In this episode of Let Me Speak to a Manager, Ian Mathews and Frank Cava break down why sales motivation collapses in tough markets and why the best salespeople actually thrive when things get hard.Drawing from decades of experience across real estate, lending, construction, and enterprise sales, the guys unpack the psychological forces behind procrastination, learned helplessness, and burnout, including expectancy theory, intrinsic vs extrinsic motivation, and the progress principle.They explain why most sales teams focus on the wrong metrics during downturns, how fear and uncertainty shut down performance, and how elite performers reframe success using micro-wins, controllable behaviors, and skill-building.If you’re a salesperson struggling in a slow market or a manager trying to motivate a team, this episode offers practical frameworks, real-world examples, and leadership lessons that separate professionals from fair-weather performers.

What happens when elite leadership stops evolving?In this episode, we break down one of the most revealing leadership case studies in modern sports and business: the New England Patriots’ post–Bill Belichick transformation. What followed wasn’t just a coaching change, but a cultural reset that offers powerful lessons for CEOs, founders, nonprofit leaders, managers, and anyone responsible for people.We explore how long-term success can quietly harden culture, why fear-based leadership eventually fails, and what it really means to fire a legend. From ownership accountability to locker-room trust, this episode examines the difference between authority and influence, control and connection, legacy and adaptability.The conversation culminates in a practical leadership framework, the 4 H’s: History, Heroes, Heartbreak, and Hope, giving leaders a clear lens for rebuilding culture, restoring trust, and creating environments where people actually want to perform.If you’re leading a team, scaling a business, navigating change, or questioning whether success has come at a hidden cost, this episode will challenge how you define leadership, culture, and growth.Topics include: Leadership development, organizational culture, business leadership lessons, sports leadership, management strategy, firing a CEO, trust-based leadership, emotional intelligence, team culture, mindset, and personal growth.

Why do successful companies lose urgency, and how do elite leaders bring it back without creating burnout? In this episode, Ian and Frank break down the leadership psychology of urgency, explaining why urgency often fades as businesses grow, teams start winning, and comfort replaces pressure. Drawing lessons from the NFL, Silicon Valley, Google, and high-stakes operating environments, they explore how the best leaders create urgency through clarity, transparency, and accountability, not fear or micromanagement. The conversation dives into why pressure sharpens focus, how existential threats drive innovation, and why leaders lose momentum when they become disconnected from frontline reality. Ian and Frank also unpack common management mistakes around bonuses, incentives, and motivation, and explain why most teams don’t lack urgency; they lack context and mission alignment. This episode is packed with practical leadership advice for founders, executives, managers, and operators who want to improve team performance, accountability, decision-making, and organizational momentum. If you’re leading a company, managing people, or trying to rebuild urgency in a complacent organization, this episode explains how serious leaders think about urgency, pressure, and long-term performance.Want to dig into this content more? Download Ian's notes HERE00:00 – Leadership urgency explained: why it matters01:45 – Why urgency disappears when teams start winning04:10 – Comfort, complacency, and declining leadership standards06:50 – Google, AI, and how existential threats create urgency10:15 – Pressure in leadership: when it works and when it fails14:10 – Why leaders can’t create urgency from the office17:45 – Transparency, trust, and accountability in management20:30 – Bonuses, incentives, and motivation mistakes leaders make24:40 – “No crying in the casino”: pressure and performance27:30 – Connecting daily work to mission and organizational purpose30:45 – Why teams don’t lack urgency — they lack context33:20 – How to build urgency without burnout or fear36:10 – Final leadership lessons on urgency and momentum

Why do prospects suddenly disappear after showing interest, and how do top performers prevent it from happening in the first place?In this episode, Ian and Frank break down the real reasons salespeople, real estate agents, and operators get ghosted, and why it’s almost never about follow-up frequency or buyer rudeness. Instead, ghosting is usually a breakdown in commitment, clarity, and process long before the deal goes quiet.The guys unpack the psychology behind buyer hesitation, explain the seven levels of commitment, and reveal where most sales conversations leak momentum. From real-world war stories to practical frameworks used by elite closers, this episode teaches you how to maintain control of the process, close loops properly, and follow up with confidence, without sounding desperate or annoying.Whether you’re in sales, real estate, leadership, or client-facing work, this conversation will change how you think about follow-up, objections, and long-term deal flow.👇 Drop a comment with the best insight you took away or the follow-up line that’s worked best for you.Download the Slides from today's episode00:00 – Intro & BanterSetting the tone and introducing the problem of getting ghosted in sales.01:42 – Why Getting Ghosted Feels Personal (But Isn’t)Why most people misinterpret silence as rejection.03:10 – The Real Reason Prospects DisappearWhere deals actually break down before follow-up even starts.06:15 – A Story from Iraq: Commitment vs SilenceFrank shares a powerful story that reframes what “ghosting” really means.09:40 – Why “Just Following Up” Kills DealsHow weak language signals lack of authority and certainty.12:55 – The Seven Levels of Commitment ExplainedWhy “I’ll call you” isn’t a close — and what actually counts as commitment.16:20 – Where Sales Conversations Leak ControlThe most common moments momentum quietly disappears.18:45 – How Top Closers Lock the Next StepSimple process changes that prevent ghosting before it happens.21:30 – Follow-Up Timing: 12 Hours, 72 Hours, and BeyondWhen to reach out — and when to stop chasing.24:10 – The Psychology of Buyer HesitationFear, uncertainty, and why silence feels safer than saying no.27:05 – How to Recover a “Dead” DealWhat to say when a prospect has already gone quiet.31:35 – The 7-Word Email That Gets Replies (Chris Voss)A counterintuitive follow-up line that reopens conversations.33:55 – Sales Is About Closing Loops, Not Chasing PeopleWhy control, clarity, and leadership matter more than persistence.36:20 – Lessons for Managers & Team LeadersHow to train teams to avoid ghosting at scale.38:30 – Final Thoughts & TakeawaysWhy follow-up is a leadership skill, not a reminder system.

In this episode, Frank and Ian break down the most overlooked skill in sales, leadership, and communication: the ability to read people and adapt your approach.Too many salespeople, managers, and founders rely on scripts, tactics, and “best practices” without understanding who they’re actually talking to. The result? Ghosted deals, stalled conversations, frustrated teams, and missed opportunities.Frank and Ian explain why traditional sales training is failing in today’s market, why the Golden Rule doesn’t work in business, and how understanding social styles and personality types can dramatically improve sales performance, leadership effectiveness, and relationship-building.They walk through the four core social styles: Driver, Expressive, Amiable, and Analytic, and show how mismatched communication styles quietly kill deals, create tension on teams, and sabotage leadership credibility.This episode is a practical guide for anyone in sales, entrepreneurship, management, or leadership who wants to communicate more effectively, ask better questions, and close more deals without being pushy or manipulative.🧠 What You’ll Learn in This EpisodeWhy modern sales training focuses on the wrong thingsHow to read people before you try to sell or lead themWhy “treat people how you want to be treated” fails in businessThe four social styles that influence every buying decisionHow personality mismatches silently kill dealsWhy execution beats tactics when communication breaks downHow great leaders adapt instead of forcing their styleWhy asking the right questions matters more than pitching⏱️ Show Notes & Timestamps00:00 – Banter and episode setupFrank and Ian set the tone and tee up a conversation about sales, leadership, and communication.00:28 – Why sales training is broken right nowWhy focusing on closing tactics instead of people creates ghosting, friction, and lost deals.01:55 – Why the Golden Rule doesn’t work in sales or leadershipTreating people how you want to be treated fails when they don’t think like you.03:40 – Selling vs. reading the roomWhy awareness beats scripts in high-stakes conversations.06:15 – The cost of misreading people in businessHow personality mismatches quietly sabotage deals and teams.09:20 – Introduction to social stylesAn overview of the four core social styles and how they show up at work.11:18 – Driver personalities explainedFast-paced, decisive, and results-focused — and how they unintentionally steamroll others.14:05 – Expressive personalities explainedVision-driven, energetic communicators who thrive on ideas and momentum.17:30 – Amiable personalities explainedRelationship-first thinkers who value trust, harmony, and consistency.20:45 – Analytic personalities explainedDetail-oriented decision-makers who prioritize logic, data, and process.25:10 – Michael Jordan vs. Ted LassoA powerful metaphor for understanding personality clashes in sales and leadership.27:02 – If you can’t read people, nothing else mattersWhy social awareness is the foundation of every successful sale.27:47 – Doing everything right and still losing the saleHow better questions and adaptability create control without pressure.29:30 – Final thoughts on adaptive leadership and communicationWhy great leaders learn to flex instead of forcing outcomes.

In this episode, Frank and Ian unpack the real return on investing in yourself through conferences, coaching, and focused mastery. What starts as classic banter turns into a grounded conversation about why most people stall out in their careers, how clarity beats overwhelm, and why narrowing your lane is the fastest path to long-term success.Frank shares how nearly a decade of attending the same conference created compounding returns, from strategic debt solutions for ADUs to high-trust relationships that only come with time and repetition. Ian reflects on his own journey, from corporate transition to finding his investing edge, and why his biggest breakthroughs always followed moments where he stopped trying to learn “on the cheap.”Together, they explore FOMO, niche dominance, long-tail thinking, and why saying no to most opportunities is the hidden skill behind outsized returns. The episode closes with a reminder that mastery is built slowly, intentionally, and by consistently reinvesting in what you do best.00:00 Banter01:40 Conferences, perception, and audience awareness03:00 Why conferences feel uncomfortable (and that’s normal)05:45 The overwhelm problem and choosing the “right” room08:30 Why expectations determine conference ROI09:50 How veterans actually use conferences11:00 A real example that changed business direction14:05 The ADU lending problem and a breakthrough conversation17:45 Why most people stop investing in their craft20:55 Becoming world-class by narrowing your lane22:15 The long tail, niches, and finding your people25:45 Lifelong learning and delayed returns27:35 One relationship can change everything29:30 FOMO, discipline, and saying no31:00 Why focus beats diversification32:40 Fake business trips and Vegas jokes33:30 Final thoughts and closing

SummaryIan and Frank explore the nuances of communication, particularly in the context of marriage, sales, and management. They discuss the importance of assertiveness, the impact of status threats, and the effectiveness of self-deprecation and humor in easing tough conversations. The duo emphasizes the need for psychological safety and the use of accusation audits to foster open dialogue. They also highlight the significance of opt-in questions to empower others in discussions, ultimately concluding that effective communication is crucial for successful management and relationships.TakeawaysMarriage is a living, breathing thing, not a noun.Assertiveness is key in uncomfortable conversations.Sales requires asking personal questions delicately.Status threats can lead to defensive reactions.Self-deprecation can ease tough conversations.Humor can lower status and create rapport.Accusation audits can diffuse tension.Creating psychological safety encourages honest feedback.Opt-in questions empower the other party.Effective communication is essential for management.Chapters00:00 The Petty Argument: A Marriage Story02:54 Assertiveness in Communication05:44 Sales and Management Dynamics08:58 Status Threats in Conversations10:04 The Power of Self-Deprecation12:33 Cunningham's Law in Coaching30:15 Mastering Negotiation Tactics35:45 The Art of Accusation Audits39:47 Creating Psychological Safety in Conversations44:58 Navigating Tough Feedback50:45 The Importance of Adaptability in ManagementCONNECT WITH USWebsite - https://www.letmespeaktoamanagerpodcast.com/Instagram - https://www.instagram.com/letmespeaktoamanager/Tiktok - https://www.tiktok.com/@speaktoamanagerpodcastFrank Cava is the CEO of one of Richmond’s fastest-growing companies, an executive coach, and he devours red meat like an apex predator in the Serengeti.https://www.youtube.com/c/FrankCavaOfficialhttps://www.instagram.com/frank.b.cava/https://www.facebook.com/FrankCavahttps://twitter.com/Frank_Cavahttps://www.tiktok.com/@therealfrankcavahttps://frankcava.com/Ian Mathews is the CEO of 5on4 Group, a management training company, and consultancy he formed just because he liked the kitschy hockey title.https://www.instagram.com/ianbmathews/https://www.facebook.com/ian.mathews.3572https://twitter.com/ianbmathews

In this conversation, Ian and Frank explore a variety of themes ranging from travel experiences and culinary adventures to the legacy of Warren Buffett. They discuss the importance of public speaking, the value of handwritten communication, and the lessons learned from Omaha. The conversation also delves into the significance of relationships in business, reflections on longevity and luck, and the role of cash flow in business success. As they wrap up, they emphasize the importance of humility, kindness, and the need for effective succession planning in organizations.Chapters00:00 Travel Tales and Unexpected Adventures02:48 Warren Buffett's Final Shareholder Letter05:51 The Importance of Handwritten Communication08:39 Lessons from Omaha and Relationships11:46 The Power of Humility and Gratitude14:41 Coca-Cola's New Coke Fiasco and PR Mastery33:49 The Art of Humble Communication37:25 Nostalgia and Marketing Mastery41:15 Leadership and Legacy44:01 Luck, Longevity, and Humility47:01 The Weight of Responsibility55:19 The Impact of Relative Deprivation58:09 A Vision for the Future59:59 Lessons from Life and LegacyCONNECT WITH USWebsite - https://www.letmespeaktoamanagerpodcast.com/Instagram - https://www.instagram.com/letmespeaktoamanager/Tiktok - https://www.tiktok.com/@speaktoamanagerpodcastFrank Cava is the CEO of one of Richmond’s fastest-growing companies, an executive coach, and he devours red meat like an apex predator in the Serengeti.https://www.youtube.com/c/FrankCavaOfficialhttps://www.instagram.com/frank.b.cava/https://www.facebook.com/FrankCavahttps://twitter.com/Frank_Cavahttps://www.tiktok.com/@therealfrankcavahttps://frankcava.com/Ian Mathews is the CEO of 5on4 Group, a management training company, and consultancy he formed just because he liked the kitschy hockey title.https://www.instagram.com/ianbmathews/https://www.facebook.com/ian.mathews.3572https://twitter.com/ianbmathews

