Profit Answer Man: Scaling with Profit First & Beyond

Rocky Lalvani
  • 4.9 (36)
  • Entrepreneurship
  • Updated Weekly

Hi, I'm the Profit Answer Man! The Profit Answer Man podcast is a weekly show hosted by Rocky Lalvani, a business coach and Certified Profit First Professional. In each episode, Rocky shares his expertise on how to scale profit and cash flow for 7-8 figure businesses. Episode 1 is the why, 2 - is Mike Michalowicz, and 3-13 are Rocky's take on each chapter in the book. The Profit Answer Man podcast is designed for small business owners, entrepreneurs, and anyone else looking to improve their financial management skills. Rocky covers a wide range of topics, including how to prioritize profit, manage cash flow, and grow your business. One of the things that sets the Profit Answer Man podcast apart is Rocky's engaging and entertaining style. He uses anecdotes, humor, and relatable examples to make the concepts he's discussing easy to understand and apply. If you're a small business owner looking for practical advice on how to improve your financial management and increase profitability, the Profit Answer Man podcast is definitely worth a listen. Whether you're just starting out or have been in business for a while, you'll find plenty of valuable insights and tips that can help you take your business to the next level. Sign up to be notified when the next cohort of the Profit First Experience Course is available! http://bit.do/profitblueprint More about making profitability simple: http://profitcomesfirst.com/ Profit Answer Man Facebook group: https://www.facebook.com/groups/496018144624882/ My podcast about living a richer more meaningful life: http://richersoul.com/ Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

  1. 4d ago

    AI Won't Fix Your Chaos, It Will Amplify It with Jeff MacPherson

    AI Won't Fix Your Chaos, It Will Amplify It with Jeff MacPherson   Find Rocky Lalvani @ www.ProfitComesFirst.com  or email him at rocky@profitcomesfirst.com Make more, work less video: https://youtu.be/   You just spent real money rolling out an AI tool because every advisor and every LinkedIn post said it would save you time. Instead, your team is more confused, your process feels messier, and you're starting to wonder if AI was oversold to you. It wasn't oversold. It was just handed to a business that hadn't been standardized yet, and nobody warned you that AI amplifies whatever is already running underneath it, good or bad.   In this episode, Rocky sits down with Jeff MacPherson, co-founder of Cloud37 and a three-time tech founder who built the first Instagram DM automation platform (processing over a billion messages) before a legal battle with Facebook ended that company. Jeff has spent the last several years helping coaches, consultants, and service businesses standardize a core process before automating it, so the technology scales what already works instead of accelerating what's broken.   In This Episode: Why AI accelerates chaos instead of fixing it when the underlying process was never standardized The difference between raising the ceiling (your best people) and raising the floor (everyone else executing at that level) Why roughly 95% of businesses have no real infrastructure for AI to plug into Why team adoption of a new system typically takes 18 to 24 months, and how to plan around that instead of fighting it Why collecting more data doesn't make your business more valuable once patterns and data are commoditized What actually keeps a client once AI can replicate almost any deliverable   Key Takeaways: Standardize your inputs, your process, and your outputs before you automate anything. The real bottleneck is usually waiting on people and process, not effort. Close that gap first. Plan for 18 to 24 months of adoption time, don't expect a fast flip. Data without a defined use case is a cost, not an asset. Retention comes from accountability, relationships, and community, not the deliverable itself.   About Jeff MacPherson: Jeff MacPherson is a three-time tech founder and co-founder of Cloud37. He built the first Instagram DM automation platform, processing more than 1 billion messages for clients including Tony Robbins, Nelk Boys, and Atlantic Records before Facebook shut it down and later released competing functionality. He later became a top creator on Crypto.com, launching an NFT project that generated $2.5 million in under 14 days with zero ad spend. Today, Jeff helps coaches, consultants, and service-based businesses transform their expertise into AI-powered Expert Studios that create scalable client experiences, recurring revenue, and lasting business value.   Links: Website: http://www.cloud37.ai Facebook: https://www.facebook.com/jeffmacp/ Instagram: https://www.instagram.com/jeff.macpherson/ LinkedIn: https://www.linkedin.com/in/jeffmacai/    Profit Blueprint Calculator I Profit Comes First: https://lp.profitcomesfirst.com/profitblueprintcalc-page   Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Free Copy of the Profit Blueprint Book: https://lp.profitcomesfirst.com/landing-page-page  Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

