The Business Development Podcast

From Professional Snowboarder to CEO: Building a $5 Million Junk Removal Business with Barry Hartman

From Professional Snowboarder to CEO: Building a $5 Million Junk Removal Business with Barry Hartman When Barry Hartman left professional snowboarding to start a junk removal company, a Vancouver newspaper summed up his career change with a headline: “Professional snowboarder drops sponsors to become garbage man.” Barry would have preferred entrepreneur, but the description wasn’t wrong. He was hauling garbage. After earning $200 for a few hours helping with a weekend junk removal job, he had spotted an opportunity. What looked like a side gig could become a business, and the marketing skills he had developed through snowboarding could help him build it. In this episode of The Business Development Podcast, Kelly Kennedy sits down with Barry Hartman, co-founder and CEO of 505 Junk and founder of Bolt Accelerator, to explore how he helped grow a local service business to $5 million in revenue. Barry shares how early mentorship shaped his approach to hiring and delegation, why developing a pay-by-weight model helped the company stand out, and how a deliberate focus on recurring commercial clients changed its growth trajectory. They discuss competing with an established industry leader, building relationships with both decision makers and people on site, and why winning an account is only the beginning. Barry also explains how he turned his experience into a coaching business and why stepping back from daily tasks can create opportunities for his team to grow. What You’ll Learn How skills developed in one career can transfer into an entirely different industry. Why early mentorship, clear processes and hiring can help founders make time to build the business. How solving a pricing problem can improve customer trust and operational efficiency. Why an established competitor can provide inspiration and evidence of opportunity. How a commercial sales process helped 505 Junk grow from $500,000 to $1.5 million in revenue in 24 months. Why decision makers and site contacts need different kinds of attention within the same account. How consistent service and genuine relationships help turn customers into recurring clients. Why stepping away from daily tasks can give employees room to take responsibility and advance. Chapters 00:00 Professional snowboarder becomes garbage man 01:21 Introducing Barry Hartman 04:17 Selling door to door at twelve 04:58 Growing up around entrepreneurship 06:46 Learning marketing through the family business 08:13 The business lesson Barry’s mother never let him forget 09:47 Helping students discover entrepreneurship 14:09 Becoming a professional snowboarder 18:41 Leaving snowboarding and choosing a new direction 20:26 The weekend job that revealed a business opportunity 21:27 Turning marketing skills into a junk removal business 22:38 Building a company that could scale 25:06 Working on the business and learning to delegate 26:02 Differentiating through pay-by-weight pricing 27:13 Building truck scales and improving efficiency 28:14 Competing with 1-800-GOT-JUNK? 31:09 The commercial sales strategy that changed the business 33:41 Recurring accounts and the path to $5 million 34:16 Building an account management strategy 37:20 Keeping relationships strong after winning the work 39:20 When clients become friends 40:59 The story behind Bolt Accelerator 43:12 Turning experience into systems, coaching and community 44:41 Stepping back without abandoning the business 46:48 Growing Bolt and identifying the right members 49:02 How AI is changing what entrepreneurs can build 50:23 Connecting with Barry Connect with Barry Hartman Barry is the co-founder and CEO of 505 Junk and founder of Bolt Accelerator. Through his operating business and coaching community, he helps junk removal entrepreneurs develop the systems, sales processes and leadership skills needed to grow their companies. LinkedIn: https://www.linkedin.com/in/hartmanbarry/ 505 Junk: https://505junk.com/ Bolt Accelerator: https://www.boltaccelerator.com/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know a business owner who is ready to grow but still feels responsible for doing everything themselves, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

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The Cost of Success: Why Walking Away Isn’t Failure with Jesse Schewchuk

The Cost of Success: Why Walking Away Isn’t Failure with Jesse Schewchuk After speaking on a TED stage about the cost of burnout, Jesse Schewchuk realized she needed to act on her own message. She had spent nearly a decade building Modern Muse Media, but the demands of keeping the business running were pulling her away from the work and life she wanted. When a longtime colleague posted a marketing opportunity, she approached him with a different proposal: hire her. Within a week, she had accepted an offer. The grief of letting go of her business was matched by the relief of choosing a different future. In Episode 372 of The Business Development Podcast, Kelly Kennedy welcomes back award-winning producer, media strategist and founder of The Menopause Mission, Jesse Schewchuk, for an honest conversation about ambition, identity and knowing when to change direction. Jesse shares how losing her mother at 24 sent her into years of achievement as a way to avoid processing grief, why public recognition often concealed private struggles, and what led her to step into a chief marketing officer role at Capital Planning. They discuss the guilt of resting, the pressure of supporting a family through entrepreneurship, and why leaving a business does not erase what you have accomplished. Jesse also shares the personal experience behind The Menopause Mission and why she wants more women to feel heard, supported and able to speak openly. Content note: This episode includes discussions of bereavement, burnout, mental health struggles and suicidal thoughts. What You’ll Learn How the need to prove yourself can shape your ambition and your definition of success. Why rest can feel uncomfortable when your identity is tied to achievement. How financial pressure can affect the way you connect with people and experience your work. Why grief and relief can coexist when you leave a business you built. What an intrapreneur role can offer entrepreneurs who want autonomy, meaningful work and fewer ownership responsibilities. How Jesse’s menopause experience changed her priorities and inspired her advocacy. Why choosing a different direction requires your own acceptance, even when others support the decision. Chapters 00:00 Where is the line? 01:09 Introducing Jesse Schewchuk 05:29 Who Jesse is today 07:09 The need to prove yourself through success 08:06 Burnout and the question that changed everything 10:37 Why it is so difficult to just be 11:30 Learning to rest without guilt 13:11 Being drawn to purpose instead of driven by achievement 14:22 Losing her mother and throwing herself into work 16:17 Public recognition and private struggles 17:27 What legacy means beyond your career 19:35 When business pressure changes how you show up 21:30 Deciding to close Modern Muse Media 22:14 The conversation that became a new career opportunity 23:40 Experiencing grief and relief together 25:17 The work entrepreneurs never signed up for 25:52 Recognizing the personal cost of achievement 27:06 Making room for meaningful work 29:30 Why the right decision can still hurt 30:30 Considering a different entrepreneurial path 32:27 Why nobody else can give you permission 34:11 Finding your own answer 36:12 Being open to a different future 37:27 Entrepreneurship, employment and autonomy 39:44 Introducing The Menopause Mission 40:17 The personal experience behind the mission 44:52 Breaking the silence around women’s health 46:18 A message of support for listeners 47:39 Your business is not your identity 48:17 Connecting with Jesse Connect with Jesse Schewchuk Jesse is an award-winning producer, media strategist, speaker and founder of The Menopause Mission. In this conversation, she shares her transition from running Modern Muse Media to a chief marketing officer role at Capital Planning, alongside her continued work in storytelling, speaking and women’s wellness advocacy. LinkedIn: https://www.linkedin.com/in/jesse-schewchuk-4470b47/ The Menopause Mission: https://www.themenopausemission.org/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know someone questioning whether the business they built still supports the life they want, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

