3D AGO · BONUS

Systematizing Empathy with Jasmine Hathaway

Episode Summary Are you terrified that automation will make your business feel cold and robotic? Most service entrepreneurs stay trapped in the "$10/hr Admin Trap" because they believe personal touch requires manual labor. In this episode, Johnny Terra sits down with Jasmine Hathaway to flip that script. Jasmine argues that rigor is actually the foundation of empathy. Jasmine shares her powerful story of being widowed in 2015 while eight months pregnant and finding herself abandoned to a paralyzing bureaucracy of accounts, utilities, and estates. We discuss how she built an "Architecture of Care" to navigate the "Grief Fog" and why the greatest gift a business owner can leave their family isn't just a will—it’s a set of systems and SOPs. Key Topics & Timestamps [00:00] The Empathy Paradox: Why lack of systems is actually what hurts your clients and burns out your emotional energy. [03:57] The 2015 Wake-Up Call: Jasmine’s personal journey through widowhood and the "logistical abandonment" that follows death. [07:20] Checklists Aren't Cold: How repeatable processes buy back the bandwidth you need to be truly present for people in crisis. [10:30] Engineering for "Grief Fog": Tactical ways to break down overwhelming tasks into "baby steps" for paralyzed clients. [14:29] Process Before Software: Why putting a bad process on great software is still a bad process—and how to map your human workflow first. [24:36] The Digital Estate Blindspot: Why a traditional will isn't enough to handle the 150+ digital accounts the average person leaves behind. [30:01] The Love Letter System: Reframing business continuity and SOPs as a "love letter" to your family and team. Actionable Takeaways: Your Monday Morning Move Identify the Friction: Audit your client onboarding. Where is "brain fog" most likely to hit them? Simplify that one step immediately. Automate the "Heavy Stuff": Identify one repetitive administrative task—like a signature follow-up or initial checklist—and let a machine do the work so you can spend that time on a phone call. The Digital Estate Audit: Set up your "Legacy Contact" on your primary devices (Apple/Google) to ensure your family isn't locked out of 150+ digital accounts. Schedule "CEO Time": Block 10 minutes to build a template today that saves you an hour next year. That is how you scale empathy. Keywords for Search After-Loss Services, Digital Estate Planning, Compass Coordinators, Jasmine Hathaway, PALS, Grief Fog, Executor Support, Business Continuity, Architecture of Care, Systems and Empathy, Service Business Automation. Connect with Jasmine Hathaway Website: compasscoordinators.com After Loss Professionals: afterlosspros.com LinkedIn: Jasmine Hathaway Free Resource: The After Loss Checklist Connect with Johnny Terra Get the 5-part GMAD System Pack — FREE. YouTube: @JohnnyTerraCPA Instagram: @JohnnyTerraCPA "Grit gets you started. Systems get you free."

38 min

MAY 15 · BONUS

Stop Abdicating, Start Delegating: How to Build a Business That Runs Without You with David Hori

Episode Summary Are you actually delegating, or are you just "abdicating" and dumping tasks into a black hole? In this episode, Johnny Terra sits down with operations expert David Hori to uncover the "Abdication Trap"—the primary reason high-growth entrepreneurs stay stuck as the bottleneck of their own companies. David shares the harrowing story of a medical emergency that forced him to step away from his business and the surprising lesson he learned: his team actually performed better without him. We dive deep into the specific systems, "Friday Gauges," and the "Abducted by Aliens" test you can use to determine if you own a scalable machine or just a high-stress job. Key Topics & Timestamps [00:00] The Delegation vs. Abdication Trap: Why hiring high performers without a "blueprint" leads to burnout and broken work. [03:47] Why Revenue is a Deceptive Metric: Not all growth is good. How to identify fragile revenue and "unprofitable" service lines. [06:17] The Friday Gauges: The 3-5 operational metrics every owner must watch to ensure business health without "walking the floor." [09:48] The Hospital Bed Epiphany: David’s visceral story of realizing he was the bottleneck restricting his team's throughput. [13:33] The "Abducted by Aliens" Test: A simple 48-hour stress test to see where your business systems fail when you aren't there. [17:43] The Micro-Delegation Roadmap: How to offload your first administrative task in under four minutes. [20:18] Automation with Humanity: Using AI voice agents and technology to elevate human contribution and ensure 100% lead capture. [25:35] The CEO Budget: Why investing in yourself (mentors, audiobooks, and peer groups) is the highest ROI move you can make. Actionable Takeaways: Your Monday Morning Move Define "Good": Stop micromanaging and start defining the standard. Give your team the context and strategy they need to succeed. Audit Your Tasks: List everything only YOU can do. Pick one administrative task and start training a team member today. Run the "Hit by a Bus" Simulation: If you couldn't touch your phone for 48 hours, what would break first? That is your next system to build. Check Your Profitability Juice: If a service line requires a full-time hire but doesn't 3x the revenue, cut it or fix it. There is no gray area. Keywords for Search Business Operations, Scaling a Business, Effective Delegation, Operational Efficiency, David Hori, Topline Operators, Entrepreneurship Systems, Profit Margins, AI for Small Business, Building a Sellable Business, CEO Mindset. Connect with David Hori Website: toplineops.com Instagram: @TheDavidHori LinkedIn: David Hori Free Training: Build a Sellable Business Webinar Connect with Johnny Terra Get the 5-part GMAD System Pack — FREE. YouTube: @JohnnyTerraCPA Instagram: @JohnnyTerraCPA "Grit gets you started. Systems get you free."

