Shows
Let Me Speak To A ManagerInside our epic boys trip to Omaha to see Warren Buffett at the 2023 Berkshire Hathaway annual meetingScrew Vegas; real men take boys trips to Omaha! Thinking of going to see Warren and Charlie next year at the biggest investor event of the year? Frank and Ian give you an inside look at what you can expect from travel, accommodations, restaurants, tickets, finding a seat, and of course, where to find a decent casino.2023-05-291h 34Let Me Speak To A ManagerWelcome to the next banking crisis (same as the old one?)The dominos are falling, and it's starting to feel a lot like 2008 again. With SVB, Signature, and Credit Suisse making news for the wrong reasons, Frank and Ian look to lessons from the past and talk about how the latest banking crisis is informing their investment decisions.*Disclosure: Frank and Ian are knuckleheads, not financial advisors. These are opinions and should not be mistaken for advice. You also shouldn't take fantasy football or dieting advice from our hosts either.2023-03-271h 05Let Me Speak To A ManagerHow Chick-fil-A scales good DNAChick-fil-A is among the most profitable restaurant chains in history. It routinely ranks #1 in customer service, and individual franchises boast profit margins unfathomable amongst their peers.Frank recently attended a conference with Chick-fil-A Chairman Dan Cathy. This episode summarizes Cathy's masterclass on building a high-performing culture, hiring and retaining great people, and scaling a world-class profit machine.2023-02-2037 minLet Me Speak To A ManagerIs it time to be fearful or greedy?"Be fearful when others are greedy, and greedy when others are fearful."~Warren Buffet (and Frank Cava)The market swung violently from pessimism to "full bull mode" in January. Rates came in, stocks were up, and bidding wars are flaring back up in real estate and trading cards. Is risk back on, or is this economy setting itself up for an even bigger collapse? We break it down from a fundamental perspective. Get your popcorn!2023-02-1342 minLet Me Speak To A ManagerWhy Frank spent $18,000 on a Tony Robbins eventFrank is never afraid to pour profits back into investments in himself. In this episode, Frank walks us through his decision to cut a massive check to the success guru, Tony Robbins, and takes us into this week-long Business Mastery course for an inside glance at what it was like to attend.2023-01-2328 min
Let Me Speak To A ManagerHow We Raised $2,800,000 In A Terrible MarketIn this episode, we discuss the process of raising private capital for a technology startup in 2022. Frank interviews Ian about the recently closed funding round for Keep, an early-stage tech company focused on car security and monitoring. Ian shares how he chose who to pitch, their concerns, and the unique challenges of doing this during an economic downturn.2022-11-281h 00Let Me Speak To A ManagerWhen will we hit bottom?Crypto crashes, consumer debt hitting record levels, the stock market is crashing, Musk is firing half of Twitter ... are these signs of a bottom, or are we just getting started? Frank and Ian dig into these juicy morsels like they were eating double bacon cheeseburgers.2022-11-2253 min
Let Me Speak To A ManagerNews Vs. Noise: OctoberFrank and Ian dive into compelling stories driving the news cycle.2022-10-1859 min
Let Me Speak To A ManagerCan You Run Your Career Like Your Fantasy Football Team? (Repost)Frank and Ian compare their fantasy football league to the world of business. Fortunately for Frank, he is much better at execution with his business than he is with his fantasy roster.2022-09-051h 01
Let Me Speak To A ManagerAlan Drazen - The Inventor Of The Choco TacoIn late July, Unilever broke the internet by announcing the discontinuation of one of America's most iconic treats, the Choco Taco. Frank and Ian were devastated and spent the next 48 hours scouring convenience stores to pile up stock. Then our energy quickly turned to the miracle story of one man pitching his boss on a new product that would ultimately generate more than 1,000,000,000 units sold. That man is Alan Drazen and he joined us to share his founder's journey from concept, prototype, first sales, viral marketing, landing Taco Bell, and growing the business over four d...2022-08-2931 min
Let Me Speak To A ManagerWhy Anxiety Is Good For You (Even Though It Feels Bad)From the time we are kids, we are taught that anxiety is dangerous and that the solution to its pain is to eradicate it like we do any disease—prevent it, avoid it, and stamp it out at all costs. Yet cutting-edge therapies, hundreds of self-help books, and medications have failed to keep anxiety at bay. A third of us will struggle with anxiety disorders in our lifetime and rates in children and adults continue to skyrocket. But are we thinking about anxiety all wrong? Dr. Tracy Dennis-Tiwary thinks so and joins us for a wid...2022-08-221h 26
Let Me Speak To A ManagerIs It Motivating Or Demotivating To Learn Others' Salaries?Pay inequality is a fact of life. A manager gets paid more than her subordinates, her manager gets paid more than her, and her manager's boss gets paid even more. Everyone wonders how much their manager makes, and we are equally keen to learn about the difference in pay with our co-workers. In this episode, we look at recent research done regarding the impact of knowing the difference in pay of our peers and managers (and how much it impacts our quality and volume of work). Do people work harder when they learn that their b...2022-08-1558 min
Let Me Speak To A ManagerBusiness Lessons From The Watergate ScandalOn the 50th anniversary of the infamous Watergate scandal, Frank and Ian dive deep into the lessons from this ugly moment in American history. 2022-07-2556 min
Let Me Speak To A ManagerDo You Work For A Micromanager?"Yeah, I'm gonna need you to go ahead and come into the office this weekend."~Lumbergh, Office Space 7 in 10 people report feeling micromanaged at work, yet only 3 in 10 managers self-report micromanagement tendencies. Of course, everyone hates working for a micromanager but inevitably, most fall into the same controlling tendencies as their former managers. In this episode, Frank and Ian dive into tangible steps you can take if your boss is sucking the life out of you at work. Next, we examine why managers take this overbearing approach and how yo...2022-07-1859 min
Let Me Speak To A ManagerIs Real Estate Next To Crash?Stocks, bonds, and crypto have folded like cheap suits in 2022. Yet residential real estate prices march higher even with mortgage rates doubling in the first six months of this year. As housing affordability indexes approach obscene levels, Frank and Ian look at what comes next in residential real estate.2022-07-111h 03
