Align the Promise with the Experience: Fixing Revenue Leaks | Chelsey Reynolds

If your marketing makes promises your operations can’t keep, growth will always stall.

Summary:
Chelsey Reynolds joins us to break down how real growth happens when marketing, sales, and customer success operate as one aligned revenue engine—not three disconnected departments.

We unpack what goes wrong when messaging doesn’t match delivery, why internal launches fail before they ever reach customers, and how unclear positioning quietly erodes trust. Chelsey shares straight-talk strategies for choosing a clear market position and sticking to it, designing simple systems that reinforce the right behaviors, and building comp plans that reward alignment—not chaos.

We also tackle leadership. Fear-based leadership may produce short-term compliance, but it crushes initiative and long-term trust. Chelsey explains how strong leaders own mistakes, apologize when necessary, and rebuild credibility—plus how middle managers can absorb executive pressure without passing stress downstream.

Finally, we explore what changes as companies scale from 1–10, 10–50, and 50–100 employees—and how systems, culture, and accountability must evolve at every stage.

If you want your brand promise to match your customer experience—and your growth to feel sustainable instead of fragile—this episode is for you.

🎥 Watch the full episode on YouTube:
 https://www.youtube.com/@TheSmallBusinessSafari

💡 GOLD NUGGETS 

• Building one unified revenue engine across marketing, sales, and delivery
 • Fixing misaligned messaging before it costs you credibility
 • Why fear leadership creates compliance but kills ownership
 • How to rebuild trust after mistakes
 • Systems and compensation plans that drive aligned growth
 • Scaling lessons from 1–10, 10–50, and 50–100 employees
 • Insights from The Growth Department podcast

🔗 Guest Links

• Growth Department Podcast

linkedin.com/in/chelsey-reynolds-growth-expert

linktr.ee/chelseyreynolds (Company)
https://www.growthdepartment.com/podcast

🌍 Follow The Small Business Safari

• Instagram | @smallbusinesssafaripodcast
 • LinkedIn | Chris Lalomia
 • Website | https://chrislalomia.com

Thanks to our sponsor Smart Hire Solutions LLC!

Transcript

Cold Open And Banter

SPEAKER_00 0:00

If your boss is micromanaging you and putting pressure on you and saying if you don't do this, you're gonna fucking get the you wait till you see what's gonna happen.

SPEAKER_03 0:08

That's that's what you're saying. I love that line too. You just wait and see what happens. This is not a how-to, Chris. Oh, this is what's not good. I actually just wrote this as too. I'm like, that's exactly I'm using that line. Oh shit, that's wrong.

SPEAKER_02 0:22

But like that middle manager now has to have the resolve to stop the shit there and not let it slide down into their team, and that is so fucking tough.

Show Intro And Host Updates

SPEAKER_04 0:30

Welcome to the Small Business Safari, where I help guide you to avoid those traps, pitfalls, and dangers that lurk when navigating the wild world of small business ownership. I'll share those gold nuggets of information and invite guests to help accelerate your extent to that mountaintop of success. It's a jungle out there, and I want to help you traverse through the levels of owning your own business that can get you bogged down and distract you from hitting your own personal and professional goals. So strap in Adventure Team and let's take a ride through this safari. You probably, guys, if you're listening, just realize I cut on halfway through my sentence. So that just shows you how pro we are. Welcome back, everybody, to Small Business Safari. We're gonna go make this thing happen. We're back for another week, Alan. Getting excited about uh the year kind of turning, getting out of this cold weather.

SPEAKER_05 1:26

Oh, just weather-wise, not business.

SPEAKER_04 1:28

No, fuck that.

SPEAKER_05 1:28

No, it's not accurate. So I just got You've already resigned yourself to the crap 2026.

Forecasts, Goals, And Reality Check

SPEAKER_04 1:34

All right, so I'm going into this year, guys, and uh, you know, uh, if you haven't followed the pod, I've got a uh handyman remodeling company here in Atlanta and Athens, and I I'm in tap with uh a lot of the national remodelers around the nation, and I'm getting to this thing, and I'm like, I'm gonna go 20%. I'm gonna go 20%. I'm gonna go 20%. And so far, everybody else I've talked to goes, that sounds good. Um, I'd like to. So what are you really thinking? And guys who are pretty honest with me are like, Yeah, I'm thinking like five or ten. I'm like, uh-oh. So then I just get done talking to my supplier this morning, went over there. Uh, he supplies all our windows and doors and uh big deck packages we do. And he said, Yeah, we're probably right now we're looking at like a flat year. I'm like, oh boy, how about Chris uh outpacing the um that's like me going on a 400-yard sprint around and saying, Oh, I'm gonna beat everybody by 20%. I'm gonna I'm gonna fall flat on my face. First turn, down I go. Kidneys gonna go down, it's not gonna be pretty. Oh, you'd barf. I would too. Yeah, it'd be doing 400s. Oh my god. Yeah, I do remember. I ran 800s. I ran 400s against my will just so I could play football. Uh stubborn that way. I was. That's the only reason I ran it. Guys, we got a great episode today. We actually left a little bit too much in the green room, according to Alan, because we've been talking to Chelsea Reynolds, and she said, Hey man, I'll talk about whatever you guys want to. And we said, Well, um, she goes, This is my year of play. I'm like, honestly, after I got done saying the 20% growth and this, that, I think, I think I've Chelsea, I'm probably with you. This is gonna be my cheer year of play, too, or back to being a nonprofit.

SPEAKER_05 3:08

Congratulations. Yay! So that means you have to be a do-gooder.

SPEAKER_04 3:14

Yeah, oh, here we go. So, Chelsea, uh, thanks for coming on the show. You've got your own podcast. We're gonna talk about that in a little bit, but let's talk a little bit about what you're doing here as of late. Uh, I want you to give everybody a little flavor of what you've been working on.

SPEAKER_02 3:27

Gosh. All right.

SPEAKER_04 3:29

Well, this is a cliffhanger.

SPEAKER_02 3:32

Yeah, I don't want to talk about that, guys. Uh, so oh maybe we do. Yeah, well, we could talk about shoes, but this is we'll talk about business.

SPEAKER_05 3:42

I want to talk about your I want to talk about the office that you're in. That is so cool looking. Thank you. You see that? What does that mean? That's like cerebral.

SPEAKER_01 3:55

Can you handle it?

SPEAKER_05 3:56

No.

SPEAKER_04 3:59

Yes, Chris. What is it? What was this speaking to you, Chris? Uh uh, I'm not very good with art.

