Kelly Kennedy started his company, Capital Business Development, five years ago, and he hasn’t stopped since. As an expert in business development, he has the itch to talk about it—like so many of us podcasters, he started his own, the Business Development Podcast.

What is business development, though? Kelly says that it strategically brings in new revenue to your business by first focusing on the right opportunities. As he explains, it’s not the same as sales, which includes closing. It’s that valuable relationship building that comes before the sale.

In this episode, we also touch on getting ghosted. As small business owners and entrepreneurs chasing growth, we’ve all been there. Kelly says it’s all about the conversations with the right people - that, and follow-up, is what will open those opportunity doors.

Kelly goes over the art of the LinkedIn request. First, identify the industry, then connect with the right people. After that, keep up the consistency of your connection requests. Connection is the name of the game for online growth.

Kelly is also a coach and started his own program, which, through some incredible connections, became what’s called the Catalyst Club. As he and I both know, leadership is lonely, and we welcome any space where leaders can help leaders.

There are so many golden nuggets in this episode – two that Kelly drives home are to manage your time and do a critical once-a-week follow-up with connections. Business owners, you won’t want to miss this incredible episode.

Connect with Kelly here:

Website: kellykennedyofficial.com
Business: capitalbd.ca
LinkedIn: linkedin.com/in/kellykennedyofficial
Podcast: businessdevelopmentpodcast.ca

Be my guest at the ONtrepreneur Inner Circle group. If you’re feeling lonely, like the decisions you make feel heavy, a community of your peers can help you break through your challenges. Get practical tools, accountability, honest dialogue, and more: https://marshallstern.net/page/ontrepreneur-inner-circle

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I’ve seen business owners throwing a lot of money at their marketing. But when prospects come to their door, their systems aren’t there. The experience doesn’t measure up to what was advertised.

So how can we wow our customers SO much that they come back over and over again?

The people and systems that create the experience hold so much weight. If you’re pushing out marketing without the processes or customer service, you’re throwing your money away. Not only that, your revenue just won’t increase, your business won’t grow, and you’ll stay stuck.

My daughter and I recently had a “wow” experience at a Hilton Garden Inn in Edmonton. She had jaw surgery, and her healing involved applying ice to her face 8 times a day. No freezer in the room, so I was constantly switching out ice packs (you’re never done being a dad.) I ended up apologizing to the front-end staff each time, thinking I was putting them out.

But at one point, something switched. The front-end staff really showed concern. They asked how she was doing. The restaurant team adapted their menu for her. They showed that they truly cared.

I want to give them a shoutout because the way we were treated, with such incredible care and concern, was such a “wow.” It was a memorable experience because of that care.

I want to ask, are we doing that with our own clients? Do we really care about them? Are we showing them empathy when we need to? After this episode, I encourage you to go back and listen to these episodes. They go more into what I’ve talked about today, including what not to do:

Ep. 2 The Stern Truth: Why Marketing Can Fail You: https://www.buzzsprout.com/2453923/episodes/16770813

Ep. 14 The Stern Truth: Business & Life Lessons from a Lifeguard: https://www.buzzsprout.com/2453923/episodes/17197255

Ep. 34 The Stern Truth: Are You Making It Easy for Your Clients to Do Business With You?: https://www.buzzsprout.com/2453923/episodes/17784578

My question to you is, are you and your team showing up once you have your client? Are you wowing them or caring for them? The most powerful marketing that you can have is your exceptional customer service.

The ONtrepreneur Inner Circle is a group that gives you mentorship, coaching, accountability, and encouragement to step up your game. Achieve your goals this year with the support you deserve: https://marshallstern.net/landing/innercircle

Subscribe to The Stern Truth Business Unfiltered so you never miss an episode and receive a FREE GIFT: http://www.thesterntruth.com/

Join my Business Inner Circle Community for free here: https://www.facebook.com/groups/thebusinessinnercirclegroup

Book your complimentary business blindspot assessment with me here: https://attractwell.com/MarshallStern/landing/breakthrough-session

I encourage you to reach out with feedback, topic suggestions, and share your own entrepreneurial challenges.

