This is the Way Podcast

Help us get to 10,000 subscribes. Subscribe to  @ThisIstheWaywithArtinMichael  Subscribe to the shorts channel @FounderBytes Connect with Tony @https://www.linkedin.com/in/safoian/ Book free 1:1 coaching with Artin - https://calendly.com/thisisthewayshow/1-1-with-artin Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ Tony Safoian is a visionary entrepreneur and former CEO of SADA, a global leader in cloud solutions and one of Google Cloud’s top partners. Under his leadership, SADA transformed from a family-run business into a tech powerhouse, culminating in a $400 million acquisition. Known for his forward-thinking approach, Tony championed the adoption of cloud technology early, helping businesses embrace innovation at scale. Join us as we talk with Tony Safoian, former CEO of SADA, who transformed a family business into a tech powerhouse culminating in a $400 million acquisition. Discover the challenges, the breakthroughs, and the strategies that led to one of the largest exits in the Google Cloud ecosystem. This is a masterclass in scaling, leadership, and creating legacy. #Entrepreneurship #TechLeadership #BusinessGrowth #FamilyBusiness #Podcast #SADA #googlecloud Chapters [00:00] Intro [10:15] Recognizing the Cloud's Potential [21:35] Scaling Leadership and Talent [32:10]Transformational Communication [38:55] Navigating Market Changes and Strategic Decisions [45:09] The Acquisition Journey: Insights and Reflections [49:59] Advice for the Next Generation of Entrepreneurs

Help us get to 10,000 subscribes. Subscribe to  @ThisIstheWaywithArtinMichael  Subscribe to the shorts channel  @FounderBytes  Connect with Richard @https://www.linkedin.com/in/richardjamesmoore/ Book free 1:1 coaching with Artin - https://calendly.com/thisisthewayshow/1-1-with-artin Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ Richard Moore is the founder of Art of Sell, a sales training platform helping entrepreneurs and businesses master modern sales strategies. With over 21 years of sales experience, Richard has worked extensively with businesses ranging from startups to large corporations, guiding them in refining their sales tactics for better client acquisition and retention. He's also a LinkedIn influencer, often sharing insights on ethical selling, human psychology in sales, and content marketing strategies. Episode Summary: In this insightful episode, hosts Artin and Michael sit down with Richard Moore, founder of Art of Sell, to explore modern sales strategies that challenge outdated approaches. Richard shares his innovative, integrity-driven sales philosophy aimed at helping entrepreneurs build stronger client relationships while closing more deals. He emphasizes moving away from traditional, aggressive tactics and instead focusing on human behavior, trust-building, and value-driven communication. Richard breaks down common misconceptions in sales, such as the belief that "providing value" alone is enough, and discusses the importance of understanding a potential client's emotional state before making a pitch. He also covers the power of content creation on platforms like LinkedIn and how familiarity and authenticity can be powerful tools for client acquisition. Chapters [0:00] Introduction [1:20] Richard's Background and Sales Philosophy [4:00] Rethinking Sales: Why Traditional Tactics Fail [7:40] The Integrity-Driven Sales Approach [11:00] Understanding Human Behavior in Sales [15:30] Cold Calling Strategies and the Power of Relevance [19:45] Overcoming Fear of Selling and Rejection [31:15] Leveraging LinkedIn for Client Acquisition [37:00] The Power of DMs [44:00] Turning a Sales Pitch into a Closed Deal [50:00] The Importance of Compelling Content [54:30] Using Authority and Association for Sales Success [1:00:00] Practical Steps for Beginners on LinkedIn [1:05:00] Final Advice on Sales Mastery and Closing Remarks

Help us get to 10,000 subscribes. Subscribe to  @ThisIstheWaywithArtinMichael  Connect with Luke @https://www.linkedin.com/in/lukeshalom/ Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ Discover how to transform your LinkedIn profile into a revenue-generating machine! In this video, Luke Shalom, founder of Atticus, shares his proven strategies to help executives and founders scale their brands and generate predictable, high-quality leads. Learn about the importance of inbound and outbound approaches, leveraging AI-powered tools, and crafting content that converts. Luke’s journey from corporate to entrepreneurship is packed with actionable insights on overcoming challenges, adapting to market demands, and achieving breakthrough results on LinkedIn. If you're ready to scale your business and attract leads like never before, this video is your ultimate playbook. Key Takeaways: -Building authority and creating engaging LinkedIn content. -Combining inbound and outbound strategies for lead generation. -Shifting mindset for business growth and overcoming obstacles. -Don’t miss out on these game-changing tips—watch now and take your LinkedIn strategy to the next level! Chapters [00:00] intro [05:51] Corporate to Entrepreneurship [12:04] The Importance of Retention and Client Relationships [ 18:01] Building a Scalable Business Model [33:14] Understanding Buyer Pain and Authority Posts [39:31] Scaling Content and Team Involvement [49:37] Mindset and Personal Growth in Business #LinkedInMarketing #LeadGeneration #Entrepreneurship #BusinessGrowth #ContentMarketing #DigitalMarketing #LinkedInTips #AI #SalesDevelopment #StartupSuccess

