The UpFlip Podcast

Jason Wong started his entrepreneurial journey at 16, when he managed to generated $250,000 in a single week by selling viral products like the "Holy Meme Bible." But after years of chasing trends in the volatile world of Dropshipping and Ecommerce, he decided to pivot away from the hype. Today, Jason is the founder of Packing Duck, a vertically integrated packaging company that is disrupting the Lean manufacturing industry by making "unsexy" infrastructure sexy again. In this episode, Jason reveals how he used his background in Digital marketing to build a B2B empire that generates eight figures without spending a single dollar on ads. He breaks down his "content-first" strategy for Customer retention, explains why he texts clients instead of emailing them, and shares how to hire "A-Players" who think like owners. You will learn the secrets to Business scaling through vertical integration and why boring businesses often make the most money. In this episode, you'll learn about: The Content Arbitrage: How Jason uses high-end, fashion-style aesthetics to make cardboard boxes go viral and drive millions in organic revenue. The "Blue Bubble" Sales Hack: Why switching from email to iMessage (blue texts) drastically increased his conversion rates and customer trust. Vertical Integration 101: How owning the factory allowed him to cut out the middleman, lower prices for clients, and increase his own margins. A-Player Psychology: Jason’s specific definition of an "A-Player" employee (hint: it’s about "loops" of logic) and how to spot them in an interview. The Consistency Equation: Why posting 5 times a week beats perfect quality every time, and how to adapt when platforms like LinkedIn and Twitter change their algorithms Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Jason: https://www.linkedin.com/in/imjasonwong

Alisa Sparks grew her home staging brand, Linden Creek, to $4 million in revenue and 20 locations by treating her passion like a math equation rather than a creative outlet. In this episode, Alisa warns that 50% of owners in Home Services are actually running "hobbies" because they lack clarity on their numbers. She breaks down exactly how to escape the hobbyist trap, revealing why "middle market" pricing is a death sentence and how to shift your Business mindset to confidently price for luxury markets. You will learn how to leverage AI to build SOPs that allow you to replicate yourself, the specific financial metrics you must track weekly, and the secrets to successful Business scaling. Alisa also shares her journey into the Franchise model, offering a roadmap for anyone looking to expand their service business without burning out. In this episode, you'll learn: The "Hobbyist Trap": Why 50% of owners are accidentally running hobbies instead of businesses—and the #1 financial metric that exposes the truth. The Middle Market Death Zone: Why pricing your services in the "middle" leads to failure, and how to confidently command luxury rates by solving your client’s sleepless nights. AI-Powered Systems: How to use tools like ChatGPT to build "set it and forget it" SOPs that replicate your best work without burning you out. Creativity as Math: Alisa’s unique framework for turning subjective skills (like design) into repeatable formulas that anyone on your team can execute. Weekly Financial Habits: The two exact numbers every service entrepreneur must check every Friday to ensure they are cash-flow positive. Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Alisa: https://www.instagram.com/alisa_sparks_/

At 17 years old, Aaron Steed started a business with no trucks, no money, and no safety net. Today, Meathead Movers generates $20 million annually, employs 350 people, and has landed on the Inc. 5000 list for eight straight years. In this episode of UpFlip, Aaron reveals how he disrupted a "boring" industry by turning hustle into a visible competitive advantage. He explains why his movers jog whenever they aren’t carrying boxes, how he used a "Pay What You Want" model to build early trust, and why he actively helps his employees leave the company to pursue their dream careers. In this episode, you’ll learn: The "Jogging" MO: How Meathead Movers disrupted the industry by requiring employees to jog when not carrying items—creating visible value for the customer. The "Pay What You Want" Strategy: The risky pricing model Aaron used for the first three years to build an undeniable reputation (and when he finally stopped using it). Guerrilla Marketing 101: The exact script Aaron used in Home Depot and Costco parking lots to land jobs with zero ad spend. The "Stepping Stone" Culture: Why Aaron calls his employees' future employers to recommend them, and how this reduces turnover and attracts top talent. The Money-Back Guarantee: How to structure a refund policy based on the customer's perceived value of each individual employee. From Friend to Boss: The leadership transition required when scaling from a high school side hustle to a corporate organization. The "Engine vs. Mechanic" Mindset: Why you must stop being a piece of the engine (working in the business) and start being the mechanic (working on the business) to scale. Hiring for Grit: How to identify candidates who have the physical and mental endurance for hard labor while maintaining a smile. Surviving Near-Death: Aaron shares how the company survived four separate events that almost wiped them out completely. The $200 Marketing Plan: Why business cards and eye contact still beat digital ads for local service businesses starting out. Tags: Trucking, Service & Consulting, Business leadership, Side hustle, Meathead Movers, Delivery business, Boring Business Resources: Grow your transportation business today: https://www.upflip.com/course/moving-and-junk-removal-blueprint Connect with Aaron: https://www.instagram.com/meatheadmovers/?hl=en

