Founder and President of SalesReformSchool™, Adam Shapiro helps individuals and companies improve sales performance by on-boarding or "in-boarding" customer-facing individuals, teams, and enterprises. Mostly, this means helping clients integrate brand and other marketing efforts into their sales conversations, tools, and processes. Adam earned a Juris Doctor from the University of Georgia after graduating cum laude from the University of Texas in Austin with a B.A. in History. Adam made the unusual transition from attorney to sales executive to entrepreneur leveraging the "think around the corner" process he learned in law school. 

Show Notes:

Tim and Taylor welcome guest Adam Shapiro to discuss all things sales. Adam shares his insights on the marriage between marketing and sales, the difference between the challenge and the relationship salesperson, tips on hiring sales personnel, and the tension between effectively closing a sale and the sales quota. 

In this Episode:

• What Matters Most to Small Business [0:02:34]
• How is Professionalism Defined in Sales? [0:03:07]
• The Marriage Between Marketing and Sales [0:05:02]
• From Attorney to Sales Executive [0:07:25]
• Thinking Around Corners [0:09:00]
• Wearing the Sales Manager Hat [0:10:34]
• How the Pandemic Affected Sales Management [0:13:23]
• Sales in a Virtual World [0:15:54]
• Relationship Sales During a Crisis [0:18:06]
• Hiring Salespeople [0:19:55]
• QB Review with Your Best Customers [0:23:36]
• The Great Conductor [0:326:40]
• The Appropriate Close vs. the Sales Quota [0:29:27]
• Clowning Around for CHOA [0:32:52]
• Rapid Fire [0:35:18]
• Contact Information [0:41:54]
• Take Aways [0:42:16]

Sales Preparation, Professionalism, & Clowning Around with Adam Shapiro

Jeff Cunningham works with entrepreneurs and visionaries to help them design and achieve ambitious deals and build and sell profitable companies. He created a business model for developing a Proactive Legal Plan™ to make the legal relationship predictable, efficient, and affordable for businesses who watch their cash flow first.

A Partner at Parker Poe Adams & Bernstein LLP, Jeff coordinates the legal and compliance operations for entrepreneurs, newly-formed enterprises, emerging growth, and established, growing companies, allowing them to focus on the things that they do to make money. Jeff earned a Juris Doctor degree from Georgia State University College of Law, an MBA from Georgia State University, and a BS in Economics from Vanderbilt University.

Show Notes:

Jeff Cunningham joined Tim and Taylor to talk about his 20+ year career helping small business owners focus on the things that make them money.  Jeff discussed the role of an attorney as a strategist, COVID's impact on small businesses, the value of a peer group, and the current trends in mergers and acquisitions.

In this Episode:

• What Matters Most to Small Business [0:01:57]
• Common Challenges for Small Businesses [0:03:00]
• Traits of an Entrepreneur [0:05:38]
• Role with Small Business Clients [0:08:04]
• A Unique Business Model [0:11:36]
• Small Business Legal Mistakes [0:13:46]
• Marketing a Law Firm [0:15:01]
• COVID from a Legal Point of View [0:17:03]
• Leveraging Peer Groups [0:19:20]
• The 2020 Mergers & Acquisitions Market [0:20:54]
• Strategies for Acquisitions [0:25:04]
• Rapid Fire [0:26:29]
• Contact Information [0:32:21]
• Take Aways [0:32:58]

Helping Small Businesses Make Money with Jeff Cunningham

When Randall was 18, he joined the U.S. Army as a military intelligence signals analyst and directly supported numerous military operations throughout the world. After the Army, Randall joined a large, cleared defense contracting firm where he supported missions that solved some of the intelligence issues after 9/11. He has an unparalleled level of expertise in the use and integration of leading-edge information technologies, and he specializes in enhancing organizational infrastructure operations.

Randall founded Zapata Technology in 2007 and since then has led all efforts to help shape the company’s rapid expansion into new business markets and to create many new strategic business partnerships. Under Randall’s leadership, the Augusta-based Zapata Team is a two-time winner of Washington Technology’s Fast 50 and Inc. 5000.

Show Notes:

Intelligence expert and Zapata Technology founder Randall Zapata joins Tim and Taylor to talk about keeping data safe, reinventing your small business every seven years, the importance of over-communicating with your employees, battling the mental health challenges of COVID, and the benefit of a CEO peer group. 

In this Episode:

• What Matters to Small Business [0:02:54]
• Keeping Customers Safe [0:03:58]
• Jumping In at a Young Age [0:04:51]
• The Importance of Culture [0:06:07]
• Leadership Role [0:10:01]
• Serving the Government [0:11:58]
• COVID Adjustments [0:13:29]
• The Zapata Studio [0:15:20]
• Benefits of a Peer Group [0:16:40]
• Learning From Mistakes [0:19:47]
• Advice for Aspiring Entrepreneurs [0:21:07]
• Rapid Fire [0:22:49]
• Take Aways [0:28:45]

Randall Zapata on B2G and Protecting Data

In the early 90s, Gus Cawley moved to Atlanta with lofty goals and a degree in accounting from Le Moyne College. He paid his dues working on accounts payables during the day and selling subscriptions for the Atlanta Journal-Constitution door to door at night. Gus diligently combed the Sunday classifieds and faxed resumes until he landed a job as a CPA. Years later, Gus would put his job-hunting skills to work for others, leaving a successful position at Ernst & Young to begin a career in the recruiting industry.  