Episode SummaryIn this episode, Frank and Ian dig into the age-old entrepreneurial dilemma: when do you share your ideas, and when do you keep them close to the vest?Frank wrestles with whether to present a cutting-edge affordable dwelling unit (ADU) investment strategy to his mastermind peers — a move that could either elevate his brand or arm his competitors. Together, Ian and Frank explore how business leaders balance transparency, competition, abundance mindset, and strategic advantage.Along the way, they talk about real estate innovation, honest leadership, giving and receiving feedback, and the value of shooting people straight — even when it’s uncomfortable.This episode is a raw, candid conversation on trusting your instincts, leading with integrity, and playing the long game in both business and relationships.Show Notes & Chapters00:00 – Dodgers, Jerseys, and Modelo MomentsFrank shares a funny story from a Dodgers game — and Ian calls him out for “team-hopping.”01:20 – The Struggle: To Share or Not to ShareFrank preps for a mastermind talk and debates whether to reveal his ADU investment strategy publicly.02:30 – Inside the Mastermind RoomFrank explains who’s in the audience, the dynamic between investors and operators, and what’s at stake.04:00 – The 12% Return QuestionIan shares a conversation with a potential investor about why the deal’s strong ROI is legit — not “too good to be true.”05:40 – Competitors, Capital, and Calculated RisksShould Frank reveal details of his financing structure, or will that open the door to copycats?07:20 – The Opportunity in CollaborationFrank considers whether sharing could actually attract partnerships and expansion opportunities.09:00 – Why Execution Beats IdeasIan argues that even if others hear the idea, few will execute it with the same rigor.10:30 – The Abundance Mindset ShiftFrank and Ian discuss why there’s enough opportunity for everyone — and why fear-based decisions limit growth.14:50 – Leadership and Scarcity in the WorkplaceIan shares parallels between hoarding information in corporate settings and limiting team growth.17:00 – Shooting People StraightFrank explains his “operating system” of honesty, even when it’s uncomfortable — and why people thank him for it.18:50 – Radical Feedback & Real CoachingIan breaks down why leaders must tell the truth, give direct feedback, and stop avoiding hard conversations.22:00 – Feedback Is a GiftThe duo wraps up with lessons on authenticity, leadership, and listening — featuring an unforgettable line from a mentor:“The good Lord blessed you with one mouth and two ears for a reason. Shut your mouth and listen.”Key TakeawaysProtecting your ideas often stems from fear, not strategy.Execution is what separates winners from imitators.Honest feedback builds stronger teams and relationships.Abundance creates opportunity; scarcity creates isolation.Being known for integrity is the ultimate brand advantage.CONNECT WITH USWebsite - https://www.letmespeaktoamanagerpodcast.com/Instagram - https://www.instagram.com/letmespeaktoamanager/Tiktok - https://www.tiktok.com/@speaktoamanagerpodcastFrank Cava is the CEO of one of Richmond’s fastest-growing companies, an executive coach, and he devours red meat like an apex predator in the Serengeti.https://www.youtube.com/c/FrankCavaOfficialhttps://www.instagram.com/frank.b.cava/https://www.facebook.com/FrankCavahttps://twitter.com/Frank_Cavahttps://www.tiktok.com/@therealfrankcavahttps://frankcava.com/Ian Mathews is the CEO of 5on4 Group, a management training company, and consultancy he formed just because he liked the kitschy hockey title.https://www.instagram.com/ianbmathews/https://www.facebook.com/ian.mathews.3572https://twitter.com/ianbmathews

SummaryIn this conversation, Ian & Frank jump into the intersection of gambling, organized crime, and sports integrity, particularly focusing on the recent NBA scandal involving players and the mafia. The guys discuss the cultural significance of gambling in America, the portrayal of the mafia in films like The Godfather, and the implications of legalized gambling on sports integrity. They reflect on the consequences of poor decisions made by athletes and the ongoing challenges of maintaining the integrity of sports in a gambling-driven environment.TakeawaysGambling has deep roots in American culture, often viewed as harmless.The Godfather movies provide a nostalgic lens on organized crime.Recent NBA scandals highlight the risks of gambling in sports.Cheating in sports undermines the integrity of the game.The mafia has historically capitalized on gambling as a vice.Legalized gambling has blurred the lines of sports integrity.Athletes face significant consequences for poor decisions related to gambling.The expansion of gambling markets increases the temptation to cheat.Maintaining the integrity of sports is crucial for their value.The future of sports may hinge on effective regulation of gambling.Chapters00:00 Introduction to Gambling and the Mafia02:53 The Godfather Movies: A Deep Dive05:42 The Evolution of Gambling in America08:52 NBA Scandal: Cheating and Integrity11:53 The Consequences of Bad Decisions14:35 The Blurred Lines of Legal Gambling17:47 The Mafia's Adaptation to Changing Times23:21 The Evolution of Sports Betting25:17 The Temptation of Cheating in Sports27:09 The Impact of Legalized Gambling on Sports29:02 The Future of Fair Competition in Sports33:37 The Six Stages of Entrepreneurship and Sports Integrity38:45 The Consequences of Cheating in SportsCONNECT WITH USWebsite - https://www.letmespeaktoamanagerpodcast.com/Instagram - https://www.instagram.com/letmespeaktoamanager/Tiktok - https://www.tiktok.com/@speaktoamanagerpodcastFrank Cava is the CEO of one of Richmond’s fastest-growing companies, an executive coach, and he devours red meat like an apex predator in the Serengeti.https://www.youtube.com/c/FrankCavaOfficialhttps://www.instagram.com/frank.b.cava/https://www.facebook.com/FrankCavahttps://twitter.com/Frank_Cavahttps://www.tiktok.com/@therealfrankcavahttps://frankcava.com/Ian Mathews is the CEO of 5on4 Group, a management training company, and consultancy he formed just because he liked the kitschy hockey title.https://www.instagram.com/ianbmathews/https://www.facebook.com/ian.mathews.3572https://twitter.com/ianbmathews

💡 Episode SummaryIn this episode, what starts as a lighthearted chat about AI filters turns into a powerful conversation about originality, risk-taking, and what it means to build a life that actually fits you.The guys reflect on their own early career decisions — Frank choosing homebuilding over commercial construction despite ridicule, Ian walking away from engineering to pursue sales when everyone told him not to — and how those moments of going against the grain shaped everything that came next.They also unpack why conformity feels comfortable, why discomfort often signals growth, and how cultural “waves” — from fashion to business trends — reveal when it’s time to zig while everyone else is zagging.By the end, you’ll walk away with a better understanding of what it takes to build a career, business, and life that are tailor-made — not mass-produced.🧭 Key ThemesOriginality vs. Automation – Why AI-made content (and AI-made thinking) is making individuality more valuable than ever.Career Crossroads – Choosing a path that fits you, even when mentors or peers don’t understand.Comfort & Growth – How staying too close to “home” — physically or mentally — can stunt your evolution.Cultural Cycles – Why what’s “old-fashioned” often becomes revolutionary again.Significance & Variety – Two core human needs that drive our craving for purpose and difference.🧩 Memorable Moments(45:30) Frank jokes about being an “AI bot” who kept his real-life weight — proving authenticity is the new flex.(47:50) Ian vents about how LinkedIn’s turned into a scroll of sameness — “If everyone’s using the same tool to write the same thing, what are we even reading?”(49:40) Frank’s story of choosing homebuilding over the “respectable” commercial route, and getting mocked for it.(52:14) Ian’s parallel story: rejecting an engineering cubicle job to chase growth in sales.(55:40) A hilarious riff on NBA fashion — why the one player dressing like it’s 1988 would now stand out the most.(1:03:00) Frank’s stat: 80% of Americans live within 100 miles of where they grew up — and why the great innovators almost never do.(1:07:18) The banker who told Frank, “What the hell are you doing?” when he bought homes for $18K — and how that “crazy” decision became a career-defining move.

Episode SummaryIan and Frank explore the fleeting nature of life’s best moments and why we so often miss them while they’re happening. From playoff baseball traditions and movie outings with their kids to nostalgic sports memories, the conversation underscores that “the good old days” aren’t just behind us—they’re happening right now. Along the way, they debate whether teams should celebrate small victories, pull in lessons from business and psychology, and remind us that presence and gratitude turn everyday moments into something worth remembering.Show NotesEpisode Highlights0:00 — Intro banter and the setup: playoff baseball and family traditions4:52 — Frank’s mantra: “These are the good old days”8:40 — Why experiences have a shelf life: the “last time” problem13:27 — Parenting, presence, and savoring what won’t last forever17:58 — Should sports teams celebrate small wins? Or only championships?23:49 — Pop culture lessons: The Office, Breaking Bad, and NFL coaching moments30:22 — Business takeaways: why leaders should stop grading wins and celebrate progress37:05 — Hedonic adaptation: why we get used to good things too quickly41:48 — Nostalgia, goggles, and champagne: gratitude in everyday life46:35 — Closing reflections: recognizing “peak moments” in real timeKey Takeaways for ListenersPresence is everything — what feels ordinary now may become your most cherished memory later.Celebrate the small wins — in sports, business, and life, don’t wait for a championship to acknowledge progress.Traditions matter — rituals, even small ones, anchor relationships and create lasting meaning.Fight hedonic adaptation — gratitude and perspective are antidotes to taking good things for granted.Remember: “These are the good old days” — the moments worth celebrating aren’t just behind you.CONNECT WITH USWebsite - https://www.letmespeaktoamanagerpodcast.com/Instagram - https://www.instagram.com/letmespeaktoamanager/Tiktok - https://www.tiktok.com/@speaktoamanagerpodcastFrank Cava is the CEO of one of Richmond’s fastest-growing companies, an executive coach, and he devours red meat like an apex predator in the Serengeti.https://www.youtube.com/c/FrankCavaOfficialhttps://www.instagram.com/frank.b.cava/https://www.facebook.com/FrankCavahttps://twitter.com/Frank_Cavahttps://www.tiktok.com/@therealfrankcavahttps://frankcava.com/Ian Mathews is the CEO of 5on4 Group, a management training company, and consultancy he formed just because he liked the kitschy hockey title.https://www.instagram.com/ianbmathews/https://www.facebook.com/ian.mathews.3572https://twitter.com/ianbmathews

Episode summaryIan and Frank respond to the assassination of Charlie Kirk as a springboard to a broader conversation about polarization, the collapse of nuance, and why critical thinking matters — especially in business and leadership. They trace cultural roots (standardized testing, social media echo chambers), examine groupthink in organizations, and debate the real forces behind “cancel culture” and free speech — corporate incentives, algorithmic silos, and our own unwillingness to hold multiple truths at once. The episode closes with practical challenges for managers: hire dissent, reward clear thinking, and teach people to explain assumptions.Show notesEpisode highlights0:00 — Host banter & episode warning1:39 — Context: Charlie Kirk’s assassination and the polarized public response4:47 — The episode’s central question: where has nuance gone?11:11 — Historical roots: standardized testing, Scantron, and one-right-answer thinking15:25 — Engineering exams vs. multiple-choice: why process matters more than a single right answer19:19 — How education access and class shape critical thinking opportunities21:09 — Cognitive dissonance, confirmation bias, and why people double down26:32 — Groupthink in companies and the cost of lacking dissent29:49 — Free speech vs. corporate economics (Jimmy Kimmel example)42:43 — Parenting and gatekeeping in the age of instant, graphic news46:24 — Final takeaway: critical thinking and clear articulation are future currencyKey takeaways for listenersNuance is a skill that must be taught and practiced — not assumed.Organizations succeed when they welcome dissent and surface assumptions.Social media + algorithmic feeds amplify confirmation bias; be intentional about diverse inputs.Leaders should prioritize process (how people think) over binary correctness.For parents and managers: act as gatekeepers of what people in your care consume and model curiosity.CONNECT WITH USWebsite - https://www.letmespeaktoamanagerpodcast.com/Instagram - https://www.instagram.com/letmespeaktoamanager/Tiktok - https://www.tiktok.com/@speaktoamanagerpodcastFrank Cava is the CEO of one of Richmond’s fastest-growing companies, an executive coach, and he devours red meat like an apex predator in the Serengeti.https://www.youtube.com/c/FrankCavaOfficialhttps://www.instagram.com/frank.b.cava/https://www.facebook.com/FrankCavahttps://twitter.com/Frank_Cavahttps://www.tiktok.com/@therealfrankcavahttps://frankcava.com/Ian Mathews is the CEO of 5on4 Group, a management training company and consultancy he formed just because he liked the kitschy hockey title.https://www.instagram.com/ianbmathews/https://www.facebook.com/ian.mathews.3572https://twitter.com/ianbmathews

Episode SummaryIn this episode, Ian and Frank kick things off with some lighthearted banter about their fantasy football league before diving deep into what makes organizations thrive—or fail—both in sports and business. Using the Miami Dolphins and other NFL franchises as case studies, they explore how ownership, culture, leadership, and decision-making trickle down to affect long-term performance.Frank unpacks decades of dysfunction in Miami, while Ian contrasts it with the Detroit Lions’ recent cultural turnaround. Together, they draw sharp parallels between failing sports franchises and struggling companies: meddling owners, poor alignment between leadership, lack of cultural buy-in, and short-term decision-making.From NFL coaching graveyards to career lessons about choosing stability over hazard pay, this episode blends humor, storytelling, and practical takeaways for leaders in any field.ShownotesTopics Covered:Fantasy football rivalry: Ian vs. Frank (and why Frank can’t seem to beat him)Why fantasy football and gambling go hand in handThe Miami Dolphins’ decades-long struggles: coaching turnover, ownership issues, and systemic dysfunctionThe difference between meddling vs. absentee ownership (Cowboys, Browns, Dolphins, Lions)Nick Saban’s brief Miami tenure and how one decision (Drew Brees’ medical clearance) changed NFL historyWhy Miami has become a “coaching graveyard” and what that teaches us about leadership rolesCareer parallels: why people take jobs in dysfunctional companies (hazard pay, emotional decisions, short-term thinking)The importance of cultural due diligence when joining a company or teamMilitary families, real estate, and the pitfalls of emotional decision-makingHow the Detroit Lions finally got it right: aligned leadership, cultural focus, and owners stepping backOwnership success stories: Dodgers, Lakers, Commanders—what great management groups do differentlyThe ripple effect of strong vs. weak ownership in both sports and businessTakeaways for Leaders & ListenersCulture eats strategy: No amount of talent or money can overcome a dysfunctional system.Leadership alignment is everything: GMs, coaches, and executives must share vision and values.Ownership matters: Meddling or absentee owners derail long-term success.Hazard pay is real: Struggling companies (or teams) often lure talent with big checks, but rarely offer long-term growth.Do your due diligence: Before joining an organization, look past the paycheck—evaluate culture, leadership, and history.Chapters00:00Fantasy Football Rivalry03:08The State of the Miami Dolphins05:56Coaching Challenges in Miami08:48The Importance of Ownership in Sports11:35Career Decisions and Company Culture14:56The Detroit Lions' Turnaround17:43The Role of Management in Team Success20:49Baker Mayfield's Journey23:41The Impact of Culture on Player Performance26:51The Tampa Bay Buccaneers' Success29:37Understanding Team Dynamics32:37The Risks of Hiring Star Players35:32Long-Term Strategies for Success38:48The Future of NFL Coaching41:40Closing Thoughts and Reflections

