Working On It

From Bedroom to £50M Exit: Building a Facilities Empire in Your Pants with Andrew Holbert

Andrew Holbert, founder of Pareto FM, shares the unfiltered story of how he went from starting a facilities management business in his bedroom (in his pants) to building a £50 million operation with 550 staff and exiting for nine figures at age 37. Andrew reveals the strategic decisions, brutal work ethic, and unconventional sales tactics that allowed him to achieve profitability levels two to three times higher than industry competitors, all while maintaining an 8 in 10 win rate on major contracts. From winning London Zoo as a £1.5 million turnover business to sitting in client offices with trays of donuts (including vegan and gluten free options), he breaks down exactly how he built a service business designed for scale and sale. You are going to learn: 00:00 Intro 01:04 How I Started A Business In My Bedroom (In My Pants) 03:21 Growing From Bedroom To £50M & 550 Staff In 9 Years 05:47 Why Our EBITDA Was 13% When Competitors Were At 4% 09:12 The Overhead Light Model That Changed Everything 12:38 Why I Turned Down Work When I Was Starting Out 15:29 How I Used AI Before AI Existed (And Why I'm Glad It Wasn't There) 18:44 Hiring The C Suite: Building A Senior Team That Never Left 22:17 Working 19 Hours A Day & Still Having Two Kids 26:03 The 1,000 Day Wall Planner That Kept Me Going 29:51 Why Work Your Arse Off Is Still The Answer 33:26 I'm Not An Entrepreneur, I'm Someone Who Achieves Things 37:14 What Success Really Means (And Why It's Not What You Think) 40:58 The Three Things I Was Willing To Lose 43:37 Why There Are Two Times To Start A Business 46:22 The Air Conditioning Opportunity Everyone's Missing 49:08 How London Zoo Made Us Grow 300% In One Day 52:41 You Only Get Lucky When You're Doing Something 56:19 Why I Never Won A Single Pound On LinkedIn 59:47 The Donut Strategy That Won Million Pound Contracts 01:03:25 How To Read A Room & Adapt In Two Seconds 01:06:52 The Fake Job Advert Trick To Learn About Competitors 01:10:18 Why Price Was Only 20% Of What We Focused On 01:14:36 What To Do When You Lose A Contract 01:17:29 Sitting At Client Desks & Buying 20 Cheeseburgers 01:21:43 Why I Saw Myself As A Character, Not As Me 01:24:16 Taking Myself Out Of The Pitch To Win The Royal Household Get help from Brad personally: https://bradstaines.com/ HOST BIO Brad Staines is a founder in the thick of it, but by design, not by default. As the face of Aquamark Cleaning, he's built a multi million pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He's still involved in the business a couple of days a week, but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day to day grind? That's been handed over to a structure that runs without constant firefighting. Brad's also found his rhythm outside of business, with a deep commitment to physical and mental training. Whether it's strength work, early morning runs, or cold plunges, he's a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together: growth, grit, and getting better every week. Helpful? Hit The Like Button!

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From Being Extremely shy to Speaking to Thousands: Kirsty Carden on Overcoming Fear and Building Confidence

From the kid who wouldn't raise her hand in class to speaking confidently in front of thousands, Kirsty Carden reveals how she built a thriving coaching business helping women find their voice, attract high-ticket clients through speaking, and create the freedom they actually want. Kirsty shares her journey from corporate life at Sky Broadcasting to becoming a sought-after speaking coach, NLP master practitioner, and hypnotherapist. She breaks down the practical steps that transformed her from terrified of public speaking to commanding stages worldwide, and why she believes communication is the foundation of every successful relationship and business. KEY TAKEAWAYS Build Your Confidence Muscle Incrementally: You don't go from classroom silence to speaking to thousands overnight. Start with a Facebook Live, then a small group, then a workshop. Each tiny step builds the resilience your nervous system needs to handle bigger stages. Clarity Drives Action: Knowing exactly what you want and why you're doing it is what pushes you through fear. When Kirsty knew she had to be visible to get clients, that clarity motivated her to overcome her terror of video and speaking. Smaller Rooms Convert Better: While speaking to a thousand people builds authority and credibility, intimate events of 20 to 25 people create deeper connection and higher conversion rates. Kirsty made £200,000 from one 25 person event by creating genuine connection. Your Personal Brand Opens Doors: Major speaking opportunities, client inquiries, and business growth come from people actually seeing your face, hearing your energy, and understanding what you do. Hiding behind text posts won't cut it anymore. Environment Is Everything: The fastest way to change your life is to change your environment. Get around people who've already done what you want to do. Their blueprint becomes your possibility. BEST MOMENTS "Everything starts with knowing what you want. I had to overcome my fear of visibility because I decided I was going to start a business. It's putting yourself in a situation that forces you to actually have to overcome it." "I think there's a difference between a business owner and an entrepreneur. An entrepreneur will constantly look for opportunity, where a business owner will just want to scale that one business." "Something that used to be a dream becomes your reality, and you can lose grip of actually, you've actually created something that was just something you desired. You've got to keep appreciating it." "Your brain, when you're listening to stuff like this, is opening it up and going, oh, that sounds good. That's possible for me now. Even if you can't physically access those people yet." "I think the biggest thing I've gone through in business is building resilience. Business is like the biggest self development journey you'll ever go on. It finds parts of yourself, knockdowns, rejection. You learn a lot about yourself." VALUABLE RESOURCES Instagram: @kirstycarden HOST BIO Brad Staines is a founder in the thick of it, but by design, not by default. As the face of Aquamark Cleaning, he's built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He's still involved in the business a couple of days a week, but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day to day grind? That's been handed over to a structure that runs without constant firefighting. Brad's also found his rhythm outside of business, with a deep commitment to physical and mental training. Whether it's strength work, early morning runs, or cold plunges, he's a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together: growth, grit, and getting better every week.

