The Small Business Mindset

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What does it really take to build a successful small business?

In this episode, Kirsten sits down with Chase Fairchild, serial entrepreneur and founder/CEO of Bolt Marketing in Lexington, Kentucky for a wide-ranging conversation about entrepreneurship, marketing, community, and the lessons that come from both success and failure.

Chase shares how his entrepreneurial journey started with something as simple as cutting grass door-to-door eventually growing into managing dozens or properties and hiring friends. Along the way, he experienced both business successes and failures - including an agency that ultimately failed because the partners hadn't clearly identified the problem the business existed to solve.

That experience became one of the foundations for how Chase approaches business today: solve a real problem, understand your customer, and get the fundamentals right before chasing the next shiny object.

In this episode, Kirsten and Chase discuss:

• Why not everyone is cut out to be a business owner
• The importance of identifying the real problem your business exists to solve
• The three roles every entrepreneur must navigate: technician, manager and entrepreneur
• Why entrepreneurs can become distracted by the next exciting idea instead of going deeper into their existing business
• The marketing fundamentals many small businesses overlook
• Why messaging and positioning should come before social media and advertising
• Why your website should be your "digital nucleus"
• The importance of using authentic, native photography and video to build trust
• Why businesses shouldn't make their marketing all about themselves
• The growing value of in-person experiences

One of the biggest takeaways: Don't skip theh fundamentals!

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What if we've been measuring success all wrong?

In this episode, Kirsten challenges the traditional definition of success and asks a powerful question: Is success really about how much money we make? As business owners and professionals, it's easy to measure our accomplishments through revenue, sales, income, growth and other financial metrics. But what happens when we expand our definition of success to include the things that make life meaningful - relationships, health, experiences, time, creativity and simply being present.

Key Takeaways:

• Success isn't one number
• Your revenue, income, sales, and net worth can certainly be measures of success, but they don't have to be the only ones.
• Consider creating your own definition of success. What does success look like for your health, relationships, family, experiences, time, personal growth, and financial life?

Then start noticing the small wins every day. Because sometimes the life you've been working so hard to build is already the success you've been looking for.

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What is your business could grow without requiring more of your time, more of your energy, and more of your weekends?

In this episode, Kirsten sits down with Abbey Brown of Stone Strategies to talk about one of the biggest challenges facing entrepreneurs: learning how to move from being the person who does everything to becoming the leader who builds the systems, team and culture that allow the business to thrive.

Abbey knows this journey firsthand. Growing up in a third-generation family business, working in corporate America, and eventually purchasing and building The Brownstone wedding and event venue, she has experienced entrepreneurship from multiple perspectives. Today, The Brownstone hosts approximately 150 events per year with a team of about 30 people - and Abbey has built systems that allow the business to operate successfully without requiring her to be there for every event. That experience ultimately led her to create Stone Strategies, an operations company that helps small businesses build systems, processes and technology that make their businesses more efficient and scalable.

In this episode, Abbey and Kirsten discuss:

• Building a business that doesn't depend on the owner
• Why delegation is so difficult for entrepreneurs
• Create a playbook for your business
• Turn your employees into owners of outcomes
• Why every employee should have a revenue-producing responsibility
• How to retain great employees
• Creating a cadence of success
• Defining what "winning" actually means
• Automation, AI and getting time back
• The power of Masterminds

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What if selling your business didn't mean selling its future?

For many entrepreneurs, the traditional exit strategy is to sell to a competitor, private equity or another outside investor.

But what if the people who helped build your company could become its owners?

In this episode of The Small Business Mindset, I sit down with Michael Brownrigg with Apis & Heritage and Moriah Dean with Calvert Impact to umpack the world of employee ownership.

We talk about ESOP's, worker-owned cooperatives, employee owned trusts, succession planning, rural communities, employee retention, and perhaps most importantly, legacy. Because eventually, every business owner has to answer one question:

What happens to the business when you're the one no longer running it?

and maybe the better question is:

Who should benefit from the wealth you've created?

This conversation may change the way you think about your exit strategy.

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Artificial Intelligence isn't here to replace great business owners - it's here to make them better!

In this episode of The Small Business Mindset, Kirsten Flory shares a practical approach to using AI to create a better customer experience while keeping the human connection at the center of your business. Instead of fearing automation, learn how to leverage AI to save time, improve communication, build stronger customer relationships, and ultimately increase sales.