Imagine being a broke college student delivering DoorDash orders just to pay rent. Now, imagine taking that same obsession with efficiency—shaving seconds off delivery times—and applying it to real estate. That is exactly how Josh Janus built a $15 million portfolio with hundreds of units in just three years. In this episode of UpFlip, Josh breaks down how he went from a $3,000 wholesale fee to managing 50+ rehab projects at once. He reveals the "Notebook Rule" that allowed him to scale, the hard lessons learned from losing $250k to bad contractors, and the exact criteria he uses to find off-market deals that no one else is looking for. In this episode, you’ll learn: The DoorDash Mindset: How optimizing burger deliveries for tips taught Josh to identify the most motivated sellers in real estate. The 3-Pillar Strategy: The simplified framework (Financing, Deal Flow, Network) for starting in real estate with $0. Wholesaling 101: How Josh made his first $3,000 by selling information on a property he couldn't afford to buy. Finding "Hidden Equity": The specific search criteria (5+ years ownership, <$140k purchase price) Josh uses to find profitable off-market leads. The Cold Call Shift: Why asking "What’s your real estate story?" works better than "Do you want to sell?" The BRRRR Method: Josh’s rule of thumb for buying, rehabbing, and refinancing (aiming for 70-80% of ARV). Contractor Nightmares: How he lost $250k to drug-using contractors and the red flags you must avoid. Vetting Contractors: The "Quality, Speed, Price" triangle—and why you should never prioritize price in the beginning. The Notebook Rule: A daily audit habit that forces you to delegate, automate, or eliminate tasks to free up your time. SOPs for Scale: How to write a "3rd Grade Level" Standard Operating Procedure to automate tasks like writing offers. Timestamps:(00:00) Intro: DoorDash to Real Estate Empire(01:20) The Efficiency Mindset(05:45) How to Land Your First Wholesale Deal(07:30) The 3 Pillars of Real Estate Success(10:45) Finding Off-Market Deals & "Hidden Equity"(12:45) The BRRRR Method Explained(15:30) Losing $250k: Contractor Horror Stories(17:50) How to Vet & Manage Contractors(21:00) The "Notebook Rule" for Delegation(25:10) The Fan Blitz: Best Purchases & Rejections Tags: Real estate, Retail Goods, Property management, Business scaling, Passive income, Refinancing, Side hustle Resources Grow your real estate business today: https://www.upflip.com/course/how-to-buy-a-house Connect with Josh: https://www.linkedin.com/in/joshjanus

How do you turn a beat-up cargo van and a funny name into a $300 million empire? Nick Friedman, co-founder of College Hunks Hauling Junk & Moving, joins UpFlip to reveal the blueprint behind one of America’s most iconic service brands. From a summer side hustle to over 200 locations, Nick breaks down the exact systems used to survive the 2008 housing crash, COVID, and volatile markets. In this episode, you’ll learn: The "Purple Cow" Strategy: Why a funny name and bright orange trucks were the ultimate "pattern interrupt" to dominate a crowded market. Guerilla Marketing: How to use your vehicle as a rolling billboard and secure high-visibility parking spots for free. The E-Myth Shift: The specific moment Nick realized he had to stop driving the truck to start building the business. The H.U.N.K.S. Acronym: How to build a world-class company culture using values (Honest, Uniformed, Nice, Knowledgeable, Service). Systems Before Scale: Why documenting simple tasks (like safety checklists) allowed them to franchise successfully. "Who Not How": The mindset shift required to go from incremental growth to 10x expansion. The "Why, Where, Who" Framework: Why you must define your destination before worrying about the tactical "how." Loyalty Loops: How to turn a one-time moving customer into a lifetime referral source. Surviving Adversity: Lessons learned from launching a franchise model during the peak of the 2008 financial crisis. 10x vs. 2x Planning: How to set audacious 10-year goals and reverse engineer them into quarterly "rocks." Timestamps:(00:00) Intro: From Cargo Van to $300M(02:15) The Origin Story: Winning a Business Plan Competition(05:40) Naming the Business & Standing Out(08:30) Guerrilla Marketing Tactics (The Rolling Billboard)(11:50) When to Transition to Paid Ads(15:30) Building a World-Class Customer Experience(18:45) The "E-Myth" Moment: Working ON the Business(22:10) The "Why, Where, Who" Framework(26:00) Overcoming the 2008 Crash & Adversity(31:15) The Fan Blitz: Best Books & Early Mistakes Tags: Business scaling, Entrepreneurship, Home Services, College Hunks, Business growth, Business leadership, Customer retention, Junk Hauling Resources: Grow your mid-term rental business today: https://www.upflip.com/course/the-mid-term-rental-blueprint Connect with Nick: https://www.instagram.com/nickfriedman1/?hl=en

Imagine making money while relaxing on a beach in Greece, not because you’re a crypto genius, but because you own metal boxes on a dirt lot. That is the reality for Bree Hartman, a former personal trainer who traded "trading time for dollars" for the high-margin world of Self-Storage Investing. In this episode of UpFlip, Bree breaks down how she built a portfolio of over 100,000 sq ft of storage space. She explains why self-storage crushes residential real estate (lower expenses, no evicting families) and how to find "Mom and Pop" owners who still run their multi-million dollar businesses on yellow notepads. In this episode, you’ll learn: The Golden Mantra: Why "No Toilets, No Tenants, No Employees" makes storage the ultimate lifestyle business. The 35% Rule: Understanding why storage has a 35% expense ratio compared to 55%+ for multifamily real estate. The "Market Rule of Fives": Bree’s exact criteria for picking a winning location (Population 5k-120k, median income $50k+, etc.). Google Maps Sourcing: How to find off-market deals for free by simply scrolling through Maps and looking for facilities with no websites. The "Yellow Pad" Opportunity: Why targeting unsophisticated Mom & Pop owners allows you to force appreciation instantly by adding basic tech. The Cold Call Script: The exact, non-salesy lines Bree uses to get owners to say "Yes" to selling their business. Seller Financing Structure: How Bree bought a $500k facility with only 15% down and pays the owner monthly—skipping the bank entirely. Remote Management Tech: The software stack (Easy Storage Solutions, Gate Codes) that allows full automation without onsite employees. The 92% Occupancy Sweet Spot: Why being 100% full is actually a bad thing and a sign you are undercharging. Wholesaling for Cash: How to start with $0 by putting a facility under contract and selling the rights for a $100k fee. Tags: Business Buying, Entrepreneurship, Real Estate, Passive Income, Breanne Hartman, Seller Financing, Self Storage Business Timestamps (00:00) Intro: From Personal Trainer to Storage Empire (02:40) The Numbers: $41k/Month & Profit Margins (04:30) Why Storage Beats Residential Rentals (08:20) Targeting "Yellow Pad" Mom & Pop Owners(14:15) The "Market Rule of Fives" (Location Scouting) (17:50) Automating the Business with Tech (20:45) The Exact Cold Call Script to Buy Businesses (23:30) How to Structure Seller Financing Deals (28:30) The Fan Blitz: Red Flags & Best Advice Resources: Grow your mid-term rental business today: https://www.upflip.com/course/the-mid-term-rental-blueprint Connect with Breanna: https://www.instagram.com/bree.theinvestor/?hl=en

