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90% of agencies never sell, and most owners who do sell hate the price they get. This episode breaks down the boring work that separates the rare agencies that actually exit well from the ones that underperform. Our guest Nick Avaria is the founder of Agency Acquisitions out of Vancouver, Canada. His goal is to help reward people in agencies for their hard work, whether they're agency owners or employees. He developed "The Agency Economics Thesis" that has scaled multitudes of successful companies.  www.agencyacquisitions.io | LinkedIn:   / nickavaria   What you'll learn: →Why the best-run agencies are the ones about to be sold, and how to build that way on purpose. →The churn math that can double or quadruple your top line without adding a single new client. →What actually separates the 3-in-10,000 agencies that reach $10M in revenue. →The 100-day client onboarding philosophy that builds habitual trust. →The "bathtub effect" quietly killing your retention between sale and first monthly meeting. →The three types of insights every B2B client needs, and why missing one gets you fired. →The $100 pen problem and why your best work still loses the client. Chapters: 00:00 Intro 01:00 Meet Nick Avaria 02:00 The #1 Rule: Run It Like You're Selling It 04:00 Work On the Business, Not In It 06:00 Escaping the Adrenaline Junkie Trap 08:00 Growth Thresholds: What to Let Go at Each Level 09:00 Why Only 1 in 10 Agencies Actually Sell 11:00 Why Owners Let Their Agencies Slowly Die 12:00 The Three Levers of Valuation 14:00 The Churn Math That Doubles Your Revenue 17:00 Only 3 in 10,000 Agencies Hit $10M 18:00 Middle Management: The Boring Work Nobody Does 22:00 The Surf Trip: What Real Ownership Looks Like 25:00 Why Churn Spikes When You Scale 27:00 The Power of Quarterly Strategic Reviews 28:00 The Three Types of Insights Clients Need 30:00 Why B2B Buyers Aren't Logical 31:00 The 100-Day Onboarding Philosophy 35:00 The Bathtub Effect 38:00 The $100 Pen Problem — Test, Optimize, and Scale is hosted by Jason Fishman, CEO of Digital Niche Agency. New episodes every week covering digital marketing, growth, and entrepreneurship. Subscribe: @digitalnicheagency   Instagram: digitalnicheagency   LinkedIn: digital-niche-agency   #AgencyLife #MarketingAgency #Entrepreneurship #BusinessExit #ClientRetention #SaaSMarketing #BusinessGrowth #TestOptimizeScale

Most people think the best product wins. August Biniaz disagrees, and he's built a multi-million dollar real estate private equity firm to prove it. August is the Chief Investment Officer and co-founder of CPI Capital, a real estate private equity firm with two verticals: multifamily value add (Tampa Bay, San Antonio, Austin) and build-to-rent development. In this episode, he breaks down the returns (15–20% multifamily vs. 25–30% BTR), the investor psychology behind raising equity, and the exact marketing systems that helped CPI scale from zero to a cross-border investment platform serving Canadian and US accredited investors. Whether you're building a fund, a company, or a brand — this episode is about the infrastructure behind growth. 🔑 What you'll learn: → The difference between multifamily value add and build-to-rent (and when to use each) → Why US multifamily beat the S&P 500 for 20 years — and what's changing now → How CPI Capital finds and qualifies accredited investors → The know-like-trust framework for converting prospects into LPs → Why tariffs caused 70% of their Canadian investors to almost walk — and what brought them back → EOS/Traction: the growth operating system CPI runs on 🏢 About August Biniaz: August Biniaz is the CIO and co-founder of CPI Capital, a real estate private equity firm focused on US multifamily and build-to-rent development in Tampa Bay, San Antonio, and Austin. He is a LinkedIn Top Voice and host of the Real Estate Investing Demystified podcast. 🔗 cpicapital.com | LinkedIn: https://www.linkedin.com/in/augustbiniaz/ 📌 Chapters: 0:00 – Introduction 0:44 – August's background: from broker to home builder 3:26 – Discovering real estate private equity and US multifamily 4:41 – CPI Capital: the two verticals explained 7:25 – Multifamily vs. build-to-rent: what returns actually look like 9:57 – Timeline and exit strategies for BTR development 12:10 – Why diversification across asset classes matters 13:21 – The equity problem: how CPI started raising capital 15:43 – Building a brand around your executive team 18:53 – Know, Like, Trust: the investor acquisition framework 20:04 – Finding your investor avatar 23:19 – How CPI qualifies leads (the 3 questions they ask) 25:35 – Canadian vs. US investors: the 70/30 split 29:32 – Current market analysis: rates, oversupply, distress 33:41 – Why multifamily fundamentals are still strong 36:07 – Growth strategy: the EOS / Traction framework 38:01 – Big Hairy Audacious Goals and quarterly rocks 40:28 – Building the right team (fractional roles, Slack, Asana) 41:45 – How to scale without shiny object syndrome 44:42 – Final thoughts: marketing beats product, every time — Test, Optimize, and Scale is hosted by Jason Fishman, CEO of Digital Niche Agency. New episodes every week covering digital marketing, growth, and entrepreneurship. Subscribe: https://www.youtube.com/@DigitalNicheAgency Instagram: https://www.instagram.com/digitalnicheagency/ LinkedIn: https://www.linkedin.com/company/digital-niche-agency/ #RealEstateInvesting #MultifamilyInvesting #BuildToRent #PassiveIncome  #RealEstateSyndication #PrivateEquity #TestOptimizeScale