Help us get to 10,000 subscribes. Subscribe to  @ThisIstheWaywithArtinMichael  Connect with Matt @https://www.linkedin.com/in/mattlakajev/ Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ Matt Lakajev is the founder of Seven Figure Creators, a program dedicated to helping professionals leverage LinkedIn to generate six- and seven-figure incomes. As an expert in personal branding, sales, and content strategy, Matt has helped countless entrepreneurs and business leaders turn LinkedIn into a powerful tool for scaling their businesses and achieving financial success. With a deep understanding of how to build authentic connections and craft impactful messaging, Matt empowers his clients to stand out in the crowded digital marketplace and create sustainable, high-revenue business models. In this conversation, Matt Lekajev shares his journey from being a barista to becoming a LinkedIn expert, helping professionals leverage the platform for significant income. He discusses the importance of hard work, mastering sales skills, and crafting compelling offers. Matt emphasizes the need for direct engagement with potential clients and the value of learning from successful models in the industry. He also highlights the common misconception that posting content is essential for success on LinkedIn, asserting that genuine conversations drive sales. In this conversation, the speakers discuss various strategies for navigating business relationships, leveraging social media for marketing, and the importance of human connection in sales. They emphasize the need for direct engagement with potential clients and overcoming the fear of rejection to build successful business relationships. In this conversation, Matt discusses the challenges of sales outreach, particularly on LinkedIn, emphasizing the importance of overcoming shame and positioning oneself effectively. He critiques the illusion of clout on social media, arguing that genuine engagement and clear offers are more valuable than superficial metrics. Matt also warns against low-ticket offers, advocating for high-ticket services as a more sustainable business model. He shares personal experiences that shaped his understanding of these concepts, ultimately highlighting the need for practical skills and the courage to reach out to potential clients. Chapters [00:00] Intro [01:43] Matt's Journey [05:03] Transitioning to Sales [09:50] Mastering LinkedIn [15:00] The Real Money Makers on LinkedIn [20:16] Validating Your Business Model [35:35] The Importance of Human Connection in Sales [47:10] The Illusion of LinkedIn Clout [53:34] The Pitfalls of Low-Ticket Offers [01:00:00] Lessons from Personal Experience

Help us get to 10,000 subscribes. Subscribe to  @ThisIstheWaywithArtinMichael  Connect with Ben @https://www.linkedin.com/in/benjaminbressington/ Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ Benjamin Bressington is the founder of Automate Boring, a company specializing in custom automation and software solutions designed to enhance business productivity and efficiency. Under his leadership, Automate Boring offers services such as Robotic Process Automation (RPA), Intelligent Process Automation (IPA), and bespoke software development, aiming to transform routine tasks into streamlined, automated processes. The company is dedicated to empowering businesses to focus on growth and innovation by leveraging cutting-edge automation technologies. In this conversation Ben Bresington explore the transformative impact of AI and Robotic Process Automation (RPA) on businesses. They discuss how RPA can automate mundane tasks, allowing employees to focus on higher-value work. The conversation delves into the evolution of AI agents, the implications for virtual assistants, and the potential for AI in creative tasks and customer engagement. They also touch on the challenges and opportunities for small businesses in adopting these technologies, emphasizing the importance of execution and personalization in a competitive landscape. In this conversation, Ben Bressington discusses the transformative power of AI and automation in business, particularly in content creation and marketing. He shares insights on how to leverage AI to create targeted content for different audience segments, the evolution of his business journey, and the tools and strategies he employs for effective automation. Ben emphasizes the importance of understanding buyer journeys and personality styles in marketing, and how automation can lead to significant improvements in efficiency and profitability. He also addresses the common misconceptions about automation and job security, advocating for a mindset shift towards embracing technology as a means to enhance business operations. Chapters [00:00] Intro [01:06] Understanding RPA [02:34] The Evolution of AI Agents [09:01] The Future of Automation [15:34] Personalization in Customer Engagement [26:17] Leveraging AI for Targeted Content Creation [34:44] Tools and Strategies for Effective Automation [46:27] Scaling Automation [53:36] Winning the Game

