Smart-ish After the Name Tags Come Off

Meet Mary Biagini – Stop Chasing the Next Lead

In this episode of Smart-ish: After the Name Tags Come Off, Tom, Chris, and Scott are joined by surprise guest Mary Biagini, sales consultant and Founder of Invisible Business Partner Solutions.

Mary has spent her career in sales, and today she helps businesses rethink where their next opportunity may actually come from. Instead of constantly chasing new leads, Mary focuses on helping businesses generate more revenue from the clients and relationships they already have.

The conversation explores why sales doesn’t need to be complicated, where businesses may be leaving opportunities on the table, and the importance of staying connected after the initial sale. Mary shares her approach to simplifying sales challenges into practical strategies that business owners and salespeople can actually put into action.

The group also gets into sales conversations, follow-up, referrals, existing clients, and some of the habits that can make selling feel more natural and less forced. Mary touches briefly on her real estate background and how years of working directly with customers helped shape the way she approaches sales training today.

And, of course, Chris and Scott have to figure out who Tom brought onto the show before Mary gives too much away.

In this episode:

• Why the next opportunity may already be in your client base
• Making sales conversations less complicated
• The value of follow-up after the sale
• Turning existing relationships into repeat and referral business
• Why sales training needs to be practical and usable
• Lessons Mary has learned from a career in sales
• And whether Chris and Scott can figure out what Mary actually does

About Mary Biagini

Mary Biagini is a sales consultant and the Founder of Invisible Business Partner Solutions, where she helps businesses stop chasing new leads and start generating more revenue from the clients they already have.

A career-long sales professional, Mary brings a unique ability to simplify complex sales challenges into clear, actionable strategies her clients can trust and actually execute on. Known for her honesty, energy, and personable, results-driven approach, Mary makes growing a business feel a whole lot less complicated.

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Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

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Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.

Episode 11: Meet Dave Nauert – Taking the Headaches Out of HR

In this episode of Smart-ish: After the Name Tags Come Off, Tom, Chris, and Scott welcome surprise guest Dave Nauert, Vice President of Sales at Engage PEO, for a conversation about HR, business ownership, relationships, and what happens behind the scenes as companies grow.

As usual, Chris and Scott don't know who's coming through the virtual door. They get their chance to guess before Dave joins the conversation and reveals a career spanning nearly 30 years in the PEO and HR outsourcing industry.

Dave breaks down what a PEO actually does and why HR becomes increasingly complicated as a business grows. From payroll and employee benefits to compliance and workforce management, the conversation explores the responsibilities business owners often find themselves handling—and when bringing in outside expertise can make sense.

But the conversation isn't just about HR. Dave shares his approach to sales, networking, and building long-term relationships with clients and trusted referral partners. Rather than leading with a product, his focus is understanding the organization, identifying the real problem, and finding the right solution.

As always, the discussion goes beyond the job title and gets into the person behind it—along with a few laughs, stories, and unexpected turns along the way.

👤 Guest Bio: Dave Nauert

Dave Nauert is Vice President of Sales at Engage PEO, bringing nearly 30 years of experience in the PEO and HR outsourcing industry.

He works closely with business owners and leadership teams to simplify HR, payroll, employee benefits, compliance, and workforce management. Dave is passionate about building long-term relationships with clients and trusted referral partners and takes a consultative, solutions-focused approach to helping organizations succeed.

He serves businesses throughout the Midwest and across the country through Engage PEO's national platform.

🔑 Episode Highlights:

• Chris and Scott try to figure out Tom's surprise guest.
• What a PEO actually is—and what it does for businesses.
• Why HR gets more complicated as a company grows.
• Payroll, benefits, compliance, and workforce management.
• Knowing when it makes sense to bring in outside expertise.
• Dave's nearly 30 years in the PEO and HR outsourcing industry.
• Why listening is an important part of the sales process.
• Building long-term relationships with clients and referral partners.
• Taking a consultative approach instead of simply selling a service.

🎧 Listen, subscribe, and share this episode with a business owner who's tired of wearing every hat—or anyone who enjoys discovering the people behind the professions.