Most founders raise capital the wrong way. This episode explains why — and what to do instead. James A. Wolff is a partner at Greenspoon Marder LLP, a NASA and NIAC award recipient, and one of the sharper minds working at the intersection of securities law and emerging technology. He spent years on the founder side before becoming an attorney, and that experience shapes everything about how he approaches deals. In this episode, James breaks down what goes wrong when founders raise capital without the right legal infrastructure in place — from unfiled Form Ds to missing AML/KYC checks to IP assignment gaps that kill future due diligence. He explains why downloading templates from the internet creates liability founders never see coming, why AI tools can't replace experienced legal counsel when the stakes are this high, and how "legal debt" compounds just like technical debt if you ignore it early. We also get into the future of capital formation, the shift away from traditional VC structures toward family offices and private market indexes, and what a cohesive capital strategy actually looks like for companies building in AI, robotics, Web3, and frontier technology. What we cover: - Why safe agreements without attorney support create serious downstream risk - The "governance trifecta" every early-stage founder needs - How to think about Reg CF, Reg D 506(c), and Reg A+ as tools — not just checkboxes - What tokenized offerings and Web3 raises require beyond standard compliance - How marketing and legal need to work together on solicitation exemptions - Where the VC landscape is heading and what it means for founders raising now Check out the full episode! Social and Website: LinkedIn: https://www.linkedin.com/in/jamesanthonywolff/ Website: http://www.gmlaw.com

In this episode of Test. Optimize. Scale, Jason Fishman sits down with Gene Eidelman, co-founder and CEO of Azure Printed Homes, to discuss how 3D printed housing could reshape the future of construction. Gene shares his journey from real estate developer to startup founder and explains how his company is building homes faster, more efficiently, and with less waste using factory-based 3D printing. The conversation explores the housing crisis, rebuilding after disasters, solving homelessness, and how new construction technology could dramatically lower the cost of building homes. They also dive into lessons from launching and scaling a startup, raising capital through crowdfunding, and what founders should know about building products that truly resonate with customers and investors. If you are interested in housing innovation, startups, crowdfunding, or the future of construction, this episode is packed with insights. Key topics - The origin story of Azure Printed Homes - Why traditional construction is slow, expensive, and inefficient - How factory-based 3D printing changes the economics of housing - Using modular construction to build homes faster and reduce waste - Rebuilding communities after fires and disasters - Addressing homelessness with scalable housing solutions - The role of design and aesthetics in affordable housing - Lessons from raising millions through investment crowdfunding - How founders can identify the right customer and investor personas - What it really takes to scale a startup in a traditional industry Takeaways - Housing construction has changed very little in decades, creating opportunity for innovation - Factory-built homes can reduce costs, timelines, and construction waste - Solving social challenges like housing shortages requires both technology and execution - Crowdfunding can create a powerful network of investors, customers, and supporters - Strong founding teams with complementary skill sets improve startup success - Scaling a company requires the same persistence and effort as starting one - Understanding your audience is essential for both fundraising and product growth - Real innovation in construction must still navigate permits, financing, and regulations Social and Website: LinkedIn: https://www.linkedin.com/in/geneeidelman/ Website: https://azureprintedhomes.com/ Reg CF: https://wefunder.com/azure