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Rob Moore’s Unfiltered Truth: Parenting, the Financial Matrix, and Monetizing Authenticity

In this week's episode of Working On It, entrepreneur and wealth educator Rob Moore breaks down the realities of authentic personal branding and why navigating social media criticism is a mandatory part of modern business. Rob and Brad dive into the urgent need for financial literacy outside the traditional education system, the incoming wave of AI disruption across all sectors, and why self-investment remains the ultimate safety net. Emphasizing practical parenting and leading by example, Rob offers a no-nonsense look at why ditching hero worship, adapting to new technologies, and building your own independent financial knowledge base are the blueprints for long-term freedom. Key Takeaways Authenticity on social media inevitably invites criticism, but triggering an emotional response is essential for building a genuine, highly engaged audience. The rapid rise of AI will massively disrupt traditional white-collar and administrative roles, making immediate adaptation and up-skilling non-negotiable to avoid being replaced. The traditional school system completely fails to teach financial literacy; true wealth generation requires independent education in investing, taxes, and emotional management. Parenting the next generation of entrepreneurs requires showing rather than telling, demonstrated by helping kids build real-world businesses instead of just lecturing them. True financial security comes from recognizing that the best asset class is your own knowledge and taking actionable steps to continually invest in it. Episode Quotes "emotions create response. So if no one has an emotional response a trigger, to your content, they're not going to comment." "if you don't ride the wave of AI you're going to drown. That is a fact." "You don't get what you want, you get what you are." "the best investment you can make is in yourself... your knowledge plus action will probably make you more money than any passive asset class." VALUABLE RESOURCES Follow Rob's new podcast, Cars and Money HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

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You're Earning Money But Not Happy, This Video will Save Your Life! Worst Money Making Advice Online

Aaron Knightley reveals why making more money doesn’t always make you happier, how to escape the 9–5 & why he believes AI could replace 10M jobs within the next two years. Get help from me personally: Instagram: https://www.instagram.com/bradstaines10/ LinkedIn: https://www.linkedin.com/in/bradstaines/ We Cover: 00:00 What’s the Worst Advice About Making Money Online? 01:38 What Made You Leave Your 9 to 5? 03:40 How Do You Start a Business When You Don’t Know What to Do? 06:15 What Does It Really Take to Escape Financial Struggle? 08:37 How Do You Know When You Have Enough Money? 12:14 You Know What to Do, So Why Don’t You Do It? 12:32 What Is the Biggest Lesson About Health and Longevity? 16:40 Do You Really Not Have Enough Time? 17:25 Why Do So Many People Hate Their Jobs? 19:07 How Much Money Is Actually Enough? 20:41 What Is Your North Star in Life? 21:54 Are You Living Your Own Life or Someone Else’s? 28:37 What Skills Will Protect Your Career From AI? 31:38 What Is Exit Nine and How Does It Work? 34:21 How Do You Achieve Time and Financial Independence? 35:30 How Much Money Do You Actually Need to Retire? 40:18 Why Repetition is the Key to Success? 41:03 How Did You Grow to 2,600 YouTube Videos? 47:10 How Do You Grow a Social Media Account From 200 Followers? 49:00 What Does It Take to Succeed in Business? 52:25 Ai Could Replace Millions of Jobs in the Next 2 Years 59:15 What’s the Best Money You’ve Spent on Business? 01:02:37 If You Want to Be Wealthy & Happy,... 01:05:40 Things I Wish I Knew in My 20s (Motivational Advice) Helpful? Hit Like Button!

