I am Charles Schwartz Show Podcast

In this insightful episode, Charles explores the psychology of authentic entrepreneurship with Mark Young, founder of RYZE Agency and creator of the Fitter Over 50 movement.

Mark reveals his journey from clinical psychology to marketing mastery, sharing how his background in understanding human behavior shaped his approach to building genuine business relationships in an increasingly commoditized world.

The conversation shifts from surface-level marketing tactics to deep psychological insights as Mark breaks down why most entrepreneurs hit a wall at $10 millionand how the transition from gut-feeling operations to data-driven scaling requires uncomfortable but necessary team changes.
Rather than focusing on growth-at-all-costs mentalities, Charles and Mark explore how creating authentic connections through value-first communication transforms business outcomes and customer lifetime value.

Together, they challenge conventional marketing wisdom, emphasizing that in today's market, being loved by a few trumps being liked by many. Mark illustrates this through real-world examples from his work with health and wellness brands swimming upstream against big pharma.

Key Takeaways:
* Why email databases outperform social media followers by 5-10x in actual conversion rates
* How to use the "aging defiantly" mindset to build premium positioning in any industry
* The psychological reason why treating teams like family destroys scalability at the $10M threshold
* Why changing your approach from transaction-focused to relationship-focused transforms customer loyalty

Head over to podcast.iamcharlesschwartz.com to download your exclusive companion guide, designed to guide you step-by-step in implementing the strategies revealed in this episode.

KEY POINTS:
03:52 - The entrepreneur's emotional rollercoaster: Mark breaks down why every entrepreneur experiences the same spectrum of emotions regardless of their wealth level - from "I'm crushing it" to "I'm going bankrupt" - all within a single day, not a month or year.
09:03 - The $10 million threshold trap: Why Mark sees the critical breaking point where entrepreneurs must choose between spending efficiently or aggressively, and how chasing revenue numbers without profitable sales becomes a death spiral that destroys businesses.
12:48 - The vanity metric epidemic: Mark exposes why Instagram followers are worthless compared to email databases - revealing that 10,000 followers only reach 200-500 people due to algorithm suppression, while email databases deliver 2,500-3,000 engaged readers.
25:47 - The family business killer: Mark's brutal truth about why treating your team like family destroys scalability - good team members know when it's time to step aside, while those who resist change are telling you they're the wrong people for the next level.
31:47 - The omnichannel harmony secret: Why Mark's clients struggle to break the $10 million ceiling because they're measuring channels in silos instead of understanding how Meta creates intent while Google captures conversions in a weighted strategy.
38:52 - The authenticity advantage: Mark reveals why being your genuine self is actually a skill set for marketers who could present as anyone, and how this authenticity becomes the foundation for being "loved by a few rather than liked by many."
42:52 - The problem awareness gap: Mark's game-changing insight that nobody walks around thinking "my bones feel fragile today" - explaining why successful marketing starts with creating awareness of problems people don't even know they have, not selling solutions.

Options disclosure: "Options involve risk and are not suitable for all investors as the special risks inherent to options trading may expose investors to potentially significant losses. Please read Characteristics and Risks of Standardized Options at tastytrade.com/disclosures before deciding to invest in options."

In this insightful conversation, the host sits down with Scott Sheridan, CEO of TastyTrade and co-founder of the revolutionary trading platform Thinkorswim, who shares his decades of experience navigating volatile markets and building successful financial technology companies.

Scott discusses his contrarian approach to current market trends, explaining why he remains skeptical of popular investments like cryptocurrency and gold while emphasizing the importance of options trading during periods of high volatility like we're experiencing now.

The interview explores Scott's entrepreneurial journey from floor trader at the Chicago Board Options Exchange to creating two major brokerage firms, focusing on how he built strong company cultures and the critical importance of timing, team building, and maintaining vision while staying flexible enough to pivot when necessary.

Scott and the host delve into practical investment strategies for uncertain times, with Scott advocating for consistent market participation through dollar-cost averaging and his current preference for selling puts in quality stocks during high-volatility periods.

Key Takeaways:
* Trade small and trade often - consistent market participation with manageable risk beats trying to hit home runs, especially for those just starting their investment journey
* Focus on what you can control and maintain strong risk management - whether in trading or business, calculate your risks and never invest more than you can afford to lose
* Build businesses and hire teams based on trust and complementary skills - successful partnerships require people you'd trust with your financial future, and company culture flows from authentic leadership rather than corporate buzzwords

Head over to podcast.iamcharlesschwartz.com to download your exclusive companion guide, designed to guide you step-by-step in implementing the strategies revealed in this episode.

