Advertise on podcast: Working On It

James Ashford shares powerful lessons on sales psychology, emotional control & What Should You Do 18–24 Months Before Selling Your Business? Get business help from me personally: https://bradstaines.com/ We Covered: ↳ How to 3x Your Prices Upselling "Experiences", handle price objections, build customer certainty, and increase sales without lowering your prices ↳ How to Increase Valuation Before sell & Get High Quality Employees ↳ How to overcome business failure, build a strong team culture, and turn setbacks into opportunities for growth You are going to learn: Chapters 00:00:00 How to Build a Business That Grows Without the Owner 00:00:19 Why “It’s Too Expensive” Is Rarely About Money 00:02:54 How to Build a Company Culture That Gets the Best Out of Your Staff 00:03:31 Staff Lost £125K: How Should a Business Owner React? 00:05:05 The Skill of Turning Complex Business Problems Into Simple Solutions 00:06:16 Competitors Were About to Take 25% of His Market: What Did He Do? 00:07:41 How a New Product Turned a Business Crisis Into £10K More Revenue Per Month 00:09:31 The More Things You Need to Be Happy, the Harder Happiness Becomes 00:13:22 How to Win More Sales When Customers Are Cutting Costs 00:15:56 Stop Discounting: The Real Reason Customers Say Your Service Is Too Expensive 00:18:06 The Sales Question That Reveals Hidden Objections Before You Discount 00:18:42 How to Turn a Price Objection Into a More Profitable Deal 00:19:34 The Question That Uncovers the Real Reason a Customer Won’t Buy 00:19:55 How to Discover What Your Customer Is Actually Being Measured On 00:22:14 How Grant Cardone Turned a £50K Donation Request Into a £100K Deal 00:22:51 Stop Negotiating on Price Before You Understand What the Customer Wants 00:23:53 How to Sell a £1,200 Experience Instead of a £400 Hotel Room 00:25:06 How to Sell to Your Customer’s Personal Goals, Not Just Their Business 00:25:59 Why Customers Reject Your Price but Pay More for Something They Value 00:26:45 How to Upsell Your Existing Customers Without Competing on Price 00:30:09 AI Is Making Software Development Cheaper and More Accessible for Small Businesses 00:30:25 How AI Helped Build a Simple App to Solve a Real-Life Problem 00:35:15 How to Raise Customer Expectations Without Constantly Losing Their Trust 00:40:10 The Difference Between Selling a Service and Truly Serving Your Customers 00:45:15 Your Company Culture Is What Employees Say When You Leave the Room 00:50:23 Could Your Business Survive 3 Months Without You? 00:53:40 Why Most Company Core Values Are Too Vague to Change Employee Behaviour 00:54:22 The Core Value That Makes Employees Accountable for Their Actions 00:55:11 How to Turn “Wow Customer Experience” Into a Measurable Standard 00:56:19 Struggling to Hire Staff? Your Company Culture Could Be the Problem 00:56:49 How to Attract Employees Without Advertising Every Job 00:57:35 Why Paying Higher Wages Can Help You Attract Better Employees 00:58:03 AI Can Triple Your Output, but Only If You Have the Right People 00:59:44 How to Measure Customer Experience Instead of Just Assuming You’re the Best 01:00:14 What Does a World-Class Net Promoter Score Look Like? (78 Explained) 01:03:37 The Customer Feedback Question Most Businesses Are Too Afraid to Ask 01:04:10 Stop Asking This Question to Your Customer 01:04:27 The Better Customer Feedback Question That Helps You Improve Every Month 01:05:24 The Question That Reveals Why Your Best Employees Might Quit 01:06:55 Why Business Owners Should Compete Against Their Own Performance, Not Rivals 01:07:34 Customer Lifetime Value: The Numbers Every Business Owner Should Track 01:15:15 Selling a Business: Why Sharing the Exit Money With Your Team Was So Rewarding 01:20:26 Business Failure: What Happens When Your Company Goes Into Liquidation? 01:25:09 Rejected by His Local Business Community After Failure: How He Rebuilt His Reputation 01:28:48 Why Entrepreneurs Need to Ask for Help Instead of Solving Everything Alone 01:40:17 Why Stop at £10 Million? The Question That Challenged His Business Goals 01:42:38 Gary Vaynerchuk’s Advice on When to Sell Your Business 01:50:26 How to Build a Competitive Moat Around Your Business in the Age of AI 01:55:31 Does Manifestation Work? Why Visualizing Success Is Not Enough 02:00:03 You’re Always Selling: How to Apply Sales Psychology to Everyday Life 02:06:53 Stop Delaying Happiness Until You’re Successful: What Actually Matters in Life 02:10:31 Business Going Downhill? Stop Making Excuses and Take Responsibility Helpful? Hit The Like Button!