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Ditching the 9-to-5: Scaling Startups, Personal Branding, and Playing the Long Game with Aaron Knightley

In this candid conversation, serial entrepreneur Aaron Knightley shares how becoming a father at 20 and navigating workplace toxicity propelled him to break out of employment and build multi-venture success in logistics, tech, and online education. Aaron breaks down the mechanics behind his logistics startup HODL and operational platform Exit 9, while revealing why massive content volume and disciplined self-investment are non-negotiable for modern business growth. Emphasising life balance over endless hustle, he offers a no-nonsense look at why knowing your financial "North Star," keeping family first, and moving before the AI shift reshapes the workforce is the ultimate blueprint for long-term freedom. Key Takeaways True freedom comes from defining your precise financial "North Star" and knowing when enough is enough rather than endlessly chasing higher figures. Building a sustainable online brand and securing your business requires relentless consistency, high content volume, and clear positioning. The rapid rise of AI and changing digital landscapes make up-skilling and creating proprietary assets urgent necessities for anyone still relying on a traditional job. Entrepreneurial success is meaningless without prioritising personal health, mental well-being, and irreplaceable time with family. Episode Quotes "What they don't know, they can't destroy." "If you don't know your North Star, and you don't work back from that, how do you know what vehicle you're going to use?" "You're either a creator and you have your head screwed on, otherwise there's this side of it where it's really dangerous: consumption, you validate against other people, you compare yourself." "At some point, these people will go silent because they realise content isn’t optional—it becomes mandatory." VALUABLE RESOURCES Aaron Knightley - https://www.aaronknightley.co.uk/ HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

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Ditching the 9-to-5: Scaling Startups, Personal Branding, and Playing the Long Game with Aaron Knightley

In this candid conversation, serial entrepreneur Aaron Knightley shares how becoming a father at 20 and navigating workplace toxicity propelled him to break out of employment and build multi-venture success in logistics, tech, and online education. Aaron breaks down the mechanics behind his logistics startup HODL and operational platform Exit 9, while revealing why massive content volume and disciplined self-investment are non-negotiable for modern business growth. Emphasising life balance over endless hustle, he offers a no-nonsense look at why knowing your financial "North Star," keeping family first, and moving before the AI shift reshapes the workforce is the ultimate blueprint for long-term freedom. Key Takeaways True freedom comes from defining your precise financial "North Star" and knowing when enough is enough rather than endlessly chasing higher figures. Building a sustainable online brand and securing your business requires relentless consistency, high content volume, and clear positioning. The rapid rise of AI and changing digital landscapes make up-skilling and creating proprietary assets urgent necessities for anyone still relying on a traditional job. Entrepreneurial success is meaningless without prioritising personal health, mental well-being, and irreplaceable time with family. Episode Quotes "What they don't know, they can't destroy." "If you don't know your North Star, and you don't work back from that, how do you know what vehicle you're going to use?" "You're either a creator and you have your head screwed on, otherwise there's this side of it where it's really dangerous: consumption, you validate against other people, you compare yourself." "At some point, these people will go silent because they realise content isn’t optional—it becomes mandatory." VALUABLE RESOURCES Aaron Knightley - https://www.aaronknightley.co.uk/ HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

Don't Take This Worst Business Decision I Get Ready for 2027: How to Use AI the Right Way!

We Covered: Chapters 00:00:00 From the Scottish Highlands to Hollywood 00:01:32 Is AI Really the Future? 00:02:29 How AI Will Disrupt Traditional Businesses 00:06:28 What Does Matt Actually Do? 00:09:09 The Business Mistakes That Nearly Broke Me 00:10:28 Riding 500 Miles for a £500 Tree Survey 00:11:56 The Moment I Knew I Needed to Change 00:12:43 How Drones Changed My Career 00:14:05 Spending £6,000 on a Drone Nobody Wanted 00:15:19 How I Ended Up Working on Hollywood Films 00:16:29 The Business Lesson That Changed Everything 00:18:13 Why Automation Became My Growth Strategy 00:19:21 How ChatGPT Changed My Business 00:20:04 Why Your Staff Shouldn't Use AI Directly 00:22:10 Stop Using AI for the Wrong Things 00:25:03 Why Mentorship Could Have Changed Everything 00:27:25 The Difference Between Learning and Taking Action 00:28:24 Why Speed Is a Superpower in Business 00:33:02 How I Help Businesses Implement AI 00:38:49 Where to Start With AI in a Trades Business 00:41:00 The New Way Customers Will Find Your Business 00:43:28 What Happens When an AI Sends You a Lead? 00:45:43 Automating Your Business Operations 00:47:43 Why You Should Build a Business to Sell 00:55:59 My Worst Business Decision 01:05:20 Why Accountability Changes Everything Get help from me personally: LinkedIn: https://www.linkedin.com/in/bradstaines/ Helpful? Subscribe!

