Fix My Business

You're paying your team well—so why are you still doing their work? If you've ever found yourself finishing tasks your employees should have handled, this episode is for you.In this episode of Fix My Business, Carlos asks a question every business owner has faced: "I'm paying my team very good, but I'm still doing tasks they should have handled. How do I address this without becoming the bottleneck or turning into a micromanager?" Sound familiar? Scott Todd breaks down exactly why employees don't get work done and gives you a proven four-step framework to fix it without losing your mind or your weekend.In This Episode:The only 3 reasons employees don't complete their work (competency, resources, or motivation)How to diagnose which problem you're actually facing with each taskThe exact conversation script to use when addressing underperformance with your teamWhy doing their work for them teaches them the wrong lesson—and what to do insteadA four-step action plan to stop being the safety net and start leading effectivelyStop picking up the paintbrush and painting the house you hired someone else to paint. This is your roadmap to getting your time back and building a team that actually owns their responsibilities.Got a business problem you need solved? Head over to scotttodd.net/ask and submit your question—you might be featured in an upcoming episode!Enjoying the show? Leave us a review and share this episode with a fellow business owner who needs to hear it. Your support helps us reach more entrepreneurs who need real solutions to real problems.

Scott Todd tackles the scaling trap that's secretly draining profits from growing businesses. When Brian, a home flipper with 8 years of experience, asks why he's taking home less money despite higher revenue, Scott reveals the hidden problem: margin erosion. As businesses scale, expenses often grow faster than revenue, creating the illusion of success while actually reducing profitability. Scott shares his proven three-step system for identifying and eliminating the "bad guys" in your financials using percentage-of-revenue analysis—the same method he uses to manage his own business.What You'll Learn:Why growing revenue doesn't automatically mean you're making more moneyThe scaling trap: how expenses creep up faster than sales as businesses growWhy looking at whole dollar amounts on financial statements misleads youThe power of percentage-of-revenue analysis for spotting profit leaksHow to identify your biggest expense problem in under 30 minutesThe deep dive methodology for getting expenses back under controlKey Takeaways:The Scaling Trap Reality: Every new sale at a lower margin means you're working harder for less—your revenue might grow 10% while expenses grow 12%, silently killing profitabilityPercentage Over Dollars: Whole dollar amounts don't tell the story—percentage of revenue reveals the true villains in your businessThe Three-Year Rule: Compare your current year to three years ago to spot margin erosion patterns (example: if cost of goods sold was 25% in 2022 and is 32% today, that 700 basis point change is your enemy)One Bad Guy at a Time: Circle the biggest percentage increase first—trying to fix everything at once leads to fixing nothingThe Three Decision Framework: After your deep dive, you'll face three choices: cut costs, raise prices, or have an all-hands meeting to control spendingMonthly Vigilance: Review percentage-of-revenue statements every single month with your team—this is non-negotiable for business healthResources Mentioned:ScottTodd.net/ask - Submit your business question for the show

Scott Todd exposes the #1 marketing mistake real estate investors make: using generic, invisible copy that speaks to everyone and connects with no one. Drawing from his own transformation—when he shifted from broad messaging to targeting specific sellers (60-80 year olds doing end-of-life planning)—Scott reveals how getting hyper-specific actually increased his response rates across all demographics. The counterintuitive truth: the more specific you get, the more people respond.What You'll Learn:What "invisible copy" is and why generic language makes you forgettableThe pattern recognition method: analyzing your last 10 deals to find your ideal clientWhy targeting one specific person attracts more people than broad messagingThe ConvertKit case study: how focusing on "content creators" built a massive email platformThe three-step process to transform your marketing from invisible to magneticWhy "writing to Jim" creates personal connection even with people who aren't JimKey Takeaways:The Invisible Copy Trap: Generic language that could apply to anyone makes you invisible to everyoneThe Specificity Paradox: When Scott targeted 60-80 year old sellers with end-of-life concerns, younger sellers still called—and overall response rates skyrocketedThe Avatar Method: Write every piece of marketing to one specific person with one specific problemThe Pattern Analysis: Your last 10 closed deals reveal who you should be targetingThe Three-Step Fix: (1) Find the pattern in your closed deals, (2) Write to that specific person, (3) Test and track response ratesResources Mentioned:Take the IPP AssessmentEpisode 8: Niching Down and Product Market FitFix This Next for Real Estate Investors (Scott's book)ScottTodd.netB. Scott Todd on Amazon.com

