Profit With A Plan

🎙 Episode TitleMembership Models That Drive Recurring Revenue
EP319 of Profit With A Plan PodcastReleased: September 16, 2025
Guest: Nathalie Dorémieux is a Membership Maven and tech strategist Host: Marcia Riner, Business Growth Strategist | CEO of infinite Profit®
🎯 Episode Summary
What if your expertise could generate consistent, recurring revenue without you being tied to it every day? Nathalie Dorémieux joins me to share how business owners can create high-retention memberships that align with their vision, attract loyal clients, and build real business assets. You’ll discover how to validate your idea, different membership models that work across industries, and why this could be the smartest way to grow your business.
🎥 What You’ll Learn
The signs you’re ready to launch a membership program
How to validate your membership idea without heavy investment
Different membership models for coaches, consultants, and brick-and-mortar businesses
Why community is the key to member success and retention
How memberships build loyalty and predictable recurring revenue
The hidden asset value memberships add to your business
⏱️ Timestamp Highlights
[00:05] Turning expertise into recurring revenue with memberships[06:48] Why memberships beat online courses for client success[10:59] The power of community in keeping members engaged[16:40] Different types of membership models that work[22:00] Mindset shifts before launching a membership program[29:50] Adding memberships to existing programs or alumni communities[33:02] Using recurring revenue as a saleable business asset
🔗 Resources & Links
Nathalie Dorémieux – themembershiplab.comthemembershiplab.com/mrr-calculator
💼 About Marcia Riner & Profit With A Plan
Marcia Riner is a business growth strategist, creator of the Profit Booster® strategies, and CEO of Infinite Profit®. She helps entrepreneurs scale smarter, increase profitability, and build businesses that are worth more—whether they plan to keep them or sell them.
As host of Profit With A Plan, Marcia shares expert interviews and actionable strategies to help business owners increase revenue, improve systems, and prepare for high-value exits. With decades of experience in finance, operations, and marketing, she delivers clear, profit-driving insights you can use right away.
📞 Questions? Call (949) 229-2112 or visit InfiniteProfitConsulting.com
🚀 Profit-Driven Resources (CTAs)
💰 Profit Booster® Podcast Monetization HubTurn your interviews into a client-generating machine—without adding more work to your plate.👉 Learn more at ProfitBoosterPod.com
📈 Free Growth & Marketing AuditYour leads should be converting. Let’s find out what’s missing.👉 Book yours now at ProfitBoosterBiz.com
🎧 Never Miss a Profit-Driving StrategySubscribe to Profit With A Plan on Apple Podcasts, Spotify, or your favorite platform.
 

🎙 Episode TitleBuild to Sell, Build to Scale: Exit Strategy Secrets
EP 318 of Profit With A Plan PodcastReleased 9.9.25
Guest: Vince Perri - Certified Exit Planning Advisor (CEPA) and experienced business brokerHost: Marcia Riner - Business Growth Strategist | Infinite Profit®
 
🎯 Episode SummaryMost business owners wait too long to think about selling—but the truth is, the same strategies that make your business attractive to buyers also make it stronger, more profitable, and easier to run right now. In this episode of Profit With A Plan, Marcia talks with exit planning advisor and business broker Vince Perri about how to design your company as a sellable asset—whether you ever sell or not.
 
🎥 What You’ll Learn
Why building to sell naturally forces smarter systems and stronger teams
How recurring revenue, niche focus, and owner independence drive value
Why de-risking your company is step one to increasing its worth
How culture and leadership impact valuation and buyer interest
The mindset shifts every entrepreneur needs to scale with confidence
⏱️ Timestamp Highlights[00:05] Selling as a reward, not the goal of business ownership[03:00] Vince’s journey from entrepreneur to business broker[06:30] De-risking your business to make it attractive to buyers[12:00] Empowering employees and building leadership into your team[18:00] How culture and intangible capital increase valuation multiples[22:00] Why value over revenue is the key mindset for long-term success[29:00] Breaking limiting beliefs around scaling, wealth, and growth
 
🔗 Resources & LinksVincePerri.comYouTube: Vince Perri OfficialInstagram: @VincePerriOfficial
💼 About Marcia Riner & Profit With A Plan
Marcia Riner is a business growth strategist, creator of the Profit Booster® strategies, and CEO of Infinite Profit®. She helps entrepreneurs scale smarter, increase profitability, and build businesses that are worth more—whether they plan to keep them or sell them.
As host of Profit With A Plan, Marcia shares expert interviews and actionable strategies to help business owners increase revenue, improve systems, and prepare for high-value exits. With decades of experience in finance, operations, and marketing, she delivers clear, profit-driving insights you can use right away.
📞 Questions? Call (949) 229-2112 or visit InfiniteProfitConsulting.com
 
🚀 Profit-Driven Resources💰 Profit Booster® Podcast Monetization HubTurn your interviews into a client-generating machine—without adding more work to your plate.👉 Learn more at ProfitBoosterPod.com
📈 Free Growth & Marketing AuditYour leads should be converting. Let’s find out what’s missing.👉 Book yours now at ProfitBoosterBiz.com
🎧 Never Miss a Profit-Driving StrategySubscribe to Profit With A Plan on Apple Podcasts, Spotify, or your favorite platform.