Within three months, Gus was ranked as one of the top three financial services recruiters in the world. He eventually founded a recruiting business of his own, sold it, and started another, then another. Today, Gus is the chief executive officer of three recruiting firms including Staff Financial Group, which places top-tier accounting and finance professionals in Atlanta, Charlotte, Raleigh, Dallas, Houston, Chicago, Tennessee, and various locations throughout the Country. Gus is also the creator of ZipApply, a productivity tool for job seekers designed to help people get hired faster, a 2020 Vistage Impact Award Winner, and a contributing writer for the Forbes Business Council in Atlanta. 


Show Notes:

In this episode, Gus Cawley joins Tim and Taylor to talk about finding and retaining workforce talent. An expert in attracting high-level talent, Gus shares insights into today’s talent shortage, what top candidates are looking for, the importance of speed in the hiring process, how to maximize LinkedIn groups, and the importance of peer mentoring. 


In this Episode:

• What Matters to Small Business [0:02:35]
• Journey from New York to Georgia [0:05:33]
• Dynamics of Current Labor Market [0:09:45]
• How Technology Changed the Game [0:13:08]
• Active vs. Passive Job Candidates [0:14:58]
• The Compensation Pie: Freedom & Flexibility [0:17:40]
• The Role of CEO [0:19:12]
• Candidate Testing [0:22:21]
• Advantages of Peer Groups [0:23:36]
• Rapid Fire [0:25:57]
• Contact Info [0:31:10]
• Takeaways [0:31:36]
• SBM Announcements [0:34:27]

Attracting and Retaining Top Talent with Gus Cawley

Ali Jamal is the chief executive officer of Stablegold Hospitality, a real estate investment company that specializes in affordable accommodations for low/no income individuals and families. What started in 2011 as one rundown and shutdown hotel is now a thriving business, which includes approximately $50 million in assets under management, 1500 rental units – consisting of 12 independently operated extended stay hotels and single family residential housing and employs more than 150 people across the U.S. Stablegold was selected as the number one most Innovative Urban Development companies in the world by Fast Company Magazine for its innovative approach to affordable housing.

Additionally, Ali has an Executive MBA from Northeastern University and has earned a certificate from the Stanford Business School Executive Program in Leadership.

Ali currently participates in a nonprofit board role for Shelters to Shutters, he is a Founding Member of the Forbes Real Estate Council, a contributing writer for the Atlanta Business Chronicle Leadership Trust and is presently serving as the Lead for the Southeastern United States, Ismaili Professionals Network (IPN). Ali is also an active peer advisory board member of both the Young Presidents Organization (YPO) and Vistage.

Show Notes:

Every great business has a great story and Ali Jamal recently stopped by to discuss his story with Tim and Taylor. The innovative business owner shared insights into finding a narrow niche, knowing your customers, understanding your business, and the benefits of joining a peer group. 

In this Episode:

• What Matters to Small Business [0:02:25]
• Getting into Real Estate [0:04:02]
• Investment and Strategy [0:13:28]
• Shifting Leadership Role [0:14:50]
• Best and Worst Mistakes [0:16:12]
• The Impact of the Pandemic [0:18:52]
• Peer Group Benefits [0:20:45]
• Sharing His Story [0:22:35]
• Rapid Fire [0:23:57]
• Contact Info [0:28:09]
• Takeaways [0:28:29]
• SBM Announcements [0:30:13]

Finding Your Niche with Ali Jamal

Small Business Matters president Tim Fulton recently returned from his tenth sabbatical and his third El Camino. In this episode, Tim sits in the guest chair to share about his latest journey, the benefits of taking time away from your business, and what led him to take that first sabbatical 10 years ago.  

In this Episode:

• Making the Sabbatical Decision [0:01:49]
• El Camino Santiago [0:04:10]
• The Purpose of the Journey [0:09:25]
• Kodak Moments [0:13:42]
• Life Lessons Learned [0:21:57]
• Rapid Fire [0:29:13]
• SBM News [0:34:53]

Walking the El Camino with Tim Fulton

Diana Murphy is one of Atlanta’s leading executive coaches and the host of the Regret-Proof Your Business Podcast. Focusing on business leaders struggling with work life balance, Diana helps her clients stop overworking and stay in growth - for themselves, their team, their clients, and their lives.

Show Notes: 

In this episode, Diana shares insights on how small business owners can leverage their genius to grow and lead more effectively when more is required of them.  It takes courageous leadership, but by getting more support, networking properly, and prioritizing commitments, business leaders can make more powerful decisions and create more positive outcomes.