Episode Summary:Scott Todd reveals his biggest business mistake: spending months building automation software when he should have been closing deals. In this raw confession, he shares how "productivity theater" cost him $75,000+ and nearly tanked his business - and why most real estate investors are making the same mistake right now.What You'll Learn:Why automation is killing your deal flow (even though it feels productive)The 3-question test to know if you should automate anythingThe Investor's Priority Pyramid (IPP) and why sequence mattersHow Jeff Bezos built Amazon by doing things that don't scaleWhen manual work is actually better than automationThe real reason you're avoiding the hard work in your businessKey Takeaways:The Wrong Sequence: Most investors automate at deal flow level when they should be at order levelThe 10x Rule: Don't automate anything you haven't done manually at least 10 timesThe Bezos Model: Prove it works → Document it → Automate it (in that order)The Hidden Cost: Building systems for a business that barely exists wastes months and tens of thousands in lost opportunitiesResources Mentioned:Take the IPP AssessmentEpisode 2: Do Things That Don't ScaleScottTodd.net

Episode Summary:Are you getting plenty of leads, but none of them are converting? You might have a product-market fit problem, not a lead generation problem. In this episode, Scott reveals why generic "we buy" marketing attracts everyone except the people you actually want to work with—and shows you exactly how to fix it.What You'll Learn:Why "we buy houses, any condition, fast close" messaging repels your ideal sellersThe difference between a lead generation problem and a conversion problemHow to identify your true market by analyzing your closed dealsWhy you need to start broad before niching down (and when to make that transition)The 3-step framework to rewrite your marketing message for 10X better lead qualityReal examples of hyper-specific messaging that converts (including the landlord who only mails to eviction filings)Key Takeaways:Marketing isn't about volume—it's about precisionWhen you market to everyone, you attract no one (or worse, only tire kickers)Product-market fit = your specific offer matching your market's specific problemIf less than 50% of your last 10 leads were qualified, you have a messaging problemAction Items for This Week:Review your last 3 closed deals and identify: What problem did the seller have? Why did they choose you? What was their situation?Look for the pattern—what did these sellers have in common?Rewrite your marketing message to speak directly to that specific marketResources Mentioned:Take the free IPP (Investor Priority Pyramid) AssessmentAssessment takes 5 minutes and identifies exactly where you're stuckIf "deal attraction" or "prospect attraction" shows up as your vital need, this episode is your roadmapConnect with Scott Todd:Website: ScottTodd.netFollow me on LinkedIn

Last week, I met a guy who just raised $20 million for an AI company. Now he’s raising $100 million. Most operators I know struggle to raise $50,000.So I asked him: How do you raise $20 million? I expected the usual answers:“I know the right people.” “I’ve got a killer deck.” “The market’s hot right now.”That’s how most people think capital raising works—luck, timing, and connections.But that’s not what he said.His answer was simple:“I have a capital system.”What You’ll Learn in This EpisodeIn this 10-minute episode, I’ll walk you through the capital system this operator built—and how you can build your own. You’ll see why raising money has nothing to do with who you know, and everything to do with what you’ve built before you need it.Here’s what we cover:1. The $100 Million LessonHow one investor raised $20M in two weeks—without pitching strangers or chasing luck.2. The Capital System vs. HopeThe key difference between operators who fund deals in days and those who lose them while scrambling for capital.3. The Peacetime PrincipleWhy you should build investor trust before you need the money—and how to do it without selling.4. The Investor Priority Pyramid (IPP)Where “Available Capital” fits inside your business growth hierarchy, and why most operators ignore it until it’s too late.5. Your 7-Day TestIf you found a $50,000 deal tomorrow, could you fund it in a week? This one question exposes whether you have a system or just hope.Episode Breakdown0:00–2:00 — The story of the guy raising $100M and the shocking truth behind his “capital system.”2:00–5:00 — My confession: how I learned this lesson the hard way, from door-to-door days on Wall Street to raising capital for my own deals.5:00–7:00 — The Investor Priority Pyramid connection: why deal flow systems fail without capital systems.7:00–9:00 — The playbook: how to start your capital list today and build investor trust in peacetime.9:00–10:00 — The close: one habit that turns hope into a $100M system.Key Quote“He’s not selling. He’s not convincing.He’s offering an opportunity to people who already trust him.That’s the difference between a capital system and hope.”Your Next StepTake the Investor Priority Pyramid (IPP) Assessment—link in the show notes.In five minutes, you’ll discover your business’s vital need—the single issue holding everything else back. If “Available Capital” comes up as your bottleneck, this episode will show you where to start.Connect & SubscribeIf this episode helped you see your capital strategy differently, share it with a fellow investor who’s stuck chasing deals they can’t close.Subscribe to The Fix This Next Investor Show on Apple Podcasts, Spotify, or YouTube for weekly lessons on building a business that serves your life, not consumes it.Get the free IPP AssessmentFollow Scott on LinkedInListen to Episode 4: a...

