Test. Optimize. Scale.

Listen as industry leaders and pioneers share their insights and experiences of growing their businesses to scale using marketing. Find out what to test, what to optimize, and when to scale as they speak with Jason Fishman, SVP Digital Strategy, DNA - Digital Niche Agency.

EP. 243: Hunter Harris - The 30-Minute Fix Most Engineering Teams Overlook 07/18/2026

EP. 243: Hunter Harris - The 30-Minute Fix Most Engineering Teams Overlook A 30-minute fix increased one company's revenue by $25M ARR. Hunter Harris has exited four companies and now helps Series A B2B SaaS startups fix the system problems slowing their engineering teams down. Hunter led product engineering at Silverpop, IBM, SalesLoft, Calendly, and Sendoso before founding Hunter Software Consulting. In this episode, he shares the through line of his entire career: most teams do not have a talent problem, they have a system problem and a strategy problem. He walks through the small changes that create disproportionate business impact, and how AI, done right, is unlocking hidden revenue. What We Cover: - Hunter's path from mowing lawns to exiting four companies - The one-line code change that increased revenue by $25M ARR in 30 minutes - The dashboard fix that catastrophically dropped churn and support tickets - Why simple Continuous Integration changes let one team release 1200% faster - Why slow engineering is riskier engineering, and how fast feedback loops fix it - The XY problem: why teams solve the wrong problem and miss the real one - Communication as the foundation of both code and leadership - Niceness versus kindness and how to have the hard conversations - Why AI scales off what you already have, good and bad - Fighting AI's verbosity bias and the vicious cycle that degrades output - Why you should think about tokens in terms of time, not cost - Building a library of AI skills and composing them into workflows - How a self-referencing loop cut Hunter's token costs by more than 99% Connect with Hunter Harris: LinkedIn: https://www.linkedin.com/in/rhunterharris/ Website: huntersoftwareconsulting.com Podcast: @BuildandBreakThroughPodcast CHAPTER TIMESTAMPS 0:00 - Intro 1:00 - Hunter's background and the entrepreneurial streak 3:00 - Boy Scouts, Eagle Scout, and a foundational operating system 4:00 - Georgia Tech, the fiscal crisis, and a pivot to Japanese 5:30 - Teaching in South Korea and building for the Japanese government 8:00 - The crime tracking database that saved thousands of man hours 10:00 - Silverpop, Skunkworks, and the IBM acquisition 13:00 - Getting rocket-shipped through engineering roles 15:00 - SalesLoft: core values and the scalability of communication 16:00 - Calendly, commoditization, and seeing the writing on the wall 18:00 - Sendoso and the GDPR compliance sprint 20:30 - The self-service dashboard that crushed churn 22:00 - The one-line code change that added $25M in revenue 25:00 - Starting Hunter Software Consulting 26:00 - Why AI averages a 20% efficiency gain and how one client hit 1200% 27:00 - Why slow engineering is riskier and feedback loops are the key 30:00 - Who is your customer? Rethinking the definition 33:00 - What separates high-performing dev teams from stuck ones 36:00 - The high-horsepower, misaligned person problem 38:00 - Niceness versus kindness and the hard conversation 40:00 - Communication all the way down: from code to AI to leadership 42:00 - The misuses of AI and avoiding AI slop 44:30 - Verbosity bias and the vicious cycle that degrades AI output 47:00 - Tokens as time, not cost, and the Eisenhower matrix 49:30 - Test: just start using AI and get the reps 51:00 - Optimize: teaching your agent to build skills 55:00 - Scale: composing skills into workflows and self-improving loops 58:00 - Cutting token costs by more than 99% 1:00:00 - Where to find Hunter and the Build and Break Through podcast /episode/index/show/testoptimizescale/id/42134265

