In this special episode, Gresham shares what he’s been doing to generate leads: cold direct messages on LinkedIn using Sales Navigator, a few automation tools (Closely), and follow‑up emails to keep contacts warm.

While he’s begun to see “nibbles” — small bits of traction — he admits to frustration over the limited results. Through reflection he realizes he may have been targeting the wrong audience (B2B instead of the more receptive B2C segment of people facing layoffs or career dissatisfaction) and recognizes the importance of networking and leading with empathy.

Gresh wraps up by acknowledging that success comes from consistently doing the right things over time, not just repeating ineffective tactics. He sees the current outreach as planting seeds that could later grow, and commits to experimenting, learning, and taking the journey one step at a time.

• Blue Star Franchise: bluestarfranchise.com
• Browse the Franchise Inventory: bluestarfranchise.com/franchise
• Is franchising right for you? Check this out to see: bluestarfranchise.com/assessment
• Franchise CEO (A CBNation Site - coming soon) - franchiseceo.co

Check out our CEO Hack Buzz Newsletter–our premium newsletter with hacks and nuggets to level up your organization. Sign up HERE.

I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded. Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

In this episode, we have Rohit Garewal, CEO of Object Edge and a veteran of 30 years solving large‑scale business problems in finance, insurance and retail.

Rohit explains that every for‑profit enterprise is fundamentally trying to maximize either revenue or margin, and that the key to doing so lies in aligning people, processes and technology.

His firm helps customers turn fragmented, legacy data into AI‑ready assets, then builds custom applications that embed AI into core workflows, allowing companies to continuously optimize operations rather than “start‑stop” improvement cycles.

Rohit stresses the rising importance of a “business‑engineer” mindset—high IQ, high EQ, and solid technical chops—to translate strategy into concrete, data‑driven actions.

LinkedIn: rohit-garewal

Website: rohit-garewal

I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: http://cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded.

Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

In this episode, we have Carlo Castelan, founder and managing director of the Navio Group, a consulting firm that helps retail leaders transform their businesses.

Carlo's work centers on partnering with brick‑and‑mortar retailers—often Fortune 1000 brands—looking to shift toward direct‑to‑consumer models or expand into new services, such as health‑care offerings.

Their model emphasizes collaboration: rather than acting as a distant “black box,” They work side‑by‑side with existing teams, lifting operational burdens and helping them think long‑term while maintaining fairness and clear expectations.

Website: thenaviogroup.com

LinkedIn: carloscastelan

Previous Episode: iam388-founder-works-with-retail-leaders-to-transform-their-business

I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: http://cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded.

Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

In this throwback episode, we have John Hill, founder of Adaptive Growth, helps small teams and entrepreneurs use technology and processes to make sales repeatable.

John helps capture the “instinctual” parts of their sales conversations, document them, and embed them into customized CRM workflows. By doing so, he shortens ramp‑up time, eliminates gaps between reps, and creates data‑driven pipelines that can be refined just like digital‑marketing campaigns.

He reinforces these ideas on his “Sales Throwdown” podcast, where he breaks down personality‑type frameworks (e.g., DISC) and stresses the importance of building rapport, using consistent scripts, and continually testing what works.

Website: adaptedgrowth.com

Personal brand/blog: johnsmallmountain.com Podcast: www.salesthrowdown.com Linkedin: johnblanehill

Previous Episode: iam387-founder-helps-small-teams-and-entrepreneurs-make-sales-repeatable

I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: http://cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded.

Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

In this special episode, Gresham uses a vivid analogy involving his newborn son learning to crawl. He describes a recent moment at a restaurant where the baby’s frustration and determination mirrored the challenges he faces as an entrepreneur juggling a newborn, a digital‑marketing business, and the launch of his franchise.

He reflects on the inevitable setbacks—crying, yelling, feeling stretched thin—and emphasizes the importance of patience, honesty, and realistic expectations. By acknowledging that progress will take longer than hoped, he encourages himself (and listeners) to keep taking incremental steps, learn from each attempt, and avoid discouragement.

