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10x Your Team with Cam & Otis

10x Your Team with Cam & Otis

Hosted by Camden and Otis McGregor

BusinessManagementSportsInterviews guests
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Episodes

482

Latest episode

Jun 2026

Language

EN-US

About the show

How can you unlock your team’s untapped potential? Learn how to maximize your team’s performance from leaders who have really done it. From veterans, researchers, and high-powered entrepreneurs to pro athletes and CEOs of multi-million-dollar companies. Cam and Otis go through each guest’s story to pull the leadership lessons that they learned along the way. This father-son business podcast takes the philosophy of lifelong learning and applies it to leadership to help you learn how to lead a high-performing team. Otis is a former Green Beret and currently coaches high-performing business owners and their leadership teams, helping them implement Green Beret leadership principles in their business to 10x their staff. Camden is an entrepreneur and coaches rugby at the developmental and collegiate levels, and he coaches college athletes through the transition to life after sports. With two different generational and professional perspectives, the father-son co-hosts mix old-school wisdom with new ideas, which creates a unique dialogue with the guests. This show is made for lifelong learners who want to solve problems and make an impact!

Listen to episodes

60 recent
July 6, 2026Episode 48448 min

Be a Lifelong Learner or Your Business Will Stall - Bob Liebhauser | 10x Your Team Ep #484

Bob Liebhauser shares why mindset and lifelong learning are the greatest competitive advantages a business owner can have, and why your business will never outgrow you as a leader.After more than two decades as an ActionCOACH franchise owner, Bob has helped countless entrepreneurs bridge the gap between passion and profit. In this episode, he shares why he left corporate America for franchising, how he chose ActionCOACH over thousands of franchise opportunities, and why continuous personal growth is the foundation of every successful business.In this episode, you'll learn:• Why mindset is the most important asset you carry into business and life• Why your business can only grow as much as you do as a leader• The lifelong learner mindset every successful entrepreneur needs• How to apply lessons from other industries to improve your business• Why execution matters more than simply acquiring knowledge• The difference between learning and applying what you've learned• How Bob chose ActionCOACH over countless other franchise opportunities• Why authenticity is essential—even inside a proven franchise systemAbout Bob LiebhauserBob Liebhauser is an ActionCOACH franchise owner with more than 20 years of experience helping business owners build profitable, sustainable companies. ActionCOACH is the world's largest business coaching organization, operating in over 80 countries and coaching thousands of businesses every week. Beyond business, Bob is a lifelong learner, husband of more than 50 years, father, grandfather, and accomplished marathon runner with 90+ marathon finishes, including 25 Boston Marathons. His passion is helping business owners, teams, and communities grow through mindset, systems, and continuous learning.Chapters00:00 Introduction• Meet Bob Liebhauser and explore the importance of mindset and lifelong learning.02:22 Leaving Corporate Life• Why Bob walked away from the perceived security of corporate America.• The realities of entrepreneurship versus the corporate world.04:58 Why ActionCOACH?• How Bob selected ActionCOACH over thousands of franchise opportunities.• The value of investing in a proven business system.17:05 Learning Across Industries• Why great business ideas often come from outside your industry.• Turning observations into practical leadership improvements.17:59 Mindset Drives Business Growth• Why your business will never outgrow your personal development.• The lifelong learning commitment Bob expects from every client.23:38 Knowledge vs. Application• Why applying what you learn matters more than collecting information.• Lessons from coaching entrepreneurs for more than two decades.24:09 Be Yourself• How Bob built "Bob's ActionCOACH" while staying true to the franchise system.• Why authenticity creates stronger leadership and better business relationships.Closing• Final thoughts, resources, and where to find more episodes from 10X Your Team.Connect with Bob Liebhauser:LinkedIn:https://www.linkedin.com/in/denverbusinesscoaching/Learn more about ActionCOACH and connect with Bob to discuss growing your business.