In this episode, Sharif Bennett, co-founder of CineBlock, shares insights on how regulated investment crowdfunding is transforming entertainment financing. Discover how fans and investors can directly support and profit from film projects, revolutionizing traditional Hollywood funding models. Key topics - The origin story of CineBlock and its founders - Problems with traditional film financing and how crowdfunding addresses them - The role of blockchain in ensuring transparency and security - Building communities of investors and fans around films - The impact of industry consolidation and the need for alternative funding - Strategies for filmmakers to leverage social media and fan engagement - The future of theaters and how fan investment can revive cinema - The importance of understanding community pain points and marketing - Scaling and optimizing crowdfunding campaigns for success - The cultural shift towards creator and fan empowerment Takeaways - Crowdfunding can democratize film financing, allowing fans to invest directly. - Blockchain technology provides transparency and security for investors. - Building a community around a project increases engagement and funding success. - Fan investment can help revive traditional theaters and boost box office sales. - Understanding your community's pain points is crucial for effective marketing. - Scaling should prioritize improving user experience and customer satisfaction. - Data-driven decisions are essential for optimizing campaigns. - The future of entertainment lies in creator-fan collaboration and empowerment. - Industry consolidation makes alternative funding methods more vital. - Early community engagement and marketing are key to successful launches. Chapters:  00:00 Introduction to Titl and Real Estate Innovation  06:45 Addressing Industry Inefficiencies  13:30 The Role of Blockchain and AI  20:15 Strategic Partnerships and Market Acceptance  27:50 Automating Title Searches  34:05 Building a Digital Land Registry  40:20 Rebranding and Market Perception  46:55 Future of Real Estate Technology Social and Website: https://www.linkedin.com/in/sharif-bennett-99b1a449/ https://www.linkedin.com/company/cineblock/ https://www.cineblockfilms.com/

In this episode, Jason Fishman hosts Ori Ohayon and Tory Ricalis, co-founders of Titl, to discuss how blockchain and AI are transforming real estate transactions. They share insights into their journey from identifying inefficiencies in traditional property dealings to developing a platform that streamlines title searches and reduces settlement times. The conversation covers the challenges of integrating new technology in a legacy industry, the importance of strategic partnerships, and the mindset shifts required for innovation. Ori and Tory also delve into the role of AI in automating processes, the impact of rebranding on market acceptance, and the future of real estate technology. Takeaways: Blockchain and AI can significantly reduce real estate transaction times. Strategic partnerships are crucial for gaining industry acceptance. Rebranding can enhance market perception and adoption. Automating title searches with AI improves accuracy and efficiency. Building a unified digital land registry offers a single source of truth. Flexibility and customization are key to meeting client needs. Long-term planning and resilience are essential for success. Chapters:  00:00 Introduction to Titl and Real Estate Innovation  06:45 Addressing Industry Inefficiencies  13:30 The Role of Blockchain and AI  20:15 Strategic Partnerships and Market Acceptance  27:50 Automating Title Searches  34:05 Building a Digital Land Registry  40:20 Rebranding and Market Perception  46:55 Future of Real Estate Technology Social and Website: https://www.linkedin.com/in/tory-ricalis-548818118/ https://www.linkedin.com/in/oriohayon/ https://titl.co/