KEY POINTS:
02:34 - From floor trader to tech pioneer: How Scott transitioned from trading at the Chicago Board Options Exchange to co-founding Thinkorswim, revolutionizing online trading by creating sophisticated platforms that retail investors could actually use.
05:35 - Why this market crash was different: Scott explains how the recent volatility was completely self-induced by political decisions, making it unlike previous crashes and creating unique opportunities for prepared traders.
06:09 - The young investor's advantage: Why people in their 20s and 30s need to take significant risks and stay engaged with volatile markets, since they have 40-year time horizons that virtually guarantee higher returns.
13:01 - The psychology of trading size: Scott's gambling wisdom about getting opponents to play for more than they're comfortable with, and how to know immediately if you're trading too big by your physical reaction.
35:00 - Selling flood insurance after the flood: Scott's current strategy of selling puts during high volatility periods, explaining how elevated option premiums create profit opportunities for patient investors.
39:40 - Building culture through trust: How Scott creates family-like company environments by challenging employees beyond their comfort zones while promising that any mistake can be fixed with time and money.
52:54 - The entrepreneur's regret insurance: Scott's passionate plea to anyone considering starting a business - the worst outcome is working for someone else again, but the regret of never trying lasts a lifetime.

In this revealing conversation, Charles sits down with Amanda Dopler, a successful health coach who built a seven-figure business entirely on her own.

Amanda shares her journey from struggling with yo-yo dieting to creating a health coaching empire that generates six figures monthly, highlighting how authenticity and consistency drove her success in an oversaturated market.

The interview dives into Amanda's unique approach to both business and weight loss, focusing on sustainable habits rather than quick fixes, and how she managed to build a thriving community despite starting with just her phone and basic tools.

Charles and Amanda explore the realities of entrepreneurship, with Amanda candidly discussing the challenges of scaling a one-person operation and the importance of believing in yourself when others doubt your vision.

Key Takeaways:
* How authenticity and blunt honesty helped Amanda stand out in the crowded health coaching industry
* Why focusing on client testimonials and real transformations was her most effective marketing strategy
* The power of creating a supportive community that becomes the most valuable part of your offering
* Why entrepreneurial success requires eliminating "Plan B" thinking and committing fully to your vision

Head over to podcast.iamcharlesschwartz.com to download your exclusive companion guide, designed to guide you step-by-step in implementing the strategies revealed in this episode.

KEY POINTS:
02:54 - Disrupting the diet industry: How complete honesty about eating whatever you want while still losing weight created a breakthrough approach in a market filled with unnecessary restrictions and quick-fix promises.
07:16 - The long-term mindset: Why putting your head down and focusing on who you want to become rather than overnight success created the foundation for sustainable seven-figure growth.
12:15 - The engagement revelation: Building a $75,000 monthly business with just 5,000 followers by prioritizing deep audience connection over vanity metrics that rarely convert to actual revenue.
15:43 - The solo empire builder: The behind-the-scenes reality of managing every aspect of a million-dollar business alone – from social media and coaching to operations and customer service.
27:42 - The testimonial blueprint: How showcasing the complete transformation story with specific pain points and sustainable results converts dramatically better than oversimplified before-and-after narratives.
32:42 - The community advantage: When the unexpected value proposition became the supportive network of clients rather than one-on-one coaching, despite initial resistance to group formats.
40:16 - The entrepreneur's ultimatum: Why having absolutely "no plan B" and viewing corporate employment as completely unacceptable creates the determination required to overcome inevitable obstacles.

In this insightful episode, Charles explores the entrepreneurial journey and personal resilience with Bobby Mesmer, founder and CEO of RMG Erectors & Constructors, LLC, now valued at $4.5 billion.

Bobby reveals his path from bootstrapping his business to building one of the largest steel erection companies in the world, sharing how multiple life-threatening health crises transformed both his personal outlook and business approach.

The conversation shifts from business strategies to profound personal reflection as Bobby opens up about facing mortality through multiple strokes and a heart attack that left him partially disabled and questioning his worth as a leader, husband, and father.

Rather than focusing solely on business tactics, Charles and Bobby explore how vulnerability and self-belief become essential components of both personal recovery and business growth.
Together, they challenge conventional entrepreneurial wisdom, emphasizing that true success comes from learning from failures and sharing those lessons with others—what Bobby calls paying the "dummy tax."

Key Takeaways:
* Why bootstrapping creates more resilient business owners than seeking venture capital
* How near-death experiences can reveal your true purpose in business and life
* The operational excellence formula that transformed Bobby's company into an industry leader
* How embracing personal vulnerability after health setbacks can become an unexpected source of strength

Head over to podcast.iamcharlesschwartz.com to download your exclusive companion guide, designed to guide you step-by-step in implementing the strategies revealed in this episode.