June 27, 2026Episode 48335 min

Empathy Meets Action, Lead Through the Crisis - Cam & Otis | 10x Your Team Ep #483

Cam and Otis break down how to lead your team through a crisis by focusing on small wins you can control—and why asking one simple question, "What went right?" can completely change your team's momentum.When everything feels like it's falling apart, most leaders focus on what's broken. But that's often what keeps teams stuck. In this family episode, Cam and Otis share practical leadership strategies for navigating difficult times, helping teams move from crisis to stability, and creating momentum through controllable actions instead of overwhelming problems.In this episode, you'll learn:• How to lead your team out of crisis one step at a time• Why small wins create momentum during difficult seasons• The mindset shift from asking "What's wrong?" to "What went right?"• How to move from crisis mode into a sustainable new normal• Why empathy and accountability must work together• How client check-ins can generate quick wins and rebuild confidence• Why leaders should focus on what they can control instead of worrying about outcomes• How to communicate directly without damaging trust or moraleWhether you're leading a business through uncertainty, rebuilding after setbacks, or simply trying to keep your team motivated, this episode provides practical leadership advice you can apply immediately.Chapters00:00 Introduction• Cam and Otis kick off another family episode and introduce today's discussion on crisis leadership.05:32 Crisis to New Normal• Why leaders must consciously transition out of crisis mode.• The dangers of staying stuck in emergency thinking.24:34 Being Direct Without Being an Asshole• How simple courtesy builds stronger communication.• Why the "hard-ass" leadership style usually fails in business.24:35 Getting Your Team Out of Crisis• A practical, step-by-step framework for helping struggling teams.• Balancing empathy with action to rebuild momentum.31:17 Small Wins Create Momentum• Why focusing on controllable actions beats chasing outcomes.• Using client check-ins and small victories to regain confidence.32:59 Ask "What Went Right?"• The mindset shift that helps leaders stop spiraling and start solving problems.• Why does this simple question create forward momentum?33:15 Closing• Final leadership reflections and where to find more episodes from 10X Your Team.Connect with 10X Your Team:Website:https://www.10xyourteam.net/Instagram:https://www.instagram.com/10xyourteam/Tribe & Purpose:https://www.instagram.com/tribeandpurpose/Steel Men Tribe:https://www.instagram.com/steel.men.tribe/

June 22, 2026Episode 48137 min

Be a Better Man, Simple Steps to Get Started - Cam & Otis | 10x Your Team Ep #481

Cam and Otis get real about generational work ethic differences, the "Where was Dad?" question, and why you need to stop lying to yourself and just fill out the damn application.Sometimes the best conversations happen when it's just the two of us. In this family episode, Cam and Otis dive into the generational gap in work ethic, what it was like growing up with a dad who was always gone, and the lessons learned from four years of high school rugby together. If you've ever wondered how work-life balance has shifted across generations- or why accountability sometimes means calling people out by name- this episode is for you.In this episode, you'll discover:• The generational work ethic gap - why Otis expects work done by 10 PM and what that says about how he was raised (21:27) • "Where was Dad? Otis was gone" - the reality of building a business and what it cost in family time (22:17) • Four years of high school rugby together - the father-son bond built through shared experience and competition (22:17) • Calling out real names for accountability - why Cam and Otis don't shy away from naming actual people when discussing leadership lessons (21:27) • Stop lying to yourself - the importance of being honest about where you are and what you need to do (36:06, 36:19) • Just fill out the application - Cam's recent website updates and why taking simple action beats overthinking (36:15) • Fidget spinners and focus - the reality of staying present during calls and conversations (00:29, 00:44) • How to be a better man - simple, actionable steps to improve yourself and your leadership (36:39)This episode is raw, honest, and packed with the kind of real talk that only happens between a father and son who've been in the trenches together. Whether you're navigating generational differences in your own team or trying to figure out what work-life balance really means, Cam and Otis break it down without the corporate polish.Ready to get real about work ethic, accountability, and what it takes to be better? Hit play and join the conversation.Chapters with Timestamps and Descriptions00:00 - Introduction: Wardrobe, Fidget Spinners, and Tucson Heat• Cam and Otis kick off with their usual wardrobe banter • Otis's fidget spinner moment - cleaning his earpiece on his shirt during the call • Cam adjusting the fan because it's freaking hot in Tucson • Setting the stage for a father-son conversation without a guest21:27 - Generational Work Ethic: Ten O'Clock at Night Standards• Calling out real names - Cam and Otis discuss actual people and accountability • Otis's perspective: "It's not ten o'clock yet, how come you ain't got that done?" (and he means 10 PM) • The generational difference in how Otis was brought up vs. how Cam's generation works • Why work ethic expectations have shifted across generations22:17 - "Where Was Dad?" - The Cost of Building a Business• The reality of Otis being gone during Cam's childhood • Cam's older siblings (brother and sister) remember it more clearly • Mom's answer: "Otis was gone" • Four years of high school rugby together - the time they did get to bond • How shared experiences shaped their relationship36:06 - Stop Lying to Yourself: Fill Out the Application• Cam's recent website updates at tenxyourteam.net • The importance of being honest with yourself about where you are • "Just click on the buttons. It's nice and pretty. Just click on the buttons, follow it through, you'll be alright" • Why taking simple action beats overthinking and procrastination36:19 - How to Be a Better Man: Simple Steps• Otis's challenge: "You wanna be a better man? This is how you do it" • Go to tenxyourteam.net and figure it out • The clip-worthy moment: "Just Justine, there's the clip. That's the intro. Cut it." • Why simplicity and action are the keys to improvement36:42 - Closing and Where to Find More• Thank you for listening to this family episode • Remember to watch full episodes on YouTube at 10xyourteam • Pass this episode along to other lifelong learners in your tribe • Follow on Facebook, Instagram, and LinkedIn • Full archive available at www.tenxyourteam.netConnect with us here: https://www.10xyourteam.net/