🎙 Episode TitleStop Guessing: How to Know Exactly What Your Buyer WantsReleased: September 2, 2025
GUEST:  Andy Halko, founder of Insivia & Author of The Buyer Centric Operating SystemHOST: Marcia Riner, Business Growth Strategist & CEO of Infinite Profit®
🎯 Episode Summary
You may think you're customer-focused—but if you're relying on outdated personas and generic feedback, you're already behind. Andy Halko joins Marcia Riner to reveal how AI-powered buyer clones are replacing static personas, helping you test messaging, improve conversions, and adapt faster to changing buyer behavior.
🎥 What You’ll Learn
Why most buyer personas fail in today’s fast-changing market
The real reason your product or offer isn’t converting
What AI buyer twins are and how to use them
How to test marketing assets before spending a dollar
Why direct customer feedback is often misleading
How to adapt to the rise of the omniscient buyer
⏱️ Timestamp Highlights
[00:00] Are you truly buyer-centric—or building backwards?[06:40] Why most personas fail and what to use instead[11:50] Creating and using AI-powered customer twins[17:10] Using BuyerTwin to test offers before launch[22:35] How to pivot when your market shifts[27:15] Innovating to match buyer needs in real time
🔗 Resources & Links
https://andyhalko.comhttps://insivia.comhttps://buyertwin.com 
💼 About Marcia Riner & Profit With A Plan
Marcia Riner is a business growth strategist, creator of the Profit Booster® strategies, and CEO of Infinite Profit®. She helps entrepreneurs scale smarter, increase profitability, and build businesses that are worth more—whether they plan to keep them or sell them.
As host of Profit With A Plan, Marcia shares expert interviews and actionable strategies to help business owners increase revenue, improve systems, and prepare for high-value exits. With decades of experience in finance, operations, and marketing, she delivers clear, profit-driving insights you can use right away.
📞 Questions? Call (949) 229-2112https://InfiniteProfitConsulting.com
🚀 Profit-Driven Resources (CTAs)
💰 Profit Booster® Podcast Monetization HubTurn your interviews into a client-generating machine—without adding more work to your plate.👉 Learn more at ProfitBoosterPod.com
📈 Free Growth & Marketing AuditYour leads should be converting. Let’s find out what’s missing.👉 Book yours now at ProfitBoosterBiz.com
🎧 Never Miss a Profit-Driving StrategySubscribe to Profit With A Plan on Apple Podcasts, Spotify, or your favorite platform.

🎙 Episode Title
How to Turn Video Views Into Clients (Not Just Clicks)with Josh Troche, Founder of Pedal Stomper Productions
Hosted by Marcia Riner, Business Growth Strategist of Infinite Profit®
🎯 Episode Summary
Your videos aren’t converting? It’s not the algorithm—it’s your approach.
In this episode of Profit With A Plan, Marcia Riner talks with video strategist Josh Troche about what makes video marketing actually generate revenue—not just clicks. From choosing the right type of content for your sales funnel to avoiding vanity metrics and building a loyal, niche audience, this conversation is your blueprint for making video work smarter in your business.
Whether you're podcasting, posting reels, or building a YouTube channel, you’ll learn how to use your camera as a client-generating tool—not just a visibility play.
🎥 What You’ll Learn
Why smaller, targeted audiences are more profitable than viral reach
How to speak to one person—and still grow a massive following
The power of niche + controversy in going viral
What types of videos work at each stage of your sales funnel
How to build trust and visibility without being fake or overproduced
⏱️ Timestamp Highlights
[00:05] Think video is just hitting record? Think again[06:30] Attention spans vs. content options: what actually changed[08:50] How to speak to one viewer and let the algorithm work for you[12:00] The viral truck video that built a niche audience[17:00] 10K followers vs. 100 customers—what do you really want?[24:00] Video types that align with the sales funnel[30:00] What makes a business video “good”? Start here
🔗 Resources & Links
PedalStomperProductions.comInfiniteProfitConsulting.com
💼 About This Show
Profit With A Plan is hosted by Marcia Riner, business growth strategist and CEO of Infinite Profit®. Marcia helps entrepreneurs scale smarter, increase profitability, and build a business that’s worth more—whether they plan to keep it or sell it.📞 Questions? Call (949) 229-2112 or visit InfiniteProfitConsulting.com
🚀 Profit-Driven Resources
💰 Profit Booster® Podcast Monetization HubTurn your interviews into a client-generating machine—without adding more work to your plate.👉 Learn more at ProfitBoosterPod.com
 
📈 Free Growth & Marketing AuditYour leads should be converting. Let’s find out what’s missing.👉 Book yours now at ProfitBoosterBiz.com
 
🎧 Never Miss a Profit-Driving StrategySubscribe to Profit With A Plan on Apple Podcasts, Spotify, or your favorite platform.
 
