The Clarity Advisors Show

Commodities like propane, gas, and industrial lubricants may not be something you think about often, but they're critical to providing the energy needed to heat our homes and run the farm equipment that produces our food. Brad Morrill started his career in the Army and worked for a couple of large, well-known companies on his way to his current leadership job with Crystal Flash, an employee-owned propane company in Michigan. On this episode of The Clarity Advisors Show, Brad and host Ken Trupke talk about some of the lessons Brad has learned about growing and building teams. Timestamps (01:06): About Crystal Flash. (02:01): What makes Crystal Flash unique? (03:13): Brad Morrill’s background. (04:02): Why agriculture and energy? (06:12): Makeup of Crystal Flash’s team. (10:41): Tips for building and growing teams. (14:00): Attracting and retaining talent. (20:44): Brad’s planned transition. (29:20): Recommended reading and listening. (32:55): How to connect with Brad. Episode Quotes “What I like about energy and food agriculture is those are foundational industries for the human race. We all have to eat and we all need energy.” “I like to say (Crystal Flash is) a big enough company to have resources to actually do stuff, but a small enough company that you still know people and what they do.” “Hire slow, hire for enthusiasm, and hire for curiosity. Those are three big things I look for. And in the situations where I've been able to find those people, they've been really great teammates to have for long periods of time.” “People hire into companies and they leave managers.” “I'm kind of a five- to seven-year guy and here I am at 10, so I'm kind of long in the tooth at this company and I'm ready for the next step.” “Because it's such a long transition and so well-orchestrated that I think by the time that I leave, it'll be more like, 'Brad, did you leave already?'” “We've done a really good job at Crystal Flash of keeping people on part-time when they get to retirement age. Instead of just having them stop one day and go to a hundred percent retirement, we found ways to be able to allow people to move into a part-time role and continue so that they have a transition timeframe, and we get to still benefit from their experience.” Recommended Reading and Listening Working IdentityAct Like a Leader, Think Like a LeaderThe Pacesetter PodPolitico EnergyOil and Gas This WeekPath to ZeroFreakonomicsNewt’s World Connect With Brad Morrill Bradleyjmorrill.comBrad Morrill on LinkedIn

On the previous episode of The Clarity Advisors Show, host Ken Trupke explained the difference between timely trends and timeless truths and shared some timely trends leaders need to understand. In this episode, Ken offers three timeless truths that have been -- and will continue to be -- true for you to build and lead a successful team. Timestamps (00:20): Introduction. (01:10): Timeless truth No. 1: Communication. (02:39): Synchronous and in-person communication. (05:17): Both sides of the DISC profile are important. (07:42): Timeless truth No. 2: Culture trumps skills. (09:34): Timeless truth No. 3: Appreciation. Episode Quotes “People are going to fill the void with negativity.” “Synchronous and in-person are better than asynchronous and not in-person.” “Businesses tend to get off the rails...because we had a miscommunication somewhere and people didn't understand something." “Communication is something you'll never master, but you can continually get better at.” “People...want to belong. They want to be somewhere where, ‘People like us do things like this.’” “People also want to know that you notice (them) and that they matter.” “Gen Z and Gen Alpha don't just work for the money and they won't just put up with things for the money the way Xers and Boomers did." Recommended reading and listening The Clarity Advisors Show Episode 89Clarity Advisors Reading List Follow/Connect with Ken Trupke ken@clarityadvisors.iohttp://www.clarityadvisors.io/Ken Trupke on LinkedIn

When building and growing your team, there are timely trends and timeless truths. And you need to appreciate both, as well as know the difference between them. On this edition of The Clarity Advisors Show, host Ken Trupke offers three timely trends to which leaders need to pay attention. Next week, he’ll look at some timeless truths that have been – and always will be – keys to building strong teams. Timestamps (00:37): Timely trends vs. timeless truths. (03:24): Timely trend No. 1: Remote work. (08:15): Timely trend No. 2: Generational differences. (13:00): Timely trend No. 3: Artificial intelligence. (18:01): Wrap up. Episode Quotes “There are timely trends that younger leaders are dialed into that experienced leaders need to pay attention to. They may change and evolve, but you can't ignore them.” “It's easier to establish a culture where 'people like us do things like this' (when you're in-person)." “Key generational differences are wanting more time off, wanting a flexible schedule, and yes, wanting remote work.” “It's not that people didn't want to take time off or didn't want to have more work-life balance. It just wasn't as acceptable. But today it’s very acceptable.” “As a leader, you need to set the expectations and goals around what we're trying to accomplish as a business to serve our customers. Micromanaging comes in when we also dictate the how.” "(Not using AI is) like saying the internet was a trend or that laptops are just a tool for lazy people.” Recommended reading and listening Clarity Advisor Reading List Follow/Connect with Ken Trupke ken@clarityadvisors.iohttp://www.clarityadvisors.io/Ken Trupke on LinkedIn