Get in touch in the comments or head to...
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Email: marshall@marshallstern.net

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It’s been a while since our last Business Therapy Thursday session, but we’re back. Our guest on this episode is Hanan Alameh, who’s looking for guidance on where to take her business next and the steps to do it.

Hanan has a luxury charcuterie board business she runs in Ottawa called Pretty Eats by Hanan. And she knows exactly where she wants to go—by the spring of 2028, she wants to have her own location, a café, while still catering.

I kick off our conversation by reminding Hanan that she actually knows more about business than she thinks. Pretty Eats also had its one-year anniversary, so it’s an ideal team for Hanan to be here and get the guidance she needs for her business.

As we go deeper into our session, Hanan reveals even MORE goals, like eventually turning her business into a franchise and writing a book. I love the big goals and vision Hanan has. And this is exactly the type of passion great business owners have, where they fall in love with the goals. But growth happens when you fall in love with the process.

Hanan opens up about how fear has held her back throughout her life and how, at 42 years old, she's finally ready to pursue her entrepreneurial dreams without a backup plan. We tackle the concept of "doing it scared" and taking action despite fear, but not recklessly.

One of the biggest challenges we uncover is Hanan's perfectionism. She's detail-oriented and creative, but she admits that hiring employees terrifies her because she feels like "an artist letting someone else draw a painting. " I help to explain the critical difference between perfectionism and having high-quality standards.

If you're an entrepreneur struggling with fear, perfectionism, or feeling like you're not good enough, here's something I told Hanan that might resonate with you: the business will grow as much as you grow.

See more about Hanan’s Ottawa and area business here:
Facebook: facebook.com/prettyeatsbyhanan
Instagram: @prettyeatsbyhanan

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Book your complimentary business blindspot assessment with me here: https://attractwell.com/MarshallStern/landing/breakthrough-session

I encourage you to reach out with feedback, topic suggestions, and share your own entrepreneurial challenges.

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I sit down with Doug C. Brown of CEO Sales Strategies in this episode. He and I talk about how to increase your revenue and increase the growth trajectory of your business.

He first started his business journey when he was a kid working with his dad. That turned into working for a company owned by Tony Robbins. During his time there, Doug was able to do something amazing – look at the numbers, see where money was hiding, and free it up to make the company grow from $9 million-$27 million in just 18 months

Doug breaks down the power of finding hidden revenue with his own example, simply changing the sales script, the company dropped their refund rate to less than 1% within 48 hours. That’s something that ads and marketing just can’t do.

We dive into one of Doug's many golden nuggets, speed to contact. He emphasizes that waiting even five minutes to respond to a lead versus one minute can drop your conversion rate significantly. Take the lead and show your prospect that you're a real person who cares. Start to build that trust from the first interaction.

Doug also tackles follow-up strategy, which is something so many small business owners struggle with. And the golden nugget on follow-up frequency: it's only creepy when it's not value-laden.

Doug shares something from a mentor that is a great golden nugget – “Whatever you try in life will take 2-3 times longer and cost two to three times more than you think.” But if you have someone helping you be more effective and efficient, it might only take 1-2 times what you thought. And it’s exactly why you need outside perspectives on your business, whether it's a coach, mentor, a group, or someone like Doug, who finds those hidden revenues.

Grab a pad of paper and a pen (I know I say that all the time) because the golden nuggets in here are so incredible. I hope you enjoy this episode as much as I do.