In this conversation, Ian and Frank delve into their real estate investment strategies, particularly focusing on the development of accessory dwelling units (ADUs) as a solution to housing shortages. The discussion also covers the challenges of navigating permits, structuring investments for optimal returns, and the significance of customer service in the rental market. Overall, the conversation highlights the intersection of real estate, community service, and economic opportunity.Chapters00:00 Introduction and Conference Insights02:52 Education and Job Readiness05:44 Real Estate Deals and Investment Strategies08:46 Affordable Housing and ADUs11:54 Navigating Permits and Development Risks14:48 Investment Structure and Returns17:52 Market Demand and Customer Acquisition20:46 Conclusion and Future OutlookCONNECT WITH US Website - https://www.letmespeaktoamanagerpodca... Instagram -   / letmespeaktoamanager  Tiktok -   / speaktoamanagerpodcast  Frank Cava is the CEO of one of Richmond’s fastest-growing companies, an executive coach, and he devours red meat like an apex predator in the Serengeti.    / frankcavaofficial    / frank.b.cava    / frankcava    / frank_cava    / therealfrankcava  https://frankcava.com/ Ian Mathews is the CEO of 5on4 Group, a management training company and consultancy he formed just because he liked the kitschy hockey title.   / ianbmathews    / ian.mathews.3572    / ianbmathews

In this episode, Frank Cava and Ian Mathews dive into the concept of "signal vs. noise" as it relates to productivity, time management, and goal setting. The discussion explores how to filter out distractions (noise) to focus on what truly matters (signal) in both personal and professional contexts. The hosts use real-world examples, analogies, and practical strategies to illustrate how prioritizing high-impact tasks and setting clear, aggressive goals can drive success.Chapters:00:00 Introduction and Context of Signal vs. Noise03:40 The Importance of Goal Setting06:45 Time Management and Productivity09:47 The Role of Focus in Achieving Goals12:44 Understanding Signal and Noise in Communication15:56 The Engineering Perspective on Signal and Noise18:33 The Impact of Time on Goal Achievement21:36 The Psychology of Readiness to Change24:51 The Concept of Prospection and Future Motivation27:50 Innovation Through Discomfort30:32 The Relationship Between Goals and Discomfort33:50 The Importance of Selective Attention in Goal Setting42:18 Podcast outro.wav

In this conversation, Ian Mathews and Frank Cava discuss the challenges faced by Cracker Barrel, particularly focusing on its recent logo controversy and the implications of its branding strategy. They explore the restaurant's origins, its business model, and the impact of social media on consumer behavior. The discussion highlights the importance of understanding core customers while navigating the evolving landscape of the restaurant industry, especially in the context of fast casual dining trends. The conversation concludes with reflections on potential future directions for Cracker Barrel and the broader implications for branding in today's market.Chapters:00:00 Cracker Barrel's Origins03:01 Cracker Barrel's Business Model and Challenges05:47 Rebranding and Logo Controversy08:55 The Fast Casual Dining Trend11:55 Cultural Reflections and Consumer Behavior14:40 Rebranding Lessons from History19:57 Corporate Missteps and Customer Alienation23:31 The Importance of Understanding Your Core Audience27:11 Marketing Strategies: Lessons from the Past29:45 The Role of Social Media in Modern Marketing32:55 Future Directions for Cracker Barrel36:31 Reflections on Branding and Identity

SummaryIan and Frank discuss various topics ranging from real estate events and market insights to employee management and personal branding. They delve into the challenges of handling difficult conversations in the workplace, the impact of current events on sports and advertising, and the role of AI in modern business practices. The discussion highlights the importance of understanding personal branding and perception, as well as the evolving landscape of advertising in a politically charged environment. The episode concludes with reflections on the future of sports media and the significance of maintaining a sense of humor in today's society.00:00 Why is Frank in San Diego?02:08 Cava's Upcoming 2-Day Event05:55 Handling Difficult Conversations in Management11:49 Navigating Employee Quirks and Culture13:56 Personal Branding and Perception16:50 Current Events in Sports and Advertising21:41 Controversial Advertising and Public Reaction27:44 The Role of AI in Advertising and Business37:56 Closing Thoughts and Future of Sports Media

Ian Mathews and Frank Cava reflect on the importance of networks in achieving success, drawing parallels between their personal experiences and the lives of iconic figures like Hulk Hogan and Dion Sanders. They discuss how the people we surround ourselves with can significantly influence our ambitions, behaviors, and ultimately our success. The conversation emphasizes the need to audit one's network, recognize when to let go of unproductive relationships, and the value of both strong and weak ties in personal and professional growth.Chapters00:00 Remembering Icons: Hulk Hogan and Dion Sanders03:08 The Importance of Network in Success05:46 Surrounding Yourself with the Right People08:47 The Impact of Changing Networks11:50 Building a New Network After Leaving a Job14:39 Social Contagion and Its Effects17:55 The Balance of Ambition and Contentment20:33 Firing Friend Groups for Personal Growth27:57 Navigating Friendships and Networks29:48 The Concept of Enough32:36 Homophily and Its Impact on Relationships34:07 Bringing Value to New Networks36:53 Understanding What Truly Matters41:50 Auditing Your Network48:40 Investing in the Right Networks

In this episode, Frank and Ian explore the intricate balance between intrinsic and extrinsic motivation. They share personal anecdotes and discuss the motivations of renowned figures, such as Scotty Scheffler and Tiger Woods. The conversation highlights how intrinsic joy in the process and extrinsic rewards can both drive success, offering insights into achieving a fulfilling and balanced life.Episode Summary:[00:00 - 05:00] Introduction to Motivation Frank and Ian introduce the topic of intrinsic versus extrinsic motivation, setting the stage for a deep dive into how these forces shape our lives.[05:01 - 15:00] Personal Stories and Insights Ian shares a childhood story about shoveling snow, illustrating the early lessons of intrinsic motivation. Frank adds his perspective on how these motivations have evolved in his career.[15:01 - 25:00] Scotty Scheffler's Approach The hosts discuss golfer Scotty Scheffler's unique balance of motivation, emphasizing his love for the process over the accolades.[25:01 - 35:00] Comparing Legends: Tiger Woods vs. Scotty Scheffler A comparison between Tiger Woods' extrinsic-driven career and Scheffler's intrinsic joy in the game, highlighting different paths to success.[35:01 - 45:00] The Role of Motivation in Business Frank and Ian explore how motivation impacts business success, sharing insights from their own experiences and discussing the importance of finding joy in work.[45:01 - 55:00] Practical Takeaways The episode wraps up with practical advice on how listeners can apply these motivational insights to their own lives, encouraging a balance between intrinsic satisfaction and extrinsic rewards.[55:01 - End] Closing Thoughts Frank and Ian conclude with reflections on the importance of gratitude and maintaining motivation over the long term.

SummaryFrank and Ian discuss the evolving landscape of employment in the age of AI, focusing on the distinction between generalists and specialists. They explore the impact of AI on job security, the rise of Facebook as a case study in business success, and the importance of technical expertise in navigating the workforce. The conversation emphasizes the need for individuals to acquire skills and adapt to the changing job market, highlighting the potential risks for generalists in a world increasingly driven by specialization.Chapters01:05 The Impact of AI on Employment04:02 Advice for Young Professionals05:51 The Rise of Facebook: A Case Study10:01 The Role of Proximity in Business Success13:41 The Winklevoss Twins and the Importance of Technical Skills17:42 Job Security in the Age of AI20:02 The Legal Battles of Facebook's Rise21:29 The Role of Expertise in Business Growth22:44 Generalists vs. Specialists in Leadership24:25 The Importance of Technical Knowledge in Management26:14 The Trade-offs of Middle Management28:26 AI's Impact on Technical Skills and Knowledge Retention34:16 The Future of Jobs: Specialists vs. Generalists38:23 The Value of Trade Skills in an AI World40:45 Understanding the Cost of Expertise

Ian and Frank explore the complexities of saying no in both personal and professional contexts. They share humorous anecdotes, delve into the psychology behind our reluctance to decline requests, and discuss the importance of setting boundaries. The conversation highlights famous examples of individuals who have successfully navigated the art of saying no, emphasizing that it can lead to greater opportunities and personal growth. Listeners are encouraged to reflect on their own experiences and consider how they can apply these insights to their lives.Chapters00:00 Debating the utility of the word "balls"01:56 The Importance of Saying No05:52 Famous Examples of Saying No11:52 The Psychology Behind Saying No17:56 Social Conditioning and Fear of Rejection20:54 Time Management and Opportunity Cost22:34 The Power of Time and Task Management24:48 Sacrifices for Success: The Weekend Grind28:01 Swinging at Your Pitch: The Importance of Focus31:21 Knowing When to Delegate: The Balance of Responsibility33:02 The Dangers of Saying Yes: Managing Expectations35:54 The Art of Saying No: Setting Boundaries38:39 Communicating Your Limits: The Importance of Transparency41:57 Finding Balance: Social Requests vs. Personal Time

Ian and Frank delve into the significance of mentorship in personal and professional development. They share personal anecdotes about their mentors, discuss the psychology behind mentorship, and explore the dynamics of mentor-mentee relationships. The conversation emphasizes the importance of finding the right mentor, the role of self-interest in mentorship, and the value of follow-up in maintaining these relationships. They also touch on the differences between mentorship and training, and the challenges of seeking mentorship in today's digital age.Chapters03:37 Navigating Professional Challenges06:35 The Role of Mentors in Career Development09:23 Famous Mentorships and Their Impact12:26 Understanding the Dynamics of Mentorship15:38 Learning from Both Strengths and Weaknesses18:51 The Fragility of Mentorship21:46 Peer Relationships and Mentorship24:52 The Psychology Behind Mentorship27:27 Becoming a Mentor Yourself34:25 The Psychology of Mentorship39:49 The Power Dynamics in Mentorship43:59 Identifying Goals for Mentorship48:52 Building Relationships with Mentors52:56 Finding the Right Mentor57:17 Investing in Mentorship

Frank and Ian explore the themes of rule-breaking and innovation in business, particularly through the lens of technology and customer engagement. They discuss the importance of staying relevant in a rapidly changing world, using the example of the Savannah Bananas, a baseball team that has successfully reinvented the game to attract a new audience. The conversation also touches on the challenges faced by Major League Baseball in adapting to modern viewer preferences and the lessons that can be learned from smaller, more agile companies. In this conversation, Ian Mathews and Frank Cava explore the evolving landscape of sports viewership, the rise of soccer in America, and the importance of innovation in business. They discuss the challenges faced by traditional sports leagues like MLB, the impact of learned helplessness in organizations, and the necessity of being dynamic in response to market changes. The dialogue emphasizes the balance between maintaining core values and adapting to new trends, using examples from various industries to illustrate their points.Chapters03:05 Staying Relevant in a Changing World05:56 Innovations in Baseball: The Savannah Bananas08:54 Lessons from the Savannah Bananas12:02 Learning from Competitors: The Importance of Humility14:56 The Impact of Tradition on Major League Baseball17:52 Major League Baseball's Adaptation and Innovations28:09 The Evolution of Sports Viewership30:05 Soccer's Rise and the Importance of Game Duration32:28 Innovation vs. Tradition in Sports35:16 The Dangers of 'Not Invented Here' Syndrome39:01 Overcoming Learned Helplessness in Organizations40:11 The Importance of Dynamism in Business44:48 Adapting to Market Changes52:50 Finding Dynamic Solutions in a Static Environment

In this conversation, Ian Mathews and Frank Cava discuss the current state of the real estate market, focusing on the impact of rising interest rates, builder strategies, and buyer psychology. They explore market trends, the challenges faced by builders, and the importance of adapting to changing conditions. The discussion also touches on government policies affecting housing affordability and investment strategies for navigating the evolving landscape. Ultimately, they emphasize the need for flexibility and a proactive approach in the real estate industry.Chapters00:00 The Current State of Real Estate03:04 Builder Trends and Market Dynamics06:15 Interest Rates and Market Psychology09:01 The Impact of Market Sentiment12:06 Navigating the Real Estate Landscape14:42 Future Predictions and Market Adjustments26:28 The Challenges of Young Buyers in Real Estate27:04 The Rise of Accidental Landlords29:09 Current Inventory Trends and Market Dynamics30:26 The Shortage of New Construction31:55 Lessons from Past Market Downturns36:22 Government Initiatives for Housing Affordability38:23 Navigating Regulations and Market Changes41:37 Embracing the Reality of High Interest Rates45:17 Strategies for Real Estate Success in a Tough Market

SummaryIn this conversation, Ian and Frank explore various themes surrounding resilience, trauma, and success, using the song 'Kickstart My Heart' by Motley Crue as a focal point. They discuss the importance of personal stories in business, the role of trauma in shaping successful individuals, and the necessity of reinvention in a constantly changing market. The dialogue is filled with humor, personal anecdotes, and insightful reflections on the entrepreneurial journey, making it relatable and inspiring for listeners.Chapters04:27 Kickstart My Heart: The Story Behind the Song07:19 Resilience and Adversity: Lessons from Trauma12:40 The Impact of Trauma on Success18:38 Overcoming Challenges and Finding Freedom20:10 Multiple Strategies for Success21:02 The Power of Personal Connection in Business22:53 The Importance of Belief in Your Product24:52 Collaboration and Team Dynamics27:23 Embracing Vulnerability and Open Communication31:25 Reinvention and Staying Relevant35:40 Chasing Goals and Overcoming DoubtSHOW NOTES:"Necessity is the mother of invention." ~Plato"Necessity is the mother of skills." ~Frank Cava

With the recent news that Warren Buffett is stepping down as CEO, Frank and Ian recount their last trip to see the Oracle of Omaha.

Ian and Frank explore themes of expectation versus reality, the impact of arrogance in applying for a position, and the importance of humility in both sports and business. The discussion highlights the lessons that can be learned from Sanders' experience during the 2025 NFL Draft process.Chapters03:28 Shadour Sanders: The Legacy of a Star06:35 The Impact of NIL and College Football Dynamics09:25 The Draft Process: Surprises and Speculations12:14 The Shock of Falling Draft Stock15:22 Arrogance and Expectations: The Sanders Approach21:35 Comparing Legacies: Deion vs. Shadour Sanders23:44 Navigating the Hiring Process25:10 The Importance of Self-Awareness in Management27:19 The Dangers of Overconfidence29:39 Learning from Mistakes and Seeking the Right Advice32:04 The Role of Humility in Career Success35:03 Transforming Failures into Opportunities37:39 The Path to Redemption and Growth

In this episode, Ian recounts the incredible journey of how his startup, Keep Technologies, secured an endorsement with Shaquille O'Neal. They discuss the preparation leading up to the meeting, the unexpected FaceTime call from Shaq, and the successful product demo that followed. The episode highlights the importance of networking, the excitement of having a celebrity endorsement, and the lessons learned throughout the process. Ultimately, it’s a story of perseverance, strategic risk-taking, and the potential for success in the entrepreneurial world.*This episode was recorded in October of 2023, following a day spent recording a commercial with Shaquille O'Neal. We waited to release the episode to coincide with the advertising campaign.