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The Messy Middle: Why More Growth Won’t Fix Your Business with Laina Neudorf

A family construction company tripled its revenue in one year. Behind the growth, the owners were still carrying the business themselves. He was leading in the field. She was handling payroll, scheduling and the administrative work. They hired Laina Neudorf to help, but when they understood the work required to change how the business operated, they walked away from the engagement. They had become so busy running the business that they couldn’t make room to improve it. In Episode 371 of The Business Development Podcast, Kelly Kennedy speaks with Laina Neudorf, Founder and Success Strategist at LPT Success Solutions, about navigating the messy middle of business ownership. Drawing on nearly two decades of experience across industrial construction, oil and gas, and software operations, Laina explains why more revenue, another hire or a new system may not solve the problem an owner is facing. They discuss recognizing bottlenecks, questioning familiar habits, making room for change and understanding what success looks like beyond the numbers. Kelly also shares how Foxx’s cancer diagnosis forced him to reassess his business activities, revealing that some things he thought were essential could stop while the business kept moving. What You’ll Learn How to recognize the messy middle, when an established business still depends too heavily on its owner. Why understanding the root cause of a problem matters before hiring, expanding or spending more on marketing. How a not-to-do list can help you identify activities that no longer deserve your time. What asking “What would break if I stepped away for two weeks?” can reveal about your business. How to introduce changes in stages, measure their impact and transfer decision responsibility to your team. Why your next business decision should reflect both the company’s needs and the life you want to build. Chapters 00:00 Will more growth solve your problems? 01:08 Introducing Laina Neudorf 04:10 From industrial construction to software operations 05:22 Why projects succeed and how to navigate change 07:23 Understanding problems versus symptoms 07:53 Making the leap into entrepreneurship 10:07 Family, ambition and redefining success 12:17 Kelly’s experience balancing business and Foxx’s treatment 13:50 Rethinking work-life balance 15:22 What is the messy middle? 17:18 Can you build a business and the life you want? 18:29 Burnout and the value of a not-to-do list 19:53 Questioning the habits that keep you busy 21:08 Affording help and exploring fractional support 22:43 What happens when you stop doing everything? 24:25 The two-week absence test 25:57 Why growth isn’t always the answer 26:59 A construction company’s cautionary growth story 28:36 Understanding your business before the next big decision 30:45 Making changes without disrupting everything 32:22 Recognizing the owner as the bottleneck 33:15 Sharing responsibility and deciding what to delegate 33:51 The Business Diagnostic and a 90-day plan 35:22 Getting support to implement change 36:05 Who Laina works with 36:43 Profit, pressure and knowing when to ask for help 37:40 Connecting with Laina Connect with Laina Neudorf Laina helps owner-operators understand their business before deciding what comes next. Through LPT Success Solutions, her Business Diagnostic examines business performance alongside the owner’s goals, helping establish priorities and a practical 90-day plan. She also offers fractional and contract support for owners who want help implementing those changes. Website: https://launchpeaktranscend.com/ Business Diagnostic: https://go.launchpeaktranscend.com/diagnostic-info LinkedIn: https://www.linkedin.com/in/laina-neudorf/ Explore Laina’s three ebooks: Where the Hell Is My Profit?, Shouldn’t This Be Easier By Now? and Where Do I Go From Here? https://go.launchpeaktranscend.com/book-trilogy-2 Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know a business owner who is busier than ever but wondering why things aren’t getting easier, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

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The Future of Podcasting: Why Human Connection Wins with Jennifer Moss

JAR Podcast Solutions gave two producers the same topic. One used AI to build a podcast from the ground up. The other drew on her own travel experiences. When the team shared the finished pieces with a small test audience of about 100 people, Jennifer Moss says 99 preferred the human story. The difference was in the experience behind the words. In Episode 370 of The Business Development Podcast, Kelly Kennedy speaks with Jennifer Moss, co-founder and Chief Creative Officer of JAR Podcast Solutions, about the future of podcasting and why human connection remains at its centre. Drawing on her experience with CBC Radio, the National Film Board of Canada and teaching at UBC, Jen explores how brands can create shows people actually want to hear. They discuss choosing between audio and video, using AI without losing your voice, measuring success beyond downloads, and finding listeners through relevant podcast partnerships. Jen also explains why the best starting point is understanding who your show serves and what you want it to accomplish. What You’ll Learn How to choose between audio and video based on your story, audience and resources. Why defining your podcast’s job, audience and intended result helps guide creative decisions. How consumption rate and audience engagement can tell you more than download counts alone. Where AI can support production and why lived experience still matters in storytelling. How to interpret listener drop-off and improve your show without overreacting to one episode. Why consistent publishing, cross-promotion and relevant podcast advertising matter for audience growth. Chapters 00:00 Why a download alone doesn’t mean success 01:09 Introducing Jennifer Moss 05:33 From childhood storytelling to a career in audio 09:33 Building JAR and rethinking branded podcasts 12:05 How audio and video create different kinds of connection 14:09 YouTube, discovery and the next generation of listeners 16:57 Choosing the right format for your audience and budget 21:33 Defining what success means for your podcast 23:01 Measuring impact beyond downloads 27:25 AI tools and the value of human connection 29:49 Fact-checking and protecting your content 32:36 Keeping your own voice in the creative process 33:29 JAR’s human versus AI podcast experiment 36:52 Why the person behind the story matters 39:00 Personal stories and creative possibilities for branded podcasts 42:32 Analytics, consumption and understanding listener drop-off 46:28 Setting realistic expectations for audience growth 49:26 Cross-promotion and advertising on other podcasts 51:18 Relationships and pitching Apple’s editorial team 53:58 How JAR Podcast Solutions helps brands build shows 57:42 Reaching people who are ready to listen 58:48 Award-winning shows and creative impact 01:01:07 Connecting with Jennifer Connect with Jennifer Moss Jennifer helps brands and creators develop podcasts through strategy, storytelling, production and audience growth. Through JAR Podcast Solutions, she works with organizations to find the conversations they are best positioned to lead and create content that serves their listeners. Website: https://jarpodcasts.com/ Email: jen@jarpodcasts.com Learn more about Jen: https://jarpodcasts.com/staff/jen-moss/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If you know someone building a podcast or considering one for their business, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

