The Long Game with Mitch Long

How military discipline, decisive action, and a relationship-first mindset shaped Lance Collins’s career in banking.

In this episode of The Long Game, Mitch Long talks with Army veteran and Pinnacle Financial Partners banker Lance Collins about making decisions under pressure, coaching people, and earning clients’ trust. Lance shares how he enlisted in the Army at 17, joined the 82nd Airborne Division, served in Kosovo and Iraq, and eventually transitioned into financial services.

They also get into decision-making under pressure, adapting when circumstances change, empowering people instead of micromanaging them, and why relationships still matter in an increasingly automated business world. Lance explains how lessons from the military continue to influence the way he leads teams and serves clients at Pinnacle Financial Partners.

WHAT WE TALK ABOUT

• Joining the Army at 17 and becoming part of the 82nd Airborne
• Serving in Kosovo and Iraq before transitioning to civilian life
• Making decisions when the information is incomplete
• Earning his Series 7 as the 2008 financial crisis hit
• Why leadership is different from management
• Coaching people based on how they learn and what motivates them
• Pinnacle’s emphasis on local decisions, culture, and empowerment
• Why relationships and personal service still matter in financial services

CHAPTERS

00:20 – Mitch introduces Lance and their connection through Pinnacle
01:35 – Why Lance wanted to join the Army
02:15 – Enlisting at 17 and joining the 82nd Airborne Division
03:00 – Kosovo, Iraq, and transitioning out of active duty
03:38 – Discovering a talent for numbers and financial services
04:04 – Making decisions under pressure and staying flexible
04:45 – Getting his Series 7 as the 2008 financial crisis hit
07:07 – Discipline, preparation, and being early
07:46 – Adapting to change in business and banking
09:44 – The challenge of moving from military life to corporate America
10:31 – Coaching different people in different ways
11:40 – Why the military mindset never completely goes away
13:00 – Pinnacle, growth, and navigating a merger
14:37 – Why local decision-making matters
15:00 – Culture, experienced people, and avoiding micromanagement
16:36 – Delegation, trust, and getting out of the way
17:01 – The difference between managing and leading
19:16 – Building relationships instead of transactions
20:45 – Why human connection still matters in a technology-driven world
22:10 – Personal service when clients need it most
24:24 – How a Vietnam veteran helped Lance enter financial services
26:02 – Lance’s advice: Don’t let anybody outwork you

CONNECT WITH MITCH LONG

LinkedIn | KazInsurance | Read: Pagers & Payphones

CONNECT WITH LANCE COLLINS

LinkedIn | Pinnacle Financial Partners

MORE FROM THE KAZSOURCE NETWORK

Military, Retirement, and Planning for What Comes Next with Joe Sallee — The Long Game

From Green Beret to Blackhawk Pilot to Financial Planner: Nick O’Kelly on Risk, Family, and Starting Over — The Long Game

Chris Ryan on Second Careers and Why Consistency Wins — The Long Game

ABOUT THIS PODCAST AND SERIES

The Long Game is a series under Entrepreneur Perspectives. It is produced by QuietLoud Studios, a KazSource brand.

GET IN TOUCH WITH ERIC KASIMOV

X | LinkedIn

CREDITS

Music by Jess & Ricky — SoundCloud

How one backyard hive became a full-time business built around honey, education, and keeping bees for other people.

In this episode of The Long Game, Mitch Long talks with Justin Orders, founder of Queen’s Orders Honey in Huntersville, North Carolina. Justin shares how a lifelong interest in insects, a volunteer role at Discovery Place Nature, and one hive purchased in 2018 led him into beekeeping full time.

They get into swarms, hive splitting, honey production, drought, invasive pests, and the work required to keep colonies healthy. Justin also explains how his Hive Host program, training, removals, tours, and school presentations turned a niche interest into a business with several sources of income.