Imagine walking away from a $200k salary to bet on a gap in the real estate market. That’s exactly what Jesse Vasquez did. Today, his portfolio generates over $2.1 million annually by focusing on the "Mid-Term Rental" (MTR) strategy—a sweet spot between long-term leasing and high-turnover Airbnbs. In this episode of UpFlip, Jesse reveals how MTRs generate 3-5x the cash flow of traditional rentals. Whether you have zero properties or a full portfolio, Jesse breaks down how to secure contracts with hospitals, insurance companies, and construction firms to keep your units booked for months at a time. In this episode, you’ll learn: The MTR Goldmine: Why 30-day stays (mid-term rentals) are the most stable and profitable niche in real estate today. The "Lead Connector" Model: How to earn 10% referral fees by simply connecting companies to landlords—without owning or renting anything yourself. Rental Arbitrage 101: How Jesse rents homes for $3,000 and legally subleases them to corporations for $10,000. The "Extended Stay" Hack: A guerrilla marketing tactic where you drive by hotels to spot out-of-state work trucks and steal their corporate contracts. The Indeed & LinkedIn Strategy: A step-by-step workflow to find travel nurse recruiters on job boards and DM them to secure direct bookings. Insurance Housing Secrets: Why insurance companies pay 3-5x market rates to house displaced families and how to get on their radar. Reverse Engineering Demand: How to use Furnished Finder and Airbnb not to list, but to research exactly which companies are sending employees to your city. The Perfect Pitch: The exact "money-saving" script Jesse uses when cold-calling HR departments. Essential Amenities: The under-$100 upgrades (like blackout curtains and noise machines) that are non-negotiable for night-shift nurses. The Empathy Edge: Why focusing on the human element—like a family needing a dinner table after a fire—will skyrocket your business faster than focusing on ROI. (00:00) Intro: From "Golden Handcuffs" to $170k/Month(04:30) The "Foot in the Door" Moment: Landing the First Contract(08:45) How to Identify the Best Properties for MTR(16:20) Rental Arbitrage: Making Money Without Owning Homes(21:00) How to Find Leads (The "Extended Stay" & Indeed Method)(27:15) The Fan Blitz: Best Upgrades & Mistakes to Avoid Tags: Property Management, Entrepreneurship, Passive Income, Real Estate, Mid Term Rental, Rental Arbitrage, Insurance Housing, Jesse Vasquez Resources:Grow your mid-term rental business today: https://www.upflip.com/course/the-mid-term-rental-blueprint Connect with Jesse: https://www.instagram.com/therealjessevasquez/

John Hill was lying in a hospital bed after surviving a massive heart attack when he faced a life-altering choice: give up, or stay and find a higher purpose. Choosing to stay, John walked away from his stable job with only one paycheck left, no safety net, and a yellow legal pad to map out a business idea that experts called "the worst model ever." He set out to clean up a dirty industry by doing the unthinkable—personally guaranteeing the work of contractors to protect homeowners. In this interview, John sits down with Ryan Atkinson to share how he built The Good Contractors List, a company that has backed over $5 billion in work and paid out $127,000 in claims to fix bad jobs. He reveals why the "sell the lead" model is broken and how his unique approach of "giving more than you take" created a community-driven ecosystem that generates revenue without sacrificing integrity. You’ll learn why ignoring "business experts" was the best decision John ever made, how to identify if you are a Visionary or an Integrator, and the crucial difference between self-promotion and community authority. We also dive deep into how faith fueled John through financial rock bottom and the practical steps entrepreneurs can take to build a business that prioritizes purpose over profit. Takeaways: - Purpose Beats Credentials: John didn't have a business degree or a safety net; he had a "hospital bed promise" to live with purpose. This intrinsic motivation fueled him through obstacles that would have stopped a purely profit-driven founder. - The "Anti-Lead" Business Model: John disrupted the industry by refusing to sell leads. Instead of charging per lead (which incentivizes quantity over quality), he charges a flat membership fee, aligning his success with the contractor's reputation rather than their marketing spend. - Validate with Sales, Not Software: You don’t need a website to start. John launched his business with a yellow legal pad and a pen, collecting checks and validating the concept before spending a dime on digital infrastructure. - Ignore the "Experts": Multiple business consultants told John his model—personally guaranteeing contractor work—was "suicide." He ignored them, and that specific differentiator is what allowed him to back over $5 billion in projects. - The Visionary vs. Integrator Dynamic: John struggled with structure until he recognized he was a "Visionary" and needed an "Integrator" partner to handle operations. Knowing your personality type is crucial for scaling past the startup phase. -Crowdsourced Quality Control: Instead of just hunting for contractors himself, John built a referral program where he pays homeowners and other contractors to refer trusted pros, effectively letting the community build his vetting pipeline. - Risk is Lower Than You Think: Guaranteeing work sounds risky, but the data proves otherwise. Because the vetting process is so strict, The Good Contractors List has only had to pay out ~$127,000 on $5 billion worth of jobs. - Give More Than You Take: This isn't just a moral stance; it’s a growth strategy. By not nickel-and-diming contractors for every lead, John built a loyal community that self-polices and promotes the brand organically. - Faith as a Stress Management Tool: John attributes his ability to handle the "Valley of Death" (running out of money) to a spiritual surrender. Removing his ego from the outcome allowed him to make clear decisions without panic. - Community Authority: A single contractor saying "I'm good" is marketing. A third-party organization backing that contractor with their own money is authority. John built a business on selling trust, not just advertising space. Tags: Home Services, Entrepreneurship, Business mindset, Faith, Startup, Leadership Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with John: https://thegoodcontractorslist.com/contractor-listings-and-our-team/

