165 | How Rodney Steele Built a Business That Delivers Results

Mar 9

[00:00:59] Chaz Wolfe: What's up everybody? I'm Chaz Wolf gathering the King's podcast today. I've got Rodney Steele here on the King stage, my brother. How we doing? I'm well. How are you? You know, it's Wednesday and we were just talking about just the normal things that happen on Wednesday. Like, you know, our wives leaving and leaving us hanging with pups and, and kids and stuff.

Not really, but, , you know, we, we feel sometimes a little inadequate, you know, when we're like, wait a second, how do we run these big businesses? Yeah. And take care of all this stuff. And, and then, man, we just, it, it brings admiration, for what our wives bring to the table. So anyway. Rodney, what kind of business do you have, brother?

Or in this case business is.

[00:01:34] Rodney Steele: Sure. Yeah. So I have, two businesses. one is called Densmore Steel, and we, believe it or not, are the nation's largest PDO broker. suppose a little weird still saying that. And, and the, the other business we have is, the other business I have is valara, which is, called email marketing

[00:01:47] Chaz Wolfe: for b2b.

Love it. Love it. So you're, you're gonna add quite a bit of value here today. Obviously, our, our,audience is all business owners, of all different sizes really at this point. and so I'm excited for both of those experiences that you are a king in, can, can come here today with some great content.

But I loved, I loved how you, you said this before we hit the recording button, and you kind of hinted at it a second ago when you said you're the largest, you know, p e o firm. It's like, well, I know where you came from now, and the listeners will get to know here in a second. But, when you come from not being the top dog and, and then you become the top dog, it feels a little bit like, oh man, is this even real?

Right? Is that kind of what you were hinting at? Or it's like, feels like that's absolutely true. You know, it, you knowed

[00:02:25] Rodney Steele: it. That's

[00:02:26] Chaz Wolfe: exactly how it feels. We're gonna get into some of that, some of that emotional, you know, Kind of like just almost wrestle. I'm sure that you, that you have, especially as a king, because when we step into those things, esp, when things start to really click, you know, it's.

Almost like waiting for the shoe to drop, you know, it feels like because of where we came from, so I'm sure we'll get into that. But I want to know at this point, you've got two unbelievably successful companies. You're, you're a, you're just killing it really. Why are you doing it? Why are you still doing it?

After all the years of just success and helping all these other business owners have success, what's the bigger

[00:03:01] Rodney Steele: picture for. That's a great question. I, I would say the bigger picture is discontinuing to help people. I, I always kind of feel, and I know you've said this numerous times, it's if I can do it, literally anyone can do it, right?

Yeah. Yeah. And I think that is just a constant, you know, I get up every day and I'm like, how can I add more value? And, you know, my, my mom used to have a funny saying it, she was a businesswoman and she used to say, if you want, if to get what you want, you have to help enough people get what they want.

Yeah. Yeah.

[00:03:24] Chaz Wolfe: Yeah, that's an incredible saying. And, your, your mom's a smart, smart gal. thanks. Was it always like that or was it, was there a transition for you, of, you know, this realization that it's more about helping others get what they want and then eventually it, it helps you get what you want there?

[00:03:39] Rodney Steele: There really was, you know, in my, in my prior life, I worked in finance and. You know, for lack of a better term, nothing against finance, but I always say the, the, you know, finance is using money to make more money. right. And we were really tied to goals of making money. And then when I started my own companies and just looking around, I realized, you know, there's a whole nother world.

And that, I would say that's probably the transition is when I realized like, I, I can, I have talents that I can use to help other people. Yeah.

[00:04:05] Chaz Wolfe: Yeah. The, the moments that we experience, you know, those first inklings of like, oh, this. Like I, I, wow, what I did for that person seems so almost like not a bunch or not a whole lot and it like sure.

Really impacted them. That marks us and it does, it almost becomes a little bit addicting. Would you agree ? ? It does. I agree with you kinda selfishly a little bit, like we're all ego driven a little bit and even at this stage of success and we can kind of, you know, take off our crowns, you know, metaphorically and put 'em to the side and we can dissect as big business owners, but.

You know, metaphorically or, or, or, or ego is still there, you know, even though we put it aside. Sure. It's still like we, we, we want to do the thing that fulfills us and even if it's helping other people, so, Inside of this b B2B kind of space, for you helping people, is it helping them grow their business?

Is it the impact of what growing their business looks like for them? What's like another layer or two down for you of what you think about, like, what keeps you up at night, like stressing about a email campaign or a , you know, a new client at the p e O firm?

[00:05:06] Rodney Steele: Sure, sure. So, yeah, a couple things I would say.

I would say that, well, from the PO side, right? We really help companies focus on growing rather than, you know, HR regulation or their health insurance, or right. Handbooks, you know, whatever it may be. And then from, you know, from, from a, from an email marketing side, right? A lot of people will come to us and they'll say, you know, I have a great product or service.

I have no idea how to tell people about it. Right? And a lot of like, you know, most people, I should say, don't have the budgets for PR. Maybe even ad words and all these other things, you know, so when they come to us, a lot of times they're, they don't have a lot of clients, they don't have a lot of sales, you know, so it's, it's very rewarding to help them fill, you know, fill their pipeline, if you will.

Yeah,

[00:05:44] Chaz Wolfe: yeah. Well, and for any business owner that's listening, who, especially if they haven't hit a million bucks in sales yet, but even for the guys at five and 10 and 50, we all know, especially if you're bigger, that filling that pipeline is. One of the top things , that's, and it has to be an obsession.

Like there has to be someone or a team in the business dialed into filling the pipeline. Always. Otherwise you have a business. So that's, I mean, you's right, you're literally bringing life to businesses all over the country. , right?

[00:06:12] Rodney Steele: No, it's, it's a, you're, you nailed it. And it's funny cuz I mean, a lot of people and they, they wanna open a business and I'll say, well, what are you good at?

Right? And they'll say, well, you know, it's a me of things. And, and they'll say, well, you know, I'm good at accounting. And I'm like, well then help people with the. You know, so, but it's a little, it's more detailed than that ,

[00:06:28] Chaz Wolfe: but you're it, it's true. And I think that there's even probably a lot of people listening right now who.

You know, we're a good accountant and now, now they wanna help people with accounting or they were a good electrician and now they're running electrical business. And it's like, there's obviously a difference between helping people with their books and then running a business. Oh yeah. Which is what you just mentioned.