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Stop Using AI Like Google: Operations, Automation, and Scaling with Matt Harmsworth

In this episode, Brad sits down with Matt Harmsworth, founder of the ROVAR Group. Matt shares his journey from working as a tree surgeon in Surrey and making grueling motorbike commutes to flying drones over Hollywood film sets like James Bond and Transformers, before ultimately building a multi-million-pound environmental consultancy. KEY TAKEAWAYS Build an "AI Engine" Underneath the Business: Rather than using public AI models for surface-level tasks like basic web searches or content generation, business owners should break down internal operational bottlenecks and build custom, step-by-step AI workflows. Speed of Implementation Drives Success: The key differentiator between thriving entrepreneurs and stagnant ones is the speed at which they take action on new insights, advice, and operational adjustments. Prepare for Generative Engine Optimization (GEO): As consumers increasingly rely on AI agents and voice assistants to search for services, businesses need to ensure their digital footprint is structured for AI crawlers rather than just traditional web browsers. Strategic Hires Unlock New Milestones: Investing in high-leverage expertise such as a fractional CFO or an executive assistant provides the financial clarity and operational freedom required to scale without over-leveraging the business. Fail Fast and Build Proprietary IP: Experimenting with internal automations inevitably leads to tools that don't get used. The goal is to fail fast, abandon what doesn't work, and retain the custom systems (IP) that give your company a distinct competitive edge. BEST MOMENTS "The smart thing here is not interacting with this as if it's a Google search engine... it's getting it to do stuff." "My bedrock thing in AI consultancy is that you should build an AI engine underneath the business. Find where the bottlenecks are, and then sprinkle the AI fairy dust over the top." "Comparison is the thief of joy, and the last thing you should be doing is looking at people that are further on than you and comparing yourself to them." "Build a business to sell, even if you've got no intention of selling it." "The most successful people I see are implementing straight after those masterminds... You're leveraging their experience, so you've got to take action on it." HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

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Stop Using AI Like Google: Operations, Automation, and Scaling with Matt Harmsworth

In this episode, Brad sits down with Matt Harmsworth, founder of the ROVAR Group. Matt shares his journey from working as a tree surgeon in Surrey and making grueling motorbike commutes to flying drones over Hollywood film sets like James Bond and Transformers, before ultimately building a multi-million-pound environmental consultancy. KEY TAKEAWAYS Build an "AI Engine" Underneath the Business: Rather than using public AI models for surface-level tasks like basic web searches or content generation, business owners should break down internal operational bottlenecks and build custom, step-by-step AI workflows. Speed of Implementation Drives Success: The key differentiator between thriving entrepreneurs and stagnant ones is the speed at which they take action on new insights, advice, and operational adjustments. Prepare for Generative Engine Optimization (GEO): As consumers increasingly rely on AI agents and voice assistants to search for services, businesses need to ensure their digital footprint is structured for AI crawlers rather than just traditional web browsers. Strategic Hires Unlock New Milestones: Investing in high-leverage expertise such as a fractional CFO or an executive assistant provides the financial clarity and operational freedom required to scale without over-leveraging the business. Fail Fast and Build Proprietary IP: Experimenting with internal automations inevitably leads to tools that don't get used. The goal is to fail fast, abandon what doesn't work, and retain the custom systems (IP) that give your company a distinct competitive edge. BEST MOMENTS "The smart thing here is not interacting with this as if it's a Google search engine... it's getting it to do stuff." "My bedrock thing in AI consultancy is that you should build an AI engine underneath the business. Find where the bottlenecks are, and then sprinkle the AI fairy dust over the top." "Comparison is the thief of joy, and the last thing you should be doing is looking at people that are further on than you and comparing yourself to them." "Build a business to sell, even if you've got no intention of selling it." "The most successful people I see are implementing straight after those masterminds... You're leveraging their experience, so you've got to take action on it." HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

Hitting the £1M Mark: Overcoming Burnout and Scaling a Service Business

In this episode, Brad sits down with Ben King, founder of King's Window Cleaning and Verpa, to unpack his incredible entrepreneurial journey. From starting with a single squeegee and a free set of Vista business cards to scaling a business on track for a £1 million turnover with 10 vans, Ben shares the raw, unfiltered truth of what it takes to build a successful service business. KEY TAKEAWAYS Systems and Processes are Vital for Scaling: Inspired by The E-Myth and the McDonald's founding story, Ben realized that to grow beyond a few vans, he needed strict "copy and paste" processes. Embrace Pain as a Catalyst for Growth: Ben’s lowest point—a disorganized business partnership that pushed his mental health to the brink—forced him to rethink everything. Don't Let the VAT Threshold Stunt Your Growth: Many small business owners intentionally stop growing just to avoid registering for VAT. Ben’s advice is to push through the threshold by knowing your numbers, raising your standards, and confidently adjusting your pricing to compensate. Delegate with Clarity, Not by Abdication: Hiring an office manager or a PA too soon is a mistake if you haven't built the backend processes first. Speed of Implementation is a Superpower: Action is everything. Whether it's returning emails, fixing a broken system, or setting up a new business idea, successful entrepreneurs make fast decisions and act immediately rather than sitting on ideas for months. BEST MOMENTS "I think there's a difference between a business owner and an entrepreneur. An entrepreneur will constantly look for opportunity, where a business owner will just want to scale that one business." "I watched the McDonald's film, The Founder, and when they sketch out the kitchen... I was like, okay, so now I need to do copy and paste. I need to make that van identical to the next one." "I think a lot of businesses hire a PA or an office manager far too soon, because they don't build processes and systems on the back end... They just go, 'Hey, here's my business, go look after it.'" "Pain evolves you as a business owner. You have to go through pain. Going through that, you become more resilient in business." "Every time we talk about it... we still laugh. It's like, oh, that business killed us. Like literally killed us. But I needed that to get to where I'm going. I think every business owner needs that." VALUABLE RESOURCES LinkedIn - ⁠https://www.linkedin.com/in/willpolston/⁠ Instagram - https://www.instagram.com/willpolston/ HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

