From First Client to Fully Booked: How to Scale a Service Business

Reset your Sales Process and Grow your Business with Sam Wakefield

In this episode, Ryan sits down with sales expert and Close It Now founder Sam Wakefield to discuss one of the biggest missed opportunities in business growth: prospecting and referrals. Sam shares what he would do if he only had $5,000 left to grow a business, why most companies spend too much time focused on marketing and not enough time on proactive outreach, and the simple sales habits that can dramatically increase revenue without increasing ad spend. They dive into: • Why prospecting should be a founder's top priority • The referral strategies most businesses completely overlook • How to ask for reviews and referrals without feeling pushy • The psychology behind messaging that attracts customers • Why people buy based on emotion, not features • The importance of creating a service-first culture • How the first five minutes of a sales conversation can determine the outcome Whether you're a home service business, entrepreneur, or sales leader, this conversation is packed with practical tactics you can implement immediately to generate more referrals, build trust, and close more business. Listen now and learn how small changes in your sales process can create massive results. Follow Sam on IG: https://www.instagram.com/therealcloseitnow/ Follow Ryan on IG: https://www.instagram.com/ryan.nylr/ Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/ Learn more about AvaHR and get a free trial of our ATS: www.avahr.com Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

From Law School to 7-Figure Mortgage Entrepreneur with Abdel Khawatmi

In this episode, Ryan Naylor sits down with entrepreneur and mortgage industry leader Abdel Khawatmi, founder of Got Mortgages, to talk about what it really takes to scale a business in today’s market. From almost going to law school to building a nationally recognized mortgage brand, Abdel shares the systems, routines, mindset, and leadership strategies that helped him grow a high-performing sales organization while staying grounded in family, fitness, and faith. Ryan and Abdel dive into: * Building scalable sales systems * The “SCALE” framework for business growth * Creating consistency and accountability within sales teams * Leveraging AI and automation without losing the human connection * How personal branding and social media drive modern business growth * The realities of entrepreneurship, loss, leadership, and legacy * Why authenticity is becoming the ultimate competitive advantage Abdel also shares practical insights on content creation, KPI tracking, team culture, and how entrepreneurs can use social media to compete against larger companies with massive marketing budgets. Whether you’re building a sales team, growing your personal brand, or navigating the ups and downs of entrepreneurship, this episode is packed with actionable takeaways for business owners and leaders alike. Connect with Abdel: Instagram: @got_mortgages Website: gotmortgages.com YouTube: Got Mortgages Follow Ryan on IG: https://www.instagram.com/ryan.nylr/ Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/ Learn more about AvaHR and get a free trial of our ATS: www.avahr.com Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

From $1M to $10M Business: What Actually Changes in Branding, Hiring & Growth

What separates a $1M business from a $10M business? In this episode, Ryan Naylor sits down with Kayden Muzila, founder of Musilla Creative, to break down what actually changes as companies scale—especially when it comes to branding, creative strategy, and understanding your audience. Kayden shares his journey from creative director in the Hollywood film and advertising world to building a fast-growing agency from scratch after multiple layoffs forced a reset in his career. Together, they explore: Why most brands fail to scale their messaging past $1M The shift from “what we like” to “what the audience actually wants” How delegation becomes the real bottleneck in growth What hiring and trust look like inside a scaling creative business How content strategy should actually be structured for results, not just virality Why authenticity beats trends in social media marketing If you’re building a business, leading a team, or trying to break through your next revenue ceiling, this conversation is packed with real-world insight from both the agency and operator side. Follow Kayden Muzila on IG: https://www.instagram.com/kayhaos/ Follow Ryan on IG: https://www.instagram.com/ryan.nylr/ Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/ Learn more about AvaHR and get a free trial of our ATS: www.avahr.com Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

From Overwhelmed to Optimized: How Small Businesses Are Using AI to Scale with Katie Shive

In this episode, Ryan sits down with Katie Shive to break down what AI actually means for small business owners—not in theory, but in execution. From building AI agents that act like personal assistants to creating scalable content systems, Katie shares how businesses can start leveraging AI today to save time, increase efficiency, and stay competitive. They dive into: *  What’s really coming in the next 18 months with AI  *  How to use AI agents to automate daily tasks and decision-making  *  Why most businesses are using AI wrong (and how to fix it)  *  How to build a brand voice that doesn’t sound like “AI wrote it”  *  The role of personal branding in a world with less trust and more automation  This episode isn’t about replacing people—it’s about amplifying what great operators can do with the right systems. If you’re a business owner trying to figure out where AI actually fits into your day-to-day… this is your playbook. Follow Katie Shive on IG: https://www.instagram.com/heykatieshive/ Follow Ryan on IG: https://www.instagram.com/ryan.nylr/ Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/ Learn more about AvaHR and get a free trial of our ATS: www.avahr.com Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware

Why Most Entrepreneurs Stay Stuck (And How to Actually Scale) with Tiffany Rosenbaum

In this episode of the Built to Grow Podcast, Ryan sits down with Tiffany Rosenbaum—entrepreneur, business owner, and advisor—to break down what it actually takes to scale a business the right way. From starting with nothing during the 2008 crash to building a fast-growing company, Tiffany shares the real, behind-the-scenes lessons most entrepreneurs learn the hard way. They dive into: *  The biggest misconception small business owners have about scaling  *  Why your team—not just your strategy—is the real growth driver  *  How to build systems that actually support growth  *  The importance of hiring slow and building the right culture  *  Why stepping out of the day-to-day is critical for long-term success  *  And the uncomfortable truth about what’s really holding most entrepreneurs back  Tiffany also shares how implementing an advisory board helped her scale over 100% in a year—and why surrounding yourself with the right people can completely change your trajectory. If you’re feeling stuck in your business, still wearing too many hats, or struggling to grow beyond your current level—this episode will challenge the way you think about leadership, systems, and scale. Follow Tiffany on IG: https://www.instagram.com/tiffanymrosenbaum/ Follow Ryan on IG: https://www.instagram.com/ryan.nylr/ Follow our Podcast on IG: https://www.instagram.com/built.to.grow.podcast/ Learn more about AvaHR and get a free trial of our ATS: www.avahr.com Watch the live Interviews on YouTube: https://www.youtube.com/@avahrsoftware