On this "Ask Me Anything" episode of The Clarity Advisors Show, host Ken Trupke answers your questions. This week he tackles how to grow your skills without a company training plan, ways to show appreciation to team members when you can’t give them bonuses, and how to start using AI in your work. If you have a question that you’d like Ken to answer in a future episode, you can email it to him at ken@clarityadvisors.io. Timestamps (00:20): Introduction (00:40): Question #1: How to grow skills on your own. (01:21): Invest in yourself. (01:32): Use books to learn. (03:02): Outside coaching. (04:22): Take Courses. (05:30): Find a Group. (07:00): Question #2: How to show appreciation. (07:20): Just say thanks. (10:24): Gifts. (12:53): Handwritten cards. (16:28): Question #3: How to get started with AI. (16:50): Start with an email. (21:18): Use AI before search. (24:00): Wrap-up. Episode Quotes “We don't want to be the Dead Sea, where information comes in and that's it. We want to be the Sea of Galilee, where the water flows in and then flows back out. “Education and growth are an investment. That return is us getting better, us becoming more valuable, positioning ourselves for a promotion or a raise because we know more.” “Improving your communication skills is valuable any time, any place, for anybody. It's not just a business skill, it's a life skill.” “If you don’t have the money (to do more) – and even if you do have money – say thank you. Just tell people that you appreciate them.” Recommended reading and listening Clarity Advisor Reading ListRapport Mastery Boot CampVirtual Rapport Mastery CourseEpisode 25Episode 87Gary Pinkerton's PodcastCraig Groeschel Leadership Podcast Follow/Connect with Ken Trupke ken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

Artificial Intelligence now seems to be part of every business conversation. However, some leaders are still reluctant to use AI. On this episode of The Clarity Advisors Show, host Ken Trupke shares why you should consider AI and how you might overcome your team's reluctance to embrace it. Timestamps (00:19): Broad overview of artificial intelligence (AI). (00:56): How AI is being used. (01:38): Most common responses to AI. (02:39): Suggested responses. (03:18): Automate repetitive tasks. (03:33): Analyze lots of data quickly and accurately. (05:30): Other popular uses. (05:40): Content creation and curation. (06:07): Sentiment analysis. (06:37): Customer relation management (06:53): Human resource AI tools. (07:27): Reasons for reluctance. (08:00): Tips for introducing and adopting AI. (08:10): Guarantee there won’t be firings. (10:20): Encourage a growth mindset. (11:12): Focus on the value and impact. (12:30): Summary Episode Quotes "Regardless of the business you're in, AI can improve your efficiency, productivity, and decision-making.” “Uncovering valuable insights, patterns and trends hidden within your marketing, sales, finance, and operational data allows your team to make better decisions and predictions.” “While AI may automate certain tasks, it also creates new opportunities for creativity, problem solving, and higher value work. Smart use of AI will support human capabilities, not replace them entirely.” “AI is not going to take your job, but someone using AI might. So be that person – be the person who leverages and uses AI.” Recommended reading and listening The Clarity Advisors Show Episode 58 with Krystal Parker Follow/Connect with Ken Trupke ken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

March Madness is underway, and watching the top college basketball teams compete for a national championship provides lessons for business teams. On this episode of The Clarity Advisors Show, host Ken Trupke looks at principles like teamwork, perseverance, communication, limiting mistakes, and being willing to take chances, that work both on and off the court. Timestamps (00:19): March Madness explained. (01:10): Similarities between basketball teams and your team. (02:19): Responding to pressure. (02:49): Three keys to winning. (03:10): Three-pointers. (03:43): Limiting turnovers. (05:05): Rebounding. (07:41): Final thoughts. Episode Quotes “The best basketball teammates are humble, hungry, and smart. That is, they're willing to make a pass rather than shoot. They hustle on defense, especially for loose balls. And they have basketball IQ.” “Teams face adversity, setbacks, and pressure situations. It’s how they respond – how resilient they are and how much they persevere – that will define their success.” “If you're the underdog, be aggressive. Take those three pointers to swing momentum. Play hard and be relentless. You've got to outwork and out-hustle your opponent.” “If you're the heavy favorite, play your game...look for opportunities...but keep the main thing, the main thing.” Recommended reading and listening The Ideal Team Player Follow/Connect with Ken Trupke ken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

