Systems Simplified

In This Episode Marketing doesn't fail because of creativity—it fails when decisions are made without understanding the data behind them. In this episode, Adi Klevit interviews Brook Shepard about how data should drive both marketing strategy and internal processes. Brook shares a powerful example of a brand whose revenue dropped in direct correlation with a decline in branded search volume. The insight was simple but overlooked: fewer people were searching for the brand, meaning awareness—not efficiency—was the growth problem. Adi and Brook dive into one of the biggest misconceptions in marketing: over-optimizing for return on ad spend. Brook explains why relentless focus on efficiency often leads businesses to market only to existing customers, limiting long-term growth. Understanding the lifetime value of a new customer versus the short-term return of remarketing can completely change budget allocation decisions. The conversation expands to AI, evolving search behavior, and the importance of documented internal systems. Brook emphasizes that while AI accelerates execution, taste and judgment remain human responsibilities. He also shares how Mason Interactive relies on clearly defined weekly processes to ensure consistency across remote teams. The takeaway is clear: whether in marketing or operations, growth requires structured systems supported by thoughtful analysis.

In This Episode When business owners prepare for an exit, they focus on revenue, financials, and inventory—but often overlook one of their most valuable assets: their people. In this episode, Adi Klevit welcomes back Cindy Free to discuss why HR plays a critical role in mergers, acquisitions, and business exits. Cindy explains that while financial due diligence is standard practice, HR due diligence is frequently ignored. This oversight can expose buyers to hidden liabilities such as compliance violations, lawsuits, misaligned compensation structures, or cultural dysfunction. Adi and Cindy break down the three essential HR vantage points for exit readiness: compliance, culture, and best practices. Compliance ensures risk is minimized through proper documentation and lawful employment practices. Culture ensures that leadership strength, employee engagement, and retention metrics are attractive to a buyer. Best practices focus on organizational design, scalable systems, and leadership structures that allow the company to operate independently of the founder. The conversation reinforces a powerful systems principle: when the people side of the business is structured correctly, transitions are smoother, value increases, and owners can exit without being pulled back in. HR is not an afterthought—it is infrastructure that protects the transaction.

In This Episode Communication isn't just a soft skill—it's a leadership system that determines whether opportunities are seized or silently lost. In this episode, Adi Klevit interviews Kim Boudreau Smith about why so many highly capable women struggle to speak up in leadership environments. Kim explains how imposter identity, overperformance, and societal expectations cause women to mute their voices—even when they are the most qualified person in the room. She emphasizes that visibility is a skill that can be built intentionally, one step at a time. Adi and Kim explore practical ways to increase leadership presence, from starting with low-pressure opportunities like podcasts and panels to preparing for live environments with structured warm-ups. Kim introduces the idea of "pre-stage rituals"—breathing, role-playing, and intentional preparation—to ensure leaders are ready before the spotlight turns on. The conversation also dives into humanizing business interactions. Kim shares simple yet powerful ways to make networking events and team meetings more engaging, including icebreakers, personal connection points, and clarity through structured agendas. They close with a discussion about AI, reinforcing that while AI can improve efficiency, authenticity and congruence between your message and your presence remain non-negotiable in building trust.

In This Episode SBA lending is not just about capital—it's about creating structured opportunities at critical moments in a business's lifecycle. In this episode, Adi Klevit interviews Jennifer Peterson about how SBA financing works and when it becomes the right strategic tool for entrepreneurs. Jennifer explains that SBA loans are designed to support transitions, expansions, partner buyouts, and situations where traditional collateral may not exist. With a 70-year track record, the SBA program continues to play a critical role in job creation and business continuity across the country. Adi and Jennifer walk through qualification requirements, industry considerations, and common misconceptions about what SBA can and cannot finance. Jennifer clarifies that many limitations often come from individual banks—not from the SBA program itself—and emphasizes the importance of education before making financing decisions. The conversation highlights a powerful case study of a coffee company that leveraged multiple SBA loans over several years to scale from $300,000 in revenue to $14 million. Jennifer reinforces that growth through SBA requires vision, discipline, and guardrails. The episode brings everything back to systems: strategic capital deployed intentionally, supported by advisors who anticipate roadblocks and protect long-term stability.

