Million Dollar Relationships

Kevin Thompson
  • 5.0 (11)
  • ENTREPRENEURSHIP
  • UPDATED WEEKLY

Have you ever been introduced to a person that completely changed the course of your business or your life… so much so, that much of what you have today wouldn't be possible, if not for this person? Each week on The Million Dollar Relationships Podcast, your host Kevin Thompson interviews successful entrepreneurs, founders, and CEOs as they share their personal stories and experience around this very question. Your invitation is to have a seat at the head of the table as they honor and introduce you to the most valuable people in their lives and remind us that relationship capital is the most valuable asset we possess. Each week you'll be inspired and motivated to intentionally create more meaningful, rewarding and profitable relationships in your life so that together we can make a far bigger impact in this world.

  1. 2D AGO

    Building a Business on Relationship Equity with Don Martelli

    What if every client you've ever landed traced back not to a cold email, but to a conversation you had years ago with someone you genuinely cared about? In this episode, Don Martelli shares how a career that began in the newsrooms of the Boston Globe evolved into a mission-driven PR and strategic communications consultancy built entirely on relationship equity. As CEO of the PR Bunker, Don works exclusively with health and human services organizations, nonprofits, and healthcare and education clients whose work makes a real difference in people's lives. Don spent over 25 years in PR, strategic communications, and marketing across agencies of every size, growing one from $1.5M to $6-8M in revenue before deciding to burn the boat and build something of his own. Six years into running the PR Bunker, he hasn't made a cold call or chased an RFP since, and he has no plans to start. Don shares how three men shaped everything he knows about showing up, slowing down, and paying it forward in business.   [00:03:40] From Reporter to PR Guy: What Don Does and Who He Serves CEO of the PR Bunker, a mission-driven PR and strategic communications agency Former journalist at the Boston Globe covering business and politics Serves nonprofits, healthcare, and human services organizations with one filter: do they have a big heart? Work centers on storytelling across media, marketing, and donor engagement channels [00:05:00] Why He Finally Started His Own Company Spent years growing agencies for other people, including taking one from $1.5M to $6-8M in revenue Tried and failed to buy the agency he helped build Reached a crossroads in his mid-to-late forties and asked: what have I actually built that's mine? Had one honest conversation with his wife, burned the boat, and launched the PR Bunker six years ago [00:06:40] The Impact That Keeps Him Going Partnered with Hearth, a Boston nonprofit fighting elder homelessness Pitched a reporter a story about Lisa, a formerly homeless woman who now works for the organization Turned that one story into a 2.5-week marketing campaign that generated $225,000 in anonymous donations This is the kind of full-circle storytelling that drives everything he does [00:08:00] 100% Word of Mouth: How Don Builds Business No cold calls, no cold emails, no RFPs Built entirely on networking, one-on-one conversations, and what he calls "relationship equity" Every interaction is about asking: how can I help you? Who do you want to meet? Treats his network not as a stack of business cards but as a living, monetizable asset [00:12:00] The First Relationship That Changed Everything: Peter Morrissey Don's first PR boss after leaving the Boston Globe, one of the OGs of Boston PR Taught Don the fundamentals: how to dress, how to read a room, how to pitch a story Helped Don understand what a media pitch was and how to manage his own workflow and accountability [00:13:40] "Efficiency Over Speed": The Sticky Note That Stuck Don made a major mistake at work and Peter walked over, wrote four words on a sticky note, and put it on his screen: efficiency over speed Don didn't fully grasp it in his twenties but carried it with him his entire career Now passes that same note and story on to every person he mentors Has since stuck the same note on the desks of people under him when he sees rushed, sloppy work [00:16:40] His Father: The Original Pay-It-Forward Guy Lost his father at just 56 years old At the wake, the funeral home had to extend hours by 90 minutes because of how long the line was That moment revealed how many lives his father had quietly touched through service, generosity, and community Realized he was cut from the same cloth — his father had the attributes of both Peter and Ed [00:17:40] Batman and Robin: Ed Caso and the Art of the Story Ed Caso was the number two at Peter's agency — the hardened complement to Peter's nurturing style Taught Don the discipline of knowing what is and isn't news Much of Don's crisis communications work today traces directly back to what he learned from Ed Peter and Ed together were like Batman and Robin: different styles, one outcome [00:19:20] Full Circle: Passing the Torch Half an hour before recording, received a call from a former mentee named Evan Evan had spent five years building his network, launched his own successful company, and called Don just to say thank you The lesson Don passed on was the same one Peter gave him: "efficiency over speed" and "your network is your net worth" Also mentoring a 22-year-old named Elijah, who just hit $2M in revenue before graduation by focusing exclusively on relationship-based selling   KEY QUOTES "Efficiency over speed. I sat on that. And I said, "What does it really mean?" — Don Martelli "Your network is not this thing where you collect business cards that sit in your desk drawer. It's really an asset. It's a part of your business." — Don Martelli CONNECT WITH DON MARTELLI 💼 LinkedIn: https://www.linkedin.com/in/donmartelli 🌐 Website: http://www.prbunker.com   Thanks for tuning in! If you liked my show, please LEAVE A 5-STAR REVIEW, like, and subscribe! Find me on: Apple Podcasts | Spotify | iHeart Radio | Stitcher