Help us get to 10,000 subscribes. Subscribe to  @ThisIstheWaywithArtinMichael  Connect with Ben @https://www.linkedin.com/in/benjaminpkelly/ Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ Ben Kelly is the President of Acquisition Ace, a leading firm specializing in business acquisitions and growth strategies. With a keen eye for identifying high-potential opportunities, Ben has successfully guided countless entrepreneurs and businesses through the complexities of acquisitions and scaling. His expertise lies in deal structuring, negotiation, and post-acquisition integration, making him a trusted authority in the field. Known for his strategic approach and dedication to client success, Ben has built a reputation as a dynamic leader passionate about helping businesses thrive in competitive markets. In this conversation, Ben Kelly shares his journey from a military intelligence officer to a successful entrepreneur who has acquired multiple businesses with minimal investment. He discusses his strategies for finding and acquiring businesses, the importance of networking, and the criteria he uses to evaluate potential acquisitions. Ben emphasizes the significance of time management, recession-resistant industries, and the impact of AI on business valuation. He also provides insights into the valuation process, particularly focusing on Seller Discretionary Earnings (SDE) and the advantages of SBA loans for business acquisitions. In this conversation, Ben Kelly shares insights on business acquisition, focusing on the importance of understanding collateral, overcoming mental barriers, and the necessity of due diligence. He discusses common mistakes made by new acquirers, the potential use of 401k funds for acquisitions, and the tax benefits associated with structuring deals effectively. Additionally, he emphasizes the value of maximizing time as a business owner and approaches to finding off-market deals. The conversation concludes with an overview of the community he has built to support aspiring business acquirers. Chapters [00:00] The New American Dream: Ben Kelly's Journey [10:08] Acquisition Strategies [20:42] Valuation Insights [32:41] Key Mistakes in Business Acquisition [37:49] Using 401k for Business Acquisition [39:37] Tax Benefits of Business Acquisition [44:54] Approaching Off-Market Deals

Help us get to 10,000 subscribes. Subscribe to  @ThisIstheWaywithArtinMichael  Connect with Sean @https://www.linkedin.com/in/sean-graham-cpa/ Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ Sean Graham is a founder, real estate investor, and registered CPA with expertise in scaling teams and leveraging the tax benefits of cost segregation studies. Their real estate journey began with investments in small multi-family properties, which eventually led to the launch of Maven Equities, a commercial real estate syndication company. As Maven Equities expanded, they implemented virtual assistants to scale operations efficiently. This experience inspired the creation of Maven Success, a company dedicated to helping other entrepreneurs source and manage quality overseas talent. Building on this momentum, Sean founded Maven Cost Seg, offering real estate investors access to cost segregation benefits at an affordable price. Alongside these ventures, they actively manage a portfolio of residential rental properties and invest in and develop self-storage facilities. With a professional background in public accounting, tax, and private equity, Sean brings a wealth of knowledge to the real estate and entrepreneurship space. In this conversation, Sean Graham discusses his journey from a corporate CPA to a successful entrepreneur in real estate and cost segregation. He shares insights on managing contractors, the role of general partners in real estate syndication, and the importance of leveraging CPA expertise in real estate ventures. Sean emphasizes the balance between equity growth and cash flow, the transition from a W-2 job to entrepreneurship, and the significance of consistent content creation. He also reflects on financial management and learning from mistakes in real estate investments. Chapters [00:00] Intro [03:12] Real Estate: The Gateway to Wealth [11:53] Transitioning to Commercial Real Estate [15:03] Understanding Syndication in Real Estate [18:02] Tax Benefits and Cost Segregation Explained [20:58] The Role of Virtual Assistants in Business [23:59] Hiring Strategies for Global Talent [37:16] Navigating Opportunities in Self Storage Investment [44:25] Transitioning from W-2 to Entrepreneurial Freedom [52:47] Advice for Aspiring Entrepreneurs on Financial Management [59:22] Learning from Mistakes in Real Estate Investments