In this episode, Jason Fishman interviews George Rivera, an entrepreneur and author, discussing the transformative power of the "buy back time" framework. George shares his journey from burnout to building a $50 million company while working just 30 hours a week, emphasizing the importance of strategic delegation and systemization. They explore the challenges of balancing business growth with personal life, the significance of letting go of control, and the mindset shifts necessary for sustainable success. The conversation also delves into optimizing business operations, the role of effective team management, and the impact of personal development on professional growth. Takeaways: - Strategic delegation is key to freeing up time and reducing burnout. - Conducting a time audit helps identify low-value tasks to delegate. - Hiring the right team and firing fast can accelerate business growth. - Optimizing copywriting and advertising is crucial for scaling. - Mindset shifts are necessary to build a business that supports personal goals. - Systemization and process improvement lead to sustainable success. -Balancing work and family life enhances overall well-being. -Personal development is integral to professional growth. - Embracing change and letting go of control fosters business expansion. - Building a business engineered for freedom and impact is achievable. Chapters: 00:00 Introduction to the Buy Back Time Framework 06:45 Overcoming Burnout and Achieving Balance 13:30 The Power of Strategic Delegation 20:15 Conducting a Time Audit for Efficiency 27:50 Building and Managing an Effective Team 34:05 Optimizing Business Operations 40:20 Mindset Shifts for Sustainable Success 46:55 Balancing Work and Family Life Social and Website: LinkedIn: https://www.linkedin.com/in/george-rivera-53b3296/ Website: https://buybacktimeformula.com/branding

In this episode, Jason Fishman interviews Bob Cohen, a business advisor at Braintree, discussing the intricacies of entrepreneurship, crowdfunding, and capital formation. Bob shares his journey into the world of investment crowdfunding, the importance of capital in entrepreneurship, and the role of incubators in supporting startups. They explore the challenges entrepreneurs face in raising capital, the significance of building relationships with investors, and the necessity of testing business ideas before scaling.  The conversation also touches on the evolving landscape of FinTech and cryptocurrency, emphasizing the need for coachability and strategic planning in the entrepreneurial journey. Takeaways - Entrepreneurship consists of three parts: idea, management, and capital. - Many entrepreneurs struggle with capital raising due to lack of knowledge and networks. - Crowdfunding has evolved to become more accessible for typical entrepreneurs. - Building relationships with investors is crucial for success. - Coachability is a key trait for entrepreneurs seeking support. - Testing business ideas through minimal viable products is essential. - Scaling requires hiring the right people and building a strong team. - Networking and establishing credibility can lead to investment opportunities. - The lean startup model encourages testing before full-scale development. - Maintaining a day job can provide stability while pursuing entrepreneurial ventures. Chapters 00:00 Introduction to Entrepreneurship and Crowdfunding 07:33 The Importance of Capital in Entrepreneurship 12:23 Navigating the Crowdfunding Landscape 19:02 Exploring FinTech and Cryptocurrency 24:11 Building Relationships with Investors 29:17 Key Factors for Incubator Success 33:07 Testing and Validating Business Ideas 39:55 Scaling Your Business Effectively Social and Website: LinkedIn: https://www.linkedin.com/in/bobcohenbt/ Website: http://www.braintreepartners.org

In this episode, Dr. Jacques Jospitre takes us on a journey through the innovative landscape of mental health care, focusing on the integration of technology at SohoMD. Explore how functional medicine and telehealth are breaking barriers in psychiatry, and learn about the crucial roles of nutrition and endocrinology in mental well-being. Dr. Jospitre emphasizes a holistic approach, merging traditional practices with modern technology to enhance mental health outcomes. Chapters: 00:00:00 Introduction to Dr. Jospitre and Soho MD 00:03:00 The Role of Telehealth in Psychiatry 00:09:00 Integrating Functional Medicine 00:15:00 The Impact of Nutrition and Endocrinology 00:21:00 Talk Therapy and the Power of Belief 00:27:00 Social Media's Influence on Mental Health 00:33:00 Scaling Healthcare with Quality Control 00:39:00 The Future of Holistic Mental Health Care Top Insights: Telehealth removes barriers to accessing mental health care. Functional medicine offers a holistic approach to psychiatry. Nutrition and endocrinology are crucial for mental health. Talk therapy is powerful in shaping beliefs and experiences. The placebo effect highlights the power of belief in treatment. Social media impacts mental health, especially in youth. Quality control is vital when scaling healthcare services. Wearable technology provides valuable data for patient care. Holistic mental health care includes relationships and activity levels. Optimizing mental health requires a comprehensive care team. Join us for this insightful discussion and discover how these advancements are shaping the future of mental health care! Connect with Dr. Jacques Jospitre Wefunder: https://wefunder.com/sohomd LinkedIn: https://www.linkedin.com/in/jospitre/ Website: https://www.sohomd.com/

