On the Flywheel

#25 – Hope Is Not a Strategy

SUMMARY In this episode, Mike Hansen, a commercial real estate broker with Sotheby's International Realty, shares his unique journey from the fitness industry to specializing in vineyard and winery sales. He discusses the challenges facing the wine industry, the importance of understanding financial metrics, and the role of institutional investors and lifestyle buyers in the market. Mike emphasizes the value of building connections, providing value to the community, and the complexities involved in selling wineries. He also shares insights on using CRM tools and leveraging LinkedIn for networking, concluding with life advice on being present and enjoying life. TAKEAWAYS * Mike Hansen transitioned from the fitness industry to real estate. * An MBA can enhance financial understanding in real estate. * The wine industry is facing significant challenges. * Institutional investors are interested in large vineyards. * Lifestyle buyers are becoming more discerning in their purchases. * Selling wineries involves complex due diligence. * Building connections is crucial in the wine industry. * CRM tools help streamline sales processes. * LinkedIn is a valuable platform for networking. * Being present in the moment is essential for well-being. CHAPTERS Introduction to Mike Hansen and His Journey 00:00:00 From Fitness to Real Estate: A Unique Path 00:04:02 The Value of an MBA in Real Estate 00:08:41 Understanding the Wine Industry 00:12:11 Current Challenges in the Wine Market 00:15:10 Institutional Investment in Vineyards 00:18:09 The Role of Lifestyle Buyers in Wine 00:22:02 The Complexity of Selling Wineries 00:25:04 Building Connections in the Wine Industry 00:26:56 Financing Family Farms 00:32:30 Using CRM for Sales Success 00:34:43 Leveraging LinkedIn for Networking 00:38:10 Final Thoughts and Life Advice 00:46:11 LINKS Michael Hansen– Website [https://www.mikesellsvineyards.com/] Jonathan Mahrt – LinkedIn [https://www.linkedin.com/in/jonathanmahrt/] | Instagram [https://www.instagram.com/flywheel_consulting/] | Website [https://www.flywheelconsulting.co/] Book recommendation: Links to all books mentioned on the show [https://www.flywheelconsulting.co/book-recommendations] Thank you for joining us on this episode of On the Flywheel! If you enjoyed our discussion, please rate, follow, share, and review our podcast. Your support helps us continue to bring you insightful conversations with inspiring guests. Until next time, keep building momentum in your personal and professional lives!

#24 – Why Great Businesses Are Built by Teams

SUMMARY In this episode of On the Flywheel, I’m joined by Paul Herrerias, Founder and CEO of Herrerias & Associates. We talk about leadership, team building, and why strong businesses are built by teams—not individuals. Paul shares lessons from growing up in agriculture, his path through accounting and executive search, and what he’s learned about hiring, accountability, and building high-performing teams. We also discuss communication, culture, and the mindset leaders need to create long-term momentum. TAKEAWAYS * Growing up in agriculture teaches responsibility, ownership, and value creation early in life. * Businesses are built by teams, not individuals or budgets alone. * Great leaders understand themselves before they can effectively lead others. * Hiring well requires understanding strategy, culture, momentum, and leadership style. * How and why someone leaves a job reveals as much as why they joined it. * High-performing teams address conflict directly and communicate constructively. * Accountability—clear roles and expectations—is a defining trait of great CEOs. * The difference between a group and a team is shared commitment and continuous improvement. * Strong teams balance communication, commitment, and competency. * An attitude of gratitude fuels leadership, resilience, and hope in organizations and communities. CHAPTERS Welcome to On the Flywheel 00:00:00 Paul Herrerias’ Early Life & Agricultural Roots 00:01:30 FFA, 4-H, and Early Leadership Lessons 00:05:30 Education, Accounting, and the CPA Path 00:10:30 Why Teams Build Businesses (Not Individuals) 00:14:30 Executive Search & Understanding Team Fit 00:18:30 Interviewing for Self-Awareness and Values 00:23:30 Common Team Mistakes & The Role of Coaching 00:28:30 Accountability, Roles, and CEO Effectiveness 00:32:30 The Three C’s of High-Performing Teams 00:36:00 Groups vs. Teams & Continuous Improvement 00:39:30 Books, Leadership, Learning & Final Wisdom 00:42:30 LINKS Paul K. Herrerias – Website [https://www.herrerias.com/] | Website [https://www.paulherrerias.com/] Jonathan Mahrt – LinkedIn [https://www.linkedin.com/in/jonathanmahrt/] | Instagram [https://www.instagram.com/flywheel_consulting/] | Website [https://www.flywheelconsulting.co/] Book recommendation: Links to all books mentioned on the show [https://www.flywheelconsulting.co/book-recommendations] Thank you for joining us on this episode of On the Flywheel! If you enjoyed our discussion, please rate, follow, share, and review our podcast. Your support helps us continue to bring you insightful conversations with inspiring guests. Until next time, keep building momentum in your personal and professional lives!