Mergers and acquisitions -- or M&A, as it's known -- is common in most industries, but one area people don't often think about for M&A is agriculture. Today's guest, Joe Mosher, is founder of the Mosher Consulting Group, which specializes in helping agribusinesses execute on their mergers and acquisitions. On this episode of The Clarity Advisors Show, Joe shares with host Ken Trupke his thoughts on avoiding common merger problems and what he learned about leading teams from his time in corporate America. Timestamps (00:53): How Mosher Consulting serves its clients. (02:22): What makes Mosher Consulting unique. (04:18): Avoiding common merger problems. (10:00): Mergers and acquisitions in the world of agribusiness. (15:41): Joe Mosher’s background. (18:39): Assembling the Mosher Consulting Group team. (22:23): The abundance mindset. (23:45): Lessons learned in building the team. (28:08): Recommended reading and listening. (30:30): The Pacesetter Pod. (33:32): Connecting with Joe Mosher. Episode quotes “A lot of deals fail to deliver what they're expected to deliver.” “Folks who say that agribusiness or agriculture is one of the lowest tech adoption industries out there, I think are wholesale wrong.” "We generally have inelastic calorie demand in the world. People have to eat." “One of our core values is we don't monetize every interaction. And so sometimes if we can simply connect what we think is a good, credible, trusted advisor in the marketplace with our client to our client's benefit.” “An abundance mindset is really easy to have when you have abundance. But as soon as scarcity sets in, it's really hard to keep that.” “You're not always able to disclose everything, but I always try to bring the facts into the light and make sure that my team understands as much of what is true and what is available. Mold grows in the dark, and so do rumors.” "You have to have very low tolerance for value or norm erosion." “It's enough work to try to get a team to a high performing stance. But if you let it atrophy or backslide, it's twice as much work trying to recreate it.” Recommended reading and listening The PaceSetter PodThe PaceSetter BlogThe All-In PodcastFuture of AgricultureThe Modern AcrePrime FutureUpstream Ag Connect with Joe Mosher Mosher Consulting Group websiteJoe Mosher on LinkedInJoe Mosher on Substack

Steven Sashen is one of the fastest sprinters in the world in his age group. The shoe company he and his wife founded 14 years ago is moving just as fast, with sales over $50 million and distributions centers in the US, UK, and Europe. On this episode of The Clarity Advisors Show, Steven talks with host Ken Trupke about his journey from elite athlete to industry maverick, sharing how he discovered the comfort and benefits of natural movement by getting out of the traditional thick, padded shoes and into his unique barefoot-style footwear. Timestamps (00:20): Introduction. (01:10): About Xero Shoes. (02:29): Origin of the company. (06:03): Steven’s pre-Xero professional life. (08:24): Evolution of the Xero team. (14:23): Lessons learned during the early years. (19:15): Things that have gone well. (20:54): One helpful question for job candidates. (22:48): Attracting and retaining talent. (28:24): Customer happiness team. (30:02): Responding to naysayers. (32:43): Strategy going forward. (35:22): Focus on professional athletics. (37:21): First bullets, then cannonballs. (39:34): Still competing in his 60s. (41:15): Connecting with Steven Sashen. Episode Quotes “We're making footwear that gets out of the way. It lets your body do what's natural, and as a result, you get natural comfort, performance, and health benefits.” “What happens if you put a foot-shaped thing called your foot into a non-foot-shaped thing like this? What problems might that create at the end of a long day?” “I made a pair of sandals based on essentially a 10,000-year-old design idea.” “People keep saying to us, you can't keep growing at the rate you've been growing for all these years. And I say I know, it should be much faster!” “My wife has a great line: There are enough shoe companies in the world. We don't need any more shoe companies unless your shoes change people's lives.” “An interesting thing I've discovered about people leaving – whether we ask them to leave or they decide to leave – is you learn someone's true nature when they're on the way out the door. And anytime we’ve fired someone, the way they left made us very, very confident that we made the right decision.” “Every business rises to the level of the neuroses of their founders. And one of mine and Elena's is that we treat people like they're friends of ours, not with this hierarchical something or other.” “At some point the company is going to seriously outgrow me, and I'll stick around and do the parts that I am good at without having to do the parts that make the HR people want to blow their brains out.” “When someone says this is best practices, I know I'm not going to do it. Because by the time it's best practices, it's on the way out the door. That ship has left the dock.” Recommended Reading and Listening The Movement Movement turn down Shark TankBusiness and LeadershipXero Shoes on Wikipedia Connect with Steven Sashen Contact formXeroShoes websiteSteven Sashen on LinkedIn

