The How of Business - How to start, run, grow and exit a small business.

Former tech executive LLance Kezner shares how he turned his passion for home cooking into Millie's Sipping Broth, a specialty food brand offering savory, health-conscious beverages in tea bag form.

LLance discusses his journey from corporate leadership to entrepreneurship, the challenges of scaling a food business, and the milestone of landing his award-winning product on Walmart shelves nationwide.

Show Notes Page: https://www.thehowofbusiness.com/555-llance-kezner-kitchen-to-shelf/

In this episode, LLance Kesner, a former tech executive turned food entrepreneur, shares his journey from the corporate world to launching Millie's Sipping Broth, a specialty food brand that is now available in Walmart stores nationwide.

LLance discusses how he and his wife, Lori, took a simple idea—creating a healthier, more convenient alternative to bouillon cubes—and turned it into an innovative product that combines the comfort of broth with the convenience of tea bags.

LLance walks us through the early days of developing the product in their kitchen, validating demand at Seattle's Pike Place Market, and navigating the complex world of food manufacturing and retail.

He also shares the challenges of scaling, including finding the right co-packer, securing funding, and ultimately winning Walmart's highly competitive "Golden Ticket" opportunity.

Key Takeaways:

• Start fast, learn fast: LLance emphasizes the importance of getting a product to market quickly and refining based on real customer feedback. "Don't waste any time, don't overthink it. Really focus on the simplest application of your product and get it in front of people who might buy it."
• Solve a real problem: Millie's Sipping Broth fills a gap in the beverage market—offering a savory, low-calorie alternative to coffee, tea, and hot cocoa. "We were selling broth in the middle of summer, in 100-degree heat, and people were buying it. That's when we knew we had something special."
• Scaling smartly: LLance explains why finding the right retail partners at the right time is crucial and how their online success, including being featured by Weight Watchers International, helped prepare them for mass distribution.

Now available in over 2,500 Walmart locations, Millie's Sipping Broth is a testament to the power of persistence, product-market fit, and strategic partnerships.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

When to quit - How to Know When to Pivot or Persevere.

When to quit a project, a marketing campaign, a product line, a business model or perhaps an entire small business.

Show Notes Page: https://www.thehowofbusiness.com/554-when-to-quit/

When should you quit versus push through?

In this episode of The How of Business, Henry Lopez explores the challenging decision of whether to persevere through difficulties or strategically quit and pivot to something better.

Inspired by The Dip by Seth Godin, Henry breaks down the difference between temporary struggles (the dip) and dead-end situations (cul-de-sacs), helping you make smarter decisions in your business.

"Extraordinary benefit accrues to the tiny minority of people who are able to push just a tiny bit longer than most." – Seth Godin, The Dip

This episode for small business owners addresses:

How to recognize if you're in a dip or a dead end.

The dangers of sunk-cost thinking and why quitting isn't failure.

Why persistence leads to success—but only when applied in the right places.

How quitting can free up resources for more promising opportunities.

"Quit the wrong stuff, stick with the right stuff, have the guts to do one or the other." – Seth Godin, The Dip

If you're struggling with whether to keep going or pivot, this episode will give you the clarity you need.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Randy's entrepreneurial journey, insights on scaling a small business, and the importance of making customers the hero by addressing their deeper needs and solving bottlenecks to achieve lasting success.

Show Notes Page: https://www.thehowofbusiness.com/553-randy-shaw-scaling-your-business/

In this episode of The How of Business podcast, Henry Lopez interviews Randy Shaw, a seasoned entrepreneur and founder of BRYTESIGHT, a leading technology design consulting firm.

Randy shares his inspiring entrepreneurial journey, from his psychology and pre-med studies at Yale to professional soccer and eventually becoming a business owner. He offers valuable insights into scaling a business, building a strong team, and the importance of focusing on customer success.

Key topics include:

• Randy's transition from corporate roles to launching BRYTESIGHT and scaling it to multiple U.S. locations and Europe.
• The importance of making your customer the hero of the story, inspired by Donald Miller's Building a StoryBrand. Randy advises, "Always make your customer the hero of the story. You're Yoda, guiding Luke Skywalker to become a Jedi and win the day."
• Strategies for entering new markets and creating strong B2B relationships with architects, project managers, and contractors.
• Lessons on identifying bottlenecks and using them to drive operational improvements, influenced by The Goal and Critical Chain by Eliyahu Goldratt. Randy emphasizes, "There will always be a bottleneck. It's like the horizon—you never reach it. Instead, focus on moving it and optimizing as you go."
• Advice for entrepreneurs: follow your passion, embrace the process, and balance detailed planning with action.

Randy encourages entrepreneurs to focus on the internal drivers of their customers, not just external factors like cost. He explains, "Customers buy for internal reasons like risk, achievement, or making their lives easier. If you focus on solving those deeper needs, you'll win their trust and loyalty."