SPEAKER_05 4:06

I want to design a bathroom because there is no art.

SPEAKER_04 4:09

That's probably best for the art. I mean, I'll design a bathroom all day long, but take me to an art gallery, and I'm like, yep, nope, not catching it.

SPEAKER_02 4:15

Your bathroom is the art, just so you know.

SPEAKER_04 4:17

That is. I do my best work. I do my my artwork. Let's not go out.

SPEAKER_05 4:22

No, that is awful. Oh, come on, it was easy. Cindy uh delete that.

SPEAKER_02 4:26

No, I didn't know we were having silly juice. I just brought a dye coke.

SPEAKER_05 4:29

Oh no, we're gonna we can pause.

SPEAKER_02 4:31

Hey, it's so far away.

SPEAKER_05 4:33

Is it really?

SPEAKER_04 4:36

Okay, oh, we're gonna call that rum and coke. All right, perfect.

Career Path From Sales To Revenue Leadership

SPEAKER_02 4:40

Oh, well, anyways, I was uh I was finding myself in my 20s doing all sorts of stuff. I worked in construction, I was a bartender, I was a singer in a band, I lived in LA, you name it. I I did a lot of different jobs, and then I found sales and I was like, holy shit, the more like the harder you work and the better you do, the more you get paid. Why is not everybody in sales? And then I realized it's pretty hard.

SPEAKER_06 5:06

Right.

SPEAKER_02 5:07

I fell in love with sales, and so yeah, I was a salesperson, and then I was like, wait, the systems for how we sell could be better. And then I was a sales manager, and then I was like, Well, if we don't take care of our customers after we sell, then we can't sell more. So that's bullshit. So I let me give that, give me that department too. And then I was like, well, marketing should probably tie all that together. So then I learned how to do marketing and basically a revenue organization or a growth organization is what I scooped up at the companies, just like elbowed everyone and said, Let me come on, I'll take it. Brute force. And I love it. I love tying those three departments together so that the whole customer experience is more enjoyable, they have a better time, you make more money, salespeople are happy.

SPEAKER_04 5:53

And then let's talk about this for a minute. Yeah. So uh boy, I really want to go back to the uh from a singer to knocking doors for Sears Home.

SPEAKER_05 6:01

I want to know what you're saying. What was your what was your best song? If you have to karaoke right now, what what's your song?

SPEAKER_02 6:06

Oh, well, I used to say Bobby McGee, but I just oh yeah.

SPEAKER_04 6:13

Big fan, big fan. All right, so she liked she did uh old classic rock.

SPEAKER_02 6:18

A fun group one is Earl Had to Die, or whatever that one is. The the chicks, yeah. I don't know that you know we're all just well get a group on stage singing about killing killing a guy. Love it, yeah.

Unifying Marketing, Sales, And Customer Success

SPEAKER_04 6:31

Neat, yeah. So uh you've been to my house. Uh so get my wife and daughter together, and yeah, somebody's going down, and it's usually dad. That's gonna be you. Oh, yeah, that's why I'm in the basement. All right. So uh I want to you know, we just got done talking about this here at Neri. We had a uh lunch learn talking about tying marketing to sales to customer retention. I mean, that's a big lift when you start thinking about it. When you when you think about it, what is marketing's role in helping me sell?

unknown 7:00

Oof.

SPEAKER_02 7:00

Um, I see marketing as touching everything from internally. Like, how are we sending messages to our internal team? Does everybody know what we even do? Is everybody saying the same thing about what we do? I think marketing needs to be involved in all of those discussions. Um, in terms of tying sales and uh post-sales, whether you call that account management or customer success together, that that's a culture thing from the top. If your CEO or C-suite is not seeing those three as working together, you'll see a lot of finger pointing. And that's where growth stalls. So you'll see, oh, marketing sent shit leads or markets didn't send in enough leads. And then you've got the marketing folks saying the salespeople aren't working the leads I'm sending, and everybody's trying to prove whose fault it is versus working together to just sell more and fucking crush it. Like that's that culture problem and the lack of alignment is why I think they all should just hang out a bit more.

Positioning And Category Design

SPEAKER_04 8:01

Yeah, that's I mean, that you're right, because there's that natural rub. Even if you're a small business and you're on, you know, like when I first started, I was our chief marketing officer, chief revenue officer, our lead technician, our helper, our phone answerer, and our invoicer. Uh but a janitor. Uh, and I did I did clean the toilet. That's right, because I uh took a room from a place. But you know, as I've grown and we started filling in all those gaps, that's why this was an interesting concept for me is that how does your advertising help you sell more? And uh today in the class they were talking about uh we had a panel discussion that I facilitated, and she talked about your brand message has to be on point from your sales and advertising. So that when your salesperson shows up, they're delivering on that brand message of because oh, I do a quality job, I'm a remodeler. That doesn't help, you know, it just doesn't work. So how do you do it?

SPEAKER_02 8:52

Yeah, nobody cares. Um nobody cares that you're better or that you do like what's in it for you is what the customer wants to know. We'll we'll talk about the books later. I won't start throwing book titles. No, throw a book at us. Throw us a book. Okay, so like I just interviewed this month on my podcast, but the topic was positioning and category design. So how because a lot of owners are saying, How do I stand out? And that's the first place you need to start is what are you even what are you solving? What do you do is everybody saying the same thing? So yeah, getting that message across for the entire team should be put that book up again.

SPEAKER_04 9:27

So it's the book is Obviously Awesome by April Dunford.

SPEAKER_02 9:32

So you interviewed her, and she has a new edition coming out with what she's learned in the past six years since the first one come out. That comes out in like two weeks. So it's a good place to be.

SPEAKER_05 9:44

What would the next book be?

SPEAKER_04 9:46

Not obviously awesome. Yeah, that's right. Yeah, but but I obviously do not suck. That'd be my book. All right.

SPEAKER_03 9:56

So keep going.

SPEAKER_05 9:57

Well, and it is interesting. I want to say something because how often does a marketing department come out with something and then the sales department rolls their eyes and there's not buy-in together?

SPEAKER_00 10:09

Bro, yeah.

Internal Alignment Before External Campaigns

SPEAKER_02 10:10

Or like the product. So if you're I work a lot in tech, but this is the same thing. Say you have a new offering that you're doing that you want to push out and you tell marketing, but your salespeople don't know it, or the people, your account managers don't know about it, and you haven't said it internally. And the first time your customers hear about it is from an ad. Like, think of how disjointed that all feels for the customer or for the prospect to book a call with someone at your team. Hey, I just saw this promo, or hey, I saw you do Windows, and the salesperson doesn't know. Oh, we're doing a window promo, or this is what we're saying now. The first thing that the custom the prospect's hearing is, oh, I didn't know that. That's that's successful.

