The Small Business Mindset

Hosted by Kirsten Flory

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Episodes

100

Latest episode

Jun 2026

Language

EN-US

About the show

The Small Business Mindset Podcast is a real life, in the trenches conversation about how you can make your small business run successfully. Host Kirsten Flory, Founder and CEO of Foundations Commercial Real Estate, shares her journey on how she created a successful small businesses, and how she has helped her clients do the same. The Small Business Mindset also features guests that lend their expertise in the areas of: finance, staffing, marketing, and more.

Listen to episodes

60 recent

June 3, 202621 min

152 - From the Trunk of a Car to a Global Brand

Watch this episode on YouTube! In this episode, Kirsten Flory dives into the incredible entrepreneurial journey behind Nike through the bestselling memoir Shoe Dog by Phil Knight. Most people see Nike as a global powerhouse, but few realize the company spent nearly 18 years fighting for survival before becoming a household name. Kirsten unpacks the lessons small business owners can learn from Phil Knight's relentless perseverance, willingness to take risks, and ability to stay committed to a vision even while living on the edge of financial ruin. From selling track shoes out of the trunk of a car to building one of the most recognizable brands in the world, this episode explores: Why passion matters more than immediate success The importance of mentors and challengers in your life How surrounding yourself with the right people can shape your future Why niche focus can actually accelerate growth The risks and rewards of entrepreneurship What is means to "live on the float" while building a business How innovation and customer feedback drive long-term success Why questioning and challenging ideas inside your company is healthy The power of branding, partnerships, and culture Kirsten also reflects on how entrepreneurs often face skepticism from family, friends, and society while pursuing unconventional dreams - and why persistence is often the difference between failure and breakthrough success. If you've ever wondered whether your hard work is worth it, this episode is a reminder that some of the greatest success stories took years - sometimes decades, to become reality Key Takeaways: Nike was not an overnight success - it took 18 years to break through Staying focused on a niche can create momentum before expansion Entrepreneurs need people around them who challenge their thinking Innovation often comes from listening closely to customer feedback Passion and perseverance are critical during difficult seasons of business Building a strong culture matters just as much as building revenue Connect with Kirsten Flory at: Instagram Facebook LinkedIn

May 20, 202659 min

151 - Talk to People: The Skill That Changes Everything in Business Ft. Chris Miller

Watch this episode on YouTube! In this episode, Kirsten Flory sits down with communication expert and podcast host Chris Miller to break down one of the most overlooked - yet critical - business skills: communication. Chris, host of Talk to Chris Miller and Talk to People Podcast, shares practical insights on how communication impacts leadership, sales, relationships, and everyday interactions. From avoiding common communication mistakes to mastering meaningful conversations, this episode is packed with actionable strategies for entrepreneurs, leaders, and anyone looking to level up how they connect wiht others. Key Takeaways: The #1 Communication Mistake: Most people focus on themselves instead of their audience Clarity Over Complexity: Avoid the "curse of knowledge" - don't assume people understand what you do. Better Conversations Start with Better Questions: Don't be a "ZQ" (zero questions). Ask thoughtful, open-ended questions. Small is Powerful: It's not meaningless - it's the gateway to deeper, more meaningful conversations. Persuasion Framework for Business Owners: Build credibility, use logic, connect through emotion Conflict = Opportunity: Great communicators move past positions and uncover underlying interests. Why People Stay Quiet in Groups: Fear of being awkward, wrong, or judged holds people back. Communication is a Skill (Not Just Talent): It can absolutely be learned, practiced, and improved. Practical Tips You can Apply Today Ask one more question in every conversation Slow down your speech - clarify beats speed Use bullet points instead of scripts when presenting Practice conversations in low-stakes environments Make eye contact and engage - even in everyday moments Don't avoid hard conversations - lean into them Connect with Kirsten Flory LinkedIn Instagram Facebook Connect with Chris Miller YouTube: Talk to Chris Miller Podcast: Talk to People Podcast Instagram:

May 6, 202613 min

150 - The #1 Mistake New Entrepreneurs Make (And How to Avoid it)

Watch this episode on YouTube! In this episode of The Small Business Mindset, Kirsten Flory challenges one of the most common myths in entrepreneurship: that you need money to start a business. Spoiler alert - you don't. What you do need is something far more valuable (and completely free): proof of concept. Kirsten dives into why so many aspiring business owners skip this critical step and how it can make or break your success before you ever spend a dollar. She shared personal insights from building her commercial real estate brokerage, explaining how starting lean - and resisting the urge to overspend - allowed her business to grow strategically. You'll also hear a candid (and slightly humorous) story about a business idea that didn't pass the test, and why that failure was actually a win. This episode will help you: Understand what proof of concept really means Avoid the trap of relying on friends and family for validation Learn how to gather honest, actionable feedback Identify your true target customer Test your idea without wasting time or money Separate "people like it" from "people will pay for it" If you're thinking about starting a business, or pivoting your current one, this episode will give you a practical, no-cost roadmap to validate your idea before investing in it. Connect with Kirsten Flory at: Instagram LinkedIn Facebook

April 22, 202614 min

149 - Are You Accidentally Killing Your Business?

