The Friday Habit

In this episode of The Friday Habit, host Mark Labriola II sits down with Jacob Hicks, a sales strategist and systems thinker passionate about helping entrepreneurs push past their comfort zones, master their time, and build businesses that last.Jacob shares his journey from a shy kid in small-town Iowa to a sales pro who's learned that the best approach to selling isn't closing hard — it's serving authentically. He breaks down the systems, follow-up strategies, and time management frameworks that help small business owners stop being "busy" and start being truly productive.🧠 Key TakeawaysFollow Up or Leave Money on the Table – 80% of business is won after 5+ follow-ups; most salespeople stop after oneSell Without Selling – Build cadences around adding value, not pushing a closeChaos Time Is Your Secret Weapon – Block 30–60 minutes daily for fires so the rest of your day stays protectedTime Blocking = Intentionality – Get granular; don't just block "work time," block specific tasksParkinson's Law Is Real – A task expands to fill the time you give it; iterate your blocks accordinglyAudit Your Time – Especially early on, track where your hours actually goWe Rise or Fall to Our Systems – Goals without systems are just wishes (James Clear)Your CRM Is Your Second Brain – Notes, pipeline stages, and follow-up history are non-negotiableResources & Links:Connect with Jacob!Website: https://jacobhickscoach.com/growth-hub/Download the free Friday Habit Guide: https://thefridayhabit.com0:00 - Chaos Time Strategy - Introduction to time blocking and chaos time concept1:30 - Podcast Introduction & Jacob's Background - Welcome and guest intro3:38 - Jacob's Sales Journey - Early sales experiences and career development5:06 - Modern Sales Philosophy - Moving away from hard closing tactics to relationship building6:54 - Follow-Up Systems - Importance of consistent follow-up in sales8:40 - Sales as Service - Reframing sales as helping people with value-driven follow-up10:49 - Breaking Through Comfort Zones - Overcoming shyness and mindset shifts in sales12:00 - Playing it Too Safe - Recognizing when you're leaving business on the table14:25 - Building Authentic Relationships - Providing free value and making genuine connections16:20 - Time Management Introduction - The constant battle with the clock for entrepreneurs17:14 - Time Blocking Explained - Detailed breakdown of time blocking strategy and Parkinson's Law20:52 - Time Audits - Tracking where your time actually goes22:42 - Busyness vs Productivity - Reframing "busy" as productive and positive24:08 - Coaching Through Time Management - Accountability and overcoming roadblocks26:47 - Building Sustainable Systems - Why small businesses struggle with systems27:45 - Podcast Systems Example - How systems prevent pod fade and business collapse28:52 - Understanding Your Why - Connecting goals to personal motivation29:59 - Follow-Up Systems: 10x10 and 36 Touch - Specific follow-up cadences and frameworks32:18 - CRM as Second Brain - Importance of CRM systems for tracking relationships34:28 - Choosing the Right CRM - CRM recommendations and selection criteria35:60 - Jacob's Personal Habits - Daily practices including time blocking, phone management, and gray scale trick39:36 - Eliminating Friction - Reducing barriers to success (gym bag example)41:32 - Final Advice & Outro - Start with chaos time and closing remarks

