IT COMES DOWN TO THIS…

Join Monte Clark for a dynamic episode of It Comes Down To This featuring Randi-Sue Deckard, a leadership and talent strategist who transforms companies by aligning people with purpose. In this episode, Randi shares her insights on mentorship, thriving in down markets, and building vibrant communities that drive business success. From her journey transitioning from a clinical lab scientist to a powerhouse in go-to-market strategy, Randi reveals how mentors shaped her career and why coaching is essential at every level. She also unpacks strategies for navigating economic uncertainty through customer collaboration and data-driven decisions, plus the magic of fostering peer-to-peer communities. Packed with actionable tips and heartfelt stories, this episode is a must-listen for leaders, salespeople, and anyone looking to build resilience and relationships in tough times. Subscribe and share to catch every episode of It Comes Down To This!
Guest Introduction:Randi-Sue Deckard is a seasoned leadership and talent strategist who empowers organizations to hire, develop, and retain top talent for long-term success. With a career spanning healthcare and go-to-market leadership, Randi transitioned from a clinical lab scientist to a director of commercial operations, driven by mentors who saw her potential. As the DFW chair for Pavilion, she excels at building communities without walls, fostering peer-to-peer connections that drive business growth. Randi’s approach blends curiosity, empathy, and data-driven strategy, making her a trusted guide for navigating down markets and building resilient teams. Connect with Randi on LinkedIn at https://www.linkedin.com/in/randisuedeckard/ to tap into her expertise in leadership and community building.
Key Takeaways:Mentorship Fuels Growth: Randi credits mentors like Jessica Landestrate and a former COO for seeing her potential, guiding her from a clinical role to a leadership position, emphasizing the value of mentors who believe in you before you believe in yourself.
Coaching for All Levels: Everyone, from CEOs to new salespeople, needs a coach to address blind spots, provide accountability, and foster growth in uncomfortable areas, tailored to individual needs.
Thrive in Down Markets: Focus on existing customers for referrals and expansion opportunities, align sales and customer success teams, and use data like customer lifetime value to refine strategies.
Community Without Walls: Building peer-to-peer communities through webinars and micro-events fosters trust and accelerates business, as people buy from those their peers trust.
Iterative Strategy Adjustments: Review KPIs quarterly—beyond just closes—like actual contract value and cost of inaction, to pivot strategies based on data and market context.
Avoid Knee-Jerk Cuts: In tough times, avoid hasty cost-cutting without assessing ripple effects; instead, learn from mistakes to make smarter hiring and resource decisions.
Chapter Markers:00:00:00 - Introduction: Monte introduces Randi-Sue Deckard and the episode’s themes00:02:28 - Mentorship’s Impact: Randi shares stories of mentors shaping her career00:07:05 - Why Coaching Matters: The need for coaches at all career stages00:14:37 - Thriving in Down Markets: Strategies for economic uncertainty00:16:59 - Building Peer-to-Peer Communities: The power of community without walls00:20:21 - Iterative Strategy: Quarterly reviews and data-driven pivots00:23:13 - Key Performance Indicators: Beyond closes to drive decisions00:26:29 - Tough Decisions: Lessons from a team reduction00:31:58 - Navigating External Challenges: LinkedIn algorithm shifts and cybersecurity00:34:02 - Community Building Secrets: Meeting people where they’re at00:42:03 - Long-Term Relationships: The power of nurturing for business success00:45:12 - Closing and Wrap-Up
Keywords:mentorship, coaching, leadership, talent strategy, down markets, community building, peer-to-peer networks, sales strategy, customer success, referrals, customer lifetime value, KPIs, data-driven decisions, healthcare, cybersecurity, relationship building, trust, value creation, team collaboration, resilience

Join Monte Clark for an insightful conversation with Bree Long, a powerhouse in real estate development and investments, on It Comes Down To This. In this episode, Bree shares her journey navigating the real estate industry through the COVID-19 shutdown, revealing strategies for maintaining client relationships and adapting sales processes in a virtual world. From leveraging video tours to hosting a game-changing charity event, Bree unpacks how she turned challenges into opportunities. She also dives into leadership principles, offering wisdom on motivating teams through uncertainty and maintaining a winning mindset amidst market volatility. Whether you're in sales, leadership, or just love a good underdog story, this episode is packed with actionable insights and inspiring moments. Don’t miss Bree’s unforgettable story of closing a penthouse deal with an unassuming client in an orange jumpsuit! Subscribe and share to catch every episode of It Comes Down To This.
 