  2. Sep 22

    The Real Reason Selling Your Business Won't Be Enough with Justin Goodbread

    The Real Reason Selling Your Business Won't Be Enough   Find Rocky Lalvani @ www.ProfitComesFirst.com  or email him at rocky@profitcomesfirst.com Make more, work less video: https://youtu.be/   You've told yourself you take home $250,000 a year. On paper, that's true. But once you count the car, the travel, the phone, the health insurance, and everyone on the family payroll running through the business, the real number is closer to $350,000 to $500,000. It never feels like spending, because none of it hits a pay stub. It just feels like $250,000. Justin Goodbread has built, scaled, and sold seven companies, and he's spent the last several years showing owners exactly where that gap comes from, and what it costs them the day they try to sell.   In This Episode: Why the average owner's real business spend is nearly double their stated take-home income The $10 million enterprise value number most owners never hear until they try to sell The four stages every business moves through: hustle, systems, automation, leverage Why Justin eliminated every sales call in his own company, and grew revenue and client quality anyway How AI search is now recommending competitors to people looking for your exact business The five-priority framework (faith, family, friends, fitness, finances) that changed how Justin scaled   Key Takeaways: Add up every personal benefit routed through your business before trusting your stated take-home number. The real retirement math is enterprise value, not income, and for most owners that number lands near $10 million. Growth requires different things at different revenue stages: systems from $360K to $1M, automation from $1M to $3M, leverage from $3M to $10M. Removing yourself as the sales bottleneck, through content and friction rather than fewer prospects, can raise revenue and client quality at the same time. If your business isn't niched and documented, AI tools may already be sending your next customer to a competitor.   About Justin Goodbread: Justin Goodbread is a globally recognized business strategist, keynote speaker, and founder of Relentless Value Coaching, a membership and advisory program that equips service-based business owners to scale their companies to $10M+ enterprise value—without sacrificing their faith, family, or freedom.   Over the past two decades, Justin has started, scaled, and sold seven companies, including an RIA that reached eight-figure value in under four years. He built, scaled and exited seven different companies for  7-, 8-, and 9-figure values across industries, leveraging a proven framework of value acceleration, leadership development, and strategic delegation.   Links: Website: https://www.justingoodbread.com/ LinkedIn: https://www.linkedin.com/in/justingoodbread/ Facebook: https://www.facebook.com/justingoodbread Instagram: https://www.instagram.com/justingoodbread/   Profit Blueprint Calculator I Profit Comes First: https://lp.profitcomesfirst.com/profitblueprintcalc-page   Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Free Copy of the Profit Blueprint Book: https://lp.profitcomesfirst.com/landing-page-page  Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

  3. Sep 15

    Why Your Sales are Inconsistent and How to Fix It with Steve Heroux

    Find Rocky Lalvani @ www.ProfitComesFirst.com  or email him at rocky@profitcomesfirst.com Make more, work less video: https://youtu.be/   You've fired the driver three times. New salesperson, new promise, same three months later, and then the same conversation with yourself about whether it's time to fire another one. Steve Heroux has sat across the table from companies at every size having this exact problem, including a $500 million construction company whose entire leadership team could not answer one basic question: who owns sales? Not who sells the most. Who owns it. They couldn't answer who owns onboarding either, or coaching. Five hundred million dollars, running on hope. Steve is the founder of The Sales Collective and creator of the System of Selling, an operating system built specifically for sales, something most business operating systems leave out entirely. He talks with Rocky about why revenue gets inconsistent even at seven and eight figures, and why the fix almost never starts with the person you're about to hire.   In This Episode: Why "hope-based selling" is the real reason revenue is inconsistent, not the salesperson The go-kart and race car analogies that explain why companies keep replacing drivers instead of building the car Why a $500 million company couldn't answer who owns sales, onboarding, or coaching The difference between a lagging indicator (a closed deal) and a leading indicator (a quality at-bat) Why almost 90 percent of top performing salespeople are intrinsically motivated, and what that means for your comp plan How to hire for "will to sell" instead of training for it The single best current use of AI in sales coaching   Key Takeaways: Consistent revenue requires defined entrance and exit criteria for every sales stage, not talented people improvising. Track the inputs (prep, calls made, roleplay done) instead of only the outcome (the closed deal). Comp plans should match how the individual salesperson is actually motivated, not a single default structure. Will to sell can't be trained. Skill can. Hire for the first, train the second. Building the sales system is the owner's job. It doesn't happen by accident, and it doesn't happen because you hired someone new.   About Steve Heroux: Steve Heroux is the founder of The Sales Collective, author of The Sales Contrarian, and the creator of the System of Selling, an operating system built for sales that helps companies replace inconsistent, hope-based selling with a structured, repeatable process that drives predictable revenue. His core belief is that most companies do not have a salesperson problem. They have a system problem. And until that system gets fixed, no amount of training, hiring, or motivation will move the needle. He's also the founder of The Million Veteran Mission; a nonprofit committed to teaching one million veterans how to sell the right way as they transition into new careers, and all veterans get access to Steve's content for free, for life.   Links: The System of Selling Website: https://www.thesystemofselling.com/ The System of Selling Overview: https://proposals.thesalescollective.com/The-System-of-Selling-Engagement-Overview-D9uGscqqTHCO LinkedIn: https://www.linkedin.com/in/steveheroux1/   Profit Blueprint Calculator I Profit Comes First: https://lp.profitcomesfirst.com/profitblueprintcalc-page   Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Free Copy of the Profit Blueprint Book: https://lp.profitcomesfirst.com/landing-page-page  Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