Like, okay, so if I can hire, your p e o company to come in and take care of some of those things for me, where I don't have to worry about it or hire a marketing company to send emails for me, then it. Less of the business world that I have to Right. Like concern myself with in essence so that I can focus on some of the other things that maybe I'm better at and which is a huge principle in business that we talk about in the show all the time.

Sure. And you just kind of eliminate some of those things kinda along the way, you know, for people to be able to focus in on, on what they're best at. I agree. Yeah. Well, let's talk about your road, your road to success. Like how did you even start in business? You mentioned, you know, before the, before we hit the recording button, kind of, humble beginnings, but give us a little bit of the snapshot of where you came from and, and how you got to where you are now.

[00:07:28] Rodney Steele: Sure. So I originally from North Carolina, Raleigh, North Carolina. Okay. And, graduated college and went to Chapel Hill, Carolina. Nice. And went to work in finance, was recruited to work in finance and that's what I went to school for, is in finance. And I moved to New York. Right. Picture of this, right?

I had a, I had a pathfinder at the time. It's a picture of Pathfinder with a couple of trash bags of clothes in two or three suitcases, right? Coming to the big city. I had been before, but not at that, not at that scale. And, believe it or not, I, I, I flourished. And then in, 2008, 2009, you know, I don't have to tell you, the economy shifted.

No world's tilted. And, I found myself, jobless and, and I wouldn't say unemployable, but. You know, people really weren't looking for, for finance people and traders and things of that nature at the time. Right. So, so yeah, so that's kind of how it all, you know, I, I can go into further detail if you want.

[00:08:14] Chaz Wolfe: I don't wanna Yeah. Yeah. We want to, we wanna know. So like, you, you fell into basically, an unbelievable skillset that earned you a bunch of money that then like, was gone, right? That's right. Your skillset wasn't gone. just where you can apply, the skillset just vanished, literally. And so how, where did that drive you?

What, what was your next.

[00:08:31] Rodney Steele: Sure. So one of my friends called me up and said, Hey, what are you doing? And I said, I'm watching bad reality tv. Yeah. Nothing was, and nothing. And, he said, well, my, my brothers trying to raise money for a company. And I said, okay, well he needs some help. And long story short, I obviously was in finance, so they said, yeah, can you come over and help?

Yeah, whatever helped. And anyway, long story short, one of the conditions of them getting fund. Was they had to join a po. Now this is in 2008, 2009. Right. I had no idea what a PO was exactly. And I very quickly summed out what

[00:08:59] Chaz Wolfe: it was, tell us what it is, because there's a listener out there right now that has no idea.

[00:09:03] Rodney Steele: Sure. So a PO is a, is an acronym for Professional Employer Organization. Right. And, just really quick what it is, it's, it's basically a larger company that, that helps smaller companies get access to Fortune 500 benefits. world-class HR, payroll, r i. Recruiting, basically retirement, all of those services, right?

Yeah. but what I found out is there was, there was, at the time there was about 600 off them. So I said, well, perhaps I should create a platform for them, right? And at the time I didn't really understand that business. I wasn't from insurance, I was from finance. so I took a job working for two pos.

and then in 2010 I launched, my Densmore Steel. Yeah. And one thing I will say is that the biggest skillset I can say that I developed in finance that really translated over to, to, to this business was, uh, Excel. Yeah.

[00:09:45] Chaz Wolfe: And, and so how though, why, like, why does that, why did that stick out to you as a skillset set of selling?

I mean, I know the answer, but Yeah. How, what does that, what does that translate in your brain? Sure. So

[00:09:57] Rodney Steele: one of the things I find a lot of times right when I first got into this business is that a lot of it was just speculation, right? And, and as you know, You know, I'm a bottom line kind of guy, right?

Yeah. To be successful, I think you have to be that, right? You have to call things out early and often. And you know, one of the things I found is that people just, there was no resource to figure out what, what, what's what makes sense, right? Yeah. and then you would have, you know, uneducated people, when I say uneducated, I don't mean they didn't have degrees.

They are not educated in. You know how to figure this out and stuff. So when I came in and started, you know, doing pivot tables, , and, you know, and, and it just, I, I think one of the things that, that led me to be somewhat successful in this business, right? I say somewhat cause I I'm still in it, right? Yeah.

I love that. Is, is that, I, I've only really focused on a handful of things where I find a lot of people focus on a, you know, just a ton of things that don't make sense. Yeah. And I think that's probably comes from the finance, you know, the background in.

[00:10:47] Chaz Wolfe: Yeah. So your ability to dial in on a couple things, do those things really, really well, and then be able to communicate them in a way or to sell Sure.

and be able to grow the business. So, you know, so, okay. So the listener right now is not in a P E O business. Maybe they're in a marketing business. I don't know. Maybe they're, they're in the trades. I don't know. Sure. How do they take what you just said? And apply it to their business right now where you're talking about being focused within a couple of areas and being able to hone in on communication so that you can actually sell your product.

Sure,

[00:11:17] Rodney Steele: sure. So the first one I would say is that the most important thing, right, and you nailed it earlier, is your pipeline, right? I, I, I work with a lot of companies and you know, specifically on the, on the market, you know, marketing side, they'll say, well, you know, we have 15 sales. Or 20 sales, whatever it is.

Right. Right. And it's, you know, they, they measure all of these metrics and all these metrics, and to me the, the most important thing is who's calling and when are we talking to. Right, right. And it doesn't matter your business if you're a plumber for argument's sake. Right. Right. If people aren't calling you to come over and help with whatever's going on, it's not working Right.

And I think a lot of people get confused on that, is that they say, well, I have a skill or a trade, whatever it. Right. when you're in business for yourself, you have to have two skills and two trades, whatever it is you do. And the ability to convince people to give you money to do that for them, right?

That's right. That's right. And that's, that's I think is, you know, even now, right? When I talk to some of my friends and they're like, well, we had our, you know, they, they have real jobs with, you know, real companies, big companies, and it's like, you know, I got in trouble last week cuz I didn't fill out Salesforce.

Salesforce is irrelevant, right? Yeah. If you're producing, someone else can fill the paperwork out, right? Sure. And I think a lot of people get bogged down in. You know, like I had a friend one time who was, you know, he, he didn't make it in business unfortunately, but he was trying to figure out how to do his taxes.

I said, just hire an accountant. Right? Yeah. Yeah. And I say that all the time, right? Like, here's, here's what I always say, it makes people laugh, is I say, if you get sued, right, God forbid you're not gonna go to law school to defend yourself. Right? Right. So a lot of things I see people waste time on, just, they shouldn't waste time on, like, I, I've, you know, I'm not a AdWords expert, but we'll hire one.