A year ago (in Episode 21) host Ken Trupke shared five pieces of advice he would like to give to his 20-something self. On this episode of The Clarity Advisors Show, he offers five more things he wishes he had known earlier in his life and career. Timestamps (00:36): No. 1 – Invest in yourself. (02:02): No. 2 – Be a coach, not a boss. (03:20): No. 3 – Learn to sell. (05:00): No. 4 – Own it, but don’t own it. (06:32): No. 5 – Put people first. (08:30): Quick review. (09:04): Which of the five resonated with you? Episode Quotes “If you want to have more, you have to become more, and that means investing in yourself.” “The value of your skills today is decreasing over time. So, make sure you stay current and stay sharp.” “You're much more effective when you come alongside someone to encourage them, not come over them with demands.” “The leader is primarily responsible for directing what needs to be done, but not necessarily how.” “Sales actually is helping people get what's good for them that they couldn't get without your help. It's honorable and ethical and necessary.” “If you're on the team, you do whatever it takes to win, but resign your position as general manager of the world. Stop taking responsibility for everything and trying to control everything.” “You can only change you. So, get to work on the thing you can and should be focused on and back to owning your results.” “Get to know people, what they care about, what they aspire to. Everyone has a story." Follow/Connect with Ken Trupke Advice to my younger self (Pt 1)Management vs. Micromanagementken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

Building a stable and successful team in real estate can be tricky because it's so easy for agents to enter the business and then move from team to team. Today’s guest started his own group after being frustrated by the business models of other brokerages. Mike Smallegan is the leader of Smallegan Real Estate. On this episode of The Clarity Advisors Show, he talks with host Ken Trupke about why he started his own team and how he puts them first so they can serve their clients well. Timestamps (00:56): About Smallegan Real Estate. (04:22): Mike Smallegan’s background. (09:00): The Smallegan team. (10:45): From the beginning. (12:53): Abundance mindset. (15:30): Lessons learned from mistakes. (16:49): Mistakes made by others. (18:20): Attracting talent. (19:54): Productivity coach. (21:59): Retaining talent. (23:35): Advice for leaders today. (24:26): Recommended reading and listening. (25:35): Connecting with Mike. Episode Quotes “My clients are the agents that are on my team. My job as a leader is to help them do a better job. So, I really need to be accountable to them.” “I've made it a priority that our agents put the clients first and the experience first. The commission checks will come.” “I typically tell people that I'm not looking for today's transaction. I'm looking for you to call me in five years.” “As long as you feel like you are being taken care of and you see value in the place that you're at, things are going to keep going well. And if you don't see value in where you're at, you need to make a change.” “I think empowering agents to know the entire business gives them more freedom if they were to ever want to do something different.” “I make an effort to tell new agents they should be interviewing the brokerages that they're going to hire. And that's a different perspective than I think a lot of people have going into this business.” Recommended Reading and Listening SMALL TALK: The Smallegan Real Estate PodcastThe Tom Ferry Experience PodcastThe Prof G Pod with Scott GallowayLeaders Eat Last Connect with Mike Smallegan mike@smalleganrealestate.comMike Smallegan on LinkedInSmalleganRealEstate.comSmallegan Real Estate on FacebookSmallegan Real Estate on InstagramSmallegan Real Estate on TikTok

Agency is not a word most people use to describe what they want in their life, but it's a key principle of a free society. It means taking control of your life rather than waiting for things to happen. Gary Pinkerton saw his family struggle financially during the 1970's and after a time in the Navy as a submarine captain, he entered the world of personal finance and wealth management. On this episode of The Clarity Advisors Show, Gary talks with host Ken Trupke about leadership lessons he learned in the Navy, and how he now serves clients who value agency in their lives and are looking to continue to contribute to society. Timestamps (01:06): About Prosperity Life Solutions. (01:36): Defining “agency.” (06:15): Gary’s background. (08:31): Summarizing Gary’s services. (10:35): The difference between coaching and guiding. (12:22): Gary’s personal story. (23:06): Lessons learned in the military about teamwork. (27:35): Advice for today’s leaders. (30:56): Consistency, honesty, and integrity. (36:15): Recommended reading and listening. (41:00): Who should reach out to Gary and how to do it. Episode quotes “To have a free society, to have a free world, it is my belief that we need the power in the hands of the people, which means they need to have their own agency.” “If you don't become the kind of person who can be the millionaire or the billionaire, then it doesn't matter if you get it in the lottery. You won't have it very long because you're not the person who should be shepherding that.” “The risk you take on in your financial life is inversely related to how much control and insight you have over what your money's doing.” “Integrity just means you are consistent with who you are, what you're about.” “One of the most important lessons I try to teach my kids and everyone who's worked for me is that bad news always gets worse with time." "The absolute most important thing you can do when you realize there's a grenade in the room is jump on it.” “I want to be around people who want to still add value to the world and they're seeking agency in their own lives because that makes us all safer and more free.” Gary Pinkerton’s Recommended Reading and Listening Gary’s Gulch podcastThe One Thing that Changed EverythingPerpetual Wealth by Gary PinkertonThink and Grow RichAtlas ShruggedBreaking the Habit of Being YourselfConnect with Gary Pinkerton gary@garypinkerton.comGaryPinkerton.com LinkedIn

