In this episode, Sean sits down with Jim Sartain, a seasoned entrepreneur with 25 years of experience in business consulting. Jim shares his unique journey from corporate leadership to founding two consulting firms, discussing the challenges and valuable lessons he learned along the way. He emphasizes the importance of having a clear "why" for entrepreneurship, the significance of leveraging networks, and the necessity of being adaptable in business strategy.

KEY TAKEAWAYS

• Utilise connections from previous employment and industry contacts to find potential clients. Networking can lead to opportunities that may not be available through traditional marketing methods.

• Offering pro bono services to non-profits can help build credibility and experience, which may lead to paid opportunities with larger clients in the future.

• Set your fees based on your expertise and experience, and use discounts strategically while ensuring that your full rate is visible on invoices. This helps maintain perceived value while attracting clients.

• Be realistic about what you can deliver to clients. Overextending yourself can lead to dissatisfaction and damage your reputation, even if other aspects of your work are successful.

• Continuously assess your business model and strategy to ensure they align with your vision and market demands. Adapting to changes can lead to significant growth and new opportunities.

BEST MOMENTS

"Consultants who go into their own businesses because they want to be their own boss are severely misled because you don't become your own boss; you get many different bosses."

"If you can, and sometimes you don't have the luxury to, but if you can get closer to what your ideal day is and the type of engagement that you want, that's a great thing."

"Only 50% of startups make it to celebrate their fifth anniversary. What lessons have you learned along the way that powered you well beyond five years to 25?"

"Don't over-promise and under-deliver. It's very important not to tell a client what you think they want to hear and acknowledge that you can do everything they ask you to do."

"If you can sit down as a burgeoning entrepreneur and ask those questions to yourself, I think it'll help you have fewer false starts than I have."

HOST BIO

Meet Your Host: Sean O’Hara, MBA – Entrepreneur, Sales Strategist, and Relentless Business Optimist.

With over 20 years in the trenches—working with businesses ranging from scrappy startups to Fortune 1000 giants — Sean brings a rare mix of strategic insight and real-world experience to every conversation. Known for his sharp sales acumen and down-to-earth style, he doesn’t just talk business—he lives it and loves it!

Sean’s superpower? Asking the right questions, then stepping back to let the wisdom flow. His curiosity-driven interview style unlocks actionable insights, powerful stories, and the kind of truth today’s entrepreneurs actually need.

If you’re serious about building a business that lasts, Sean’s the guide you’ll want in your corner.

This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/

In this very first episode of Durable Entrepreneurs, we meet host Sean O'Hara, who shares his extensive background in sales, business development, and entrepreneurship. With over two decades of experience, including founding a successful advertising agency and learning valuable lessons from a less successful energy drink vending machine venture, Sean emphasises the importance of resilience in business.

KEY TAKEAWAYS

• Sean has over two decades of experience in various business roles, including sales, business development, and entrepreneurship, having founded multiple companies.

• The journey includes both successes, like running a profitable advertising agency, and failures, such as an unsuccessful energy drink vending machine business, highlighting the importance of learning from mistakes.

• Sean emphasises that free market capitalism offers opportunities for individuals to create value and improve their lives, but it also comes with significant risks, as evidenced by the statistic that about half of all businesses fail within their first five years.

• The goal of the podcast is to help entrepreneurs reach their sixth anniversary and beyond, providing inspiration and actionable insights to improve their chances of long-term success.

BEST MOMENTS

"I believe that free market capitalism provides ambitious people with an exceptional opportunity to elevate your own life by creating something of value for other people."

"Approximately half of all businesses fail within their first five years. But if you can make it to year six, statistically, your odds of success improve dramatically."

"I want to energise you with the inspiration to persist and keep moving forward toward your dreams, no matter how challenging things may be at the moment."

"You'll hear from founders who built durable businesses that have made it decades as they reflect on their beginnings and share their most valuable lessons."

"Our mentor guests will arm you with actionable insights and tools that will help you see things differently and empower you to work more efficiently and effectively."

HOST BIO

Meet Your Host: Sean O’Hara, MBA – Entrepreneur, Sales Strategist, and Relentless Business Optimist.

With over 20 years in the trenches—working with businesses ranging from scrappy startups to Fortune 1000 giants — Sean brings a rare mix of strategic insight and real-world experience to every conversation. Known for his sharp sales acumen and down-to-earth style, he doesn’t just talk business—he lives it and loves it!

Sean’s superpower? Asking the right questions, then stepping back to let the wisdom flow. His curiosity-driven interview style unlocks actionable insights, powerful stories, and the kind of truth today’s entrepreneurs actually need.

If you’re serious about building a business that lasts, Sean’s the guide you’ll want in your corner.