Fred and Sherrod were top-tier corporate sales performers pulling in six-figure salaries before they realized that the local "dirty" businesses—like junk haulers and carpet cleaners—were actually out-earning them while enjoying significantly more freedom. Tired of the "gilded cage" of corporate America, this US Army veteran duo walked away from their Fortune 500 careers to build Accelerated Waste Solutions. Today, they’ve turned a borrowed pickup truck into a national system that generates $1 million a month with a staggering 60% gross profit margin. In this episode, Fred and Sherrod join Ryan Atkinson to break down their recession-proof playbook for building a high-margin service business. They dive deep into why they prioritize B2B contracts over B2C, explaining the strategic shift from "renting" customers to "owning" them through recurring revenue. You’ll learn the mathematical secrets behind their "Bigger Trucks, Better Pricing" competitive advantage and how they used a patented junk removal app to bring transparency and technology to the waste management industry. From leveraging relationships at the local Chamber of Commerce to the conviction required to turn down a $5 million acquisition offer, Fred and Sherrod share the grit and systems needed to scale a successful franchise. Whether you’re interested in business acquisition, startup advice for service-based businesses, or transitioning from sales to CEO, this interview provides the roadmap to financial independence. Stay tuned for their "fan blitz" where they reveal the essential tools—like the humble dolly and scoop shovel—that save their teams hours of labor every single week Takeaways: - The realization that local service providers often out-earn six-figure corporate employees can be the ultimate catalyst for leaving the corporate ladder. - Focusing on B2B contracts with apartment complexes allows a business to "own" a customer through recurring revenue rather than "renting" them for one-time residential events. - Successful business opportunities often stem from solving personal daily frustrations, such as the inconvenience of transporting trash across a large residential property. - Maintaining a 60% gross profit margin is achievable by using larger trucks and precise mathematical volume calculations to offer the most competitive price per cubic yard. - Integrating patented technology like photo-based reporting creates a transparency "trust factor" that differentiates a service business from competitors who use bait-and-switch pricing. - Prioritizing community relationships and joining local chambers of commerce is often more effective for long-term growth than immediate, unguided prospecting. - Entrepreneurs must identify their "Achilles' heels" early on and utilize resources like AI or specialized sales training to offset their personal skill gaps. - Investing in simple but essential equipment like heavy-duty dollies and scoop shovels prevents unprofessionalism and saves hours of physical labor on the job site. - Maximizing daily efficiency requires a purposeful routing plan for both service calls and prospecting before even leaving the house in the morning. - Having a clear vision and a "why" beyond just money provides the conviction necessary to turn down premature multi-million dollar acquisition offers in favor of long-term scaling. Tags: Side Hustle, Entrepreneurship, B2B, Business Mindset, Startup, Customer Retention, Junk Hauling Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Fred and Sherrod:https://www.instagram.com/awsfranchise/?hl=en

Ryan Emmons entered one of the most competitive and criticized industries on the planet—bottled water—with little more than a U-Haul and a vision. Going up against billion-dollar giants like Fiji and Smartwater, Ryan didn't just build another beverage brand; he built a mission. By betting everything on a "triple bottom line" philosophy—People, Planet, Profit—he proved that a purpose-driven company could disrupt a saturated market and command consumer loyalty in a way the big corporations couldn't. In this interview, Ryan Emmons sits down with Ryan Atkinson to reveal how he scaled Waiakea from a local hustle into one of the fastest-growing premium water brands in the world. You’ll learn his scrappy "consignment" strategy for getting onto shelves without paying massive slotting fees, how to turn environmental sustainability into an economic advantage that lowers overhead, and why he believes naivety is an entrepreneur’s greatest asset. Whether you are launching a CPG product or trying to differentiate your service in a crowded industry, this episode offers a masterclass in resilience and branding. Ryan breaks down exactly how to build a business that stands for something, keeps employees loyal, and generates massive growth without sacrificing your values. Tune in to discover why playing the long game is the ultimate competitive advantage Takeaways: - Build your business on a "triple bottom line" philosophy—People, Planet, Profit—from day one, as it is nearly impossible to authentically integrate deep purpose into a company's DNA after investors are involved. - Leverage a purpose-driven mission to increase employee retention, as high-performing talent is more likely to stay and work harder when they can see the tangible impact of the company's social initiatives. - Prove your product's sales velocity by starting with "mom and pop" shops on a consignment model before attempting to pitch major distributors or large retail chains. - Avoid direct competition with billion-dollar CPG conglomerates by targeting specific retailers where you can secure equal shelf space without paying exorbitant slotting fees. - Embrace manual self-distribution in the early stages—even if it requires renting U-Hauls and working overnight shifts—to maintain control over logistics and keep overhead low. - Reframe environmental initiatives as efficiency strategies rather than just expenses, as reducing material usage, water waste, and energy often leads to significant margin gains. - Justify a slight price premium by positioning your product as an "affordable luxury" that allows consumers to support a cause they believe in without breaking the bank. - Protect your company's mission during scaling by legally incorporating as a Public Benefit Corporation (PBC), which enshrines your social and environmental standards into the corporate bylaws. - Use your lack of industry experience as a strategic asset, as naivety allows you to be fearless and attempt innovations that industry veterans might deem impossible. - Focus on resilience and building a legacy business you want to lead for decades, rather than chasing a quick "exit" or overnight success in the volatile CPG market. Tags: Product Development, Retail Goods, Bottled Water, Business Scaling, Startup, Business Growth Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Ryan: https://www.linkedin.com/in/ryan-emmons-8709871b

