Imagine making money while relaxing on a beach in Greece, not because you’re a crypto genius, but because you own metal boxes on a dirt lot. That is the reality for Bree Hartman, a former personal trainer who traded "trading time for dollars" for the high-margin world of Self-Storage Investing.

In this episode of UpFlip, Bree breaks down how she built a portfolio of over 100,000 sq ft of storage space. She explains why self-storage crushes residential real estate (lower expenses, no evicting families) and how to find "Mom and Pop" owners who still run their multi-million dollar businesses on yellow notepads.

In this episode, you’ll learn:

1. The Golden Mantra: Why "No Toilets, No Tenants, No Employees" makes storage the ultimate lifestyle business.

2. The 35% Rule: Understanding why storage has a 35% expense ratio compared to 55%+ for multifamily real estate.

3. The "Market Rule of Fives": Bree’s exact criteria for picking a winning location (Population 5k-120k, median income $50k+, etc.).

4. Google Maps Sourcing: How to find off-market deals for free by simply scrolling through Maps and looking for facilities with no websites.

5. The "Yellow Pad" Opportunity: Why targeting unsophisticated Mom & Pop owners allows you to force appreciation instantly by adding basic tech.

6. The Cold Call Script: The exact, non-salesy lines Bree uses to get owners to say "Yes" to selling their business.

7. Seller Financing Structure: How Bree bought a $500k facility with only 15% down and pays the owner monthly—skipping the bank entirely.

8. Remote Management Tech: The software stack (Easy Storage Solutions, Gate Codes) that allows full automation without onsite employees.

9. The 92% Occupancy Sweet Spot: Why being 100% full is actually a bad thing and a sign you are undercharging.

10. Wholesaling for Cash: How to start with $0 by putting a facility under contract and selling the rights for a $100k fee.

    
    Tags: Business Buying, Entrepreneurship, Real Estate, Passive Income, Breanne Hartman, Seller Financing, Self Storage Business

Timestamps

(00:00) Intro: From Personal Trainer to Storage Empire(02:40) The Numbers: $41k/Month & Profit Margins(04:30) Why Storage Beats Residential Rentals(08:20) Targeting "Yellow Pad" Mom & Pop Owners(14:15) The "Market Rule of Fives" (Location Scouting)(17:50) Automating the Business with Tech(20:45) The Exact Cold Call Script to Buy Businesses(23:30) How to Structure Seller Financing Deals(28:30) The Fan Blitz: Red Flags & Best Advice

Resources:

Grow your mid-term rental business today: https://www.upflip.com/course/the-mid-term-rental-blueprint

Connect with Breanna: https://www.instagram.com/bree.theinvestor/?hl=en

Imagine walking away from a $200k salary to bet on a gap in the real estate market. That’s exactly what Jesse Vasquez did. Today, his portfolio generates over $2.1 million annually by focusing on the "Mid-Term Rental" (MTR) strategy—a sweet spot between long-term leasing and high-turnover Airbnbs.

In this episode of UpFlip, Jesse reveals how MTRs generate 3-5x the cash flow of traditional rentals. Whether you have zero properties or a full portfolio, Jesse breaks down how to secure contracts with hospitals, insurance companies, and construction firms to keep your units booked for months at a time.

In this episode, you’ll learn:

• The MTR Goldmine: Why 30-day stays (mid-term rentals) are the most stable and profitable niche in real estate today.

• The "Lead Connector" Model: How to earn 10% referral fees by simply connecting companies to landlords—without owning or renting anything yourself.

• Rental Arbitrage 101: How Jesse rents homes for $3,000 and legally subleases them to corporations for $10,000.

• The "Extended Stay" Hack: A guerrilla marketing tactic where you drive by hotels to spot out-of-state work trucks and steal their corporate contracts.

• The Indeed & LinkedIn Strategy: A step-by-step workflow to find travel nurse recruiters on job boards and DM them to secure direct bookings.

• Insurance Housing Secrets: Why insurance companies pay 3-5x market rates to house displaced families and how to get on their radar.

• Reverse Engineering Demand: How to use Furnished Finder and Airbnb not to list, but to research exactly which companies are sending employees to your city.

• The Perfect Pitch: The exact "money-saving" script Jesse uses when cold-calling HR departments.

• Essential Amenities: The under-$100 upgrades (like blackout curtains and noise machines) that are non-negotiable for night-shift nurses.

