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What happens when a longtime radio producer steps out from behind the mic and into the sales arena? Jerry Payne is betting his next chapter on mentorship, licensing, and disciplined execution.

Summary:
We put longtime producer Jerry Payne in the hot seat as he leaves radio to build a career in insurance, starting with mentorship and aiming for ownership. Together we stress-test his transition plan—examining runway, early-stage income realities, and how his broadcast communication strengths translate into a powerful sales advantage.

Jerry shares why a mid-career pivot can be the safer long-term bet, how mentorship and licensing function like an apprenticeship, and why building a strong sales engine now matters more than writing a perfect business plan later. We also break down networking strategies for insurance and financial services, handling rejection with an abundance mindset, and moving from P&C conversations into retirement income planning.

If you’re considering a career shift, entering sales, or building toward business ownership, this episode offers a practical roadmap for turning experience into opportunity—and momentum into ownership.

GOLD NUGGETS
• Pivoting mid-career: risk vs long-term security
• Mentorship and licensing as a structured apprenticeship
• Building a sales plan before a full business plan
• Creating a personal board of advisors for accountability
• Scaling realities: costs, income dips, and long-term upside

Closing Thought:
“Get out there, get going, and make it happen. Next week, better week. Next month, better month. Next year, better year.”

Thanks to our sponsor Smart Hire Solutions LLC!

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What if your growth problem isn’t your marketing—or your product—but the offer itself?

Summary:
John “JD” Dwyer, founder of The Institute of Wow, joins us to reveal how challenger brands out perform bigger competitors by engineering irresistible offers that drive immediate action. We break down how incentive-based marketing, high perceived-value bonuses, and creative positioning can transform conversion rates without cutting prices.

JD shares the story of a bank that replaced a standard promotional rate with a vacation incentive—then amplified results with a celebrity campaign that dramatically increased response. From coffee shops doubling revenue with simple behavioral nudges to dental practices generating thousands of targeted leads through creative contests, the lesson is clear: when the offer aligns with customer desire, price becomes far less important.

We also explore practical tactics for small businesses, including designing incentives that cost little but feel premium, coaching sales teams using recorded calls and AI insights, and leveraging Facebook as a responsive lead-generation engine when the economics make sense. This episode delivers a playbook for business owners ready to move beyond price competition and create a “wow factor” that drives both immediate sales and long-term loyalty.

🎥 Watch the full episode on YouTube: https://www.youtube.com/@TheSmallBusinessSafari

💡 GOLD NUGGETS
• Why the offer—not the product—often determines conversion
• Creating high perceived-value incentives that cost less than discounts
• Behavioral nudges that dramatically increase repeat purchases
• Using contests and promotions to generate targeted leads fast
• Coaching sales teams with recorded calls and AI performance analysis

🔗 Guest Links
• Website: https://theinstituteofwow.com
• LinkedIn: https://www.linkedin.com/in/instituteofwow/

jdpodcastguest.com

🌍 Follow The Small Business Safari
• Instagram | @smallbusinesssafaripodcast
• LinkedIn | https://www.linkedin.com/in/chrislalomia/
• Website | https://chrislalomia.com

Thanks to our sponsor Smart Hire Solutions LLC!

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What happens when you stop kicking doors and start building a business that actually moves upward?

Summary:
In this episode of The Small Business Safari, Chris and Alan push past a door-kicking moment to talk about what really drives sustainable growth: selling value, protecting margin, and executing a strategic plan that actually ships. We draw clear lines between handyman work and remodeling, break down why they are completely different operating models, and unpack the pricing mistakes that quietly kill profit.

We dig into real-world lessons like the $250 microwave trap, why leading with discounts is dangerous, and how reviews become proof of promise—not just social noise. Against a backdrop of market uncertainty and changing homeowner math, we outline three focused initiatives for growth: smarter CRM and AI use, relentless gross profit focus, and deposits that protect cash flow.

Most importantly, we rally the team around one word—Ascend—and show how alignment, execution, and close rate become the true levers for growth.

💡 GOLD NUGGETS

• Channeling passion into systems, coaching, and execution
• The small-ticket trap and the $250 microwave lesson
• Why handyman work and remodeling require different business models
• Pricing frameworks and good-better-best ranges
• Value over price—and the danger of leading with discounts
• Reviews as proof of promise and process
• Market uncertainty, homeowner math, and demand drivers
• Three initiatives: CRM & AI, gross profit focus, deposits
• Building team buy-in with tactical execution and one-word alignment
• Why close rate is the real growth lever

🎥 Watch the full episode on YouTube:
https://www.youtube.com/@TheSmallBusinessSafari

🌍 Follow The Small Business Safari
• Instagram | @smallbusinesssafaripodcast
• LinkedIn | https://www.linkedin.com/in/chrislalomia/
• Website | https://chrislalomia.com

Final Thought:
Don’t forget to go out there and tell your friends about this thing. Keep sharing the podcast—we’re just getting started.

Thanks to our sponsor Smart Hire Solutions LLC!