Behind the Frame

Jay Duffy
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  • ENTREPRENEURSHIP

Behind the Frame is a business-focused podcast that explores the real-world journeys of Maryland’s most successful entrepreneurs and business leaders. Hosted by Jay Duffy and Morgan Watson, co-founders of Frame Wealth, the show offers a candid look at the do's and don'ts of building a business, from early challenges and pivotal mistakes to breakthrough moments and lasting wins. Each episode features in-depth interviews with founders and executives who share their experiences, lessons learned, and advice for the next generation of business builders. Whether you're launching your first company or looking to sharpen your leadership skills, Behind the Frame gives you a front-row seat to the mindset, resilience, and strategy behind business success.

  1. JAN 30

    Leadership Growth in the Mortgage Industry with Michael Naylor | Behind the Frame

    In the 13th episode of Behind the Frame, hosts Jay Duffy and Morgan Watson are joined by Mike Naylor, Co-Founder and CEO of Direct Mortgage Loans (DML). Mike shares the high-stakes journey of building a full-scale mortgage lender from the ground up, starting from a snowy car accident to achieving a massive $1 billion milestone in annual mortgage originations. The "Accidental" Career: Mike reveals how a car accident on the way to a job interview eventually led him to the mortgage business. Starting as an entry-level telemarketer with a phone book and a headset, he learned the business through pure grit and competition.The Power of Partnership: Mike discusses his long-standing partnership with co-founder Ashley Mills. He highlights the importance of aligning individual strengths—such as Ashley’s focus on technology and customer experience versus Mike’s focus on leadership development and recruiting.Surviving Industry Shifts: A major turning point for DML was the strategic shift from a 99% refinance model to a 90% purchase-focused model over two years. This foresight allowed the company to survive and thrive while competitors focused on low-hanging refinance fruit failed.Radical Transparency as a Value: Mike emphasizes that Transparency is the core value of DML. He explains that being an "open book" with employees about margins and challenges builds a culture of trust and empowers team members to solve problems themselves.Hiring for Attitude: When scaling a billion-dollar company, Mike looks for one non-negotiable trait: Attitude. He believes that while knowledge and skills can be taught, a great attitude is what separates world-class per

    52 min

  2. JAN 16

    More than a Stylist: Business Beyond the Chair with Kelly Casalena | Behind the Frame

    In this episode of the Behind the Frame podcast, hosts Morgan Watson and Annette Quigley sit down with Kelly Casalena, owner of Kelly’s Hair Design in Joppa, Maryland. Kelly is not only a seasoned cosmetologist but also a trichologist—a specialist in the science of hair loss and scalp disorders. The Science of Trichology: Kelly explains that her work exists at the intersection of aesthetic care and biological science. She helps clients navigate complex hair loss journeys caused by medical treatments like chemotherapy, hormonal changes such as menopause, and genetic predispositions.A Non-Traditional Path: Kelly candidly shares her personal journey, including overcoming dyslexia and choosing a hands-on career. Determined to succeed after being told she would be a "beauty school dropout," she moved from Philadelphia to Maryland and eventually opened her own salon to pursue a vision that others couldn't see.Business as a "Family": One of Kelly's key leadership lessons is the danger of blurring the lines between employees and family. She reflects on the struggle of disciplining staff when personal boundaries are crossed and the importance of maintaining professional relationships while still fostering a supportive culture.Pivoting Through Crisis: Kelly discusses the "blessing and a curse" of COVID-19, which forced her to shut down her original location and reinvent her business on her own terms. This transition allowed her to return to the specialized hair restoration work she had put on the back burner for years.The "Investigator" Mindset: Rather than just a practitioner, Kelly describes herself as an "investigator". She emphasizes the importance of personalized treatment plans over "miracle" marketing claims, carefully analyzing a client’s lifestyle, diet, and scalp health to find real solutions. This episode is a must-listen for anyone interested in trichology and hair restoration, women in business, and small business leadership. Kelly offers expert advice on managing hair loss stigma, the importance of scalp hygiene, and navigating career pivots in a high-touch industry.

    36 min

  3. JAN 9

    The Business of Farewell with Brent D. Francis | Behind the Frame

    Hosts Morgan Watson and Annette Quigley are joined by Brent D. Francis, a third-generation funeral director and the owner of Parkview Funeral Home. This episode provides an insightful look into the "business of compassion," debunking common industry myths while offering practical business advice for surviving a shifting landscape. Generational Roots & Modern Realities: Brent shares his journey as a third-generation owner, originally following in his grandfather's 1936 footsteps in Canada before bringing his expertise to Baltimore. He candidly discusses the "steep decline" of generational succession as more children opt out of the industry's demanding 24/7 schedule.Essential Business Wisdom: Brent reveals two critical lessons inherited from his father:Avoid the Inventory Trap: Never purchase supplies you do not immediately need; excessive inventory is often a precursor to business failure.Internal Metrics Over External Reports: If a business owner relies on monthly balance sheets to understand their health, they aren't truly managing their business.Navigating Industry Trends: The conversation explores the massive shift toward cremation services and the rising interest in green burials and personalized celebrations of life. Brent emphasizes that while the "traditional" funeral is changing, the core need to honor every life remains constant.The "Referee" Role: Beyond funeral planning, Brent discusses the unexpected role of a funeral director as a therapist and referee, often mediating physical and emotional family disputes during high-stress moments.Proactive Planning: One of the most important takeaways is the value of funeral pre-planning. Pre-paying not only lifts the emotional burden from children but also acts as a strategic financial move during Medicaid "spend-down" periods. This episode is essential listening for those interested in funeral home management, family business succession, and funeral pre-planning Baltimore. Brent Francis offers unique insights into cremation vs. burial trends, green burial options, and the financial strategies of small business ownership.

