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What if growing your horse business didn’t require adding another stall, riding another horse or working even longer hours? Matthew isn’t a horse guy, but he has been one of the host's closest friends and most important business mentors for nearly 20 years. His advice has shaped him personally and has left fingerprints on nearly every business Jamie has built. He has built many businesses around the ideas we discuss. Matthew is an entrepreneur, former U.S. Army officer and the founder of an award-winning healthcare branding and marketing agency. He has built his business around a lesson he taught Jamie years ago: There are riches in the niches. In this conversation, Matthew explains why horse professionals should stop trying to serve everyone and instead become the obvious choice for a specific person with a specific problem. Jamie and Matthew discuss: • Why being different is more powerful than claiming to be better • How to identify the clients you are uniquely equipped to help • Why clients aren’t paying for coaching or horse training—they’re paying for a transformation • The four parts of a clear and profitable niche • How to create products and services from what you already know • Why earning more doesn’t have to mean adding more horses or stalls • How personalized videos can create trust before you meet someone • Why giving away your best knowledge can lead to better clients • How narrowing your audience can reduce burnout • Why clarity—not volume—is your real competition Matthew also shares the question that helped him design his business and his life: “How small is big enough?” If you’re working too many hours, attracting the wrong clients or struggling to explain what makes your business different, this episode will help you look at your business in an entirely new way. TIMESTAMPS 00:00 - Jamie’s introduction: Why Matthew is on a horse-business podcast 06:10 - What “the riches are in the niches” really means 08:10 - How small is big enough? 11:50 - Creating new income with a 15-degree pivot 23:05 - The four parts of a powerful niche 25:35 - Sell the dream, not just the riding lesson 33:10 - Clients pay for a transformation, not coaching 37:55 - Seven personalized videos before 7:01 a.m. 39:30 - Building trust before meeting someone 44:30 - Give away your best knowledge 47:50 - Charging what your work is worth 51:40 - Turn what you know into a clear process 55:30 - A niche for riders working through fear 58:10 - How specialization can reduce burnout 59:10 - Are you running toward something or away from it? 1:06:05 - Why narrowing your market feels so difficult 1:12:50 - Clarity is your competition 1:14:45 - The goat-soap lesson: It isn’t really about the product 1:17:15 - Know your perspective and know your numbers 1:19:30 - Make more without adding another stall 1:20:10 - Matthew’s first step: “Why not you?” 1:22:15 - Matthew’s most profitable daily habit 1:25:50 - Can your clients explain what you do? 1:30:05 - Be more understandable, not louder 1:32:40 - Why clear outreach doesn’t feel like selling 1:40:10 - Advertising cannot fix an unclear message 1:40:55 - How to connect with Matthew Connect with Matthew Ray Scott: https://www.linkedin.com/in/matthewrayscott Listen to more Equine Business Edge episodes: https://equinerevshare.com/podcast/ Equine Business Edge is brought to you by EquineRevShare.com—helping horse professionals get paid for products they already recommend.

My trainer keeps telling me the same thing: “Jamie, stop looking at your horse. Look where you want to go.” When I get nervous or lose confidence, I look down. I start watching my horse's head, shoulders and every little movement underneath me. Then I start making a hundred tiny adjustments, my body changes, my horse loses the direction I'm trying to give him, and pretty soon we're wandering all over the arena. Turns out, I’ve done the exact same thing in business. When we're buried in today's client texts, bills, staffing problems, horses, appointments and emergencies, it's easy to spend all our time looking at what's directly underneath us and forget where we're actually trying to go. In this solo episode of the Equine Business Edge Podcast, I use one of the lessons my horse trainer has been drilling into me to build a practical goal-setting system for horse professionals. We start with the hardest question: What do you actually want your business and your life to look like? Not what another trainer has. Not what Instagram says success should look like. Not what somebody else thinks you should build. What do you want? I share the story of someone once describing my marketing agency as a “nice little lifestyle business” like it was an insult, and why I eventually realized I'd actually built exactly what I wanted. Then we'll work backward from your own five-year destination: 5 years → 1 year → 90 days → this month → this week → today. I also walk through the “congratulatory letter” exercise I use to picture the life and business I'm trying to create, the questions you can use to define your own destination, and how to use a daily Power Hour to make sure those goals don't disappear underneath everything urgent happening in your business. Because looking