Ian Mathews and Frank Cava explore the psychological concept of reactance, the human need for autonomy, and why giving advice as a manager often backfires. The conversation also touches on marketing failures, such as the Tide Pods incident, and the balance between being a maverick and adhering to societal norms. They discuss the Socratic method as a powerful tool for managers to engage employees during performance appraisals and emphasize the importance of situational leadership in adapting management styles to individual team members. The conversation highlights the need for managers to be aware of their team's dynamics and to use questioning techniques to foster growth and accountability.Chapters 03:13 The Human Condition of Rebellion06:12 Cultural Reflections: The Breakfast Club09:14 Understanding Authority and Rebellion12:10 Psychological Insights: Reactance and Human Needs14:56 Case Studies: Tide Pods and Marketing Failures18:08 Mavericks in Society: Balancing Rules and Freedom28:00 Understanding Reactance in Management31:59 The Florida Truth Campaign: A Case Study34:57 The Socratic Method in Management47:04 Performance Appraisals: A New Approach55:48 Situational Leadership and Adaptability

Show Notes:"Nut-cutting time" is when extreme, drastic, or decisive action is required; a period, usually near the end of an endeavor, when pressure to succeed is most intense; crunch time. Summary In this conversation, Frank Cava and Ian Mathews explore the dynamics of asking for favors and the psychological principles behind it, particularly the Ben Franklin effect. They discuss how small requests can build relationships, influence, and trust in both personal and professional settings. The conversation highlights the importance of gratitude, follow-up, and genuine communication in fostering connections and achieving success. TakeawaysAsking for favors can strengthen relationships.The Ben Franklin effect shows that doing favors increases likability.Small requests can lead to significant influence.Gratitude and follow-up are crucial in favor exchanges.Handwritten notes can make a lasting impression.Social media can amplify the impact of asking for favors.Building influence requires strategic relationship management.Genuine communication fosters trust and collaboration.Navigating professional relationships involves mutual respect.The power of asking for advice can lead to unexpected opportunities.Chapters00:00  The Godfather: A Family Tradition19:36  The Ben Franklin Effect in Relationships24:40  Lessons from Moneyball: Asking for Favors29:34  Building Relationships Through Favors34:10  The Power of Handwritten Notes39:00  Empowering Others in Business44:01  The Importance of Genuine Requests

In this conversation, Ian Mathews and Frank Cava discuss the current state of the real estate and stock markets, exploring themes of investment strategies, market dynamics, and external economic factors. They reflect on personal experiences and insights gained from years in the industry, emphasizing the importance of understanding market trends and making informed decisions. The discussion also touches on the impact of interest rates, insurance costs, and the slow nature of real estate transactions, providing listeners with a comprehensive overview of the current financial landscape. In this conversation, Ian Mathews and Frank Cava delve into the current state of investment strategies, particularly in real estate and the stock market. They discuss the importance of understanding market dynamics, the impact of FHA loans, and the divergence between luxury and affordable housing markets. The conversation also touches on Warren Buffett's strategic decisions and the significance of maintaining a strong cash position in uncertain economic times.Chapters00:00 March Madness and Market Jitters02:47 Navigating Real Estate and Stock Market Dynamics05:51 Understanding Market Peaks and Trends09:01 The Impact of External Factors on Real Estate11:57 The Slow Nature of Real Estate Transactions15:02 Metrics for Assessing Market Sentiment17:55 Historical Context and Future Predictions23:42 The Gamble of Investment Strategies25:59 Market Dynamics: Winners and Losers28:28 The Divergence in Housing Markets32:05 Understanding FHA Loans and Their Impact36:14 The Current State of the Housing Market38:52 Warren Buffett's Strategic Moves44:27 Cash Positioning in Uncertain TimesSHOW NOTES:*Frank actually wrote this outline and put more than 3 minutes of preparation into the episode. If you see him on the street, make sure to offer some positive encouragement for his contributions.

SummaryIan and Frank analyze recent market reactions to tariff announcements, the historical context of tariffs in America, and the strategic use of tariffs in economic policy, particularly under the Trump administration. They discuss the strategic motivations behind Trump's policies, particularly in relation to China and economic adjustments. They explore the implications of tariffs, the challenges of national debt, and the potential pain associated with economic reforms. The discussion highlights the uncertainty in the market and the opportunities that arise during disruptive times, emphasizing the importance of understanding economic dynamics and preparing for future challenges.Chapters00:00 The Story Behind Ben Stein's Role in Ferris Bueller's Day Off04:15 Understanding Tariffs and Their Impact08:38 Market Reactions to Recent Tariff Announcements11:40 The Role of Tariffs in Economic Strategy18:59 Historical Context of Tariffs in America23:03 Trump's Strategy: A Game of Power27:37 Economic Challenges and the Role of Debt31:06 The Pain of Economic Adjustments35:45 Navigating Tariffs and Market Disruptions40:00 Opportunities Amidst Uncertainty

SummaryIn this conversation, Ian Mathews and Frank Cava discuss the concept of masterminds, focusing on Frank's journey in creating his own mastermind group. They explore the importance of high-level conversations, the criteria for membership, and the strategies for marketing and customer acquisition. Frank shares insights on building a community of like-minded individuals and the value of curated discussions in fostering growth and learning. The conversation also touches on the challenges and successes of launching the first meeting of the mastermind, emphasizing the importance of quality over quantity in membership.TakeawaysMasterminds provide a platform for high-level conversations.Building a community is essential for personal and professional growth.Criteria for membership should focus on greatness and compatibility.Marketing strategies should leverage existing relationships and networks.Creating value in meetings is crucial for member retention.Hiring the right team can enhance the quality of the mastermind.Slow growth with the right people is preferable to rapid expansion.Curated discussions lead to deeper learning and insights.Professional presentation can elevate the perceived value of events.The name and concept of the mastermind should resonate with its purpose.

SummaryIn this episode of Let Me Speak to a Manager, Ian Mathews and Frank Cava discuss the importance of in-person work, the shift back to office culture, and the role of mentorship in the workplace. They explore the end of entitlement in work culture and the impact of AI on future job security. The conversation is filled with humor, rants, and insights into the evolving work landscape.Chapters:00:00 The Return of the Podcast03:25 Rants and Real Estate06:25 The Importance of In-Person Work12:25 Mentorship and Learning in the Office19:23 Corporate Culture and Employee Expectations22:43 Elon Musk's Remote Work Mandate25:18 The Culture of Hard Work at Musk's Companies27:42 Honesty in Company Culture30:54 The End of Entitlement in the Workforce33:20 The Shift Back to In-Office Work35:08 The Reality of Remote Work37:02 The Journey to Success39:57 The Impenetrable CEO: Jamie Dimon41:22 The Future of Work and AI

SummaryThe conversation covers various topics, including deep-fried cheese sticks, preventing boredom, Granddad's birthday, the dog track, staying motivated, and the process of writing. The conversation explores the importance of setting goals and chasing after them to find fulfillment and avoid boredom. It emphasizes the need for a North Star goal and breaks it down into actionable steps. The hosts discuss the significance of motivation and how it can be sustained by constantly setting new challenges and finding new reasons to be excited. They also highlight the role of incentives and contests in driving innovation and engagement within a business. The conversation concludes with the idea that choosing something to chase is the key to happiness and personal growth.Chapters00:00 The Adult Food on Children's Menus02:38 Granddad's Dedication to the Dog Track09:27 Finding New Rabbits to Chase11:19 Staying Motivated: Setting New Goals16:07 The Process of Writing: Falling in Love with the Grind29:12 Motivation and Challenges45:36 Choosing Something to Chase for Happiness and Personal Growth

SummaryIn this conversation, Ian and Frank discuss the topic of changing your manager's mind. They share their personal experiences and insights on navigating the dynamics between managers and employees. They explore why managers often fall in love with their ideas and the challenges of convincing them otherwise. They also discuss the importance of trust, competence, and taking ownership in building a persuasive case. The conversation highlights the need to understand the manager's perspective and the impact of decisions on their roles and responsibilities. The conversation discusses five methods to change the mind of a manager. These methods include bringing new information to the table, explaining the unintended consequences, using facts and data, building a posse of supporters, and changing the environment. The hosts provide examples and insights on how to implement these methods effectively. They emphasize the importance of removing ego and being open-minded to new ideas. The conversation also highlights the significance of storytelling, seeking feedback, and maintaining conviction when persuading a manager.Chapters00:00   Introduction and Personal Experiences03:02   Managers Falling in Love with Their Own Ideas06:09   Taking Ownership and Making a Big Impact08:07   Managers Making Decisions for Frontline Employees13:20   The Role of Trust and Fear in Persuasion21:18   Proving Competence and Taking on More Responsibility23:14   Good Managers Harnessing and Empowering Employees23:32   Bringing New Information26:51   Explaining Unintended Consequences30:08   Using Facts and Data37:08   Building a Posse44:42   Changing the Environment

Are you burned out? You're not alone. Burnout feels inevitable in this age. But you don't have to roll over and give up. Frank and Ian outline several steps to help you get your mojo back.

TakeawaysConsistency and daily practice are key to achieving success in any endeavor.The Seinfeld method, or creating a streak of positive habits, can help build momentum and lead to long-term results.Writing every day can help establish credibility and build a following.Distinguishing between fads and trends is important in setting sustainable goals and habits. Streaks can gamify habits and make them more enjoyable and motivating.Consistency and daily habits are crucial for success in personal and business endeavors.Lead generation and marketing should be daily habits in order to grow a business.Streaks can lead to significant long-term rewards and success.Streaks can also have negative consequences, such as burnout.Starting and maintaining streaks can have a compounding effect over time.Chapters07:36Introducing the Seinfeld Method14:45The Power of Consistency and Daily Practice27:31The Role of Daily Lead Generation and Marketing in Business34:37The Uninterrupted Streak of Breathing43:56Starting and Maintaining Streaks for Success

In this conversation, Ian and Frank discuss their experiences raising capital for their businesses and investing in different markets. They explore factors influencing a small business owner's decision to seek capital, such as market conditions and personal financial goals. They also delve into the advantages of investing in Richmond, Virginia, including lower costs compared to other markets and the ability to leverage their knowledge and contacts. The conversation highlights two investment structures they have used: a portfolio of single-family homes and the renovation of commercial buildings. Overall, they emphasize the importance of understanding the market and building a solid team when seeking capital and investing in real estate. Frank and Ian discuss their previous real estate deals and their current investment opportunity. They highlight each deal's different structures and returns, emphasizing the importance of having multiple exit strategies and considering market conditions. They also discuss the benefits of private funding over traditional bank loans and the security of investing in real estate-backed bonds. 01:38 The Market in 2024: Hunting for Capital06:05 Richmond's Market and Potential08:38 Richmond's Metropolitan Statistical Area10:31 Considering Other Markets: Fort Lauderdale, California, and DC13:03 Entering the Richmond Market14:00 Why Continue Investing in Richmond?15:42 Challenges of Entering a New Market20:04 Different Investment Structures: Single-Family Homes and Commercial Buildings22:56 Structuring the Investments: Portfolio of Single-Family Homes23:26 Structuring the Investments: Renovation of Commercial Buildings23:52 Different Deal Structures30:48 Investing in Identical Assets35:25 Real Estate-Backed Bonds for Cash Flow41:08 Private Funding vs. Traditional Bank Loans44:28 Diversifying Investment Portfolios45:16 Market Conditions and Team Strength

Frank and Ian discuss the challenges of restarting after taking a break in this conversation. They share personal experiences and insights on overcoming inertia and embracing discomfort when starting something new. They emphasize the importance of commitment, setting goals, finding leverage, and seeking support to hold oneself accountable. They also highlight the benefits of taking breaks to recharge and gain fresh perspectives. They encourage listeners to take control of their decisions and make intentional choices when restarting or pursuing new endeavors.Takeaways:Restarting after a break can be challenging, but it is possible with the right mindset and strategies.Embrace discomfort and lean into the change process to overcome inertia and create new habits.Set specific goals, find leverage, and seek support to hold yourself accountable. Taking breaks can provide opportunities for recharging, gaining fresh perspectives, and avoiding burnout.00:00 Introduction and Catching Up02:15 Taking a Break from Podcasting05:30 The Challenges of Restarting09:01 The Importance of Commitment and Change11:08 Embracing Discomfort and Overcoming Inertia20:32 Setting Goals and Finding Leverage26:33 The Benefits of Taking Breaks30:06 Accountability and Recharging35:37 Seeking Support and Holding Yourself Accountable

Coach "Prime" is disrupting the landscape of college football recruiting. Assuming a roster that won only one game in 2022, Deion Sanders is wasting no time upgrading the roster but at what cost? In this episode, we talk about the pros and cons of building a team versus buying one (along with the short and long-term repercussions).

Screw Vegas; real men take boys trips to Omaha! Thinking of going to see Warren and Charlie next year at the biggest investor event of the year? Frank and Ian give you an inside look at what you can expect from travel, accommodations, restaurants, tickets, finding a seat, and of course, where to find a decent casino.

North Carolina has introduced a bill to eliminate participation trophies. We debate the merits of continuous versus intermittent feedback and how demonizing encouragement for beginners might not be the best answer. When is it appropriate to cheer participation, and when is it hurtful? We look at the parallels of youth sports with managing a corporate team.

Too many people major in minor things. Anyone who responds with “busy” every time you ask them how they’re doing is likely not a productive asset to their company. Why are people busy? It’s typically an inability to prioritize, a refusal to delegate, and an unwillingness to tackle the hardest tasks. So they fill their day moving paper around and responding to emails while the wealthy focus on a few big things and ruthlessly cut everything out of their schedule.In this episode, we dive into the psychological barriers involved with “busy” people and talk about how you can switch your focus.