Episode Highlights:

• What Matters to Small Business [0:02:04]
• The Journey to Coaching [0:04:05]
• Value of an Executive Coach [0:05:38]
• An Uncertain Economic Climate [0:07:39]
• Discovering Your Genius [0:09:38]
• Confident Decision Making [0:11:47]
• Conquering Imposter Syndrome [0:14:19]
• Smart Networking [0:17:31]
• Combining Business and Personal [0:21:02]
• Rapid Fire [0:24:53]
• Takeaways [0:29:02]
• Contact Information [0:30:10]
• SBM Announcements [0:31:00]

Courageous Leadership with Diana Murphy

Longtime SBM friend Ryan Tabb recently joined Tim on the Small Business Matters Podcast. Ryan was an early graduate of the SBDC GrowSmart program (then called Fast Track) and a founding member of the SBM Mastermind Group. The Founder and CEO of Peachtree Junk Removal was working for a trash pickup company when he realized the demand for bulk item removal in metro Atlanta could support a small business. He created a business plan and launched Peachtree Junk Removal in 2009 with two employees. Fifteen years later, Peachtree has earned a reputation for exceptional customer service and professionalism.

In this episode, Ryan shares his entrepreneurial journey spanning 25 years in junk removal and recycling. He offers insights on maintaining a standard of professionalism, the importance of building strong internal and external relationships, and using digital marketing to grow your customer base. Join us to learn how to leverage Google in your marketing efforts, why CEOs need to prepare for both success and setbacks, and how Ryan outcoached Kirby Smart. 

Episode Highlights:

• What Matters to Small Business [0:2:45]
• Journey to Junk Removal [0:04:53]
• The Role of CEO [0:06:36]
• Learning from Good and Bad Mistakes [0:08:18]
• Generating and Retaining Customers [0:11:32]
• Advice to New Business Owners [0:14:10]
• Rapid Fire [0:15:51
• Takeaways [0:19:35]
• Contact Information [0:20:24]
• SBM News [0:20:50]

Preparing for Success & Setbacks with Ryan Tabb

What happens when a crisis hits your business? Would you be ready—or reactive?

In this thought-provoking episode, Tim Fulton sits down with Megan Paquin, founder and CEO of Paquin Public Relations, to explore the high-stakes world of crisis communications. With experience advising Fortune 100 brands, global institutions, and even litigation before the U.S. Supreme Court, Megan knows exactly how reputations are built—and how they can unravel in an instant.

She shares candid insights on:
•	What crisis communications really is (and what it’s not)
•	Why reputational equity is your best defense
•	The underrated power of asking for help as a business owner
•	How adopting an abundance mindset can reframe uncertainty and drive growth	
A seasoned strategist, accredited PR counselor, and entrepreneur, Megan also reflects on launching her own agency—and what she would’ve done differently if she could go back—she would have started sooner.

Whether you're navigating a challenge now or want to prepare for what’s ahead, this episode is packed with wisdom, strategy, and encouragement for small business leaders ready to grow with confidence.

Episode Highlights:

• What Matters to Small Business [0:2:40]
• Becoming an Entrepreneur [0:03:38]
• What is a Crisis? [0:06:50]
• An Interesting Case [0:09:02]
• Preventing a Crisis [0:10:26]
• Fueling Growth [0:11:31]
• Role of the CEO [0:12:53]
• Advice for New Entrepreneurs [0:13:30]
• Learning from Mistakes [0:14:20]
• Dealing with Uncertainty [0:15:55]
• Rapid Fire [0:17:20]
• Takeaways [0:20:11]
• Contact Information [0:21:17]
• SBM News [0:21:25]

Ready for Anything: Crisis Communications with Megan Paquin

In this episode of the Small Business Matters podcast, Tim Fulton and his co-host, Taylor Fulton, welcome Brendan Martin, a Billboard-charting artist, songwriter, coach, and founder of Purpose Driven Entertainment. Brendan has collaborated with top names like Kendrick Lamar, T-Pain, and Mac Miller, while also helping over 1,000 artists land label deals, achieve a billion Spotify streams, and generate hundreds of millions of social media views.

Brendan shares his journey from freestyle battles in high school to opening for Mac Miller and Snoop Dogg, signing a restrictive record deal that stalled his career for a decade, and ultimately finding his calling in developing and marketing artists. His story highlights the resilience needed to pivot, adapt, and turn setbacks into opportunities.

Key takeaways from the conversation include:
•	Customer care is everything: Small businesses can differentiate themselves from larger competitors through exceptional client service and relationships.
•	Leadership responsibilities: As CEO, Brendan focuses on reputation, vendor relationships, negotiations, and exploring automations and AI to scale services.
•	Innovation in marketing: He’s experimenting with AI-generated influencers, social media strategies, and playlisting to help artists grow audiences.
•	The performer-to-mentor shift: Brendan explains why he thrives helping others succeed in music, offering insights shaped by both his creative experience and industry challenges.
•	Lessons from mistakes: Losing relationships has often opened new doors, while overextending himself across too many projects has been a costly misstep.
Brendan’s story blends the creativity of music with the discipline of business, offering inspiration to entrepreneurs navigating growth, uncertainty, and the balance between passion and sustainability.

Episode Highlights:
•	What Really Matters to Small Businesses? [02:46]
•	Starting in the Music Industry [03:52] 
•	Responsibilities as the CEO [06:58] 
•	Current Technology and Marketing Trend [09:15]
•	Transitioning from Performer to Producer [11:30] 
•	Experiencing and Enjoying the Power of AI [13:29]
•	The Best and Worst Mistakes [16:06]
•	Rapid Fire [19:05] 
•	Takeaways [24:47]
•	Contact Information [24:47]
•	SBM News [25:21]

From Billboard to Business: Brendan Martin on Music, Marketing & Mindset

What does it take to build a thriving company in a competitive industry—and keep it growing for more than a decade? In this episode of Small Business Matters, host Tim Fulton and co-host Taylor Fulton sit down with Zac Nicklas, President & CEO of The Pool Boys in League City, Texas. Zac shares how he turned a small family-run pool service into a trusted, 15-employee operation that’s earned a reputation for professionalism, reliability, and integrity.

