Podcast
Million Dollar Relationships
Hosted by Kevin Thompson · EN
Have you ever been introduced to a person that completely changed the course of your business or your life… so much so, that much of what you have today wouldn't be possible, if not for this person?
Each week on The Million Dollar Relationships Podcast, your host Kevin Thompson interviews successful entrepreneurs, founders, and CEOs as they share their personal stories and experience around this very question.
Your invitation is to have a seat at the head of the table as they honor and introduce you to the most valuable people in their lives and remind us that relationship capital is the most valuable asset we possess.
Each week you'll be inspired and motivated to intentionally create more meaningful, rewarding and profitable relationships in your life so that together we can make a far bigger impact in this world.
56episodes
Episodes
Newest firstAll episodes
Beyond the Success Script with Seth Streeter
Feb 2000:42:07Tap to summarizeWhat if success isn't about pushing harder but allowing yourself to be pulled toward your purpose? In this episode, Seth Streeter shares how he helps people navigate major life transitions and discover their inspired life purpose as co-founder of Mission Wealth, a wealth management firm he started 25 years ago that now manages $14 billion in assets for 4,600 families across 34 US locations. Seth has been a financial advisor for 34 years, specializing in guiding clients through major life events while helping them live more fulfilling lives through assessments across 12 dimensions of wealth. After going through divorce and the financial crisis, Seth realized he was achieving traditional success but wasn't fulfilled, leading him to spend an introspective year attending retreats, meditating, and traveling to India. In the last eight years, Seth has led purpose-driven retreats for over 2,000 people, including nine-day retreats in Bhutan where leaders trek in the Himalayas and stay with monks. Seth spoke at Davos with Deepak Chopra on conscious leadership and leads the purpose community for YPO. Seth reveals the relationship that transformed his life: Joe Bosco, owner of an Italian restaurant in Fort Collins, Colorado where Seth worked as a dishwasher through high school. When Seth was looking at colleges and his parents wanted him to attend Colorado State, Joe Bosco said "you should check out Santa Barbara, California" because he went there for horse shows. Seth had never heard of Santa Barbara but applied to UCSB because of Joe Bosco and spent 27 years there, founding Mission Wealth, having his children, serving on 10 nonprofit boards, starting sustainable future.org, and doing a TED Talk, all because Joe Bosco suggested he check out UC Santa Barbara. Seth also credits Chip Conley, founder of MEA, as a mentor who showed him how to move from his head to his heart. [00:03:40] Led Two Nine-Day Purpose Retreats in Bhutan In Asia for most of the trip Had 25 leaders in each group trekking in Himalayas Stayed overnight at monasteries, lived with monks Contemplated purpose individually, within companies, within world at large [00:04:40] Mission Wealth: 25 Years and $14 Billion Co-founded Mission Wealth 25 years ago Independent registered investment advisory firm 34 locations across US, manages just under $14 billion in assets About 4,600 families, team of 200 advisors and professionals [00:05:20] Started Leading Retreats Eight Years Ago In last eight years started leading retreats and coaching For different companies, leaders, different groups of people Takes paid time off to do it, spends vacations leading retreats About 2,000 people have gone through in-person programs [00:06:00] The 13 Inches From Head to Heart Great quote: "furthest distance many travel in lifetime are 13 inches from head to heart" As financial guy, had heart in what he did, loved helping people solve problems This work feels more intimate, more meaningful Really helping people give themselves permission to be best version of who they want to be [00:08:00] Started in Financial Services Right Out of College Right out of college, needed a job Was in student government at UC Santa Barbara, thought he'd be entrepreneur Dad was in government, mom was teacher, brother was police officer Family said "you need a job with benefits, security, and paycheck" [00:09:00] Went Through His Own Tough Journey Went through divorce, financial crisis, bumps in life Realized success script needed to be rewritten Was working hard but wasn't fulfilled, wasn't content Achieving success in traditional way materially but didn't feel fulfilled [00:09:20] The Introspective Year That Changed Everything Decided to do whole