Blue Collar Smart

Hugh Hornsby
  • 5.0 (3)
  • Management
  • Updated Weekly

Blue Collar Smart is the podcast for trade industry leaders who are ready to stop competing on price and start building organizations that win through people, leadership, and strategic alignment. The trades have never lacked hard work. What they need is stronger leadership. As workforce challenges grow and competition increases, the businesses that rise above the rest will be the ones that invest in their people, develop leaders, and build organizations that outlast the founder. Hosted by Hugh Hornsby, a trade industry executive with more than 40 years of leadership experience, Blue Collar Smart brings real conversations shaped by decades of growing organizations, developing talent, and leading from the field to the boardroom. Each episode features business owners, executives, industry experts, and innovators discussing people development, leadership clarity, organizational alignment, succession planning, private equity, and the future of the trades. Every conversation is grounded in real-world execution, not theory. Our mission is simple: To transform how trade industry leaders think, lead, and grow by proving that people are the only sustainable competitive advantage. Subscribe to Blue Collar Smart and discover practical leadership conversations that help you build stronger teams, stronger organizations, and a stronger future for the trades.

Episodes

  1. 2d ago

    Building Trades Businesses That Run Without You with Dr. Sam McGough

    Host Hugh Hornsby interviews Dr. Sam McGough, a former chiropractor who built a multi-provider medical clinic enterprise, stopped treating patients about a decade ago, and focused on systems, SOPs, and masterminds to create a business that can run without him. McGough explains his motivation came from his truck-driver father’s death, when a lack of systems forced his mother to sell the business assets cheaply, shaping his goal of building transferable companies. He shares how his Aestus mastermind emphasized transparent peer learning without vendor selling, and argues trades businesses often struggle to sell because owners remain the rainmaker and lack cash flow and documentation. McGough describes entering HVAC via a successful plumber patient, launching an HVAC business in January, adding electrical, pursuing plumbing, and prioritizing customer service, relationships, and building a home-services platform targeting $20–$50M revenue with strong margins and optionality. 00:00 Welcome to Blue Collar Smart 01:07 Sam’s Clinic Journey 05:18 Building Aestus Mastermind 15:18 Systems and Hiring Fast 18:25 Aging Owners and Selling 24:50 Acquisition Rollup Strategy 29:41 Hunt for Success Podcast 31:37 Money Skills for Trades 36:55 Real Mastermind Culture 39:09 Yellow Pad Takeaway 42:47 Freedom Through Systems 44:45 How to Contact Sam Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. About Sam Dr. Sam McGough is an entrepreneur, healthcare executive, systems-builder, and host of The Hunt for Success. As Founder and CEO of Discovery Medical Center, a leader in national clinic platforms, and creator of Aestus Mastermind, Sam helps entrepreneurs and executives build successful businesses that create greater freedom, purpose, and adventure. An avid outdoorsman, he applies lessons from hunting, fishing, and the backcountry to leadership, discipline, resilience, and decision-making. Through candid conversations with successful founders, investors, and executives, Sam explores the strategies, failures, and habits behind building wealth without sacrificing the life you want to live. Links Website https://thehuntforsuccess.com/ Instagram https://www.instagram.com/huntforsuccesspodcast Facebook https://www.facebook.com/huntforsuccesspodcast/ LinkedIn https://www.linkedin.com/in/sam-mcgough-674675135/ YouTube https://www.youtube.com/channel/UCUJBYLwqq-xy-CBEslkvmzw TikTok https://www.tiktok.com/@huntforsuccesspodcast Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    Building Trades Businesses That Run Without You with Dr. Sam McGough