KEY POINTS:
02:13 - The Dummy Tax Philosophy: Bobby explains his core business philosophy: "Dummy tax. I made the mistakes learned from me, right? Like, and you know, it started anybody in business, if you're not failing, you should be because that's the only way you're learning."
06:00 - The Scale of Success: Bobby reveals the impressive scale of his business achievements: "We develop that business into also manufacturing and engineering and design... We're the largest purchaser of fabricated steel in North America."
09:44 - The Problem with VC Funding: Bobby shares his strong view on bootstrapping vs. seeking investors: "When you take on capital, the problem with that is, is you're creating a crutch with the capital you're taking on because you're not going through the heartache of running a business and learning how to grow."
13:01 - The True Entrepreneur Test: Bobby explains how to identify real entrepreneurs: "It's very simple. What are you doing in the face of diversity? It starts there. When that adversity hits you, what are your actions? Either you're sticking your head in the sand or you're pulling yourself by your bootstraps."
35:53 - The Health Crisis Reality: Bobby opens up about his devastating health challenges: "When I had my stroke, I lost a whole left side of my body, like I couldn't move my face... that was the first time in my life, like, I felt real fear, you know, like, I was like, holy shit, like, this is, this is real."
37:46 - Wrestling with Unworthiness: Bobby reveals his deeper struggles after health setbacks: "You have a lot of, you know, self-awareness that comes about you through that... You start to question things and you go through so many emotions of, you know, am I really the strong? Should I really be doing this? I'm not worthy? I'm not good enough for my wife. I'm not good enough for my kids."
50:02 - Finding Purpose Through Pain: Bobby shares how he found meaning after his health crises: "I have more to do. I have more to do. I know that I've been gifted with a gift in a lot of ways. I've been gifted with a gift that I need to give back to people... if my survival through what I went through is that gift that I need to give back, that I need to give that back until it's done."

In this insightful episode, Charles explores the psychology of negotiation with Kwame Christian, founder and CEO of the American Negotiation Institute and host of the #1 negotiation podcast in the world.

Kwame reveals his journey from being a chronic people-pleaser to becoming a negotiation expert, sharing how growing up as one of the only Black families in a small Ohio town shaped his approach to human connection.

The conversation shifts from theoretical concepts to practical psychology as Kwame breaks down his "Compassionate Curiosity" framework—a three-step approach that works equally well for internal and external negotiations.

Rather than focusing on tactical maneuvers, Charles and Kwame explore how creating psychological safety through emotional awareness transforms negotiation outcomes.
Together, they challenge conventional negotiation wisdom, emphasizing that persuasion is most effective when imperceptible. Kwame illustrates this through real-world examples from his work with organizations like Google, Apple, and NASA.

Key Takeaways:
* Why understanding psychology matters more than memorizing negotiation tactics
* How to use the "survivability test" to overcome negotiation anxiety
* The psychological reason warm food (like pho) creates better negotiation outcomes
* Why changing pronouns from "you" to "we" transforms difficult conversations

Head over to podcast.iamcharlesschwartz.com to download your exclusive companion guide, designed to guide you step-by-step in implementing the strategies revealed in this episode.

KEY POINTS:
5:48 - The Hidden Cost of Popularity: Kwame reveals the silent sacrifices he made to become popular: "I would say yes when I meant to say no, and I would just get along to get along... I was getting other people to like me, but at times I wasn't liking myself."
13:24 - Changing the Pronouns: Charles explains how shifting language transforms negotiations: "Instead of saying 'what do you want?' it's 'what do we want? How are we going to figure out the best solution that works for us?'"
19:41 - Simple vs. Complex: Kwame quotes Leonardo da Vinci and Bruce Lee to explain his approach: "Simplicity is the ultimate sophistication" and "I don't fear the man who knows 10,000 kicks. I fear the man who has practiced one kick 10,000 times."
24:23 - The Empathy Loop: Kwame describes his three-step listening technique: "Step one is listen. Step two is summarize... And then with step three, this is the magic because we don't advance in the conversation until they give us the green light."
35:23 - Feet Don't Lie: Kwame explains why feet reveal true intentions: "Body language becomes more truthful the further away we get from the head... People don't know how to lie with their feet."
37:44 - Curious Not Clinical: Kwame emphasizes that understanding psychology starts with genuine curiosity: "Start paying attention because you start to see, oh, wait a second... people's bodies are screaming all the time."
43:25 - From People Pleaser to Confident Communicator: Kwame mentions his training program specifically designed to help people "overcome those fears, fight those internal barriers so you can be the confident negotiator you always wanted to be."