Subscribe & Share:

Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

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Know someone who should be a guest? Nominate them.

Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.

In this episode of Smart-ish: After the Name Tags Come Off, Tom, Chris, and Scott welcome surprise guest Anna Reed for a conversation that starts with payroll processing but quickly becomes a discussion about people, trust, and the realities of keeping a business running smoothly.

For one of the first times on the podcast, Tom successfully keeps the guest a true surprise. Chris and Scott throw out plenty of guesses before Anna finally joins the conversation, making for some entertaining moments and proving that even good detectives can't always crack the case.

Anna shares the often-overlooked world of payroll—the deadlines, regulations, changing requirements, and the responsibility that comes with making sure employees are paid accurately and on time. While payroll may seem straightforward from the outside, Anna explains the many moving parts and why even small details can have a big impact on both businesses and employees.

As always, the discussion expands beyond the job itself. The hosts explore relationships, problem-solving, customer service, adapting to constant change, and the satisfaction that comes from helping businesses avoid unnecessary headaches. It's a reminder that many of the most important roles in business are the ones people rarely notice until something goes wrong.

👤 Guest Bio: Anna Reed

Anna Reed is an experienced payroll professional who helps businesses navigate the complexities of payroll processing, compliance, and employee compensation. She understands the importance of accuracy, consistency, and communication, ensuring that one of the most critical parts of every business operates smoothly behind the scenes.

🔑 Episode Highlights:

• Tom finally keeps the surprise guest a secret.
• Chris and Scott struggle to guess who's joining the show.
• The challenges and misconceptions of payroll processing.
• Why payroll is much more complicated than simply issuing paychecks.
• Managing deadlines, regulations, and changing requirements.
• The importance of trust and accuracy in business.
• Building relationships through dependable service.
• Looking beyond the job title to the people behind the work.

Subscribe & Share:

Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

Follow, subscribe, and share with other ACA members.

Know someone who should be a guest? Nominate them.

Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.

Episode 9: Meet John Barcanic – Stop Being the Bottleneck

In this episode of Smart-ish: After the Name Tags Come Off, Tom, Chris, and Scott are joined by surprise guest John Barcanic, who helps CEOs and business owners with growing companies stop being the bottleneck through which everything important flows.

What begins as a conversation about leadership quickly expands into a discussion about trust, delegation, and what it takes to build a business that doesn't depend on one person making every decision. John shares why so many owners struggle to let go, how strong teams are developed, and why real growth is measured by more than just revenue.

The conversation explores entrepreneurship, company culture, relationships, and the challenge of creating a business that gives owners both greater freedom and greater impact. As with most Smart-ish episodes, the discussion goes beyond business tactics and into the real conversations that happen after the meeting ends.

This episode is a reminder that great businesses aren't built by leaders who do everything—they're built by leaders who develop people, build trust, and create systems that allow everyone to thrive.

👤 Guest Bio: John Barcanic

John Barcanic helps CEOs and business owners with more than 10 employees stop being the bottleneck in their companies. Through leadership coaching and business strategy, he helps clients build teams they can trust, increase revenue, gain more time, and create businesses that can thrive without depending on one person for every important decision.

🔑 Episode Highlights:

• Why business owners become the bottleneck
• Building teams you can trust
• Delegating without losing control
• Leadership beyond day-to-day management
• Creating more time and freedom
• The importance of relationships and company culture
• Growing a business that can thrive without you

🎧 Listen, subscribe, and share with someone who's ready to spend less time putting out fires and more time leading a business that can grow.

Subscribe & Share:

Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

Follow, subscribe, and share with other ACA members.

Know someone who should be a guest? Nominate them.

Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.

In this episode of Smart-ish: After the Name Tags Come Off, Tom, Chris, and Scott are joined by surprise guest Erin Zylka, founder of Kona Financial Planning and co-founder of WHealthy Empowerment Network (WHEN).