Whether you’re a seasoned entrepreneur or just starting out, Zac’s story is packed with insights about scaling smart, leading well, and finding balance between growth and personal priorities.

Episode Highlights:
•	What Matters to Small Business? [03:36]
•	Leading Like a CEO [06:32]
•	Sustaining a Long-term Business Partnership [10:53]
•	A Big Mistake Changes Everything [15:09]
•	Building a Loyal, Low-turnover Team [15:36]
•	Industry Involvement As a Growth Accelerator [18:37]
•	Hiring a Second-in-command [23:09]
•	Rapid-fire [25:55]
•	Takeaways [29:06]
•	Contact Information [30:58]
•	SBM News [31:15]

About the Guest
Zac Nicholas is the President & CEO of The Pool Boys, a full-service pool maintenance and repair company based in League City, Texas. Founded in 2011, the company has grown from a two-man operation into a respected local brand known for its commitment to customer care and continuous improvement. Zac’s leadership philosophy centers on integrity, teamwork, and investing in people—principles that have helped him build a sustainable business with strong community roots. Tune in to hear how one small business owner built not just a company, but a culture of professionalism, trust, and purpose.

Reinventing Success: Growing a Service Business with Zac Nicklas

Struggling to convert marketing activity into predictable revenue? In this episode of Small Business Matters, Tim and Taylor Fulton welcome Keith Finger, founder and Chief Revenue Fixer of Revenue Insights. Keith breaks down why “more leads” is often a band-aid, how to hunt down the real breakdowns in the revenue journey, and why documenting processes and improving handoffs can outpace any new website or shiny tech tool.
 
If you run an SMB or a B2B shop and want practical, systems-first thinking, you can apply this week — from fixing churn to building a sales culture that empowers people — press play. Keith explains how to stop shoveling more prospects into a leaky funnel, diagnose root causes (process vs people), and prioritize changes that produce sustainable revenue growth.

Takeaways
•	Fix the root causes — not just the symptoms.
Many revenue problems look like marketing or sales issues, but the real breakdowns often come from unclear processes, poor handoffs, or misaligned expectations across teams. More leads won’t fix a leaky system.

•	Documented processes create freedom, not bureaucracy.
Keith emphasizes that clear, repeatable processes help teams deliver consistently, reduce confusion, and allow leaders to step out of daily chaos. If it’s not written down, it’s not scalable.

•	Technology can’t replace strategy.
New tools won’t solve foundational problems. Tech only accelerates what’s already working—or exposes what isn’t. Start with the workflow, not the software.

•	Sales leadership matters more than sales hacks.
The most successful teams have leaders who coach, ask questions, encourage critical thinking, and foster accountability. A strong sales culture consistently beats short-term tactics.

•	Revenue is a full-company responsibility.
The customer experience spans marketing, sales, product, and service. When each stage works in isolation, revenue suffers. When they’re aligned, growth becomes far more predictable.


Highlights
[03:22] What Matters Most to Small Businesses
[03:52] Symptomatic Fixes vs. Holistic, Process-driven Solutions
[05:40] Keith’s Journey
[07:59] Recognizing Common Patterns Across Different Clients
[09:58] How Rapid Tech Innovation Affects Revenue 
[12:00] Problems Occur 
[13:40] Identifying Good Customers
[16:01] Process Verses People Issues
[20:11] Attributes of a Successful Sales Leader
[21:59] Differences in Marketing Post-COVID 
[24:42] Rapid-fire 
[29:05] Contact Information
[29:55] Takeaways
[31:42] SBM News

About the Guest
Keith Finger is the founder and Chief Revenue Fixer at Revenue Insights. A Tulane alumnus, Keith has spent 20+ years helping B2B companies diagnose and fix revenue problems across marketing, sales, product, and customer success. He’s worked in over 20 countries, supporting sales teams and onboarding customers. Keith enjoys photography, hiking, traveling (over 60 countries and counting), exploring new cuisines, and brings a curiosity-driven, empathy-forward approach to revenue strategy. 

Contact Information
Website: getrevenueinsights.com
Phone: 770-309-5651
Email: keith@keithfinger.com

Fixing Leaks: A Holistic Approach to Growing Revenue with Keith Finger

Bernie Meineke spent more than 20 years working at Small Business Development Centers across the state of Georgia as a consultant and director. In this episode of the Small Business Matters podcast, we discuss the benefits that a Small Business Development Center can bring to entrepreneurs as well as common challenges and issues facing small businesses. Bernie shares insights he gained working with thousands of small business owners, including the power of a simple idea, the importance of financial statements and myths surrounding the small business economy.

The Value of Small Business Development Centers with Bernard Meineke

Small Business Matters sits down with Mike Iverson, Principal at Trillium Financial, to talk about the role of the CFO, common financial management mistakes in business and Mike's favorite key performance indicators(KPIs). We also discuss:

How Mike got started with Trillium.

