How High-Performing Entrepreneurs Scale Without Burning Out
What if scaling didn’t mean sacrificing your health, sanity, or time?
That’s the question Nathan Baws—entrepreneur, Shark Tank Australia alum, and Guinness World Record holder—answers in his conversation with Harley Green on the Scale Smart, Grow Fast podcast. After building and scaling 15+ businesses (many to 7 figures), Nathan shares how business owners can grow sustainably by mastering two core disciplines: smart delegation and dopamine-driven leadership.
Here’s what stood out for growth-minded entrepreneurs and business leaders looking to scale without burnout:
1. Growth Follows Energy—Not Just Strategy
Most entrepreneurs burn out because they obsess over revenue and neglect their energy. Nathan breaks his day into two categories:
Business Growth Activities (3+ hours/day): Lead generation, PR, team building.
Dopamine-Boosting Habits: Ice baths, fasting, gym, sun exposure—designed to optimize energy, focus, and execution.
High performance is a function of health. If your body and mind are depleted, your business will be too.
2. The First Hire? Someone Who Frees Up Your Energy
One of Nathan’s biggest turning points came from hiring team members he could trust to take ownership. But he emphasized that delegation only works if you:
Hire people with proven performance and the right attitude.
Let go of perfection and micromanagement.
Focus on building systems and structure so your team can succeed without constant oversight.
Workergenix’s Ultimate Executive Assistants were built for this exact challenge: giving founders back time without compromising quality.
3. AI & Automation Are Not Job Killers—They’re Force Multipliers
Nathan is clear: he didn’t replace his team with AI—he empowered them. With automation handling repetitive tasks (like LinkedIn outreach or email follow-ups), his team can focus on high-value work. Result? More output, less cost, and no burnout.
One of Nathan’s biggest mistakes early on? Spending too much time perfecting his product and not enough on marketing. Revenue solves most business problems—so focus on sales, lead generation, and consistent outreach.
5. Leadership is Contagious
High-performing leaders create high-performing teams. When Nathan optimized his own lifestyle and mindset, his team followed. As he puts it: “Leadership by example wins every time.”
If you’re a business owner stuck working in the weeds, overwhelmed with day-to-day operations, and ready to scale without sacrificing your life—this episode is a masterclass in what it takes.
Ready to scale without burning out? Schedule a discovery call today and let’s build the systems and support your business needs to grow smarter.
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Most entrepreneurs start their businesses for freedom—freedom of time, financial independence, and the ability to work on what they love. But as your business grows, so does the workload. Instead of gaining time, many business owners find themselves buried in tasks, stuck managing operations instead of leading growth.
In a recent episode of the Scale Smart, Grow Fast Podcast, we sat down with Stephanie Cabral, a former attorney turned real estate entrepreneur, to discuss how she scaled her business efficiently without sacrificing quality or control.
Listen on the go! Catch the full episode on your favorite podcast platform:
The Mindset Shift: Treating Your Business Like a Business
One of the biggest mindset shifts Stephanie made was realizing that real estate investing—or any business—is not a side hustle, it’s a company. If you want to scale, you can’t run your operations manually forever.
✅ She stopped managing everything herself and implemented automation and delegation. ✅ She focused on systems that could scale, not just processes that worked in the moment. ✅ She prioritized high-impact work instead of getting stuck in daily tasks.
How Systems and Delegation Transformed Her Business
Stephanie knew she couldn’t scale while handling every invoice, repair call, and tenant request. So she built a structured system for efficiency by:
🔹 Using automation tools to manage communication, invoicing, and workflows. 🔹 Hiring a dedicated assistant to take over administrative tasks, freeing her time for strategy. 🔹 Implementing SOPs (Standard Operating Procedures) to ensure consistency and eliminate micromanagement.
This shift allowed her to focus on growing her portfolio, securing better deals, and expanding her impact—all while working less.
How You Can Apply This to Your Business
No matter your industry, these principles apply. If you’re feeling stuck in daily operations, ask yourself these questions:
🔸 What tasks do I repeat every day that could be automated? 🔸 What low-value tasks am I holding onto that someone else could handle? 🔸 Where am I spending time that isn’t directly growing my revenue?
The key to scaling smart is removing yourself as the bottleneck. With the right systems and support, you can grow your business without working 24/7.
Want to Scale Faster Without Burnout?
If you’re ready to free up your time and focus on what truly moves the needle, it’s time to build a smarter, more efficient business. Watch the full podcast episode now and start implementing the strategies that will help you grow without the overwhelm.
Ready to streamline your business and reclaim your time?Schedule a discovery call today and see how the right systems and support can help you scale smarter and grow faster.
Like what you read? Get weekly insights on scaling, efficiency, and profitability—straight to your inbox. Click here to subscribe.
The Financial Blind Spots Holding Your Business Back (And How to Fix Them)
As a business owner, you’re focused on growth, delivering results, and keeping your customers happy. But if you’re not keeping a close eye on your finances, you could be leaving money on the table—or worse, losing it without realizing it.
In a recent episode of the Scale Smart, Grow Fast Podcast, we sat down with Cheryl Heller, founder of Pillar One Consulting, to discuss how entrepreneurs can take control of their financial health, eliminate hidden inefficiencies, and make smarter business decisions.
Listen to this episode on the go! Tune in on your favorite services and never miss valuable insights to help you scale smarter and grow faster.
Many entrepreneurs avoid their financials, only checking in when tax season rolls around. But waiting too long can lead to poor cash flow management, unexpected expenses, and missed opportunities for growth. Cheryl’s advice? Start by removing the emotion from your numbers.
“Your financials are just data—use them to inform your next steps, not as a source of stress.”
By regularly reviewing financial reports, you can spot unnecessary expenses, optimize pricing, and create a long-term strategy for scaling your business.
Key Financial Mistakes (and How to Fix Them)
✅ Pricing Without Data – Too many business owners set prices based on competitors instead of their own costs and profit margins. Calculate your true costs before setting a price.
✅ Cash Flow Neglect – Profit on paper doesn’t always mean money in the bank. Understanding cash flow ensures you have the funds needed for growth, payroll, and unexpected expenses.
✅ Ignoring Receivables – A slow-paying client can quietly drain your business. Implement systems to track outstanding invoices, enforce payment terms, and follow up on late payments consistently.
✅ Overlooking Recurring Charges – Small, unused subscriptions add up over time. Reviewing your expenses monthly can prevent unnecessary spending and increase profitability.
How Business Owners Can Regain Control
1️⃣ Check Your Numbers Monthly – Don’t wait until tax time. Set aside time each month to review key financial reports like your cash flow statement and profit margins.
2️⃣ Implement Smart Systems – Use QuickBooks, Excel, or other tools to track spending, monitor revenue trends, and forecast future needs. If you don’t have time, delegate financial tracking to an AI-powered executive assistant who can ensure accuracy and consistency.
3️⃣ Know Your KPIs – At minimum, track your gross margin (profit after direct costs) and days sales outstanding (how long it takes clients to pay). These numbers impact your bottom line more than you think.
4️⃣ Build Financial Reserves – Unexpected downturns happen. Having a cash reserve of at least 3-6 months of expenses can protect your business from disruptions.
Want to Scale Without Financial Stress?
Getting a grip on your finances is one of the smartest moves you can make as a business owner. If financial overwhelm is holding you back, our Ultimate Executive Assistants at Workergenix can take bookkeeping, invoicing, and expense tracking off your plate—so you can focus on growth.
Take control of your business finances and free up your time—schedule a discovery call today to see how our AI-powered executive assistants can help you streamline operations and scale smarter.
Like what you read? Get weekly insights on scaling, efficiency, and profitability—straight to your inbox. Click here to subscribe.