Bud Light became the subject of future business school case studies when it alienated a significant portion of its core customer base. By some estimates, the mistake could cost the king of beers up to $5,000,000,000. With one decision, Bud Light handed millions of cases of beer over to Miller Lite and Coors Lite.In this episode, we offer free advice on what Bud Light should do in response to this all-time bomb of a campaign, and we also look at the moves its competitors should focus on.

Most new managers try to "fix" every poor performer. This is part ego and part naivety that everyone can be "fixed." But these employees suck up your time as a manager and keep you from spending time with your best performers. And when these managers are finally forced to fire their first employee, they rarely look back and think it was too fast.So how do you know when it is time to cut someone loose? We dive into this topic using our personal experiences as managers and executives.

The Ostrich Effect explains the peculiar phenomenon where people stick their heads in the sand during lousy times, ignoring troubling information easily accessible to them. Put differently, FOFO (fear of finding out) can be more dangerous than FOMO (fear of missing out).

Whether you are new to an office, leading a new team, or working in sales, connecting with people is critical. And most people are doing it all wrong.In this episode, we bust out a cheat code to help you build a relationship with anyone in five minutes or less.

The dominos are falling, and it's starting to feel a lot like 2008 again. With SVB, Signature, and Credit Suisse making news for the wrong reasons, Frank and Ian look to lessons from the past and talk about how the latest banking crisis is informing their investment decisions.*Disclosure: Frank and Ian are knuckleheads, not financial advisors. These are opinions and should not be mistaken for advice. You also shouldn't take fantasy football or dieting advice from our hosts either.

We built a bracket of 64 all-time party anthems and decided on a winner. The Criteria:It could be any genre (rock, country, hip-hop, R&B, pop)It could be any kind of party (rager, backyard bbq, wedding, tailgate)**Please note that our list is light on pop music from the past 15 years and highly biased.***This episode has nothing to do with business, investing, careers, sales/marketing, markets, real estate, or anything remotely intelligent. But it does answer our show's guiding star question, "Is it fun?"

We brought in Indiana's #1 realtor, Jeff Paxson, to help us with the best responses to the most common sales objections. In a March Madness-style bracket, we pit objections against each other, moving on to those that we consider the most difficult to handle. We debate the best responses to "Your fees are too high," "Can you call me back next month," "I had a bad experience with your company before," "Your online reviews are terrible," and more!

Behind every inspirational story at the Super Bowl was a long list of personal failures, setbacks, and losses. The top names in the biggest game rose to prominence by building off each failure. In this episode, we look at how failure can be used as a fuel rather than a black mark on your career."I either win, or I learn. But I never lose."~Jalen Hurts, quarterback of the Philadelphia Eagles (losers of Super Bowl LVII)

The future looked bright for one highly recruited high school football contract. And then he made history with the largest licensing deal offered to a recruit before signing with the University of Florida. As soon as he took the money, things fell apart. In this episode, we look at the pressure and expectations of landing life-changing money.

Chick-fil-A is among the most profitable restaurant chains in history. It routinely ranks #1 in customer service, and individual franchises boast profit margins unfathomable amongst their peers.Frank recently attended a conference with Chick-fil-A Chairman Dan Cathy. This episode summarizes Cathy's masterclass on building a high-performing culture, hiring and retaining great people, and scaling a world-class profit machine.

"Be fearful when others are greedy, and greedy when others are fearful."~Warren Buffet (and Frank Cava)The market swung violently from pessimism to "full bull mode" in January. Rates came in, stocks were up, and bidding wars are flaring back up in real estate and trading cards. Is risk back on, or is this economy setting itself up for an even bigger collapse? We break it down from a fundamental perspective. Get your popcorn!

In this episode, we look at several high profile examples where individuals passed on life-changing money in the short term to build even more wealth in the future.

Frank is never afraid to pour profits back into investments in himself. In this episode, Frank walks us through his decision to cut a massive check to the success guru, Tony Robbins, and takes us into this week-long Business Mastery course for an inside glance at what it was like to attend.

Prevailing wisdom extolls the virtues of diversification. Spread your effort and investments so that no venture can bring you down. But how much do you know about anything with so little time invested in each? Look at the richest individuals in history, and you'll find very few who did it by diversifying. Most took big bets on themselves, burned the boats, and pushed all their chips onto the table. We debate the merits of both strategies in this episode.

Negativity bias is a cognitive bias that explains why negative events or feelings typically have a more significant impact on our psychological state than positive events or feelings, even when they are of equal proportion. In this episode, we look at how this bias can help or hurt our decision-making in our careers, investing, and leading people.

So you nailed the job interview, congratulations. Now what? We've got you covered in this episode and our conclusion might surprise you.

Bull markets are like great parties. Everyone has a blast, they go on forever, and no one wants the night to end. The global economy has been raging for a decade and now we're straight into the after-party. But how are we funding this late-night extension? Debt. Lots of debt. With consumer debt now at levels twice as high as the last debt crisis, it feels like we are headed for one hell of a hangover.

Does it feel like more people are cheating? Whether it is chess, walleye fishing tournaments, poker, or CEOs of cryptocurrency exchanges, the news is filled with liars, scammers, and frauds. In this episode, we examine the cheater's mindset and what can be done about it.

In this episode, we discuss the process of raising private capital for a technology startup in 2022. Frank interviews Ian about the recently closed funding round for Keep, an early-stage tech company focused on car security and monitoring. Ian shares how he chose who to pitch, their concerns, and the unique challenges of doing this during an economic downturn.

Crypto crashes, consumer debt hitting record levels, the stock market is crashing, Musk is firing half of Twitter ... are these signs of a bottom, or are we just getting started? Frank and Ian dig into these juicy morsels like they were eating double bacon cheeseburgers.

The coming bloodbath of layoffs in January 2023Elon Musk is taking a chainsaw to TwitterGoogle's CEO is completely unprepared to manage during a recessionHousing is likely to see price drops of 25-50% in 2023Joe Biden demonizes the oil industryNew York's salary transparency law goes into effectThe cornhole cheating scandal sweeping the globe

The Let Me Speak To A Manger podcast predicted this recession months ago, and now the only question left is how deep it will get. In this episode, we talk about steps we are taking in our businesses and with our investments as we head into a highly uncertain 2023.

Would you rather own a single-family rental property or a 1952 Topps Mickey Mantle baseball card? Depending on where you live, the latter might be a much better investment (and definitely sounds cooler at a cocktail party). In this episode, we dive into our childhood hobby and compare the similarities of investing in trading cards, stocks, and real estate.

This is the second part of our ongoing series on interviewing. We dive into why a hiring manager should ask these questions and what they should look for in an answer. We also offer advice to candidates on how to answer these questions to get the job. If you like this episode, check out Episode 50 for Part 1.

Frank and Ian dive into compelling stories driving the news cycle.

How much of a role does luck play in a career? When we study the uber-successful, do they leave clues or are they a product of an impossible combination of fortunate events?

If given the choice, remote work is incredibly appealing. No commute, more flexibility to manage personal responsibilities, more snack breaks, etc. But the long-term financial ramifications of working from home have yet to be determined. Are remote workers more at-risk during a lay-off? Do office workers get preferential treatment for promotions and pay increases? And what does choosing to work remotely say about your drive and commitment? We look at the pros and cons of choosing to work from home in this episode.

Quiet Quitting is a viral TikTok concept that is working its way into the mainstream. In a nutshell, "quiet quitting" is about rejecting the notion that work has to take over one's life, and that employees should ever go above and beyond what their job descriptions entail. According to Metro, this can take many forms – including turning down projects based on interest, refusing to answer work messages outside of working hours, or simply feeling less invested in the role. In this episode, we look at this catchy term for an old problem – low employee engagement by watching several hot takes on TikTok and breaking them down from a fundamental perspective. Does this term have merit and if not, what is a disengaged employee to do instead?

The PGA golf tour is facing an existential threat from an incredibly wealthy competitor. The LIV golf tour out of Saudi Arabia is shaking up the world of golf with massive payouts, new rules, and an aggressive approach. We look at the PGA's initial response and explain how it is doomed to fail unless they innovate. We also look at other classic business wars like Pepsi vs. Coke, Apple vs. Samsung, and of course, professional wrestling as analogs for any business. When faced with a competitive threat, do you become more creative or do you whine and give up?

The world of sports recently lost one of the greatest play-by-play announcers of all time. Over a career that spanned nearly 70 years, Vin Scully built a brand as the go-to voice for must-see sporting events like the World Series, NFL playoffs, NCAA tournament, and of course, LA Dodgers baseball. In this episode, we look at what made Vin Scully so beloved by fans and the lessons anyone could apply in their own careers.

Frank and Ian compare their fantasy football league to the world of business. Fortunately for Frank, he is much better at execution with his business than he is with his fantasy roster.

In late July, Unilever broke the internet by announcing the discontinuation of one of America's most iconic treats, the Choco Taco. Frank and Ian were devastated and spent the next 48 hours scouring convenience stores to pile up stock. Then our energy quickly turned to the miracle story of one man pitching his boss on a new product that would ultimately generate more than 1,000,000,000 units sold. That man is Alan Drazen and he joined us to share his founder's journey from concept, prototype, first sales, viral marketing, landing Taco Bell, and growing the business over four decades. Alan Drazen is a dreamer who created something lasting value from scratch. His story will inspire you to reach higher than you thought you were capable of.

From the time we are kids, we are taught that anxiety is dangerous and that the solution to its pain is to eradicate it like we do any disease—prevent it, avoid it, and stamp it out at all costs. Yet cutting-edge therapies, hundreds of self-help books, and medications have failed to keep anxiety at bay. A third of us will struggle with anxiety disorders in our lifetime and rates in children and adults continue to skyrocket. But are we thinking about anxiety all wrong? Dr. Tracy Dennis-Tiwary thinks so and joins us for a wide-ranging discussion on how anxiety can become a superpower in one's career. In this episode, we dive into her brilliant book, "Future Tense: Why Anxiety Is Good For You (Even Thought It Feels Bad)." If you struggle with anxiety in a professional setting, in your relationships, or even in parenting your kids, this episode will help you think differently about stress. The only thing you should do faster than listen to this episode is head to Amazon to buy her book with more "aha moments" than Frank's time learning from Ian's greatness at NVR. Buy the book here: https://www.amazon.com/gp/product/B09GRLT7ZY/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0

Pay inequality is a fact of life. A manager gets paid more than her subordinates, her manager gets paid more than her, and her manager's boss gets paid even more. Everyone wonders how much their manager makes, and we are equally keen to learn about the difference in pay with our co-workers. In this episode, we look at recent research done regarding the impact of knowing the difference in pay of our peers and managers (and how much it impacts our quality and volume of work). Do people work harder when they learn that their boss makes more than they expected? And does it have an opposite effect when we learn about peers who make more than we thought? What should this data tell us about how much transparency companies should strive for with pay? Would Ian work so hard on this podcast if he thought Frank was making more for significantly less work?

Are you looking to move up in your company? Tired of watching less talented peers get promoted while feeling stuck? This episode is for you. Most decisions to be promoted are made well in advance of the position opening. If you're waiting for an invitation to interview, you might be sorely disappointed. In this episode, we talk about how you can start positioning yourself as someone who should move up within the organization, and how your behaviors should change before you even get the chance to interview.

On the 50th anniversary of the infamous Watergate scandal, Frank and Ian dive deep into the lessons from this ugly moment in American history.

"Yeah, I'm gonna need you to go ahead and come into the office this weekend."~Lumbergh, Office Space 7 in 10 people report feeling micromanaged at work, yet only 3 in 10 managers self-report micromanagement tendencies. Of course, everyone hates working for a micromanager but inevitably, most fall into the same controlling tendencies as their former managers. In this episode, Frank and Ian dive into tangible steps you can take if your boss is sucking the life out of you at work. Next, we examine why managers take this overbearing approach and how you might be part of the problem. Finally, we offer an approach you can take with your manager that gets them to ease up on the reigns and let you do your job with more autonomy.

Stocks, bonds, and crypto have folded like cheap suits in 2022. Yet residential real estate prices march higher even with mortgage rates doubling in the first six months of this year. As housing affordability indexes approach obscene levels, Frank and Ian look at what comes next in residential real estate.

In this episode, we dive into a concept made popular by the book, "Multipliers," by Liz Wiseman. In this book, she looks at two distinctly different types of managers and the impact they have on teams. Multipliers get more from teams by giving away power, while Diminishers requires ever more resources with their controlling ways. Frank and Ian reflect on the multipliers and diminishers they've worked with throughout their careers and what set them apart.

In early Spring, we felt as if an old game had ended and a new one started. No longer were Frank and Ian guessing where we were in the last cycle. Something new and much less forgiving was beginning. In this episode, our hosts talk about the phases of a recession and how the dominoes tend to fall. How can you prepare and what actions can you take to end up stronger on the other side of this ugly economic cycle?

Steve Trang runs a seven-figure coaching business helping real estate businesses improve their sales approach. But after graduating with a master's degree in mechanical engineering from UC San Diego, that path was anything but certain. Steve's first role out of college was at Intel, designing the USB interface and hard drive in cell phones. But he left that safe career to pursue real estate at the worst possible time in 2007. After several hard years, Steve's resilience paid off and he grew from an individual realtor to building a real estate office that led to his training business today.We talk to Steve about his fascinating career and the mental fortitude required for entrepreneurship. We touch on finding his first deals as a realtor during the financial crisis, the pressure on his marriage of starting a business with no money, following the money, and starting a business that leverages his best talents. This episode has a little bit of everything from an incredible person with lofty goals.

Zack Bubb is a long-time fan of the show with one hell of a career trajectory. Recently promoted to manager of a technical team, we talk with Zack about how to establish himself as a leader of his former peers. In this show:Why you interview for your next position every dayTwo questions every employee asks of their managerHow to reset your relationship with an employeeHow to frame a 1-on-1 conversation as a managerWhat is the actual role of a manager?

Berkshire Hathaway recently held its 2022 annual meeting. Dubbed the "Lollapalooza for Investors," Warren and longtime partner, Charlie Munger were in rare form. They answered questions for six hours on topics related to the economy, stock market, inflation, global relations, and how to protect your investments in a down market. Frank and Ian deconstruct some of their best soundbites and relate their advice to their businesses.

Running a small business is an emotional roller coaster. You can have the worst morning of your career and the best afternoon all on the same day. In this episode, Frank and Ian talk about how they stay sane amidst the chaos.

Growing your net worth isn’t necessarily about what you know. It’s about how you behave. And even really smart people struggle to control their unconscious instincts and biases. Money―investing, personal finance, and business decisions―is typically thought of as a function of math. But in the real world, people don’t make financial decisions on a spreadsheet. Their personal history, unique view of the world, ego, pride, marketing, and odd incentives are scrambled their decision-making process and it is incredibly easy to make terrible decisions. We look at 12 of those mistakes in this episode and try to unpack techniques to overcome them.