Clay Lawrence built a generalist digital marketing agency to $17,000 a month, but quickly realized he had created a trap: he was exhausted, overworking, and constantly trading time for money on services ranging from drone footage to SEO. Desperate for a change, he took a massive financial risk—firing his clients and watching his revenue plummet to $4,500—to bet everything on a single, scalable idea that didn't require him to be the bottleneck. That bet was Review Harvest, a low-ticket SaaS focused entirely on automating Google reviews for home service businesses. By niching down and utilizing "trench knowledge" to understand his customers better than they understood themselves, Clay rebuilt his business from the ground up. Today, he generates over $35,000 in monthly recurring revenue (MRR) with a streamlined model that leverages software like HighLevel to do the heavy lifting, proving that a focused offer often beats a broad service. In this interview, Clay sits down with Ryan Atkinson to reveal the exact blueprint behind his pivot. They dive deep into the anatomy of a high-converting sales call, borrowing frameworks from Alex Hormozi to close deals on the spot, and discuss why the "Jack of all trades" model is a killer for agency growth. Whether you are looking to launch your first SaaS, maximize your HighLevel affiliate income, or master client acquisition through Facebook ads, this episode breaks down the tactical steps to build a business that serves your life, not the other way around. Takeaways: - Scaling a generalist agency is nearly impossible because you cannot afford to hire experts for every service; narrowing down to a single service allows for process automation and higher margins - Growth sometimes requires taking a financial step back; Clay intentionally dropped his revenue from $17k to $4.5k to rebuild a scalable model rather than remaining stuck in a service trap - The most scalable offer is often the one that works for every client without custom labor; automating Google review requests provided high value with zero ongoing manual fulfillment - Shifting focus specifically to home service businesses allowed the agency to double its growth because the messaging and operational knowledge became specialized and repeatable - Conducting over 1,000 sales calls provides "trench knowledge"—such as knowing a client's CRM software better than they do—which builds instant trust and authority during the sales process - A simple, singular value proposition (e.g., "The Google Review Guy") is significantly easier for networkers to remember and refer compared to a vague "full-service marketing" label - Low-ticket offers like reputation management rely on emotional impulse, making it critical to get leads on a call within 24 hours before their excitement fades - Sales calls should follow a structure of clarifying the prospect's pain, labeling the problem, and "selling the vacation" (painting a vivid picture of the future state) rather than just listing features - Success is often just surviving the lows; Clay faced a period where he only closed $6,500 in two months but credits his recovery to simply showing up every day despite the anxiety - Documenting the business journey on YouTube created a secondary income stream through HighLevel affiliate commissions, which now generates more profit than the agency itself. Tags: SaaS, Tech Ventures, Digital marketing, Affiliate marketing, Home Services, Business scaling, Business growth Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Clay: https://www.instagram.com/claywlawrence/?hl=en

Eddie Hartman co-founded LegalZoom with a simple but radical idea: legal documents are just information, and information belongs online. Despite facing an industry of lawyers who wanted to sue the company out of existence, Eddie pushed forward to help launch one out of every four small businesses in California. Today, as a partner at Simon-Kucher, he advises global giants like Uber and Airbnb on pricing strategies, proving that the secret to success isn't just building things people want—it's building things people want to pay for. In this interview, Eddie sits down with Ryan Atkinson to deconstruct the psychology of the founder mindset. He explains why entrepreneurs need to be "insane in a specific way" to overcome the fear of failure and how to avoid the "single engine trap" of leaning too heavily on your natural strengths. Eddie breaks down the critical difference between chasing market share versus wallet share and explains how to become a "profitable growth architect" rather than just another business owner with a cool idea. If you are struggling to monetize innovation or wondering if your business model is built to last, this episode is a masterclass in strategy. You’ll learn how to price your product to get to "yes," why you should embrace the fear of failure, and the specific steps you need to take to scale your business from a startup concept to an industry disruptor. Takeaways: - Build for Payment: Don't just build what people want; build what they are willing to pay for. - The Single Engine Trap: Avoid over-relying on your natural strength (like sales) while neglecting other business needs. - Growth Strategy: Successful companies chase market share and wallet share simultaneously. - Founder Psychology: You need "specific insanity"—the fear of failure combined with the certainty of success. - Price First: Validate the price point and willingness to pay before you build the product. - Strategic Packaging: Don't offer one price; create tiers to capture different customer segments. - Fear as a Shield: Use high barriers to entry (like fear of lawsuits) to keep competitors away. - Sales vs. Customers: A one-time transaction (especially a discounted one) is not a loyal client. - Stamina Over IQ: Success is often determined by the ability to "not stop" rather than raw genius. - Leverage Imposter Syndrome: Use the fear of not being good enough as fuel to outwork everyone else. Tags: Startup, Entrepreneurship, Pricing Strategy, Business Mindset, Small Business, LegalZoom Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Eddie: https://www.linkedin.com/in/eddie-hartman

Teague Egan faced every founder’s nightmare: payroll was due, and a massive investment deal with General Motors was stalled. With his back against the wall, Teague sold his house for $2 million and wired the cash to his company just to stay alive. That "all-in" gamble paid off, securing the partnership and positioning EnergyX to revolutionize the global energy transition. It all started on a Bolivian salt flat, where a chance comment sparked an obsession with lithium. In this interview, Teague sits down with Ryan Atkinson to reveal how he went from a tourist to a founder partnering with industry titans. He breaks down the crucial pivot EnergyX made when their initial licensing model hit a wall, proving that agility is just as important as innovation. You’ll learn the grit required to survive the "valley of death" in startup funding and how to execute cold outreach strategies that land billion-dollar partners. We also dive into high-stakes risk management and the mindset needed for enterperenurs to set bold visions. Whether you are raising capital or scaling a business, Teague’s story offers a masterclass in resilience. Takeaways: - Teague sold his own house for $2 million and wired the funds to the company to cover payroll and bridge the gap while waiting for the General Motors investment to close. - Great business ideas often come from stepping outside your bubble, as Teague’s "aha moment" happened while traveling on a salt flat tour in Bolivia, not in a boardroom. - You do not need prior industry experience to start; Teague entered the lithium space with zero knowledge but bridged the gap through obsessive reading and research. - Networking is often a chain reaction where one contact leads to another, so you must be willing to send cold emails and attend conferences just to meet a single person. - Entrepreneurs must be agile enough to pivot their entire business model if the market resists, just as EnergyX switched from licensing technology to vertical integration when resource owners were too slow to adopt their tech. - The stress of entrepreneurship remains constant regardless of the dollar amount; whether the risk is $50,000 or $50 million, the only way to manage the anxiety is to focus on the daily work you can control. - Securing strategic partnerships with established giants like General Motors provides not only capital but also the institutional credibility needed to scale industrial technology. - Founders should set "unrealistic" and massive visions because bold goals are more effective at rallying employees and investors than modest, safe targets. - Timing can dictate your business model; if your technology is too early for the market to trust, you may have to build the infrastructure yourself to prove it works. - You must be the most confident person in the room regarding your execution, as investors and partners rely entirely on your belief to validate their own risk. Tags: Startup, Entrepreneurship, Business Strategy, EnergyX, Teague Egan, Sustainable Energy, Business Scaling Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Teague: https://www.instagram.com/teagueegan/?hl=en