• The Empathy Edge: Why focusing on the human element—like a family needing a dinner table after a fire—will skyrocket your business faster than focusing on ROI.

  Timestamps

  (00:00) Intro: From "Golden Handcuffs" to $170k/Month

  (04:30) The "Foot in the Door" Moment: Landing the First Contract

  (08:45) How to Identify the Best Properties for MTR

  (16:20) Rental Arbitrage: Making Money Without Owning Homes

  (21:00) How to Find Leads (The "Extended Stay" & Indeed Method)

  (27:15) The Fan Blitz: Best Upgrades & Mistakes to Avoid

Tags: Property Management, Entrepreneurship, Passive Income, Real Estate, Mid Term Rental, Rental Arbitrage, Insurance Housing, Jesse Vasquez

Resources:Grow your mid-term rental business today: https://www.upflip.com/course/the-mid-term-rental-blueprint

Connect with Jesse: https://www.instagram.com/therealjessevasquez/

John Hill was lying in a hospital bed after surviving a massive heart attack when he faced a life-altering choice: give up, or stay and find a higher purpose. Choosing to stay, John walked away from his stable job with only one paycheck left, no safety net, and a yellow legal pad to map out a business idea that experts called "the worst model ever." He set out to clean up a dirty industry by doing the unthinkable—personally guaranteeing the work of contractors to protect homeowners.

In this interview, John sits down with Ryan Atkinson to share how he built The Good Contractors List, a company that has backed over $5 billion in work and paid out $127,000 in claims to fix bad jobs. He reveals why the "sell the lead" model is broken and how his unique approach of "giving more than you take" created a community-driven ecosystem that generates revenue without sacrificing integrity.

You’ll learn why ignoring "business experts" was the best decision John ever made, how to identify if you are a Visionary or an Integrator, and the crucial difference between self-promotion and community authority. We also dive deep into how faith fueled John through financial rock bottom and the practical steps entrepreneurs can take to build a business that prioritizes purpose over profit.

Takeaways:

- Purpose Beats Credentials: John didn't have a business degree or a safety net; he had a "hospital bed promise" to live with purpose. This intrinsic motivation fueled him through obstacles that would have stopped a purely profit-driven founder.

- The "Anti-Lead" Business Model: John disrupted the industry by refusing to sell leads. Instead of charging per lead (which incentivizes quantity over quality), he charges a flat membership fee, aligning his success with the contractor's reputation rather than their marketing spend.

- Validate with Sales, Not Software: You don’t need a website to start. John launched his business with a yellow legal pad and a pen, collecting checks and validating the concept before spending a dime on digital infrastructure.

- Ignore the "Experts": Multiple business consultants told John his model—personally guaranteeing contractor work—was "suicide." He ignored them, and that specific differentiator is what allowed him to back over $5 billion in projects.

- The Visionary vs. Integrator Dynamic: John struggled with structure until he recognized he was a "Visionary" and needed an "Integrator" partner to handle operations. Knowing your personality type is crucial for scaling past the startup phase.

-Crowdsourced Quality Control: Instead of just hunting for contractors himself, John built a referral program where he pays homeowners and other contractors to refer trusted pros, effectively letting the community build his vetting pipeline.

- Risk is Lower Than You Think: Guaranteeing work sounds risky, but the data proves otherwise. Because the vetting process is so strict, The Good Contractors List has only had to pay out ~$127,000 on $5 billion worth of jobs.

- Give More Than You Take: This isn't just a moral stance; it’s a growth strategy. By not nickel-and-diming contractors for every lead, John built a loyal community that self-polices and promotes the brand organically.

- Faith as a Stress Management Tool: John attributes his ability to handle the "Valley of Death" (running out of money) to a spiritual surrender. Removing his ego from the outcome allowed him to make clear decisions without panic.

- Community Authority: A single contractor saying "I'm good" is marketing. A third-party organization backing that contractor with their own money is authority. John built a business on selling trust, not just advertising space.

Tags: Home Services, Entrepreneurship, Business mindset, Faith, Startup, Leadership

Resources:

Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast

Connect with John: https://thegoodcontractorslist.com/contractor-listings-and-our-team/

Fred and Sherrod were top-tier corporate sales performers pulling in six-figure salaries before they realized that the local "dirty" businesses—like junk haulers and carpet cleaners—were actually out-earning them while enjoying significantly more freedom. Tired of the "gilded cage" of corporate America, this US Army veteran duo walked away from their Fortune 500 careers to build Accelerated Waste Solutions. Today, they’ve turned a borrowed pickup truck into a national system that generates $1 million a month with a staggering 60% gross profit margin.