at what's directly in front of you isn't the problem. The problem is when that's the only place you ever look. Pick your fence post. Decide where you're going. Work backward until you know what needs to happen today. Then keep your damn eyes up. In this episode: TIMESTAMPS 00:50 - Why my trainer keeps telling me to stop looking at my horse 01:15 - What looking down does to my riding and my business 04:00 - Pick a fence post and look where you want to go 06:00 - Why horse professionals need clear business goals 07:00 - The harder question: What do you actually want? 11:00 - Start with the life you want, then design the business 12:00 - The five-year congratulatory letter exercise 14:00 - Questions to define what success actually looks like for you 18:00 - My five-year goal for EquineRevShare 19:00 - Working backward: five years to one year 21:00 - Turning the one-year goal into 90-day priorities 23:00 - Breaking those priorities into monthly and weekly actions 25:00 - Why looking at today's problems isn't actually the problem 26:00 - Using the Power Hour to work ON your business 29:00 - The yearly, quarterly, monthly and weekly planning rhythm 🐴 The Equine Business Edge Podcast is brought to you by EquineRevShare.com. If you make your living on or around horses, you're probably already recommending products to your clients and followers. EquineRevShare helps you get paid when people buy the products you recommend. It's completely free to join: https://EquineRevShare.com

What happens when someone gets hurt at your barn, even when you weren’t there? What happens when a horse you helped a client buy turns out to be the wrong horse? And will your liability waiver actually protect you? In this episode of the Equine Business Edge Podcast, Jamie Birch sits down with equine attorney and horseman Yvonne OCrant to discuss the legal risks horse professionals face and what you can do before something goes wrong. Yvonne has spent more than two decades helping horse owners, trainers, breeders, veterinarians, farriers, boarding facilities and other equine businesses with contracts, horse sales, liability, risk management, disputes and litigation. Jamie shares his own experience of someone being seriously injured at his facility while Jamie wasn’t even thereand the claim that followed. It illustrates an important lesson: even if you did nothing wrong, you may still have to defend yourself. Yvonne explains why insurance, enforceable liability releases, contracts, documentation and good business practices work together to protect horse professionals. They dive into horse sales and the potential liability trainers assume when helping clients purchase horses. Yvonne explains why trainers should clearly document what they've agreed to do and why a pre-purchase exam can protect the trainer as well as the buyer. They also discuss what happens when X-rays are recommended but declined, why text messages and written records can become critical evidence years later, and real cases involving alleged horse-sale misrepresentation. Jamie and Yvonne then explore medical care at boarding and training facilities. Who can authorize medication? What happens when the owner can't be reached? A written agreement can establish those expectations before an emergency happens. Finally, Yvonne explains why simply having a document called a “liability waiver” isn't enough. Releases may need specific language required by state law and should address the actual risks of your facility. Borrowing another barn's form, or using one written for another state, may not provide the protection you think it does. And yes, you'll hear the story of Bubba, the longhorn bull who occasionally wandered into an arena. SPECIAL OFFER FOR EQUINE BUSINESS EDGE LISTENERS Yvonne is offering listeners a FREE 30-minute initial consultation. She is also offering a customized liability release for a one-time flat fee of $350 - including a consultation and necessary changes. Contact Yvonne OCrant: Office: 312-704-3080 Text/Cell: 847-420-1613 Website: HinshawLaw.com TIMELINE 00:00 – Welcome & conversations in tack rooms 01:13 – The lawsuit that led Jamie to Yvonne 04:02 – Winning vs. having to defend yourself 05:58 – How exposed is a facility owner? 08:11 – Signs, waivers & risk management 10:35 – When someone refuses to sign a waiver 12:13 – Legal problems facing horse professionals 16:58 – Horse sales & the navicular case 19:43 – The bucking-horse case & smoking-gun texts 22:47 – Trainer liability when helping buy a horse 25:40 – Why trainers need written agreements 30:36 – How PPEs protect trainers and buyers 32:58 – Documenting declined X-rays 34:35 – The danger of handshake agreements 38:44 – Medication & medical authorization 41:51 – Emergency veterinary care 44:17 – What does a liability waiver really protect? 45:40 – Why borrowed waivers can fail 48:20 – Why seemingly crazy lawsuits happen 51:30 – Insurance + contracts + best practices 52:00 – Property conditions & liability 54:02 – Known hazards and negligence 55:25 – Tailoring waivers to your property