34 min

MAY 1

Ep 07: The Ego Trap (The "Faster If I Do It Myself" Lie)

Why Your Ego is the Ultimate Bottleneck (How to Systemize a Business) Stop being the hero and start being the architect. In this episode of our entrepreneurship podcast, Johnny Terra breaks down the "Hero Complex" and the psychological shifts required for how to systemize a business without becoming the lid on your own growth. You’ll learn why “saving the day” is actually sabotaging your team, how to use "Commander's Intent" to scale your service business, and why the first step to service business automation is winning the war against your own ego. IN THIS EPISODE, YOU'LL LEARN: The Partnership Shock: Why merging a firm and managing 20 people forced Johnny to stop being a "Super-Employee" and start being a Partner. Extreme Ownership in Operations: Applying Navy SEAL principles to your firm to realize there are no bad teams, only bad leaders. The Commander's Intent Framework: How to delegate the "Why" so your team can handle the "How" without you getting stuck in the $10/hour admin trap. The "Shadow" Story: A raw look at Johnny's recent failure to trust his own systems while sick and how to catch yourself before you sabotage your machine. RESOURCES MENTIONED: ► FREE DOWNLOAD: The GMAD System Pack Get the 5 core system blueprints discussed in this episode to reclaim your time and scale your service business. Download instantly: https://www.gomakeadollar.com/systempack ► THE INTENTIONAL OPERATOR’S TOOLKIT The complete tech stack and tools Johnny uses to run a 7-figure firm. Access here: https://www.gomakeadollar.com/tools ► BOOK RECOMMENDATION: Extreme Ownership by Jocko Willink and Leif Babin. CONNECT WITH JOHNNY: Website: https://www.gomakeadollar.com Instagram: https://www.instagram.com/johnnyterracpa YouTube: https://www.youtube.com/@johnnyterracpa “Grit gets you started, but systems get you free.”

13 min

APR 1

Ep 06: The Escape Plan (The 5 Pillars of the Trust Engine)

Episode Summary We have walked the 12 blocks in the Texas heat. We have survived the pantry office at midnight. We have escaped the laundry room. In this episode, Johnny Terra (JT) consolidates the lessons from the 5-part launch sequence (Phase 1) into a single, actionable Escape Plan. If you are new to the show, or if you need a "Cheat Sheet" for the GMAD philosophy, this is the definitive guide. JT breaks down the 5 shifts every service entrepreneur must make to go from a "Reluctant Hustler" to an "Intentional Operator." The 5 Pillars of the Escape Plan: The Mindset Shift: Why success without systems is a prison. The Operational Shift: How to fire yourself from the "Laundry" (Low-value work). The Financial Shift: How to stop paying the "Clarity Penalty" (The 18% Tax). The Growth Shift: How to stop hunting and start attracting (Serve First). The Execution Shift: Why you cannot steer a parked car (Action Precedes Perfection). The Challenge: JT issues a private challenge to every listener: Audit your business against these 5 pillars and identify your single biggest bottleneck. What's Next? (Phase 2: Implementation) JT reveals the roadmap for the next 5 episodes. We are moving from Foundation to Implementation, tackling Delegation, Pricing, Radical Transparency, and the Psychology of Letting Go. Resources Mentioned: Episode 1: The Hustle Trap Episode 2: Stop Washing the Laundry Episode 3: The 18% Clarity Penalty Episode 4: Stop Chasing Clients Episode 5: The 12-Block Walk Connect with The Trust Engine: Email: hello@trustenginepodcast.com Website: www.TrustEnginePodcast.com

16 min

MAR 1

Ep 05: The 12-Block Walk (Action Precedes Perfection)

