The Number

The number is 44,000: businesses that closed in a single year, most of them not sold, just shuttered. Manja Horner, leadership strategist and founder of Boost Learning Design, joins Wendy and Kelsey to unpack why so many trades owners are walking away with no successor and no plan for the knowledge they spent decades building. The conversation looks at the hidden costs of skipping training, the brain drain hitting the trades, and what it takes to build a business that actually holds its value.In This EpisodeWhy "figure it out as you go" can quietly cost owners up to 8 percent on every projectWhat goes wrong when a strong tradesperson is promoted into management without trainingHow to think about training and HR as core business functions rather than overheadWhy a quarter of the trades workforce is heading for retirement, and what that means for ownersWhat a knowledge capture system looks like, and why it matters before key people leaveHow leadership and skills training tie directly to business value and exit readinessFeatured Quote"Yes, we have the bodies leaving. We haven't talked about the brain drain that's happening." — Manja HornerAbout the HostsWendy Brookhouse is the founder and chief strategist at Black Star Wealth and a Certified Financial Planner with over 20 years of independent advisory experience. She works with entrepreneurs and business owners to build financial clarity, business value, and wealth that lasts.Kelsey MacAulay is the Chief Operating Officer and Chief Relationship Officer at Black Star Wealth, and a Certified Exit Planning Advisor. She works with business owners on the operational and strategic side of building a business worth transitioning.About Our GuestManja Horner is a third-generation tradesperson, leadership strategist, and founder of Boost Learning Design. She helps trades businesses fix the leadership training and accountability breakdowns that drive turnover and crush margins. She is the author of Pass the Torch: A Call to Rescue the Future of Trades.Resources & LinksPass the Torch by Manja Horner: passthetorchbook.comBoost Learning Design (Manja's company)Connect With Black Star WealthWebsite: blackstarwealth.comLinkedIn: Wendy Brookhouse | Kelsey MacAulayPodcast: The Number, available on all major platformsIf this episode resonated, follow The Number so you don't miss what's next.

Guest: Ray Samuels, Growth Advisor and Founder, Cer CapitalEpisode in a sentence: Ray shares how “done beats perfect,” why relationships are the real currency, and how a simple idea plus disciplined iteration can create momentum, funding, and valuation growth.What we coverFrom high-school dances to London Telecom to Direct Energy: Ray’s entrepreneurial through-lineThe 65% rule: ship, listen, iterate“Clarity beats complexity,” and getting “pedestrian” with customers to gather real feedbackG.R.O.W. mindset: Gratitude, Resilience, Optimism, WillpowerThe Equal Tank story: a simple washer-fluid dispenser, environmental impact, and national rolloutFunding growth: why sales orders are easier to fund than ideasPackaging a story investors understand and want to backDaily relationship rituals that keep your network aliveKey takeawaysShip at 65% and improve with feedbackRelationships compound if you maintain them intentionallyKeep the product and the story simple so adoption is easyGrowth needs cash, data, and proof, not perfectionMomentum creates new problems, but they are the right problemsTimestamps00:00 Meet Ray and the power of relationships02:30 Early entrepreneurship: dances, driveways, done over perfect07:10 Iteration vs. perfection and the 65% rule08:50 Clarity beats complexity and learning to listen18:20 The G.R.O.W. mindset explained23:20 Equal Tank: simple solution, big impact28:20 When and how to fund growth35:50 Packaging the story for partners and investors36:30 Wrap: relationships and iteration as operating systemsConnect with Ray LinkedIn: https://www.linkedin.com/in/ray-samuels-a20165/Like this episode? Subscribe, leave a review, and share it with a founder who needs a nudge to ship.

150 episodes. Honestly, when I started this podcast, I wasn’t thinking about milestones. I just wanted to have conversations with entrepreneurs and share the lessons hidden inside their journeys. And yet here we are....150 episodes later.In this solo episode, I step back from the usual interviews to reflect on what I’ve learned along the way, about business, freedom, resilience, and legacy.Here’s what I dig into:Why I believe mistakes are just lessons in disguise.How freedom from and freedom to are two very different things.The way money and freedom are always intertwined.Why your business isn’t just your baby | it’s an asset meant to fund your life.How thinking about legacy changes how you grow your company.And why building a business that doesn’t depend on you is the real path to both time and wealth freedom.As I share my reflections, I also talk about my own journey, like how giving up alcohol five years ago became an unexpected lesson in consistency and compound results.The real bottom line? Freedom of time opens the door to freedom in every other area of life and business. And that’s what I wish for you.