Connect with Doug here:
www.ceosalesstrategies.com
doug@ceosalesstrategies.com
www.linkedin.com/in/dougbrown123

The ONtrepreneur Inner Circle is launching soon. If you need mentorship, coaching, accountability, and encouragement to step up your game and achieve your goals, check out the program: https://marshallstern.net/landing/innercircle

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Book your complimentary business blindspot assessment with me here: https://attractwell.com/MarshallStern/landing/breakthrough-session

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Audree McIvor went from running a cannabis store to owning a counselling clinic. And this isn’t her first time around the business block - this is her third business, so she has a lot of golden nuggets to share.

She’s quite comfortable with being active, moving from industry to industry (maybe it’s the mom in her). Audree even works part-time at another clinic to make sure she’s growing and learning to make her practice even better.

One business mantra that she understands well is that you will fail but accepting that failure is a big piece of growth. Some people get comfortable being comfortable but that’s where the learning, the growth stops. Failing is part of the growth mindset, whether we like it or not.

We also get into coming out of your “safety bubble” and how to, essentially, fail forward. That risk that you take, whether it’s a business or a relationship or whatever it is, is a challenge, and Audree emphasizes that it takes patience to sit with that discomfort.

Be realistic about what you want and take time to plan your goals. That planning is an investment in your future self. Have a network to support you for WHEN you fail. These are just a few of the golden nuggets Audree gave us this episode and they are truly golden.

Sometimes, failure is the only option because you step outside of your comfort zone. But let me ask you this - what if you fail forward?

Connect with Audree here:

Website: www.momentouscounselling.ca

Email: audree@momentouscounselling.ca

The ONtrepreneur Inner Circle is launching shortly. If you need mentorship, coaching, accountability, and encouragement to step up your game and achieve your goals, check out the program here: https://marshallstern.net/landing/innercircle

Subscribe to The Stern Truth Business Unfiltered so you never miss an episode and receive a FREE GIFT: http://www.thesterntruth.com/

Join my Business Inner Circle Community for free here: https://www.facebook.com/groups/thebusinessinnercirclegroup

Book your complimentary business blindspot assessment with me here: https://attractwell.com/MarshallStern/landing/breakthrough-session

I encourage you to reach out with feedback, topic suggestions, and share your own entrepreneurial challenges.

Get in touch in the comments or head to...
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What’s next for the new year? You’re probably thinking that every January. I have a suggestion for you that so many business owners don’t utilize.

Would you like to improve your results this year? (You probably do.)

Do you have times when you feel lonely in your business and you’re doing everything yourself? (I bet you are. I know I’ve felt that.)

My suggestion is to have an inner circle. Not a circle of friends or family, but a group of trusted advisors, confidantes who are in the same business-minded boat as you.

It’s not a strategy. It’s not a tool. Simply put, it’s community, and it can make all the difference between staying stagnant in your business and seeing the results you want.

When you join a community of like-minded businesspeople, an inner circle, you know you're around people who really get it. These are the people that are just like you, small business owners and entrepreneurs with goals they’re working towards.

The ONtrepreneur Inner Circle is just that. It’s a new program for a small group of entrepreneurs. With this group, the aim is to create a community that supports each other and keeps one another accountable—we want to step up our game and achieve their goals this year!

I invite you to really open your mind to the possibilities of what that inner circle can do for you and your business and what that can look like. You can’t do everything alone, and, frankly, sometimes, you need that push to get started.

Find out more here if you’re interested in joining the ONtrepreneur Inner Circle: https://marshallstern.net/landing/innercircle

Subscribe to The Stern Truth Business Unfiltered so you never miss an episode and receive a FREE GIFT: http://www.thesterntruth.com/

Join my Business Inner Circle Community for free here: https://www.facebook.com/groups/thebusinessinnercirclegroup

Book your complimentary business blindspot assessment with me here: https://attractwell.com/MarshallStern/landing/breakthrough-session

I encourage you to reach out with feedback, topic suggestions, and share your own entrepreneurial challenges.

Get in touch in the comments or head to...
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Email: marshall@marshallstern.net

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In this unique episode, I sit down with a dynamic duo, Alison and David Setton, who are not just business partners but life partners as well.

