Outsource to Profits Podcast

Episode 98
Leadership coach Mark Caplan joins Jamie to examine why many founders struggle to empower their teams. From micromanagement to essential mindset shifts, they explore how to build psychologically safe environments, develop autonomous middle managers, and scale leadership through trust rather than control.
About the Host:
Jamie Shanks is the CEO of Get Levrg and Pipeline Signals. After training over 250,000 professionals globally, he now focuses on helping founders build systems that scale and teams that lead with values, not ego.
LinkedIn: https://www.linkedin.com/in/jamestshanks
 
About the Guest:
Mark Caplan is the founder of The Leadership Institute, a veteran leadership coach, and author of 30+ books on mindset, leadership, and empowerment. With three decades of experience, Mark helps organizations unlock growth by empowering teams from the inside out. His work focuses on shifting leaders from micromanagement to mentorship.
LinkedIn: https://www.linkedin.com/in/markkaplan1/
 
Episode Summary:
In this episode, Jamie speaks with Mark Caplan, founder of The Leadership Institute and author of more than thirty books, to discuss what it takes to empower middle management. Mark explains the difference between fixed and growth mindset organizations, highlights the role of psychological safety, and shares why leaders must relinquish control to scale effectively. Jamie opens with a personal story about falling into the trap of solving problems for his team, only to realize it undermined their autonomy. Together, they outline what it means to coach rather than command, and the mindset shift founders must embrace to build truly self-sufficient teams.
 
 What You'll Walk Away With:
Empowerment starts with clarity and trust
Founders must shift from command to coaching.
Middle managers need room to fail and grow.
Psychological safety isn’t a luxury; it’s a requirement.
Scaling requires letting go of being the smartest in the room.
#LeadershipDevelopment, #Empowerment, #StartupCulture, #FounderMindset, #GrowthMindset, #MiddleManagement, #PsychologicalSafety, #TeamAutonomy, #ScaleWithSystems, #CoachingLeadership

Episode 97
What if your successful business isn't suitable for franchising? In this episode, Don Shin, the Founder of Franchise Building Expert, breaks down the common mistakes that entrepreneurs make when attempting to expand through franchising. From understanding the financial aspects of each unit to creating a systematic approach, Don shares what separates brands that hit 100+ units from those that stall at 10.
About the Host:
Jamie Shanks is the CEO of Get Levrg and Pipeline Signals. He’s helped over 250,000 professionals grow with systems, not stress. Today, he coaches founders on scaling smart through trust-led teams and proven playbooks. 
 
LinkedIn: https://www.linkedin.com/in/jamestshanks
 
About the Guest:
Don Schin is the Founder and CEO of Franchise Building Expert, a company that helps business owners scale through franchising the right way. Don’s team works hands-on with brands to transform high-performing businesses into franchise-ready systems while avoiding the common traps that stall growth. With decades of franchising experience, Don has helped emerging brands enter the market, build effective networks, and connect the right people with the right brands. Whether you're an entrepreneur seeking growth or a potential business owner looking for the right opportunity, Don has created a detailed plan for both.
 
LinkedIn: https://www.linkedin.com/in/eladstern/
Episode Summary:
In this episode of "Outsource to Profit," Jamie Shanks chats with Don Shin, the founder of Franchise Building Expert, to delve into the challenges of expanding through franchising. Don highlights that franchising is not just an expansion of your business, but a distinct business model that many founders underestimate. They discuss the common reasons why many brands struggle to grow beyond 100 units, including weak unit economics, lack of systemization, and mismatched franchisees. Don stresses the importance of not only being profitable but also having clear, repeatable, and scalable systems in place. He also underscores the significance of attracting the right partners and focusing on their profitability at the unit level for success in franchising. This episode provides practical insights for founders considering franchise expansion or facing difficulties in growing an existing franchise network. It offers a candid look at the essential elements needed to build a successful franchise system.
 
