219. "Build Your Referral Pipeline" with Stacey Brown Randall

220. “Business Across State Lines” with Curt Moore

Send us Fan Mail [https://www.buzzsprout.com/1544038/fan_mail/new] Dawn talks with Curt Moore, founder of Moat Title Security (headquartered in Oklahoma City and operating in nine states), about what businesses must consider when expanding into new states, especially in regulated industries like real estate and public document recording. Kurt explains the need to register as a foreign entity with each state’s Secretary of State (with varying fees and annual requirements), maintain proper insurance and risk-aligned terms of service, and understand county-by-county recording rules and acceptable document nomenclature. He emphasizes consistency in entity structure, getting legal advice, researching state statutes, and proactively calling state offices or county clerks for guidance. Curt describes how Moat modifies contract language in some states to coordinate with state fraud statutes, and how Moat prioritizes expansion states based on target demographics and regulatory complexity to avoid costly compliance surprises. Who is Curt Moore and whom does he serve? (00:53) Foreign Entity Registration (02:48) Research County Recording (03:59) Entity Structure Consistency (06:30) Insurance And Risk (08:33) State Specific Disclosures (11:06) Contracts And Statutes (14:24) Choosing Which States (22:09) Fraud Concerns And Consumers (28:45) Key Takeaways Recap (32:23) Where To Find Curt (35:21) Curt Moore’s Information: Website: https://moattitlesecurity.com/moat-specialist/ [https://moattitlesecurity.com/moat-specialist/] LinkedIn: https://www.linkedin.com/company/moat-title-security/ [https://www.linkedin.com/company/moat-title-security/] Facebook: https://www.facebook.com/moattitle [https://www.facebook.com/moattitle] Support the show [https://www.buzzsprout.com/1544038/support] Thanks for listening. If you liked what you heard and want more, please visit and subscribe: Subscribe to our Youtube Channel: https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP [https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP] Follow us on Instagram https://www.instagram.com/dawnkkennedyxo [https://www.instagram.com/dawnkkennedyxo] Follow us in Tiktok: https://tiktok.com/dawnkkennedy [https://tiktok.com/dawnkkennedy] For weekly in-depth articles, tips, and strategies: https://getinweredoingbusiness.substack.com [https://getinweredoingbusiness.substack.com]  Dawn’s Website: https://dawnkkennedy.com/ [https://dawnkkennedy.com/] Links and Freebies: https://dawnkkennedy.com/resources [https://dawnkkennedy.com/resources]  Support the show [https://www.buzzsprout.com/1544038/support] SUPPORT THE SHOW [https://www.buzzsprout.com/1544038/supporters/new] Order Dawn’s book, The Profit Accelerator for Small Business ... [https://www.amazon.com/Profit-Accelerator-Small-Business/dp/1736208608/ref=sr_1_5?crid=2EUZNGPT42AJP&keywords=the+profit+accelerator&qid=1665515745&qu=eyJxc2MiOiIwLjAwIiwicXNhIjoiMC4wMCIsInFzcCI6IjAuMDAifQ%3D%3D&sprefix=the+profit+acc%2Caps%2C167&sr=8-5]