👤 About Marcia Riner & Profit With A Plan
Marcia Riner is a business growth strategist, creator of the Profit Booster® strategies, and CEO of Infinite Profit®. She helps entrepreneurs scale smarter, increase profitability, and build businesses that are worth more—whether they plan to keep them or sell them.
As host of Profit With A Plan, Marcia shares expert interviews and actionable strategies to help business owners increase revenue, improve systems, and prepare for high-value exits. With decades of experience in finance, operations, and marketing, she delivers clear, profit-driving insights you can use right away.
📞 Questions? Call (949) 229-2112 or visit InfiniteProfitConsulting.com

Why Your SEO Isn’t Working Anymore (And What to Do in 2025)
EP315 Profit With A Plan PodcastRelease date: August 12, 2025
Guest: Steven Schneider, CEO of TrioSEO, an agency specializing in content writing servicesHost:  Marcia Riner, Business Growth Strategist | Infinite Profit®
 
📌 Podcast Notes
SEO is no longer about keywords and backlinks alone—today, it's about trust, authority, and intent.
In this episode of PROFIT With A Plan, Steven Schneider, CEO of TrioSEO, unpacks why the old-school SEO playbook is officially dead—and what B2B brands need to do today to actually rank, convert, and stay visible across both search engines and AI platforms like ChatGPT.
If your traffic has dropped or your content just isn’t converting, this is your SEO wake-up call.
🔥 Episode Promise
Steven built a 7-figure content portfolio without a single paid ad. Now, as the founder of a hands-off SEO agency for B2B brands, he's revealing the modern playbook that drives real ROI, boosts authority, and prepares your site for the AI-powered future of search.
✅ Key Takeaways
Why most SEO advice online is dangerously outdated
What authority signals Google looks for—and how to build them
The E-E-A-T framework that determines your ranking potential
How to create content that ranks and converts (not just traffic bait)
Why blog strategy is more about search demand than brainstorming
How AI search (ChatGPT, Perplexity, etc.) is changing the SEO landscape
⏱️ Timestamped Highlights
00:00 – 01:00Intro: Why SEO isn’t working the way it used to (and what’s changed)
04:00 – 06:30Steven’s origin story: Scaling a content portfolio to 7-figures without ads
07:00 – 09:45The two real levers of SEO today: Content & authority
10:00 – 13:30How Google evaluates authority and why backlinks still matter
14:00 – 17:00E-E-A-T explained: Expertise, Experience, Authority, Trust
18:00 – 21:30Blogging strategy that works: Forget brainstorming—follow search intent
24:00 – 28:00Why writing for humans (not algorithms) improves ranking and retention
30:00 – 33:00The role of engagement, hooks, and bounce rates in modern SEO
34:00 – 36:00How Google and AI platforms crawl your site—and how to stay relevant
 
🎯 Connect with Steven:
Find Steven on LinkedIn at linkedin.com/in/steventrioseo or visit trioseo.com to learn more about his done-for-you SEO strategies for B2B brands.
 
🔍 SEO Keywords 
SEO in 2025, modern SEO tactics, Google ranking tips, AI and SEO, SEO for ChatGPT, E-E-A-T framework, B2B SEO strategy, SEO authority signals, blog SEO strategy, content marketing for SEO, backlinks that matter, SEO mistakes to avoid, SEO quick wins, optimize for AI search, SEO without paid ads
🎬 Optimized Closing Section for Every Episode
💰 Episode Sponsor — Profit Booster® Podcast Monetization HubTurn your podcast interviews into a client-generating machine. The Profit Booster® Podcast Monetization Hub helps you capture, nurture, and convert listeners into paying clients—without adding extra work to your plate.👉 Get started today at ProfitBoosterPod.com
 
🚀 Free Growth & Marketing AuditIf your leads aren’t converting, you’re leaving revenue behind. Our free Growth & Marketing Audit shows you exactly where your opportunities are—and how to scale smarter.👉 Book yours now at ProfitBoosterBiz.com
 
🎧 Subscribe & Stay AheadNever miss a profit-driving strategy. Find Profit With A Plan on Apple Podcasts, Spotify, or your favorite platform—and be first to hear next week’s episode.
 