Let Me Speak To A ManagerAre You A Multiplier Or A Diminisher?In this episode, we dive into a concept made popular by the book, "Multipliers," by Liz Wiseman. In this book, she looks at two distinctly different types of managers and the impact they have on teams. Multipliers get more from teams by giving away power, while Diminishers requires ever more resources with their controlling ways. Frank and Ian reflect on the multipliers and diminishers they've worked with throughout their careers and what set them apart.2022-07-051h 24
Let Me Speak To A ManagerAre You Ready For This Recession?In early Spring, we felt as if an old game had ended and a new one started. No longer were Frank and Ian guessing where we were in the last cycle. Something new and much less forgiving was beginning. In this episode, our hosts talk about the phases of a recession and how the dominoes tend to fall. How can you prepare and what actions can you take to end up stronger on the other side of this ugly economic cycle?2022-06-271h 28
Let Me Speak To A ManagerFive Warren Buffett Quotes To Help You Navigate Today's EconomyBerkshire Hathaway recently held its 2022 annual meeting. Dubbed the "Lollapalooza for Investors," Warren and longtime partner, Charlie Munger were in rare form. They answered questions for six hours on topics related to the economy, stock market, inflation, global relations, and how to protect your investments in a down market. Frank and Ian deconstruct some of their best soundbites and relate their advice to their businesses.2022-06-0653 min
Let Me Speak To A ManagerWhat Keeps Small Business Owners Up At NightRunning a small business is an emotional roller coaster. You can have the worst morning of your career and the best afternoon all on the same day. In this episode, Frank and Ian talk about how they stay sane amidst the chaos.2022-05-301h 05
Let Me Speak To A ManagerBefore You Make That Big DecisionThe human brain makes thousands of daily decisions, most of which have no impact on your long-term success. And when we are faced with a decision that requires deep reflection, we are too often influenced by subconscious bias. Our brain creates a narrative and we are vulnerable to faulty decisions as a result. In this episode, we offer nine questions you can ask yourself to improve the quality of those big decisions.2022-05-021h 17
Let Me Speak To A ManagerHow To Stop Procrastinating (Repost)Are you stuck? Not satisfied with your productivity? Do you have a big idea but can't seem to take the first step? You're not alone. We dive into the psychology of procrastination and list some tangible steps you can take to start moving the needle.2022-04-2548 min
Let Me Speak To A ManagerThe Gambler's FallacyThe gambler's fallacy, also known as the Monte Carlo fallacy, occurs when an individual erroneously believes that a certain random event is less likely or more likely to happen based on the outcome of a previous event or series of events. In this episode, Frank and Ian dissect this cognitive bias that prevents many people from making quality career and investing decisions.2022-04-181h 17
Let Me Speak To A ManagerAlastair MacDonald - Investing In Times Of UncertaintyAlastair J. MacDonald is an international analyst, forecaster, speaker, writer and investment consultant. He is the founder and editor of “The Parallax Report,” a subscription-based market, social and economic forecasting service for individual investors, and institutions. His specialty is identifying the dangers and opportunities in global markets, as driven by social mood. His analysis accurately predicted; the decline in the US dollar (2004), the bursting of the US housing bubble (2004-2005), the global financial crisis (2007), the peak in commodity prices (2008), the collapse of Lehman Brothers (2007), the bottom in US stocks (Spring 2009), the bull market in the US dollar (2011), the second term...2022-04-111h 25
Let Me Speak To A ManagerHow To Profit From InflationNews of inflation is dominating the headlines for the first time in decades. But what does it mean to an investor? In this episode, Frank and Ian talk about how rising prices influence their investing decisions. Disclaimer: Frank and Ian are only stating opinions and personal preferences. Consult with a professional before making any investment decisions.2022-04-0432 min
Let Me Speak To A ManagerHow To Create A New Professional IdentityWhat if you spent twenty years of your career in one field and had to start over from scratch? That is exactly what Nick Clemente is faced with after a distinguished military career that is ending soon. In this episode, we work with Nick on how to approach his second act and share our experiences transitioning from corporate to startups.In this episode:Giving up your identity, or adding to it?The highest return, entry-level positionThe reality of building something new and humble pieAdapting your vocabulary to adjust to a...2022-03-281h 05
Let Me Speak To A ManagerHow To Profit From The "Gig Economy"Did you know that 64% of Millenials have or have had a side hustle in the past 12 months? If you think this is just younger generations, that number is still 58% for Gen X and even 44% for Baby Boomers. The "Gig Economy" is defined by the Wall Street Journal as "a labor market characterized by the prevalence of short-term contracts or freelance work as opposed to permanent jobs."In this episode, Frank and Ian look at ways to profit from this shift to contract work. We look at side hustles that we've been paid for and...2022-03-211h 11
Let Me Speak To A ManagerHow To Maximize The Value Of A Real Estate InvestmentIn Episode 41, Frank and Ian laid out a plan to raise $4,000,000 in private capital to fund a commercial real estate portfolio. This deal closed in Q3 of 2021 and we talk about the progress made to date in realizing the full revenue potential of the assets.2022-03-1445 min
Let Me Speak To A ManagerHow Do I Manage My Former Peers After Being Promoted?Few transitions are more challenging than managing a group of people who were once your peers. One day, you are grinding it out in the trenches. The next, you are giving them directions. In this episode, we talk about the four types of former peers you will encounter as a new manager. What are the pros and cons of the Advocate, Doubter, Worrier, and the Exposed? 2022-03-0744 min