  4. Sep 8

    The Bottleneck in Your Business Has Your Name on It with Ari Meisel

    Find Rocky Lalvani @ www.ProfitComesFirst.com  or email him at rocky@profitcomesfirst.com Make more, work less video: https://youtu.be/   A professor at Wharton once told a C-minus undergrad: don't ever be irreplaceable, because if you can't be replaced, you can't be promoted. That undergrad is now Ari Meisel, founder of Less Doing and creator of the Replaceable Founder framework, and he's spent fifteen years proving the same rule applies to founders. Most owners wear "nobody else can do this but me" as a badge of honor. This episode makes the case that it's actually the ceiling on the business. Ari and Rocky get into exactly how an owner gets out of that seat: the order of operations for deciding what to fix, automate, or hand off, the twenty-task inventory Ari uses to force real change within a year, and the specific dollar numbers behind doing it, including replacing a $235-an-hour bookkeeper and finding $140,000 in grants a nonprofit never had the capacity to chase.   In This Episode: Why being indispensable is a ceiling, not an achievement The exact order: optimize, automate, then outsource, and why skipping steps backfires The Ultimate KPI exercise: twenty tasks in, sixteen gone within a year, four that are actually yours Why most failed delegation is a failed instruction, not a broken system How Ari runs twenty-six AI agents across five organizations, and what each one replaced The verification habit ("pokayoke") that keeps delegation, human or AI, honest   Key Takeaways: Being irreplaceable isn't safety. It's a ceiling. List the twenty things you spend the most time on, and commit to eliminating sixteen within a year. Fix the process before you automate it, and automate it before you hire it out. Every delegated task, human or AI, needs a built-in check that it actually happened. Staying the bottleneck has a real cost: banks, buyers, and your own household can't tell what the business is worth if nothing works without you.   About Ari Meisel: Ari Meisel is the founder of Less Doing and creator of the Replaceable Founder framework — a system that helps entrepreneurs build businesses that run without them. After being diagnosed with Crohn's disease at 23, Ari became obsessed with optimizing, automating, and outsourcing everything — first his health, then his business. Today he works with founders to eliminate operational bottlenecks, reclaim their time, and build companies that scale without sacrificing their life. His work has been featured in the New York Times, Forbes, and Fast Company. He's the author of Less Doing, More Living and hosts the Less Doing podcast.   Links: Website: www.talktoari.com.    lessdoing.ai    Profit Blueprint Calculator I Profit Comes First: https://lp.profitcomesfirst.com/profitblueprintcalc-page   Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Free Copy of the Profit Blueprint Book: https://lp.profitcomesfirst.com/landing-page-page  Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

