Above The Business

What's the ultimate dream outcome for every small business owner? In this episode, Bradley breaks down why he believes every entrepreneur should be working toward a profitable, million-dollar-plus business that runs and grows without them - and challenges you to define what YOUR specific dream outcome looks like.Key TakeawaysThe Dream Outcome FrameworkA profitable, million-dollar-plus business that runs and grows without you1. ProfitableMinimum threshold: 10% net profit.Target range: 25% net profitability.Growth strategy: Some businesses can scale to 30% over 5 years (1% improvement annually).Why it matters: Profitability funds reinvestment for future growth (hiring, marketing, equipment, facilities).Key insight: "Profitability is a prerequisite for growth" - Craig Groeschel.2. Million-Dollar MarkThe reality: 91% of businesses never cross $1M in top-line revenue.Business survival: 96% don't see their 10th birthday.The advantage: Once you hit $1M, scaling to $2M happens in 25% of the time it took to reach the first million.Financial freedom: $1M business at 25% profit = $250K + your salary.3. Runs and Grows Without YouFoundation: Must run on an operating system outside of you.Test: Can you take a month-long trip to Europe without being tied to the business?Ultimate goal: Business doesn't just maintain - it actually grows while you're away.Critical Business InsightsThe Entrepreneurial Myth (E-Myth)Being great at your craft ≠ being great at business ownership.Examples: Great insurance agent ≠ great agency owner.The shift: Learn to be a business owner first, then you can master the technical side.The North Star ConceptYour dream outcome is something you navigate by, not necessarily to.Use it as directional guidance for decision-making.Break it down: 3-year goals → 1-year goals → 90-day actions.Goal Setting FrameworkDefine your ultimate dream outcome.Set 3-year targets.Plan this year's objectives.Focus on next 90 days.BONUS: We are working through this LIVE on June 24th, 2025 at 10 AM CST and you can join us when you register at https://intensive.blueprintos.comReflection QuestionsWhat's YOUR specific dream outcome?Is it a revenue number? Profit target? Personal income goal?How much freedom and flexibility do you want?What would you add to or change about the standard framework?Why did you get into business in the first place?Action ItemsGet specific: Write down your actual dream outcome (avoid "I want more").Set measurable targets: Include specific numbers for revenue, profit, and personal goals.Plan backwards: From dream outcome → 3 years → 1 year → 90 days.Assess current state: How profitable is your business right now?System audit: What needs to change for your business to run without you?Key Statistics91% of businesses never cross $1M in revenue.96% of businesses don't survive 10 years.Target profit margins: 10% minimum, 25% optimal.First million is always the hardest to achieve.Quote of the Episode"The reality is many of you didn't get in business to own your job. You got in it to own a business. Learning how to be a business owner is vastly different than learning how to be good at whatever it is that you do." - BradleyNext Steps: Take 10 minutes today to define your specific dream outcome. Be detailed. Be ambitious. Then start planning backwards from there.Connect: Join Bradley & business owners like you to strategize how to reach your dream outcome at our live workshop, The Quarterly Q2 ➡️ Q3, on June 24th at 10 AM CST when you register at https://intensive.blueprintos.comThanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions. More money & more freedom: that’s what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.

Today on the podcast, we welcome back listener favorite Andrew Filar! Andrew is a Managing Partner and CEO at Marilyn Todd Insurance in Atlanta, GA. He has successfully grown his agency from $0 to $30 million in premiums in under 5 years and now helps other insurance professionals achieve similar growth.In this episode, Bradley and Andrew discuss three major themes for insurance agency growth: audience building in the AI era, evolving marketing strategies, and solving industry staffing challenges. Andrew provides both high-level strategic insights and actionable tactics for immediate implementation.Andrew emphasized the complexity of modern attribution: customers might see a referral, then a Facebook ad, then Google search before calling - making it difficult to track the true source of leads. He also references how his agency has implemented mandatory referral requests on every customer interaction, recognizing that referrals often don't get attributed correctly even when they drive significant business.Actionable TakeawaysImplement Full-Funnel Marketing: Don't rely on single tactics - integrate calling, email, retargeting, and direct mail.Focus on Local Audience Building: Invest in building authentic local presence and relationships.Measure What Matters: Track both individual tactic performance and overall cost-per-acquisition.Systematic Referral Requests: Make asking for referrals a standard part of every customer interaction.Invest in Training: Focus on developing talent rather than just trying to hire experienced professionals.Save your seat at The Quarterly on June 24th!Ready to build your business by design? The Quarterly is a free, live Zoom workshop happening June 24th at 10 AM CST that's designed to give you the clarity and structure you need to move your business forward—without the usual overwhelm. Register For The Quarterly: Q1 ➡️ Q2In just one 2-hour session, you'll wrap up Q2 with confidence, get your Q3 targets 50-75% DONE, and build serious momentum for the rest of the year. You'll also receive a comprehensive workbook packed with quarterly planning templates, time management tools, and an after-action review to keep you on track. Register For The Quarterly: Q1 ➡️ Q2This isn't just another webinar—it's real, focused planning time using the BlueprintOS 5-step process that helps business owners like you create results. No fluff, no wasted time—just a game plan that works. Register For The Quarterly: Q1 ➡️ Q2 at https://quarterly.blueprintos.com.Don't let another quarter slip by without intentional planning. Save your spot today at quarterly.blueprintos.com and take the next step toward becoming the architect of your business rather than just staying stuck as the rainmaker.It's not too late to make the most of 2025.Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions. More money & more freedom: that’s what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.

