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In this episode of Start Grow Manage, Jeff Loehr chats with MSP hiring pro Mark Agovino, who’s spent the last two decades transforming how tech companies build teams. Mark breaks down why the old-school recruiting model is broken—and how his flat-fee, managed hiring service helps MSPs save big while hiring better. They dig into cultural fit, the power of behavioral interviewing, and how aligning with your core values is a game-changer. Plus, they preview the upcoming SWAT workshop, where MSPs will level up their client conversations.

👤 Jeff  

https://www.linkedin.com/in/jeffloehr/

https://twitter.com/jeffloehr

 Connect w/ Mark ⭐️

https://onboardtac.com

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In this episode of the Start Grow Manage podcast, Jeff Loehr sits down with Sean Lentner of Lentner Technology for a no-BS look at what it really takes to grow in the MSP world. Sean shares how he ditched the tech-for-tech’s-sake mindset and started solving real business problems—working with everyone from finance giants to the Vatican. From startup lessons to streamlining workflows with AI, this episode is packed with sharp insights on building a business that runs smarter, not harder. If you're an MSP owner ready to shift from tech geek to business leader, you’ll want to hear this.

👤 Jeff  

https://www.linkedin.com/in/jeffloehr/

https://twitter.com/jeffloehr

Connect w/ Sean ⭐️

https://www.linkedin.com/in/sean-lentner/overlay/about-this-profile/

https://lentner.com 

📞 Schedule a free coaching session

https://pages.startgrowmanage.com/book-a-free-coaching-session 

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🎙️ In this episode of Start Grow Manage, Joe Rojas sits down with John Harden from Auvik to unpack how AI is shaking up the MSP world. From the growing threat of shadow IT to the need for smarter attack surface monitoring, John shares how MSPs can lead the charge—not just in tech, but in educating clients and driving strategy. They explore how to stay ahead of AI regulation, avoid common pitfalls, and actually use AI to grow. Plus, Joe invites you to a free SWOT workshop designed to help MSPs scale smarter—not harder. 

👤 Joe

https://www.linkedin.com/in/joerojas/

 👤 John Harden

https://www.linkedin.com/in/john-harden/

https://www.auvik.com/

📞 Schedule a free coaching session 

 https://pages.startgrowmanage.com/book-a-free-coaching-session 

Start, Grow, And Manage a scalable MSP that powers an extraordinary life. Our tools, practices and processes help you engage, energize and execute on building a business that powers an extraordinary life. Learn more about our programs and how they can fuel your fire.

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In this episode, co-host Jeff Loehr chats with MSP recruiter TJ Jackson about why core values are the secret to building strong, high-performing teams. They explore how aligning hires with company values creates harmony, boosts retention, and drives growth. TJ also shares why embracing discomfort is key and how collaboration leads to long-term success. Spoiler: Technical skills? Those can be taught. Core values? Not so much.

👤 Jeff  

https://www.linkedin.com/in/jeffloehr/

https://twitter.com/jeffloehr

Connect w/ TJ ⭐️
 https://www.linkedin.com/in/tjaxn/ 

📞 Schedule a free coaching session

 https://pages.startgrowmanage.com/book-a-free-coaching-session

📖 Chapters 📖

01:06 – TJ Jackson’s Biggest ‘Aha!’ Moment

02:02 – Core Values: Your Secret Weapon

03:48 – The Real Key to Workplace Harmony

09:28 – Why Discomfort Fuels Growth

18:15 – The $100M Lesson You Need to Hear

18:42 – Embracing Failure: The Growth Hack

20:17 – Stronger Teams Start Here

22:33 – Collaboration: The Ultimate Advantage

23:46 – Apprenticeships: Your Success Shortcut

26:29 – Final Thoughts & How to Connect

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Tired of feeling like you just have a job instead of running a business? 💡 

In this session, Jeff Loehr and Joe Rojas from Start Grow Manage reveal how Managed Service Providers (MSPs) can build businesses that run without them. Learn practical tips on standing out in a competitive market, improving client communication, and scaling your operations for more freedom. Plus, discover how the MSP Accelerator can help you differentiate your services, understand your customers, and boost profitability. 