[00:12:39] Chaz Wolfe: Yeah. Yeah, that, I mean the, the simplicity of what you're saying is so right and true. It's hard for the listener and for us along the way, cuz we can both think of times where we've, we've known this, but yet we still struggle with like Mm. And whether it's like a conscious decision of like, I'm just gonna do it myself, or we just find ourselves doing our own taxes in this example.

Mm-hmm. rather. Being able to think outside the box or having someone to be able to speak into our situation like you did for that guy and go, stop, stop , hire a cpa. Or at least go down to h and r block something. Right? yeah. And, and so I guess the, the baseline of that is what you said, the value of your time because you value time, you don't wanna waste it.

And so I'm gonna hire it away cause I don't wanna figure it out. And it's not like, I'm, I'm above that. It's a sure, like, actually I'm below that. I don't, I, I would waste time figuring out how to do that. So let me actually hire an expert. How, how does a small business owner, let's say a million or less, take that mentality because there's not a bunch of resource yet.

Sure. But yet there's, there, there are opportunities for them to do this, and they should be actively looking for ways to implement this. They can't do it all at. Right. What would you say to that

[00:13:56] Rodney Steele: person? I would say the first thing that you can always, focus on is, is finding things for, finding people, I should say resources, but things you are not good at.

For example, when I first started my companies, I knew that I had to have an accountant, right? You say, well, that's crazy. People say you have a finance degree. I have no idea. He use QuickBooks, right? Yep. I know how to use Excel. I can build you a spreadsheet. I can build you, you know, I could build you a, an amortization table for your mortgage, but.

Could I use QuickBooks? Possibly, but I'm not gonna try and figure it out. So what I would say for the small business owner, and I learned a lot of this from my mom. My mom had, when I was growing up, my mom had air salons and, you know, she would hire someone to literally sit at the front desk is, you know, this was years ago, like eighties, nineties.

But she would hire someone to just answer the phone, right? Yeah. And, you know, instead of her trying to do it or this person. And I saw from, from that, I was like, my mom has a really small business, you know, and, and she outsources these things cuz it's just not, it's just not worth your time. And it, it's, it's, it's that exactly what you said.

It's not that we're above it, I don't know how to do it . Right. You know what I mean? Yeah. And it's gonna be cheaper to hire an accountant than the hire, you know, to get audited by the IRS and have to hire forensic account and, and Orderly knows who, who you would need, right? Yeah, exactly. So that's

[00:15:04] Chaz Wolfe: the way I look at it.

Right. Yeah, it's the bigger expense long term that you're calculating where I think that the guy who, or the gal who's like in the moment and they're like, ah, I'll just do it myself. They're calculating, you know, the, the 800 bucks a month, the c p charges versus the, you know, well I can just do it for myself and I can get on QuickBooks online.

And, and, and just for the, for the record here, for the listener, cuz I think it's amazing and hilarious that you don't, know QuickBooks and neither do I. Now. Look, I've been. You know, we're smart enough to, like, I know Excel sure. But I like, you know, that I'm capable. Right. I have purposefully kept myself away.

Sure. So that I do not spend time there because if, if I do, then I do, and that means, That something else is being robbed. That that's right. That actually needs my attention. And so it's funny because we're, we're putting together, right now, me and like, I don't know, five or six other folks, in my mastermind we're putting together, like a business university of sorts, we're gonna do like 200, 300 videos, like five minute videos on just everything in business.

One of which, you know, a whole category is finance and, and your p and l and, and accounting. QuickBooks and, and it's funny cuz on the QuickBooks column I'm like, look, I can, I can talk about it, but, probably not the best one. more do I want to be right? Right. I don't know. Yeah. I don't, I don't, it's not, it's not like an ego thing where I need to like, know every part of my business.

I just need to like, focus over here where I need to actually focus. I can hire that. You know,

[00:16:28] Rodney Steele: that's, that's it. And, and I would say this, right, even for the, for the people that aren't, you know, where they want to be. Start early, right? It's like a long time ago, I, I got some wise advice from my mom that she said, you know, hi, hire slow fire quick.

Right? and, and, you know, you, you nailed it. It's a struggle to do those things, but you know, it, I, it always comes down to there's a handful of things that if you do right, every day, you'll, you'll have a pretty good life, right? Yeah. And in business, there's a handful of things you have to do every day.

And if you nail those things, you, you're gonna make money. It's just

[00:16:56] Chaz Wolfe: a byproduct. Exactly. One last little thing here I wanna get your, thought on. Sure. Because, the, you know, the, especially in the smaller businesses, you know, you often hire somebody before the p l says that you should . Right. And it's like this, like, oh, like, oh, it would be so nice to give these things away, but like, there's no money here.

Mm-hmm. . And, and here's what magically happens in my experience and several others that I've interviewed, but I wanna know your opinion as well is that you make that move and you hand that thing away. And as long as, as the entrepreneur, you do exactly what you just said, which is focus on the things that matter every day, which usually is filling your pipeline

Yes, that's right. That's right. Then it naturally takes care of itself because you were over here doing whatever the books, even the trade itself, you know, you name it, whatever. Sure. And then when you hand that away, it's like, okay, well, geez, I gave away all my money to have that done. I literally have nothing.

left And so all I have to do now is just go get some more deals. And that sounds simple, but it actually forces you to go do it, which then. Mm-hmm. magically then covers the person's salary that you just hired, plus, plus plus usually. What's your thoughts on that? I thousand percent agree

[00:18:04] Rodney Steele: with you. when I first started, right?

I, I think I told you this, I sorted, I started in more still with $600. And, you know, believe it or not, I had a lot of con, you know, and, and I always say I, I've been blessed, right? But I had a lot of connections and a lot of people, you know, finance and so forth. But, that didn't really help me out.

Right. I went out and I just started doing it myself, and I eventually hired an assistant. Yeah. And, I couldn't afford them, and I figured out how to afford them. And, and, and, and, and you nailed it, right? It's this is that, it's almost like this, it's like if you focus on this, filling the pipe, Everything else will take care of itself.

Right? It's kind of the theory, where people will say like, I wanna start a business in my mind, if you wanna start a business, just find people that'll pay you for whatever it is you do and deliver for them, right? Yeah. when I first started using more steel, like I just picked, picked a group of people and went after them, and, and I literally, you know, it's funny now, I'm a little bit older, you know, maybe some of those younger people, but.

Remember back in the day when you could use LinkedIn and you could send the message and they would actually reply. Right. , they didn't

[00:19:02] Chaz Wolfe: automatically go to the email.