 What You'll Walk Away With:
Franchising only works if your business is wildly profitable
Your operations must be systematized before you scale
Running a franchise is a separate business entirely
Most brands stall under 100 units due to weak unit economics
Franchisee fit matters more than brand strength
#FranchiseGrowth, #FranchiseTips, #BusinessSystems, #UnitEconomics, #EmergingBrands, #ScalableOps, #FounderLessons, #FranchiseStrategy, #StartupMistakes, #GrowthLevers

Episode 96
Elad Stern discusses his experience introducing non-disruptive audio ads to mobile games and the challenges of educating the market when his idea was initially misunderstood.
About the Host:
Jamie Shanks is the Founder and CEO of Get Levrg and Pipeline Signals. With over 250,000 professionals trained globally, he now focuses on helping business owners grow with purpose. His work focuses on building systems that grow, leading with values (not ego), and creating strong teams. You can connect with Jamie on LinkedIn: 
LinkedIn: https://www.linkedin.com/in/jamestshanks
 
About the Guest:
Elad Stern co-founded Odeeo, a company that is revolutionizing the way advertisements function within mobile games. Instead of loud, annoying pop-ups, they use non-intrusive audio ads that fit smoothly into gameplay. With years of experience in mobile monetization, Elad saw a gap in the market and filled it. He’s passionate about pushing new ideas, helping the industry grow, and showing brands a better way to reach gamers.
 
LinkedIn: https://www.linkedin.com/in/eladstern/
Episode Summary:
In this episode of Outsource to Profit, Jamie interviews Elad Stern, Co-Founder of Odeeo, to discuss the challenges of introducing a new idea in a traditional industry. Elad discusses how Odeeo revolutionized mobile gaming by introducing non-intrusive audio ads, a concept previously unheard of in the market. He shares the difficulties they faced in educating the industry, dealing with skepticism, and gaining early adopters. Elad also explains the importance of patience and the strategies they used to showcase their innovation through their first successful case study. This episode offers valuable insights for those working on cutting-edge ideas, highlighting the perseverance and mindset required to pave the way for innovation.
 
 What You'll Walk Away With:
Teaching the market takes time and patience.
Trust builds through consistent action.
You have to repeat your message often.
One strong case study can shift everything.
Being early is tough, but worth it.

Episode 95
Ever feel like giving up on your business? In this episode, Jamie and Shruti talk about the emotional ups and downs of entrepreneurship, how to handle burnout, and what to do when you feel like quitting.
About the Host:
Jamie Shanks is the Founder and CEO of Get Levrg and Pipeline Signals. With over 250,000 professionals trained globally, he now focuses on helping business owners grow with purpose. His work focuses on building systems that grow, leading with values (not ego), and creating strong teams. You can connect with Jamie on LinkedIn: 
LinkedIn: https://www.linkedin.com/in/jamestshanks
 
About the Guest:
Shruti Swaroop is the Founder and CEO of Embrace Consulting, a global learning and development firm serving B2B clients. She specializes in coaching, inclusion, and leadership development, helping entrepreneurs and organizations stay connected to their purpose while navigating change and growth. Shruti shares helpful insights on LinkedIn, Instagram, and other platforms, where she supports leaders from all over the world.
 
LinkedIn: https://www.linkedin.com/in/shrutiswaroop/
Episode Summary:
In this episode of "Outsource to Profit," Jamie, the host, chats with Shruti, an expert in learning and development, on the common struggle that entrepreneurs face: the temptation to give up. Jamie shares personal anecdotes of his close calls with bankruptcy and major deals, delving into the emotional ups and downs of running a business. They explore the reasons behind why entrepreneurs may consider giving up, how to detect burnout at an early stage, and what measures can be taken to rekindle their passion and motivation. Shorty brings valuable insights from her experiences working with business leaders worldwide, emphasizing the significance of motivation, self-awareness, and the bravery to make changes. They touch on the idea that transforming your business isn't a sign of failure but rather a natural part of entrepreneurial progression. If you've ever doubted your path or felt like quitting, this discussion serves as a reminder that you're not alone, that the journey is worthwhile, and that, as Tom Hanks once said, tough times will eventually pass.
 
 What You'll Walk Away With:
What to do when giving up feels easier than going on.
How to tell if you're burned out or just disconnected from your why
Why it's okay to evolve your business without feeling like a failure
The mindset that keeps founders going through the worst days
A simple shift that helps you bounce back when things fall apart

Episode 94
Why do some companies magnetize talent even during crises? This episode reveals how culture, passion, and alignment are the real ‘hiring’  game changers.
 