SPEAKER_03 10:51

That's horrible.

SPEAKER_02 10:52

I don't want to trust this code. They don't even know what they sell. I'm not gonna have them come do thousands of dollars of work in my house. Are you kidding me?

SPEAKER_05 10:58

Why is it why is it so hard? Because just the way you originally described it, it makes such perfect sense. I mean, it is absolute common sense. Marketing does a good job, sales does a good job, the people that deliver the service or product they do a good job, and it's the circle of life, and it should just be kumbaya, we make a ton of money. And it doesn't work that well very often.

SPEAKER_02 11:19

Yeah. There I think I think there are a few reasons. Let's stick to two. One would be folks haven't done all the jobs, so the folks in leadership don't respect or understand what's actually going into the other departments. Not to be a dick and call you guys out if you don't you don't have to be the head of every department to be good or understand what the other department does.

SPEAKER_05 11:41

So she speaks your language. I never know. I mean, you are she you are absolutely fluent in Chelsea.

SPEAKER_04 11:47

I know, I definitely speak Chelsea. Uh this this is my this is my love language. I'm like, I can see he's just glowing real quick. I mean, I feel like I'm having a conversation in the office, really. Yeah, where I don't have to filter myself. I'm like, finally, okay, thank you.

SPEAKER_02 12:02

Yeah. Well, I mean, what's the point of getting fancy? Let's just cut through it.

SPEAKER_04 12:06

Um when you're in business.

SPEAKER_02 12:08

So if you don't understand what's going on, and the think of it like when you go into a store at 8 30 and you go and you're looking through the clothes and you're moving things on the rack and you leave shit on the rack or unfolded. I know you've never worked in retail.

unknown 12:27

Yeah.

SPEAKER_02 12:27

If you go into a restaurant at 11 o'clock at night or 10 50 when it closes at 11, and you're sitting there, oh I don't know. Instead of just get what you fucking want and get out. I'm sorry. This is like a this 4 p.m.

SPEAKER_04 12:38

when we're taping this, and I'm let it rip. Let her rip because I want to hear the answer.

SPEAKER_02 12:46

You can tell who who doesn't understand what the impact they're, or they're just assholes. But that's right. You, if you if you have done the job, you understand, okay, I'm not going to throw a product, a brand new product or a brand new offering at the marketing director on a Thursday afternoon and say, Hey, we want this to launch on Monday, make all the materials and make it come true. And then have marketing do something in a week and not inform fit sales. You know, like people need to be trained. Things are going to take a day or two longer than you want them to, and that's what's going to make it work. Just so that's the first thing I'd say is they don't understand what each other's doing, or they don't respect how difficult each other's jobs are because everyone's job is tough. The second thing I would say is usually it's it starts from the top. If there's some sort of competition or there's some sort of fear leadership thro trickling throughout, that's when you get into let's talk about fear leadership.

SPEAKER_04 13:49

So what are the what are the pros of uh fear leadership?

SPEAKER_05 13:52

Let's start there. The top best things about fear leadership. That's the title of your book. There it is.

SPEAKER_02 14:02

Fear me.

SPEAKER_04 14:04

Fear me. I know.

Fear-Based Leadership And Its Costs

SPEAKER_02 14:05

So there are studies that leaders who feel illegitimate about their authority tend to amplify threats, whether they're real or imagined, because it produces short-term obedience. So that's actually a good one. Yeah.

SPEAKER_05 14:22

So it's kind of a business Napoleon complex.

SPEAKER_04 14:25

Yeah. No, I I actually work from another angle of my fear, but I'll I'll get to that. Fear mongering.

SPEAKER_05 14:30

Uh my the way I this will end up becoming a little bit of a therapy session, Chelsea.

SPEAKER_04 14:34

Thank you. I'm already leaning back in the chair. I'm already getting back and listening. I've been on the couch plenty of time. How do you really feel? I know. Well, I feel like I don't feel illegitimate. I I but I do feel like there are times when people are just being idiots and uh they need to hear. No, I I mean I I let people uh I don't like yes people. I definitely don't. I and I hate that. And you can't have that. And if you do the fear thing, they're gonna just start yesing you to death. Yeah, I I can't stand that. So right?

SPEAKER_02 15:02

Yes, they will.

SPEAKER_04 15:03

Thank you, Chelsea. You agree, damn it. All right, I got another yes person. What the hell?

SPEAKER_02 15:08

Don't fire me.

SPEAKER_04 15:10

That's it, we're done.

SPEAKER_05 15:12

You just lost her soul. Do you like that? Yeah, she said what you wanted and you lost her soul. I know. I know how'd I do. Yeah, really good. I think I played I'm playing the longer game. I well, that was some tires.

SPEAKER_04 15:22

I no, I just kicked the door last week. Did it really come off the hinges? No, I did, but there it um uh there was a little piece of paper that said uh arrow and said Chris did this.

SPEAKER_02 15:33

A little dent.

SPEAKER_04 15:35

Uh not exactly. Uh I went through the door. Oh yeah, well it was a magic till. I was not a soccer player, but I I pretended to be a little bit more than a little bit.

SPEAKER_05 15:43

You could have kicked a 50-yard field goal that day.

SPEAKER_04 15:46

That one I probably could have done better better than young Lake who here in Atlanta. That's right. So all right, so fear at leadership not good because you get illegitimate, you don't get free form of talk.

Middle Management As Shock Absorbers

SPEAKER_02 15:58

I mean, also if you if you're if you've been raised in environments where yelling and saying, do this, you know, we've all had a shitty boss that micromanages us or a parent who you know yelled at us. Everyone's got different people who made them feel not great. So if if that's what we're trained in, it's very easy to pass it on. Or if that's what our boss is doing for us, say you're middle management. If your boss is micromanaging you and putting pressure on you and saying, if you don't do this, you're gonna fucking get the you wait till you see what's gonna happen.

SPEAKER_03 16:31

That's what that's what you're saying. That's I love that line too. You just wait and see what happens. This is not a how-to, Chris. Oh, this is what's not good. I actually just wrote this as too.

SPEAKER_04 16:40

I'm like, that's exactly I'm using that line.

SPEAKER_03 16:42

Oh shit, that's wrong.