    24 min

  2. 6D AGO

    The ABCs of Leadership with Marcia Martin

    What if the key to transforming an entire organization started with the same foundation you learned in kindergarten? Marcia Martin is one of the most prolific influencers in thought leadership over the last 40 years. Renowned as a top transformational trainer and executive coach worldwide, she has provided training for global organizations in over 20 countries. Her clients include Capital One, Warner Bros., InterContinental Hotels, American Cancer Society, Chase Bank, Allianz, McCain Foods, Evian Water, Danone Group, and Hard Rock International. A pioneer of the human potential movement, Marcia served as Vice President and Board Member of Erhard Seminars Training, now known as the Landmark Forum, helping grow its graduate base from inception to millions within a decade. She has consulted for LifeSpring, Robbins Research, Jack Canfield Seminars, Wealth Dynamics, and the Money and You Seminars, and notably organized the film shoot of The Secret: Law of Attraction with Executive Producer Rhonda Byrne. Her memoir, Sex, Power and Transformation, is available now on Amazon.   [00:04:00] At the Birth of the Human Potential Movement Marcia was present at the very beginning of the human potential movement in San Francisco in 1971 Left the University of Washington at 20 for a spiritual quest during the era of the flower children and Haight-Ashbury Apprenticed with her aunt, a clairvoyant healer and esoteric astrologist, who taught her to go inward for answers That training shaped her core belief: answers come from within, not from outside of yourself [00:06:00] Werner Erhard and the EST Years Attended Werner Erhard's very first guest seminar and recognized his message as aligned with what her aunt had taught her Joined the team and became Senior Vice President of EST, helping grow it from 30 people to over 800,000 graduates Was responsible for marketing, sales, training guest seminar leaders, and filling all events Learned both what to do and what not to do by watching how fame and wealth changed people up close [00:11:00] Organizing the Film Shoot for The Secret Co-created the Transformational Leadership Council with Jack Canfield, bringing together top thought leaders and coaches Received a call from Rhonda Byrne, an Australian TV producer, asking to film the group for what became The Secret Ended up organizing the entire film shoot, squeezed into a tiny borrowed office at her country club in Aspen, Colorado Rhonda's skill in editing made the cramped shoot look cinematic [00:19:00] The Night Werner Put Her in Front of 2,500 People Marcia started out speaking to guests on the edge of a bed in a bedroom; groups grew to 20, then 50, then hundreds The day of a major 2,500-person event, Werner told her she would be leading it instead of him She refused, panicked, and was furious; her largest audience to that point had been 150 people His advice: find one person in the crowd, look at them, and remember how much you love them [00:24:00] Empowerment Over Micromanagement Werner's decision to trust Marcia with that event became the defining lesson of her leadership philosophy Most senior executives she works with today are micromanagers who unwittingly signal they don't trust their people Her belief: if a leader is micromanaging, it is not just a lack of trust in others but a lack of trust in themselves True empowerment means giving people room to make mistakes and grow into their potential [00:27:00] The ABCs of Leadership: Her Three-Day Transformation Marcia's flagship offering is a three-day intensive for senior leadership teams of entrepreneurial organizations Covers leadership, championship performance, communication mastery, relationships, confidence, mindset, and causing action Mentored by Buckminster Fuller, Peter Drucker, Jerry Weintraub, and Werner Erhard; she now passes those lessons on   KEY QUOTES "So many human beings look outside of themselves to find answers. We haven't been taught how to go within and connect with our own higher power." - Marcia Martin "Werner was smart enough to give me the room and the empowerment to get it done. He didn't micromanage me, he trusted me and he made a good bet on me." - Marcia Martin "I've figured out the concepts, the fundamentals, the ABCs of leadership and championship performance, and put them together in a way that is fun." - Marcia Martin CONNECT WITH MARCIA MARTIN 🌐 Website: www.marciamartin.com  📚 Book: Sex, Power and Transformation — available on Amazon  💼 LinkedIn: linkedin.com/in/marcia-martin-  📘 Facebook: facebook.com/marciamartinproductions   Thanks for tuning in! If you liked my show, please LEAVE A 5-STAR REVIEW, like, and subscribe! Find me on: Apple Podcasts | Spotify |  iHeart Radio | Stitcher