🚀 Ready to take your MSP to the next level? Hit play and start building the business you deserve! 

👤 Jeff Loehr 

https://www.linkedin.com/in/jeffloehr/  

https://twitter.com/jeffloehr  

👤 Joe Rojas  

https://www.linkedin.com/in/joerojas/ 

📞 Schedule a free coaching session 

 https://pages.startgrowmanage.com/book-a-free-coaching-session 

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⚙️ Start Grow Manage https://www.linkedin.com/company/start-grow-manage/ https://instagram.com/startgrowmanage https://www.facebook.com/StartGrowManage 

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In this Start Grow Manage episode, Jeff Loehr talks with Andrew Down and Logan from Vendasta about revenue-driven marketing for MSPs. Beyond uptime and efficiency, growth matters!
Vendasta’s AI-powered tools—CRM, social media management, and more—help MSPs generate leads, engage customers, and close deals. They discuss understanding customer needs, setting realistic expectations, and consistent marketing.

👤 Jeff  
https://www.linkedin.com/in/jeffloehr/ 

https://twitter.com/jeffloehr 

Connect w/ Andrew ⭐️ 
https://www.linkedin.com/in/andrewdown/

Connect w/ Logan ⭐️ 
https://www.linkedin.com/in/loganochitwa/

See Vendasta at CP EXPO 📍
 https://www.vendasta.com/cpexpo2025/

Learn More 📖 
https://www.vendasta.com/newsroom/vendasta-launches-yesware/

📞 Schedule a free coaching session
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In this episode of Start Grow Manage, Jeff Loehr sits down with Igal Rabinovich and Esther Deutsch from MSP.link to tackle a game-changing shift in the MSP world.

🔹 Are you stuck being seen as just the “IT guy” when you could be a trusted business advisor?
🔹 Want to stand out in a crowded market and build stronger client relationships?
🔹 Curious how MSPs can integrate with ERP and CRM systems to drive real business value?
Igal and Esther bring their deep industry experience to discuss how MSPs can level up, moving beyond break-fix services to providing strategic solutions that help businesses grow. They also introduce MSP.link’s services, designed to bridge the gap between traditional IT support and business consulting.

💡 Plus, don’t miss details on an upcoming training day focused on cybersecurity and selling strategies to help MSPs thrive in today’s competitive landscape!
👉 Tune in now and transform your MSP from a service provider into a growth-driving business partner.

👤 Jeff https://www.linkedin.com/in/jeffloehr/ https://twitter.com/jeffloehr 
👤Igal Rabinovich: https://www.linkedin.com/in/igal-rabinovich/
👤Esther Deutsch: https://www.linkedin.com/in/esther-deutsch/
⭐️Learn more ⭐️ www.msplink.com

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In this episode of Start Grow Manage, host Jeff Loehr dive deep into a game-changing shift for Managed Service Providers (MSPs): evolving into Managed Security Service Providers (MSSPs). Joining them is Charlene from Fornix Marketing, who shares invaluable insights on transforming your MSP into a trusted security partner.

🔹 Beyond the Break-Fix Model – Learn why moving beyond cost-cutting and becoming a strategic advisor is the key to long-term success.
🔹 Mastering Compliance & Cybersecurity – Discover how to navigate complex industry frameworks and build stronger client relationships.
🔹 Winning Habits of Top MSPs – From strategic business reviews to powerful client communication, find out what separates thriving MSPs from the rest.
🔹 Outserve, Don’t Outsmart – Why putting customers first (not just being the smartest in the room) is the secret to sustainable growth.

👤 Jeff https://www.linkedin.com/in/jeffloehr/ https://twitter.com/jeffloehr 

👤 Charlene https://www.linkedin.com/in/charlene-ignacio/

📞 Schedule a free coaching session https://pages.startgrowmanage.com/book-a-free-coaching-session

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In this episode of Start Grow Manage, Jeff Loehr sits down with Devin Stephens and Andreas Ambiehl from Net3 Technology to break down how managed service providers (MSPs) can scale without the chaos.

🔥 Net3’s journey is an eye-opener—from an MSP to a nationwide cloud provider specializing in backup, disaster recovery, and infrastructure as a service. They share war stories, including how they tackled disaster recovery during Hurricane Helene, and why consolidating cloud and recovery solutions is a game-changer for MSPs.