Niche to Be Rich: The Secret to Sustainable Business Growth
Success in business isn’t about doing everything—it’s about doing the right things. On the latest episode of the Scale Smart, Grow Fast Podcast, we sat down with the legendary Ann McNeill, a trailblazer in the construction industry and a Napoleon Hill-certified coach, to break down the framework behind her philosophy: Niche to Be Rich.
Ann’s journey from corporate life to building a multimillion-dollar business didn’t happen by accident. It started with a simple realization—generalists struggle, but specialists thrive. She shares how business owners and entrepreneurs can apply this principle to scale faster, work smarter, and achieve financial freedom.
Listen on the go! 🎧 Catch this episode of Scale Smart, Grow Fast on your favorite services:
According to Ann, building a thriving business (and life) requires focusing on five critical areas:
1. Niche in Your Craft
Become the best at what you do. Whether you’re in construction, finance, or tech, master your skillset so that people recognize you as the go-to expert. When you dominate your craft, competition becomes irrelevant.
2. Niche in Business Operations
A great craft doesn’t guarantee success—knowing how to run a business does. Many entrepreneurs struggle because they lack systems for hiring, finances, and operations. Ann emphasizes that understanding the mechanics of your business prevents burnout and creates scalability.
3. Niche in Your Industry
Not all industries offer the same growth potential. Ann strategically chose construction because it allowed for higher revenue potential and long-term contracts. Finding the right industry to apply your craft gives you a competitive edge and financial leverage.
4. Niche in Your Relationships
Success isn’t just about what you know—it’s about who knows you. Building strong industry relationships opens doors to high-value opportunities. Ann took this a step further by hosting billion-dollar luncheons that connected clients with government agencies, creating a win-win ecosystem.
5. Niche in Your Finances
Making money is one thing—making it work for you is another. Ann breaks down how maximizing tax benefits, investing strategically, and leveraging compounding interest can build long-term financial security. A business that thrives financially isn’t just a business—it’s a wealth-building machine.
The Power of Mastermind Groups
Ann attributes much of her success to mastermind groups, a concept from Napoleon Hill’s Think and Grow Rich. By surrounding herself with like-minded, ambitious individuals, she stayed accountable and accelerated her business growth.
She has since helped thousands of entrepreneurs create their own mastermind groups, ensuring that more people can scale their businesses with guidance, strategy, and support.
Are You Ready to Scale Smarter?
If you feel stuck in the weeds of your business, it’s time to apply the Niche to Be Rich strategy. Focus on your craft, refine your operations, build the right relationships, and let your business work for you—not the other way around.
Stop spinning your wheels—it’s time to niche down and scale up. Let’s identify the tasks you need to delegate so you can focus on high-impact growth. Schedule a discovery calltoday and start building a business that works for you, not the other way around.
Like what you read? Get weekly insights on scaling, efficiency, and profitability—straight to your inbox. Click here to subscribe.
Transcript
Harley Green: Welcome back to the Workergenix Mastermind Podcast. Today, we have an incredible guest, world traveler, and business leader Ann McNeill. She’s here to talk about a powerful concept—”Niche to Be Rich.” Ann is a trailblazer with over 40 years in the construction industry. As the founder and president of MCO Construction Services, she built one of South Florida’s most respected minority-owned construction firms, breaking barriers in a traditionally male-dominated field.
She’s also the founder of Constructively Speaking, a platform merging her expertise in construction with personal development, as well as the National Association of Black Women in Construction, which empowers Black women in the industry. As a certified Napoleon Hill Foundation coach and founder of the International Mastermind Association, she has dedicated her career to mentoring professionals and helping them achieve whole-life success.
Ann, thank you so much for being here today. How are you doing?
Ann McNeill: I am doing fantastic! If I were any better, I’d be you!
Harley Green: That’s a great mindset! You’re currently on a special journey—can you share with our audience where you are right now?
Ann McNeill: Absolutely. I’m on a six-month world cruise aboard the Crystal Serenity, a dream that became reality through the principles I teach. My philosophy, “Niche to Be Rich,” has shaped my career, my businesses, and my life, allowing me to create success with intentionality.
Back in 1979, I had a pivotal moment when I read Think and Grow Rich by Napoleon Hill. That night changed everything. The book asked a simple but powerful question: “How much money do you want?” I realized I had never truly set a financial goal. That led me to develop a clear plan—one that ultimately built five businesses and helped me achieve financial independence.
Harley Green: That’s incredible! So many entrepreneurs struggle with answering those big questions—how much they want and when they want it by. How did you go from setting that goal to building your success?
Ann McNeill: It all started with creating my first mastermind group in 1980. Napoleon Hill emphasizes the power of surrounding yourself with like-minded, goal-oriented individuals. So, I formed a mastermind with people who shared my vision, and we held each other accountable. We met every Saturday at 7 AM for over 10 years!
Through that process, I developed the Niche to Be Rich framework. It’s about focusing on the right areas to maximize success. There are five key areas:
Niche Your Craft – Become an expert in your field. If you’re in business, are you recognized as an authority in your industry?
Niche Your Operations – Understand the business side of your business. Many entrepreneurs fail because they don’t master financial management, payroll, and scaling strategies.
Niche Your Industry – Identify industries with the highest return on investment. I focused on government contracts and construction, hosting billion-dollar luncheons to connect my clients with billion-dollar opportunities.
Niche Your Relationships – Build meaningful relationships within your industry. People do business with those they know, like, and trust.
Niche Your Money – Learn how to make money work for you. Master tax strategies, investments, and wealth-building tools like Roth IRAs and compound interest.
Harley Green: That’s a powerful blueprint for success. Can you share a real-life example of how niching down transformed your business?
Ann McNeill: Absolutely. When I decided to enter the construction industry, I approached the largest Black-owned contractor in the country and asked to work for them. I took a 50% pay cut, but it was an investment in learning the industry from the best. That hands-on experience allowed me to launch MCO Construction, and over time, I built relationships that positioned my company for multi-million-dollar projects.
Another example is how I created the Billion Dollar Luncheon Series. Inspired by Think and Grow Rich, I started inviting billion-dollar companies to share their procurement opportunities with smaller firms. This not only helped my business but also empowered others in my network to scale their operations.
Harley Green: You’ve mentioned financial literacy as a crucial pillar. What’s one financial habit that has been a game-changer for you?
Ann McNeill: The key is making money work for you. Early in my journey, I set a goal to save $1,000 a year. That seemed ambitious at the time, but over time, I shifted my mindset. Now, my goal is to generate $1,000 a day in passive income.
It all starts with small, consistent actions—maxing out tax-advantaged accounts, leveraging compound interest, and reinvesting profits. Too many business owners focus solely on making money instead of making their money work for them.
Harley Green: This has been an inspiring conversation. If someone wants to start implementing Niche to Be Rich in their own life, where should they begin?
Ann McNeill: Start with a clear vision. Ask yourself: Where do I want to be in five years? Then, build your mastermind group, get serious about financial literacy, and focus on niching in your craft, operations, industry, relationships, and money.
For those who want more guidance, I offer a free resource. You can text 59925 and enter “Ann” to receive my Niche to Be Rich guide and insights on starting a mastermind group. You can also visit my website at annmcneill.com.
Harley Green: Thank you, Ann, for sharing your wisdom and success strategies. Your journey is proof that intentionality, accountability, and smart financial decisions can create true wealth.
Fractional COOs: The Key to Scaling Your Business Without Burnout
As a CEO, founder, or business owner, you understand the constant challenge of balancing daily operations with big-picture growth. You didn’t build your business to get stuck in the weeds—but without the right operational support, that’s exactly where you can end up. Enter the fractional COO: the strategic solution for leaders ready to scale without burnout.
Mallory Smith, entrepreneur and fractional COO, shared her journey on the Scale Smart, Grow Fast Podcast. With experience in biotech, cosmetic chemistry, sales, and entrepreneurship—where she built and sold a seven-figure sign company—Mallory now helps seven-figure businesses streamline operations and scale sustainably.