Guest Introduction:Bree Long is a trailblazer in real estate development and investments, bringing decades of experience closing high-ticket deals and leading teams through turbulent markets. Known for her emotionally intelligent leadership, Bree has a knack for building trust and driving results, whether navigating the COVID-19 shutdown or hosting impactful charity events like her Surfrider Foundation auction. Her servant-based approach to sales and ability to adapt to virtual tools have made her a standout in the industry. In this episode, Bree shares hard-won lessons from a career-defining penthouse sale and offers practical strategies for thriving in any market. Connect with Bree on LinkedIn at https://www.linkedin.com/in/breelong/ to learn more about her innovative approach to real estate and leadership.
 
Key Takeaways:Adapt to Virtual Selling: Bree leaned heavily on video tours and Zoom to maintain client engagement during the COVID shutdown, emphasizing the importance of meeting clients where they are—whether by text, email, or phone.
Relentless Follow-Up: 80% of sales require five or more touches, yet most salespeople stop after one. Bree trained her team to be diligent in follow-up, building trust and staying top-of-mind for high-ticket real estate deals.
Purpose-Driven Events: Hosting a charity auction for the Surfrider Foundation during the pandemic’s reopening not only reconnected the brokerage community but also amplified brand exposure through social media and PR.
Servant-Based Selling: Bree advocates for a service-oriented approach, asking authentic questions to understand clients’ needs, which eliminates “commission breath” and fosters genuine relationships.
Leadership Through Crisis: Over-communication and adaptability were key to keeping her team motivated during uncertainty, with daily Zoom check-ins to combat ambiguity and maintain focus.
Mindset Matters: Bree emphasizes detaching ego from outcomes to endure market volatility, celebrating small wins to sustain momentum in challenging times.
 
Chapter Markers:00:00:00 - Introduction: Monte shares a surprising sales story and introduces Bree Long00:03:28 - Navigating the COVID Shutdown: Challenges in real estate sales00:07:24 - Virtual Selling Tools: Using video and Zoom to engage clients00:09:31 - The Power of Follow-Up: Why five touches are critical00:15:51 - Servant-Based Selling: Building authentic client relationships00:18:50 - Charity Event Success: Reconnecting through purpose-driven marketing00:24:39 - Hybrid Sales Approach: Combining virtual and in-person strategies00:29:24 - Leadership Principles: Over-communicating through crisis00:34:45 - Mindset for Resilience: Detaching ego and celebrating small wins00:40:11 - Memorable Sale: Never judge a book by its cover00:43:06 - Closing and Social Media Clips Setup
 
Keywords:
real estate, sales strategies, leadership, emotional intelligence, virtual selling, COVID-19 challenges, high-ticket sales, follow-up tactics, servant selling, charity events, Surfrider Foundation, video marketing, team motivation, market volatility, mindset, client relationships, event marketing, Zoom engagement, in-person sales, resilience

Bob Buresh didn’t just walk away from academia—he walked straight into a broken fitness industry and decided to fix it.
In this episode of It Comes Down To This…, Monte Clark sits down with Bob Buresh—founder of Legacy Training and former tenured professor of exercise science—for a conversation that calls B.S. on mainstream fitness and redefines what it means to train for life.
Bob spent decades in the academic world studying how the body works—and even longer in the trenches training elite athletes, first responders, and high-performance business leaders. But what he’s doing now? It's not about perfect physiques or gym selfies. It’s about legacy. Longevity. And making sure people live strong enough to do what matters most, for as long as possible.
 
You’ll hear about:– The moment Bob walked away from academia– Why your 40s are the make or break decade for your health– How to train for strength, not just aesthetics– The mental shift that drives sustainable health
This isn’t a gym bro conversation. This is a wake-up call—with practical insights for anyone who wants to feel strong, clear-headed, and energized for the long haul.
 
Guest Introduction:Bob Buresh is the founder of Legacy Training in Kansas City and a former tenured professor in exercise science with over 30 years of experience in the field. Known for his ability to translate advanced sports science into everyday results, Bob has worked with everyone from elite military and law enforcement to executives and parents trying to stay strong through their 40s and beyond. He challenges the myths of the commercial gym industry and brings clarity to what real performance and longevity training looks like.
 
Key Takeaways:– Most fitness programs are built for short-term goals, not lifelong performance. Bob’s training philosophy centers on strength, function, and clarity—not aesthetics.
– What you do in your 40s sets the tone for your 60s, 70s, and 80s. This is the decade where strength and health start to diverge—if you're not intentional.
– Good training is more about subtraction than addition. Remove the gimmicks, the noise, and the unsustainable routines—and focus on what actually works.
– The commercial fitness industry sells complexity to hide lack of results. Real coaches simplify, personalize, and focus on consistency.
– You don’t need motivation—you need clarity. When your goals are rooted in legacy, discipline follows.
 
