The Kitchen Table

Ken Baden

A show about business, sales, goals, and the pursuit of personal greatness, all where business gets done. The Kitchen Table.

  1. From Wealth to Fulfillment: How People Pleasing Almost Cost Me My Life with Saahil Mehta

    2H AGO

    From Wealth to Fulfillment: How People Pleasing Almost Cost Me My Life with Saahil Mehta

    Guest Background: Saahil Mehta - Based in Dubai (visiting New York during recording)Entrepreneur running three businessesSecond-generation entrepreneur (diamond trading business started by father at age 54)First-generation entrepreneur (hospitality business running ~17 years)Author of "Break Free: A Guide to Decluttering Your Life"Success coach and member of Dr. Marshall Goldsmith's 100 CoachesKeynote speaker with upcoming TED Talk (February 5th)Father and husband committed to family presenceKey Themes Discussed: The Success ParadoxAchieved seven-figure net worth by age 20Hit all conventional success markers by age 36Felt completely unfulfilled despite external achievementsThe danger of having "blinders on" focused only on wealth creationThe People Pleasing CrisisHow people pleasing became a life-threatening issueIgnoring personal needs and health for others' approvalThe cultural and familial conditioning around pleasing othersBreaking free from the need for external validationRock Bottom and AwakeningThe moment of realization that something had to changeConfronting the emptiness behind the success facadeThe courage to admit vulnerability and seek helpBeginning the journey of self-discoveryRedefining SuccessMoving from society's definition to personal definitionUnderstanding that success without fulfillment is hollowThe importance of aligning actions with valuesCreating a life of purpose, not just profitThe Zero Regret PhilosophyDecision-making framework based on avoiding future regret"If your decision will take you to potential regret, think again"Living intentionally rather than reactivelyTaking ownership of your choices and their consequencesDecluttering LifePhysical decluttering as a gateway to mental clarityIdentifying and releasing emotional baggageLetting go of limiting beliefs and conditioningCreating space for what truly mattersFamily and RelationshipsThe wake-up call about missing his children's childhoodChoosing presence over productivityBeing a better father, husband, and friendThe ripple effect of personal transformation on all relationshipsCoaching and MentorshipWorking with Marshall Goldsmith and the 100 Coaches communityHelping other entrepreneurs avoid similar pitfallsThe power of vulnerability in leadershipCreating sustainable success that includes fulfillmentPractical Transformation StepsStarting with self-awareness and honest assessmentFree complimentary webinar to kickstart the journeyDiscovery calls for personalized guidanceDaily practices for maintaining alignmentNotable Quotes: "If your decision will take you to potential regret, think again""I felt like a horse with blinders on - focused only on wealth creation""I've hit all the boxes but felt completely unfulfilled""At what expense are you achieving your success?""Your dad started a company at 54 - it's never too late""Success without fulfillment is just an expensive emptiness"Resources & Links: Saahil Mehta's Resources: Website: www.saahilmehta.com/successFree Complimentary Webinar: Available at above linkBook: "Break Free: A Guide to Decluttering Your Life"LinkedIn: linkedin.com/in/saahilmehtaTED Talk: "How People Pleasing Almost Cost Me My Life" (February 5th, available online 60-90 days after)Social Media: Search "Saahil Mehta" on major platformsThe Kitchen Table Podcast: Website: thekitchentablepodcast.netHost: Ken BadenCEO/Owner of Baden ConsultingCEO/Owner of Potomac Custom RemodelingAction Items for Listeners: Immediate Actions:Reflect on your own definition of success - is it yours or someone else's?Identify one area where you're people pleasing at the expense of your well-beingConsider what "baggage" (physical or emotional) you might be carryingThis Week:Enroll in Saahil's free complimentary webinar at saahilmehta.com/successRead or purchase "Break Free: A Guide to Decluttering Your Life"Journal about a decision you're facing using the "Zero Regret" frameworkThis Month:Schedule a discovery call with Saahil if you're ready for transformationImplement one decluttering practice (physical or mental)Share this episode with an entrepreneur friend who might need to hear this messageLong Term:Watch Saahil's TED Talk when it goes liveRegularly assess whether your actions align with your valuesBuild a support system that encourages authentic successEpisode Insights: This episode stands out for its raw honesty about the dark side of entrepreneurial success. Saahil doesn't just share his story - he provides a roadmap for others to avoid the same traps. The conversation challenges conventional notions of success and offers a more holistic, sustainable approach to building both business and life. Key takeaways include the importance of defining success on your own terms, recognizing the warning signs of burnout and unfulfillment, and understanding that it's never too late to course-correct. Saahil's father starting a business at 54 is particularly inspiring for listeners who feel they've missed their window. The Zero Regret philosophy provides a practical framework that listeners can immediately apply to their decision-making process, while the emphasis on decluttering offers tangible first steps toward transformation.

