In this episode of the Business Builder's Playbook, host David Bush sits down with Paul Kirch—a former Gallup researcher turned sales leader and creator of the Askology Method—to reveal how asking the right questions can transform your sales conversations and close bigger deals faster.

David and Paul break down why most sales professionals struggle with questioning... and how to fix it. Paul shares his powerful framework of four question types (guiding, investigative, empathy, and instigating) that help you control conversations without being pushy. You'll learn how to avoid deal-killing questions, build trust at lightning speed, and make prospects sell themselves on your solution.

David contributes his own proven questioning strategies—including the "one thing" framework and the "if I could show you a way" technique—that consistently move prospects from curiosity to commitment.

By watching this full episode, you'll discover:

• How to ask questions that accelerate trust instead of sounding like a salesperson

• The four question types that drive bigger deals (and when to use each one)

• How to turn "I'm happy with my current supplier" into your biggest client

• Why being willing to walk away is the secret to winning more business

• How to become a valuable resource instead of just another vendor

• The role-playing strategies that make questioning feel natural and genuine

• How to read body language and emotional cues to know when you're winning

Whether you're a business owner, sales professional, coach, or consultant, this episode gives you a complete playbook for consultative selling that feels authentic, builds relationships, and closes deals.

Find all the show notes and links here: https://www.businessbuildersplaybook.com/Paul-Kirch

In this raw and revealing episode of the Business Builder's Playbook, host David Bush sits down with his friend of 20+ years, Tony Rubleski - professional speaker, 10-time bestselling author, and the creator of the Mind Capture framework.

Tony's launching his most personal book yet: a collection of 50 brutally honest lessons from two decades in the trenches as an entrepreneur, speaker, and author. But this isn't a highlight reel. It's the real story - including the parts most successful people won't admit.

David masterfully guides Tony through the hard questions... drawing out stories and strategies that most hosts would never touch. The result? A conversation that's equal parts inspiration and implementation.

Here's what viewers will learn:

How to overcome the fear of starting something new - Tony breaks down the "Epiphany Threshold" (the emotional G-spot of scroll-stopping hooks) and why most copy fails to hit it

How to identify what's REALLY holding you back - David pushes Tony to reveal his "Pain Matrix" framework for understanding the 10 dimensions of your market's (and your own) deepest struggles

How to break out when you're stuck or overwhelmed - Tony shares his "removal strategy" for getting unstuck, plus the weird grocery store trick he uses to shift his mindset in minutes

How to build resilience after major setbacks - Tony opens up about his gambling addiction, a stalking situation, and how he transformed rock bottom moments into fuel for growth

How to ask for what you want (without being a jerk) - real examples of how Tony's "ask for more" philosophy landed him everything from Chamber ribbon cuttings to Fleetwood Mac autographs to blue chip clients

How language patterns kill your momentum - the one word Tony eliminated from his vocabulary (after a "borderline cult" training) that completely changed his copywriting and communication

How to know when to get help - David and Tony discuss the power of coaches, mentors, and getting out of your own way (even when you think you've got it figured out)

David brings his signature coaching insight to the conversation... challenging Tony's assumptions, reframing his struggles, and pulling wisdom out of stories that could easily stay surface-level. He doesn't just let Tony talk - he digs deeper, asks "why," and connects the dots between Tony's journey and the practical lessons entrepreneurs can use today.

Whether you're stuck in your business, scared to launch something new, or wondering if you should quit... this episode delivers the blueprint for getting back up and winning the race.

No fluff. No fake positivity. Just two decades of hard-won wisdom from someone who's been there... and the coach who knows how to extract the gold.

Find all the show notes and links here: https://www.businessbuildersplaybook.com/Tony-Rubleski

Want to know how to scale your agency WITHOUT sacrificing your life or going broke?

David Bush sits down with his brother Jeff Bush — who went from working solo in a barn (next to his wife's horse) to building a $20 million agency and securing an 8-figure exit.

This isn't theory...

Jeff hired 1,000+ salespeople over his career. Built multiple agencies. And crushed it in a "dying" industry (direct mail) while everyone said it was dead.