Richard Gould went from a high school dropout to the founder of a blue collar franchise with over 20 locations. After buying a business from his mentor and quadrupling sales, he took a massive risk: selling everything to move to a new state with no connections. There, he rebuilt his empire from scratch, proving his system works anywhere. In this episode, Richard breaks down exactly how to start a painting business with less than $1,000. He explains why simple marketing like door hangers and low-ticket offers like pressure washing are the best ways to secure high-paying jobs. Richard also reveals the critical financial metrics—specifically labor efficiency and material costs—that you must track to ensure a healthy 30% net profit margin. Join host Ryan Atkinson as he sits down with Richard to uncover the secrets of scaling a home service business from a side hustle to a national brand. They discuss strategies for generating Google reviews, transitioning from working in the business to on it, and why you should be a "tugboat" rather than a "showboat" when reinvesting profits. This interview provides the actionable blueprint you need to build wealth through service. Takeaways: - Discover the exact step-by-step process to launch a fully operational painting business with less than $1,000 in upfront capital. - Implement the "Trojan Horse" strategy of offering low-ticket pressure washing services to get your foot in the door and upsell homeowners on high-ticket exterior painting contracts. - Utilize specific door hanger marketing with a clear "20% off" call-to-action to secure your first customers without spending money on digital ads. - Learn how to acquire an established small business without a bank loan by negotiating seller financing with manageable monthly payments. - Track the "golden metric" of $2,500 in weekly revenue per employee to ensure your labor costs never eat into your company's bottom line. - Maintain a strict 10% cap on material costs relative to sales to guarantee a healthy 30% net profit margin on every project. - Master the persistence method for collecting 5-star Google Reviews immediately after job completion to dominate local search rankings. - Avoid the "Showboat Trap" of buying brand-new work vans too early and instead prioritize reinvesting profits into better equipment and skilled labor. - Simplify your sales offers to remove customer confusion, which increases your closing rate on residential bids significantly. - Transition from working "in" the business to working "on" the business by building systems that allow you to scale from a single crew to a national franchise. Tags: Home Services, Service & Consulting, Side Hustle, Low Cost Startup, Blue Collar, Business Scaling Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Richard: https://www.linkedin.com/in/richard-gould-b838b157/

Michael Sutton was a university student looking to pay tuition when he and a buddy spotted an overlooked problem: dirty grills. With zero experience and just pure hustle, they started knocking on doors. After landing five sales on their very first day, they hit a critical snag—they had no idea how to actually clean a grill. That first job was an "eight-hour disaster," forcing them to learn on the fly. Instead of quitting, Michael turned that grueling summer job into Grill Hero, a rapidly expanding franchise model for grill cleaning. He learned the hard way about the power of door-to-door sales and why employees are crucial for quality control over contractors. After a $10,000 university startup grant and a failed attempt at corporate expansion, Michael pivoted to the franchise model that became the key to his scaling. In this interview, Michael shares with Ryan Atkinson his playbook for turning a simple idea into a scalable home service business. He details the startup costs, his high-value pricing strategy (averaging $315/job), and how his franchisees are set up as managers from day one. This is a masterclass in entrepreneurship and building a real-world brand. Takeaways: - Sell your service before you have perfected it. Michael and his partner secured five sales on their first day of door-knocking before they even knew how to clean a grill. - Embrace early failures as a necessary learning curve. Their first cleaning was an "eight-hour disaster," but that failure was essential for iterating and developing a workable process. - Leverage your unique attributes. As 18-year-old entrepreneurs, they used their youth as a "superpower" to build rapport, gain trust, and get support from customers and mentors. - For a home service business, door-to-door sales are an invaluable way to get your first 100 customers, build personal relationships, and get direct feedback to refine your service. - The employee model is superior to the 1099 contractor model for a service business that depends on quality control, accountability, and building a strong brand culture. - When scaling, a franchise model can be far more effective than corporate expansion. It allows for deeper market penetration by leveraging a local owner's investment and focus. - Build your franchise model so that owners are "managers from day one." Their primary job should be sales, marketing, and operations, not doing the manual labor themselves. - A premium brand justifies premium pricing. By building a reputation as the most trusted name,- Grill Hero raised its prices from $60 to an average of over $315 by targeting high-end customers. - Look for simple, overlooked problems. Grill Hero found success by being a "first mover," offering a practical service that many people needed but no one else was offering. - Recognize your limitations and hire to fill the gaps. Michael's most significant recent growth came from hiring an experienced CEO, which allowed him to focus on his strengths. Tags: Home Services, Service & Consulting, Entrepreneurship, Side Hustle, Startup, Grill Cleaning Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Mike: https://www.instagram.com/mikesutton7/