introspective year Went to retreats, read self-help books, listened to podcasts Got into meditation, went to India, did all these "woo" things That year opened up whole new framework for living [00:10:20] Push Energy vs Pull Energy As entrepreneur, had lot of push energy: building vision, growing team, charging hill Used that in Ironman, marathons, running nonprofits After personal reflection, started to adopt pull energy approach More of allowance, trusting doors close and open for reason [00:11:20] Speaking at Davos With Deepak Chopra Was asked to speak at panel in Malibu with five people Woman from Finland asked if he'd been to Davos, offered to get him in Three months before event, confirmed: Thursday with Deepak Chopra on Conscious Leadership in Era of AI Couldn't have pushed way into that opportunity, was being open and available [00:14:40] 12 Dimensions of Wealth Talk about wealth not just in financial sense but across 12 dimensions Impact families are having, quality of relationships, physical health, intellectual growth Seeing families grow true wealth feels very rewarding Lead purpose community for all of YPO [00:15:00] The Success Script and Grind Mentality Lot of people followed success script, did what they were taught Worked hard in school, career, moved through ranks or started company Rinsed and repeated grind mentality to get ahead Now 40, 50, or 60 saying "is this all there is?" [00:17:00] Woman Going Through Divorce Woman in mid-50s going through divorce Two daughters just graduated high school, going to East Coast for college Husband ended 30-year marriage right at same time From financial standpoint she was fine, but really struggling with identity [00:18:00] Converting Husband's Office Into Studio She loved working with single women's nonprofits, domestic shelters Also loved skincare, always did facials for daughters Helped her convert former husband's office into studio Became licensed aesthetician, did facials for women in community including free ones for women through tough times <p di...
Transcribe →
Healing Through Helping Others Find A Home with Scott Harris
Feb 1700:28:46Tap to summarizeWhat if buying a home isn't a transaction but a deeply emotional transition that reveals who you're becoming? In this episode, Scott Harris shares how he helps people navigate the emotional journey of finding their dream homes as the founder of Magnetic Real Estate, a boutique residential real estate brokerage in Manhattan. Scott has been a residential real estate agent in New York City for almost 23 years and has sold over $2 billion in real estate. Growing up as a child of divorce, he moved back and forth between his parents' houses approximately 500 times before turning 18, and when he started helping people buy homes, he realized he was healing the damage of being from a broken home himself. He nearly burned out in 2014 while building a team, emerging wiser with the realization that real estate is much more than a transaction. His innovative approach, The Magnetic Method, ensures clients attract homes that help them reach the fullest expression of who they're meant to be. Scott firmly believes real estate agents are doing sacred work, and he wrote "Pursue Your Home" to change the narrative around buying a home. Scott reveals the relationship that transformed his career: Howie Cusack, his mentor at a booking agency in Boston when Scott left college wanting to be in the music business while performing as a singer in a boy band acapella group. Howie took Scott on as an intern and trained him for six years, teaching him how to manage crazy artists, put complicated deals together, and navigate producing concerts and booking tours. Scott toured approximately 100,000 miles a year in an RV performing about a thousand shows opening for bands like NSYNC, working from dial-up internet as the original work-from-home person. When Scott moved to New York and got into real estate, he realized he was armed with incredible skills from Howie, plugging right into the business from day one. This foundation equipped Scott to deal with level-11 insane moments, like when a client called the night before a $7 million closing asking to borrow $350,000 in closing costs, and Scott channeled Howie's ballsy presence from when a reggae act pulled out a chainsaw demanding payment and Howie said "get your butt on stage, you know you're gonna get paid." [00:05:20] Founder of Magnetic Real Estate Boutique residential real estate brokerage firm in Manhattan, New York City Been residential real estate agent in New York for almost 23 years Serves people buying and selling real estate in New York Connects with people all over the globe [00:07:40] Child of Divorce: Moving 500 