Unlock the secrets to business growth by understanding your ideal customer. This week, we are joined by Ben Utley , a seasoned Certified Financial Planner™ professional from Physician Family Financial Advisors. Ben shares his journey into financial planning and the advantages of niching down his business. He highlights the importance of vision, values, and culture and building a strong team while explaining his approach to leadership. Ben also talks about turning away business that doesn't align with his goals and the benefits of having a robust network for referrals. Tune in to gain valuable insights on growth and leadership.

IN THIS EPISODE:

• [7:39] Ben shares his background prior to becoming a financial advisor.
• [9:58] How did Physician Family Financial Advisors get started and what do they offer?
• [17:12] How did Ben expand to 200 clients?
• [19:56] How does working specifically with families impact Ben’s clientele?
• [21:58] Was there ever any trepidation around niching down to work with families?
• [23:07] Ben provides tips on how to turn away business that isn’t right for you as an entrepreneur.
• [25:00] Ben shares some leadership tips for having a strong team.
• [28:08] What is Ben’s biggest challenge in growing his business?
• [28:55] How has podcasting helped grow the Physician Family Financial Advisors business?
• [32:37] How do the advisors within the company work together?
• [33:23] What is Ben’s goal for Physician Family Financial Advisors?

KEY TAKEAWAYS:

• If you are operating in alignment with your values, everything in life is easier. You know when to say yes and when to say no.
• It’s an amazing skill to network and know that if a client comes into your business who isn’t a right fit, that you can still be helpful and direct them to someone who is the right fit for what they are looking for. Having a robust network benefits you, your clients, and other businesses that specialize in different niches.
• You can’t run a business with people who do not match your culture. You have to build your culture first before you build your business strategy.

LINKS MENTIONED:

contact@physicanfamily.com

Physician Family Financial Advisors Website

Physician Family Financial Advisors Podcast

Ask Brien Radio Show

BIO

Are you a dedicated physician mom or dad, striving to balance your practice and family while securing your financial future? With the demands of work and family life, navigating the complexities of investment options, tax laws, and retirement planning can be overwhelming.

Join W. Ben Utley and Nate Reineke, seasoned Certified Financial Planner™ professionals, on a mission to empower physician parents like you with the knowledge and tools needed to achieve long-term financial security. Through our podcast, we provide expert financial advice tailored to physicians, covering essential topics such as wealth management, retirement savings, tax-efficient investing, and estate planning.

Gain valuable insights into wealth accumulation strategies, investment strategies, and asset allocation techniques to optimize your financial portfolio. Enhance your financial literacy with practical budgeting tips and learn how to set and achieve long-term financial goals. Discover effective risk management strategies to protect your assets and...

Antelope Valley is growing at a rapid pace, and AV EDGE is ready to help businesses get started with expansion into the area. This week, we have Drew Mercy from Antelope Valley Economic Development and Growth Enterprise on the show to discuss how they can help all sizes of businesses take advantage of economic development programs. Drew discusses what the use tax is, how it impacts those doing business in California as well as residents of California. He provides examples how AV EDGE can help small businesses and highlights the businesses they are currently seeking to work with. Tune in to learn more about how they can help you!

IN THIS EPISODE:

• [6:00] Drew introduces himself and shares his background.
• [7:32] What is public policy?
• [8:53] What is the use tax?
• [13:53] What is Drew’s role at Antelope Valley EDGE?
• [16:12] How do tax breaks work in cases of economic development?
• [18:03] Do the economic development programs apply to small or medium size businesses?
• [20:12] What are opportunity zones and what are the benefits of utilizing them?
• [22:45] How can business owners learn more about what Antelope Valley EDGE can do for them?
• [24:09] Drew gives some examples of how a small business used AV EDGE.
• [25:47] Where can people reach Drew?
• [26:47] Drew provides an example of how AV EDGE could help a carpet company with less than 12 employees.
• [30:07] What types of businesses is AV EDGE currently looking for?

