2001, and was responsible for providing forward combat logistical support to surface, aviation, and coalition special force units operating in Afghanistan.

In this episode, we discuss:

• The moving story behind Bancroft Capital
• How Bancroft Capital empowers veterans to achieve financial freedom
• Why helping disabled veterans earn and preserve their dignity is so important
• How Bancroft Capital is disrupting the idea of greed at all costs in the financial industry
• Why it's important to challenge the people who say, "You can't."

Cal shares some incredible stories from his tour of duty following 9/11, including how a near-death experience informed what he does now and why he is using his career to serve a purpose greater than himself. We enjoyed learning about the three core components behind the success of Bancroft Capital's veteran training program and how the company's philanthropic mission to support veterans is thriving. Cal also discusses his primary customer base and shares some of Bancroft Capital's ongoing team and staff needs. Cal's purpose-driven and mission-oriented focus is incredibly inspiring. We hope this episode motivates you on your entrepreneurial journey.

Connect with Cal:

• LinkedIn
• Bancroft Capital
• Email

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Cal for joining me this week. Until next time!

-Scott Mackes, USNA '01

"I just want to double down on the idea of letting go…you have no idea how quickly the universe will deliver what you want if you get out of the way. What's the beam of light that you want to stand under? Don't block it! It's important to have goals. Be true to what you actually want to achieve, don't place any filters on it, write it down, and let it go. Work and do your thing, but be open to how that goal might manifest in your life."

- Scott Mackes

We're celebrating episode 200 of the SABM Podcast. My good friend Ginni Guiton interviewed me back in February 2020 for episode 100 and I'm excited to welcome her back to the podcast as we record episode 200 and reach over 100,000 downloads. A lot has happened since Ginni and I spoke two years ago and I'm grateful for this opportunity to thank our listeners as I reflect on the progress we've made and share goals for the future.

In this episode, we discuss:

• Why teamwork makes the dream work
• How to build a strong team with great synergy
• How 10X Vets grew into a powerful network of 90+ business owners in just one year
• Tips on how to set goals with courage while letting go of fear
• Future plans for SABM and 10X Vets

We also celebrate an Academy Fund milestone of loaning $12M+ to military veteran real estate operators and talk about how 10X Vets is quickly reaching 100 members. Ginni and I also talk about the power of writing things down and letting things go and why sharing and celebrating personal and professional success stories is important. I also share how shifts in my recreational time have positively impacted my working week and why getting the balance right is important. It's been a great year on the SABM Podcast. We're thankful for your support and excited for the next 100 episodes!

Connect with Ginni & Scott:

• Ginni Guiton
• GG Hypnosis
• Scott Mackes
• 10X Vets
• Academy Fund
• Scott's book recommendation

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Ginni for joining me this week. Until next time!

-Scott Mackes, USNA '01

"If you want to find a way to transition out, it's possible, right? It's possible but it really starts with knowing what you want…just because you're not a commander doesn't mean you're not a leader. You can still find other ways to lead…there's so much opportunity in the civilian world, to still make a difference and influence people in a positive way, through your leadership through your own gifts. And I really want to encourage people to let them know it's there, it's real."

- Iven Vian (USAFA '01)

Iven Vian (USAFA '01) is the Founder of Anthem Capital, a real estate investment firm that specializes in acquiring and operating multi-family real estate properties based in growing geographic markets across the United States while providing predictable returns for investors. Iven's 20-year military career in the US Air Force equipped him for his role as Anthem Capital's strategist and primary asset manager. Iven oversees Anthem's operations with military precision, working in tandem with property management companies to ensure the successful execution of each project. Transitioning from B-1 bomber pilot to full-time real estate professional took time and effort, but Iven gained invaluable experience, knowledge and wisdom along the way.

In this episode, we discuss:

• How Iven's Air Force career as a B-1 bomber pilot helped him take off as a real estate entrepreneur
• Why finding the right business partner is important
• Iven's favorite geographic markets to invest in
• Tips for how to save on taxes through real estate
• Why it's important to be honest with yourself about what you want to do

Connect with Iven:

• LinkedIn
• Anthem Capital

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Iven for joining me this week. Until next time!

-Scott Mackes, USNA '01

Ryan Martin (USMA '11) is a West Point graduate and Co-Owner of Fulfillment CO, a personable and startup-friendly fulfillment center in Colorado Springs, CO. Concurrent to Ryan's military career as a Blackhawk helicopter pilot, which includes two combat deployments to Afghanistan, Ryan handles all new client outreach, software integrations, and onboarding. Ryan also serves as Fulfillment CO's "Special Project Officer" by offering coaching and analysis to help dozens of eCommerce entrepreneurs make informed decisions about their shipping, packaging, cushioning, unboxing experiences, logistics, and more.

In this episode, we discuss:

• Why eCommerce companies are Ryan's ideal client
• How forced delegation can help accelerate business growth
• Current trends in the shipping and fulfillment industry
• What Ryan hopes to achieve in 2022 with his veteran business partner

We loved hearing how Ryan's desire to start a business began with Dunkin Donuts and enjoyed listening to how he helps clients ship everything from hula hoops and CBD products to subscription boxes and jewelry. Ryan also shares how he balances active-duty military service with business ownership, why being small-business friendly is his number one priority, and why he's now an expert on eco-friendly packaging materials. Fulfillment CO's personal touch and direct-owner involvement is one of the many ways they're delivering big results. We're thankful to have Ryan in our network and can't wait to see how his company continues to grow.

Connect with Ryan:

• LinkedIn
• Fulfillment CO

If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today.

Subscribe and help out the show:

• Subscribe on Apple Podcasts
• Also available on Google Podcasts, Spotify & Stitcher
• Leave us a 5-star review!

Special thanks to Ryan for joining me this week. Until next time!

-Scott Mackes, USNA '01