Chapter Markers:00:00 The Real Story Behind Skyrocketing Home Prices  01:12 Meet Brad Reilly: Residential Developer and Builder  02:45 Why Land Is the Bottleneck in New Housing  06:05 The Hidden Costs Driving Up Home Prices  10:14 Zoning, Red Tape, and the 18-Month Approval Cycle  14:43 Are Builders the Villains—or Are They Just Surviving?  17:50 Why New Builds Are Out of Reach for Most Buyers  21:36 The Shift Toward Build-to-Rent Neighborhoods  26:12 What Builders Wish the Public Understood  30:55 How Brad Sees the Future of Housing in America  
 
Keywords:Bob Buresh, Legacy Training, strength after 40, longevity training, sustainable fitness, Monte Clark podcast, It Comes Down To This podcast, gym myths, health span, performance coaching, personal training for professionals, training mindset, fitness over 40

Doug Bathurst doesn’t just survive downturns—he builds loyalty, trust, and revenue while others panic. In this episode of It Comes Down To This…, Monte Clark welcomes Doug Bathurst, a sales leader in the construction industry with a sharp mind for consultative selling, market cycles, and long-game strategies. With the economy shifting, timelines stretching, and developers pulling back, Doug unpacks how he builds trust with leadership, manages 12-month+ sales cycles, and becomes indispensable to his customers and company. Doug’s approach goes beyond numbers—he’s a partner, strategist, and on-site problem-solver. You’ll hear how he predicts market turns, builds buy-in from leadership, and balances the emotional toll of slow sales seasons with a no-fluff plan that actually works. If you sell high-dollar, long-cycle products or are navigating a challenging economic climate, this episode will help you reset your approach and refocus your energy.
 
Guest Introduction:Doug Bathurst is a seasoned consultative sales leader in the structural construction industry, specializing in mid-rise development projects. Known for his deep industry knowledge and strategic patience, Doug works across engineering, design, and general contracting teams to bring complex builds to life. With decades of experience navigating downturns, he’s become the trusted voice inside his company and a reliable force in uncertain markets.
 
Key Takeaways:– Consultative selling isn’t about pitching—it’s about solving. Doug treats every project like a puzzle and acts more like a project partner than a traditional sales rep.
– You can’t succeed in long-cycle sales without a long-view mindset. Patience, planning, and predictable systems are how Doug wins—even in down markets.
– In downturns, deepen relationships and expand expertise. Doug uses slower seasons to train engineers, develop installers, and reconnect with inactive clients.
– Be honest with leadership—even if it’s bad news. Transparency earns trust, especially when paired with a clear plan and market insight.
– Work the plan, no matter the season. Doug’s advice: Don’t panic, don’t chase trends—stick to what works and let the pipeline catch up. Chapter Markers:00:00 Work the Plan: Advice for Navigating Uncertainty  00:24 Introducing Doug Bathurst and the Role of Sales in Marketing  02:25 What Is Consultative Sales?  05:08 Where Leads Come From and the Role of Marketing  08:08 Long Sales Cycles and How to Forecast Success  12:14 Market Challenges and the “Survive to 25” Mindset  16:24 Forecasting Honestly and Earning Leadership’s Trust  20:19 Customer Follow-Through and Deepening Relationships  30:14 Broadening Reach and Becoming the Trusted Expert  35:05 Economic Outlook: 2025 Forecast and What Comes Next  
 
Keywords: email newsletter marketing, how to build an email list, email vs social media marketing, Reade Milner, Monte Clark podcast, It Comes Down To This, email marketing strategy, content repurposing, newsletter growth tips, digital marketing podcast, personal brand marketing, business newsletter strategy

Everyone wants to go viral on social—Reade Milner quietly built empires through your inbox.
In this episode of It Comes Down To This…, Monte Clark sits down with Reade Milner to break down the real value of email newsletters—why they’re making a major comeback and how to do them right.
Reade, founder of a digital agency with over a decade of experience, reveals why email remains the highest ROI marketing channel and how companies (big and small) are quietly building massive impact with a well-curated list and consistent publishing.
 
If you’ve ever wondered:“Do I really need a newsletter?”“Where do I even start?”“Is email still relevant in a world of social?”…this is your episode.
 