    42 min
  2. Lead Exponentially: How to Build a Business That Runs Without You | Reed Nyffeler

    JAN 16

    Lead Exponentially: How to Build a Business That Runs Without You | Reed Nyffeler

    Guest: Reed Nyffeler - Author, franchisor operating in 49 states & 9 countries Books: "Transform Through Purpose" and "Lead Exponentially" Contact: readnyffeler.com Key Topics: Construction to franchise journeySecurity franchise model with proprietary softwareNew low-cost franchises: Filter Go, window cleaningFranchise vs. entrepreneur: personality determines pathLead Exponentially framework for delegationGreat Grandma vs. Grandma leadership analogy6-month test: Can your business grow without you?Stewardship of time and talent for next generation  Episode Timestamps[00:00:00] Introduction & Reed's Background [00:00:48] Construction Beginnings - Block layer at 14, father's home building business [00:01:51] Career Evolution - DeWalt Power Tools, early tech, Christmas lights [00:03:10] Discovering Franchising - The gap between skills and business knowledge [00:04:01] Franchise Value - Recipe for success, pricing, systems, exit strategy [00:08:00] Security Franchise Deep Dive - 49 states, Uber-like software, hundreds of millions in revenue [00:12:00] Target Audience - Military veterans and former police officers [00:15:00] New Low-Cost Franchises - Filter Go, window cleaning, no money down model [00:18:00] Cross-Selling Strategy - Leveraging existing clients for warm leads [00:20:20] Franchise vs. Entrepreneur - Personality assessment and path selection [00:21:40] Great Grandma Analogy - Recipe creators vs. recipe perfectors [00:24:00] The $20 Payroll Story - Learning what NOT to do [00:26:40] Lead Exponentially Framework - Six-month test: business vs. job [00:28:20] Teaching for Employee Benefit - Motivation beyond paycheck [00:31:00] Five Levels of Leadership - Aligning leadership with organization size [00:33:00] Where to Find Reed - Books, website, resources [00:35:00] Final Wisdom - Stewardship and multigenerational impact [00:36:15] Closing & Consulting Info

    37 min
  3. Mastering the Craft: Chris Zimmerman's Blueprint for Roofing Success in 2026

    JAN 9

    Mastering the Craft: Chris Zimmerman's Blueprint for Roofing Success in 2026

    Guest: Chris Zimmerman Owner, At Your Service Roofing and RemodelingCo-founder, Master Your Craft (with John Lombard)15+ years in roofing industryOwens Corning Platinum Preferred ContractorBased in Cincinnati, OH with branch in ClevelandKey Topics Discussed: Industry Transformation (2024) Market down 20-40% for most contractorsChris achieved best year ever despite no major stormsThe "thinning of the herd" is finally happeningShift from storm-dependent to sustainable business modelsNew Ventures with John Lombard: Scientific Hail Damage Testing Service - Methodical testing to determine actual hail damage vs. "magnetic hail"AI-Powered Claims Assistance Tool - Downloads expertise from Chris, John, and industry leaders to help contractors communicate effectively with insurance carriersThe Great Pivot: Restoration to Retail Burned company to the ground (Labor Day 2024)Eliminated 2 of 5 divisionsComplete restructuring of leadership and processesUnified process for repairs, retail, and claimsEliminated door knocking entirelyFocus on referral partnerships over cold leadsThree Mindset Shifts for Retail Success: Price - You can charge premium prices in retail (just like restoration)Opportunity - Build referral networks, don't rely on door knocking or expensive marketingService - Run every appointment through the same process regardless of typeInsurance Industry Challenges: COVID doubled claim costs while premiums stayed regulatedCarriers forced into "poor behavior" due to financial constraintsFraud was "priced in" but became unmanageableHomeowners deserve indemnification regardless of carrier challengesCommunication is King: "If your skill level is a 4 and your communication level is a 9, your effectiveness is a 4" - John LombardUnderstanding the "why" behind strategies vs. memorizing scriptsMost contractors can't effectively "sell value"Industry Red Flags: "Insurance claim specialist" = UPA violationsFlexing on social media vs. building sustainable businessShort-term thinking vs. long-term wealth buildingLambos in year 2-3 = cash flow problems aheadAdvice for New Roofers: Develop strong work ethic firstRead books constantly (1% better with each one)Block out the noise and social media dramaTreat roofing as a career, not a jobBuild reputation over revenueFocus on long-term strategyTake advantage of training resources (NTS, Master Your Craft)Master Your Craft Details: Online community: $1,000-$1,500/month for 20 users15-35 pre-recorded 2-hour trainings3 new trainings monthly (Chris, John, + guest expert)Private trainings availableFree Owens Corning University classesIn-person classes: ~$500-600/ticketResources Mentioned: Master Your CraftNTS (National Testing Services)RSRA (Roofing & Siding Restoration Alliance) - Adam BensmanOwens Corning UniversityPower Home RemodelingKey Quotes: "Your reputation is your net worth""It's way harder to sell restoration than retail these days""The problem with arguing with a fool is that people from a distance can't tell who's who""Slow down, make your money, do good, help people out—that good's gonna come back to you""Keep it stupid simple" (KISS principle)