Miracle on the Hudson: Leadership Under Pressure with Dave Sanderson

The day after surviving the Miracle on the Hudson, Dave Sanderson walked into his office to let his company know he was alive. His manager’s first question was, “You’re going to Michigan next week, right?” Dave had survived a plane crash. Now he was questioning the career he had built. In Episode 369 of The Business Development Podcast, Kelly Kennedy speaks with Dave about surviving US Airways Flight 1549, helping fellow passengers escape, and the preparation that helped him act under extraordinary pressure. Drawing on his sales career and years working with Tony Robbins, Dave explains how to lead without a title, manage your response to uncertainty, and choose your best next step when you cannot control the outcome. He also shares how surviving the crash pushed him to reconsider his definition of success and begin finding a way out of the golden handcuffs. What You’ll Learn How leadership can begin with taking responsibility before anyone gives you authority. How your focus, internal dialogue and physical state influence your response to pressure. Why choosing the best next step can help you act when you cannot solve the whole problem. How anticipation and resourcefulness help you support a team when circumstances change. Why Dave measures freedom through time, money, mission and relationships. How mentors helped Dave move from a successful sales career into speaking and entrepreneurship. Chapters 00:00 Surviving a plane crash and returning to work 01:17 Introducing Dave Sanderson 02:52 Dave’s early life and entrepreneurial beginnings 04:17 An unexpected mentor and a promise to pass on his lessons 06:47 Working with Tony Robbins and learning through proximity 08:44 The four freedoms Dave realized he was missing 10:29 Surviving the Miracle on the Hudson 15:04 Leading without authority 17:25 Managing your state under pressure 22:01 Choosing your best next step 23:31 Why anticipation matters in leadership 26:54 Acting despite fear 29:37 Resourcefulness, decisions and improving your processes 31:46 Leaving the golden handcuffs behind 35:38 Building a speaking and coaching career 39:04 Connecting with Dave Connect with Dave Sanderson Dave works with leaders and organizations through speaking, coaching and advisory work focused on resilience, decision-making and leadership under pressure. Website: https://davesandersonspeaks.com/ LinkedIn: https://www.linkedin.com/in/hiredavesanderson/ Explore Dave’s books, including Moments Matter and From Turmoil to Triumph, and his Moments Matter magazine: https://davesandersonspeaks.com/books/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms and our title sponsor, Hypervac Technologies, for your steadfast support of The Business Development Podcast. We are also grateful to Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. https://www.kellykennedyofficial.com/thecatalystclub If Dave’s story made you think of someone facing a difficult decision, share this episode with them. Follow The Business Development Podcast for more honest conversations about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

The Reluctant CEO: How Caring Saved a Company on the Brink with Trevor Muir

Ten weeks after Trevor Muir became CEO of Surepoint Group, the bank swept $400,000 from the company’s account and froze its line of credit. Surepoint could not make payroll. Trevor had already turned down the job twice. Now he had to decide what to tell the people whose livelihoods depended on the company. In Episode 368 of The Business Development Podcast, Kelly Kennedy speaks with Trevor about telling his team the truth, asking employees and vendors for help, and rebuilding a company around the principle of caring for people. Trevor also shares how a period of depression changed the way he led, why Surepoint’s leaders gave up part of their pay during the pandemic, and what inspired his Someday to Today initiative. Content note: This episode includes a discussion of depression and suicidal thoughts. Chapters 00:00 Trevor’s story and introduction 05:05 Growing up on an Alberta farm 17:27 Building Surepoint with nine friends 20:43 Why Trevor turned down the CEO role 25:29 The bank freeze and the threat to payroll 27:49 Trevor’s personal crisis and decision to seek help 34:39 Learning to care for himself, too 40:41 Rebuilding Surepoint through honesty 46:54 The pandemic puts “We Care” to the test 55:29 Surepoint’s growth after the pandemic 59:18 The meaning behind Someday to Today 1:08:38 What Trevor is doing next Key Takeaways Trevor took the CEO role because he felt responsible to the people who had believed in Surepoint. When the company faced possible collapse, he told employees how serious the situation was and asked for their help. Seeking help during a personal crisis changed Trevor’s understanding of vulnerability and leadership. During the pandemic, Surepoint’s leaders accepted substantial pay cuts as part of a plan to support the wider team. Trevor believes caring for people helped Surepoint rebuild its culture and grow. Someday to Today is a reminder to make time for the people and experiences that matter while we can. Connect with Trevor Muir Trevor works with leaders and organizations through speaking, coaching and advisory work. LinkedIn: https://www.linkedin.com/in/trevor-muir-b7231356/ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer. If you are able to donate or share our GoFundMe, our family would be incredibly grateful. https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer Thank You to Our Sponsors Thank you to Colin Harms for your steadfast support of The Business Development Podcast. We are also grateful to Hypervac Technologies and Hyperfab for helping us continue to bring these conversations to listeners. Hypervac Technologies builds professional duct cleaning equipment, including duct trucks, portable vacuums and tools for contractors in the field. https://hypervac.com/ Hyperfab provides custom fabrication and specialized solutions for industrial applications. https://hyperfab.ca/ Join The Catalyst Club Community The Catalyst Club brings business development leaders, entrepreneurs, executives and senior professionals together for live sessions, recorded conversations and practical support. Trevor is part of this community and brings the same openness to its conversations that you hear in this episode. https://www.kellykennedyofficial.com/thecatalystclub If Trevor’s story stayed with you, follow The Business Development Podcast for more conversations with leaders who speak honestly about what it takes to build and lead. Mentioned in this episode: Hypervac - Revolution Vacuums

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The Change Strategist: What the Janitor Knows That Leadership Doesn’t with Karli Grove

