Ever left a great sales conversation feeling excited, only to watch it go completely silent? You're not imagining things — most people aren't thinking about you nearly as much as you think they are, and that's exactly why your follow-up game needs work. I'm breaking down why following up is the single surest way to grow your business, and the seven-touchpoint sequence that takes the guesswork (and the ick factor) out of staying in front of leads who've gone quiet. Highlights Reframe follow-up: if someone expressed interest, you're providing value by staying in touch — not being pushy.The real goal of following up isn't a "yes," it's clarity — a clear yes, a clear no, or nothing until one of you is dead.The seven-touchpoint framework covers roughly 30+ days of spaced-out, purposeful outreach.Touchpoint 1 is a same-day/next-day email full of gratitude, a recap, and one clear next step.Touchpoint 2 (3-4 days later) is the "objection killer" — proactively answering the 1-2 objections you hear most.Touchpoint 3 (1 week later) shares a relevant client testimonial to build trust without asking for anything.Touchpoint 4 (10-14 days later) makes a warm referral or connection with zero strings attached.The "pre-breakup" email (3-4 weeks out) introduces gentle scarcity around your proposal's expiration date.The professional "breakup" email closes the loop respectfully and often prompts a response due to loss aversion.Leads who go completely cold still get added to a long-term nurture list — a lead isn't dead until it's a clear no. Chapters 0:19 – Why Follow-Up Feels Awkward1:58 – Reframing Follow-Up as a Value-Add3:04 – The Real Goal: Clarity, Not Just a Yes4:04 – Introducing the 7-Touchpoint Framework4:34 – Setting the Next Step & Your First Follow-Up Email7:23 – Touchpoint 2: The Objection Killer8:42 – Touchpoint 3: The Client Testimonial10:06 – Touchpoint 4: The Connection/Referral12:34 – The Pre-Breakup Email & Scarcity15:42 – The Professional Breakup Email17:31 – Moving Leads to Your Nurture List19:25 – Recap: The Full Sequence Step-by-Step22:25 – Final Thoughts & Your Homework Be sure to subscribe and leave us a review! For more information about The Side-Hustle Dad, visit our website at https://thesidehustle.dad Remember, build the business, but be the dad! This show is part of the ICT Podcast Network, for more information, visit ictpod.net.

Why is it that sometimes what you see isn't what you get?  Today we're pulling back the layers on something I call the Identity Iceberg — the hidden forces of environment, beliefs, values, and identity that quietly shape the actions, behaviors, and results everyone can see on the surface. If you've ever wondered why some habits stick and others don't, or why you (or someone you know) keeps landing on the same outcomes, this conversation will give you a framework to understand it — and a few simple steps to start shifting it. Highlights The "identity iceberg" framework: actions, behaviors, and decisions sit above the waterline — visible to everyoneSkills live just below the surface and start to show up as you get to know someoneBeliefs (often formed as early as age 3-10) quietly drive which skills we choose to pursueValues, instilled from childhood, shape the beliefs we carryIdentity is the self-talk we repeat when we're alone — and it's often more negative than positiveThe environment (people, news, food, education) surrounds the whole iceberg and has a massive influence on every layerReal change starts at the environment level and works inward: environment, then identity, then values, then beliefs, then skillsAction steps: shift one environmental factor, change one identity statement, share a value with someone, and identify one belief to update Chapters 00:00 – Intro01:25 – Actions Above Waterline02:24 – Skills Below Surface03:40 – Beliefs Drive Skills04:52 – Values Shape Beliefs05:49 – Identity & Self-Talk07:14 – Environment & the Ocean Effect08:30 – How to Shift Each Level10:28 – Your Action Steps11:22 – Observe Others12:35 – Wrap Up Want to get more help from Lee with your business? Visit her website: https://leegray.actioncoach.com/ Identify your strengths and weaknesses as a second actor with our comprehensive Second Act Assessment. https://secondact.scoreapp.com This show is part of the ICT Podcast Network. For more information, visit ictpod.net.