EP. 242: Itay Golan - The Next Era of Investment Banking Is Agentic 07/10/2026

EP. 242: Itay Golan - The Next Era of Investment Banking Is Agentic Itay Golan is the CEO of Deals Agent and a former bank executive with 15 years of experience across the deal lifecycle at firms such as DealLogic, S&P Capital IQ, and Bloomberg. In his second appearance on Test. Optimize. Scale: Itay breaks down how agentic AI is leveling the playing field in capital markets, allowing small banks and funds to compete with the bulge bracket for deal origination. This is a deep look at how AI is moving from a novelty layer atop financial data to a mission-critical, revenue-generating tool that tells bankers where their next deal will come from. What We Cover: - Why most deal origination today runs on Rolodexes and league tables instead of strategy - How Deals Agent uses a proprietary model, not a wrapper on Claude or ChatGPT - 15 years of banker interviews and workflows trained into a vertical AI model - Why data privacy matters: no data leakage, no training your competitors - A live demo: comparing your deals against peers and finding origination targets - How AI surfaces the hot sectors, geographies, and deal types worth your resources - Guardrails against hallucination and why every insight comes with sources and confidence levels - Why the ECM and IPO space was untapped white space for agentic AI - What this means for advisory fees, access, and who wins mandates in five years - Lessons on pivoting: from productivity tool to revenue-generating platform - Why every "no" from a customer is a signal to iterate, not quit - How to identify your ICP and scale strategically Connect with Itay: Email: info@dealsagent.ai LinkedIn: https://www.linkedin.com/in/itaygolan/ Subscribe to Test. Optimize. Scale. for weekly conversations on growth marketing, business strategy, and what is actually working right now. CHAPTER TIMESTAMPS 0:00 - Intro 1:00 - Itay's second appearance and the through line from crowdfunding to AI 2:30 - Democratizing deal access for small banks and funds 4:00 - Why Deals Agent is a proprietary model, not a ChatGPT wrapper 6:00 - 15 years of banker workflows trained into the model 7:30 - The data privacy advantage: no leakage, no training competitors 10:00 - Turning behavioral data into origination insights 11:30 - Human vs. AI: productivity gains and a whole new capability 13:00 - Guardrails against hallucination, sources, and confidence levels 15:00 - Live demo: comparing your deals against peers 17:00 - Finding and qualifying origination targets in real time 18:00 - The competitive landscape and where Deals Agent fits 20:00 - Why M&A and ECM are ready for AI now 22:00 - What this means for funds, fees, and access in five years 25:00 - How long Deals Agent has been in development 26:00 - Advice for founders and banks: go for it and act now 28:00 - First mover advantage and the cost of waiting 29:00 - Pivots: from analyst tool to revenue-critical platform 31:00 - Why listening to the market beats being married to your idea 33:00 - Scaling strategically and identifying your ICP 36:00 - Where to find Deals Agent and final thoughts /episode/index/show/testoptimizescale/id/42035620

EP. 241:Jeff Borschowa - Cloning Your Top Clients Creates a Powerful Referral Network 06/30/2026

EP. 241:Jeff Borschowa - Cloning Your Top Clients Creates a Powerful Referral Network Most founders chase cold leads while their strongest growth channel sits untouched, the clients they already love. Referral expert Jeff Borschowa shows how to turn your top clients into a referral network that brings you more of the same. On this episode of Test. Optimize. Scale., Jeff Borschowa joins host Jason Fishman, CEO of Digital Niche Agency (DNA), to break down how real referral partnerships get built. Jeff grew his professional services firm by doubling it three years in a row with no ad spend, all from a handful of strong referral relationships. He shares how to find the right partners, how to ask without being pushy, why the most trusted networkers avoid referral fees, and a simple top-10-client exercise you can run this week. What you will learn: - Why referred clients stay longer, spend more, and trust you faster - How to spot a good referral partner with the lunch test - Where to find partners by looking upstream from your clients - How to clone your top three or four clients - How to network at a conference without a booth - Conversation starters that work even if you are an introvert - Whether to pay referral fees, and what they really cost you - The top-10-client call that restarts your referrals Chapters: 00:00 Why most founders ignore referrals 01:57 Doubling a business 3 years straight with no ad spend 05:30 Who makes a good referral partner, the lunch test 08:33 Upstream vs downstream, where to find partners 11:37 The shortcut, clone your best clients 13:00 Networking at a conference without a booth 15:46 Conversation starters for introverts 21:30 Getting partners to send you more referrals 32:23 Should you pay referral fees 37:55 The charity donation trick and your chamber 40:11 The first test, call your top 10 clients 45:42 How to scale referral partnerships 47:18 Where to find Jeff Mentioned in this episode: The Go-Giver and Endless Referrals by Bob Burg Connect with Jeff Borschowa: LinkedIn: https://www.linkedin.com/in/jeff-borschowa/ Pharos Business Services: https://pharosbusiness.com Podcast: The Lighthouse Sessions About the show: Test. Optimize. Scale. is hosted by Jason Fishman, CEO of Digital Niche Agency (DNA), an investor and customer acquisition agency. Each episode features operators and founders on what to test, what to optimize, and when to scale. Subscribe for new episodes: https://www.youtube.com/@DigitalNicheAgency/ New here? Start with this one: https://youtu.be/JTB2Nh3NMec?si=5oz4oX4k2W-WYZIY #ReferralMarketing #Networking #BusinessGrowth /episode/index/show/testoptimizescale/id/41913520

EP. 240: Hiten Sonpal - The Playbook Behind the #1 Reg CF Campaign of 2025 06/19/2026

