AI isn’t just speeding up your work—it’s collapsing the market price of your time. In this urgent episode, we trace how the hourly model took over (from artisans to Taylorism to the FLSA), why it systematically funnels surplus value to owners, and why AI is about to accelerate that transfer for consultants, coders, strategists, and creators.

Drawing on insights from Roland Frasier, we outline a practical pivot: Consulting for Equity (CFE). Trade your peak-leverage assets (judgment, access, strategic vision) for ownership stakes in businesses AI will amplify. The window to negotiate from strength is short—think 2–5 years. This is how you reconnect pay to outcomes and own a slice of the future you help create.

Time vs. Value: The hourly system decoupled pay from outcomes—AI will finish the job by commoditizing execution.

Urgency Window (2–5 Years): Use today’s credibility to negotiate equity before AI depresses fees and perceived human premium.

CFE in Practice: Swap cash fees for equity when your expertise is decisive to growth (governance + vesting + KPIs).

Trade What AI Can’t Replace:

Judgment: High-stakes decisions under uncertainty.

Access: Trust-based relationships and deal flow.

Strategic Vision: Category design, non-obvious bets, sequencing.

Outcome Math > Hourly Math: A single well-chosen 3–5% stake can outpace years of billable hours.

00:00 – Cold open: “Don’t outrun AI—trade expertise for equity while your bargaining power is highest.”

00:24 – The coming value crash for knowledge workers in the AI era.

01:21 – Roland Frasier’s thesis: AI destroys the perceived value of time-to-output.

01:50 – Our mission: connect the history of hourly pay to today’s AI shift.

02:24 – From artisans to factories: how ownership/control shifted from makers to capital.

03:41 – Taylorism & the split: managers think, workers execute—replaceability rises.

04:44 – FLSA codifies the hour; protections + unintended incentives for time-based pay.

05:24 – Surplus value 101: why productivity gains accrue to owners, not labor.

07:18 – The “great decoupling” and why AI accelerates it for knowledge work.

08:40 – Market perception shift: “good enough” AI collapses premium rates.

09:05 – The window: 2–5 years to convert expertise into equity.

10:33 – CFE example: swap a $50k fee for 5% in a $2M SaaS that scales to $20M.

11:47 – What to trade: judgment, access, vision (and how each compounds outcomes).

13:32 – Action plan: identify your first CFE target this week.

“If you’re just selling time, AI will set your price.”

“The play isn’t to outrun AI—it’s to own what AI will multiply.”

“Equity reconnects your pay to the value you actually create.”

“Trade judgment, access, and vision—because AI can’t.”

• Roland Frasier on the urgency of Consulting for Equity (CFE)
• Historical anchors: Putting-out system, Taylorism, FLSA (1938), surplus value & the productivity/pay decoupling
• CFE Mechanics: Equity-for-fee swaps, vesting tied to KPIs, governance basics

1. List 3 businesses where your judgment, access, or vision could create step-change...

Roland Frasier and Ryan Deiss crack open the 2025 Forbes 400 and spot a seismic shift: 71% are now self-made, the cutoff is a record $3.8B, and the newest entrants aren’t entertainers or app celebrities—they’re infrastructure builders (data labeling, energy export, freight platforms, drive-thru formats). The guys lay out a practical framework—B.O.T. (Bottlenecks, Order Flow, Tools)—to find, buy, and scale the “unsexy” choke points where outsized wealth is created. Expect candid takes on ethics and regulation, tax advantages vs. complexity, and why tech alone isn’t a moat in the AI era.

Key Takeaways

Quiet wealth > spotlight wealth: New billionaires control choke points (permits, labeled data, logistics, power access) instead of chasing virality.

Tech isn’t the moat—distribution is: If you’re just a feature, the platform will build you tomorrow. Own users, data, or order flow.

B.O.T. framework:

• Bottlenecks — Find scarce inputs (power near substations, HIPAA-grade data, specialized trades), professionalize small operators, exit to strategics.
• Order Flow — Aggregate fragmented brokers (freight, dirt hauling, niche staffing), add AI matching, monetize spread & float.
• Tools — Bundle niche AI/DevOps tools (monitoring, RLHF QA, rights mgmt.) into suites; sell shovels for the gold rush.

Ethics & risk: Bottlenecks ≠ monopolies; add real value or get routed around. Order-flow plays invite regulatory heat—design accordingly.

Luck favors the paranoid: Nvidia’s rise = timing + category choice. Choose your competitor carefully; it defines your playing field.