In This Episode Franchises don't succeed because they're easy—they succeed because the systems are already built. In this episode, Adi Klevit interviews Chris Wilson about why franchising is fundamentally a systems play. Chris shares how his early exposure to franchises shaped his understanding of scalability and why documented processes make it easier for business owners to grow without reinventing the wheel. He explains that while franchises provide structure, success still requires intentional execution, people, and leadership. Adi and Chris dive into how franchise investors should approach due diligence. Chris outlines the importance of understanding what "average" performance looks like before attempting to outperform it and explains how analyzing Franchise Disclosure Documents and validating with existing operators creates a realistic picture of success. The conversation highlights that discovery and documentation reduce risk far more effectively than gut instinct. The discussion then shifts to business owners considering franchising their own companies. Chris explains why profitability, brand clarity, and documented runbooks are non-negotiable before scaling. He emphasizes that franchising requires a shift from running the business to supporting others who run it—making systems, processes, and knowledge transfer essential. The episode reinforces a core principle: if a business can't be documented, it can't be replicated.

In This Episode Networking doesn't fail because people don't show up—it fails because there's no system behind the effort. In this episode, Adi Klevit interviews Sarah Hubbard about transforming networking from a frustrating obligation into a repeatable growth strategy. Sarah shares how years in the mortgage industry revealed a common challenge across professions: being misjudged as transactional rather than trusted. That insight led her to design a systemized approach to relationship-building. Adi and Sarah break down Sarah's MAPP Framework—Mindset and Intention, Authentic Presence, Precise Messaging, and Purposeful Follow-Through. Sarah explains how showing up prepared, focused, and clear about what you need creates stronger conversations and accelerates trust. She also highlights how AI can be used before events to identify key connections, clarify goals, and reduce preparation time—while keeping the interaction itself deeply human. The conversation closes with follow-up, where most networking systems break down. Sarah shares her simple CRM-based segmentation method and emphasizes that consistent, value-driven touches—not mass emails—are what convert relationships into long-term business growth. The episode reinforces a core systems principle: networking works when it's intentional, documented, and executed consistently.

In This Episode Pricing isn't just a numbers game—it's a leadership and execution challenge. In this episode, Adi Klevit interviews Alex Hayes about why so many businesses struggle to charge what they're truly worth. Alex explains that while pricing strategy often gets the spotlight, execution is where most organizations fall short. Without the right mindset and systems, even the best pricing models fail to deliver results. Adi and Alex explore how fear, complexity, and internal resistance prevent teams from asking for higher prices. Alex shares how sales professionals often undervalue their influence on the bottom line and how understanding margin impact transforms confidence and behavior. The conversation highlights why pricing should reflect the value delivered to each client, not just a standard rate. The discussion also dives into discounts, objection handling, and documentation. Alex emphasizes the importance of giving sales teams clear processes, tools, and guardrails so they can confidently navigate pricing conversations. Together, Adi and Alex reinforce a key systems principle: when pricing conversations are documented, practiced, and supported, sales teams stop discounting reactively and start leading strategically.

In This Episode Freedom doesn't come from working harder—it comes from designing your business and life intentionally. In this episode, Adi Klevit sits down with Nadine and Derek Nicholson to explore why so many entrepreneurs feel trapped inside businesses they worked hard to build. Nadine shares her journey from corporate leadership into coaching, while Derek reflects on his background managing complex operations and how a coaching mindset reshaped his leadership approach. Together, they break down the Impossible Freedom Equation, which starts with two leadership pillars: time mastery and united team design. Nadine explains that time mastery is not about doing more, but about aligning time and energy with values and natural genius. Derek adds how redefining "team" beyond employees—and fully leveraging existing support systems—creates space and sustainability. The conversation then moves into the three leadership amplifiers: wild wisdom, brave decisions, and courageous conversations. Nadine and Derek share how accessing inner clarity—often through nature—leads to better decisions, and how communicating those decisions clearly transforms both business results and personal fulfillment. The episode reinforces a core systems truth: freedom is built one aligned decision at a time.

In This Episode Persuasion doesn't start with techniques—it starts with care that can be felt, not just intended. In this episode, Adi Klevit sits down with Danny Bobrow to explore why so many businesses lose opportunities even after attracting interest. Danny explains that while marketing can make the phone ring, success is determined by what happens next. He introduces the idea of the "care gap," the space between a professional's good intentions and how those intentions are perceived by the person on the other end of the conversation. Adi and Danny dive into the Art of First Impressions, including Danny's structured approach to phone conversations that respectfully establishes trust, control, and reassurance within seconds. Through specific examples, Danny shows how asking the right questions, using names intentionally, and setting a supportive tone can transform routine interactions into meaningful connections. The conversation expands beyond dentistry to communication in any industry or relationship. Danny outlines his Persuasion Blueprint, emphasizing that true persuasion is ethical, collaborative, and rooted in helping people make decisions in their own best interest. Together, Adi and Danny reinforce that communication is not a personality trait—it's a system that can be learned, practiced, and refined.