The roles and responsibilities of an interim CFO.

Examples of a typical interim CFO engagement.

Examples of mistakes that Mike sees small business owners make with their finances.

Mike's favorite KPIs for small business owners to track.

New financial products and services Trillium Financial is working on.

Mike's experience being in a Vistage CEO group.

The importance of a sabbatical and time away from the office.

Mike Iverson and the Importance of Financial Management, KPIs and the Role of the CFO

With a passion for plants and horticulture, Josh Rutter launched Tropics North, a nursery farm in South Florida, with little experience in business. A couple decades later, Tropics North generated tens of millions of dollars in annual revenue with clients stretching across Florida and the Caribbean.

Josh sits down with small business matters to talk about how he started Tropics North, some of the challenges he faced and what business owners can learn from his mistakes. We also discuss Hurricane Andrew and how the devastating storm changed Tropics North and Josh as a business owner.

Josh Rutter is now a business consultant working with small to mid-size businesses in the Miami area. Listeners can reach Josh by email at jbr@thirdmaritime.com.

Tropics North, a Hurricane and the Miami Dolphins with Josh Rutter

Cindy Miller, CEO of Cindy Miller Communications, discusses the importance of a crisis communication plan as well as best-practices for small business communications, marketing and public relations.

Communications Guru Cindy Miller

John Fenton leveraged the leadership skills he learned as a collegiate athlete to build a successful career in finance, ultimately serving as a managing partner with BDO USA's Atlanta office. A member of the Forbes Coaching Council and a Certified Brain Management Consultant, today John helps entrepreneurs and executives improve their leadership skills with confidence, clarity, and awareness. John has also been published by Forbes.com, and authored the best selling book entitled "5 Minute Mastery". 

Show Notes:

In this episode of the Small Business Matters podcast, John sits down with Tim and Taylor to discuss how a near-death experience changed his life and led to a new career focused on helping entrepreneurs and executives benefit from his experience. John also discusses his new workbook, "5 Day 5 Minute Freedom Challenge", designed to help business leaders master what's important and transform stress into success.
 
Key Points in this Episode:

•	SB Time Constraints [0:02:34]
•	John’s Vision [0:03:41]
•	Finding Your Center [0:04:58]
•	The Wake Up Call [0:06:30]
•	Managing Your Thoughts [0:07:40]
•	Time to Unplug [0:09:45]
•	Principals of Effective Leadership [0:12:29]
•	Establishing Trust [0:16:03]
•	Another Health Scare [0:19:17]
•	A Football Analogy for Business [0:24:15 
•	Rapid Fire [0:27:21]

John Fenton on Mastering Time

Radio disk jockey turned business owner and Vistage Founder, Bud Carter has had a successful and colorful career. Arriving in Atlanta during the 80s, Bud was the owner and general manager of a corporate outplacement company. He was also the founder of Vistage (known then as Tech) and became the first Vistage Chair in Atlanta in 1987. Thirty years later, Bud still chairs his two original Vistage groups. Bud has served on 11 private and publicly listed company boards, and is the author of "Pithy Business Quotes" available on Amazon. 

Show Notes:

In this episode of Small Business Matters The Podcast, Bud Carter shares his insights and experience gained as the founder and 30 year Vistage Atlanta Chair. From the role of the Small Business CEO, to the growing complexities and demands on businesses today, Bud's speaks to the changes he's seen in workplace culture, products and services, and managing the workforce. Always entertaining, Bud also shares his affinity for BBQ, good jazz, and the Atlanta Braves.    


Key Points in this Episode:

•	Contributions to SB [0:02:30]
•	Founding Vistage [0:03:00]
•	The Role of Vistage Chair [0:04:14]
•	Changing Role of CEOs [0:05:49]
•	Mistakes of Today's CEOs [0:07:59]
•	Improvements in SB Management [0:09:45]
•	Career Diversity [0:11:55]
• .    "Pithy Business Quotes" [0:13:20]
•	Proudest Moment [0:16:39]
•	Unusual Vistage Meetings [0:17:31]
•	A Love of Radio [0:19:25]
•	Rapid Fire [0:20:03]
•	Takeaways [0:28:26]

Founding Vistage, the Changing Role of CEOs, and great BBQ with Bud Carter

President of Home Town Mortgage in Alpharetta, GA, Steve Beecham is also an author and popular keynote, Vistage, and motivational speaker in greater Atlanta. Never afraid to take a chance in business, Steve began his entrepreneurial career in retail as the owner of a men's and women's clothing store.  

Over the years, Steve honed his personal skills in the areas of sales, client relations, and business management. Today, he shares his techniques for helping companies and individuals succeed in business through networking and leveraging their social connections. 

Show Notes:

In this episode of Small Business Matters the Podcast, Steve Beecham stops by to talk about his system for increasing sales, without hustling business. Selling in the village, as Steve describes it, is based on earning referrals and depends largely on understanding the way others see you and your business. Steve also shares two important rules for getting where you want to go in business and the wort and best business mistake he ever made. Oddly enough, they're one and the same.