In this episode, Fred and Sherrod join Ryan Atkinson to break down their recession-proof playbook for building a high-margin service business. They dive deep into why they prioritize B2B contracts over B2C, explaining the strategic shift from "renting" customers to "owning" them through recurring revenue. You’ll learn the mathematical secrets behind their "Bigger Trucks, Better Pricing" competitive advantage and how they used a patented junk removal app to bring transparency and technology to the waste management industry.

From leveraging relationships at the local Chamber of Commerce to the conviction required to turn down a $5 million acquisition offer, Fred and Sherrod share the grit and systems needed to scale a successful franchise. Whether you’re interested in business acquisition, startup advice for service-based businesses, or transitioning from sales to CEO, this interview provides the roadmap to financial independence. Stay tuned for their "fan blitz" where they reveal the essential tools—like the humble dolly and scoop shovel—that save their teams hours of labor every single week

Takeaways:

- The realization that local service providers often out-earn six-figure corporate employees can be the ultimate catalyst for leaving the corporate ladder.

- Focusing on B2B contracts with apartment complexes allows a business to "own" a customer through recurring revenue rather than "renting" them for one-time residential events.

- Successful business opportunities often stem from solving personal daily frustrations, such as the inconvenience of transporting trash across a large residential property.

- Maintaining a 60% gross profit margin is achievable by using larger trucks and precise mathematical volume calculations to offer the most competitive price per cubic yard.

- Integrating patented technology like photo-based reporting creates a transparency "trust factor" that differentiates a service business from competitors who use bait-and-switch pricing.

- Prioritizing community relationships and joining local chambers of commerce is often more effective for long-term growth than immediate, unguided prospecting.

- Entrepreneurs must identify their "Achilles' heels" early on and utilize resources like AI or specialized sales training to offset their personal skill gaps.

- Investing in simple but essential equipment like heavy-duty dollies and scoop shovels prevents unprofessionalism and saves hours of physical labor on the job site.

- Maximizing daily efficiency requires a purposeful routing plan for both service calls and prospecting before even leaving the house in the morning.

- Having a clear vision and a "why" beyond just money provides the conviction necessary to turn down premature multi-million dollar acquisition offers in favor of long-term scaling.

Tags: Side Hustle, Entrepreneurship, B2B, Business Mindset, Startup, Customer Retention, Junk Hauling

Resources:

Grow your business today: https://www.upflip.com/course/how-to-choose-the-right-franchise

Connect with Fred and Sherrod: https://www.instagram.com/awsfranchise/?hl=en

Ryan Emmons entered one of the most competitive and criticized industries on the planet—bottled water—with little more than a U-Haul and a vision. Going up against billion-dollar giants like Fiji and Smartwater, Ryan didn't just build another beverage brand; he built a mission. By betting everything on a "triple bottom line" philosophy—People, Planet, Profit—he proved that a purpose-driven company could disrupt a saturated market and command consumer loyalty in a way the big corporations couldn't.

In this interview, Ryan Emmons sits down with Ryan Atkinson to reveal how he scaled Waiakea from a local hustle into one of the fastest-growing premium water brands in the world. You’ll learn his scrappy "consignment" strategy for getting onto shelves without paying massive slotting fees, how to turn environmental sustainability into an economic advantage that lowers overhead, and why he believes naivety is an entrepreneur’s greatest asset.

Whether you are launching a CPG product or trying to differentiate your service in a crowded industry, this episode offers a masterclass in resilience and branding. Ryan breaks down exactly how to build a business that stands for something, keeps employees loyal, and generates massive growth without sacrificing your values. Tune in to discover why playing the long game is the ultimate competitive advantage

Takeaways:

- Build your business on a "triple bottom line" philosophy—People, Planet, Profit—from day one, as it is nearly impossible to authentically integrate deep purpose into a company's DNA after investors are involved.

- Leverage a purpose-driven mission to increase employee retention, as high-performing talent is more likely to stay and work harder when they can see the tangible impact of the company's social initiatives.

- Prove your product's sales velocity by starting with "mom and pop" shops on a consignment model before attempting to pitch major distributors or large retail chains.