Topics include:Why email outperforms social by 40xThe three kinds of email: marketing, cold, and spam (yes, they’re different)How to build a list from scratch—even with zero subscribersThe right way to combine newsletters, video, and social into one flywheelWhy consistency, not fancy platforms, makes or breaks your email game
🎧  Listen in and learn how to turn your inbox into your most powerful marketing asset.
👉  Want to be a guest on the show? Go to: MonteClark.com and click "Be a Guest."
Guest Introduction:Reade Milner is the founder of a digital marketing agency based in Atlanta, GA, with over 15 years in the industry. He’s helped hundreds of businesses rethink their approach to content by doubling down on email marketing and leveraging newsletters as a relationship-building engine. Reade specializes in turning simple conversations into high-impact campaigns—and his take on email? It's not dead. It's dominating.
Key Takeaways:– Email is still king. It delivers a $38 return for every $1 spent and outperforms social by 40x in customer generation.
• Your list already exists. Start with your contacts, CRM, or phonebook—don’t overthink it.
– The platform doesn’t matter nearly as much as your consistency. Mailchimp, Beehive, Kit… pick one and stick to it.
–There are 3 types of email: marketing, cold, and spam. Know the difference and avoid the gray areas.
– Newsletter content can (and should) fuel your entire content ecosystem—social, blog, podcast, and video included.
Chapter Markers:00:00 Top Three Reasons to Invest in Email Newsletters  00:32 Introduction to Reed Miller  01:22 Why Email Marketing Still Reigns  04:10 Newsletter Misconceptions and Effectiveness  06:03 Choosing the Right Email Platform  09:15 How to Start Building Your Email List  12:10 Who Should Be on Your List?  15:20 Opt-In Rules and Email Compliance  17:15 Spam vs Cold Email vs Email Marketing  21:25 Types of Newsletters You Can Create  25:17 Structuring and Repurposing Your Newsletter  30:29 Client Success Stories Using Newsletters  35:22 Budgeting and Frequency of Sending  38:56 Using AI to Support (Not Replace) Newsletter Creation  42:41 Final Thoughts and Reflections  
 
Keywords:email newsletter marketing, how to build an email list, email vs social media marketing, Reade Milner, Monte Clark podcast, It Comes Down To This, email marketing strategy, content repurposing, newsletter growth tips, digital marketing podcast, personal brand marketing, business newsletter strategy

Think of the most boring marketing job you could have. Was it marketing anything at a law firm? Had to be in your top five. You’re not alone, and this issue extends beyond the legal industry. Today, I’m joined by Jeff Nischwitz, Partner at Bochner Law Firm, and Ariel Tilayoff, Marketing Director at Demesmin and Dover Law Firm, to discuss how they’re disrupting legal marketing with authentic, relatable messaging. Discover how avoiding industry jargon and focusing on deeper client connections will transform an organization. If you're a marketer or business owner looking to stand out in a saturated market, don't miss this insightful conversation!
 
This episode was produced and sponsored by Abound Social. Video podcasting is the most powerful marketing and sales tool out there. But...it's so much work! Not any more. You bring the guest, and do the rest. You get a dedicated producer, help while recording, coaching, full video episodes edited and published, social media posts, and even a custom website for your show! Ready to drive opportunity for your brand? Visit https://aboundsocial.com to get started.

One man saved his company a staggering $350 million, only to face inexplicable challenges that sent him on a quest of strategic self-marketing. Today, I'm joined by Gordon Tredgold, whose journey is a testament to resilience and the power of building a strong online presence. Together, we recount the ups and downs of his incredible journey, which earned him a global following. His strategies for creating a digital marketing machine are a must-hear for every marketer.
 
This episode was produced and sponsored by Abound Social. Video podcasting is the most powerful marketing and sales tool out there. But...it's so much work! Not any more. You bring the guest, and do the rest. You get a dedicated producer, help while recording, coaching, full video episodes edited and published, social media posts, and even a custom website for your show! Ready to drive opportunity for your brand? Visit https://aboundsocial.com to get started.

