21st Century Entrepreneurship

Julio G Martinez-Clark is a pioneer in the world of clinical research for medical devices, and we spoke about why so many American innovations never get tested on American soil first. As the founder and CEO of Bioaccess, the only U.S.-based CRO dedicated to first-in-human trials in Latin America, Julio brings an insider’s perspective on how to save medtech startups from trial-related dead ends.Did you know that most U.S. medical device startups look outside the U.S. to test their innovations first? “Because the uncertainty of the FDA, the difficulty of recruiting patients, and the costs associated with these trials force these companies to go overseas,” Julio explains. The destinations? Colombia, Panama, Dominican Republic — not just for affordability but for speed. “The savings in time and cost in Latin America can be substantial—about 70% faster approvals and up to 70% cost savings.”We explored:Why the FDA approval timeline is a bottleneck for startupsHow Latin America became the "go-to destination" for first-in-human trialsWhat makes sites in Colombia, Chile, Panama, and the Dominican Republic so attractive for medtech foundersHow Bioaccess virtually recruited and treated patients during the pandemic when U.S. teams couldn’t travelWhy speed-to-data is the lifeline for medtech companies with impatient investorsJulio also shared how his team built a 20-year legacy out of a University of Miami spin-off, backed by world-class cardiologists like his brother Pedro Martinez-Clark and mentor Dr. William O'Neill. “We were able to set up different cameras in the operating room… so the team from different parts of the United States via Zoom was able to guide the local investigator.”Takeaways for founders and innovators:You don’t need to wait 12 months for a greenlight when you can have it in 30-60 days.Latin America offers “geographical proximity, same time zone, and also because it's a lot faster and easier and cheaper to recruit patients.”Remote trials are real: "We recruited over 30 patients this way, actually.”If you're developing a breakthrough medical device and can't afford a year-long waiting game, this episode is a must-listen.

Nicholas Halaris is an entrepreneur, writer, real estate investor, and engaged citizen. We spoke about what it truly means to be successful in today’s world — not just financially, but morally, socially, and personally.What starts as a pursuit of the American dream evolves into something deeper: a mission-driven philosophy of ownership, contribution, and integrity. Nicholas walks us through the three distinct phases of his entrepreneurial journey — from chasing wealth, to redefining success, to building a life of meaning.“The American dream without a moral bedrock and without a mission is kind of empty.”This conversation explores his work with Profit Plus (his newsletter), The Nick Halaris Show (his podcast), and his real estate firm, but more importantly, it highlights how modern entrepreneurship can thrive when aligned with values, service, and community impact.Key insights from our conversation:Ownership is essential: “The tax code is structured to favor people who are owners... the capitalist system is wildly skewed to favor people who are owners.” Whether it’s owning a business, shares, or a home, Nicholas argues ownership is the clearest path to empowerment in a capitalist system.Value over extraction: “You have to contribute more than you extract.” Capitalism and nature share a common truth — sustainability is built on generosity, not greed.The real freedom? Time and service. “Just because you're free, it doesn't mean that you should pursue only what makes you happy… doing for others is a fundamental part of freedom.”Citizenship is a daily act, not just a vote: From homelessness to justice reform, Halaris reminds us that real civic responsibility requires action. “If you see suffering in the world, do something about it.”Learn from Nicholas how:You can build wealth without compromising your soul.Success evolves through self-awareness, mission, and contribution.Political disengagement is not a neutral stance — it’s complicity.Owning your path means taking responsibility for more than just your outcomes.An episode for anyone asking not just how to win — but how to win the right way.