What if the people closest to the work understand what needs to change better than the leaders making the decisions? In Episode 367 of The Business Development Podcast, Kelly Kennedy sits down with Karli Grove, founder of Kantency Consulting, organizational change strategist, speaker and workshop facilitator, to explore why meaningful transformation rarely begins with immediate action. Karli shares her journey from growing up in small town Alberta and building experience across insurance, community organizations and local leadership to buying a one way ticket to New Zealand, living from a campervan and eventually creating a business devoted to helping organizations navigate change more intentionally. Karli explains why organizations often become overwhelmed by what appear to be thousands of different problems when many of them originate from the same underlying issue. She shares how her Step 0 approach helps leaders pause, step back and map the entire system before deciding what needs to change. Kelly and Karli also discuss the dangers of top down decision making, why employees resist changes they were never invited to understand and what leaders can learn from the people closest to the work. As Karli explains, if you want to understand where waste exists inside an organization, sometimes the first person you should speak with is the janitor. The conversation also examines the importance of shared language, continuous feedback and human connection during periods of uncertainty. Karli introduces her Water Cycle Framework, which uses familiar images such as storm clouds, rivers and waterfalls to help teams communicate the scale, pressure and emotional reality of change. She explains why feedback should be gathered throughout the entire process rather than only at the end, how involving employees during the brainstorming stage creates stronger buy in and why the rise of artificial intelligence may ultimately make genuine human connection even more valuable. Karli also shares how Kantency supports leaders and organizations through speaking, facilitation, coaching and immersive mapping. Key Takeaways: Resistance to change is often a response to being blindsided, excluded or ignored rather than a rejection of change itself. If implementing change is Step 1, Step 0 is the pause required to understand the complete system before taking action. Organizations may appear to have thousands of different problems when many are different expressions of the same root issue. The people closest to the work often possess critical information that leadership cannot see from the top. Leaders make better decisions when they involve employees during the brainstorming process rather than after the decision has already been made. Shared language helps teams recognize when they are discussing the same issue from different perspectives. Metaphors can communicate the scale, pressure and emotion of change more effectively than conventional business language. Feedback should be collected throughout the entire change cycle because waiting until the end means missing the information needed to adjust. Loyalty inside a smaller organization can be powerful but fragile because leadership decisions feel deeply personal to employees. As technology becomes increasingly available, authentic human connection, empathy and in person experiences may become even more valuable. Connect with Karli Grove Learn more about Karli Grove and Kantency Consulting, explore the Step 0 approach and discover how Karli helps leaders and organizations map the bigger picture, strengthen communication and navigate change with greater clarity and confidence. LinkedIn: https://www.linkedin.com/in/karligrove Kantency Consulting: https://kantency.com YouTube: https://www.youtube.com/channel/UCGtWcw78iQvqjc0mdViZotQ Support Foxx and Our Family Our one year old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. ❤️ Donate to Support Foxx and Our Family 🎸 Sponsor Shoutouts: Thank you Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies and Hyperfab. 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives and senior professionals who want to sharpen their mindset, expand their leadership and learn directly from people who have been there. Members get immediate access to more than 40 recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee and many more, along with weekly live sessions, growth conversations and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Mentioned in this episode: Hypervac - Revolution Vacuums

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How High Performers Think Under Pressure with Alex Marr

What allows some people to remain clear, composed and effective when the pressure is at its highest? In Episode 366 of The Business Development Podcast, Kelly Kennedy sits down with entrepreneur, sales leader and performance coach Alex Marr to explore how structure, skill set and mindset work together to create consistent high performance. Alex shares his journey from selling pottery at childhood craft fairs and working in a car dealership at 16 to building an international career with Xerox, leading businesses in Dubai and eventually bringing the globally recognized Red to Blue performance framework to Canada. Alex explains how early sales training at Xerox transformed him from an average salesperson achieving approximately 80 percent of his target into a consistent President’s Club performer. He explores why most traditional sales training is quickly forgotten, how the human brain responds under pressure and why complex systems must be made simple enough to use in the moment they are needed. Kelly and Alex also discuss the four stages buyers move through when making decisions, why selling is ultimately about creating trust and peace of mind, and how understanding a buyer’s real drivers can shorten the sales cycle and prevent conversations from becoming price negotiations. The conversation also examines the growing role of fractional executives and why small and medium sized businesses should not need enormous budgets to access experienced leadership. Alex explains the difference between consultants who provide recommendations and fractional executives who become embedded within an organization and execute the work. He shares how Fractional Execs Canada gives companies access to experienced CROs, CFOs, CMOs, chiefs of staff and other leaders for a fraction of the time and cost of a full time executive. Alex also introduces the company’s expanding technology division, including AI supported business development, customer onboarding and business intelligence tools designed to give leadership teams a single source of truth. Key Takeaways: Mindset is not simply a personality trait. It is a skill that can be developed, practised and measured. High performers recognize when pressure is pulling them into a reactive state and redirect their attention toward the next useful action. Sales training only creates value when people can remember and apply it during real conversations. The sales cycle is actually a buying cycle because the final decision takes place in the buyer’s mind. Successful selling begins by understanding the customer’s drivers and requirements before presenting a solution. Buyers are ultimately looking for trust and peace of mind, regardless of the product or service being sold. Anticipating comparison, perceived risk and anxiety allows sales professionals to address objections before they prevent a decision. Fractional executives differ from traditional consultants because they become embedded within the business and help execute the strategy. Experienced fractional leaders can often accomplish in 60 or 90 days what may take a new full time executive six months to deliver. The best fractional leaders bring experience without ego, transfer their knowledge and leave stronger systems behind. Connect with Alex Marr Learn more about Alex Marr, Gazing Canada and Fractional Execs Canada, and discover how Alex helps individuals, leadership teams and growing businesses improve performance, strengthen decision making and execute under pressure. LinkedIn: https://www.linkedin.com/in/alexmarrfractional Gazing Canada: https://gazingcanada.ca Fractional Execs Canada: https://www.fractional-execs.ca Support Foxx and Our Family Our one-year-old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. ❤️ Donate to Support Foxx and Our Family 🎸 Sponsor Shoutouts: Thank you Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies and Hyperfab. 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives and high-level professionals who want to sharpen their mindset, expand their leadership and learn directly from people who have been there. Members get immediate access to more than 40 recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee and many more, along with weekly live sessions, growth conversations and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Mentioned in this episode: Hypervac - Revolution Vacuums

What Content Creators Can Learn from Reality TV with Carl Buehl

What can today’s content creators learn from someone who has spent more than three decades producing television designed to capture and hold the attention of millions? In Episode 365 of The Business Development Podcast, Kelly Kennedy sits down with Emmy-winning executive producer, showrunner and director Carl Buehl to explore the evolution of television, storytelling and content creation. Carl shares his journey from radio and music to producing some of television’s most recognizable programs, including The Amazing Race, America’s Most Wanted, Supernanny, Celebrity Fit Club, My Lottery Dream Home and Undercover Billionaire. Carl explains why successful content begins with character, how television producers use hooks to keep audiences watching and why authenticity must also be relatable to the audience. Kelly and Carl discuss the disruption created by YouTube, podcasts and short form content, why creators no longer need traditional networks to build enormous audiences, and how businesses are increasingly being asked to operate like media companies. Carl also shares why long form content requires greater structure, why production can overwhelm business owners, and how working backward from the desired outcome can help creators build stronger stories and more sustainable content strategies. Key Takeaways: Great content begins with compelling characters and people the audience can understand. The modern content hook is television’s traditional tease adapted for a faster media environment. Authenticity matters, but a story must also be relatable to hold an audience’s attention. Content creators can now build trusted audiences without relying on traditional television networks. Strong storytelling is more important than achieving Hollywood-level production quality. Businesses must determine which content format best supports their actual goals. Short form success does not automatically translate into compelling long form content. Consistent content creation requires significant time, structure, resources and production support. Brands can build trust by creating meaningful stories instead of forcing products into the spotlight. Effective producers begin with the desired outcome and reverse engineer the story from the end. Connect with Carl Buehl Learn more about Carl Buehl, Cre8TV Spot and his work helping brands, creators and production companies develop compelling content through authentic storytelling. LinkedIn: https://www.linkedin.com/in/carlbuehl/ Cre8TV Spot: https://cre8tvspot.com Support Foxx and Our Family Our one-year-old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. ❤️ Donate to Support Foxx and Our Family 🎸 Sponsor Shoutouts: Thank you Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies and Hyperfab. 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives and high-level professionals who want to sharpen their mindset, expand their leadership and learn directly from people who have been there. Members get immediate access to more than 40 recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee and many more, along with weekly live sessions, growth conversations and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Mentioned in this episode: Hyperfab Midroll