Watch this episode on YouTube! In this episode, Kirsten Flory dives into the hard truth that many businesses don't survive - and more importantly, why. While external factors can play a role, most business failures come down to three key areas: cash flow, market demand, and management. The good news? Two of those are fully within your control. Kirsten shares real-world insights on how poor financial decisions, lack of planning, and ignoring market shifts can quietly put your business at risk. She also offers practical strategies to help you stay ahead, maintain control, and build a resilient business that can weather uncertainty. If you want to avoid becoming part of the failure statistics, this is an episode you can't afford to miss. Key Takeaways: Cash Flow is King: without consistent cash flow, even profitable businesses can fail. Don't Overspend Early: Focus on function over aesthetics when launching or growing your business Every Expense Matters: Even small costs (like "ketchup-level" decisions) can impact profitability. Market Demand Shifts - Pay Attention: your customers, products, and delivery methods must evolve over time. Your Business Plan Isn't Static: Revisit and adjust it regularly - don't let it collect dust. Management Matters: Organization, financial visibility, and leadership are critical to survival. Track Everything: Know Your Numbers - cash in, cash out, pipeline, and projections. Prepare for the Worst: Scenario planning helps you pivot before it's too late. Act Early: The sooner you address challenges, the more options you have. Don't forget to SUBSCRIBE so you don't miss an episode! Follow Kirsten Flory at: Instagram Facebook LinkedIn

April 8, 202619 min

148 - Don't Let Your Business Become the Next Penny

Watch this episode on YouTube While it may seem insigificant, the story of the penny reveals a crucial lesson for business owners. Originally valueable and practical, the penny ultimately became obsolete - costing more to produce than it was worth. Sound familiar? Kirsten draws a direct parallel to what happens in many small businesses: strong sales, growing revenue, and busy operations...but little to no profit. She breaks down why this happens and what to do about it. Key Takeaways: Revenue doesn't always equal profit - just because your sales look strong, doesn't mean your business is healthy. If your cost of goods or services outweighs your pricing, you're operating at a loss - just like the penny! Question "The way it's always been done" - innovation happens when you challenge assumptions. Kirsten shares an example from Tesla, where rethinking production methods dramatically reduced costs without sacrificing quality. Understand Your True Costs - from materials and labor to software subscriptions and marketing spend, every cost matters. If you're not tracking them closely, it can quietly erode your margains. Be willing to adapt and pivot - holding onto a product or service just because it defines your brand can hold you back. If it's not profitable, it may be time to evolve. Develop an owners skillset- As an owner you must: Be curious and ask questions Get comfortable with risk Wear multiple hats when needed Balance strategic thinking with execution Know where your sales come from - analyze your past year: Are your customers repeat, referral or new (and how did they hear about you)? Which offerings are most profitable (not just popular)? Where should you double down, or pull back? Focus on profit, not just growth - the goal isn't just to sell more, it's to keep more. Adjust pricing, packaging, or delivery methods to improve margains. Connect with Kirsten at: Instagram Facebook LinkedIn And don't forget to Subscribe so you won't miss an episode!

March 18, 202617 min

147 - 5 Habits that are Quietly Stunting Your Business Growth

Watch this episode on YouTube! As the first quarter of the year wraps up, it's the perfect time to evaluate your business goals. Are you tracking your progress - or simply hoping things work out? In this episode of The Small Business Mindset, Kirsten Flory shares five common habits that can quietly stunt business growth and how small business owners can shift their focus to build momentum instead. Many entrepreneurs fall into patterss that feel productive, but ultimately limit their ability to grow. From failing to understand your top clients to spending too much time on strategy and not enough on sales, these habits can hold even the most dedicated business owners back. Kirsten breaks down practical ways to recognize these patterns and make simple adjustments that help your business thrive. If you're serious about scaling your business in 2026, this episode will help you refocus on what truly drives growth. Key Takeaways: Identify who your most valuable clients really are Stay connected to clients to understand how their needs are evolving Don't assume economic shifts determine your outcome - adapt and pivot instead Build your business around clear priorities and aligned decisions Remember: sales drives sustainability. If revenue isn't coming in, growth stops. Connect with Kirsten Flory at: www.kirstenflory.com Instagram Facebook LinkedIn And don't forget to SUBSCRIBE so you won't miss an episode!

