In this episode of Small Business Origins, host John Kelley welcomes sales expert Walter Crosby from the Sales and Cigars Podcast and Helix Sales Development. Walter dives deep into the world of sales strategies, the intricate dynamics of sales teams, and the essential mindset needed to thrive in business. They share insights on the importance of culture, leadership, and personal development in driving sales success.

• The connection between personal experiences and professional success.
• The significance of sales skills and mindset for entrepreneurs.
• Strategies for establishing a productive work environment and cultivating team culture.
• Identifying the real issues within a sales process rather than jumping to solutions.
• The importance of setting realistic expectations and understanding client needs.

• “Experience is the name I give to my mistakes.” - Walter emphasizes how learning from failure shapes future success.
• Work-Life Balance: Both John and Walter discuss the necessity for time freedom and how it directly impacts personal life and professional satisfaction.
• Sales Dynamics: Walter discusses how mediocrity within teams can hinder overall performance and the importance of having the right people in place to drive success.
• Custom Solutions: Instead of offering generic training, Walter focuses on identifying specific problems to create tailored solutions for clients.

• Walter Crosby: "You need to be the salesperson that that prospect needs you to be."
• John Kelley: "If you enjoy what you do, truly enjoy it. If it fulfills you and brings you joy inside, then you're not working."
• Walter Crosby: “Mediocrity kills performance across the board.”

• 00:00 - Intro Music and Introduction
• 00:32 - John Kelley introduces Walter Crosby
• 02:18 - Icebreaker question about unlimited vacation
• 10:40 - Discussion on work-life balance
• 19:40 - Walter shares his entrepreneurial origin story
• 32:06 - Strategies for successful sales leadership
• 46:43 - Importance of aligning values and expectations in business
• 55:01 - Insights on personal branding and sales strategy

• Walter Crosby's Book: Sales Integrator - Learn how to ensure your sales team is effectively integrated into your organization.
• Sales and Cigars Podcast - Find episodes featuring discussions on sales strategies, personal growth, and more.
• Connect with Walter on LinkedIn: Walter Crosby's LinkedIn and website.

Other Links:

John The Marketer

Sponsor (Wingman)

Beefy Marketing (Start Your Own Podcast)

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In this episode of the Small Business Origins podcast, host John Kelley interviews Jason Hassenstab, the founder of Elevated Development. The conversation dives deep into Jason's personal journey, his entrepreneurial spirit, and the development process of real estate in the growing Tomball area. Listeners gain insights into construction, real estate investment, and building community, making it a must-listen for aspiring entrepreneurs and those interested in real estate development.

• Background Stories: Jason reflects on his childhood experiences in the construction business, influenced by his family's legacy.
• Career Path: His journey from working as an intern at Kiewit to establishing Elevated Development in Texas.
• Development Strategies: Discussion of land opportunities, types of projects undertaken, and the dynamics of working with home builders.
• Community Building: The importance of contributing to the local community and embracing new families in Tomball.
• Investment Opportunities: Insight into creative structures that benefit landowners and developers alike.

• Networking is Key: Jason emphasizes the importance of building relationships within the community to find opportunities and collaborate on projects.
• Long-Term Vision: Development is a long-term investment that requires patience and strategic planning, often taking years to bear fruit.
• Flexibility in Structures: There are various ways to partner with landowners and investors that allow for creativity and shared successes.

• “Participating in the community's growth is essential to ensuring its prosperity.” - Jason Hassenstab
• “When you think of developers, you might think about the transactions, but at the heart of it is a passion for building something meaningful.” - Jason Hassenstab
• “You don’t have to have a million dollars; having the right network can open doors to investment opportunities.”- Jason Hassenstab

• [00:00:00] - Intro and Welcome
• [00:01:10] - Icebreaker: If you weren’t doing this, what would you be known for?
• [00:05:04] - Jason’s Background and Early Influences
• [00:12:14] - Transition to Elevated Development
• [00:19:24] - Discussion on Development Strategies
• [00:28:07] - The Importance of Community and Family
• [00:37:44] - Networking and Investment Opportunities
• [00:58:00] - Closing Thoughts and Advice

• Website: Elevated Development
• Contact Jason: jason@elevateddevelopment.co | Phone: (402) 639-4325
• Sponsor: Wingman | Beefy Marketing
• Host: John The Marketer | Phone: (346) 534-7200

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In this episode of the Small Business Origins podcast, host John The Marketer welcomes Teresa and Bryan from The Hutson Group, a prominent development and property management company based in Tomball, Texas. Another feature of the Tomball Economic Development Corporation, they share their family's journey into real estate, the importance of preserving the town's historical charm, and their commitment to supporting local businesses. The conversation dives into family legacy, community impact, and the entrepreneurial spirit that drives their work in Old Town Tomball.

Topics:

• The origin story of The Hutson Group and their path into real estate (0:00 - 10:00)
• Balancing commercial development with preservation of local history (10:00 - 30:00)
• Building community through strategic business partnerships and grant opportunities with local economic development corporations (30:00 - 45:00)
• Focus on local businesses and the importance of a well-planned and cohesive commercial environment (45:00 - 1:05:00)
• Personal anecdotes and stories about transforming historic buildings (1:05:00 - 1:20:00)
• The role of family and collaboration in business success (1:20:00 - 1:35:00)

Key Insights:

• The Hutson family's focus is not just on profit but on building a vibrant community and supporting small local businesses (0:00 - 10:00).
• A strong partnership with the Tomball Economic Development Corporation plays a crucial role in facilitating local development and helping businesses thrive (30:00 - 45:00).
• The intention behind leasing spaces is to foster businesses that contribute positively to the community, rather than just filling vacancies (45:00 - 1:05:00).
• Personal stories shared by Teresa and Bryan highlight the importance of legacy, creativity in business, and preserving history within Tomball (1:05:00 - 1:20:00).

Notable Quotes:

• "We're going to keep doing this as long as we're still having fun." – Bryan on maintaining passion in business (1:37:51).
• "We want to choose a business for a particular building or area that will gel with the businesses around it." – Teresa discussing tenant selection and community cohesion (1:27:48).

Timestamps:

• Intro and Icebreaker: 0:00 - 5:00
• Hudson Group Overview: 5:00 - 10:00
• Impact of EDC on Community Development: 30:00 - 45:00
• Personal Anecdotes about Property Transformations: 1:05:00 - 1:20:00
• Importance of Family in Business: 1:20:00 - 1:35:00
• Final Thoughts and Takeaways: 1:35:00 - 1:40:00

Relevant Resources:

• For more information about The Hutson Group, visit The Hutson Group Website
• Explore local businesses in Tomball: Visit Tomball
• Economic Development Corporation: Tomball EDC
• Sponsor: "Every business needs a Wingman"

P.S.

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