Episode Highlights

00:00 – Cold open: dentists, numb faces, and a record-breaking Forbes 400.

03:10 – The stat no one’s talking about: 71% self-made, $6.6T total wealth, $3.8B cutoff.

08:20 – Why opportunity has more leverage than ever (AI + democratized tools), but tech alone won’t save you.

12:45 – B is for Bottlenecks: picks & shovels thinking; mini-moats in permits, medical transcripts, underground tank installers for data centers.

22:10 – Ethics check: bottlenecks vs. monopolies; how to add value without getting regulated to death.

27:05 – O is for Order Flow: Robinhood’s play, freight/dirt broker roll-ups, AI pricing/matching, monetizing spread & float.

36:40 – The toll-booth trap: if you don’t add value, the sides will route around you.

41:30 – T is for Tools: why toolmakers outlive trends; bundling niche AI devtools; the Nvidia, Intel, AMD cautionary tales.

53:10 – Choosing competitors = choosing categories; luck + timing still matter.

57:45 – Operator wrap: how to map your business to B.O.T. this quarter.

Memorable Quotes

“If all you are is a feature, you don’t have a business—you have a countdown clock.”

“Quiet wealth lives in the choke points everyone else ignores.”

“Bottlenecks aren’t monopolies—create value or the market will route around you.”

“Tech isn’t a moat. Users, data, and distribution are.”

Mentioned in This Episode

Forbes 400 (2025): $6.6T total; $3.8B entry; 71% self-made

Categories: Data labeling (Surge AI), LNG export...

In this week’s episode of Business Lunch, Roland Frasier and Ryan Deiss continue breaking down the “Bottlenecks” framework—the 11 proven playbooks that billionaires use to grow, protect, and multiply wealth.

From AI-driven acquisitions to tax-optimized exits, this conversation dives into the strategies that separate ordinary entrepreneurs from long-term empire builders. You’ll hear how the world’s wealthiest think about capital allocation, scaling “boring” businesses, and structuring companies for massive, tax-efficient exits.

Whether you’re scaling your first venture or managing a growing portfolio, this episode is a tactical deep dive into how to think—and act—like a billionaire.

Key Takeaways

• Tech Is Not a Moat: With AI making innovation easy to copy, your real advantage is distribution and users.

• The QSBS Advantage: How the Qualified Small Business Stock exemption can eliminate up to $10M (or more) in capital gains per shareholder.

• DAFs & Charitable Strategy: Donor Advised Funds can combine tax savings with long-term impact—if structured correctly.

• Boring Businesses, Billionaire Results: Logistics, energy, and real estate can quietly create generational wealth when value is added and scaled.

• Capital Cycling: Why the world’s best investors (like Blackstone and Berkshire) act like banks—recycling capital and compounding returns.

Episode Highlights

[00:02:00] – Why tech is easy to copy—and why users, not code, create real enterprise value.

[00:10:00] – The billionaire tax play: how QSBS and DAFs legally minimize or eliminate capital gains.

[00:18:00] – When to start thinking about tax strategy (hint: usually not before $10M net worth).

[00:25:00] – Logistics, land, and “boring” businesses that create quiet fortunes.

[00:33:00] – The ESG arbitrage: adding sustainability to raise valuations.

[00:40:00] – Network effects and marketplace rollups: creating compounding flywheels.

[00:55:00] – The rise of “edge retail”: micro-brands, coffee chains, and inversion models that scale fast.

[01:05:00] – Capital cycling and other people’s money (OPM): how billionaires play the funding game.

Memorable Quotes

“If all you are is a feature that someone else could build, you don’t have a business—you have a countdown clock.”

“Boring businesses aren’t boring when they compound quietly into billions.”

“It’s not what you make—it’s what you keep.”

“Billionaires don’t think like operators; they think like capital allocators.”

Mentioned in This Episode

• Qualified Small Business Stock (QSBS) – U.S. tax exemption strategy
• Donor Advised Funds (DAFs) – Philanthropic and tax planning vehicles
• Ross Perot Jr. – Logistics real estate
• Dutch Bros – Scalable retail model example
• Blackstone & Berkshire Hathaway – Capital cycling and compounding models

Listen If You’re

• A founder or investor learning to structure smarter deals.
• A CEO or operator ready to scale beyond execution into capital allocation.
• A strategic thinker who wants to play the long game in business and wealth creation.