One of the keys to building a great team is hiring great teammates. And a key part of the hiring process is interviewing. When you've built an intentional culture, you need a very intentional process for vetting people who might join your team. On this episode of The Clarity Advisors Show, host Ken Trupke shares his 12-step interview process. It will probably take longer than your current process, but sometimes you need to slow down to go fast, and this will help you get it right the first time. Timestamps (00:20): Introduction. (01:20): The 12-step process. (02:07): Step 1 – Culture fit interview. (05:40): Step 2 – Job application. (06:20): Step 3 – Job fit interview. (07:27): Step 4 – The resume interview. (09:54): Step 5 – DISC assessment. (12:20): Step 6 – Behavioral interview. (14:18): Step 7 – Technical assessment. (15:15): Step 8 – Company handbook and benefits info. (16:01): Step 9 – Peer interview. (17:25): Step 10 – Reference check. (20:23): Step 11 – Background check. (21:14): Step 12 – Courtesy interview. (23:02): Summary. Episode Quotes “You have a very intentional culture, and you need a very intentional process for vetting people who might join your team.” “Sometimes you need to slow down to go fast. And if you only want to go through this once, let's do everything we can to get it right the first time.” “What you're looking for, regardless of the position, is someone who's humble, hungry, and smart. And by smart we mean EQ – that they have people smarts, that they have empathy and soft skills.” “Everybody asks for references and then nobody does anything with them. Don't skip this step.” Recommended Reading The Ideal Team Player: How to Recognize and Cultivate the Three Essential Virtues Follow/Connect with Ken Trupke ken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

To build a great team and business, you need to focus on your people and your processes. Today’s guest, Daniel White, started Bigger Better Movers in 2017 and it's now the fastest-growing moving company in Oklahoma. On this episode of The Clarity Advisors Show, Daniel talks to host Ken Trupke about how he’s found success by being very intentional about his culture, his team, and the systems that operate his business. Timestamps (00:57): About Bigger Better Movers. (01:24): What makes Bigger Better Movers unique. (01:57): Pandemic origins. (02:33): Choosing a moving company. (03:38): The two-to-one rule. (07:18): From insurance to making beer to the moving industry (08:54): The Bigger Better Movers team. (15:21): Lessons learned through growth. (18:06): Attracting and retaining talent. (21:53): Creating the culture. (23:26): Importance of customer feedback. (26:45): Advice for leaders. (29:08): The value of saying no. (30:36): Connecting with Daniel White. Episode Quotes “I was never actually in a moving business. So, I kind of self-taught myself.” “It was definitely not glamorous at first. It was very difficult, but I'm not a quitter. It's one thing my mom never let me do.” “I always learn from people who are in positions of places where I want to go, not where I'm at currently.” “I don't hang around much in rooms where I am the smartest person in the room. I want to be in a room where I can learn something.” “You're going to be behind the curve if you try to make every mistake yourself. You need to find ways to learn through other people's mistakes.” “Everybody has an opinion, but that doesn't mean everybody has experience. So, it's up to you as an entrepreneur – whether it's in life or business – to sort through what's real.” “We treat people like people.” “Over time you'll get some really good guys that'll run through a wall for you and vice versa, and they help you.” “Keep working on yourself because you as a leader you can only give what you’ve got.” “A lot of times you might see more in somebody that they even see in themselves.” “I try to maintain control over my day because as an entrepreneur, a lot of times you get pulled in a hundred different directions. ‘No’ is your power word and it protects your time.” Connect with Daniel White BiggerBetterMovers.comBook OnlineDaniel White on LinkedInBigger Better Movers on FacebookDaniel White on FacebookBigger Better Movers on InstagramDaniel White on Instagram