KEY TAKEAWAYS:

• AV EDGE can help ensure that you are following the correct tax laws within your business, because there can be a lot of gray areas.
• The economic development department markets the area for economic activity from the local government’s perspective. Anything that brings in jobs, businesses, sales tax, etc.
• Aerospace, distribution centers, industrial manufacturing, film studio space, sound stages, and energy companies are all areas where AV EDGE is looking to expand.

LINKS MENTIONED:

AV EDGE CA

AV EDGE CA Facebook

AV EDGE Instagram

Phone #: 661-441-2957

Ask Brien Radio Show

BIO

The Antelope Valley Economic Development & Growth Enterprise (AV EDGE) is an organization that devotes itself to facilitating business growth and opportunity within our 3,000 square mile region.

In February of 2020 AV EDGE was founded on the legacy of two great organizations: the former Antelope Valley Board of Trade and the Greater Antelope Valley Economic Alliance. Despite coming together during a strange and difficult time, this new organization is energized and on the rise. Armed with a new structure, new attitude, and a fresh new way of doing business, we are excited to be able to have an opportunity to foster both old and new relationships with the hopes of achieving steady regional economic development and growth.

We strive to attract and maintain diverse business growth and retention opportunities, quality infrastructure, and a strong legislative voice, leading to the success and prosperity of AV EDGE members and the greater Antelope Valley region.

After her mother unexpectedly passed away, Audrey knew she needed to take her business into her own hands so that she could enjoy her life to the fullest. This week on the podcast, Audrey Kwan, founder of AJK Consulting, joins us to talk about how she started her own agency, with the mission to help businesses build workplaces that give back their freedom, families and joy, so more kids have healthy, happy parents to come home to. She talks about how she got her first clients and some of the biggest struggles she came up against when starting her business. Audrey shares the three foundations that are key to building an effective team. Tune in as this is information that all entrepreneurs need to know!

IN THIS EPISODE:

• [8:31] Audrey shares her background and how she got started in consulting.
• [13:21] When did Audrey decide to start her own agency?
• [14:55] What did her business look like when she first started out?
• [17:29] How did Audrey land her first clients?
• [18:11] Audrey shares some case studies of working with other agencies.
• [20:12] What is the biggest struggle Audrey’s agency sees with agency owners?
• [22:03] What are the three foundations that are key and required to build an effective team?
• [33:12] How can someone work with Audrey?
• [34:27] What was Audrey’s biggest challenge with starting her business?

KEY TAKEAWAYS:

• The first thing that has to happen for any business to work well, is leading people well. Leadership is essential for a business to be successful.
• A key skill to become a leader is learning to ask better questions, which need to be open ended to create more critical thinking.
• It is essential to have a clear leadership philosophy so that you and your team are on the same page. This includes understanding what your expectations are, how you operate best, and what your values are.

LINKS MENTIONED:

AJK Consulting

Audrey Kwan LinkedIn

Small But Mighty Agency Podcast

Ask Brien Radio Show

BIO

Before there was AJK, there was Audrey, a teenager with a hard-working mom. So hard-working, in fact, she toiled long hours in a toxic workplace to support her family. For years, Audrey knew her mom’s workplace was taking the joy from her life—she would come home depleted and without anything left to give. As it turned out, it was taking more than her joy—it was taking her health. In 2012, Audrey’s mom received a terminal cancer diagnosis and lost her life three weeks later.

After her mother’s death, Audrey became a woman on a mission: to help businesses build workplaces that give us back our freedom, families and joy, so more kids have healthy, happy parents to come home to. In 2015, Audrey founded AJK with this mission to help more businesses and families thrive—not just survive. We’re here to help you do the same.

NFIB is a wonderful home for small businesses. This week, John Kabateck is joining the show to talk about NFIB and all the work they are doing to keep small businesses safe and get their voices heard. John talks about the amazing benefits that members of NFIB receive as well as the top three goals they are currently working on. John discusses Proposition 47 and how it will help hold criminals accountable for retail crimes. He also talks about being an entrepreneur and why partnering with other entrepreneurs is such a passion of his. Tune in to learn more about NFIB and how you can get involved.

