The UpFlip Podcast

Fred and Sherrod were top-tier corporate sales performers pulling in six-figure salaries before they realized that the local "dirty" businesses—like junk haulers and carpet cleaners—were actually out-earning them while enjoying significantly more freedom. Tired of the "gilded cage" of corporate America, this US Army veteran duo walked away from their Fortune 500 careers to build Accelerated Waste Solutions. Today, they’ve turned a borrowed pickup truck into a national system that generates $1 million a month with a staggering 60% gross profit margin.In this episode, Fred and Sherrod join Ryan Atkinson to break down their recession-proof playbook for building a high-margin service business. They dive deep into why they prioritize B2B contracts over B2C, explaining the strategic shift from "renting" customers to "owning" them through recurring revenue. You’ll learn the mathematical secrets behind their "Bigger Trucks, Better Pricing" competitive advantage and how they used a patented junk removal app to bring transparency and technology to the waste management industry.From leveraging relationships at the local Chamber of Commerce to the conviction required to turn down a $5 million acquisition offer, Fred and Sherrod share the grit and systems needed to scale a successful franchise. Whether you’re interested in business acquisition, startup advice for service-based businesses, or transitioning from sales to CEO, this interview provides the roadmap to financial independence. Stay tuned for their "fan blitz" where they reveal the essential tools—like the humble dolly and scoop shovel—that save their teams hours of labor every single weekTakeaways:- The realization that local service providers often out-earn six-figure corporate employees can be the ultimate catalyst for leaving the corporate ladder.- Focusing on B2B contracts with apartment complexes allows a business to "own" a customer through recurring revenue rather than "renting" them for one-time residential events.- Successful business opportunities often stem from solving personal daily frustrations, such as the inconvenience of transporting trash across a large residential property.- Maintaining a 60% gross profit margin is achievable by using larger trucks and precise mathematical volume calculations to offer the most competitive price per cubic yard.- Integrating patented technology like photo-based reporting creates a transparency "trust factor" that differentiates a service business from competitors who use bait-and-switch pricing.- Prioritizing community relationships and joining local chambers of commerce is often more effective for long-term growth than immediate, unguided prospecting.- Entrepreneurs must identify their "Achilles' heels" early on and utilize resources like AI or specialized sales training to offset their personal skill gaps.- Investing in simple but essential equipment like heavy-duty dollies and scoop shovels prevents unprofessionalism and saves hours of physical labor on the job site.- Maximizing daily efficiency requires a purposeful routing plan for both service calls and prospecting before even leaving the house in the morning.- Having a clear vision and a "why" beyond just money provides the conviction necessary to turn down premature multi-million dollar acquisition offers in favor of long-term scaling.Tags: Side Hustle, Entrepreneurship, B2B, Business Mindset, Startup, Customer Retention, Junk Hauling Resources:Grow your business today:  https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Fred and Sherrod:https://www.instagram.com/awsfranchise/?hl=en

Ryan Emmons entered one of the most competitive and criticized industries on the planet—bottled water—with little more than a U-Haul and a vision. Going up against billion-dollar giants like Fiji and Smartwater, Ryan didn't just build another beverage brand; he built a mission. By betting everything on a "triple bottom line" philosophy—People, Planet, Profit—he proved that a purpose-driven company could disrupt a saturated market and command consumer loyalty in a way the big corporations couldn't.In this interview, Ryan Emmons sits down with Ryan Atkinson to reveal how he scaled Waiakea from a local hustle into one of the fastest-growing premium water brands in the world. You’ll learn his scrappy "consignment" strategy for getting onto shelves without paying massive slotting fees, how to turn environmental sustainability into an economic advantage that lowers overhead, and why he believes naivety is an entrepreneur’s greatest asset.Whether you are launching a CPG product or trying to differentiate your service in a crowded industry, this episode offers a masterclass in resilience and branding. Ryan breaks down exactly how to build a business that stands for something, keeps employees loyal, and generates massive growth without sacrificing your values. Tune in to discover why playing the long game is the ultimate competitive advantageTakeaways:- Build your business on a "triple bottom line" philosophy—People, Planet, Profit—from day one, as it is nearly impossible to authentically integrate deep purpose into a company's DNA after investors are involved.- Leverage a purpose-driven mission to increase employee retention, as high-performing talent is more likely to stay and work harder when they can see the tangible impact of the company's social initiatives.- Prove your product's sales velocity by starting with "mom and pop" shops on a consignment model before attempting to pitch major distributors or large retail chains.- Avoid direct competition with billion-dollar CPG conglomerates by targeting specific retailers where you can secure equal shelf space without paying exorbitant slotting fees.- Embrace manual self-distribution in the early stages—even if it requires renting U-Hauls and working overnight shifts—to maintain control over logistics and keep overhead low.- Reframe environmental initiatives as efficiency strategies rather than just expenses, as reducing material usage, water waste, and energy often leads to significant margin gains.- Justify a slight price premium by positioning your product as an "affordable luxury" that allows consumers to support a cause they believe in without breaking the bank.- Protect your company's mission during scaling by legally incorporating as a Public Benefit Corporation (PBC), which enshrines your social and environmental standards into the corporate bylaws.- Use your lack of industry experience as a strategic asset, as naivety allows you to be fearless and attempt innovations that industry veterans might deem impossible.- Focus on resilience and building a legacy business you want to lead for decades, rather than chasing a quick "exit" or overnight success in the volatile CPG market.Tags: Product Development, Retail Goods, Bottled Water, Business Scaling, Startup, Business Growth Resources:Grow your business today:  https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Ryan: https://www.linkedin.com/in/ryan-emmons-8709871b