A fractional COO (Chief Operating Officer) provides high-level operational leadership on a part-time basis. Instead of hiring a full-time executive, you get access to experienced leadership without the long-term commitment or cost.
Who Needs a Fractional COO?
Fractional COOs aren’t for startups still finding their footing. They’re ideal for:
Seven-Figure Businesses in Growth Mode: Struggling to manage rapid expansion? A fractional COO brings structure and systems so you can keep scaling without chaos.
Owners Preparing to Step Back: If you’re ready to reduce hands-on involvement or planning an exit, a fractional COO ensures your business runs smoothly and remains valuable to future buyers.
How a Fractional COO Adds Value
Operational Clarity: They assess your operations, identify inefficiencies, and implement systems that scale.
Employee Alignment: They ensure your team is aligned with the company’s vision and processes, creating a self-sustaining operation.
Strategic Delegation: They help you delegate effectively, freeing up your time to focus on growth and leadership.
Business Scalability: They implement processes that allow your business to grow without the bottlenecks caused by owner dependency.
What the Engagement Looks Like
According to Mallory, fractional COOs typically work 5–8 hours per week with business owners. The relationship is designed for long-term transformation—most engagements last around two years. The goal? Build a business that no longer depends on the owner’s daily involvement.
Overcoming Common Challenges
The biggest obstacle? Mindset. Business owners are often deeply attached to how things have always been done. A fractional COO challenges these norms, bringing fresh perspectives and new strategies. While change can be uncomfortable, it’s necessary for growth. As Mallory puts it, “You’ll never get somewhere new by doing the same old things.”
Advice for Businesses Not Ready for a Fractional COO
Not quite at the seven-figure mark? Start here:
Master Your Financials: Know your profit and loss statements inside out. Look for ways to cut costs and improve profit margins.
Identify Your Worth: Understand your hourly value. Delegate tasks that don’t meet that rate—a skilled virtual assistant can handle bookkeeping and admin work.
Clarify Your Vision: Define where you want your business to go. What are your core values? How do you want your business to feel and function? Vision guides operations.
Real Results: A Success Story
Mallory shared the story of a business owner who couldn’t step away, overwhelmed with manual payroll and daily operations. After implementing automation and delegating low-value tasks, the owner finally took a stress-free vacation to Hawaii—with the business running smoothly in her absence.
Conclusion: Is a Fractional COO Right for You?
If you’re running a seven-figure business, losing sleep over operational challenges, or dreaming of scaling without sacrificing your time, a fractional COO might be the solution. They help you reclaim your time, streamline operations, and position your business for sustainable growth—or a profitable exit.
At Workergenix, we believe in scaling smarter, not harder. If you’re ready to stop managing and start leading, explore how our solutions can help you find the right operational support.
If you’re ready to scale smarter, streamline operations, and step back from the daily grind,schedule a discovery call with Workergenix today and see how the right operational support can take your business to the next level—without the burnout.
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From Startup to Success: How to Fund Your Business the Right Way
Securing the right funding is one of the biggest challenges for entrepreneurs. Whether you’re starting a new business, expanding an existing one, or looking for financial flexibility, understanding the different types of business loans and how to qualify for them is crucial. In a recent episode of the Workergenix Mastermind podcast, Reggie Richardson from Preferred Funding Group shared his expertise on business financing, providing actionable insights to help entrepreneurs make smart financial decisions.
Why Proper Funding Matters
Many business owners make the mistake of chasing capital before they have a solid business plan. Reggie emphasizes that money should be the last thing you seek—your first priority should be understanding exactly what you need and why. Without a clear plan, businesses risk taking on debt they can’t manage, leading to financial struggles down the road.
The Most Common Business Loan Options
When it comes to funding your business, there are various types of loans and financing options available, each with its own advantages and requirements. Here’s a breakdown of the most common ones:
1. Term Loans
Fixed amount of money borrowed and repaid over a set period (5-7 years is typical for unsecured term loans).
Used for business expansion, working capital, or major purchases.
Reggie offers unsecured term loans of up to $300,000 for business owners with a 680+ credit score and an annual income of $50,000+.
2. Business Lines of Credit
Flexible revolving credit, similar to a credit card.
Typically ranges from $250,000 to $1 million.
Interest rates vary from 10% to 99%, depending on the lender.
Great for covering unexpected expenses or managing cash flow fluctuations.
3. SBA Loans (Small Business Administration Loans)
Government-backed loans with lower interest rates.
7(a) loans: Ideal for acquiring businesses or expanding operations.
504 loans: Used for equipment purchases, real estate, or upgrading facilities.
Longer approval process (30 to 120 days) but often worth the wait for lower costs.
4. Equipment Financing
Used to purchase heavy machinery, vehicles, or other high-cost business equipment.
Often requires collateral (e.g., equipment itself).
Some lenders require at least $1 million in assets to qualify.
5. Invoice Financing
Allows businesses to borrow against unpaid invoices.
Helps maintain cash flow while waiting for clients to pay outstanding invoices.
6. Business and Personal Credit Cards
700+ credit score required to qualify for Reggie’s business credit card program.
Interest-free for the first 6-12 months.
Useful for covering smaller business expenses or emergencies.
Can help build business credit when used wisely.
How to Qualify for the Best Business Loan
Every loan type has different requirements, but here are the most important factors lenders consider:
Credit Score: Higher scores (680+ for term loans, 700+ for credit cards) qualify for better interest rates and higher amounts.
Debt-to-Income Ratio: Lower ratios improve your chances of approval.
Business Plan: Knowing exactly how you’ll use the funds increases lender confidence.
Income Level: A steady and sufficient income ($50,000+) shows financial stability.
Collateral (for some loans): Certain loans, like SBA and equipment financing, require collateral.
Common Funding Mistakes Business Owners Make
Many entrepreneurs rush into loans without considering the long-term impact. Reggie warns against over-leveraging—borrowing too much and struggling with repayments. Instead, he recommends:
Carefully assessing how much funding you actually need.
Understanding all loan terms before signing.
Using loans strategically for growth, not just survival.
Keeping business and personal finances separate to protect personal assets.
Fast and Flexible Funding Solutions
One of the key benefits of working with Preferred Funding Group is the speed and flexibility of their financing solutions. Reggie’s unsecured term loans typically take 7-12 business days for approval, while credit cards take 3-4 weeks due to mailing delays. Unlike traditional lenders, his funding options come with:
No prepayment penalties.
No restrictions on how you use the money.
No upfront costs—any fees are built into the loan amount.
Who Can Benefit Most from Business Loans?
Reggie works with a wide range of business owners, but some of the key industries that benefit most include:
Startups that need capital to get off the ground.
Small businesses looking to scale or cover operational costs.
Fix-and-flip real estate investors who need quick access to capital.
Marginalized business owners who struggle to secure funding through traditional banks.
Final Thoughts: Plan First, Borrow Smart
The key takeaway from this conversation with Reggie Richardson is that securing funding isn’t just about getting money—it’s about using it wisely. Business owners should take the time to evaluate their needs, research different loan options, and seek funding that aligns with their long-term goals. With the right strategy, funding can be a powerful tool for growth and financial success.
Need funding for your business? Reach out to Reggie at preferredfundinggroup.com or email him at . You can also call him directly at 847-363-7199.
Mastering Your Calendar: The Key to Productivity, Business Growth, and Work-Life Balance
In the fast-paced world of entrepreneurship and sales, time management isn’t just a skill—it’s the foundation for success. If your calendar isn’t aligned with your goals, chances are your productivity and profitability are suffering. In this episode of the Workergenix Mastermind Podcast, Harley Green sits down with Scott Groves, a top mortgage loan officer, coach, and entrepreneur, to uncover the secrets behind effective calendar management, lead generation, and building a sustainable business.