This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/

In this episode, Sean sits down with Nayli Russo, founder and CEO of Russo Leadership, a leadership consulting firm dedicated to helping organisations achieve their goals without fostering a burnout culture. Nayli shares her inspiring journey from being a pharmacist in Venezuela to becoming a prominent leadership consultant for Fortune 500 companies. She discusses the importance of intention, adaptability, and resilience in entrepreneurship, emphasising that high performance is not accidental but rather a designed outcome.

KEY TAKEAWAYS

• Founders should build their leadership skills early on, rather than waiting until their company grows. Early leadership habits create the foundation for a high-performing culture and effective decision-making.

• An actionable strategy must be clear and understandable for everyone in the organisation. It should include specific actions, measurable metrics, and decision guardrails to help guide the company towards its goals.

• A strong company culture is defined by how work gets done daily, not by superficial perks like ping pong tables or fancy values on the wall. Intentional design of culture is crucial for preventing burnout and ensuring high performance.

• Entrepreneurs must be willing to unlearn old habits and adapt their strategies as they grow. A growth mindset allows for learning from failures and pivoting when necessary, rather than being attached to a single idea or outcome.

• Focus on leading indicators that can drive results, rather than solely relying on lagging indicators like revenue. Understanding the actions that lead to desired outcomes is essential for making timely adjustments to strategy.

BEST MOMENTS

"You have to build your leadership muscle before you think you need it."

"Vision without execution is just a really expensive daydream."

"Your culture is the worst behaviour you tolerate."

"I always knew I was going to go and have my own company."

"The skills that got you to where you are today are not the skills that are going to get you to the next level."

HOST BIO

Meet Your Host: Sean O’Hara, MBA – Entrepreneur, Sales Strategist, and Relentless Business Optimist.

With over 20 years in the trenches—working with businesses ranging from scrappy startups to Fortune 1000 giants — Sean brings a rare mix of strategic insight and real-world experience to every conversation. Known for his sharp sales acumen and down-to-earth style, he doesn’t just talk business—he lives it and loves it!

Sean’s superpower? Asking the right questions, then stepping back to let the wisdom flow. His curiosity-driven interview style unlocks actionable insights, powerful stories, and the kind of truth today’s entrepreneurs actually need.

If you’re serious about building a business that lasts, Sean’s the guide you’ll want in your corner.

This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/

In this episode, Sean interviews Kyle Francis, the founder of Professional Transition Strategies, a firm dedicated to assisting dentists in buying, selling, and creating their practices. Kyle shares his entrepreneurial journey, which began in a family of entrepreneurs and evolved through various experiences in the dental industry. He discusses the importance of strategic employment, the value of building relationships, and the lessons learned from his own false starts.

KEY TAKEAWAYS

• Emphasising the importance of taking small, manageable steps rather than jumping in all at once. This approach allows for learning and cash flow management while building a business.

• Leveraging employment opportunities to build networks and gain industry knowledge is crucial. This strategy can provide financial stability while working towards launching a business.

• Fostering a team-oriented environment where employees can excel and take on responsibilities leads to greater business success. Trusting team members to handle key functions can enhance overall productivity.

• Validating business concepts through market research and price testing is essential. Engaging with potential customers to gauge their willingness to pay can help refine offerings and ensure market viability.

• Maintaining open communication with family about business commitments is vital. Setting boundaries and being intentional about family time can help preserve important relationships while pursuing entrepreneurial goals.

BEST MOMENTS

"I think the biggest thing I learned was going to be that you don't need to jump all the way in."

"If you keep the end in mind of what it is that you really want to be doing, the hope is that you can figure out a way into that world as you go."

"I think that your experiences build who you are. I'm not regretful, but could have I made a better decision at that point? I think I probably could have."

"If you handle it on the right way on the way out, then you're not going to burn those bridges."

"What I'm most passionate about is putting people in positions that they can shine and then watching them do it."

HOST BIO

Meet Your Host: Sean O’Hara, MBA – Entrepreneur, Sales Strategist, and Relentless Business Optimist.

With over 20 years in the trenches—working with businesses ranging from scrappy startups to Fortune 1000 giants — Sean brings a rare mix of strategic insight and real-world experience to every conversation. Known for his sharp sales acumen and down-to-earth style, he doesn’t just talk business—he lives it and loves it!

Sean’s superpower? Asking the right questions, then stepping back to let the wisdom flow. His curiosity-driven interview style unlocks actionable insights, powerful stories, and the kind of truth today’s entrepreneurs actually need.

If you’re serious about building a business that lasts, Sean’s the guide you’ll want in your corner.

This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/

Today, Sean interviews Matt Wilson, an accomplished entrepreneur and venture capital investor. Matt shares his inspiring journey, starting from his early entrepreneurial ventures as a child shoveling driveways and running a coffee business, to his innovative role in launching Calgary Beer Week and a successful craft beer membership program. As the founder of Allied Venture Partners, Matt offers valuable insights into the world of angel investing.

KEY TAKEAWAYS

• Many successful entrepreneurs begin by bootstrapping their businesses, building a minimum viable product (MVP) with limited resources before seeking external funding. This approach allows founders to retain equity and control over their vision.