June 22, 2026Episode 48246 min

Stop Flying Blind on Hybrid Work Performance - Chris Burke | 10x Your Team Ep #482

Chris Burke reveals why most hybrid work policies fail—and how to turn hybrid work from a policy into a measurable system that improves productivity, reduces costs, and optimizes office space.If your hybrid work setup feels chaotic, expensive, or difficult to manage, this episode will change how you think about workplace operations. Chris Burke, founder of HybridHero, shares how enterprise organizations across 40+ countries use data, automation, and workplace intelligence to improve workforce coordination, office utilization, and financial performance.In this episode, you'll learn:• Why hot desking often fails—and how to avoid common workplace frustrations• How AI-powered desk booking helps teams coordinate automatically• Why Tuesday-Thursday office mandates create hidden productivity problems• How to use data to improve office utilization and reduce real estate costs• The importance of workforce behavior when designing office space• How visibility and coordination impact employee productivity• Why hybrid work should be managed as an operational system, not just a policy• Practical lessons from organizations successfully running hybrid workplaces at scaleAbout Chris BurkeChris Burke is the founder of HybridHero, a workplace operating platform used by organizations including Dyson, BMW, and Pepsi across more than 40 countries. He works with executives and leadership teams to solve one of the biggest challenges in modern business: making hybrid work productive, measurable, and financially efficient. Combining experience from both consulting and SaaS, Chris focuses on helping organizations optimize workforce behavior, office utilization, and workplace costs through better systems and data.Chapters00:00 Introduction• Meet Chris Burke and the conversation begins with workplace culture, accents, and hybrid work challenges.07:51 Optimizing a Tuesday-Thursday Hybrid Model• How organizations can improve coordination and visibility even without hot desking.08:31 The Problem with Everyone Coming In on the Same Days• Why rigid office schedules often create communication and collaboration gaps.30:34 Hot Desking Horror Stories• Real-world challenges of shared workspaces and why systems matter.34:50 AI Desk Booking• How managers can automatically coordinate teams and office space.36:48 The Joe and Eric Problem• Why poor scheduling leads to productivity losses and unnecessary friction.37:31 The HybridHero Interface• How color-coded floor plans and workplace visibility improve operations.45:00 How to Connect with Chris• Learn more about HybridHero and workplace optimization strategies.46:30 Closing• Final thoughts and where to find more episodes from 10X Your Team.Connect with Chris Burke:https://hybridhero.com/https://chrisburkeexec.com/https://www.linkedin.com/in/chris-burke-uk/https://www.instagram.com/hybridheroos/https://www.instagram.com/chrisburkeexec/https://www.youtube.com/@HybridHero-HH