What begins as a conversation about financial planning quickly evolves into a broader discussion about values, relationships, and what it truly means to build a wealthy life. Rather than focusing on investments or financial advice, Erin shares her perspective on the human side of money—why financial conversations are often emotional, how trust shapes financial decisions, and why aligning money with personal values can lead to greater confidence and fulfillment.

The conversation explores entrepreneurship, independence, networking, and the challenges of building a business centered around meaningful client relationships. Erin also discusses the inspiration behind WHealthy Empowerment Network and how healthier businesses can create healthier outcomes for both professionals and the people they serve.

As with most Smart-ish episodes, the discussion goes beyond business tactics and into the real conversations that happen after the meeting ends—covering trust, success, relationships, and what truly matters.

This episode is a reminder that wealth is about more than numbers—it’s about creating a life that reflects your values and priorities.

👤 Guest Bio: Erin Zylka

Erin Zylka has worked as a financial planner since 2009, combining technical expertise with a relationship-focused approach. She believes true wealth begins when your money aligns with your values.

In 2021, she founded Kona Financial Planning, an independent firm dedicated to helping clients feel confident and empowered in their financial lives. In 2024, she co-founded WHealthy Empowerment Network (WHEN), an operations, technology, and coaching platform designed to support independent financial advisors and encourage a broader conversation around true wealth.

Erin Zylka, CFP®, AIF®, MBA

Owner, Kona Financial Planning  

[email protected]

(419) 340-6462

https://konafinancialplanning.com/

🔑 Episode Highlights:

• Why true wealth goes beyond money and financial metrics

• The role trust plays in financial and business relationships

• How personal values influence financial decisions

• The emotional side of money conversations

• Building an independent business around relationships and service

• Networking, referrals, and creating meaningful professional connections

• Why success looks different for everyone

• The mission behind WHealthy Empowerment Network (WHEN)

• Common misconceptions about financial planners and wealth

• How aligning your values and goals creates greater confidence

🎧 Listen, subscribe, and share with someone who could use a fresh perspective on success, relationships, and what wealth really means.

Subscribe & Share:

Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

Follow, subscribe, and share with other ACA members.

Know someone who should be a guest? Nominate them.

Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.

🎙️ Episode: Meet Hutch Hutchinson – Making Your Marketing Actually Work

Podcast: Smart-ish: After the Name Tags Come Off

Description:

In this episode of Smart-ish: After the Name Tags Come Off, Tom, Chris, and Scott are joined by surprise guest Hutch Hutchinson, founder of HUTCHINSON., a Chicago-area communication design firm specializing in branding, websites, and SEO.

What starts as a conversation about branding quickly shifts into a deeper discussion about clarity—what businesses are really trying to say, and why so many struggle to say it well. Hutch brings a practical, no-nonsense perspective on marketing, explaining the difference between looking good and actually communicating effectively.

The conversation explores why visibility alone isn’t enough, how unclear messaging holds businesses back, and why being easy to understand is one of the most valuable advantages a company can have. Hutch also shares how branding shows up in everyday interactions, especially in networking, and how better communication leads to stronger referrals and real growth.

As with most Smart-ish episodes, the discussion moves beyond tactics into how people connect, how trust is built, and why clarity drives better business relationships.

This episode is a reminder that marketing isn’t about making things look nice—it’s about making them work.

👤 Guest Bio: Hutch Hutchinson

Hutch, also known as Jerry “Hutch” Hutchinson, is the founder and president of HUTCHINSON., a communication design firm specializing in branding, website design and development, and SEO.

For more than 25 years, Hutch has helped businesses show up clearly, look credible, and grow with purposeful, results-driven design. Known for his strategic thinking, strong creative direction, and refreshingly honest approach, Hutch focuses on work that performs in the real world—not just work that looks good.

🔑 Episode Highlights:

• The difference between looking good and communicating clearly

• Why most businesses struggle with messaging before marketing

• Visibility vs. effectiveness in branding and marketing

• How clarity impacts referrals and networking conversations

• Why the best marketing isn’t flashy—it’s understood

Subscribe & Share:

Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

Follow, subscribe, and share with other ACA members.