Brad sits down with James Ashford, founder of GoProposal, who built and sold a proposal software business to Sage for millions. From navigating business failures and personal guarantees to building a world class culture and creating a moat around his business, James shares the raw truth about what it takes to grow fast, exit big, and do it all without losing yourself in the process. Discover why selling is the highest skill you can develop, how to kill the founder in your business so it can grow without you, and why the best entrepreneurs focus on the space above the bar instead of just clearing it. This is a masterclass in building a business worth buying, creating assets that multiply your impact, and living a life where fitness, family, and fulfilment come first. KEY TAKEAWAYS Selling Is Service, Not Manipulation: Selling is helping someone make the right decision for them. It's an exchange of energy, enthusiasm, and passion. If you can't sell your service now, you won't be able to sell your business later. Master this skill above all others. Kill The Founder To Maximise Value: You don't want a business that runs without you. You want one that grows, solves problems, hires, fires, and innovates without you. The less the business depends on you, the more valuable it becomes to a buyer. Build A Moat Around Your Business: Make your business defensible by creating assets competitors can't replicate. James built a community, wrote books, produced video content, and created IP that could scale into new markets using AI. The harder it is to copy, the more it's worth. Shorten The Buyer's Roadmap: Don't just sell revenue or profit. Sell speed. If you can help a buyer achieve their goals faster than doing it themselves, you become infinitely more valuable. Show them the leverage, not just the numbers. Core Values Must Guide Behaviour: Culture isn't pool tables or pizza Fridays. It's firing your top performer if they violate your core values. James learned from the All Blacks: always do what you say you're going to do. Make your values clear, measurable, and non negotiable. BEST MOMENTS "When people say, I can't afford this, it's too expensive, it's rarely anything to do with money. It's normally to do with certainty." "You don't want a business that runs without you. You want a business that grows without you, that can solve problems without you, that can hire without you, fire without you." "The culture is not a pool table in the staff room, it's not pizzas on a Friday. You are going to be fired if you do not stick to our core values." "Where is the gift in this? If I can find the gift in that situation, I'm much more able to find the benefit of it." "No one's coming to save you. But that also means no one's coming to stop you either." "We don't experience life. We experience what we focus on and the meaning we give it." HOST BIO Brad Staines is a founder in the thick of it, but by design, not by default. As the face of Aquamark Cleaning, he's built a multi million pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He's still involved in the business a couple of days a week, but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day to day grind? That's been handed over to a structure that runs without constant firefighting. Brad's also found his rhythm outside of business, with a deep commitment to physical and mental training. Whether it's strength work, early morning runs, or cold plunges, he's a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together: growth, grit, and getting better every week.

Brad sits down with Aaron Knightley, a serial entrepreneur who became a father at 20 and turned workplace betrayal into the catalyst for building multiple successful businesses. From silently building his first venture while working a toxic 9 to 5, to launching logistics startup HODL and operational platform Exit Nine, Aaron shares the raw reality of what it takes to escape employment and create a life on your own terms. Discover why knowing your financial "North Star" matters more than chasing endless income, how Aaron survived on three to four hours of sleep for five years while replacing his salary, and why he now prioritises time with his son over every business opportunity. This is a masterclass in discipline, delayed gratification, and building a life where you potter about instead of constantly grinding for the next milestone. KEY TAKEAWAYS Know Your Financial North Star: Success isn't about earning more than the next person. It's about defining what "enough" looks like for you and working backwards from that number. Without clarity on your target, you'll keep moving goalposts and never feel satisfied. Keep Your Plans Quiet Until They're Real: Aaron didn't tell anyone at work he was building a business. He kept his head down, replaced his income in silence, and only resigned when he was ready. What they don't know, they can't destroy. Discipline Beats Motivation Every Time: Aaron slept three to four hours a night for five years, worked every weekend, drove battered cars, and lived on tight budgets. There were no shortcuts, just relentless consistency and sacrifice during the building phase. Time With Family Is Non Negotiable: Aaron now refuses to compromise on his son's football games or family time, even turning down lucrative brand deals if they clash. He learned early that there's no point building wealth if you miss the moments that matter. More Money Doesn't Equal More Happiness: Aaron knows people with far more wealth who are still lost, chasing the next milestone without ever feeling fulfilled. True freedom comes from knowing when enough is enough and enjoying the life you've built. BEST MOMENTS "What they don't know, they can't destroy." "I was embarrassed for a good two and a half years. I struggled to put five to six pounds of fuel in the car and we lived on the orange." "I slept on average three to four hours a night for five years. I made no excuses and I worked like a dog and it paid off." "I don't do a lot now. That's the God's honest truth. I potter about my house. I go to the gym twice a day. We do what we want." "I have friends that have far more money than me, but they're not happier. They don't know what they want. They're still lost with purpose." "I don't want to get to a point in my life where I look back and think, I should have just gone on that holiday. I should have spent more time with my parents." HOST BIO Brad Staines is a founder in the thick of it, but by design, not by default. As the face of Aquamark Cleaning, he's built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He's still involved in the business a couple of days a week, but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That's been handed over to a structure that runs without constant firefighting. Brad's also found his rhythm outside of business, with a deep commitment to physical and mental training. Whether it's strength work, early morning runs, or cold plunges, he's a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together: growth, grit, and getting better every week.