    55 min
  4. Every Story Matters: How to Build Your Brand Story and Write Your Book with Bill Blankschaen

    12/26/2025

    Every Story Matters: How to Build Your Brand Story and Write Your Book with Bill Blankschaen

    About Bill Blankschaen: Bill is the author of "Your Story Advantage" and owner of Story Builders, where he's spent 13+ years helping individuals and businesses develop their stories. He's worked with high-profile names like Dean Graziosi, John Maxwell, and Louis Howes, as well as countless businesses building their brands systematically. The Story Ecosystem Framework: Message Maker - Your core brand storyMessage Multiplier - Your book that scales your messageMessage Monetizer - Coaching programs, trainings, workshops, and digital coursesSeven-Step Brand Story Process: Bill walks businesses through a comprehensive process to develop their brand story, ensuring it resonates with their target audience and builds trust. Key Philosophy: "Your story is about you, but your story is not for you" - This mindset shift helps entrepreneurs focus on serving their customers rather than just promoting themselves. The Story Focus Question: If someone engages with your brand and forgets 99% of everything, what's the ONE thing you want them to remember? This becomes your "meaningful message." Book Resources: Get the book: yourstoryadadvantage.com (includes multiple free bonuses)Also available on Amazon, Barnes & Noble, Books-A-MillionSchedule consultation: mystorybuilders.com/storyTimestamps00:00:18 - Welcome and guest introduction - Bill Blankschaen from Orlando 00:00:56 - Ken's excitement about discussing story and brand over roofing 00:01:33 - The importance of building a personal brand 00:02:30 - Everyone has a distinct advantage through their unique story 00:03:03 - The Story Ecosystem: Message Maker, Message Multiplier, Message Monetizer 00:03:56 - Discussion of Bill's book "Your Story Advantage" 00:04:25 - Bill's 13+ years of experience working with major names 00:05:01 - Your breakthrough begins when you start with your story 00:05:43 - The importance of story for both influencers AND businesses 00:06:09 - Seven-step process for developing brand stories 00:06:18 - "Your story is about you, but not for you" 00:07:04 - Roofing example: Trust-based decision making 00:08:00 - Ken's positioning strategy for higher-end clients 00:09:07 - Being intentional about who you want to reach 00:09:46 - Copy-paste-tweak: Systemizing your brand story 00:10:38 - Defining your key demographic intentionally 00:10:46 - Case study: Multi-generational stone masonry company 00:12:01 - Reverse engineering marketing from your brand story 00:12:28 - The "Roof Wizard" character discussion 00:13:00 - Potomac Custom Remodeling brand strategy 00:13:56 - Everyone telling the same story across your organization 00:14:41 - Many businesses succeed accidentally 00:15:10 - Ken at the point of exhausting outbound marketing 00:15:30 - The power of brand recognition 00:16:00 - Access to the course and bonuses 00:16:22 - Working with both individuals and organizations 00:17:10 - Your key to success is focusing on your "neighborhood" 00:18:10 - The congressman story: "This book is for every American" 00:18:26 - Narrowing your focus to punch through Sheehan's Wall 00:19:01 - Puddle, pond, lake, ocean analogy for building audience 00:19:26 - Ken's two book ideas and the disconnect 00:20:05 - Why books differentiate service-based businesses 00:20:24 - "You've literally written the book on the subject" 00:21:00 - Business books vs. personal brand books 00:22:00 - "How to Roof Your Home" concept discussion 00:22:32 - Booklets that provide immediate value 00:23:00 - The face of the brand concept 00:23:40 - Allergist example with multiple locations 00:24:20 - The neglected origin story of companies 00:25:00 - Telling your story to resonate with customer problems 00:25:17 - Ken's company story training 00:26:00 - Ken's personal background story begins 00:27:00 - Car accident leading to addiction 00:27:12 - Three rehabs, jail, attempting to rob a store 00:27:46 - The oxycodone epidemic connection 00:28:00 - From homelessness to building businesses in 8 years 00:28:33 - Meeting his future wife (attorney) and avoiding bankruptcy 00:29:01 - Building multiple businesses from nothing 00:29:40 - The power of sharing difficult stories 00:30:00 - Bill's insight: Restoration and renewal theme 00:30:44 - Every story matters philosophy 00:31:20 - How to communicate difficult stories carefully 00:31:50 - The two book disconnect revealed 00:32:00 - Your story exists to support your message 00:32:24 - Ken's realization about combining the books 00:32:40 - Addiction's impact on American families 00:33:05 - Writing for both addicts and family members 00:33:45 - Work to be done compartmentalizing the story 00:34:00 - Chapters 4 and 5 on building books 00:34:20 - Six book starter questions 00:34:46 - Both/and thinking instead of either/or 00:35:00 - Ken's request for a signed copy 00:35:35 - Where to get the book and bonuses 00:36:22 - Schedule time to talk: mystorybuilders.com/story 00:36:40 - Business owners are building personal brands too 00:37:15 - Delivering tactical, actionable value 00:38:00 - The collaboration chapter: "If you want to elevate, you must collaborate" 00:38:46 - Entrepreneurs trying to do everything themselves 00:39:11 - Famous last words: "I'll just do it myself" 00:39:33 - Final advice for business owners: Start with your meaningful message 00:40:00 - The Story Focus Question explained 00:40:24 - If they only remember ONE thing, what should it be? 00:41:17 - The starting point for any business or brand 00:41:46 - Ken's timing: Five years in, ready for branding 00:42:00 - Final book promotion and excitement 00:42:27 - Where to connect with Bill 00:43:06 - The coincidence of James's encouragement this morning 00:43:27 - Bill's parting wisdom: Every story matters 00:44:06 - Your responsibility to contribute your best 00:44:24 - Episode wrap-up

