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While it may seem insigificant, the story of the penny reveals a crucial lesson for business owners. Originally valueable and practical, the penny ultimately became obsolete - costing more to produce than it was worth. Sound familiar?

Kirsten draws a direct parallel to what happens in many small businesses: strong sales, growing revenue, and busy operations...but little to no profit.

She breaks down why this happens and what to do about it.

Key Takeaways:

• Revenue doesn't always equal profit - just because your sales look strong, doesn't mean your business is healthy. If your cost of goods or services outweighs your pricing, you're operating at a loss - just like the penny!
• Question "The way it's always been done" - innovation happens when you challenge assumptions. Kirsten shares an example from Tesla, where rethinking production methods dramatically reduced costs without sacrificing quality.
• Understand Your True Costs - from materials and labor to software subscriptions and marketing spend, every cost matters. If you're not tracking them closely, it can quietly erode your margains.
• Be willing to adapt and pivot - holding onto a product or service just because it defines your brand can hold you back. If it's not profitable, it may be time to evolve.
• Develop an owners skillset- As an owner you must:
  • Be curious and ask questions
  • Get comfortable with risk
  • Wear multiple hats when needed
  • Balance strategic thinking with execution
• Know where your sales come from - analyze your past year:
  • Are your customers repeat, referral or new (and how did they hear about you)?
  • Which offerings are most profitable (not just popular)?
  • Where should you double down, or pull back?
• Focus on profit, not just growth - the goal isn't just to sell more, it's to keep more. Adjust pricing, packaging, or delivery methods to improve margains.

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As the first quarter of the year wraps up, it's the perfect time to evaluate your business goals. Are you tracking your progress - or simply hoping things work out? In this episode of The Small Business Mindset, Kirsten Flory shares five common habits that can quietly stunt business growth and how small business owners can shift their focus to build momentum instead.

Many entrepreneurs fall into patterss that feel productive, but ultimately limit their ability to grow. From failing to understand your top clients to spending too much time on strategy and not enough on sales, these habits can hold even the most dedicated business owners back. Kirsten breaks down practical ways to recognize these patterns and make simple adjustments that help your business thrive.

If you're serious about scaling your business in 2026, this episode will help you refocus on what truly drives growth.

Key Takeaways:

• Identify who your most valuable clients really are
• Stay connected to clients to understand how their needs are evolving
• Don't assume economic shifts determine your outcome - adapt and pivot instead
• Build your business around clear priorities and aligned decisions
• Remember: sales drives sustainability. If revenue isn't coming in, growth stops.

Connect with Kirsten Flory at:

www.kirstenflory.com

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What does it take to grow a business every single year, even through recession, mistakes and market shifts? In this episode, Kirsten Flory sits down with bestselling author, coach, and founder of The Massimo Group, Rod Santomassimo, to talk about sales, mindset, risk, failure, AI, social media and the real drivers behind sustainable growth.

From a painful (and hilarious) marketing typo that launched his coaching business...to doubling and tripling seven-figure incomes...Rod shares the frameworks that separate transactional operators from true business owners.

If you are building a small business, or thinking about it, this episode is packed with practical strategy and powerful mindset shifts.

Key Takeaways:

• Think like a business owner
• Failure is part of the formula
• Most people do social media wrong
• Answer these two questions: 1) Who do I serve? and 2) How do I serve them?
• The 3-Question sales framework

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In this reflective episode of The Small Business Mindset, Kirsten Flory shares lessons learned from reaching a milestone birthday - turning 50! Rather than focusing on age as a number, she explores what the next chapter of life, business, and personal growth can look like when guided by curiosity, connection and intention.

From redifining success beyond money to the power of meaningful relationships, stepping outside your comfort zone, and experiencing life with childlike wonder, this episode is an invitation to slow down and reflect on what truly matters.

Whether you're building a business, navigating change, or thinking about what's next, this episode offers perspective and practical mindset shifts that you can apply right now.

Key takeaways:

• Why success isn't just about money or achievement
• How curiosity leads to deeper relationships and unexpected opportunities
• The importance of initiating connection instead of waiting
• Growth through discomfort and new experiences
• Slowing down to be present and create lasting memories

Tune in for an honest conversation about growth, fulfilliment and building a life - not just a business.