Episode OverviewWhat separates successful real estate operators from those who struggle isn't how hard they work—it's how they approach problems. In this episode, Scott Todd breaks down the fundamental difference between operators who set goals and those who actually achieve them.Key TakeawaysThe Critical DifferencePoor operators set goals and hope for the bestRich operators identify and remove obstacles standing in their wayGoals without obstacle removal is just wishful thinkingReal-World Example: The Self-Storage OperatorA self-storage operator wanted to fill 30 units by year-end (3 units per week). When asked what would help him achieve this in just two weeks to save his business, he realized none of his planned improvements (marketing, VA hire, automation) would actually solve his real problem: execution.The Rich Dad, Poor Dad ParallelPoor mindset: "I can't afford that" (statement that closes conversation)Rich mindset: "How can I afford this?" (question that opens possibilities)Poor operator: "My goal is to rent 30 units"Rich operator: "What's stopping me from renting 30 units?"Top 5 Problems Real Estate Operators FaceBased on hundreds of IPP assessments:Lack of capital (the #1 challenge)Can't attract the right buyersCan't convert leads into salesCan't find enough dealsDon't know their numbersEvery single one of these is an obstacle that needs to be removed, not just a goal to work around.The Wrong Defense SystemMany operators work on optimization and order-level issues when they're actually stuck at deal flow—like Cracker Barrel spending $750 million on rebranding when they had a revenue problem, or France building the Maginot Line in the wrong place before WWII.Scott's Personal StoryIn August 2015, Scott had his worst month ever—zero sales, zero revenue. Despite having fancy systems and automations, he was optimizing for the wrong thing. His ads weren't connecting with customers. Once he identified the real obstacle (terrible ads, not systems), he returned to basics, started writing ads by hand, and focused on connecting with people. That's when everything changed.The Investor Priority Pyramid FrameworkThe sequence matters:Deal flow comes before profitProfitability comes before orderVital needs come before nice-to-havesAction StepsThis Week's Challenge:Ask yourself: "If I had to close one deal in the next seven days to save my business, what would STOP me?"Not slow you down—what would completely stop you?Write that down. That's your obstacle. That's what to fix first.Identify Your Specific Problem:Is it capital? → You have a capital problemIs it finding buyers? → You have a prospecting problemIs it converting leads? → You have a sales problemIs it finding deals? → You have a sourcing problemIs it knowing if you're profitable? → You have a numbers problemResourcesTake the IPP Assessment FixThisNextForRealEstateInvestors.comIdentifies your vital need in less than 5 minutesShows you exactly what obstacle to remove firstQuote to Remember"Poor operators set goals and wonder why they're stuck. Rich operators remove the obstacles and watch everything become possible."Episode Referencesa...