Bill Wilson is the CEO of Pace Pricing and a seasoned expert in B2B SaaS pricing, having coached over 400 companies to refine their monetization strategies. We spoke about the art and science of pricing, unpacking how it’s less about picking a number and more about aligning with customer value. From overcoming founders’ pricing anxieties to crafting effective packaging models like good, better, best, Bill shared actionable insights grounded in data and customer understanding.The conversation illuminated why pricing is a powerful growth lever. Bill emphasized, “Pricing isn’t about how much you charge, it’s about how you charge,” highlighting the need to focus on packaging and value delivery over arbitrary price points. For SaaS founders hesitant to tweak pricing, especially for existing customers, he offered a clear path forward: use data to build confidence. “The best way to build confidence in your pricing is through data,” he said, advocating for analyzing customer usage, segmentation, and jobs-to-be-done to create a pricing strategy that feels natural and defensible.We explored various pricing models—good, better, best, use-case-based, and platform-plus-extensions—and their fit for different customer sophistication levels. Bill cautioned against over-relying on per-user pricing, noting, “Per user is a bit dangerous… we are essentially tying our product to our customer’s most expensive resource, which is hiring a new person.” Instead, he championed hybrid value metrics, like the number of appointments in a booking software case study, which led to a 25-30% ARR increase for one client.What stood out most was Bill’s practical, step-by-step approach to pricing projects: start with subscription and usage data, talk to customers, map jobs-to-be-done, test pricing sensitivity, and validate with both existing and new customers. His advice to “use the data you have” and avoid chasing perfect information was a refreshing nudge to action. For founders stuck in pricing paralysis, Bill’s message is clear: “When it’s done, every founder I’ve ever worked with has always said it was worth it.”Key Takeaways:Value Over Numbers: Pricing should reflect the job your customer hires your product to do, not just a dollar amount.Data-Driven Confidence: Use subscription and usage data to craft a pricing strategy that reduces anxiety and aligns with customer needs.Smart Packaging: Good, better, best works for most SaaS companies, but consider use-case or extension models for complex or enterprise clients.Value Metrics Matter: Move beyond per-user pricing to capture value tied to usage, like appointments booked, to drive revenue growth.Test and Talk: Validate pricing changes with customers—new and existing—to ensure acceptance and minimize churn.Bill’s insights are a masterclass in turning pricing from a nerve-wracking gamble into a strategic asset. Whether you’re a SaaS founder or a pricing enthusiast, this episode offers a blueprint to “install good pricing practice” and unlock growth.

Kenny Ridgell is a serial entrepreneur who traded his biochemistry degree for a mission to help Main Street businesses thrive in a digital world. We spoke about his journey from a college app idea to running multiple ventures, including a trash company that turned a $10,000 investment into $100,000 in six months. The conversation unpacked how he uses data-driven strategies and AI tools to cut through marketing noise, target high-value customers, and tie every dollar spent back to measurable revenue.What stands out most is Kenny’s relentless focus on efficiency and impact. He’s not here to waste time or money—his own or anyone else’s. “You cannot take something and spend money and not know where it goes,” he says, a lesson forged from bootstrapping startups where every penny counts. His approach flips the script on traditional marketing: no retainers, no long-term contracts, just results that make you want to “cheers in 10 years.” It’s about building trust through proof, not promises.There’s plenty to learn here, especially for business owners drowning in marketing options. Kenny breaks down how tools like StackAdapt, GoHighLevel, and CallRail can pinpoint your ideal customer—think HOA board members or luxury homeowners—and hit them with precision across video ads, emails, even digital billboards. “Your ads are only going to work as good as your data performs,” he notes, emphasizing the power of refreshing data to stay ahead of competitors. He also reveals how AI can redesign your website based on real user behavior, turning clicks into conversions.A few takeaways pack a punch: First, test your strategies with your own money before scaling—Kenny does it with every new idea. Second, focus on the “three H’s”—healthcare, hospitality, and home services—to tap into high-net-worth clients with disposable income. Third, timing is everything; hit customers when they’re ready, not six months late. His story isn’t just about profit—it’s about purpose. “Nothing makes you want to wake up more than seeing your client go from a one-room shack to a multimillion-dollar home,” he says, a reminder that business can be a vehicle for generational change.This isn’t marketing jargon for the sake of it—it’s a blueprint for cutting waste and building wealth, delivered with the passion of a guy who’s lived it. Whether you’re a small business owner or just curious about smarter growth, Kenny’s insights offer a fresh, no-nonsense take on making data work for you.