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Growing a Veteran-owned Wagyu Beef Business, KC Cattle Company, with founder Patrick Montgomery. Patrick highlights his journey from military service to entrepreneurship and how he leveraged public relations with Megan Bennett to grow his premium brand while overcoming challenges and embracing adaptability.

Show Notes Page: https://www.thehowofbusiness.com/552-wagyu-business-patrick-montgomery/

From Army Ranger to Wagyu Entrepreneur: Patrick Montgomery's Journey

Join host Henry Lopez as he welcomes Megan Bennett, a public relations expert from Light Years Ahead, and Patrick Montgomery, the founder and CEO of KC Cattle Company, to The How of Business podcast.

In this episode, Patrick shares his remarkable story of transitioning from his military career as an Army Ranger to launching a successful premium Wagyu beef business.

Patrick dives into the challenges he faced in starting and growing KC Cattle Company, the lessons he learned as an entrepreneur, and the skills he carried over from his military service to his business journey. He also discusses the importance of building a transparent, veteran-focused brand and how adaptability has been key to overcoming industry challenges.

Megan Bennett provides insights into how public relations helped shape KC Cattle Company's brand story and elevate its visibility. She explains why PR is a powerful tool for small business owners and how consistent PR efforts have helped Patrick gain meaningful media exposure, stand out in a competitive market, and grow his customer base.

This episode is packed with inspiration and actionable advice for small business owners. Hear Patrick's tips for veterans exploring entrepreneurship and Megan's recommendations on investing in PR to build brand awareness and trust.

Don't miss this insightful discussion about building a business with purpose, resilience, and a commitment to quality.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

From Self-Employed or Solopreneur through Serial Entrepreneur—what does it look like and what does it take, to go from running a one-person operation to managing a portfolio of successful businesses and creating a lasting legacy.

Show Notes Page: https://www.thehowofbusiness.com/551-5-stages-of-entrepreneurship/

In this episode of The How of Business, Henry Lopez guides you through the 5 Stages of Entrepreneurship, providing a high-level roadmap to help you identify where you are on your entrepreneurial journey and how to move forward. The stages include:

1. Self-Employed or Solopreneur: Running a business independently, relying on personal effort and expertise.
2. Business Owner: Transitioning from solo work to managing a small team and creating sustainable systems.
3. Entrepreneurial Stage: Scaling beyond a single business or location by leveraging market opportunities and innovation.
4. Serial Entrepreneur: Building a diversified portfolio of businesses, with multiple income streams and a focus on leadership.
5. Legacy Builder: Creating lasting impact through mentorship, investments, thought leadership, and philanthropy.

Each stage is explored with key traits, advantages, challenges, and actionable steps to help you grow and succeed. Whether you're just starting out or looking to create a lasting legacy, this episode is packed with practical advice, real-life examples, and inspiration to help you progress.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Super Communicators - how to unlock the secret language of connection with journalist and the author Charles Duhigg.

Show Notes Page: https://www.thehowofbusiness.com/550-charles-duhigg-super-communicators/

In this episode, Henry Lopez interviews Charles Duhigg, Pulitzer Prize-winning journalist and bestselling author of The Power of Habit and Super Communicators: How to Unlock the Secret Language of Connection. Their conversation explores the science of communication and its transformative impact on relationships and leadership.

The Three Types of Conversations Duhigg introduces the three core types of conversations: practical (focused on problem-solving) emotional (centered on empathy social (addressing identity and relationships).

He emphasizes the importance of aligning conversational styles to foster meaningful connections, avoid miscommunication, and build trust. These strategies are particularly valuable for leaders and business owners aiming to improve team dynamics and strengthen workplace culture.

Actionable Techniques for Better Communication Several actionable techniques are shared, including asking deep, meaningful questions to uncover values and emotions, matching conversational styles for better connection, and using "looping for understanding" to ensure clarity and alignment. Duhigg also discusses how to adapt communication for remote and digital interactions, offering tips to maintain strong connections in these contexts.

The Key to Leadership Success A key takeaway from the episode is that effective communication is a skill that can be developed through intentional practice. Duhigg encourages leaders to prioritize listening, empathy, and clarity in conversations, especially when managing difficult situations or delivering constructive feedback. By doing so, they can foster trust, resolve conflicts, and inspire their teams.

The Broader Impact of Meaningful Communication The discussion also highlights the broader benefits of communication, including its role in personal happiness and fulfillment.

Drawing on insights from the Harvard Study of Adult Development, Duhigg explains that building meaningful relationships through regular, intentional conversations significantly contributes to long-term well-being and success.

This episode of The How of Business, the top-rated podcast show for small business owners, provides invaluable insights and practical advice for anyone seeking to enhance their communication skills, build stronger relationships, and lead more effectively.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Small Business Human Resources management with Claudia St. John.

Show Notes Page: https://www.thehowofbusiness.com/549-claudia-st-john-human-resources/

Are you struggling with hiring, retaining top talent, or building a positive workplace culture?

On this episode Henry Lopez is joined by HR expert Claudia St. John, founder and CEO of The Workplace Advisors.