Times Child of divorce, moved back and forth between parents until age 18 Did the math: moved about 500 times between their houses Started on rental side of business in New York, felt very transactional Got into sales and got such satisfaction from helping people buy homes [00:08:00] Healing Through Helping Others Find Home Finally put two and two together When helping people find homes, also doing work to heal damage of being from broken home himself When he bought home with his wife, it was same work To have a place that's really yours changed his life [00:09:20] Helping People Through Tough Things One of first sales: helping older Italian woman who was divorcee find home after bad divorce Got call from estate attorney representing Maurice Sendak's estate (wrote "Where the Wild Things Are") His estate went to serve organizations that helped kids Satisfying to know they were helping many people when they sold the apartment [00:12:00] Real Estate Agents Are Doing Sacred Work Firmly believes real estate agents are doing sacred work, really important work Some of most important work there is If people change the way they think about themselves and what they're doing, changes whole tenor Need to bring whole self into relationship with buyers and sellers [00:15:20] Started in Music Business as Intern When first left college, wanted to be in music business Also was singer and performer Got job as intern at booking agency (represents bands or talent buyer like clubs/colleges) Introduced to Howie Cusack in Boston [00:16:00] Learning to Sell Bands and Put Tours Together Real estate is competitive and hard, but go try to sell bands to bookers at clubs Or to college kids probably smoking weed half the time on phone calls Really hard to put tours together for bands Had amazing mentor in Howie, worked together for better part of six years [00:16:40] Producing Concerts is Multifaceted Producing concerts is so multifaceted Putting bands on road, booking tours, all those things All skills from working with Howie influenced way he plugged right into real estate business Right out of the gate, made huge impact on his life [00:17:40] Touring 100,000 Miles a Year Working phones from RV while doing 60,000 or 100,000 miles of touring a year Really grateful to Howie for making huge impact Had RV, went all around country performing at venues Boy band version of acapella group (like contemporary Pentatonix) with beatbox [00:18:20] Opening for NSYNC and Doing 1,000 Shows 23 to 24 years ago Opened for bands like NSYNC Did about 1,000 shows together when he was there Credits experience for making him appreciate giving back [00:18:40] Everyone's Got a Story Been to so many little towns: upstate New York, Indiana, Ohio, eastern seaboard, California Meet people living their lives, get to know them Everyone's got story to tell What's their superpower? Everybody's got something they're uniquely awesome at [00:21:00] The $7 Million Townhouse Crisis Represented songwriter (very well known, wrote popular songs in 60s and 70s) Made a lot of money, but also crazy deal maker Night before buying $7 million townhouse, calls Scott Even though told him 50 times about closing costs, didn't register he'd have to spend $350,000 [00:22:00] Get Your Butt On Stage Howie looks him right in eye: "Get your butt on stage. You know you're gonna get paid. Get outta my face with that" <li dir="lt...
Transcribe →
The Extraordinary in the Ordinary with Dr. Lani Jones
Feb 1300:24:09Tap to summarizeWhat if the extraordinary results you're chasing are hiding in the ordinary daily tasks you're overlooking? In this episode, Dr. Lani Jones shares how she helps mid-career professionals navigate the "what's next?" question through psychology-informed business coaching. Lani is a clinical psychologist who works in the leadership space, doing one-on-one coaching with professionals asking "I've checked all the boxes, where do I go from here?" while also working with organizations on culture and clarity. She started her career in a hospital setting as part of an interdisciplinary team before opening a private practice, but COVID became the unexpected catalyst when evaluation needs dropped while therapy demand skyrocketed, and she began working with entrepreneurs and executives on leading through crises and balancing professional ambition with caregiving. Lani's innovative approach centers on deep-dive calendar audits that reveal what's truly important versus what's done out of obligation, helping seasoned professionals reclaim agency they've forgotten they have. Her biggest win was helping a C-Suite executive who achieved her life's goal but was miserable, and after 18 months she was loving work again simply by claiming