Why do the animals you fall in love with sometimes have to leave the zoo? This week we sit down with Ryan VanZant, executive director of Rolling Hills Zoo in Salina, and trace his winding path from a childhood obsessed with parakeets and parrots to falconry, movie animal training, and eventually leading one of the youngest zoos in the country. We get the real story behind the zoo's famous museum, hear about the massive new Tiger Falls habitat on the way, talk through the tough calls zoo staff make about animal welfare, and dig into why Kansas prairie ecosystems deserve just as much attention as the savannas of Africa. Plus, we've got some big personal news of our own, and we close things out with a new round of Stories from the Hat. Highlights Ryan VanZant shares his journey from breeding parakeets and parrots as a kid to training animals for movies to running zoos in Hutchinson and now SalinaThe real history of the Rolling Hills Zoo museum and its taxidermy collection — plus a rumor finally debunkedDetails on Tiger Falls, a major new habitat expansion for Amur tigers, snow leopards, and incoming red pandasThe story behind Creed the baby rhino, named after Chiefs player Creed Humphrey, and how that story went viralAn honest look at how zoos make difficult animal welfare and relocation decisionsWhy Kansas's native prairie ecosystems are disappearing faster than any other ecosystem type, and why that mattersA rundown of upcoming Rolling Hills Zoo events like Zoo Brew, Safari Breakfasts, Silent Sundays, and Taste of AdventureA new round of "Stories from the Hat" with random prompts about hometown landmarks, guilty pleasure gas station snacks, and more Chapters 0:00 — Sydney's Big News0:48 — Podcast Plans Ahead1:30 — Meet Rolling Hills Zoo2:39 — Ryan's Kansas Path3:41 — Why This Zoo Location4:39 — Childhood Animal Obsession5:57 — Parakeets to Parrots8:12 — Peregrines and DDT10:24 — Falconry Life Explained12:48 — Becoming Zoo Director17:56 — Leading People Like Animals19:15 — Rolling Hills Origin Story24:10 — Funding and Conservation Work26:29 — Inside the Museum29:26 — Christmas Lights Feedback30:19 — Holiday Lights Highlights30:59 — Tiger Falls Expansion34:37 — Viral Zoo Babies36:44 — Animal Welfare Decisions42:15 — Future of Modern Zoos45:22 — Saving the Prairie50:36 — Events and Visiting Tips55:37 — Stories from the Hat59:56 — Podcast Wrap and Thanks Resources Mentioned Sunflower Summer app - https://sunflowersummer.org/Rolling Hills Zoo — https://www.rollinghillszoo.org/H Is for Hawk by Helen Macdonald Learn more about the podcast at askakansan.com! This show is part of the ICT Podcast Network, for more information, visit ictpod.net

Ever feel like your best years might already be behind you? Lee Gray would tell you they're just getting started. At 50, Lee was laid off from her corporate marketing job — and instead of it breaking her, it became the launchpad for the most successful chapter of her career. Today she's a business coach, entrepreneur, and podcast host who's helped over 100 business owners build companies that don't depend on them for everything. We talk about the mindset shift from employee to true owner, why "busy" isn't the same as "business," the sales and marketing muscles every entrepreneur has to build, and the simple, almost anticlimactic traits that actually predict success. If you've ever wondered whether it's too late to start over, this conversation is your permission slip. Highlights: Lee's story of getting laid off at 50 — and turning it into fuel instead of defeatWhy most "second acts" start with a gift, not a planThe mindset shift from employee thinking to true ownershipWhy business owners buy themselves a job instead of building a business (and how to avoid it)The three simple traits Lee has seen in every successful entrepreneur she's coachedThe difference between being "busy" and actually doing "business"Lee's DGLPA formula for turning a dream into a planWhy telling the world about your second act is the most important first step Chapters: 0:00 – Dream Becomes Real1:30 – Meet Lee Gray3:36 – Laid Off at 505:39 – Gift and Retaliation8:34 – Ownership Mindset Shift11:58 – Why Second Acts Work14:07 – Traits of Winners15:44 – Passion vs Business17:15 – Sales and Marketing Muscles19:03 – Busy vs Business19:59 – Scaling Fears and Stories21:56 – Dreams, Goals, Learning, Action24:56 – Stop Buying a Job27:13 – Make It Public28:27 – Closing and Connect Resources mentioned: Action Coach Business Coaching with Lee GrayThe Second Act Business Owner podcast, available on Apple, Spotify and YouTubeThe E-Myth Revisited by Michael Gerber Want to learn more?The Thread Be sure to follow me @audradinell on Instagram and LinkedIn This show is part of the ICT Podcast Network. Disclaimer: we may receive a small commission on any products purchased through the links used in this episode. I only recommend tools and resources I actually use and find valuable.

Ever pitched a client, gotten the "yes," started the work... and then watched them go silent when it's time to pay? If you've ever found yourself playing bill collector after finishing a project, this one's for you. This episode breaks down exactly why so many freelancers and service providers avoid asking for payment upfront — usually a mix of awkwardness and imposter syndrome — and lays out a clear, repeatable system for getting paid before you ever start the work: non-refundable deposits, simple invoicing templates, and how to handle pushback (or spot a red-flag client) before it costs you time and money. Highlights Why clients ghost after saying "yes" — and how skipping an upfront payment sets that upThe mindset shift: if a client won't pay upfront, they likely won't pay on the back end eitherHow to introduce a non-refundable deposit without it feeling like an awkward conversationBuilding in reschedule clauses so clients feel confident committing to a depositWhy a deposit protects your time even if a client backs outA simple, repeatable invoicing process: contract → deposit invoice → no work begins until paidSetting up retainer/auto-pay arrangements for recurring consulting or service workA 20-minute action item: build a reusable deposit invoice template today Chapters 0:19 — The client ghosting problem2:33 — Why we avoid asking for payment upfront4:52 — Introducing the non-refundable deposit6:45 — Handling reschedule requests and excuses7:58 — How to actually implement it: contracts and invoicing10:03 — Retainers and auto-pay for recurring clients11:02 — Today's challenge: build your deposit invoice template Resources Mentioned PayPal — invoicing tool mentioned for sending deposit invoicesStripe — invoicing software mentioned as an optionQuickBooks — invoicing software mentioned for managing payments Be sure to subscribe and leave us a review! For more information about The Side-Hustle Dad, visit our website at https://thesidehustle.dad Remember, build the business, but be the dad! This show is part of the ICT Podcast Network, for more information, visit ictpod.net.