[00:19:03] Rodney Steele: Yeah, right. Exactly. Right. And it wasn't like a 45 page email, right. Where they're trying to sell you in the, in the email. And I would just literally sit and email people, you know, over and over and say, Hey, you know, we're connected.

I'm not sure if this is something you're into. And I was doing that for three, four months when myself, and when I hired my assistant, I said, listen, I need you to do this. And, and the thing I would say too, right. I don't want to belabor this, but if you're going to hire somebody to, to, to help you regardless of the size of your business, they should be your very first hires.

Someone that allows you the ability to focus only on revenue producing activities. That's what I call, yeah. Yeah. Right. And that's it. Right? Because the no one's ever gonna sell your business. Like someone said to me one time, you know, you have, guys have a really good pitch for Densmore Steele. I said, I.

I've refined it over time. Yeah. And I can't imagine if you're selling a product or service that anyone's gonna be better at selling it than you are,

[00:19:59] Chaz Wolfe: at least in the beginning, right? A hundred percent. Yeah. It's the power not only of, of your conviction as the owner, but then usually that translates when you're talking to somebody.

Mm-hmm. , of like extra care that they're gonna get. Right. Because it's you as opposed to you handing it off. And so there's a, there's a. Now we're talking about like team building and, and like an experience and, and you've even Sure. Just recently, you know, before we hit the recording, but you were talking about the experience going through like our podcast experience, our podcast Sure.

funnel, if you will. And I, I can't be part of every single one of those and Sure. And so, but yet you still wanna create an experience. So you said two things there, which is if you're gonna hire, make sure that you hire for the activities that allow you to go do revenue activities, which is great. And then the second piece, which was whether.

You personally doing it early or eventually having a team do it? the conviction and or the ability to sell is the skillset that's next. Right? Right. Like you have to be able to level up, the pitch, refine it, communication, going after who you're going after, you know, figuring out who that is.

Where do they hang out? How do I message them? How do I get in touch with them? Maybe it's cold email like you guys, there's a lot of different ways to do that. But you gave us the construct of like right here, right? Hire. Stay right here, . That's, that's how

[00:21:12] Rodney Steele: the business grows. Yeah, that's right. You know, that's, I used to be really big in the CrossFit.

Right. And, and it's a great sport and I do it, but not as much. And yeah, you know, people used to sell the Tom, and again, I'm not advocating anyone should do it, I'm just saying it's, it's, you know, if you like to work workout, it's, it'll definitely put you through the ringer.

But people say, why does this work? It's because you do the same thing over and over that your body needs. Right. And again, I'm not a trainer, I'm just saying. Right. Yeah. It, it's, if you consistently do it, if you consistently brush your teeth two or three times a day, your teeth are gonna be clean. Right.

And this, to me, that's just common sense stuff. And I think a lot of times people get bogged down with figuring out what is essential. So the easiest way to do that is if it doesn't produce revenue, at least in the beginning. It's not essential, it's outsource it or get rid of it, or don't worry about it

[00:21:51] Chaz Wolfe: Yeah, exactly. Well, and and a lot of times, to your point there, is that we get, we get excited or we tinker with the thing, right? Sure. The platform, the product, the service, the coaching opportunity, like whatever it is that we're building and then selling, we get mm-hmm. , it's easy to go like, well, let me, let me go work on this, you know?

Right. The calendar should be full of revenue generating activities. That's right. And so I appreciate that. let's go into some decisions that you've made, good and bad. I wanna know of something that you look back on and you're like, okay, this one decision right here led to a bunch of success for us.

What is that for you?

[00:22:24] Rodney Steele: well, there's actually been two, can I share two with you? Of course. Of course. The first one was starting Densmore Steel. and then the second one was I brought on, a partner in, well I had an original partner originally and and then I brought another partner, after he left in 2017.

And she's just been incredible. So decision wise from that, what I would say is that, I made a good decision to start the company cuz when I first started, there really was no one doing what I'm doing. Right. Yeah. which is a little bit scary. . Yeah. Way scary. yeah. And, the second one would be,would be bringing on my, my current partner.

She's, she's amazing. her name's Barbara and, she's actually on vacation right now, but she's, she really has brought a, a level of, of, I guess I would say quality experience, whatnot to the business. Additional to that, she's, she's almost as if she's sometimes mentoring me, right? Yeah. along the way, right?

Because I, yeah. You know, sometimes I, I have to tell you, we lose, we lose sight of, you know, what's important, right? Sometimes, and and she's always kind of grounded me, but I would say, the two, the two best decisions we're starting the company, one taking to bet on myself, right? Yeah. Yeah. And the second one was surrounding myself with the

[00:23:19] Chaz Wolfe: right.

Yeah, and those two principles right there, you know, can't be, you know, over exaggerated really. Man, I think every entrepreneur feels the same way about like, man, starting this business was, you know, even if they're smaller and they're still kind of like in the grind and like a little bit of pain. sure.

It's still probably in that best decision category. Mm-hmm. . And then what they probably don't have that you just described that you have is that next level of decision, which is putting the pieces in place, which include people. Probably the biggest piece actually. Sure. Yeah. What did you, what did you experience that made you realize I need.

[00:23:54] Rodney Steele: well, that's a great question. So, when I first started the company, right when I first started Dinsmore Steel, I had a bunch of people, I call 'em Bandwagon Band Wagoneers, right? They jumped on the bandwagon and, you know, we brought in a bunch of people, we raced the capital, and they just, no one was working, right?

Everyone's getting salaries and, and just no one was working. And I realized, you know, I, I'm selling constantly cuz that's what I've, you know, focused my efforts on and everyone else is supporting my efforts Right? When, right. You know, and. And I had known Barbara for a while. She, we had worked together. she worked at one of the companies that was a vendor of ours, and I said, you know, if I ever get the chance to, to grab her, I would.

And, the chance came about and, you know, luckily it was, luckily I was able to get her over here and it just, you know, it really, it really took it to the next level.

[00:24:34] Chaz Wolfe: Yeah. And so what I heard in that, tell me if I'm, I'm on or off on this, but as a, as a initial business owner, and I think we have probably all experienced this, is that we are the juice, right?

Like That's right. We're the revenue, we're the face, you know, it's everything. Sure. But at some point there has to be another level of support. It's not just the assistant type support. It has to be another's, right. High performing support. And maybe Barbara doesn't like the limelight or the face. Maybe she does.