SPEAKER_02 16:44

But like that middle manager now has to have the resolve to stop the shit there and not let it slide down to their team. And that is so fucking tough to not just then immediately panic and say, My job's on the line, everyone on my team's job's on the line, and then push that pressure and the fear down onto everybody else. And it just trickles and everybody's in this fight or flight.

SPEAKER_05 17:05

This is what I'm it doesn't trickle at cascades, yeah.

SPEAKER_04 17:09

Yeah, yeah, just yeah, it doesn't trickle. I think, especially in a small business when you got a pretty flat organization, yeah. Um, that door kicking uh that rippled through the entire office from the ladies answering the phones to the the account uh team.

SPEAKER_05 17:22

Can you imagine one of your nice ladies on the phone and they're talking to a customer and they're like, uh, what was that?

SPEAKER_02 17:27

Oh uh yeah, the owner just kapowed.

SPEAKER_05 17:30

Yeah, something just fell in the the owner just kapowed.

SPEAKER_04 17:33

I wrote that down. They could they could say that. Another book title. Yeah, that the owner just kapowed. I like that one. That is a great book title. Because oh sorry.

SPEAKER_02 17:43

No, how do you guys not get not passed the shit on?

SPEAKER_04 18:40

Yeah, it's it's uh, you know, it's hard. Um, I I I've been through a lot of therapy on this one. It's true. So when you absorb it, you take it like uh the pressures uh being your own boss, if you will. Uh again, for a lot of us doing the small business, do you take them all on? You're taking on the financial pressures, you're taking on uh the fact that I have 35 employees and 35 families that I feel responsible for. And when somebody's not doing what they're supposed to be doing in their role and you've continually coached them there, it just I hit a breaking point. But you're right, a lot of times you're you're adding, you're you're you're holding it, and you realize whatever you're projecting back out is what you're gonna get back. Uh and so this was a spectacular blow up on my part, but um but I had built up enough goodwill chips, if you will, that when I went around and told everybody what had happened, I said, look, I apologize. Sorry about that.

SPEAKER_05 19:27

I think I got he's a benevolent dictator.

SPEAKER_04 19:29

Oh, and I thank you.

SPEAKER_01 19:31

We all need one of those.

SPEAKER_04 19:33

That's a big word. Does that mean I'm good? Does that mean I'm am I up for employer?

SPEAKER_05 19:37

I do love neutral.

SPEAKER_02 19:38

I think that's the longest word of the episode in terms of syllables.

SPEAKER_04 19:41

Well, it's not gonna be coming from this guy.

Managing Up And Protecting Teams

SPEAKER_05 19:45

You know, I had I had a situation like that in uh the corporate world, and I had a a boss who I I loved, but he was a bit of a flamethrower. And I mean, and he, you know, something would just get a burn in his saddle and all of a sudden he would detonate. And I knew that I had to be like Captain America and you know, hold the shield while the flames were coming at me. Is that the right analogy? Yeah, you did good. Yeah, yeah. And uh because it it's not gonna it's not gonna help my employees, it's gonna kill morale. And so what I had to do was like take the heat, then interpret what he really meant. And okay, we have a sense of urgency, and there's certain things that we need to focus on and get better, but I I had I had to I I had to manipulate this from you know just the the raw lava that was being you know blown my direction, and uh, you know, and it was it was effective, but it was hard. It was really hard. Yeah. Because it's hard to not just do Olay and uh you know let it just keep going downhill.

SPEAKER_04 20:44

Still, do you feel like the people underneath you felt that flame? Uh or do you feel like you took it?

SPEAKER_05 20:49

No, I took it. I took it because uh well, I don't really want to talk about it. But when I when when I when I left and they replaced me with somebody who was more in that direction, it was it was catastrophic.

SPEAKER_04 21:01

So I had so my boss hole, which is why I'm in my job nowhere.

SPEAKER_05 21:05

Yeah, uh Chelsea, you can be. She's right in that one.

SPEAKER_04 21:09

Might not be benevolent, but I knew bosshole. Uh so um when I left my position uh at the bank, uh, I did have people reach out to me about a year, six months to a year later and say, Wow, I didn't realize how much shit you were putting up with and how much you protected us. I appreciate you more than you ever thought. I said, I appreciate that. Don't forget I can work on your houses because uh still get to make money. Uh but uh but yeah, no, I I think um I felt like I I did a good job of that. But when you have somebody like that, I think upward management or management of them is such an undersold skill, you know, and that sometimes leaders, you you need to be managed. Uh, and if you have an effective person underneath you, you need to be you need to allow them to manage you. And so that's why I have a GM today who let me give you a good one on that one. Thank you. One one nothing. The GM is the one who uh calmed me down after this, and then we came up with a path to resolution. Um, and he was the voice of reason, um, which ended up uh us firing him, but uh the guy that I kicked the door because he was driving me nuts.

SPEAKER_02 22:12

Not the GM. He didn't fire the GM.

SPEAKER_05 22:14

No, no, he's he just fired everybody. He just yeah, just that was last year. Um I did.

SPEAKER_04 22:22

Oh my god. So I but you know, it's just you go back to it. I think you've that's part of the thing people miss is that if you go to work for somebody, you need to be more effectively managing them. What do you think about that? And how do you do it better?

Coaching Leaders For Clarity

SPEAKER_02 22:33

Oof, that's a lot of pressure. I feel like you want to go to a place where there's mutual respect and everyone's working together. I don't know that I've found a place like that yet. So Disney.

SPEAKER_04 22:46

Interesting. So I think well, I don't know. I mean, I uh I I would I Uh yeah, no, I don't think I have. I'm thinking back now. I think I have. I mean, I think I feel like um I 100% have.

What A Growth Consultant Looks For First

SPEAKER_05 23:00

Yeah, and I've told you that story. I was in a corporate environment, a franchisor's office. It was the best environment I'd ever seen. The CEO walked around every morning, spoke to every single employee just to say hello, didn't want to hear your life story. It was the person I worked for. I could openly say, I am not sure I know how to do this or I'm uncomfortable with this job. You know, can you help me? And they wouldn't make a note. And they just helped. And then private equity sold them, brought in a new person. He walked the building morning and evening to make sure people were at their desk, put a camera on the back door to make sure people weren't leaving before five. And I went from happily working sometimes till 10 o'clock. And the person, I she came into my office one day and said, uh, I don't want you to burn out. And I said, I I have this sense of purpose towards our franchisees. They need more than what we're delivering. And if you don't mind, I'm just gonna work until I feel good about what I'm delivering. She's like, okay, just don't burn out. So I I mean, I didn't care if I was at home or at work at that point, which was dumbfounding for me. And then within 30 days, because oh, five o'clock, time to go. Because I don't care about you and you don't care about me. Yeah, so they got less out of you because the hours I was there, I gave them everything, but I knew I knew they didn't care. And uh so therefore I did not care either.