    33 min

  3. MAR 31

    Why Phone Service Should Be Free with Derek Ting

    What if the frustration of a college student with a phone bill became the seed of a company serving 10 million people? Derek Ting is a multifaceted entrepreneur and filmmaker, known as the co-founder and CEO of telecom company TextNow, offering free mobile services, and also as an actor, director, and writer of action films like Agent Recon, starring alongside Chuck Norris. A native of New York with roots in Hong Kong, he splits his time between LA and HK, blending tech innovation with entertainment.. In this episode, Derek shares the relationships that shaped his path, from a mother who sacrificed to give him access to the right environment, to a sixth-grade friend who introduced him to computers and investing, to the one investor who said yes when everyone else said no. His story is a masterclass in building something meaningful from the ground up.   [00:03:00] Who Is Derek Ting? Co-founder and CEO of TextNow, a free phone service app Started the company 16 years ago as a college student tired of paying for phone service Currently serves 10 million monthly users [00:04:00] The Birth of TextNow The first iPhone charged separately for texting, calling, and data; Derek saw a better way Aha moment: users were turning iPod touches into phones because they couldn't afford service Recruited a college classmate to build out the full product; he became co-founder [00:05:20] Phone Service Is a Necessity, Not a Luxury Many users had no other way to communicate with friends and family You need a phone number to book a doctor's appointment or apply for a job That realization turned a texting app into a much bigger mission [00:07:40] From Hobby to Business: The Early App Store Days The iPhone SDK let anyone, including college students, build and sell software for the first time First app: a daily recipe app for a dollar; then a lemonade stand video game TextNow grew from that same spirit of building things to solve his own problems [00:12:40] Cashflow Crisis and the Last Door He Knocked On Reinvested everything into carrier infrastructure, wiping out profit, then ran out of cash Knocked on every VC door in Canada in 2011 and collected rejection after rejection Remembered a man whose niece was a customer and who had mentioned he was a VC Reached out, met him at a conference, played it cool, and closed the deal; he is still a shareholder today [00:17:40] Where TextNow Is Headed Mission from day one: make phone service completely free The flywheel: more free value drives more users, more advertisers, and more revenue to fund more features Customer base is diverse: young people, those in financial rough patches, anyone needing a second line [00:20:40] The Relationship That Started Everything: His Mom Derek's biggest influence is his mother, a Hong Kong immigrant who prioritized his education above everything She stretched her finances to move him from public to private school in sixth grade That decision changed his peer group and opened doors he never would have found otherwise [00:22:00] The Sixth-Grade Friend Who Sparked It All At private school Derek met a friend who was already building computers and buying stocks in sixth grade He learned about technology and economics simply by spending time around him Without that friendship, Derek believes he would never have ended up in tech or business   KEY QUOTES "Phone service is expensive and it's actually not a luxury. It's a necessity. You need it to get a doctor's appointment, to apply for a job." - Derek Ting "I was running out of doors to knock on. The last door I knocked on became the door that worked out." - Derek Ting CONNECT WITH DEREK TING 🌐 TextNow: www.textnow.com  💼 LinkedIn: linkedin.com/in/derekting  📘 Facebook: facebook.com/derekting   Thanks for tuning in! If you liked my show, please LEAVE A 5-STAR REVIEW, like, and subscribe! Find me on: Apple Podcasts | Spotify |  iHeart Radio | Stitcher

    31 min

  4. MAR 27

    A Second Chance to Make a First Impression with Tino Dietrich