Your Calendar Reflects Your Priorities
Scott Groves emphasizes a powerful truth: your calendar is a reflection of your values. If something isn’t scheduled, it’s unlikely to happen. Whether it’s lead generation, business meetings, or personal commitments, what’s on your calendar dictates your outcomes. He shares a technique inspired by Gary Keller—if you’re not seeing gym time, date nights, or prospecting sessions on your schedule, you’re just wishing for success, not planning for it.
Color Coding for Clarity
One of Scott’s game-changing strategies is color-coding your calendar. By assigning different colors to revenue-generating tasks, family time, workouts, and client meetings, you can easily see if your time is being spent where it matters most. If your calendar lacks key colors (e.g., green for sales activities), it’s a red flag that adjustments are needed.
The Power of Time Blocking
Many entrepreneurs get caught up in reactive work—responding to emails, handling last-minute requests, and firefighting daily crises. Scott stresses the importance of time blocking, where dedicated slots in your calendar are reserved for focused work. Whether it’s a 60-minute lead generation session or a weekly business planning session, disciplined time blocking prevents distractions and ensures that high-impact activities are prioritized.
Handling Interruptions: The Art of ‘Interrupting Interruptions’
No matter how well-planned your calendar is, interruptions happen. Scott shares a simple yet effective strategy: when an unexpected call or task arises, quickly assess its urgency. He recommends using pre-written text responses or scheduling tools like Calendly to redirect non-urgent matters to a more convenient time, keeping your focus intact.
The Importance of a ‘Busy Time’ Block
Scott schedules dedicated time blocks for dealing with inevitable last-minute tasks. By setting aside two-hour blocks on certain days, he prevents urgent issues from derailing his entire schedule. This ensures that unexpected fires don’t force him to neglect revenue-generating activities.
Leveraging Technology for Efficiency
Technology is a double-edged sword—it can boost productivity or become a major distraction. Scott shares his approach to automation and efficiency tools:
Calendly for scheduling client calls
Pre-set text responses to minimize distractions
Google Calendar & Panda Planner for structured planning
The Power of Physical Planning: The Panda Planner Sales Pro
Digital tools are valuable, but Scott firmly believes in the effectiveness of a physical planner. He partnered with Panda Planner to create the Sales Pro Planner, which blends daily goal setting, gratitude exercises, and structured sales tracking. He emphasizes that writing things down creates a psychological commitment that boosts follow-through and execution.
Goal Setting and Weekly Reflection
Scott’s success is rooted in intentional goal setting. He advocates for reviewing your week every Sunday or Monday, assessing what went well and what needs improvement. He also highlights the Goal Setting Worksheet, a tool that breaks down large objectives into daily, weekly, and monthly actions, making progress more tangible and attainable.
Work-Life Balance: Designing Your Business Around Your Life
One of Scott’s biggest takeaways is designing your business around your ideal lifestyle—not the other way around. He stresses that entrepreneurs should first schedule personal priorities like vacations, gym sessions, and family time, then build their work commitments around them. Otherwise, work will expand to fill every available gap.
The Connection Tracker: Building Stronger Relationships
Relationships drive business success, and Scott’s Connection Tracker helps professionals stay on top of their key contacts. By tracking past clients, new referrals, and outreach efforts, sales professionals can ensure they’re consistently nurturing their network without letting leads slip through the cracks.
Final Thoughts
Scott Groves has built a thriving career by mastering calendar management, goal setting, and lead generation—and his strategies can transform the way you approach your business. Whether you’re a loan officer, realtor, or entrepreneur, prioritizing your calendar, setting intentional goals, and leveraging the right tools can dramatically improve your productivity and overall success.
Harley Green: Hey everybody, welcome back to the Workergenix Mastermind Podcast! Today, we’ve got a special guest and fellow Front Row Dad, Scott Groves. Scott is a husband, father, coach, loan officer, author, podcaster, 10th Planet Jiu-Jitsu purple belt, and cigar aficionado.
Scott is known for his client-first approach in the mortgage industry, helping homebuyers and real estate professionals secure lending solutions that align with long-term financial goals. Beyond lending, he’s also an expert in marketing, leadership, and lead generation, coaching hundreds of loan officers to success.
Scott, thank you so much for being on the podcast today!
Scott Groves: Hey, thanks for having me on. I appreciate it.
Harley Green: Before we started recording, we were talking about something really interesting—the idea that if you want to know what someone truly values, you just need to look at their calendar. Can you share more about that?
Scott Groves: Absolutely. And first off, I need you as my hype man—I love how you introduced me!
I’ve been around long enough to remember when physical day planners were the norm, and I learned something powerful from Gary Keller, founder of Keller Williams. He used to coach real estate agents by saying, “If you want to make a million dollars in real estate, show me on your calendar where you’re doing lead generation every day. If you say your family is important, show me where date nights or family time are scheduled.”
That stuck with me. Your calendar is a reflection of your values. If something isn’t scheduled, chances are it’s just wishful thinking. It’s like the saying, “A goal without a deadline is just a dream.” If you’re not intentionally making time for what’s important—whether that’s work, family, health, or personal growth—you’re just hoping it happens.
For me, proper calendar management is the key to success. I looked at my schedule before this call—I have 43 scheduled appointments this week, and I’m not overwhelmed because everything is planned out intentionally.
Harley Green: That makes a lot of sense. What are some practical tips for business owners who want to improve their calendar management?
Scott Groves: First, own your calendar—literally. I know people who have built their entire schedule within a company system, then switch companies and lose everything. Even if you use a corporate calendar, keep a backup in your own system.
Second, color-code your calendar. I know it sounds basic, but it makes a huge difference. I can glance at my week and immediately see if I have enough:
Green for money-making activities
Orange for coaching
Pink for family time
Blue for workouts
This makes it easy to spot imbalances—if my calendar is missing personal time or too light on lead generation, I adjust accordingly.
Harley Green: I love that. What about handling interruptions? We all have days where a random fire comes up and blows up our schedule. How do you manage those moments?
Scott Groves: Great question. One of my mentors, John Berghoff, taught me that if you’re a busy professional, you have to get world-class at interrupting interruptions.
For example, if I’m in a focused work block and my wife calls, I answer quickly and say, “Hey honey, I’m in the middle of something—can this wait, or should we talk tonight?” That way, I don’t ignore the call, but I also don’t let a quick chat turn into 20 minutes of lost productivity.
For business calls, I use a simple pre-written text response: “Hey, I’m in a meeting right now. Can we schedule a time to talk later? Here’s my calendar link.” Most of the time, people respect that and book a time instead of expecting immediate attention.
The key is to train people that they have full access to you—but not immediate access.
Harley Green: That’s a great mindset shift. You mentioned Calendly—are there any other tools you swear by for productivity?
Scott Groves: Yes! Besides Google Calendar and Calendly, I use quick text replacements on my iPhone.
For example, I type “CCC” and it automatically expands into a full, polite message saying: “Hey, I’m in the middle of something. Your call is important to me. Can we schedule a time later?”
This saves me from typing out responses over and over.
Also, the Panda Sales Planner is a game-changer. It’s a physical planner that helps me manage my sales calls, goals, and daily priorities without distractions from my phone.
Harley Green: That’s awesome. You mentioned something earlier about building “busy space” into your calendar. Can you explain how that works?
Scott Groves: Sure. A lot of people’s calendars are filled with back-to-back meetings, leaving them no time to handle unexpected tasks. I intentionally block out two hours, three times a week for dealing with emergencies, last-minute emails, or urgent tasks.
If something urgent comes up at 10 AM, instead of dropping everything, I just say: “I’ll handle this during my 2-4 PM busy time.”
By pre-scheduling time for unplanned tasks, I stay in control instead of constantly reacting to other people’s problems.