Here's what you'll learn:

- How to break through revenue ceilings — The real reasons agencies get stuck at $1M, $3M, $5M+... and the exact shifts needed to punch through.

- The "right list" strategy — Why Jeff spent $10K/month on intelligence to find 2,000 perfect prospects (out of 100,000)... and how it exploded his revenue.

- Delegation secrets — How to stop doing $20/hour work when you're worth $100+ per hour (and why most agency owners sabotage themselves here).

- Premium pricing power — Jeff charged 20% MORE than competitors and still dominated. Learn how to justify premium rates and build unshakeable margins.

- LinkedIn as a revenue machine — How one LinkedIn message led to a $7 million client relationship (and why Jeff went from hating LinkedIn to building a business around it).

- The "Epiphany Threshold" for offers — Why your messaging is probably boring... and how to hit that sweet spot that makes prospects say "tell me more."

- Scaling with AI + automation — Why you DON'T need 20 salespeople anymore to hit 8 figures (and what to do instead).

Plus...

Jeff breaks down his Agency Growth Accelerator program — designed for agency owners ready to SCALE in 2026 with done-with-you support, accountability, and proven systems.

If you're tired of grinding with no growth...

Or you KNOW you should be bigger but can't break through...

This episode is your roadmap.

Hit play. Take notes. And let's build something massive together.

Find all the show notes and links here: https://www.businessbuildersplaybook.com/scaling-agencies

Tired of feeling like your business is one disruption away from disaster?

Mike Richardson spent 23 years obsessing over ONE thing... how to make companies agile enough to turn threats into opportunities.

And in this episode, he's dropping the playbook.

You're gonna learn:

→ Why your meetings probably SUCK (and the one change that fixes them)

→ The "Conversation Flow to Cash Flow" framework that inflects revenue

→ How to future-proof your business when strategic plans expire every 90 days

→ The 13 elements of an Agility Operating System (and which one to start with)

→ Why "only the paranoid survive" is actually GOOD advice (if you do it right)

Mike breaks down the difference between organized chaos and disorganized chaos...

And shows you how to move from "hair on fire" to "holy crap we're actually scaling."

David and Jeff keep it real with stories from the trenches...

Including Jeff's $20M exit after learning to stop babysitting employees and start leading.

This ain't your grandma's leadership podcast.

If you want to build a company that adapts faster than your competitors can blink...

This episode's for you.

Find all the show notes and links here: https://www.businessbuildersplaybook.com/Mike-Richardson

Want to know how to unlock predictable pipeline through strategic partnerships without turning it into another failed "initiative" your sales team ignores?

In this episode, David Bush sits down with Alex Buckles, CEO of Forecastable and 20-year enterprise sales veteran (with two exits under his belt), to break down the exact playbook for building repeatable, forecasted revenue through co-selling motions.

You'll learn:

• Why most partnership programs fail to generate consistent pipeline (and how to fix it)

• The "Co-Sell Door Opener" framework that gets reps actually USING partner plays

• How to identify the right partners and craft high-value offers that buyers would PAY for

• The biggest mistake companies make when building partner playbooks (hint: don't boil the ocean)

• Measurable metrics to track across the three dimensions of co-selling success

• What to do in the next 30 days to start generating partner-driven opportunities

Alex doesn't hold back on the tactical stuff... from interviewing partners to building account lists to getting CFOs involved in partnerships for the first time.

And David keeps it real by pulling out the practical execution steps you can steal and deploy in YOUR business.

If you're tired of cold outbound being your only lever for growth... and you want to tap into the CAC-crushing power of strategic partnerships... this episode is your blueprint.

Hit play. Take notes. Then go build.

Find all the show notes and links here: https://www.businessbuildersplaybook.com/alex-buckles

Most entrepreneurs treat their financials like a horror movie...

They close their eyes and hope the scary parts go away.

Spoiler alert: They don't.