Craig shares the lessons behind his journey from cutting hair in his father’s salon to becoming a world champion, building a 200+ product beauty brand, and eventually selling the company. He also reveals what he learned from business failures, building strong company culture, using AI to create new opportunities, and understanding what customers really want. Get help from me personally: https://bradstaines.com/ We Cover: ↳ How Craig went from hairdresser to building and selling a successful beauty brand ↳ Why strong business culture starts with hiring the right people and putting people first ↳ How AI is changing the way entrepreneurs can build businesses with less money and fewer resources ↳ The biggest business failure Craig experienced—and what it taught him about risk, money, and knowing when to quit You are going to learn: Chapters 00:00:00 Intro 00:00:14 How Does a Hairdresser Build a Beauty Brand? 00:02:35 Why Can't You Earn More Just Cutting Hair? 00:03:19 How Do You Disrupt a Market Dominated by a Big Brand? 00:08:08 How Can You Turn a Salon Into a Lifestyle Experience? 00:09:27 How Do Emotions Influence What Customers Buy? 00:11:43 What Makes a Good Culture in a Business? 00:13:08 Why Is Authenticity Important in Business? 00:18:15 Why Is Never Giving Up So Important in Entrepreneurship? 00:19:10 How Do You Take Business Risks Without Losing Everything? 00:20:07 How Does Your Network Affect Your Success? 00:21:24 Why Is Entrepreneurship So Lonely? 00:22:59 What Was the Biggest High Point of Your Career? 00:24:38 How Do You Build a Business to Sell It? 00:25:13 What's the Biggest Business Mistake You've Made? 00:28:21 If You Lost Everything, How Would You Rebuild a Business? 00:30:08 How Do You Build Self-Belief? 00:30:56 What Business Should You Start Now? 00:32:09 How Is AI Changing the Way People Start Businesses? 00:34:54 How Should You Use AI to Build a Business? 00:41:12 Why Are Young People Addicted to Instant Gratification? 00:45:23 What Should You Do With the Money Your Business Makes? 00:47:34 Should You Invest in Yourself Before Your Business? 00:51:40 What's the Best Money You've Ever Spent in Business? 00:53:02 What Do Most Business Owners Get Wrong? Helpful? Hit The Like Button!

Brad sits down with Craig Hubert, a former world champion hairdresser who built a multi-million-pound beauty brand and sold it to a Canadian group 12 years later. From cutting hair in his father's barber shop to owning commercial property across Chelmsford, Craig shares the highs and lows of entrepreneurship, the power of emotional intelligence in business, and why he still cuts hair two days a week despite building multiple successful ventures.\n\nDiscover why hiring people better than yourself is the best investment you can make, how asking the right questions can transform your service business, and why understanding what your clients truly want matters more than copying your competitors. This is a masterclass in building businesses with heart, staying authentic to your values, and creating something meaningful beyond just the numbers.\n\nKEY TAKEAWAYS\n\nHire People Better Than You: The best money Craig ever spent in business was hiring a CEO, FD, and other leaders who were better than him in their respective areas. Knowing your strengths and filling the gaps with top talent is how you scale without becoming the bottleneck.\n\n Stop Assuming What Clients Want: The biggest mistake service business owners make is assuming they know what their clients need instead of asking them. Focus on the outcome your customer actually wants, not just what your competitors are doing.\n\nKnow When to Walk Away: Craig's lowest point was a clothing shop that burned through cash for two and a half years. He ignored his gut, let ego take over, and kept funding a failing business. The lesson: stop sooner, listen to your instincts, and don't throw good money after bad.\n\nBuild Backwards from the Exit: If you want to sell your business one day, structure it like a buyer would want to see it from day one. Craig built his cosmetics company with people better than him in every key role, which made it attractive when the time came to sell.\n\nInvest in Yourself First: Before pouring money into assets, invest in personal development, self-awareness, and understanding your values. Know what you want, what you don't like, and filter out the noise so you can focus on what truly matters.\n\nBEST MOMENTS\n\n"I'd always been super competitive and had the ambition and belief that I could go to a certain level. Even though I wasn't very bright at school, the desire and passion was there."\n\n"There's only so much I can earn from standing there cutting hair. I've always been interested in products and creating something beyond just service."\n\n"The biggest thing for me is people. If someone's not kind to each other or kind to clients, or they've got a massive ego and belittle people, that's the biggest thing for me."\n\n"My biggest success has been the fact that I don't give up. I've had plenty of things go wrong, some bigger than others, but the fun is doing it."\n\n"Ask yourself: what would your competitors do that would really annoy you? Then you do it."\n\nHOST BIO\n\nBrad Staines is a founder in the thick of it, but by design, not by default. As the face of Aquamark Cleaning, he's built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow.\n\nHe's still involved in the business a couple of days a week, but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That's been handed over to a structure that runs without constant firefighting.\n\nBrad's also found his rhythm outside of business, with a deep commitment to physical and mental training. Whether it's strength work, early morning runs, or cold plunges, he's a believer that how you show up for yourself shapes how you show up as a leader.\n\nWorking On It is where he brings it all together: growth, grit, and getting better every week.

