In this episode of Built to Finish, host, Steven Pivnik, interviews Tim Ash, a leading online marketer, keynote speaker, and author of Unleash Your Primal Brain. The discussion delves into Tim's background in cognitive science and AI, his insights into evolutionary psychology, and how these concepts apply to marketing, decision-making, and human behavior.

Tim highlights the importance of habits, explains the brain's focus on survival over happiness, and discusses the ethical use of fear in persuasion. He also shares details about his new keynote, The Initiated Tribe Framework, which aims to tackle modern workforce challenges using principles of evolutionary psychology.

The episode offers practical advice for entrepreneurs and underscores the importance of having a clear personal purpose. Additionally, Tim explores topics like tribalism, memory reliability, and bridging divides in our polarized world.

Takeaways:

• Importance of Personal Purpose: Leaders need to be clear about their personal purpose. This foundational element not only improves personal well-being but also enhances motivation and productivity within a team. Viktor Frankl's concept of finding meaning in life is central to this approach.
• Leveraging Habits: Understanding that habits are evolutionary shortcuts can help leaders design environments and workflows that align with natural human behavior. By creating repetitive routines, teams can conserve cognitive energy and perform more efficiently.
• Combining Positive and Negative Motivations: Effective persuasion involves a balance of highlighting potential negative consequences (potholes) and positive outcomes (heaven). Leaders should not shy away from presenting the reality of challenges along with the benefits of solutions.
• Initiated Tribe Framework: To address worker shortages and boost loyalty, leaders should focus on creating a strong core culture and personally initiating team members into this culture, mimicking tribal bonding experiences from our evolutionary past.
• Optimizing Decision-Making Times: Leaders should take advantage of optimal decision-making times, ideally early in the day or after breaks when both energy and cognitive resources are at their peak to ensure better, more deliberate decisions.
• Addressing Stress in Leadership: Understanding that the brain is wired for survival over happiness can help leaders create realistic expectations and strategies for managing stress and improving mental well-being within their teams.
• Combating Tribalism in Organizations: Given that tribalism is hardwired into human behavior, leaders should work on fostering cooperation and understanding across different groups within the organization, acknowledging the evolutionary roots of these behaviors.

Quote of the Show:

• “Care more about less and less.”

Links:

• Twitter: https://x.com/tim_ash
• LinkedIn: https://www.linkedin.com/in/timash/
• Website: https://timash.com/
• Book Link: https://primalbrain.com/

Ways to Tune In:

• Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY
• Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842
• Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65
• Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037
• YouTube: https://youtu.be/DFxXBNhSAuo

In this episode, host, Steven Pivnik, sits down with Mike Reilly, the legendary voice of Ironman, who has spent over 30 years inspiring athletes worldwide. From announcing over 215 Ironman races to coining the iconic phrase "You are an Ironman," Mike shares the stories behind these moments and the lasting impact they've had on the endurance sports community.

He also opens up about his bestselling book Finding My Voice, which highlights powerful Ironman stories, and his role as Chief Motivation Officer at TriDot, an innovative triathlon training platform. Mike discusses his motivational speaking, the evolution of IronMan races, and offers heartfelt anecdotes about perseverance, community, and triumph.

Takeaways:

• Draw Lessons from Life: Life is a series of lessons that can significantly enrich both personal and professional growth. By reflecting on experiences, learning from them, and using them as guiding principles, individuals can gain valuable insights that shape their future.
• Always Do the Hard Things: Success is often born from the willingness to face challenges head-on. Whether in personal pursuits or professional endeavors, taking on difficult tasks builds resilience and sets the stage for greater accomplishments.
• Follow Your Curiosity: When something genuinely sparks your interest, it can lead to a lasting commitment. Whether it’s a career choice, a new hobby, or personal goals, following your curiosity can lead to deeper engagement and long-term success.
• Get a Coach: Navigating complex challenges, like training for an Ironman or achieving any big goal, is much easier with the guidance of an expert. Coaches and mentors offer valuable insights, structured plans, and motivation to help guide you through the process.
• Keep Moving Forward: Progress doesn’t always happen in a straight line, and setbacks are inevitable. Each failure is an opportunity to learn and refine your approach. Focus on finding the next step, and keep pushing toward the finish line.
• Make a Positive Impact: A small act of kindness or support can make a world of difference in someone else’s life. Strive to leave a positive mark on others, creating a more connected and compassionate community in the process.
• Anything Is Possible: With determination and hard work, remarkable things are within reach. This mindset—one that is deeply ingrained in the Ironman culture—reminds us that no dream is too big if we are willing to put in the effort.