  2. Sep 17

    Gary S. Michel on Clarity, Purpose, and Asking Better Questions

    Hugh Hornsby introduces his new podcast, Blue Collar Smart, explaining it reflects how people think rather than how they dress and sharing how childhood epilepsy and a learning disability shaped his perspective. He interviews Gary S. Michel, a Virginia Tech engineer and author of Decomplify and The Founder’s Mindset, who has led companies including JELD-WEN, Honeywell, Club Car, Trane, and Ingersoll Rand. They discuss Bud Foster’s “Lunch Pail Defense” and the idea that purpose and clarity outperform raw talent. Michel explains how leaders “complify” work with extra reports and meetings, why focusing on the critical few customer problems wins, and how asking frontline employees questions can prevent unnecessary capital spending. They cover building great companies people want to buy from, work for, and invest in, talent-destination cultures, mentorship, and Michel’s “yellow pad” lesson: be fully present and focus on what matters most. 00:00 Launch Story 01:17 Meet Gary Michel 02:39 Lunch Pail Leadership 04:27 From Engineer to Leader 06:36 Decomplify and Clarity 08:46 Focus on the Critical Few 12:30 Ask the People Doing Work 15:07 What Makes a Great Company 20:50 Culture and Talent Magnet 23:07 Ask Better Questions 25:48 Yellow Pad Moment 29:06 Mentors and Advisors Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. Guest Bio Gary S. Michel is a transformation expert and seasoned executive who believes that the most powerful tool a leader possesses isn’t a spreadsheet—it’s a mindset. With nearly forty years of experience leading iconic brands like JELD-WEN, Honeywell, Club Car, Trane, and Ingersoll Rand, Gary has spent his career at the inter- section of high-stakes strategy and human-centric leadership. While his tenure as a board chair and CEO earned him acco- lades like “Most Admired CEO” by the Charlotte Business Journal, Gary is most often sought after for his role as a mentor and advi- sor. He has cultivated a loyal following of leaders and team mem- bers who rely on his unique ability to strip away corporate noise and restore a founder’s sense of ownership and purpose to estab- lished organizations. Whether he is delivering a keynote to hundreds, serving on boards, or advising a single executive, Gary’s guidance is rooted in the belief that clarity is a gift you give your team. A Vistage resource speaker and Forbes featured author, he is a dedicated advocate for the next generation of leaders through his board work with the American Heart Association and his deep roots in the Charlotte, North Carolina, community. Links Website: www.garysmichel.com LinkedIn: https://www.linkedin.com/in/garymichel1/ Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    Gary S. Michel on Clarity, Purpose, and Asking Better Questions

  3. Sep 10

    Relationships Are Your Competitive Advantage with Ed Wallace

    On Blue Collar Smart, Hugh Hornsby welcomes author and business relationship expert Ed Wallace for a practical conversation about building relational capital in sales, leadership, and the trades. Wallace explains how a family emergency led him to leave a successful corporate sales career and create a training company built around credibility, integrity, and authenticity. He shares his three-part learning model of stories, tools, and process while introducing relational GPS, the Fab Five, and the relationship ladder. Hugh and Ed examine why transactional thinking limits sales teams, how private equity-backed companies risk losing valuable relationships during acquisitions, and why active listening helps tradespeople stand apart from their competitors. Wallace also explains how leaders can use AI without losing their voice and shows how understanding another person’s goals, passions, and struggles creates stronger, lasting business relationships. 00:00 — Authenticity and Relational Capital 01:55 — Meet Ed Wallace 06:35 — From CPA to Founder 11:50 — Practical Relationship Training 18:35 — Build Your Fab Five 23:20 — Transactional Sales Problem 27:05 — Relationships Between the Boxes 31:40 — Active Listening Wins Business 38:15 — AI Without Losing Humanity 49:45 — The Relational GPS Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. Guest Links AchieveNEXT: https://achievenext.com LInkedIn: https://linkedin.com/in/edwallace Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    Relationships Are Your Competitive Advantage with Ed Wallace

  4. Sep 3

    Build a People-First AI Strategy with Jason Sullivan

    In this episode of Blue Collar Smart, Hugh Hornsby welcomes Jason Sullivan, founder of Distro, to explore how artificial intelligence can help trade distributors transform their businesses without losing their people-first culture. Jason shares how his background in cognitive science, computer science, finance, and AI led him into the distribution industry. The conversation covers preserving knowledge as experienced employees retire, helping teams embrace new technology, protecting company data, navigating private equity and succession, and using AI as a force multiplier rather than a replacement for people. Jason also shares practical leadership lessons from building Distro and explains why strong founders must remain students of their employees, customers, and industry. 00:00 — Why AI is really business transformation 02:50 — Combining cognitive science with artificial intelligence 07:00 — Preserving expertise as the workforce ages 11:31 — Introducing AI into a people-first business 18:42 — Protecting your data when adopting AI 24:39 — Why founders need the right support system 31:40 — Private equity, succession, and competitive leverage 40:09 — Jason’s “yellow pad” leadership lesson Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. Guest Bio Jason Sullivan is the founder and CEO of Distro, the Agentic AI Sales Platform purpose-built for wholesale distributors and manufacturers' reps. He holds a master's in computer science with a focus on artificial intelligence from Stanford and an undergraduate degree in cognitive science from Yale. This rare pairing gives him both deep technical mastery and a sharp understanding of how people actually adopt and use technology. Links Website: distro.app LinkedIn: https://www.linkedin.com/in/jasoncsullivan/