In the final episode of the five-part Scale Milestones series, Bradley explores the fifth and final milestone in the journey from Rainmaker to Architect: developing efficient operations with an operating system (OS). He uses the analogy of upgrading from "Windows 95" to illustrate how business owners must transition from being the operating system themselves to building a separate, documented system that can run independently.Key TakeawaysAn operating system is tangible, not conceptual - you should be able to point to it physically or digitally.The transition from owner-as-OS to independent OS is crucial for scaling beyond $1M.Documentation is essential - systems and processes must be written down and accessible.The goal is a business that runs and grows without the owner - true independence.This milestone represents "arriving" as the architect of your business rather than just the rainmaker.The Scale Milestones Framework (S-C-A-L-E)S - Sustainable revenue (getting to $1M, then path to $3M).C - Consistent growth and profitability (Rule of 40).A - Away time (minimum 12 weeks off per year).L - Leverage (executive assistants and AI tools).E - Efficient operations with an OS.Save your seat at The Quarterly on June 24th!Ready to build your business by design? The Quarterly is a free, live Zoom workshop happening June 24th at 10 AM CST that's designed to give you the clarity and structure you need to move your business forward—without the usual overwhelm. Register For The Quarterly: Q1 ➡️ Q2In just one 2-hour session, you'll wrap up Q2 with confidence, get your Q3 targets 50-75% DONE, and build serious momentum for the rest of the year. You'll also receive a comprehensive workbook packed with quarterly planning templates, time management tools, and an after-action review to keep you on track. Register For The Quarterly: Q1 ➡️ Q2This isn't just another webinar—it's real, focused planning time using the BlueprintOS 5-step process that helps business owners like you create results. No fluff, no wasted time—just a game plan that works. Register For The Quarterly: Q1 ➡️ Q2 at https://quarterly.blueprintos.com.Don't let another quarter slip by without intentional planning. Save your spot today at quarterly.blueprintos.com and take the next step toward becoming the architect of your business rather than just staying stuck as the rainmaker.It's not too late to make the most of 2025.Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!Autopilot Recruiting helps small business owners solve their staffing challenges by taking the stress out of hiring. Their dedicated recruiters work on your behalf every single business day - optimizing your applicant tracking system, posting job listings, and sourcing candidates through social media and local communities. With their continuous, hands-off recruiting approach, you can save time, reduce hiring costs, and receive pre-screened candidates, all without paying any hiring fees or commissions. More money & more freedom: that’s what Autopilot Recruiting help business owners achieve. Visit https://www.autopilotrecruiting.com/ and don't forget to mention you heard about us on the Above The Business podcast.

Marketing expert Seth Greene joins host Bradley Hamner to share powerful strategies for small business owners looking to elevate their operations beyond day-to-day tasks. From his unique journey as a musical theater student turned marketing authority, Seth reveals how direct response marketing principles can transform businesses and why understanding your target market is crucial for sustainable growth.Seth Greene is the founder of Market Domination LLC, a direct response marketing agency he's operated for 18 years. He co-hosts the Sharkpreneur podcast with Kevin from Shark Tank and transformed his own career using Dan Kennedy's marketing principles, going from last-ranked advisor at a Fortune 500 company to top 30 nationwide in just two years.Seth emphasizes that successful marketing starts with a fundamental principle from Dan Kennedy: "The business that can spend the most to acquire a customer wins." This shifts focus from traditional brand building to measurable, direct response marketing that delivers trackable results.Understanding Your Target MarketThe conversation highlights the critical importance of knowing where your audience spends their time. Seth advises business owners to "fish where the fish are" by selecting marketing platforms based on actual audience demographics rather than personal preferences or popular trends.Self-Liquidating Offers (SLOs)One of the most powerful strategies discussed is the concept of getting paid to acquire customers through Self-Liquidating Offers. This approach allows businesses to offset customer acquisition costs while building their customer base.The Trust ChallengeSeth addresses the modern marketing challenge of decreasing consumer trust and longer sales cycles. He stresses the importance of middle-funnel nurturing processes and fixing operational issues before scaling lead generation efforts.Lead Magnets That WorkThe discussion covers creating effective lead magnets that are "useful but incomplete" - providing genuine value while naturally leading prospects toward your paid offerings.Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