WHAT WE TALK ABOUT

• How Justin’s interest in insects led him to beekeeping
• Starting with one hive and learning through trial and error
• How queens, swarms, and hive splitting work
• Protecting colonies from Varroa mites and other threats
• How weather and drought affect honey production
• Building the Hive Host program around customer demand
• Creating multiple revenue streams from beekeeping
• Harvesting raw local honey and planning for future growth

CHAPTERS

00:21 – Mitch introduces Justin and Queen’s Orders Honey
00:39 – College, biology, and an early interest in entomology
01:32 – Why working with insects felt like a calling
01:44 – Volunteering at Discovery Place Nature and discovering beekeeping
02:05 – Buying the first hive in 2018
02:34 – How a hive works as a superorganism
03:25 – Splitting one hive into two
04:52 – Catching a swarm and locating the queen
05:37 – How aggressive honeybees really are
06:32 – Protective equipment and where bees tend to sting
07:53 – Early mistakes and learning through experience
08:49 – Varroa mites and the biggest threat to a hive
10:04 – Nectar, pollen, and where bees find food
10:35 – Why honey changes color and flavor through the season
11:22 – Finding a market for the Hive Host program
12:14 – Producing more than 1,000 pounds of honey
12:42 – How drought and rainfall affect nectar flow
13:35 – North Carolina’s beekeeping community
14:10 – The homemade honey sign that started attracting customers
14:57 – Hive hosting, training, removals, honey, and school programs
15:36 – Managing hives for roughly 50 clients
16:30 – What makes a good location for a hive
18:00 – Seasonality and the challenges of running the business
19:00 – Moving hives for sourwood honey and learning from losses
19:46 – How bees survive the winter
20:24 – Harvesting and lightly filtering raw honey
22:16 – Predators, pests, and the yellow-legged hornet
23:30 – Ordering honey and connecting with Queen’s Orders Honey
24:29 – Justin’s plans for a more focused business
25:31 – How long a new hive takes to produce honey
26:29 – Teaching children about bees and pollination
27:19 – Simple ways people can support native bees

CONNECT WITH MITCH LONG

LinkedIn | KazInsurance | Read: Pagers & Payphones

CONNECT WITH JUSTIN ORDERS

Queen’s Orders Honey | Instagram | Facebook | LinkedIn

MORE FROM THE KAZSOURCE NETWORK

Italian Food, Family, and Community with Tom Cook of Tutti’s — The Long Game
From NASCAR Garages to Sim Racing: Casey Mahoney of Victory Sim — The Long Game

ABOUT THIS PODCAST AND SERIES

The Long Game is a series under Entrepreneur Perspectives. It is produced by QuietLoud Studios, a KazSource brand.

GET IN TOUCH WITH ERIC KASIMOV

X | LinkedIn

CREDITS

Music by Jess & Ricky — SoundCloud

What Mike Calinoff learned from spotting race cars, reading people, and helping dog owners understand what their dogs are really doing.

In this episode of The Long Game, Mitch Long talks with Mike Calinoff about NASCAR, dog training, and the path that led him from race-day communication to canine behavior. Mike shares how he came to North Carolina for motorsports, worked as a NASCAR spotter, and eventually built Doglogics after seeing how many dog owners needed real help at home.

They also get into positive reinforcement, why most dog training is really people training, and how predictability shapes behavior. It is a conversation about patience, problem solving, and building a business around helping families live better with their dogs.

WHAT WE TALK ABOUT

Growing up in New York and moving to North Carolina for motorsports
Working as a NASCAR spotter
The psychology of drivers and dogs
Why Mike started a pet sitting business
How Doglogics grew into dog training and behavior work
Why training owners matters more than training dogs
Puppy stages, jumping, chewing, and leash pulling
Why Mike does not use shock, prong, pinch, bark, or choke collars
Reactive dogs, aggressive dogs, and difficult behavior cases
How consistency and predictability change a dog’s behavior