219. "Build Your Referral Pipeline" with Stacey Brown Randall

Send us Fan Mail [https://www.buzzsprout.com/1544038/fan_mail/new] Dawn welcomes back Stacy Brown-Randall (previously featured in 2022 on “Generating Referrals Without Asking”) to discuss her updated work on referrals, including her second book, The Referable Client Experience. Stacy explains that referrals exist within a business “ecosystem” and outlines three foundational referral plans: generating more referrals from people who already refer you (covered in her first book), creating a referable client experience that bridges great work to referrals during the engagement (covered in her second book), and cultivating “potential referral sources” who have never referred you. She distinguishes referrals from word-of-mouth buzz, introductions, and warm leads, and argues referrals are a separate business-development leg from marketing and prospecting, driven by relationship-based trust, desire, and opportunity. She notes referrals can be built virtually and cites common stats such as ~70% close rates and 80%+ preference for recommendations in buying decisions. Who is Stacey Brown Randall, and to whom does she serve? 00:43 Referral Ecosystem Overview (01:09) Three Referral Plans (03:22) What Counts as Referral (06:16) Referrals vs Marketing (12:26) Desire Opportunity Trust (16:43) Virtual Referral Relationships (22:56) Timeline ROI Expectations (25:39) Referral Stats Close Rates (29:62) Books Links Farewell (32:15) Stacey Brown Randall’s Information: Website: https://staceybrownrandall.com/articles/ [https://staceybrownrandall.com/articles/] LinkedIn: https://www.linkedin.com/in/staceybrandall/ [https://www.linkedin.com/in/staceybrandall/] Generating Business Referrals without Asking: https://generatingbusinessreferrals.com/ [https://generatingbusinessreferrals.com/] New Book: https://referableclientexperience.com/ [https://referableclientexperience.com/] Support the show [https://www.buzzsprout.com/1544038/support] Thanks for listening. If you liked what you heard and want more, please visit and subscribe: Subscribe to our Youtube Channel: https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP [https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP] Follow us on Instagram https://www.instagram.com/dawnkkennedyxo [https://www.instagram.com/dawnkkennedyxo] Follow us in Tiktok: https://tiktok.com/dawnkkennedy [https://tiktok.com/dawnkkennedy] For weekly in-depth articles, tips, and strategies: https://getinweredoingbusiness.substack.com [https://getinweredoingbusiness.substack.com]  Dawn’s Website: https://dawnkkennedy.com/ [https://dawnkkennedy.com/] Links and Freebies: https://dawnkkennedy.com/resources [https://dawnkkennedy.com/resources]  Support the show [https://www.buzzsprout.com/1544038/support] SUPPORT THE SHOW [https://www.buzzsprout.com/1544038/supporters/new] Order Dawn’s book, The Profit Accelerator for Small Business ... [https://www.amazon.com/Profit-Accelerator-Small-Business/dp/1736208608/ref=sr_1_5?crid=2EUZNGPT42AJP&keywords=the+profit+accelerator&qid=1665515745&qu=eyJxc2MiOiIwLjAwIiwicXNhIjoiMC4wMCIsInFzcCI6IjAuMDAifQ%3D%3D&sprefix=the+profit+acc%2Caps%2C167&sr=8-5]

218. "Sales and Use Taxes" with Holly Hoffman

Send us Fan Mail [https://www.buzzsprout.com/1544038/fan_mail/new] Dawn Kennedy talks with Holly Hoffman (“the sales tax lady”), founder of Sales Tax Advisory Network, who serves businesses of any size and industry with sales and use tax training and guidance. Hoffman explains the difference between sales tax (seller’s liability) and use tax (purchaser’s liability) and notes audits often focus more on untaxed or undocumented purchases than on sales. They discuss state-by-state complexity, resale certificates and seller’s permits, manufacturing exemptions that vary by state, and the difficulty of determining whether services are taxable. Hoffman warns against relying on Google, AI, or non-official sites for tax rates, advising use of official Department of Revenue/Treasury lookups. They cover the Wayfair decision’s impact on interstate sales, the continued importance of physical presence nexus, increased post-COVID multistate audits and data sharing, and growing state focus on taxing digital goods. Hoffman shares she only provides audit defense in Wisconsin and can be reached at salestaxlady.com. Who is Holly Hoffman and whom does she serve? (00:52) Fear and Safe Space (02:33) Sales Tax vs Use Tax (04:49) Resale and Permits (07:45) Manufacturing Exemptions (09:24) Service Business Taxability (11:07) Retail Rates and Jurisdictions (14:38) Wayfair and Nexus Basics (19:06) Permits Across States (25:32) Audits and Digital Goods (32:24) How to Reach Holly (35:47) Holly Hoffman’s Information: Website: https://salestaxlady.com/ [https://salestaxlady.com/] LinkedIn: https://www.linkedin.com/in/hollymhoffman/ [https://www.linkedin.com/in/hollymhoffman/] YouTube: https://www.youtube.com/user/hrhoffman99/videos [https://www.youtube.com/user/hrhoffman99/videos] Facebook: https://www.facebook.com/salesincometax [https://www.facebook.com/salesincometax] X: https://x.com/salesincometax?s=09 [https://x.com/salesincometax?s=09] Support the show [https://www.buzzsprout.com/1544038/support] Thanks for listening. If you liked what you heard and want more, please visit and subscribe: Subscribe to our Youtube Channel: https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP [https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP] Follow us on Instagram https://www.instagram.com/dawnkkennedyxo [https://www.instagram.com/dawnkkennedyxo] Follow us in Tiktok: https://tiktok.com/dawnkkennedy [https://tiktok.com/dawnkkennedy] For weekly in-depth articles, tips, and strategies: https://getinweredoingbusiness.substack.com [https://getinweredoingbusiness.substack.com]  Dawn’s Website: https://dawnkkennedy.com/ [https://dawnkkennedy.com/] Links and Freebies: https://dawnkkennedy.com/resources [https://dawnkkennedy.com/resources]  Support the show [https://www.buzzsprout.com/1544038/support] SUPPORT THE SHOW [https://www.buzzsprout.com/1544038/supporters/new] Order Dawn’s book, The Profit Accelerator for Small Business ... [https://www.amazon.com/Profit-Accelerator-Small-Business/dp/1736208608/ref=sr_1_5?crid=2EUZNGPT42AJP&keywords=the+profit+accelerator&qid=1665515745&qu=eyJxc2MiOiIwLjAwIiwicXNhIjoiMC4wMCIsInFzcCI6IjAuMDAifQ%3D%3D&sprefix=the+profit+acc%2Caps%2C167&sr=8-5]