John Sampogna co-founded his digital agency, Wondersauce, at just 26, with the ambition to take on the giants of Madison Avenue. He spent five years grinding, building a stellar reputation, and scaling his team from two to 100 employees. But as the operational weight of payroll, HR, and collections threatened to pull him under, he made a decision that shocks most founders: he sold the company he bled for. For most founders, that’s the end of the story. For John, it was just the beginning. He stayed on to run Wondersauce, proving that selling your business doesn't mean selling your soul. Now, 15 years in and still at the helm post-acquisition, John is having his best year ever, redefining success by mastering the shift from entrepreneur to "intrapreneur." In this interview, John sits down with Ryan Atkinson to share his playbook for competing against giants, even when you're the underdog. He reveals his "ruthlessly raw" pitching strategy, the keys to scaling from 2 to 100 employees, and how to build systems and redundancy (SOPs) so you can stop being the bottleneck in your own company. John also gets transparent about the process of business acquisition, what buyers really look for, and how to structure a deal that lets you keep building. Whether you're a service business owner or a founder planning your exit strategy, this episode provides a masterclass in building a business based on reputation, discipline, and relentless growth. Takeaways: - A "ruthlessly raw" and direct pitching style, focused on ideas rather than a polished script, can be a refreshing way to win over clients who are tired of "buttoned-up" agency presentations. - The two biggest levers for scaling a service business from 2 to 100 employees are the quality of your work and the reputation it builds through word-of-mouth. - When planning an exit, you must build redundancy and systems (SOPs) so the business is not dependent on you. This makes it a much more attractive and stable asset for a buyer. - Founders who are "hands-on" in everything are often a bottleneck.1 You should hire people to fill your weaknesses (like project management) so you can focus on your strengths (like sales). - When clients repeatedly ask for a service you don't offer, see it as an opportunity. Be transparent, learn alongside them, and offer it at a discount to prove your capability. - Stop selling services (e.g., "email marketing") and start selling results (e.g., "client retention"). This communicates your true value and avoids commoditization. - Only start a business you are genuinely interested in. If you're not passionate, you'll be beaten by competitors who absorb industry knowledge organically simply because they love it. - Be a broken record with your marketing. No one listens or remembers after one time; you must relentlessly drill your unique message into people's heads. - The toughest, unseen part of being a CEO is the emotional tax of managing and protecting your team, all while having to find your own ways to cope and "keep it together." - There is power in being "blissfully naive." The lack of experience in the early days allows for purer and less conservative decision-making, which can be a powerful advantage. Tags: Business Growth, Entrepreneurship, Leadership, Business Acquisition, Systems and Procedures, Digital Agency Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with John: https://www.instagram.com/wondersauce/?hl=en

Chase Gallagher wasn't playing video games at 12. He was knocking on doors to build his lawn care hustle. A year later, he sold his dirt bike for a trailer. That relentless drive paid off: his side hustle has exploded into CMG Landscaping, a $1.5 million-a-year operation, with total ventures approaching $2 million annually. In this interview, Chase details the playbook he used to scale his home service business. He breaks down his crucial pivot: shifting from low-margin lawn mowing to high-ticket, project-based landscaping, like drainage work and hardscaping. Chase reveals his customer acquisition strategies, dominating Google Business Profile and local Facebook groups to generate a steady stream of leads. Chase also shares the sales process and communication tactics he uses to close $15,000 average-ticket jobs, highlighting the consultative approach and using design work to sell six-figure projects. He explains why entrepreneurs must invest in marketing before buying equipment and discusses his plans for a coaching platform and private equity. This is the blueprint for scaling a home service company. Takeaways: - The most critical pivot for high-level growth was shifting from low-margin, high-volume lawn mowing to high-ticket, project-based landscaping services. - Drainage work is the most profitable service, followed by large planting projects, as they are high-margin and leverage equipment efficiently. - A massive competitive advantage in home services is simply being professional: answer the phone consistently, show up on time, and provide clear communication. - To win high-ticket sales, use a consultative approach. Arrive as the expert and tell the client what they need (e.g., "You have a drainage problem here"), rather than asking them what they want. - For six-figure projects, the key is to first sell a professional design service. Clients need to see a visual representation before they will commit to a large budget. - The primary marketing focus is dominating the Google Business Profile. Having the most five-star reviews (270+) in his local area is a key driver of leads. - Local Facebook groups are a powerful and low-cost tool for customer acquisition.1 He suggests joining all local groups and having a network ready to recommend your business on posts. - New entrepreneurs should invest in marketing (like a website and Google profile) before buying expensive equipment. Secure the customers and deposits first, then acquire the tools. - Making the strategic decision to switch to online high school at 16 was a key moment, allowing him to work full-time on the business and rapidly scale revenue. - He relies heavily on high-level, in-person mentors, including entrepreneurs running $35M and $400M companies, to guide his business strategy. Tags: Home Services, Retail Goods, Lawn Care, Startup, Google Business, Side hustle, High Ticket Sales Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Chase: https://www.instagram.com/chase_gallagher_/