CHAPTERS

00:20 – Mitch introduces Mike and asks where he is from
00:38 – Growing up in New York and moving to North Carolina
01:15 – Coming to Charlotte for motorsports
01:25 – Why Mike started a pet sitting business after NASCAR travel
02:07 – Moving to North Carolina to become a NASCAR spotter
03:00 – Getting paid to spot for Ricky Craven
03:13 – What a NASCAR spotter actually does
03:32 – Being a second set of eyes, therapist, coach, and cheerleader
04:00 – Working with Matt Kenseth and learning how drivers think
04:45 – Championships with Ricky Stenhouse Jr. and leaving NASCAR travel
05:53 – Starting pet sitting and moving into dog training
06:28 – How dog psychology became the center of Mike’s work
07:24 – Why dog training is mostly training the owner
07:49 – Chewing cords, jumping, and what people accidentally teach dogs
08:24 – Why Mike avoids shock collars and punishment-based training
09:00 – Teaching calm behavior instead of rewarding jumping
10:27 – Puppy stages and why months four, seven, and eleven are hard
11:31 – Consistency, patience, and potty training
12:12 – Why dogs thrive on predictable patterns
13:18 – In-home training, field trips, and socialization in real life
14:04 – How Doglogics grew through results and referrals
14:30 – Behavioral cases, aggression, fear, and anxiety
16:27 – Why difficult cases are the work Mike loves most
17:15 – Food habits, routines, and keeping dogs engaged
19:09 – Why Mike handles the business himself
20:13 – What puppy training looks like before and after a dog comes home
21:20 – Why owners have to do the work between sessions
22:30 – Why the real training starts after Mike leaves
23:50 – Building a business by responding fast and helping people right away
26:50 – Leash pulling and opposition reflex
28:25 – Why Mike wrote Leash Connection
29:16 – Recall, relationship, and making the right choice worth it
30:24 – What to do when a dog runs away
33:26 – Mike’s books and his Legacy Series
34:04 – Why punishment can make fear and anxiety worse
35:28 – Where Mike sees the business going next
36:13 – Saving difficult dogs and the reward of behavior work
39:49 – Where to find Doglogics

Connect with Mitch Long: LinkedIn | KazInsurance | Read: Pagers & Payphones

Connect with Mike Calinoff: Doglogics | Instagram | Facebook

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About This Podcast and Series

The Long Game is a series under Entrepreneur Perspectives. Produced by QuietLoud Studios — a modern media network and a KazSource brand.

Credits:
Music by Jess & Ricky — SoundCloud

What 25 years in the Navy taught Joe Sallee about planning ahead, managing risk, and helping people think beyond retirement.

In this episode of The Long Game, Mitch Long talks with Joe Sallee about military service, submarines, business, and the path that led him into financial planning. Joe shares how an early dream of flying in the Air Force turned into a 25-year Navy career on submarines, and how that eventually gave him the foundation for a second career helping people prepare for retirement.

They also get into the emotional side of money, why business owners often forget to plan for themselves, and how politics and headlines can derail good financial decisions. It is a practical conversation about long-term thinking, risk, and building a life that still has purpose after work ends.

WHAT WE TALK ABOUT

Joe Sallee’s military background and life on submarines
How a physics degree led into nuclear training in the Navy
Getting interested in investing and financial planning early
The move from military service into financial advising
Why Joe first focused on helping military families transition
How business owners neglect their own planning
The role emotions and politics play in financial decisions
Why retirement planning has to include purpose, not just numbers
How Joe thinks about growing a business that outlasts the owner
Where insurance fits into a full financial plan

CHAPTERS

00:21 – Mitch introduces Joe and asks about his military background
00:48 – Growing up in an Air Force family and wanting to fly A-10s
02:00 – Why Joe ended up in the Navy and on submarines instead
02:43 – Spending 25 years in the Navy
02:56 – What life on a submarine is really like
03:28 – Oklahoma, college, and the years at the University of Oklahoma
05:53 – Why Joe studied physics
06:51 – How Joe got interested in investing and financial planning
08:04 – Getting recruited into the industry before leaving the Navy
09:00 – Starting out by helping military families transition
09:27 – Expanding beyond that niche into business owners
10:20 – Why smart professionals often neglect their own financial planning
11:14 – Joe’s philosophy and helping clients make their dreams come true
12:00 – Why retirement planning is also psychological
12:41 – The challenge of keeping politics and emotion out of decisions
14:00 – Why Joe tells clients to stop living in the news cycle
15:18 – The size of Joe’s team and the structure of the practice
15:35 – What he wants the business to become over time
16:39 – Building a practice that can run without the owner
17:00 – How Joe reviews insurance as part of planning
18:00 – Mitch on disability insurance and protecting income
19:25 – Long-term care and self-insuring later in life

Connect with Mitch Long: LinkedIn | KazInsurance | Read: Pagers & Payphones

Connect with Joe Sallee: LinkedIn | Bay Capital Advisors | CFP Profile

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About This Podcast and Series

The Long Game is a series under Entrepreneur Perspectives. Produced by QuietLoud Studios.