The businesses that win won't be the ones using the most AI. They'll be the ones using AI to create more meaningful interactions.

In this episode you'll learn:

• Why AI should enhance, not replace, the customer experience
• How first impressions online determine whether customers choose you
• The importance of acknowledging customers immediately
• Why collecting your own customer data is more valuable than social media followers
• How AI can automate lead generation and customer communication
• Creating a sales funnel that nurtures prospects without addint more work
• The importance of fast, reliable follow-up
• Why integrity matters in every customer interaction
• How to use customer feedback to improve your sales process
• The one thing AI can never replace: your personal story and passion
• Why authenticity is still your greatest competitive advantage

Key Takeaways:

• AI is a tool - not a strategy
• The best use of AI is creating systems that: 1) welcome new customers 2) capture valuable customer information 3) automate repetitive tasks 4) speed up communication 5) give business owners more time to build genuine relationships
• Technology can start the conversation, but people close the sale
• Customers buy from businesses they trust, and trust is built through authenticity, consistency, and follow through

Action Steps:

• This week, audit your customer journey by asking yourself:
  • How quickly do I acknowledge new leads?
  • Am I collecting customer data that I actually own?
  • Is my follow-up process timely and consistent?
  • Does my online messaging match the experience customers receive when they talk to me?
  • Where can AI save me time so I can spend more time building relationships?

Choose one area to automate this week while keeping your psersonal touch front and center.

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Every entrepreneur has a story, but sometimes the most powerful lessons aren't about business at all.

In this deeply personal episode, Kirsten Flory welcomes photographer and entrepreneur Carter Gaskins, owner of Gaskins Photography, to discuss how unimaginable personal tragedy shaped both his life and his business. Carter shares how the heartbreaking loss of his infant son inspired him to pick up a camera, ultimately transforming photography in a way to preserve precious moments for other families.

What begins as a conversation about entrepreneurship quickly becomes an honest discussion about grief, mental health, purpose and redefining success. Carter opens up about losing both his father and his son within a short period of time, burying his emotions for years, and eventually facing anxiety and depression after realizing grief doesn't simply disappear - it waits to be addressed.

Together, Kirsten and Carter discuss the pressures entrepreneurs place on themselves, why asking for help is a strength - not a weakness - and how success changes as we grow personally and professionally. Carter also shares why he founded Strong Mental Mindset, an initiative focused on encouraging conversations around mental health, particularly for men who often feel pressure to suffer in silence.

This episode is a reminder that behind every business is a human being navigating life's highs and lows. Whether you're an entrepreneur, leader, parent, or simply someone going through a difficult season, this conversation offers hope, perspective, and encouragement.

Key Takeaways:

• Sometimes our greatest purpose grows from our greatest pain
• Entrepreneurship can become both a calling and a coping mechanism
• Ignoring grief doesn't make it disappear - it often resurfaces later
• Success isn't measured only by income; it's measured by relationships, health, and fulfillment
• Mental health is the foundation of sustainable success
• Small daily actions can make a significant difference in healing
• Asking for help is one of the strongest things a person can do
• Genuine human connection is essential for both personal and professional growth

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In this episode, Kirsten Flory sits down with Ryan Rains, Director of Entrepreneurship Programs at the University of Kansas School of Business and a member of the Foundations Commercial Real Estate team, for a thought-provoking discussion about entrepreneurship, side hustles, career development and what success actually looks like.

Together, they explore why entrepreneurship has become such a powerful cultural movement, particularly among younger generations seeking greater control over their careers, income, and futures. They discuss the rise of side hustles, the influence of social media, the realities behind "overnight success," and the importance of building meaningful relationships and networks over time.

Ryan shares insights from working directly with aspiring entrepreneurs and explains why passion alone isn't enough to build a successful business. The conversation dives into the importance of solving real market problems, staying adaptable, and being willing to pivot when necessary.

Kirsten and Ryan also discuss:

• Why the marketplace - not passion alone - determines business viability
• The role of networking, mentorship, and relationship building
• Common misconceptions about entrepreneurship and wealth
• How social media can distort perceptions of success
• Why defining your personal "why" matters more than chasing money
• The value of diverse career experiences and transferable skills
• How volunteer work and community involvement can accelerate professional growth
• The opportunities AI may create for the next generation of business leaders
• Why curiosity may be one of the most valuable entrepreneurial traits of all

Whether you're launching a side hustle, growing a business, or simply exploring what's next in your career, this conversation offers practical insights and plenty of food for thought.

