In Episode 244, Kelly Kennedy welcomes back powerhouse entrepreneur and Built to Lead podcast host Jory Evans for a bold conversation that challenges conventional business thinking. Jory shares how he scaled Evans Trucking from a single unit into a diversified empire with over 100 trucks, a heavy-duty mechanic shop, and a construction company — all rooted in disciplined leadership and a values-driven approach. But the real gold? Jory reveals why buying a business can be a smarter, faster path to success than starting from scratch — and how he’s leveraging acquisitions to scale even further.

This episode dives deep into the mindset, discipline, and execution required to grow during downturns, navigate economic pressure, and turn chaos into momentum. Jory breaks down the realities of vendor financing, why most self-help never gets applied, and the critical difference between learning and doing. If you’ve ever considered acquiring a business or want to understand what real growth looks like in 2025, this is a must-listen conversation packed with actionable insight.

Key Takeaways:

1. Buying a business can be less risky and more strategic than starting one from scratch, especially in a buyer’s market with aging business owners looking to exit.

2. Execution matters more than information — most people consume self-help and business content but never apply it. Discipline and follow-through are what create real growth.

3. Vendor financing is a powerful acquisition tool, allowing buyers to structure win-win deals while keeping sellers invested in the business's success post-sale.

4. Writing things down is the first step to execution — it turns ideas into actions and creates lasting momentum.

5. Your business will never outgrow you as a leader — personal development and intentional growth are essential if you want your company to scale.

6. Downturns are the best time to grow — while others pull back, leaning in with momentum and clarity can position you to dominate when the market rebounds.

7. You don’t need to reinvent the wheel — acquiring a business with proven systems, clients, and revenue is often a smarter path than starting from zero.

8. Carbon tax and government policy have a direct and devastating impact on logistics and food costs, and leaders must understand how these forces affect their industry.

9. The fastest growth happens when you combine operational experience with strategic insight — knowing your numbers, your levers, and your people is non-negotiable.

10. You must evaluate every acquisition based on synergy, upside, and culture — if it doesn’t align with your values or offer true value-add, walk away.

Companies mentioned in this episode:

• Evans Trucking
• Built to Lead
• Capital Business Development

To explore upcoming business development courses, one-on-one coaching opportunities, and to join our private community of entrepreneurs, business developers, and growth-focused leaders — visit kellykennedyofficial.com. Inside, you'll find access to The Catalyst Club, our exclusive members-only private network where we connect, collaborate, and grow together through live events, coaching, and powerful peer support. Whether you're looking to sharpen your skills or scale your business, this is where serious builders come to win.

In Episode 243 of The Business Development Podcast, Kelly Kennedy tackles one of the most universal yet misunderstood forces in business: fear. From the early days of launching the podcast to working with founders, CEOs, and business developers around the world, Kelly shares how fear isn't a weakness—it's often the clearest sign you're stepping into growth. He breaks down the ten most common fear triggers in the modern world, from visibility pressure to comparison culture, and reframes them as signals that you're on the right path.

This episode is more than just mindset—it's a tactical playbook for turning fear into forward motion. Kelly lays out seven practical strategies to use fear as rocket fuel, including naming it, breaking it down, and surrounding yourself with momentum. If you're feeling stuck, overwhelmed, or doubting your next big move, this is your reminder that the presence of fear means you're close to something meaningful. Hit play, lean in, and let’s turn fear into fuel.

Key Takeaways:

1. Fear isn’t a stop sign—it’s a signal that you’re moving toward something meaningful.

2. The presence of fear often means you deeply care about the outcome—use that energy.

3. In the modern world, fear is less about survival and more about visibility, relevance, and responsibility.

4. Everyone—from Fortune 500 CEOs to solo founders—faces fear; it’s part of the path.

5. Fear thrives in uncertainty—breaking goals into smaller steps makes them manageable.

6. Writing down your fears helps disarm them and gives you clarity on your next move.

7. Surrounding yourself with momentum and supportive people shrinks fear dramatically.

8. You don’t need to be ready—you just need to take action. Confidence comes after.

9. Fear often shows up right before your biggest breakthroughs—don’t shrink from it.

10. You grow the most when you choose to move forward while carrying the fear with you.

Want to go further, faster? Explore Kelly’s coaching programs and join The Catalyst Club—your hub for support, strategy, and serious growth. www.kellykennedyofficial.com