The Root Cause of Startup Failure with Phil Neil

What happens when a startup achieves extraordinary growth, but the founder is not prepared for the pressure that comes with it? In this episode of The Business Development Podcast, Kelly Kennedy sits down with serial entrepreneur, investor and strategic growth advisor Phil Neil to explore his journey from sales and pharmaceutical work to scaling Neobex Medical to more than $70 million in revenue in just eight months. Phil shares the extraordinary rise of the company, the founder conflict and burnout that followed, and the devastating setbacks that ultimately transformed his understanding of entrepreneurship. Phil explains why the root cause of startup failure is often not a lack of capital, strategy or opportunity, but a founder’s inability to sustain decision quality under pressure. Kelly and Phil discuss the emotional shadow of entrepreneurship, the difference between perseverance and adaptive intelligence, why founders must manage their energy instead of simply managing their time, and how clarity can prevent reactive leadership. Phil also shares his perspective on personal branding, AI, long-term planning and why lasting success begins by understanding who you want to become. Key Takeaways: Startup failure often begins when founders lose the ability to make quality decisions under pressure. Rapid growth can expose weaknesses in leadership, communication and founder alignment. Entrepreneurial grit requires founders to learn, adapt and improve, not simply persevere. Clarity creates meaningful progress, while uncertainty often creates unnecessary motion. Self-regulation helps founders prevent fear and pressure from driving reactive decisions. Managing your energy is just as important as managing your time. Founders do not need to fight every fire or react to every problem immediately. Keep your purpose stable while remaining flexible about how you achieve it. AI can support business decisions, but it cannot replace founder clarity and judgment. True transformation requires founders to redefine what success means to them. Connect with Phil Neil Learn more about Phil Neil, his work with founders and his approach to building stronger, more resilient entrepreneurs. LinkedIn: https://www.linkedin.com/in/philippe-neil/ Phil Neil: https://philnel.com Founders Compass: https://founderscompass.com Support Foxx and Our Family Our one-year-old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. (gofundme.com) ❤️ Donate to Support Foxx and Our Family 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Advisory? www.kellykennedyofficial.com Mentioned in this episode: Hypervac - Revolution Vacuums

Why Great Leadership Starts in the Brain with Lina Bil

In this episode of The Business Development Podcast, Kelly Kennedy sits down with Lina Bil, founder and CEO of Elevate Talent Solutions, fractional Chief Human Resources Officer, and executive coach. Lina shares her journey from growing up in an entrepreneurial family in Poland to moving to Canada at fourteen, finding her voice, and building a career spanning psychology, human resources, organizational transformation, and leadership development. She also explores how her lifelong mindfulness practice and MBA research led her to study the connection between neuroscience, workplace performance, and effective leadership. Lina explains how stress, emotional intelligence, resilience, and self-awareness influence the way leaders communicate, make decisions, and support their teams. She challenges fear-based management, reveals difficult realities she has witnessed behind the scenes in HR, and explains why psychological safety is essential for creativity and sustainable performance. From regulating stress through breathing to recognizing the early signs of burnout, Lina offers practical insights for leaders navigating an increasingly complex workplace. The conversation ultimately makes the case that compassion is not a soft skill, but one of the most important qualities leaders can bring into the future of business. Key Takeaways: Mindful leadership starts with awareness: Leaders must understand their own reactions before they can effectively lead others. Your breathing influences your performance: Regulating your breath can calm your nervous system and help you think more clearly under pressure. Fear shuts down creativity: Fear-based management limits problem-solving, innovation, and the willingness of employees to speak honestly. Psychological safety begins at the top: Trust throughout an organization depends heavily on the behaviour and integrity of senior leadership. Not all stress is harmful: The right amount of challenge can improve performance, but burnout begins when demands consistently exceed capacity. Consistency creates lasting change: Small practices repeated over time are more powerful than ambitious actions that cannot be sustained. Emotional intelligence requires self-awareness: Understanding your own thoughts and emotions helps you respond to others with greater empathy and intention. HR must balance people and business: Strong HR leadership protects the organization while still pursuing fairness, trust, and positive outcomes for employees. Coaching exposes blind spots: The right coach can help leaders recognize limitations, set realistic goals, and navigate challenges more effectively. Compassion is a leadership strength: Honest conversations, accountability, and humanity will become increasingly important as technology reshapes the workplace. Connect with Lina Bil Website: https://www.linabil.ca/ LinkedIn: https://www.linkedin.com/in/lbil/ Support Foxx and Our Family Our one-year-old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. (gofundme.com) ❤️ Donate to Support Foxx and Our Family 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Advisory? www.kellykennedyofficial.com Mentioned in this episode: Hypervac - Revolution Vacuums

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Chasing Enough with Mandy Balak