In this episode of The Friday Habit, host Mark Labriola II sits down with serial entrepreneur Jay Sapovits, a builder who knows firsthand how to turn setbacks into springboards.Jay shares his raw journey—from early success in sports media and private aviation, to losing everything during the financial crisis, to rebuilding and scaling Inked, a custom merch company on track to surpass $5M in revenue.🧠 Key Takeaways Entrepreneurship Isn’t a Straight Line – Success, failure, and reinvention are all part of the processZero to One Is About Action – Stop overthinking and start movingDon’t Spend Money Too Early – Cash preservation beats premature scalingHire for the Role, Not Potential – Designers ≠ operatorsNever Burn Bridges – Integrity compounds over timeYour Network Is a Muscle – Make one reconnecting phone call per weekResources & Links:Connect with Jay!Email: [email protected]: https://www.linkedin.com/in/jaysap/ Download the free Friday Habit Guide: https://thefridayhabit.com01:32 Welcome to The Friday Habit02:10 Meet Jay Sapovits: Serial Entrepreneur & Reinvention Expert10:45 Authentic Personal Branding (White Glasses Story)13:40 Losing Everything at 39: Hitting Rock Bottom16:20 Early Success & the Confidence That Came With It18:40 When Ego Meets the Financial Crisis20:15 Starting Over: Rebuilding Confidence from Scratch24:35 High-Stakes Negotiation & the St. Barts Pivot29:10 Why You Should Never Burn Bridges31:05 The Zero-to-One Playbook Every Founder Needs37:50 The #1 Mistake New Entrepreneurs Make (Spending Too Early)40:45 Why the First $1M Is the Hardest43:50 Hiring the Right People Changed Everything48:45 Pivoting Into the Merch Business & Finding Product-Market Fit50:35 Jay’s Friday Habit: One Call That Changes Everything52:30 Where to Connect With Jay & Final TakeawaysWhy Taking Action Beats Having The Perfect Plan

In this episode of The Friday Habit, Mark Labriola II interviews Walter Crosby, CEO of Helix Sales Development, who shares his extensive experience in transforming underperforming sales teams into revenue-generating powerhouses. The conversation covers Walter's journey into sales, the challenges of transitioning from a sales role to business ownership, and the importance of hiring the right salespeople. Walter emphasizes the need for accountability, clear expectations, and effective compensation structures to motivate sales teams, especially during tough economic times. He also discusses the significance of prospecting and how leaders can shift company culture to foster a thriving sales environment.🧠 Key Takeaways If your sales stall in a down market, it’s usually a systems problem—not the economy.Founders must translate their “natural” sales instincts into repeatable messaging.Hire salespeople who already sell to your buyer—not necessarily your industry.Comp plans should motivate discomfort, not create complacency.Activity, accountability, and standards separate real sales teams from lucky ones.Resources & Links:Connect with Walter!LinkedIn:www.linkedin.com/in/walterlcrosbyHelix Sales: helixsalesdevelopment.comDownload the free Friday Habit Guide: https://thefridayhabit.comChapters00:49 Introduction to The Friday Habit01:39 Walter Crosby's Sales Journey08:28 Transitioning from Sales to Entrepreneurship13:29 Overcoming Sales Challenges as a Small Business20:26 Finding the Right Salesperson and Compensation23:09 Balancing Base Salary and Motivation26:47 Evaluating Sales Team Performance27:49 Identifying Sales Team Strengths and Weaknesses34:47 Coaching vs. Accountability in Sales37:48 Setting Expectations for Sales Success45:29 Building a Thriving Sales Culture

In this episode of The Friday Habit, host Mark Labriola II interviews Greg Stevens, an executive coach and expert in conflict resolution. They discuss the importance of managing emotions in difficult conversations, the journey to understanding and repairing incomplete relationships, and the skills necessary for effective communication. Greg shares insights from his experiences and his book, 'Build New Bridges: The Art of Restoring Impossible Relationships,' emphasizing the need for self-awareness and accountability in both personal and professional relationships. The conversation also touches on performance reviews and how to approach them constructively, as well as the significance of closure in relationships.🧠 Key Takeaways Greg Stevens emphasizes the importance of practicing what you teach in relationships.Incomplete relationships can be identified and addressed for personal growth.Managing emotions is crucial during difficult conversations to avoid escalation.Timing is key; sometimes it's best to step away and revisit a conversation later.Self-awareness is foundational for effective communication and conflict resolution.Performance reviews should focus on inspiration and constructive feedback.Understanding the difference between impossible and salvageable relationships is vital.Closure in relationships can lead to personal healing and growth.Asking questions can help manage emotional responses during conflicts.Investing in conflict resolution skills can lead to breakthroughs in relationships.Resources & Links:Connect with Greg!Website: alignment-resources.com/Greg's Podcast: ashotofinspiration.comDownload the free Friday Habit Guide: https://thefridayhabit.com01:05 Introduction to The Friday Habit02:29 Meet Greg Stevens: The Relationship Coach05:01 The Journey to Conflict Resolution07:48 Understanding Incomplete Relationships09:23 Managing Emotions in Conflict12:34 The Importance of Timing in Conversations14:02 Common Communication Challenges16:04 Building Self-Awareness and Skills19:15 Learning from Real-Life Experiences22:41 Empathy in Parenting and Relationships27:26 Understanding Relationship Dynamics32:46 Constructive Performance Reviews37:21 Measuring Communication Progress40:44 Starting with Yourself in Relationships