Minal Joshi Jaeckli is a global citizen with a remarkable journey—born in Africa, raised in Georgia, and now a Swiss passport holder—and the author of The Goldilocks Team: Master Retention and Hiring. We spoke about the elusive art of employee engagement, the real cost of turnover, and why so many retention strategies miss the mark. With a background spanning chemistry, semiconductors, and financial services, Minal brings a unique, analytical lens to a deeply human problem: how do you build teams that stick around and thrive?The most striking takeaway is how universal yet misunderstood disengagement is. As Minal notes, “Gallup says around 20%, if not less of the world’s population is engaged. So what about everyone else?” This isn’t just a feel-good topic—it’s a bottom-line issue. She reveals that replacing an employee costs about 1.5 times their salary, a direct hit to any business. But beyond the numbers, it’s the ripple effect—frustrated teams, missed milestones, and clients who notice the chaos—that makes this so critical.What can you learn? Minal dismantles the myths of trendy retention tactics (think sushi Fridays or dog-friendly offices) and legacy guesswork, arguing they’re “illogical” and often irrelevant. Instead, she zeroes in on basic human needs—safety, connection, contribution—as the bedrock of engagement. “Employees are engaged when their basic human needs are met,” she says, tying it to frameworks like Maslow and Ikigai. Connection, though, is the linchpin. She’s adamant it’s not about manager bashing—“It’s not the manager, it’s the relationship with the manager”—but about resonance, a two-way street where trust and collaboration flow.Her Goldilocks concept—finding the “just right” fit—offers a fresh take on hiring and retention. It’s not about mini-me teams or forcing change; it’s about alignment. “All of us think the way we do it is right,” she quips, highlighting how mismatched work styles (like her “military” precision clashing with chronic tardiness) erode trust and productivity. Her practical tool? A simple assessment to gauge values and interpersonal fit—think of it as a weather app for team dynamics.Key Takeaways:Turnover’s True Cost: It’s not just money—1.5x salary—but lost credibility and client trust.Connection is King: “When you have someone who is not supporting you… people run out the door.”Ditch the Trends: Retention isn’t about perks; it’s about meeting core needs like safety and meaning.Goldilocks Fit: Hire for capability and alignment, not just attitude, to build teams that click.This conversation is a wake-up call for anyone leading a team. It’s not about grand gestures or corporate platitudes—“we are like a family” emails that turn sarcastic post-layoffs—but about getting the basics right. Minal’s blend of data, personal anecdotes, and no-nonsense insights makes this a must-listen for turning disengaged workers into loyal, high-performing teams.

Don Finley is a seasoned innovator, founder and CEO of FINdustries, with a decade of experience in artificial intelligence, holding a computer science degree from the early days of AI’s “winter,” when the math was ready but the tech wasn’t. We spoke about the transformative wave of AI sweeping through businesses, how it’s reshaping work, and why it’s a rare opportunity—akin to the dot-com boom or social media revolution—to ride rather than resist. “You can either get crushed by the wave of AI or you can learn to ride it,” he says, framing the stakes perfectly.The conversation zeros in on practical AI integration, from a “crawl, walk, run” approach—starting with treating AI as a team member, then building tools that know your brand, to finally handing off outcomes to AI agents. Don shares a jaw-dropping example: a 20-page market analysis for his real estate business, churned out by AI in 30 minutes, that once took weeks. “That would have taken a lot of back and forth, some drafts… but in 30 minutes, my partners and I were able to digest one of these reports.” It’s not just efficiency; it’s about freeing up space for what matters—relationships, strategy, and creativity, the trio he believes AI shouldn’t touch.What’s most striking is Don’s vision of work as play, inspired by Alan Watts: “The goal in life is to make your work look like play and so that nobody knows that you’re working.” AI, he argues, can strip away the mundane—think customer service bots or automated sales research—so you’re left with the fun stuff: connecting with people, dreaming up strategies, and chasing creative sparks. Yet, he’s candid about the flip side, noting how AI’s rise has slashed freelance jobs in writing and coding by up to 20% in a year.There’s a personal thread here, too. Don’s trek up Kilimanjaro revealed a deeper truth: “I’m the reason for my own dissatisfaction… That sunrise and all the people that I dearly love are on this journey with me and I can’t find a way to enjoy it.” It’s a raw moment that ties his entrepreneurial drive to a quest for purpose—one AI can support but never define. He sees entrepreneurship as “the best reflection of my own internal state,” a mirror that AI can polish but not replace.Takeaways:AI’s a wave worth riding—think of it as a teammate, not a threat, and start small.It can slash grunt work (e.g., a month-long project down to hours), letting you focus on the human stuff.White-collar jobs are shifting—copywriting and coding gigs are down, but individual output is soaring.Purpose matters more than ever; as Don puts it, “It’s more important that you understand at the core level what drives you.”AI won’t save you from yourself—use it to amplify, not escape, your unique value.Rethinking work, joy, and thriving in an AI-driven world goes beyond just tech. Don’s blend of practical know-how and soul-searching makes it a must-listen.

