Jon sits down with Christian Ruf to discuss why labor-intensive small businesses need both affordable global talent and battle-tested leaders who thrive in chaos.
Christian’s specialty is recruiting former military personnel. He’s not just thanking veterans for their service, but also solving a specific problem for lower-middle-market companies stuck between drowning in operations and being unable to afford a $250K president.
Christian personally experienced the ego death necessary to understand what small business operators actually need. After all, he’s flown helicopters in special operations and power-washing patios for country music stars, earning more than $20/hour. All drawn from real and raw on-the-ground experience!
Jon and Christian distinguish between two hiring categories. First, the premium tier: former special forces operators with MBAs commanding $180-250K as COOs and presidents.
But the real volume, and arguably bigger impact, sits in the second category: former company commanders earning their undergrad at state schools, serving 5-7 years, then spending a few years discovering they hate wealth management. These leaders command roughly $10K/month and provide asymmetric value to small business owners who need someone to "just run the show."
Only 1 of 55 placements had industry experience. Operators need to read between the lines of a resume to find these guys and girls. A pilot who flew night missions at 300 feet over Syria while being shot at can probably manage restaurant operations. The military community provides a translated skill set that small business owners struggle to evaluate: leadership under chaos, accountability systems, and the ability to link strategic intent to tactical execution.
TIMESTAMPS:
(01:23) From Special Operations Helicopter Pilot to Small Business Operator
(05:42) The Handyman Ego Death: Power Washing Investor Patios
(10:17) Strategic Partnership: 50% Off Executive Recruiting for Sagan Members
(13:35) Two Categories of Military Hires: Upper vs Lower End
(15:07) Category One: Special Forces + MBA = $180-250K Leadership
(20:56) Why Industry Experience Doesn't Matter
(22:20) Category Two: The $10K/Month GM Who Just Runs the Show
(31:50) Translation Services: Flying at 300 Feet Over Syria vs Restaurant Stress
Stay connected for more insights and strategies by following:
Jon: @MatznerJon on X and at lazyleverage.beehiiv.com
Peter: @pslohmann on X and at peterlohmann.com