    What if a near-death experience was the thing that finally showed you what your life was really for? Tino Dietrich is a visionary entrepreneur, Inc. 500 honoree, and certified Mindvalley coach with a track record of building and scaling global businesses. As the founder and CEO of SNYDER Americas, he is spearheading the U.S. expansion of a premium German-engineered golf ball brand, disrupting the industry with innovation and precision. Tino also leads the Dietrich Institute, a coaching and consulting powerhouse dedicated to empowering high-achieving professionals to master personal growth, build thriving relationships, and leave lasting legacies. A former collegiate golfer at Syracuse University, Tino combines discipline, resilience, and strategic insight to inspire others to overcome adversity and create purpose-driven lives. His upcoming book, a heartfelt tribute to his late mother, explores themes of resilience, legacy, and living with intention.   [00:04:20] Who Is Tino Dietrich? Serial entrepreneur, Inc. 500 honoree, and certified Mindvalley coach based in the U.S. after relocating from Germany 13 years ago Founder and CEO of SNYDER Americas and the Dietrich Institute Coaches entrepreneurs and business owners to become better versions of themselves, with a focus on relationships and family Believes the challenges we face are determined by the choices we make, and that the right people help us make better ones [00:06:40] The ICU Moment That Changed Everything After contracting COVID, Tino's health rapidly deteriorated while his family recovered Was rushed to the emergency room, then the ICU, and placed on an ECMO machine to oxygenate his blood A priest was called to read him his last rites; that was the moment he realized how serious things were In the ICU, he reflected and realized he had been missing his purpose, focused on building companies but not on why He begged for a second chance to make a first impression and got it, returning home days later [00:10:20] Finding Purpose After a Near-Death Experience After surviving COVID, Tino lost 90 pounds and radically reassessed his life Realized his purpose was to coach entrepreneurs and business owners who had been in similar situations Focused his work on relationships, marriage, and family, noting that the divorce rate among entrepreneurs is even higher than the national average His mission: slow down the divorce clock and help people turn their houses into homes Recognized he had been living in a house, not a home, and that his family helped him turn that around [00:18:00] The People Who Shape You: Positive and Negative Tino credits a wide collection of people, not just one, for shaping who he is Learned in the hospital that some people who appear to be friends are not Believes you must understand what you truly want, not what others want for you, before you can see clearly who belongs in your life Is grateful for both the people who helped him and those who did not; both shaped his direction His late mother, a single mom who rose from selling curtains on a market stall in Hamburg to becoming one of the most influential people in the German steel industry in the seventies and eighties, was his greatest inspiration [00:21:00] The Mentor Who Unlocked His Path After college, Tino was introduced to a mentor who had become Chief Marketing Officer for Danone (then BSN), responsible for Eastern European expansion Tino told him he was not a marketing person; the mentor replied that this proved Tino did not yet know what marketing was, and insisted he come work for him Tino worked in marketing for three months, then went on to Colgate Palmolive in Mexico in finance The experience changed his trajectory: he returned to Syracuse and majored in international marketing and management That mentor later became his business partner; Tino credits him with opening his eyes to his own strengths and purpose [00:26:20] Ikigai and the Concept of Purpose Tino connects his near-death clarity to the Japanese concept of ikigai: the intersection of what you are good at, what the world needs, and how you can make it happen Believes everyone has unique talents, but most people never slow down enough to identify them Encourages listeners to dig deeper into ikigai as a framework for living with intention The most important relationship in your life is the one you have with yourself; everything else changes when that one improves   KEY QUOTES "The challenges we face are determined by the choices we make. And the people who helped me through the different phases of my life helped me to make some very good choices." - Tino Dietrich "The most important relationship in your life is the one you have with yourself. If you understand that and you work on that, things will begin to change around you." - Tino Dietrich CONNECT WITH TINO DIETRICH 🌐 Website: www.dietrichinstitute.com/mdr  💼 LinkedIn: linkedin.com/in/tinodietrich  📘 Facebook: facebook.com/tinodietrichcoaching   Thanks for tuning in! If you liked my show, please LEAVE A 5-STAR REVIEW, like, and subscribe! Find me on: Apple Podcasts | Spotify |  iHeart Radio | Stitcher