Let Me Speak To A ManagerCan Managers Have A Bad Day?Managers are always on stage. Like it or not, we model behaviors that others emulate. When we are enthusiastic and positive, our teams follow along. And when leaders disengage, it feels like a rainstorm gathering over the office. In this episode, we break down a particularly bad day for Frank and how he snapped himself out of it. And as a bonus, we dive into a ridiculous example of excess as Frank's frustration drives him to fly private. How did he book the flight? Where did he fly, and just how much does it cost t...2022-02-2150 min
Let Me Speak To A ManagerSurviving A Covid Christmas In MexicoAlone, hungry, tired, sick ... this is an account of one man's journey to stay alive and return home to his family against all odds. Also, it is about the time Ian tested positive for Covid and got stuck by himself in Mexico with no return date in sight.2022-02-0757 min
Let Me Speak To A ManagerShould Top Performers Get "Star Treatment?"In this episode, Frank and Ian debate how to lead superstars in a business. In many companies, 80% of the output comes from 20% of the producers. So should those stars be afforded different perks than their peers? *Ian is clearly the star of this podcast but his selfless willingness to also do all of the grunt work behind the scenes is really what makes the LMSTAM podcast go.2022-01-311h 08
Let Me Speak To A Manager"How Do I Transition From A Technical To A Sales Role?"Frank and Ian coach one of their loyal listeners as he approaches a crossroads in his career. "Milosh" is a quality engineer in France who wants to make the move into sales and marketing. In this fun conversation, we consult Milosh on steps he can take within his company and potentially outside of his company. *If you are interested in our coaching in a similar format, send an email to Ian or Frank and we will consider you for a future episode. We will keep your identity private if you so desire.”2022-01-2442 min
Let Me Speak To A ManagerThe Myth Of "Quitters Never Win"From a young age, we're told that quitting is a form of weakness. We learn to equate quitting with losing. When it pertains to school or sports teams, this might be solid advice. But from a professional standpoint, it holds so many people back. Success is all about focusing relentlessly on a few high-ceiling opportunities. And to figure out where to spend your time, you must first try many things (and leave most of them behind).2022-01-171h 10
Let Me Speak To A ManagerRed Flags To look For When Interviewing For A JobAt some point in your career, you will likely show up to your first day of work and realize that you made a terrible mistake. And you will likely look back at several points in the process when your gut sent off warning signals. This episode looks into hidden "tells" that you should ignore at your own risk.2022-01-1057 min
Let Me Speak To A ManagerHow To Build A Real Estate BusinessCava Companies acquires hundreds of properties annually and holds more than 300 rental units. To run a real estate machine of this magnitude, Frank Cava relies on a team of 50+ employees separated into multiple departments. It is a long way from the two condos in Charlottesville that formed the basis of his company.In this episode, we pull back the curtains and look at how Frank generates leads, evaluates risk, makes acquisitions, and allocates capital.2022-01-031h 09Let Me Speak To A ManagerLessons Learned From Our First Year Of PodcastingWe publish our 65th episode exactly one year after publishing our first. In this episode, we look back on our progress, missteps, processes, lessons learned and set some public goals for 2022.2021-12-1348 minLet Me Speak To A ManagerThe Star Wars Office DraftIf you had to start a company and could take any five Star Wars characters, who would you take? That is exactly what Frank and I set out to do in this fantasy Star Wars draft with a business slant. The ground rules are simple: Any character from the first three Star Wars movies (IV, V, VI) are eligible. How do you pick between a jedi, a wookie, a droid, or a princess? Tune it to find out.2021-12-0653 minLet Me Speak To A ManagerHow Do I Deal With A Chronic Interrupter?"God gave us two ears and one mouth for a reason."~Frank's mom From Psychology Today, "Interrupting implies that you deem your words more worthy than the remainder of what the other person has to say. People will view you as not having the self-discipline to avoid being rude and egotistical." In this episode:The evolution of interrupting and the role of technologyThe reasons why we interruptLack of self-awarenessFear of forgettingDesire to prove expertiseCompetitivenessSocial norms ("Everyone else is doing it.")Tactics to control yourself if you have this pr...2021-11-291h 09Let Me Speak To A ManagerMeeting With GaryVee - Part 2Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company, and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 5 locations. In the late 90s, after identifying “the internet” as a land-grab opportunity, Gary transitioned his father’s local liquor store into one of the first wine e-commerce platforms resulting in growing the family business from $3-60MM in sales during a 5-year period. Gary is considered one of the leading global minds on what’s next in culture, relevance and the inte...2021-11-2459 minLet Me Speak To A ManagerMeeting With GaryVee - Part 1Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company, and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 5 locations. In the late 90s, after identifying “the internet” as a land-grab opportunity, Gary transitioned his father’s local liquor store into one of the first wine e-commerce platforms resulting in growing the family business from $3-60MM in sales during a 5-year period.Gary is considered one of the leading global minds on what’s next in culture, relevance a...2021-11-2245 minLet Me Speak To A ManagerAre We Living In A Bubble Market?We believe the answer is yes. So what can you do about it? Frank and Ian talk about how they are handling their businesses, investments, and decision-making while believing this market is deep into bubble territory.2021-11-1557 minLet Me Speak To A ManagerAre You A Name-Dropper?Frank has been dropping Ian's name for years, hoping to steal some shine from his golden career. But is this an effective tactic when building a career or business? In this episode, we look into the reasons why people do this and how to respond when you come across one.2021-11-0825 minLet Me Speak To A ManagerWhat Does "Gaslighting" Mean?"Gaslighting" is a topic often cited in politics but recently found its way into the mainstream with two high-profile scandals. This got Frank and Ian wondering, just what the hell is "gaslighting" and how pernicious is this problem?2021-11-0421 minLet Me Speak To A ManagerIs Conversational Style Holding Back Your Career?What better way to learn about "mansplaining" than from two guys who do it for a living? What started as a joke led Frank and Ian down a rabbit hole of linguistics, conversational style, gender differences, and some incredible research from Deborah Tannen.In this episode:● Geographic differences and the varying ways we take turns● How our conversational style is developed as youth● The differences in play between boys and girls● Credit-grabbing and promotions● Who speaks in "I" vs. "We"● Should I ask questions in group setting...2021-11-011h 08Let Me Speak To A ManagerPerfectly Acceptable Reasons To Lie At WorkEveryone lies. You might consider yourself saintly but you won't make it through the day without stretching the truth. We look at reasons why you might want to consider something other than absolute candor in the workplace. In this episode:· Does the truth put my job in jeopardy?