Episode Summary: Do you have a "perfect plan" that is currently gathering dust? Are you waiting for the right time, the right software, or the right feeling before you take the next step in your business? In this deep-dive episode, Johnny Terra (JT) confronts the biggest enemy of growth: Perfectionism. JT shares the story of his first commute in the U.S.—a 12-block walk in the Texas heat with his dress shoes in a mesh bag. He reveals why that "imperfect" action built more trust than a perfect image ever could. Discover why "You cannot steer a parked car" and learn how to use the 70% Rule to break paralysis and generate massive momentum. In this episode, you will learn: The 12-Block Walk: Why messy action always beats a perfect plan. The 70% Rule: Why waiting for 100% certainty is a death sentence for your speed. The "Parked Car" Syndrome: How to identify where you are stalling in your business. The MVA (Minimum Viable Action): How to shrink big, scary tasks into small, undeniable steps. The Execution Audit: A simple framework to force yourself to ship imperfect work. This Week's Challenge (Action Over Theory): Identify one project you have been delaying. Launch the 70% version of it by the end of the week. Send the proposal, post the video, or make the call. Do not wait for perfect. Get the Free Tool: Do you want the worksheet JT uses to break analysis paralysis? Email hello@trustenginepodcast.com with the subject line "ACTION". We will send you the Execution Audit Worksheet.

17 min

FEB 1

Ep 04: Stop Chasing Clients (How to Build a Trust Engine)

Episode 004: Stop Chasing Clients (How to Build a Trust Engine) Episode Summary: Have you ever stood in a crowded networking event—the "Ballroom of Desperation"—and felt like a hunter scanning for prey? That feeling of hollow transaction is why so many service entrepreneurs hate marketing. You didn't start your business to chase clients; you started it to help them. In this episode, Johnny Terra (JT) reveals why the "Always Be Closing" mindset is a trap. He shares the story of the "Accounting Tutor"—how he built more authority as a struggling student than he did with a degree—and breaks down the philosophy of the Trust Engine. Learn how to stop shouting at strangers and start attracting partners by mastering the art of "Serving First." In this episode, you will learn: The "Ballroom of Desperation": Why traditional networking feels gross and how to escape the hunter trap. The Law of Benevolence: Why selling is just helping, with a price tag attached later. The Golden Rule of Content: Why you should give away the "What" and "Why" for free, and only sell the "How." The Crash-Test Dummy: How revealing your failures (Radical Transparency) builds more trust than pretending to be perfect. The Serve First Audit: A 4-question test to ensure your marketing is building trust, not just noise. This Week's Challenge (Action Over Theory): Create ONE piece of content (email, post, or video) today that passes the Serve First Audit: Give away a secret chapter of your playbook; Tell a story of a failure; and Ask for absolutely nothing in return.

24 min

JAN 1

Ep 03: The 18% Clarity Penalty

Episode Summary: Do you ever wake up at 3 AM in a cold sweat, panicking about payroll, taxes, or unpaid invoices? This is the "fog of financial fear," and it is the dirty secret of most successful entrepreneurs. You may look like you are crushing it, but behind the scenes, you are running your business from your bank account balance, making decisions based on emotion instead of data. In this episode, Johnny Terra (CPA) shares a raw, personal story about the 18% interest rate he paid on his first car—a brutal lesson he calls "The Clarity Penalty." He reveals how you are paying this same penalty in your business right now, in the form of late fees, overpaid taxes, and bad clients you are afraid to fire. Stop being a victim of your finances. This episode gives you the blueprint to move from financial chaos to financial control. Learn how to build your Financial Fortress and transform your numbers from a scary "report card" into an empowering "dashboard." In this episode, you will learn: The Clarity Penalty: What it is and how to identify the 18% "ignorance tax" you are paying in your business every day. The Profit First Mindset (The GMAD Way): Why the formula Sales - Expenses = Profit is a trap, and how to use Sales - Profit = Expenses as a strategic and behavioral system that starts with your pricing. The 3 Key Dashboard Numbers: The only three KPIs you need to track: Gross Margin (your engine's power), Operating Overhead (your engine's drag), and Cash Runway (your fuel tank). How to Find Your Numbers: A simple, CPA-approved guide to finding these three numbers in your existing reports (no complex spreadsheets required). The Monthly Financial Cadence: The 90-minute system to review your dashboard and make one data-driven decision, moving you from panic to control. This Week's Challenge (Action Over Theory): Conduct the 15-Minute Financial Audit. Find your total monthly Operating Overhead. Divide your total Cash on Hand by that number. The result is your Cash Runway (in months). This is your new starting line. Get the Free Tool: Once you have your Cash Runway number, email hello@trustenginepodcast.com with the subject line "DASHBOARD". In the email, share the number you calculated (we are holding you accountable). We will send you the simple, one-page Operator's Dashboard to use in your new Monthly Financial Cadence. Resources Mentioned: Get Your Free Operator's Dashboard: Email hello@trustenginepodcast.com (Subject: DASHBOARD) For more systems and frameworks, visit us at trustenginepodcast.com Connect with The Trust Engine: If this episode helped you, please leave a rating and review on Apple Podcasts or Spotify. Share this episode with another entrepreneur who is trapped in the fog of financial fear.