👤 About Marcia RinerMarcia Riner is a business growth strategist and CEO of Infinite Profit®, creator of the Profit Booster® strategies, and host of Profit With A Plan. She helps entrepreneurs scale smarter, increase profitability, and maximize company value—whether they plan to grow, expand, or prepare for a high-value exit.📞 Questions? Call (949) 229-2112 or visit InfiniteProfitConsulting.com

Mid-Funnel Mastery: How Strategic Video Creates a Ripple Effect
EP314 Profit With A Plan PodcastReleased August 5, 2025
Guest: Tim Bradley, Co-Founder of Pennant VideoHost: Marcia Riner, Business Growth Strategist | Infinite Profit®
 
🎙️Episode Summary:In this high-impact episode of Profit With A Plan, Marcia Riner is joined by Tim Bradley—co-founder of Pennant Video and the mind behind the Video Marketing Trifecta™—to talk about how B2B brands can use video strategically after they’ve captured attention. Forget top-of-funnel vanity metrics. This is about turning interest into trust, and trust into conversions—while building a powerful ripple effect across your entire marketing ecosystem. Whether you're a scrappy startup or an established brand, you'll learn how to elevate your message with scalable, story-driven video content that actually drives pipeline results.
🔑 Key Takeaways:
How the Video Marketing Trifecta™ (Anthem, Explainer, Endorsement) drives mid-funnel conversions
The ripple effect of video across your entire digital footprint
Real-world strategies for small businesses to compete with high-production brands using smart, authentic storytelling
The importance of aligning your video library with your sales team’s needs
How to build trust through production value—without breaking the bank
⏱️ Timestamps & SEO Topics:
00:05 – 00:52🎯 Introduction to Tim Bradley & the Video Marketing Trifecta™Keywords: B2B video marketing, mid-funnel engagement, marketing framework
01:17 – 02:56🎯 What is Profit With A Plan?Keywords: business profitability, scaling strategy, business valuation, Marcia Riner
03:15 – 03:41🎯 Tim’s Bio: 20 Years in Storytelling & Scalable StrategyKeywords: creative leadership, B2B tech brands, Pennant Video
04:15 – 05:01🎯 From Childhood Storytelling to Brand StrategyKeywords: creative origin story, video production journey, storytelling in business
06:00 – 07:28🎯 Why Video Needs to Be a Priority in B2B MarketingKeywords: video-first mindset, digital content strategy, ripple effect of video
07:29 – 08:33🎯 Video Builds Brand Trust & Sales Enablement SimultaneouslyKeywords: sales enablement tools, brand trust, professional video vs DIY
09:33 – 11:05🎯 The Real Work Starts After the Click—Why Mid-Funnel Matters MostKeywords: buyer journey, digital touchpoints, mid-funnel strategy
11:52 – 13:14🎯 Keeping Engagement After the Click: The “Messy Middle”Keywords: customer journey, attention to action, funnel strategy
13:14 – 15:18🎯 Breakdown of the Video Marketing Trifecta™: Anthem, Explainer, EndorsementKeywords: brand anthem video, explainer video strategy, customer testimonial videos
15:18 – 16:41🎯 How to Produce High-Quality, Authentic Testimonials That ConvertKeywords: video testimonials, customer proof, production value, trust-building content
17:00 – 20:51🎯 Why Explainer Videos Are the Workhorses of B2B SalesKeywords: explainer videos, sales video library, personalized buyer experiences
23:44 – 26:17🎯 The Power of Anthem Videos for Emotional ConnectionKeywords: brand mission video, emotional marketing, values-based messaging
26:34 – 28:06🎯 Why Every Small Business Needs a Strategic Video PlanKeywords: small business marketing, B2B storytelling, brand positioning for startups
28:06 – 31:57🎯 Budget-Friendly Tips: How Smaller Firms Can Apply the Trifecta™Keywords: startup video marketing, affordable brand video, scalable content strategy
32:25 – 33:59🎯 The Ripple Effect: Maximize ROI From a Single Video AssetKeywords: content repurposing, digital brand strategy, video ROI, scalable content
34:00 – 36:00🎯 Final Thoughts: Your Video Library is a Business AssetKeywords: content library, B2B lead nurturing, evergreen marketing
36:02 – 37:35🎯 Where to Learn More from Tim Bradley & Pennant VideoKeywords: Pennant Video, video marketing ebook, funnel-focused playbook, Tim Bradley LinkedIn
🔗 Resources Mentioned:
Free eBook: Funnel-Focused Video Marketing Playbook at pennantvideo.com
Follow Tim on LinkedIn: Tim Bradley | Pennant Video
 
🔎  SEO Keywords: B2B video marketing, Video Marketing Trifecta™, mid-funnel strategy, testimonial videos, explainer videos, anthem videos, video marketing for tech brands, marketing funnel content, brand storytelling, customer journey, video ROI, scalable video strategy
 
💰 This episode is sponsored by Profit Booster® Podcast Monetization Hub. 
We turn your interviews into a lead-generating machine—so you can capture, nurture, and convert listeners into paying clients. Stop leaving money on the table. Get started today at https://ProfitBoosterPod.com
🚀 Free Growth & Marketing Audit
Struggling to convert leads into loyal customers? It’s time to turn your customer reviews into profit!
Get your FREE Growth & Marketing Audit at ProfitBoosterBiz.com and start scaling smarter today.
 