· Should I take the blame for a teammate?· What if I don't want to socialize with my boss or people in the office?· Lying to protect the feelings of people we care about· Why self-preservation is undefeated· Lyin...2021-10-251h 01Let Me Speak To A ManagerTen Reasons Your Presentation SucksWe waste countless hundreds of hours sitting through boring, sleepy, and hastily-prepared presentations. This episode serves as a warning to would-be public speakers. If we are annoyed by these pitch mistakes, the rest of your audience is also.In this episode:· Stop reading your slides!· Less is more when it comes to public speaking· Short presentations force you to prepare more· Why you must nail the first minute of your speech· Why Adele restarted her performance at the Grammy's· How to leave people with...2021-10-181h 02Let Me Speak To A ManagerWhy Is It So Hard To Change A Losing Culture?Winning begets more winning and losing begets more losing. Inertia sets in with any team, regardless of how many members are changed out. In this short episode, Frank and Ian lament the trajectory of their favorite football teams and relate their woes to any organization on a losing streak.2021-10-1420 minLet Me Speak To A ManagerWhy You Should Create A "Stop Doing List"“People think focus means saying yes to the thing you’ve got to focus on. But that’s not what it means at all. It means saying no to a hundred other good ideas. You have to pick carefully. I’m as proud of the things we haven’t done as the things I have done. Innovation is saying no to 1,000 things.” ~Steve Jobs In this episode:● The secret to success for Warren Buffett and Ted Williams● FOMO is killing your career● Innovation is saying no to 1,000 thin...2021-10-1156 minLet Me Speak To A ManagerDo You Want To Stick It To Your Former Employer?Tom Brady left the New England Patriots after 20 years and six championships. He didn't leave under his terms and tension was bubbling under the surface. His coach, Bill Belichick: "He looked at his options and he made his decision." His owner, Robert Kraft: "If he wanted to be here, we would have put a deal together." Tom Brady: "I made a decision to do something different." On October 3rd, 2021, Tom Brady faced his former organization with his new team, the Tampa Buccaneers. It was...2021-10-0425 minLet Me Speak To A ManagerFive Questions To Ask Yourself When You Are StuckWith most goals, the hardest part can be starting. Regardless of how much progress we make in one area, most of us feel stuck in others. This episode was inspired by a recent blog post by Seth Godin in which he lists five useful questions to help you take action. We look at four major decisions we've been faced with recently and put the five questions to the test. They hold up well but we felt the need to add a 6th question by the time we finished.2021-09-2755 minLet Me Speak To A ManagerHow To Answer Five Of The Most Common Job Interview QuestionsIn this episode, we look at five of the most common job interview questions. We start by discussing the purpose of each question from a company's perspective. Why are these questions valid and how do they help companies make better hiring decisions? Next, we approach each question from an applicant's perspective. What are the best kind of answers and what should be avoided at all costs?The five interview questions covered in this episode:"Can you tell me a little bit about yourself?""What is your greatest strength?""What is...2021-09-2059 minLet Me Speak To A ManagerThe Art Of War With Special Guests David Neal And Jonathan Clark From The Eighth Mile ConsultingWith special guests David Neal and Jonathan Clark from The Eighth Mile Consulting, we break down Sun Tzu's famous book on strategy and leadership. Given that paintball is as close to combat as Frank and Ian have come, we brought in heavy hitters for this episode. In this episode:· "It's not about a fair fight, it's about winning."· Why picking your battles is everything in business and war· Lessons from Afghanistan for small companies· Why context matters when evaluating risk· Why do companies w...2021-09-131h 56Let Me Speak To A Manager"The Peter Principle" - Have You Hit Your Ceiling?"The Peter Principle" is a book written by Dr. Laurence Peter in 1968. It was written as satire but contained enough truth that it touched a nerve with employees around the world. Today, the concepts in this book are accepted as a harsh reality. The Peter Principle observes that employees rise up through a firm's hierarchy through promotion until they reach a level of respective incompetence. As a result, every position in a given hierarchy will eventually be filled by employees who are incompetent to fulfill their job duties. Clearly, Frank and Ian are proof of t...2021-09-061h 17Let Me Speak To A ManagerHow To Use Industrial Property To Replace Your SalaryIn 2017, Ian worked long hours, traveled constantly, and no longer found his work interesting. But like most executives, he was locked in with golden handcuffs in the form of stock options. In this episode, we talk about how Ian decided to leave and replaced his salary and bonus with several industrial properties that require only a few hours of annual work.In this episode:When the only thing keeping you at a company is moneyResisting the temptation to spend and letting your money growGiving up "more" and being happy with "enough"Where Ian...2021-08-231h 30Let Me Speak To A ManagerIs Loyalty Hurting Your Career?Webster's dictionary defines loyalty as "a strong feeling of support or allegiance." Most people see loyalty the same when it comes to family, friendships, and relationships. But does loyalty have any