Some interviewers lean too heavily on technical skills, others rely solely on personality. Most are fooled by some form of unconscious bias (recency, primacy, "just like me"). In this episode, we look at our egregious mistakes as young managers and the steps we've taken to limit them in the years that followed. This episode should be mandatory training for any new manager tasked with hiring employees.

The human brain makes thousands of daily decisions, most of which have no impact on your long-term success. And when we are faced with a decision that requires deep reflection, we are too often influenced by subconscious bias. Our brain creates a narrative and we are vulnerable to faulty decisions as a result. In this episode, we offer nine questions you can ask yourself to improve the quality of those big decisions.

Are you stuck? Not satisfied with your productivity? Do you have a big idea but can't seem to take the first step? You're not alone. We dive into the psychology of procrastination and list some tangible steps you can take to start moving the needle.

The gambler's fallacy, also known as the Monte Carlo fallacy, occurs when an individual erroneously believes that a certain random event is less likely or more likely to happen based on the outcome of a previous event or series of events. In this episode, Frank and Ian dissect this cognitive bias that prevents many people from making quality career and investing decisions.

Alastair J. MacDonald is an international analyst, forecaster, speaker, writer and investment consultant. He is the founder and editor of “The Parallax Report,” a subscription-based market, social and economic forecasting service for individual investors, and institutions. His specialty is identifying the dangers and opportunities in global markets, as driven by social mood. His analysis accurately predicted; the decline in the US dollar (2004), the bursting of the US housing bubble (2004-2005), the global financial crisis (2007), the peak in commodity prices (2008), the collapse of Lehman Brothers (2007), the bottom in US stocks (Spring 2009), the bull market in the US dollar (2011), the second term of Barack Obama (Aug 2012) and the election of Donald Trump (July 2016). He hosts a weekly podcast called “Alone in the Crowd.”Also, Alastair is a business coach to Frank Cava, an exercise in maddening futility.We don't often host guests but this episode has us re-thinking our strategy. This was a fascinating conversation about war, historical markets, business cycles, psychology, and surviving multiple hippo attacks in Africa.You can watch his Ted talk here.

News of inflation is dominating the headlines for the first time in decades. But what does it mean to an investor? In this episode, Frank and Ian talk about how rising prices influence their investing decisions. Disclaimer: Frank and Ian are only stating opinions and personal preferences. Consult with a professional before making any investment decisions.

What if you spent twenty years of your career in one field and had to start over from scratch? That is exactly what Nick Clemente is faced with after a distinguished military career that is ending soon. In this episode, we work with Nick on how to approach his second act and share our experiences transitioning from corporate to startups.In this episode:Giving up your identity, or adding to it?The highest return, entry-level positionThe reality of building something new and humble pieAdapting your vocabulary to adjust to a new industryDon't underestimate what your mind can accomplish when it is given back 40 hours per weekYou are in charge of your professional brandHow to figure out what you do next

Did you know that 64% of Millenials have or have had a side hustle in the past 12 months? If you think this is just younger generations, that number is still 58% for Gen X and even 44% for Baby Boomers. The "Gig Economy" is defined by the Wall Street Journal as "a labor market characterized by the prevalence of short-term contracts or freelance work as opposed to permanent jobs."In this episode, Frank and Ian look at ways to profit from this shift to contract work. We look at side hustles that we've been paid for and how we use contractors to scale businesses much faster without hiring direct employees.

In Episode 41, Frank and Ian laid out a plan to raise $4,000,000 in private capital to fund a commercial real estate portfolio. This deal closed in Q3 of 2021 and we talk about the progress made to date in realizing the full revenue potential of the assets.

Few transitions are more challenging than managing a group of people who were once your peers. One day, you are grinding it out in the trenches. The next, you are giving them directions. In this episode, we talk about the four types of former peers you will encounter as a new manager. What are the pros and cons of the Advocate, Doubter, Worrier, and the Exposed?

Managers are always on stage. Like it or not, we model behaviors that others emulate. When we are enthusiastic and positive, our teams follow along. And when leaders disengage, it feels like a rainstorm gathering over the office. In this episode, we break down a particularly bad day for Frank and how he snapped himself out of it. And as a bonus, we dive into a ridiculous example of excess as Frank's frustration drives him to fly private. How did he book the flight? Where did he fly, and just how much does it cost to book a private jet?

Alone, hungry, tired, sick ... this is an account of one man's journey to stay alive and return home to his family against all odds. Also, it is about the time Ian tested positive for Covid and got stuck by himself in Mexico with no return date in sight.

In this episode, Frank and Ian debate how to lead superstars in a business. In many companies, 80% of the output comes from 20% of the producers. So should those stars be afforded different perks than their peers? *Ian is clearly the star of this podcast but his selfless willingness to also do all of the grunt work behind the scenes is really what makes the LMSTAM podcast go.

Frank and Ian coach one of their loyal listeners as he approaches a crossroads in his career. "Milosh" is a quality engineer in France who wants to make the move into sales and marketing. In this fun conversation, we consult Milosh on steps he can take within his company and potentially outside of his company. *If you are interested in our coaching in a similar format, send an email to Ian or Frank and we will consider you for a future episode. We will keep your identity private if you so desire.”

From a young age, we're told that quitting is a form of weakness. We learn to equate quitting with losing. When it pertains to school or sports teams, this might be solid advice. But from a professional standpoint, it holds so many people back. Success is all about focusing relentlessly on a few high-ceiling opportunities. And to figure out where to spend your time, you must first try many things (and leave most of them behind).

At some point in your career, you will likely show up to your first day of work and realize that you made a terrible mistake. And you will likely look back at several points in the process when your gut sent off warning signals. This episode looks into hidden "tells" that you should ignore at your own risk.

Cava Companies acquires hundreds of properties annually and holds more than 300 rental units. To run a real estate machine of this magnitude, Frank Cava relies on a team of 50+ employees separated into multiple departments. It is a long way from the two condos in Charlottesville that formed the basis of his company.In this episode, we pull back the curtains and look at how Frank generates leads, evaluates risk, makes acquisitions, and allocates capital.

We publish our 65th episode exactly one year after publishing our first. In this episode, we look back on our progress, missteps, processes, lessons learned and set some public goals for 2022.

If you had to start a company and could take any five Star Wars characters, who would you take? That is exactly what Frank and I set out to do in this fantasy Star Wars draft with a business slant. The ground rules are simple: Any character from the first three Star Wars movies (IV, V, VI) are eligible. How do you pick between a jedi, a wookie, a droid, or a princess? Tune it to find out.

"God gave us two ears and one mouth for a reason."~Frank's mom From Psychology Today, "Interrupting implies that you deem your words more worthy than the remainder of what the other person has to say. People will view you as not having the self-discipline to avoid being rude and egotistical." In this episode:The evolution of interrupting and the role of technologyThe reasons why we interruptLack of self-awarenessFear of forgettingDesire to prove expertiseCompetitivenessSocial norms ("Everyone else is doing it.")Tactics to control yourself if you have this problemHow to deal with an interrupter

Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company, and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 5 locations. In the late 90s, after identifying “the internet” as a land-grab opportunity, Gary transitioned his father’s local liquor store into one of the first wine e-commerce platforms resulting in growing the family business from $3-60MM in sales during a 5-year period. Gary is considered one of the leading global minds on what’s next in culture, relevance and the internet. Known as “GaryVee,” he is described as one of the most forward thinkers in business – he acutely recognizes trends and patterns early to help others understand how these shifts impact markets and consumer behavior. Whether its emerging artists, esports, NFT investing or digital communications, Gary understands how to bring brand relevance to the forefront. He is a prolific angel investor with early investments in companies such as Facebook, Twitter, Tumblr, Venmo, Snapchat, Coinbase and Uber.   Gary is an entrepreneur at heart — he builds businesses. Today, he helps Fortune 1000 brands leverage consumer attention through his full service advertising agency, VaynerMedia which has offices in NY, LA, London, Mexico City, LATAM and Singapore.  In addition to running multiple businesses, Gary documents his life daily as a CEO through his social media channels which has more than 30 million followers across all platforms. His podcast ‘The GaryVee Audio Experience” ranks among the top podcasts globally. He is a five-time New York Times Best-Selling Author and one of the most highly sought-after public speakers. Ian spent a day with GaryVee and his team in Vayner's Los Angeles alongside David Moeller, the founder of Keep Technologies. In this two-part episode, we talk about how that experience came about and what it was like meeting GaryVee.

Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company, and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 5 locations. In the late 90s, after identifying “the internet” as a land-grab opportunity, Gary transitioned his father’s local liquor store into one of the first wine e-commerce platforms resulting in growing the family business from $3-60MM in sales during a 5-year period.Gary is considered one of the leading global minds on what’s next in culture, relevance and the internet. Known as “GaryVee,” he is described as one of the most forward thinkers in business – he acutely recognizes trends and patterns early to help others understand how these shifts impact markets and consumer behavior. Whether its emerging artists, esports, NFT investing or digital communications, Gary understands how to bring brand relevance to the forefront. He is a prolific angel investor with early investments in companies such as Facebook, Twitter, Tumblr, Venmo, Snapchat, Coinbase and Uber.  Gary is an entrepreneur at heart — he builds businesses. Today, he helps Fortune 1000 brands leverage consumer attention through his full service advertising agency, VaynerMedia which has offices in NY, LA, London, Mexico City, LATAM and Singapore. In addition to running multiple businesses, Gary documents his life daily as a CEO through his social media channels which has more than 30 million followers across all platforms. His podcast ‘The GaryVee Audio Experience” ranks among the top podcasts globally. He is a five-time New York Times Best-Selling Author and one of the most highly sought-after public speakers. Ian spent a day with GaryVee and his team in Vayner's Los Angeles alongside David Moeller, the founder of Keep Technologies. In this two-part episode, we talk about how that experience came about and what it was like meeting GaryVee.

We believe the answer is yes. So what can you do about it? Frank and Ian talk about how they are handling their businesses, investments, and decision-making while believing this market is deep into bubble territory.

Frank has been dropping Ian's name for years, hoping to steal some shine from his golden career. But is this an effective tactic when building a career or business? In this episode, we look into the reasons why people do this and how to respond when you come across one.

"Gaslighting" is a topic often cited in politics but recently found its way into the mainstream with two high-profile scandals. This got Frank and Ian wondering, just what the hell is "gaslighting" and how pernicious is this problem?

What better way to learn about "mansplaining" than from two guys who do it for a living? What started as a joke led Frank and Ian down a rabbit hole of linguistics, conversational style, gender differences, and some incredible research from Deborah Tannen.In this episode:●   Geographic differences and the varying ways we take turns●   How our conversational style is developed as youth●   The differences in play between boys and girls●   Credit-grabbing and promotions●   Who speaks in "I" vs. "We"●   Should I ask questions in group settings?●   Do you apologize too much?●   Should I boast in public?

Everyone lies. You might consider yourself saintly but you won't make it through the day without stretching the truth. We look at reasons why you might want to consider something other than absolute candor in the workplace. In this episode:· Does the truth put my job in jeopardy?· Should I take the blame for a teammate?· What if I don't want to socialize with my boss or people in the office?· Lying to protect the feelings of people we care about· Why self-preservation is undefeated· Lying to get out of unnecessary meetings

We waste countless hundreds of hours sitting through boring, sleepy, and hastily-prepared presentations. This episode serves as a warning to would-be public speakers. If we are annoyed by these pitch mistakes, the rest of your audience is also.In this episode:· Stop reading your slides!· Less is more when it comes to public speaking· Short presentations force you to prepare more· Why you must nail the first minute of your speech· Why Adele restarted her performance at the Grammy's· How to leave people with a compelling call to action

Winning begets more winning and losing begets more losing. Inertia sets in with any team, regardless of how many members are changed out. In this short episode, Frank and Ian lament the trajectory of their favorite football teams and relate their woes to any organization on a losing streak.

“People think focus means saying yes to the thing you’ve got to focus on. But that’s not what it means at all. It means saying no to a hundred other good ideas. You have to pick carefully. I’m as proud of the things we haven’t done as the things I have done. Innovation is saying no to 1,000 things.” ~Steve Jobs In this episode:● The secret to success for Warren Buffett and Ted Williams● FOMO is killing your career● Innovation is saying no to 1,000 things● Finding your one big thing● How to trade "good" for "better"● Does this activity still serve me? (the curse of sunk costs)Plus, 4 questions to ask yourself when you are lost:1. What am I deeply passionate about?2. What activities do you feel like you were "made to do?"3. What makes economic sense?4. What do you have fun doing?

Tom Brady left the New England Patriots after 20 years and six championships. He didn't leave under his terms and tension was bubbling under the surface. His coach, Bill Belichick: "He looked at his options and he made his decision." His owner, Robert Kraft: "If he wanted to be here, we would have put a deal together." Tom Brady: "I made a decision to do something different." On October 3rd, 2021, Tom Brady faced his former organization with his new team, the Tampa Buccaneers. It was one of the highest viewed NFL games in recent memory because most people can relate to a breakup with a company. In this episode:Why companies won't root for you to succeed when you leave themHow we are motivated to prove our old company should have done more to keep usYour boss will likely use fear to convince you not to take that competitive offerYes, the grass CAN be much greener on the other side

With most goals, the hardest part can be starting. Regardless of how much progress we make in one area, most of us feel stuck in others. This episode was inspired by a recent blog post by Seth Godin in which he lists five useful questions to help you take action. We look at four major decisions we've been faced with recently and put the five questions to the test. They hold up well but we felt the need to add a 6th question by the time we finished.

In this episode, we look at five of the most common job interview questions. We start by discussing the purpose of each question from a company's perspective. Why are these questions valid and how do they help companies make better hiring decisions? Next, we approach each question from an applicant's perspective. What are the best kind of answers and what should be avoided at all costs?The five interview questions covered in this episode:"Can you tell me a little bit about yourself?""What is your greatest strength?""What is your greatest weakness?""Can you tell me about a failure that you learned from?""Why do you want to work here?"