In Episode 362 of The Business Development Podcast, Kelly Kennedy sits down with three-time founder, leadership coach, keynote speaker, and author Mandy Balak for a powerful conversation about ambition, entrepreneurship, and the never-ending pursuit of more. Drawing from her new book, Chasing Enough, Mandy explores why ambition itself isn't the problem, but constantly operating from an empty tank is. Together, Kelly and Mandy discuss burnout, the growing expectations placed on entrepreneurs, the impact of AI on productivity and workload, building authentic brands in an increasingly artificial world, and why leaders need to intentionally decide what "enough" looks like before the finish line moves again. The conversation also explores Mandy's Well Resourced Method and what it takes to move from leading from empty to leading from full, while protecting the creativity, relationships, and priorities that make success worth pursuing in the first place. In an unexpectedly timely episode for Kelly and his family, the discussion challenges entrepreneurs to consider the season of life they're actually in, give themselves permission to evolve, and recognize that just because they can do more doesn't always mean they should. Episode 362 is a deeply human conversation about redefining success, stewarding ambition, and building a business and life that don't cost you everything that matters along the way. Key Takeaways: Ambition Isn’t the Problem – Sustainable success means learning how to steward your ambition without sacrificing everything around you. Define What Enough Looks Like – If you never decide what “enough” means, the finish line will continue to move. Build Capacity Before You Need It – You cannot consistently create, lead and make strong decisions when you are already running on empty. Just Because You Can Doesn’t Mean You Should – Strong leaders know when to say no, simplify and protect what matters most. Protect Your Creative Energy – Chasing every new idea can distract you from the priorities that actually move your business forward. Humanity Is Your Competitive Advantage – In an AI-driven world, authenticity, trust and genuine human connection are becoming more valuable than polish. Mastery Comes From Repetition – You become great by shipping imperfect work, learning from it and continuing to get the reps. There Has to Be One Before There Can Be One Hundred – Every audience, community and movement starts by serving the first person exceptionally well. Evolution Is Not Failure – Sometimes a pivot simply means you have outgrown the previous version of yourself or your business. Lead for the Season You’re In – Recognize the demands of your current season and adjust your resources, expectations and priorities accordingly. Connect with Mandy Balak Continue the conversation with Mandy, learn more about the Well-Resourced Method, and explore her work on sustainable leadership and redefining success. You can also pre-order her new book, Chasing Enough: The High Achiever’s Guide to Sustainable Success, and learn more about The Gathering Festival. 🔹 Connect with Mandy on LinkedIn 🔹 Visit MandyBalak.com 🔹 Pre-Order Chasing Enough 🔹 Explore The Gathering Festival Support Foxx and Our Family Our one-year-old son Foxx is currently fighting cancer, and our family is navigating a tremendous amount of uncertainty in the weeks and months ahead. If you are able to donate or simply share our GoFundMe with your network, we would be incredibly grateful for your support. (gofundme.com) ❤️ Donate to Support Foxx and Our Family 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Advisory? www.kellykennedyofficial.com Mentioned in this episode: Hypervac - Revolution Vacuums

A Personal Update: Standing With Foxx

In this deeply personal update, Kelly Kennedy speaks from the pediatric oncology ward at the Stollery Children’s Hospital in Edmonton. Kelly and Shelby’s one-year-old son, Foxx, has been diagnosed with Stage 4 cancer. As their family begins navigating treatment and an entirely new reality, Kelly is placing The Business Development Podcast on hold so he can focus fully on Foxx, Shelby, and their other boys. This is not goodbye. The podcast will return as soon as Kelly and his family are able. Guests who have already recorded conversations can be assured that their episodes will still be released as Kelly begins to understand what this new family schedule will look like. For the next few weeks, however, everything remains uncertain, and his family must come first. For updates about Foxx, Shelby will be sharing through her Instagram account: https://www.instagram.com/shelbeenatural⁠ A GoFundMe has also been created to support the family throughout Foxx’s treatment. Donations are deeply appreciated, but sharing the fundraiser can also make an enormous difference. 💙 Support or share Foxx’s fight: https://www.gofundme.com/f/support-shelby-kelly-during-foxxs-fight-against-cancer⁠ Kelly and his family are incredibly grateful for your patience, support, and prayers as they walk through this together.

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The Clearest Voice in the Room Wins with Salvatore Manzi

In Episode 360 of The Business Development Podcast, Kelly Kennedy sits down with communication expert, leadership coach, and bestselling author Salvatore Manzi to explore why the clearest voice in the room often becomes the most influential. After losing his voice during an early speaking experience, Salvatore dedicated more than two decades to understanding the neuroscience, psychology, and storytelling principles behind powerful communication. Today, he helps executives, entrepreneurs, TEDx speakers, and global organizations transform complex ideas into clear and compelling messages that move people to action. Kelly and Salvatore discuss how introverted leaders can command attention without pretending to be extroverts, why people do not care who you are until they understand how much you care, and how storytelling makes ideas memorable. They also unpack the biggest shift Salvatore made in his career: stopping the effort to sell and beginning to genuinely connect. From speaking with confidence and communicating bold ideas to developing memorable talking points and leading with authenticity, this episode offers practical strategies for anyone who wants to become a stronger communicator and a more influential leader. Key Takeaways: Clear communication is a skill that can be learned, practised, and continuously improved. The clearest voice often carries more influence than the loudest voice. Start with your audience’s needs before introducing yourself, your ideas, or your agenda. Stop trying to sell and focus on building genuine human connection. Bold ideas become persuasive when people understand why they matter to them. Stories make information easier to understand, remember, and act upon. Strong business stories move through three stages: pain, process, and measurable outcome. Metaphors and analogies turn complex information into ideas people can immediately understand. Prepare concise answers to the questions you receive most often so you can speak confidently under pressure. Great speakers strengthen their skills by experimenting with new delivery techniques outside their comfort zones. Get in Touch with Salvatore Learn more about Salvatore Manzi’s leadership communication coaching, speaking, workshops, and free resources: Website: https://www.salvatoremanzi.com LinkedIn: https://www.linkedin.com/in/salvatorejmanzi Buy Clear and Compelling Discover Salvatore’s practical frameworks for turning complex ideas into clear, memorable, and influential communication. Book information: https://www.salvatoremanzi.com/book Amazon: Buy Clear and Compelling 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Advisory? www.kellykennedyofficial.com www.capitalbd.ca Mentioned in this episode: Hypervac - Revolution Vacuums

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Is Money Trauma Making Your Business Decisions with Brittney Ashley