purpose in business? Here we look at the pros and cons of demonstrating loyalty to a company. In this episode:· News flash: Your company will survive without you· Dealing with a toxic manager while feeling loyal to your team· Dealing with a toxic environment while feeling loyal to your manager· Explaining a perceived lack of loyalty in job in...2021-08-161h 28Let Me Speak To A ManagerWhy Your Customer Service Sucks (And What You Can Do About It)Does your company treat you like trash? In this episode, Frank and Ian dig into the underlying reasons for the miserable state of customer service. From unhappy employees to an overreliance on outsourcing and technology, we discuss steps any business can take to become more customer-centric (and thus, more profitable).2021-07-261h 13Let Me Speak To A ManagerTen Things That Irritate Your ManagerAre you an annoying employee? Does your boss wince when she opens your emails? Does your mere presence make your manager think about nails scratching on a chalkboard? In this episode, Frank and Ian grumble about people who annoy them to no end. Brace yourself for a lot of "Get off my lawn!"2021-07-191h 03Let Me Speak To A ManagerIan's Meeting With Shaquille O'Neal - Part 2This episode kicks off as Shaquille O'Neal walks into the lounge of Four Seasons to meet with Ian and his friend David. Frank interviews Ian as he shares every detail of this two-hour business encounter with the Hall of Fame legend. In this episode:● "Don't stare."● Preparing to make a great first impression● A little luck never hurts● Anticipating every contingency● Knowing when to close, and doing it right"It's not personal, strictly business."2021-07-1252 minLet Me Speak To A ManagerIan's Meeting With Shaquille O'Neal - Part 1In this episode, Ian shares his story of landing a meeting with legendary basketball star, Shaquille O’Neal. Both literally and figuratively, this meeting with Shaq was among the biggest of Ian’s career. Ian made Frank wait until recording to hear the details of the meeting, which makes this episode even more fun. In this episode: What is Ian working on that could lead to this encounter? Why choose Shaq as a potential partner? How to prepare for a meeting that could change your life The importance of taking big swing...2021-07-051h 00Let Me Speak To A ManagerRaising $4,000,000 in 60 DaysFresh off a successful $10M real estate syndication that delivered a 30% return to investors, Frank and Ian are at it again. In this episode, we talk through the details of a real estate deal that will require a private capital raise of $4M+ in a short window. This episode was recorded before Frank and I negotiated terms so you can hear us working out the details as we go. We pull back the curtain and share the details of a large real estate deal. In this episode:The difference between a r...2021-06-281h 08Let Me Speak To A ManagerOur Top 5 Favorite "Sales Movies"Get your popcorn and buckle up. Frank and Ian are going back to the movies! This time, we talk about the five movies that had the biggest impacts on our sales careers.In this episode:Likable people tend to win in salesHow to “act as if”Why you won’t get a second chance when it comes to trustThere are those who sell and those who make excusesLead with the most contentious point in any meeting2021-06-211h 07Let Me Speak To A ManagerIs Radical Candor Effective?How honest can you really be in business? We all lie, at least a little. If for no other reason than to protect people's feelings. In this episode, we talk about the concept in two classic books on this topic and debate the merits of how just how "radical" candor really is. In this episode:● "If you always tell the truth, you never have to remember what you said."● Honest feedback might hurt, but it typically leads to positive change● Great coaches understand the difference between skill and talent2021-06-141h 07Let Me Speak To A ManagerHow To Change Anyone's MindCan we change anyone's mind? Regardless of your occupation, persuading someone to your line of thinking can be incredibly helpful. We dig into the science of persuasion and look at techniques that have worked (and failed) for us in the past.In this episode:Helping customers change their mind after they said noGetting an executive to approve your idea by convincing them it was theirsLetting someone fail their way into changing their mindThe role of resilience in persuasionThe assumptive closeGiving up control to a stubborn personUsing praise with a narcissist2021-06-0758 min
Let Me Speak To A ManagerJeff Paxson - From College Dropout To Indiana's #1 RealtorJeff Paxson is the owner of Jeff Paxson Real Estate, a team that led Indiana in sales volume from the years 2014 to 2018. A maverick who built his career going against conventional wisdom and twice making all-in bets on himself. For anyone interested in stepping away from corporate life and building something of their own, Jeff shares his path. Jeff Paxson Accolades:Based on sales, Jeff Paxson has been named Wall Street Journal’s Real Trends Top 1000 Realtors aka“The Thousand”Annually top 5 Realtor...2021-05-311h 10Let Me Speak To A ManagerA Message To Garcia"A Message to Garcia" is an article written by Elbery Hubbard in 1899 that is still heavily referenced in the military and private sector today. It is a story of a lieutenant tasked with a seemingly impossible mission who carried out his orders with no guidance. The story became a rallying cry for military leaders and corporate executives alike. Frank and Ian dive into the facts and myths about this article, and how the lessons might still apply today.Also in this episode:What it means if a manager tells you to "get the...2021-05-241h 07Let Me Speak To A ManagerThe Limelight EffectLocus of control is the degree to which people believe that they, as opposed to external forces (beyond their influence), have control over the outcome of events in their lives. The concept was developed by Julian B. Rotter in 1954, and has since become an aspect of personality psychology. A person's "locus" (plural "loci", Latin for "place" or "location") is conceptualized as internal (a belief that one can control one's own life) or external (a belief that life is controlled by outside factors which the person cannot influence, or that chance or fate controls their lives). George Costanza of Seinfeld fame i...2021-05-171h 12Let Me Speak To A ManagerIs Humor A Business Skill?"So you're saying I'm a clown? I make you laugh. I'm here to amuse you?"