It’s the end of January, and hopefully you’re already up and running with your 2024 budget -- or you’re at least finalizing your plan after getting year-end numbers. But if you don't have a budget and don't plan to make one, please reconsider. On this episode of The Clarity Advisors Show, host Ken Trupke offers seven reasons why your business should have a budget and explains how to get started creating one. Timestamps (01:15): Difference between personal and business budgets (02:00): Seven reasons for a budget (02:11): No. 7 – Evaluate performance and make adjustments (02:45): No. 6 – Predict and control expenses (04:02): No. 5 – Manage cash flow (04:27): No. 4 – Report to lenders and investors (05:17): No. 3 – Making decisions in total rather than piecemeal (06:01): No. 2 – Take advantage of unplanned opportunities (07:50): No. 1 – Align leaders and the team (09:51) How to get started budgeting (11:51): Make adjustments (12:42): Why your budget will be wrong Episode Quotes “Budgets are important because they help you plan. It's the old adage – people don't plan to fail; they fail to plan." “Salaries are always an important budget line item because no matter what business you're in, your team is your competitive advantage." “A budget provides a solid foundation for making all your business decisions.” “You don't necessarily need to get down to every single line item in your income statement to have an effective budget.” “No matter how much time you spend on your budget, it will be wrong. And that's okay." "As general Dwight Eisenhower put it over 80 years ago, 'Plans are useless, but planning is indispensable.'” Follow/Connect with Ken Trupke ken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

Have you ever invented something for your business and realized other businesses could also benefit from using it? That’s what today’s guest did. Kyle Roof started a search engine optimization business – High Voltage SEO -- and needed a tool to help him serve clients. He created Page Optimizer Pro and launched a second business selling it to other SEO agencies. On this episode of The Clarity Advisors Show, Kyle joins host Ken Trupke to share some stories of growth and figuring things out. Timestamps (01:04): Why Thailand? (03:04): Entry into SEO business (06:35): The launch of High Voltage. (07:08): Page Optimizer Pro. (09:55): Figuring it out. (11:53): The POP and High Voltage teams. (14:14): Working across distance. (16:48): Meeting in person. (18:19): Lessons learned. (20:05): Kyle’s role in the companies. (22:09): Attracting/retaining talent. (25:35): Recommended reading. (27:40): Connecting with Kyle. Episode quotes “For me to pay the rent next month, I needed to learn how to do SEO that day. And that's basically what I did." “When Covid happened, we...didn't really see any change in productivity or in culture or in anything else because people were already pretty much remote as it was. Once we could get back together, we just let everything go. There wasn't any point in keeping the expense because it really didn't give us anything extra.” "You need strict rules about how communication will happen. If you've received a message from someone internally, you need to respond within 12 hours. If it's a communication from a client, it needs to be responded to within 24 hours.” “The biggest thing you fear in remote work is things are going to fall through the cracks. And if you have your communication set, then that doesn't happen.” “Make sure the meetings are worthwhile meetings – that they aren't just for the sake of getting together, but they are actually doing something and that the right people are together.” “One of the biggest things you learn, especially with hiring people is that if you have a red flag at the beginning, it's not going to go away. It's not going to improve.” “If you're not seeing that effort, it's probably not going to appear. If somebody's doing something repeatedly where you say, ‘hey, this is how we do it here, we'd like you to do it this way,’ and they repeatedly don't do it, they're not going to improve. And as difficult as it is, you do need to get them off the team as quickly as possible.” “I really don't like that family analogy too much. Families have a lot of dysfunction and families often don't have a goal. The point of a team is that there's a goal we're working together to do this thing and with families, that's not really their function.” “SEO is problem solving and it's really kind of connecting dots that are hard to see or connecting dots in a fog. And how I often stay sharp is I watch mysteries and I read mysteries, and it's kind a fun way of turning the brain off so you're not thinking about work, but then also constantly problem solving.” Recommended reading and listening The Westing Game Connect with Kyle Roof KyleRoof.comKyle Roof on LinkedInKyle Roof on FacebookKyle Roof on Twitter/X