217. “Financial Operations Architecture” with Linda Hunt

Send us Fan Mail [https://www.buzzsprout.com/1544038/fan_mail/new] Dawn talks with financial architect Linda Hunt about “financial architecture” and why a P&L alone can hide what’s really happening in a growing business. Linda explains that many companies operate with disconnected financial pieces and misaligned workflows, causing inaccurate revenue, inventory, and cost of goods data—especially when industry-specific systems integrate poorly with accounting tools like QuickBooks. Using a multi-location medical spa example, she describes how standard costs, consistent delivery processes, and tighter financial operations reveal true profitability by offering or location and stabilize commissions. She distinguishes layers of a well-structured financial function—money operations, accounting/reporting, oversight, and strategy—and notes businesses often need fractional roles (controller/CFO/COO) plus internal ownership of key processes like invoicing. She advises owners to map delivery steps, identify financial impacts, and “nourish” operations instead of defaulting to cost-cutting, and shares how to contact her at SUMSolutions.com for a Financial Clarity Consult. In this episode... Who is Linda Hunt and whom does she served? (00:52) Why P&L Can Mislead (01:29) Profit by Offering or Location (02:20) Financial Operations Explained (03:04) Inventory and Data Lag Pitfalls (04:07) Hidden Number Feeders (06:27) Fleet Costs and Budget Assumptions (08:03) Layers of the Finance Function  (11:29) Industry Software and Workflow Fit (14:09) Standardized Delivery and Pricing (16:51) Med Spa Operational Money Touchpoints (17:55 ) Service Cost Breakdown (19:13) Pricing Meets Marketing (20:39) Map Steps to Costs (21:46) Standard Costs Fix Leaks (24:04) Why Teams Resist Standards (25:33) Fractional Finance Roles (26:58)  When to Upgrade Ops (31:22) Nourish Not Cut Costs (33:04) Where to Find Help (34:22) Linda Hunt's  Information: For a financial clarity consult:  https://www.sumsolutions.com/evaluations/ [https://www.sumsolutions.com/evaluations/] For my book:  The Money Conversation - https://www.sumsolutions.com/the-money-conversation/ [https://www.sumsolutions.com/the-money-conversation/] Support the show [https://www.buzzsprout.com/1544038/support] Thanks for listening. If you liked what you heard and want more, please visit and subscribe: Subscribe to our Youtube Channel: https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP [https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP] Follow us on Instagram https://www.instagram.com/dawnkkennedyxo [https://www.instagram.com/dawnkkennedyxo] Follow us in Tiktok: https://tiktok.com/dawnkkennedy [https://tiktok.com/dawnkkennedy] For weekly in-depth articles, tips, and strategies: https://getinweredoingbusiness.substack.com [https://getinweredoingbusiness.substack.com]  Dawn’s Website: https://dawnkkennedy.com/ [https://dawnkkennedy.com/] Links and Freebies: https://dawnkkennedy.com/resources [https://dawnkkennedy.com/resources]  Support the show [https://www.buzzsprout.com/1544038/support] SUPPORT THE SHOW [https://www.buzzsprout.com/1544038/supporters/new] Order Dawn’s book, The Profit Accelerator for Small Business ... [https://www.amazon.com/Profit-Accelerator-Small-Business/dp/1736208608/ref=sr_1_5?crid=2EUZNGPT42AJP&keywords=the+profit+accelerator&qid=1665515745&qu=eyJxc2MiOiIwLjAwIiwicXNhIjoiMC4wMCIsInFzcCI6IjAuMDAifQ%3D%3D&sprefix=the+profit+acc%2Caps%2C167&sr=8-5]