Credits:
Music by Jess & Ricky — SoundCloud

What Chris Ryan learned from elite sports, entrepreneurship, and helping busy people stay consistent.

In this episode of The Long Game, Mitch Long talks with Chris Ryan about athletics, business, family, and the path that took him from Division 1 track to entrepreneurship in finance, restoration, and fitness. Chris shares how injuries changed his direction early, how he built and sold a business in South Florida, and why he eventually came back to the health and fitness world in a bigger way.

They also get into corporate wellness, consistency, nutrition, and the reality of building something that lasts. It is a conversation about second careers, long-term thinking, and why taking care of yourself is not separate from business.

WHAT WE TALK ABOUT

Running for the Florida Gators and dealing with injuries
Moving from elite sports into business
Getting into finance and then buying into a Servpro business
Why Chris left one successful path to build something more meaningful
What Mirror changed about his view of at-home fitness
Why consistency matters more than intensity
The mindset shift from corporate work to entrepreneurship
Nutrition, alcohol, and the habits that add up over time
Family, kids, and trying to stay present while building a business
Why Chris sees corporate wellness as a major opportunity

CHAPTERS

00:20 – Mitch asks Chris about his background, athletics, and college
00:40 – Growing up in Michigan and living near New York now
01:00 – Running for the Florida Gators as a Division 1 athlete
01:21 – Injuries, leaving track, and transferring back to Michigan State
02:00 – Studying economics and international relations
02:22 – Early interest in business and finance
03:00 – Working in finance and realizing he wanted to build something of his own
03:35 – Getting into Servpro and learning to lead in his 20s
04:24 – Building a business in South Florida and growing up fast
05:14 – Franchising, expansion limits, and selling before the financial crisis
06:00 – Travel, reflection, and figuring out what came next
07:00 – Moving toward fitness, media, and coaching in New York
08:00 – Certifications, writing, and building a brand in fitness
08:30 – NBC Strong, Mirror, and the rise of interactive at-home fitness
11:00 – Starting his own fitness platform after Lululemon
12:00 – Building workouts for busy parents and executives
13:00 – Why consistency is the real advantage
15:00 – Mitch on running, aging, and the mental side of working out
16:40 – Chris on nutrition, protein, fiber, and cutting processed foods
19:00 – Why drinks and alcohol quietly hurt progress
25:28 – What is next for Chris and the move toward corporate wellness
27:00 – How wellness could help companies lower healthcare costs
29:09 – Building with contractors and vendors instead of W-2 employees
30:00 – Chris shares where people can find his app and coaching

Connect with Mitch Long: LinkedIn | KazInsurance

Connect with Chris Ryan: LinkedIn | Instagram | Chris Ryan Fitness

More from QuietLoud Studios
QuietLoud is a creative studio and podcast network. Shows, writing, clips, and the conditions for other creative work.

SportsEpreneur NIL Hub
QuietLoud Labs
QuietLoud Network

Credits:
Music by Jess & Ricky — SoundCloud

How Casey Mahoney turned a racing background, IT skills, and a niche idea into a business people can actually experience.

In this episode of The Long Game, Mitch Long talks with Casey Mahoney about Victory Sim Experience, the racing sim center he built in Hickory, NC. Casey shares how he got into racing early, worked around NASCAR, and later found a way to combine that background with technology and entrepreneurship.

They also get into the shift from building simulators for other people to creating a space where customers can come race for themselves. It is a conversation about finding a lane, adapting when a market changes, and building a business around experience instead of just equipment.