    30 min

  5. MAR 24

    How Relationships Built a Career and a Campaign with Frank Carone

    What if the most powerful business strategy you could ever use isn't a strategy at all, but a lifelong commitment to showing up for people? Frank Carone is a seasoned legal and political strategist and the founder of Oaktree Solutions, where he guides businesses, nonprofits, and entrepreneurs through complex challenges at the intersection of law, regulation, and politics. With over three decades of experience as a lawyer and litigator, Frank has built a reputation for navigating the most intricate corridors of power in New York and beyond. Frank served as Chief of Staff to New York City Mayor Eric Adams, a role he describes as one of the greatest privileges of his life. He co-authored Everyone Wins!: The Ultimate Guide to Optimize Your Business Relationships and Achieve Financial Freedom, with an expanded second edition releasing in early 2025, and sits on the boards of the Central Park Conservancy and the Museum of Modern Art. A proud Brooklyn native, Marine Corps veteran, and father of two, Frank shares the relationship principles and pivotal people who shaped everything he has built, from a napkin idea in a Brooklyn neighborhood to the halls of New York City government.   [00:04:00] Who Is Frank Carone? Founder of Oaktree Solutions, navigating law, regulation, and politics for businesses and nonprofits 31 years as a lawyer and litigator, plus decades in politics and government Served as Chief of Staff to NYC Mayor Eric Adams Co-authored Everyone Wins! with Russ Prince to make relationship-building learnable [00:05:20] Oaktree Solutions: Navigating Legal, Regulatory, and Political Complexity After 31 years as a lawyer and litigator, Frank found his greatest value at the intersection of law, regulation, and politics Most industries are highly regulated; clients need someone who can interpret, navigate, and advocate across all three environments Oaktree Solutions workshops problems and creates value for both paying clients and the nonprofit and philanthropic sectors Frank's approach: don't limit access to those who can afford it; some of the most important relationship seeds are planted pro bono [00:08:00] Deep Listening as a Business Strategy Frank makes it a habit to understand clients' business objectives, fears, obstacles, and past experiences, not just their goals Listening takes patience and requires setting aside ego; the point is to extract information that leads to the best service When clients feel genuinely heard, they return on a routine basis and refer others without prompting Giving people the gift of feeling seen, heard, and understood is one of the most powerful things a relationship-builder can do [00:12:00] Growing Up in Brooklyn: The Roots of Grit and Credibility Grew up in Canarsie, Brooklyn, where grit and credibility were non-negotiable Sold newspapers, flowers, and candy on the el train as a boy; later sold his comic book collection to help fund law school His father taught him to learn from both successes and failures Coach Bobby Napo challenged him to aim higher than a civil service job [00:15:40] The Marine Corps and the Art of Perseverance Received a Marine Corps recruiter's call meant for his younger brother and ended up applying himself Was disqualified due to childhood asthma; Captain Samuels fought the appeal alongside him and won Graduated from Officer Candidate School as a second lieutenant Marine training reframed his standards: bar exam prep in a library felt easy by comparison [00:17:40] Frank Seto and the Decision That Changed Everything Frank Seto was a family friend and future assemblyman who let a young Frank sell Christmas trees outside his home Frank turned to him when choosing between an honorable discharge and a law firm partnership offer Seto's advice: whatever decision you make will be the right one That single sentence removed regret from Frank's decision-making permanently; he has never looked back since [00:20:40] The Relationship That Moved a City: Mayor Eric Adams Eric Adams came to Frank's office as Brooklyn Borough President asking for his support in a mayoral run Frank activated political, labor, and business relationships to build the campaign coalition Adams was far behind in the polls; the campaign turned it around through relationship capital None of it would have been possible without decades of trust built in advance [00:24:20] Brother Anthony and the Power of Long-Term Loyalty Frank's assistant Jen has been with him for 20 years across multiple businesses His brother Anthony joined his mortgage banking venture from day one When Frank left for City Hall, Anthony gave up his own firm to hold the client base together Anthony now runs Oaktree Solutions as CEO [00:26:40] Credibility, Authenticity, and Playing the Long Game Credibility and authenticity are the two words Frank returns to again and again You cannot have credibility without authenticity; it is the baseline Real credibility means admitting when you are wrong and pivoting when you have to His advice: do not burn bridges, admit mistakes, and embrace relationships rather than just collecting them [00:29:00] Russ Prince and the Everyone Wins Framework Frank cold-emailed Russ Prince after seeing his name in a book foreword; Russ responded in seconds They connected immediately and Russ has workshopped problems with Frank ever since Together they co-authored Everyone Wins! to make relationship-building accessible to anyone Frank's belief: building million dollar relationships is a learnable process, not a personality trait   KEY QUOTES "The skillset necessary to build million dollar relationships that stand the test of time can be learned." - Frank Carone "I don't think you could have credibility without authenticity. Authenticity may be the line in the sand. In order to have real credibility, you need authenticity." - Frank Carone "None of us are really here on an island. Most people's success comes through a collection of relationships. So embrace them, don't just collect them and push them aside." - Frank Carone CONNECT WITH FRANK CARONE 🌐 Website: www.frankcarone.com  📚 Book: www.EveryoneWinsBook.com  🏢 Oaktree Solutions: www.oaktree.solutions  💼 LinkedIn: linkedin.com/in/frank-carone-57477910  📘 Facebook: facebook.com/frank.carone.3   Thanks for tuning in! If you liked my show, please LEAVE A 5-STAR REVIEW, like, and subscribe! Find me on: Apple Podcasts | Spotify |  iHeart Radio | Stitcher