  5. Sep 1

    You Don't Have a Business. You Have a Glorified Job with Joe Rockey

    Find Rocky Lalvani @ www.ProfitComesFirst.com  or email him at rocky@profitcomesfirst.com Make more, work less video: https://youtu.be/   You had a good year on paper. The cash still feels tight, and you can't point to why. Joe Rockey has built 29 businesses and says the leak is rarely one big mistake. It's a stack of small decisions made while you were handling something else, the kind of thing that costs a business a couple thousand dollars a year and nobody notices until someone finally does the math.   In this episode, Joe walks through the "glorified job" test: if your business could not survive without you physically in it, you don't own a business, you own a job. He explains why he splits every sales role by personality type instead of hiring generic salespeople, why commission plans work best when they reward two measurable outcomes per person, and why a Gallup stat showing under 30 percent employee engagement means most owners are paying for 40 hours and getting about 12. He also explains why AI can mirror your personality back at you but can never answer the two questions every business actually depends on: your relationship with your clients, and your relationship with your employees.   In This Episode: The "glorified job" test for whether you actually own a business How a couple thousand dollars a year quietly leaks out through unwatched decisions Why splitting sales roles by personality type beats hiring generalists Commission design that creates accountability without adding managers Why money is a weak motivator past a certain point The real reason sales teams check out every slow season Why AI cannot fix your relationship with clients or employees   Key Takeaways: Money usually leaks through small, unwatched decisions, not fraud or one big mistake. A business that can't survive your absence is a job, not a business. Commission plans work best with two measurable outcomes per role. Money stops motivating past a personal threshold. Belonging and recognition matter more. Structured incentive cycles that reset every six months prevent the seasonal drop-off owners usually just accept.   About Joe Rockey: Joe Rockey is an entrepreneur, author, and impossible problem solver who builds businesses around challenges most people assume cannot be fixed. As Founder of Elite Business Cruises, Joe is focused on the systemic trap facing nonprofits: the pressure to spend today's money on the mission in order to protect tomorrow's funding, even when that cycle prevents long-term financial strength from ever being built. His work combines business strategy, fundraising innovation, institutional problem solving, premium experiences, and long-term thinking. University athletic departments are a flagship application because they experience this pressure at exceptional intensity, but the underlying problem exists throughout the nonprofit world. Joe brings a direct, practical perspective to conversations about leadership pressure, entrepreneurship, fundraising, donor engagement, business model innovation, and solving complex problems without ignoring the human cost carried by the people inside them.   Links: Website: https://elitebusinesscruises.com/ LinkedIn: https://www.linkedin.com/in/joerockey/ Podcast: Father and Joe   Profit Blueprint Calculator I Profit Comes First: https://lp.profitcomesfirst.com/profitblueprintcalc-page   Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Free Copy of the Profit Blueprint Book: https://lp.profitcomesfirst.com/landing-page-page  Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

  6. Aug 25

    The Real Reason You Still Can't Pay Yourself with Craig Dacy

    The Real Reason You Still Can't Pay Yourself with Craig Dacy   Find Rocky Lalvani @ www.ProfitComesFirst.com  or email him at rocky@profitcomesfirst.com Make more, work less video: https://youtu.be/   You billed more this month than you ever have, and you are still moving money around to make payroll on Friday. If that combination makes no sense to you, it is not because something is wrong with your business. It is because nobody ever showed you the gap between doing the work and getting paid for it, and that gap is quietly running your cash flow instead of you.   Craig Dacy, a Certified Profit First Professional who left a decade of teaching fourth grade to coach small business owners on money, joins Rocky to break that gap down using physical therapy practices as the proof case, where insurance pays 60 to 90 days after the visit while staff get paid the same week. The mechanics apply just as directly to net-30 invoices, retainage, and progress billing, wherever you are financing your own payroll out of pocket without realizing it.   In This Episode: Why insurance-based and delayed-payment businesses feel cash-poor even when they are profitable The real cost of paying staff $35 to $40 an hour against a reimbursement that has not landed yet Why most owners price payroll against the wrong number, and what the loaded cost of an employee actually includes The utilization-rate trap that happens when a percentage-of-collections pay structure moves to salary The "new zero" method for redefining the account balance that should trigger action How a float or insurance-hold account absorbs a 60-to-90-day payment gap The Keep, Cut, Trim exercise for reviewing expenses without waiting for perfect books A real example of a seasonal irrigation company that added snow plowing and Christmas lights to survive a 3-to-4-month zero-revenue winter   Key Takeaways: Track bank balances monthly to catch a shrinking or growing trend before it becomes a crisis. Build a float account specifically to absorb the delay between doing the work and getting paid for it. Redefine your "zero." A padded baseline triggers a decision, not a scramble. Small trims compound. $30 to $50 a month across five to ten line items adds up fast. Price using the fully loaded cost of an employee (wage, benefits, PTO, employer FICA), or you are systematically underpricing your own labor.   About Craig Dacy: Craig Dacy, owner of DACY Financial Coaching, has helped hundreds of small businesses, with a focus on Physical Therapists, find confidence and clarity in their finances. After spending over a decade as an educator, Craig combines his knack for small business and love for teaching to help make the overly complicated concept of business finances incredibly simple to understand. Craig lives in Austin, TX with his wife and 2 kids. When he's not spending time with his family, he can be found reliving "the good old days" as the lead singer and bass player for his 90s cover band, Zoodust.   Links: Website: www.dacycoaching.com Book: www.pf4pt.com   Profit Blueprint Calculator I Profit Comes First: https://lp.profitcomesfirst.com/profitblueprintcalc-page   Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Free Copy of the Profit Blueprint Book: https://lp.profitcomesfirst.com/landing-page-page  Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