    45 min
  5. Stop Chasing Numbers: Build a Culture That Lasts | Leadership Expert - James Shin

    12/05/2025

    Stop Chasing Numbers: Build a Culture That Lasts | Leadership Expert - James Shin

    Guest IntroductionJames Shin is the author of "The Leader's Soul: 52 Reflections for Unlocking Your Inner Leader" and founder of a leadership consulting practice. Originally from South Korea, James immigrated to the United States 31 years ago to pursue his PhD at Penn State. He spent 20 years at Caterpillar, moving seven times within the company and holding various leadership positions including Plant Manager and Supply Chain Manager. His last corporate role before starting his consulting business was with Cabinet Works Group. James is based in Houston, Texas, and is passionate about people-centric leadership that creates sustainable, long-term results. Key Topics CoveredThe Foundation: Integrity and Compassion Integrity defined as consistency between what you say and what you doCompassion = Empathy + Action (desire to help)These two characteristics are more important than strategy or resultsWithout consistency, organizations become toxicLeaders must demonstrate these qualities, not just talk about themThe PQVC Framework Traditional business prioritizes Cost firstFlip the priority: People → Quality → Velocity → CostWhen executed in this order, sustainable results are guaranteedPeople-first approach leads to better quality, faster delivery, and lower costsThis framework creates loyalty beyond transactional relationshipsThe PDCA Approach Plan → Do → Check → ActShows consistency in how you think and executeTransforms responsibility from leader-only to team-wideCreates group mentality and shared ownershipPrevents leader from being the sole decision-makerLeading by Example You cannot hold people accountable to standards you don't meetExample: Leaders who aren't present on Saturdays can't demand Saturday workBeing late yourself undermines your authority to address lateness"Do as I say, not as I do" is a failed leadership approachActions speak louder than mandatesPersonal Investment in Team Meet with people regularly (not just your direct reports)Ask about their personal goals: weight loss, home buying, family plansUnderstand what they like and don't like about the businessThis opens trust and creates genuine connectionBut don't make it mechanical—keep it authenticThe People-Centric Philosophy Plant manager example: Going to shop floor daily wasn't required, but built trustPeople came with problems first, then with problems AND solutionsCorinth, Mississippi story: Concerns about foreigner in Deep South proved unfounded"People are people"—universal principle across cultures and backgroundsSustainable long-term results come from investing in peopleChallenges of Leading Younger Generations Leadership is tougher now due to entitlement and social media distractionsDifferent work ethic than previous generationsOlder employees rarely call in sick; younger ones struggle with consistencyHowever: Young people can dominate "just by showing up and doing what they're supposed to"Opportunity exists for those willing to be reliableMistakes and Learning Making mistakes is inevitable in entrepreneurship and leadershipThe only real failure is quittingBiggest mistake: Not learning from your errorsSuccess comes from treating mistakes as lessons learnedJim Thorpe example: Shoes stolen before Olympics, won two golds in mismatched shoes—didn't quitLong-Term Culture vs. Short-Term Goals Dangerous to fixate only on short-term quarterly goalsNeed to balance: Short-term actions within long-term vision"What does good look like?"—keep that vision alive2008-2009 financial crisis example: Short-term actions necessary, but maintain long viewDissect failures: Internal factors vs. external factorsShare analysis with team so they understand and recommitDiversity and Different Perspectives Hiring people with different backgrounds brings different thoughtsKen's example: Female VP approaches problems differently than he doesMore measured, planned approach vs. "fire and brimstone"Diversity in thought leads to better solutionsThe Trust Factor Trust is related to integrity and compassionTrust opens opportunities that closed doors can'tGetting to know people builds trustTrust allows for honest conversations about performancePeople need to see you're invested in them, not just their outputKey Quotes"Leadership is not about the results—it's about who you are at the core, so people can emulate what you do." "Integrity is basically the consistency between what you say and what you do." "Compassion is feeling plus action—empathy plus the desire to help." "People, Quality, Velocity, Cost—if you execute in that order, I can guarantee you'll have sustainable results." "Once you have trust, it opens up a lot of opportunities." "Making mistakes, you can learn a lot from them. But quitting is actually destined to be a failure." "Trust your wings and fly. Birds on branches aren't afraid of the branch breaking because they trust their wings." "Leadership becomes tougher nowadays because of entitlement and social media distractions." "You can take over the world just by simply showing up and doing what you're supposed to do." "If you didn't achieve the goals, dissect what happened—internal factors or external factors?" Resources MentionedBook: "The Leader's Soul: 52 Reflections for Unlocking Your Inner Leader" by James ShinOther Leadership Books Referenced:"Five Levels of Leadership" by John Maxwell"Good to Great" by Jim Collins"13 Fatal Errors That Managers Make and How to Avoid Them" by W. Steven BrownHistorical Example: Jim Thorpe at the 1912 Stockholm OlympicsCompanies: Caterpillar, Cabinet Works Group, Penn State UniversityConnect with JamesPrimary Platform: LinkedIn (for business, leadership, and life content)Instagram: For cooking, travel, and personal hobbiesFacebook: Available but used for different purposesBook: Available on Amazon.com and Barnes & Noble