Hiring someone you already know and trust can feel like one of the safest decisions you can make as a business owner. You know their character. You like them. You trust them. Maybe they need an opportunity. Maybe you think working together will be fun. But friendship and employment are two very different relationships. In this solo episode of The Equine Business Edge, Jamie Birch shares lessons learned from hiring friends throughout his career, including situations that cost money, damaged businesses, hurt company culture, lost clients, and permanently changed friendships. The problem usually isn’t that your friend is a bad person. The problem is that friendship changes the way we hire, manage, communicate, and hold people accountable. Jamie explores why business owners often give friends opportunities they wouldn’t give another candidate, tolerate behavior they wouldn’t tolerate from another employee, and wait far too long to address problems because the personal relationship is always sitting underneath the professional one. In this episode: Why trust and friendship are not the same thing as job fitHow hiring someone because you want to help them can cloud your judgmentWhy friends often receive different expectations, freedoms, and accountabilityWhat happens when spouses, families, and social circles become intertwined with the employment relationshipWhy former business owners can sometimes struggle becoming employeesHow friendship can make difficult feedback even more difficultWhy waiting too long to deal with a problem can hurt the rest of your teamHow a bad hire can affect clients, culture, revenue, and other employeesWhy even hiring an extremely talented friend can permanently change the friendshipThe danger of hiring people who are comfortable and familiar instead of people whose skills complement your ownWhy compassion is important — but compassion is not a hiring strategyJamie also shares two questions business owners should ask themselves before hiring a friend: “If I met this person yesterday, would I still hire them for this job?” And once they're working for you: “Would I tolerate this from an employee who wasn't my friend?” The larger lesson isn't that your friends are incapable of being great employees. It's that a great friendship is incredibly valuable — and turning that friendship into an employer/employee relationship introduces compensation, performance expectations, authority, accountability, difficult conversations, and potentially the responsibility of firing someone you care about. Sometimes the best way to protect a great friendship is simple: Keep your friends as friends. Hire extraordinary people to work for your business.

In this episode of The Equine Business Edge Podcast, Jamie Birch sits down with Jenny Schwartz, founder of Drop Your Stirrups, to explore a different approach to building a sustainable career in the horse industry. Jenny brings together two worlds that rarely intersect. She's spent decades in finance while also competing at a high level in the horse industry, serving in equestrian leadership roles, and helping trainers, barn owners, riding schools, and horse families make smarter business and financial decisions. Jenny shares the lessons she learned helping lead New Canaan Mounted Troop, including its tuition-based riding model, structured horsemanship curriculum, therapeutic riding program, community-building strategy, and creative use of underutilized barn capacity. In This Episode Why the traditional horse-show business model can be financially fragileTuition and subscription-based riding programsCreating predictable recurring revenueTurning unused barn hours into revenue opportunitiesTherapeutic riding and community programsCreating rider levels and measurable progressionTreating parents and families as customers, not just ridersThinking about the entire lifecycle of a horsePersonal finance and investing for horse professionalsThe power of compound growthUsing AI to operate an equestrian business more efficientlyNewsletters, audience building and new revenue streamsChapters 02:25 — Jenny's competitive riding career 14:17 — How money is changing equestrian sport 16:25 — Rethinking the horse-show business model 17:23 — Building wealth as a horse professional 24:18 — The New Canaan Mounted Troop model 26:02 — Tuition-based riding programs 30:49 — Monetizing underutilized barn capacity 31:47 — Launching a therapeutic riding program 42:19 — Subscription models & owning lesson horses 44:25 — Creating revenue during unused barn hours 50:38 — Why community can beat technical excellence 53:27 — Retention vs. constantly finding new clients 57:01 — The entire family is your customer 1:02:10 — The lifecycle of a horse as a business strategy 1:11:03 — Financial literacy for horse professionals 1:19:09 — Using AI in an equestrian business 1:21:08 — Building an AI-assisted newsletter 1:23:58 — Monetizing product recommendations Connect with Jenny Instagram: https://www.instagram.com/dropyourstirrups2024/TikTok: https://www.tiktok.com/@jennyiversonschwartzFacebook: https://www.facebook.com/dropyourstirrupsLinkedIn: https://www.linkedin.com/in/jenny-schwartz-b247455/Website: https://dropyourstirrups.comEmail: [email protected] Equine Business Edge Podcast helps horse professionals build stronger, more sustainable businesses through conversations about marketing, pricing, leadership, customer experience, technology, entrepreneurship and finance.