Podcasting doesn't fail because of audio quality, gear, or branding. It fails when there's no clear return on the time invested. In Episode 226 of Test.Optimize.Scale, Jason Fishman sits down with Dr. Jeremy Weisz to break down how podcasting can become a predictable engine for partnerships, referrals, and long-term business growth. Jeremy shares how his background as a chiropractor led him into podcasting, why he never obsessed over downloads, and how focusing on giving first helped him build Rise25 into a scalable business. The conversation covers common mistakes founders make when launching podcasts, how to define ROI beyond vanity metrics, and why quality relationships consistently outperform large audiences in B2B. They also dig into practical systems for follow-up, referral pipelines, social proof, and staying top of mind without constant selling. If you're thinking about launching a podcast or using content to deepen strategic relationships, this episode lays out a clear, grounded framework. Guest Dr. Jeremy Weisz is the cofounder of Rise25, where he helps professional service entrepreneurs build authority, partnerships, and scalable revenue through podcasting. He is also the host of Inspired Insider and has been featured in Forbes for building multiple businesses. Connect with Jeremy LinkedIn:  https://www.linkedin.com/in/drweisz/ Website: https://rise25.com/

Most people assume IPO shares are allocated based on demand and fairness. In reality, access to IPOs is tightly controlled, with most shares going to a small group of large institutions while retail investors, employees, and customers are left out. In this episode of Test Optimize and Scale, we sit down with Matt Venturi and Kayle Watson of ClearingBid to break down how IPO allocation actually works today. They explain why the process has barely changed in decades, how conflicts of interest shape pricing and allocations, and why only a small percentage of investors ever receive shares at the IPO price. Matt and Kayle also walk through ClearingBid's auction-based approach to IPOs, which plugs into existing broker infrastructure, shows real demand in real time, and aims to create a more transparent and balanced allocation process. The conversation also covers how this model fits into the broader capital markets ecosystem, including the path from crowdfunding and private raises to public listings. Guests Matt Venturi is the Founder and CEO of ClearingBid. After a long Wall Street career spanning Merrill Lynch, Salomon Smith Barney, and Houlihan Lokey, he left investment banking to address long-standing inefficiencies and access issues in the IPO market. Kayle N. Watson III is Head of Business Development at ClearingBid. A former Navy SEAL, he spent years in institutional equity sales at Bear Stearns and Guggenheim before leading ETF sales and distribution at BlackRock. He joined ClearingBid to help modernize how companies access public markets. Social and Website ClearingBid website: https://www.clearingbid.com/ Matt Venturi on LinkedIn: https://www.linkedin.com/in/matt-venturi-63b29913/ Kayle Watson on LinkedIn: https://www.linkedin.com/in/kayle-watson-28043716/

Cheap real estate appears to be an easy win. Lower prices, lower risk, faster cash flow. That assumption gets a lot of investors into trouble. In this episode of Test. Optimize. Scale, Stewart Beal breaks down why low-priced properties often create the biggest headaches and how early mistakes with tenants, credit quality, and location can quietly destroy returns. Stewart shares the real story behind his first five unit property, the lesson a single tenant taught him about risk, and how that experience reshaped the way he evaluates deals today. We also dive into how Stewart scaled from a teenage entrepreneur to managing thousands of residential and commercial units across Michigan, what he looks for in value add opportunities, and why who manages the property matters more than the purchase price. If you are thinking about investing in real estate, partnering with operators, or scaling a portfolio, this conversation will challenge some popular assumptions. About the guest: Stewart Beal has been active in real estate and construction for over 15 years. He founded Beal Properties in 2001 after purchasing his first five-unit apartment building at age 19. Today, he manages more than 3,100 apartments, single-family homes, and office spaces across 27 cities. He holds a degree in Business Management from Eastern Michigan University and was recognized by Crain's Detroit Business in their 20 in Their 20s feature. Topics covered: - Real estate investing mistakes beginners make - Why cheap properties often cost more long-term - Tenant quality and credit score realities - Value-add investing and forced appreciation - Scaling property management and teams - Hands-on versus hands-off investing Website and Social: https://www.linkedin.com/in/stewartbeal/ http://beal-capital.com