Know someone who should be a guest? Nominate them.

Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.

🎙️ Episode 6: Meet Blair Woerfel – Creating Experiences People Remember

Podcast: Smart-ish: After the Name Tags Come Off

Description:

In this episode of Smart-ish: After the Name Tags Come Off, Tom, Chris, and Scott are joined by surprise guest Blair Woerfel, founder of BW Studio + Events.

What starts as a conversation about event planning quickly turns into a broader discussion about experiences — what makes them memorable, why details matter, and how creating the right environment can completely change how people connect.

Blair shares how she built a business around designing events that feel more like the best dinner party you’ve ever attended than a traditional gathering. The conversation also touches on how her natural ability to plan and host started early, and how that has translated into her work today.

As with most Smart-ish episodes, the discussion moves beyond business into relationships — how shared experiences (whether events, conversations, or even small moments) are often what people remember most.

This episode is a reminder that whether it’s an event, a meeting, or a networking group, the goal isn’t just to show up — it’s to create something people actually enjoy being part of.

👤 Guest Bio: Blair Woerfel

Blair Woerfel is the founder of BW Studio + Events, a Chicago-based wedding and planning company known for creating celebrations that feel like the best dinner party you’ve ever been invited to.

A lifelong planner, Blair turned her love of themed parties and nonprofit galas into a career designing customized events across the Midwest and beyond. When she’s not planning events, she enjoys reading and spending time with her two cats, Max and Misha.

🔑 Episode Highlights:

• Why the best events feel intentional, not overproduced
• How small details shape big experiences
• Turning a natural skill into a business
• Why people remember how something felt more than what happened
• The overlap between events, networking, and relationship-building 

Subscribe & Share:

Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

Follow, subscribe, and share with other ACA members.

Know someone who should be a guest? Nominate them.

Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.

🎙️ Episode 5: Meet Jeff Beck

Podcast: Smart-ish: After the Name Tags Come Off

Description:

In this episode of Smart-ish: After the Name Tags Come Off, Tom, Chris, and Scott are joined by surprise guest Jeff Beck from COE Financial Group for a conversation that’s less about spreadsheets and more about relationships.

While Jeff does share a bit about his work helping individuals and families think through retirement and major life transitions, the heart of this episode is about connection — from golfing with two of the hosts to why he chose to get involved with the ACA Business Club in the first place.

The group talks about how professionalism doesn’t have to be stiff, why trust is built through shared experiences, and how ACA creates an environment where business conversations can be both meaningful and genuinely enjoyable.

This episode is a great example of what Smart-ish is all about: real people, real stories, and the kind of conversations that happen when you relax, have fun, and let the name tags come off.

🔑 Episode Highlights:

• What pre-retirees should be thinking about before the “10-year window”
• Common financial blind spots Jeff sees with high earners
• How life transitions impact financial planning
• Why comprehensive planning beats one-off financial decisions
• The value of trust and long-term relationships in financial advising

👤 Guest Bio: Jeff Beck

Jeff Beck is a Financial Advisor at COE Financial Group, working with individuals and families across the Chicagoland area to develop customized, comprehensive financial plans. His focus includes retirement planning, investment management, estate planning, and tax minimization.

Jeff typically works with pre-retirees planning to transition into retirement within the next 10 years, individuals navigating or recently completing a divorce, and young professionals who are high earners and disciplined savers.

📇 Connect with Jeff Beck

Jeffrey Beck

Financial Advisor

COE Financial Group

Northbrook’s Riverpark

1466 Techny Rd

Northbrook, IL 60062

Office: 847-444-9444

Mobile: 847-737-3281

Fax: 847-444-9445

Website: https://www.coefinancial.com/

Email: [email protected]

Subscribe & Share:

Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

Follow, subscribe, and share with other ACA members.

Know someone who should be a guest? Nominate them.

Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.

 Episode 4: Jessica Lee – When Growth Outpaces Structure

Podcast Name: Smart-ish: After the Name Tags Come Off

Description:

In this episode of Smart-ish: After the Name Tags Come Off, Tom, Chris, and Scott are joined by surprise guest Jessica Lee, Founder & CEO of OptimizedExecs.