Connect with Kirsten Flory at:

www.kirstenflory.com

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In this episode of The Small Business Mindset, Kirsten Flory sits down with Lance Johnson, Engineer with Bartlett & West Engineering, to unpack what business owners really need to think about before buying, renovating, or building a commercial property.

For many entrepreneurs, occupying space is inevitable - but owning the right space can be a power wealth building strategy. The challenge? Most business owners are real estate developers. Lance brings clarity to the process, breaking down the "boring but critical" elements of development that can save business owners from costly mistakes down the road.

From planning to infrastructure to post-COVID construction costs and adaptive use, this conversation is packed with practical insights for business owners at every stage of growth.

Key topics covered:

• Why proper planning upfront is the most important step before any build
• The "unsexy" but essential elements of development (i.e. foundations, drainage, HVAC, roofs)
• Where business owners should spend money - and where cutting corners can backfire
• New construction vs. buying and renovating: why there's no "one size fits all" answer
• How to evaluate "hairy" properties and identify real red flags
• Construction cost trends since COVID and why prices are unlikely to come back down
• The growing trend of repurposing building (office to housing, schools, churches, malls)
• Infill development vs. greenfield development - and the challenges of each
• How to protect yourself during development without slowing the project down
• Who should be on your development dream team (and why communication matters)
• What the development process actually looks like once you've selected your team
• How thinking long-term can reduce maintenance costs and increase durability
• Planning for future growth: building more space now vs. expanding later

Lance Johnson is an engineer with Bartlett & West Engineering, bringing decades of experience in commercial development, infrastructure, and adaptive reuse projects across the country. His practical, long-term approach helps business owners make smarter, ore sustainable real estate decisions.

Contact Lance at: lance.johnson@bartwest.com

Final Thought:

Whether you're outgrowing your current space, considering your first building purchase, or dreaming about a ground-up build, this episode will help you think strategically and realistically, about what it takes to create a space that truly works for your business.

Connect with Kirsten Flory at:

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Before you invest time, money, and energy into a new business idea, there's one critical question you must answer:

Is it actually viable?

In this episode, host Kirsten Flory walks through give simple but powerful tests every entrepreneur should use to validate a startup idea before going all in. Through real-world examples - from product ideas to grocery delivery services - Kirsten shares how asking the right questions early can save you significant time, money, and frustration.

Key Takeaways:

• Why idea validation matters more than passion alone
• The difference between solving your problem and solving a market problem
• How to have real conversation without pitching
• Why "people like it" doesn't mean "people will pay for it"
• How to avoid perfectionism while still delivering value
• The importance of repeat customers and referrals

Follow Kirsten Flory at:

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As we kick of 2026, Kirsten Flory challenges small business owners to start the year with clarity - not guesswork. In this episode, she breaks down the most important data points every entrepreneur should be tracking to make smarter decisions, improve profitability, and eliminate what's no longer working.

From understanding where you sales really come from, to evaluating clients, marketing spend, staff performance and even product offerings, this episode is a practical roadmap to use data to drive growth. Kirsten also shares real-world examples from her own business, including a hard decision she made to walk away from a service that wasn't profitable - even though clients loved it.

If you want 2026 to be your most focused, efficient, and profitable year yet, this episode will help you start with the right foundation.

Key Takeaways:

• Why business data is one of your most profitable tools in 2026
• What product-based and service-based businesses should be tracking
• How to identify your most valuable customers
• Evaluating marketing and advertising ROI
• How to analyze staffing, payroll and productivity
• Why annual employee evaluations matter more than you think
• Knowing when to eliminate products and services

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As we close out 2025 and step boldly into planning for 2026, Kirsten challenges you with a tough but transformational question:

Are you committed to your goals, or merely interested?

Most people like the idea of achieving big things - more income, more freedom, more abundance, etc. But liking the idea isn't enough. In this episode, Kirsten digs into the mindset shifts, the stories we tell ourselves, and the fears we cling to that keep us from living the bigger life we imagine.

Key Takeaways:

• The difference between interest and commitment
• How your backstory shapes your future (if you let it!)
• The excuse loop that kills dreams
• Why you need to rewrite your story
• The confidence you already have (you're overlooking it!)
• The power of failing on purpose
• Kirsten's travel story that proves the point
• The 60-second exercise that can change your life
• Turning your wish list into a commitment plan

Follow Kirsten for more tips and updates at:

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