Quote of the Show:

• “Failures can only take you to your next success.”

Links:

• Twitter: https://mobile.twitter.com/IronmanTriVoice
• Personal Website: https://mikereilly.net/
• Company Website: https://www.tridot.com/
• Book Link: https://mikereilly.net/findingmyvoice/

Ways to Tune In:

• Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY
• Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842
• Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65
• Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037
• Transistor: https://podcast.stevenpivnik.com/
• YouTube: https://youtu.be/pBEwqccQKcE

In this week’s episode of Built to Finish, Steven Pivnik talks with Leo Fox, CEO and Founder of Vector Consulting Incorporated. Leo shares his journey from the intelligence community to founding Tenacity Solutions, a cybersecurity company that grew to nearly 200 employees before being sold.

The conversation covers key business lessons, including the importance of hiring the right people, having a supportive peer group, and maintaining family involvement. They also explore the emotional and strategic aspects of selling a business, such as managing due diligence and aligning decisions with a successful sale. The episode concludes with reflections on the challenges and rewards of leadership.

Takeaways:

• Prepare for Growth from Day One: Start acting like a high-growth organization from the beginning. Pivoting to high growth later is challenging. Have a clear vision and communicate it to your team from the start.
• Hire Good People: Surround yourself with trustworthy and competent people. Avoid hiring individuals who may bring in business but lack integrity.
• Be Ready for Transitions: Not everyone is meant to stay with your company through its entire journey. Some team members excel in different stages of the business, and recognizing this early can prevent toxicity.
• Seek Mentorship and Peer Support: Have a CEO peer group or mentor who you can confide in. It's crucial to have someone to discuss your challenges and share advice, as being at the top can be isolating.
• Strategically Plan Exits: When planning to sell your business, every decision should align with this goal. Tighten up operations, streamline cash flow, and avoid long-term projects that won't add immediate value.
• Keep Running the Business: Even during a sale, maintain business operations as if nothing is happening. Buyers expect stability and continuous performance during due diligence.
• Value Family and Trusted Advisors: Rely on family and close advisors for emotional support during stressful times. They can provide a solid foundation and keep you grounded.

Quote of the Show:

• “Make sure you bring good people on your team, it’s key.”

Links:

• LinkedIn: https://www.linkedin.com/in/leo-f-fox-7797554/
• Website: https://www.linkedin.com/company/vector-consulting/

Shoutouts:

• Jim Schleckser: https://www.linkedin.com/in/jimschleckser/
  • His Book: Great CEO’s are Lazy https://www.amazon.com/Great-CEOs-Are-Lazy-Schleckser/dp/0988309912
• The CEO Project: https://theceoproject.com/

Ways to Tune In:

• Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY
• Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842
• Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65
• Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037
• YouTube: https://youtu.be/-ijcEabOwLk

In this special holiday episode of the Built to Finish podcast, host Steven Pivnik, reflects on the past year, expressing gratitude and sharing highlights from a series of extreme adventures and races. Key achievements include reaching number one on the Amazon bestseller list with his book Built to Finish and receiving a major endorsement from Mike Reilly, the voice of Ironman.

The host recounts participating in Ultraman Florida, a grueling three-day triathlon, and the lessons learned from not completing the race. Other challenges include the Rim to Rim hike in the Grand Canyon, the Empire State Ride to End Cancer, and the Everest-ing event. The host also shares a close call at the Mexico-U.S. border and plans to join a Mount Everest expedition.
Additional highlights include racing in the Survival of the Shawshank triathlon, an Ironman Florida that was disrupted due to logistical issues, and an upcoming training hike at Chimborazo. The episode concludes with reflections on personal health struggles and business achievements and a preview of exciting future episodes.

Takeaways:

• Learn from Each Challenge and Setback: View every experience, whether successful or not, as a learning opportunity. Analyze what went wrong and how you can improve, using this mindset to grow and better prepare for future endeavors.
• Adapt and Pivot When Necessary: Be flexible and willing to change course, whether it's scrapping a completed audiobook recording to work with a notable figure or adjusting plans during an event. Adapting can create new opportunities and lead to better outcomes.
• Build a Support Network: Cultivate relationships with friends, family, and colleagues, showing appreciation for their support. Their contributions are often critical to your success.
• Persistence and Resilience: Keep pushing forward despite setbacks. View failure as part of the journey and setbacks as "unfinished business," vowing to return better prepared, which exemplifies a resilient mindset for long-term success.