her agency and rebuilding her calendar. Beyond her professional achievements, Lani champions the motto "the extraordinary abides in the ordinary." Lani reveals the relationships that transformed her business: three powerhouse women she met in a mastermind group for testing psychologists around 2018-2019, who after the mastermind ended gelled so deeply that one said "I think we need to meet in person," leading to yearly gatherings where they show up so vulnerably that if two end up in the same city there's a text guilting the others to fly in even for 36 hours. These women became her biggest champions who championed her pursuit of coaching saying "pursue this, it's okay to transition out of clinical work," and because Lani had all her cheerleaders behind the scenes giving her business advice while personally supporting her, she could show up powerfully for an early coaching client, a founder drowning without systems who couldn't afford mentorship. She worked with her pro bono, introducing her to key people and helping her handle burnout, leading to Lani's realization that it wasn't just about these three women but about the broader relationship ecosystem she'd built over years where she could say "let me share my people with you." [00:03:20] Clinical Psychologist in Leadership and Business Space Works as consultant and coach with mid-career professionals One-to-one coaching with those asking "what's next? I've checked boxes, had success—where do I go from here?" Works with organizations and leadership teams on culture, clarity, evaluation procedures Does workshops and trainings [00:04:20] Started Career in Hospital Setting Worked with variety of medical professionals as part of interdisciplinary team Focused on diagnostic side: evaluation and testing Moved to opening private practice during COVID [00:04:40] COVID Changed Everything By happenstance started working with group of entrepreneurs and executives Covering topics: leading through pandemic, going through reorg while dealing with divorce Climbing corporate ladder while being caregiver at home Talking about dual roles [00:05:00] Merging Business and Psychology Being business owner herself, loved talking all things business Using psych expertise to address people-related challenges Coaching was way to merge love of both business and psychology Help people maximize impact and show up as best selves in all spheres [00:05:40] The Need Shifted Dramatically Stay-at-home mandates, children in schools at home Need for evaluations drastically dropped off Need for therapy greatly increased What she'd been doing totally unexpectedly shifted [00:07:40] C-Suite Client Success Story Woman came to her, been in C-Suite about a year C-Suite was her entire goal—everything she'd done was for this Year in, I was not very happy, asking "is this it? Is this what it's supposed to feel like?" Crisis moment: "What do I do now?" [00:08:20] Deep Dive Calendar Audit First step with all clients: calendar audit Can say such and such is important, but calendar reflects what truly is Spend week or two doing deep dive: mindless scrolling, transport times, all the things Start peeling back layers in all spheres [00:08:40] What's on There Out of Obligation? What's under obligation or guilt? What did you really want to say no to but said yes to? Seasoned professionals often forget how much agency they have in a situation [00:09:00] The Big Win: Nothing Externally Changed By end of their time together, she was really loving things again Nothing significantly changed externally: same role, two elementary age kids, married Started claiming her agency, taking more control Peeling away guilt and "shoulds" [00:09:40] Rebuilding Calendar to Bring Life Rebuilt calendar to things that brought her life, things she wanted to say yes to Even within job position, had more flexibility than she was claiming Structured schedule to maximize deep think time Had flexibility in when and how she was taking meetings [00:12:40] Met in Mastermind Group When first starting practice, sought out business mentor Was in mastermind group—all testing psychologists in private practice Very specific niche, all virtual across the country [00:13:00] Four Women Really Gelled Together At end of mastermind, herself and three women really gelled One said "I think we need to meet in person" Met up in person number of years ago for first time Have yearly gathering somewhere in world, one plays host [00:13:20] Guilting Each Other to Fly In If two end up in same city, there's text message Guilting other ones to fly in even for 36 hours to be with them Powerhouse business owners [00:13:40] Biggest Champions and Cheerleaders Been some of her biggest champions and cheerleaders...