For over 10 years, I've watched both of them navigate their entrepreneurial journeys, and now they've joined forces in financial services with an ambitious vision to build an agency of 100 associates.

Alison shares her move from engineering to financial services. Admittedly, she said she wasn’t naturally entrepreneurial. Eventually, she “caught” that fervor from David.

David himself opens up about his struggles with ADHD, feelings of "not being good enough," and how gratitude and meditation have become essential tools for success. David also shared, with raw honesty, the emotional toll of entrepreneurship and how he's learned to get back up quickly after setbacks.

Their golden nuggets are powerful: Alison emphasizes giving first without expecting reciprocation. David's advice? When you get knocked down, take immediate action.

Their different strengths create the perfect and unstoppable balance in the partnership. Alison is analytical and steady; David is visionary and action-oriented. A great match all around.

You’ll find the beautiful messiness of entrepreneurship in this episode, from the self-doubt to different money backgrounds to the power of having someone who believes in you. If you're wondering whether you need a partner in business or just someone to support you, this episode will give you pause for thought.

Connect with David and Alison here:

Email: david@settongroup.ca, alison@settongroup.ca

Website: www.settongroup.ca

We have a new group program for business owners coming in January called the ONtrepreneur Inner Circle. This program includes ongoing masterminding, mentorship, coaching, accountability, and encouragement to step up your game and achieve your goals. If you’re interested, reach out to me at marshall@marshallstern.net.

Subscribe to The Stern Truth Business Unfiltered so you never miss an episode and receive a FREE GIFT: http://www.thesterntruth.com/

Join my Business Inner Circle Community for free here: https://www.facebook.com/groups/thebusinessinnercirclegroup

Book your complimentary business blindspot assessment with me here: https://attractwell.com/MarshallStern/landing/breakthrough-session

I encourage you to reach out with feedback, topic suggestions, and share your own entrepreneurial challenges.

Get in touch in the comments or head to...
Instagram: https://www.instagram.com/marshallstern/
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Email: marshall@marshallstern.net

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Welcome to your year in review! In this episode, I encourage you to look back at the year, see what you achieved, or what you didn’t, and why that happened.

Looking back is the only way that we can move forward. Even if you didn’t have a plan or didn't write down any goals, I want you to reflect on your year. Think about the goals you set out, if you achieved them, and how you did that. Were they measurable results? How did you achieve them?

It may have been the steps you executed. Maybe it was the processes that you implemented. Or maybe it was the accountability, coming back day after day to work tirelessly on that goal.

You might be saying, but Marshall, I didn’t achieve my goals. Then let’s ask a few more questions.

What are you currently doing that feels productive but isn't actually moving your business forward? If you could do one thing over the next 90 days to achieve your goals, what would that be?

Ask yourself what you can commit to on a daily and weekly basis that can create momentum to get you the results you want. Focus on what lights you up, and that commitment, that zone of genius, will come naturally.

We have a new group program for business owners coming in January 2026 called the ONtrepreneur Inner Circle. This program includes ongoing masterminding, mentorship, coaching, accountability, and encouragement to step up your game and achieve your goals. If you’re interested, reach out to me at marshall@marshallstern.net.

Subscribe to The Stern Truth Business Unfiltered so you never miss an episode and receive a FREE GIFT: http://www.thesterntruth.com/

Join my Business Inner Circle Community for free here: https://www.facebook.com/groups/thebusinessinnercirclegroup

Book your complimentary business blindspot assessment with me here: https://attractwell.com/MarshallStern/landing/breakthrough-session

I encourage you to reach out with feedback, topic suggestions, and share your own entrepreneurial challenges.

Get in touch in the comments or head to...
Instagram: https://www.instagram.com/marshallstern/
Facebook: https://www.facebook.com/MarshallDStern
Email: marshall@marshallstern.net