Service Academy Business Mastermind

Frank Scappaticci is a U.S. Army veteran and full time real-estate professional and partner with Gray Line Investments. Over the past five years Gray Line Investments has become successful in single family and small multi family investing and completed over 100 deals. The company now focuses the majority of their attention on self storage facilities. Prior to his career in real estate investing, Frank worked as a financial consultant in New York City and graduated from West Point where he played football with his now business partner, John Plumstead (USMA '09).

In this episode, we discuss:

• How Frank started Gray Line Investments
• Why Gray Line Investments is focusing on the self-storage market
• How veteran-owned businesses are helping to expand the company
• Why digital marketing is key to Frank's business strategy
• Top tips on running a digital business

We enjoyed learning why Oklahoma is a prime location for Gray Line Investments and how self-storage facilities differ from other real estate investment classes. Frank also shares key metrics he uses for measuring the success of his business strategies and why digitisation and automation have been game-changers. We really value Frank's industry insights into self-storage and his willingness to share the knowledge he's acquired with the SABM community.

Connect with Frank:

• LinkedIn
• Twitter
• Gray Line Investments

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 Frank for joining me this week. Until next time!

-Scott Mackes, USNA '01

Scott Leishman (USMA '77) has over thirty years of experience in B2B sales and marketing. After working for West Point Association of Graduates as Assistant Director of Career Services, Scott decided to buy a shipping and freight franchise with his son. InXpress is an international shipping and freight consulting firm and authorized sales partner for world class courier companies including DHL, TNT and TOLL. Since 1999, InXpress has become one of the world's largest franchisers of worldwide express parcel delivery and transportation services. Their international and domestic Express & Freight services operate throughout the US, Asia Pacific, UK, Africa and Europe.

In this episode, we discuss:

• Why Scott decided to become a franchise owner with InXpress
• How Scott is partnering with his son to build the franchise
• The advantages of franchise ownership
• Why Service Academy graduates excel as business owners

Connect with Scott:

• LinkedIn
• InXpress

Scott also shares what he is learning from and about his son through the process of establishing the franchise, why it's a great time to be in the shipping and freight industry, and how he plans to develop and market the franchise. We really enjoyed learning more about the shipping and freight industry from Scott, especially in a post-pandemic economy, and hearing about Scott's goals for 2022. We value Scott's perspectives on why Service Academy graduates make great business owners and loved hearing his franchise success stories so far.

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 Scott for joining me this week. Until next time!

-Scott Mackes, USNA '01

"My whole goal, whoever I coach or whoever I'm working with, is clarity. I want you to have clarity about where you're going…I help people get better at what they do."

-Gary Slyman (USNA '81)

Gary Slyman (USNA' 81 ) is President and Founder of Great Transitions Strategies, a Leadership Consulting and Coaching practice with the mission to empower individuals and organizations to reach the next level of performance personally, professionally, and as an organization. After serving for 23 years in the United States Marine Corps in program management and as Commanding Officer of an aviation squadron in combat, Gary led, established, and assisted in the development of multiple ethics education programs as the Deputy Director of the Ethics Center at the United States Naval Academy. Gary also led the development of a Pre-Kindergarten through Grade 12 private independent school centered on a values based leadership program where he worked as Head of Middle and Upper School.

In this episode, we discuss:

• How vision, values and strengths shape Gary's coaching strategies
• Why it's important to love what you do
• Resource recommendations for discovering your values
• Tips on how to navigate entrepreneurship
• What helped Gary succeed as a leadership coach

Gary also tells us why he started Great Transitions Strategies and the story of how his daughter identified his talent for leadership coaching. We also discuss the types of transitions Gary is most passionate about helping people through, some of his favorite transition tools, and the motivating power of his Monday morning 5 minute stand-up meetings. We learned a lot from Gary's expert tips and hope this episode inspires you as you kick start 2022!

Connect with Gary:

• LinkedIn
• Great Transitions Strategies

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 Gary for joining me this week. Until next time!