Have you ever looked at everything happening in your business and felt completely locked up? A client leaves. Revenue drops. An employee quits. Your barn suddenly has empty stalls. And instead of knowing what to do next, your brain starts creating a list of 50,000 things that all feel equally urgent. I’ve been there. My response was to start making lists. And more lists. Until my wife finally asked me one question: “If you could only do three things, what would those three things be?” That question completely changed how I approached the crisis. In this episode of Equine Business Edge, I share the Three Things Rule I've used ever since, and how horse trainers, equine professionals, and other small-business owners can use it when everything feels like it's falling apart. When everything feels important, nothing is important. You need three things. In This Episode 00:00 — What do you do when you're completely overwhelmed? Why business crises can leave even experienced owners feeling frozen. ~02:00 — My “City Slickers” version of the One Thing How Curly's famous advice eventually became my own Three Things Rule. ~04:00 — The business crisis that taught me this lesson Losing two major clients representing roughly 30% of agency revenue while simultaneously dealing with employee and morale problems. ~08:00 — The question my wife asked that changed everything “If you could only do three things, what would those three things be?” ~10:00 — You can't have 100 Priority #1s Why enormous to-do lists can actually become a way of avoiding the work that matters most. ~12:00 — Thing #1: Protect your existing clients Why client retention came first and why I personally got back into client conversations. ~16:00 — What client retention looks like for horse professionals Training updates, videos, feedback, communication, and staying connected even as your business grows. ~20:00 — Thing #2: Go make it rain Why you have to keep generating business—even when your barn or calendar is currently full. ~24:00 — Why I started calling people Relationship building instead of cold selling, and why staying top-of-mind creates future opportunities. ~29:00 — Create content that answers real client questions Using the questions clients and prospects already ask you to create useful Facebook posts, videos, podcasts, articles, and other content. ~34:00 — Be there when they're ready to buy Why consistent visibility matters long before someone actually needs your service. Equine Business Edge is built for the people who make their living on or around horses. We talk about the business side of the equine industry—marketing, sales, pricing, leadership, operations, client relationships, profitability, and what it actually takes to build a sustainable horse business. Find this episode and more at: EquineRevShare.com/podcast This Episode Is Sponsored by EquineRevShare If you're a horse trainer or equine professional, chances are you're already recommending products to your clients. You're texting them links to the tack, supplements, equipment, grooming products, barn supplies, and other products you trust. EquineRevShare helps you earn commissions from those recommendations. It's free to join, and you can start turning recommendations you're already making into another revenue stream for your business. Learn more and sign up at: EquineRevShare.com

What separates a thriving tack shop from one that's slowly losing customers? In this episode of the Equine Business Edge Podcast, Jamie Birch sits down with Zelina Coffey, founder of Right Track Consulting Services in the United Kingdom. With more than 30 years of experience spanning equine retail, feed manufacturers, veterinary sales, and business consulting, Zelina shares practical strategies that help tack shops strengthen customer relationships, improve staff performance, and compete in an increasingly online world. From customer experience and leadership to inventory management and employee training, this conversation is filled with actionable ideas that apply not only to tack shops, but to any horse professional looking to build a stronger business. In This Episode Why the customer experience begins the moment someone walks through the doorThe biggest differences between successful and struggling tack shopsHow Click & Collect is helping retailers compete with online shoppingWhy understanding your customers is more important than stocking more productsBuilding employee confidence through coaching instead of criticismUsing personality profiles to become a better leaderHow to overcome resistance to change in your businessWhy relationships still outperform transactions in the horse industryThe role AI can—and can't—play in equine retailTimestamps 00:00 Welcome & introductions 02:30 Zelina's journey into the equine industry 07:20 Starting a business and overcoming imposter syndrome 14:15 Understanding what customers actually want 16:40 What separates thriving tack shops from struggling ones 20:15 Inventory, profitability, and smarter retail decisions 26:00 Helping business owners embrace change 32:40 Why relationships are still the competitive advantage 35:55 Common customer service mistakes 40:00 Leadership, communication, and personality profiles 50:10 What separates exceptional employees from average ones 5 7:50 The impact of AI on equine retail 59:10 Where to connect with Zelina About Zelina Coffey Zelina Coffey is the founder of Right Track Consulting Services, where she helps tack shops, equestrian retailers, and animal health businesses improve customer service, leadership, sales, communication, and long-term profitability. Drawing on more than three decades of industry experience, she provides consulting, coaching, training, and business audits for equine businesses around the world. 🌐 Website: www.ritetrackconsultingservices.co.uk 💼 LinkedIn: https://www.linkedin.com/in/zelina-coffey-9490a2157/ If you enjoyed this episode, be sure to subscribe to the Equine Business Edge Podcast and leave a review. It helps us reach more horse professionals who are building stronger, more profitable businesses.