    34 min

  6. MAR 20

    Building a Billion-Dollar Nonprofit Constellation with Ryan Dewey Smith

    What if the secret to saving a mission wasn't a merger but building something big enough to protect it? In this episode, Ryan Dewey Smith shares how frustration with traditional merger models led him to incorporate Inperium on January 12, 2016, from a firehouse office in Reading, Pennsylvania. What started as a bold experiment in nonprofit consolidation has since grown into a constellation of 34 companies across 20 states, approaching $1 billion in annualized revenue and serving roughly 300,000 people a month. Inperium operates as a behind-the-scenes parent organization providing capital, HR, IT, finance, and general administrative services at scale, driving costs down so that affiliated organizations can invest more into the people they serve. Ryan honors Jay Depper, his Chief Development Officer and the man whose early belief in the model set the trajectory for Inperium's first five years. Met through a broker just nine months after incorporation, Jay came in as a potential affiliate CEO and stayed as a partner. Their relationship survived a three-year disconnection following a post-COVID disagreement, was restored over four days in Ryan's home, and has since produced four new deals in a single year.   [00:03:46] What Inperium Does and Who It Serves Aggregator and orchestrator of behavioral health and human service organizations across four primary service areas Currently 34 companies across 20 states serving roughly 300,000 people a month Behind-the-scenes parent providing capital, HR, IT, finance, and G&A at scale so affiliated organizations can invest more into the people they serve [00:05:34] How Ryan Got Into This Work Started his first company in 1993 in the intellectual and developmental disability space and grew it for nearly two and a half decades to $65M in revenue Hit a crossroads where rising costs were outpacing their ability to serve their population Explored traditional mergers and acquisitions in 2014 and 2015; found every option reduced autonomy and stripped organizations of community standing Created Inperium as an alternative: scale the back office, protect the mission, keep the culture [00:08:11] Incorporated January 12, 2016 Organizations keep their own boards, cultures, leadership, assets, contracts, and community standing Philanthropic dollars stay with the organizations rather than being absorbed by a parent Just over 10 years later: nearly $1 billion in revenues, 34 companies, 20 states [00:09:04] What Inspires Ryan Most Every new partner added to the constellation drives costs down for existing partners and brings new subject matter expertise, geography, and service acumen Serves populations that are in most cases underserved with limited alternatives Calls it "impact squared" and then some [00:10:13] Saving Resources for Human Development Last major transaction closed December 2025: Resources for Human Development, founded 1970, on the brink of insolvency with bank loans called and 1,800 jobs at risk In six months, Inperium recapitalized the business, retired the debt, and moved it into tax-exempt public municipal markets Reduced general and administrative costs from nearly 25 cents on the dollar to 9 cents on the dollar Organization is now solvent, growing, and expanding into new geographies [00:13:25] The Relationship That Changed Everything: Jay Depper Met Jay Depper in September 2016, just nine months after incorporation, through broker Kevin Fee Jay was CEO of Edison Court in Bucks County, PA; affiliated with Inperium and spent the next four years building the model together Jay's early adoption and belief in the concept set the trajectory for Inperium's first five years of growth After COVID, the two disagreed on direction and Jay resigned; they disconnected personally and professionally for three years [00:15:30] Four Days That Rebuilt a Partnership Over a year ago, Ryan brought Jay to his home for a four-day in-person meeting to unpack everything before agreeing to move forward Jay returned as full-time Chief Development Officer; together they consummated four deals in the year since his return Ryan describes their dynamic as "an unstoppable force" in developing Inperium [00:16:27] Scaling to $2-3 Billion: The Vision Plan to expand from four to roughly ten total services verticals including higher education and arts Goal is to drive back office costs to 5 or 6 cents on the dollar at that scale, down from 9 cents today Agnostic to size, geography, and services; evaluates all comers and starts with yes [00:20:14] First Deal Outside Pennsylvania Inperium started Pennsylvania-centric; first out-of-state deal closed in New Jersey, followed by Raleigh, North Carolina North Carolina was the epiphany: proof of concept beyond the Commonwealth, now operating in 20 states Nothing preventing expansion to all 50 states; already has 13 companies in Pennsylvania alone collaborating across service spaces   KEY QUOTES "People are paying attention. People are showing that there's proof in this concept. That was an epiphany for me that this is bigger than just Harrisburg to Philadelphia." - Ryan Dewey Smith "Our assets remained ours. Our contracts remained ours. Our legacy was insulated from a business combination. That's what I did." - Ryan Dewey Smith "We start with yes. Our business is built around adding business partners that are accretive to our constellation." - Ryan Dewey Smith CONNECT WITH RYAN DEWEY SMITH 🌐 Personal Website: https://www.ryandeweysmith.com 🌐 Inperium: http://www.inperium.org 💼 LinkedIn: https://www.linkedin.com/in/ryan-dewey-smith/   Thanks for tuning in! If you liked my show, please LEAVE A 5-STAR REVIEW, like, and subscribe! Find me on: Apple Podcasts | Spotify |  iHeart Radio | Stitcher