- Scott Mackes, USNA '01

"The most important thing you know is what you don't know…we present opportunities to people. We look at the law, we look at the code, and we say here's something you could do that will have this impact." - Geoffrey Dietrich (USMA '00)

Geoffrey Dietrich (USMA '00) is a full-time Managing Partner of Cantley Dietrich, PC, a national boutique law firm of experienced tax attorneys servicing high net-worth individuals. Geoff helps high-net-worth advisory teams legally protect their client's wealth and assets by minimizing tax liabilities through advanced innovative, compliant tax planning. Prior to his law career, Geoff graduated from West Point with a degree in Chinese and served in the Infantry division. Geoff is also a 10X Vets member. It's great to have a tax attorney in our network!

In this episode, we discuss:

• How a constitutional law class at West Point inspired Geoff's law career
• Why it's important to find your passion
• What made Geoff decide to specialize in tax law
• Why Geoff enjoys working with entrepreneurs
• Tips on the best tax savings strategies

Geoff also shares his experiences serving in the military, how law school taught him how to think, and how Cantley Dietrich came to be. We also discuss why his ideal clients are like-minded individuals and how to know when you need to talk to a wealth manager in addition to your CPA. We learned a lot from the tax savings strategies he shared and enjoyed hearing some of his goals for 2022, which include winning a government contract. We're grateful for Geoff's expert insights and hope our conversation inspires you to pursue what you're most passionate about.

Connect with Geoffrey:

• LinkedIn
• Cantley Dietrich, PC

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 Geoff for joining me this week. Until next time!

- Scott Mackes, USNA '01

"The goal of this program is not to give you a checklist of things you have to do in ten days, the goal is to shift the way that you're showing up so that your reflexive self becomes your best self...You can't un-see the perspectives that you create as a result of what you do through Madefor. You're going to see things a little bit differently and you're going to see things in a way that is aligned with what works for you."

- Patrick Dossett

Patrick Dossett is a graduate of the U.S. Naval Academy, Basic Underwater Demolition/SEAL training, and the Wharton School of Business. Pat is currently CEO of Madefor, a science-backed step-by-step program designed to help individuals thrive by training them how to take control of their lives through developing simple and effective healthy habits. Of his time in uniform, he says, "I received far more than I gave and continue to be inspired by those I served alongside." Pat believes in the power of small steps and is passionate about helping others realize their full potential. He currently lives in Santa Monica, CA with his wife, twin daughters, son, and cat, Kula.

In this episode, we discuss:

• What Madefor is and why Patrick started it
• How Madefor's science forward, research-based program works
• Why gratitude and an ability to adjust your horizon are keys to success
• Tips for how to break down big goals into manageable steps

Patrick also shares his experiences as a SEAL and how his time in the military inspired the idea for Madefor. He also breaks down the ten stages of Madefor's program and why hydration is the first step in setting yourself up for success. Talking with Patrick was eye-opening and we hope you enjoy our conversation as much as we did!

Connect with Patrick:

• Patrick Dossett
• Madefor

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 Patrick for joining me this week. Until next time!

- Scott Mackes, USNA '01

"Networking is not what you can get, it's what you can give. If you're willing to give and to give over time and to give without an ulterior motive, then more than likely if you need something it will be available in the network that you've established already because you gave first." - Kymberli Speight (USAFA '87)

Kymberli Speight (USAFA '87) is passionate about helping people build relationships. While completing a challenge to meet 100 people in 100 days, Kymberli learned how to be intentional about meeting and connecting with people, and her life has never been the same. Her book, I Need to Know You gives practical and applicable tips and "how-to" examples that help others improve personal and professional connections. While serving as a Contracting Officer in the U.S. Air Force, Kymberli made lots of connections and lived in places as far north and east as Maine, as far south as Texas, and as far west as Hawaii and Okinawa, Japan.

In this episode, we discuss:

• How Kymberli's work with veterans in career transition inspired what she does today
• Why it's important for military veterans to find a great network
• What Kymberli learned from challenging herself to meet 100 people in 100 days
• How to optimize daily interactions with others, start conversations and keep them going
• How overcoming the fear of meeting people can unlock opportunities and accelerate business development

Kymberli also shares why the need for acceptance, approval, appreciation and respect unites us all. We loved listening to Kymberli share her most memorable meetings during her 100-day challenge and learned a lot of great tips for how to create a positive network within your workplace and how to start conversations with individuals you don't have much in common with. Kymberli believes that network equals net-worth and we couldn't agree more! We hope our conversation inspires you to get out and meet someone new today.

