Scale To Sale podcast

11:48

You don’t need more leads—you need better soil. In this episode, I break down why most business owners keep throwing money at paid ads (aka store-bought tomatoes) and never stop to build the one thing that really grows their business: digital assets . What you'll hear: Why SEO is asset-building, not just traffic hacking The $5.1M deal I backed out of—and what made the business so valuable anyway How 10 years as a therapist taught me to write content that converts What private equity buyers are really looking for now (hint: it’s not ads) If you're tired of renting growth and want to build a business that scales—and sells—organically , this episode is your new blueprint. Grab the free Testimonial Waterfall System or book a strategy call: https://scaletosaleconsulting.com/waterfall…

Scale to Sale

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Ep. 9: The Garden of Organic Marketing Why Most Marketers End Up Back at the Grocery Store 20:00

9 days ago20:00

20:00

You don’t need more leads—you need better soil. In this episode, I break down why most business owners keep throwing money at paid ads (aka store-bought tomatoes) and never stop to build the one thing that really grows their business: digital assets . What you'll hear: Why SEO is asset-building, not just traffic hacking 🌿 The $5.1M deal I backed out of—and what made the business so valuable anyway 💰 How 10 years as a therapist taught me to write content that converts 🧠 What private equity buyers are really looking for now (hint: it’s not ads) 📊 If you're tired of renting growth and want to build a business that scales—and sells—organically , this episode is your new blueprint. 🔗 Grab the free Testimonial Waterfall System or book a strategy call: scaletosaleconsulting.com…

Scale to Sale

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Ep. 8: The Top 3 Ways Business Owners Waste Money on Digital Marketing (And the Organic System That Replaces It) 21:03

13 days ago21:03

21:03

The Top 3 Ways Business Owners Waste Money on Digital Marketing (And the Organic System That Replaces It) Episode Summary: Most business owners don’t need more leads. They need to stop wasting the ones already trying to find them. In this hard-hitting episode, Mark Crandall—agency veteran turned systems architect—breaks down the top 3 ways businesses are wasting money on digital marketing, and how the Testimonial Waterfall System turns your existing customers into your best salespeople. If you’re spending money on ads without a foundation built to convert, this episode is your wake-up call. What You'll Learn: Why your website, GMB, and social profiles are part of your company’s valuation—and how ignoring them kills your ROI The 3 biggest digital money-wasters (and how to fix them fast) The 3 testimonial questions that unlock SEO content, organic reach, and endless referrals Why most paid traffic is like "pouring gas on wet wood" How to build a digital funnel from your happiest clients—without hiring a marketing team Quote to Remember: "If you're not lighting up that first conversation with your customer, why in the world are you spending money trying to talk to strangers?" – Mark Crandall Want to See the System in Action? The Testimonial Waterfall System is now live. It's the same 9-step organic marketing engine that helped scale companies to 7 figures— with minimal ad spend and maximum word-of-mouth momentum. Get access now at scaletosaleconsulting.com/waterfall Ready to Build Yours? Schedule a strategy call with Mark to customize the Waterfall for your business: Book Now…

Scale to Sale

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Ep. 7: How to Teach Your Customers to Sell for You (The Testimonial Waterfall System) 21:22

15 days ago21:22

21:22

In this episode, Mark drops the strategy that helped scale multiple trades companies organically—without ad spend—and turned one into a $5.1M sales contract: The Testimonial Waterfall System. Learn how to turn your past five customers into your next five using grassroots, referral-driven marketing that converts. If you’ve ever felt stuck in the cycle of buying leads or chasing cold traffic, this episode is your way out. What You’ll Learn: Why your next five customers are already connected to your last five The Happy Check Method—how to capture testimonials at the peak of client satisfaction The 3 simple testimonial questions that unlock referrals and future salesHow to implement an on-the-spot Google review system that gets 5-star reviews with ease How to turn testimonials into automated blog posts, retargeting content, and referral goldmines How Mark slashed a $15,000 marketing budget down to $1,500 while increasing sales Resources Mentioned: Get the Testimonial Waterfall System (Free Video Series): https://scaletosaleconsulting.com/waterfall Book a free consult with Mark: scaletosaleconsulting.com/bookmark Quick Start Strategy Recap: Identify 5 past clients and do a Happy Check Ask the 3 Testimonial Questions Capture a video testimonial Ask for a referral (unlock the waterfall) Add them to a Reinforcer Document for future trust-building in sales Quote from Mark: “People forget what you did for them yesterday—unless you systemize the reminder. Testimonials aren’t just marketing… they’re your best sales team.” Want help implementing the Testimonial Waterfall in your business? Get started here…

Scale to Sale

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Ep. 6: Don't Do business under friendship protect your assets 43:35