SPEAKER_04 24:30

So, how do you set better clarity as a leader? That was, I think, because I think that's been where at least in my business, uh, the people who are with me, I mean, all jokes aside, I've got some people been with me for a long time. Um, I think it was clarity uh that helps, but how do you help set that so that you get that long-term buy-in from people?

SPEAKER_02 24:50

As a leader, I'd say everyone should have a coach. Like pay somebody money that feels uncomfortably high to bounce ideas off and tell you when you're being like when you're being ridiculous and call you on your shit. You need somebody who's not in the mix to do that. Your shrink shouldn't do that. If you have a uh a therapist, yeah. Your therapist can hear about like, oh Stuart, he was mean to me in the office. Yeah, they can help you work through why does that impact you? Is it something daddy said? Like they can work through that with you, but your coach is like, have somebody, a mentor or coach that you can bounce these ideas off of. Um, that would be my first piece of advice. My life changed when I got a coach.

SPEAKER_05 25:38

When people hire you, what are what are you doing for them?

Comp Plans, Systems, And Quick Wins

SPEAKER_02 25:42

I am going into companies that either have stalled and want to hit the next level, sometimes startups that don't even know where to start. But you know, companies that are maybe they're at 25 and they want to get to 40, but they don't have the systems in place. The teams are all kind of just running. They got there by dumb luck or by just like grit and working their asses off. And now they need some sort of system, not overly complicated, but just like put some guardrails, teach us how to work together, and then we can sprint.

SPEAKER_05 26:13

Those are the people that I help. And is it pretty obvious every time you walk into one of these situations, what's going on?

SPEAKER_02 26:19

For me, it's pretty fun to just say, Oh I was working with one company that said, Oh yeah, our sales, uh our sales have been dismal. They didn't have a sale in an entire year. And I was like, How are your sales? The first thing I would say is, what's your sales comp plan like? Nobody, nobody brought that up, like who had been working with them for six months to a year. I was like, You've been working with them as their consultant and you haven't asked them how are your salespeople eating? Because if your salespeople aren't making a sale and they can still pay for their bills and live comfortably, you have something wrong in your comp plan for like so just seeing being in and out of companies a lot and seeing this, it's it's fun to spot things like that uh without being a dick. And I try to be more polite when I present ideas than I am being with you here, but it is fun.

SPEAKER_04 27:11

Yeah, so you're able to see some of the dysfunctions and call it out, which is always better from an outside set of eyes. Uh right.

SPEAKER_02 27:18

Yeah, like someone looking at me right now, sitting in this room, would be like, wow, this is really dysfunctional podcast setup you have. But for me, I'm just like, this is fine, this is this is good, it's getting me where I'm going. But a podcast pro came in here would be like, put your lights here, laughing at how silly my setup is because that's what they know and that's what they do, and they're not living in this muck every day.

SPEAKER_04 27:41

So uh we've had that too. Chelsea, I'm glad you brought that up for everybody listening on the podcast or see us on YouTube. Yes, I do this out of my basement. Yes, it is in a bar. Yes, as the YouTube guy commented, I want to listen to two guys just ranting on at a bar. Uh uh anyway. Yeah, yeah, yeah.

SPEAKER_06 27:57

Get out of here.

SPEAKER_04 27:58

Yeah. We had a guy come in and say, Well, if you do this and do this and do that. I'm like, I know, I know. Um, but we had built that studio in my office, but that's just too far away if we're gonna sit there and drink bourbon and not get arrested.

Small Vs Mid Vs Larger Team Nuances

SPEAKER_05 28:09

Um, what I'm hearing though is that the barrier to success, more often than not, is not the product, it's not really the service, and it's not the price. It's it's the delivery and it's the internal discord and it's leadership.

SPEAKER_02 28:26

Is that accurate? You've seen some really cool products that have fizzled, and then you're like, what happened to that? Right? And then another product that's kind of shitty just blows it out of the water. And that's because their team, most likely, their team was better.

SPEAKER_04 28:44

Yeah, yeah, no, you're right. There's an earthquake in L. There was. Okay, so thank you, Ellen.

SPEAKER_05 28:49

Um, there is a six five and you've got tables with lots of legs. Oh, sorry.

SPEAKER_04 28:52

Well, I'm just trying to keep the table up. All right, so back to Chelsea, please. Okay. So, how can we help companies get better at this stuff? So uh you talk about the leadership and doing that, you know. If you're in a smaller group, how do you change that dynamic when you're like one to ten employees versus that 10 to 50 versus the 50 to 100? What are some nuances to those sizes? That's a good question.

SPEAKER_02 29:14

It is a good question. Ah, thank you. That's two. It's I feel like you almost need a kumbaya at a small company. Like someone needs to find the one book you're all gonna align around. This sounds shitty, but like find one leadership book that sings to you, or one thing you're gonna try and get everybody working on that one thing together. Find a way to get everybody to kumbaya. I like in your leadership, and you can all point back to that.

SPEAKER_05 29:40

Oh, Chelsea, that's what do you think about a word for the year?

SPEAKER_02 29:44

Are you are you fucking with me?

SPEAKER_05 29:46

A little bit. Or is there we already said play? I'm messing with Chris.

SPEAKER_02 29:49

Oh, yeah. Chris, what's your what's your word for the year?

Rallying Around One Clear Theme

SPEAKER_04 29:53

No, I want to see your answer. It better be right, or you're getting on the podcast. I love the word of the year, so that's how I kumbaya on my team. Uh, we pick a word of the year every year and we run way around that. So what is it? Um, so our word of the year this year is ascend. Oh, yes, and we've had other ones uh such as culture, uh, launch, um, your attitude reflects your altitude. I know that's more than one word. Um uh intentional. Uh, but we use that one word to kind of galvanize and bring us together. Uh galvanize, that's a lot of syllables. Uh that wasn't that as many three.

SPEAKER_01 30:26

It's only three.

SPEAKER_04 30:28

Wait, she's a counter. How do she keeps it?

SPEAKER_02 30:29

I'm counting. I have to count on my fingers.