In this episode of The Business Development Podcast, Kelly sits down with Alex Blumenstein, co-founder of The Peak and former CEO of Canada’s first cannabis accelerator, Leaf Forward. From politics to print, cannabis to comedy, Alex has never been afraid to pivot—and his approach to business is anything but traditional. Together, they unpack what it really means to build a company with the end in mind and why emotional detachment might be the most underrated tool in an entrepreneur’s arsenal.

Alex shares the behind-the-scenes story of building The Peak into Canada’s fastest-growing business news outlet and how he and his co-founders designed it from day one to be sold. They dive into the truth about exits, navigating partnership dynamics, and how to stay grounded when things get messy. If you’ve ever wondered what it takes to build a company you can walk away from without losing yourself, this conversation is your blueprint.

Key Takeaways:

1. Build your business with an exit in mind from day one so you can make strategic decisions without emotional attachment.

2. Emotional detachment leads to better outcomes—you’ll sell smarter, manage conflict better, and protect your peace.

3. If you’re grinding 24/7, your model might be broken—great businesses flow when the foundation is right.

4. Long-term partnerships work when you align early, share values, and trust each other to lead in different seasons.

5. Entrepreneurship isn’t better than a job—it’s just a different path with higher risks and different freedoms.

6. Treat media like a product—iterate fast, prioritize clarity, and always serve your audience first.

7. The best ad sales come from understanding the buyer’s goals and positioning your platform as the solution.

8. If you can survive failure with your partners, you can build something great with them too.

9. Great partnerships are built on mutual respect and decision-making, not control or ego.

10. Selling your business isn’t the end—it’s a gateway to more freedom, credibility, and new opportunities.

Explore The Catalyst Club and Kelly Kennedy's business development coaching programs at:

www.kellykennedyofficial.com

Companies mentioned in this episode:

• The Peak
• Zoomer Media
• Leaf Forward
• Capital Business Development
• atWork Office Furniture
• Gong
• Bet on Canada

In Episode 241 of The Business Development Podcast, Kelly Kennedy breaks down one of the biggest barriers to entrepreneurial success: inaction. Whether it's fear of failure, perfectionism, overwhelm, or the silent weight of self-doubt, too many incredible ideas never make it past the thinking phase. Kelly shares raw personal reflections from his own journey — including the highs, the lows, and the messy middle — to remind you that success isn’t built on brilliance alone, it’s built by those who take action despite the fear.

This episode isn’t just motivation — it’s a roadmap. You’ll uncover the real reasons you might be feeling stuck and walk away with 15 powerful strategies to move forward today, not someday. Plus, for those ready to stop doing it alone, Kelly introduces The Catalyst Club — a private, values-driven business community built to support entrepreneurs, business developers, and action-takers just like you. If you’ve been sitting on an idea, this is your invitation to start messy, start scared, but just start.

Key Takeaways:

1. Action is the bridge between dreaming and achieving – Ideas are common; execution is what turns them into reality.

2. Fear of failure is normal — but it's just feedback – Every failure moves you one step closer to success through iteration.

3. Perfection is procrastination in disguise – Waiting for the perfect plan will keep you stuck. Momentum beats perfection every time.

4. Overwhelm shrinks when you take one small step – Big visions are built through daily, consistent, simple actions.

5. Clarity comes from doing, not thinking – You don’t need all the answers before you start — just the courage to take the first imperfect step.

6. Confidence doesn’t come first — courage does – Repeated action builds belief. Show up before you feel ready.

7. Your comfort zone will cost you growth – Progress lives on the other side of discomfort. Lean into it.

8. Success stacks through structure and systems – Calendars, habits, and focused priorities turn chaos into progress.

9. Community accelerates growth – Surrounding yourself with other action-takers fuels momentum and removes isolation.

10. Start messy. Start scared. Just start. – The first step is always the hardest, but it’s also the most important. Success is built by showing up anyway.

