The Toilet Paper Salesman® Podcast

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Your brain decides “trust” or “threat” faster than you can finish a sentence, and that split-second reaction shapes everything that happens next at work, at home, and even around the holiday dinner table. We talk with Keith Greer, a veteran executive coach and former family therapist with more than four decades in the helping profession, about what actually makes conversations productive and relationships durable.

We start with Keith’s journey from addiction counseling to family therapy to leadership coaching, and why the best coaches refuse the role of all-knowing expert. From there we get practical: why so many high performers struggle to name their strengths, how the inner critic gets reinforced by school and workplace systems, and a simple exercise that helps you build a real “strengths toolkit” you can rely on when things get hard.

Then we go deep on Conversational Intelligence, a neuroscience-based communication model created by Judith Glazer. Keith breaks down fight or flight, the trust chemicals that drive connection, and the everyday habits that quietly drain credibility such as multitasking, mismatched nonverbal signals, and the addiction of being right. We also explore how authentic vulnerability increases psychological safety and helps teams think clearly, collaborate, and innovate.

If you want better leadership communication, stronger coaching skills, and more trust in your relationships, hit play, then subscribe, share this with a leader on your team, and leave a review with your biggest takeaway.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

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“Soaper” sounds like a nickname until you hear what it really means: someone who sells, troubleshoots, trains, and owns the outcome when things don’t get clean. I sit down with Josh Brown from TMA Chemnet Systems to trace his route from washing buckets in a chemical plant to building a career in chemical sales and distributor support. Along the way, Josh explains why the unglamorous parts of janitorial sales and sanitation work are exactly what make you valuable: understanding equipment, dialing in dilution, checking pH, and showing up when the dish machine or laundry program is failing.

We dig into the sales fundamentals that still separate the best reps from everyone else. Josh shares a moment he lost to a competitor simply because they walked in prepared with real examples, and he didn’t. That lesson turns into a simple operating system: overprepare, bring what you might need, and follow through fast. We also talk about a truth too many people miss in B2B: the sale isn’t complete until the customer gets the right product, on time, staged correctly, and ready to use.

If you’re hiring or job hunting, this conversation goes deep on why young people should consider jan san, foodservice chemicals, and distributor sales as a long-term career. The industry rewards self-motivation with freedom, and it runs on relationships, mentorship, and responsiveness. If you got value from this, subscribe, share it with a sales friend, and leave a review with your biggest takeaway.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Send us Fan Mail

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Send us Fan Mail

“Who says selling toilet paper isn’t glamorous?” sounds like a punchline, but we mean it as a challenge. On our second anniversary, I step back and talk about time moving fast, why you should start the thing you keep delaying, and why pride in your work matters more than the label on the outside. I also dedicate this milestone to my father, Frank, and the quiet kind of strength that shaped how I show up in business and in life. 

Then we get practical about the JanSan industry and foodservice distribution, especially for anyone looking for a stable sales career. This is a recession proof corner of B2B sales because people always need sanitation, hygiene products, and essentials. We talk about why this “nuts and bolts” business stays steady, why it can be a serious career path, and how a wave of retirements is creating a wide runway for younger sellers who are willing to work, learn, and grow. If you’ve ever wondered where the real opportunity is hiding, this conversation points right at it. 

We also share a story about a professional soccer player who applied for a sales role and what that interview revealed about commitment. The big lesson: you can’t go pro with a nine to five mindset. Selling at a high level takes dedication, hours, and constant development, just like sports. If you’re ready to treat sales like a craft and build something durable, you’ll feel seen here. 

Subscribe for more, share this with someone choosing a career path, and leave a review so more people can find the show. What part of your work deserves more respect than it gets?

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Send us Fan Mail

A painting can look like a disaster right before it becomes beautiful, and that’s the most honest metaphor I’ve found for purpose. On a birthday trip to Rockland, Maine, I watch an artist struggle through an ugly middle stage on a lighthouse painting. What starts as two green blobs turns into a piece I can’t stop staring at. That change sparks a bigger question: what if our lives feel unfinished because we’re judging them mid process?