216. "Speaking to Market Your Business" with Leisa Reid

Send us Fan Mail [https://www.buzzsprout.com/1544038/fan_mail/new] Dawn talks with Leisa Reid, founder of GetSpeakingGigsNow.com and the author of Get Speaking Gigs Now. Dawn and Leisa talk about how you can use speaking engagements to enhance the credibility of your business.  Lisa explains that “speaking” isn’t only keynotes; it can include facilitation, workshops, and even Facebook Lives, and she shares early steps for local businesses such as leveraging chambers of commerce and addressing common questions or myths in an industry. She outlines a simple process for creating a signature talk by starting with the desired audience action step, then building around three main points. They discuss monetizing speaking through paid engagements or “waive your fee” talks that generate clients, plus the personal fulfillment and content-repurposing benefits of speaking. In this episode… Who is Leisa and whom does she serve? (0:50).  Speaking Styles Explained (01:48)   Local Speaking Ideas (2:46). Build Your Signature Talk (5:53).  Monetize Your Message (8:23).   Modern Speaking Myths(11:09).  Personal Benefits of Speaking (12:08).   Repurpose Your Content (15:26).   Leisa’s Information.  Website- https://getspeakinggigsnow.com/ [https://getspeakinggigsnow.com/] Leisa’s Books-  https://getspeakinggigsnow.com/get-speaking-gigs-now-book [https://getspeakinggigsnow.com/get-speaking-gigs-now-book] https://getspeakinggigsnow.com/manage-to-success-book [https://getspeakinggigsnow.com/manage-to-success-book] Speaker Readiness Assessment- https://getspeakinggigsnow.com/speaker-assessment [https://getspeakinggigsnow.com/speaker-assessment] Facebook- https://www.facebook.com/groups/getspeakinggigsnow [https://www.facebook.com/groups/getspeakinggigsnow] Support the show [https://www.buzzsprout.com/1544038/support] Thanks for listening. If you liked what you heard and want more, please visit and subscribe: Subscribe to our Youtube Channel: https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP [https://youtube.com/@dawnkkennedyxo?si=DcRcjv7H0KN5_vFP] Follow us on Instagram https://www.instagram.com/dawnkkennedyxo [https://www.instagram.com/dawnkkennedyxo] Follow us in Tiktok: https://tiktok.com/dawnkkennedy [https://tiktok.com/dawnkkennedy] For weekly in-depth articles, tips, and strategies: https://getinweredoingbusiness.substack.com [https://getinweredoingbusiness.substack.com]  Dawn’s Website: https://dawnkkennedy.com/ [https://dawnkkennedy.com/] Links and Freebies: https://dawnkkennedy.com/resources [https://dawnkkennedy.com/resources]  Support the show [https://www.buzzsprout.com/1544038/support] SUPPORT THE SHOW [https://www.buzzsprout.com/1544038/supporters/new] Order Dawn’s book, The Profit Accelerator for Small Business ... [https://www.amazon.com/Profit-Accelerator-Small-Business/dp/1736208608/ref=sr_1_5?crid=2EUZNGPT42AJP&keywords=the+profit+accelerator&qid=1665515745&qu=eyJxc2MiOiIwLjAwIiwicXNhIjoiMC4wMCIsInFzcCI6IjAuMDAifQ%3D%3D&sprefix=the+profit+acc%2Caps%2C167&sr=8-5]