~Tommy DeVito, GoodfellasWhy don't more people list "sense of humor" as one of their strengths on a resume? In our opinion, managers and employees who could make people laugh were also some of the most successful. In this episode, Frank and Ian look at the benefits of humor in the workplace.In this episode:Using humor to differentiate yourself in a crowded fieldThe difference between a fun...2021-05-101h 17Let Me Speak To A ManagerBusiness Lessons From The NFL DraftFrank and Ian gave up on the Detroit Lions or Miami Dolphins winning a Super Bowl long ago. Instead, we revel in the pomp and circumstance of the NFL Draft, when hope springs eternal and our teams make highly questionable decisions on personnel. In this episode, we break down our top lessons from decades of watching this bloated spectacle that has done little to change the fortune of our favorite football teams.In this episode:Why game film mattersLooks can be deceiving when hiringHow Bill Polian looked at character flawsPedigree is important, but...2021-04-281h 18Let Me Speak To A ManagerThe Peak-End TheoryThe peak–end theory is a cognitive bias that impacts how people remember past events. Intense positive or negative moments (the “peaks”) and the final moments of an experience (the “end”) are heavily weighted in our mental calculus. In this episode, we look at how this psychological bias impacts our careers and how companies can use the rule to attract and retain more customers. In this episode:What's more important: a good first impression or last impression?What a colonoscopy can teach us about delighting customersPrimacy bias and premium pricingWhat do we really remember about work...2021-04-261h 06Let Me Speak To A ManagerDo You Experience Life With A Sense Of Urgency?How much time do we have left? In this episode, we break down the second half of our lives by looking at how many of our favorite experiences we have left. How many more times will we watch a Super Bowl? How many more fantasy football seasons? How many more times will Ian eat pizza at Lombardi’s in NYC? Frank and Ian use this exercise to dissect how they are spending their time more deliberately.In this episode: Why people tend to overestimate how much time they have left How...2021-04-191h 10Let Me Speak To A ManagerDo You Maximize Or Satisfice?People tend to fall into two categories as decision-makers. The first group is maximizers, those who strive to make choices that will return the maximum benefit. Then there are the satisficers (made-up word blending satisfy and suffice), those whose choices are determined by more modest criteria and nothing more. In this episode, we look at both approaches' ramifications and reflect on critical decisions we've made in our own careers.In this episode:“The Paradox of Choice”Why maximizers struggle to enjoy the journeyParalysis by analysisWhat type of questions do you ask yourself when maki...2021-04-121h 10Let Me Speak To A ManagerHow Stepping Back (Or Even Down) Can Be Good For Your CareerCareers are not linear. We might feel societal pressure to make every move based on real or perceived progress, but is that realistic or even rational? In this episode, we look at multiple scenarios where taking a step back or down is the best move for your long-term career. Frank and Ian discuss the times when they made non-obvious decisions that set up much bigger moves down the road. In this episode:· What if your industry is changing/shrinking?· How to spot a rocket ship and when to jump on one...2021-04-0554 minLet Me Speak To A ManagerAnatomy Of A $10M Deal (Part 2)In this two-part episode, Frank Cava and Ian Mathews break down every detail from a $10M real estate project involving 75 single-family homes in Richmond. This is our first podcast episode where we film together in the same room, using Frank's paparazzi film crew and editors. We share every granular detail of how we identified, negotiated, funded, executed, and celebrated a deal that was incredibly profitable to us and the investors who helped us fund the deal. In this episode:· The power of patience when working in real estate· Pigs get fat, hogs...2021-03-311h 30Let Me Speak To A ManagerAnatomy Of A $10M Deal (Part 1)In this two-part episode, Frank Cava and Ian Mathews break down every detail from a $10M real estate project involving 75 single-family homes in Richmond. This is our first podcast episode where we film together in the same room, using Frank's paparazzi film crew and editors. We share every granular detail of how we identified, negotiated, funded, executed, and celebrated a deal that was incredibly profitable to us and the investors who helped us fund the deal. In this episode:The power of persistence and follow-up to find great deals2021-03-291h 30Let Me Speak To A ManagerYoni Katz - Business Lessons From A 12-Year-Old HustlerWe're breaking tradition and interviewing our very first guest! Given the meager budget for this fledgling operation, we searched for a future star that we could afford today. Yoni Katz is a 12-year-old entrepreneur and a big fan of our podcast. He is starting several businesses and wanted to get our insight. Little did we know that Yoni would teach and inspire us more than we could help him! In this episode:· Building a personal brand at any age· How to price your first products/services· Small b...2021-03-2249 minLet Me Speak To A Manager"The Everything Store - Jeff Bezos And The Age Of Amazon" - Part 2We continue to follow the meteoric rise of Jeff Bezos and his growing juggernaut of a company. This second part of our series starts with Barnes & Noble threatening to crush Bezos if he doesn't sell out. Like most decisions Bezos makes throughout his career, he calmly rejects that offer and doubles down on his belief that Amazon can change the landscape of American business. From tech startup to the largest company in the world, we dive into the growing pains and changes Amazon needed to make with people and strategy to create a business that changed the world.2021-03-171h 18Let Me Speak To A Manager"The Everything Store - Jeff Bezos And The Age of Amazon" - Part 1We’re suckers for a good “rags to riches” origin story of a scrappy founder stepping out into the abyss. What makes the story of Jeff Bezos and Amazon so intriguing is how comfortable Bezos had it when he went all-in on this company. In this first part of two episodes, Frank and Ian work through the early days of Amazon and find dozens of parallel lessons for any ambitious person looking to build a career.