Clay Lawrence built a generalist digital marketing agency to $17,000 a month, but quickly realized he had created a trap: he was exhausted, overworking, and constantly trading time for money on services ranging from drone footage to SEO. Desperate for a change, he took a massive financial risk—firing his clients and watching his revenue plummet to $4,500—to bet everything on a single, scalable idea that didn't require him to be the bottleneck.That bet was Review Harvest, a low-ticket SaaS focused entirely on automating Google reviews for home service businesses. By niching down and utilizing "trench knowledge" to understand his customers better than they understood themselves, Clay rebuilt his business from the ground up. Today, he generates over $35,000 in monthly recurring revenue (MRR) with a streamlined model that leverages software like HighLevel to do the heavy lifting, proving that a focused offer often beats a broad service.In this interview, Clay sits down with Ryan Atkinson to reveal the exact blueprint behind his pivot. They dive deep into the anatomy of a high-converting sales call, borrowing frameworks from Alex Hormozi to close deals on the spot, and discuss why the "Jack of all trades" model is a killer for agency growth. Whether you are looking to launch your first SaaS, maximize your HighLevel affiliate income, or master client acquisition through Facebook ads, this episode breaks down the tactical steps to build a business that serves your life, not the other way around.Takeaways:- Scaling a generalist agency is nearly impossible because you cannot afford to hire experts for every service; narrowing down to a single service allows for process automation and higher margins- Growth sometimes requires taking a financial step back; Clay intentionally dropped his revenue from $17k to $4.5k to rebuild a scalable model rather than remaining stuck in a service trap- The most scalable offer is often the one that works for every client without custom labor; automating Google review requests provided high value with zero ongoing manual fulfillment- Shifting focus specifically to home service businesses allowed the agency to double its growth because the messaging and operational knowledge became specialized and repeatable- Conducting over 1,000 sales calls provides "trench knowledge"—such as knowing a client's CRM software better than they do—which builds instant trust and authority during the sales process- A simple, singular value proposition (e.g., "The Google Review Guy") is significantly easier for networkers to remember and refer compared to a vague "full-service marketing" label- Low-ticket offers like reputation management rely on emotional impulse, making it critical to get leads on a call within 24 hours before their excitement fades- Sales calls should follow a structure of clarifying the prospect's pain, labeling the problem, and "selling the vacation" (painting a vivid picture of the future state) rather than just listing features- Success is often just surviving the lows; Clay faced a period where he only closed $6,500 in two months but credits his recovery to simply showing up every day despite the anxiety- Documenting the business journey on YouTube created a secondary income stream through HighLevel affiliate commissions, which now generates more profit than the agency itself.Tags: SaaS, Tech Ventures, Digital marketing, Affiliate marketing, Home Services, Business scaling, Business growthResources:Grow your business today:  https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Clay: https://www.instagram.com/claywlawrence/?hl=en