15 days ago43:35

43:35

In this powerhouse episode, Mark Crandall sits down with business attorney Nick Dupre to break down one of the most avoided—but critical—topics in entrepreneurship: legal protection. If you've ever formed an LLC on a state website and thought you were covered...this episode is your wake-up call. Nick walks Mark (and you, the listener) through the exact steps to properly form and structure your business to avoid costly mistakes down the road. They unpack everything from the importance of bylaws and operating agreements to the dangers of jumping into equity without doing your due diligence. What You’ll Learn: Why your business is legally vulnerable if you don’t have more than just an LLC filing The difference between a member and a manager in an LLC—and why it mattersHow equity deals can either make you rich or strap you with someone else’s debt How to vet a business attorney (and red flags to watch out for) What to include in your contracts to ensure you get paid (regardless of results) How the litigation process works and why negotiation beats court almost every time Why flat-fee billing with attorneys may save you money (and stress) Mark’s Favorite Moments: Nick’s brutally honest advice: “Maybe you don’t need another partner.” A real-life example where Nick’s demand letter instantly ended a $20k refund request The most compassionately aggressive attorney email Mark has ever read Why It Matters: Whether you’re building a seven-figure business or just getting your first client, the structure you put in place now could determine how easily you scale—or how quickly you collapse. Nick’s insight helps you skip the legal landmines most entrepreneurs don’t see until it’s too late. Resources & Mentions: Get free access to the Testimonial Waterfall System : https://scaletosaleconsulting.com…

Scale to Sale

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Ep. 5: $5.1M Sales Contract Organic Playbook Pt. 2 33:21

7 weeks ago33:21

33:21

Episode 5: $5.1M Sales Contract Organic Playbook Pt. 2 In this episode of the Scale to Sale Podcast , Mark Crandall uncovers the three essential pillars for scaling your business: Capacity Evaluation, Overcoming the Humility Block, and Training Leaders to Take Over Operations. From assessing your communication flow and marketing spend to recognizing the mental blocks that prevent reinvestment in growth, Mark shares the playbook for building a business that can scale without daily owner involvement. If you're ready to identify your growth bottlenecks and empower your team to run the business like owners, this episode is your next step toward predictable profits and sustainable freedom. 🚀 What You’ll Learn in This Episode: How to evaluate your marketing spend and communication flow for maximum efficiency. The key indicators of scaling readiness and how to address them. How overcoming the humility block unlocks scalable growth. The exact strategy Mark used to train operators to replace himself in multi-million dollar construction companies. 🥕 Million $ Carrots 1. Capacity Evaluation and the Importance of Communication Flow 📊 Marketing and Communication Spend: Evaluate where your marketing and communication budget is going. The Common Trap: Many companies invest in SEO agencies without understanding ROI or effectiveness. The Reality Check: 75% of trades companies are being misled by ineffective SEO strategies. Scaling Metrics that Matter: Assess your call-back percentage, scheduling capacity, and communication flow. Focus on collaborative growth opportunities to expand revenue and services. 2. The Challenge: Training Operators to Run the Business 🤝 Mark’s Story: Training four women (previously waitresses) to become COOs and later CEOs of multi-million-dollar companies. Delegating Power: Empower your team to operate autonomously without daily oversight. The Leadership Playbook: Invest in leadership development and build a team you can trust with your business’s success. Remote Scalability: Create systems that allow your business to scale effectively, even remotely. 🎯 Episode Highlights: ✅ Evaluate your marketing and communication budget for clarity and ROI. ✅ Understand how call-back rates and scheduling capacity impact scalability. ✅ Recognize and overcome the “humility block” preventing growth reinvestment. ✅ Learn the leadership development framework for building a scalable team. ✅ Hear how Mark successfully trained COOs to run multimillion-dollar companies. Links Mentioned Head over to scaletosaleconsulting.com to learn more…

Scale to Sale

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Ep. 4: $5.1M Sales Contract Organic Playbook Pt.1 36:35

7 weeks ago36:35

36:35

Episode 4: $5.1M Sales Contract Organic Playbook Pt.1 In this episode of the Scale to Sale Podcast , Mark Crandall pulls back the curtain on the organic strategies and operational systems that led to securing a $5.1M sales contract . This is Part 1 of a two-part series where Mark shares the proven playbook for building scalable systems, empowering leadership accountability, and streamlining communication to drive sustainable growth. If you’ve been struggling with broken systems, recurring bottlenecks, or owner-dependency, this episode is packed with practical steps to help you scale smarter and faster. 🚀 What You’ll Learn in This Episode: How simplifying your process audit can eliminate recurring breakdowns. Why accountability and ownership are the non-negotiables of effective systems. The secret to removing communication bottlenecks caused by owner dependency. How two weekly virtual meetings became the foundation for scaling multiple businesses to $8M+. 🥕 Million $ Carrots 1. The Process Audit 🛠️ Simplify the System: A clear and repeatable process: Support Call → Support Ticket → Schedule → Fulfillment → Accountability → Review. Core Components of a System: Every effective system includes: A clear starting point, ownership, accountability, and training. Empowering Your COO: Your COO must take ownership and drive execution. Weekly Check-ins Matter: Feedback loops through consistent weekly reviews create opportunities for growth and alignment. 2. Broken Systems & Accountability 🧩 The Usual Suspects: Systems often fail due to missing accountability or unclear ownership. The Consequences: Inefficiencies, recurring breakdowns, and frustration across teams. The Fix: Accountability at every stage ensures problems are addressed before they snowball. 3. Chain of Command: Removing the Owner Bottleneck 📲 The Owner Dilemma: Many owners struggle to step away from direct communication. The Solution: Create a clear chain of command where the COO holds ultimate accountability. Framing the Shift: Removing the owner from communication isn’t avoidance—it’s the solution to recurring breakdowns. 4. The Power of Virtual Meetings 💻 Consistency Creates Clarity: Two structured virtual meetings per week became the anchor for scalable operations. Proven Results: $8M+ in annual revenue with a 30% profit margin in under three years. Tools for Success: Platforms like GoHighLevel and Google Sheets played a pivotal role in managing operations efficiently. Top takes ✅ How simplifying processes eliminates recurring issues. ✅ Why accountability is the glue holding every system together. ✅ The exact structure of virtual meetings that helped scale businesses to $8M+ revenue. ✅ The mindset shift owners need to make to step out of daily operations. 🛠️ Resources & Tools Mentioned: Sign up for the Rabbit Hole Newsletter and Member Area: www.scaletosaleconsulting.com Ready to work directly with me? Apply now and let’s get your business hopping forward: www.s2sapp< &…