In this episode of The Friday Habit, host Mark Labriola II sits down with Henry Yoshida, CEO and Co-Founder of Rocket Dollar, to unpack what it really takes to build a durable fintech company in a highly regulated industry.Henry shares his journey from a risk-averse upbringing and a stable career at Merrill Lynch to founding multiple companies—including Rocket Dollar, now part of a platform managing $12B+ in retirement assets. They dive deep into ownership, timing, regret vs. risk, venture capital trade-offs, and why paying attention to “small signals” can unlock massive opportunities.🧠 Key TakeawaysRegret Is More Dangerous Than Risk – Fear fades, but “what if?” lingersStay a Mile Deep, Not a Mile Wide – Specialization creates leverageTiming Matters More Than Ideas – Many failures are just too earlyVenture Capital Is a Clock – Momentum determines survivalBuild for the Right Customer Segment – CAC must beat LTVBalance Fuels Longevity – Burnout kills good businessesCuriosity Compounds – Small observations connect into big ideasResources & Links:🔗 Learn more about Rocket Dollar: https://bit.ly/4qaDVxUConnect With Henry! Instagram: @fitfinancehenry📘 Download the free Friday Habit Guide: https://thefridayhabit.comChapters:00:42 Meet Henry Yoshida: CEO & Co-Founder of Rocket Dollar02:05 Growing Up Risk-Averse & Fear of Regret04:45 Merrill Lynch’s Competitive Culture07:55 Early Career Lessons That Shaped a Founder10:40 Leaving Stability to Take the Leap13:10 Building & Selling the First Business16:00 Venture Capital, Timing, and Momentum18:55 Failing Into an Acquisition21:35 Why Most Startups Pick the Wrong Customer24:10 The Problem With Traditional IRAs & 401ks27:10 What Rocket Dollar Actually Does30:05 Building in a Highly Regulated Industry32:45 Risk, Regret, and Confidence as a Founder35:40 Burnout, Balance, and Founder Mistakes38:05 Henry’s Friday Habit: Stay Curious & Connect the Dots40:29 Outro

In this episode of The Friday Habit, host Mark Labriola II interviews Chad Prinkey, founder and CEO of Well Built Construction Consulting. They discuss Chad's journey from a successful corporate career to entrepreneurship, the challenges of building a scalable business, and the importance of leadership and culture in driving growth. Chad shares insights on competing on value rather than price, the mindset shifts necessary for long-term success, and key systems that can help construction businesses thrive. The conversation concludes with actionable takeaways for listeners looking to improve their own businesses.🧠 Takeaways:Chad Prinkey emphasizes the importance of building a strong company culture.Growth can expose underlying issues in a business.Leadership development is crucial for scaling a company.Competing on value rather than price is essential for profitability.Business owners should prioritize investing in their own companies.Mindset shifts are necessary for long-term success.Creating a three-year organizational chart can guide business growth.Understanding financial health is critical before strategic planning.Building a team of leaders at all levels is vital for success.Continuous improvement and reinvestment in the business are key to sustainability.Resources & Links:Connect with Chad!Website: www.wellbuiltconsulting.comDownload the free Friday Habit Guide: https://thefridayhabit.com00:37 Welcome To The Friday Habit01:24 Meet Chad Prinkey03:03 Delicious Crabs06:28 Chad's Background08:13 Company Growth 09:59 Leaving Something Good For Something Better14:46 The Difficulties Of Leaving Something Good 16:13 How Chad Helped A Company Grow From 300 to 3,000 Employees18:31 Building Leaders That Scale 24:49 Advice For Leaders Playing The Long Game29:47 When Should You Bring New Leaders?32:46 Chad's Book WellBuilt40:06 Take Action42:13 Outro