Eddie Hartman co-founded LegalZoom with a simple but radical idea: legal documents are just information, and information belongs online. Despite facing an industry of lawyers who wanted to sue the company out of existence, Eddie pushed forward to help launch one out of every four small businesses in California. Today, as a partner at Simon-Kucher, he advises global giants like Uber and Airbnb on pricing strategies, proving that the secret to success isn't just building things people want—it's building things people want to pay for.In this interview, Eddie sits down with Ryan Atkinson to deconstruct the psychology of the founder mindset. He explains why entrepreneurs need to be "insane in a specific way" to overcome the fear of failure and how to avoid the "single engine trap" of leaning too heavily on your natural strengths. Eddie breaks down the critical difference between chasing market share versus wallet share and explains how to become a "profitable growth architect" rather than just another business owner with a cool idea.If you are struggling to monetize innovation or wondering if your business model is built to last, this episode is a masterclass in strategy. You’ll learn how to price your product to get to "yes," why you should embrace the fear of failure, and the specific steps you need to take to scale your business from a startup concept to an industry disruptor.Takeaways:- Build for Payment: Don't just build what people want; build what they are willing to pay for.- The Single Engine Trap: Avoid over-relying on your natural strength (like sales) while neglecting other business needs.- Growth Strategy: Successful companies chase market share and wallet share simultaneously.- Founder Psychology: You need "specific insanity"—the fear of failure combined with the certainty of success.- Price First: Validate the price point and willingness to pay before you build the product.- Strategic Packaging: Don't offer one price; create tiers to capture different customer segments.- Fear as a Shield: Use high barriers to entry (like fear of lawsuits) to keep competitors away.- Sales vs. Customers: A one-time transaction (especially a discounted one) is not a loyal client.- Stamina Over IQ: Success is often determined by the ability to "not stop" rather than raw genius.- Leverage Imposter Syndrome: Use the fear of not being good enough as fuel to outwork everyone else.Tags: Startup, Entrepreneurship, Pricing Strategy, Business Mindset, Small Business,  LegalZoomResources:Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Eddie: https://www.linkedin.com/in/eddie-hartman 

Teague Egan faced every founder’s nightmare: payroll was due, and a massive investment deal with General Motors was stalled. With his back against the wall, Teague sold his house for $2 million and wired the cash to his company just to stay alive. That "all-in" gamble paid off, securing the partnership and positioning EnergyX to revolutionize the global energy transition.It all started on a Bolivian salt flat, where a chance comment sparked an obsession with lithium. In this interview, Teague sits down with Ryan Atkinson to reveal how he went from a tourist to a founder partnering with industry titans. He breaks down the crucial pivot EnergyX made when their initial licensing model hit a wall, proving that agility is just as important as innovation.You’ll learn the grit required to survive the "valley of death" in startup funding and how to execute cold outreach strategies that land billion-dollar partners. We also dive into high-stakes risk management and the mindset needed for enterperenurs to set bold visions. Whether you are raising capital or scaling a business, Teague’s story offers a masterclass in resilience.Takeaways:- Teague sold his own house for $2 million and wired the funds to the company to cover payroll and bridge the gap while waiting for the General Motors investment to close.- Great business ideas often come from stepping outside your bubble, as Teague’s "aha moment" happened while traveling on a salt flat tour in Bolivia, not in a boardroom.- You do not need prior industry experience to start; Teague entered the lithium space with zero knowledge but bridged the gap through obsessive reading and research.- Networking is often a chain reaction where one contact leads to another, so you must be willing to send cold emails and attend conferences just to meet a single person.- Entrepreneurs must be agile enough to pivot their entire business model if the market resists, just as EnergyX switched from licensing technology to vertical integration when resource owners were too slow to adopt their tech.- The stress of entrepreneurship remains constant regardless of the dollar amount; whether the risk is $50,000 or $50 million, the only way to manage the anxiety is to focus on the daily work you can control.- Securing strategic partnerships with established giants like General Motors provides not only capital but also the institutional credibility needed to scale industrial technology.- Founders should set "unrealistic" and massive visions because bold goals are more effective at rallying employees and investors than modest, safe targets.- Timing can dictate your business model; if your technology is too early for the market to trust, you may have to build the infrastructure yourself to prove it works.- You must be the most confident person in the room regarding your execution, as investors and partners rely entirely on your belief to validate their own risk.Tags: Startup, Entrepreneurship, Business Strategy, EnergyX, Teague Egan, Sustainable Energy, Business ScalingResources:Grow your business today: https://links.upflip.com/the-business-startup-and-growth-blueprint-podcast Connect with Teague: https://www.instagram.com/teagueegan/?hl=en