#23 – The Power of Customer Experience in Business

SUMMARY In this conversation, Ash Gomez, founder of Digital Twinners and co-founder of Orion Sky Studios, shares her journey from a sales career to running successful media companies. She emphasizes the importance of customer experience, building a strong team, and leveraging technology to enhance business operations. Ash discusses the impact of AI on the creative industry, lead generation strategies, and the significance of networking and partnerships. She also reflects on handling customer feedback and the diverse projects undertaken by Orion Sky Studios, concluding with insights on business philosophy and mindset. TAKEAWAYS * Ash Gomez transitioned from a sales career to entrepreneurship. * Digital Twinners focuses on real estate media, while Orion Sky Studios handles broader video production. * Customer experience is crucial for business success. * Building a strong team is essential for operational efficiency. * AI can enhance creative processes but cannot replace human connection. * Feedback from clients is vital for continuous improvement. * Networking and partnerships are key to business growth. * Authenticity and care differentiate small businesses from larger competitors. * Choosing the right tools and processes can streamline operations. * A positive mindset and following a plan are essential for overcoming challenges. CHAPTERS 00:00 Introduction to Ash Gomez and her Journey 00:03:04 The Evolution of Digital Twinners and Orion Sky Studios 00:06:03 The Importance of Customer Experience in Business 00:09:01 Building a Strong Team and Effective Processes 00:12:01 Navigating Challenges in the Photography Industry 00:15:03 Leveraging Technology and Tools for Efficiency 00:17:53 The Role of AI in Creative Industries 00:20:55 Lead Generation Strategies for Business Growth 00:23:54 Handling Customer Feedback and Reviews 00:26:53 Exploring Orion Sky Studios' Diverse Projects 00:30:12 The Power of Networking and Partnerships 00:32:53 Final Thoughts on Business Philosophy and Mindset LINKS Ash Gomez – Website [https://theorionsky.com/] | Website [https://digitaltwinners.io/] | Instagram [https://www.instagram.com/orionskystudios/] | Instagram [https://www.instagram.com/digitaltwinners/] | Instagram [https://www.instagram.com/ashleymgomez_/] | Youtube [https://www.youtube.com/@OrionSkyStudios] Jonathan Mahrt – LinkedIn [https://www.linkedin.com/in/jonathanmahrt/] | Instagram [https://www.instagram.com/flywheel_consulting/] | Website [https://www.flywheelconsulting.co/] Links to all books mentioned on the show [https://www.flywheelconsulting.co/book-recommendations] Thank you for joining us on this episode of On the Flywheel! If you enjoyed our discussion, please rate, follow, share, and review our podcast. Your support helps us continue to bring you insightful conversations with inspiring guests. Until next time, keep building momentum in your personal and professional lives!