Jessica brings powerful insight into what happens when founder-led companies start scaling faster than their structure can support. She shares how her team provides COO-led fractional leadership to bring clarity, accountability, and fast-impact results to growing organizations.

The hosts explore not only Jessica’s unique business model but also how her approach to leadership, systems, and operational thinking can benefit entrepreneurs and executives alike. As a newer member of the ACA Schaumburg Business Club, she also shares her impressions of the community and how it supports high-level professionals who want real connection alongside business growth.

This episode is packed with actionable takeaways on leadership, structure, and why leveraging the right fractional support at the right time can transform a business.

🔑 Episode Highlights:

• What it looks like when a growing business hits the “structure wall”
• The difference between a VA, project manager, and COO
• Why clarity and accountability are more important than just hustle
• Jessica’s approach to partnering with founders as a fractional leader
• Her early impressions of the ACA Business Club and what makes it different

👤 Guest Bio: Jessica Lee

Jessica Lee is the Founder & CEO of OptimizedExecs, where founder-led companies go when growth starts to outpace structure. OptimizedExecs delivers COO-led fractional leadership—either one trusted Fractional COO or a fractional team—to drive clarity, accountability, and results that show up fast.

Fractional leverage, full-time impact.

Contact: Jessica Lee

Jessica Lee- Founder & CEO, OptimizedExecs

(630) 802-1565

Email:  [email protected]

Website:   www.optimizedexecs.com

Facebook: https://www.facebook.com/profile.php?id=61557630665989

Instagram: https://www.instagram.com/optimizedexecs/

Linked In: https://www.linkedin.com/in/jlee-il/

Subscribe & Share:

Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

Follow, subscribe, and share with other ACA members.

Know someone who should be a guest? Nominate them.

Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.

Smart-ish: After the Name Tags Come Off

In this episode of Smart-ish: After the Name Tags Come Off, our hosts welcome a surprise guest who has played a foundational role in the ACA Business Club’s growth in the Chicago area — and in Scott’s ACA journey: Steve Fretzin.

Steve shares the story behind how ACA made its way to Chicago, his early involvement with the organization, and why relationship-building matters now more than ever. The conversation also explores Steve’s current work coaching attorneys and professionals to grow their business through smarter networking, stronger habits, and better positioning.

From foundational history to forward-focused insights, this episode brings together legacy and strategy in true Smart-ish style.

Guest Bio: Steve Fretzin

Steve Fretzin is the Founder of Fretzin, Inc. and a leading business development coach for attorneys and professional service providers. Driven, focused, and committed to helping attorneys realize their full potential, Steve Fretzin is an internationally recognized coach, skills trainer, and roundtable facilitator for lawyers who want to build meaningful books of business and take control of their careers.

For more than seventeen years he has devoted his work to helping attorneys master business development in a way that feels natural, structured, and repeatable. His approach gives lawyers the clarity, confidence, and systems they need to grow sustainable practices and enjoy the stability that comes from consistent results.

Steve has authored five books on legal marketing and business development and hosts two highly rated podcasts, BE THAT LAWYER and Future Rainmakers. He is a monthly columnist for Above the Law, and his podcasts are regularly featured in Above the Law and Attorney at Work.

Highlights:

• The origin story of ACA in Chicago

• How Scott got involved thanks to Steve’s outreach

• Steve’s insights on business development in today’s market

• The power of consistent habits in networking

• Reflections on what makes ACA different — and worth joining

Subscribe & Share:

Catch new episodes of Smart-ish: After the Name Tags Come Off every month as we sit down with real ACA members to talk business, life, and the stories that don’t get told during the meeting.

Follow, subscribe, and share with other ACA members.

Know someone who should be a guest? Nominate them.

Produced by: ACA Schaumburg Business Club

Hosted by: Tom Gosche, Chris Prestegaard, and Scott Weinberg

Recorded on Zoom. Lightly edited, never scripted.