Quote of the Show:

• "Not every outcome is a win, but each one is a valuable lesson and a data point for how to do better next time."

Ways to Tune In:

• Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY
• Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842
• Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65
• Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037
• YouTube: https://youtu.be/uQqF5eIGAf4

Shoutouts:

• Built to Finish: https://www.amazon.com/Built-Finish-Distance-Business-Life/dp/B0CB9HWSGW
• Mike Reilly: https://www.linkedin.com/in/mike71reilly/ | https://mikereilly.net/
• Adrian Ballinger: https://www.linkedin.com/in/adrian-ballinger-57274/
• Alpenglow Expeditions: https://alpenglowexpeditions.com/

In this episode of Built to Finish, Steven hosts Mark Hodges, a seasoned entrepreneur and founding partner at Acresis LLC, who shares his expertise in building, exiting, and advising businesses. Mark discusses his personal journey and offers strategies for successful business exits, highlighting the importance of having the right management team, navigating competition, and preparing for the sales process.

He stresses the significance of early planning, understanding valuations, and the crucial role of investment bankers. The conversation also covers managing emotions during transitions, talent and capital management, and potential challenges such as undercapitalization and governance issues. Mark concludes by offering insights into post-sale activities and advice on navigating complex partnership buyouts for successful sales.

Takeaways:

• Maximize the Outcome for Everyone: When deciding to sell a business, focus on strategies that maximize the outcome for everyone involved. This includes considering factors like ownership structure and capital choice. Designing with the end in mind can significantly affect the success of your exit strategy.
• Build and Maintain the Right Management Team: Invest in building a strong management team. Surround yourself with talented and trusted individuals who can grow with the company. Ensuring you have the right people in key roles, like finance, sales, and operations, can dramatically improve your business trajectory.
• Seek Funding Wisely: If you aim to scale and eventually exit successfully, securing the right funding is crucial. Whether you're opting for private equity, local bank loans, or friends and family investment, be strategic about the sources and terms of your funding.
• Handle Competition Strategically: Understand your competition, but don't let it paralyze you. Focus on the quality of your product or service, and build a strong sales and executive team to create 'shock and awe' in the market. Sometimes, even providing prospective buyers with your competitors' information can demonstrate your confidence.
• Master the Valuation and Negotiation Process: Having realistic expectations about your business's value is essential. Utilize fair market valuations, discounted cash flow methods, and comparable sales data to get a comprehensive understanding. Hire investment bankers to assist with negotiations, and be prepared to handle due diligence thoroughly.
• Select and Manage Your Investment Banker: For businesses valued over $30 million, hiring a quality investment banker is worth the fee. They know the market, can connect you with the right buyers, and manage the complex sales process efficiently. Compete the selection of your banker wisely and manage them closely throughout the process.
• Plan Post-Sale Activities: Prepare for life after the sale well in advance. Decide whether you'll stay with the business, take on advisory roles, or start new ventures. Give yourself time to adjust and avoid making hasty investments or commitments. This ensures you're content and your wealth is well-managed post-sale.

Quote of the Show:

• “Always design with the end in mind.”

Links:

• LinkedIn: linkedin.com/in/hodgesmark
• Website: https://www.acresis.com/

Ways to Tune In:

• Spotify: https://open.spotify.com/show/1ghmiiaRwVtQ9kqqqvmVQY
• Apple Podcasts: https://podcasts.apple.com/us/podcast/built-to-finish/id1781753842
• Amazon Music: https://music.amazon.com/podcasts/665cacbf-79ed-4745-8856-1d8465943c65
• Podchaser: https://www.podchaser.com/podcasts/built-to-finish-5907037
• YouTube https://youtu.be/65lZLQ56CIA

In this episode of Built to Finish, host Steven Pivnik interviews Bill Thomas, the Founder and Managing Partner at Acresis. He has played a key role in the growth of high-performing companies worldwide. They discuss his journey in the advisory industry, including his experience with Equiterra, which he grew to $100 million before selling to KPMG. Bill shares insights on preparing for business exits, stressing the importance of strong financials, showcasing growth potential, and creating strategic value for acquirers.