Claudia shares insights and tips on Small Business Human Resource management, including: The secrets to attracting and retaining the right employees in a tight labor market. How flexibility and growth opportunities are reshaping employee expectations. The critical role of training managers in essential leadership skills like empathy, feedback, and conflict resolution.

She also offers practical advice for small business owners on HR compliance, recruiting, and creating a thriving workplace culture. Whether you're managing a team or preparing to scale your business, this episode is packed with actionable insights!

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Highlights from 2024 Top 5 Episodes, based on unique listener downloads.

Show Notes Page: https://www.thehowofbusiness.com/548-2024-top-5-episodes/

Discover the most popular episodes of 2024, based on listener downloads, to help you start, run, and grow your small business. Whether you're an aspiring entrepreneur or a seasoned small business owner, these episodes are packed with actionable advice and insights to drive your success.

Top 5 Episodes:

• Episode 510 – 7 Start-Up Mistakes Avoid common pitfalls that hinder small business success, from poor planning and hiring mistakes to ineffective marketing strategies. Learn practical tips to overcome these obstacles and set your business up for long-term success.
• Episode 506 – Budgeting Fundamentals Master the art of budgeting with insights into financial control, planning, and performance measurement. This episode provides a step-by-step guide to managing expenses and achieving your financial goals.
• Episode R504 – Annual Strategic Planning Explore the 10 steps to crafting a powerful strategic plan to guide your business toward sustainable growth. Gain best practices for aligning your goals, measuring success, and preparing for market changes.
• Episode R1 – Ready to Be Your Own Boss? Assess whether you're ready, willing, and able to start your entrepreneurial journey. This episode delves into the mindset, effort, and resources needed to take the leap into business ownership.
• Episode 509 – Finding Your Identity Learn how to cultivate a balanced identity beyond your role as a business owner. Gain insights into delegating tasks, setting boundaries, and pursuing personal growth to achieve resilience and scalability.

Free Tools & Resources:

• Business Expense Budget Tool: Monitor your annual operating budget with ease.
• Marketing Budget Tool: Plan your advertising and marketing spend effectively.
• Cash Flow Worksheet: Stay on top of your business's working capital.
• Annual Strategic Plan Outline: Build a robust strategic plan for growth.
• Starting Your Business Guide: Assess your readiness to become your own boss.

Workshops & Courses:

• Annual Strategic Planning Workshop Join Henry Lopez in this live online workshop to develop a roadmap for achieving your business goals.
• Starting Your Business Course Learn what it takes to launch your small business.

Unlock the insights and tools that made 2024's top episodes a hit with small business owners and entrepreneurs worldwide. Listen now and elevate your small business journey!

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Lessons from The Art of Shaving: starting, growing, and selling The Art of Shaving company.

Show Notes Page: https://www.thehowofbusiness.com/547-eric-malka-the-art-of-shaving/

On this episode, Henry Lopez is joined by Eric Malka, co-founder of the luxury men's grooming brand The Art of Shaving and author of On the Razor's Edge.

Eric shares his incredible entrepreneurial journey, from starting with just $15,000 to building a globally recognized brand that was ultimately acquired by Procter & Gamble.

Eric dives into:

• The importance of starting small and thinking big.
• How constraints can spark innovation and lead to success.
• The critical role of branding and intellectual property in building value.
• Why prudence, patience, and timing are essential for sustainable growth.
• The role of luck and how to position yourself to seize opportunities.

He also reflects on key lessons learned from both successes and failures, offering actionable advice for aspiring entrepreneurs and business owners.

"Brands are more valuable than companies, and IP is the most valuable aspect of your brand." – Eric Malka

Whether you're just starting your entrepreneurial journey or looking to scale your small business, this episode is packed with insights to inspire and guide you.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

How to create a Strategic Plan for your small business. Use a Strategic Plan to set your goals, objectives and initiatives for your small business.

Show Notes Page: https://www.thehowofbusiness.com/r504-strategic-planning/

In this episode of The How of Business, host Henry Lopez dives into annual strategic planning - a critical tool for small business owners to achieve growth and long-term success.

Strategic planning helps you align your goals, allocate resources efficiently, and create a clear action plan for the year ahead.

Here's what you'll learn in this episode:

• Why Strategic Planning Matters: Understand the benefits of having a focused and adaptable strategy for your business.
• The Key Difference Between Strategy & Planning: Learn how a clear strategy drives your planning process and positions your business to win in the market.
• 10 Steps to Build an Effective Strategic Plan: A comprehensive framework covering everything from reviewing the past year to setting goals, defining KPIs, budgeting, and adapting quarterly.
• Actionable Insights & Examples: Get practical tips to simplify your planning process, even if this is your first attempt at creating a strategic plan.

Free Resource: Download the Annual Strategic Plan Outline to guide you through the process from the Show Notes page for this episode.

Whether you're an experienced business owner or just starting, this episode will help you focus on what matters most, measure your progress, and achieve success in 2025.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run and grow your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com