In this episode of The Friday Habit, host Mark Labriola II interviews Emma Tessler, founder and CEO of NinentyFiveMedia, a digital marketing agency. Emma shares her journey from a side hustle in interior design to leading a successful remote team specializing in social media strategy and brand storytelling. The conversation covers the importance of building a strong company culture, the challenges of scaling a business, and the evolving landscape of video content in the age of AI. Emma emphasizes the significance of authenticity in marketing and offers actionable advice for entrepreneurs looking to grow their brands.🧠 Takeaways:Emma Tessler transitioned from a side hustle to CEO of 95 Media.The importance of community engagement in social media marketing.Building authority online is crucial for trust and sales.Consistency in content creation leads to better results.Hiring for will over skill can enhance team dynamics.Video content should reflect authenticity to stand out.Niche down in services, but not in target audience.A remote team can provide flexibility and access to diverse talent.Scaling requires effective delegation and teamwork.Building a strong company culture is essential for remote teams.Resources & Links:Connect with Emma and NinetyFivemedia!Website: Ninetyfivemedia.coInstagram: @Ninenty.Five.MediaDownload the free Friday Habit Guide: https://thefridayhabit.com00:35 Introduction to The Friday Habit01:47 Meet Emma Tessler04:15 Emma's background06:08 Building 95 Media: From Side Hustle to Success07:13 Humble Beginnings11:28 Building NinentyFiveMedia21:59 Creating Company Culture23:19 Navigating Remote Work34:34 Advice for Hesitant Business Owners26:01 Staff Structure29:04 Video Content Strategy32:45 Building Authority Online34:31 Working On, Not In Your Business 35:47 Is there Riches in the Niches?39:52 Planning For The Future41:02 Actionable Steps to Scale Your Brand 41:41 Outro

In this episode of The Friday Habit, Mark Labriola II interviews John Gallagher, a seasoned leadership coach, who shares insights on the journey of leadership, the importance of emotional intelligence, and the mindset shifts necessary for entrepreneurs. Gallagher emphasizes the need for practical frameworks, the signs that indicate a business owner may need a coach, and the significance of legacy in leadership. He also discusses the challenges of consistency, the impact of distractions, and the importance of prioritization and delegation. The conversation concludes with Gallagher's advice on making small changes for personal growth.🧠 Takeaways:Leadership is a continuous journey of growth and learning.Entrepreneurs must shift their mindset from operator to team leader.Delegation is crucial for scaling a business effectively.Understanding the 'so what, now what, so that' framework helps clarify purpose.Regular reflection is key to developing emotional intelligence.Distractions can hinder leadership effectiveness and must be managed.Prioritization is essential for effective time management.Legacy is built through intentional relationships and impact on others.Consistency in habits is more important than initial motivation.Coaching can provide accountability and support for personal and professional growth.Resources & Links:Connect with John: https://coachjohngallagher.com/Linkedin: https://www.linkedin.com/in/coachjohngallagherDownload the free Friday Habit Guide: https://thefridayhabit.com00:00 Introduction to The Friday Habit02:13 Meet John Gallagher03:22 John Gallagher's Leadership Journey09:30 Mindset Shifts for Entrepreneurs13:40 Practical Leadership Frameworks16:17 Recognizing the Need for Coaching18:50 The Impact of Leadership on Legacy 20:43 Developing Emotional Intelligence26:11 Consistency in Leadership Development29:58 Faith and Entrepreneurship: Balancing Control and Trust32:07 Overcoming Distractions: The Entrepreneur's Challenge34:14 Prioritization and Delegation: Keys to Effective Leadership35:30 The Importance of Accountability and Continuous Learning36:19 Small Changes for Big Impact: Stop Eating French Fries36:58 Outro