WHAT WE TALK ABOUT

How Victory Sim Experience works
Why sim racing is more realistic than people expect
Casey’s early background in racing
Working around NASCAR and local race teams
How the housing crash pushed him into a career change
Combining racing knowledge with IT skills
Why COVID changed the sim industry
Trade shows, rentals, and building a business around events
What makes a sim center work as an experience
Why Hickory made sense as the home base

CHAPTERS

00:21 – Mitch meets Casey and asks about the business
00:31 – What Victory Sim Experience is and how it works
01:02 – The different types of racing people can do
01:14 – How the company started building simulators in 2012
01:24 – COVID, trade shows, and the shift into events
02:07 – Turning idle equipment into a sim center
02:26 – Racing events, trade shows, and where the business travels
03:09 – Casey’s racing background and working for Bill Elliott’s team
03:39 – The recession, layoffs, and making a career change
04:00 – Learning IT and combining it with a racing background
04:30 – Building sims, growing demand, and new competition
05:29 – The sim center, reservations, and walk-in traffic
06:11 – How long people race and why 30 minutes is usually enough
06:39 – Why sim racing is not a video game
07:32 – Tracks, skill levels, and how beginners get started
08:34 – Growing up in Hickory and being a Bill Elliott fan
08:50 – What Casey actually did around race teams when he was younger
09:26 – Favorite tracks and how racing has changed over time
10:20 – Why sim racing felt new before it became mainstream
11:21 – The hardware, the cost, and why the experience matters
12:16 – Staffing, family, and Casey’s son working in the business
12:47 – Where the trade show work happens
13:24 – Using simulators to pull people into a booth
14:14 – Whether Casey wants more locations in the future
15:19 – Mitch wraps up and connects Casey’s story back to motorsports

Connect with Mitch Long: LinkedIn | KazInsurance | Read: Pagers & Payphones

Connect with Casey Mahoney: LinkedIn | Victory SIM | Facebook

More from The Long Game

• Italian Food, Family, and Community with Tom Cook of Tutti’s
• From Green Beret to Blackhawk Pilot to Financial Planner: Nick O'Kelly on Risk, Family, and Starting Over
• NASCAR, Family, and Starting Over with Chip Goode

About This Podcast and Series

The Long Game is a series under Entrepreneur Perspectives. Produced by QuietLoud Studios — a modern media network and a KazSource brand.

Get in touch with Eric Kasimov:
X | LinkedIn

Credits:
Music by Jess & Ricky — SoundCloud

What growing up around big family meals taught Tom Cook about food, hospitality, and building something local.

In this episode of The Long Game, Mitch Long talks with Tom from Tutti’s Italian Market and Deli in Concord, NC about family, food, teaching, and the path that led him into the restaurant business. Tom shares how growing up in a New York Italian family shaped the way he thinks about meals, community, and what it means to bring people back to the table.

They also get into entrepreneurship, opening a business with his brother (Johnny Cook), learning from mistakes, and why Tutti’s is really about people as much as it is about food. It is a conversation about family traditions, local business, and creating a place where customers feel known.

WHAT WE TALK ABOUT

Growing up in a New York Italian family
How food and family meals shaped Tom early
Teaching English before opening Tutti’s
Why Concord felt like the right place to build something local
Opening a deli without a restaurant background
What Tutti’s means and why the table matters
Learning patience, trust, and mistakes as a new owner
How Tom and his brother, Johnny Cook, built the business together
Why community matters more than transactions
Building a team that feels like family

CHAPTERS

00:20 – Mitch introduces Tutti’s and asks Tom about his background
00:56 – Growing up in a second- and third-generation Italian-American family
02:00 – Tom on education, teaching, and staying connected to UNC Charlotte
03:36 – How family ended up in the Charlotte area
05:00 – A family full of teachers, writers, and creatives
06:21 – Why entrepreneurship and family history shaped the business
08:35 – Why Concord became the right place to open Tutti’s
10:14 – The market, wine, and creating a local place people remember
11:08 – What Tutti’s means and the idea of bringing people back to the table
13:13 – The Godfather, lasagna, and favorite dishes on the menu
15:07 – Making food from scratch and why that still matters
15:19 – Early business challenges, patience, and learning to trust people
16:00 – Building the deli with Johnny and opening later than planned
17:00 – Why getting open in time for his grandfather mattered so much
19:00 – Imposter syndrome and starting a food business with English degrees
20:00 – Why Tutti’s is in the people business
21:36 – Repeat customers, community, and knowing people by name
22:07 – How catering became a bigger part of the business
24:20 – Staffing, culture, and building a strong team
26:10 – Family meal with the staff on Tuesdays
27:08 – Mitch on family dinners and why they mattered so much
28:17 – Why this building felt right from the start
29:00 – Creating the kind of local place people come back to