With special guests David Neal and Jonathan Clark from The Eighth Mile Consulting, we break down Sun Tzu's famous book on strategy and leadership. Given that paintball is as close to combat as Frank and Ian have come, we brought in heavy hitters for this episode. In this episode:· "It's not about a fair fight, it's about winning."· Why picking your battles is everything in business and war· Lessons from Afghanistan for small companies· Why context matters when evaluating risk· Why do companies who stay on the offensive tend to last?· How to link the goals of leadership with the teamThe Eighth Mile Consulting: https://eighthmile.com.au/ Follow David Neal and Jonathan Clark on LinkedIn where they write daily about leadership lessons from the battlefield to corporate board rooms. The Eighth Mile Consulting is built on a mantra of 'good people, helping good people.' Our Mission is to collaborate with organizations to improve their people, processes, product, and profile. In particular, we provide services in:Change Management,Project Management,Implementations,Leadership/Management advice,Individual and Team Coaching,Risk Management, andRepresentational roles. We are different from other organizations because:1. Our team is drawn from hands-on practitioners who have actually delivered what they preach, each with a reputation for delivering positive change to organizational cultures, and delivering complicated projects/tasks.2. Our team consists of leaders with hands-on experience.3. We are proud of our high-performing team, and we can help other teams perform to their absolute best.4. We simplify the complex.

"The Peter Principle" is a book written by Dr. Laurence Peter in 1968. It was written as satire but contained enough truth that it touched a nerve with employees around the world. Today, the concepts in this book are accepted as a harsh reality. The Peter Principle observes that employees rise up through a firm's hierarchy through promotion until they reach a level of respective incompetence. As a result, every position in a given hierarchy will eventually be filled by employees who are incompetent to fulfill their job duties. Clearly, Frank and Ian are proof of the Peter Principle with this podcast so we consider ourselves experts on "earned incompetence." In this episode:· Why most people won't turn down a promotion they are not qualified for· The mistake most companies make when promoting people· How good timing contributes to so many people feeling they are better than they are· Why do so many incompetent people get promoted?· Fancy titles with no direct reports are the first to go during a recession· Why highly competent people are pushed out of companies· Why are there so many terrible senior executives?

In 2017, Ian worked long hours, traveled constantly, and no longer found his work interesting. But like most executives, he was locked in with golden handcuffs in the form of stock options. In this episode, we talk about how Ian decided to leave and replaced his salary and bonus with several industrial properties that require only a few hours of annual work.In this episode:When the only thing keeping you at a company is moneyResisting the temptation to spend and letting your money growGiving up "more" and being happy with "enough"Where Ian got the inspiration for industrial propertyHow I found my first dealBuilding a team to fill in your knowledge gapsHow to raise money for an industrial propertyDeciding when to sell at a profit

Webster's dictionary defines loyalty as "a strong feeling of support or allegiance." Most people see loyalty the same when it comes to family, friendships, and relationships. But does loyalty have any purpose in business? Here we look at the pros and cons of demonstrating loyalty to a company. In this episode:· News flash: Your company will survive without you· Dealing with a toxic manager while feeling loyal to your team· Dealing with a toxic environment while feeling loyal to your manager· Explaining a perceived lack of loyalty in job interviews ("job hopper" label)· How to handle a better opportunity even when you are happy with your current situation· Why loyalty needs to be a two-way street· Show your support to a company when they show their support to you· Companies need to earn loyalty every day

Does your company treat you like trash? In this episode, Frank and Ian dig into the underlying reasons for the miserable state of customer service. From unhappy employees to an overreliance on outsourcing and technology, we discuss steps any business can take to become more customer-centric (and thus, more profitable).

Are you an annoying employee? Does your boss wince when she opens your emails? Does your mere presence make your manager think about nails scratching on a chalkboard? In this episode, Frank and Ian grumble about people who annoy them to no end. Brace yourself for a lot of "Get off my lawn!"

This episode kicks off as Shaquille O'Neal walks into the lounge of Four Seasons to meet with Ian and his friend David. Frank interviews Ian as he shares every detail of this two-hour business encounter with the Hall of Fame legend. In this episode:●    "Don't stare."●    Preparing to make a great first impression●    A little luck never hurts●    Anticipating every contingency●    Knowing when to close, and doing it right"It's not personal, strictly business."

In this episode, Ian shares his story of landing a meeting with legendary basketball star, Shaquille O’Neal. Both literally and figuratively, this meeting with Shaq was among the biggest of Ian’s career. Ian made Frank wait until recording to hear the details of the meeting, which makes this episode even more fun. In this episode: What is Ian working on that could lead to this encounter? Why choose Shaq as a potential partner? How to prepare for a meeting that could change your life The importance of taking big swings Taking calculated marketing shots

Fresh off a successful $10M real estate syndication that delivered a 30% return to investors, Frank and Ian are at it again. In this episode, we talk through the details of a real estate deal that will require a private capital raise of $4M+ in a short window. This episode was recorded before Frank and I negotiated terms so you can hear us working out the details as we go. We pull back the curtain and share the details of a large real estate deal. In this episode:The difference between a real estate speculator and an operatorThe importance of buying at the right priceFinding deals where you can add valueKnowing the long-term prospects of your marketPromoting a real estate deal and raising capitalThe power of a strong track record (successful deals beget more deals)

Get your popcorn and buckle up. Frank and Ian are going back to the movies! This time, we talk about the five movies that had the biggest impacts on our sales careers.In this episode:Likable people tend to win in salesHow to “act as if”Why you won’t get a second chance when it comes to trustThere are those who sell and those who make excusesLead with the most contentious point in any meeting

How honest can you really be in business? We all lie, at least a little. If for no other reason than to protect people's feelings. In this episode, we talk about the concept in two classic books on this topic and debate the merits of how just how "radical" candor really is. In this episode:●     "If you always tell the truth, you never have to remember what you said."●     Honest feedback might hurt, but it typically leads to positive change●     Great coaches understand the difference between skill and talent●     Outbursts happen when we let irritations build up●     10 things you can't say in an office (but we wish we could)

Can we change anyone's mind? Regardless of your occupation, persuading someone to your line of thinking can be incredibly helpful. We dig into the science of persuasion and look at techniques that have worked (and failed) for us in the past.In this episode:Helping customers change their mind after they said noGetting an executive to approve your idea by convincing them it was theirsLetting someone fail their way into changing their mindThe role of resilience in persuasionThe assumptive closeGiving up control to a stubborn personUsing praise with a narcissist

Jeff Paxson is the owner of Jeff Paxson Real Estate, a team that led Indiana in sales volume from the years 2014 to 2018. A maverick who built his career going against conventional wisdom and twice making all-in bets on himself. For anyone interested in stepping away from corporate life and building something of their own, Jeff shares his path. Jeff Paxson Accolades:Based on sales, Jeff Paxson has been named Wall Street Journal’s Real Trends Top 1000 Realtors aka“The Thousand”Annually top 5 Realtor in entire Indianapolis Metro Area Annually top 5 Realtor in Indiana Top 50 realtors in Midwest USNamed one of Indianapolis Business Journal’s top Realtors each of the last 10 years Johnson County Realtor of the Decade 2020 There are now 4 office franchises of Jeff Paxson Real Estate.JeffPaxson.com317-679-2121

"A Message to Garcia" is an article written by Elbery Hubbard in 1899 that is still heavily referenced in the military and private sector today. It is a story of a lieutenant tasked with a seemingly impossible mission who carried out his orders with no guidance. The story became a rallying cry for military leaders and corporate executives alike. Frank and Ian dive into the facts and myths about this article, and how the lessons might still apply today.Also in this episode:What it means if a manager tells you to "get the message to Garcia"The uncommon nature of the story's protagonistHow valuable are autonomous people in business?How to find people like this in the interview processHow to demonstrate you have these characteristics in a job search

Locus of control is the degree to which people believe that they, as opposed to external forces (beyond their influence), have control over the outcome of events in their lives. The concept was developed by Julian B. Rotter in 1954, and has since become an aspect of personality psychology. A person's "locus" (plural "loci", Latin for "place" or "location") is conceptualized as internal (a belief that one can control one's own life) or external (a belief that life is controlled by outside factors which the person cannot influence, or that chance or fate controls their lives). George Costanza of Seinfeld fame is a classic example of someone who lives with a mindset that nothing is in his control, and nothing is fair.In this episode, Frank and Ian break down the tangible value of mindset in relation to careers:How early do we start to develop a locus of control?The role of sports on our mindsetWhy we take credit for the good, but explain away the badHow external limelighters make others feelThe double standard - we expect others to own it, but don't always hold ourselves to that standardUnintended consequences of being too hard on yourself

"So you're saying I'm a clown? I make you laugh. I'm here to amuse you?"~Tommy DeVito, GoodfellasWhy don't more people list "sense of humor" as one of their strengths on a resume? In our opinion, managers and employees who could make people laugh were also some of the most successful. In this episode, Frank and Ian look at the benefits of humor in the workplace.In this episode:Using humor to differentiate yourself in a crowded fieldThe difference between a fun manager and a clownWhen humor DOESN'T workHow to use gallows humor in tough timesSelf-deprecation as an art formUsing humor to dodge difficult questionsHumor in delivering difficult feedback

Frank and Ian gave up on the Detroit Lions or Miami Dolphins winning a Super Bowl long ago. Instead, we revel in the pomp and circumstance of the NFL Draft, when hope springs eternal and our teams make highly questionable decisions on personnel. In this episode, we break down our top lessons from decades of watching this bloated spectacle that has done little to change the fortune of our favorite football teams.In this episode:Why game film mattersLooks can be deceiving when hiringHow Bill Polian looked at character flawsPedigree is important, but not that importantWhen to take a chance on a "project"Hire for need, but don't pass on an unusual talentEven the best companies regularly missing on hiringHire slow and fire fastWhy culture still trumps talent

The peak–end theory is a cognitive bias that impacts how people remember past events. Intense positive or negative moments (the “peaks”) and the final moments of an experience (the “end”) are heavily weighted in our mental calculus. In this episode, we look at how this psychological bias impacts our careers and how companies can use the rule to attract and retain more customers. In this episode:What's more important: a good first impression or last impression?What a colonoscopy can teach us about delighting customersPrimacy bias and premium pricingWhat do we really remember about work experiences?The role of onboarding and exit interviewsThe sandwich method of providing feedbackThe "Sugar" Ray Leonard approach to getting a better raise

How much time do we have left? In this episode, we break down the second half of our lives by looking at how many of our favorite experiences we have left. How many more times will we watch a Super Bowl? How many more fantasy football seasons? How many more times will Ian eat pizza at Lombardi’s in NYC? Frank and Ian use this exercise to dissect how they are spending their time more deliberately.In this episode: Why people tend to overestimate how much time they have left How life milestones act as “awakenings” How we form our images, both personally and professionally How to be deliberate about where you spend your time (and who you spend it with) What moments will we remember in forty years and why not make more of those? How to prioritize your life for balance

People tend to fall into two categories as decision-makers. The first group is maximizers, those who strive to make choices that will return the maximum benefit. Then there are the satisficers (made-up word blending satisfy and suffice), those whose choices are determined by more modest criteria and nothing more. In this episode, we look at both approaches' ramifications and reflect on critical decisions we've made in our own careers.In this episode:“The Paradox of Choice”Why maximizers struggle to enjoy the journeyParalysis by analysisWhat type of questions do you ask yourself when making a big decision?The concept of “mental accounting”Do the results of our decisions correlate with satisfaction?Where do famous CEOs fall on this spectrum?

Careers are not linear. We might feel societal pressure to make every move based on real or perceived progress, but is that realistic or even rational? In this episode, we look at multiple scenarios where taking a step back or down is the best move for your long-term career. Frank and Ian discuss the times when they made non-obvious decisions that set up much bigger moves down the road. In this episode:· What if your industry is changing/shrinking?· How to spot a rocket ship and when to jump on one· What it means to take a job to get "close to the sun"· Choosing pay over fancy titles· How a step back could restore your career· Do you work in a department with upside?· The role of ego in career decisions· A 10-year decision looks very different than a 10-month decision· What's your driver?o Powero Knowledgeo Payo Purpose

In this two-part episode, Frank Cava and Ian Mathews break down every detail from a $10M real estate project involving 75 single-family homes in Richmond. This is our first podcast episode where we film together in the same room, using Frank's paparazzi film crew and editors. We share every granular detail of how we identified, negotiated, funded, executed, and celebrated a deal that was incredibly profitable to us and the investors who helped us fund the deal. In this episode:· The power of patience when working in real estate· Pigs get fat, hogs get slaughtered· Caring about your investor's money more than you care about your own· The best way to get a second deal is to perform well on the first· Why you should stop to celebrate a big win appropriately

In this two-part episode, Frank Cava and Ian Mathews break down every detail from a $10M real estate project involving 75 single-family homes in Richmond. This is our first podcast episode where we film together in the same room, using Frank's paparazzi film crew and editors. We share every granular detail of how we identified, negotiated, funded, executed, and celebrated a deal that was incredibly profitable to us and the investors who helped us fund the deal. In this episode:The power of persistence and follow-up to find great dealsHow a great partnership drives an equation of 1 + 1 = 3How the deals you close are closely linked to your ability to executeProfits are made when you buy, not when you sellHow to raise private capital from wealthy investorsWhat happens when a profitable deal gets hit with a pandemicHow to communicate to investors when a deal starts to go sideways

We're breaking tradition and interviewing our very first guest! Given the meager budget for this fledgling operation, we searched for a future star that we could afford today. Yoni Katz is a 12-year-old entrepreneur and a big fan of our podcast. He is starting several businesses and wanted to get our insight. Little did we know that Yoni would teach and inspire us more than we could help him! In this episode:· Building a personal brand at any age· How to price your first products/services· Small business guerrilla marketing· How to work referrals· Playing to your strengths· The difference between features and benefits· Pricing based on the value you provide· Investing at a young age

We continue to follow the meteoric rise of Jeff Bezos and his growing juggernaut of a company. This second part of our series starts with Barnes & Noble threatening to crush Bezos if he doesn't sell out. Like most decisions Bezos makes throughout his career, he calmly rejects that offer and doubles down on his belief that Amazon can change the landscape of American business. From tech startup to the largest company in the world, we dive into the growing pains and changes Amazon needed to make with people and strategy to create a business that changed the world.

We’re suckers for a good “rags to riches” origin story of a scrappy founder stepping out into the abyss. What makes the story of Jeff Bezos and Amazon so intriguing is how comfortable Bezos had it when he went all-in on this company. In this first part of two episodes, Frank and Ian work through the early days of Amazon and find dozens of parallel lessons for any ambitious person looking to build a career.“The Everything Store” is a fascinating look into an American business icon and we break down every juicy bit in this two-part series.