I don't know. But a lot, a lot of times it's, it's, it's opposite, right? You got the one that's like, yeah, it's kinda opposite. I can be the talent. No big deal. I can be on the podcast. And then I got my team in the background. You just keep doing, you we'll take care of the rest. You know, that's, that's

[00:25:16] Rodney Steele: Barbara and, and, and, and luckily for me, right in, in addition to doing that, she also is a, is an amazing salesperson, saleswoman salesperson.

you know, which is, which is rare, right? I always joke around and say that, you know, getting her was like, well I can't say anymore. I say getting Tom Brady right? But Tom's gone now, but ,

[00:25:29] Chaz Wolfe: you know, something like that we can insert with, with Patrick Mahomes cuz I, you know, I'm a casual. Okay. Yeah.

[00:25:34] Rodney Steele: Well, yeah, I mean, listen, he's amazing. Yeah. So, no, no, no. no argument there, but yeah, that's kind of what it is. Yeah. Yeah.

[00:25:42] Chaz Wolfe: Good. Okay. So what about a bad decision or choice? something that you can look back on, that you can help us stay clear.

[00:25:47] Rodney Steele: Sure. I would say two bad decisions. The first one was bringing on partners in the very beginning.

Okay. and the second one was raising, capital. Okay. And here's what I'll say, right. . the reason you don't wanna bring up partners in the beginning is because everybody, everyone thinks the company's gonna become a billion dollar company. Or, you know, maybe you do, maybe you don't.

but there's a lot of in-fighting on who's getting what and who's getting this, and there's nothing to give us, right? You have a hundred percent of zero, zero, right? Yeah. That's the first thing. And the second thing, or the, the, the, the other thing I would say is that, you know, if you're going to raise capital or you find yourself in a business where you need capital, and you raise it from the VCs or whoever it is, they're just gonna take your.

Right. I have a friend of mine who raised, who had a company, and he raised quite a bit of money. I helped him through the first couple rounds and they, and eventually he kept churn through the money and burning through it, and he, they replaced it. They took his company from, yeah. And now the company's publicly traded and whatnot, you know?

And what do you mean he did All right, but. I told 'em early on, I said, they're gonna take a company from you. So one of the things I always say to people like, like two things that I think really insulate you from those things is if people want to give you money instead of them, instead of you asking 'em to give you money, ask them to be your client, right?

Mm. And that's, you know, a lot of the VCs now use us for, for PO and whatnot. And they'll say, you know, well, you guys have a great business model. We should invest in you. And I'll say, I have a better idea. Why don't you, why don't you let us look at your portfolio companies and see if we can save you money and then we'll keep afloat and you'll have even more money

[00:27:08] Chaz Wolfe: Right, right, right. Yeah. Yeah. It's, I guess a, a lens of what's really important. Mm-hmm. . And, I think that a lot of those things that are tied to maybe some of those, experiences with, with your buddies company and, or just, I think all of us, when we're first getting going, there's ego, right? That's why you have in a situation where partners we're fighting over nothing because there's ego and there's also ego in the top line.

So if I, if I, you know, I guess do a, a raise a lot of money and we become a billion dollar company, then that, like, that feeds my ego. And so there's a lot of, uh, pressure, I think around that. Whether you're, whether we're talking to somebody right now who's thinking about raising money or not, it's still the idea of, well, I gotta get to a million bucks, or I gotta get to 10 million bucks.

It's like, well, what really is important, I think is what the message that you're giving here. And sometimes it's not the raising the money or the top line necessarily. It's more. Maybe building something that's sustainable, that can be the company that doesn't get taken from you, whether that's from a, an economy or mm-hmm.

from a vc. Would you agree with that?

[00:28:05] Rodney Steele: I a thousand percent agree. You nailed it. You

[00:28:08] Chaz Wolfe: absolutely nailed it. What about like a process that you have, like a decision making? Like you've, you've obviously been very, very frank, like, this is like boom, boom, boom. Like this is just your style. I love it. Thanks. So when someone comes, something comes across your desk, like how do you process a decision?

Is it, is it sure something that you have a four step process to or tell me , tell me your

mindset.

[00:28:27] Rodney Steele: So yeah, so that's a great question. a lot of things I tie back to just common sense, right? I'm a big common sense. There's a guy that wrote the book, you know, the subtle, the subtle Art of not, you know, caring.

Oh, I'll leave it at that. And, I kind of agree with what he said, right? If it's not, if it's not a, you know, yes, absolute yes, then it's enough. that's the first one. So a lot of times people ask me to do things and, if I don't, it's not a matter of I'm too busy or this, that if I don't think I can add value, I'll just decline it.

and the other thing is too, That I say is that if you are working with somebody, and this comes up a lot with vendors and you know, just people you're gonna use outside of your business and you know this, I a lot of times will say to myself, is this a win-win situation? Right. Right. If I'm not gonna get something out of it and they're not gonna get something out of it, then that's probably doesn't make sense.

Right. The other thing I would say is that in the beginning, You know, this didn't really happen to me because I don't, I'm not the, in, I, I, I provide a product or service, but I'm not the, the end provider. Right. With the PO stuff is, a lot of times I find, and I I'm very against this, is people will give their friends discounts.

If you have a business and I'm your friend, I'm not gonna ask you for discount. Give it to someone who, who, who will come back. Right? Right. and I find a lot of times people will have businesses and whatnot and they surrounded by people that just don't really matter, didn't care about their company.

Right. . So you want to shield yourself from those people. The other thing I would say, and this is the last one I'll touch on, is take your time to make decisions, right? Yeah. if you're small and you think it's gonna benefit your business, if you can't see a way to make revenue with it, or a way to grow your brand right.

It's, it's not, probably not worth it.

[00:29:58] Chaz Wolfe: Yeah. You know? Yeah. Coming from a guy that's, you know, we're moving fast. Both you and I are talking fast. We're like doo doom, doom. Like we're both very much in the same vein. There. We're like each other in that way, but. I hear a guy that's fast moving saying, Hey, it's okay to slow down.

Sure. Why is that valuable?

[00:30:15] Rodney Steele: So you can think, right. again, right. I've, I've been doing a lot of yoga lately with my wife for the past three, four months. And, you know, in the very beginning I would be, you know, in some po I don't know the position, but I'm in some position I'd be like, this is terrible, I'm gonna die.

Right? , and it's like over time, right? If you just hold the pose, you know, a couple seconds, I, it seems like hours. But when you hold the pose, you know, the next day it's easier and it's easier. And I feel like, yeah, we're in such a, like, decision, decision, decision, right? Grow. Like they always say, move fast.

it was move fast and break things. I, I agree with that, but you don't wanna do that when it comes to your bottom line. Your, your money, right? Your, your numbers.