Lance Mortlock is a seasoned strategist with 25 years of experience, an adjunct professor at the University of Calgary, and the author of Outside In Inside Out and Disaster Proof. We spoke about the critical role of strategy in today’s unpredictable, fast-changing landscape, where leaders face unprecedented complexity—from tariffs and geopolitical shifts to climate change and digital transformation. Lance unpacks why a well-defined strategy, paired with relentless execution, is more urgent than ever, drawing from his global work with organizations and his research into emerging trends.What stands out most is Lance’s emphasis on execution as the linchpin of success. He warns, “Strategy execution failure is at 90%. So strategies fail mostly because we don’t execute them well 90% of the time.” This sobering statistic underscores his core argument: it’s not enough to craft a brilliant plan—you have to follow through. He also highlights the chaos of modern leadership, noting, “One in ten CEO appointments fail within the first two years. It’s incredibly hard to lead right now.” Amid this turbulence, Lance offers a lifeline: his diamond framework, a practical tool to balance external trends with internal strengths and drive results.We explored 10 megatrends shaping 2025 and beyond—like the 147 zettabytes of data created in 2024 (most of it unused), the $2.5 trillion invested in digital, and 2024 being the hottest year on record. These forces demand strategic clarity, yet Lance points out common pitfalls: “We spend too much time emphasizing strategy development but not enough time on execution.” His framework—outside in, inside out, prepare to execute, and execute—cuts through the noise, offering a roadmap for leaders to navigate risk and uncertainty.Takeaways? First, speed trumps size—Lance echoes Rupert Murdoch: “The big will not beat the small anymore. It will be the fast beating the slow.” Second, talent is non-negotiable; he’s shocked that “only 36% of organizations have a talent management strategy,” given people bring plans to life. Third, simplicity wins—strategy must be clear so “employees understand, remember and believe in it.” This conversation is a wake-up call for anyone steering a business through today’s stormy waters—strategy isn’t optional, and execution is everything.

Johanna Laurent is a vibrant entrepreneur and advocate for positivity who has spent 25 years in business, fueled by an unshakable belief in the power of optimism. We spoke about her journey of turning blind faith into a tangible tool for personal growth, the importance of self-love, and how small, intentional shifts can combat the negativity bombarding us daily. Her mission is clear: to help people reclaim their inner light and make their lives matter through simple, actionable practices.What stands out most is Johanna’s insistence that positivity isn’t just a mindset—it’s a lifeline. She argues that we’re wired to cling to negative words for years, yet dismiss compliments in seconds: “When we hear something negative, we let that sit with us for a long time, sometimes years. But when we hear positive words, we don’t.” This insight drives her work, urging us to surround ourselves with affirmations to rewrite that script. Her approach is refreshingly practical—mugs with uplifting words, a pocket-sized book of phrases—because, as she puts it, “Time is valuable and we can’t waste it.”Another key topic is the courage to start without knowing everything. Johanna dismantles the myth of the “right time” with a bold call to action: “Stop waiting for the right time to start your life… When you start, that’s the right time.” Her own story—launching a new venture at 60—proves it’s never too late to bet on yourself. She also ties self-love to broader impact, revealing, “Loving myself means that I’ll have more love to give,” a reminder that personal growth fuels generosity.Listeners can learn how to interrupt negativity fast, especially in high-stress lives. Johanna’s tools promise a mindset shift “in seconds,” not hours: “I created the tool to shift your mindset in seconds so that with your busy life… you’re back into your life in a positive light.” It’s a game-changer for anyone feeling overwhelmed. She also reframes discomfort as expansion, noting, “When you’re uncomfortable, it’s a sign of expansion as well,” encouraging us to lean into challenges rather than retreat.Takeaways:Flood your space with positivity—words matter more than you think.Start now, not later; the “right time” is a myth holding you back.Self-love isn’t selfish—it’s the root of loving others and making a difference.Quick mindset shifts can keep you grounded, no matter how busy life gets.Johanna leaves us with a challenge: “You don’t need anybody to tell you you’re enough. You tell yourself that.” It’s a rallying cry to own your worth and spread light—one positive phrase at a time.