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Hitting the £1M Mark: Overcoming Burnout and Scaling a Service Business

In this episode, Brad sits down with Ben King, founder of King's Window Cleaning and Verpa, to unpack his incredible entrepreneurial journey. From starting with a single squeegee and a free set of Vista business cards to scaling a business on track for a £1 million turnover with 10 vans, Ben shares the raw, unfiltered truth of what it takes to build a successful service business. KEY TAKEAWAYS Systems and Processes are Vital for Scaling: Inspired by The E-Myth and the McDonald's founding story, Ben realized that to grow beyond a few vans, he needed strict "copy and paste" processes. Embrace Pain as a Catalyst for Growth: Ben’s lowest point—a disorganized business partnership that pushed his mental health to the brink—forced him to rethink everything. Don't Let the VAT Threshold Stunt Your Growth: Many small business owners intentionally stop growing just to avoid registering for VAT. Ben’s advice is to push through the threshold by knowing your numbers, raising your standards, and confidently adjusting your pricing to compensate. Delegate with Clarity, Not by Abdication: Hiring an office manager or a PA too soon is a mistake if you haven't built the backend processes first. Speed of Implementation is a Superpower: Action is everything. Whether it's returning emails, fixing a broken system, or setting up a new business idea, successful entrepreneurs make fast decisions and act immediately rather than sitting on ideas for months. BEST MOMENTS "I think there's a difference between a business owner and an entrepreneur. An entrepreneur will constantly look for opportunity, where a business owner will just want to scale that one business." "I watched the McDonald's film, The Founder, and when they sketch out the kitchen... I was like, okay, so now I need to do copy and paste. I need to make that van identical to the next one." "I think a lot of businesses hire a PA or an office manager far too soon, because they don't build processes and systems on the back end... They just go, 'Hey, here's my business, go look after it.'" "Pain evolves you as a business owner. You have to go through pain. Going through that, you become more resilient in business." "Every time we talk about it... we still laugh. It's like, oh, that business killed us. Like literally killed us. But I needed that to get to where I'm going. I think every business owner needs that." HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

The Price of "More": Why Winning Doesn't Always Satisfy

In this thought-provoking episode, Brad explores the delicate balance between ambition and contentment following a profound conversation with entrepreneur Will Polston. Reflecting on the common cycle of sacrificing health and relationships for financial success, the host digs into why winning often fails to satisfy us and instead merely raises the stakes. KEY TAKEAWAYS The Trap of Moving Goalposts: Continuous success often raises the stakes rather than providing lasting satisfaction, turning yesterday’s dream into today’s baseline expectation. Understanding Hedonic Adaptation: Whether in income, career milestones, or personal wins, humans rapidly normalize achievements, driving an endless search for the next high. How the Perception of Wealth Evolves: Money is critical for security and choice, but as we mature, its real power shifts from buying items to purchasing time and peace of mind. Ambition Needs Definition: Without clear parameters, ambition can consume the very life it was meant to improve, forcing us to sacrifice what matters most to reach arbitrary targets. "Enough" Transforms Ambition into Choice: Deciding what is "enough" doesn't mean halting progress—it turns compulsive chasing into conscious, purposeful growth. BEST MOMENTS "What if the greatest risk of becoming successful isn't losing everything... but losing the ability to recognize when you already have enough?" "He described spending half of his life sacrificing his health to build wealth, only to reach a point where he was prepared to sacrifice some of that wealth to recover his health." "The win didn't satisfy the desire—in fact, it escalated it. Yesterday's dream became today's baseline." "Money matters. It can reduce anxiety, give us choices, and buy back our time... but ambition without definition can consume the life it was supposed to improve." "Enough isn't the enemy of ambition; enough is what gives ambition direction of where to go." VALUABLE RESOURCES LinkedIn - ⁠https://www.linkedin.com/in/willpolston/⁠ Instagram - https://www.instagram.com/willpolston/ HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

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The Price of "More": Why Winning Doesn't Always Satisfy