Connect with Mitch Long: LinkedIn | KazInsurance | Read: Pagers & Payphones

Connect with Tom Cook: Tutti's Italian Market & Deli

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About This Podcast and Series

The Long Game is a series under Entrepreneur Perspectives. Produced by QuietLoud Studios — a modern media network and a KazSource brand.

Credits:
Music by Jess & Ricky — SoundCloud

What a Green Beret turned Blackhawk pilot turned financial planner learned about risk, family, and starting over.

In this episode of The Long Game, Mitch Long talks with Nick O’Kelly about military life, aviation, family, and the road that led him into financial planning. Nick shares how he went from struggling in college to becoming a Green Beret, then a Blackhawk pilot, before eventually starting over in a new career after leaving the military.

They also get into the mindset shift of moving from service into sales, how Nick built his practice, and why his approach to financial planning starts with the end state in mind. It is a grounded conversation about discipline, family, long-term thinking, and helping people make better financial decisions.

WHAT WE TALK ABOUT

Nick O’Kelly’s path from college to Special Forces
Serving as a Green Beret in Okinawa
Becoming a Blackhawk pilot and flying in special operations
Why he left the military and started over
The challenge of moving from service into sales
How Cadence Wealth Partners approaches financial planning
Why Nick starts with the end state in mind
Helping clients stay steady when markets get shaky
Family, coaching, and being intentional with time
Why trust and referrals matter in a growing practice

CHAPTERS

00:00 – Mitch and Nick connect over their military family background
00:11 – Nick on high school, college, and joining the military
01:00 – Special Forces training and becoming a Green Beret
01:30 – Serving in Okinawa and starting a family
01:50 – Aviation, flight school, and becoming a Blackhawk pilot
02:10 – Flying with the 160th Special Operations Aviation Regiment
02:26 – Mitch on growing up in a military family
02:47 – Why Nick left the military
03:24 – Building a plan before leaving service
03:40 – Becoming a finance nerd and earning the CFP designation
04:06 – The hardest part of starting in the business
04:30 – The mindset shift from quiet professional to finding clients
05:15 – Mitch on sales, listening, and helping people solve problems
06:18 – Nick explains Cadence Wealth Partners and how they plan backward
07:00 – How they review plans and keep clients focused long term
07:37 – Market swings, fear, and staying the course
09:06 – Nick on family, kids, and youth sports
10:27 – Coaching baseball and protecting time with family
11:35 – The joke behind “undefeated dad”
12:13 – Military culture, parenting, and adjusting expectations at home
13:24 – Nick on building value and growing through referrals
14:18 – Mitch on relationships that have lasted decades
14:58 – Why trust matters more than transactions
15:00 – Nick on growth, hiring, and expanding the practice

Connect with Mitch Long: LinkedIn | KazInsurance | Read: Pagers & Payphones

Connect with Nick O'Kelly: LinkedIn | X | Cadence Wealth Partners

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The Long Game is a series under Entrepreneur Perspectives. Produced by QuietLoud Studios — a modern media network and a KazSource brand.

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Music by Jess & Ricky — SoundCloud

What 19 years on pit road taught Chip Goode about pressure, family, and building a second career.

In this episode of The Long Game, Mitch Long talks with Chip Goode about sports, NASCAR, family, and how he made the jump from pit road into insurance. It starts with football and the NFL Draft, but the bigger story is about work, timing, and knowing when it is time to build something new.

Chip shares how he spent 19 years on NASCAR pit crews, what that life demanded, and why he eventually needed a different path for his family. He also gets into the move into insurance, buying an agency, and what it means to have more control over your work and your time.