If you’re ready to stop doing it alone and start building with a community that gets it — join us inside The Catalyst Club, where action-takers grow together.

👉 www.kellykennedyofficial.com/thecatalystclub

In Episode 240 of The Business Development Podcast, we welcome back former FBI Special Agent and behavioral expert Dr. Jack Schafer for an eye-opening conversation on the power of influence, trust-building, and the subtle science of deception detection. Drawing from his groundbreaking work in counterintelligence and his bestselling books The Like Switch and The Truth Detector, Dr. Schafer unpacks the psychological techniques used to build rapport, uncover hidden truths, and ethically guide conversations in both business and life. Whether you're negotiating deals, leading teams, or building relationships, the insights shared here are nothing short of transformative.

Kelly and Dr. Schafer explore real-world examples of elicitation—how subtle cues and well-placed questions can unlock critical information without confrontation. From reading non-verbal cues to crafting empathetic statements, you'll learn how to master the unspoken side of communication and gain an edge in high-stakes interactions. This episode is packed with practical takeaways that can immediately elevate your ability to connect, persuade, and lead with confidence.

Key Takeaways:

1. People have a powerful psychological need to correct others, making “presumptive statements” a highly effective elicitation tool.

2. Friendship signals—like eyebrow flashes, head tilts, and genuine smiles—are subtle but vital cues for building trust and rapport.

3. The principle of “If I make you feel good about you, you’ll like me” underpins nearly every successful relationship-building strategy.

4. Elicitation works best when it’s undetectable; most people won’t even realize they’ve revealed valuable information.

5. Empathic statements keep the focus on the other person and can deepen trust faster than direct questioning ever could.

6. Bracketing (giving a high and low estimate) invites correction and is a powerful way to learn sensitive information like salaries or margins.

7. Direct flattery can raise defenses, but indirect praise through intermediaries or subtle validation builds influence.

8. Effective listening means silencing your internal dialogue and responding to what’s actually said, not what you plan to say next.

9. Most people are already using elicitation techniques unknowingly—naming them allows you to master and defend against them.

10. Practicing one technique at a time builds confidence and competence; start with presumptive and build from there.

🎧 Loved this episode? Take the conversation further inside The Catalyst Club—our private community for business builders, deal makers, and leaders who don’t do average.

Join us now for exclusive insights, tools, and connection.

👉 Join The Club

If you know, you’re known.

In episode 239 of The Business Development Podcast, Kelly Kennedy reflects on the pivotal moment that led him to leave a stable, decade-long career and choose the uncertain path of entrepreneurship. Triggered by a tough boardroom conversation during the height of COVID-19, Kelly shares how that moment became the spark that launched Capital Business Development and, eventually, this very podcast. He opens up about trading security for freedom, the drive to make a greater impact, and the mindset shift it took to finally build something of his own.

This episode delivers powerful lessons from Kelly’s journey—breaking down the illusion of job security, the importance of taking action before you're ready, and the real truths about building a business from the ground up. It’s a raw, motivating conversation filled with encouragement for entrepreneurs at any stage. If you're wrestling with the decision to leap, this episode might be the push you've been waiting for.

Key Takeaways:

1. Sometimes the hardest conversations become the catalyst for the biggest breakthroughs.

2. Entrepreneurship starts when you realize employment isn’t as safe as it seems.

3. Freedom of time, purpose, location, and income is worth the risk.

4. In the early days, your effort is the business—there’s no backup engine.

5. Consistency beats talent, motivation, and passion—every single time.

6. You’ll overestimate what you can do in one year and underestimate what’s possible in five.

7. Your brand is what people say about you when you’re not in the room—build wisely.

8. Version one will likely suck. That’s the price of building something great.

9. The best opportunities won’t be the ones you planned—they’ll be the ones you’re ready for.

10. There will never be a perfect time to start. You create the right time by moving.

Ready to build your business development engine? Join the next Business Development Mastery Accelerator and start turning strategy into results.