Key Points in this Episode:

•	Contributions to SB [0:01:42]
•	Getting Started [0:02:48]                                                                            
•	Best Advice Received [0:05:30]
•	Buzz [0:08:18]
•	Creating Positive Buzz [0:14:10]
•	Spin & Drip [0:15:32]
•	Overcoming Negative Buzz [0:18:33]
•	Best & Worst Mistakes Made [0:20:41]
•	Referral Strategy [0:23:11]
•	Rapid Fire [0:26:00]
•	Takeaways [0:27:50]

Earning Referrals, Understanding Buzz, and Blue Skies with Steve Beecham

Bryan Gray became an entrepreneur at the ripe old age of 14 and later led two companies onto the Inc. 500 List. Today, Bryan serves as Chief Executive Officer & Neuro Selling Practice Leader for the Revenue Path Group (RPG). He is also President of MediaSauce, a contributing member of RPG, and leads the business development and strategic direction of both the organization as well as client work.

Show Notes: 

On this episode of Small Business Matters the podcast, Bryan Gray shares his insights on neuromarketing, the importance of understanding the buyer's decision-making process, and understanding the "Why You" and "Why Now" in the sales process.

Key Points in this Episode:

•	Contributions to SB [0:02:07]
•	Becoming an Entrepreneur [0:02:56]                                                                            
•	Three Deadly Cs of B2B Sales [0:04:09]
•	Connecting Value to Marketing Efforts [0:06:16]
•	Understanding the Buyer [0:06:58]
•	The Customer's Decision Process [0:08:50]
•	Mistakes Small Business Makes [0:11:00]
•	Getting Your Name Out There [0:13:02]
•	Why You, Why Now [0:15:00]
•	Marketing and Sales Collaboration [0:16:30]
•	Neuromarketing: Messages that Resonate [0:18:11]
•	Tools for Understanding Your Audience [0:20:12]
•	Examples of Marketing Success and Failure [0:24:17]
•	Rapid Fire [0:28:49] 
•	Takeaways [0:32:00]
•	ebook Offer [0:34:32]

Growing Your Business with Bryan Gray

Rick Mayo founded a personal training business, Alloy Personal Training Center, in 1992. In the past decade, he and his team began helping major brands and independent gyms, health clubs, and fitness businesses around the world deploy personal training systems through a licensing model under the Alloy brand. A subject matter expert on health and fitness, Rick is also a featured conference speaker, both Internationally and domestically and contributes regularly to industry publications such as "Men's Health" nationwide. 

Show Notes:

In this episode of Small Business Matters the Podcast, a long-time friend of SBM stops by to chat with Tim and Taylor about internal communication, embracing change within your business, focusing on your core offering, and the most important role of CEO - thought leader.

Key Points in this Episode:

•	Contributions to SB [0:02:40]
•	Getting Started [0:04:15]                                                                            
•	Time to Learn about Business [0:06:06]
•	Systemizing the Business [0:07:33]
•	CEO's Most Important Role [0:09:46]
•	Team Buy-In [0:11:31]
•	Lessons Learned [0:14:27]
•	Adopting a Cause Beyond Profit & Growth [0:16:14]
•	Advice for Small Business Owners [0:18:20]
•	Rapid Fire [0:20:16] 
•	Takeaways [0:23:21]
•	Contact Info. [0:24:49]

Embracing Change and Staying Focused with Rick Mayo

When he was just a boy, Trace Blackmore often went to work with his father. Decades later, Trace combined the skills his father taught him with the business knowledge he’d gained over the years to start his own water treatment business. Today, Trace is not only the President of Blackmore Enterprises, he is also the host of Scaling Up! H2O, the popular podcast for water treatment professionals with 10,000 subscribers and growing.

Show Notes:

On this episode of Small Business Matters the Podcast, Trace drops by to talk about following in his father’s footsteps, venturing out on his own, and the importance of creating a positive work culture within your organization.

Key Points in this Episode:

•	Contributions to SB [0:01:40]
•	Getting Started [0:02:17]                                                                            
•	Building the Business [0:04:02]
•	Client Engagement and Sales Cycles [0:05:28]
•	Role as President [0:07:04]
•	Consistent Growth [0:08:01]
•	Planning Tools [0:09:05]
•	Mistakes Made and Lessons Learned [0:10:36]
•	Creating a Positive Work Culture [0:12:13]
•	Establishing Core Values [0:14:15]
•	Scaling Up! H2O Podcast [0:16:32]
•	Rapid Fire [0:19:23] 
•	Takeaways [0:26:14]

Creating a Positive Culture with Trace Blackmore

Health and Fitness guru Rami Odeh owned and operated a successful fitness center in Sandy Springs, GA for more than 20 years. One year later, Rami continues to help people change their lives and companies lower healthcare costs through consulting, coaching, and public speaking. He is also the author of "Quiet the Noise", available on amazon.com. 

Show Notes:

On this episode of Small Business Matters the Podcast, Rami Odeh shares his experiences around entrepreneurship, surviving 2008, understanding the Why, the importance of knowing when to ask for help, and developing an exit strategy.