- Avoid direct competition with billion-dollar CPG conglomerates by targeting specific retailers where you can secure equal shelf space without paying exorbitant slotting fees.

- Embrace manual self-distribution in the early stages—even if it requires renting U-Hauls and working overnight shifts—to maintain control over logistics and keep overhead low.

- Reframe environmental initiatives as efficiency strategies rather than just expenses, as reducing material usage, water waste, and energy often leads to significant margin gains.

- Justify a slight price premium by positioning your product as an "affordable luxury" that allows consumers to support a cause they believe in without breaking the bank.

- Protect your company's mission during scaling by legally incorporating as a Public Benefit Corporation (PBC), which enshrines your social and environmental standards into the corporate bylaws.

- Use your lack of industry experience as a strategic asset, as naivety allows you to be fearless and attempt innovations that industry veterans might deem impossible.

- Focus on resilience and building a legacy business you want to lead for decades, rather than chasing a quick "exit" or overnight success in the volatile CPG market.

Tags: Product Development, Retail Goods, Bottled Water, Business Scaling, Startup, Business Growth

Resources:

Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast

Connect with Ryan: https://www.linkedin.com/in/ryan-emmons-8709871b

Clay Lawrence built a generalist digital marketing agency to $17,000 a month, but quickly realized he had created a trap: he was exhausted, overworking, and constantly trading time for money on services ranging from drone footage to SEO. Desperate for a change, he took a massive financial risk—firing his clients and watching his revenue plummet to $4,500—to bet everything on a single, scalable idea that didn't require him to be the bottleneck.

That bet was Review Harvest, a low-ticket SaaS focused entirely on automating Google reviews for home service businesses. By niching down and utilizing "trench knowledge" to understand his customers better than they understood themselves, Clay rebuilt his business from the ground up. Today, he generates over $35,000 in monthly recurring revenue (MRR) with a streamlined model that leverages software like HighLevel to do the heavy lifting, proving that a focused offer often beats a broad service.

In this interview, Clay sits down with Ryan Atkinson to reveal the exact blueprint behind his pivot. They dive deep into the anatomy of a high-converting sales call, borrowing frameworks from Alex Hormozi to close deals on the spot, and discuss why the "Jack of all trades" model is a killer for agency growth. Whether you are looking to launch your first SaaS, maximize your HighLevel affiliate income, or master client acquisition through Facebook ads, this episode breaks down the tactical steps to build a business that serves your life, not the other way around.

Takeaways:

- Scaling a generalist agency is nearly impossible because you cannot afford to hire experts for every service; narrowing down to a single service allows for process automation and higher margins

- Growth sometimes requires taking a financial step back; Clay intentionally dropped his revenue from $17k to $4.5k to rebuild a scalable model rather than remaining stuck in a service trap

- The most scalable offer is often the one that works for every client without custom labor; automating Google review requests provided high value with zero ongoing manual fulfillment

- Shifting focus specifically to home service businesses allowed the agency to double its growth because the messaging and operational knowledge became specialized and repeatable

- Conducting over 1,000 sales calls provides "trench knowledge"—such as knowing a client's CRM software better than they do—which builds instant trust and authority during the sales process

- A simple, singular value proposition (e.g., "The Google Review Guy") is significantly easier for networkers to remember and refer compared to a vague "full-service marketing" label

- Low-ticket offers like reputation management rely on emotional impulse, making it critical to get leads on a call within 24 hours before their excitement fades

- Sales calls should follow a structure of clarifying the prospect's pain, labeling the problem, and "selling the vacation" (painting a vivid picture of the future state) rather than just listing features

- Success is often just surviving the lows; Clay faced a period where he only closed $6,500 in two months but credits his recovery to simply showing up every day despite the anxiety

- Documenting the business journey on YouTube created a secondary income stream through HighLevel affiliate commissions, which now generates more profit than the agency itself.

Tags: SaaS, Tech Ventures, Digital marketing, Affiliate marketing, Home Services, Business scaling, Business growth

Resources:

Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast

Connect with Clay: https://www.instagram.com/claywlawrence/?hl=en

Eddie Hartman co-founded LegalZoom with a simple but radical idea: legal documents are just information, and information belongs online. Despite facing an industry of lawyers who wanted to sue the company out of existence, Eddie pushed forward to help launch one out of every four small businesses in California. Today, as a partner at Simon-Kucher, he advises global giants like Uber and Airbnb on pricing strategies, proving that the secret to success isn't just building things people want—it's building things people want to pay for.