    26 min

  7. MAR 17

    From Burnout to Breakthrough: The Power of the V/I Duo with Clayton Stenson

    What if the most important relationship in your business isn't with your biggest client but with the person sitting right next to you in the leadership seat? In this episode, Clayton Stenson shares how 17 years of working alongside visionary entrepreneurs became the foundation for his life's work: helping Visionary/Integrator duos build healthier partnerships so their companies can scale without costing them their families or their sanity. Clayton is the founder of Unity Guides, a fractional integrator, and a coach who has spent the last four years helping visionary entrepreneurs and their second-in-command learn to understand each other, communicate better, and stop the quiet resentment that ends partnerships and careers. He also spent seven years as a pastor, giving him a front-row seat to the human side of leadership: the pride, the blind spots, and the breakthroughs. Clayton honors four people who shaped his journey: the church pastor-turned-visionary who gave him his first leadership opportunity and introduced him to faith; the second visionary who handed him the book Traction and trusted him to run a company; and two long-time friends, James and Dwayne, who showed up as sounding boards, believers, and emergency intervention callers whenever Clayton was about to walk away from everything he had built.   [00:02:37] Fractional Integrator and V/I Duo Coach Does two things: fractional integrator/COO for EOS companies at $5-20M revenue Coaches visionary entrepreneurs and their second-in-command on their working relationship Runs webinars, workshops, and programs to help the V/I Duo work better together Eight years in the integrator role; four years coaching the V/I relationship [00:04:28] How Clayton Got Into This Work Never went to school for business; has a phys ed degree Fell into an integrator-type role naturally by solving whatever the organization needed Kept getting more responsibility and influence as he solved structural and operational problems Second visionary handed him the book Traction and formally gave him the integrator seat [00:06:43] Took a Company From 0.2% to 4.4% Profitability Company was $8M revenue, 20 employees, just 0.2% profitable Promoted to integrator and began self-implementing EOS Within 12 months improved profitability to 4.4%, a strong benchmark in commercial construction Zero turnover during the transition; people engaged and excited for the changes [00:08:34] What Drives Clayton Most Spent seven years wanting to quit every month under his first visionary, feeling unseen and misunderstood That experience drives him to help integrators avoid the same pain Believes healthy leaders create healthy teams, which ripples out to families and communities Not about profitability; it's about the people [00:11:00] The V/I Relationship Is Like a Marriage Visionaries: idea-driven, sales-focused, big-picture thinkers and relationship builders Integrators: logical, process-oriented, detailed, strong at running day-to-day operations Friction between them is normal but must be navigated intentionally Most companies running on EOS deal with this dynamic regularly [00:13:00] First Transformational Relationship: The Church Pastor-Visionary Pastor of his church became his first visionary and gave him his first office job Through that relationship, Clayton came to faith Was given leadership responsibility he hadn't yet earned and rose to it Seven challenging but transformative years that made everything else possible [00:15:04] Second Transformational Relationship: The Second Visionary Introduced Clayton to the book Traction and the Entrepreneurial Operating System Trusted Clayton completely: "I suck at this stuff. I know you'll be good at it" Left Clayton to run the company while he went to fix another struggling business Taught him that costly mistakes are just "tuition," lessons that change you permanently [00:18:00] James: Ten Years of Biweekly Coffee Met every second week for coffee for ten years through multiple job changes and life seasons Some nights all about James; next week all about Clayton, true mutual support Developed depth of relationship that still feels effortless even when months pass Currently in discussions about potentially buying businesses together [00:19:30] Dwayne: The Guy Who Wouldn't Let Clayton Quit Long-time friend with a similar role who has been a consistent sounding board for a decade When Clayton texted "I think I'm gonna get a job," Dwayne responded: "No. Emergency intervention meeting. What are you doing tonight?" Talked Clayton back from the edge multiple times in the hardest early seasons of his business Also in discussions about potentially working together [00:22:00] Iron Sharpens Iron: A Coaching Breakthrough Integrator came to Clayton frustrated and ready to give up on his visionary Clayton recognized his own story in what the integrator was describing Went straight to his visionary, apologized, and owned it; relationship began to shift immediately Visionary called Clayton the following week asking him to coach them together [00:28:04] Where to Find Clayton and What He Offers Website: theunityguide.com Active on LinkedIn and quick to respond Launching a podcast specifically interviewing people about the V/I relationship Webinar for integrators: The Silent Struggle of the Integrator from Frustration to Fulfillment [00:29:48] The Power of Critical Thinking in Relationships Took a Critical Thinking course in university that changed how he processes people and situations Believes ability to see the other side of a situation is becoming rare and it's costing relationships Challenge: before reacting, ask why this person might be showing up this way Good questions asked with humility solve more problems than unsolicited advice ever will   KEY QUOTES "In my experience, your company, the people in your company, become like the leaders. If I can help create healthier leaders and healthier relationships at the top, it creates healthier people throughout the organization, which then ripples out to the families and communities those people live in." - Clayton Stenson "A lot of problems can be solved just by humbling ourselves, listening, and asking good questions." - Clayton Stenson CONNECT WITH CLAYTON STENSON 🌐 Website: https://www.theunityguide.com 💼 LinkedIn: https://www.linkedin.com/in/theunityguide 📘 Facebook: https://www.facebook.com/claytonstenson 🎙️ The Unity Rock Podcast on Spotify: https://open.spotify.com/show/6Q5pa7FzFMuDhRvHcVP6Ge?si=1pF4_kzZTgKq14vPOAqDUA 🎙️ The Unity Rock Podcast on Apple: https://podcasts.apple.com/ng/podcast/the-unity-rock-podcast/id1873605230   Thanks for tuning in! If you liked my show, please LEAVE A 5-STAR REVIEW, like, and subscribe! Find me on: Apple Podcasts | Spotify |  iHeart Radio | Stitcher