“The Everything Store” is a fascinating look into an American business icon and we break down every juicy bit in thi...2021-03-151h 36Let Me Speak To A Manager"The 10,000-Hour Rule"Frank recalls the story of Owen Meany, a character in a book he read as a young man that somewhat imperfectly explains how hidden talents emerge when you least suspect them. In this episode, we talk about the importance of practice and repetition to master any skill professionally or personally. In this episode:· Past behaviors are an accurate predictor of future performance· Skills translate across industries and from company to company· Go where a company values (and pays) for your specific skillsets· Your performance certainly won't speak for itsel...2021-03-081h 06Let Me Speak To A ManagerDangerous Career Advice"No enemy is worse than bad advice."~Sophocles In a culture where anyone can publish anything with no more experience than an internet connection, certain platitudes are taken as gospel. With thousands of "life coaches" posting advice, the same tired advice gets repurposed ad nauseam. In this episode, Frank Cava and Ian Mathews take a contrarian stance on some commonly accepted wisdom.In this episode:· Maybe you shouldn't "follow your passion"· Hard work alone has a ceiling· Translating what a manager really means w...2021-03-011h 14
Let Me Speak To A ManagerBetter Career Inspiration: Hip Hop or Country? Frank and Ian Settle a ScoreWhen you need to be productive, what type of music does it for you?Ian bangs out hip hop while Frankie hee-haws along to the banjo. This argument has gone nowhere for years but that all changes with this episode!Your fearless co-hosts each pick five of their favorite songs for career inspiration. Two men enter this podcast, but only one emerges victorious. Follow along as they break down classics from Biggie, Charlie Daniels, Tupac, and Alan Jackson, pulling career lessons from classic lyrics.2021-02-221h 19Let Me Speak To A ManagerIs Ego Really The Enemy? "Our ego is our silent partner--too often with a controlling interest."~Cullen HightowerThe mere mention of the word ego conjures images of self-loving, selfish maniacs who would stop at nothing to bolster their own self-image. Here we make the clear distinction between ego, a person's self-esteem, and an egotist, a person wholly consumer with self-importance. Without the ego, there would be no success. What would drive us to fight through resistance, to risk failure, to persevere? We look at how a person can use their ego aspirationally without letting success get t...2021-02-171h 11Let Me Speak To A ManagerThe Ramifications Of Putting Results Ahead Of CultureThe coach of an NFL football team hired a strength and conditioning coach, and all hell broke loose. Frank Cava and Ian Mathews break down how this questionable decision went horribly wrong and play Monday morning quarterback on what the Jacksonville Jaguars and head coach Urban Meyer could have done differently.2021-02-1545 minLet Me Speak To A ManagerBusiness Lessons From "The Godfather" (Part 3 of 3)"Fredo, you're my brother, and I love you. But don't ever take sides with anyone against the Family again. Ever."~Michael Corleone This is the climactic conclusion of our leadership series on the most famous crime family in cinematic history. We bring this trilogy home in style, all the way up to Michael's big finish during the baptism. In this episode:· The cold truth about getting a new manager· Only fools (like Moe Greene) get emotional when negotiating· Has your mentor been through enough b...2021-02-1045 minLet Me Speak To A ManagerBusiness Lessons From "The Godfather" (Part 2 of 3)"I don't like violence, Tom. I'm a businessman. Blood is a big expense."~SollozzoAct II of our homage to an all-time classic is filled with drama, suspense, and succession planning! Frank and Ian continue to pull lessons from the Corleone family business in Part 2 of our podcast trilogy.In this episode:How to reject someone with dignity like Don Corleone"Leave the gun, take the cannoli" and "Happy wife, happy life" go hand in hand"It's not personal, it's strictly business" ... but is it?Great...2021-02-0843 minLet Me Speak To A Manager"This time it's different!" | Making sense of the GameStop stock market madnessWe dig into the mania behind the Reddit mob fighting against Wall Street short-sellers and compare it to other bubbles and manias. In particular, we see a close connection with the dotcom bubble and real estate crash of 2007.2021-02-031h 00Let Me Speak To A ManagerBusiness Lessons From "The Godfather" (Part 1 of 3)“Leave the gun, take the cannoli.” ~Clemenza It would be fair to assume that Frank Cava and Ian Mathews started a podcast just for episodes like this. While most see The Godfather as a gangster movie, Frank and Ian see a masterclass in business. In true Godfather fashion, they recorded so much content that they needed to break this episode into a three-part trilogy that Francis Ford Coppola would be proud of. In this episode, they discuss key concepts, such as asking for favors, the only thing a manager wants to hear when they delegate someth...2021-02-0155 minLet Me Speak To A Manager"Is It Time To Leave My Job?""If I go there will be troubleIf I stay it will be doubleSo you gotta let me knowShould I stay or should I go?"~The ClashIt's that time of year when people get the itch to find a new company. Frank and I take an objective look at the biggest of career decisions.In this episode, we cover:Why January is "quitting season"Everyone can be replacedHow you are only one regime change away from being...2021-01-271h 07Let Me Speak To A ManagerIs Tough Coaching Still Effective?“If you are afraid of confrontation, you are not going to do very well.”—Bill Parcells, Hall of Fame football coachThink of any mentor you've had in your entire life. Whether it was a parent, teacher, coach, or manager, they probably had a special way of getting under your skin. They coached hard, not mean-spirited, but demanding in a way that convinced you to raise your personal standards. Tough coaching gets a bad rap today, but Ian Mathews and Frank Cava make a case for a style that got the most out of us:A...2021-01-2154 minLet Me Speak To A ManagerWorking With Bad Apples“The world is so beautiful, but alas! There are so many assholes.”― M.F. MoonzajerYou won't get through your career without working with some truly terrible people. How they get into organizations is a topic for another episode, but in this episode, we dive into their impact on team dynamics, how to survive working beside them, and what to do if you are their manager.Also in this episode:How to deal with a bully at workYour responsibility when you become the manager of a bad appleHow bullies and jer...2021-01-1851 min