    32 min
  6. AI is Replacing Google Search: What Business Owners Must Know Now | Jason Michael Perry

    11/21/2025

    AI is Replacing Google Search: What Business Owners Must Know Now | Jason Michael Perry

    Guest IntroductionJason Michael Perry is the Founder & Chief AI Officer at PerryLabs, a consulting company helping businesses navigate the AI landscape. He's the former CEO of mygroove and author of "The AI Evolution: The Role of the Chief AI Officer." Based in Baltimore, MD, Jason has eight years of experience in technology leadership and hosts the "Thoughts on Tech & Things" podcast. Key Topics CoveredThe AI Revolution Context We're in the "AOL days of AI"—as early as the internet was before e-commerce existedThe top 5 companies by valuation (Nvidia, Apple, Microsoft, Google, Amazon) didn't exist 51 years agoMicrosoft is the oldest at 50 years, demonstrating how quickly technology reshapes industriesAI is predicted to be bigger than the internet or personal computer revolutionsThe Death of Traditional Search Google is experiencing declining search traffic for the first time everUsers are shifting to ChatGPT, Claude, and Perplexity for information discoveryTraditional PPC, display ads, and organic search strategies are becoming less effectiveThe concept of "Google Zero"—when organic search traffic from Google reaches zeroDiscovery in the AI Era AI models typically return 2-3 options instead of 10-20 like traditional searchThese become the new "organic search results" that businesses must optimize forListing sites and "top 10" aggregators are currently dominating AI search resultsAgent-to-agent (A2A) commerce is emerging where personal AI agents talk to business chatbotsAction Steps for Business Owners "ChatGPT Yourself" - Search for your business in multiple AI platforms (ChatGPT, Claude, Perplexity)Identify Sources - See where AI is pulling information about your businessLearn New Terms - Research Answer Engine Optimization (AEO) and Generative Engine Optimization (GEO)Monitor Listing Sites - Ensure presence on aggregator sites AI models trustPrepare for Change - Diversify discovery channels beyond GoogleThe Blue-Collar Impact AI will affect ALL businesses, including traditionally "hands-on" industriesDiscovery methods are changing even for local service businessesCustomer interactions through chatbots are becoming normalizedFuture possibilities include robotics for physical tasks (delivery, construction, etc.)Technology Optimism Jason views AI as a "great equalizer" similar to eyeglasses—bridging human limitationsCompares to how Star Trek inspired real technological innovationTechnology creates opportunities for people with disabilitiesHumanity's nature will determine outcomes more than the technology itselfReal-World Examples Amazon testing delivery robots with autonomous vehiclesNeo robot ($20K) controlled remotely by humans wearing VR headsetsGoogle's AI Overview and dedicated AI search platformAirlines implementing agent-to-agent booking systemsKey Quotes"Right now we're in the AOL days of AI. We're in the time as if you were talking about the internet before Amazon and e-commerce has been defined." "This is the infancy of this cycle that we're gonna be on and just like AOL, which was a huge company doesn't exist today, who knows what the next company's gonna be over the next 50 years." "Have you ChatGPT yourself? Have you looked at yourself in Perplexity? Have you looked for your business on Claude?" "Relying on Google to be the saving Grace for your business is like relying on the Yellow Pages to be the thing that's gonna continue to drive traffic to your business." "This is that opportunity to be number one in ChatGPT while your other competitors aren't even thinking about it." Resources MentionedBook: "The AI Evolution: The Role of the Chief AI Officer" by Jason Michael PerryAI Search Tools: ChatGPT, Claude, PerplexyCompanies Referenced: Google, Amazon, Microsoft, Apple, Nvidia, Warby ParkerConcepts: AEO (Answer Engine Optimization), GEO (Generative Engine Optimization), Google Zero, Agent-to-Agent commerceConnect with JasonWebsite: www.jasonmperry.comLinkedIn: linkedin.com/in/jasonmperryPodcast: Thoughts on Tech & ThingsCompany: PerryLabs