18 min

12/31/2025 · BONUS

2025 Bonus Episode: Stop. Don't Plan Your 2026 Until You Listen To This.

Episode Summary: As we close the book on 2025, the noise is already starting: "Go faster in 2026." "Adopt AI or die." "Scale at all costs." But before you write your 2026 resolutions, you need to hear this. In this special end-of-year briefing, Johnny Terra (JT) argues that the defining mistake of 2025 for many entrepreneurs was an addiction to "Green Light Thinking"—moving fast just to feel productive. As we enter the Age of Acceleration, doing the same thing faster isn't a strategy; it's a crash waiting to happen. JT breaks down the "Yellow Light Protocol," the crucial pause you must take before the new year begins, and shares a personal hiring horror story that proves why speed without systems is deadly. What You’ll Learn in this Exit Briefing: The 2025 Retrospective: Why your late-night "hustle" sessions were likely just "Fake Work" meant to soothe anxiety. The 2026 Danger Zone: Why AI is a "Multiplier" that will turn a chaotic business into a "Faster Mess." The Hiring Horror Story: A real-world example of what happens when you drop a Ferrari engine (speed) into a car with no steering wheel (systems). The Yellow Light Protocol: The 3-step strategic check (Mission, Systems, Leverage) you must run on your business before January 1st. The Challenge: Don't launch the new product yet. Don't hire the new role yet. Pause. Apply the Yellow Light Protocol. Be the Architect, not the Sprinter.

10 min

12/01/2025

Ep 02: Stop Washing the Laundry: The Myth of the 16-Hour Day

Episode Summary: You're the heart of your business—the expert, the visionary, the primary salesperson. But are you also the one sending invoice reminders and fixing typos on the website? If you feel constantly busy but not productive, you've likely become the bottleneck. You're the captain of the team, but you're spending your days washing the laundry. In this episode, Johnny Terra shares a deeply personal story from his college basketball days that reveals the core reason entrepreneurs get trapped by their own competence. He exposes the myth of the 16-hour day as a failure of systems, not a badge of honor, and provides the tactical blueprint to escape the chaos. Learn how to reclaim your time, focus on high-value work, and finally move from being the machine to building the machine. In this episode, you will learn: The critical difference between $1000/hr work (Leadership), $100/hr work (The Point Guard), and $10/hr work (Laundry), and why entrepreneurs are addicted to the laundry. How to reframe "servant leadership" to mean focusing on the high-value work that only you can do to serve your team's future. Why the "Perfectionist's Trap" (the all-or-nothing mindset) is the biggest obstacle to your freedom, and why an 80% solution is infinitely better than a 100% plan. The E.A.D. Framework: A simple, powerful system to Eliminate, Automate, and Delegate the low-value tasks that are draining your energy. A simple 3-step model for training your team effectively so you can delegate with confidence. The first step toward creating a Perfect SOP (Standard Operating Procedure) to protect your competence and buy back your time. This Week's Challenge (Action Over Theory): Conduct a one-day Forensic Time Audit. For 24 hours, track every task you perform in your business and assign it a value: $10/hr or $100/hr or $1000/hr. The goal isn't to judge yourself; it's to see the truth. Find the "laundry" in your business. Resources Mentioned: For more systems and frameworks, visit us at trustenginepodcast.com Connect with The Trust Engine: If this episode helped you, leave a rating and review on Apple Podcasts or Spotify. Share this episode with another entrepreneur who is trapped in the hustle.

21 min

11/01/2025

Ep 01: Grit Gets You Started, Systems Get You Free

You’ve been told that the only path to success as a service entrepreneur is the endless, soul-crushing hustle. But what if that's a lie? In the debut episode of The Trust Engine, Johnny Terra (CPA) shares his "Reluctant Hustler" origin story—from arriving in the US with just $200 to building a successful CPA firm from a pantry office while working a demanding corporate job. He reveals the painful realization that success without systems is a prison and dismantles the myth of the "trust fall." This episode is your foundational blueprint for the 3 core components of a real Trust Engine (Consistency, Competence, and Transparency) that can build trust at scale and finally set you free from the grind.

16 min

The Trust Engine

Episodes

Systematizing Empathy with Jasmine Hathaway

Stop Abdicating, Start Delegating: How to Build a Business That Runs Without You with David Hori

Ep 07: The Ego Trap (The "Faster If I Do It Myself" Lie)

Ep 06: The Escape Plan (The 5 Pillars of the Trust Engine)

Ep 05: The 12-Block Walk (Action Precedes Perfection)

Ep 04: Stop Chasing Clients (How to Build a Trust Engine)

Ep 03: The 18% Clarity Penalty

2025 Bonus Episode: Stop. Don't Plan Your 2026 Until You Listen To This.

Ep 02: Stop Washing the Laundry: The Myth of the 16-Hour Day

Ep 01: Grit Gets You Started, Systems Get You Free

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