In this thought-provoking episode, Brad explores the delicate balance between ambition and contentment following a profound conversation with entrepreneur Will Polston. Reflecting on the common cycle of sacrificing health and relationships for financial success, the host digs into why winning often fails to satisfy us and instead merely raises the stakes. KEY TAKEAWAYS The Trap of Moving Goalposts: Continuous success often raises the stakes rather than providing lasting satisfaction, turning yesterday’s dream into today’s baseline expectation. Understanding Hedonic Adaptation: Whether in income, career milestones, or personal wins, humans rapidly normalize achievements, driving an endless search for the next high. How the Perception of Wealth Evolves: Money is critical for security and choice, but as we mature, its real power shifts from buying items to purchasing time and peace of mind. Ambition Needs Definition: Without clear parameters, ambition can consume the very life it was meant to improve, forcing us to sacrifice what matters most to reach arbitrary targets. "Enough" Transforms Ambition into Choice: Deciding what is "enough" doesn't mean halting progress—it turns compulsive chasing into conscious, purposeful growth. BEST MOMENTS "What if the greatest risk of becoming successful isn't losing everything... but losing the ability to recognize when you already have enough?" "He described spending half of his life sacrificing his health to build wealth, only to reach a point where he was prepared to sacrifice some of that wealth to recover his health." "The win didn't satisfy the desire—in fact, it escalated it. Yesterday's dream became today's baseline." "Money matters. It can reduce anxiety, give us choices, and buy back our time... but ambition without definition can consume the life it was supposed to improve." "Enough isn't the enemy of ambition; enough is what gives ambition direction of where to go." VALUABLE RESOURCES LinkedIn - ⁠https://www.linkedin.com/in/willpolston/⁠ Instagram - https://www.instagram.com/willpolston/ HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

The Power of Consistency & Personal Branding in Niche Markets

In this episode, Brad sits down with Harry Harvey, the entrepreneur behind Garage Style and Proven Content Club. Harry shares his remarkable journey from selling crafting knives on eBay during a Mercedes apprenticeship to building a premier garage makeover empire servicing over 200 high-profile clients, including Jake Paul, Matt Armstrong, and Justin Bieber. KEY TAKEAWAYS Consistency Trumps Perfection: Posting daily, even raw, 10-second clips taken straight from a phone, consistently outperforms sporadic, highly polished production over time. Adaptability in Content Marketing: Social media algorithms evolve rapidly; successful brands must constantly test new formats, shifting from transition reels to photo carousels and keyword-optimized descriptions. Mitigate Risk by Diversifying: Avoid relying on a single supplier, employee, or major client. Spreading risk insulates your business against catastrophic unexpected disruptions. Protect the Customer Experience: Going the extra mile even when fixing an issue costs more than the profit on a job builds long-term reputation and invaluable organic word-of-mouth recommendations. Start Building Your Brand Early: Establishing a strong digital presence before you strictly "need" it ensures you aren't starting from scratch when market disruption occurs. BEST MOMENTS "I was always on the lookout for how can I get out of here and do my own thing." "I think consistency is the number one thing when it comes to growing on socials." "Smooth seas don't make skilled sailors... when you're in those moments, I kind of say it to myself: we'll get through it and then we'll be stronger afterwards." "There's no better time to start than now, because one day you will need to use social media, and you're then starting from zero." "We've always been ones for putting stuff right... even if it costs us more than we made on the job, just to not let the customer down." VALUABLE RESOURCES LinkedIn - https://uk.linkedin.com/in/penny-ford HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

1 Insta Marketing Hacks Got Me Celebrity Clients Like Justin Bieber, Jake Paul, Harry Maguire

Harry built a multi-million-pound brand powered almost entirely by social media and influencer marketing. He explains: ↳ How a side hustle on eBay became a multi-million-pound business ↳ Why social media—not paid ads—is still the biggest opportunity for business owners ↳ How working with 200+ celebrities transformed Garage Style into a global brand ↳ Why influencer marketing works differently today than it did five years ago ↳ The content strategies that generate over 30 million monthly impressions ↳ Why consistency beats perfection when growing on social media He Cover: 00:00 Intro 01:14 From Selling on eBay to Building a Million-View Brand 03:02 How I Found a Business Nobody Was Doing 05:07 The Sales Lessons That Built My Business 06:18 How Garage Style Became a Premium Brand 08:10 How Working With Celebrities Changed Everything 09:16 The Power of Influencer Marketing 12:19 How I Built a Brand Using Social Media 13:54 Why Attention Is the New Currency 16:23 Is Influencer Marketing Still Worth It? 17:32 The Biggest Social Media Mistake Businesses Make 20:43 How We Turn Before & After Videos Into Sales 22:19 How to Grow on Social Media Today 23:18 The Secret to Going Viral Consistently 25:05 How to Grow From 300 Followers 26:16 Why Business Owners Should Create Their Own Content 27:47 A Simple Instagram Strategy for Local Businesses 29:31 The Social Media Formula We Teach Businesses 30:57 How Social Media Has Changed in 2026 32:34 Why Hashtags Don't Work Like They Used To 33:41 Why Every Business Needs a Personal Brand 35:39 How to Turn Content Into Customers 40:16 Why You Should Start Creating Content Today 45:25 The Biggest Business Lessons I've Learned 49:08 My Biggest Business Win So Far