Connect with Kymberli:

• LinkedIn - Kymberli Speight
• KymberliSpeight.com
• I Need to Know You by Kymberli Speight

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 Kymberli for joining me this week. Until next time!

- Scott Mackes, USNA '01

"Abandon the fantasy of, hey, I'm going to get to this level and have everything figured out. That's a dangerous mindset to have because you should always be trying to get better and learn more and keep pushing yourself...don't have the grass is greener mentality. The comparison game will kill you. It's always a grind and I have utmost patience and respect for anybody putting themselves out there and trying to build something. It's not easy and it takes support and it takes a whole team of people (peers, team members, family)."

- Mike Nemeth (USMA '04)

Mike Nemeth (USMA '04) is an SABM podcast regular, best known across the Service Academy community for his hilarious pranks that capture the spirit of the Army/Navy rivalry. We're excited to talk with him again this year during Army/Navy week. In addition to his role as the community prankster, Mike is also a very successful entrepreneur who has built Emblem Athletic, a very successful apparel business from the ground up.

In this episode, we discuss:

• How Mike made it onto the INC 5000 list in 2021
• What led to Emblem Athletic's 1400% growth rate
• Why it's important to define your sales cycle
• Mike's latest Army/Navy pranks

Mike also shares how Emblem Athletic's data-driven decision to focus on military fire and police helped him expand the business and survive the pandemic. We loved hearing about his first job out of the military as a door-to-door insurance salesman in New York City and how this experience is helping him now. Mike also talks about how his company is handling supply chain issues and why word-of-mouth referrals shouldn't be underestimated. Last, but definitely not least, Mike shares stories of his favorite Army/Navy pranks, including what he has up his sleeve for this year.

Connect with Mike:

• LinkedIn
• Emblem Athletic
• Mike's book - Discipline: The Annapolis Way
• Mike's candle - Navy Tears of Sadness

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 Mike for joining me this week. Until next time!

-Scott Mackes, USNA '01

"It's great to get together with like-minded individuals to discuss the things that bring us together and certainly, the vetrepreneur community that we're part of is something that's growing and thriving...we wanted to create a fund that addressed the veteran network because we know how veterans have this incredible ability to execute and get things done. They've served their country, they continue to serve when they take off that uniform, and want to continue to make that same difference. That's really the catalyst behind Veteran Ventures Capital. We've developed it, we've grown it, we've had some challenges, but just like a typical veteran, we've adapted and overcome."

- Derren Burrell

"We all know and believe that veterans make great entrepreneurs for a variety of reasons: leadership, teamwork skills, mission-focused, effectiveness, perseverance and grit...all those things contribute to making the founding principles of good business leaders. And yet, even though we have those data points and even though we see that veterans are overrepresented in the CEO S&P 500...you still have this funding gap. It's 30% more difficult to get venture capital backing as a veteran. That's crazy...how do you fix that and how do you make sure the money is betting on the best horse? That's really our founding rationale and when I heard about what Derren is doing, I said I've got to get involved with this."

- Joshua Weed (USAFA '01)

Derren Burrell is Founder, President & Managing Partner of Veteran Ventures Capital and a Retired Air Force Lieutenant Colonel. After a 21-year military career that included five deployments, Derren started Veteran Ventures Capital, a company that funds military veteran entrepreneurs. Joshua Weed (USAFA '01) is a Senior Director at Veterans Venture Capital and also a former Air Force financial management officer. Derren and Josh met while serving in the U.S. Air Force and "financing the fight" in 2005. They've been working together at Veteran Ventures Capital since Josh joined the team in 2020.