SPEAKER_04 30:31

All right, that was good. I do. Uh so I was waiting for her to say, I think it's the stupidest idea I've ever heard. Well, she was about to say that, and then you started talking.

SPEAKER_02 30:38

Oh, I you cut me off before I could say it.

SPEAKER_04 30:41

Do anything but I had squinty eyes for it and she's like, Well, what do you think? For the death statement. I was that was too laser blended. I was so lasery. I mean, I was stay angry, my friends. All right.

SPEAKER_02 30:52

So but like for the word of the year, do you just come up with it and force it down, or is it a group activity to see like what are we doing this year? What's next year going to be like?

Branding Pitfalls And Naming Fails

SPEAKER_04 31:00

So I brought I brought a couple of the key guys uh and ladies in, and we talked about and uh they we all spitballed and uh consensed that my word was no kidding. So we all spitballed where do we want to go? And um, you know, the words that were branded uh were put out this year were dependability, accountability. And I was like, it just seems so heavy-handed, guys. Let's go back and think about what we want to do with it because a lot of our guys are handyman and subcontractors working out in the field that we only get to see every two weeks. Uh so they'll only see the word of the year occasionally, right? Um uh when they come in the room. So that's why we ended up saying that we can turn ascend into what we wanted to do, and that is that everybody just needs to do their job. You know, that's where where the guys were going, really. I say guys, when I say guys, because I'm from the north, I mean y'all. Um, we had uh I had uh my general manager in there and then sales team and then the head of my uh CSRs and my scheduler. So we ended up on ascend. Yeah, I'm gonna cut your office and change the C to an S. I didn't think about that. Now I'm pissed because I usually think about all those potential angles where it could just be absolutely chewed to pieces and go, well, that's stupid. Maybe that's our work. You're welcome. Thank you.

SPEAKER_02 32:17

I worked for a company called Envase, and we had a marketplace where people people could buy different software called the Exchange. So we bought we bought the URL, Envase Exchange, and we were like, let's just do one E in the middle. So it was Envas Sex Change, and no, we bought the URL, we built it, and nobody saw it. And one person came in and said sex change, and we were like, Oh my god, how do we we had a logo?

SPEAKER_04 32:44

Oh, that's the best. One letter makes all the difference in your word of the year.

SPEAKER_05 32:48

Talk about a DIY nightmare.

SPEAKER_03 32:50

Oh my god, that's classic, dude. Oh my god, that's hilarious.

SPEAKER_04 32:54

All the smart people sitting in a room going, you know what we're gonna do? We're gonna take one S out of that. That's right. Let's keep it shorter so everybody can remember it. I'm gonna remember that one. A sex change. I remember that one. I know where I'm going. It went through the roof. That is awesome. So I started my company, the trusted toolbox. Um, and you know, we built it up to the handyman remodeling that it is now, but in the beginning, with no branding in Atlanta, um, we used to get calls, and um, one of them was, uh, hey man, can I get a ladder? I said, Well, sure. What do you need done? He goes, No, I just need a ladder. I said, Oh, sir, we're a handyman service. He goes, Oh, I thought I could rent tools from you. My best one ever, which we kept up on the board, it was a long time ago. Is the guy says, uh, I put him on my email list, I guess, and uh he wrote back and said, Not only do I not need your services, I definitely do not need a toolbox.

unknown 33:47

Wow.

Product vs Team: Why Execution Wins

SPEAKER_04 33:48

I don't need your toolboxes, that's what it was. I'm like, oh my god, we're not up to it. You say you're a you're a toolbox. You are a tool. I wasn't that witty. I am now thinking our sex change. That would have been the wittier. That's right. It's funny how uh you talk about marketing and branding. I mean, that's you know, that brings up the classic one, Nova. Oh, yeah. Heavy Nova, yeah. Uh, and they launched it down in Mexico, and Nova in Spanish means no go. Not a good one. So, anyway, back to Chelsea. Um, so you're mentioning books, you brought up one. Um, are you thinking of writing a book?

SPEAKER_02 34:24

I took a fiction writing class two years ago, and I don't quit things unless it's hey, is it a creature?

SPEAKER_03 34:34

Yeah, there was a cat in the neighborhood. Hey, seriously, there's a squirrel that went by a squirrel. She said fiction.

SPEAKER_02 34:39

No, was it really a squirrel? Because that's like seriously.

SPEAKER_03 34:41

I was uh oh, yeah, totally a squirrel.

SPEAKER_05 34:43

I thought it was one of those hawks. He, for whatever reason, just freaks out with animals. Like I'm not a fan.

SPEAKER_04 34:49

No, I know, I'm not a deer in his yard. In fact, we have a place in the mountains that I'm outdoor adjacent. I'm out back to I don't, I like being I'm outdoorsy, I'm not an outdoorsman. So, anyway, all right, fiction writing, because that brings up another one. I was gonna make a little tie back to Charlotte and our boy. She wasn't done. Oh, could go.

SPEAKER_02 35:08

Oh no, but I usually don't quit. But I was like, I can't think of a single idea. I wrote one idea and I was like, oh.

SPEAKER_04 35:15

Oh, forget fiction. I've spent six months writing this, so no, I've never written uh you have got you got to write a book about sales alignment or culture alignment. I there's something in there that will work because with your style and everything, I think it would cut right through to and make some sense to a lot of people who are no bullshit. So um, so go do it anyway. Um, so not a fiction writer. We've had a fiction writer on, and he lives in Charlotte, North Carolina. That's right.

SPEAKER_02 35:39

Is he looking for friends? Is he cool?

The Growth Department Podcast

SPEAKER_04 35:42

He's very cool, he's very cool, super cool. And he's written two books of three. He's writing a whole series, but he talked about the business of book writing and how he how he frames everything. He was he is an amazing guest, and I just lost my mind. And what's his uh I know you know him C T Emerson. CT Emerson. Yeah, that's his uh that's his pen name. He T Emerson is uh quail hollow adjacent. Is he down there? Yeah, yeah.

SPEAKER_01 36:06

He sounds fancy.

SPEAKER_04 36:07

Well, actually, he is kind of yeah, he is kind of fancy. It's Alan's nephew, uh, and he's a great I don't think that's a compliment. Uh he was great, but he uh we had to kept uh no, it is for him, though. Is it I mean it's a cool fancy? I mean he's got that, I mean he can pull it off. Like if you put a Hugh Hefner robot on, you'll be like, yeah, he's cool. We put it on, you're like, no, that's creepy. Uh so all right.