🚀 Plus, Net3 is playing a key role in the upcoming MSP Training Day on February 27th. If you're serious about scaling your MSP and boosting efficiency, you won’t want to miss this. 

🔗 Register now and get ready to transform your business! https://lp.startgrowmanage.com/threatupdate/?utm_source=linkedin

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ 

 👤 Jeff https://www.linkedin.com/in/jeffloehr/

 👤Andreas Ambuehl https://www.linkedin.com/in/andreasambuehl/

 👤Devon Stephen https://www.linkedin.com/in/tigertiger?trk=org-employees

_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ 

📞 Schedule a free coaching session

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In this episode of Start Grow Manage, hosts Jeff Loehr and Joe Rojas dive into a game-changing shift for Managed Service Providers (MSPs): moving beyond reselling and embracing the power of consulting.  

They’re joined by Adam Walter, the mastermind behind Humanize IT and Virtual C, who shares how MSPs can stop just selling products and start solving real business problems. From building stronger client relationships to having more impactful conversations, this discussion is packed with strategies to help you elevate your MSP game.  

💡 KEY TAKEAWAYS_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ 
✅ How to humanize client interactions and add real value  
✅ The power of meaningful conversations in unlocking new opportunities  
✅ Practical tools—like Humanize IT—to improve client engagement  
✅ How to increase project revenue by shifting from selling to consulting  

🛡️ CISA Threat Update & Sales Training – Feb 27 https://startgrowmanage.com/trainingday-yt

 👤 Jeff
https://www.linkedin.com/in/jeffloehr/ 
https://twitter.com/jeffloehr 

👤 Joe
https://www.linkedin.com/in/joerojas/ 

👤 Adam Walter
https://www.linkedin.com/in/adamswalter/
https://www.humanizeit.biz/
Get 20% off with coupon code • SGM-2025

📞 Schedule a free coaching session https://pages.startgrowmanage.com/book-a-free-coaching-session

Start, Grow, And Manage a scalable MSP that powers an extraordinary life. Our tools, practices and processes help you engage, energize and execute on building a business that powers an extraordinary life. Learn more about our programs and how they can fuel your fire.

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🚀 Struggling to land more MSP clients? You’re not alone.

In this live session, we dive deep into the real challenges MSPs face in sales—and how to overcome them. Featuring Robert Gillette, a sales expert who helped scale an MSP from $10M to $30M, we break down the biggest mistakes MSPs make and the key to winning more deals with confidence.

🔹 Why most MSPs struggle with lead generation (and how to fix it)
🔹 The #1 sales myth that holds you back
🔹 How repetition & practice can skyrocket your close rate
🔹 The secret behind the Dream 100 strategy for building long-term client relationships
🔹 Why your authenticity is your biggest sales advantage

🎤 Plus, don’t miss Robert’s insights on selling cybersecurity—even when prospects "don’t care."

---- 🗓️ Join us February 27th
http://startgrowmanage.com/trainingday-yt

---- ⭐️ Demo MSP Dojo
https://www.mspdojo.net/live-demo

---- 👋 Connect with Robert
https://www.linkedin.com/in/rwgillette/

Start, Grow, And Manage a scalable MSP that powers an extraordinary life. Our tools, practices and processes help you engage, energize and execute on building a business that powers an extraordinary life. Learn more about our programs and how they can fuel your fire.

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In this episode, co-hosts Jeff Loehr and Joe Rojas discuss a sales strategy that makes selling easier and more natural, and according to those who study this sort of thing at Harvard, 86% more effective. 

The key is to negotiate with your prospects, rather than against them, and show them how you solve a key problem they know they have. Join us to get the prescriptive sales formula for MSPs.

Tune in to learn valuable knowledge from this dynamic duo as they offer a solution for improving your sales conversations.

⭐️ Prescriptive Sales Course
https://startgrowmanage.com/prescriptive-sales-course/

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In this episode, co-hosts Jeff Loehr and Joe Rojas discuss a strategy for MSPs to acquire new clients without resorting to cold calling or using expensive marketing strategies.

This tried and true strategy is simple and very effective.

