How My Dad’s Simple Rules Built a Lifetime of Character and Respect

How I Built a “Business Within the Business” and Turned Partnerships into Millions

Most salespeople sell what the company gives them and call it a day. Jeff Burgess built an empire inside someone else's infrastructure. In this episode, Jeff shares how he turned third-party manufacturer relationships into a self-sustaining sales force, using his employer's accounting, warehousing, and marketing as the engine while doing what he did best: selling. From managing the State of Texas contract to moving over $4 million in Unisys PCs in a single year, this is a masterclass in seeing opportunity where others saw a fad. The secret? Two rules he learned early and never abandoned: Know Thy Customer and Know Thy Competition. While others raced to the bottom on price, Jeff was selling value, longevity, and trust. Any schmuck can win on price. Jeff was never that schmuck. This is the story of how thinking sideways, building relationships before you need them, and refusing to take no for a final answer can turn a single idea into millions. To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format. 100% of all royalties go directly to the Wounded Warrior Project! Wondrous Stories.... Words and music by Jon Anderson. Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Why Old-School Business Values Beat Modern Corporate Culture Every Time

Before Google. Before Zoom. Before Dropbox. Business ran on something no algorithm has ever replicated: the human handshake. In this episode, Jeff Burgess takes a hard look at what the digital age quietly stole from the art of selling. From studying packing lists in a warehouse to flying cross-country for a single meeting, Jeff traces how genuine preparation, face-to-face presence, and earned trust built a career that no search engine could have shortcut. This isn't nostalgia for nostalgia's sake. It's a sharp reminder that the habits that made great salespeople great — knowing your customer cold before you walked in the door, respecting their time, shutting up and listening — are rarer than ever and more valuable than ever. Technology was supposed to enhance the human element. Instead, it replaced it. Jeff argues that the ones who win today are the ones who never let it. To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format. 100% of all royalties go directly to the Wounded Warrior Project! Wondrous Stories.... Words and music by Jon Anderson. Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

How My Dad’s Simple Rules Built a Lifetime of Character and Respect

The most important lessons in life rarely come from textbooks. They come from watching a man live by simple rules and never break them. In this episode, Jeff Burgess reflects on the steady example set by his father. Tell the truth. Take responsibility. Respect others. Do not cut corners. These values were not preached. They were demonstrated consistently and without compromise. From sobriety and accountability to tough love and second chances, this story shows how one pivotal conversation changed a young man’s direction and how those same principles later shaped a company built on trust and respect. Character lasts longer than success. Integrity outlives money. The greatest gift a father can give is not comfort, but clarity. To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙘𝙚𝙨𝙨 Now also available in audiobook format. 100% of all royalties go directly to the Wounded Warrior Project! Wondrous Stories.... Words and music by Jon Anderson. Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Why Trusting Your Team Is the Best Decision You’ll Ever Make as a Leader

Most leaders say they trust their team. Very few actually do. In this episode, Jeff Burgess breaks down why real trust—not micromanagement, not slogans, not open-door theater—is the single best decision a leader can make. From college dropout to founder and CEO, Jeff shares how giving people ownership, autonomy, and room to make decisions created loyalty, resilience, and a culture that thrived even in chaos. Trust wasn’t a perk—it was the operating system. And when things got messy (because they always do), that trust is what kept the wheels on. This is a straight-talk episode about empowerment, accountability, and why the strongest leaders don’t try to control everything—they build teams they can step back from and still sleep at night. To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙘𝙚𝙨𝙨 Now also available in audiobook format. 100% of all royalties go directly to the Wounded Warrior Project! Wondrous Stories.... Words and music by Jon Anderson. Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)

Creating Value: Success Happens When You Build a Team That Loves Their Work

You can have the best product in the world and still fail. The reason? Your team. In this episode, Jeff Burgess explains why trust, alignment, and pride in the work matter more than any feature list or pitch deck ever will. Drawing from decades of building and leading teams at scale, Jeff shares how strong culture, purposeful training, and shared accountability turn individuals into a unified force. From coaching kids’ sports to managing major enterprise accounts, he shows why teams that believe in each other — and in the mission — consistently outperform those that don’t. A grounded, experience-driven episode about leadership, execution, and why real success starts behind the scenes, long before the customer ever says yes. To learn more about Jeff’s journey, pick up a copy of 𝙄𝙩 𝙒𝙤𝙧𝙠𝙚𝙙 𝙁𝙤𝙧 𝙈𝙚: 𝙈𝙮 𝙇𝙞𝙛𝙚 𝙎𝙚𝙞𝙯𝙞𝙣𝙜 𝙊𝙥𝙥𝙤𝙧𝙩𝙪𝙣𝙞𝙩𝙮 𝙖𝙣𝙙 𝘽𝙪𝙞𝙡𝙙𝙞𝙣𝙜 𝙎𝙪𝙘𝙚𝙨𝙨 today! Now also available in audiobook format. 100% of all royalties go directly to the Wounded Warrior Project! Wondrous Stories.... Words and music by Jon Anderson. Copyright held by Atlantic Recording Corporation (℗ 1977, 2003, 2008)