What if the biggest thing influencing your pricing, growth, and business decisions has nothing to do with strategy? In Episode 359 of The Business Development Podcast, Kelly Kennedy sits down with growth strategist, certified business coach, Trauma of Money Certified Practitioner, and Imposter Syndrome Coach Practitioner Brittney Ashley to explore the hidden ways money trauma, scarcity, self-worth, and imposter syndrome can quietly shape the way entrepreneurs lead and grow. From sitting on proposals out of fear of charging too much to the invisible financial beliefs we inherit from childhood, Brittney reveals why some of our most important business decisions may be driven by stories we do not even realize we are carrying. Brittney also shares her journey from toxic workplaces and personal loss to building Creative Dynamics Virtual Services, a business designed around the belief that work should support your life, not consume it. Together, Kelly and Brittney explore the psychology behind undercharging, the anxiety entrepreneurs can feel around money, the shift from selling hours to delivering outcomes, and why understanding your own money story may be one of the most important steps you can take as a business owner. This is an honest and deeply relatable conversation about the emotional side of entrepreneurship and the question every business owner should be asking: Is money trauma making your business decisions? Key Takeaways: Money trauma can quietly influence pricing, spending, saving, and major business decisions without you realizing it. The money stories you inherit from childhood and family can continue shaping your behaviour as an entrepreneur. Imposter syndrome often shows up as hesitation, undercharging, overthinking, and questioning whether you are truly worth your price. Sometimes the best thing you can do for your business is create enough space to reflect instead of constantly reacting. Undercharging is not always a pricing problem; it can be connected to people pleasing, self-worth, and fear of rejection. You do not have to make massive changes overnight; small, consistent increases in confidence and pricing can compound over time. Entrepreneurs need to shift their mindset from selling hours to delivering valuable outcomes and transformations. Building a successful business requires working on yourself as much as working on your strategy, systems, and operations. A business should be designed to support your life, not consume it or require you to be involved in every decision. Growth begins when you become curious about your own patterns and ask what is really driving the decisions behind your business. Get in Touch with Brittney Ashley Connect with Brittney on LinkedIn Listen to Breaking Norms, Building Dreams on SoundCloud Visit Creative Dynamics Virtual Services 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Coaching or Support? www.kellykennedyofficial.com www.capitalbd.ca

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Faith Starts the Journey and Resilience Finishes It with Mitch Jacobsen

In Episode 358 of The Business Development Podcast, Kelly Kennedy welcomes Mitch Jacobsen, Founder and CEO of Rviita Inc., back to the show for a powerful conversation about entrepreneurship, faith, and the resilience required to build something from nothing. Mitch shares his journey from petroleum engineer to beverage entrepreneur, risking his student line of credit, spending two years developing a product that initially finished dead last in a blind taste test, and ultimately growing Rviita Energy Tea into a nationally recognized Canadian brand. Kelly and Mitch explore the realities behind the entrepreneurial highlight reel, the rollercoaster of building a company, and why perseverance may be more important than intelligence. From burnout and failure to scaling with strong core values and refusing to quit when the path forward feels impossible, this episode is an honest conversation about the years of work behind meaningful success and the faith required to begin before you know exactly how the story will end. Key Takeaways: Perseverance may be the most important skill an entrepreneur can develop. You do not need to know every step before you start, you just need to take the first one. Small actions repeated consistently can compound into extraordinary progress. Failure only becomes final when you decide to quit. Entrepreneurship is a long game, not a shortcut to overnight success. The greatest reward of building a business is often the impact you have on others. Constant one, two, and three percent improvements can completely transform a product over time. Core values become increasingly important as a company grows and scales. You will likely overestimate what you can accomplish in a year and underestimate what you can accomplish in a decade. Faith may give you the courage to begin, but resilience is what keeps you moving when the journey gets hard. Get in Touch with Mitch Jacobsen LinkedIn: https://www.linkedin.com/in/mitch-jacobsen-p-eng-89277649/ Rviita Contact: https://rviitalize.com/pages/contact-us 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Coaching or Support? www.kellykennedyofficial.com www.capitalbd.ca Mentioned in this episode: Hypervac - Revolution Vacuums

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The Biggest Bottleneck in Your Business Is Probably You with Michèle Hecken

Episode 357 of The Business Development Podcast features entrepreneur, executive advisor, international keynote speaker, and bestselling author Michèle Hecken. After building and successfully exiting a global company that eventually ran with only a handful of hours of her time each week, Michèle shares the mindset shifts that allowed her to stop being the center of her business. Together, Kelly and Michèle explore why so many founders unintentionally become the biggest bottleneck in their own organizations, how to redefine your role as your company grows, and why true leadership begins when you empower others to succeed without you. The conversation also dives into entrepreneurship, work-life integration, AI, business development, marketing, and the growing importance of authentic human connection in an increasingly automated world. From the emotional story that changed the course of her life to practical strategies for solopreneurs and growing businesses, Michèle delivers actionable insights on creating systems, focusing on your highest-value work, and building a business that creates freedom instead of dependence. If you're an entrepreneur, executive, or business leader looking to scale your company without sacrificing your life, this is an episode you won't want to miss. Key Takeaways: Your business should serve your life, not the other way around. As your company grows, your role as a founder must evolve with it. The biggest bottleneck in your business is often the founder. Every new service offering should strengthen your business, not dilute it. Delegate the work others can do so you can focus on the work only you can do. Great leaders intentionally make themselves less essential over time. Don't chase every trend; adopt new tools only when they create real value. Strong businesses are built on trust, relationships, and authentic human connection. Clarity around your highest-value work is the foundation of sustainable growth. Freedom isn't the reward for building a business; it should be part of the design from the beginning. Connect with Michèle Hecken 🌐 Website: https://michelehecken.com 💼 LinkedIn: https://www.linkedin.com/in/michelehecken/ 📘 Latest Book: The Art of Offboarding: How to Transform Your Business to Run Without You 🎁 Exclusive Offer for Business Development Podcast Listeners: https://api.leadconnectorhq.com/widget/bookings/exclusive/podcast/special/offer 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Support? Book a Business Development Breakthrough Audit Here: www.kellykennedyofficial.com Mentioned in this episode: Hypervac - Revolution Vacuums

Your Success Strategy Could Be Killing You with Steven Langer

In episode 356 of The Business Development Podcast, Kelly Kennedy sits down with international keynote speaker, leadership expert, and Well by Design founder Steven Langer for a powerful conversation about the hidden cost of success. After years of leading schools, developing provincial wellness curriculum, and building high-performing teams, Steven found himself facing burnout, anxiety, panic attacks, and a life-changing warning from a doctor who told him he was on the path to a heart attack, stroke, or diabetes if nothing changed. Together, Kelly and Steven explore why so many ambitious leaders ignore the warning signs, why the mindset of "I've got this" can become dangerous, and how the very habits that drive success can quietly begin working against us. Steven also introduces his refreshing alternative to the outdated pursuit of work-life balance: work-life coherence. Rather than chasing an impossible 50/50 split, he explains how leaders can build sustainable success by living and leading with greater intention, protecting time for deep work, recognizing the hidden cost of constant pressure, and creating space for genuine restoration. From transforming a struggling school by reducing suspensions from more than 300 days to just 10, to launching a business dedicated to healthier leadership, Steven shares practical strategies that will help entrepreneurs, leaders, and high performers build lasting success without sacrificing the very things that matter most. Key Takeaways: The mindset of “I’ve got this” can become dangerous when it causes you to ignore warning signs. Burnout is not always caused by workload. It can also come from misalignment, lack of autonomy, cognitive overload, and poor support. The habits that help you succeed can eventually become the same habits that hurt you. Work-life balance is not always realistic. Steven’s better model is work-life coherence. Rest is not laziness. It is a requirement for performance, decision-making, and long-term sustainability. Leaders cannot take care of their teams if they are running themselves into the ground. If your work and personal life keep creating tension, that is a warning sign, not something to ignore. Deep work requires protected time. An “always open door” can destroy focus and make important work harder. Healthy leadership requires intention. Without it, your day happens to you by default. Sustainable success means building room for real life before the unexpected happens. Get in touch with Steven Langer: www.wellbydesign.ca Buy The Coherence Compass: https://wellbydesign.ca/coherence-compass-book/ Connect with Steven on LinkedIn: https://www.linkedin.com/in/steven-langer-b9b64945/ 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Support? Book a Business Development Breakthrough Audit Here: www.kellykennedyofficial.com Mentioned in this episode: Hypervac - Revolution Vacuums