🎧 Subscribe & Never Miss an Episode!Find Profit With a Plan on Apple Podcasts, Spotify, and all major podcast platforms. Stay tuned for more high-impact, profit-driven strategies in our next episode!
👤 About Marcia Riner
Marcia Riner is a business growth strategist who helps entrepreneurs scale smarter, increase profitability, and maximize business value. As CEO of Infinite Profit® and creator of the Profit Booster® strategies, she goes beyond advice—working alongside business owners to implement proven strategies that strengthen financial stability, optimize operations, and drive long-term success.
Whether you’re looking to boost profits, expand, or prepare for a high-value exit, Marcia delivers the expertise and hands-on support to make it happen. Learn more at InfiniteProfitConsulting.com.
Got questions?  Reach out to Marcia and her team at (949) 229-2112 ♾️

Profits in the Numbers: Bookkeeping, Tax Smarts & Clarity EP313 Profit With A Plan PodcastReleased: July 29, 2025
Guest: Tanya Akimenko, Tax and Accounting Expert | Golden Apple AgencyHost: Marcia Riner, Business Growth Strategist | Infinite Profit®
🔍 Episode Summary
Most business owners don’t fail from lack of hustle—they fail because they’re making decisions in the dark.
In this episode of PROFIT With A Plan, Marcia Riner sits down with Tanya Akimenko, founder of Golden Apple Agency, who has spent over 20 years helping entrepreneurs simplify their finances, master their cash flow, and finally feel confident in their decisions.
If you’ve been avoiding your numbers, unsure how to read your reports, or relying on your bank balance to guide your spending—this is the wake-up call your business needs.
⏱️ Timestamps & Key Takeaways
[05:03] How Tanya fell into finance in a remote town in Alaska—and why it was the best thing for her entrepreneurial journey
[07:55] The real reason bookkeeping is non-negotiable (and how bad data kills profit)
[10:08] What AI gets wrong with bookkeeping—and why clean input matters more than ever
[12:21] The hidden cost of messy credit cards and mixed expenses (and what to do instead)
[16:01] Tanya’s habit-forming tip for reviewing your numbers—even if you’re not a “finance person”
[19:00] How to analyze your financial reports without doing your own books
[21:00] Why understanding your break-even point is the foundation for real growth
[24:00] The biggest tax strategy mistake most entrepreneurs make—and the fix that could save you six figures
[28:00] Tanya’s “John Smith” strategy for treating your business like a real financial entity
[32:00] Why financial clarity is the difference between surviving and scaling
🔗 Grab Tanya’s free resource:GoldenAppleAgencyInc.com/cheat-sheet – A quick guide to help you spot legit business deductions and avoid costly tax mistakes.
Keywords: bookkeeping for entrepreneurs, cash flow tips, small business tax strategy, profit growth, financial literacy, tax planning, S corp benefits, QuickBooks for business, business expenses, business profitability, break-even point
 
💰This episode is sponsored by Profit Booster® Podcast Monetization Hub. 
We turn your interviews into a lead-generating machine—so you can capture, nurture, and convert listeners into paying clients. Stop leaving money on the table. Get started today at https://ProfitBoosterPod.com
🚀 Free Growth & Marketing Audit
Struggling to convert leads into loyal customers? It’s time to turn your customer reviews into profit!
Get your FREE Growth & Marketing Audit at ProfitBoosterBiz.com and start scaling smarter today.
 
