At the young age of 23 I had the privilege, although I had no clue just how honored I truly was, to be coached and mentored by Zig Ziglar. He said, "The way you listen, and truly have someone feel they are the only person in the room will be one of your magic powers". Listening intently had unknowingly been a key habit, more than likely developed from sitting in the back of the classroom and needing to hear every word. Zig's words have echoed in my way of being with people from that young age. When people feel seen, heard and valued, they want to perform well and contribute more. As business owners we owe it to our teams to value their time, thoughts and contributions. Zig also said, "When you help someone get their needs met, your needs will automatically get met. Moral of the story, focus on the team and they will lead your company to success.
The most transformative advice I received early in my career was to prioritize measutable results over flashy tactics. This principle has been at the core of Summit Digital Marketing for over 12 years, enabling us to generate more than $1.7 billion in revenue for our clients. Specifically, by obsessively tracking ROI and watching campaign performance, I've ensured every strategy is fine-tuned to deliver tangible growth. For example, we've skyrocketed the Google Ads CTR of clients like Calvary Church Naperville by 1,000% simply through data-driven refinements. Moreover, this focus on results helps build lasting client relationships. Clients like Auction & Event Solutions value our quick, innovative responses that allow them to see immediate progress. I learned that by being agile and precise, even for a small business, you can compete and outperform larger competitors. Ensure every action has a clear impact on revenue or customer engagement, even if it means steering away from conventional methods.
I received invaluable advice: prioritize building strong relationships with clients over simply chasing sales. This principle has profoundly influenced how I conduct my business to this day. I was eager to make as many sales as possible and often overlooked the importance of building genuine connections with my clients. However, after some time in the industry, I realized that creating lasting relationships with clients not only leads to repeat business but also helps establish a positive reputation and referral network. For example, I had a client who was looking for their dream home for over a year. While other agents might have given up on them, I continued to stay in touch and provide them with helpful information and resources related to their search. Eventually, they found their perfect home and were so grateful for my persistence and dedication that they referred me to multiple friends and family members. This experience taught me the value of prioritizing relationships over sales. By genuinely caring about my clients' needs and building trust with them, I have been able to establish a loyal client base and grow my business through referrals, rather than constantly chasing new leads.
This one piece of early-career advice that has guided the way I run my business today is to listen more than talk. This basic but powerful idea has changed the way I attack leadership, decision-making and team building. As I was learning, I was told that truly successful leaders gather their own insights about team perspectives, client needs and market trends before reaching a decision. This insight has been key for me to know that, when listening is done really well, it builds trust, promotes innovation, and delivers results. In practice, that means creating intentional space to hear from others. One way that I stay in touch with my team is to hold regular one-on-one check-ins to hear their challenges and any ideas or feedback they have. It has cultivated my ability to spot inefficiencies in processes and create solutions that have proved to invigorate efficiency and morale. In my work with clients, I always start with open-ended questions, allowing their concerns or goals to fully flow before even possibly suggesting eggs or other food solutions. By doing so, it guarantees that the products or services we offer are specifically tailored to their needs. The results of focusing on listening have been incredible. It built relationships, fostered an ownership culture, and ensured employees and clients felt respected. It has also provided me with a more transparent view of the business's trajectory by uncovering opportunities or problems that may have been underappreciated. My advice to anyone running a business or at the start of their leadership journey, make listening an active, intentional part of your approach. So, ask those kinds of questions and listen, spend your time understanding others rather than judging them. Additionally, it will foster trust and deeper relationships with your team members and your clients that will facilitate better decision making. Listening is not just a skill, it is a foundation for sustainable success.
The most important advice that was given to me early in my career and that still influences the running of my business today is: "Always put the customer first, and the business will follow." This advice came from an experienced mentor who had built a successful property management business before me, and what really stuck with me was how simple yet strong it was. Relationships are very important in property management. The key to lasting success has been focusing on what property owners and tenants need. From day one, I have set a goal to build strong, open relations with owners and tenants alike. Thus, I have earned the trust and loyalty of customers through this approach: listening attentively to their worries, taking timely action, and solving problems before they get bigger. This customer-first approach has also guided how I organize my team. I stress the importance of understanding, clear communication, and professionalism in every interaction with clients. Whether it be a tenant needing help with a maintenance issue or an owner looking for advice on how to increase their property's rental potential, I have established a culture that enables the team to think about customer satisfaction with each decision they make. This mindset has led to increased customer retention, more referrals, and a glowing reputation for excellent service in the London property management market. It has also reinforced that by continuing to focus on what is best for the customer, the business naturally flourishes as satisfied clients are more likely to return, renew, and recommend services to others.