Tune in to gain valuable knowledge from this dynamic duo as they give you the solution to getting your next clients.

⭐️ Dream 100 Strategy
https://startgrowmanage.com/what-is-the-dream-100-strategy-for-msps/

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In this episode of Start Grow Manage, co-hosts Jeff Loehr and Joe Rojas explore the transformative concept of the "Jobs to Be Done" framework and its significant impact on how MSPs should approach selling technology. They discuss the necessity of seeing technology not merely as a product but as a strategic tool for solving real business problems.

They are joined by guest Greg Plum, who brings his expertise on effective MSP partnerships and the power of ecosystem thinking to the discussion. Greg shares insights on how MSPs can enhance their growth and service delivery through strategic alliances and a deep understanding of their clients' needs.

If you're interested in shifting your perspective from simply providing technology to solving critical business challenges with strategic partnerships, then this episode of the Start Grow Manage podcast is a must-listen.

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In this episode of Start Grow Manage, co-hosts Jeff Loehr and Joe Rojas delve into the pivotal role of content creation for MSPs. They then emphasize the significance of relevant content in sales and marketing, with Joe highlighting its impact on nurturing leads and closing sales. 

They are then joined by guest, Devon Rose who adds depth to the conversation with his expertise in marketing for MSPs, focusing on the challenges posed by ransomware and the importance of industry-specific content.

So, if you are interested in marketing for your MSP with content that really matters and not simply make "noise", then you should tune into this episode of the Start Grow Manage podcast.
---
Show Notes: https://startgrowmanage.com/cut-through-the-noise-how-to-stand-out-in-the-msp-with-content-marketing/

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In this episode of Start Grow Manage, co-hosts Jeff Loehr and Joe Rojas are joined by Scott Samborn, an entrepreneur and business leader with a history of managing and growing technology organizations. They discuss best practices to creating a scalable Managed Service Provider (MSP) business.

They also discuss the importance of custom solutions over a "cookie cutter" approach, the significance of maintaining customer relationships, marketing strategies, and the advantages of implementing value-added solutions.

So, if you are interested in starting, growing, and eventually selling an MSP or just want to scale your MSP, tune in and discover the importance of strategic business reviews (SBRs), customer profitability, and the concept of “noise” in customer relationships.

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In this episode of Start Grow Manage, co-hosts Jeff Loehr and Joe Rojas engage in a thought-provoking discussion with Rich Freeman, a seasoned observer of the MSP landscape likened to a war correspondent for his deep industry insights. The conversation kicks off with a bold claim – that this year might mark the end of MSPs as we know them, given the rapid advancements in AI and the challenges posed by the Internet of Things (IoT).

Rich also shares his three S’s for MSP success: Scale, Standardization, and Specialization. Scale involves anticipating growth and preparing the business accordingly. Standardization refers to narrowing down the solution stack and having documented operating processes for efficiency. Specialization is about being an expert in a particular field, setting you apart from competitors.

So if you don't want your MSP to die, then tune in and discover the fourth and latest addition to the S's for MSP success. 

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In this episode of Start Grow Manage, Jeff Loehr and Joe Rojas are joined by Trevor Thomas from ZenContract to explore the importance of establishing structured processes for managed service providers (MSPs). 

Trevor also shares how niching can enhance business performance by providing a clearer understanding of market needs and improved service delivery.

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In this episode, Jeff Loehr and Joe Rojas welcomed Matt Bullock from Prodatix, where they discussed the shifting landscape of Managed Service Providers (MSPs). They emphasized that MSPs should focus on what they do best and partner with experts in other areas, such as data backup and security, to provide comprehensive solutions to their clients.

The conversation highlights the shift in the MSP market towards outsourcing and project management. Many successful MSPs are now acting as project managers, bringing in various specialized partners to handle different aspects of IT services. This approach allows MSPs to scale their businesses and offer high-quality solutions without spreading themselves too thin.

For MSPs to adjust to the shifting landscape, they need to understand the importance of specialization and partnerships in delivering top-notch IT services while allowing MSPs to focus on what they do best.