Key Points in this Episode:

•	Contributions to SB [0:01:56]
•	Exit Strategy [0:03:33]                                                                            
•	Lessons Learned [0:07:26]
•	The Importance of Resilience [0:10:53]
•	Leadership [0:11:50]
•	Best & Worst Mistakes [0:15:24]
•	Wellness Programs [0:21:25]
•	"Quiet the Noise"  [0:24:00]
•	The Spiritual Benefits of Exercise [0:26:50]
•	Advice for Getting Healthy [0:30:30]
•	Rapid Fire [0:37:17] 
•	Takeaways [0:40:21]
•	Contact Rami [0:41:12]

Rami Odeh on Changing Lives

Tim and Taylor Fulton from Small Business Matters go deep into the COVID-19 pandemic, social distancing, ripple effects, and what business leaders must do now in the face of disruption.

Key Points in this Episode:

•	The Effects on Everyday Life [0:01:32]
•	Experiencing the Outdoors [0:03:36]                                                                            
•	Managing Expectations [0:04:10]
•	Feelings of Uncertainty [0:07:17]
•	Small Business Concerns [0:08:56]
•	Where's the Opportunity [0:10:45]
•	On Hold [0:11:50]
•	Moving Forward  [0:15:05]
•	The Ripple Effects [0:16:30]
•	Impacts on Company Culture [0:19:19]
•	Technology Shift  [0:27:52] 
•	What should Business Leaders Do? [0:30:35]
•	Surviving and Learning from Disaster [0:38:46]
•	We're Here to Help [0:45:25]

Reflecting on the COVID-19 Pandemic

In 2006, Beth Armknecht Miller founded Executive Velocity as an outlet for her trademark enthusiasm and energy for assisting clients with their most valuable asset – their people. Her proven approach provides expert advice on leadership capabilities and builds succession plans for organizational continuity. Beth also served as a Chair with Vistage for 13 years. 

Beth is a graduate of Babson College and Harvard Business School’s OPM program. She is certified in Myers Briggs, Hogan, Business DNA, Foundations of NeuroLeadership, Strategic Workforce Planning, and Facilitation and Advanced Facilitation from Leadership Strategies. Available on Amazon, Beth's latest book, “Are You Talent Obsessed?”, is a compilation of her best practices for business leaders. 

Contact Info: beth.miller@executive.velocity.com

Show Notes:

On this episode of Small Business Matters the Podcast, Tim and Taylor talk shop with Beth Miller, the talent whisperer. As it relates to small business, Beth explains the importance of hiring the right people, timely onboarding, asking important questions, and understanding your weaknesses as a leader.

Key Points in this Episode:

• Contributions to SB [0:02:32]
• Succession Planning [0:02:59]
• Typical Client [0:04:08]
• Aspirin vs. Vitamin [0:05:00]
• The Role of the Leader [0:06:21]
• Developing the Next Leaders [0:06:52]
• Hiring Mistakes [0:07:57]
• Internal vs. External Hiring [0:09:33]
• "Are You Talent Obsessed?" [0:10:29]
• The Role of a Coach [0:11:41]
• Favorite Coaching Question [0:13:04]
• Best and Worst Mistake [0:14:00]
• Emotional Intelligence [0:15:30]
• Best Advice [0:16:15]
• Rapid Fire [0:17:44]
• Takeaways [0:20:45]
• Contact Beth [0:22:00]

Insights on Smart Hiring and Succession Planning from the Talent Whisperer, Beth Miller.

Alex Muñoz is the owner and principal at CSR, a services and consulting firm that specializes in the assessment, recommendation, and delivery of organizational performance enhancement and/or remediation. Throughout his career, Alex has sought those types of situations that "nobody wants and are the most difficult" as they also tend to be the most interesting and challenging. 

An Atlanta native, Alex graduated from Georgia Tech with a Bachelor’s degree in Management and received a Master’s degree in Information Systems from George Washington University. After a 15-year career in manufacturing, health information management, and financial services, Alex broadened his experience even more by working in diverse industries ranging from multiple professional service verticals (e.g., law, medical, engineering, etc.) to the non-profit sector. He was instrumental in the turn-around of a public company that started at $18MM and subsequently sold for over $300MM.

Show Notes:

In this episode, Tim and Taylor sit down with Alex Muñoz and discuss the importance of asking for help, knowing your organization's purpose, how to wake away from a client, focusing on your strengths, and "holding court" at the family dinner table.   

Key Points in this Episode:

• Contributions to Small Business [0:02:10]
• The Road to Today  [0:03:38]
• The Keys to Growth [0:04:57]
• Benefits of an Advisor [0:07:52]
• The Path to Entrepreneurship [0:10:32]
• Best and Worst Mistakes [0:15:47]
• Selecting Clients Carefully [0:19:40]
• Advice for Small Business Owners [022:01]
• Working through the COVID-19 Crisis [0:23:38]
• Rapid Fire [0:26:55] 
• Recharging Your Battery [0:30:10]
• Takeaways [0:31:46]  
• Contact Info [0:32:50]

Knowing Your Purpose, Focusing on Your Strengths, and Some Great Cuban Food with Alex Muñoz

An entrepreneur focused on creating value for clients and shareholders, John Hightower is also a 16 year consulting veteran with a tenacious approach to “roll-up-the-sleeves” and optimize results. John thrives by creating solutions in fast-paced, inter-departmental projects, and innovative/disruptive product sets. In 2017, he co-founded Arch + Tower, an FD Company that helps businesses win in the Experience Economy.  