Harley Green: That’s a great way to manage the chaos. Now, you’ve created a sales planner specifically for business owners. Can you share more about that?
Scott Groves: Yeah! I partnered with Panda Planner to create a Sales Pro Version. It’s designed for entrepreneurs, salespeople, and business owners who need to stay organized and focused.
The planner includes:
Daily gratitude journaling (which helps with mindset)
A structured to-do list for sales calls and follow-ups
Sections for tracking goals and priorities
A physical planner helps you stay focused—unlike a phone or laptop, which are designed to distract you.
Harley Green: That makes so much sense. Scott, this has been incredibly valuable. Any final advice for entrepreneurs who want to get control of their time?
Scott Groves: Yes—plan your work around your life, not the other way around.
Start by scheduling the big things first:
Annual vacations
Date nights with your spouse
Workouts
Major business goals
Then, let work fill in the gaps. If you don’t, work will expand to take over everything, and you’ll end up missing out on the things that truly matter.
Harley Green: I love it. Scott, thanks so much for being here! For everyone listening, we’ll include links in the show notes where you can grab Scott’s free Connection Tracker and Goal-Setting Worksheet. If you want to take control of your time, grab a Panda Sales Planner today!
Scott, where can people connect with you?
Scott Groves: You can find me at scottgroves.com, and I’m always happy to connect on social media.
How to Take Control of Your Wealth with Infinite Banking
In today’s fast-paced world, entrepreneurs and business owners are constantly seeking financial strategies that provide stability, flexibility, and long-term wealth growth. One such strategy, often overlooked, is Infinite Banking—a method that allows you to become your own banker, maximize cash flow, and grow your wealth while maintaining full financial control. In a recent episode of the Workergenix Mastermind Podcast, Harley Green sat down with Erica Neal of Infinity Investment Strategies to break down how this financial concept can transform the way business owners and investors manage their money.
What is Infinite Banking?
At its core, Infinite Banking is a concept—not a specific product. It involves using specially designed, high-cash-value whole life insurance policies to store and leverage your money, rather than relying on traditional banks. The goal is to recapture the interest that banks earn on your money and redirect it back into your own financial system. This allows you to use your money to fund investments, business expenses, and personal purchases while still earning compounded interest on the total cash value of the policy.
Erica explains that not all life insurance policies qualify for Infinite Banking. These policies must be strategically designed to optimize liquidity, growth, and borrowing power.
How Business Owners Are Using Infinite Banking
Many entrepreneurs and investors are using Infinite Banking to improve their cash flow management and fund major expenses. Here are a few real-world examples from the podcast:
Equipment Financing: Business owners use policy loans instead of traditional bank loans to purchase equipment, avoiding high interest rates and maintaining control over repayment schedules.
Real Estate Investments: Investors leverage their policies to fund down payments or entire property purchases, allowing them to keep their cash liquid while still earning returns.
Payroll & Business Expenses: Some entrepreneurs fund payroll and operational costs using policy loans, repaying them with revenue generated over time, ensuring their business remains cash-flow positive.
Hard Money Lending: Many real estate investors use their policies to fund private loans, earning passive income through interest on those loans while maintaining the tax advantages of the policy.
The common thread? Business owners maintain full control over their capital, unlike with traditional loans, which come with strict repayment terms and interest going to the bank instead of their own financial ecosystem.
The Benefits of Infinite Banking
Infinite Banking offers several key benefits, making it a compelling alternative to conventional financing and saving methods:
Compounded Growth: Even when borrowing against your policy, the full cash value continues to earn interest and dividends.
Liquidity & Flexibility: Unlike retirement accounts or traditional investments, you can access your cash anytime for any purpose, without penalties.
Tax Advantages: Funds within the policy grow tax-free, and policy loans are not considered taxable income.
Asset Protection: In many states, cash value in life insurance policies is protected from lawsuits and creditors.
Control Over Repayment: Unlike traditional loans, you decide the repayment schedule, with no strict deadlines or penalties.
How to Get Started with Infinite Banking
For those looking to adopt this strategy, proper policy design is critical. Not all insurance providers or financial advisors are well-versed in Infinite Banking, so it’s crucial to work with a specialist who understands how to structure these policies for maximum cash value and growth.
Key Considerations When Setting Up Your Policy:
Choosing the Right Policy: Infinite Banking uses high-cash-value whole life insurance, not term life or traditional whole life policies with low cash accumulation.
Understanding Funding Levels: Policies have minimum and maximum funding corridors, allowing flexibility in contributions.
Navigating Underwriting & Health Factors: Your age and health determine insurability, but business owners can also set up policies for key employees or family members.
Strategic Policy Design: Policies should be structured to optimize cash value growth while keeping costs low.
Why Infinite Banking is a Game-Changer for Entrepreneurs
Unlike traditional banking systems, Infinite Banking allows business owners to become their own lender, enabling them to fund investments, manage expenses, and grow their wealth without being at the mercy of banks. This approach also aligns well with long-term financial planning, ensuring that cash remains available when needed, without market volatility impacting access to funds.
Final Thoughts
Infinite Banking isn’t just about life insurance—it’s about financial independence, strategic wealth-building, and creating a system where your money works for you. If you’re an entrepreneur or investor looking for a smarter way to manage cash flow, reduce reliance on banks, and optimize your wealth, this strategy may be the perfect fit.
To learn more about how Infinite Banking can work for you, listen to the full podcast episode with Erica Neal on the Workergenix Mastermind Podcast, or connect with her team at Infinity Investment Strategies to get started on structuring your own policy.
Harley Green: Welcome back to the Workergenix Mastermind Podcast! Today, we have a special guest, Erica Neal from Infinity Investment Strategies. She’s here to discuss a financial strategy that I personally use in my family and businesses. It’s a powerful tool that not many people know about, and I’m excited for her to share it with you.
A little background on Erica—she started her career in finance at a large investment firm but quickly realized that traditional financial planning didn’t fully meet the needs of business owners. Seeking better solutions, she joined a boutique firm and began using innovative strategies, including the Infinite Banking Concept, to help entrepreneurs protect assets, optimize cash flow, and increase liquidity. Now, as the co-founder of Infinity Investment Strategies, Erica empowers business owners to improve their financial standing, grow wealth, and reduce taxes while maintaining full control of their cash flow.
Today, she’s here to explain how you can build, protect, and leverage your assets to fuel business success. Erica, welcome to the podcast! How are you?
Erica Neal: I’m doing great, Harley! Thanks for having me—I’m excited to be here.
Harley Green: The term “Infinite Banking” sounds intriguing. Can you explain what it means?
Erica Neal: Absolutely! The Infinite Banking Concept is more than just a financial product—it’s a strategy. Instead of relying on traditional banks, you become your own banker, allowing you to capture the interest that banks typically earn on your money.
When you deposit money in a bank, they lend it out and generate profits far beyond what they pay you in interest. With Infinite Banking, you reverse this process, allowing your money to grow within a specially designed cash-value life insurance policy while maintaining access to it for investments or business needs.
These policies aren’t off-the-shelf insurance products; they are specifically structured to maximize cash flow and long-term growth. The key advantage? You maintain control, dictate the terms, and reinvest profits into your own wealth-building strategies rather than relying on traditional banks.
Harley Green: That sounds like a game-changer. Can you share some real-world examples of how business owners leverage this strategy?
Erica Neal: Absolutely. Many business owners use Infinite Banking as a financial tool to manage cash flow, fund growth, or even purchase equipment.
For example, a group of business owners in a rural area use their policies to finance equipment purchases rather than taking out traditional bank loans. Instead of tying up their assets as collateral, they borrow from their policies, repay the loan with business revenue, and maintain complete financial control.
Real estate investors also find this strategy incredibly useful. Some use their policies to fund down payments, invest in syndications, or even make hard money loans—just like a traditional bank would.