About the Host:
Jamie Shanks is the Founder and CEO of Get Levrg and Pipeline Signals. After training over 250,000 professionals worldwide, Jamie now spends his time helping business owners grow profitably through people, by building systems, teams, and leadership rooted in values, not ego.
LinkedIn: https://www.linkedin.com/in/jamestshanks
 
About the Guest:
Charbel Daniel is the President & CEO of Northwood, bringing over 20 years of leadership experience in healthcare, including seniors care, long-term care, emergency medical services, and healthcare education. His career spans roles such as COO and Executive Director of Provincial Operations, where he honed expertise in strategic planning, workforce management, and operational growth.
Aside from his extensive knowledge in healthcare, Charbel also has over twenty years of experience as an entrepreneur, specializing in property management, retail sales, and real estate development. His combination of hands-on leadership and business savvy has earned him a reputation as a reliable consultant for fostering strong teams and promoting organizational expansion.
LinkedIn: https://linkedin.com/in/charbel-daniel-60671563
 
Episode Summary:
In this episode of "Outsource to Profits," Jamie and Charbel Daniel discuss the concept of "recruitment" and how it originated from the military, portraying employees as replaceable rather than valuable. Charbel shares insights from his experience in healthcare leadership, examples from companies like Costco and Apple to highlight why some organizations effortlessly attract talent, even during challenging times like the COVID-19 crisis. He emphasizes the importance of creating a culture that attracts employees rather than constantly chasing after them, focusing on a clear vision, shared values, and a genuine passion for the work.
This conversation will change how business leaders approach the hiring process. You'll discover why passion is more important than skill, how retention becomes natural when values are aligned, and strategies to transform your company into a place where people actively want to be a part of, without relying solely on perks or financial incentives.
 
 What You'll Walk Away With:
An innovative approach that transforms recruitment into a process of attraction.
Realize why culture matters more than perks or pay.
Exploring real examples of companies that magnetize talent.
Uncovering the secret to hiring passion, not just skills.
Ways small businesses could compete for great talent.
Simple steps to create a workplace people love.
#TalentAttraction #HiringStrategies #RecruitmentTips #EmployerBranding#CompanyCulture #WorkplaceCulture #TeamBuilding #LeadershipDevelopment#SmallBusinessHiring #EmployeeRetention #StartupGrowth #HRLeadership#RecruitmentIsDead #MagnetCulture  #PassionOverSkills

 Episode 93
This episode of Outsource to Profits features Erin Locks, founder of the National Academy of Athletics, sharing his journey from coaching NBA legends to building a youth sports franchise in 1,300 communities. He discusses why kids are leaving sports too early, the impact of early specialization, and what makes a successful franchisee in this growing industry.
 
ABOUT THE HOST
Jamie Shanks is the Founder and CEO of Get Levrg and Pipeline Signals. After training over 250,000 professionals worldwide, Jamie now spends his time helping business owners grow profitably through people, by building systems, teams, and leadership rooted in values, not ego.
LinkedIn: https://www.linkedin.com/in/jamestshanks/
ABOUT THE GUEST
Aaron Locks is the Founder and CEO of the National Academy of Athletics, a thriving franchise system focused on bringing accessible and fun youth sports programs to communities across North America. With over 40 years of experience coaching elite athletes and working alongside legends in the sports world, Aaron combines his passion for sports with strong entrepreneurial skills. He is dedicated to helping franchisees succeed while making a positive impact on the lives of young athletes and their communities.
LinkedIn: https://www.linkedin.com/in/aaron-locks-a4a13513/
 
EPISODE SUMMARY: 
In this episode of "Outsource to Profits," we have a conversation with Erin Locks, who is the founder and CEO of the National Academy of Athletics. He shares his incredible 40-year journey from coaching NBA legends to establishing a successful franchise system that now operates in over 1,300 communities. Erin discusses the importance of making youth sports both meaningful and profitable, highlighting the trend of kids leaving sports at a younger age and the negative impact of early specialization. He emphasizes the value of recreational programs in bringing back the joy of playing sports.
Throughout the discussion, Erin delves into what qualities make a successful franchisee, emphasizing the need for a blend of entrepreneurial drive, competitive spirit, and the ability to adhere to proven systems. He explains the process his team follows to select the right markets, identify individuals with grit, and support franchise owners in making a positive impact in their communities while achieving success. This episode is sure to inspire anyone interested in turning their passion into a purposeful and profitable venture.
WHAT YOU’LL WALK AWAY WITH
Use proven systems to scale.
Pick markets with real data.
Find partners with grit.
Mix passion with a plan.
Build a purpose-driven brand.
 