" In this episode, Brad sits down with a former JP Morgan analyst who traded the corporate world for helping small business owners master their finances. From seven years in investment banking to building a consultancy focused on SMEs, this conversation unpacks the most dangerous financial mistakes entrepreneurs make and why so many are unknowingly spending money that isn't theirs. Discover why tracking your numbers isn't optional, how to avoid the VAT trap that nearly cost Brad £95,000, and the simple system that prevents cash flow crises before they happen. This is a masterclass in financial clarity for business owners who are experts at their craft but struggle to make sense of the numbers behind the scenes. KEY TAKEAWAYS Stop Making Decisions Based on Your Bank Balance: The biggest mistake business owners make is treating their bank account as a reliable indicator of financial health. Without tracking cash flow, upcoming liabilities, and forecasting, you're flying blind and setting yourself up for nasty surprises when tax bills arrive. VAT and Corporation Tax Are Not Your Money: Too many entrepreneurs treat VAT collected from clients as available cash. The moment it hits your account, it should be moved into a separate holding account. You're a tax collector for HMRC, not the owner of that money. Financial Statements Weren't Built for You: Balance sheets, P&Ls, and cash flow statements were designed by accountants for accountants. If you're not from a finance background, it's no wonder you find them confusing. The key is translating jargon into simple, actionable insight. Forecast Beyond This Month: Business owners often only look at what's already happened. Smart operators forecast at least a few months ahead, so they can make proactive decisions instead of reactive ones. Anything beyond a few months is educated guesswork, but short term forecasting is essential. Becoming a Business Owner Means Learning New Skills: Whether you're a builder, dentist, or finance expert, starting a business forces you to learn sales, marketing, operations, and more. Expertise in your trade doesn't automatically translate to business success without mastering the fundamentals. BEST MOMENTS "It's very easy to get into the trap of making decisions based on how much money is in the bank account... and then you spend the money you owe to HMRC, and then you're in a cash flow crisis a few months later." "The cash that we collect from clients in VAT and corporation tax was never really our money in the first place. We're just tax collectors for the government." "Financial statements were designed by accountants for accountants. No wonder it's easier to just look at your bank account." "If you spend that VAT now to fund your operations, you're going to have to find that again by September. It's a very slippery slope once you start doing that." "Business owners are experts at what they do, but they weren't on top of their numbers in a way I took for granted because of my background in finance." HOST BIO Brad Staines is a founder in the thick of it, but by design, not by default. As the face of Aquamark Cleaning, he's built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He's still involved in the business a couple of days a week, but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That's been handed over to a structure that runs without constant firefighting. Brad's also found his rhythm outside of business, with a deep commitment to physical and mental training. Whether it's strength work, early morning runs, or cold plunges, he's a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together: growth, grit, and getting better every week. "