For years I believed anxiety was something I had to eliminate. Every morning felt like waking up ready to fight a T-Rex before my feet even hit the floor. Running a business, supporting a family, leading employees, and carrying the weight of responsibility left me exhausted, overwhelmed, and constantly on edge. In this episode, I share a very personal story about my battle with anxiety, why I chose a different path than medication, and the surprising lesson that changed the way I lead businesses. Instead of trying to erase anxiety completely, I learned how to redirect it. That shift transformed the way I served clients, improved customer retention, reduced stress inside my company, and ultimately became one of the biggest competitive advantages in my business. If you're a horse professional, entrepreneur, or business owner who constantly feels like you're carrying the weight of the world, this episode is for you. In this episode you'll learn: Why entrepreneurs experience anxiety differentlyThe habits that quietly make anxiety worseThe turning point that changed how I viewed my biggest weaknessHow understanding customer anxiety dramatically improved our businessThe systems we built that tripled client retentionMy daily routine for managing anxiety without medicationHow your biggest struggle might actually become your greatest advantageTimestamps 00:00 — Welcome & Why This Episode Was Hard to Record 01:00 — Waking Up Every Day Ready to Fight a T-Rex 04:45 — The Hidden Cost of Building a Business 07:05 — When Anxiety Started Affecting My Health 08:05 — The Doctor Visit That Changed My Direction 10:20 — Why I Chose Not to Immediately Take Medication 12:00 — Counseling, Coaching & Looking for Better Answers 14:30 — Cortisol Testing, Exercise, Faith & Ice Baths 16:10 — The Business Coach Who Changed Everything 18:40 — Turning Anxiety Toward My Customers Instead of Myself 21:00 — Eliminating Customer Anxiety Through Better Systems 24:00 — Building Processes That Increased Trust 27:20 — The Results: Tripling Client Retention 29:45 — My Daily Routine for Managing Anxiety Today 32:00 — Why I Built EquineRevShare 34:20 — Your Weakness May Actually Be Your Greatest Strength 36:45 — A Challenge for Every Horse Professional 38:30 — Final Thoughts & Closing Connect with Equine Business Edge 🌐 EquineRevShare: https://EquineRevShare.com 🎙️ Subscribe to the Equine Business Edge Podcast for practical business strategies designed specifically for horse professionals. If this episode resonated with you, please leave a review and share it with another entrepreneur or horse professional who could use the encouragement. Chances are, they're carrying more than they let on.

What if the biggest opportunity in your horse business isn't another client or another lesson—but a completely different way of thinking? In this episode of the Equine Business Edge Podcast, Jamie Birch sits down with entrepreneur, speaker, author, and brand strategist Abriana Johnson. Together they explore entrepreneurship, storytelling, representation, leadership, agritourism, and how horse professionals can build businesses that align with their values while creating new opportunities for growth. Abriana shares her journey from growing up in North Carolina's Black trail riding community to founding Black Unicorn Creative, Black in the Saddle, Cowgirl Cameron, and the Kinship Conference. She explains why representation expands what's possible, why businesses should be built around values instead of trends, and how horse farms can generate additional revenue by thinking beyond boarding and lessons. If you're a trainer, barn owner, breeder, clinician, or equine entrepreneur, this episode will challenge the way you think about your business. In This Episode 02:40 – Growing up with horses and an entrepreneurial father 06:35 – The Black trail riding community many horse people never see 09:40 – Why representation changes what's possible 15:20 – The story behind Black in the Saddle 20:15 – Creating the Kinship Conference 24:20 – Honest conversations about inclusion and community 28:10 – Building multiple businesses from one creative idea 33:35 – Public speaking and sharing your own ideas 39:40 – Dreaming bigger and designing a lifestyle business 43:35 – Agritourism opportunities for horse farms 49:10 – Why horse businesses are really selling experiences 52:15 – Escaping the time-for-money trap 56:15 – Why alignment is your greatest competitive advantage 1:05:35 – Where to connect with Abriana About Today's Guest Abriana Johnson is an entrepreneur, brand strategist, speaker, author, and lifelong horsewoman. She is the founder of Black Unicorn Creative, creator of Black in the Saddle, founder of the Kinship Conference, and author of the Cowgirl Cameron children's book series. Her work helps organizations align their values, leadership, branding, and customer experience while creating a more connected and welcoming equine industry. Connect with Abriana Black Unicorn Creative https://blackunicorncreative.com Black in the Saddle https://blkinsaddle.com Kinship Conference https://kinshipcon.com Cowgirl Cameron https://cowgirlcameron.com LinkedIn https://www.linkedin.com/in/abrianajohnson Equine Business Edge is hosted by Jamie Birch and features conversations with horse industry leaders, entrepreneurs, and experts helping equine professionals build stronger, more profitable businesses. Presented by EquineRevShare https://EquineRevShare.com