June 7, 2026Episode 48054 min

30 Years in Franchising, What Works and What Doesn't - Scott Jones | 10x Your Team Ep #480

Scott Jones reveals why franchising isn't the easy button many people think it is and how to avoid costly mistakes before investing.If you've ever considered buying a franchise or franchising your own business, this episode offers a practical look at what works, what doesn't, and what questions need to be asked before making a major commitment. Scott Jones, founder of Franchise Guide Group and a multi-unit franchise owner with more than 30 years of industry experience, shares insights from both the franchisor and franchisee sides of the business.In this episode, you'll learn:• Why franchising your business may or may not be the right growth strategy• The benefits and trade-offs of scaling with other people's money• How to properly evaluate franchise opportunities before investing• Why matching a franchise to your strengths and lifestyle goals matters more than chasing trends• How Scott accidentally entered the franchise consulting industry• Why online hype and AI-generated answers often miss important realities• How to think about franchising as an asset class rather than simply a job replacement• What realistic expectations look like when investing in a franchiseAbout Scott JonesScott Jones is the founder of Franchise Guide Group, a franchise consultant, multi-unit owner, and former franchise brand CEO with more than three decades of experience in franchising. Throughout his career, he has worked with major franchise brands, led organizations serving tens of thousands of franchise locations, and helped professionals and business owners navigate franchise ownership. Scott is known for his practical, no-nonsense approach to evaluating franchise opportunities and helping people make informed decisions.Chapters00:00 Introduction• Meet Scott Jones and learn why franchising is more complex than most people realize.28:18 Franchising Your Business• The pros and cons of turning your company into a franchise.• Growth through franchising versus maintaining control.41:37 Scott's Journey into Franchise Consulting• How a wrong phone call led to a career helping others navigate franchising.• Lessons from decades in the industry.44:37 The Discovery Process• How to evaluate franchise opportunities.• Why the same principles apply to hiring, partnerships, and other major decisions.52:00 When Experts Forget What Others Don't Know• Why experienced professionals often overlook critical explanations.• The importance of clear communication and education.53:00 Resources and How to Connect with Scott• Website: franchiseguidegroup.com• LinkedIn: Scott Jones• Free resources and guidance for prospective franchise owners.53:50 Closing• Final thoughts and where to find more episodes from 10X Your Team.Connect with Scott Jones:LinkedIn: https://www.linkedin.com/in/scottjonesforfranchising/Website: https://franchiseguidegroup.com/

May 30, 2026Episode 4791 hr 3 min

Listen First, Visionary Work Comes From People - c | 10x Your Team Ep #479

Brad Banyas explains why a community cannot be built overnight. Drawing from nearly three decades in enterprise technology and entrepreneurship, he shares how trust, relationships, and consistent effort laid the foundation for SaltyMF Enterprises.In this episode, you'll learn:• Why strong communities are built through years of credibility and connection• The story behind the SaltyMF brand• How Band Groupeez and RowOneX serve musicians, venues, fans, and superfans• Why listening to people is often more valuable than being a visionary• How a process-improvement mindset helps uncover business opportunities• The role of authentic storytelling in building lasting relationships• How to balance day-to-day execution with long-term strategic thinkingBrad Banyas is the CEO and Managing Partner of OMI and co-founder of SaltyMF Enterprises, a lifestyle and media brand focused on people, sports, music, and entertainment. Through his businesses and podcasts, he helps connect communities by solving real problems and sharing authentic stories.Chapters with Timestamps and Descriptions00:00 - Introduction: Primary Colors and Psychic DNA• Cam and Otis kick off with matching red shirts and psychic father-son vibes • Lighthearted banter about whether it's DNA or neuroscience • Setting the stage for Brad Banyas, entrepreneur and community builder • The importance of showing up authentically (even when your shirt matches)01:37 - Meet Brad Banyas: The Guy Behind the Studio Door• Brad joins from his nice studio setup (not the chaotic background Otis expected) • First impressions and the energy Brad brings to every conversation • Introduction to Brad's portfolio: OMI, SaltyMF Enterprises, Band Groupeez, RowOneX • Why Brad's background in enterprise tech informs his lifestyle brand work05:20 - The SaltyMF Origin Story: Naming Businesses Like a Pro• Otis jokes that Brad should start a business naming other people's businesses • How Brad's mind works at 3:30-4:00 AM, coming up with names, products, and t-shirt ideas • The genius behind "SaltyMF" - a name that says it all without saying it all • Brad's wife's suggestion: "You really should be sedated."19:41 - You Can't Just Start a Community: 20 Years of Work First• Camden's key insight: Community isn't just "I started a community." • Brad's journey - five businesses, decades of relationships, then SaltyMF • The Sturgill Simpson analogy: "We're not a jam band, we're a band that played for 20 years, and now we jam." • Why authenticity and credibility come before community building20:04 - OMI's 28-Year Journey: Building the Foundation• Brad's first business before OMI and the decision to start something new with partners • How OMI became a 28-year-old technology consulting firm • The business process automation mindset that drives everything Brad does • Why listening to people and solving real problems beats "visionary" thinking38:50 - Balancing Work Ethic and Visionary Thinking as an Entrepreneur• Camden's personal struggle: too in the weeds vs. too visionary • How do you develop a work ethic while still allowing space for strategic thinking? • Brad's perspective: "I don't think I'm a visionary - I listen to people." • The importance of pulling yourself up by the bootstraps while staying strategic39:00 - Listening First: The Real Source of Innovation• Brad's philosophy: deep down, he's a business process person • Trained to find inefficiencies and make things better • Why listening to what people are doing leads to better solutions than "visionary" ideas • The discipline of staying curious and solving real problems01:01:57 - How to Connect with Brad and Closing• LinkedIn: linkedin.com/in/bradbanyas • OMI: omi.co • SaltyMF Enterprises: saltymf.com • Band Groupeez: bandgroupeez.com • RowOneX: rowonex.com • Remember to watch full episodes on YouTube at 10x Your Team • Follow on Facebook, Instagram, and LinkedIn • Full archive available at www.10xyourteam.netConnect with Brad Banyas here:https://www.linkedin.com/in/bradbanyas/https://www.omi.com https://www.saltymf.com https://www.bandgroupeez.com https://www.rowonex.com