Transcribe →
Broken Hearts and Compassionate Persistence with Jeanne Foot
Feb 1000:31:29Tap to summarizeWhat if we don't know what to do with broken hearts the way we know what to do with broken bones? In this episode, Jeanne Foot shares how she helps individuals and families navigate mental health, addiction, and trauma recovery through The Recovery Concierge. Jeanne is the founder of this boutique mental health, addiction, and trauma navigation agency that provides innovative concierge services tailored to unique needs of individuals, families, and the entertainment industry. With a focus on mental health and addiction recovery, her team's holistic approach encompasses assessments, counseling, and continuous support, ensuring a comprehensive pathway to sustainable recovery. Her journey into this work wasn't by choice - it chose her. Growing up in 1960s London with childhood trauma, sexual abuse, and the death of her baby sister, Jeanne fell into substances at a young age as her only tool for emotional regulation. After getting sober and spending seven years frozen in emotional pain, she had an epiphany: no one's coming to save you. She dove into everything from peak performance to trauma healing, creating the proprietary method she uses today with clients. Jeanne reveals two relationships that transformed her: her father, who mentored her in the family insurance business in her early twenties when she didn't want to go to university, teaching her that sales is about guiding people through a process (not coercing them), that you win on price but lose on price, and instilling values of ethics, integrity, kindness, vulnerability, and transparency that shape everything she stands for today and carry through to their third-generation family business; and Dr. Anthony Levitt, Chief of Brain Sciences at Sunnybrook Hospital in Toronto with over 10,000 employees, a brilliant psychiatrist who gave agency to people who weren't clinically trained, wanting to learn from lived experience rather than taking a top-down approach, asking Jeanne to chair a grassroots pilot program in 2012 that has now served thousands of families and become a leader in the industry both nationally and internationally, and who admitted "we're failing people, we need to do better" when others would hide that they don't know what to do. [00:04:20] Founder of The Recovery Concierge Boutique mental health, addiction, and trauma navigation agency Matches people to right services and bespoke treatment plans Uses invitational, compassionate, non-stigmatizing approach to intervention Been doing this work 30 years informally, 15 years professionally [00:05:40] Growing Up in 1960s London "Children should be seen and not heard" environment in middle class family Baby sister died when Jeanne was four years old Stepbrother sexually abused her, grew up with tremendous trauma Fell into substances at very young age as only coping mechanism [00:06:40] The Critical Juncture: Seven Years Sober Seven years into sobriety, thought "if this is all my life's gonna be, I don't want any part" Frozen in her body, life picture perfect on outside but empty inside In so much emotional pain despite having everything externally [00:07:20] The Epiphany: No One's Coming to Save You Had an epiphany: "There's no one who's coming to save you. You better figure this out yourself" Dove into everything: peak performance, emotional healing, trauma, addiction, mental health Created proprietary method mixing optimal tools that became foundation for her work [00:08:20] Her Children: The Catalyst for Change Children became more important to her than herself Wanted to do things differently than her family had done Made sacrifices in her early thirties (early 1990s) to choose them [00:09:40] The Volunteer Visit That Changed Everything Looking for place to volunteer, wanted to be of service and reduce suffering Someone pointed her to Sunnybrook Hospital in Toronto Had no idea what she was doing, just felt she wanted to help [00:10:00] The Town Hall Meeting with Dr. Anthony Levitt Met Dr. Anthony Levitt, Chief of Brain Sciences at Sunnybrook Hospital (10,000+ employees) He was examining why parents were taking children to US for mental health treatment Parents shared their stories, Dr. Levitt said: "We're gonna do something about this right now" [00:10:40] Building the Plane While Flying It Dr. Levitt asked Jeanne to chair the pilot program Lived experience informed program with clinical expertise Did everything: secured philanthropy funding, hired people, visited every stakeholder, defined metrics [00:11:20] He Gave Us Agency Dr. Levitt gave them agency despite being brilliant psychiatrist Felt he could learn from people who had been in trenches and failed by system Jeanne worked across from him 30 hours a week for free because so in love with the work [00:13:00] We Don't Know What to Do with Broken Hearts Know what to do with broken hearts (cardiology) or broken bones Don't know what to do with broken hearts (emotional)—very nuanced, non-prescriptive process Need to meet client where they're at, not use top-down approach [00:14:20] Rapport Is Number One Indicator of Success Rapport is #1 indicator of success, not therapeutic expertise If you don't have rapport with someone, you can't go anywhere Client from 40 years ago still calling because of implicit trust: "I've got my people" [00:16:00] Learning from Her Father First person who changed her life was her father His ethics, sense of humor, values shaped who she became Father was fantastic mentor when she joined family insurance business in 1980s [00:17:00] Sales Is About Guiding People in a Process Father taught her sales is about guiding people, not coercing them Showing them a process: either they want it or they don't He taught her about ethics—have to have benchmark of morality in business [00:19:20] Third Generation of Client Relationships Into third generation with client acquisitions in insurance business Values come from within structure of family and organization Clients saying: "We've been dealing with these people for long time, continue that" Father's lesson: "You win on price, you lose on price" [00:22:40] Dr. Anthony Levitt: Beautiful Humility Gave agency to people w...