Building teams is always a challenge and putting together a strong sales team can be especially difficult. Today’s guest has built multiple successful sales teams over the years. Nick Loise is the CEO of the Sales Performance Team, a company that provides businesses with fractional salespeople. On this episode of The Clarity Advisors Show, he tells host Ken Trupke how he helps firms engage clients, hire the right people, and use a phone-first approach to win business. Timestamps (00:51): About the Sales Performance Team and fractional sales. (03:40): Options for engaging clients. (04:53): Phone-first marketing. (10:31): The rectangle in our pocket. (13:14): Nick Loise’s background. (17:30): Learning from mistakes. (20:36): What’s changed in recent years. (24:50): Overcoming objections. (28:58): Recommended reading and listening. (32:26): Connecting with Nick Loise. Episode quotes “We like picking up the phone and building relationships and at least getting good market data on the phones. That's our process and what we teach people.” “If you're a business owner … I would be focused entirely on making sure my team knows how to utilize the phone and then really, really, really manage that process.” “I'm not going to make you be a telemarketing firm, but let's just do the basics.” “Small businesses have a tendency to cheat on the on-boarding.” “Most people fall in love with the potential salesperson, and salespeople are great at interviewing and selling themselves.” “I want you to realize that I help you sleep solidly by cloaking you in the warm blanket of revenue.” “I'm the Vince Lombardi of sales: I block and tackle. We're running the six plays over and over and over again to win the Super Bowl. It’s nothing fancy.” Recommended reading and listening Stay Sane in an Insane World: How to Control the Controllables and ThriveNine-Figure Mindset: How to Go from Zero to Over $100 Million in Net WorthPoetry books by Cleo WadeMy First Million PodcastThe Clarity Advisors Show Connect with Nicholas Loise nick@salesperformanceteam.comSalesPerformanceTeam.comNicholas Loise on LinkedInNicholas Loise on FacebookNicholas Loise on InstagramNicholas Loise on Twitter/X

Whether it's a teammate at work or a child at home, helping others to improve can be frustrating, especially when they don’t respond to consequences...and maybe push your buttons. Today’s guest has spent decades working with thousands of families with strong-willed children. Kirk Martin is the founder of Celebrate Calm and host of the Calm Parenting Podcast. On this episode of The Clarity Advisors Show, he and host Ken Trupke look at the overlap between good parenting principles and good leadership principles and share practical tips to help you be a better parent...and a better leader. Timestamps: (01:26): Origins of Celebrate Calm. (04:52): Turning it into a business. (07:41): Evolution of the product and the team. (10:47): Misconceptions about strong-willed kids (16:55): Escalating our own problems. (23:35): Importance of validation. (25:08): Giving space to respond rather than react. (26:20): Body posture. (28:57): Performing under pressure. (36:30): How strong-willed kids are like adults. (38:31): Ways to learn more and contact Kirk Martin. Episode quotes: “I loved my son, but I just spent all my time trying to change him. I thought he was the issue because he's so difficult...until I realized he was just like me. I was the issue.” “The quickest way to change your child's behavior is to first control your own because we trigger each other all the time.” “ADHD is pretty much a predictor of a really good entrepreneur.” “With parenting strong-willed kids, so much of it is tone of voice. I wanted to do recordings because mom could listen, dad could listen, and they could get down the tone of voice to use with a strong-willed child.” “It's not like consequences keep us from making bad choices. Jails aren’t filled because people didn't know the consequence of stealing or murder. They knew the consequence, but there's usually something deeper going on.” “This isn't permissive parenting, where we’ll just let them do whatever they want. Not at all. It's teaching because discipline literally means to teach.” “There's something about sitting that changes my tone of voice. Instead of standing in a cubicle over the employee or my colleague, if I come in and just sit, it changes something. It creates a different dynamic and you talk a little bit differently.” “You don't have to (react) in the moment. You're the leader. If somebody's in your office or on the phone and they bring something up, you can say, ‘Hey, I really want to give that the attention it deserves and I can't do that right now. Let me consider it and give you a call back,” to buy yourself some time (to respond).” (Ken) “Strong-willed kids aren't great at childhood, but they're really good at the adult world.” Recommended reading and listening: Calm Parenting PodcastForbes magazine interview with Kirk Martin Connect with Kirk Martin: CelebrateCalm.comCalm Parenting on Facebook