Every successful business owner has a crisis story. The difference is that some people quit when things get hard... while others use those moments to build a stronger business. In this solo episode of the Equine Business Edge Podcast, Jamie Birch shares the real stories behind nearly 20 years of entrepreneurship-including IRS bank account seizures, almost missing payroll, losing major clients, failed acquisitions, employee lawsuits, and six-figure mistakes that could have ended his company. More importantly, he shares the framework that helped him navigate those moments without giving up. You'll learn: Why every business owner eventually faces major setbacks.How crises expose weaknesses instead of creating them.Why panic and urgency are not the same thing.The CLEAR framework for solving business problems.How to identify the resources already available to you.A practical planning system that helps you move from fear to action.Why the businesses that survive are built through obstacles—not around them.If you're in a difficult season, wondering whether it's worth continuing, this episode is for you. Success isn't built by avoiding crises. It's built by learning how to lead through them. Resources mentioned: CLEAR Framework: https://clearandopen.comIf you enjoyed this episode, please subscribe, leave a review, and share it with another horse business owner who could use the encouragement today. Connect with Equine RevShare Website: https://equinerevshare.com Follow us: Facebook: https://facebook.com/equinerevshareInstagram: https://instagram.com/equinerevshareTikTok: https://tiktok.com/@equinerevshareLinkedIn: https://linkedin.com/company/equinerevshare

Horse Business Marketing That Actually Works with Denise Alvarez (Part 2) In this follow-up conversation, Jamie welcomes back marketing coach Denise Alvarez for a deeper discussion on practical marketing strategies that help horse professionals build sustainable businesses. After sharing his own experience working with Denise on a marketing clarity coaching session, the conversation explores email marketing, lead magnets, marketing funnels, automation, storytelling, customer experience, and how horse professionals can attract more of their ideal clients without feeling "salesy." Whether you're a trainer, instructor, photographer, coach, or another equine business owner, this episode is packed with practical ideas you can implement immediately. Timestamps 00:00 – Welcome back, Denise! Jamie shares his experience using Denise's Clarity Coaching service. 10:05 – Foundational marketing strategies every horse professional should start with. 11:15 – Why your email list is still your most valuable marketing asset. 15:03 – Does email still work for younger audiences? Social media vs. email marketing. 17:15 – Why you must own your audience instead of relying on social media platforms. 22:42 – Funnels explained simply: turning followers into customers. 24:24 – Lead magnets that actually generate quality clients. 29:16 – The seven lead sources every horse business should be using. 34:23 – How to successfully pitch yourself as a podcast guest. 40:41 – Using events and clinics as powerful marketing opportunities. 44:55 – Storytelling that attracts your ideal clients. 52:34 – Customer relationship management (CRM) systems for horse businesses. 58:43 – Where automation can save hours every week. 1:00:19 – Creating a professional client experience that justifies premium pricing. Resources Mentioned Stormlily Marketing https://stormlily.com Clarity Coaching Call https://stormlily.com/clarity Free Lead Magnet Resource Guide https://stormlily.com/freebie Take the Reins Coaching Program https://www.stormlilymarketing.com/take-the-reins-coaching How to Market Your Horse Business Podcast https://stormlily.com/podcast Connect with Denise Alvarez Website https://stormlily.com Listen to More Equine Business Edge Website https://equinerevshare.com/podcast YouTube https://www.youtube.com/@EquineBusinessEdge Connect with Equine RevShare Website https://equinerevshare.com Helping horse professionals earn additional revenue by recommending the products they already use and trust.