SPEAKER_05 36:32

So back to not. Chelsea is done with us. Can you see the look on her face? She is. She's like, wow, how many more minutes? Don't worry, babe, it's almost over.

SPEAKER_02 36:41

Please, God. Please make it stop. Make it stop.

SPEAKER_04 36:44

Make it stop.

SPEAKER_02 36:45

Yeah, we're having a good time.

SPEAKER_04 36:46

All right, so let's talk about your podcast. Let's pump that one up. What is the podcast? What are you doing with it? How's it going?

SPEAKER_02 36:53

The podcast is called Growth Department. About growing your business, growing as a leader.

SPEAKER_05 36:59

And three years, right?

SPEAKER_02 37:01

Three seasons. But last year we did two, we did 50 episodes in six months. It was two a week. We fucking crushed it. By we, it's me and uh random people on the internet that are doing an awesome job. Thank you, everybody.

SPEAKER_04 37:15

Thank you, Brandos on the internet.

SPEAKER_02 37:17

Thank you. Well, I don't want to blast them if they don't. Rishi, you're a great editor.

SPEAKER_04 37:21

All right, good job. Good job. So, uh, how's it been going? Do you like it? What do we learn when we listen to it? The growth department.

Scarcity, Sales Psychology, And Saying No

SPEAKER_02 37:28

Oh, it is so fun. The first two seasons are a mismash of random business topics, interesting people from around the world. So go, it's like a library of topics. You can ask a question, and one of the answers is in there. Like, how do I budget? Cool, there it is. That's how you budget for the year. Um, this year I'm doing it differently. I'm doing one episode a week instead so that I don't lose my mind. Um, so slowing it down a bit. And then each month is going to be a deep dive on one topic so that the topic doesn't so I can really study one thing for one month and ask great questions and learn a ton. So I'm I'm using it as like extra grad school. I'm learning from experts, but you can do it. It's free. Everybody can just learn from these people that have done the best at their field.

SPEAKER_04 38:16

So I I'd love to come on there. I can tell you how to max out seven credit cards and still stay married and stay in business and and uh roll up like a like a baby on the on the couch at 3:30 in the morning, rocking back and forth, going, What have I done to myself? What have I done to myself? Why why did I do this? So awesome. All right, growth department with that.

SPEAKER_05 38:36

Narrowly avoid being murdered by your wife over and over again.

SPEAKER_04 38:40

Yeah, actually, there's a movie there. Um there really is. I married an expert or I think there already was one of my.

SPEAKER_02 38:47

That's that's the third time that's been brought up since I've met you guys today. So I feel like there is something there.

SPEAKER_05 38:53

She doesn't listen to something. It won't be a surprise.

SPEAKER_04 38:56

When we see it in the news, it yeah, this won't be a current events. This will be Savannah's Guthrie mom just getting snatched. When it happens, everybody's like, oh tragic. Oh my god, did she finally get it? Yeah, no, I yeah, I saw that coming. Yeah, hey, he died suddenly. Yeah, all right. Uh, you don't need investors, you don't really need the detective. I think we know that happened, yeah, and he probably deserved it. Open and shut case. We're done, and my work is done here. So and and you got a consulting business helping people help their revenue. How do people find you on that?

SPEAKER_02 39:29

Yeah, I'm not really, I don't really have time for anybody new.

SPEAKER_04 39:33

But if you know, because this is the year of play, guys. Remember, I was trying to play, you're a play.

SPEAKER_02 39:39

This is the year of play. I want to learn and take time next year.

SPEAKER_05 39:42

I'll do how many people are listening to this going, I need somebody like that who can just tell it to me straight. You know what I'm thinking?

SPEAKER_04 39:49

And so that and you know what? She is the queen of sales because you know what she just said? I don't have time for you. Yeah, no, please will you take me on? Will you please open me up? Now now they're like, Oh, please, oh please, please, please, please, please, please, please, please. See, I tell you, make me want you. Don't you want me? All right, baby. That's it.

SPEAKER_05 40:05

No, you know, I know it's happening in your sales meeting on Monday.

SPEAKER_03 40:07

I'm gonna do that. Guys, start playing hard to get.

SPEAKER_02 40:09

Yeah, we don't even want your gig.

Lightning Round And Practical Takeaways

SPEAKER_04 40:12

Yeah, you know what? Actually, I literally just emailed a lady because this one was really messed up. She had a plumber coming and totally hose the thing, and I talked to her. I was sitting there in front of her, and this is like one of the first jobs I've turned down in a long time, but it was just like I just couldn't do it because she wouldn't let me gut the bathroom. And I was like, I just I'm looking at this plumbing and I know it's fraught with leaks, and it's just the whole thing was just jacked on a brat's another good word. Yeah, it was brat is a good word. I am in total spin mode. All right, so Chelsea, you're a play growth, it's a growth department podcast. Um, we gotta get rolling here in a minute, but what else do we want to talk about?

SPEAKER_05 40:54

Oh, it's let's talk about that air, yeah. No, what all right? Oh, scrolling. Another bird. It was a god dang bird. It's there's some sun out there, so we haven't seen it in a while.

SPEAKER_04 41:02

All right, so just for everybody gets a setup, yes, you look at my bar, but to the left, we get to look out the backyard. Um, and yes, every once in a while I watch a hawk just absolutely take down a bird. What? Oh my god, just come sweeping in. We got a hawk in the area here, and uh in this case, it was a robin. I know, but I thought it was that hawk splitting between trees, and then look because we see it once and it happens, and all of a sudden you see these plum of feathers go up. You're like, oh my god, what did I just witness? I am mutual of Omaha. That's a that's a pull. Chelsea's never gonna know that one. No, she's not. No, all right, yeah. Well, we're old. Um Chelsea, we got to talk about our final four questions. This has been awesome, but I really want to know some of these things. So, number one, another book you would recommend to our audience.

SPEAKER_02 41:47

We don't want to do obviously awesome. Let's just do that. That's good. There's a new edition coming out. If you're wondering, like, how do I stand out? I'm an audible girl, so I listen to it twice and then I so it's it's all right. What is it you like it?

SPEAKER_05 42:00

What is it you like about the book?

SPEAKER_02 42:02

I like that it breaks down where to start. I like in the end, not the end, but the middle, it's like there are three different ways to position your your company or your product. And it's do you go head to head with a big guy in or gal in your industry? Do you find a small niche and carve that out and dominate that, or do you create your own category? And that those three things are like the biggest questions that I would start with. Like, what am I doing here? So it's it's got to-dos that are very helpful. That's powerful, all right. Yeah, and like she has honor, she has. I don't know if you know it's subs, like if you guys substack, but she has uh like lots of graphs and to-do things on Substack you can get for free.