One piece of advice that I received early on in my career has shaped how I run my business today, and that is to focus on building relationships rather than transactions. One mentor taught me that if one wants to truly succeed in the business, then it must come from a place of trust and synergies. Applying this principle, I made it a point to build relationships with clients, employees, and partners. I held regular check-in sessions and feedback meetings to get a better understanding of their needs and ensure an open door for communication. Such an approach not only helped retain the clients but also boosted team morale and productivity. For example, on a tough assignment, our relationship kept us better agile to obstacles. The clients felt comfortable voicing their concerns, allowing for prevention rather than reaction. Focusing on relationships has helped build loyalty and referrals and has contributed to the long-term growth of the business. That fundamental advice has helped shape my leadership style and decision-making processes up to this day.
"Nothing good comes free." At first, it felt like simple common sense, but it shaped the way I approach every deal and opportunity. It taught me to pause and investigate anything that seemed too good to be true. I'm not talking about the obvious scams we all know to avoid. I'm talking about those deals that make your heart race - the ones where you think you've found a loophole or outsmarted someone. The ones where you believe you're winning without hard negotiations. Here's the truth: you're not. If you think you're the only one benefiting, you're missing what the other party is quietly gaining. This advice forced me to calm down, take a step back, and look at deals from the other party's perspective. I always ask myself: What are they trying to get out of this? Because nothing comes free. If I'm winning, so are they - and understanding how has saved me from bad decisions more times than I can count. It's kept my business out of deals that could have trapped me for years. This mindset doesn't just save you - it sharpens you. It makes you a better negotiator and, ultimately, a smarter entrepreneur.
One piece of advice I received early in my career that has shaped the way I run my business today is the importance of putting the team first. My father started this company nearly 50 years ago and always believed that a happy, motivated team is the foundation of a successful business. If the team is well-supported and feels valued, they'll do their best work, and that positivity will translate directly into exceptional service for our customers. We prioritize open and honest communication, encouraging everyone to express their concerns or ideas, no matter how challenging the conversation may be. By addressing issues quickly and working together to solve them, we keep the team strong and cohesive. Our motto, "The team first, then customers," reflects this philosophy. We're a family business with two generations of HVAC technicians, and our expertise and shared values have built a trusted reputation in the community. From the technical side of things-knowing every detail of AC systems, ducts, thermostats, and coils-to the service we provide in both English and Spanish, we know that our team's satisfaction drives the quality of our work. By nurturing a positive environment for our employees, we ensure that they, in turn, provide the best possible service to our customers.
Don't be afraid to start fresh and take risks. This resonated deeply with me because my journey into the legal field began out of necessity. After being fired from my previous job, I found myself at a crossroads, forced to reassess my direction and rebuild. It wasn't easy, but starting fresh allowed me to discover my true potential and passion for law. Working with a business coach early on was transformative. They challenged me to set clear goals-not just to practice law, but to become a business owner and leader who could inspire others to work hard and achieve their own dreams. That guidance taught me the power of strategic planning and embracing the unknown. It gave me the courage to take calculated risks, whether it was opening my own firm, hiring my first employees, or expanding into new practice areas. I also encourage my team to adopt the same mindset. Setbacks can be opportunities in disguise and that with vision and hard work, it's possible to turn challenges into growth. Building my business on this foundation has not only driven my success but also created a culture where people feel empowered to take risks, learn from their failures, and keep striving for excellence.