May 25, 2026Episode 47850 min

Stop Winning Arguments, Start De-Escalating Conflict - Doug Noll | 10x Your Team Ep #478

Doug Noll @DouglasNollPeacemaker reveals why explaining, fixing, or trying to be rational during conflict often makes things worse, and the simple skill that helps people calm down so real problem solving can begin.If you've ever watched a conversation spiral out of control despite your best efforts to stay logical, this episode will change how you think about conflict. Doug Noll, lawyer turned peacemaker and co-founder of the Prison of Peace Project, explains why traditional communication breaks down under pressure and how emotional precision can de-escalate even the most difficult situations.In This Episode, You'll Discover:• The one technique that works when emotions run high: identify and name what the other person is feeling so their nervous system can settle, and productive dialogue can begin.• Why Doug had to spend years unlearning aggressive trial lawyer habits that were effective in court but ineffective in conflict resolution.• The remarkable story behind the Prison of Peace Project and how Doug and Laurel Koffer trained maximum security inmates to become peacemakers who helped reduce violence inside prisons.• The power of ripple effect thinking and why true peacemakers focus on creating impact that reaches hundreds, thousands, or even millions of people over time.• Why conflict itself is not the problem. The real issue is how conflict is handled. When approached constructively, conflict can strengthen relationships and organizations.• What Doug learned about the limitations of litigation and why alternative dispute resolution often produces better outcomes.• Real-world proof that empathy and peacemaking skills work, even in some of the most challenging environments imaginable.• A preview of Doug's upcoming book, Empathy Leadership, which explores how executives and leaders can use these skills in organizations, boardrooms, and teams.If improving communication, reducing conflict, and becoming a more effective leader matter to you, this conversation is packed with practical insights from someone who has spent decades helping people navigate high-stakes disputes.About Doug NollDoug Noll is a lawyer turned peacemaker who specializes in helping leaders resolve conflicts where trust, relationships, and outcomes are on the line. After 22 years as a trial lawyer, he shifted his focus from winning arguments to ending them. He has mediated more than 1,500 disputes, teaches at Pepperdine University's Straus Institute, and co-founded the Prison of Peace Project. His book De-Escalate has sold more than 40,000 copies worldwide, and his upcoming book Empathy Leadership explores how leaders can defuse conflict while maintaining authority and strengthening relationships.Chapters00:00 – Introduction: Meet Doug Noll, Lawyer Turned Peacemaker16:07 – Unlearning Trial Lawyer Mode: The 3 to 4 Year Transformation22:44 – The Morality Question: Serving People vs. Serving the System26:21 – Prison of Peace Project: Training Murderers as Peacemakers26:28 – Ripple Effect Thinking: The Peacemaker vs. Lawyer Mindset46:24 – What Doug Learned: The Gap Between Reality and Perception46:59 – Key Takeaway: Conflict Isn't Bad When Handled ConstructivelyConnect with Doug Noll:LinkedIn: https://www.linkedin.com/in/dougnoll/X: https://x.com/dougnollFacebook: https://www.facebook.com/DouglasNoll/YouTube: https://www.youtube.com/@DouglasNollPeacemakerTikTok: https://www.tiktok.com/@douglasenollSubstack: https://substack.com/@dougnollPodcast: https://podcasts.apple.com/us/podcast/listening-with-leaders/id1671025693