    Build a People-First AI Strategy with Jason Sullivan

  5. Aug 27

    Integrity Is Your Greatest Asset with Sir Darren Jacklin

    In this episode of Blue Collar Smart, Hugh Hornsby welcomes entrepreneur, philanthropist, author, and global business leader Sir Darren Jacklin to discuss how adversity can become the foundation for resilience, leadership, and lasting impact. Sir Darren shares how he moved beyond learning disabilities, mental health struggles, homelessness, and financial ruin to help grow eXp Realty into a multibillion-dollar company. He also explains why relationships, controlled discomfort, clear goals, thoughtful succession planning, and personal integrity are essential to building businesses that serve people and create a meaningful legacy. 00:00 — The vision behind Blue Collar Smart 02:00 — Overcoming early labels and a mental health crisis 07:30 — Why entrepreneurs often feel misunderstood 11:40 — Building success through service and relationships 18:45 — The network that led Sir Darren to eXp Realty 25:45 — Acquiring businesses to fund global philanthropy 28:25 — Preparing a business for succession and retirement 33:45 — From homelessness and financial ruin to millionaire 39:05 — Acting despite fear, doubt, and discomfort 42:05 — Why integrity gives your words power Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    Integrity Is Your Greatest Asset with Sir Darren Jacklin

  6. Aug 20

    People First - Technology Second with Randy Chaffee

    Randy Chaffee joins Hugh Hornsby for a conversation about leadership, adaptability, and why relationships remain the greatest competitive advantage in today's rapidly changing trades industry. With more than four decades of experience in building materials, manufacturing, sales, and industry leadership, Chaffee shares how growing up on a Michigan farm shaped his work ethic, why serving people always outperforms chasing transactions, and how personal branding has become just as important as product knowledge. Together they discuss the evolution of sales after COVID, the role of digital communication and AI, the importance of hybrid relationship-building, and why technology should amplify—not replace—human connection. The conversation also explores recruiting the next generation into the trades, supporting women and underrepresented groups in the industry, financial education, private equity, leadership culture, and the mindset required to continually adapt as the business landscape evolves. Chaffee closes by encouraging leaders to embrace change while remaining grounded in their core values, reminding listeners that their greatest asset will always be their willingness to learn, grow, and serve others. 00:00 Adaptability Is Your Greatest Advantage 01:15 Welcome to Blue Collar Smart 02:15 Randy Chaffee's Journey into the Trades 04:35 Lessons Learned on the Family Farm 06:25 Why You Must Love What You Do 08:05 Relationships Over Transactions 10:25 Playing the Long Game in Sales 11:25 Becoming Part of the Industry 13:30 Building Trust That Lasts 14:30 Advice for Young Sales Professionals 15:10 You Are Your Brand 17:20 Selling Yourself Before Your Product 19:25 Private Equity and Industry Change 20:45 The Power of Hybrid Selling 23:40 AI as a Force Multiplier 24:20 Why the Trades Need More Women 26:35 Building Careers Through the Trades 28:20 Teaching Financial Intelligence 31:25 Mindset Creates Financial Success 33:30 People Are the Greatest Asset 35:45 Systems and Street Smarts 38:35 Randy's Yellow Pad Moment 40:40 Becoming an Adapter 42:00 You're Capable of More Than You Think 43:40 Final Thoughts on Leadership Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. About Guest Randy L. Chaffee is the #1 Amazon Best Selling Author of Asphalt and Algorithms, with his newest book, The Closers Part 7, coming soon. Known as #HybridRoadWarriorRandy, he has spent more than four decades helping businesses grow through relationships, reputation, and practical sales strategies. As a speaker, author, and host of BuildingWins.LIVE, Randy combines old-school relationship selling with today’s digital tools to help professionals succeed in a changing marketplace. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    People First - Technology Second with Randy Chaffee