Let Me Speak To A ManagerWhat Warren Buffett Taught Us About BusinessIn this episode, Frank and Ian can hardly contain their man-crush for legendary investor and CEO, Warren Buffett. Only the truly dedicated will invest $5,000 and an entire weekend in Omaha to listen to Warren opine for six hours at the "Woodstock for investors." We talk about the day we spent at the Berkshire Hathaway annual meeting and all of the other lessons we've learned from our hero.In this episode:Ian gets shamed by a sweet, but very rich, old lady in OmahaHow your earliest jobs can form who you become in your...2021-01-131h 13
Let Me Speak To A ManagerHow To Overcome Career Regrets And Move OnAre you too hard on yourself? Do you spend too much time fretting over the past? You're not alone. In this episode, we talk about how top performers tend to be overly critical of themselves. This drive leads to incredible results but also contributes to a regular feeling of emptiness. We talk about how to cut yourself a break and celebrate more small wins, rather than lamenting big losses. We also dive into how to lead high achievers who are much too hard on themselves.In this episode:How to help top performers...2021-01-071h 00
Let Me Speak To A ManagerChanging Your Life Through Small HabitsDo you struggle to set and hit goals consistently? Are you putting off something important because you can't get started? You're not alone. One study found that 92% of people surveyed failed to live up to a New Year's resolution. We talk about the psychology behind goals and the power of creating simple, achievable habits instead.In this episode, we cover:- How to start with one simple daily habit- Why goals aren't real until you share them with others- Goals and written goals are two different...2021-01-041h 01
Let Me Speak To A ManagerAdvice That Changed The Course Of Our CareersWe might have started with nothing, but we do not consider ourselves "self-made men." We've been blessed with incredible role models, mentors, and diverse sets of leaders. We've learned as much from the advice we took as much as the advice we passed on. In this episode, we talk about the advice that truly changed our lives and offer our thoughts on how to interpret and act on the advice in your career.Also in this episode:The advice you don't take can be just as powerful as that which...2020-12-311h 04
Let Me Speak To A ManagerHow To Ask Your Manager For A Pay RaiseDo you feel as if you are underpaid? Frank and Ian talk about the best approaches to use with your company. We have been approached countless times for more money. We believe that timing, delivery, and judgment play a major role in how successful you will be. In this episode:How to tell if the market has moved and your pay has notHow to tell if you are underpaidHow large discrepancies in pay happen in companiesAre you producing enough to justify more money?Why timing is everything when it comes...2020-12-2851 min
Let Me Speak To A ManagerIf Businesses Were Run Like Fantasy Football Teams
Frank and Ian compare their floundering fantasy football team management to the world of business. Fortunately for Frank, he is much better at execution with his business than he is with his fantasy roster.
Topics in this podcast:
How to narrow down a funnel of candidates when hiring How to hire slow and fire fastWhy context matters when evaluating a candidate’s accomplishmentsHow to become a great storyteller in an interview (important for both the candidate and interviewer alike)What it is like to work for a company that cuts th...2020-12-231h 02
Let Me Speak To A ManagerHiring Mistakes We Made As New Managers
Over the past 25 years, Frank and Ian have hired hundreds of people. Some were exceptional while others were spectacularly terrible. In this podcast, we break down our hiring miscues in hopes that you might avoid some of our pain.
Your best employees won’t necessarily be your best friendsHow the “Just Like Me Bias” leads to poor hiringFighting your first impression which rarely translates to a good hiring decisionIs there any value in being known as a “tough interviewer?”Two parties need to make a decision in an interview. Act as if you are being eval...2020-12-211h 06
Let Me Speak To A ManagerThe Advice Frank Would Give Himself In 2010
Frank Cava runs a vastly profitable and growing real estate business. But when he left a cushy executive job in 2010, he had an old truck, a couple of townhome rentals in Charlottesville, and plenty of free time. In this episode, we explore what Frank might have done differently when starting his business, based on what he knows today.
Frank’s first advice for startup founders – Find somewhere to go every day and get out of your houseSet up regular business expenses to motivate you to find revenueDon’t discount your experiences just because they happen...2020-12-161h 08
Let Me Speak To A ManagerWhy am I procrastinating?
A theme that Frank and Ian notice in successful people is a propensity for action. Rather than tinkering forever on the creative process, they get to a 70% solution and test. Seth Godin calls this endless tinkering loop a “failure to ship.” In this podcast, we explore the psychology behind procrastination and talk through the real-world ramifications and rewards of mastering this problem.
Great music albums are rarely over-produced and neither are careersColin Powell’s “40/70” rule The importance of simple rules – “Is it built in wood or brick?”The most important factor before investing in a startupStop st...2020-12-1447 min
Let Me Speak To A ManagerThings Managers Don’t Say Often Enough
We started with a podcast about “dumb things we’ve said as managers,” but quickly realized the content would fill an entire season. So we went with an equally important topic about the things we weren’t confident or perceptually aware enough to say as young managers.
Why new managers try to hide problems from their bossThe stigma behind saying “I don’t know” as a managerThe difference between a receptive and a proactive managerWhy all new managers struggle with delegatingHow a manager should think about their time in terms of paygradeDon’t fixate on numbers, conc...2020-12-0959 min
Let Me Speak To A ManagerAre You Self-Handicapping?
In this show, we use an example of Ian’s horrendously bad golf game to illustrate a common problem people face in their careers. Self–handicapping is a cognitive strategy by which people avoid effort in the hopes of keeping potential failure from hurting self-esteem.
You can’t change if you won’t admit that you are unhappyAre you self-handicapping or just controlling the narrative?Your network can’t help you if you are not honest about what you wantWhy people say silly things like “Money doesn’t buy happiness.”Do you spend time around people who...2020-12-0758 min