Transcribe →
Being a Charity Banker with John Bromley
Feb 600:36:43Tap to summarizeWhat if charitable giving opens you up to a new world of purpose and meaning you didn't know you had access to? In this episode, John Bromley shares how he helps donors navigate and participate comfortably in the giving world as a "charity banker." John is the founder and CEO of Charitable Impact, Canada's first fully online donor-advised fund, which has facilitated over $1.5 billion in charitable donations since its inception in 2011. Growing up in a family deeply engaged in philanthropy, John was inspired by his father, renowned charity lawyer Blake Bromley, to pursue a career in creating impact. He began in corporate finance with PwC and RBC Capital Markets before transitioning to the charitable sector in his mid-to-late twenties, where he recognized the need for a simpler, more effective giving platform. John's innovative approach has earned him recognition as a TEDx speaker, a "Forty Under 40" honoree, and recipient of the CEO Community Leadership Award. Committed to cultivating generosity, John continues to empower individuals and organizations to make meaningful change through philanthropy. Beyond his professional achievements, he is a dedicated community leader, soccer coach, and proud father of two. John reveals the relationship that transformed him: his father Blake Bromley, one of the global pioneers of charity law and finance in Canada, who taught John everything he needed to know to become a charity banker not through formal education but through osmosis during car rides to sports games every weekend, where John thought he was tuning out boring workplace talk but was actually absorbing years of expertise that no textbook could teach, leading to John's realization in his late twenties that his dad possessed unique knowledge that became the foundation for Charitable Impact and John's ability to help donors go from thinking about $200,000 gifts to creating private foundations with $15 million. [00:05:00] I'm a Charity Banker Acts like private banker to donors (individuals or organizations) Gives access to knowledge about how to go about giving Brings tools and team members to help Founder and CEO of Charitable Impact (donor-advised fund) [00:05:40] How a Charity Bank Works People give money in, get tax receipt right away Can determine how to use those charity dollars to create impact they want Role is entrepreneur who founded it, gives vision and mission There because people with great hearts, minds, deep wallets never had anywhere to go for neutral advice [00:06:40] Inspired by Seeing Others Become Inspired Charitable giving opens people to new world of purpose and meaning About investing time, talent, and money into things you care most about Having impact with your time, talent, and money Coached soccer for years, grateful for opportunity to do it [00:07:40] Getting More Out Than You Put In Really good donors get more out of it than they think they put in First time doing anything, you're not gonna be whiz kid Takes time and focus People who learn to have joy and gratitude become best donors [00:10:40] Making Intentional Giving Part of Everyday Life Vision at Charitable Impact: make intentional giving part of everyday life Quantum of money isn't as important Type of cause they choose isn't important to him Like banker shouldn't care what specific stocks someone chooses [00:11:40] From Sporadic to Intentional Giver Inspired when someone goes from not being giver to proactive giver From only reacting to being asked for money to building giving into their life Whether using time, talents, and/or money Like fitness banker trying to get people off couch [00:14:00] Be Open to Help Blessed to have had many encounters with people who had material impact If talking to younger self: you've gotta be open to help and feedback Don't have to accept it all, but have to listen to it One person stands out head and shoulders above everyone else [00:14:40] Didn't Recognize Until Almost 30 Key mentor in his life was his father Didn't recognize dad played that role until almost 30 Not just because dad was good dad who loved and nurtured him Where do you learn what you need to know to become a charity banker? [00:15:20] One of Two Serious Pioneers Father was one of arguably two serious pioneers of charity law and finance in Canada In charity nerd community (very small), dad is known globally He's one of global experts in the space Here he is, just my dad [00:16:00] The Career Change Conversation Graduated university, started in corporate finance and investment banking Left after several years, not being culture fit Started interacting with dad about changing career mid-to-late twenties Accidental pathway led to realizing dad knows stuff you can't read online [00:17:20] Learning from Osmosis Played ton of sports growing up, every weekend dad took him to games Dad yapping about charity stuff going on in his workplace John thinking: in one ear out the next, boring Now realise: how much did I learn from osmosis? [00:19:20] The $15 Million Superpower Dad's superpower: donor comes in thinking $50-100K, maybe $200K Two months later, leaving with private foundation with $15 million in it Rooted in relationship development and expertise John has had few scenarios where this happened [00:20:20] Seeing Beyond the Barriers People come in wanting to make giving part of how family does things Starting with what sounds like relatively low money Shifting how they think about it, making large structured contributions Growth mindset in philanthropic advisory space [00:22:40] Increasing Access to Participation Mission: increase access to participation in and benefit people feel from giving <li...