• When evaluating investment opportunities, prioritise the founder's ability to adapt and persevere. A strong founder can navigate challenges and pivot as needed, making them a crucial factor in the success of a start-up.

• Building relationships with local businesses and communities can provide valuable resources and support. For example, partnering with restaurants or breweries can help launch events without significant upfront costs.

• It's essential to assess whether your business model aligns with the venture capital model. Not all businesses require venture funding; many can thrive through revenue generation or other financing methods.

• Effective marketing, such as building a strong online presence and capturing high-quality visual assets, can enhance brand credibility and attract sponsorships, ultimately leading to successful events and business growth.

BEST MOMENTS

"The best entrepreneurs that I see come across my desk are the ones that they've been bootstrapping for the last six to 12 months. They've got an MVP in market."

"It kind of puts a new spin on early stage entrepreneur, right?"

"If you can bootstrap some type of MVP, get it into market, get a handful of customers, then you own all the equity in your company."

"You really got to bet on the people in the team early on, in my opinion."

"There's always room for a number one and a number two in the market."

HOST BIO

Meet Your Host: Sean O’Hara, MBA – Entrepreneur, Sales Strategist, and Relentless Business Optimist.

With over 20 years in the trenches—working with businesses ranging from scrappy startups to Fortune 1000 giants — Sean brings a rare mix of strategic insight and real-world experience to every conversation. Known for his sharp sales acumen and down-to-earth style, he doesn’t just talk business—he lives it and loves it!

Sean’s superpower? Asking the right questions, then stepping back to let the wisdom flow. His curiosity-driven interview style unlocks actionable insights, powerful stories, and the kind of truth today’s entrepreneurs actually need.

If you’re serious about building a business that lasts, Sean’s the guide you’ll want in your corner.

This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/

In this episode, Sean sits down with Dan Gleissner, co-founder of Ally Medical Partners, a medical real estate brokerage firm in Colorado. Dan shares his journey from being a sales representative to launching his own business, emphasising the importance of leveraging relationships and experience. He discusses the unique challenges of tenant representation in the healthcare sector, the significance of strategic partnerships, and the hard truths of bootstrapping a business.

KEY TAKEAWAYS

• The business focuses on representing healthcare providers in real estate transactions, ensuring they receive the best terms possible, as real estate is often their second highest fixed expense.

• Success in entrepreneurship heavily relies on the relationships and networks built over time. Trust and credibility established in previous roles can significantly impact the ability to attract clients in a new venture.

• Entrepreneurs should be prepared for financial uncertainties and the emotional toll of starting a business. It's essential to manage expectations and understand that initial struggles are part of the journey.

• Focusing on how to serve others and improve their quality of life can lead to long-term success. Building a reputation for helping clients and partners can create a strong referral network.

• Entrepreneurs must be willing to make practical decisions, such as adjusting personal expenses, to ensure the sustainability of their business. Ego should be set aside in favour of what is necessary for growth and success.

BEST MOMENTS

"You have to believe in yourself first and foremost. You try to leverage all those things, put them together and say that you're ready."

"I think people set out on an entrepreneurial journey. It's harder than what people think."

"In the dental community, we're incredibly blessed to have a great referral group. It's all about transparency and showing the numbers."

"You have to rip that band-aid off and you just have to jump in. And again, it's not comfortable, but nothing ever is that's hard."

"What is the value that you're bringing to somebody else? Service to others, really."

HOST BIO

Meet Your Host: Sean O’Hara, MBA – Entrepreneur, Sales Strategist, and Relentless Business Optimist.

With over 20 years in the trenches—working with businesses ranging from scrappy startups to Fortune 1000 giants — Sean brings a rare mix of strategic insight and real-world experience to every conversation. Known for his sharp sales acumen and down-to-earth style, he doesn’t just talk business—he lives it and loves it!

Sean’s superpower? Asking the right questions, then stepping back to let the wisdom flow. His curiosity-driven interview style unlocks actionable insights, powerful stories, and the kind of truth today’s entrepreneurs actually need.

If you’re serious about building a business that lasts, Sean’s the guide you’ll want in your corner.

This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/

Meet Your Host: Sean O’Hara, MBA – Entrepreneur, Sales Strategist, and Relentless Business Optimist.

With over 20 years in the trenches—working with businesses ranging from scrappy startups to Fortune 1000 giants — Sean brings a rare mix of strategic insight and real-world experience to every conversation. Known for his sharp sales acumen and down-to-earth style, he doesn’t just talk business—he lives it and loves it!

Sean’s superpower? Asking the right questions, then stepping back to let the wisdom flow. His curiosity-driven interview style unlocks actionable insights, powerful stories, and the kind of truth today’s entrepreneurs actually need.

If you’re serious about building a business that lasts, Sean’s the guide you’ll want in your corner.