May 18, 2026Episode 47747 min

Psychology of Scaling, Why Leaders Block Growth - Dr. Jon Randall | 10x Your Team Ep #477

Dr. Jon Randall reveals why most entrepreneurs cannot help their team build wealth until they secure their own foundation first.If scaling feels harder than it should, this episode will shift how you see growth. Dr. Jon Randall, business scaling expert and founder of @xfacoach eXtraordinary Financial Advisors, breaks down the hidden constraints that keep entrepreneurs stuck, starting with capacity. He explains why growth is not just about working harder, knowing your numbers, or hiring more people. It is about identifying the real bottleneck, understanding what can truly scale, and building a business that no longer depends on the founder for everything.In this episode, you will discover:• Why entrepreneurs must “get theirs” first before they can truly help their team build wealth• The #1 constraint blocking growth: capacity• How to identify what is scalable versus what requires your unique genius• Why numbers alone are not enough without the story behind them• How leaders who celebrate team wins create stronger culture• Why entrepreneurs often ignore red flags and keep pressing forward• How Dr. Jon’s scaling workshops help business owners find constraints in just 3 to 4 hours• What his journey from financial advisor to scaling consultant taught him about building sustainable businessesJon Randall is the founder of eXtraordinary Financial Advisors, a coaching and consulting firm helping growth-minded financial advisors scale faster, smarter, and with greater confidence. With over 25 years of industry experience, Jon helps firms eliminate bottlenecks, optimize client bases, build scalable advisor teams, and think more like CEOs. His clients include Barron’s Top 100 advisors, Hall of Famers, and some of the fastest-growing RIAs in the country.Chapters include capacity constraints, understanding business numbers, entrepreneurial wealth psychology, team culture, and Jon’s half-day scaling workshops.Connect with Dr. Jon Randall:https://www.xfa.coach/linkedin.com/in/jonrandallcmc/https://www.linkedin.com/company/xfa-coach/https://www.facebook.com/XFA.COACHhttps://www.instagram.com/xfa.coachhttps://www.youtube.com/@xfacoach

May 11, 2026Episode 47654 min

Non-Financial KPIs Drive Growth, Not Just Numbers - Jody Grunden | 10x Your Team Ep #476

Jody Grunden reveals how he built the first fully distributed Virtual CFO practice in North America — and the pricing mistakes, partnership lessons, and non-financial KPIs that transformed his firm.If you're running an agency, accounting practice, or service business and struggling with profitability, pricing, or scaling, this episode is packed with practical insights. Jody Grunden, co-founder of Summit CPA Group (now Anders Virtual CFO), shares how he pioneered the subscription-based Virtual CFO model and the lessons he learned along the way.In this episode, you'll discover:• Why non-financial KPIs matter more than the numbers — and how focusing only on financials can lead to the wrong behaviors (51:40)• The biggest pricing mistake Jody made early on — undercharging and giving away free consulting that hurt profitability (12:27)• Why cash should be viewed as a safety net, not profit• The partnership principle — finding people who are great at what you’re not (51:18)• How Jody built the first fully distributed Virtual CFO firm in North America (23:54)• Why subscription-based billing transformed his accounting practice• The profit-focused maturity model he uses to help agencies scale sustainably• Early entrepreneurial mistakes and what actually drives business growth (01:46)About Jody Grunden:Jody Grunden is a pioneer in the accounting industry and co-founder of Summit CPA Group, now Anders Virtual CFO. He introduced subscription-based billing to accounting firms and built the first fully distributed Virtual CFO practice in North America. Since 2002, he has specialized in helping digital and creative agencies improve profitability and scalability through his profit-focused maturity model.He is the author of Digital Dollars and Cents and Building the Virtual CFO Firm in the Cloud, and has been recognized by CPA.com as one of the most innovative practitioners in the country.Chapters:00:00 - Introduction: Hockey Talk and Business Mistakes02:02 - From Accountant to Virtual CFO Pioneer12:27 - Early Pricing Mistakes and the Free Consulting Trap23:54 - Building the First Distributed Virtual CFO Firm39:50 - The Partnership Principle50:55 - Non-Financial KPIs and Cash as Safety53:36 - Connecting with Jody and Closing ThoughtsConnect with Jody Grunden here:https://anderscpa.com/https://www.linkedin.com/in/jodygrunden/https://www.linkedin.com/company/andersvcfohttps://www.facebook.com/vcfobyanders/https://www.instagram.com/andersvcfo/https://anderscpa.com/learn/podcasts/the-creative-agency-success-show/