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Leveling Up: Lessons in Resilience and Leadership with George McLennan

In this candid episode, Brad sits down with George McLennan, a former professional footballer turned founder of G Mac Gardens. After ten years in professional football, highlighted by a league title win with Cheltenham, injuries, performance anxiety, and burnout forced George to pivot away from the sport. Facing zero income, a broken ankle, and a low point driving Deliveroo with a lawnmower crammed into the back of his Ford Fiesta, George turned sheer necessity into entrepreneurial drive. KEY TAKEAWAYS Necessity Breeds Breakthroughs: Being backed into a corner forces rapid learning and action. When options are limited, survival instinct transforms into powerful entrepreneurial drive. Exposure Dissolves Anxiety: Overcoming fear and performance anxiety doesn't come from overthinking it comes from repeatedly putting yourself into uncomfortable, challenging situations until confidence builds. Fall in Love with the Process: Fixating solely on an end goal or exit strategy can create unnecessary stress. Real fulfillment and sustainable growth come from enjoying the day-to-day journey, problem-solving, and continuous learning. Tailored Leadership Beats One-Size-Fits-All: Inspired by the varying styles of football managers, effective team leadership relies on understanding individual personalities and knowing whether a team member needs an arm around the shoulder or a push to perform. Humility opens Doors: Don't let pride or fear of competition stop you from seeking advice. Most business owners are happy to share insights and point newcomers in the right direction if you simply dare to ask. BEST MOMENTS "I think when you're backed into a corner... your best work is done and your fastest-growing times happen, because you need to learn everything." "Of all the therapy and sports psychology... the main thing that got me out of that anxiety is literally facing fears. Putting yourself in scary situations gives you self-respect." "The fun part isn't the exit—it's the journey. You're progressing, you're learning, you're getting new experiences, and you're meeting people." "I literally had a lawnmower in the back and a Deliveroo bag in the front seat... I was trying to do two gigs at the same time!" HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

• Transcript

Leveling Up: Lessons in Resilience and Leadership with George McLennan

In this candid episode, Brad sits down with George McLennan, a former professional footballer turned founder of G Mac Gardens. After ten years in professional football, highlighted by a league title win with Cheltenham, injuries, performance anxiety, and burnout forced George to pivot away from the sport. Facing zero income, a broken ankle, and a low point driving Deliveroo with a lawnmower crammed into the back of his Ford Fiesta, George turned sheer necessity into entrepreneurial drive. KEY TAKEAWAYS Necessity Breeds Breakthroughs: Being backed into a corner forces rapid learning and action. When options are limited, survival instinct transforms into powerful entrepreneurial drive. Exposure Dissolves Anxiety: Overcoming fear and performance anxiety doesn't come from overthinking it comes from repeatedly putting yourself into uncomfortable, challenging situations until confidence builds. Fall in Love with the Process: Fixating solely on an end goal or exit strategy can create unnecessary stress. Real fulfillment and sustainable growth come from enjoying the day-to-day journey, problem-solving, and continuous learning. Tailored Leadership Beats One-Size-Fits-All: Inspired by the varying styles of football managers, effective team leadership relies on understanding individual personalities and knowing whether a team member needs an arm around the shoulder or a push to perform. Humility opens Doors: Don't let pride or fear of competition stop you from seeking advice. Most business owners are happy to share insights and point newcomers in the right direction if you simply dare to ask. BEST MOMENTS "I think when you're backed into a corner... your best work is done and your fastest-growing times happen, because you need to learn everything." "Of all the therapy and sports psychology... the main thing that got me out of that anxiety is literally facing fears. Putting yourself in scary situations gives you self-respect." "The fun part isn't the exit—it's the journey. You're progressing, you're learning, you're getting new experiences, and you're meeting people." "I literally had a lawnmower in the back and a Deliveroo bag in the front seat... I was trying to do two gigs at the same time!" HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