[00:30:49] Chaz Wolfe: Yeah. Yeah, that's good. There's a distinguishing fact there. I think that there's a, you know, innovation, we're trying to like, you know, try new things and, and see what works.

Email, marketing campaign, you know, all those things. But I loved how you basically, you're keeping your money like separate and you're saying, Hey, like if it affects the bottom line in a deep way, now all of our decisions do. Sure. Especially in a business. But, it, it's those bigger decisions as you're saying, like really make a difference.

And those are the ones like, Hey, just it's, hey. If it's, if it's a good choice, it'll be a good choice tomorrow, right? That's right. There's a lot of pressure, and even as it is funny too, because the way that we've discussed sales and how you even just broke down your decision making process, it's like, I wanna see how much I can add value.

If I can't add value, I decline it. . Sure. If, if there's a mutually, you know, you win, I win in this situation, then it's a good thing. you, you gave several points there, a few minutes ago. So if the listener wants to pause and go back and listen to the rest of 'em, that they, they should, but that's how I even think of sales.

It's like, sure, I get on a call, you know, and maybe I've got a guy who does, I don't know, 15 million and he's like, like Hey, I wanna, I wanna look at your, in fact, I, I had a guy, was over 50 million. Hey, I'm, I wanna look at your mastermind I said, great, let's talk about it. Why you wanna join. And it was not in alignment with why we people, like, why people join.

And so I said, I, I've enjoyed our conversation. I would love to spend some time with you. I don't think it's a right fit. , he's like, right. The fact that you would even say that is really, really like, like good for you you know , right? Cause everyone's trying

[00:32:16] Rodney Steele: to

[00:32:16] Chaz Wolfe: sell constantly Like, I'm gonna get you to come in here and you're not gonna add any value because you're looking for this one specific thing.

And I'm looking for collaboration. Everybody else at the table's looking for collaboration. You're not .

[00:32:25] Rodney Steele: Right? Right. I gotta

[00:32:26] Chaz Wolfe: protect and I that a lot. It's not, it's not mutually benefiting. And so even in our sales process or how we make decisions, I think you've just given a lot of really, really keen value here.

And I think the listener should, should maybe double back and take some notes. , I wanna know, we're going into our speed round here. I'm gonna sure. Not that we're not moving fast, cuz we've been moving fast, but we're gonna transition over to what I call the speed rail. We're gonna keep it moving fast.

How about that? That sounds good. We talked numbers a second ago and Sure. And knowing them and almost like, kind of like being precise, which I. You can only track one thing forever and ever, what would it be? What would that one thing be? Calls. Okay. What do you mean

[00:33:03] Rodney Steele: by that? So how many people are you talking to?

How many calls do you have a day? Right. one. One. You didn't ask me this, but I'll just touch on this and I think this is vital. One of the things that I think have made us successful, and I would do this in any business, is build your funnel. Here's what I mean, right? Yeah. Anyone that works at my companies, they don't prospect for business.

The business comes. And why I do this is because when I used to work at companies and when I worked in finance, I used to see the, the banks held hostage by a big trader or a big guy, girl, you know, guy, guy, whatever. But a big time producer, and I see that in companies and I always say, right, like if we lost our entire sales team, it doesn't matter.

It matters, but it, it doesn't matter to the fact that they're not prospecting, right? So I always tell people, figure out how to make your funnel full The other thing is too, is that you can attract the best salespeople in the world when you have the. leads You're valuable, right? I found a lot of companies will hire people and pay them, you know, six figures a year.

And say, go get his business. I don't have to tell you, closers don't prospect and, and people that prospect aren't closers, it's still completely different. It's like in a bullpen, right? You have the starting pitching and the closers. Mariano Rivera was an amazing pitcher, but you're not gonna start him, right, unless it's three innings , right?

and I think a lot of companies do that, right? They tie theirselves to the sales team and to the salespeople, and don't tie yourself when you start your company, build your funnels, build your sales process, and then make it work. And then hire the. salespeople To, to, to take the orders and, and

[00:34:25] Chaz Wolfe: whatnot. Yeah. There's a lot of value here.

I want to, I want to, I mean, with my extensive sales background, I got some other questions. I, I think that you can answer value here, in that scenario because I've, I've been the scenario where I was the closer mm-hmm. the top in, out of thousands, but yet still had to prospect to stay at that level.

Sure. Because, yeah, leads were given, but not, not, not, not, not the good ones where I knew where they were type of thing. . And so I hear you because in those moments as that person, it's not that I felt like I was above, but I felt like, man. Mm-hmm. , how much more efficient could I be if the, if, if they were either just stacked up for me and I could just close, close, close, we, the company would just make so much more money on me.

sure. That would make more money, but they would make more money. Absolutely. And so that's in essence what you just described. Mm-hmm. . So you've got this like almost two arms of your sales process, or your team where you've got kind of like a set closers or this Sure. You know, business development and, and AE type of role.

Okay, fine. How do you keep the guy who's closing. Who's probably got an ego Sure. From being a little bit like, you know, handout expectant of the best. Right. Like, you give me the best cuz I'm the closer because inevitably that's the funnel of that guy. Sure. Like, unless he's just super humble and has some like moral value of like, you know, core values of like, you know, being, you know, raised in the Midwest or something.

I don't know. he's, he's, he's just gonna. Add it as like, I'm the guy and you owe me. So how do you, how do you keep your guys away from that mentality?

[00:35:53] Rodney Steele: No, that's a great question. The way we do it is that we provide all the leads, right? We provide the prospects. The, the reason for that is, and, and I'll just give you some quick math, right?

Cause I like math. If you have 10 salespeople, right? The, the general rule is that two of them are carrying the team, right? So the other eight are just not getting it done. Yep. So, my life, we only have All right, right. On average. Yeah. so, you know, in my, in my experience, we only have a handful of closers, maybe five at the Columbia at the.

Right. And the rest of the company's entire focus, you know, aside from like running the company is marketing cold email, ads. we don't really get into telemarketing. I don't find that it works as well. I'm not saying it doesn't work, it doesn't work for us. Right? Sure, sure. Yeah. Yeah. but, but cold email.

and, and the other thing I would say too, that we've been very successful in, and I would advise this, is that whatever avenue you're gonna take, it's significantly easier. To sell people, and I'll explain what I mean. That are using something similar to what you are doing, for example, it's easier for someone, or it's, it's more likely for someone to move to another p uh,that's with a peo.