Emmy Sobieski is a seasoned institutional investor and author who has coached mentees to millions and worked alongside billionaires. We spoke about why so many talented professionals stumble into startups chasing equity that often turns worthless, and how to rethink your career as your most critical investment. The conversation zeroes in on her "Mega Wealth Money Flywheel"—a strategy blending building, investing, and advising in private markets to maximize rewards while slashing risks.What stands out most is Emmy’s push to treat time as your ultimate currency. “The thing you can’t get back is your time,” she says, urging listeners to stop falling for flattery or incremental pay bumps and start analyzing career moves like an investor would a stock. With 90% of startups failing within five years, she argues the stakes are sky-high—yet so are the opportunities if you play it smart. Her Silicon Valley-honed system isn’t just theory; it’s a practical roadmap for turning your skills into a wealth engine.We also unpacked her three books—Megawealth, Mega Wealth Careers, and Mega Wealth Investing—which break down how to pick leveraged industries, join boards, and think like an institutional investor. “You can never get your time back,” she repeats, driving home why every job should be a calculated bet on your future. The flywheel concept is clever: seed equity in startups, advise others, and leverage connections so “before you know it, in under 12 months…you have more opportunities than you know what to do with.”Key Takeaways:Time trumps money: Evaluate every career move like it’s your biggest investment, because “you can make your money back” but not the years spent on dead-end equity.Beat the 90% failure odds: Focus on startups with real potential by analyzing industries, people, and prospects—not just chasing a friend’s pitch.Spin the flywheel: Build at one company, invest in others, and advise strategically to create a self-reinforcing network of opportunities.Think like an investor: Merge career and investing strategies into one cohesive plan, because “it’s like two different worlds” otherwise.This isn’t about gambling on the next unicorn—it’s about stacking the deck so your talent and time pay off big. Emmy’s blend of insider wisdom and actionable steps makes this a must-listen for anyone tired of a graveyard of “dead equity.”

Liz Steblay is a mentor, champion, and author who’s spent over 20 years guiding solopreneurs to success. We spoke about her journey from an unexpected layoff at a Fortune 500 company to building a fulfilling career as an independent consultant, and how she’s distilled her wisdom into her book, Succeeding as a Solopreneur. Our conversation unpacked the realities of going solo—why so many hesitate (33% would rather skydive than take the leap!)—and how to overcome the biggest hurdles, like fear, uncertainty, and doubt (FUD), while carving out a profitable niche.What stands out most is Liz’s raw honesty about the emotional and practical sides of solopreneurship. She doesn’t sugarcoat it: “Fear, uncertainty, and doubt never really go away,” she admits, reflecting on her two-decade journey. Yet, she offers a lifeline with her “name it and tame it” strategy—slowing down to identify whether it’s fear, uncertainty, or doubt whispering in your ear, then tackling it head-on. For instance, she says, “If you’re really nervous about ‘Can I really make a living doing this?’—that’s an uncertainty. So then the next question is, how can I learn more about this… so that I can go forward with confidence?”We also dug into why niching down is non-negotiable. Liz warns against the trap of being a “jack of all trades”: “If you put yourself in your client’s shoes, they want to hire an expert. They don’t want to hire a generalist.” She sees your LinkedIn profile as a “storefront window”—not a dusty resume, but a vibrant display of how you solve problems now. “Don’t make it all about what you’ve done in the past. Instead, make it about how you help people now, how you make a difference,” she advises.The chat wasn’t just theory—Liz shared real-world juice. She recounted how she once realized an agency would pocket $45,000 just for introducing her to a client: “I thought to myself, that’s nuts. I’m not going to give up $45,000 just for an introduction… and you don’t have to either.” Her fix? Build a warm network and lean into relationships, not sales pitches. One clever tip: reconnect with old contacts using the “flattery approach”—“I’d love to pick your brain about something. I value your opinion.”Takeaways:  Tame the FUD monster by naming it—fear, uncertainty, or doubt—and seeking answers to shrink it.  Narrow your niche to stand out; clients crave experts, not generalists.  Turn your LinkedIn into a client magnet—think storefront, not scrapbook.  Skip the middleman and keep more of your earnings by nurturing your network.  Start small, charge what you’re worth, and build wealth over time—Liz’s book is a $20 roadmap to get there.From her accidental start to coaching thousands, Liz’s story is a masterclass in turning setbacks into freedom. Whether you’re on the fence or already solo, her insights light the path to a career that’s yours—FUD and all.