The Foundr Podcast with Nathan Chan

Episode 616: (Solo) 5 Honest Business Lessons I’m Taking Into 2026
Release Date: December 23, 2025

Episode Overview

In this reflective solo episode, Nathan Chan, CEO of Foundr, shares five of the most impactful and honest business lessons he’s learned from his experiences in 2025. Drawing inspiration from end-of-year reflections done by others in the entrepreneurship space (notably Alex Hormozi), Nathan breaks down key realizations that have shaped his mindset and approach as he looks ahead to 2026. His insights cover customer relationships, the power of AI, confronting avoidance, negotiation strategies, and embracing patience.

Key Discussion Points & Insights

1. Repeat Customers Are The Foundation of Real Business

Timestamp: 01:37

• Core Message: "If you don't have repeat customers, you don't have a business, you have a promotion."
• Nathan references advice from John Paul DeJoria (Paul Mitchell, Patron), recalling the quote:
  “The real money is in the second sale.”
• Emphasizes that a business should aim for profitability each month without relying on new customers.
• All Foundr’s products, campaigns, and content are now evaluated by the metric:
  Does this build a long-term relationship, or is it just a spike?
• Reflection: Short-term wins are “a leaky bucket.” Repeat business creates sustainable growth.

2. AI & Automation: Not A Trend, But A Superpower

Timestamp: 03:27

• Core Message: Integration of AI is essential, not optional, in building a competitive and scalable business.
• Nathan explains new AI-powered initiatives at Foundr, including custom GPTs for internal coaching, SOP creation, sales, data analytics, and even building a tool to find trending products.
• Notable quote:
  "I didn't even realize just how easy it is to build software now. It is crazy."
• “Don’t default to hiring; see if you can automate or use AI first.”
• Plan for 2026: Foundr will double down, create a dedicated AI/automation arm, and leverage existing tools (like HubSpot) far more aggressively.

3. Stuck? Identify What You’re Avoiding

Timestamp: 05:53

• Core Message: Stagnation is often rooted in avoidance—usually not of tasks, but fear (e.g., failure, rejection, tough conversations).
• Nathan shares personal growth from high performance coaching: “The bottleneck in most businesses isn’t strategy, it’s the founder avoiding what needs to be faced.”
• Discusses Harvard’s "Immunity to Change" framework—many entrepreneurs claim they want to grow, but hidden fears create competing commitments.
• Reflection strategies:
  • When stuck: Ask, “What am I avoiding and why?” instead of just, “What should I do?”
  • Real breakthroughs come from unblocking psychological barriers, not just doing more.

4. Negotiation: The Power of Being Willing to Walk Away

Timestamp: 09:32

• Core Message: “If you’re prepared to walk away, you have the negotiation from power, not panic.”
• 2025 brought challenging negotiations at Foundr; success came from detachment and discipline.
• Applies to deals, hiring, partnerships, and choosing opportunities.
• Energy to bring into 2026:
  “Be clear on what you want, but never be desperate to get it.”
• The ability to walk signals strength and typically leads to better outcomes.

5. Pressure & Patience Build Success, Not Overnight Wins

Timestamp: 11:05

• Core Message: Sustainable business growth is slow and iterative—what works doesn’t work immediately, and impatience is the enemy.
• Nathan admits:
  “Nothing that worked for us in 2025... worked immediately.”
• Warns against the trap of cycling through new initiatives too quickly (“relentless optimism,” followed by giving up once it gets hard).
• New approach:
  • Strong patience, data-backed decision making
  • “Plan for the worst and hope for the best.”
  • Everything takes double the time you think it will.
• Key reflection: Ask yourself what you’re building that lasts, what fears might be holding you back, what systems multiply your effort, and what opportunities you’d walk away from.

Notable Quotes & Memorable Moments

• Nathan Chan, on building for repeat business [01:56]:

  “Imagine if your business, on the first day of every month, you didn’t even need one new customer to be profitable. That’s what [John Paul DeJoria] has built… It’s all about the repeat business.”

• On AI as a necessity [04:48]:

  “If you are not integrating AI into your business right now… you are falling behind.”

• On facing fears [07:07]:

  “When you unblock that thing and find out what the internal fear is... and even just shining a spotlight on it... it is so incredibly powerful.”

• On negotiation [09:47]:

  “When you walk into a deal, if you’re prepared to walk away, you have the negotiation from power, not panic.”

• On patience [12:25]:

  “Sometimes the breakthrough isn’t the idea. It’s your willingness to stay in it long enough to let the idea work.”

Key Timestamps

| Timestamp | Topic / Quote | |-----------|----------------------------------------------------| | 01:37 | Repeat customers as a business foundation | | 03:27 | AI and automation as critical for growth | | 05:53 | Getting unstuck by confronting what you’re avoiding| | 09:32 | Negotiation: Detachment and discipline | | 11:05 | Success through pressure and patience |

Conclusion & Takeaways

Nathan closes by urging listeners to reflect as they head into 2026:

• Focus on building businesses that last, not just short-term wins
• Don’t let fear and avoidance block your growth
• Embrace AI and automation as a core part of your strategy
• Be prepared to walk away in negotiations and opportunities
• Approach all growth with patience and data, expecting it to take longer than planned

[14:37] Nathan invites listeners to connect and submit future topic ideas via Instagram (@Nathan Chan), and ends with a hopeful outlook:
“Let’s keep building together. I’ll see you in the new year. Can’t wait to make 2026 my best year yet.”

Recommended For:
Entrepreneurs at any stage seeking honest, actionable advice for business growth, mindset, and sustainability.