One business owner I work with in East Texas uses his policy to cover payroll, software subscriptions, and other operational expenses. He withdraws funds at the start of the month or quarter, then repays the policy loan as revenue comes in. This method creates a self-sustaining cycle where he earns interest on his money while ensuring financial stability.
Harley Green: That’s fascinating! Some might wonder—why would someone take out a loan against their own policy?
Erica Neal: Great question! When you borrow from a policy, you’re recreating the banking system in a way that benefits you. Traditional banks lend out money at high interest rates while paying depositors very little in return. With Infinite Banking, you get to control this process yourself.
Here’s an example: If you have $100,000 in your policy and take out a $70,000 loan, you’ll pay simple interest on that loan. Meanwhile, your full $100,000 continues to earn compound interest and dividends. This creates arbitrage—where you’re earning more than you’re paying in interest—just like a bank would.
Business owners love this strategy because it keeps their capital working for them at all times.
Harley Green: This sounds like a powerful business tool, but what about personal use?
Erica Neal: Since you’re the banker, you can use this money however you like. Many people use it to buy vehicles, fund their children’s education, or even purchase a home.
For example, my husband and I used our policy for a down payment on our home. We’re also using it to fund our children’s education, which gives us flexibility compared to traditional 529 plans. Unlike a 529, this policy doesn’t count against financial aid eligibility and can be used for any purpose—not just college tuition.
The key takeaway? Whether for business or personal use, Infinite Banking allows you to keep your money growing while still accessing it when needed.
Harley Green: For someone new to this concept, getting started might seem overwhelming. What’s the first step?
Erica Neal: That’s a great point. Many people assume they need a large sum to start, but most policies are structured for gradual growth. Think of it like saving money in a bank—except with much better returns.
We design policies based on a minimum and maximum funding range. Your minimum should be an amount you’re comfortable contributing each year, even in uncertain times. From there, you can add more as your financial situation improves.
The flexibility of these policies makes them ideal for business owners, allowing them to scale their “bank” as their company grows.
Harley Green: Since these are insurance policies, how does health impact eligibility?
Erica Neal: Health and age do play a role, but once your policy is set up, your rating is locked in for life. That means even if your health changes, you won’t have to undergo new underwriting.
Additionally, business owners can structure policies creatively. For example, some take out policies on key employees, known as “Key Man Policies,” which provide financial protection for the business in case something happens to a critical team member.
Syndicators and real estate investors also use these policies to reassure investors, ensuring that business continuity is protected in case of unforeseen events.
Erica Neal: Many people ask if this strategy has been used before. One historical example is JCPenney during the Great Depression.
When revenue plummeted and banks were struggling, JCPenney borrowed against its corporate-owned life insurance policy to continue paying employees. This move kept the company afloat until the economy recovered.
Today, major corporations and banks still use this strategy, known as Bank-Owned Life Insurance (BOLI) or Corporate-Owned Life Insurance (COLI), to maintain liquidity and navigate financial downturns.
Harley Green: This has been an incredible conversation. If someone wants to explore Infinite Banking further, where should they start?
Erica Neal: I put together a guide called The Four Pillars of Infinite Banking, which walks through:
Tax advantages of using this strategy
How to maintain control over your cash
Risk mitigation and asset protection
Using leverage to maximize financial growth
Anyone interested can access the guide via the link in the podcast description. If Infinite Banking isn’t the right fit, I recommend finding an authorized practitioner through InfiniteBanking.org to ensure you’re working with someone who understands the strategy properly.
Harley Green: Erica, thank you so much for sharing your expertise! This strategy is a game-changer for business owners looking to take control of their finances. I encourage everyone listening to check out the link, download the guide, and connect with Erica to learn more.
Erica Neal: Thank you, Harley! I appreciate the opportunity to share this with your audience.
Can Leadership Behaviors Transform Your Business Success?
As a business owner or entrepreneur, you’re likely no stranger to the hustle. From managing operations to making big decisions, you’re wearing multiple hats every single day. But here’s the question: are you leading your team effectively, or are you just managing tasks? The difference is crucial, and mastering the art of leadership can take your business to new heights.
In a recent episode of the Workergenix Mastermind Podcast, leadership expert Adam Malone shared his insights on the five key behaviors that help leaders create resilient teams, foster trust, and achieve long-term success. Below, we’ll break down these transformative principles to help you rethink the way you approach leadership in your organization.
1. Show Up Authentically
Leadership starts with being real. When you’re transparent and honest, you build trust with your team. This doesn’t mean you have to overshare, but it does mean being upfront about challenges and decisions.
For instance, if a project is going to require extra time and effort, acknowledge it. Tell your team why the hard work is worth it and how it aligns with your business goals. Authenticity encourages buy-in and helps your team feel valued, not dictated to.
2. Share Logical Thought Processes
Leaders often make decisions in isolation, leaving their teams wondering about the “why” behind the “what.” Sharing your reasoning creates clarity and trust.
When you explain how you arrived at a decision, you not only empower your team to think critically but also enable them to make better decisions on their own. Over time, they’ll start to think like you, building a stronger foundation for your business.
3. Ask Better Questions
Curiosity isn’t just for kids—it’s an essential leadership skill. By asking thoughtful, open-ended questions, you can uncover hidden opportunities and foster innovative thinking.
For example, instead of asking, “Did this task get done?” try asking, “How can we improve this process for better results next time?” This encourages your team to think about the bigger picture, paving the way for continuous improvement and collaboration.
4. Create a Culture of Feedback
Feedback shouldn’t just come during annual reviews—it should be an ongoing dialogue. The key is to make feedback positive and expected, not something that creates anxiety.
Start by praising what’s working well, then gently address areas for improvement. For example, if a team member completes a project, don’t just say “Good job.” Highlight what they did well and ask for their input on how the process can improve. Over time, this creates a feedback loop that fosters growth and accountability.
5. Embrace “Yes, And” Thinking
Inspired by improv comedy, the “Yes, And” approach involves building on ideas rather than shutting them down. When a team member proposes a change or an idea, instead of saying “No,” respond with, “Yes, and here’s how we can take it further.”
This mindset keeps conversations constructive and opens the door to collaboration. It’s a powerful way to encourage innovation while maintaining clear expectations.
Bonus Tip: Build Empathy Through Connection
Trust is built on three pillars: logic, authenticity, and empathy. Leaders often focus on the first two but neglect empathy. Take time to understand your team members’ perspectives and motivations. Whether it’s through one-on-one conversations or team meetings, creating space for empathy fosters a more connected and resilient team.
The Ripple Effect of Leadership
The benefits of adopting these leadership behaviors extend beyond your immediate team. By fostering trust, encouraging open communication, and building a culture of growth, you’re creating a business that doesn’t just survive—it thrives. As Adam Malone shared, these small daily behaviors have a compounding effect, building a foundation for long-term success.
Ready to Transform Your Leadership Style?
Great leadership isn’t about making sweeping changes overnight. It’s about implementing consistent behaviors that align with your vision and values. Start by showing up authentically, sharing your thought process, asking better questions, creating a feedback culture, and embracing “Yes, And” thinking.
As Adam put it, these behaviors don’t just improve your team’s performance—they create a business that can grow without you, giving you the freedom to focus on what matters most. So, which behavior will you adopt first?
Listen to the full podcast episode with Adam, available now:
Harley Green: Welcome to the Workergenix Mastermind. Today, we have a special leadership expert, Adam Malone, who will share key strategies and behaviors that leaders can employ to achieve greater success in the new year. Adam is a leadership consultant, corporate keynote speaker, and father of five, known as the “Tenacious Operator.” After a 20-year corporate career and 17 years at one company, where he rose from analyst to VP, Adam left in 2024 to pursue his passion for helping high performers become great leaders of resilient teams.