SPEAKER_05 42:40

So great stuff for did you see how she's like they're old, they won't know what Substack.

SPEAKER_02 42:46

I just learned what Substack is this year.

SPEAKER_05 42:47

Okay, well, all right, Tough Guy, you know.

SPEAKER_04 42:49

I know it's a thing.

SPEAKER_02 42:51

I don't it's like a blogging newsletter site.

SPEAKER_04 42:55

How about how about we were doing this training today? I'm facilitating this training in front of 50 people, right? We got the people up there, and uh and uh she's talking about social media and she keeps talking about Facebook and Instagram, and I had to stop her. I'm like, well, there's other channels like you know, such as TikTok and Snapchat. And uh I went, I went, I know what it means. I said I know what everybody's looking at me doing right now. I said, I know I'm old and I'm not on it. I know it was Snapchat, I just misspoke. Snapchat. I did because I was thinking Snapchat because that's what I talked to my daughter anyway. All right, so I don't know what a substack is. All right, well we'll we'll talk after. Check it out. Oh, thank okay. Thanks, Alan. Oh, yeah, you tell me about the ways of technology. I can't believe it's good. Oh, for the love, Chelsea. What is the favorite feature of your home? It's gotta be the office. Don't leave the witness, please.

SPEAKER_01 43:44

Yeah, I guess where I'm sitting today.

SPEAKER_04 43:46

In your words.

SPEAKER_01 43:47

Where I'm sitting right now.

SPEAKER_04 43:49

Guys, go to YouTube and check it out. It's very Reynolds episode. Uh, and she has black walls with frames. Some are gold, some are black. You decide what that means to you. I think they're all gold. Do they see that?

SPEAKER_02 44:02

Leave comments below.

SPEAKER_04 44:03

Leave comments. Please leave comments below. And some plants. I'd love that. And and and some plants, which look very healthy.

SPEAKER_05 44:09

I think it's cool. Or fake. I think it's the best backdrop we've seen. It is way better backdrop. It's making me ponder. Yeah.

SPEAKER_04 44:16

Look at you pondering. All right. Listen here, Substack. We're going. All right. What? You ready? Yeah, of course. All right. I don't know if Chelsea's ready. All right, she's not. Right. We're kind of customer service freaks. What's a customer service pet peeve of yours when you're out and you're the customer?

SPEAKER_02 44:32

When I'm the customer, uh, blaming. If the customer service rep blames somebody else on the team or blames something else, that's so good.

SPEAKER_05 44:41

That's four and a half years, Chris. Never has that been said. That's it's always like honestly, communication, ignore me, see me. Uh and you're right. They're blaming company policy, you know. They're you know, blaming the person that took the the order, whatever.

SPEAKER_02 44:58

Yeah, I didn't know you know Stuart's my new name for someone that I'm fucking with. I like that. I want to like that. That's not how it's supposed to be.

SPEAKER_04 45:05

Okay, well, Stuart. You know, I'm using Stuart too. Stuart's an ass. That must have been Stuart, my other estimator. I don't know who did that.

SPEAKER_02 45:12

Used to be Charles, but it's somehow transitioned.

SPEAKER_04 45:15

I like Stuart because it you know, Stuart just has that. I don't know. Oh, yeah. Stewart. You just want to punch Stuart. You, Stuart? Didn't think so.

SPEAKER_03 45:23

Yeah, buddy.

SPEAKER_04 45:24

All right. Last one. We want a DIY nightmare story. I want one that you did. I'm talking house almost on fire, flooded something, maybe a finger got nailed. I am talking foot, maybe gangrene, something you got it.

SPEAKER_02 45:37

Um, so I work construction, I can do framing, insulations, you know, the whole thing. I don't touch plumbing or electrical. Everything else on a house, I've touched. I touch it all, but not plumbing or electrical because those can fuck up the entire thing. Fires, floods. And one day I was like, I'm just gonna take this pigtailed uh outlet that was put in, but the cover wasn't, and I'll just wiggle it back into the socket hole because it wasn't put in right. Don't worry about it. And the pigtails came undone, and the whole thing came undone. I was like, I'll put it back together. I'll just watch YouTube. I tried to put it back together. First time in my life, I broke this rule and I fried the whole electrical box, the whole house. The whole house.

SPEAKER_04 46:26

What rule did you have to do? The house without frying yourself. I was waiting for you to say you got shocked and knocked down to the floor. You uh you that's I'm trying to think about it.

SPEAKER_05 46:35

What's the rule she broke? Uh don't don't turn off the power, but no, don't YouTube, don't YouTube and fix it yourself. Oh wow.

SPEAKER_04 46:42

You know what's funny because they were talking about how do you grow your relevance as a company in home repairs. You put out the how-to videos. I'm like, I can't tell you how many bad how-to videos that we have out there because we do a lot of training and we try to try other videos to show our guys, and eternally, it usually turns out to be hey, do half of what he said and do the other half. We never would do that. And we actually laugh at the guy. So I'm thinking about doing it, but uh my rule would have been turn off the power before you do it. But I'm surprised you didn't get knocked back because that's what I did.

SPEAKER_02 47:11

I think I went outside to turn the breaker, and that's when the whole I was like, Oh, nothing came back on. And then I went upstairs and I was like, Oh, it's up here too. Oh hey, what something smells like it's cooking.

SPEAKER_03 47:21

Hey hey, Stuart, are you cooking a squirrel? Stuart, freaking squirrel, man.

SPEAKER_05 47:28

Dumbass. I'm listening to I'm listening to Chelsea.

SPEAKER_02 47:34

So hire hire a professional is the I agree.

Closing Thoughts And Sendoff

SPEAKER_04 47:38

Of course, I agree. Not you, Alan? 100%. Okay, this is awesome. Chelsea Reynolds, everybody find her on LinkedIn. Go check out her podcast, the growth department. This has been a blast, a lot of fun. If you didn't learn something, man, that's on you. Go make this a better week than last week. Go make this a better year than last year. We gotta do this, man. 26 is gonna be a great year. If you're listening to this in 26, I'm sure it was a great year. We gotta get going. Cheers, everybody. That was uninspired. Cheers, everybody. Thank you. Thank you for listening to this episode of the Small Business Safari. Remember, your positive attitude will help you achieve that higher altitude you're looking for in the wild world of small business ownership. And until next time, make it a great day.