  7. Aug 13

    Building the Future of Contractor Commerce with Jim Kolchin

    Jim Kolchin, founder and CEO of iWallet, joins Hugh Hornsby to explore how financial technology is reshaping the HVAC, plumbing, electrical, and broader trades industries. Drawing from his experience as an HVAC contractor and serial entrepreneur, Kolchin shares his journey from immigrating to the United States with just $200 to building multiple successful companies dedicated to helping contractors operate more efficiently. He explains how iWallet simplifies payment processing, eliminates friction between contractors and distributors, and creates a better digital buying experience. The conversation examines the industry's shift toward B2B2C commerce, where contractors can build complete equipment bundles online and homeowners can seamlessly approve estimates, finance projects, and make payments. Kolchin discusses the growing importance of digital adoption, the challenges distributors face with outdated ordering systems, and why improving user experience is critical for the future of the trades. They also explore private equity's influence, faster payment models, bundled solutions, and the entrepreneurial mindset required to identify opportunities others overlook. Throughout the discussion, both emphasize gratitude, innovation, and serving contractors through better technology. 00:00 Digital Commerce Is Changing the Trades 01:00 Welcome and Meet Jim Kolchin 02:10 From Soviet Union to HVAC Entrepreneur 04:10 Understanding Financial Technology 05:10 Solving Contractor Payment Problems 07:10 How iWallet Started 08:10 Processing Over One Billion Dollars 09:20 The Evolution of Distributor Technology 11:00 Digital Ordering Is the Future 13:05 Understanding the B2B2C Model 14:35 Why User Experience Matters 16:10 Bridging Contractors and Distributors 17:00 Building an Amazon-Style Buying Experience 18:30 Closing the Digital Adoption Gap 20:25 Creating Equipment Bundles That Work 22:50 Private Equity and Industry Growth 25:45 How Distributors Can Get Started 27:20 Splitting Payments Seamlessly 29:10 Eliminating Net-30 and Net-60 Delays 30:15 Staying Ahead of Industry Trends 31:15 Entrepreneurship and Opportunity 32:30 The Power of Gratitude 33:45 Final Leadership Advice 34:50 How to Connect with iWallet Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. About Guest Jim Kolchin is a serial entrepreneur and inventor who has built companies in IoT, robotics, fintech, and now AI. His ventures have been featured by TechCrunch and Forbes, and today he leads iWallet, a profitable fintech platform processing hundreds of millions of dollars annually while building AI infrastructure for the home service industry.  Links iWallet https://www.iwallet.com/ Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    Building the Future of Contractor Commerce with Jim Kolchin

  8. Aug 6

    Integrity and Relationship Building with Mark Hunter

    Hugh Hornsby hosts Mark Hunter, author of five books including "Integrity First Selling," on a trades-focused podcast about sales as relationship-based service. Hunter recounts entering sales only to get a company car after too many speeding tickets, being fired twice, and then learning from a leader to listen, ask questions, and build authentic trust. They discuss prospecting as an obligation to help, alignment of values with customers, and walking away from misaligned deals. The conversation covers private equity’s growing role, AI as an efficiency tool that supports rather than replaces people, and challenges from an aging workforce and lost institutional knowledge. They emphasize recurring revenue models, digital transactions growth, and investing in training and culture to retain talent. Hunter argues nothing is a commodity because sellers bundle outcomes and reliability, shares a disciplined morning routine, and says salespeople will remain essential; he can be reached at thesaleshunter.com. 00:00 Welcome to the Podcast 01:22 Why Integrity Matters 03:21 Mark’s Sales Origin Story 04:45 Getting Fired and Getting Real 05:19 The Mentor Who Changed Everything 08:12 Sales Is Listening 09:18 Prospecting as Service 11:25 Client Alignment and Values 13:37 Private Equity in the Trades 15:41 AI Tools for Efficiency 19:09 Aging Workforce and Opportunity 20:40 Recurring Revenue Matters 21:28 Seasonal Profit Lessons 22:20 Digital HVAC Shift 24:18 Investing in People 27:39 Founder Trap Burnout 29:19 Rollups Efficiency Gains 30:26 Techs vs Sales Roles 31:51 Stop Selling Commodities 34:10 Bundling Value Add 36:54 Yellow Pad Routine 37:53 Future of Sales AI 38:54 Where to Find Mark 39:35 Closing Appreciation Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. About Guest:  Mark Hunter is a globally sought after keynote speaker, trainer, and consultant on sales leadership. His mission is to motivate sales teams to rethink their prospecting process.With more than 15+ years in the corporate market working for Fortune 200 companies in senior positions leading hundreds of salespeople combined with his 20+ years experience as a sales consultant, speaker, and coach, Mark has been able to develop a methodology that salespeople and companies around the world use and have success with. Links: Website: https://thesaleshunter.com/ Facebook: https://www.facebook.com/TheSalesHunter Instagram: https://www.instagram.com/thesaleshunter/ YouTube: https://www.youtube.com/@MarkHunterTheSalesHunter LinkedIn:: https://www.linkedin.com/company/thesaleshunter/ Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    Integrity and Relationship Building with Mark Hunter