In this episode, Brad sits down with Pete Goldie, ultrarunner and founder of Happy Stride, to explore the intersection of endurance sport and entrepreneurship. Pete shares his journey from completing 75 marathons and ultras including a grueling 103-mile race to building a thriving running apparel brand with his wife from a single parkrun photo where he noticed everyone's shorts were boring. Pete reveals the mental strategies that got him through 24 hours of continuous running, how he breaks down impossible goals into manageable checkpoints, and why he believes time will pass is the most powerful mindset for overcoming adversity in both sport and business. He unpacks the seven-year grind of building Happy Stride from a side hustle whilst working in advertising to going full-time, beating Nike in industry awards, and why focusing relentlessly on your flagship product is more valuable than chasing every shiny opportunity. KEY TAKEAWAYS Break Down Impossible Goals Into Checkpoints: Whether it's 100 miles or building a business, Pete doesn't focus on the overwhelming end goal. He breaks it into smaller milestones, treating each checkpoint as a mini race, making the impossible feel achievable. Time Will Pass, Keep Moving Forward: In the darkest moments of an ultra or a business struggle, Pete reminds himself that if he keeps putting one foot in front of the other, time will pass and he will get through it. Pain is temporary, progress is inevitable. Focus on Your Flagship Product: Happy Stride's colourful, functional running shorts are their core. Pete resists the temptation to dilute the brand by chasing too many product lines too soon, learning from McDonald's lesson to perfect the burger, fries, and milkshake first. Build Through Consistent Testing and Quality: Every product Happy Stride launches has been rigorously tested by Pete and his running community. Quality and functionality come before speed to market, ensuring customer trust and repeat purchases. Content and Community Are Non-Negotiable: From Instagram reels to their own podcast, Pete understands that modern brands need multiple touchpoints. Whether it's someone running past in their shorts or a customer unboxing video, every interaction builds the brand. BEST MOMENTS "Running basically makes all parts of my life better. I would say I'm addicted to it." "If you keep putting one foot in front of the other, time will pass and you will get to the end and you will get through it." "I don't stand on the start line and think 100 miles, I think 12 races. Get to each checkpoint." "After you do something like 100 miles, you actually feel like Superman. Any task that gets put in front of you, you think, I can do that." "We came down to the final three with Nike and Adidas. Adidas won, but we were runner up. So our message was we beat Nike." VALUABLE RESOURCES Happy Stride: happystride.co.uk Instagram: @PeteGoldie / @HappyStride HOST BIO Brad Staines is a founder in the thick of it but by design, not by default. As the face of Aquamark Cleaning, he's built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He's still involved in the business a couple of days a week but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That's been handed over to a structure that runs without constant firefighting. Brad's also found his rhythm outside of business with a deep commitment to physical and mental training. Whether it's strength work, early morning runs, or cold plunges, he's a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together: growth, grit, and getting better every week.

Andrew Holbert, founder of Pareto FM, shares the unfiltered story of how he went from starting a facilities management business in his bedroom (in his pants) to building a £50 million operation with 550 staff and exiting for nine figures at age 37. Andrew reveals the strategic decisions, brutal work ethic, and unconventional sales tactics that allowed him to achieve profitability levels two to three times higher than industry competitors, all while maintaining an 8 in 10 win rate on major contracts. From winning London Zoo as a £1.5 million turnover business to sitting in client offices with trays of donuts (including vegan and gluten free options), he breaks down exactly how he built a service business designed for scale and sale. You are going to learn: 00:00 Intro 01:04 How I Started A Business In My Bedroom (In My Pants) 03:21 Growing From Bedroom To £50M & 550 Staff In 9 Years 05:47 Why Our EBITDA Was 13% When Competitors Were At 4% 09:12 The Overhead Light Model That Changed Everything 12:38 Why I Turned Down Work When I Was Starting Out 15:29 How I Used AI Before AI Existed (And Why I'm Glad It Wasn't There) 18:44 Hiring The C Suite: Building A Senior Team That Never Left 22:17 Working 19 Hours A Day & Still Having Two Kids 26:03 The 1,000 Day Wall Planner That Kept Me Going 29:51 Why Work Your Arse Off Is Still The Answer 33:26 I'm Not An Entrepreneur, I'm Someone Who Achieves Things 37:14 What Success Really Means (And Why It's Not What You Think) 40:58 The Three Things I Was Willing To Lose 43:37 Why There Are Two Times To Start A Business 46:22 The Air Conditioning Opportunity Everyone's Missing 49:08 How London Zoo Made Us Grow 300% In One Day 52:41 You Only Get Lucky When You're Doing Something 56:19 Why I Never Won A Single Pound On LinkedIn 59:47 The Donut Strategy That Won Million Pound Contracts 01:03:25 How To Read A Room & Adapt In Two Seconds 01:06:52 The Fake Job Advert Trick To Learn About Competitors 01:10:18 Why Price Was Only 20% Of What We Focused On 01:14:36 What To Do When You Lose A Contract 01:17:29 Sitting At Client Desks & Buying 20 Cheeseburgers 01:21:43 Why I Saw Myself As A Character, Not As Me 01:24:16 Taking Myself Out Of The Pitch To Win The Royal Household Get help from Brad personally: https://bradstaines.com/ HOST BIO Brad Staines is a founder in the thick of it, but by design, not by default. As the face of Aquamark Cleaning, he's built a multi million pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He's still involved in the business a couple of days a week, but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day to day grind? That's been handed over to a structure that runs without constant firefighting. Brad's also found his rhythm outside of business, with a deep commitment to physical and mental training. Whether it's strength work, early morning runs, or cold plunges, he's a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together: growth, grit, and getting better every week. Helpful? Hit The Like Button!