🎧 Subscribe & Never Miss an Episode!Find Profit With a Plan on Apple Podcasts, Spotify, and all major podcast platforms. Stay tuned for more high-impact, profit-driven strategies in our next episode!
👤 About Marcia Riner
Marcia Riner is a business growth strategist who helps entrepreneurs scale smarter, increase profitability, and maximize business value. As CEO of Infinite Profit® and creator of the Profit Booster® strategies, she goes beyond advice—working alongside business owners to implement proven strategies that strengthen financial stability, optimize operations, and drive long-term success.
Whether you’re looking to boost profits, expand, or prepare for a high-value exit, Marcia delivers the expertise and hands-on support to make it happen. Learn more at InfiniteProfitConsulting.com.
Got questions?  Reach out to Marcia and her team at (949) 229-2112 ♾️

The Sales Engine That Scales – With Alan Versteeg
Guest: Alan Versteeg, Co-Founder of Growth MattersHost: Marcia Riner | Profit Booster®Podcast: PROFIT With A PlanTopic: Building a Sales Engine for Entrepreneurial ScaleReleased: July 22, 2025
🔍 Episode Summary
What happens when an engineer applies the law of cause and effect to sales?
Alan Versteeg—former engineer, global sales leadership strategist, and co-founder of Growth Matters—joins Marcia Riner to reveal why most entrepreneurs fear sales, how to overcome “sales ick,” and what truly drives growth: not more sales reps, but better sales management.
This episode is packed with value for business owners, founders, and service-based entrepreneurs looking to scale smart, lead with conviction, and grow teams that sell—without the sleaze.
⏱️ Timestamps & Key Takeaways
[00:00] The Sales Engine Every Entrepreneur NeedsMarcia opens the episode with the concept of building a team that sells without you in the room—what Alan calls the real sales engine for scale.
[02:53] Alan Versteeg’s Unlikely Path From Engineer to Sales ExpertAlan shares how leaving engineering, getting fired from his first four sales jobs, and finally treating sales as a profession changed everything.
[05:47] Why Motivation Alone Doesn’t WorkAlan explains how being “the world’s most motivated talking brochure” failed—and how cause and effect became his north star for success.
[09:00] Selling vs. Helping: The Real Mindset Shift✨ “Selling won’t help—but helping will sell.”Alan breaks down the psychology behind ethical sales and how intent, not personality, is what persuades.
[11:00] Conviction, Not Charisma, Drives SalesMarcia and Alan explore why you don’t need to be extroverted to be successful in sales. What you need is conviction and a service-oriented mindset.
[13:00] Avoiding the “Ick” Factor in Sales ConversationsSales becomes authentic when entrepreneurs stop talking about their product features and start speaking about the problems they solve.
[16:00] The Clear Line Between Confidence and ArroganceAlan explains why the difference is tact, not tone—and how to persuade without damaging relationships.
[20:40] Objection Prevention vs. Objection HandlingInstead of responding defensively, Alan teaches entrepreneurs to preemptively name their buyer’s hesitation and build trust faster.
[24:00] Scaling the Sales Function Through Standards"You can’t scale yourself—you can only scale your standards.”Alan shares how setting cultural and performance standards enables companies to scale through people, not pressure.
[27:05] What Actually Makes a Great SalespersonIt’s not knowledge or charisma—it’s the ability to connect, listen, and sell with values that match the brand. Hire managers who grow people, not just sales.
[29:13] Final Advice: Give Yourself Agency to Sell with PurposeAlan closes by urging entrepreneurs to “look in the mirror” and realize they’ve created a solution worth sharing. Let go of the imposter voice—and sell with purpose.
🔑 SEO Keywords
sales engine for entrepreneurs, scaling your business, sales management tips, ethical sales strategies, sales leadership, how to overcome sales fear, building a sales team, persuasion vs manipulation, conviction in selling, hiring sales managers, sales psychology, objection prevention, sales training for entrepreneurs
📢 Call to Action
Want to develop a sales team that scales without you?👉 Learn more about Alan Versteeg and his sales manager development programs at www.salesgrowthmatters.com
 
 
💰This episode is sponsored by Profit Booster® Podcast Monetization Hub. 
We turn your interviews into a lead-generating machine—so you can capture, nurture, and convert listeners into paying clients. Stop leaving money on the table. Get started today at https://ProfitBoosterPod.com
🚀 Free Growth & Marketing Audit
Struggling to convert leads into loyal customers? It’s time to turn your customer reviews into profit!
Get your FREE Growth & Marketing Audit at ProfitBoosterBiz.com and start scaling smarter today.
 
🎧 Subscribe & Never Miss an Episode!Find Profit With a Plan on Apple Podcasts, Spotify, and all major podcast platforms. Stay tuned for more high-impact, profit-driven strategies in our next episode!
👤 About Marcia Riner
Marcia Riner is a business growth strategist who helps entrepreneurs scale smarter, increase profitability, and maximize business value. As CEO of Infinite Profit® and creator of the Profit Booster® strategies, she goes beyond advice—working alongside business owners to implement proven strategies that strengthen financial stability, optimize operations, and drive long-term success.
Whether you’re looking to boost profits, expand, or prepare for a high-value exit, Marcia delivers the expertise and hands-on support to make it happen. Learn more at InfiniteProfitConsulting.com.
Got questions?  Reach out to Marcia and her team at (949) 229-2112 ♾️