Frank recalls the story of Owen Meany, a character in a book he read as a young man that somewhat imperfectly explains how hidden talents emerge when you least suspect them. In this episode, we talk about the importance of practice and repetition to master any skill professionally or personally. In this episode:· Past behaviors are an accurate predictor of future performance· Skills translate across industries and from company to company· Go where a company values (and pays) for your specific skillsets· Your performance certainly won't speak for itself (you need to be a marketer)· Get results, but do it in your unique way· You can't expect to catch much fish with only one hook in the water

"No enemy is worse than bad advice."~Sophocles In a culture where anyone can publish anything with no more experience than an internet connection, certain platitudes are taken as gospel. With thousands of "life coaches" posting advice, the same tired advice gets repurposed ad nauseam. In this episode, Frank Cava and Ian Mathews take a contrarian stance on some commonly accepted wisdom.In this episode:· Maybe you shouldn't "follow your passion"· Hard work alone has a ceiling· Translating what a manager really means when they say you should "be patient"· What goes unspoken when someone tells you that "you can be anything you want to be"· Why balance is only a function of your ambition· How to explain a short stint on your resume· If you don't toot your own horn, who will?· No one wants to hear how things were done in your old company

When you need to be productive, what type of music does it for you?Ian bangs out hip hop while Frankie hee-haws along to the banjo. This argument has gone nowhere for years but that all changes with this episode!Your fearless co-hosts each pick five of their favorite songs for career inspiration. Two men enter this podcast, but only one emerges victorious. Follow along as they break down classics from Biggie, Charlie Daniels, Tupac, and Alan Jackson, pulling career lessons from classic lyrics.

"Our ego is our silent partner--too often with a controlling interest."~Cullen HightowerThe mere mention of the word ego conjures images of self-loving, selfish maniacs who would stop at nothing to bolster their own self-image. Here we make the clear distinction between ego, a person's self-esteem, and an egotist, a person wholly consumer with self-importance. Without the ego, there would be no success. What would drive us to fight through resistance, to risk failure, to persevere? We look at how a person can use their ego aspirationally without letting success get to our heads.In this episode:Why parents act like fools at youth sports gamesThe absurdity of big egos in large companiesWhy ego tends to show itself once you've had successLeaders who say "I" when things go poorly and "we" when things go wellWhy sacred cows exist in organizationsThe higher up you move in an organization, the fewer pats on the back you should expectHow Frank knew he wasn't getting a big tip at Outback SteakhouseHow to convince yourself you are still the underdogWhy we still freak out about posting videos onlineA lack of ego can be just as a big of a problem as an ego out of control

The coach of an NFL football team hired a strength and conditioning coach, and all hell broke loose. Frank Cava and Ian Mathews break down how this questionable decision went horribly wrong and play Monday morning quarterback on what the Jacksonville Jaguars and head coach Urban Meyer could have done differently.

"Fredo, you're my brother, and I love you. But don't ever take sides with anyone against the Family again. Ever."~Michael Corleone This is the climactic conclusion of our leadership series on the most famous crime family in cinematic history. We bring this trilogy home in style, all the way up to Michael's big finish during the baptism. In this episode:· The cold truth about getting a new manager· Only fools (like Moe Greene) get emotional when negotiating· Has your mentor been through enough battles to be your "Consigliere?"· The one time a manager won't ever give you a second chance· It is easy to let power go to your head· All new leaders want to put their personal stamp on a business

"I don't like violence, Tom. I'm a businessman. Blood is a big expense."~SollozzoAct II of our homage to an all-time classic is filled with drama, suspense, and succession planning! Frank and Ian continue to pull lessons from the Corleone family business in Part 2 of our podcast trilogy.In this episode:How to reject someone with dignity like Don Corleone"Leave the gun, take the cannoli" and "Happy wife, happy life" go hand in hand"It's not personal, it's strictly business" ... but is it?Great salespeople do take it personallyPayback can be a great motivator

We dig into the mania behind the Reddit mob fighting against Wall Street short-sellers and compare it to other bubbles and manias. In particular, we see a close connection with the dotcom bubble and real estate crash of 2007.

“Leave the gun, take the cannoli.” ~Clemenza It would be fair to assume that Frank Cava and Ian Mathews started a podcast just for episodes like this. While most see The Godfather as a gangster movie, Frank and Ian see a masterclass in business. In true Godfather fashion, they recorded so much content that they needed to break this episode into a three-part trilogy that Francis Ford Coppola would be proud of. In this episode, they discuss key concepts, such as asking for favors, the only thing a manager wants to hear when they delegate something, your star performers might not make great managers, and losing your temper quickly loses its effect when overused. They also touch on taking advantage of downtime in your career – it is okay to “go to the mattresses!” as well as how Frank used an interviewer’s ego to win his first VP promotion.

"If I go there will be troubleIf I stay it will be doubleSo you gotta let me knowShould I stay or should I go?"~The ClashIt's that time of year when people get the itch to find a new company. Frank and I take an objective look at the biggest of career decisions.In this episode, we cover:Why January is "quitting season"Everyone can be replacedHow you are only one regime change away from being replacedThe misguided thinking of blind loyaltyIf you are living for Friday, pack your bagsIf you don't want to do it for 20 more years, why do it one more year?A bad boss in a great company can be an opportunityHow to use the interview process to understand a company's cultureWhy life gets better right after the worst of a company's turnover problemHow to leverage your experience for a big paydayQuestions to ask yourself before deciding to leave

“If you are afraid of confrontation, you are not going to do very well.”—Bill Parcells, Hall of Fame football coachThink of any mentor you've had in your entire life. Whether it was a parent, teacher, coach, or manager, they probably had a special way of getting under your skin. They coached hard, not mean-spirited, but demanding in a way that convinced you to raise your personal standards. Tough coaching gets a bad rap today, but Ian Mathews and Frank Cava make a case for a style that got the most out of us:Also, in this episode:· "You can't be tough on Millennials" and other nonsense myths· You have to earn the right to be tough· The problem with emulating famous coaches· There is a time to be tough and a time to back off· Managers who mask their insecurities with "toughness"· What it means to be "pleased, but not satisfied"· You can be tough and still be likable· Criticize in private, protect in public· You can be tough on any generation· Passive-aggressive is not the same as tough; it's the opposite· How to praise a star in public

“The world is so beautiful, but alas! There are so many assholes.”― M.F. MoonzajerYou won't get through your career without working with some truly terrible people. How they get into organizations is a topic for another episode, but in this episode, we dive into their impact on team dynamics, how to survive working beside them, and what to do if you are their manager.Also in this episode:How to deal with a bully at workYour responsibility when you become the manager of a bad appleHow bullies and jerks survive in organizationsThe most dangerous person in any companyHow to tell someone that they are not working outHow your team grows when you fire a bad appleIan's one piece of advice all new managers ignore (and regret not taking)Why no person is too important to live withoutHow to manage the aftermath of a terminationHow your team feels about you when you won't fire a jerkWhy bad situations won't work themselves out on their own

In this episode, Frank and Ian can hardly contain their man-crush for legendary investor and CEO, Warren Buffett. Only the truly dedicated will invest $5,000 and an entire weekend in Omaha to listen to Warren opine for six hours at the "Woodstock for investors." We talk about the day we spent at the Berkshire Hathaway annual meeting and all of the other lessons we've learned from our hero.In this episode:Ian gets shamed by a sweet, but very rich, old lady in OmahaHow your earliest jobs can form who you become in your careerIt has never been easier to start a side gigNo one will invest in you without a track record or skin in the gamePatience is an underrated strategy for building wealthWhy Warren is either lavish in his praise or dead silent - a lesson in motivationYou cannot build a career when you are overly focused on your image"Lose money for the firm and I will be understanding. Lose one shred of our reputation, and I will be ruthless."Buffett's approach to delegation is next levelWhy Buffett does not set limits on compensationHow to raise private capital like Warren Buffett

Are you too hard on yourself? Do you spend too much time fretting over the past? You're not alone. In this episode, we talk about how top performers tend to be overly critical of themselves. This drive leads to incredible results but also contributes to a regular feeling of emptiness. We talk about how to cut yourself a break and celebrate more small wins, rather than lamenting big losses. We also dive into how to lead high achievers who are much too hard on themselves.In this episode:How to help top performers who live and die with every small setbackThe type of feedback that works best with a high achieverHow to pick the right context where you can stand outWhy you should be careful not to define yourself too early in your careerRegrets only happen when you stop trying to growWhy you might be scared to reach your peakNo event will define your careerHow no one is paying attention and why it is silly to worry about other's opinionsFrank Sinatra's famous words on regretsA leader's responsibility to celebrate often with their team

Do you struggle to set and hit goals consistently? Are you putting off something important because you can't get started? You're not alone. One study found that 92% of people surveyed failed to live up to a New Year's resolution. We talk about the psychology behind goals and the power of creating simple, achievable habits instead.In this episode, we cover:- How to start with one simple daily habit- Why goals aren't real until you share them with others- Goals and written goals are two different things- The Seinfeld Strategy- Why your Plan B is likely holding you back- How to find an accountability group- "Don't turn one error into two errors"- The importance of positive streaks and how to break negative streaks- A simple process to find a new job

We might have started with nothing, but we do not consider ourselves "self-made men." We've been blessed with incredible role models, mentors, and diverse sets of leaders. We've learned as much from the advice we took as much as the advice we passed on. In this episode, we talk about the advice that truly changed our lives and offer our thoughts on how to interpret and act on the advice in your career.Also in this episode:The advice you don't take can be just as powerful as that which you heedMost advice is based on other people's perception and their unique strengths (not yours)Advice is limited to the coach's experienceIf you're not getting good advice, change your inner circleUnintentional advice is often the best kindWho you should talk to before a major career transitionHow to tell the difference between good and bad adviceNo one can tell you your truthConsider the source when offered advice; where did it get the person offering the advice?

Do you feel as if you are underpaid? Frank and Ian talk about the best approaches to use with your company. We have been approached countless times for more money. We believe that timing, delivery, and judgment play a major role in how successful you will be. In this episode:How to tell if the market has moved and your pay has notHow to tell if you are underpaidHow large discrepancies in pay happen in companiesAre you producing enough to justify more money?Why timing is everything when it comes to payWhat is important to your boss when considering this request?When you have the most leverage to request more payAre your results easily replaceable?What to focus on instead of salaryHow you can move from incremental to exponential increasesIt is OK to be honest with your manager if you are thinking of leavingStop talking in terms of your pay, start talking in terms of your valueHow to respond to any pay raiseTactics to avoid if you want to maintain a relationship with your manager

Frank and Ian compare their floundering fantasy football team management to the world of business. Fortunately for Frank, he is much better at execution with his business than he is with his fantasy roster. Topics in this podcast: How to narrow down a funnel of candidates when hiring How to hire slow and fire fastWhy context matters when evaluating a candidate’s accomplishmentsHow to become a great storyteller in an interview (important for both the candidate and interviewer alike)What it is like to work for a company that cuts the bottom 10% every yearThe limitations of constantly upgrading your teamWhy employee loyalty is only as strong as company loyaltyAs your company grows, your talent must evolve With good people, it is not always about the metricsRespect your competition, but don’t focus on them

Over the past 25 years, Frank and Ian have hired hundreds of people. Some were exceptional while others were spectacularly terrible. In this podcast, we break down our hiring miscues in hopes that you might avoid some of our pain. Your best employees won’t necessarily be your best friendsHow the “Just Like Me Bias” leads to poor hiringFighting your first impression which rarely translates to a good hiring decisionIs there any value in being known as a “tough interviewer?”Two parties need to make a decision in an interview. Act as if you are being evaluated as the interviewer.The problem with focusing on GPA as an interviewerWhat happens when interviews don’t consider how well someone might fit in with your cultureWhat can we learn about someone who was “too loyal” to their company?Are you diluting the effectiveness of your interview by looking for too many attributes?It’s about the answers, not your questionsHow to ask paired questions to better understand a candidate’s true default behaviors

Frank Cava runs a vastly profitable and growing real estate business. But when he left a cushy executive job in 2010, he had an old truck, a couple of townhome rentals in Charlottesville, and plenty of free time. In this episode, we explore what Frank might have done differently when starting his business, based on what he knows today. Frank’s first advice for startup founders – Find somewhere to go every day and get out of your houseSet up regular business expenses to motivate you to find revenueDon’t discount your experiences just because they happened at a large companyHow quickly should you hire employees?How Frank would think differently about finances if starting overYou are not really in business until you can consistently generate and convert leadsWhat the first months feel like when you leave a big company to start your own thing (what really happens)The only type of people you should take advice from when you startWhy it is easier for others to see your problems than seeing them yourself as a startup founderEnjoy the slow moments when you are starting out (you will miss them)Pace is less important than direction when starting a business“Do for a decade what others won’t and you will live the rest of your life the way others can’t”

A theme that Frank and Ian notice in successful people is a propensity for action. Rather than tinkering forever on the creative process, they get to a 70% solution and test. Seth Godin calls this endless tinkering loop a “failure to ship.” In this podcast, we explore the psychology behind procrastination and talk through the real-world ramifications and rewards of mastering this problem. Great music albums are rarely over-produced and neither are careersColin Powell’s “40/70” rule The importance of simple rules – “Is it built in wood or brick?”The most important factor before investing in a startupStop studying and start believing in yourselfEvaluating risk with your personal capital at stakeThe difference between a novice and a professionalDoing more of anything makes doing it once seem less dauntingIf you are going to flop, you might as well do it quicklyDone is better than perfect

We started with a podcast about “dumb things we’ve said as managers,” but quickly realized the content would fill an entire season. So we went with an equally important topic about the things we weren’t confident or perceptually aware enough to say as young managers. Why new managers try to hide problems from their bossThe stigma behind saying “I don’t know” as a managerThe difference between a receptive and a proactive managerWhy all new managers struggle with delegatingHow a manager should think about their time in terms of paygradeDon’t fixate on numbers, concentrate on resistancePeople are able to receive feedback on vastly different schedulesWhy it is OK to tell someone you are disappointedThe difference between “I’m frustrated” and “I’m disappointed”How to trust your gut when you sense something is off with an employeeThe most underused management toolCan you overdo appreciation?

In this show, we use an example of Ian’s horrendously bad golf game to illustrate a common problem people face in their careers. Self–handicapping is a cognitive strategy by which people avoid effort in the hopes of keeping potential failure from hurting self-esteem. You can’t change if you won’t admit that you are unhappyAre you self-handicapping or just controlling the narrative?Your network can’t help you if you are not honest about what you wantWhy people say silly things like “Money doesn’t buy happiness.”Do you spend time around people who think small?How much of your professional network resides within the same company?Your network won’t help you until you agree to be vulnerableWhy your ego is more important than your goalIt is easier to list your accomplishments than articulate your goals (rearview versus dashboard)If you are not willing to share your goal, you’re not serious about itThe power of making public predictions