In this episode of The Friday Habit, Mark sits down with Kasim Aslam—entrepreneur, author, and founder of the world’s top-ranked Google Ads agency—to unpack the truth about scaling, hiring, and building a business that actually works.From growing up on welfare in Albuquerque to selling an 8-figure agency, Kasim’s story is one of grit, truth, and transformation. He shares how brutal honesty became his superpower, why “scale” isn’t always the goal, and how paying more for the right people can change everything.If you’ve ever struggled to hire great talent, wondered how to scale without losing your sanity, or questioned how AI will change your business—this conversation is full of real talk and practical wisdom.🧠 Takeaways:Why telling the truth is the ultimate business strategyThe “Hourglass of Niching” framework for finding your sweet spotHow to hire top global talent (and avoid bad hires)Why paying more can lead to better resultsHow AI is reshaping entrepreneurship and marketingWhy doing what doesn’t scale is the real secret to growthResources & Links: Connect with Kasim: https://kasim.me Download the free Friday Habit Guide: https://thefridayhabit.com👉 Learn how to dedicate one full day each week to working on your business instead of in your business.

In this episode of The Friday Habit, Mark sits down with Neil Twa—e-commerce growth expert, founder of Voltage Digital Marketing, and one of the top minds behind building and scaling private-label brands on Amazon.From going bankrupt to building multiple seven-figure exits, Neil shares the real story behind creating businesses designed to sell. He explains why profit isn’t enough, why most entrepreneurs fall into the “hopium” trap, and how putting purpose before profit transformed his life.If you’ve ever thought about starting an Amazon business—or if you’re simply curious about what makes a company truly valuable—this episode is packed with insights you can apply today.🧠 Takeaways:-Don’t marry products—marry the brand and data.-Amazon is just one channel: leverage it, then expand beyond it.-The biggest myth: e-commerce success requires a brand-new invention.-Sales fix everything—but only if profit margins are real.-Avoid the “hopium” mindset of chasing overnight success.-Purpose and values create sustainable growth (profit follows).-The Five F’s for entrepreneurs: Faith, Family, Friends, Finances, and Freedom.Resources & Links:Learn more about Neil: https://VoltageDM.comCheck out Voltage Digital Marketing: https://VoltageDM.com👉 Don’t forget—you can download the free Friday Habit system at https://thefridayhabit.com to learn how to dedicate one full day each week to working on your business instead of in your business.

In this episode of The Friday Habit, Mark sits down with Ozzy Garner—founder of Advertis, angel investor, and entrepreneur with a passion for helping business owners reclaim their time and scale smarter.From cleaning bathrooms at White Castle to doubling revenue in his first sales job, Ozzy’s path to building a seven-figure agency is anything but typical. He shares candid insights into the grind of entrepreneurship, the lessons learned from angel investing, and how building a business rooted in core values (and powered by faith) has transformed his life.If you’ve ever struggled with focus, wondered when to quit versus push through, or dreamed of creating a company that runs without you—this conversation is packed with perspective.🧠 Takeaways:Why focus—not chasing every shiny object—is the key to sustainable growthThe power of perseverance and “outlasting” to find tractionHow taking a vacation exposes the cracks in your businessScaling by firing yourself from roles and empowering your teamBuilding with intention: serving clients, your team, and your familyWhy faith and entrepreneurship don’t have to be in conflictResources & Links: Connect with Ozzy on LinkedIn: https://www.linkedin.com/in/ozzygarner Explore Advertis: https://advertis.com👉 Don’t forget—you can download the free Friday Habit system at https://thefridayhabit.com to learn how to dedicate one full day each week to working on your business instead of in your business.