In This Episode HR problems rarely show up all at once—they build quietly until they become expensive distractions. In this episode, Adi Klevit sits down with Karla Faundez to discuss how HR systems play a critical role in protecting and scaling a business. Karla explains why many small and mid-sized companies operate with HR tasks scattered across people and departments, creating risk, confusion, and misalignment as the business grows. Adi and Karla dive into the importance of starting with clarity: understanding what roles are needed, what success looks like in each seat, and how hiring should support the company's long-term goals. Karla outlines her approach to building simple, practical HR systems that ensure compliance while also aligning people with culture, values, and performance expectations. The conversation also highlights common mistakes business owners make, particularly around communication and documentation. Karla emphasizes that HR issues often remain invisible until they escalate, and that proactive systems—clear policies, documented processes, and consistent communication—allow owners to focus on growth instead of constantly putting out people-related fires.

In This Episode Influence isn't about charisma or control—it's about consistently creating alignment. In this episode, Adi Klevit welcomes back recurring guest Bob Burg to explore what it truly means to be an influencer in business and life. Bob reframes influence as the ability to move people to action through attraction rather than force, emphasizing that genuine influence always begins with focusing on others before advancing ideas. Adi and Bob dive into the distinction between persuasion and manipulation, highlighting why influence must be grounded in intent and authenticity. Bob explains that true persuasion enhances the position of everyone involved, creating win-win outcomes instead of compliance or resistance. The conversation reinforces that influence is not a personality trait, but a skill that can be learned and practiced. The discussion then turns practical, as Bob outlines several of the principles from The Go-Giver Influencer. From mastering emotions to stepping into another person's belief system and setting productive frames, Bob shows how influence can be systematized into repeatable behaviors. Together, Adi and Bob highlight why people skills—supported by structure and awareness—remain irreplaceable, even in an increasingly automated world.

In This Episode A business doesn't become sellable at the moment you decide to exit—it becomes sellable years before that through intentional preparation. In this episode, Adi Klevit interviews Channing Hamlet about what truly determines whether a business can be sold at a premium. Channing outlines four critical areas owners must address early: personal clarity on exit goals, tax planning, personal financial planning, and business readiness. He emphasizes that exit preparation is not a last-minute decision, but a long-term strategy. Adi and Channing dive deeply into business readiness, focusing on transferability—the ability for a business to operate without undue risk once the owner exits. Channing explains how concentration risk, undocumented processes, and founder dependency all reduce buyer confidence and often force deal structures that delay or reduce payout. The conversation brings everything back to systems. Channing shares real-world examples of businesses that failed to sell because knowledge lived in one person's head, as well as companies that achieved premium outcomes by documenting processes, building teams, and engineering risk out of the business. The episode reinforces a key systems principle: the easier it is to transfer how the business runs, the more valuable it becomes.

In This Episode Personal branding doesn't scale on creativity alone—it scales when creativity is supported by systems. In this episode, Adi Klevit sits down with returning guest Marina Byezhanova to explore how Brand of a Leader has evolved in response to massive shifts in AI, content creation, and visibility. Marina shares why process orientation has always been central to her business and how that structure became critical when the industry was disrupted almost overnight. Adi and Marina dive into how AI reshaped client expectations around content creation and why Brand of a Leader chose to embrace AI as a tool rather than compete against it. Marina explains the difficult but strategic decision to restructure her team, overinvest in high-quality editors, and refocus the company on human voice, nuance, and thought leadership that machines cannot replicate. The conversation also zooms out to growth and scalability. Marina reflects on how documented processes created stability during slower periods and revealed gaps during rapid growth. Together, Adi and Marina reinforce a key systems lesson: when processes break, it's often a signal to refine and evolve them—not abandon them.

In This Episode Growth doesn't fail because leaders lack ambition—it fails when growth isn't systematized. In this episode, Adi Klevit sits down with George Sandman to unpack what it really takes to build a business that delivers predictable results. George introduces the concept of strategic capacity, explaining how businesses must be designed to consistently generate cash flow, grow sustainably, and create value that is not dependent on the owner. Adi and George explore the three dimensions of business growth: predictable profits and cash flow, predictable sustainable growth, and predictable transferable value. George explains why many businesses grow faster than their systems or cash flow can support, and how intentional design, scorecards, and process-driven execution remove guesswork from success. The conversation reinforces that systems are not about rigidity. Instead, George uses powerful analogies—from Formula One engines to sailing in open water—to show how structure creates discipline, discipline creates freedom, and freedom allows leaders to adapt to changing markets without chaos. Together, Adi and George highlight that businesses with strong systems are easier to run, more resilient, and better positioned to deliver both financial results and owner freedom.