In this interview, Eddie sits down with Ryan Atkinson to deconstruct the psychology of the founder mindset. He explains why entrepreneurs need to be "insane in a specific way" to overcome the fear of failure and how to avoid the "single engine trap" of leaning too heavily on your natural strengths. Eddie breaks down the critical difference between chasing market share versus wallet share and explains how to become a "profitable growth architect" rather than just another business owner with a cool idea.

If you are struggling to monetize innovation or wondering if your business model is built to last, this episode is a masterclass in strategy. You’ll learn how to price your product to get to "yes," why you should embrace the fear of failure, and the specific steps you need to take to scale your business from a startup concept to an industry disruptor.

Takeaways:

- Build for Payment: Don't just build what people want; build what they are willing to pay for.

- The Single Engine Trap: Avoid over-relying on your natural strength (like sales) while neglecting other business needs.

- Growth Strategy: Successful companies chase market share and wallet share simultaneously.

- Founder Psychology: You need "specific insanity"—the fear of failure combined with the certainty of success.

- Price First: Validate the price point and willingness to pay before you build the product.

- Strategic Packaging: Don't offer one price; create tiers to capture different customer segments.

- Fear as a Shield: Use high barriers to entry (like fear of lawsuits) to keep competitors away.

- Sales vs. Customers: A one-time transaction (especially a discounted one) is not a loyal client.

- Stamina Over IQ: Success is often determined by the ability to "not stop" rather than raw genius.

- Leverage Imposter Syndrome: Use the fear of not being good enough as fuel to outwork everyone else.

Tags: Startup, Entrepreneurship, Pricing Strategy, Business Mindset, Small Business, LegalZoom

Resources:

Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast

Connect with Eddie: https://www.linkedin.com/in/eddie-hartman

Teague Egan faced every founder’s nightmare: payroll was due, and a massive investment deal with General Motors was stalled. With his back against the wall, Teague sold his house for $2 million and wired the cash to his company just to stay alive. That "all-in" gamble paid off, securing the partnership and positioning EnergyX to revolutionize the global energy transition.

It all started on a Bolivian salt flat, where a chance comment sparked an obsession with lithium. In this interview, Teague sits down with Ryan Atkinson to reveal how he went from a tourist to a founder partnering with industry titans. He breaks down the crucial pivot EnergyX made when their initial licensing model hit a wall, proving that agility is just as important as innovation.

You’ll learn the grit required to survive the "valley of death" in startup funding and how to execute cold outreach strategies that land billion-dollar partners. We also dive into high-stakes risk management and the mindset needed for enterperenurs to set bold visions. Whether you are raising capital or scaling a business, Teague’s story offers a masterclass in resilience.

Takeaways:

- Teague sold his own house for $2 million and wired the funds to the company to cover payroll and bridge the gap while waiting for the General Motors investment to close.

- Great business ideas often come from stepping outside your bubble, as Teague’s "aha moment" happened while traveling on a salt flat tour in Bolivia, not in a boardroom.

- You do not need prior industry experience to start; Teague entered the lithium space with zero knowledge but bridged the gap through obsessive reading and research.

- Networking is often a chain reaction where one contact leads to another, so you must be willing to send cold emails and attend conferences just to meet a single person.

- Entrepreneurs must be agile enough to pivot their entire business model if the market resists, just as EnergyX switched from licensing technology to vertical integration when resource owners were too slow to adopt their tech.

- The stress of entrepreneurship remains constant regardless of the dollar amount; whether the risk is $50,000 or $50 million, the only way to manage the anxiety is to focus on the daily work you can control.

- Securing strategic partnerships with established giants like General Motors provides not only capital but also the institutional credibility needed to scale industrial technology.

- Founders should set "unrealistic" and massive visions because bold goals are more effective at rallying employees and investors than modest, safe targets.

- Timing can dictate your business model; if your technology is too early for the market to trust, you may have to build the infrastructure yourself to prove it works.

- You must be the most confident person in the room regarding your execution, as investors and partners rely entirely on your belief to validate their own risk.

Tags: Startup, Entrepreneurship, Business Strategy, EnergyX, Teague Egan, Sustainable Energy, Business Scaling

Resources:

Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast

Connect with Teague: https://www.instagram.com/teagueegan/?hl=en