In this fourth installment of the five-part "Scale Milestones" series, Bradley explores the critical importance of leverage in business through executive assistants and AI tools. He emphasizes how business owners can "buy back their time" to focus on high-value activities that truly grow their businesses.The Three Dimensions of Business OwnershipBradley references Michael Gerber's "The E-Myth" and expands on the concept with three dimensions:In the business - Day-to-day operationsOn the business - Strategic planning and developmentAbove the business - Higher-level perspective and visionExecutive Assistants: From Luxury to NecessityBradley's Core Philosophy:"If you don't have an EA, you are one and you didn't start your business to be an EA."Recommended Resources"Buy Back Your Time" by Dan Martell - Bradley's top 5 most recommended books"The E-Myth" by Michael Gerber - Referenced as inspiration for the podcast nameVarious AI tools and subscriptions (Bradley stays current with cutting-edge options)Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

In this episode of Above the Business, host Bradley Hamdier speaks with Zach Mercurio, author of "The Power of Mattering: How Leaders Can Create a Culture of Significance." They dive deep into the practical skills leaders need to make team members feel valued, especially in small businesses with 2-25 employees where every person's contribution is crucial.Zach Mercurio is a researcher and consultant who studies what makes work meaningful. He spends 30% of his time conducting research at the Center for Meaning and Purpose and the rest learning from leaders and teaching others how to create cultures where people matter.In this episode, you'll hear Bradley and Zach discuss...The Foundation: Caring About vs. Caring ForThe Critical Difference: Many organizations say they care about their people, but caring for someone requires getting up close and truly understanding themThe Trust Connection: It's nearly impossible to care about anything if you don't feel cared for firstNo Shortcuts: There are no shortcuts to building trust, engagement, or motivation - it requires time and attentionThe Three Core Skills for Making People Matter1. Noticing PeopleBeyond Knowing: You can know someone well but fail to notice when they're strugglingPractical System: Write down one thing you heard each team member talk about on Friday, then follow up on Monday with a 3-minute check-inBetter Questions: Instead of "How are you?" ask "What has your attention today?" or "What have you been thinking about?"2. Affirming PeopleMore Than Appreciation: Affirmation shows people how their uniqueness makes a unique differenceSpecific Evidence: Give indisputable evidence of their significance rather than general praiseThe Four Unique Gifts: Every person brings strengths, purpose, perspective, and wisdom to your organization3. Showing People They're NeededEnsure every person knows how their work is indispensable and non-disposableConnect individual contributions to the bigger vision and impactThanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

Bradley continues the Scale Milestones series with episode three, focusing on "Away Time" - one of the most intuitive yet challenging aspects of business ownership. He dives into why taking time away from your business isn't just important for your well-being, but actually critical for growth and profitability.Key Topics CoveredThe Journey from Rainmaker to ArchitectBradley revisits the core concept driving this series - the evolution from being the rainmaker of your business to becoming its architect. This week's milestone focuses on how much time you can step away from day-to-day operations.The 12-Week ChallengeBradley encourages business owners to take at least 12 weeks off per year. Before you panic, he breaks it down: Saturdays and Sundays count, plus natural holidays like Memorial Day, Labor Day, Christmas, and that week between Christmas and New Year's. When you do the math (12 x 7 = 84 days), it's more achievable than it initially sounds.The Entrepreneurial ParadoxBradley gets real about the irony many business owners face - we start businesses for freedom and flexibility, but often end up trading "the 9 to 5 for the 5 to 9." He admits this is a personal challenge, acknowledging his own love for business while recognizing the importance of balance.Personal vs. Professional BalanceBradley shares his perspective on balancing entrepreneurship with family life, mentioning his kids (ages 14 and 10) and the different seasons of life that affect how much time away becomes important. He respectfully disagrees with some popular business personalities who advocate for all-work approaches, noting the difference in life circumstances.The Emotional DecisionRather than citing statistics from Gallup or other research, Bradley frames taking time away as an emotional decision that varies based on where you are in life. He emphasizes that different seasons require different approaches to work-life balance.Bradley challenges listeners to:Define what a day off looks like for youCalculate how many days off you took in 2024Set intentions for how many days you want to take off in 2025Track your progress (since no one else is holding you accountable)The Bigger PictureThe host reinforces that if you can't accomplish everything you need in a 40-week work year, it's time to question what you're building the business for. The goal isn't just to reach a million in revenue or achieve consistent growth and profitability - it's to create a life where you're not defined solely by your work.Next Week PreviewEpisode four of the Scale Milestones series is coming up next week, continuing the journey through the five milestones that spell out SCALE. Subscribe to catch our biweekly episodes!The Bottom LineGetting to $1M is milestone #1 (Sustainable Revenue), but milestone #2 requires that million-dollar business to maintain Consistent Growth & Profitability. It's the balance between these two that separates true business architects from one-time winners.Next week: Bradley reveals the "A" in the SCALE milestones.Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