Right? Right. So a lot of times when you first start out, people are like, I'm gonna, you know, you don't wanna spend your entire time educating. Right, right, right. They don't buy anything. Right? Yeah. and, and that's one of the things, but to answer your question, everyone that works here, they can bring in their own business and they can bring in their own leads.

That rarely happens because that's not their focus. Right. Their focus is get on the call and, and to your point, right. I just wanted to say this one nice thing. Selling in my mind isn't convincing people to do things. It's finding people that need what you have and helping them get it right. Yep. The best closures in the world.

And I, again, right. I, nothing, nothing. It's us. The best closures in the world are merely talking to the people that need what? And we're helping them, right? If you have to get on the phone and convince people to do things and this and that, either it's the wrong person or they're just gonna counsel or you're just wasting your time.

Right. You know?

[00:37:36] Chaz Wolfe: Yep. Yeah. There's a layer obviously of helping them get out of their own way sometimes, which takes communication and maybe persuasion, but I a a hundred percent agree with you, where you're just knocking down the, the wrong customer if, sure. If you gotta wrangle 'em all the way down every single time you're talking to the wrong person.

So, okay. You've given us just some incredible sales value here. From a, from an angle of leads, basically. because you're focused on the pipeline Sure. Because you're looking at filling the pipeline and you control the leads. It actually, the, the, the reason that creates the di the, the situation of set closer and I, and we've got these guys that are just focused on closing, is the same, almost like, lever that you pull of like, Hey, like don't get too sassy cuz I control the leads also.

So like, it's like your answer is, the answer is, is that right? Kinda what I. That's right. Yeah. I, I think that for every organization listening right now, they will, if they have salespeople now or don't, they will experience what we're talking about. because there's different personalities that we come across and usually those bigger little bit more confident, little bit more direct, personalities are gonna be the ones that, Hey, like, I have no fear.

I'm gonna get on the phone. I'm gonna freaking close, and you're gonna pay. And there's, there's a lot of ego in that. And, and to manage that is a whole nother skill set. Sure. that's right. So anyway, that's a whole nother podcast too, but let's keep, let's keep moving here. I wanna know what kind of book Sure.

Or maybe resource that you would recommend for a, a business owner trying to grow. Can you be three of 'em? Yeah,

[00:39:00] Rodney Steele: let's go. All right. So, before our work week changed my life, right. Tim Ferris. Yeah. amazing guy. amazing book. And I would say the second book that that really, I don't even know if we would call it a book, it's more of like a alm, that's what they call it is, is naval.

guy's amazing. He has amazing advice. he has a really good quote at,a calm mine, a healthy body, and a him and a happy, family. Can't be bold, right? It's just the guy's just full of just sage wisdom proverbs. Yeah. Yeah. And then I would say the last one is oddly is oddly enough, it's a, it's a really spammy sound entitled, but it's amazing.

But I read it years ago and it really helped me, not so much with, it helped me with business, but it more helped me with, like, settling up my finances was, I will teach you to be rich by Ramit. Okay. horrible title. He'll even say that. But the book, it basically tells you, like got you to read it. Yeah, he got me to read it.

And, and the thing I'll tell you that I really grabbed out of that book was that, it's the little things, right? Like setting up a Roth IRA or setting up a traditional IRA or whatever it is, right? Yeah. you know, he is, it is funny in the book, he says, you know, you're not gonna get rich skipping the latte

And he's right. That's.

[00:40:01] Chaz Wolfe: Yeah. Especially as a business owner, there's a lot of people that, you know, call it the Dave Ramsey approach. Look, you have to be a good steward, right? So I'm not gonna discount anything having to do with being a good steward. I'm a hundred percent fan. It's one of our core values.

Mm-hmm. is, even kings are good stewards of all resources. Mm-hmm. . But to your point, skipping the latte doesn't do a whole lot for the, the marketing budget. and Right. And that's really what's gonna grow, you know, your net worth in your, from your business. Put money in marketing, grow the pipeline, sell people on your service, and then take that money and do what you said.

Do the conservative things, which is the Roth IRA or real right estate. That's right. Or make those, make those decisions in the background that nobody knows you're really making. We talk about this in the group all the time, which is leveraging resources. Sometimes it's mm-hmm. time. Sometimes it's other types of resources, but it's that money when you start to make some.

Most people just burn it on. Yeah. Stupid stuff and mm-hmm. the wealthy don't do that. They, they make decisions, whether you realize it or not. They're over here making decisions that are like 40 year decisions Sure. Around assets and, and they don't really care about, the flashy things that maybe get your attention.

That's true.

[00:41:09] Rodney Steele: Yeah. I, I learned a valuable lesson in finance. if I could just share this one thing is, Over time, it's saying how, you know, like these people say, well, I dissect the, you know, the, the top performing people in the world. One thing that I can tell you about, from working in finance and, and meeting and knowing and dealing with really extremely wealthy people is they don't have any debt.

And if they do, the debt is, is tied to a revenue producing, you know, ability or something like that. And the second thing I would say with the, with the wealthy is it's not necessarily that they do the right things. You know, in a spur of the moment, they said they do the right things every single day.

Right. So good. and I think that's probably the key too. Yeah. Yeah. I

[00:41:45] Chaz Wolfe: think that, you know, like you said earlier, we've, we've had a measure of success. We're not done yet. sure. But I can look back over the last 10 years and go, you know, kind of pop up your head from being busy and you're like, man. I, you know, four years ago when I bought that piece of real estate or you know, this or that, or Sure.

Man, like that was a, that was a really good choice. You know, it, it, it felt hard in the moment cuz like, I took all my money in and reinvested it. Sure. But like, you know, 4, 5, 10, 15 years later, like, yeah, this is, I can see, I can see the compound effort that's, that's being put. Right. And I've just been over here busy building.

Okay, fine. Like, let, keep doing this. I'm gonna keep just. Putting these stuff away because my kids, my grandkids and, and my community are like, they're waiting on me, you know? So. All right, let's go to the next one. I wanna know about intentionally networking or masterminding with other entrepreneurs.

What do you think about it? It's

[00:42:36] Rodney Steele: necessary. You have to do it. Okay. Why you have to, because you don't know everything. Right? some of the best ideas I've had, have come from other people. And, and this is the other thing I would say too, right, is that, you know, there was a picture of Elon Musk a while back on a, on a yacht, and they're, they're like, oh, these people.

He's surrounded by successful people because they're all in, you know, I'm assuming they're all discussing, you know, things, things that we're discussing. Right, right. so I think Mastermind group is, it's a no-brainer. You have to surround yourself by people that can take you to the next level, or, or you're not gonna get to the next level.