In a world obsessed with algorithms, trends, and going viral, what if the true key to social media success was simpler and more human? This week's guest, Ingrid Deon, founder of the organic social media agency Word-Craft, makes a powerful case for ditching the algorithm-chasing and focusing on what truly matters: authentic conversations.Ingrid shares her inspiring and unconventional path to entrepreneurship—from her roots in journalism to becoming a single mom working three jobs, to a pay dispute that ultimately led her to launch her own agency with major national clients.This episode is a masterclass in the "social" part of social media. Ingrid explains why genuine, two-way conversations are more critical than ever in the age of AI, how to create content that sparks real engagement, and why you don't need to be on every platform to succeed.In this episode, you will learn:Why you should stop trying to "game" the algorithm and what to focus on instead.How to find your brand's unique voice and personality online.Actionable tips for creating content that encourages comments and conversation.The surprising power of "older" platforms like Facebook for building community.How to know when it's the right time to outsource your social media.Connect with Ingrid Dion:Website: word-craft.ca

On this episode of The Real Bottom Line, I sit down with Justin Goodbread, serial entrepreneur, value coach, and author of Your Baby’s Ugly. He’s started and sold seven companies and now helps business owners build scalable businesses that buyers actually want.We dig into what makes a business attractive to a buyer, how to mentally prepare for a sale, and why your exit should start long before you want out.We talk about:Why grit isn’t enough – and what you need insteadThe three types of readiness: business, financial, and mentalWhy coasting into retirement could cost you millionsHow selling your business could unlock a new kind of impactWhat happens when your identity is tied too tightly to your businessJustin shares hard-won lessons from the trenches – and how a coach helped him shift from technician to true business owner.Links & Resources:Justin Goodbread: Relentless Value CoachingWendy Brookhouse: Black Star WealthWhat would your life after business look like? Let's talk about it.

Your business has a story—are you telling it in a way that connects, engages, and drives sales?In this episode of The Real Bottom Line, Wendy Brookhouse sits down with Andrea Sampson, storytelling expert and CEO of Talk Boutique, to break down the art and science of storytelling in business. Whether you're pitching investors, marketing to customers, or leading a team, a compelling story can make all the difference.Andrea shares insights from her career in advertising, branding, and coaching TEDx speakers—revealing how entrepreneurs can transform dry facts into powerful narratives that inspire action.What You'll Learn in This Episode:✅ The Power of Storytelling in Business – Why storytelling is more than just marketing; it’s a business essential.✅ What Makes a Story Effective? – The key elements every great story must have.✅ How to Find Your Brand’s Core Story – A step-by-step approach to defining your what, how, and why to craft a powerful brand message.✅ How Storytelling Helps You Sell – How to position your product or service so that customers see themselves in your story.✅ The Common Storytelling Mistakes Entrepreneurs Make – And how to avoid them.✅ Lessons from TEDx – What working with TEDx speakers taught Andrea about crafting short, high-impact stories.✅ AI & Storytelling – How artificial intelligence can help refine your brand story (but why it should never replace human connection).Why This Matters:If you don’t control your brand’s story, your customers will create their own. A strong, well-crafted narrative builds trust, engages your audience, and helps your business stand out in a crowded market.Want to sharpen your storytelling skills? Download Andrea’s Storytelling Toolkit at blackstarwealth.com/storytelling-toolkit.🎧 Tune in now and start telling a story that sells!

What makes a story truly unforgettable? It’s the humanity and emotions behind it. In this episode of The Real Bottom Line, I chat with Crystal Adair-Benning, a prolific ghostwriter and storytelling expert, about why the most impactful content comes from real, human experiences.Crystal opens up about her journey, from ghostwriting her first New York Times bestseller at just 14 to redefining her career during COVID. We dive into:Why human-written stories resonate more deeply than AI-generated content.How emotion and authenticity create connections that drive business success.The shift from event planning to becoming a full-time storyteller and creative coach.The power of storytelling as a marketing tool for entrepreneurs and thought leaders.Crystal also shares her belief that emotion is the currency of the future and offers insights into how writers and business owners can stand out by focusing on their unique human experiences.Key Takeaways:Authenticity Wins: Stories told with empathy and authenticity connect with audiences at a level AI cannot replicate.Marketing with Heart: Using your story as a marketing tool isn’t just effective—it’s transformative for your audience.Human Creativity Matters: Creativity isn’t unlocked; it’s already within you. Sometimes, you just need the right guide to find it.Connect with Crystal:Website: www.writewordmagic.comInstagram: @writewordmagicResources Mentioned:Crystal’s Freebie: Bestselling Blueprint (available on her website)Real Bottom Line: Emotions are the ultimate currency. When you tap into the heart of your story, you unlock the power to connect, inspire, and drive impact.

Success is rarely a straight line—it’s more like a bowl of spaghetti! In this episode of The Real Bottom Line, I chat with Jackie Dinsmore, a lawyer-turned-serial entrepreneur and investor, about her unconventional journey. Jackie shares how she built two successful businesses, navigated high-stakes exits, and disrupted the legal industry with her innovative approach at Caravel Law.We dive into the highs, the challenges, and the lessons learned, covering everything from cash flow struggles in retail to the art of negotiating business sales. Plus, Jackie offers invaluable advice for entrepreneurs on staying resilient, surrounding yourself with the right team, and knowing when to pivot or push through.If you’ve ever wondered what it takes to grow, sell, or reinvent a business, this episode is packed with actionable insights and candid stories you won’t want to miss!Topics Covered:Jackie’s entrepreneurial journey from handbags to kids’ apparelThe challenges of retail cash flow and inventory managementLessons from selling businesses and working with buyersDisrupting the legal industry with Caravel LawPractical advice for entrepreneurs on navigating the messy path to successSubscribe for more insights from entrepreneurs who’ve been there, done that, and are ready to share the real bottom line!📌 Links Mentioned:Connect with Jackie Dinsmore: Caravel Law Website