Transcribe →
Breaking Free from the Sales Trap with Steve Caton
Oct 21Tap to summarizeWhat if saying yes to significance over money could unlock a decade of impact and lead you to build the business you were always meant to create? In this episode, Steve Caton, founder of Altezza Solutions and fractional sales expert, shares his remarkable journey from rejecting his banker father's career path to becoming a champion for trapped founders. Through four pivotal relationships, each arriving at exactly the right moment, Steve learned the art of relational sales, the discipline of the sales process, the courage to choose significance, and the confidence to finally launch his own company. His mission? Freeing brilliant founders from the sales trap so they can lead their vision while spending more time at the dinner table with their families. Steve reflects on how the right mentors at the right time shaped his career and why he believes the fractional sales model is a game-changer for emerging growth companies stuck between $1-5 million in revenue. [00:06:00] What Altezza Does Altezza = Italian word for "altitude" (inspired by Colorado living) Provides fractional sales expertise AND execution Frees brilliant founders trapped doing sales instead of leading their vision Allows business owners to focus on what truly matters: building their extraordinary future [00:06:40] The Sales Trap is Real Emerging growth businesses started by visionary innovators Founders know they need to stop selling but don't have the framework Can't attract top-tier salespeople without proper sales infrastructure Hiring inexperienced or commission-only reps almost always fails [00:08:20] The Innovator's Journey Steve discovered he's wired as an innovator and starter Thrives in early-stage growth companies ($1-5M revenue range) Gets restless when companies become routine without innovation Spent career helping companies bring in their first real salesperson [00:11:00] The COVID Pivot Waited until last son graduated college to start the business Launched during COVID pandemic, initially seemed like bad timing Actually worked in their favor: remote work became normalized Altezza operates 100% remotely, selling remotely [00:12:00] The Sweet Spot Client Professional services or technology firms $1-5 million in revenue range Founder still trapped in the sales motion Highly relational, consultative sales needed Can sell remotely without boots-on-the-ground [00:13:00] Three Service Models Do It Yourself: Client has sales infrastructure, just needs the right salesperson Done With You: Some documentation exists, needs tweaking and 90-day support Done For You: Everything lives in founder's head, must extract, document, and build systems [00:14:40] Beyond the Numbers Stories of 40% sales increases and doubled revenue matter But the real win: founders getting home for dinner more often Client's wife thanked their salesperson: "My husband is home for dinner way more" Freedom founders dreamed of when starting their business [00:17:40] Four Pivotal People [00:18:40] 1. His Dad: The Passion Banking and finance background Ton of passion, drive, fire, and energy Steve internalized that drive but knew banking wasn't his path Couldn't envision putting on a suit and tie every day [00:19:23] 2. David: The Relational Sales Master Left high-paying pharmaceutical job to start real estate company Invited Steve to get real estate license and sell with him 10 years older, taught Steve everything about relationship-driven sales How to build rapport, ask open-ended questions, and shut up and listen Made way more money in real estate than he would have in banking [00:22:11] 3. Doug Sherman: The Process Guru Held record for highest math score on Air Force Academy entrance exam Sales consultant for companies like Boeing Helped Boeing overcome getting "their butt kicked by Airbus" Game changer: Taught Steve about sales PROCESS for the first time [00:25:24] 4. Jerry Melek: The Significance Prophet Grandfather of kid on Steve's son's football team Career counselor and recruiter with strong faith Steve at crossroads: high-paying jobs vs. low-paying significant opportunity Jerry's challenge: "You told me you wanted significance. This is black and white. Which job is about significance? If you care about significance and not money, this is a no-brainer." Hit Steve right between the eyes, he was too fearful to do what he felt led to do [00:29:00] 5. Don Martin: The Business Leadership Mentor Former Century 21 executive team member Gave Steve the tools to actually LEAD a company and be a business owner Helped Steve see he wasn't launching Altezza because of fear "God created you for this moment: see it, own it, have faith, take the step" <li dir="ltr" st...
Transcribe →