    48 min

  4. 12/19/2025

    The Art of Communication with Gerry Sandusky | Behind the Frame

    In this episode, hosts Jay Duffy and Morgan Watson interview the legendary voice of the Baltimore Ravens, Emmy-winning sportscaster, leadership and communication coach, and founder of the Sandusky Group, Gerry Sandusky. Gerry, who humorously describes the feeling of playing a "pickup game with an NBA player" when doing a podcast, shares the often non-linear and accidental path that led him from a college finance major to a four-decade career in broadcasting and consulting. He offers powerful insights on leadership, communication, and authenticity. Key Discussion Points: The Accidental Career: Gerry shares the roundabout story of how a career counselor's question led him to enroll in broadcasting school, land an unpaid internship, and eventually break into the industry by filling in for no-show editors, producers, and reporters.Finding Your Voice: He explains that finding your voice is a gradual process, often accelerated by pressure. His need to ad-lib early in his career prevented him from becoming a "prisoner to the prompter" and taught him to communicate as if speaking to just one person.The Importance of Connection: Gerry discusses the power of emotional connection, citing his spontaneous on-air phrase, "The hay's in the barn", which instantly connected with the audience and became part of his identity. He stresses that emotional connection must come first; intellectual connection will follow.

    40 min

  5. 12/12/2025

    Evolving Your Business & Preserving the Core with Dr. Paul Fox | Behind the Frame

    In this episode of Behind the Frame, hosts Jay Duffy and Morgan Watson welcome Dr. Paul Fox, the owner and lead veterinarian at Mount Carmel Animal Hospital. Dr. Fox purchased the practice in 1994 , and it has since become a comprehensive care center in Northern Baltimore County, offering everything from diagnostics and dentistry to surgery and general treatment for small animals. Dr. Fox shares his journey from an 11-year-old wanting to be a surgeon and cure cancer to becoming a passionate veterinarian. The conversation offers valuable lessons on business growth, continuous evolution, and the crucial role of relationships in the veterinary world. Key Discussion Points: Origin Story: Dr. Fox recounts the early inspiration for his career when, as a child, he successfully bandaged his Weimaraner's ripped ear after a dog fight, leading a visiting veterinarian to tell him he would make a great vet.Acquiring the Practice: Dr. Fox explains the "right place, right time" opportunity that led him to acquire Mount Carmel Animal Hospital in 1994 at age 28. He discusses the early business moves, like centralizing inventory to save money, and the bank's willingness to grant loans since "veterinary hospitals don't go out of business".The Philosophy of Constant Evolution: Dr. Fox emphasizes that a business must constantly push the envelope and evolve. The hospital has continually invested in state-of-the-art equipment, such as acquiring an expensive ultrasound in the 90s when few practices had them, and more recently, a CT machine, to keep more specialized services in-house. Tune in for an insightful conversation about animal health care, private practice longevity, and the challenging but rewarding business of being a veterinarian.

    53 min

  6. 11/28/2025

    Fitness, Discipline, and Community Entrepreneurship with Joe Perez | Behind the Frame

    In this episode of Behind the Frame, hosts Jay Duffy and Morgan Watson sit down with a good friend of Jay's, Joe Perez, the owner and operator of Outsiders CrossFit. Joe's gym is described as one of the most disciplined, tight-knit, and fast-growing fitness communities in the region, built on accountability, culture, and pushing people past their perceived limits. The conversation dives deep into the world of fitness, discipline, community, and entrepreneurship. Key Discussion Points: The Journey to Gym Ownership: Joe shares how his dream of owning a gym started in middle school, evolved from a corporate career, and eventually came full circle to owning a CrossFit affiliate, noting he never expected it to happen.From Coach to Owner: Joe discusses the biggest surprise in transitioning from coaching to being an owner-operator. He highlights the challenge of drawing a line between business and friendship in a relationship-centric business, and the need to make tough decisions that not everyone will agree with.The Outsiders Difference: They explore what makes Outsiders CrossFit stand out. Joe emphasizes the strength of their community and how they genuinely care about their members. He clarifies that "CrossFit is for anyone, but it's not for everybody".Business Insights: Joe reflects on early mistakes, particularly spending money on "shiny new objects" (like brand new rowers or barbells) instead of keeping expenses low and focusing on investments that yield a return. Join Jay, Morgan, and Joe as they discuss building a successful business by creating a disciplined, caring, and thriving community that impacts members across all ages—from 7-year-old Steve to 78-year-old Miss Manette.