IN THIS EPISODE:

• [6:04] John provides his background and his variety of past roles.
• [9:08] What does the NFIB do?
• [11:19] What are the three top goals NFIB is currently working on?
• [15:02] What is Proposition 47?
• [18:37] How can people get involved with NFIB?
• [23:13] What resources can be found on the NFIB website?
• [26:20] Does NFIB have alliances with other industry trade organizations?
• [28:53] What is John’s favorite thing about being an entrepreneur and supporting other entrepreneurs?
• [32:57] Is there criteria to enter into the NFIB?
• [34:12] What is the biggest challenge NFIB faced with their organization?

KEY TAKEAWAYS:

• Proposition 47 will hold criminals accountable for retail crime. It will also address the fentanyl crisis, and provide a pathway for rehabilitation for the criminals.
• NFIB supports small businesses by being the voice at the state and federal levels, providing networking opportunities, giving workplace education, work webinars and information to make them compliant, help them save dollars, and be their voice.
• Members of NFIB feel that they are not alone and have a family of other businesses and support to help them. Join today!

LINKS MENTIONED:

NFIB Website

Email: john@kabstrat.com

Kabateck Strategies

Ask Brien Radio Show

BIO

Raising the relevance of people, associations, and causes with the California policymakers who shape their future has been the specialty of John Kabateck for more than a quarter of a century.

From keeping small-business owners at a safe distance from the taxes and regulations that threaten their solvency to mobilizing restauranteurs and their employees for fights against legislative proposals harmful to their way of life to giving voice to hundreds of mom-and-pop construction companies working to rebuild California, his Kabateck Strategies firm has made the cause of his clients unmistakably heard, unavoidably registered, and universally respected in the State Capitol.

After graduating from the University of Southern California with a degree in English, Kabateck went to work for Gov. Pete Wilson as his appointments secretary responsible for finding the best qualified people for more than eight state agencies. His reputation for spotting talent caught the attention of Gov. Arnold Schwarzenegger who selected him to serve as his director of external affairs.

After his service to two governors, Kabateck later became vice president and senior legislative director for the California Restaurant Association. Soon after, he was recruited by America’s voice of small business, the National...

Building a side hustle while working a full time job can be difficult, but this week's guest was able to turn that side hustle into her now full time job after years of work. Jenn Trepeck joins us this week to talk about her transition from working in hedge funds into creating her business, Better Life Now LLC, and her podcast, Salad With a Side of Fries. Jenn talks about how she utilizes her podcast, Salad With a Side of Fries, to help promote her health coaching business and how she helps her clients live happy, healthy lives. Jenn teaches her listeners how to make healthful decisions in their everyday lives (yes, even when we eat out). Jenn and Traci talk a little about their new business which they are co-founders of, and why Jenn decided to take that leap. Tune in to learn more from today’s expert.

IN THIS EPISODE:

• [6:43] Jenn shares her background prior to starting Better Life Now LLC.
• [8:23] How did Jenn transition from working in hedge funds to health coaching?
• [10:39] How did Jenn turn her side hustle into a full time job?
• [12:38] Where did the catchy name, Salad With a Side of Fries, come from?
• [14:06] Jenn shares how the podcast is structured, including expert guests.
• [15:07] How do you monetize a podcast?
• [16:43] How many employees work at Salad With a Side of Fries?
• [17:25] Is Jenn certified with a nutrition certification or how does she provide the information she shares?
• [19:30] How can you make restaurants and take out fit into your health goals?
• [22:30] How do you understand what’s in the food when you choose to eat out?
• [26:20] Why did Jenn decide to be a co-founder of an industry trade organization?
• [29:43] What should you think about when getting into a business partnership?
• [32:03] How can people get in contact with Jenn?

KEY TAKEAWAYS:

• Protein and fiber at every meal makes removing fat no big deal. It is 100% possible to get these things into a meal even when you are eating out.
• Jenn offers an affordable and info-packed membership that includes a weekly recipe, a monthly curated article or study to dive into topics not covered in-depth on the show, discounts from Jenn and her partners, and a one on one quarterly live session to help keep you on track and meet your health goals while enjoying your life. That’s a steal!
• Getting into a business partnership is not something that you want to jump right into. You want to feel like you have a good relationship with the person that you’re going to be working, ensure that they have the same mission, values, and work ethic as you.