Introduction of the Guest Kalen Marie Cotto is a fractional Chief Marketing Officer, author, and the founder of KMC Digital. With more than 20 years of experience in marketing, journalism, and public affairs—including coordinating media in high-pressure environments—Kalen brings a disciplined, no-fluff approach to revenue growth. She is the author of The Revenue Runway, where she helps business owners simplify sales, marketing, and messaging into systems that actually work.

In This Episode Growth doesn't stall because of a lack of effort—it stalls when systems don't support opportunity. In this episode, Adi Klevit interviews Jennifer Glass about the most common ways businesses leave money on the table. Jennifer explains how many companies rely too heavily on automation, mistaking activity for connection, and why true growth requires intentional follow-up, real conversations, and relationship-driven systems. Adi and Jennifer explore how joint ventures and strategic partnerships can dramatically increase revenue without increasing marketing spend. Jennifer shares practical examples of how businesses can expand their offerings through collaboration instead of building everything in-house, as well as why asking clients the right questions often reveals immediate growth opportunities. The conversation wraps with Jennifer's "business growth architect" mindset—building a business the way you'd build a house. From laying a strong foundation to reinforcing each functional area, she emphasizes that sustainable growth only happens when marketing, operations, sales, and financial systems are intentionally designed to work together.

In This Episode What happens when entrepreneurial wisdom isn't documented, preserved, or shared consistently? According to Kyle Mealy, it gets lost—and future entrepreneurs are forced to reinvent the wheel. In this episode, Adi Klevit interviews Kyle Mealy about the systems behind building scalable entrepreneurial ecosystems. Kyle explains how Entrepreneurial Media Company was created to preserve proven entrepreneurial frameworks in one place, ensuring that critical knowledge remains accessible instead of scattered across books, podcasts, and fading platforms. Adi and Kyle then dive into ENERGY, a fast-growing, help-first entrepreneurial community. Kyle shares lessons learned from earlier attempts that lacked structure and how creating a clear, repeatable operating model—complete with defined roles for visionaries, integrators, and implementers—allowed ENERGY to scale rapidly while staying consistent. The conversation reinforces a core theme: without systems, even the best ideas struggle to grow; with systems, communities and knowledge can scale for generations.

In This Episode Passion alone doesn't build a business—systems turn purpose into something sustainable. In this episode, Adi Klevit sits down with Patty Aubery to explore how one idea evolved into one of the most recognizable personal development brands in the world. Patty shares the early behind-the-scenes reality of Chicken Soup for the Soul, including years of rejection, relentless promotion, and the systems that eventually made massive scale possible. Adi and Patty discuss the difference between passion as a hobby and passion as a business. Patty reflects on the defining personal moment that pushed her to step out from behind the scenes and become visible, and how that shift now informs the work she does with entrepreneurs who are settling, hiding, or staying stuck. The conversation comes full circle to systems and processes. Patty explains why structure does not limit creativity—it enables it. From publishing hundreds of titles to coaching business owners today, she emphasizes that without systems, you have a job; with systems, you have a company.

In This Episode Culture doesn't improve by accident—it improves when leaders design it intentionally. In this episode, Adi Klevit interviews Chris Dyer about how company culture becomes a system when leaders shift from control to empowerment. Chris shares how, early in his career, all decisions flowed through him, unintentionally stalling innovation and growth. That realization pushed him to rethink leadership and build an environment where employees were trusted to think, decide, and act. Adi and Chris discuss the practical changes required to create an ownership-driven culture, including encouraging experimentation, allowing room for mistakes, and changing how leaders respond to ideas. Chris explains why stepping back from decision-making helped his teams develop stronger judgment and confidence, leading to faster growth and better outcomes. The conversation also explores how culture can be systematized, even in remote environments. Chris introduces his Seven Pillars of Amazing Culture and explains why transparency, recognition, measurement, and intentional communication are essential for scaling culture without relying on a single leader.

In This Episode Great marketing alone can't sustain growth if operations aren't prepared to support it. In this episode, Adi Klevit sits down with Kasandra Murray to explore the critical connection between marketing and operations. Kasandra explains how marketing may bring leads through the door, but it's operational systems—training, documentation, and follow-through—that determine whether those leads turn into satisfied customers and long-term growth. Adi and Kasandra discuss common gaps they see across industries, particularly the tendency for businesses to overspend on marketing while underinvesting in internal training and process improvement. Kasandra shares practical examples of how strengthening operations can dramatically improve marketing performance, including a case where fixing call handling doubled a company's revenue without increasing ad spend. The conversation also dives into change management, documenting processes, and making systems easy to follow. Kasandra emphasizes that processes should be living documents and that real progress happens when teams understand the "why" behind the system—not just the steps.