In this episode, we discuss:

• Why Derren started Veteran Ventures Capital
• How Josh transitioned into venture capital
• What military veteran company profiles attract venture capital funding
• How Veteran Ventures Capital facilitates access to both network and capital
• Why military veteran business partnerships are often very successful

We also discuss why military veterans excel as entrepreneurs and what types of military veteran-owned businesses attract investors. Derren and Josh also share how Veteran Ventures Capital multiplies investment power while reducing risk at the same time. The guys also share why they invest in post-revenue stage businesses and how they advise pre-revenue companies. We enjoyed hearing how Derren and Josh connected while serving in the U.S. Air Force and learning more about their experiences of working together.

Connect with Josh and Derren:

• Joshua Weed
• Derren Burrell
• Veteran Ventures 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 Derren and Josh for joining me this week. Until next time!

- Scott Mackes, USNA '01

"When starting a business, subject matter expertise makes all the difference and it gives you credibility."

- Simone Zacharias, USAFA '12

Simone Zacharias is an Acquisitions Officer in the U.S. Space Force and COO and Co-Founder of GoBeagle, Inc, a company that helps business owners conquer corporate compliance by helping them keep all their legal entities in good standing. She graduated from the U.S. Air Force Academy in 2012 and obtained her MBA from UCLA Anderson School of Business Management this year. Simone excels at problem-solving and thrives in her job roles at GoBeagle, Inc. and in the U.S. Space Force. We learned a lot from talking to Simone and we're honored to be her first podcast appearance.

In this episode, we discuss:

• What Go Beagle does and why Simone started the company
• Why legal entity management is important to every business
• The ramifications of falling behind with corporate compliance
• Why business owners need to take responsibility for legal entity management
• How the U.S. Air Force Academy contributed to Simone's success

Simone also shares the story behind the name of GoBeagle, Inc. and tells us why real estate investors, lawyers, accountants and paralegals are her top clients. She also explains how businesses can become non-compliant without realizing it, why you can't afford not to maintain your legal entities, and shares some of her favourite client success stories. We loved hearing how motherhood connected Simone to her business partner and enjoyed learning more about her job in the U.S. Space Force. We're inspired by her story and hope it empowers you too!

Connect with Simone:

• LinkedIn
• GoBeagle, Inc.

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 Simone for joining me this week. Until next time!

- Scott Mackes, USNA '01

"I am extremely happy...waking up and going to work everyday is fun. The "Sunday Scaries," those feelings you get before going back to work on Monday, are gone. It's fantastic."

-Beth Sutey (USMA '07)

Before leaving active duty military service, Beth Sutey served in Italy, Afghanistan and Iraq. Following active duty, Beth worked for Amazon.com in Transportation Execution and joined the U.S. Army Reserves in a Training Support Battalion. After working for Amazon, Beth held managerial positions at other companies of varying sizes and industries before mobilizing to Fort Bliss with her Reserve unit. After over three years in operations and contracting with the Army Corps of Engineers, the video production company she owns with her husband grew to where she was needed there full-time as a producer. Eligo (el-eh-go) Inc. is a full-service video production company with two branches Eligo Studios and Eligo Video, and is focused on commercial and corporate video content with an emphasis on digital marketing.

In this episode, we discuss:

• How Beth and her husband run Eligo, Inc. and key clients they've worked with
• Why video is paramount to successful marketing campaigns
• How small businesses can create effective videos without big production budgets
• The benefits of pursuing your passion full-time and how Beth navigated this transition

Beth also shares her short-term goal of "one big client" and long-term goal of "three big clients," talks about the challenges of growing Eligo, Inc. and how she and her husband are overcoming obstacles to success. We enjoyed hearing about unexpected opportunities and connections Beth has made since transitioning to her role as full-time Video Producer and relate to her reflections on the challenges that come with the freedom of running and owning your own business. In this episode, you'll also hear the story behind the name Eligo and how the U.S. Army's Military Decision Making Process is actually helping Beth and her husband discover effective business solutions.

We loved talking with Beth and hope her story inspires you to utilize video in your digital marketing strategy.

Connect with Beth:

• LinkedIn
• Eligo Studios

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 Beth for joining me this week. Until next time!

- Scott Mackes, USNA '01