Yeah. You won't on your own anyway.

[00:43:05] Chaz Wolfe: Yeah. Yeah. That's, that's a hundred percent true. All right, I got a question for you. and we'll, we're gonna end the, end the show here, but my favorite question, I always pose it at the end. Okay. If you could whisper in the younger Rodney. What would you say? It'll be all right.

Okay. Tell us more. I'd just say it'll be all right. I,

[00:43:24] Rodney Steele: everything's gonna work out. . You know, I find, I find a lot of times, not so much now, I mean still from time to time, but I was always very nervous about what was, is this right or was that right? And, I think you just have to trust the timing of your life and just, you know, I hate to say it cause it sounds like a broken record, but just keep doing the same things over and over and over again.

Right? Yeah. And the other thing is too, right? I I, maybe I'll say this too, don't be afraid to lose, right. Don't be afraid to make a mistake. Yeah. Because every mistake I've made, and, and I'll tell you all this, right? When you work for yourself or you own a business and you make a. That mistake quickly becomes a lesson, right?

Yeah. I, I thought I could do AdWords, for example, in 2015, and I spent 12, no, 2016 I spent $12,000 in a month. And, people were asking us, how do we book a trip to Tulum , right? Which has nothing to do with our businesses, right? So my point is, is that that's a very valuable mistake, right? Yeah. but, but it worked out.

You'll, you'll be okay,

[00:44:15] Chaz Wolfe: right? Yeah. I, I couldn't agree with you more. And I think if we were both honest, that it wouldn't be, just don't be afraid to make mistakes. It was, go make some more.

[00:44:26] Rodney Steele: Sure. Yeah. I, I welcome the chance to make mistakes constantly. Right. because I know this, this

[00:44:30] Chaz Wolfe: way didn't work.

Right? Yep. Yeah. Yeah. I get to eliminate it from the possibilities and now I can, I can dial in even further on what does work. That's right. Which is marketing, right? So, I mean, you're with, with a cold email, like you, you never, you never stop something that's working. but you're always constantly trying new things and, and the when it doesn't work, you just get rid of it.

And now, now you don't have to worry about it anymore. That's right. That's right.

[00:44:49] Rodney Steele: And, and one thing I'll, I'll just say this is one last thing, is that's the difference between us and the Fortune 500 companies. Right. The Fortune 500 companies can't, I'm not saying that like they, they out resource us in a couple of ways, but they can't turn on a dime.

We can. Right? Yeah. and that's, that's where our strength lies, right? Yeah. And small businesses strengths lie in the fact that we can do things that our bigger competitors, they just, they're not equipped to do because, and you know this right? They have to have 20 different meetings to figure out who's in charge.

Right?

[00:45:16] Chaz Wolfe: Exactly. Yep. So yeah, for even a decision to be presented, let alone. Right.

[00:45:22] Rodney Steele: Yeah. You know, it's, you know, it's a, it's a, it's like, it's like trying to get a bill passed . Yeah. Or, you know, whatever. I can imagine whatever government is, right. That's another podcast. But yeah, it's, it's very, it's a very, you know, laborious task.

[00:45:32] Chaz Wolfe: Yeah. Yeah, exactly. Well, Rodney, I want to give you just an opportunity here, for the listener. So, you've got two amazing, opportunities where they can actually use your service. And so I wanna just give you an opportunity to let 'em know how they can connect with you. So the professional employer organization, you know, obviously you're providing lots of different services.

You mentioned them earlier, but please mention them again. Sure. Why a small business owner maybe needs that. And then of course, email marketing, kind of self-explanatory, but you help people fill their pipeline. Tell us how we can find you if, we need either one of those. Sure. So you can

[00:46:00] Rodney Steele: visit us@densmoresteel.com, and we will help you find the perfect po.

I would, I always describe it as, it's like the kayak of P, right? Yeah. you tell us what you need and we'll find it. And then for emo marketing, I would say that, you know, not to plug myself , but emo marketing is the cheapest, cheapest way to, to reach your clients, right? and just it's a no-brainer.

And to reach us there, just go to valari.com, and, we'll be happy to help

[00:46:20] Chaz Wolfe: you. Yeah. Sounds good. Well, if it makes any difference for the listener, we, you and I will be chatting about some cold, cold email efforts that maybe you can, align with us on and a couple things that we're working on.

Sure. But it's actually how, it's how we got connected. I cold email you. That's alright.

[00:46:32] Rodney Steele: and, and outta the thousands that I get. Right. You were, you were very, here we are. Yeah, I, as I said earlier, I have no, I have no, I have no advice for you, .

[00:46:40] Chaz Wolfe: Well, I, I don't believe that, but, I'll, I'll take it for now as a nice compliment and then, and then we'll really dig in a little bit later and I'll get your, get your real answer.

But Rodney, you have been incredible. Thank you for giving value here today. blessings on you, your family, your business, and your teams. Thank you for being

[00:46:56] Rodney Steele: here. Thank you.

Host Chaz Wolfe welcomes Rodney Steele, the CEO of Dinsmore Steele and Volarei, to the king's stage. If you're an entrepreneur looking to grow your business, this is an episode you don't want to miss. In this episode, Rodney discusses how to delegate and hire, even if you don't have the money to do it. He also talks about the importance of being able to sell and do revenue-producing activities for your business. Want to learn how to afford capital investing without risking losing your company? Rodney has got you covered. As a successful CEO, Rodney also shares his opinion on giving discounts to friends and the value of slowing down in business. Plus, he gives valuable insights into managing the egos of top sales reps and what being a good steward as a business owner really looks like. If you want to take your business to the next level, be sure to check out this episode with Rodney Steele. Visit our Facebook page for more information and get ready to be inspired by Rodney's success story. As Rodney Steele says, "It's about helping others get what THEY want, to get what you want." So, start listening to the episode now and learn how you can apply this principle to your business. Check out the links in the show notes to connect with Rodney and his companies, and don't forget to grab a copy of the recommended books to help you further your entrepreneurial journey.

Rodney Steele:

LinkedIn: https://www.linkedin.com/in/rodneysteele/

Website: https://dinsmoresteele.com/about-us-dinsmore-steele

Youtube: https://www.youtube.com/channel/UCX6-qb8X8rQBuHQA9mAgs9A

Facebook: https://www.facebook.com/dinsmoresteele

Twitter: https://twitter.com/thesteelest

Chaz's favorite morning drink to fuel him for his day

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