Losing a client is never fun-but what if it was actually one of the most valuable opportunities your business will ever receive? In this solo episode of the Equine Business Edge Podcast, Jamie Birch shares one of the most impactful business lessons he learned after building, scaling, and selling multiple companies: every lost client deserves an autopsy. Instead of blaming the customer or simply moving on, Jamie explains how taking an objective look at why someone left can uncover hidden weaknesses in your communication, onboarding, customer experience, and service delivery. He also shares the story of how losing one major client completely transformed the onboarding process at his marketing agency-ultimately doubling client retention and dramatically increasing profitability. If you're a horse trainer, boarding barn owner, equine bodyworker, photographer, veterinarian, retailer, or any horse professional who serves clients, this episode will help you build a stronger, more sustainable business. In this episode you'll learn: Why every lost client deserves an "autopsy"How to gather honest feedback without becoming defensiveThe questions you should ask every departing clientWhy your onboarding process matters more than you thinkHow hidden expectations destroy client relationshipsThe surprising reason many clients decide to leave months before they actually doHow improving retention is often far more profitable than finding new customersPractical ways to turn difficult experiences into long-term business growthEvery client who leaves leaves behind valuable information. The businesses that grow the fastest are the ones willing to learn from it. Connect with Equine Business Edge 🌐 EquineRevShare: https://equinerevshare.com 🎙️ More podcast episodes: https://equinerevshare.com/podcast/ 📺 Watch on YouTube: https://www.youtube.com/@EquineBusinessEdge 📘 Facebook: https://www.facebook.com/EquineRevShare 📸 Instagram: https://www.instagram.com/equinerevshare 🎵 TikTok: https://www.tiktok.com/@equinerevshare 💼 LinkedIn: https://www.linkedin.com/company/equinerevshare If you enjoyed this episode, please subscribe, leave a review, and share it with another horse professional who's building a business they love. Your support helps us reach more entrepreneurs across the equine industry.

What if the skills you learned in the rodeo arena could help you build a profitable online business? In this episode of the Equine Business Edge Podcast, Jamie Birch sits down with rodeo competitor, announcer, content creator, and digital marketer Colter Ellis. Colter shares his journey from the rodeo arena to building online income streams through affiliate marketing, TikTok Shop, brand partnerships, and user-generated content (UGC). They discuss the realities of making a living in rodeo, the mindset shift that led Colter toward entrepreneurship, and how he and his mom discovered affiliate marketing and generated their first commissions online. Colter breaks down the differences between affiliate marketing, TikTok Shop, brand deals, and UGC while providing practical advice for horse professionals and anyone interested in creating additional income streams. Whether you're a trainer, clinician, rodeo athlete, equine business owner, or aspiring content creator, this episode is packed with actionable insights on building an audience, creating engaging content, and leveraging social media to generate revenue. Timestamps 00:00 – Intro: Colter's journey from rodeo to digital marketing 00:48 – Growing up in rodeo and early successes 02:08 – Why rodeo alone wasn't enough financially 03:47 – The Wyoming ranch conversation that changed everything 08:00 – Discovering affiliate marketing and earning the first $2,500 11:19 – Early wins with TikTok content and course promotion 12:41 – Using entrepreneurship to help family and create freedom 15:06 – Wealth, success, and giving back 17:34 – Faith, money, and character 18:54 – Building a dream ranch and long-term vision 21:43 – Avoiding scams and bad actors in affiliate marketing 22:36 – The importance of mentorship and education 27:20 – Affiliate marketing, TikTok Shop, brand deals, and UGC explained 28:33 – Creating content that converts: hooks, stories, and calls to action 40:11 – Content planning and consistency strategies 42:30 – Authenticity and overcoming camera shyness 46:22 – Faceless content and UGC opportunities 52:07 – Building relationships with brands 61:25 – Maximizing affiliate and TikTok Shop income 66:55 – Equipment recommendations for beginners 70:04 – How to get started today 75:30 – Investing in mentorship and education 77:18 – Final thoughts and how to connect with Colter Resources Mentioned • Digital Wealth Academy • MiniChat • TikTok Shop Connect with Colter Ellis Instagram: https://www.instagram.com/colter_ellis_inspire/ TikTok: https://www.tiktok.com/@colter_ellis_inspire Connect with Equine Business Edge Website: https://equinerevshare.com Podcast: https://equinerevshare.com/podcast/ YouTube: https://www.youtube.com/@EquineBusinessEdge