As we kick off a new year, we want to start strong and then build momentum, especially when it comes to sales. Today's guest is an expert at helping sales teams plan their work and then work the plan to achieve their goals. Joe Pici is a master sales trainer and coach known for helping his clients book more appointments and close more business. He’s joined us multiple times on The Clarity Advisors Show and he’s back to talk with host Ken Trupke about starting the New Year off right with goal-setting, metrics, and accountability. Timestamps (00:54): About Pici & Pici. (01:51): Importance of starting the year with a plan. (03:01): Sales manager’s perspective. (04:05): Salesperson’s perspective. (05:00): Components of a successful sales plan (07:23): Importance of metrics. (08:37): SMART goals. (11:13): Why people resist planning. (13:34): Is it too late to start? (14:31): Holding a kickoff event. (15:49): Importance of momentum. (16:38): Special offer for listeners. (17:31): Connect with Joe Pici. Episode Quotes "Here's the thing about strategy. It's going to create momentum for your sales team.” “After a while, if a person is not doing what you want them to do, and the plan is sound and they're not gaining ground or hitting numbers, maybe they need to do something else.” “This is the time of year where sales managers and sales individuals need to pump up the training somewhat. Find out what needs to be trained in our company and go for it. Don't wait.” “When it comes to measuring things, nothing is easier to measure than sales.” “January and February are great training months because they're already excited about being able to wash away the old numbers and start over.” “Momentum is the key to business and sports. Nothing is more important than momentum and most companies never get it. They're too busy dealing with negative stuff.” Recommended Listening Sales Edge podcast with Joe Pici Joe’s previous appearances on The Clarity Advisors Show Episode #1 --Forget emails! For best results, pick up the phoneEpisode #22 -- Aligning and engaging your team for success in 2023Episode #44 -- Hiring, leading, and retaining top salespeopleEpisode #52 -- Remote work, and its impact on sales teams Follow/Connect with Joe Pici joe@piciandpici.comJoe Pici on LinkedInPiciandPici.comSellMoreVirtually.com

It’s the week between Christmas and New Year’s, a time that’s typically slow for many businesses. This "down time" offers an opportunity to reflect on the things that are working for your business and identify what you can do in the coming year to improve and grow. On this episode of The Clarity Advisors Show, host Ken Trupke explains why you should spend a couple hours looking back and ahead to the New Year, and suggests some things for you to focus on in the process. Timestamps (00:21): Introduction. (01:07): Conduct a SWOT analysis. (04:50): List your gratitudes. (07:18): Write out your goals. (09:38): Daily huddles. (11:12): Weekly one-on ones. (13:13): Develop yourself. (14:53): Create a morning routine. (16:01): Recap. Episode Quotes “You can frame things as a "loss" or you can frame them as, “What did I learn for next time?’” “We struggle sometimes to give ourselves credit for things that went well.” “Write out some gratitudes for things that you're glad you have in your life." “If we're not excited about our team, if we're not grateful for our team, it's not going to matter the words that we say to them." “One of the biggest mistakes I see business leaders make is they expect everyone to be a mind reader.” “If we set the target, even if we miss a little bit, we'll be a lot closer than if we just randomly let whatever happens happen.” “Regardless of what business you're in, whether it's products or services, your team is your competitive advantage. Your team is the only thing your competitors can't replicate.” “If you're going to lead a team, you must have something to give them. And you’ve got to keep getting more for yourself so you have more to give.” Recommended Listening Episode 25 -- How your team can benefit from a daily huddle Follow/Connect with Ken Trupke ken@clarityadvisors.iowww.clarityadvisors.ioKen Trupke on LinkedIn

One of the key responsibilities of a leader is to think about the future. That includes considering things like how to prepare teammates to take the next step in their career, and how to adjust the organization when a key teammate moves on. Today’s guest has spent decades thinking about succession planning and then creating and implementing tools and structures to address these issues. Phil Sponsler was the longtime president of Orbitform, a manufacturing company in Jackson, Michigan. He joined us on a previous episode of The Clarity Advisors Show to discuss servant leadership, and he’s back today to talk with host Ken Trupke about why succession planning is so important and how to do it right. Timestamps (01:23): Why succession planning is important. (03:09): It’s not just for the top of the organization. (06:06): And not just for people, either. (07:06): Processes and capabilities. (08:22): The role of human resources. (11:28): Getting team members to buy in. (14:41): The hiring matrix. (17:41): Finding the right fit, and the “no jerks” rule. (19:16): Best practices. (23:52): How hiring has evolved in recent years. (27:49): Recommended reading and listening. (30:45): Who should contact Phil and how. Episode Quotes “The foundational thing for good succession planning is the leadership has to love and care for the folks.” “It's a long, disciplined, consistent process. It’s a marathon that's run like a sprint.” “When you start to list all the things that possibly could threaten the business...for anything that you worry about, you need to start to have the countermeasures. And...countermeasures are your succession plan." “If you don't have HR on your senior leadership team, you're making a big mistake.” “As leaders you have a stewardship to be a great servant leader in the organization. Your role is not only your technical side of running the business. You also have the responsibility to love and care for your people that you have stewardship of.” Recommended Reading and Listening Who Comes Next?Fanatical ProspectingNew Sales. Simplified.Sales Management. Simplified.All of Patrick Lencioni’s booksAt the Table podcast Connecting with Phil Sponsler psponsler@orbitform.comPhil Sponsler on LinkedIn