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The Power of Emotional Neutrality with Alyssa McMasters

What does real confidence look like when life refuses to slow down? In Episode 355 of The Business Development Podcast, Kelly Kennedy welcomes back Founder of Let Me Introduce Yourself and Confidence Coach Alyssa McMasters for a powerful conversation about confidence, emotional neutrality, resilience, entrepreneurship, sales, leadership, and the realities of balancing a high-performing career with parenthood. Alyssa shares her own journey through burnout, imposter syndrome, motherhood, and rebuilding her career, revealing how learning to embrace emotional neutrality transformed not only the way she leads, but the way she makes decisions, sets boundaries, and shows up in every aspect of her life. Together, Kelly and Alyssa explore why so many high performers tie their self-worth to outcomes, how to navigate guilt, embarrassment, rejection, and uncertainty without allowing them to dictate your decisions, and practical strategies for regulating your nervous system, building resilience, and creating confidence that isn't dependent on the next win. Whether you're an entrepreneur, sales professional, leader, parent, or simply someone striving to become more grounded in an increasingly demanding world, this episode offers an honest and actionable roadmap for leading yourself with greater clarity, confidence, and purpose. Key Takeaways: Confidence is built by learning to keep moving when life feels uncertain. Emotional neutrality allows you to feel guilt, fear, or embarrassment without letting those emotions control your decisions. High performers often struggle because they tie their self-worth to wins, losses, clients, and outcomes. Boundaries are not selfish, they are how you protect your capacity and show up honestly. Saying no still might feel uncomfortable, but discomfort does not mean the decision is wrong. You cannot do everything well at once, so honesty about capacity is essential. Detaching from the outcome is critical in sales, entrepreneurship, parenting, and leadership. Real resilience is the ability to return to neutral faster after setbacks. Nervous system regulation helps you make better decisions instead of reacting from emotional highs or lows. Confidence is not about pretending everything is fine, it is about building the skills to keep showing up. Connect with Alyssa McMasters To learn more about Alyssa McMasters, Founder of Let Me Introduce Yourself, or to connect with her for confidence coaching, speaking, workshops, and leadership development, visit the links below. 🌐 Website: https://www.letmeintroduceyourself.com/ 💼 LinkedIn: https://www.linkedin.com/in/alyssamcmasters/ 📸 Instagram: https://www.instagram.com/alyssasmcmasters/ 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community The Catalyst Club is so much more than a community. It is a growth platform for business development leaders, entrepreneurs, executives, and high-level professionals who want to sharpen their mindset, expand their leadership, and learn directly from people who have been there. Members get immediate access to over 40+ recorded Catalyst Sessions from incredible experts like Nausheen Chen, Carmen Leibel, Pia Silva, Joel Zeff, Wayne Lee, and many more, along with weekly live sessions, growth conversations, and practical business development support from Kelly Kennedy and other leaders. If you are serious about growth, leadership, business development, and surrounding yourself with people who are committed to becoming better, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Support? Book a Business Development Breakthrough Audit Here: www.kellykennedyofficial.com Mentioned in this episode: Hypervac - Revolution Vacuums

The Future of Business is More Human Than You Think with Kari Enns

Episode 354 of The Business Development Podcast features serial entrepreneur, keynote speaker, and ScaleIQ founder Kari Enns for a thought-provoking conversation about the future of business in an AI-driven world. Drawing from her own journey of rebuilding her life and business from scratch twice, Kari shares why resilience, community, and authentic human connection will become the greatest competitive advantages as technology continues to evolve. Together, Kelly and Kari explore why so many entrepreneurs struggle in isolation, how to embrace AI without losing your humanity, and why the businesses that thrive over the next decade will be those that blend innovation with timeless business fundamentals. Throughout the episode, Kari introduces her framework for building a future-proof business, breaking down the seven essential pillars every entrepreneur should understand while offering practical advice on implementing AI with purpose rather than fear. From branding, marketing, and systems to leadership, automation, and the irreplaceable value of human relationships, this conversation is packed with actionable insights for entrepreneurs looking to stay ahead in a rapidly changing world. If you've ever wondered how to prepare your business for what's next without sacrificing what makes it uniquely human, this is an episode you won't want to miss. Key Takeaways: Here are 10 one-line key lessons in your standard BDP format: The businesses that thrive in the AI era will be the ones that stay the most human. AI should solve intentional business problems, not be adopted simply to keep up. Community and collective intelligence will always outperform trying to build a business alone. Your ability to build authentic relationships will remain your greatest competitive advantage. Strong branding is about making the value of your business obvious within seconds. Future-proof businesses are built on strong systems, adaptable teams, and purposeful technology. Entrepreneurs who embrace change early will create opportunities while others resist them. Technology can enhance your business, but it can never replace your lived experience or intuition. Growth begins when you identify your biggest bottlenecks before searching for new tools. Courage to take action will always create more opportunities than waiting until you feel ready. Connect with Kari Enns: LinkedIn Learn more about ScaleIQ: ScaleIQ Entrepreneurs Growth Network 🎸 Sponsor Shoutouts: Thank You Colin Harms for your steadfast support of The Business Development Podcast! 🫶 The Business Development Podcast is proudly supported by Hypervac Technologies & Hyperfab, 🎸⭐ 🔹 Hypervac Technologies: North America’s leader in vacuum truck manufacturing, building high performance hydrovac and industrial vacuum trucks designed for the toughest field conditions. www.hypervac.com 🔹 Hyperfab: The custom fabrication division of Hypervac, delivering engineered solutions and specialized builds tailored to demanding industrial applications. www.hyperfab.ca Join The Catalyst Club Community If you are serious about growth, community, leadership, and surrounding yourself with high-level, human-centric thinkers, The Catalyst Club is where you need to be. Learn more here: www.kellykennedyofficial.com/thecatalystclub Need Business Development Support? Book a Business Development Breakthrough Audit Here: www.kellykennedyofficial.com

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