From the kid who wouldn't raise her hand in class to speaking confidently in front of thousands, Kirsty Carden reveals how she built a thriving coaching business helping women find their voice, attract high-ticket clients through speaking, and create the freedom they actually want. Kirsty shares her journey from corporate life at Sky Broadcasting to becoming a sought-after speaking coach, NLP master practitioner, and hypnotherapist. She breaks down the practical steps that transformed her from terrified of public speaking to commanding stages worldwide, and why she believes communication is the foundation of every successful relationship and business. KEY TAKEAWAYS Build Your Confidence Muscle Incrementally: You don't go from classroom silence to speaking to thousands overnight. Start with a Facebook Live, then a small group, then a workshop. Each tiny step builds the resilience your nervous system needs to handle bigger stages. Clarity Drives Action: Knowing exactly what you want and why you're doing it is what pushes you through fear. When Kirsty knew she had to be visible to get clients, that clarity motivated her to overcome her terror of video and speaking. Smaller Rooms Convert Better: While speaking to a thousand people builds authority and credibility, intimate events of 20 to 25 people create deeper connection and higher conversion rates. Kirsty made £200,000 from one 25 person event by creating genuine connection. Your Personal Brand Opens Doors: Major speaking opportunities, client inquiries, and business growth come from people actually seeing your face, hearing your energy, and understanding what you do. Hiding behind text posts won't cut it anymore. Environment Is Everything: The fastest way to change your life is to change your environment. Get around people who've already done what you want to do. Their blueprint becomes your possibility. BEST MOMENTS "Everything starts with knowing what you want. I had to overcome my fear of visibility because I decided I was going to start a business. It's putting yourself in a situation that forces you to actually have to overcome it." "I think there's a difference between a business owner and an entrepreneur. An entrepreneur will constantly look for opportunity, where a business owner will just want to scale that one business." "Something that used to be a dream becomes your reality, and you can lose grip of actually, you've actually created something that was just something you desired. You've got to keep appreciating it." "Your brain, when you're listening to stuff like this, is opening it up and going, oh, that sounds good. That's possible for me now. Even if you can't physically access those people yet." "I think the biggest thing I've gone through in business is building resilience. Business is like the biggest self development journey you'll ever go on. It finds parts of yourself, knockdowns, rejection. You learn a lot about yourself." VALUABLE RESOURCES Instagram: @kirstycarden HOST BIO Brad Staines is a founder in the thick of it, but by design, not by default. As the face of Aquamark Cleaning, he's built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He's still involved in the business a couple of days a week, but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day to day grind? That's been handed over to a structure that runs without constant firefighting. Brad's also found his rhythm outside of business, with a deep commitment to physical and mental training. Whether it's strength work, early morning runs, or cold plunges, he's a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together: growth, grit, and getting better every week.

In this week's episode of Working On It, entrepreneur and wealth educator Rob Moore breaks down the realities of authentic personal branding and why navigating social media criticism is a mandatory part of modern business. Rob and Brad dive into the urgent need for financial literacy outside the traditional education system, the incoming wave of AI disruption across all sectors, and why self-investment remains the ultimate safety net. Emphasizing practical parenting and leading by example, Rob offers a no-nonsense look at why ditching hero worship, adapting to new technologies, and building your own independent financial knowledge base are the blueprints for long-term freedom. Key Takeaways Authenticity on social media inevitably invites criticism, but triggering an emotional response is essential for building a genuine, highly engaged audience. The rapid rise of AI will massively disrupt traditional white-collar and administrative roles, making immediate adaptation and up-skilling non-negotiable to avoid being replaced. The traditional school system completely fails to teach financial literacy; true wealth generation requires independent education in investing, taxes, and emotional management. Parenting the next generation of entrepreneurs requires showing rather than telling, demonstrated by helping kids build real-world businesses instead of just lecturing them. True financial security comes from recognizing that the best asset class is your own knowledge and taking actionable steps to continually invest in it. Episode Quotes "emotions create response. So if no one has an emotional response a trigger, to your content, they're not going to comment." "if you don't ride the wave of AI you're going to drown. That is a fact." "You don't get what you want, you get what you are." "the best investment you can make is in yourself... your knowledge plus action will probably make you more money than any passive asset class." VALUABLE RESOURCES Follow Rob's new podcast, Cars and Money HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