Building a Sales Team That Sells: Hiring Right and Messaging Smart
EP311 - Profit With A Plan Podcast
Released Date: July 15, 2025
Guest: Walter Crosby, CEO of Helix Sales DevelopmentHost: Marcia Riner, Business Growth Strategist | Infinite Profit®
 
Episode Overview
Think hiring your first salesperson is as easy as picking someone with a great résumé? Think again.
On this episode of PROFIT With A Plan, Marcia Riner sits down with sales development expert Walter Crosby to bust hiring myths and reveal how most CEOs hire salespeople all wrong. Walter shares why industry experience can backfire, how to create congruent sales messaging, and what it really takes to build a high-performance sales team with repeatable revenue results.
Whether you're about to make your first sales hire or you're ready to restructure a team that's not performing—this episode is your playbook.
⏱️ Key Takeaways & Timestamps
[00:03:20] Meet Walter CrosbyGet to know Walter's backstory, why he launched Helix Sales Development, and how he's helping founders scale their sales organizations the right way.
[00:04:43] Falling Into Sales: The Accidental Career PathWalter shares how most top salespeople don’t start in sales—and why the hunger to perform outweighs fancy credentials.
[00:08:00] Why Needing to Be Liked Kills Sales PerformanceDiscover why a salesperson’s need for approval gets in the way of asking tough, deal-closing questions.
[00:10:00] The Traits of a Top Sales RepThe four must-have characteristics of a great salesperson: curiosity, skepticism, active listening, and empathy.
[00:14:05] Are You Solving the Wrong Problem?Walter explains how to challenge client assumptions and uncover the real issues behind poor close rates.
[00:15:45] The #1 Mistake in Sales HiringStop hiring salespeople like every other employee. Walter reveals how to rethink your interview process.
[00:17:00] Skill Set vs. Mindset: Hire for What MattersWhy sales success isn’t about product knowledge—but knowing how to reach, navigate, and speak to the buyer.
[00:21:10] Why Industry Experience is OverratedWalter explains why hiring from inside your industry might actually hurt you—and what to look for instead.
[00:23:00] Stop Selling the Job During the InterviewLearn how to evaluate a candidate before pitching your company culture and compensation package.
[00:26:00] Why Your Salesperson Shouldn’t Be Your MarketerUnderstand the different roles required in lead generation vs. closing—and why expecting one person to do it all is a recipe for failure.
[00:29:00] Aligning Sales & Marketing MessagingDiscover how to hand your sales team the right message—so they’re not winging it with buyers.
[00:32:00] The Infrastructure of a Winning Sales OrgWhy you need sales processes, messaging, management, and training before you expect consistent performance.
[00:33:45] Never Promote Your Top Salesperson to ManagerWalter shares the leadership trap most CEOs fall into—and what to do instead.
[00:36:01] Resource: Walter’s Sales Velocity Email SeriesGet real stories from the trenches and lessons learned from 40+ years of sales leadership. Sign up at🔗 https://magnet.helixsalesdevelopment.com/sales-velocity
🔧 Resources & Mentions
Helix Sales Development
Sales Velocity Free Email Series
Connect with Walter on LinkedIn
 
 
💰This episode is sponsored by Profit Booster® Podcast Monetization Hub. 
We turn your interviews into a lead-generating machine—so you can capture, nurture, and convert listeners into paying clients. Stop leaving money on the table. Get started today at https://ProfitBoosterPod.com
🚀 Free Growth & Marketing Audit
Struggling to convert leads into loyal customers? It’s time to turn your customer reviews into profit!
Get your FREE Growth & Marketing Audit at ProfitBoosterBiz.com and start scaling smarter today.
 
🎧 Subscribe & Never Miss an Episode!Find Profit With a Plan on Apple Podcasts, Spotify, and all major podcast platforms. Stay tuned for more high-impact, profit-driven strategies in our next episode!
👤 About Marcia Riner
Marcia Riner is a business growth strategist who helps entrepreneurs scale smarter, increase profitability, and maximize business value. As CEO of Infinite Profit® and creator of the Profit Booster® strategies, she goes beyond advice—working alongside business owners to implement proven strategies that strengthen financial stability, optimize operations, and drive long-term success.
Whether you’re looking to boost profits, expand, or prepare for a high-value exit, Marcia delivers the expertise and hands-on support to make it happen. Learn more at InfiniteProfitConsulting.com.
Got questions?  Reach out to Marcia and her team at (949) 229-2112 ♾️