We take that “hot mess to masterpiece” moment and connect it to faith and Psalm 139: the idea that God knits us together with intention and that our lives have a design. I talk about the difference between a sketch and a finished painting, and why discovering God’s will is less about panic and pressure and more about relationship, trust, and daily movement. Purpose shows up in the gifts and talents you already carry, the work you’re drawn to, and the things that bring real joy instead of a quick hit of satisfaction.

Then we get practical. Every day we’re painting, not only on our own canvas but on other people’s lives too. Kindness adds color. Service adds light. But gossip, jealousy, anger, and constant negativity act like black paint that can stain a person for a long time. If you’ve been searching for meaning, trying to fill an empty hole with stuff, or wondering whether God is real, I offer a simple starting point: ask, and pay attention to what happens next.

Subscribe for more, share this with someone who’s searching, and leave a review with the one “color” you want to paint with this week.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Send us Fan Mail

A buyer tells you, “We could never give you the business.” Most salespeople hear a wall and start pushing. I sit down with master sales trainer Steve Lentini and unpack why that moment is actually an opening, if you respond with curiosity, respect, and a real desire to help. Steve’s stories from the janitorial, packaging, and paper supply world turn “commodity sales” into a craft built on trust, not tricks. 

We get concrete about what works in B2B sales: why price-list quoting often backfires, how walking the storeroom and reviewing top items creates a value conversation, and how territory management is really pruning so you can grow. Steve shares two unforgettable wins where partnership beats price, including a supplier-consolidation process that seemed impossible until the buyer finally felt understood. If you lead a sales team, you’ll hear coaching cues you can use immediately: watch body language, stop overselling, and honor the agenda the customer gave you. 

Then the conversation takes a deeper turn. Steve opens up about a near-death experience that changed how he sees work, faith, and the “small voice” he calls the acorn brain. We connect spirituality and neuroscience in a grounded way: reacting versus responding, building new neural pathways, and bringing presence into sales calls and leadership. Whether you’re in sales training, account management, or just trying to live with less anxiety and more purpose, you’ll leave with language and practices you can try today. 

If this resonated, subscribe to the show, share it with a friend in sales, and leave a review so more people can find these conversations. What’s one objection or trigger you want to handle better next time?

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Send us Fan Mail

Most people treat closing like a finish line. In this episode, we break down a simple, repeatable way to move deals forward without pressure tactics or canned “power closes,” and I share the moments that taught me to sell like myself instead of chasing someone else’s style.

Start by reframing closing as any agreement to move forward—setting a meeting, asking for samples, requesting pricing—and why “singles” beat home runs in relationship-driven B2B sales. Then I walk through the 50-25-25 framework: How showing up and following up is half the battle; adding likability and credibility gets you to 75 percent; applying sales skills, product knowledge, and soft skills help you to finish strong. You’ll hear how consistency creates confidence, confidence becomes trust, and trust opens relationships that last.

From purpose to practice, staying focused on the buyer’s world: asking grounded questions, diagnosing real problems, and applying solutions that matter to their outcomes. We dig into one high-leverage behavior—ask for the next step, then stay silent—and show how that one habit exposes timelines, real objections, and true intent. When price pops up, we demonstrate how to uncover what’s underneath and address the full concern before asking for the start again. Finally, I talk about the power of gratitude as a growth strategy, why taking business for granted is the first step out the door, and how mutual accountability (including payment conversations) protects long-term partnerships.

If you want a closing process that feels natural, reduces anxiety, and builds trust at every step, this episode lays out the playbook. Subscribe, share with a teammate who hates “hard closes,” and leave a review with your favorite “single” that moves deals forward.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Send us Fan Mail

Imagine paper that’s stronger than what you use now, made without harsh chemicals, grown in weeks instead of decades, and ready to compost in your backyard. That’s the promise driving our talk with Ben Draper of the Hemp Paper Company, and it starts with a simple question: what if the future of packaging isn’t trees or plastic, but an ancient fiber returning at scale?