    30 min
  7. Building the Future of Roofing CRMs: Blake Grissom & James Wolfgang Kuntz on BuilderLink, Retail Roofing, and Industry Innovation

    10/31/2025

    Building the Future of Roofing CRMs: Blake Grissom & James Wolfgang Kuntz on BuilderLink, Retail Roofing, and Industry Innovation

    About the GuestsBlake Grissom - Charleston, South Carolina Previously featured on The Kitchen Table Podcast approximately one year agoHad a record-breaking year in insurance restoration following South Carolina's largest stormRecently launched his own roofing companyExperiencing the "baptism by fire" of starting during a non-storm yearCo-founder/partner in BuilderLink CRMLinkedIn: https://www.linkedin.com/in/blake-grissom-0993bb26b/James Wolfgang Kuntz - Austin, Texas Decade of experience in the tech/software industryWorked with VC and private equity-backed software companiesFormer "understudy" to industry leader KurtRecently completed major multi-family/commercial projectsOperating in one of the most saturated roofing markets (Texas)Believes in collaboration over competitionCo-founder/partner in BuilderLink CRMLinkedIn: https://www.linkedin.com/in/wolfgangkuntz/Major Industry Issues Discussed1. The Retail Roofing Shift Insurance carriers sending "drop letters" forcing replacements at 10-20 years (non-hail markets) or 5 years (hail markets)ACV policies and percentage deductibles ($15K-$40K deductibles mentioned)Interest rates affecting housing market turnoverTexas statistics: 47% of insurance claims denied in recent yearInsurance restoration alone is no longer sustainable2. Current CRM Limitations Acculynx acquired by Verisk (October 1, 2025) for ~$1 billionMost "CRMs" are actually project management toolsNot built for retail/multi-trade operationsPoor support for roofing + siding + windows + doors + guttersData migration costs often $10,000+ extraLack of true sales enablement features3. The Need for Diversification Retail encompasses: repairs, replacements, shingle, coating, metal, solarMultiple payment options and financing requiredNeed for quick proposal generation (5 minutes vs. 1-2 hours)Professional proposals that don't look like Microsoft Word documentsSystems that support premium pricing ($1,000/square achievable)BuilderLink CRM FeaturesCore Functionality: True CRM (not just project management)20+ lead acquisition channels supportedMulti-channel sales strategy (omnichannel approach)Storm data mapping toolAI voice assistants for follow-upAutomated follow-ups via SMS, phone, ringless voicemail, emailCall center integration capabilitiesIntegrations: QuickBooks (true integration)Calendar systemsABC Supply (MVP), other supply houses post-MVPEagle ViewHoverCompany Cam alternative built-inCAD tools for blueprints and designsSupported Industries: Roofing (insurance & retail)SidingWindows & DoorsGuttersSolarFull General Contractor workLandscapingWater MitigationAny home service businessData Migration: Turnkey migration service includedAssessment process to understand current systemsIdentify gaps in processesTeam deployed to assistFree/low-cost for early adoptersEliminates typical $10,000+ migration costsUser Experience: User-friendly for typical roofing salespersonNot overly customizable (avoiding Job Nimbus complexity)Training programs includedAI-powered training featuresProcess and procedures built into the systemLive in one application vs. 6-7 subscriptionsBeta Program DetailsLaunch Timeline: MVP (Minimum Viable Product) launching Q4 2025Expected mid-to-late December 2025Perfect timing for slow season implementationBeta Program: Originally 30 spots, expanded to 50 totalApproximately 25 spots remaining (as of recording)AI agent qualification call upon signupFeedback from beta users heavily valuedEarly adopter benefits include:Discounted ratesGrandfathered pricing long-termFree/low-cost migration assistanceDirect input on product developmentHow to Join: Visit: BuilderLink.comFill out beta user applicationAlternatively, join waitlistInvestment opportunities also available for select investorsFounder: Sean (founder of BuilderLink)4+ months of research before developmentBuilt by contractors who understand the pain pointsFocus on recurring revenue, not just upfront costsInvestment & Business PhilosophyKen Baden's Journey: Invested $500,000 in coaching/consulting over 18 monthsAdmits to having an "addiction problem" with learning (now in recovery)Scaled back investments to focus on implementationCurrently planning group coaching program for retail roofingFocus on teaching $1,000/square systemsKey Success Principles Discussed: Collaboration Over Competition - "People at the top collaborate, people at the bottom compete"Cross-Market Networking - Learn from contractors in different statesInvest in Yourself - Best ROI you'll ever getBe a Student of the Game - Continuous learning is essentialKnow Your Strengths/Weaknesses - Leverage others' expertiseGet Out of Your Own Way - Drop the egoThe Importance of Paying for Education: Forces attention and commitmentCreates accountabilityProvides access to networks and connectionsAccelerates learning curveInvestment psychology: "I get my attention when I'm paying for something"Market Conditions & TrendsTexas Market (James): High saturation similar to DallasMany contractors moving into AustinPercentage deductibles and exemptions commonActive hail market but not every yearFocus on doing little things well to separate from competitionSouth Carolina Market (Blake): Had massive storm year before launching businessCurrently experiencing non-storm conditionsInsurance companies sending forced replacement letters (15-20 year old roofs)Housing market stagnation due to interest ratesRetail boom expected when rates dropDMV/Eastern Market (Ken): Not a hail market traditionallyHigh concentration of government employeesRecent influx of insurance restoration companiesInsurance carriers implementing 10-15 year replacement requirementsDrop letters becoming standard practiceOnce drop letter received, insurance typically won't payAdditional Industry InsightsDrop Letters Explained: Insurance carriers using Google Maps/aerial imageryForcing replacements based solely on ageHigh-profile cases (Massachusetts church example)Creating retail opportunities for contractorsLegal questions about timing (carrier wins if letter sent first)CRM Market Dynamics: Roofing companies launching their own CRMs (New Look → Leap example)Big money in software solutionsVerisk consolidation concerns (owns Xactimate, Acculynx, potentially more)Black Rock investment trails in various platformsIndustry recognizing software as the futureRetail vs. Insurance Restoration: Completely different business modelsRetail requires: different lead sources, qualification processes, dispatching, recycling, rehashingOne-call-close methodologyPremium pricing justified through system and presentationProduct diversity (roofing systems, not just shingles)Financing options essentialProfessional proposals critical for conversionPricing Philosophy: Roofing has price disparity like watches ($10 Walmart → $200K AP)$1,000/square achievable with proper systemQuality justifies premium pricingSystem supports price point through:Lead qualificationProfessional presentationProduct demonstrationOne-call-close methodology30-40% demo and close rates achievableUpcoming InitiativesKen Baden's Group Coaching: Launching winter 2025Focus on retail roofing systemsTeaching $1,000/square methodologiesGroup format for affordabilityBeta test with trusted peers firstDM Ken directly for informationAlternative to expensive one-on-one consultingBuilderLink Next Steps: Finalizing MVP featuresOnboarding beta usersGathering feedback for improvementsPlanning post-MVP featuresInvestor selection process ongoingBuilding customer success/migration team