May 3, 2026Episode 47752 min

Follow-Ups Kill Trust, Stop Chasing Leads - Ari Galper | 10x Your Team Ep #475

Ari Galper reveals why traditional sales tactics are breaking trust- and how to collapse your entire sales cycle into one conversation.If you're tired of chasing leads, doing free consulting, and hearing "let me think about it," this episode will change everything. Ari Galper, @ari_galper, founder of AriAI and the world's leading authority on trust-based selling, breaks down why follow-ups, proposals, and "Do you have any questions?" are killing your conversion rates- and what to say instead.About Ari Galper:Ari Galper is the founder and CEO of AriAI, the world's only trust-based proprietary AI sales growth advisor. With over two decades of experience, he's the world's leading authority on trust-based selling, helping business leaders eliminate sales pressure and collapse long sales cycles. Ari is the author of seven best-selling books, including Trust in a Split Second! and Unlock The Sales Game. His strategies have been featured in Forbes, CEO Magazine, and INC Magazine. Through his breakthrough "One Call Sale" system, Ari empowers leaders to thrive in today's "Trust Recession," making trust the cornerstone of business success.Resources:• Get Ari's book Trust in a Split Second for FREE (physical copy shipped to you): thetrustbook.com • Join the Selling with Trust community for free: arigalper.com/free• Learn more about AriAI: arigalper.comReady to stop chasing and start closing? Hit play and discover how trust-based selling can transform your sales process- and your business.Chapters with Timestamps and Descriptions00:00 - Introduction: Meet Ari Galper• Cam and Otis introduce Ari Galper, founder of AriAI and trust-based selling expert • Setting the stage: Why traditional sales tactics are failing in today's market • The "Trust Recession" and what it means for business owners07:13 - AI Meets Human Connection: How to Balance Both• Ari explains how he uses AI to scale while keeping interactions feeling personal • The philosophy behind cloning himself with AI without losing the human touch • Why every customer should feel like a real human reached out to them • Separating automation from authentic connection in your sales ecosystem13:16 - The Free Consulting Trap: Stop Racing to the Bottom• Why most businesses struggle with conversion rates and chase leads endlessly • The cycle of free consulting, proposals, and voicemails that break trust • How "selling behaviors" destroy trust before you even get to the close • What to do instead: Shifting from information-giving to trust-building16:33 - The One Call Sale Framework: Make Them Feel Understood• The psychology of why prospects don't care about your credentials or logos • How to make the emotional connection: "This guy just gets me" • The moment they're sold: When they feel deeply understood • Onboarding vs. selling: The rest is just logistics once trust is established17:04 - The Human Component: It's Not About the Business• Camden's question: Do you even need to know the business that well? • Why the human-to-human connection matters more than business details • Focusing on the person in front of you, not just the company behind them41:40 - Stop Saying "Follow-Up"—Say This Instead• Why "follow-up" is a sales word that signals you're chasing the sale • The trust-building alternative: "I'm calling to see if you have any feedback" • How languaging shifts change perception and increase your expert status • Why chasing decreases your credibility and pushes prospects away42:09 - Never Ask "Do You Have Any Questions?" Pre-Sale• The worst thing you can say before closing—and why it kills trust • What happens when you invite prospects to pick your brain for free • How this phrase positions you as a vendor, not&

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