Aaron Knightley reveals why making more money doesn’t always make you happier, how to escape the 9–5 & why he believes AI could replace 10M jobs within the next two years. Get help from me personally: Instagram: https://www.instagram.com/bradstaines10/ LinkedIn: https://www.linkedin.com/in/bradstaines/ We Cover: 00:00 What’s the Worst Advice About Making Money Online? 01:38 What Made You Leave Your 9 to 5? 03:40 How Do You Start a Business When You Don’t Know What to Do? 06:15 What Does It Really Take to Escape Financial Struggle? 08:37 How Do You Know When You Have Enough Money? 12:14 You Know What to Do, So Why Don’t You Do It? 12:32 What Is the Biggest Lesson About Health and Longevity? 16:40 Do You Really Not Have Enough Time? 17:25 Why Do So Many People Hate Their Jobs? 19:07 How Much Money Is Actually Enough? 20:41 What Is Your North Star in Life? 21:54 Are You Living Your Own Life or Someone Else’s? 28:37 What Skills Will Protect Your Career From AI? 31:38 What Is Exit Nine and How Does It Work? 34:21 How Do You Achieve Time and Financial Independence? 35:30 How Much Money Do You Actually Need to Retire? 40:18 Why Repetition is the Key to Success? 41:03 How Did You Grow to 2,600 YouTube Videos? 47:10 How Do You Grow a Social Media Account From 200 Followers? 49:00 What Does It Take to Succeed in Business? 52:25 Ai Could Replace Millions of Jobs in the Next 2 Years 59:15 What’s the Best Money You’ve Spent on Business? 01:02:37 If You Want to Be Wealthy & Happy,... 01:05:40 Things I Wish I Knew in My 20s (Motivational Advice) Helpful? Hit Like Button!

In this candid conversation, serial entrepreneur Aaron Knightley shares how becoming a father at 20 and navigating workplace toxicity propelled him to break out of employment and build multi-venture success in logistics, tech, and online education. Aaron breaks down the mechanics behind his logistics startup HODL and operational platform Exit 9, while revealing why massive content volume and disciplined self-investment are non-negotiable for modern business growth. Emphasising life balance over endless hustle, he offers a no-nonsense look at why knowing your financial "North Star," keeping family first, and moving before the AI shift reshapes the workforce is the ultimate blueprint for long-term freedom. Key Takeaways True freedom comes from defining your precise financial "North Star" and knowing when enough is enough rather than endlessly chasing higher figures. Building a sustainable online brand and securing your business requires relentless consistency, high content volume, and clear positioning. The rapid rise of AI and changing digital landscapes make up-skilling and creating proprietary assets urgent necessities for anyone still relying on a traditional job. Entrepreneurial success is meaningless without prioritising personal health, mental well-being, and irreplaceable time with family. Episode Quotes "What they don't know, they can't destroy." "If you don't know your North Star, and you don't work back from that, how do you know what vehicle you're going to use?" "You're either a creator and you have your head screwed on, otherwise there's this side of it where it's really dangerous: consumption, you validate against other people, you compare yourself." "At some point, these people will go silent because they realise content isn’t optional—it becomes mandatory." VALUABLE RESOURCES Aaron Knightley - https://www.aaronknightley.co.uk/ HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

We Covered: Chapters 00:00:00 From the Scottish Highlands to Hollywood 00:01:32 Is AI Really the Future? 00:02:29 How AI Will Disrupt Traditional Businesses 00:06:28 What Does Matt Actually Do? 00:09:09 The Business Mistakes That Nearly Broke Me 00:10:28 Riding 500 Miles for a £500 Tree Survey 00:11:56 The Moment I Knew I Needed to Change 00:12:43 How Drones Changed My Career 00:14:05 Spending £6,000 on a Drone Nobody Wanted 00:15:19 How I Ended Up Working on Hollywood Films 00:16:29 The Business Lesson That Changed Everything 00:18:13 Why Automation Became My Growth Strategy 00:19:21 How ChatGPT Changed My Business 00:20:04 Why Your Staff Shouldn't Use AI Directly 00:22:10 Stop Using AI for the Wrong Things 00:25:03 Why Mentorship Could Have Changed Everything 00:27:25 The Difference Between Learning and Taking Action 00:28:24 Why Speed Is a Superpower in Business 00:33:02 How I Help Businesses Implement AI 00:38:49 Where to Start With AI in a Trades Business 00:41:00 The New Way Customers Will Find Your Business 00:43:28 What Happens When an AI Sends You a Lead? 00:45:43 Automating Your Business Operations 00:47:43 Why You Should Build a Business to Sell 00:55:59 My Worst Business Decision 01:05:20 Why Accountability Changes Everything Get help from me personally: LinkedIn: https://www.linkedin.com/in/bradstaines/ Helpful? Subscribe!