    46 min
  8. Why Recession is Your Opportunity: Business Growth Strategy with Doug C. Brown

    10/24/2025

    Why Recession is Your Opportunity: Business Growth Strategy with Doug C. Brown

    About Doug C Brown: Former President of Sales & Training for Tony Robbins and Chet Holmes organizationManaged 166 people, helped grow company 10x during tenureImproved closing rates from 17.8% to 43.2% (sustained for 7 years)Improved front-end sales from 12.7% to 21.2%Has worked with 352+ industries over 30+ yearsNotable clients include: Intuit, CBS Television, Procter & Gamble, Enterprise Rent-A-Car, CBRE, E-Myth, Deepak Chopra, Brian Tracy, 1-800-GOT-JUNKHelped grow one company from $48M to $110M in two yearsEducation: Berklee College of MusicKey Insights: The Power of Standing Out: Doug's story of sending flowers to Tony Robbins' assistant demonstrates the importance of differentiation—standing out from a crowd of 5,000+ peopleThe $400K Follow-Up Failure: Doug invested $400,000 in his building (windows, doors, roof, solar, complete renovation) and explicitly told contractors he could provide referrals. Result? Zero follow-ups, zero referral requests from any contractorEconomic Downturn Strategy: When businesses fear economic uncertainty, they typically pull back on the two things that ensure survival: sales and marketing. This creates opportunity for those who push forwardThe Four Flow Formula:Lead flow (consistent lead generation)Work flow (converting leads efficiently)Relationship flow (building long-term customer relationships)Mind flow (addressing limiting beliefs and mindset)= Cash flowLimiting Beliefs: Doug shares his personal story of limiting beliefs from childhood (being told he'd never be a professional musician like his grandmother) and how Tony Robbins' content helped him overcome themBusiness is Business: Across 352 industries, Doug has found that business fundamentally operates the same way—money in, money out equals loss, break-even, or profit. The principles are universal.Paid in Full vs. Payment Plans: Doug discusses how shifting clients to pay upfront increases their commitment and engagement, benefiting both partiesMarket Share in Downturns: Economic uncertainty is the best time to gain market share while competitors retreat, positioning yourself for exponential growth when markets recoverResources Mentioned: Tony Robbins Personal Power programsChet Holmes "The Ultimate Sales Machine"Jay Conrad Levinson "Guerrilla Marketing" seriesHarvey Mackay "Swimming with the Sharks"Tim McGraw "Live Like You Were Dying"Contact Doug C Brown: Email: Doug@CEOSalesStrategies.comPhone: 832-549-4836LinkedIn: dougbrown123Instagram: @Doug_C_BrownNewsletter: CEOSalesStrategies.com/newsletterWebsite: CEOSalesStrategies.comAccurate Timestamps00:00:00 - Introduction and welcome 00:00:33 - Meet Doug C Brown (not the hockey player!) 00:01:26 - Recent health scare and fresh perspective on life 00:03:44 - Connection to Tony Robbins background 00:04:24 - Official title: President of Sales and Training for Tony Robbins 00:04:40 - Managing 166 people at Robbins organization 00:04:47 - How Tony Robbins' cassette tapes changed Doug's life 00:06:01 - First meeting with Tony Robbins at the Biltmore Hotel 00:06:40 - Winning a raffle invitation and guest speakers (Harvey Mackay, Tony Robbins) 00:07:40 - The bodyguard incident - trying to meet Tony 00:08:13 - Finding Tony in the courtyard - the chance encounter 00:09:01 - Making Tony laugh and the famous shoulder punch 00:10:00 - The brilliant bouquet of flowers strategy 00:11:00 - Tony calling Doug out at the 5,000+ person event 00:11:52 - Beginning work with Chet Holmes in the chat homes industry 00:12:30 - Becoming #1 coach at $65K/month (vs $10K average) 00:13:12 - Tony Robbins and Chet Holmes companies merging 00:13:33 - The Las Vegas boardroom meeting with 40 people 00:13:46 - Improving closing rates from 17.8% to 43.2% 00:14:00 - Front-end sales improvement from 12.7% to 21.2% 00:14:32 - Company growth 10x during tenure 00:14:48 - Working with major corporations (Procter & Gamble, CBS, Enterprise, CBRE) 00:15:40 - The $400,000 building renovation story 00:16:00 - CRITICAL POINT: Not one contractor followed up or asked for referrals 00:17:26 - Exploiting notable client relationships 00:17:46 - Importance of systematic, predictable processes 00:18:40 - Response to impressive Tony Robbins story and internal company results 00:19:02 - Working across 352 industries 00:19:33 - 30+ years of formal consulting experience 00:19:39 - All businesses are fundamentally the same 00:20:27 - The math and metrics most businesses ignore 00:21:02 - List of home services companies worked with 00:21:28 - Working with Long Home and Fence (Maryland) 00:22:10 - Consulting vs. coaching vs. advisory work 00:23:16 - Finding ideal right-fit buyers 00:23:43 - Common optimization points missing in businesses 00:24:42 - CBS Television case study - selling like the 1950s 00:25:01 - Intuit case study - $100M division turnaround 00:25:41 - Company growth from $48M to $110M in 2 years 00:26:00 - Childhood limiting beliefs and mindset work 00:26:40 - Client example: first paid-in-full sale 00:27:18 - Why clients pay more attention when they pay upfront 00:27:36 - Personal music background story and limiting beliefs 00:29:11 - Barry Goudreau from Boston encouraging music school 00:29:36 - Acceptance to Berklee College of Music 00:30:04 - The thermostat metaphor for business growth 00:31:17 - Current socioeconomic challenges and market conditions 00:32:00 - KEY ADVICE: Massive prospecting during economic uncertainty 00:33:00 - Understanding your ideal right-fit buyer 00:33:18 - What happens when the economy tightens 00:34:38 - CRITICAL INSIGHT: Businesses pull back on sales and marketing (the kiss of death) 00:35:15 - The four seasons economic cycle 00:35:58 - Push forward to gain market share when competitors retreat 00:37:00 - Mind flow component stops business execution 00:37:46 - Tony Robbins' business mastery event story 00:38:00 - "You ARE your business" - performance tied to thinking 00:38:26 - Tony Robbins as best salesperson on the planet 00:39:00 - Ken's company experience - being up when others are down 00:40:02 - Right place, right time in the game 00:40:40 - Zoom example - pandemic economic shift 00:41:33 - Jason's Deli case study - calling on corporations 00:42:00 - 30% business increase in six months 00:42:28 - Cookie strategy - additional 8% bump 00:43:05 - Building brand presence through PR 00:43:30 - Advice works in every economic downturn 00:44:04 - Business as a game with rules 00:44:22 - The complete flow formula breakdown 00:45:21 - NLP certification and mindset importance 00:46:22 - Successful people constantly work on themselves 00:47:03 - Brian Scudamore (1-800-GOT-JUNK) and PR strategy 00:47:36 - Resolving problems with new thinking levels 00:48:05 - Where to find Doug C Brown 00:49:03 - Email and social media contacts 00:49:40 - Newsletter signup (highly recommended) 00:50:28 - Doug's interest in reconnecting about Long Home and Fence 00:51:00 - Final wisdom: Napoleon Hill quote - mind can conceive, believe, and achieve 00:51:21 - Things take longer and cost more than expected 00:51:38 - Closing and thank you

    52 min
5
out of 5
31 Ratings

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A show about business, sales, goals, and the pursuit of personal greatness, all where business gets done. The Kitchen Table.