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In this landmark episode of The Business Development Podcast, Kelly Kennedy sits down with marketing legend Geoffrey Moore, author of the iconic Crossing the Chasm, to explore how the principles of market adoption have evolved in an AI-driven world. With over 30 years of influence on companies like Salesforce, Adobe, and Microsoft, Moore shares how his foundational frameworks still hold up—and where today’s entrepreneurs must adapt to meet the expectations of a rapidly shifting market.

From navigating disruptive innovation to avoiding false signals of early success, Geoffrey delivers a masterclass in understanding the pragmatist mindset, market timing, and the reality of business in 2025. Whether you're launching a new product, scaling your company, or simply trying to stay ahead of the AI curve, this conversation is packed with insights you won’t find anywhere else. Get ready to think deeper, market smarter, and grow faster—this is one episode you won’t want to miss.

Key Takeaways:

1. Crossing the chasm is still the greatest challenge for tech companies aiming to scale—especially in B2B.

2. Early adopters want vision and potential, but pragmatists want risk reduction and proof.

3. False signals from visionary buyers can create dangerous overconfidence before mainstream traction exists.

4. To cross the chasm, you must solve a painful, urgent problem for a very specific customer segment.

5. AI is redefining the adoption lifecycle, but the fundamentals of market timing and trust still apply.

6. Creating your own category and competitors is critical—mainstream buyers need options to validate their choice.

7. Every disruptive product needs a “whole product” ecosystem before it becomes scalable.

8. Business buyers face real risk when changing processes—unlike consumers, they don’t jump without justification.

9. Social media, especially LinkedIn, is becoming noisier—real value comes from thought leadership, not self-promotion.

10. Writing a business book is about building long-term impact and platform—not immediate profit.

🎯 Explore Geoffrey Moore’s Work:

• Crossing the Chasm
• Inside the Tornado
• Escape Velocity

In Episode 237 of The Business Development Podcast, Kelly Kennedy delivers an urgent playbook for entrepreneurs and business leaders facing stalled growth or struggling pipelines. Titled “The 4-Week Business Turnaround,” this high-impact episode outlines an actionable roadmap to stabilize operations and rapidly rebuild momentum. Kelly walks listeners through an intense four-week process covering foundational assessment, marketing material overhauls, ideal customer targeting, CRM system integration, and mastering active LinkedIn outreach. The episode emphasizes speed, accountability, and the relentless pursuit of meetings, which ultimately lead to renewed opportunities and revenue generation.

Kelly also launches the “Read Your Reviews Challenge,” encouraging business owners to celebrate client feedback as a way to build trust and inspire others. With a mix of expert guidance and motivational urgency, this episode provides a practical survival blueprint for businesses needing to regain traction fast. It closes with the introduction of Capital Catalyst, Kelly’s new affordable monthly program that blends fractional leadership with strategy and coaching to help companies build internal business development engines. If your company is facing a critical moment, this episode might just be the lifeline you need.

Key Takeaways:

1. The 4-Week Business Turnaround playbook gives struggling businesses an urgent roadmap to stabilize and rebuild momentum fast.

2. Week one focuses on deep company discovery, financial assessment, and setting survival goals to regain control quickly.

3. Optimizing marketing materials for clarity and industry relevance is essential to spark interest and secure face-to-face meetings.

4. Ideal Customer Profiles (ICP) and hyper-targeted outreach lists are critical to connecting with the right buyers and decision makers.

5. A structured CRM system is non-negotiable for tracking prospects, contacts, and meetings with speed and precision.

6. Business development success requires relentless consistency: 20 calls, 20 emails, and 100 LinkedIn invites each week per rep.

7. Active outreach on LinkedIn, including personal and corporate posts plus group posts, amplifies reach and builds personal brand trust.

8. The ultimate measure of progress is meetings booked; every effort must drive toward securing quality meetings with potential clients.

9. Short-term aggressive action is necessary to pull out of crisis, but transitioning to a sustainable weekly cadence ensures long-term success.

10. Capital Catalyst offers fractional business development leadership and coaching for companies wanting to build internal BD engines affordably.

For personalized help and to supercharge your business development, visit capitalbd.ca or connect directly with Kelly Kennedy on LinkedIn.

Also, check out Business Development Mastery Accelerator for available group coaching programs!