In this episode, Brad sits down with Matt Harmsworth, founder of the ROVAR Group. Matt shares his journey from working as a tree surgeon in Surrey and making grueling motorbike commutes to flying drones over Hollywood film sets like James Bond and Transformers, before ultimately building a multi-million-pound environmental consultancy. KEY TAKEAWAYS Build an "AI Engine" Underneath the Business: Rather than using public AI models for surface-level tasks like basic web searches or content generation, business owners should break down internal operational bottlenecks and build custom, step-by-step AI workflows. Speed of Implementation Drives Success: The key differentiator between thriving entrepreneurs and stagnant ones is the speed at which they take action on new insights, advice, and operational adjustments. Prepare for Generative Engine Optimization (GEO): As consumers increasingly rely on AI agents and voice assistants to search for services, businesses need to ensure their digital footprint is structured for AI crawlers rather than just traditional web browsers. Strategic Hires Unlock New Milestones: Investing in high-leverage expertise such as a fractional CFO or an executive assistant provides the financial clarity and operational freedom required to scale without over-leveraging the business. Fail Fast and Build Proprietary IP: Experimenting with internal automations inevitably leads to tools that don't get used. The goal is to fail fast, abandon what doesn't work, and retain the custom systems (IP) that give your company a distinct competitive edge. BEST MOMENTS "The smart thing here is not interacting with this as if it's a Google search engine... it's getting it to do stuff." "My bedrock thing in AI consultancy is that you should build an AI engine underneath the business. Find where the bottlenecks are, and then sprinkle the AI fairy dust over the top." "Comparison is the thief of joy, and the last thing you should be doing is looking at people that are further on than you and comparing yourself to them." "Build a business to sell, even if you've got no intention of selling it." "The most successful people I see are implementing straight after those masterminds... You're leveraging their experience, so you've got to take action on it." HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.

In this episode, Brad sits down with Ben King, founder of King's Window Cleaning and Verpa, to unpack his incredible entrepreneurial journey. From starting with a single squeegee and a free set of Vista business cards to scaling a business on track for a £1 million turnover with 10 vans, Ben shares the raw, unfiltered truth of what it takes to build a successful service business. KEY TAKEAWAYS Systems and Processes are Vital for Scaling: Inspired by The E-Myth and the McDonald's founding story, Ben realized that to grow beyond a few vans, he needed strict "copy and paste" processes. Embrace Pain as a Catalyst for Growth: Ben’s lowest point—a disorganized business partnership that pushed his mental health to the brink—forced him to rethink everything. Don't Let the VAT Threshold Stunt Your Growth: Many small business owners intentionally stop growing just to avoid registering for VAT. Ben’s advice is to push through the threshold by knowing your numbers, raising your standards, and confidently adjusting your pricing to compensate. Delegate with Clarity, Not by Abdication: Hiring an office manager or a PA too soon is a mistake if you haven't built the backend processes first. Speed of Implementation is a Superpower: Action is everything. Whether it's returning emails, fixing a broken system, or setting up a new business idea, successful entrepreneurs make fast decisions and act immediately rather than sitting on ideas for months. BEST MOMENTS "I think there's a difference between a business owner and an entrepreneur. An entrepreneur will constantly look for opportunity, where a business owner will just want to scale that one business." "I watched the McDonald's film, The Founder, and when they sketch out the kitchen... I was like, okay, so now I need to do copy and paste. I need to make that van identical to the next one." "I think a lot of businesses hire a PA or an office manager far too soon, because they don't build processes and systems on the back end... They just go, 'Hey, here's my business, go look after it.'" "Pain evolves you as a business owner. You have to go through pain. Going through that, you become more resilient in business." "Every time we talk about it... we still laugh. It's like, oh, that business killed us. Like literally killed us. But I needed that to get to where I'm going. I think every business owner needs that." VALUABLE RESOURCES LinkedIn - ⁠https://www.linkedin.com/in/willpolston/⁠ Instagram - https://www.instagram.com/willpolston/ HOST BIO Brad Staines is a founder in the thick of it - but by design, not by default. As the face of Aquamark Cleaning, he’s built a multi-million-pound operation with 30+ team members, strong systems, and a culture that gives people space to grow. He’s still involved in the business a couple of days a week - but only doing the parts he genuinely enjoys: building relationships, growing the brand, spending time with the team, and spotting new opportunities. The day-to-day grind? That’s been handed over to a structure that runs without constant firefighting. Brad’s also found his rhythm outside of business - with a deep commitment to physical and mental training. Whether it’s strength work, early morning runs, or cold plunges, he’s a believer that how you show up for yourself shapes how you show up as a leader. Working On It is where he brings it all together - growth, grit, and getting better every week.