Connect

• Hosts: Roland Frasier & Ryan Deiss
• Podcast: Business Lunch with Roland Frasier
• More at: businesslunchpodcast.com

Mentioned in this episode:

Join Roland & Ryan at Get Scalable Live

If you’re a founder, CEO, or operator running a 7- or 8-figure business, Get Scalable Live was built for you. This is not your typical business event. It’s 3 days of hands-on strategy, real-world frameworks, and next-level networking with the smartest operators in the game. 🗓 November 18–20, 2025 📍 San Diego, CA 🎉 Hosted by Ryan Deiss,...

In this episode of Business Lunch, Roland Frasier and Ryan Deiss explain how the classic four-stage buying journey has collapsed into one moment—and why trust is the lid that keeps prospects “popping” in your pot. They unpack three forms of trust—Identity, Competence, and Proximity—with sharp wins and public flops (Nike, Sephora, Peloton, DSW, Starbucks, Apple, United). You’ll get simple creative frameworks to turn short-form content into instant, in-channel conversions and a 14-day sprint to prove it on a small budget.

• “It’s not a funnel anymore—it’s a popcorn popper. Your audience are kernels heating at different speeds. Trust is the lid that keeps them popping for you.”
• “Competence trust means the brand ‘gets me’—often better than I can describe myself.”
• “Employees outperform celebrities for reach and credibility—because most buyers are employees.”
• “Frictionless is forgettable. Add desirable friction that helps buyers name their pain and act.”
• “If you can’t pivot your model, bolt trust into your media: mirror-micro-media, why-what-where, people-place-proof.”

Three Trust Types (MAP mnemonic):

• M – Identity trust: Mirror → Micro → Media
• A – Competence trust: “Answer” with Why → What → Where
• P – Proximity trust: People → Place → Proof

Competence wins & misses: Nike’s “Why do it?” repositioning; Sephora tutorials lifting AOV; Peloton’s 2019 holiday ad backlash.

Proximity plays: DSW AR try-ons; Starbucks barista TikToks; Apple retail specialists; cautionary tale—United Airlines viral incidents.

Localization tactics: regional currency/sites, geo-specific visuals (city skylines), and micro-influencers by market.

KPI effects: higher AOV/retention/loyalty from competence; higher LTV from proximity; employee posts driving outsized reach.

• 00:00 – The collapsed customer journey: from funnel to popcorn popper (trust as the lid)
• 04:00 – Recap: Identity trust (mirror, micro, media)—and why episodes stand alone but compound
• 07:30 – Competence trust: the brand that “gets me” (Nike shift, Sephora demos) + Peloton misread
• 14:20 – Framework for competence: Why → What → Where (myth-bust, demo, direct CTA)
• 17:30 – Example: 30-sec tax advisory myth-buster → LinkedIn/Reels → consult link → track AOV
• 20:10 – Proximity trust: employees, in-place context, show real proof (DSW AR, Starbucks, Apple)
• 24:10 – Employee content > celebrity polish; make it authentic, even shot on phone
• 26:00 – 14-day Trust Sprint and MAP recap; why proximity is overlooked yet most scalable

• Stop chasing linear funnels; engineer trust in-channel so action can happen immediately.
• Use Why → What → Where to collapse steps: name the pain, show the fix, drop the link.
• Turn staff into a media network: People → Place → Proof with incentives and simple tracking.
• Localize by currency, domains, visuals, accents, micro-influencers—it quietly multiplies conversion.
• Run a 14-day sprint: baseline CAC/AOV → recruit 3 customers + 3 insiders → record shorts →...

In this episode of the Business Lunch podcast, Host Roland Frasier and guest Richard Lindner break down the subscription trap and why recurring revenue isn’t always the ultimate solution it’s made out to be.

From the outside, subscription models look like a dream: predictable cash flow, higher valuations, and a business that doesn’t start at zero each month. But as Roland and Richard reveal, the reality can be far more complicated.

They dive into real stories from their portfolio companies, showing how recurring revenue can backfire through hidden churn, customer support debt, and endless innovation demands. You’ll hear how even big players like Netflix constantly battle to keep customers engaged, and why smaller businesses often underestimate the true cost of service.

This episode is a must-listen if you’re considering shifting to a subscription model—or if you’ve already launched one and want to make sure it’s sustainable.

HIGHLIGHTS

“Recurring revenue is great… until you’re losing more members each month than you know how to gain.”

“There’s voluntary churn, where people cancel. But the killer is involuntary churn—declined payments, expired cards—that can quietly eat your business alive.”

“If you’re creating content subscriptions, pair them with community. Access is the real value that keeps people sticking around.”

“Don’t fall in love with the model. Define your business by who you serve, not just how you charge.”