Scale to Sale

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Ep. 3: Buying & Selling Businesses w/ Blueline Ventures Group 35:16

21 weeks ago35:16

35:16

In this episode of the Scale to Sale Podcast it's part two of our special series with Joe Wechsler from Blue Line Ventures. In this episode, we’re shifting gears from the emotional side of selling a business to the strategic world of acquisitions and investing. Mark and Joe dive into how Blue Line Ventures operates its fund and what they look for when acquiring businesses. They discuss how the fund model works, the balance between diversification and niche focus, and the key role of team dynamics post-acquisition. Joe also shares valuable insights on how Blue Line Ventures builds long-term partnerships with business owners and what that means for both sellers and investors. This episode offers a comprehensive look at business acquisitions, the investment process, and how Blue Line Ventures is creating value in the world of business funds. Whether you're a potential seller, investor, or just curious about business acquisitions, this episode will provide key insights into how the right partners can help you grow and scale your business. Top Takes: The Importance of Team Dynamics: Evaluating the team of a business during acquisition and ensuring alignment with the new ownership. The Fund Model: Understanding how a business fund operates and the benefits it offers to both business owners and investors. Diversification vs. Niche Focus: Balancing diversification across industries while maintaining a focus on key verticals for sustained growth. Partnership Opportunities: Blue Line Ventures offers sellers the chance to remain involved in the business post-sale, creating long-term strategic partnerships. Links Mentioned in the Episode: Sign up for the Rabbit Hole Newsletter and Member Area: www.scaletosaleconsulting.com Ready to work directly with me? Apply now and let’s get your business hopping forward: www.s2sapply.com Need A Marketing Machine? The secret tool Mark uses to streamline communication and automate business processes—no rabbit trails here! Sign up for a FREE 14 Day Trial Learn more about Blueline Ventures Group…

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Ep. 2: How I got to a $5.1M Sales Contract w/ Blueline Ventures 19:18

22 weeks ago19:18

19:18

In this special two-part episode, your host Mark Crandall is joined by Joe Wechsler from Blueline Ventures, and today, we’re diving deep into the emotional rollercoaster of selling a business. If you’ve ever wondered what it’s really like to sell your company—what goes on behind the scenes, the emotional ups and downs, the tension of waiting for that final offer—this episode is for you. Mark shares his personal journey of going from running three construction companies to signing a $5.1M sale contract in under 90 days of listing. The story reveals the challenges of navigating the sale process, the importance of being fully prepared, and why having the right team by your side can make all the difference. In this conversation, we also explore the crucial role of advisory teams like Blueline Ventures in making the process smoother and quicker than you ever thought possible. Whether you're considering selling your business or just curious about what goes into it, you’ll get an inside look at the fast-paced, high-stakes world of business transactions. Top Takes: Emotional Impact of Selling: Selling a business is a major emotional challenge. Mark and Joe explore the psychological toll it can take and how to manage the stress during this critical time. The Importance of Readiness: From systems to documentation, Mark emphasizes why being prepared is essential for a smooth sale. Trust in the Process: Why Mark chose Blueline Ventures and how they made the process of selling so much easier and faster. The Quick Turnaround: Learn how Mark signed a $5.1M contract in less than 60 days. Blueline Ventures: Joe shares the role Blueline Ventures played in helping Mark achieve such a fast and profitable exit. Links Mentioned in the Episode: Sign up for the Rabbit Hole Newsletter and Member Area: www.scaletosaleconsulting.com Ready to work directly with me? Apply now and let’s get your business hopping forward: www.s2sapply.com Need A Marketing Machine? The secret tool Mark uses to streamline communication and automate business processes—no rabbit trails here! Sign up for a FREE 14 Day Trial Learn more about Blueline Ventures Group…

Scale to Sale

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Ep. 1: Escaping the Rabbit Hole & a $5.1M Sale Contract 30:18

23 weeks ago30:18