In this episode of The Friday Habit, Mark sits down with Bernie Youngblood—a rule-breaking marketer, connector, and strategist who’s spent his career reshaping industries and helping businesses, nonprofits, and artists thrive.From a start in finance to building sales and marketing ventures, Bernie has seen firsthand what works (and what doesn’t) in business. He shares lessons from his entrepreneurial journey, the challenges of innovation, and why authenticity—not advertising—is the new currency for brands.This conversation dives deep into big-picture topics: capitalism, faith, diversity, human trafficking, innovation, and the rise of AI. Bernie also offers practical wisdom for entrepreneurs about branding, building impact, and why moving slower may actually help you accomplish more.🧠 Takeaways:-Being good at something doesn’t mean you’ll enjoy it—follow what energizes you.-Diversity, creativity, and authenticity create stronger businesses than profit-driven spreadsheets.-Our culture often resists innovation—entrepreneurs must persist despite resistance.-AI will disrupt every industry, but it also levels the playing field for entrepreneurs.-Brands today aren’t built—they’re revealed. Authenticity is the new currency.-Long-term planning and intentional focus allow you to move slower but do more.-Success isn’t about accumulating marbles—it’s about creating meaningful impact.Resources & Links:Connect with Bernie on LinkedIn (search “Bernie Youngblood”)Learn more about Hot Logic at https://hotlogic.comFollow Bernie on Facebook, Instagram, Twitter, TikTok, and YouTube👉 Don’t forget—you can download the free Friday Habit system at https://thefridayhabit.com to learn how to dedicate one full day each week to working on your business instead of in your business.

In this episode of The Friday Habit, Mark sits down with Bill Canady—CEO, author, and creator of the Profitable Growth Operating System (PGOS). Bill has managed billion-dollar businesses, led tens of thousands of employees, and written bestselling books like The 80/20 CEO. His newest book, From Panic to Profit, takes readers inside the process of turning struggling companies into thriving ones.From humble beginnings in a double-wide trailer to leading global enterprises, Bill shares how he applied focus, discipline, and the 80/20 principle to rise to the top. He also breaks down the practical framework leaders can use to take command of their business in just 100 days.Whether you’re an emerging leader, a small business owner, or a seasoned executive, Bill’s wisdom will help you simplify priorities, inspire your team, and build long-term success.🧠 Takeaways:-The harder you work, the luckier you get—opportunity comes from momentum.-Focus on the critical few: 80% of results come from 20% of effort.-To grow, leaders must learn to move, adapt, and sometimes sacrifice comfort.-True leadership means empowering your team to design and own the strategy.-Great leaders support their people by clearing obstacles, providing resources, and holding them accountable.-Change management is at the core of building a high-performing culture.-Emerging leaders should start acting like CEOs before they get the title by leading themselves first, then others.Resources & Links:Connect with Bill at https://BillCanady.comGrab his books: The 80/20 CEO and From Panic to Profit (available wherever books are sold)Explore the new 80/20 Institute for courses and leadership training👉 Don’t forget—you can download the free Friday Habit system at https://thefridayhabit.com to learn how to dedicate one full day each week to working on your business instead of in your business.

In this episode of The Friday Habit, Mark welcomes leadership expert and coach Jennifer DiMotta, founder of Uprisers. Jennifer has spent over two decades in corporate leadership, eventually serving as Chief Marketing and Digital Officer of a $22 billion company before creating her own coaching practice.Through her structured and results-driven approach, Jennifer has transformed the often “soft” concept of leadership into an actionable framework that helps middle managers and emerging leaders rise to the next level. She shares her personal journey—navigating single parenthood, climbing the corporate ladder, and ultimately launching her business—and introduces her six-step system for becoming your own leadership coach.If you’ve ever felt stuck in your leadership journey or wondered how to break through to the next level in your career, this conversation is packed with practical insights, mindset shifts, and actionable steps you can take right now.🧠 Takeaways:-Leadership isn’t reserved for a certain personality type—anyone can develop into a strong leader.-Self-awareness is the #1 trait of great leaders; start with honest self-assessment.-Long-term vision paired with 90-day goals gives you a 95% better chance of success.-Accountability partners and reward systems help sustain motivation.-Coaching should be measurable and structured, not just “soft” conversations.-Financial acumen and company-level thinking are key for advancing in corporate leadership.-Sharing your learnings with others reinforces growth and builds stronger teams.Resources & Links:Connect with Jennifer at https://Uprisers.comReach out directly: [email protected] the StrengthsFinder AssessmentFollow Jennifer on LinkedIn👉 Don’t forget—you can download the free Friday Habit system at https://thefridayhabit.com to learn how to dedicate one full day each week to working on your business instead of in your business.