We dig into how industrial hemp differs from CBD and marijuana, and why the fiber-and-grain side matters for real-world products. Ben walks us through the lost decades—policy confusion, outdated stigma, and dismantled supply chains—that delayed hemp’s comeback. Then he maps the rebuild: partnering with mills, proving performance with high-strength paper bags and boards, and targeting cartons for brands that want premium packaging without the environmental hangover. Along the way, you’ll hear why hemp’s rapid growth and low-input processing can slash water use and chemicals, how cover-cropping helps pull toxins from soil, and why hemp paper can be recycled more times than typical tree paper, locking up carbon for longer.

The heart of the episode is circularity. Hawaii becomes a prototype for a full loop: grow hemp, decorticate locally, explore hemp-derived fuels to power processing, convert to products that either reenter the system or safely compost. We talk candidly about the pitfalls of plastic bans without composting infrastructure, the economics of early-stage materials, and creative pricing models that make adoption easier. If you care about sustainable packaging, microplastics, soil health, or practical climate wins, this conversation brings a grounded, ambitious route forward—one bag, one box, one supply chain at a time.

If this resonates, follow the show, share it with a friend who works in packaging or retail, and leave a review with one question you want answered about hemp materials next time.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Send us Fan Mail

What if the difference between a “meh” team and a winning one isn’t talent, but coaching? We explore how overlooked leaders and undervalued players create astonishing turnarounds—and what that means for building high-performing sales teams. Drawing inspiration from real sports dynasties and underdog stories, we connect the dots between culture, management, and repeatable results.

We get specific about what great managers actually do: flip the pyramid to serve the team, remove obstacles, ditch micromanagement, and make the day-to-day fun enough to sustain relentless effort. You’ll hear why role alignment matters more than raw potential, how to teach people to win by celebrating concrete progress, and why getting your hands dirty during hard weeks builds trust that no pep talk can replace. The throughline is simple: the right coaching behaviors turn good contributors into confident closers.

Then we shift to recruiting. Instead of chasing titles, we look for capacity, measurable outcomes, and the grinder mindset. We break down how to spot self-motivation, humor that eases pressure, and curiosity that compounds knowledge in complex industries. Coachability becomes the hinge for long-term growth, while undervalued candidates with something to prove bring the fire that transforms a room. Creativity—whether from artists, athletes, or builders—shows up as disciplined problem solving that moves deals forward when standard playbooks stall.

If you’re ready to build a team that loves coming to work and knows how to win, this conversation maps the path: recruit for results and drive, align roles with strengths, and coach like your job is to make everyone else’s job easier. Hit follow, share this with a manager who needs a fresh playbook, and leave a review with the one coaching habit you’ll change this week.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi

Send us Fan Mail

Hungry for an edge without a giant budget? Mike sits down with Luke LaBree, a veteran marketer and CMO at Dennis Foodservice, to map the playbook that actually moves the needle: build a foundation of quality, do the free stuff first, and tell a story that earns attention. We dig into how modern marketing really works—interest-driven feeds, platform-native content, and the agility to ride timely moments without becoming a copycat. Luke breaks down why a strong vector logo, sharp product photos, and consistent design matter more than ever, and how a small brand can look and feel premium without big-spend campaigns.

From the kitchen to the customer’s table, quality is the throughline. We make the case that takeout packaging is an ingredient—because it changes texture, temperature, and taste—and share a simple test any operator can run to protect the experience. You’ll hear why menus are shrinking, cross-utilization is rising, and how inexpensive luxuries and protein-forward items are winning in a tight economy. Convenience stores are evolving into credible quick-serve options, while focused concepts and brewpubs prove that fewer items can mean higher consistency, lower waste, and better margins.

We also unpack smart inspiration from campaigns like Burger King’s geofenced promo, then translate those lessons to local operators: study each platform’s tone, post natively, and keep your digital touchpoints at the same standard as your dining room. Finally, we demystify AI. Treat it like an intelligent assistant. Start with a real challenge, ask for pitfalls and checklists, and iterate your way to faster, sharper execution. If you care about brand, packaging, and practical marketing that works, this conversation will sharpen your next move. If this resonated, follow the show, share it with a friend, and leave a quick review to help others find it.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi