The Investor's Guide To Joy

The $1M to $10M Sales Blueprint: How to Stop Being the Only Closer in Your Business

Michael Schiltz spent 14 years mastering sales including carrying a $12M quota at Dell before moving into consulting to help founders do the one thing most can't: step out of the sales seat and build a system that scales without them. In this episode, Michael and Paul get tactical on what it actually takes to go from founder-led sales to a repeatable, team-driven revenue engine. Plus, Michael shares the raw story of a CEO who celebrated a closed deal with breakfast tacos and reminded his team the win had nothing to do with them. In this episode: * [00:00] The first thing to do before building a sales system — voice of customer research explained * [01:55] How to turn client problems into case studies, stories, and a sales team that closes consultatively * [03:01] The one founder habit to kill immediately if you want to scale past $1M * [04:38] Identity, ego, and why "it has to be done my way" is the silent growth killer * [07:26] Michael's honest answer: what happens when a founder's identity is too wrapped up in the business * [08:40] From Dell's $12M quota to startup sales leadership — and the red flags he walked into * [09:37] How he rebuilt a broken sales team: HubSpot, automation, daily habits, and a pricing overhaul * [11:33] Going from $10K/month to $100K/month deals — and why the CEO still got in the way * [13:09] The breakfast taco story — and what it revealed about a company's ceiling * [13:51] The founder who let go completely: tripling revenue in 6 months using Michael's full system * [16:08] What founders are always surprised to learn when they finally work with a real sales consultant * [17:14] Do you actually need to raise capital — or do you just need to get better at closing? If your revenue has plateaued and you're still the one doing most of the selling, this episode will show you exactly what's holding you back and what to do next.

Owning Multiple Businesses 1,000+ Miles Away

Steven Nunez left corporate after 10 years, put six figures into his first build, and now owns and operates multiple full-service laundry centers across Central and South Florida all managed remotely from New Jersey. In this episode, he breaks down the real strategy behind buying and building businesses from a distance, what most gurus get wrong about no-money-down deals, and how he went from a single laundromat to a multi-location operation with a pickup and delivery brand. In this episode: * [00:00] Why Steven looked 1,000+ miles from home to find his first business * [01:56] What he owns: full-service laundry centers, wash & fold, dry cleaning, and pickup & delivery * [02:53] Building from the ground up vs. acquiring — trade-offs, costs, and what works for who * [06:18] Opening his first store in the middle of COVID — and what happened next * [08:43] Tax strategy for out-of-state business owners: management companies, LLCs, and cross-state benefits * [10:37] The gap most CPAs leave — reactive vs. proactive tax planning and why it matters * [13:51] The truth about "no money down" and seller financing deals the gurus push on TikTok * [16:24] Due diligence red flags — how to avoid buying an expensive mistake * [17:12] Should you buy the real estate with the business? Steven's honest answer * [19:45] The $1.4M lesson: what he'd do differently on his first build * [21:02] How to do more with what you already have — adding revenue layers without increasing CapEx * [23:14] The "shiny object syndrome" trap and how to stay focused while growing * [25:22] Final advice: why getting into business ownership is more accessible than most people think If you've ever thought about leaving your W2 to own something real, this episode is the honest roadmap you've been looking for.

Why Your Startup Pitch is Failing (And What Investors Actually Bet On)

Joe Feminella, entrepreneur and founder of First Round on Me, gets raw about what it really takes to raise $5M+ across multiple company pivots, no Harvard degree required. In this episode, Joe breaks down how a single investor conversation changed everything, why most founders approach capital raising backwards, and the uncomfortable truth about what VCs and family offices are actually investing in. In this episode: * [00:00] Why Joe put his own money in first — and what that signaled to investors * [02:00] The moment an investor said "You don't need $250K, you need a million" * [03:00] What family offices really invest in: grit, integrity, and perseverance over ideas * [05:30] Luck vs. preparation — what actually gets founders funded * [07:00] The leverage secret: why not needing investors makes them want you more * [09:30] The founder mindset: humility, accountability, and why you're always "the bad guy" * [13:00] B2C passion vs. B2B strategy — and why you must be obsessed with the problem * [15:45] A day in the life: how Joe structures his time as a founder (with his wife as co-founder) * [18:59] The pivot story: from dating app to social movement — 3 major pivots explained * [23:00] What First Round on Me is building today: the simplest way to make real-world plans * [25:58] Joe's final advice: resilience is everything — keep going until you can't Whether you're pre-revenue with just an MVP or navigating your first pivot, this episode is your blueprint for thinking like a fundable founder.

Bridging the Gap: Aligning Education, Economic Development, and Industry

In this episode, host Paul Graham sits down with Curtis Clough, a seasoned educational leader and superintendent, to discuss the critical intersection of K-12 education, workforce development, and economic growth. Curtis shares his unique "trifecta" perspective on how companies can overcome the hidden costs of employee turnover by becoming more flexible and adaptable in a post-COVID world. Timestamp Topic Highlight * 00:01 – The Cost of Change: Why flexibility is the #1 trait of successful modern companies. * 02:38 – The Trifecta: Aligning education, employers, and employees for better economic outcomes. * 04:02 – Syncing the Systems: Breaking down the "P20 Network" and removing institutional redundancies. * 05:33 – Rural Workforce Strengths: Leveraging the inherent work ethic found in rural communities. * 06:25 – New Mexico’s Boom: The rise of wind, solar, and massive data centers in the Southwest. * 07:05 – Early Exposure: Why waiting until high school to talk about careers is too late. * 13:02 – The 24-Career Future: Preparing for a world where technology changes jobs every five years. * 14:54 – Tactics for Business Owners: Using field days, job shadowing, and local consortia to find talent. * 19:53 – The New Mexico Collaborative: How 9 districts are partnering with NASA and others to bridge the gap.

The People ROI: Why Great Leaders Put Humans Before KPIs

Is your leadership style adding or multiplying? In this episode, Paul Graham sits down with Tim 'Coach' Scholze, a seasoned leader who climbed from the mailroom to the executive suite, to discuss why most CEOs fail when they focus solely on the data. Tim shares a raw look at "fragmented leadership", where a company went from 3 products to 21 overnight, losing its best people in the process. Episode Timeline * 00:01 – The Warning Signs: When a CEO should rightfully step down. * 01:10 – Fragmentation Chaos: The danger of chasing revenue by selling "everything to everyone". * 02:36 – People vs. Data: Why data doesn’t lie, but people are the ones who actually generate the revenue. * 04:38 – M&A Insights: Why investors are buying your leadership team, not just your product. * 07:42 – Leadership Enablement: Climbing from the mailroom to RVP by being "CEO of yourself". * 09:52 – The Growth Cycle: The 3-step process of learning, adapting, and applying lessons to lead. * 10:48 – Elevator Leadership: Carrying your team to their personal and professional goals. * 13:19 – The Blind Spot Audit: Finding the truth about your leadership through trusted advisors. * 15:00 – Actionable Data: Discernment between what you can control and what you must let go. * 18:32 – Boss vs. Coach: The 4 hats of leadership and why "Coach" is the highest value. * 22:24 – The Ripple Effect: Building a legacy that outlasts your title or compensation.