Giuseppe Grammatico was living the life many dream of—a six-figure salary at JP Morgan. But with a five-hour daily commute and a baby on the way, he realized the "dream" was costing him the one thing that truly mattered: time with his family. He made the terrifying choice to quit his secure corporate job with no business idea, betting everything on a life of freedom. His search led him away from startups and into the world of franchising, where he discovered opportunities beyond just fast food. After building his own successful franchise for 13 years, Giuseppe achieved the time freedom he craved and now works as a franchise coach helping others do the same. In this episode, he sits down with Ryan Atkinson to share his playbook for achieving financial and time freedom. You'll learn how to identify recession-resistant businesses, spot the green flags of a healthy franchise model, and analyze key financial metrics before investing. He also breaks down why strong business systems and discovering your "why" are the ultimate keys to entrepreneurial success. Takeaways: - Your "why" is the most critical driver for entrepreneurship; leaving a six-figure job was about gaining time freedom to be present with family, not just about money. - Franchising extends far beyond fast food, with over 4,000 options in more than 70 industries, providing a viable path to business ownership without needing a unique startup idea. - Prioritize recession-resistant franchise models, such as water and smoke mitigation or essential B2B services, that remain in demand regardless of the economic climate. - A healthy franchise will vet you for a mutual fit rather than just giving you a sales pitch. They should have a clear vision for the future and be transparent about their systems. - Thoroughly vet a franchise through "validation" by speaking directly with existing franchisees. Ask them, "Knowing what you know today, would you do it all over again?" - When evaluating financials, look beyond profit margins and analyze the Average Unit Volume (AUV), as a high-volume business can be more profitable than a high-margin one. - A franchise's value lies in its proven, plug-and-play systems. The franchisor should be able to demonstrate their CRM, marketing, and lead generation processes. - The business is the vehicle to achieve your "why." Don't get stuck on finding a business you're "passionate" about; find one that enables the lifestyle you want. - Time freedom isn't immediate. The first year of a new business often requires more work, but it's a necessary sacrifice to build the systems that enable flexibility later on. - Avoid costly mistakes by tracking your marketing spend. Blindly investing without monitoring Key Performance Indicators (KPIs) and return on investment is a recipe for failure. Tags: Franchise, Entrepreneurship, Business Buying, Home Services, Passive Income, Recession-Proof Business Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Giuseppe: https://www.linkedin.com/in/giuseppe-grammatico

Andrew went from a $13/hour manual labor job to a six-figure sales role at his corporate job. But decided to quit after a feud with a manager who called him “replaceable”. He then took a massive risk, liquidating his 401(k) to buy into his friend's tree-cutting side hustle. That gamble paid off, scaling the home services business into a powerhouse now earning over $180,000 a month with a near-zero marketing budget. In this episode, Andrew joins Ryan Atkinson to share the playbook for his business growth. Learn his unconventional marketing strategies, like using Reddit for free lead generation, plus actionable sales tactics for customer acquisition and crafting an irresistible offer to scale your small business. Takeaways: - A negative corporate experience can be a powerful catalyst for entrepreneurship; being told he was "replaceable" pushed Andrew to leave his stable, six-figure job. - Investing in a friend's existing business can be a viable entry into entrepreneurship; Andrew liquidated his 401(k) to buy a partnership stake, viewing it as a more active investment in his future. - For new home service businesses, the first sales should come from your immediate network of friends and family before expanding outward. - Use every job as a marketing opportunity by approaching neighbors (a "Four Corners" strategy) to let them know you're in the area and ask existing clients for referrals. - Leverage online communities like Reddit by providing genuine expert advice, not just advertising. This builds authority and can lead to organic referrals and top search engine rankings for free. - A strong, simple offer like a "satisfaction guarantee" can be more powerful than complex discounts. It builds trust and ensures customer happiness, which fuels word-of-mouth growth. - Focus marketing efforts on platforms where potential customers are actively searching for a solution (e.g., Google Pay-Per-Click) rather than passively scrolling (e.g., Facebook ads). - Don't underestimate "outdated" sales tactics. When business is slow, personally calling a list of past clients is a highly effective way to generate immediate leads. - In a commoditized industry, differentiate your business with superior quality and expertise. Having a certified expert perform the work was a key selling point for Tree Amigos. - Maintain a lean marketing budget by focusing on high-ROI, organic strategies. Andrew's company spends almost nothing on ads, relying on word-of-mouth, referrals, and his Reddit strategy. Tags: Side Hustle, Service & Consulting, Home Services, Tree Cutting Business, Small Business Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Andrew: https://www.linkedin.com/in/andrew-anstrom-50441294/

Dan Blaker was trapped in a sales job he despised while struggling to manage his mother's vacation rental with unreliable cleaners. Searching for an escape, he stumbled upon MaidThis, a cleaning franchise specializing in short-term rentals. With no entrepreneurial background, Dan took a huge risk, securing a personal loan with his mother's help to buy in and start his side hustle. The beginning was a grind of late-night training calls and weekend work. The real test came when he was unexpectedly fired from his sales job, losing his only safety net. This pivotal moment forced him to go all-in on his business, hitting the streets with scrappy marketing tactics to survive. That pressure paid off—today, Dan’s generates over $250,000 a year, and he now trains other entrepreneurs entering the system. In this interview, Dan joins Ryan Atkinson to share his incredible journey from frustrated employee to successful business owner. Tune in to learn about how to start side hustle apart from your day jobl, how he secured funding, and the resilient mindset required to build a profitable business from the ground up. Takeaways: - "Messy, imperfect action" will always beat cautious, slow, and manageable growth. Don't wait for the perfect plan; just get started. - Losing your financial safety net can be a powerful catalyst, forcing you to commit fully and get resourceful with your business. - When starting with limited funds, invest your time instead of your money. Scrappy, in-person marketing like networking and visiting potential clients can be highly effective. - The emotional ups and downs of entrepreneurship are real. Learn to separate your feelings from the data-driven needs of the business to make logical decisions. - Focus on the lifetime value (LTV) of a customer. Offering flexibility or a discount upfront can secure a client worth thousands of dollars over the long term. - You don't need to reinvent the wheel. A franchise can provide the systems, playbook, and support network necessary to accelerate growth. - Starting a business often requires creative financing. Don't be afraid to take calculated risks, like securing a personal loan, if you believe in your model. - Resilience is a muscle built during the lowest points. Pushing through tough times equips you with the experience to know you can handle future challenges. - A franchise is not a passive investment. It requires just as much hard work, accountability, and late nights as starting a business from scratch. - Nobody knows exactly what they're doing when they start. The difference between a wannabe and an entrepreneur is the one who takes action despite the uncertainty. Tags: Side Hustle, Entrepreneurship, Business Growth, Cleaning Business, Small Business, Financial Freedom Resources: Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Dan: https://www.youtube.com/watch?v=JaXBeYDSDqI