In this episode, David Bush sits down with Alisa McCabe—founder of First Steps Financial and a fractional controller who's saved more businesses than she can count—to break down how to simplify, systemize, and scale your finances WITHOUT needing a PhD in accounting.

You'll learn:

• Why looking at your bank account to "check your finances" is the dumbest thing you can do (and what to do instead)

• The hidden fraud risks that are draining small businesses right now... and how to plug those leaks FAST

• How to automate your invoicing, payroll, and cash flow so you're not stuck doing data entry like it's 1997

• The financial habits that make your business actually SELLABLE (hint: if everything relies on YOU, you're screwed)

• Why profit margins matter more than revenue... and how to figure out where the REAL money is hiding in your business

• The exact first steps Alisa takes with new clients to bring clarity, peace of mind, and fat profit margins

David brings his signature energy and real-talk approach...

Asking the questions YOU'D ask if you weren't afraid of sounding dumb.

(There are no dumb questions here, by the way.)

If you're tired of the financial chaos...

Or you just want to stop avoiding your QuickBooks like it's your crazy ex...

This episode is for you.

Hit play. Take notes. And maybe—just maybe—finally get your financial stuff together in 2026.

Find all the show notes and links here: https://www.businessbuildersplaybook.com/Alisa-McCabe

Sick of being the highest-paid prospector in your own company...

While also playing receptionist, bookkeeper, and tech support?

This episode is your wake-up call.

David Bush sits down with Mary Elaine Baker, founder of VAUSA and master of the "delegate to elevate" philosophy...

And she breaks down exactly how entrepreneurs can stop drowning in $40/hour tasks when their time is worth $150+.

Here's what you'll learn:

• The "Head, Heart, Hands" framework for hiring assistants who actually GET you (not just ones who can follow instructions)

• Why your "I can do it faster myself" excuse is literally bankrupting your future

• The 10-dimension "Pain Matrix" for understanding what tasks are killing your productivity (and your health)

• How to build trust with remote team members in 30 days or less

• The onboarding roadmap that prevents the "I hired someone and they're useless" nightmare

• Why your inbox isn't a to-do list (and what to do about it)

Mary Elaine shares real stories of entrepreneurs who couldn't attend their kid's baseball games...

Or take vacations without their laptop...

Until they learned to delegate strategically.

David brings his 30 years of experience helping leaders scale...

And together they walk you through the exact ROI calculation that'll show you whether you're wasting your genius on busywork.

If you're tired of grinding 60-hour weeks while your business holds you hostage...

This episode shows you the path to freedom.

Hit play. Take notes. Then go hire someone so you can get back to doing what only YOU can do.

Find all the show notes and links here: https://www.businessbuildersplaybook.com/Mary-Elaine-Baker

If you're sick of the feast-or-famine client rollercoaster...

If you're tired of showing up to networking events with a pocket full of business cards and zero actual results...

This episode's gonna flip the script on how you get clients.

David Bush sits down with 40-year business veteran Kevin McCarthy (author of The On-Purpose Person and creator of My Referral Stream) to break down the EXACT system for turning your warm market into a consistent stream of high-quality clients.

Here's what you'll learn:

• Why most consultants and coaches are sitting on a GOLDMINE of untapped referrals (and how to activate them without being "salesy")

• The "Epiphany Threshold" — how to position yourself so people WANT to refer you

• Kevin's DoDo Dialogue method for answering "What do you do?" in a way that actually starts conversations (not kills them)

• The 3-phase system (Design, Build, Act) that can have you seeing results in 30 days or less

• How to price based on VALUE instead of hours (one conversation netted Kevin an $81 million problem... for a $1,200 speaking gig)

• The "wingman strategy" for introverts who hate traditional networking

• Why selling your "tools" instead of the "roof" is costing you clients

Plus David drops some FIRE on creating "wow moments" that turn clients into raving fans...

And why asking for business cards (not giving them) changes everything.

If you want volunteers, not hostages...

If you're ready to stop grinding and start building a referral ENGINE...

Watch the full episode now.

Find all the show notes and links here: https://www.BusinessBuildersPlaybook.com/Kevin-McCarthy