Unlock the secrets to branding that resonates across all platforms with our expert guest, marketing maestro Allison. She joins us to shed light on the intricacies of brand consistency and the necessity for every team member to become a zealous advocate for your brand. We’re talking pitfalls, solutions, and why brand guidelines are the unsung heroes of your communication strategy. You'll hear firsthand about the delicate dance between employee expression and the safeguarding of your brand's core values, especially in industries where every word counts.Crisis communication can make or break your brand's reputation, and we've got the playbook on how to navigate these choppy waters. Our conversation with Allison leads us through the maze of managing public perception when marketing strategies don't quite hit the mark. Discover how a centralized messaging platform and a tailored crisis plan can turn potential disasters into opportunities for brand reinforcement. Plus, we delve into the art of simple yet powerful calls to action, and how a well-crafted customer journey can lead to brand loyalty that withstands even the toughest of times.Finally, we examine whether throwing money at a problem through high-budget ads can really mend a brand's image. Is star power enough to redeem a brand's misstep? We analyze the impact of celebrity endorsements and humor in advertising while considering the true limits of advertising in brand recovery efforts. Get ready for a session packed with real-world examples and strategies that will equip your brand to remain steadfast, compelling, and consistent in the eyes of your customers. Join us for this episode where we dig deep into the elements that forge an indomitable brand identity.
This episode was produced and sponsored by Abound Social. Video podcasting is the most powerful marketing and sales tool out there. But...it's so much work! Not any more. You bring the guest, and do the rest. You get a dedicated producer, help while recording, coaching, full video episodes edited and published, social media posts, and even a custom website for your show! Ready to drive opportunity for your brand? Visit https://aboundsocial.com to get started.

Step into the visionary world of Bob, the trailblazing president of Shapiro, as he unveils the remarkable transformation of a century-old metal recycling company into a beacon of sustainability and strategy. In our latest episode, we journey through the evolution of Shapiro, discovering the meticulous orchestration behind their three specialized divisions, each a testament to the company's commitment to the circular economy. Bob captivates with tales of how their newest division, Circular by Shapiro, not only reimagines waste management but also equips customers across North America with the power to achieve their sustainability ambitions.Ever wondered how a business can turn environmental challenges into profitable opportunities? We unravel this mystery by delving into Shapiro's success stories, where waste reduction and sustainability aren't just ideals but cornerstones of a revolutionary business ethos. Bob shares how they've crafted messaging that resonates across a broad spectrum, from enthusiastic employees to industry titans, all while steering the market towards a greener future. Our discussion lays bare the strategic maneuvering that attracts talent, sparks innovation, and resonates with a new generation of eco-conscious consumers.The episode reaches its zenith as we spotlight Shapiro's groundbreaking fluid recovery system, a game-changer for CNC shops that marries cost savings with environmental stewardship. Bob recounts the triumphs and challenges of pioneering this technology and paints an optimistic picture of a world where such sustainable practices become commonplace. We wrap up by exploring the rich potential of partnerships and innovation in the industry, celebrating the collaborative spirit that could very well redefine our industrial landscape in the years ahead. Join us for this inspiring exploration into how Shapiro and teams like them are crafting a more circular, sustainable future.
This episode was produced and sponsored by Abound Social. Video podcasting is the most powerful marketing and sales tool out there. But...it's so much work! Not any more. You bring the guest, and do the rest. You get a dedicated producer, help while recording, coaching, full video episodes edited and published, social media posts, and even a custom website for your show! Ready to drive opportunity for your brand? Visit https://aboundsocial.com to get started.

When life handed Jim Ray the harshest of sentences, he could have succumbed to despair. Instead, he chose transformation, a journey so powerful it's led him to guide others through the depths of their own adversities. Our latest episode welcomes this extraordinary entrepreneur and prison minister, detailing how he conquered dyslexia and a potentially life-shattering prison sentence to earn a doctorate in metaphysics and religious studies. His story doesn't stop with his personal triumphs; Jim, alongside his wife, dedicates his life to coaching people to untap their inner potential, while also providing financial education to the incarcerated. Engage with the narrative of a man who not only rebuilt his life from the ground up but now plants the seeds of hope and success in the hearts of others, both behind bars and beyond.Discover the intersection where life coaching meets marketing, and personal growth intertwines with leadership. Jim's approach to empowering introverted leaders and unlocking the strengths found within unique challenges, like dyslexia, illuminates how perceived weaknesses can forge paths to success. In this episode, we venture through the transformative power of storytelling, the importance of a mindset shift for overcoming obstacles, and the invaluable lessons of resilience. Jim's synergy of marketing and life coaching showcases the profound impact of finding one's true calling, making this episode a must-listen for anyone looking to inspire change in their personal and professional lives.
 
This episode was produced and sponsored by Abound Social. Video podcasting is the most powerful marketing and sales tool out there. But...it's so much work! Not any more. You bring the guest, and do the rest. You get a dedicated producer, help while recording, coaching, full video episodes edited and published, social media posts, and even a custom website for your show! Ready to drive opportunity for your brand? Visit https://aboundsocial.com to get started.