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In this episode, Kirsten Flory dives into the incredible entrepreneurial journey behind Nike through the bestselling memoir Shoe Dog by Phil Knight.

Most people see Nike as a global powerhouse, but few realize the company spent nearly 18 years fighting for survival before becoming a household name. Kirsten unpacks the lessons small business owners can learn from Phil Knight's relentless perseverance, willingness to take risks, and ability to stay committed to a vision even while living on the edge of financial ruin.

From selling track shoes out of the trunk of a car to building one of the most recognizable brands in the world, this episode explores:

• Why passion matters more than immediate success
• The importance of mentors and challengers in your life
• How surrounding yourself with the right people can shape your future
• Why niche focus can actually accelerate growth
• The risks and rewards of entrepreneurship
• What is means to "live on the float" while building a business
• How innovation and customer feedback drive long-term success
• Why questioning and challenging ideas inside your company is healthy
• The power of branding, partnerships, and culture

Kirsten also reflects on how entrepreneurs often face skepticism from family, friends, and society while pursuing unconventional dreams - and why persistence is often the difference between failure and breakthrough success.

If you've ever wondered whether your hard work is worth it, this episode is a reminder that some of the greatest success stories took years - sometimes decades, to become reality

Key Takeaways:

• Nike was not an overnight success - it took 18 years to break through
• Staying focused on a niche can create momentum before expansion
• Entrepreneurs need people around them who challenge their thinking
• Innovation often comes from listening closely to customer feedback
• Passion and perseverance are critical during difficult seasons of business
• Building a strong culture matters just as much as building revenue

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In this episode, Kirsten Flory sits down with communication expert and podcast host Chris Miller to break down one of the most overlooked - yet critical - business skills: communication.

Chris, host of Talk to Chris Miller and Talk to People Podcast, shares practical insights on how communication impacts leadership, sales, relationships, and everyday interactions.

From avoiding common communication mistakes to mastering meaningful conversations, this episode is packed with actionable strategies for entrepreneurs, leaders, and anyone looking to level up how they connect wiht others.

Key Takeaways:

• The #1 Communication Mistake: Most people focus on themselves instead of their audience
• Clarity Over Complexity: Avoid the "curse of knowledge" - don't assume people understand what you do.
• Better Conversations Start with Better Questions: Don't be a "ZQ" (zero questions). Ask thoughtful, open-ended questions.
• Small is Powerful: It's not meaningless - it's the gateway to deeper, more meaningful conversations.
• Persuasion Framework for Business Owners: Build credibility, use logic, connect through emotion
• Conflict = Opportunity: Great communicators move past positions and uncover underlying interests.
• Why People Stay Quiet in Groups: Fear of being awkward, wrong, or judged holds people back.
• Communication is a Skill (Not Just Talent): It can absolutely be learned, practiced, and improved.

Practical Tips You can Apply Today

• Ask one more question in every conversation
• Slow down your speech - clarify beats speed
• Use bullet points instead of scripts when presenting
• Practice conversations in low-stakes environments
• Make eye contact and engage - even in everyday moments
• Don't avoid hard conversations - lean into them

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YouTube: Talk to Chris Miller

Podcast: Talk to People Podcast

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In this episode of The Small Business Mindset, Kirsten Flory challenges one of the most common myths in entrepreneurship: that you need money to start a business.

Spoiler alert - you don't.

What you do need is something far more valuable (and completely free): proof of concept.

Kirsten dives into why so many aspiring business owners skip this critical step and how it can make or break your success before you ever spend a dollar. She shared personal insights from building her commercial real estate brokerage, explaining how starting lean - and resisting the urge to overspend - allowed her business to grow strategically.

You'll also hear a candid (and slightly humorous) story about a business idea that didn't pass the test, and why that failure was actually a win.

This episode will help you:

• Understand what proof of concept really means
• Avoid the trap of relying on friends and family for validation
• Learn how to gather honest, actionable feedback
• Identify your true target customer
• Test your idea without wasting time or money
• Separate "people like it" from "people will pay for it"

If you're thinking about starting a business, or pivoting your current one, this episode will give you a practical, no-cost roadmap to validate your idea before investing in it.

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