Scaling Smart: Private Equity, Profit & Purpose
Guest: John Brooks, CEO of Warehouse on WheelsHost: Marcia Riner, Profit Booster® | PROFIT With A Plan PodcastEpisode Runtime: 33 minsTags: private equity, business growth strategy, business exit, scaling operations, stakeholder ROI, team ownership, trailer rentals
🚀 Episode Overview
What does it take to grow from 4,000 to over 37,000 assets, expand across North America, and create private equity returns as high as 9x?
In this powerful episode, Marcia is joined by John Brooks, the CEO of Warehouse on Wheels (WOW) — a seasoned financial and operational executive with deep experience in building PE-backed businesses for profitable exits. Since 2018, John has led WOW from a modest startup to one of North America’s fastest-growing trailer rental companies with 35+ offices and 37,000+ trailers.
You’ll hear what it really takes to scale sustainably, work with investors (not for them), and create legacy wealth — not just for founders, but entire teams.
⏱️ Key Takeaways & Timestamps
[00:03:00] How John Got Into Private EquityJohn shares his 7 “tours of duty” in PE-backed roles and the aha moment that led him to build WOW by acquiring a competitor.
[00:05:35] Vetting Your Private Equity PartnerNot all capital is created equal. John explains why business owners must interview PE firms, check cultural fit, and align expectations up front.
[00:07:00] Why PE is Rocket Fuel for Growth"You’ve built the rocket and mapped the flight path — now you need fuel." Private equity accelerates momentum if you’ve got a clear vision.
[00:09:45] Structuring Smart PartnershipsAvoid getting pushed aside: run your business like a business, not a lifestyle. Clean books, defined roles, and early clarity on ownership percentages are key.
[00:12:00] Staying In the Business After a DealExiting isn’t required. Many firms want leaders to stay and reinvest. WOW itself has transitioned from one PE sponsor to another — with John and his team intact.
[00:14:00] Sharing Wealth with Your TeamWOW’s employee reward model gives every team member a financial stake in the next sale — creating loyalty and life-changing impact.
[00:16:00] PE as a Culture and Leadership AmplifierPE isn’t just financial capital — it can bring senior leadership support, L&D investments, and help build organizations that scale.
[00:18:00] What to Expect in the Exit ProcessSelling to PE? Expect 6–12 months of due diligence, data rooms, advisors, and distraction. Prep early with experienced legal and banking support.
[00:21:00] Why PE Relationships FailSurprises kill trust. Misalignment, lack of transparency, and poor communication are the fastest paths to breakdowns with investors.
[00:23:00] Shifting from Entrepreneur to ExecutiveOwners must decide: stay and adapt to accountability, or exit and let others carry the vision. Either way, clarity from Day 1 matters.
[00:26:00] Alternative Capital OptionsYou don’t always need to give up equity. John shares insights into permanent non-control equity, private debt capital, and creative funding vehicles.
[00:28:00] 100% of $100 vs. 49% of $1MSometimes less is more. Giving up a slice of ownership can dramatically grow what you actually keep — if it comes with the right partners.
📚 Resources & Mentions
Warehouse on Wheels: www.wowtrailers.com“Ritz-Carlton service at Hampton Inn prices.”
John Brooks on LinkedIn: Connect with JohnFor behind-the-scenes lessons from a PE-fluent CEO
Free 30-Day Trial – Profit Booster® Marketing HubSmarter automations, better leads, more sales — no tech headaches.
💡 Final Thoughts
Private equity isn’t the villain it’s often made out to be. In fact, it may be the very thing that takes your business from where it is to where it could be — with capital, leadership support, and culture-enhancing investments that build lasting value.
As John puts it, the key isn’t if you raise capital — it’s who you raise it from and how prepared you are when the time comes.
 
 
💰This episode is sponsored by Profit Booster® Podcast Monetization Hub. 
We turn your interviews into a lead-generating machine—so you can capture, nurture, and convert listeners into paying clients. Stop leaving money on the table. Get started today at https://ProfitBoosterPod.com
🚀 Free Growth & Marketing Audit
Struggling to convert leads into loyal customers? It’s time to turn your customer reviews into profit!
Get your FREE Growth & Marketing Audit at ProfitBoosterBiz.com and start scaling smarter today.
 
🎧 Subscribe & Never Miss an Episode!Find Profit With a Plan on Apple Podcasts, Spotify, and all major podcast platforms. Stay tuned for more high-impact, profit-driven strategies in our next episode!
👤 About Marcia Riner
Marcia Riner is a business growth strategist who helps entrepreneurs scale smarter, increase profitability, and maximize business value. As CEO of Infinite Profit® and creator of the Profit Booster® strategies, she goes beyond advice—working alongside business owners to implement proven strategies that strengthen financial stability, optimize operations, and drive long-term success.
Whether you’re looking to boost profits, expand, or prepare for a high-value exit, Marcia delivers the expertise and hands-on support to make it happen. Learn more at InfiniteProfitConsulting.com.
Got questions?  Reach out to Marcia and her team at (949) 229-2112 ♾️