Handwritten Letters to the King: Inside the Lockwood Clothing Brand

In this gripping episode, Brad sits down with Jacob Lockwood, an energetic, patriotic, and fiercely determined former Coldstream Guard who transitioned out of the military just seven days prior after 16 years of service. Jacob shares the remarkable story behind his rapidly growing British clothing brand, Lockwood, detailing how his military training became his ultimate business education. KEY TAKEAWAYS Military Skills as a Business Foundation: Jacob credits his 16 years in the infantry with giving him the psychological resilience, problem-solving skills, and adaptability required to survive the daily "shock of capture" that defines running a business. The Power of Authenticity and Content: The absolute best advice for any new or scaling business owner is to document the journey relentlessly. Authentic, unpolished content is what genuinely wins people’s hearts in an era dominated by hyper-polished AI media. Fierce Commitment to Local Economy: Despite knowing he could increase his net profit by 35% or more by outsourcing production overseas, Jacob is unyielding in his mission to support British factories, local jobs, and tax contributions. Trusting Your Gut Against Predators: In business, predatory investors look for struggling companies to exploit. Jacob highlights the importance of listening to your instincts and turning down bad money, even when you are facing heavy debt. The Extreme Swings of Entrepreneurship: Within a matter of eight weeks, Jacob went from being four days away from losing his home to signing a life-changing, multi-million-pound funding deal with excellent repayment terms. BEST MOMENTS "I saw the Army as my career. Little did I know, actually, it was just my basic training for running this company." "Your North Star should be like emptying the sea with a soup spoon... It’s so big that it’s almost impossible, but it keeps you driving towards it." "The biggest brain cells you've got in your body are in your stomach. If something just feels off, then listen to it." "Running this business is a little bit like the shock of capture... but it doesn't wear off after two days. It just constantly changes." "Don't try to pretend to be something you're not, and don't try and use our flag in vain. If you're going to manufacture overseas, fine... but don't try and use our flag." HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

• Transcript

Handwritten Letters to the King: Inside the Lockwood Clothing Brand

In this gripping episode, Brad sits down with Jacob Lockwood, an energetic, patriotic, and fiercely determined former Coldstream Guard who transitioned out of the military just seven days prior after 16 years of service. Jacob shares the remarkable story behind his rapidly growing British clothing brand, Lockwood, detailing how his military training became his ultimate business education. KEY TAKEAWAYS Military Skills as a Business Foundation: Jacob credits his 16 years in the infantry with giving him the psychological resilience, problem-solving skills, and adaptability required to survive the daily "shock of capture" that defines running a business. The Power of Authenticity and Content: The absolute best advice for any new or scaling business owner is to document the journey relentlessly. Authentic, unpolished content is what genuinely wins people’s hearts in an era dominated by hyper-polished AI media. Fierce Commitment to Local Economy: Despite knowing he could increase his net profit by 35% or more by outsourcing production overseas, Jacob is unyielding in his mission to support British factories, local jobs, and tax contributions. Trusting Your Gut Against Predators: In business, predatory investors look for struggling companies to exploit. Jacob highlights the importance of listening to your instincts and turning down bad money, even when you are facing heavy debt. The Extreme Swings of Entrepreneurship: Within a matter of eight weeks, Jacob went from being four days away from losing his home to signing a life-changing, multi-million-pound funding deal with excellent repayment terms. BEST MOMENTS "I saw the Army as my career. Little did I know, actually, it was just my basic training for running this company." "Your North Star should be like emptying the sea with a soup spoon... It’s so big that it’s almost impossible, but it keeps you driving towards it." "The biggest brain cells you've got in your body are in your stomach. If something just feels off, then listen to it." "Running this business is a little bit like the shock of capture... but it doesn't wear off after two days. It just constantly changes." "Don't try to pretend to be something you're not, and don't try and use our flag in vain. If you're going to manufacture overseas, fine... but don't try and use our flag." HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

From Scarcity to Seven Figures: Scaling a Business by Mastering Your Numbers

In this episode, accounting firm owner and entrepreneur John Holliday flips the script on traditional business advice by proving that scaling your company doesn't require massive upfront cash. John shares his unconventional approach to "no money down" acquisitions through strategic earn-outs, discusses how he turned failing practices into booming multi-office hubs, and explains why tracking micro-metrics like quote conversion rates is the true secret to scaling. More than just a math lesson, this conversation dives deep into the personal mindset shift required to build super profits—the financial safety blanket every business owner needs to survive unexpected market slumps, sleep soundly at night, and design a life worth living. Key Takeaways Buying a company with "no money down" is entirely possible through deferred vendor notes and earn-out models, but it requires deep industry credibility and established trust with the seller first. A profit and loss statement only shows the past, which makes proactive tools like forward-looking budgets, scorecards, and lead tracking infinitely more valuable for predicting future growth. If a business is converting more than 90% of its quotes into won jobs, it is almost certainly pricing its services too cheaply and leaving significant money on the table. Business profit should never be viewed as a negative or greedy word; it is the essential financial buffer that protects employees and keeps a company alive during inevitable downturns Episode Quotes "I’m a big believer in growth, because I think that we should give opportunity to other people. I think growth also allows you to buy your way out of problems." "Anyone who does a weekly P&L will make more profit that year than anyone who doesn't do a P&L." "I always say to my team we've got to make X profit. People think that's a lot of money, and it is a lot of money, but the reality is we've got a lot of people. So when things go wrong, we need that buffer." "I'd rather do it and fail, or do it and not enjoy it, or just do it and never do it again, than not do it." HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

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