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In this episode, Jeff Loehr and Joe Rojas welcomed Kathryn Rose, the visionary behind ChannelWise. She emphasized the importance of defining a niche in today's saturated MSP market. The conversation revolved around the common fear of narrowing down to a niche, where many businesses worry about limiting their reach. However, as the discussion revealed, honing a niche allows providers to address specific business problems more proficiently. 

Kathryn also touched upon the essence of sales, stating that the core of a successful sales strategy is understanding and solving client problems rather than merely selling products. She introduced the ChannelWise Coaching Cafe, a space where experts provide valuable insights to MSPs. Throughout the conversation, the trio converged on the idea that business, at its heart, exists to solve problems. 

For MSPs and other businesses to thrive, they must embrace this ethos, ensuring that every sale and every service genuinely addresses a customer's unique challenges.

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In this episode, Jeff Loehr and Joe Rojas welcomed Jennifer Bleam of MSP Sales Revolution to discuss effective sales strategies. Jennifer stressed the significance of trust and rapport in sales, underscoring the importance of building genuine connections rather than just pushing products. 

A structured sales process is key; it establishes credibility and ensures clarity in engagements. We especially discussed the hot topic of objections. Instead of viewing them as roadblocks, Jennifer sees objections as indicators of active engagement, often viewing a lack of objections with suspicion. Drawing from personal anecdotes, she argued everyone has innate selling skills, urging listeners to refine and apply these in business contexts. 

Tune in so you can master sales for your MSP and "Get comfortable leaning into discomfort."

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In this episode, Jeff Loehr, Joe Rojas, and Gavin Garbutt emphasize the importance of MSPs aligning IT solutions with clients' business objectives through focused conversations. Gavin delves into niche verticals that can yield success, as seen with Caltech and Corsica. 

We also discuss the evolution and future of MSPs. This includes managing cloud services, especially with Microsoft, and harnessing AI and big data. We spotlight Augmentt’s multi-tenant solution for top-notch security monitoring and SaaS auditing. Plus, learn about the Augmentt Academy's valuable resources for MSPs to excel in selling cloud security services.

Tune in for insights and tools to navigate the evolving MSP landscape

Featuring

Gavin Garbutt, Chairman and Co-Founder of Augmentt

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In this episode, Jeff Loehr, Joe Rojas, and Steve Salmon delve into the challenges many businesses face when expanding nationwide, particularly the onboarding process. With Steve Salmon's insights, they explore the groundbreaking potential of tools like Field Nation to alleviate these pains.

However, at the episode's heart lies a deeper conversation about mindset: the inherent fears associated with growth, loss of control, and embracing external resources. The dialogue continuously circles back to the value of specializing or "having a niche" – stressing its significance in efficiency, process formulation, and confidence-building. 

Amidst discussions on the perceived decline of the MSP model, they highlight the importance of adapting to an ever-evolving business landscape, focusing on genuine customer pain points, and steering clear of fleeting trends. Join them as they navigate these intricate terrains and converse with Steve about the future of MSPs.

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In this episode, Jeff Loehr, Tim Fitzpatrick, and Joe Rojas discuss the benefits of niching down, finding the marketing channels that resonate with you, and the importance of customer onboarding.

They emphasize the value of understanding your target market and crafting a message that speaks directly to them, as well as optimizing referral systems and creating a super-targeted list to attract ideal clients.

They also address the fear of going too narrow with your niche and the delivery challenge that comes with it but stress that niching down ultimately leads to higher profitability and more enjoyable work.

-----
http://revenueroadblockscorecard.com/

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Chris Bintiff joins us to discuss the role of AI in the MSP business. Discover how new technologies can push the boundaries of your growth and competitiveness.

In this podcast episode, Joe and Jeff are joined by Chris Bintiff, founder of Not Really Rocket Science and MarketingSpark.ai, discuss the role of AI in the MSP business. 

Discover how new technologies can push the boundaries of your growth and competitiveness. And how becoming an expert in a focused niche can really make your MSP stand out from the crowd (and allow you to charge more for your services).

Tune in for this insightful conversation on artificial intelligence, niching down, the final 3% of a project, and more. 

Start, Grow, And Manage a scalable MSP that powers an extraordinary life. Our tools, practices and processes help you engage, energize and execute on building a business that powers an extraordinary life. Learn more about our programs and how they can fuel your fire.

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