LINKS MENTIONED:

Salad With a Side of Fries Website

Salad With a Side of Fries Podcast

Better Life Now Website

Ask Brien Radio Show

Podcast Professionals Association

BIO

“My passion for nutrition and helping others stems from “kicking my food issues” with my own weight management saga.

I believe that the greatest accountability is paying it forward! That’s why I teach the nutrition education we are all supposed to know but no one ever taught us, along with the science behind food, fitness, and health.

After I graduated from the University...

Inspired by his three years teaching at a junior boarding school in the Adirondacks, Chuck Schwerin wrote a fiction book about a 15 year old ninth grader and a 63 year old headmaster who are haunted by events that they’ve caused and for which they struggle to address. Chuck joins Peter and Traci to talk about his writing process and why he chose to write a book. He walks through the pros and cons of self publishing vs. using a traditional publisher. Chuck shares how he went about finding an agent to help get his book published and promoted as well as the biggest challenges he faced throughout the whole process. Tune in to learn more about publishing options and to hear a bit more about his new book, Ghosts of Glencoe.

IN THIS EPISODE:

• [6:18] Chuck introduces himself and shares his background.
• [9:01] What made Chuck decide to write a book?
• [11:17] Is the book fiction or nonfiction?
• [14:12] How did Chuck find an agent for publishing his book?
• [17:41] What were the pros and cons of self publishing vs. using a publisher?
• [19:48] Did Chuck already have a social media following to promote his book?
• [21:21] What has been the most difficult part of this process?
• [22:48] What is Chuck’s workflow when writing?
• [28:34] What was the biggest challenge in the book process?

KEY TAKEAWAYS:

• Publishing through a publisher gets you a real advantage because you have more access to bookstores. You also get editorial support which can include designing the cover art, layout, font, the type of paper, how it gets put together, etc.
• It’s important to be concise and edit yourself, but you can become immobilized if you can’t let it go and move on. Hiring an editor can help move the process forward.
• You may need to get out of your own way and push yourself to get uncomfortable in order to promote your book. It is essential to promote your work because your readers are out there!

LINKS MENTIONED:

Email: ChuckS@beadjarstrategies.com

Ghosts of Glencoe Novel

Rowman & Littlefield

Ask Brien Radio Show

BIO

As a committed environmentalist, Chuck’s volunteer work reflects those passions. Through his editorship, he transformed Adirondack PEEKS magazine for the Adirondack 46ers and produced a quarterly online newsletter for the Edward L. Rose Land Conservancy. He is also on the Advisory Board of the World Trails Network-Hub for the Americas that supports field schools and an expedition program which promote trail conservation, sustainability, and stewardship.

Are you looking into retirement plans for your employees and are not sure where to start? There are many different types of retirement plans available, so we brought on Courtenay Shipley from Retirement Planology to help understand the different types of plans and when businesses should start implementing them for their employees. Courtenay breaks down the top 4 retirement plans and who each plan is made for. She also discusses when businesses should consider putting plans in place. Towards the end of the episode, Courtenay discusses who Retirement Planology’s ideal client is and how they market their business. Tune in to learn more!

IN THIS EPISODE:

• [7:06] What is Courtenay’s background?
• [8:35] How Retirement Planology works with businesses.
• [11:58] What are the top 4 retirement plans that Retirement Planology works with?
• [13:04] What is a Simple IRA and SEP IRA?
• [18:23] How does it work if the profit sharing plan is higher than the maximum amount?
• [20:14] What do businesses need to be thinking about when putting retirement plans in place?
• [22:17] When should a business start to plan for retirement benefits?
• [24:09] Who is Retirement Planology’s ideal client?
• [25:21] How do they market for lead generation to reach their target market?
• [29:21] How does Retirement Planology’s business model work?
• [31:42] What was one of the biggest challenges Courtenay has had to deal with?
• [33:30] How did they get new clients during COVID?