Help us get to 10,000 subscribes. Subscribe to  @ThisIstheWaywithArtinMichael  Connect with Craig @https://www.linkedin.com/in/craigdickens/ Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ Craig is a serial and parallel entrepreneur. He has invested in dozens of companies, first as an operator and then as an investor. He has participated in virtually every business dynamic from start-up to IPO, merger to acquisition. Having previously partnered with other family offices, private equity, taken one company public, and sold another company to a public company, Craig has deep relationships and experience across the investing landscape as well as access to growth and acquisition capital around the globe. Merit Investment Bank guides successful business owners in the complex process of creating wealth and extracting value from their businesses through dream exits, strategic acquisitions, or raising growth capital. If your company is above $20M, we help you get to the next level or your next act! --- 🔷 Is your net worth tied up in your business and you want to unlock liquidity to pursue new challenges, diversify wealth, retire or enjoy more freedom? We have helped many business owners go from millionaires "on paper" to multi-millionaires "in the bank", enabling them to pursue their passions and live the life they want. 🔷 Has your business hit a plateau, struggling with profits, or impacted by the current situation or a market trend? We have pioneered a proven rapid value building methodology called Grow Fast & Exit Profitably! ® which has helped business owners achieve oversized exit values. For those owners not ready to sell their business, JD Merit provides access to growth capital to fuel your growth. 🔷 Are you wondering how to exit/sell well? When is the right time? How to unlock liquidity in a way that you will not regret down the road? How to find someone with the right relationships with buyers? We are experienced advisors and unintimidated negotiators that help you to extract the maximum value from the business that you have poured your life’s work into. Chapters [00:00] Intro [02:55] Acquisition vs. Startup: The Growth Dilemma [06:03] The Subscription Economy: Trends and Insights [11:52] Evaluating Business Models: Buy vs. Build [14:59] Organic vs. Inorganic Growth Strategies [21:00] Navigating Industry Risks and Opportunities [34:41] Detective Work in Business Transactions [39:51] Entering New Markets Without Experience [43:29] Creative Funding Strategies for Acquisitions [46:31] Common Mistakes in Business Acquisitions [47:40] Understanding Working Capital [51:13] A Roadmap for Deal Flow and Analysis [56:11] Preparing for Business Acquisition [01:00:56] Advice for Aspiring Entrepreneurs

Help us get to 10,000 subscribes. Subscribe to  @ThisIstheWaywithArtinMichael  Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ In this conversation, Artin and Michael discuss the implications of Amazon's decision to require corporate employees to return to the office full-time. They explore the potential consequences for remote work, the challenges of leadership in a hybrid environment, and the importance of adapting to new workplace dynamics. The discussion also touches on generational differences in leadership styles and the impact of proximity bias on career advancement. In this conversation, Michael and Artin explore the evolving dynamics of team collaboration in a post-pandemic world, discussing the challenges and benefits of remote work, the importance of in-person interactions, and the need for clear accountability in performance management. They also touch on mental health considerations in the workplace and speculate on the future of work at major companies like Amazon. Chapters [00:00] Intro [15:02] Leadership in a Remote World [29:53] Navigating Career Paths [27:00] Navigating Remote Work Challenges [30:22] The Importance of In-Person Collaboration [34:56] Redefining Office Mandates [39:26] Accountability and Performance Management

Help us get to 10,000 subscribes. Subscribe to @ThisIstheWaywithArtinMichael Connect with Ryan @https://www.linkedin.com/in/rmuss/ Follow Artin @https://www.linkedin.com/in/artinnazarian/ Follow Michael @https://www.linkedin.com/in/mrmichaelmerrill/ Ryan Musselman is the CEO of Coaches Who Close, an organization dedicated to empowering coaches to build high-ticket, profitable coaching businesses. Through strategic frameworks and actionable insights, Ryan equips coaches with the skills to craft compelling $10K+ offers, create transformative client experiences, and scale their impact. With a focus on building meaningful and sustainable enterprises, Ryan helps coaches not only enhance their financial success but also achieve greater personal fulfillment and freedom in their professional lives. In this conversation, Ryan Musselman, CEO of Coaches Who Close, shares his journey from corporate America to building a successful coaching business. He discusses the importance of content strategy, the balance between niche and broad marketing, and his unique approach to client acquisition through the Create-A-Client protocol. Ryan emphasizes the significance of crafting irresistible offers and making clients feel safe in their buying decisions, ultimately leading to sustainable business growth. In this conversation, Ryan shares his journey of overcoming imposter syndrome, scaling his coaching business with a single effective funnel, and the importance of live coaching and community. He emphasizes the need to simplify complex concepts for clients and reflects on the mistakes made during his entrepreneurial journey, advocating for focused learning and execution. Chapters [00:00] Intro [01:51]Transition from Corporate to Solopreneurship [06:45] Niche vs. Broad Content Strategy [08:50] The 99 and the 9: Coaching Models Explained [12:30] The Coaching Anthem: A New Approach to Sales [19:29] Create-A-Client Protocol: Building Relationships [24:11] Crafting Irresistible Offers for Clients [31:20] Overcoming Imposter Syndrome in Business [36:15] Scaling with One Effective Funnel [47:10] Learning from Mistakes and Embracing Simplicity