#YouthSports, #FranchiseBusiness, #FranchiseSuccess, #Entrepreneurship, #SportsFranchise, #FranchiseGrowth, #RecreationalSports, #FranchiseTips, #BusinessLeadership, #CommunityImpact, #FranchiseOpportunity, #EntrepreneurLife, #PurposeDrivenBusiness, #FranchiseOwner, #SportsEntrepreneur

Episode 92
Brand Differentiation - Sales Strategy - Positioning
About the Host:
Jamie Shanks is the Founder and CEO of Get Levrg and Pipeline Signals. After training over 250,000 professionals worldwide, Jamie now spends his time helping business owners grow profitably through people, by building systems, teams, and leadership rooted in values, not ego.
LinkedIn: https://www.linkedin.com/in/jamestshanks/
 
About the Guest:
Jerry Gennaria is the President and CEO of TOKY, a branding and strategic communications firm, where he brings nearly 30 years of experience in design, marketing, and brand strategy. With a background spanning art direction, UX research, and market positioning, Jerry specializes in helping organizations simplify complex ideas through strategic planning, messaging, and customer experience. A passionate presenter, mentor, and researcher, he works closely with clients across A/E/C and professional services industries. Outside of work, Jerry is a fine art and travel photographer, a commissioner with the Regional Arts Commission of St. Louis, and a lifelong collector of vintage tech and Atomic Age design.
LinkedIn - https://www.linkedin.com/in/gennaria/
 
Episode Summary:
In this episode of Outsource to Profits, host Jamie sits down with Jerry John Area, CEO of branding firm Toki, to unpack one of the most misunderstood topics in business: brand differentiation.
Jerry shares hard-won insights from working with hundreds of professional service firms, revealing why most businesses sound exactly alike, and how that’s costing them leads, conversions, and trust. Together, they explore the three levers that drive sales (volume, velocity, and probability) and why finding your “brand truth” is the key to unlocking all three.
 
 What You'll Walk Away With:
Real differentiation starts with a bold point of view, not empty claims.
Specialists win faster because they speak directly to the right audience.
If your messaging sounds like everyone else’s, you’ve already lost.
Sales grow when you optimize for conversion and clarity, not just volume.
Your brand truth is the story only you can tell; find it and own it.

Episode 91
In this episode, Jess from Base86 talks about how AI is transforming pricing for businesses. Learn how real-time tools can boost efficiency, reduce guesswork, and help you price smarter.
 
About the Host: Jamie Shanks is a seasoned entrepreneur and co-founder of Get Leverage, a company that helps founders make the most of their time and grow their businesses through effective delegation, virtual teams, and strategic planning. In this episode, he shares his own hiring lessons— like finding a virtual assistant who grew into a leadership role & explores the delicate balance between investing in people and bootstrapping as a founder.
LinkedIn: https://www.linkedin.com/in/jamestshanks/
 
About the Guest: Jess McCarter is a dynamic Chief Strategy Officer at Base86, with 20+ years of experience leading strategy, operations, and product innovation across healthtech, foodtech, and hospitality. He has a proven track record of scaling startups, launching new markets, and delivering multimillion-dollar growth. Jess has driven agile business pivots, architected $25M+ data licensing strategies, and led AI-powered supply chain transformations. At Base86, he’s focused on eliminating outdated pricing systems and empowering healthcare organizations with real-time, margin-protected automation.
LinkedIn: https://www.linkedin.com/in/jessmccarte
 
Episode Summary: In this episode of Outsource to Profits, Jess from Base86 dives into how AI and automation are changing the way businesses approach pricing. He explains the challenges many companies face—like hidden costs, outdated pricing models, and manual processes—and how smarter systems can fix them. Jess shares real-life examples from healthcare and service industries, showing how AI can help teams stay efficient, respond to market changes faster, and focus more on people and growth instead of repetitive tasks. The conversation also explores the future of dynamic pricing, real-time quoting, and how businesses of all sizes can benefit from smarter, more transparent pricing tools.
 
Key Takeaways:
AI removes pricing guesswork – Real-time tools can analyze inputs, costs, and margins to automate accurate pricing across industries.
Transparency beats secrecy – Hiding prices and costs is outdated; open, data-driven systems create trust and drive long-term profits.
Dynamic pricing is the future – Pricing can (and should) adjust in real time based on changing business inputs like labor, tools, or tariffs.
Efficiency over busywork – Automating manual pricing and inventory tasks lets teams focus on high-value, human interactions.
Scalable for all sizes – Whether you're a solo business or large company, smart pricing tools can work at any level of complexity.
#AIPricing #DynamicPricing #BusinessAutomation #PricingStrategy #SmartPricing #ArtificialIntelligence #AIInBusiness #SaaSTools #SalesTech #B2BInnovation #ProfessionalServices #AgencyGrowth #DigitalTransformation #RevenueOptimization #TechPodcast #BusinessGrowth #StartupTips #EfficiencyMatters #Future