• Blue Star Franchise: bluestarfranchise.com
• Browse the Franchise Inventory: bluestarfranchise.com/franchise
• Is franchising right for you? Check this out to see: bluestarfranchise.com/assessment
• Franchise CEO (A CBNation Site - coming soon) - franchiseceo.co

Check out our CEO Hack Buzz Newsletter–our premium newsletter with hacks and nuggets to level up your organization. Sign up HERE.

I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded. Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

In this episode, Gresh shifts to the challenges he’s faced in his existing digital‑marketing and franchise‑brokerage businesses. After years of relying heavily on his own involvement, he realized the models had hit a ceiling and required major pivots.

He discusses how his original target market for the brokerage didn’t generate enough traction, prompting him to rethink prospecting strategies—using LinkedIn to focus on people with clear pain points, such as those affected by layoffs, and reshaping the business foundation to become more scalable and less dependent on him alone.

The conversation ends with a personal metaphor: Gresh recounts training for a 10‑mile run and adopting the Galloway run‑walk method to build endurance despite limited time.

He parallels this fitness adjustment with the business pivots he’s making—recognizing when a current approach no longer works, breaking things down to the “studs,” and rebuilding from the ground up.

• Blue Star Franchise: bluestarfranchise.com
• Browse the Franchise Inventory: bluestarfranchise.com/franchise
• Is franchising right for you? Check this out to see: bluestarfranchise.com/assessment
• Franchise CEO (A CBNation Site - coming soon) - franchiseceo.co

Check out our CEO Hack Buzz Newsletter–our premium newsletter with hacks and nuggets to level up your organization. Sign up HERE.

I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded. Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

In this episode, Gresham reflects on the past year of planning, the emotional hurdle of acknowledging the time that has passed, and the excitement of welcoming a potential candidate—identified through LinkedIn—who may become his first deal.

He emphasizes transparency with prospects, encouraging them to voice disinterest openly to avoid ghosting and to keep the pipeline moving efficiently.

The episode highlights several practical insights: the need to target the right audience (shifting from business owners to non‑owners), the importance of addressing objections early, and leveraging data analytics backgrounds when matching candidates to franchise opportunities.

Harkless notes that while progress can feel uncertain—“moving forward or backwards”—the key is constant motion.

• Blue Star Franchise: bluestarfranchise.com
• Browse the Franchise Inventory: bluestarfranchise.com/franchise
• Is franchising right for you? Check this out to see: bluestarfranchise.com/assessment
• Franchise CEO (A CBNation Site - coming soon) - franchiseceo.co

Check out our CEO Hack Buzz Newsletter–our premium newsletter with hacks and nuggets to level up your organization. Sign up HERE.

I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded. Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

In this episode, Gresham opens up about the internal doubts that have slowed his progress over the past two months. He wrestles with the classic “where’s the payoff?” question, balancing paid lead packs against the organic social media tactics that have yielded better results for him.

He also questions the “broad‑stroke” philosophy advocated by some brokers, noting that casting a wide net brings unqualified leads and dilutes focus.

Finally, Gresham commits to a step‑by‑step approach, experimenting with the new domain, building out content, and granting limited access to a partner who can help execute the plan.

He emphasizes the importance of consistency, creativity, and community collaboration, promising regular updates and encouraging listeners who are builders to keep moving forward.

• Blue Star Franchise: bluestarfranchise.com
• Browse the Franchise Inventory: bluestarfranchise.com/franchise
• Is franchising right for you? Check this out to see: bluestarfranchise.com/assessment
• Franchise CEO (A CBNation Site - coming soon) - franchiseceo.co

Check out our CEO Hack Buzz Newsletter–our premium newsletter with hacks and nuggets to level up your organization. Sign up HERE.

I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded. Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!