This is a perfect opportunity for everyone making changes and resolutions to learn how to become better leaders in the coming year. Adam, welcome to the podcast. How are you?
Adam Malone: I’m great, Harley. Thanks for having me.
Harley Green: What led you to transition from being a VP in the corporate world to helping leaders be better leaders?
Adam Malone: About seven or eight years ago, I transitioned into an operations role, managing the supply chain group. I owned the relationship with Apple, which was significant. I worked long hours, traveled frequently, and it began to wear me down.
One Friday, after a long trip to Manila, I returned home only to board another flight to San Francisco on Monday. I was exhausted and not feeling well. Sitting on the plane, I had a realization—I couldn’t keep living this way. I wanted to see my kids more and improve my marriage, which was okay but could have been better. It became clear that I needed to make a change, not just for myself but for my family.
It wasn’t enough for me to excel individually. I needed to build a resilient team. It had to shift from being about what I could personally accomplish to what the team could achieve collectively. That moment changed my perspective and sparked my journey into leadership development.
Harley Green: Many entrepreneurs and business professionals think they can solve problems by working harder, but the truth is, we need a team to achieve our goals. It takes leadership to build that team.
Adam Malone: Exactly. Entrepreneurs often face the challenge of feeling like no one else can do the job better. The instinct to do everything ourselves is strong, but we need to ask: Is being the best person for the task the right metric for whether or not we should do it?
Harley Green: I remember hearing the saying, “Good enough is perfect.” Sometimes perfection isn’t necessary, and striving for it can cost too much time and energy. How do you help leaders understand this balance between perfection and delegation?
Adam Malone: I often use the phrase, “Do we need perfection, or do we need good enough?” Many times, achieving 70-80% of the result is sufficient. I encourage leaders to consider the additional effort required to get to 90% or 100% and ask if the outcome justifies that cost.
For leaders, it’s also about letting go. Yes, you might do the task faster or better, but it’s often better to delegate, even if the result isn’t perfect. The extra time you gain can be invested in higher-value activities or simply resting to recharge for future challenges.
Harley Green: That makes a lot of sense. Beyond time, there’s also the opportunity cost. Spending time on one task means you’re not focusing on other priorities.
Adam Malone: Absolutely. I ask leaders, “Will your involvement in a particular task change the outcome significantly? Could you spend that time on something more impactful?” Sometimes, the best use of that time is resting or recharging so you’re prepared for the next big challenge.
Harley Green: It’s interesting that you mentioned rest. Often, leaders push themselves to the brink without recognizing the importance of recovery.
Adam Malone: Exactly. Rest is an investment in resilience. It’s about pacing yourself and your team for long-term success.
Harley Green: You’ve shared some great insights so far. I know one of the main focuses today is the five key behaviors that leaders can implement daily. Let’s dive into those.
Adam Malone: Absolutely. The first behavior is showing up authentically. Your team needs to trust you, and trust starts with being transparent. Share your thoughts openly, acknowledge challenges, and be honest about what you expect.
For example, when asking your team to tackle a tough task, acknowledge the difficulty upfront. Saying, “I know this is going to be challenging, but here’s why it’s important,” builds trust and shows authenticity.
Harley Green: That’s a great point. I’ve seen firsthand how authenticity can rally a team. What’s the second key behavior?
Adam Malone: The second is sharing your logical thought process. When leaders explain why they made a decision, it builds trust and helps the team learn to think like them. This is especially important if you want your business to thrive without your constant involvement.
Engage your team in the decision-making process by explaining your logic and asking for their input. This not only builds trust but also creates opportunities for improvement.
Harley Green: That ties into empowering your team to think critically and contribute meaningfully.
Adam Malone: Exactly. The third behavior is asking better questions. This means asking open-ended, thoughtful questions that encourage dialogue. For example, instead of saying, “Why didn’t you do this differently?” you could ask, “How do you think this fits into the broader process?”
These questions help team members think beyond their immediate tasks and identify areas for improvement.
Harley Green: I love how asking the right questions can serve as both feedback and training for the team. What’s the fourth behavior?
Adam Malone: The fourth is creating a culture of feedback. Feedback shouldn’t be something people dread—it should be a natural and mostly positive part of your workplace culture.
Give constructive feedback regularly, but focus primarily on positive reinforcement. Celebrate what your team does well, and use feedback to build trust and encourage growth.
Harley Green: We’ve implemented a feedback system in our task management software, where tasks are marked as “Needs Feedback” before being completed. It ensures feedback becomes part of our process, and it’s been incredibly helpful.
Adam Malone: That’s a great idea. Systems like that create a natural expectation of feedback and encourage continuous improvement.
Harley Green: What’s the final key behavior?
Adam Malone: The fifth is practicing “Yes, and…”. This concept, borrowed from improv comedy, involves building on ideas rather than shutting them down. For example, if a team member suggests a change, instead of saying, “No, we’ve always done it this way,” say, “Yes, and if we make this change, we also need to ensure we maintain these non-negotiables.”
This approach fosters creativity and collaboration while maintaining structure and accountability.
Harley Green: I can see how that would create a positive, innovative environment.
Adam Malone: It does. It encourages your team to bring ideas forward, knowing they’ll be considered and built upon rather than dismissed.
Harley Green: This has been an incredible conversation. For those who want to learn more or connect with you, what’s the best way to reach you?
Adam Malone: The best way is to text 33777 with the keyword “operator.” You’ll receive free leadership resources and be added to my newsletter, where I share weekly tips and insights. You can also connect with me on LinkedIn—just look for my black-and-white photo with a microphone.
Harley Green: Adam, thank you so much for sharing your expertise today.
Adam Malone: It’s been my pleasure. Thanks for having me.
The Power of Conversion Optimization and Data-Driven Marketing
In today’s competitive business landscape, standing out isn’t just about having a great product or service. It’s about creating a seamless customer journey that converts prospects into loyal customers. This is exactly what Scott Zetlan, founder of VisiOpt, specializes in. With over two decades of experience in digital marketing, Scott has transformed businesses by optimizing their customer experiences and marketing strategies.
If you’re an entrepreneur or business owner looking to grow, here’s everything you need to know about the game-changing insights Scott shared on the podcast.
What is Conversion Optimization and Why Does It Matter?
Imagine spending thousands of dollars on ads, only to lose potential customers the moment they land on your website. Conversion optimization fixes this by fine-tuning your landing pages and sales funnels to ensure visitors take the desired action, whether it’s making a purchase, signing up for a service, or booking a call.
Scott explains that 70–80% of your marketing success depends on what happens after someone clicks on your ad. It’s not just about running ads; it’s about what happens when they reach your page. If your landing page isn’t optimized, you’re likely leaving significant revenue on the table.
The Data-Driven Approach to Marketing
At the core of Scott’s philosophy is data. He emphasizes the importance of testing variables, like headlines, images, call-to-action buttons, and page layouts, to identify what works best for your audience. According to Scott, everything on your page either helps or hurts your conversions.
With tools like VisiOpt, businesses can run thousands of split tests simultaneously and identify the best-performing combinations without requiring additional traffic. This isn’t just about optimizing for conversions; it’s about increasing your average order value (AOV) and reducing your cost per acquisition (CPA).
For example, Scott shared a story about a client whose ads required multiple touchpoints—up to five clicks—before customers made a purchase. By analyzing the customer journey, they identified critical ads and optimized them, leading to improved results across the board.
Avoid These Common Mistakes
Scott highlights several mistakes businesses make:
Assuming Your Page is Fully Optimized: Even high-performing pages often have room for improvement. Brands spending significant budgets on ads often see conversion increases of 30% to 418% after optimization.
Cluster Testing Without Isolating Variables: Making multiple changes at once can confuse results. Instead, isolate variables to identify what’s working and what’s not.