  9. Jul 30

    From Turmoil to Triumph with Dave Sanderson

    Host Hugh Hornsby introduces the Blue Collar Smart podcast and interviews Dave Sanderson, a Miracle on the Hudson survivor and former sales leader. Sanderson recounts starting in factories and restaurants, learning humility and responsibility from a Christmas Eve shift where Bill Marriott helped run the kitchen, and developing resilience through door-to-door copier sales and handling rejection. He describes a key sales lesson at ADP about earning the right to be in influential rooms, later formalized as his A-to-I (access to influence to affinity) framework, and how strong client relationships showed up after the crash. Sanderson retells the 2009 ditching in the Hudson, his decision to help others, and how a manager’s response at Oracle pushed him toward speaking, books, and advising organizations via resilience frameworks, including VCR and ASSESS, emphasizing caring for people over numbers and managing state of mind. 00:00 Miracle on the Hudson 01:40 Dave’s Background 04:27 Starting at the Bottom 06:12 Marriott Leadership Lesson 10:05 Door to Door Sales 12:24 Mentor in the Restaurant 16:05 Depression Era Innovation 18:55 Enterprise Sales Mindset 22:20 Reputation on the Line 24:03 Access to Influence 26:42 Affinity in Action 30:17 Miracle on the Hudson 34:43 Back at Work Reality 36:03 People Over Numbers 38:04 Resilience Frameworks 40:56 Yellow Pad Mindset 42:20 Triggers and Growth Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. About Guest: Dave Sanderson is a nationally recognized leadership speaker, author, and resilience expert best known as the last passenger off US Airways Flight 1549, the “Miracle on the Hudson.” Drawing on that defining experience, his years as a top sales leader at Oracle, and his work with Tony Robbins, Dave works with leaders and organizations to turn disruption into a competitive advantage. He has spoken to more than 1,700 audiences worldwide, sharing practical strategies on resilience, leadership, gratitude, and performing under pressure. Links Website https://resiliencepartnersgroup.com LinkedIn https://www.linkedin.com/in/hiredavesanderson/ YouTube https://www.youtube.com/@DaveSandersonKeynoteSpeaker Facebook https://www.facebook.com/dave.sanderson.73 Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    From Turmoil to Triumph with Dave Sanderson

  10. Jul 23

    Building a People First Business Culture with Eric Himes

    In this Blue Collar Smart Podcast episode, host Hugh interviews Eric Himes, creator of the Inspirational/Inspired Operating System and founder of The Inspired Culture, about leadership that multiplies and empowers people. Eric shares his career path from Home Depot to 19 years in medical devices, then burnout and losing his first marriage after prioritizing performance and travel over family, plus a faith-driven transformation that reshaped his view of worth and leadership. They discuss helping founders avoid carrying everything alone, trusting God, and building inclusive cultures without forcing beliefs. Eric outlines the Inspired OS framework to measure growth mindset weekly—personal why, vision alignment, habits, goals, wins, challenges to build strategic thinking, and frequent two-way feedback—plus organizational mindset scoring. He shares self-care practices, his website/contact, and the Inspired Culture Summit (Nov 16–17, Naperville, IL, with livestream). 00:00 Multiply Through People 00:51 Podcast Welcome Guest Intro 01:51 Eric Background Journey 03:59 Performance Burnout Wakeup 07:17 Faith Pivot Healing 09:39 Advice For Founders 12:09 Leading Across Beliefs 13:38 Inspired Culture At Work 17:09 Service Why Purpose 19:42 Self Care Alignment 22:41 Inspired OS Framework 26:09 Weekly Wins Challenges 29:50 Feedback Multiplies Leaders 31:48 Mindset Score Dashboards 32:51 Connect Summit Closing Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. Guest Bio:Eric Himes is the Founder of The Inspired Culture™, author of the forthcoming book The Empty Chair, and a thought leader in holistic leadership development. He's a member of Thought Leaders 100, and his frameworks have driven a 46% reduction in turnover, 92% OKR completion, and $490K+ in annualized value. He is the creator of the Growth Mindset Framework & Measurement System, the Inspired Culture Framework, and the 50 Masks of Leadership. He is also Founder and Host of Inspired Culture TV and creator of The Rising 99™ and The Inspired OS™. Outside of work, he is a husband, father of five, and marathon runner who has completed 8 marathons. Links: Website: www.yourpathinspired.com LinkedIn: https://www.linkedin.com/in/eric-himes/ YouTube: https://www.youtube.com/@TheInspiredCulture Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    Building a People First Business Culture with Eric Himes