Show Notes:

In this episode, John Hightower discusses the concept of leading with a servant mentality and flipping the organizational chart in order to improve the customer experience. 

Key Points in this Episode:

• Contributions to Small Business [0:02:34]
• Career Highlights  [0:03:39]
• Pirates, Paddlers, and Passengers [0:06:20]
• The Impact of Remote Work [0:08:30]
• The Lagging Indicator [0:11:18]
• Employee Exp. Drives Customer Exp.  [0:13:10]
• Is the Customer Right? [0:15:18]
• Achieving a Customer Focused Culture [017:19]
• Best Mistakes [0:19:59]
• Advice for Small Business Owner [0:23:33] 
• Latest Read: "Death by Meeting" [0:27:06]
• Favorite Leaders [0:30:16]  
• Importance of Self Care [0:31:30]  
• School Traditions [0:33:03]   
• Contact Info [0:34:57]

John Hightower on Flipping the Organizational Chart

In addition to the founder and CEO of Corporate Culture Consulting, John Waid is a facilitator, international keynote speaker, author of the Culture-Driven Series of books, and a recognized thought leader on corporate culture. 

Show Notes:

In this episode of Small Business Matters the Podcast, John Waid joins Tim and Taylor to talk about the importance of company culture in small businesses. John describes the three types of behavioral values, Aspiring, Growth, and Operational, and how they dictate culture, affect employee retention, and ultimately, impact profitability.

In this Episode:

• What Matters Most to Small Business [0:01:53]
• John's Career Path [0:02:57]
• Organizational Culture [0:05:22]
• Culture Tactics [0:07:04]
• Behavior Reflecys Values [0:10:57]
• Growth Impacts Culture [0:13:50]
• Typical Engagement [0:15:03]
• Culture is Unique to Company [0:17:42]
• Generic Values Verses Real Culture [0:22:58]
• International Differences [0:26:08]
• Rapid Fire [0:28:32]
• Contact Information [0:32:28]
• Take Aways [0:34:11]

Creating Culture that Increases Profitability

Neil Campbell, MS is the executive director of the Georgia Council on Substance Abuse, a nonprofit organization dedicated to building and supporting community alliances to reduce the impact of addiction through education, advocacy, and training. Neil is a passionate advocate for public policy around a recovery-oriented system of care and a peer recovery workforce. 

Show Notes:

In this episode of Small Business Matters the Podcast, Tim and Taylor welcome guest Neil Campbell to discuss the issue of substance abuse and the workplace. Neil shares the importance of connection to a person in recovery and the impact business owners have on an employee who may be struggling with substance abuse or recovery. Listeners learn how to address the issue with an employee, what language to avoid, and how to provide the necessary support for recovery.  

In this Episode:

• What Matters Most to Small Business [0:01:43]
• Measuring a Global Objective [0:03:45]
• Neil's Journey [0:05:18]
• Agency Funding [0:08:03]
• Leadership Role [0:08:24]
• Questions Around Substance Abuse [0:14:46]
• How Substance Abuse Affects Small Business [0:17:43]
• Addressing Conerns with an Employee [0:19:24]
• COVID Impacts Support Resources [0:22:03]
• Hiring People in Recovery [0:25:41]
• Mistakes Made Dealing with Recovery Issues [0:28:24]
• The CARES Academy [0:31:28]
• Rapid Fire [0:34:32]
• Contact Information [0:37:35]
• Take Aways [0:39:01]

The Impact of Substance Abuse on Small Business with Neil Campbell

Business Ethics Advisors founder Kevin Foster provides training to prepare business professionals nationwide to identify the personal characteristics and circumstances leading to unethical behavior. He also created an 8-week Ethical Leadership Accelerator Group Mentoring Program for Next-Gen and emerging leaders who are tasked to maintain and develop the organization’s ethical culture in their managerial roles.

Kevin has been featured in two articles on ethics, governance, and compliance in Financier Worldwide Magazine, an international publication covering corporate finance and board-level issues. He is a former financial executive with FDIC-Division of Liquidation, Standard Chartered Bank, and Dr. Pepper Co., a 30-year veteran in real estate, and a former CPA with Peat, Marwick & Mitchell (now KPMG). 

Show Notes:

In this eye-opening episode of Small Business Matters the Podcast, guest Kevin Foster joins Tim and Taylor to talk about workplace ethics. Kevin openly shares about his personal journey from corporate real estate attorney to convicted felon. He describes the six circumstances that lead to unethical behavior and just how easily an employee can make a bad decision.  

In this Episode:

• Circumstances Surrounding the Conviction [0:02:19]
• Lessons Learned [0:07:19]
• Deciding to Share the Story [0:09:32]
• E.T.H.I.C.S. Toolkit [0:12:24]
• Auditing Ethics [0:17:16]
• Surviving Prison [0:21:39]
• Reporting Unethical Behavior [0:24:12]
• The Affects of COVID [0:27:00]
• Rapid Fire [0:33:55]
• Contact Information [0:37:57]

Guarding Against Unethical Behavior with Kevin Foster

The Small Business Matters Podcast features interviews and conversations with entrepreneurs, business leaders, small business owners and executives, and management gurus. Topics include business management, marketing, finance, and much more.

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