Focusing Solely on Opt-Ins or Leads: A high opt-in rate doesn’t always translate to revenue. Always track performance throughout the entire funnel, from the first click to the final purchase.
The Importance of Continuous Testing
Testing isn’t a one-time event; it’s an ongoing process. The market evolves, customer behavior shifts, and ad algorithms change. Scott uses the concept of “Kaizen,” or continuous improvement, to explain why testing should be part of every business’s long-term strategy.
For smaller businesses with limited budgets, Scott recommends starting small. Even if your ad spend is only $1,000 a month, the insights gained from testing can help you scale more effectively.
How VisiOpt Makes Testing Easier
Traditional testing can be overwhelming, but VisiOpt simplifies the process. It allows you to run tests without coding or complex analytics. The platform identifies winning combinations—whether it’s a headline, hero image, or call-to-action—and shows which variables are driving results.
VisiOpt also tracks performance across the entire funnel, providing insights into what’s working on desktop versus mobile and how each element impacts overall revenue.
Why Businesses Struggle with Ad Consistency
One of the biggest challenges businesses face is maintaining consistent ad performance. Scott explains that this often isn’t the fault of ad platforms like Facebook or Google. Instead, it’s a result of poorly optimized landing pages that don’t resonate with broader audiences.
By focusing on the creative elements of your ads and optimizing the customer journey, you can build campaigns that perform consistently, even as algorithms and competition evolve.
Applying Optimization Across Different Business Models
Whether you’re selling physical products, digital courses, or services, conversion optimization applies across all business models. Scott shared examples of optimizing free lead magnets, like guides, to ensure that not only are you generating leads but also converting the right leads into paying customers.
Tracking data to the end of the funnel—whether it’s a booked call, a subscription, or a high-ticket sale—is crucial to understanding what’s truly working.
Practical Takeaways for Your Business
Scott’s insights boil down to a few actionable steps for any business owner:
Start Testing Now: Even with a small budget, testing your landing pages and ad creatives can yield significant insights.
Focus on the Full Funnel: Don’t stop at lead generation. Track performance all the way to the sale.
Leverage Tools Like VisiOpt: Simplify your optimization process with tools that make testing accessible and actionable.
Embrace Continuous Improvement: Testing is not a one-and-done effort. Commit to ongoing optimization to stay ahead of the competition.
Special Offer from Scott Zetlan
If you’re ready to take your marketing and conversion optimization to the next level, Scott Zetlan is offering a free 30-minute Conversion Optimization Audit for podcast listeners. This personalized session will help you identify key areas of improvement for your business.
Scott’s approach is a game-changer for any business looking to grow. Whether you’re a small startup or an established company, focusing on your customer journey, landing pages, and data-driven marketing can unlock new levels of success.
Listen to the full podcast episode with Scott, available now:
Harley Green: Welcome back, everyone! Today, we have a special guest, Scott Zetlan, founder of VisiOpt, a company revolutionizing how businesses optimize customer experiences, marketing, and sales. Scott, it’s an honor to have you on the show. How are you?
Scott Zetlan: I’m doing fantastic, Harley. Thanks so much for having me.
Harley Green: It’s a pleasure! VisiOpt is known as a digital marketing powerhouse with over two decades of experience in media buying, conversion rate optimization, and analytics. Can you share more about your journey and how VisiOpt came to be?
Scott Zetlan: Absolutely! I’ve been in the marketing space for over 20 years, which makes me feel a bit old! Early in my career, I realized that scaling effectively meant understanding traffic, testing, and optimization. Without proper testing, you leave significant money on the table. That realization came through my own mistakes, and it opened my eyes to how critical it is to continuously improve.
Many businesses—ranging from small six-figure companies to massive 10-figure enterprises—are not optimizing effectively or at all. As a result, they stifle their ability to scale and grow, particularly when relying on cold traffic. We saw an opportunity to help these businesses with a more scientific, data-driven approach, and that’s how VisiOpt was born.
Harley Green: Let’s take a step back and dive into the specifics. When you talk about optimization, are we focusing on ads, websites, or the entire customer journey?
Scott Zetlan: Great question! Optimization spans both the creative side—such as ads, emails, or social media posts—and the pages where traffic is driven, like landing pages and funnels. At VisiOpt, we focus heavily on optimizing landing pages and funnels because 70-80% of your results depend on what happens after someone clicks on your ad.
Our proprietary system allows businesses to run extensive tests, simulating over 4,000 unique split tests within a single experiment—without needing additional traffic. By optimizing conversion rates, lowering cost-per-acquisition (CPA), and increasing average order value (AOV), businesses can thrive even in highly competitive markets.
Harley Green: What are some of the most common mistakes businesses make when it comes to marketing and optimization?
Scott Zetlan: The first big mistake is not testing enough—or testing improperly. Many businesses assume their pages are optimized after a few tweaks, like adjusting a headline or swapping an image. But in reality, proper testing involves isolating variables and understanding how they interact.
For example, it’s not just about testing headline A vs. headline B. It’s about testing which headline works best with a specific hero image, call-to-action, or even page layout. This interplay can dramatically impact your results.
Another common mistake is copying competitors. Many businesses see something their competitor is doing and assume it’s a best practice, but this often backfires. We’ve helped clients remove “best practices” that were actually hurting conversions.
Lastly, many businesses run “cluster tests,” where they change multiple variables at once. While this might improve results, it’s impossible to know which changes worked and which didn’t. Isolating variables is key.
Harley Green: Some listeners may think testing is a one-and-done process. Why is continuous testing so important?
Scott Zetlan: The market, algorithms, and customer behaviors are constantly evolving. Even if you have a high-performing campaign today, it may not work tomorrow. Testing ensures you stay ahead by continuously refining your approach.
For instance, many businesses blame ad platforms like Facebook when performance drops. While algorithms do change, most issues stem from poor optimization or a lack of understanding of the customer journey. If your offer isn’t converting for a broad audience, you’re bound to face challenges when scaling.
Harley Green: For businesses with smaller budgets—let’s say $1,000 a month on ads—can they afford to implement the kind of optimization strategies you’re describing?
Scott Zetlan: Great question. The short answer is yes. If you’re spending $1,000 a month, you absolutely need to optimize to make the most of that investment. However, with limited traffic, you need to run more focused tests over a longer period.
As businesses scale, the return on investment from testing becomes even more significant. For example, a 10% improvement for someone spending $50,000 a month on ads is much more impactful than the same percentage for a $1,000 budget.
That said, even smaller businesses can use VisiOpt’s tools to start testing effectively and lay the groundwork for growth.
Harley Green: What’s your advice for businesses that focus on metrics like leads or clicks but don’t track the entire customer journey?
Scott Zetlan: That’s a common and costly mistake. You can’t eat leads. If a landing page generates a high volume of leads but those leads don’t convert into paying customers, you’re wasting resources.
At VisiOpt, we track performance across the entire funnel—from the first ad click to the final sale. This allows businesses to see not just which pages generate leads, but which ones result in the highest revenue or AOV. Sometimes, the page with fewer leads ends up producing better-paying customers.
Harley Green: It sounds like testing not only boosts performance but also gives businesses control. Would you agree?
Scott Zetlan: Absolutely. You can’t control ad platform algorithms, competition, or market changes, but you can control how your business responds. Testing puts the power back in your hands by enabling you to optimize every step of the customer journey.
Harley Green: Scott, this has been incredibly insightful. For listeners inspired to dive into testing and optimization, how can they get started with VisiOpt?
Scott Zetlan: We’d love to help. For anyone who reaches out through the link in the podcast notes, we’re offering a free 30-minute conversion optimization audit. We’ll review your website and discuss actionable ways to improve.
Harley Green: Thank you so much for joining us, Scott. This has been invaluable!
Scott Zetlan: Thank you, Harley. It’s been a pleasure!