He also highlights potential challenges, such as key account management, intellectual property issues, and maintaining forward-looking financials. Bill offers advice on keeping a business focused during the sales process and strategies for maintaining confidentiality. The conversation also touches on the emotional challenges founders face when selling their companies, emphasizing the need for a supportive team.

Takeaways:

• Solid Financials are Crucial: To maximize your exit, ensure you have rock-solid financials. This includes clear revenue streams, EBITDA, and excellent forward-looking financials. Make these the foundation upon which your exit strategy is built.
• Create Value for the Next Owner: Beyond strong financials, build a business with clear opportunities for the next owner to add value. Whether it's scaling the business further or opening new markets, leave something on the table that's attractive to buyers.
• Think About the Strategic Sizzle: Realize the importance of the story your business tells beyond just numbers. Strategic value, such as unique technologies or industry positioning, can be the sizzle that captivates potential buyers.
• Expect and Plan for Setbacks: Understand that setbacks can and will happen during the exit process. Prepare for them by diversifying your relationships within key accounts and maintaining excellent IP documentation. Anticipating bumps in the road will keep you ready to manage them effectively.
• Maintain Focus on Business Operations: Do not let the exit process distract you from running your business. The last thing you want is declining metrics during a critical negotiation period. Ensure your leadership team is robust enough to handle day-to-day operations effectively.
• Clean Up the Cap Table: Ensure your cap table is 100% accurate and fully documented, including all board minutes, investor agreements, and employee stock options. A clean cap table is non-negotiable for a smooth transaction.
• Manage Emotional Attachment: Acknowledge the emotional attachment you have to your business. Recognize that it's normal to feel this way but be prepared to make rational decisions that prioritize your financial and personal goals as well as those of your team and business.

Quote of the Show:

• "The foundation of any successful exit is solid financials; once that's in place, the real value lies in whether you've built a business with a future, leaving room for growth and opportunity for a new owner."

Links:

• LinkedIn: https://www.linkedin.com/in/bill-thomas-13982/
• Website: https://www.acresis.com/

Ways to Tune In:

• Spotify
• Apple Podcasts
• Amazon Music
• Podchaser
• Transistor
• YouTube

In the debut episode of the Built to Finish podcast, host Steven Pivnik sits down with Igor Yakushko, a seasoned athlete and financial expert. Igor reflects on his impressive accomplishments, including completing 35 Ironman triathlons and numerous ultramarathons. He opens up about the mental and physical challenges of endurance racing, the strategies that have helped him thrive, and how he balances his demanding role as Vice President of Apple Bank with his passion for health and wellness, including growing his own food. The conversation also explores the value of embracing the journey, setting achievable personal goals, and finding fulfillment both in athletics and in life.

Takeaways:

• Set Goals and Deadlines: Establish specific dates for achieving key milestones. A fixed timeline creates urgency and accountability.
• Reflect and Adapt: Regularly review past performances, identifying what worked and what didn’t. Use these insights to adjust and refine future strategies.
• Plan Meticulously: Define a clear goal and build a structured plan to reach it. Break the goal into manageable steps and stay focused throughout the process.
• Prioritize Health and Well-being: Maintain a balanced lifestyle with proper nutrition, sleep, and recovery. A well-rested and nourished body and mind are essential for sustained performance and leadership.
• Embrace Challenges: Welcome difficult situations as opportunities for growth. Developing resilience helps in overcoming obstacles and building strength.
• Engage in Self-Talk: Use positive self-talk and visualization techniques to stay motivated, especially during challenging leadership moments or races.
• Meditative Practices: Engage in activities that clear your mind and encourage reflection. Whether through running, jogging, or other exercises, these moments offer clarity and mental rejuvenation.

Quote of the Show:

• "You will likely fail at some point, but that failure won't define you. Instead, it shows you where your limits are, limits that you can push and expand. Ultimately, it's a journey that helps you learn more about yourself."

Links:

• LinkedIn: https://www.linkedin.com/in/igor-yakushko/
• Website: https://www.applebank.com/

Ways to Tune In:

• Spotify
• Apple Podcasts
• Amazon Music
• Podchaser
• YouTube

Welcome to Built to Finish! Join host, Steven Pivnik, each week as he explores the journeys of audacious goal setters. This includes experienced Founders, CEOs and entrepreneurs sharing pivotal moments that propelled their success. We’ll also be talking with endurance athletes who push the limits of physical and mental ability. This show is brought to you by Acresis — offering tailored, high-impact advisory services to help founders get to their finish line with a strategic acquisition or majority investor recapitalization.