In this episode of The Friday Habit, Mark sits down with Steven Puri—film executive turned tech founder, productivity expert, and remote work evangelist. Steven’s career path has taken him from producing blockbuster hits like Die Hard and The Wolverine to raising millions in venture capital and building tools that help people focus better, work smarter, and reclaim their time.Steven shares fascinating behind-the-scenes lessons from Hollywood—how storytelling principles apply to business—and the practical strategies he’s developed for managing dopamine, achieving flow states, and structuring your day for maximum productivity. Whether you’re a leader managing a remote team or an entrepreneur trying to get more done without burning out, this conversation is packed with actionable insights.🧠 Takeaways:Great storytelling—on screen or in business—comes from understanding what’s really driving your characters (or customers).Your environment matters: create a dedicated space that triggers focus and productivity.Flow states require meaningful, challenging work matched to your skills, plus the right conditions (think music, timing, and feedback).Time boxing and knowing your chronotype help you tackle the right work at the right time of day.Limit distractions—just two hours of protected focus time can change your team’s output dramatically.Sometimes the key to momentum is starting small, not tackling the biggest task first.Decide if you’re serious—commitment comes before any productivity hack can work.You can find Steven at:Website: https://thesukha.coEmail: [email protected]📥 Download The Friday Habit Guide at https://thefridayhabit.com to learn how to set aside one full day each week to work on your business instead of in it.

In this episode of The Friday Habit, Mark sits down with Leslie Venetz—founder of the Sales Led GTM Agency, LinkedIn Top Voice, and 2024 Sales Innovator of the Year—to talk about building a profit-generating pipeline without burning out.Leslie shares her journey from the high-pressure world of corporate sales to designing a four-day workweek, practicing “deep work,” and creating a business rooted in integrity. She unpacks practical strategies for small business owners and solopreneurs to target the right customers, fix a messy pipeline, and scale sales without losing control—or sanity.From niching down your outreach to replacing yourself in the sales process, this episode is packed with actionable advice to help you grow intentionally and sustainably.🧠 Takeaways:More activity isn’t a strategy—relevance wins over volume in sales outreach.Use firmographic filters and buying signals to target the right accounts.A healthy pipeline has mutually agreed next steps and active movement.Treat your go-to-market approach as a deliberate strategy, even if you’re small.Start replacing yourself in sales one part at a time—don’t disappear overnight.Protect time to work on your business, not just in it.📕 Order Leslie’s new book Profit Generating Pipeline: https://salesledgtm.com/book👉 Check her out on LinkedIn:https://www.linkedin.com/in/leslievenetz👉Want to start spending more time working on your business instead of in it?Download our free guide to The Friday Habit System at https://www.thefridayhabit.com

In this episode of The Friday Habit, Mark sits down with Patrick Thean—international speaker, serial entrepreneur, bestselling author, and former Ernst & Young Entrepreneur of the Year. Patrick shares his journey from building a supply chain software company that landed on the Inc. 500 list to coaching CEOs on how to focus, execute, and scale with intention.From his “7 Key Practices for CEO Success” to practical tips on narrowing your niche, Patrick breaks down the habits, mindset shifts, and leadership skills that separate thriving companies from the ones that stall. He reveals why the best leaders are always learning, how to build a culture that becomes your competitive edge, and why knowing your “core customer” changes everything.🧠 Takeaways:Surround yourself with greatness early in your career to learn what “great” looks like.Be humble enough to seek mentors—and willing to “eat crow” to accelerate learning.Focus means saying “yes” to a few things and “no” to most.Keep growing yourself so your company never outgrows you.Build an early warning system to avoid being blindsided.Align your team not just on what to do, but how to do it.Treat culture as a competitive advantage in attracting and retaining talent.Be intentional about your “people ecosystem” (employees, advisors, customers, partners).Build your strategy around your core customer and resist chasing every opportunity.👋 Connect with Patrick:Website: https://rhythmsystems.comBook: The Journey to CEO Success — Available on Amazon👉 Want to start spending more time working on your business instead of in it?Download our free guide to The Friday Habit System at https://www.thefridayhabit.com