March 4, 202647 min

146 - From Failure to 7 Figures: Sales Lessons with Rod Santomassimo

Watch this episode on YouTube! What does it take to grow a business every single year, even through recession, mistakes and market shifts? In this episode, Kirsten Flory sits down with bestselling author, coach, and founder of The Massimo Group, Rod Santomassimo, to talk about sales, mindset, risk, failure, AI, social media and the real drivers behind sustainable growth. From a painful (and hilarious) marketing typo that launched his coaching business...to doubling and tripling seven-figure incomes...Rod shares the frameworks that separate transactional operators from true business owners. If you are building a small business, or thinking about it, this episode is packed with practical strategy and powerful mindset shifts. Key Takeaways: Think like a business owner Failure is part of the formula Most people do social media wrong Answer these two questions: 1) Who do I serve? and 2) How do I serve them? The 3-Question sales framework Connect with Kirsten Flory at: Instagram Facebook LinkedIn And don't forget to SUBSCRIBE so you won't miss an episode!

February 18, 202623 min

145 - Success is More Than a Scorecard: Relationships, Curiosity and Growth

Watch this episode on YouTube! In this reflective episode of The Small Business Mindset, Kirsten Flory shares lessons learned from reaching a milestone birthday - turning 50! Rather than focusing on age as a number, she explores what the next chapter of life, business, and personal growth can look like when guided by curiosity, connection and intention. From redifining success beyond money to the power of meaningful relationships, stepping outside your comfort zone, and experiencing life with childlike wonder, this episode is an invitation to slow down and reflect on what truly matters. Whether you're building a business, navigating change, or thinking about what's next, this episode offers perspective and practical mindset shifts that you can apply right now. Key takeaways: Why success isn't just about money or achievement How curiosity leads to deeper relationships and unexpected opportunities The importance of initiating connection instead of waiting Growth through discomfort and new experiences Slowing down to be present and create lasting memories Tune in for an honest conversation about growth, fulfilliment and building a life - not just a business. Connect with Kirsten Flory at: www.kirstenflory.com And don't forget to SUBSCRIBE so you don't miss an episode!

February 4, 202636 min

144 - Build, Buy or Repurpose? Making the Right Real Estate Decision for Your Business

Watch this episode on YouTube In this episode of The Small Business Mindset, Kirsten Flory sits down with Lance Johnson, Engineer with Bartlett & West Engineering, to unpack what business owners really need to think about before buying, renovating, or building a commercial property. For many entrepreneurs, occupying space is inevitable - but owning the right space can be a power wealth building strategy. The challenge? Most business owners are real estate developers. Lance brings clarity to the process, breaking down the "boring but critical" elements of development that can save business owners from costly mistakes down the road. From planning to infrastructure to post-COVID construction costs and adaptive use, this conversation is packed with practical insights for business owners at every stage of growth. Key topics covered: Why proper planning upfront is the most important step before any build The "unsexy" but essential elements of development (i.e. foundations, drainage, HVAC, roofs) Where business owners should spend money - and where cutting corners can backfire New construction vs. buying and renovating: why there's no "one size fits all" answer How to evaluate "hairy" properties and identify real red flags Construction cost trends since COVID and why prices are unlikely to come back down The growing trend of repurposing building (office to housing, schools, churches, malls) Infill development vs. greenfield development - and the challenges of each How to protect yourself during development without slowing the project down Who should be on your development dream team (and why communication matters) What the development process actually looks like once you've selected your team How thinking long-term can reduce maintenance costs and increase durability Planning for future growth: building more space now vs. expanding later Lance Johnson is an engineer with Bartlett & West Engineering, bringing decades of experience in commercial development, infrastructure, and adaptive reuse projects across the country. His practical, long-term approach helps business owners make smarter, ore sustainable real estate decisions. Contact Lance at: lance.johnson@bartwest.com Final Thought: Whether you're outgrowing your current space, considering your first building purchase, or dreaming about a ground-up build, this episode will help you think strategically and realistically, about what it takes to create a space that truly works for your business. Connect with Kirsten Flory at: www.kirstenflory.com Instagram Facebook LinkedIn And don't forget to SUBSCRIBE to get updates on new episodes!

January 21, 202613 min

143 - Is Your Business Actually Viable? 5 Tests Before You Spend a Dollar

Watch this episode on You Tube! Before you invest time, money, and energy into a new business idea, there's one critical question you must answer: Is it actually viable? In this episode, host Kirsten Flory walks through give simple but powerful tests every entrepreneur should use to validate a startup idea before going all in. Through real-world examples - from product ideas to grocery delivery services - Kirsten shares how asking the right questions early can save you significant time, money, and frustration. Key Takeaways: Why idea validation matters more than passion alone The difference between solving your problem and solving a market problem How to have real conversation without pitching Why "people like it" doesn't mean "people will pay for it" How to avoid perfectionism while still delivering value The importance of repeat customers and referrals Follow Kirsten Flory at: www.kirstenflory.com Instagram Facebook LinkedIn And SUBSCRIBE to get updates and new episodes!