    46 min

  7. 11/12/2025

    Entrepreneurship in Early Learning with Cory and Stefanie Skidmore | Behind the Frame

    Ready to pull back the curtain on what it really takes to build a thriving business as a husband-and-wife team? This episode of Behind the Frame goes beyond the highlight reels to sit down with Cory and Stefanie Skidmore, co-owners of a Celebree School franchise, as they discuss the messy, yet rewarding, middle of scaling a business centered on family and community. Jay Duffy and Annette Quigley talk with the Skidmores, who transitioned from careers in assisted living and ambulance transportation, to becoming entrepreneurs who are shaping the next generation through their core mantra: "protect and educate" . They share their journey, from their children attending the school to becoming first-time franchisees, and how they manage the delicate balance of partnership, parenting, and business growth . What You'll Learn in This Episode: The Origin Story: How the Skidmores' personal experience as parents led them to become Celebree School franchisees . Dividing Roles as Spouses and Partners: How Corey and Stefanie initially managed an "all hands on deck" approach and are now establishing specific roles, emphasizing that in the startup phase, "there's no set duties". The Entrepreneurial Shift: What surprised them most about going from a W-2 job to entrepreneurship, and how they focus on defining their own future and building a family legacy. Recruiting and Culture: The Celebree School's competency-based approach to sourcing staff, including the "recruit hard staff" core, the "Employee Investment Cycle," and their focus on the Parent Child Teacher Experience (PCTE). The Work-Life Balance Myth: Their realistic view on balancing a growing business—including plans for a second location—with family, and why showing up for their kids' practices and games is their personal measure of work-life balance. Handling Disagreements as a Married Couple: How they use "radical transparency" and "openly debate" issues at work, and the importance of having a "short term memory" when things get heated. "Hot or Not": Industry Takes: Their opinions on parent apps for updates, themed spirit weeks (lukewarm!), and the use of Conscious Discipline instead of traditional "time out" to help children manage emotions. Whether you're an aspiring entrepreneur, a business owner working with your spouse, or simply looking for inspiration in managing the demands of life and career, Corey and Stefanie share invaluable, candid advice that will resonate deeply.

    44 min

  8. 10/24/2025

    The Business of Community with Joseph C. Rector | Behind the Frame

    Welcome to Behind the Frame, where we go beyond the LinkedIn bios and Instagram highlight reels to talk about what really happens when you’re building something from scratch. In this episode, Jay Duffy and Morgan Watson sit down with their close friend, Joe Rector, Co-Founder of Pelican Property Management! Joe and his co-founder, Jordy, took the leap to start Pelican in 2013 and have since grown from six units—Joe's very first client—to over 100,000 units today! Headquartered in Towson, Maryland, Pelican has leveraged technology, process innovation, and thoughtful leadership to elevate the resident experience and board performance across HOA, condo, and commercial property management. In this candid conversation, we dive into: The Problem with Property Management: The "cat dog" relationship between communities and their property managers, and how Pelican breaks outside the black and white by focusing on collaboration and hospitality.The Yin and Yang of Partnership: How Joe (the people person, focused on culture and business development) and Jordy (the tech and software architect) leverage their different strengths to grow the business.Growing a Business & Lessons Learned: Joe shares the difficult leap of starting young with no "book" of clients and why you need to be “calloused enough” to handle the downside of the real estate world.Pandemic Pivot: How being an early adopter of tech like Zoom made their rapid digital transformation "seamless"."Plead the Fifth" Rapid Fire: Which Joe trusts least: a weatherman, an economist, or a board head who promises a short meeting? Plus, is strict HOA rule enforcement hot or not? Joe also reveals his leadership philosophy, which includes hiring people "way smarter than me" and why, as a business owner, you have to find time to "put your mask on first". Whether you're starting a business, navigating a partnership, or just curious about what's really behind the frame of a growing company, this episode is a must-watch!

    36 min
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About

Behind the Frame is a business-focused podcast that explores the real-world journeys of Maryland’s most successful entrepreneurs and business leaders. Hosted by Jay Duffy and Morgan Watson, co-founders of Frame Wealth, the show offers a candid look at the do's and don'ts of building a business, from early challenges and pivotal mistakes to breakthrough moments and lasting wins. Each episode features in-depth interviews with founders and executives who share their experiences, lessons learned, and advice for the next generation of business builders. Whether you're launching your first company or looking to sharpen your leadership skills, Behind the Frame gives you a front-row seat to the mindset, resilience, and strategy behind business success.

Information

  • Creator
    Jay Duffy
  • Years Active
    2025 - 2026
  • Episodes
    14
  • Rating
    Explicit
  • Copyright
    © Copyright 2026 Behind the Frame
  • Show Website
    Behind the Frame