  11. Jul 16

    Rooted in Resolve with Marlon Mueller

    In this inaugural episode of Blue Collar Smart, Hugh Hornsby welcomes financial strategist and fourth-generation farmer Marlon Mueller to discuss the mindset behind lasting wealth, resilience, and leadership. Drawing from his experiences navigating the farm crisis, preserving his family's legacy, and mastering financial systems, Marlon shares practical lessons on money, mentorship, long-term thinking, and building wealth that lasts for generations. The conversation also explores why investing in people, continuous learning, and strong values creates success both in business and in life. 00:00 — Why mentorship changes your future 01:10 — The vision behind Blue Collar Smart 03:00 — Saving the family farm and learning money 10:50 — Why wealth begins with mindset 17:45 — Advice for the next generation entering the trades 30:15 — The Four Fs for building a meaningful life Thanks for listening, and please share this episode with a trade leader who is ready to build something bigger than a business. Every share helps us reach more owners, executives, and industry leaders who are committed to investing in their people and strengthening the future of the trades. Have a great day. Hugh Hornsby "People build businesses. Invest in your people, and they'll invest in your future." CONNECT with Hugh Hornsby & Blue Collar Smart Get practical leadership insights, proven people-first strategies, and resources designed to help trade leaders build stronger teams, grow profitable businesses, and create organizations that stand the test of time. Join a community of owners, executives, and industry leaders who believe the future of the trades is built on people, relationships, and leadership. Join the Community: www.thebluecollarsmart.com and www.hughhornsby.com Follow Hugh Hornsby: LinkedIn: https://www.linkedin.com/in/hugh-hornsby-51986b10/ Interested in executive advisory, leadership coaching, speaking, or mastermind opportunities? Connect with Hugh and discover how a people-first approach can help your organization grow with purpose, clarity, and lasting impact. About the Guest Marlon Mueller is a financial educator, investor, and fourth-generation farmer who helps individuals and business owners build lasting wealth through financial education, mindset, and long-term planning. His work focuses on helping people create financial freedom while leaving a meaningful legacy for future generations. Thank you to our sponsors iWallet https://www.iwallet.com/ Distro distro.app

    Rooted in Resolve with Marlon Mueller
  • 11 Episodes

Ratings & Reviews

5
out of 5
3 Ratings

About

Blue Collar Smart is the podcast for trade industry leaders who are ready to stop competing on price and start building organizations that win through people, leadership, and strategic alignment. The trades have never lacked hard work. What they need is stronger leadership. As workforce challenges grow and competition increases, the businesses that rise above the rest will be the ones that invest in their people, develop leaders, and build organizations that outlast the founder. Hosted by Hugh Hornsby, a trade industry executive with more than 40 years of leadership experience, Blue Collar Smart brings real conversations shaped by decades of growing organizations, developing talent, and leading from the field to the boardroom. Each episode features business owners, executives, industry experts, and innovators discussing people development, leadership clarity, organizational alignment, succession planning, private equity, and the future of the trades. Every conversation is grounded in real-world execution, not theory. Our mission is simple: To transform how trade industry leaders think, lead, and grow by proving that people are the only sustainable competitive advantage. Subscribe to Blue Collar Smart and discover practical leadership conversations that help you build stronger teams, stronger organizations, and a stronger future for the trades.

Information

  • Creator
    Hugh Hornsby
  • Years Active
    2026
  • Episodes
    11
  • Rating
    Clean
  • Copyright
    © Copyright 2026 | All Rights Reserved | Hugh Hornsby