In this episode of The Friday Habit, Mark chats with Ryan Wimpey, founder of Tip Top K9 Dog Training—a nationwide franchise with over 20 locations and counting. Ryan shares his incredible journey from training dogs behind a Chick-fil-A in a beat-up van to running one of the top-ranked dog training brands in the U.S.From scrappy beginnings to building a tightly run operation with a full call center, franchise model, and national reputation, Ryan breaks down the real lessons behind building a scalable service business. He also shares why sales training was one of his first investments, how he trains non-salesy people to sell, and what most business owners get wrong when trying to grow.🧠 Takeaways:Start with the problem you love solving, then scale it with systems.Your sales style should reflect your personality—authenticity wins.The key to raising prices isn’t just packaging—it’s professionalism.Rapid follow-up is a huge differentiator—answer leads fast.Don’t bottom-feed: sell to people who value their time more than money.Obsess over product quality, then make the buying process frictionless.Hire a coach to close the gap between where you are and where you want to be.👋 Connect with Ryan:Website: https://www.tiptopk9.comLinkedIn: https://www.linkedin.com/in/ryanwimpey👉 Want to start spending more time working on your business instead of in it?Download our free guide to The Friday Habit system at https://www.thefridayhabit.com

In this episode of The Friday Habit, Mark sits down with Emmy-nominated content creator, strategist, and international table tennis competitor Justin Bookey. As the author of Ping Pong Leadership: 18 Principles to Succeed at Any Table in Business, Sports, and Life, Justin shares how his lifelong passion for ping pong evolved into a leadership framework that blends sport, strategy, and self-awareness.From practicing with Olympians to advising Fortune 100 CEOs, Justin distills decades of insights into memorable “Pong Principles” that can help anyone become a more agile, authentic, and aware leader. Whether you’re running a business, leading a team, or just trying to level up personally, this conversation is full of practical wisdom, unexpected metaphors, and even a few laughs.🧠 Takeaways:Leadership is like ping pong: fast, strategic, and deeply personal.“Embrace your quirks” is more than a feel-good mantra—it’s a path to authentic influence.Don’t try to solve internal problems with external solutions.“What’s your ready position?” means more than being prepared—it’s about knowing your natural strengths and tendencies.Elegant learners stay curious and open, even when it’s hard to hear feedback.Rhythm is everything—understand your own and know when to break it.👋 Connect with Justin:pingpongleadership.comJustin Bookey on LinkedIn👉 Want to start spending more time working on your business instead of in it?Download our free guide to The Friday Habit system at thefridayhabit.com.

In this episode of The Friday Habit, Mark sits down with Ellen Wood—CEO and co-founder of vcfo—to talk about the power of financial strategy, planning for exit, and how to build a more valuable business from day one. As a pioneer in the fractional CFO space, Ellen has helped hundreds of businesses scale, prepare for investment, and exit successfully. She shares practical advice for founders at every stage, from what entity structure to choose to how (and when) to think about your exit strategy.This episode is packed with down-to-earth insights on cash flow, culture, and planning for the long game—even if you’re just getting started.🧠 Takeaways:Every founder has a culture, whether they know it or not—it starts with you.Reverse vesting can protect equity early on in partnerships.A 13-week cash flow forecast is one of the most important tools for small businesses.Retainers and recurring revenue boost both predictability and business valuation.Customer concentration is a real risk—don't become hostage to one client.Even if you're small, you can benefit from planning—and Ellen’s free tools can help.🔧 Resources Mentioned:V360 Strategic Roadmap: vcfo’s signature planning frameworkFree Tools: Finance Pulse and HR PulseBook mention: Traction (EOS framework)🎯 For more insights like these, visit TheFridayHabit.com to download our free guide on how to spend one day a week working on your business instead of in it.