How to Calculate Your Financial Freedom NumberThis episode begins with a humorous discussion about how many pairs of underwear to pack for a seven-day trip, and transitions into one of Scott's favorite topics: real estate investing. Scott shares insights on calculating one’s 'freedom number' – the number of real estate units needed to achieve financial independence. By breaking down the essentials — such as the personal comfort number, profit margin, and average income per deal —Scott emphasizes the importance of knowing your numbers to reverse-engineer a path to financial freedom. The episode concludes with a reminder to stop guessing and start calculating to ensure a clear path to business success.00:00 Packing for a Seven-Day Trip00:06 Funny Answers from Friends and Family01:31 Social Media Trend and Real Estate Investing04:34 Finding Your Freedom Number06:22 Conclusion: It's All About the MathCalculate your Freedom Number at: www.FixThisNextForRealEstateInvestors.com

Avoid the Magingot Line: Why Capital Acquisition is Crucial in Real Estate InvestingIn this episode, Scott Todd discusses the importance of capital acquisition in real estate investing, using the historical example of the Magingot Line as a cautionary tale. He emphasizes that many investors build impressive deal flow and operational systems but overlook securing capital, which is essential for closing deals. Scott shares his personal experiences of failed ventures due to lack of capital systems and introduces the Investor Priority Pyramid from his upcoming book. He concludes by urging listeners to assess their businesses with the IPP assessment to ensure they are focusing on the right priorities.00:00 Introduction and Overview00:16 The Story of the Maginot Line02:43 Lessons from the Maginot Line for Real Estate04:19 Personal Experiences and Failures05:47 The Importance of Capital Systems09:27 Action Steps and ConclusionLinks:📊 Take the IPP Assessment (5 min, free): [link]📝 Read the full Substack article: [link]🎧 Subscribe for weekly episodes

Are you writing SOPs while your deal flow is dying? I see this constantly. Operators documenting processes for a business that doesn’t have customers. They optimize systems that don’t produce revenue. They’re playing business instead of running one.Let me show you what this looks like at scale.Cracker Barrel’s CEO had a problem. Traffic to the stores was down. The menu was stale. Revenue was declining. What did she do?The Image IssueShe launched a $750 million rebranding campaign.New logos. New interiors. New signage. She went on national morning TV to unveil Uncle Herschel’s removal from the logo. She declared that their customers’ and employees’ feedback on recent changes to the brand was “overwhelmingly positive.”Read the full breakdown: https://scotttoddwrites.substack.com/Free resources:Fix This Next for Real Estate Investors: https://www.fixthisnextforrealestateinvestors.comMe: https://www.scotttodd.net

Most business owners think they need more software. They're wrong.I see founders spending 67% of their revenue on SaaS subscriptions—working to fund their tools instead of themselves. That's backwards.Here's the truth: you can't automate your way to revenue. Software is for making existing work efficient. But if you don't have work worth making efficient, you're just burning cash.In this video, I break down:Why spending $800/month on software when you're making $1,200 is a death spiralThe "Digital Minimum" what a $50-100/month stack actually looks likeMy 10% rule: software should never exceed 10% of revenue (ideally 5%)How to audit, cut, and rebuild your stack the right wayWhen to actually add software back (and the 2x ROI test)I built a SaaS product that hundreds of people use monthly. And I'm always the slowest person in the room to add new software. That should tell you something.Read the full breakdown: https://scotttoddwrites.substack.com/p/stop-automating-your-way-to-bankruptcyFree resources:Fix This Next for Real Estate Investors: https://www.fixthisnextforrealestateinvestors.comMy weekly newsletter: https://scotttoddwrites.substack.com/Me: https://www.scotttodd.net

I was recently speaking to a friend, and he told me about a person he recently let go. Within two weeks, he was frustrated. “She’s not fixing anything,” he told me.“What did you expect?” I asked.“She told me she had 15 years of experience, and I expected her to know what to do.,” he explained.The problem wasn’t the VA. It was him.He had hired someone as a patch. Someone to fix the chaos, not to solve for capability or capacity. Without a system in place, the new hire became another layer of confusion. And instead of freeing him up, she created more work.This is one of the most common mistakes I see business owners make when they start building a team. Heck, I made the same mistake. So I’m speaking from my own street education. It’s easy to hire too soon, for the wrong reasons, or without a plan.So let’s talk about the right reasons, the wrong reasons, and how to know if it’s time to add your next team member.Read more at: https://scotttoddwrites.substack.com/p/my-new-hire-was-terrible-but-theMe: https://www.scotttodd.net