This episode dives into effective pricing strategies for service-based businesses, especially in the horse industry. Jamie Birch shares personal stories, emotional challenges, and practical tactics to confidently raise your prices without losing clients, ultimately improving profitability and service quality. Common emotional barriers to raising prices: fear of rejection, imposter syndrome, people pleasingThe importance of Valuing Your Expertise: moving away from time-based pricingPractical pricing models: flat-rate increases, tiered capacity pricing, and raising rates for new clientsThe math behind price increases: how higher rates can lead to more profit even with fewer clientsManaging demand with capacity-based pricing: how to use client load to set optimal pricesThe impact of perceived value: pricing as a signal of quality and professionalismHandling client communications when increasing prices: best practices for transparency and authorityRecognizing high-margin clients versus problematic clientsThe long-term benefits of profitable pricing: better team benefits, community support, and business sustainabilityOvercoming emotional hurdles: fake it until you make it, surrounding yourself with supportive people 00:00 - Introduction: Why pricing is critical for service providers 00:24 - Jamie’s background and relevance to horse professionals 01:26 - How Jamie entered the marketing industry with low prices 02:53 - The success of early pricing strategies and market positioning 03:49 - Challenges of margins and the need for rate increases 04:46 - Emotional barriers: fear of rejection and the story of a pitch gone wrong 05:43 - Imposter syndrome and how to overcome it with confidence 06:43 - People pleasing and guilt around profit for service providers 07:41 - Valuing yourself and why profit isn’t greed but necessity 08:39 - Changing client perceptions around pricing and perceived value 10:05 - Shifting focus from hourly rates to outcomes and expertise 11:01 - Simple math: raising prices and the impact on revenue and profit 13:28 - High expectations from low-paying clients and their risks 14:22 - The dangers of bargain shoppers and price-based clients 15:48 - How cheap clients tend to demand the most and cause headaches 16:48 - Finding clients that value quality over price 17:25 - Strategies for raising rates: immediate flat increases versus tiered approaches 18:25 - Communicating rate increases confidently and professionally 19:49 - Pros and cons of raising rates all at once versus step-by-step 20:44 - Differentiating rates for new and existing clients 21:41 - Best practices: letting go of low-value clients when prices increase 22:08 - Using capacity pricing to manage demand 23:38 - Demand as a signal for pricing adjustments 25:07 - Price perception and how it influences client trust and perceived quality 26:29 - The emotional journey of changing prices and its long-term benefits 27:27 - Exercise: Reflect on whether your current pricing matches your experience 28:26 - Closing thoughts: embracing profitability and transparency Jamie Birch's WebsiteJamie Birch on LinkedIn

What happens when your boss tells you you'll never make it as a business owner? For Dr. Jay Clifford, that challenge became fuel. In this episode of Equine Business Edge, Jamie Birch sits down with former equine veterinarian and current financial advisor Dr. Jay Clifford to discuss entrepreneurship, marketing, business growth, financial planning, and the lessons horse professionals need to build long-term success. Jay shares how he launched an equine dental practice during the 2008 financial crisis, built innovative referral systems that generated thousands of clients, learned marketing from scratch, and eventually transitioned into helping veterinarians and horse professionals create financial freedom. Whether you're a trainer, veterinarian, clinician, photographer, boarding facility owner, or any other equine entrepreneur, this episode is packed with practical business and financial wisdom. Key Topics Covered ✅ Starting a business during an economic downturn ✅ Competing on value instead of price ✅ Referral marketing systems that actually work ✅ How to think like a business owner ✅ Balancing entrepreneurship and family life ✅ Transitioning from veterinary medicine into financial planning ✅ Common financial mistakes veterinarians and horse professionals make ✅ Retirement planning and wealth building ✅ Why time matters more than timing in investing ✅ The power of consistency and long-term thinking Episode Timestamps 00:00 – Introduction & Jay's Journey From equine veterinarian to financial advisor serving veterinarians and business owners. 02:39 – "You'll Never Make It in Business" The challenge from a former boss that fueled Jay's entrepreneurial journey. 06:19 – Building a Business During the 2008 Financial Crisis Competing on value, not price, and the referral strategies that helped grow a 10,000-horse practice. 13:41 – Marriage, Family & Entrepreneurship The importance of communication, faith, and having a supportive spouse. 19:55 – Growing Through Economic Uncertainty How Jay adapted his veterinary practice and created more value for clients. 28:36 – Learning Marketing From Scratch The books, strategies, and business principles that transformed his practice. 33:08 – Working ON the Business, Not Just IN It Practical advice for finding time to improve your business and create systems. 40:32 – From Veterinary Medicine to Financial Planning The financial mistakes that changed the direction of Jay's career. 47:54 – Helping Families Eliminate Debt & Build Wealth Why Jay became passionate about financial education and planning. 52:42 – Financial Mistakes Horse Professionals Make Common investing, retirement, and insurance mistakes veterinarians and entrepreneurs should avoid. 57:00 – Preparing for a Business Exit What practice owners should consider when transitioning out of their business. 1:00:49 – Time in the Market vs. Timing the Market One of the most important lessons for long-term investing success. 1:04:10 – Building Generational Wealth How small investments made early can create life-changing financial outcomes. 1:05:59 – Connect With Dr. Jay Clifford How to reach Jay and continue the conversation. Want to learn more from Dr. Jay Clifford? Connect with him directly on LinkedIn for conversations about financial planning, retirement strategies, debt reduction, business transitions, and long-term wealth building: https://www.linkedin.com/in/jay-clifford-9a128199/