Mentioned in this Episode

The difference between breakage vs. consumption models (think Netflix vs. gym memberships)

Why AI in customer support is changing the economics of subscription businesses

How to tell if your business should pursue a bolt-on subscription or avoid it altogether

🎧 Whether you’re launching your first subscription offer or scaling an existing one, this episode will help you see beyond the hype and make smarter decisions for long-term growth.

Timestamps:

00:00 – Intro & The Subscription Trap

02:10 – Should Every Business Go Subscription?

04:58 – Understanding Churn & Retention

07:52 – The Innovation Challenge

10:23 – Cost of Service & Support Debt

13:35 – Smarter Models: Community + Content

19:31 – Key Questions Before You Launch

CONNECT

• Ask Roland a question HERE.

RESOURCES:

• 7 Steps to Scalable workbook

• Get my book, Zero Down, FREE

To learn more about Roland Frasier 👉 https://msha.ke/rolandfrasier/

Connect with me on social:

🎵 TikTok: https://www.tiktok.com/@rolandfrasier

📸 Instagram: https://www.instagram.com/rolandfrasier/

📱 Facebook: https://www.facebook.com/RolandFrasierPage/

💼 LinkedIn: https://www.linkedin.com/in/rolandfrasier/

Subscribe to Roland Frasier 👉 https://www.youtube.com/channel/UCkHnnFgdaTCg8KBd7W_LGSw?sub_confirmation=1

Mentioned in this episode:

Join Roland & Ryan at Get Scalable Live

If you’re a founder, CEO, or operator running a 7- or 8-figure business, Get Scalable Live was built for you.

This is not your typical business event. It’s 3 days of hands-on strategy, real-world frameworks, and next-level networking with the smartest operators in the game.

🗓 November 18–20, 2025

📍 San Diego, CA

🎉 Hosted by Ryan Deiss, Roland Frasier, and Richard Lindner

🎧 As a Business Lunch listener, you get 25% off your ticket.

Use code LUNCH at checkout.

Get Scalable Live

Mentioned in this episode:

Join Roland & Ryan at Get Scalable Live

If you’re a founder, CEO, or operator running a 7- or 8-figure business, Get Scalable Live was built for you. This is not your typical business event....

Roland Frasier and Ryan Deiss break down the “loyalty illusion”—why points and perks often backfire, how spreadsheet thinking killed customer love, and a practical framework to audit or rebuild a program that actually increases retention, spend, and referrals.

• Why “loyalty penalties” drive your best customers away
• The airline/credit-card miles economics—and how devaluation erodes $25B in perceived value
• The 5-Question Loyalty Audit (value, simplicity, frequency of wins, emotion vs. switching cost, financial sanity)
• What great looks like: status, access, and convenience (not discounts)
• A 7-step roadmap to design (or reset) your program

• 00:00 Cold open: founders’ meeting recap, wine cellar banter
• 02:05 The hook: the “loyalty illusion” and why consumers feel trapped
• 05:20 Consumer POV: when complexity makes customers give up
• 08:10 Finance-driven devaluation: how “pencil-whipping” kills goodwill
• 09:45 Airlines > miles > credit cards: the $25B machine and breakage
• 12:40 From distance flown to dollars spent: fallout and backlash
• 15:05 “Loyalty penalty”: new-customer offers vs. existing customers
• 16:50 The 5-Question Loyalty Audit (red flags & benchmarks)
• 19:30 Simplicity wins: JetBlue/Southwest lessons (and where they slipped)
• 22:15 Frequency of wins: Starbucks habit loop vs. margin compression
• 25:20 Luxury model: status & access (Hermès, Four Seasons, 100 Acre)
• 28:40 Access > discounts: Wynn Private Access, line-skip convenience
• 31:10 Choosing your currency: points, status, experiences (Sephora case)
• 34:35 Setting earn ratios: 2–5% cost with outsized perceived value
• 37:10 Tiering for aspiration: Prime renewals, why Amazon is an outlier
• 39:20 7-Step Roadmap: objective → currency → earn ratio → tiers → early wins → daily integration → quarterly audits
• 43:30 Operator action items; consumer playbook (negotiate, switch, diversify)
• 46:10 Ultimate test: does your program create love—or hostages?
• 47:40 Closing thoughts & invitations to share experiences

• Discounts train delay; access creates desire.
• If <30% of points are redeemed, your program likely isn’t driving behavior.
• Measure outcomes (retention, AOV, referrals) as symptoms of real loyalty—not substitutes for it.
• Make it explainable in 60 seconds.