Early in my career, a mentor once told me, "Don't just solve problems-anticipate them." It sounded simple at the time, but it really reshaped how I approached business. Back when I was at N26, we had this massive project that seemed to be running smoothly until suddenly-a few unconsidered variables threw us completely off course. It was a classic case of unforeseen challenges cropping up and derailing progress, and it taught me a valuable lesson; namely, the importance of not only reacting to issues but thinking ahead to preempt them whenever possible. At spectup, I've made it a cornerstone of our approach. We don't just plan for what's immediately in front of us; we try to foresee future challenges that our clients might face, like changes in market dynamics or scalability hurdles, and prepare for those too. This mindset is woven into everything we do, from the way we build pitch decks to the way we strategize fundraising efforts. It's a bit like having a crystal ball-or at least as close as you can get to one in this fast-paced industry. Being proactive rather than reactive doesn't just help us solve problems more efficiently; it allows us to create value in unexpected ways, surprising our clients with insights and opportunities that others might miss. So, whenever someone asks how to future-proof their business, I share this nugget of wisdom. Anticipation keeps you on your toes, and in the ever-shifting landscape of startups and investments, it's better to be a step ahead rather than playing catch-up. Plus, it's made the journey a lot less stressful, reducing the urgency for those late-night, caffeine-infused crises-or at least cutting them down significantly!
The Advice That Shaped My Business of "Building Relationships, Not Just Contracts" One piece of advice I received early in my career that has deeply shaped how I run my business today came from a mentor who told me, "Always focus on building relationships, not just contracts." When I first started my legal process outsourcing company, I was eager to land big contracts and secure clients, but I quickly learned that maintaining strong, long-term relationships is what truly sustains a business. I remember one specific client, a large multinational firm, who had a rough start with our services. Rather than focusing on the transactional aspects, I took the time to meet with them, listen to their concerns, and work closely to tailor our services to their needs. This personal touch turned a potentially lost client into a loyal partner, and they've been with us ever since. Over the years, this advice has guided me in building trust with clients, vendors, and employees, which has been invaluable in navigating challenges and achieving sustainable growth. In a business where service is everything, fostering relationships has proven to be far more important than simply closing deals.
A piece of advice I got early in my career that has fundamentally shaped how I run my business is to "lead by listening." For years, I was under the impression that leadership chiefly revolved around decision making and guide-setting. But a mentor taught me that the best leaders spend more time listening than speaking. Not only does this lead to an increase in trust, but it also ensures that you're making decisions based on the input and perspectives of your team. Every day I follow this advice by maintaining open lines of communication with my employees, partners, and clients. For instance, I conduct regular one-on-ones with my team, and they are 90% focused on them sharing their thoughts / concerns / ideas. These conversations have been foundational to how we respond to all challenges and opportunities. I have been able to find process inefficiencies, discover new ideas and mitigate potential problems before they occur through listening to my team. This advice came through loud and clear and helped me enormously one particular time when we launched a big initiative. Rather than telling them how I intended to make the changes, I sought input from team members who would be impacted directly. We not only improved the rollout plan by integrating their input, but their voices being heard gained us stronger buy-in from the employee base. If you want to lead effectively, I encourage spending time to actively listen to people around you. Instead of being intent on finding a solution, be curious, open, and listen. Set up safe spaces for employees to share their genuine thoughts and always act on what they heard if possible. This leads to trust and engagement, two ingredients that are key to running a successful business. Listening has impacted how I learn to lead as much as anything in my career and continues to inform the way I approach leadership day in and day out.
In my early career, I was advised that relationships matter more than transactions. This shaped my approach in the commercial real estate industry, focusing on long-term connections over quick deals. For instance, at Stance Commercial Real Estate, we prioritize understanding and addressing our clients' goals, building trust and community ties rather than just making a sale. A specific case that illustrates this is how we facilitated a local business expansion by not only finding suitable properties but also connecting them with trusted community advisors. This client's success continued to be our success as it led to numerous referrals and a strengthened network in Riverside. Understanding the community also means being aware of local regulations and changes, which is invaluable information for our clients. Staying deeply connected ensures that we provide solutions custom to the specific needs and growth potential of businesses in the area, bringing mutual benefits. This approach has built a solid foundation for my company, both in reputation and client retention.