CHAPTERS

00:20 – Mitch checks in with Chip and the conversation starts with business
00:46 – Rate increases, tighter underwriting, and a tougher insurance market
01:10 – NFL Draft talk and why Chip likes the Panthers building up front
02:34 – Steelers fans, draft night, and the Aaron Rodgers question
04:29 – Why teams get stuck chasing average instead of finding their quarterback
06:44 – Chip on growing up in Statesville and being around racing early
07:00 – Football, basketball, UNC Charlotte, and getting into NASCAR
07:53 – Chad Little, Jeff Burton, Juan Pablo Montoya, and life on pit crews
09:06 – How Chip first got into the sport through his dad
10:43 – Getting into Victory Lane as a kid
11:00 – From helping on weekends to jumping over the wall in 1998
12:27 – The physical and mental side of being on a pit crew
13:52 – Meeting his wife and balancing racing with family life
15:00 – A streak of 730 straight Cup races
16:26 – Why family eventually changed the way he saw the job
18:04 – Coaching, showing up for kids, and the value of flexibility
20:27 – His daughters, college, and musical theater
22:07 – Why Chip moved from NASCAR into insurance
23:23 – The call that pushed him toward Farm Bureau
24:00 – Getting licensed while still working race weekends
25:01 – The chance meeting that led to buying an agency
26:13 – What independence changed for Chip as an owner
29:00 – Mitch on starting over in sales and learning to live on what you produce
30:00 – Faith, timing, and the checks that showed up right when they were needed

Connect with Mitch Long: LinkedIn | KazInsurance | Read: Pagers & Payphones

Connect with Chip Goode: LinkedIn | X 

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The Real ROI of Podcasting — KazCM
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About This Podcast and Series

The Long Game is a series under Entrepreneur Perspectives. Produced by QuietLoud Studios — a modern media network and a KazSource brand.

Get in touch with Eric Kasimov:
X | LinkedIn

Credits:
Music by Jess & Ricky — SoundCloud

What strong leaders do, why follow-up still wins, and how insurance is changing fast without losing the human part.

In this episode of The Long Game, Mitch Long talks with Slade Lewis about how he got into insurance, the turns his career took along the way, and how he ended up in a leadership role at Pinnacle. They also get into sales, management, technology, and what has changed in the business over time.

It is a practical conversation about relationships, follow-up, and how to lead people well. It also gets into AI, rising premiums, and why clients still need a real person they can call when something goes wrong.

CHAPTERS

00:21 – Mitch kicks off the conversation from the road
01:03 – Slade on growing up in Hampstead and going to UNC
02:30 – A journalism degree with a concentration in advertising
03:09 – Slade’s first job in insurance with Jefferson Pilot
04:00 – Moving from service into sales
04:27 – The bulldog hair company car story
06:14 – Leaving insurance for pharmaceutical sales and coming back
07:20 – Product roles, UnitedHealthcare, and becoming a broker
08:26 – Slade’s current role and how he thinks about leadership
10:48 – The biggest sales challenges in insurance today
12:00 – Why answering calls and following up still separates people
13:34 – How client meetings shifted from face-to-face to Zoom
14:20 – Technology, DocuSign, and doing business across states
14:57 – Why AI may transform agencies faster than expected
15:58 – The caution around database underwriting and automation
16:50 – How AI is already shaping health insurance underwriting
17:41 – Rising health insurance costs and the pressure on employers
18:35 – Standard rate increases in the small group market
19:20 – Looking for options when traditional carriers say no
19:43 – Auto and homeowners insurance costs keep climbing
20:18 – Roof issues, storm risk, and what is driving property costs
21:36 – Slade reveals he was his high school typing champion

Connect with Mitch Long: LinkedIn | KazInsurance | Read: Pagers & Payphones

Connect with Slade Lewis: LinkedIn

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About This Podcast and Series

The Long Game is a series under the Entrepreneur Perspectives umbrella. Produced by QuietLoud Studios — a modern media network and a KazSource brand.

Get in touch with Eric Kasimov:
X | LinkedIn

Credits:
Music by Jess & Ricky — SoundCloud