CONNECT

• Ask Roland a question HERE.

RESOURCES:

• 7 Steps to Scalable workbook

• Get my book, Zero Down, FREE

To learn more about Roland Frasier 👉 https://msha.ke/rolandfrasier/

Connect with me on social:

🎵 TikTok: https://www.tiktok.com/@rolandfrasier

📸 Instagram:

In this episode of the Business Lunch podcast, host Roland Frasier sits down with Lucy Guo, a remarkable entrepreneur who made her mark in a short amount of time. Lucy takes us through her inspiring journey, starting from her early days as a kindergartener selling Pokemon cards and colored pencils to her groundbreaking roles as an intern at Facebook and the first female designer at Snap.

Lucy's shares how she leveraged platforms like PayPal and eBay to turn her skills into financial opportunities. Lucy and Roland delve into the topic of coding and its importance in today's landscape.

While Lucy acknowledges the rise of no-code tools, she emphasizes the value of understanding coding fundamentals, particularly when it comes to managing engineering teams and making informed decisions about app development.

This podcast episode offers a captivating glimpse into Lucy Guo's entrepreneurial journey, filled with valuable insights and lessons for aspiring entrepreneurs.

HIGHLIGHTS

"I was always an entrepreneur growing up... I was selling Pokemon cards and colored pencils for money."

"Knowing how to code is important... the best sites today and the best apps today, you still need a team of engineers."

“If you are just a business person and you are hiring a team of engineers, you're gonna get ripped off."

Mentioned in this episode:

Join Roland & Ryan at Get Scalable Live

If you’re a founder, CEO, or operator running a 7- or 8-figure business, Get Scalable Live was built for you. This is not your typical business event. It’s 3 days of hands-on strategy, real-world frameworks, and next-level networking with the smartest operators in the game. 🗓 November 18–20, 2025 📍 San Diego, CA 🎉 Hosted by Ryan Deiss, Roland Frasier, and Richard Lindner 🎧 As a Business Lunch listener, you get 25% off your ticket. Use code LUNCH at checkout.

Get Scalable Live

Join us as we delve into the dynamic world of executive leadership and pivotal moments of transition in this engaging episode of the Business Lunch podcast. Hosts Roland Frasier and Ryan Diess kick off with a lively banter, setting the stage for a deep dive into the complexities of being a CEO.

The episode features a detailed discussion on the stepping down of Bumble's CEO, exploring the nuanced reasons behind such significant career decisions.Throughout the conversation, Ryan and Roland offer insights into the multifaceted nature of executive roles, particularly focusing on the differences and responsibilities of CEOs and COOs.

They bring their own experiences into the discussion, providing listeners with real-world examples and practical advice.This episode is a treasure trove for anyone interested in the intricacies of business leadership, whether you're an aspiring entrepreneur, a seasoned executive, or simply curious about the dynamics of high-level management.

It's an insightful journey into what it means to lead, adapt, and grow in today's fast-paced business environment.Highlights:"I think that the most important thing is to be able to have a conversation with somebody and to be able to disagree with them and still respect them."“I want to know all the people I'm working with by name and you know, see how they're doing and know about their families and do barbecue.”“No one can run your business like you do.

Highlights:

"I think that the most important thing is to be able to have a conversation with somebody and to be able to disagree with them and still respect them."

“I want to know all the people I'm working with by name and you know, see how they're doing and know about their families..."

“No one can run your business like you do.”

Timestamps:

(0:00:00) - Considering Leadership Transitions

(0:14:17) - Consider Hiring CEO or COO

(0:23:07) - CEO vs COO and Hiring Specialists

(0:33:02) - Acquiring Successful Businesses Is More Effective

CONNECT

• Ask Roland a question HERE.

RESOURCES:

• 7 Steps to Scalable workbook

• Get my book, Zero Down, FREE

To learn more about Roland Frasier 👉 https://msha.ke/rolandfrasier/

Connect with me on social:

🎵 TikTok: https://www.tiktok.com/@rolandfrasier

📸 Instagram: https://www.instagram.com/rolandfrasier/

📱 Facebook: https://www.facebook.com/RolandFrasierPage/

💼 LinkedIn: https://www.linkedin.com/in/rolandfrasier/

Subscribe to Roland Frasier 👉 https://www.youtube.com/channel/UCkHnnFgdaTCg8KBd7W_LGSw?sub_confirmation=1

Mentioned in this episode:

Join Roland & Ryan at Get Scalable Live

If you’re a founder, CEO, or operator running a 7- or 8-figure business, Get Scalable Live was...