KEY TAKEAWAYS:

• [11:21] A simple IRA is a good option for smaller employers as they have less fiduciary liability than the 401K.
• [20:14] Before setting up a retirement plan, businesses should get clear on why they are putting the plan in place to begin with.
• [27:28] When promoting your business, choosing to be a guest on podcasts and doing radio shows is a really efficient and successful marketing tool because people are able to hear your story and your expertise to learn they can trust you.

LINKS MENTIONED:

Retirement Planology

Courtenay Shipley, CRPS, AIF, CPFA, CEPA | LinkedIn

Ask Brien Radio Show

BIO

Our Chief Planologist, Courtenay Shipley, has a diverse background in the retirement plan industry providing a unique foundation for her clients in the areas of fiduciary responsibility, investment analysis, and participant education. During her career she has provided institutional investment consulting to qualified retirement plans, developed business strategy for a boutique third party administrator and recordkeeper, conducted over 9,000 education meetings to groups and individual employees, and served the nonprofit market.

Courtenay is an enthusiastic and focused retirement plan advisor who is committed to the idea that everyone should have the luxury of deciding how they spend their time later in life, on their terms. She is passionate about her work and thinks the key to making change in a complex world is listening to people and enabling them with the tools and knowledge they need to meet their goals and retool their habits.

Courtenay is a graduate of Vanderbilt University, and is licensed as an investment advisor representative (Series 66). She holds the Accredited Investment Fiduciary™ (AIF®) designation through the

How do you get potential new customers to inquire about your business? Jason Kramer, the Founder of Cultivize joins the show to discuss several tactics that can be used to drive potential customers to inquire about your products or services. He breaks down what funnels and lead magnets are and the best way to use each to your advantage. Jason discusses how to get people engaged in the online world through social media and email marketing. He dives deeper into what services his business, Cultivize, offers and at what point a business may want to utilize their services. Tune in to learn some great information on guiding your ideal clients to your business!

IN THIS EPISODE:

• [7:18] Jason shares about his background prior to opening Cultivize.
• [9:00] What is Cultivize?
• [10:46] How do you calculate a referral/networking?
• [14:12] How does Joson quantify a successful lead magnet?
• [17:41] What is a funnel?
• [20:19] What is a lead magnet?
• [23:25] How do you get people engaged in the online world?
• [25:27] What is the business model for Cultivize?
• [29:29] Jason describes the team at Cultivize and their roles.
• [30:53] What is the ideal place for a client to hire Cultivize for their services?

KEY TAKEAWAYS:

• [15:52] To gain customers, you have to have a process to nurture people. It's about staying in front of the person from the point of them showing interest to the actual point of them making a decision to utilize your business’s services.
• [19:25] Funnels are designed for a longer sales process, typically a few months or longer to actually sell whatever is you’re trying to sell.
• [24:10] Email marketing is the most cost effective, cheapest option out there for marketing. In order for it to be successful, you have to be looking at the data to determine the percent open rate, contact rate, etc.

LINKS MENTIONED:

Cultivize Website

Jason Kramer’s LinkedIn

Ask Brien Radio Show

BIO

Jason lives in NY with his wife, two children, and two dogs…you guessed it, it’s not a quiet house.

He is formally trained as a brand strategist and holds a communication design degree from Syracuse University. He started his career as a graphic designer at NYC ad agencies working with global clients in the travel, food, and liquor industries. Seeing an opportunity to help startups and small businesses with an alternative option in lieu of hiring several freelancers, Jason started his first company in 2002, a pioneering virtual agency long before that concept even existed. For over 15 years Jason’s agency, JLK Creative, worked with a wide variety of service-based companies in the Metro NY area helping them with branding, web development, print, and email marketing.

In 2018, Jason founded his 2nd company, Cultivize, and leveraged his existing partnership with SHSP. Today, Cultivize is one of only a handful of Platinum Certified partners in the world and 100% focused on coaching, empowering, and implementing lead nurturing strategies for its clients.