  7. Aug 18

    Half Your Business Is Unprofitable, Which Half? with Jay Bourgana

    Half Your Business Is Unprofitable, Which Half? with Jay Bourgana   Find Rocky Lalvani @ www.ProfitComesFirst.com  or email him at rocky@profitcomesfirst.com Make more, work less video: https://youtu.be/   You closed out a strong month. Revenue was up. And somehow cash still felt tight, and you couldn't fully explain why. If that sounds familiar, you're not alone, and it's not bad luck. It's a visibility problem, and it's more common than you think. In this episode, Rocky sits down with Jay Bourgana, an operator who has built, run, and exited businesses across real estate, manufacturing, and data, and now advises companies doing $10M to $150M. Jay makes a claim that should stop every owner listening: roughly half of what a typical company does is unprofitable, and the owner has no idea which half. Not because they're careless, but because they're managing off averages and aggregates instead of real numbers broken down by client and product.   In This Episode: Why the accounting system is a 60 to 90 day lagging report, not a decision-making tool Why roughly 50% of typical business activity is quietly unprofitable How top operators build a designed hiring system instead of a reactive one Why being the best salesperson in your own company can lower what it's worth Why AI speeds up whatever you already have, chaos included What Elon Musk and Sam Walton do differently with constraints and pattern recognition   Key Takeaways: Track leading and mid-cycle indicators, not just accounting data that's already 60 to 90 days old. Break profitability down by client and product. Averages hide the unprofitable half. Build a documented ideal talent profile for every key role and recruit against it continuously. Find the actual bottleneck before adding AI or any new resource. Speed exposes weak systems fast. Constrain resources on purpose. Tighter budgets force better decisions than more spending does.   About Jay Bourgana: Jay Bourgana is an operator, investor, and founder of Acquisition Collective, where he helps entrepreneurs buy and scale cash-flowing businesses. After years building, operating, and acquiring companies across multiple industries, Jay now teaches first-time buyers how to source deals, evaluate risk, negotiate with sellers, and think like real operators, not spectators.   Links: Website: https://acquisitionscollective.biz/ LinkedIn: https://www.linkedin.com/in/jay-bourgana/ Facebook: https://www.facebook.com/jay.bourgana Instagram: https://www.instagram.com/jay_bourgana X: https://x.com/JayBourgana YouTube: https://www.youtube.com/@AcquisitionCollective TikTok: https://www.tiktok.com/@acquisitioncollective   Profit Blueprint Calculator I Profit Comes First: https://lp.profitcomesfirst.com/profitblueprintcalc-page   Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Free Copy of the Profit Blueprint Book: https://lp.profitcomesfirst.com/landing-page-page  Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