Someone once told me 'specialize until it hurts,' and honestly, I initially resisted focusing only on plastic surgeons. But narrowing our focus helped us understand the unique challenges these practices face, like handling before/after photos on social media or discussing sensitive procedures appropriately. Now we can solve problems other agencies don't even know exist, which has made all the difference in our growth.
Advice that has profoundly shaped the way I run my business was to hire based on character, not experience. Early in my career, I learned that skills can be taught, but integrity, work ethic, and a positive attitude are intrinsic qualities that make someone a true asset to any team. This has guided our hiring practices, where we focus on finding individuals who align with our company's values and are genuinely committed to growth and teamwork. This has also allowed us to build a culture of trust and collaboration. By investing in training and development for those with the right mindset, we've created a team that not only delivers exceptional results but also supports one another in achieving collective success. It's a principle that continues to drive our long-term growth and strengthens our reputation as a company that values people above all else.
One of the most valuable pieces of advice I received early in my career was, "Focus on delivering value, not just making sales." This insight profoundly shaped how I run Software House today. It reminded me that business success comes from understanding and solving real problems for clients rather than just pushing products or services. By continuously prioritizing value, we've built long-term relationships with clients who trust us to help them grow, rather than simply purchasing a one-time solution. This philosophy has been pivotal in shaping our company culture and approach to projects. When clients feel that we are genuinely invested in their success, it fosters loyalty and opens the door to future opportunities. Focusing on value over the short-term sale has allowed us to create lasting impact, leading to sustainable business growth. It's a principle I continue to emphasize as Software House evolves.
I'm grateful my first mentor told me 'hire people better than yourself at specific tasks' - it completely changed how I run Jacksonville Maids. When I started delegating specialized cleaning tasks to skilled professionals instead of trying to micromanage everything myself, our quality and client satisfaction skyrocketed while I could focus on growing the business.
One piece of advice I received early in my career as a car detailing expert was to always put the customer first. At the time, I was focused on technical skills and speed, but a mentor reminded me that creating exceptional customer experiences would keep clients coming back long after the initial service. This advice has shaped my approach to running Ryan's Car Detailing. I make it a priority to understand my customers' unique needs, whether that's offering specialized detailing packages or simply taking the time to listen to their concerns. The value of customer loyalty has proven invaluable to my business. While skill and service quality are important, it's the relationship you build with your clients that keeps them coming back, recommending you to others, and supporting your growth. By ensuring that my clients always feel valued and their needs are met, I've been able to grow a loyal customer base that trusts my expertise and comes back regularly for my services.
Some advice I was given early in my career that has helped shape how I operate my business today is, "People first, success will follow." This advice reminded me that businesses succeed when their employees and clients feel appreciated, listened to, and supported. It has also become the basis for how I lead as well as how I make decisions. I practice this through a focus on a culture of employees feeling empowered and acknowledged. From the beginning, I've been deliberate about listening to my team's feedback and including them in determining the company's direction. This not only improves engagement but also encourages innovation, since employees who feel appreciated and know their views matter are more likely to come up with ideas. Whether through regular one-on-one check-ins or anonymous surveys, I've opened channels for direct communications that stay in touch with the pulse of the organization. We also take this people-first approach into consideration for our clients. We make a point to try to understand their needs as best as possible and deliver the solutions on time. Through developing authentic relationships with our clients and delivering real value consistently, we have gained their trust and loyalty over time. The most significant influence of this counsel has been the resilience and commitment forged within the entity. A supported team is likely to apply the effort needed to get through hard times together. Likewise, clients that trust our dedication to their success are loyal to us across competitive environments. If I had one piece of advice for anyone starting or running a business, it would be that you should never forget who moves your organization forward, the people. Create an atmosphere where employees and clients are valued and you will see a chain reaction of good things. When you put people first, success comes second because you have built a foundation of trust, engagement and mutual respect.
Always put your people first. This advice came from a mentor who stressed the importance of creating a strong company culture and focusing on employee well-being. Over the years, I've learned that when you prioritize your team's happiness, mental health, and professional development, the customers will ultimately benefit. Happy employees are more motivated, productive, and invested in the company's success, which leads to better service and stronger relationships with clients. If you take care of your team, they'll take care of your business.