#22 – Systems, Structure, and Surviving Growth

SUMMARY In this episode, I sit down with consultant Jon Rickards to talk through his unique path—from the Navy’s nuclear program to decades in the wine industry—and how all of that led him into helping small and micro-businesses bring order to their chaos. Jon shares what most business owners struggle with, why understanding your numbers matters so much, and how he’s helping his wife build a community-focused salon business. TAKEAWAYS * Non-linear paths create powerful skill sets. * Exposure broadens character and capability. * Small business owners often lack business foundations. * Understanding your numbers is essential. * HR is a major blind spot. * Chaos is often a systems problem, not a people problem. * Micro-business owners must learn to give up hats. * Building simple, maintainable systems matters. * The salon model Jon and his wife built is about community, not just services. * Relationships are a business survival tool. CHAPTERS 00:00:00 Introduction 00:02:05 Jon’s Early Life & Military Path 00:06:40 Lessons & Challenges from the Navy 00:10:55 Discovering a Passion for Finance 00:13:20 Trying Financial Advising & Realizing It Wasn’t a Fit 00:16:45 Entering the Wine Industry 00:21:30 Moving Toward Consulting 00:25:50 What Small Businesses Get Wrong 00:31:40 The Power of Systems & Delegation 00:36:10 Inside the Salon Business Model 00:41:45 Training, Compensation & Team Growth 00:46:30 Relationship Building in an Economic Downturn 00:49:00 Lightning Questions: Books & Billboards 00:51:15 Closing & Where to Find Jon LINKS Jon Rickards – Website [https://www.IbringOrdertoChaos.com] Jonathan Mahrt – LinkedIn [https://www.linkedin.com/in/jonathanmahrt/] | Instagram [https://www.instagram.com/flywheel_consulting/] | Website [https://www.flywheelconsulting.co/] Links to all books mentioned on the show [https://www.flywheelconsulting.co/book-recommendations] Thank you for joining us on this episode of On the Flywheel! If you enjoyed our discussion, please rate, follow, share, and review our podcast. Your support helps us continue to bring you insightful conversations with inspiring guests. Until next time, keep building momentum in your personal and professional lives!

#21 – Inside the World of Modern Recruiting

SUMMARY In this episode, I sit down with Adrian Gould, Practice Director at Robert Half, for a conversation about career pivots, productivity, and the evolving world of accounting and finance consulting. Adrian shares how he went from managing rental car branches to overseeing more than 60 active projects at once, and we dive into trends shaping the labor market today—from AI’s growing influence to why companies are running leaner than ever. TAKEAWAYS * Career trajectories don’t need to be linear * Project-based staffing is on the rise * Time-blocking is Adrian’s productivity superpower * AI is reshaping accounting & finance teams * Companies are running leaner * Hiring is increasingly filtered by AI tools * LinkedIn remains Adrian's top networking tool * The labor market is cyclical * ERP and accounting system upgrades are everywhere * Don’t fear change CHAPTERS 00:00 Welcome to the podcast; Jonathan introduces guest Adrian Gould. 01:20 From business school to Enterprise Rent-A-Car and into recruiting at Robert Half. 06:45 Overview of the company’s structure, specializations, and consulting partnership with Protiviti. 10:20 Explaining the Loan Staff Program, consulting projects, and client engagement. 13:40 Stories from the field: acquisitions, ERP implementations, fires, surprises, and project chaos. 20:00 NetSuite, Dynamics, Intacct, Workday—what companies choose and why. 24:30 Success factors and unexpected challenges that derail initiatives. 28:50 Why companies bring in outside help. 30:20 Adrian’s workflow, Salesforce notes, and time-blocking system. 36:45 How he builds flexibility into his schedule without losing focus. 39:50 How much is inbound vs. self-generated, cold calling tactics, and LinkedIn strategy. 46:00 AI’s impact, layoffs, efficiency, and role elevation in finance teams. 51:40 Resume tailoring, ATS screening, mistakes to avoid. 57:00 Observations from San Francisco and beyond. 1:01:30 Books, dad jokes, and wisdom for a billboard: don’t fear change. LINKS Adrian Gould – LinkedIn [https://www.linkedin.com/in/adriangouldca/] | Website [https://www.roberthalf.com/us/en] Jonathan Mahrt – LinkedIn [https://www.linkedin.com/in/jonathanmahrt/] | Instagram [https://www.instagram.com/flywheel_consulting/] | Website [https://www.flywheelconsulting.co/] Links to all books mentioned on the show [https://www.flywheelconsulting.co/book-recommendations] Thank you for joining us on this episode of On the Flywheel! If you enjoyed our discussion, please rate, follow, share, and review our podcast. Your support helps us continue to bring you insightful conversations with inspiring guests. Until next time, keep building momentum in your personal and professional lives!