In this compelling episode of The Above the Business podcast, host Bradley Hamner sits down with human behavior professor and executive career coach Melody Wilding to explore the art and science of managing up. Wilding, author of the newly released "Managing Up: How to Get What You Need from the People in Charge," shares research-backed strategies for taking control of your work experience and building stronger relationships with higher-ups at any level of your career.Melody Wilding is a professor of human behavior at Hunter College and award-winning executive career coach. Recently named one of Insider's "most innovative career coaches," her unique approach combines her background as a therapist and emotions researcher with evidence-based neuroscience and psychology. Her expertise in professional development has been featured in major publications including the Financial Times, CNBC, Harvard Business Review, and Bloomberg News.The conversation explores how managing up has evolved in today's work environment, including:Navigating return-to-office mandates and flexibility conversations.Working effectively across generational differences.Building relationships in an "always on" work culture.Leveraging emotional intelligence in an AI-driven future.Connect with Melody WildingBook: "Managing Up: How to Get What You Need from the People in Charge" (Crown Currency, March 2025).Previous Work: "Trust Yourself".Academic Role: Professor of Human Behavior at Hunter College.Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

In week two of the five-part SCALE milestones series, Bradley dives into the "C" - why hitting $1M in revenue isn't enough if you want to become the architect of your business.The Key Insight: Growth Eats ProfitBradley breaks down a crucial misconception many business owners have: Growth does not equal profit. Growth eats profit.Just like pushing harder on the gas pedal burns more fuel, aggressive growth requires more investment in two key areas:Team capacity (hiring more people)Marketing dollarsWhile growth can lead to more profitability long-term, in the short term it creates downward pressure on your margins.The Rule of 40Bradley introduces a simple framework to balance growth and profitability. The Rule of 40 is straightforward math:Year-over-year revenue growth % + Net profit % = 40 or aboveReal-World Examples:Venture-backed startups: 100% growth + (-60%) profitability = 40 (works for them because they have financial backers)Conservative client: 52% profitability + 2% growth = 54 (now reinvesting to grow faster)Aggressive growth client: 30% growth + 10% profitability = 40Bradley's GuidelinesMinimum thresholds: Never architect your business for less than 10% growth or less than 10% profitability.The "perfect" Rule of 40 number: Actually 51, not 40Target 25% net profit (fantastic profitability range)Target 26% growth (doubles your company every 3 years)Bradley shares how 26% compounded growth works: A $2.5M company becomes $5M in 3 years, then $10M in the next 3 years - realistic but ambitious growth.The Bottom LineGetting to $1M is milestone #1 (Sustainable Revenue), but milestone #2 requires that million-dollar business to maintain Consistent Growth & Profitability. It's the balance between these two that separates true business architects from one-time winners.Next week: Bradley reveals the "A" in the SCALE milestones.Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Make sure you mention you heard about us on the Above The Business podcast to get 50% off your one time onboarding fee!

In this episode, Bradley Hamner sits down with Steve Suggs, a veteran in the sales industry with over 42 years of experience. Steve shares his insights on building high-performing sales teams, identifying top talent, and adapting to changes in the sales landscape.Key Topics DiscussedIdentifying and recruiting sales talent that will thrive in today's market.Practical tools for sales management and team development.Strategies from Steve's best-selling book "Can They Sell."How to adapt your sales approach in an evolving business environment.The importance of continuous training and development for sales teams.About Steve SuggsSteve brings four decades of sales expertise as a successful producer, manager, author, speaker, and consultant. After graduating with a business degree from Lipscomb University, Steve spent 15 years at Northwestern Mutual as an MDRT producer and Sales Leader before co-founding Sales Manage Solutions, where he's been a partner for the past 25 years.Steve's consulting work includes conducting up to 50 calls weekly with agents, helping them hire and develop exceptional sales and service teams. His approach combines proven experience with practical application—every strategy he shares is one he implements daily.Connect with SteveSales Manage Solutions website: https://salesmanage.com/LinkedIn: Steve Suggs: https://www.linkedin.com/in/stevesuggs/Book: "Can They Sell" https://salesmanage.com/sms-tools/can-they-sell/Thanks to our sponsors...BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass when you visit www.blueprintos.com!Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we’re just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team of specialists committed to your success. From monthly accounting and tax preparation to CFO services and innovative digital marketing, we’ve got you covered. Ready to experience the transformative power of Club Capital? Schedule your free demo today at club.capital and see the difference firsthand. Don’t forget to visit club.capital and mention you heard about us on the Above The Business podcast!