    33 min

  8. MAR 13

    The Relationship That Changed Everything with Ryan Ellefsen

    What if the person who transformed your entire career is also someone you haven't spoken to in seven years? In this episode, Ryan Ellefsen shares how he helps businesses take credit cards, lower processing fees, and protect their revenue as VP of EasyPay Direct, a merchant services company he recently joined after 20 years in the industry. EasyPay serves coaches, consultants, speakers, and internet marketers,  processing payments for names like Tony Robbins, Grant Cardone, and Frank Kern across 34 US locations. Ryan built his career expertise under the mentorship of Steve Thorne, CEO of NMR (National Marketing Resources), eventually rising from Processing Manager to VP and co-building what became Platinum Payment Systems. Today, Ryan is known for his transparent, relationship-first approach to merchant services — always insisting on a face-to-face conversation before onboarding any client, no matter how small. Ryan honors Steve Thorne, the man who hired him at $70,000/year when he was making $23,400 as a Spanish teacher in Utah. Phil Smith introduced Ryan to Steve while both were in an MBA program, and Steve believed in Ryan enough to bring him into NMR, where Ryan spent 10 transformative years climbing from Processing Manager all the way to VP. Under Steve's roof, Ryan co-built a merchant processing company that eventually merged into Platinum Payment Systems.   [00:03:41] Reconnected Through a Mutual Friend Kevin and Ryan originally met years ago at Genius Network Recently reconnected via mutual friend Anthony Simon through an email introduction Neither realized in the intro email that they already knew each other [00:03:51] VP of EasyPay Direct: What He Does and Who He Serves Merchant services company helping businesses accept credit cards and get funding Specializes in the coach, consultant, speaker, author, and internet marketing space Serves major names like Tony Robbins, Grant Cardone, and Frank Kern Recently joined after 20 years in the industry; he and CEO Brad Weimert were friendly competitors for two decades [00:05:04] EasyPay vs. PayPal: The Key Difference PayPal is better for card-present transactions like retail stores EasyPay specializes in card-not-present, high-risk: coaching, big-ticket packages, phone sales High-risk means future fulfillment over time, high-ticket pricing, sold over the phone Premier company in the country for internet marketing and coaching businesses [00:07:55] What Inspires Ryan Most: Giving People a Fair Deal Has an affinity for the person being ripped off by hidden fees Philosophy: everybody can win — a 10-year relationship beats a 6-month windfall Sometimes helps small businesses where he makes almost nothing — and loves it Tries to learn something from every single conversation [00:13:02] How EasyPay Lowers Your Rates Over Time EasyPay has its own gateway to manage multiple banks from a single login Uses Level 3 Advantage and tokenization to lower interchange rates Can lower interchange by up to 75 basis points (0.75%) EasyPay's margin stays fixed; all savings go directly to the client [00:18:40] The Industry's Dirty Secret: Watch Your Statements Processors can legally raise your rates by burying notice in statement fine print Not calling to cancel is considered acceptance of new terms They raise rates 5 –10 basis points at a time. Visa changes rates every six months and they go up more often than down [00:26:15] Started as a Spanish Teacher Making $23,400 a Year Graduated college, went on a church mission to South America from 1991 to 1993 Came back, majored in Spanish teaching, played sports, had fun First teaching job in Utah in 1997 paid $23,400/year Started a carpet cleaning business in school that eventually made 10x his teaching salary [00:28:00] Phil Smith Introduces Ryan to Steve Thorne Met Phil Smith in his MBA cohort Phil introduced him to Steve Thorne, CEO of NMR (National Marketing Resources) in Kearney, Missouri Steve hired Ryan as Processing Manager at $70,000/year nearly triple his teaching salary His bonus in year two was bigger than his entire teaching salary [00:29:05] Ten Years at NMR: From Manager to VP Progressed from Processing Manager → Director → Managing Director → VP NMR and sister company PMI did infomercial production for Dean Graziosi, Anthony Morrison, and others Did hundreds of millions in coaching and big-ticket event sales Ryan pitched starting a merchant processing company; Steve challenged him to make it a million-dollar idea. [00:30:31] When a Great Relationship Fractures Ryan and Steve haven't spoken in seven years following a lawsuit Ended in a no-fault settlement — neither side got what they wanted Ryan still considers Steve one of the best, most honest people he's ever met "If he ever catches wind of this podcast… I would welcome that" [00:35:20] What Steve's Mentorship Still Looks Like Today After the split, became VP of a digital marketing company within 6 months Core lesson from Steve: how to treat people with genuine sincerity "Nobody who's ever met Steve Thorn dislikes Steve Thorn" Attributes his versatility and confidence across industries entirely to Steve's tutelage   KEY QUOTES "My philosophy is that everybody can win. If you can set up a relationship that makes some money for the next 10 years, that's way better than a relationship that makes you a whole bunch of money for six months." - Ryan Ellefsen "Steve Thorn transformed my life. If he hadn't given me that opportunity, I wouldn't be where I am today and I wouldn't have what I have today." - Ryan Ellefsen "Nobody who's ever met Steve Thorn dislikes Steve Thorn. He's sincere. He's a good guy and he just knows how to treat people. And so I learned a lot from him in that regard." - Ryan Ellefsen CONNECT WITH RYAN ELLEFSEN 🌐 EasyPay Direct: http://www.easypaydirect.com 💼 LinkedIn: https://www.linkedin.com/in/ryanellefsen 📘 Facebook: https://www.facebook.com/ryan.ellefsen.2025   Thanks for tuning in! If you liked my show, please LEAVE A 5-STAR REVIEW, like, and subscribe! Find me on: Apple Podcasts | Spotify |  iHeart Radio | Stitcher

    44 min
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5
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11 Ratings

About

Have you ever been introduced to a person that completely changed the course of your business or your life… so much so, that much of what you have today wouldn't be possible, if not for this person? Each week on The Million Dollar Relationships Podcast, your host Kevin Thompson interviews successful entrepreneurs, founders, and CEOs as they share their personal stories and experience around this very question. Your invitation is to have a seat at the head of the table as they honor and introduce you to the most valuable people in their lives and remind us that relationship capital is the most valuable asset we possess. Each week you'll be inspired and motivated to intentionally create more meaningful, rewarding and profitable relationships in your life so that together we can make a far bigger impact in this world.

Information

  • Creator
    Kevin Thompson
  • Years Active
    2022 - 2026
  • Episodes
    375
  • Rating
    Clean
  • Copyright
    © 2022 - All Rights Reserved
  • Show Website
    Million Dollar Relationships