In this episode of Test. Optimize. Scale, we sit down with Jack Krevitt, co-founder of Zen Rock and principal at 50T, to break down why waiting for perfect conditions is one of the fastest ways founders lose momentum. Jack shares how his background in traditional finance shaped his view of timing, execution, and decision-making, and why speed often matters more than polish. We talk through real examples from Zen Rock, including launching products before the market window closed, shipping on a Friday when conventional wisdom said not to, and how listening closely to demand led to outsized outcomes. This conversation goes deep on timing, conviction, and the difference between being careful and being stuck. It is a practical look at how founders, operators, and investors should think about action when the opportunity is real but certainty is not. What we cover • Why waiting for perfect timing kills momentum • How Zen Rock decides when to move fast and when to pass • Launching when the product is ready, not when the calendar says it's safe • The role of market signals versus narratives • Lessons founders can apply immediately when demand shows up If you are building, investing, or leading a team and struggling with when to move, this episode will challenge how you think about timing and execution. Website and Social: https://www.linkedin.com/in/jack-krevitt-702306170/ https://www.zenrockfoundation.io/

Most founders wait too long to make the hardest decision. Brian Mac Mahon explains why delay is often more dangerous than failure. In Episode 222 of Test. Optimize. Scale: Jason Fishman sits down with Brian Mac Mahon, founder of Expert Dojo, to unpack the decisions founders avoid and the consequences of doing so. Drawing from 300+ startup investments, Brian breaks down how companies actually scale, when persistence turns into self-sabotage, and why customers, not investors, are the ultimate source of truth. This conversation spans founder ego, growth loops, venture math, and the moment when a startup must either commit fully or reset early to survive. What you'll learn: Why founders struggle to make the call to double down or walk away When resilience helps and when it quietly destroys momentum The difference between building a product and building a company Why customers always tell the truth, even when it's uncomfortable How Brian evaluates startups across people, product, and sales When speed becomes your only real advantage What "scaling with precision" actually means Website and Social: https://www.linkedin.com/in/brianmacmahon2/ https://www.linkedin.com/company/expert-dojo/ https://expertdojo.com/

In this episode, host Jason Fishman sits down with John Andrade, entrepreneur, author, and founder of GO4CEO, to reveal the hard truths behind why so many businesses struggle to reach their potential. With over 25 years of experience leading management, sales, and strategy for organizations and his own ventures, John shares real-world lessons from building businesses with top-line revenues over $3.5 million and working in high-level roles within banking and financial services. He has seen the pitfalls that trip up even the most ambitious founders, and he is here to help you avoid them. What you'll learn in this episode: - The most common mistakes that keep entrepreneurs from breaking the $1M barrier - Why mindset and team-building are the true multipliers for growth - The difference between working in your business and working on your business - How to leverage mentors, align with the right people, and avoid the "stranglehold" that limits so many founders - Insider secrets from banking and financial services that can fast-track your business John's mission with GO4CEO is to share the strategies, skills, and stories that help entrepreneurs and business owners achieve their goals without falling into the traps he has seen all too often. Whether you are just starting out or looking to scale, this episode is packed with actionable advice and honest insights you will not hear anywhere else. About John Andrade: With over 25 years of spearheading management, sales, and strategy for organizations and entrepreneurial endeavors, John started GO4CEO to share all that he has learned from his experience and help entrepreneurs and business owners avoid the mistakes he sees all too often in the business world. Having owned businesses with top-line revenues of over $3.5 million and held management positions within banking and financial services, John knows the inside secrets that can fast-track your growth. 👉 Learn more: https://www.go4ceo.com/ 🔗 Connect with John on LinkedIn: https://www.linkedin.com/in/johnandrade/