  8. Aug 11

    Why $2M to $5M Is Where Owners Lose the Most Cash with Brad Sugars

    Why $2M to $5M Is Where Owners Lose the Most Cash with Brad Sugars   Find Rocky Lalvani @ www.ProfitComesFirst.com  or email him at rocky@profitcomesfirst.com Make more, work less video: https://youtu.be/   You just had your best revenue month ever. And somehow, this morning, you were still moving money between accounts to make sure payroll clears. If that describes your week, you're not bad at business, and you're not alone. You're standing in the exact stage almost every growing owner hits somewhere between two and five million in revenue, the stage where cash and profit are supposed to show up and instead go missing. In this episode, Rocky sits down again with Brad Sugars, founder of ActionCOACH, to break down why the instincts that built your first million become the thing that caps you at three or four. Brad has spent over 30 years building and coaching businesses through exactly this transition, and he lays out, in plain language, what actually has to change structurally, not personally, for growth to keep going.   In This Episode: Why cash and profit disappear specifically between $2M and $5M in revenue The five stages every business owner moves through: technician, operator, manager, leader, owner How to build the three managers that get a business from $1M to $10M What separates a documented process from a true operating system Why AI amplifies chaos in a business instead of fixing it The real percentage of businesses actually paying for AI tools versus just claiming to use them Why paid marketing gets a 90-day ceiling, not a 12-month one   Key Takeaways: The dead zone between $2M and $5M is a structural stage, not a personal failure. Build three managers: sales and marketing, finance and admin, operations. Score every manager on two things only: competency and productivity. A weak team score is a management score. AI cannot fix an undocumented process. If it isn't written down step by step, AI just moves the mess faster. Roughly 70 to 80% of businesses claim to use AI. Only about 3% are actually paying for it. Give every paid marketing effort a 90-day ceiling. Most of it shows signs of working inside 48 hours.   About Brad Sugars: nternationally known as one of the most influential entrepreneurs, Brad Sugars is a bestselling author, keynote speaker, and the #1 business coach in the world. Over the course of his 30-year career as an entrepreneur, Brad has become the CEO of 9+ companies and is the owner of the multimillion-dollar franchise ActionCOACH®. As a husband and father of five, Brad is equally as passionate about his family as he is about business. That's why, Brad is a strong advocate for building a business that works without you - so you can spend more time doing what really matters to you. Over the years of starting, scaling and selling many businesses, Brad has earned his fair share of scars. Being an entrepreneur is not an easy road. But if you can learn from those who have gone before you, it becomes a lot easier than going at it alone. That's why Brad has created 90 Days To Revolutionize Your Life – It's 30 minutes a day for 90 days, teaching you his 30 years experience on investing, business and life.   Links: Websites: actioncoach.com     bradsugars.com   LinkedIn: https://www.linkedin.com/in/bradsugars/ Podcast: https://podcasts.apple.com/us/podcast/the-%24100m-entrepreneur-podcast/id1660990356 Previous Ep 129 90 Days To Revolutionize Your Business with Brad Sugars: https://youtu.be/OV7jswZfKDE    Profit Blueprint Calculator I Profit Comes First: https://lp.profitcomesfirst.com/profitblueprintcalc-page   Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Free Copy of the Profit Blueprint Book: https://lp.profitcomesfirst.com/landing-page-page  Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

See All (341)

4.9
out of 5
36 Ratings

About

Hi, I'm the Profit Answer Man! The Profit Answer Man podcast is a weekly show hosted by Rocky Lalvani, a business coach and Certified Profit First Professional. In each episode, Rocky shares his expertise on how to scale profit and cash flow for 7-8 figure businesses. Episode 1 is the why, 2 - is Mike Michalowicz, and 3-13 are Rocky's take on each chapter in the book. The Profit Answer Man podcast is designed for small business owners, entrepreneurs, and anyone else looking to improve their financial management skills. Rocky covers a wide range of topics, including how to prioritize profit, manage cash flow, and grow your business. One of the things that sets the Profit Answer Man podcast apart is Rocky's engaging and entertaining style. He uses anecdotes, humor, and relatable examples to make the concepts he's discussing easy to understand and apply. If you're a small business owner looking for practical advice on how to improve your financial management and increase profitability, the Profit Answer Man podcast is definitely worth a listen. Whether you're just starting out or have been in business for a while, you'll find plenty of valuable insights and tips that can help you take your business to the next level. Sign up to be notified when the next cohort of the Profit First Experience Course is available! http://bit.do/profitblueprint More about making profitability simple: http://profitcomesfirst.com/ Profit Answer Man Facebook group: https://www.facebook.com/groups/496018144624882/ My podcast about living a richer more meaningful life: http://richersoul.com/ Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

Information

You Might Also Like