Ep27 Rich Bales: How to Move Upmarket, Build Stickier Clients, and Become the Glue in Your Industry

Ep27 Rich Bales: How to Move Upmarket, Build Stickier Clients, and Become the Glue in Your Industry

In this conversation, Joe Blackburn, Jason Croft, and Rich Bales of Avanti Group unpack what it looks like to walk away from medical device sales, move to a new city, and build an insurance practice that operates nothing like what the industry is used to seeing. Rich entered insurance during what agents were calling the hardest market in decades... and used it as a launching pad. While veteran agents panicked, he asked a simpler question: why are all these people so angry at their current agents? That question became the foundation of everything he built. You'll learn how Rich used screen-recorded video walkthroughs to eliminate the "I didn't know what I was covered for" call and drive client retention to 99% in an industry that averages the mid-80s... why 400 coffee meetings in his first year created compounding returns he's still cashing in on... how he made the shift from home-and-auto to high-net-worth and commercial clients... and why the most valuable thing he delivers has nothing to do with insurance at all. Joe breaks down the mechanics of moving upmarket without fear and why at every level of business, the product is the person. Rich shares how he organized an exclusive in-person event for 50 top-1%-mindset people, no agenda, and no sales pitch, which filled in under 48 hours and left a wait list of people he had to turn away. And he makes the case that in a world racing toward automation, every system and piece of AI exists for one purpose: to free you up for the work that a computer will never be able to do. Find all the show notes and links here: https://www.thelionsedge.show/27

Ep26 Tyler Bloom: From Growing Grass to Breaking Seven Figures in Golf Recruiting

In this conversation, Joe Blackburn, Jason Croft, and Tyler Bloom dig into what it actually takes to walk away from a six-figure salary in the middle of a pandemic and carve out a position in one of the most niche corners of the business world. Tyler is the founder of Bloom Golf Partners, a recruiting firm built specifically for golf course superintendents and private club leaders. He started in a basement in June 2020 with nothing but relationships and a clear picture of a problem nobody was solving well. Five years later, he’s breaking seven figures... earning a reputation as “the General” among his peers... and reshaping how the golf industry thinks about talent. You’ll learn how Tyler identified the compensation and alignment gaps that sink most recruiting engagements before they start... why he educates the employer first, before placing a single candidate... and how he’s built the discipline to walk away from engagements that aren’t the right fit, even when it costs him money. Joe unpacks what makes Tyler’s trajectory different from the typical founder story, and why coachability has been as important as strategy. Jason draws out the longer view: where the golf industry’s workforce challenges are heading, and how Bloom Golf Partners is positioning for what comes next. Find all the show notes and links here: Find all the show notes and links here:  https://www.thelionsedge.show/26 [https://www.thelionsedge.show/26]

Ep25 Samuel & Paige Thomas—From Pawn Shop to Empire: Building a Multi-Million Dollar Jewelry Business Through Sheer Will

In this raw and unfiltered episode of The Lion's Edge, hosts Joe Blackburn and Jason Croft sit down with Sam and Paige Thomas to uncover how a self-taught goldsmith with zero business experience went from sleeping on floors to building a thriving multi-store jewelry empire. Joe Blackburn reveals why Sam is the secret weapon behind The Lion's success and breaks down the exact mindset shift that separates the "okay" entrepreneurs from the unstoppable ones. Jason Croft digs deep into the operational systems that allowed Sam and Paige to triple their revenue in just two years. Sam pulls back the curtain on his journey from working three jobs simultaneously to teaching himself jewelry repair in a pawn shop... to opening his first store with nothing but hustle and a refusal to quit. Paige shares how she walked into complete chaos and systematized their way to predictable growth. You'll learn how to: • Build a business through pure execution instead of waiting for "perfect" conditions • Recruit and retain high-performing sales teams who generate revenue outside store hours • Replicate success across multiple locations without losing the magic • Bounce back from catastrophic setbacks (like your store literally burning down) • Create magnetic customer experiences that turn buyers into raving fans • Scale past seven figures by combining relentless drive with the right structure Whether you're stuck overthinking your next move or ready to go from "doing okay" to dominating your market, this episode will kick your ass into gear. Find all the show notes and links here: https://www.thelionsedge.show/25

Ep24 Gary D Cook—The Accidental Landlord: How One Mechanic Built 100+ Units by Never Hearing "No"

Gary D Cook didn't set out to become a real estate investor. He just bought some houses to get a storage facility... and the bank kept saying yes. In this episode, Joe Blackburn and Jason Croft sit down with Gary to break down how he went from running a 4-bay mechanic shop in a town of 600 people... to owning 100+ apartment units and a flooring distribution business that's scaling fast. Here's what you'll learn: • How to scale WITHOUT losing the personal touch that makes clients obsessed with you • The "accidental investor" framework that helped Gary stack 100+ units in under a decade (even when he didn't WANT to be a landlord) • Why commoditized businesses can STILL dominate through relationships and speed... even when big box stores have better convenience • How to vertically integrate your real estate portfolio (so you OWN the stores that supply your properties... and crush your margins) • The mindset shift that took Gary from "plateauing" to aggressive growth with LOW overhead and massive capital reserves • Why saying YES before you know the answer is the fastest path to growth (and how to pull it off without looking like an idiot) Joe reveals how he helps entrepreneurs compress their timelines... turning 10-year goals into 5-year realities by removing self-imposed ceilings. Jason digs into the sales psychology behind Gary's success... and why empathy moves more money than any script ever will. And Gary? He just keeps it real. No fluff. No gurus. Just a blue-collar dude who built a portfolio by never letting the bank tell him no. If you're tired of overthinking... and ready to see how DOING beats KNOWING every damn time... This one's for you. Find all the show notes and links here: https://www.thelionsedge.show/24

Ep23 The Ratchet Effect: How to Move Upmarket Without Screwing Over Existing Clients

In the latest episode of The Lion's Edge, Joe Blackburn and Jason Croft tackle one of the most gut-wrenching dilemmas every growing entrepreneur faces: how to move upmarket without abandoning the clients who got you there. Joe breaks down the "ratcheting" process... using real examples from his Inner Circle members who are crushing it (and struggling) with this exact transition. He reveals why most business owners stay stuck at their current level out of fear... and the THREE decisions that separate those who ascend from those who stagnate. Jason pushes back on the psychology of "burning the boats"... exploring when it makes sense to maintain both levels... and when you're actually doing MORE harm by refusing to let go. You'll learn: • How to identify when you've hit your capacity ceiling (and why staying there is actually unethical) • The exact framework for moving upmarket without killing your existing relationships • Why "results focus" beats "service delivery" when structuring client expectations • The three skills you MUST master to grow: ascending, recruiting, and developing talent • How to handle the emotional weight of "outgrowing" clients who trusted you early on • When delegation becomes a moral obligation (not just a business strategy) If you're stuck between serving your current clients and pursuing bigger opportunities... this episode will give you the clarity to make the hard call. Find all the show notes and links here:  https://www.thelionsedge.show/23 [https://www.thelionsedge.show/23]