EP. 240: Hiten Sonpal - The Playbook Behind the #1 Reg CF Campaign of 2025 Hiten Sonpal is the CEO of RISE Robotics and a robotics industry veteran with over 20 years of experience. He helped generate $2B in revenue and ship 9M units at iRobot, and now leads the company behind the Beltdraulic system, a patented fluid-free alternative to traditional hydraulics that operates at 75% efficiency versus hydraulics' 25%. In this episode, Hiten covers the technology, the commercialization strategy, the defense contracts, and the crowdfunding playbook that made RISE Robotics the #1 Regulation Crowdfunding campaign of 2025 according to KingsCrowd. What We Cover: - How robots deployed at Ground Zero on 9/11 shaped Hiten's entire career - Why hydraulic systems are 75% inefficient and what that costs operators every day - How Beltdraulic enables drive-by-wire control and fully autonomous heavy machinery - Predictive maintenance: how RISE monitors belt health in real time to eliminate unplanned downtime - The MVP framework: desirability, feasibility, and viability for deep tech products - Why mid-market customers beat enterprise for early-stage startups - The Tesla stepping stone strategy: start niche, expand to adjacent markets - RISE's first commercial customer in oil and gas and the Air Force $3M contract extension - How RiISE raised $5M from over 2,500 investors and was named the #1 Reg CF campaign of 2025 by KingsCrowd - The three-channel marketing approach: retargeting, new investor acquisition, and earned media - Why crowdfunding investors are also becoming product customers - What founders need to know before launching a Reg CF campaign Connect with Hiten Sonpal: LinkedIn: https://www.linkedin.com/in/hiten-sonpal/ RISE Robotics: https://www.riserobotics.com/ Invest: https://invest.riserobotics.com/ Subscribe to Test. Optimize. Scale. for weekly conversations on growth marketing, business strategy, and what is actually working right now. CHAPTER TIMESTAMPS 0:00 - Intro 1:30 - How Hiten got into robotics as a kid in India 4:00 - 9/11 and the robots deployed at Ground Zero 7:00 - iRobot: $2B in revenue and 9M units shipped 9:00 - Why robotics companies fail to make it from research to commercialization 11:00 - The MVP framework: desirability, feasibility, and viability 15:00 - Why mid-market beats enterprise for deep tech startups 18:00 - The hydraulics problem: 25% efficiency and unpredictable failures 22:00 - How Beltdraulic works and why it enables machine autonomy 25:30 - Fluid-free: predictive maintenance and the end of unplanned downtime 28:00 - Rise's first commercial customer in oil and gas 31:00 - Scaling strategy: the Tesla stepping stone approach 34:00 - The Air Force $3M contract extension for munitions handling 36:30 - Why Rise chose Reg CF over traditional VC 40:00 - Testing the waters: $800K in interest in Q4 2024 42:00 - The $5M raise: what worked and what surprised them 45:00 - The three marketing channels behind the campaign 49:00 - 20x ROAS and how they think about spend efficiency 52:00 - What founders should do before launching a crowdfunding campaign 55:00 - Where to find Rise Robotics and how to invest /episode/index/show/testoptimizescale/id/41706605

EP. 239: Jeff Coleman - How One Messaging Change Lifted Conversion Rates by 7% 05/29/2026

EP. 238: Jack Hoss - How Real Estate Investors Are Using AI to Flip Houses 05/22/2026

EP. 238: Jack Hoss - How Real Estate Investors Are Using AI to Flip Houses Jack Hoss is the owner of RealDealCrew and host of the RealDealCast podcast, with over 850 episodes recorded. In this episode, Jack breaks down how he flips houses in the Fargo/Moorhead market, how he uses AI to underwrite multifamily deals, and the local SEO strategy that keeps his business visible and competitive online. If you're a real estate investor, operator, or entrepreneur looking to put AI to work in your business, this one is packed with practical takeaways you can use right now. What We Cover: - Jack's house flipping approach in Fargo/Moorhead targeting 250-300k ARV properties - How he builds every deal around a 20% return target - Using AI to underwrite multifamily properties faster and smarter - The AI phone receptionist setup that handles inbound calls automatically - Google Business Profile and Bing Business Profile as a local SEO foundation - How Jack uses Claude Projects to get consistent outputs and avoid AI slop - Why he recommends Claude's Cowork feature and OpenAI Codex - Lessons from 850+ podcast episodes on what actually moves the needle Connect with Jack Hoss: RealDealCast Podcast: @RealDealCast RealDealCrew: https://realdealcrew.com/ Connect with Jason Fishman: LinkedIn: https://www.linkedin.com/in/jafishman/ Connect with Digital Niche Agency: Website: www.digitalnicheagency.com Subscribe to Test. Optimize. Scale. for weekly conversations on growth marketing, business strategy, and what is actually working right now. CHAPTER TIMESTAMPS 0:00 - Intro 1:30 - Meet Jack Hoss and Real Deal Crew 4:00 - House flipping in the Fargo/Moorhead market 8:30 - Targeting 250-300k ARV and why 20% returns is the number 13:00 - Using AI to underwrite multifamily properties 18:00 - The AI phone receptionist setup 22:30 - Local SEO: Google Business Profile and Bing Business Profile strategy 27:00 - Claude Projects and how to avoid AI slop 32:30 - Claude Cowork and OpenAI Codex recommendations 37:00 - Lessons from 850 podcast episodes 41:00 - Where to find Jack /episode/index/show/testoptimizescale/id/41400280

EP. 237: Kevin Cahill - Daily Actions to Grow Your Real Estate Business 05/15/2026

EP. 237: Kevin Cahill - Daily Actions to Grow Your Real Estate Business Most real estate agents are grinding for now buyers and now sellers. The agents who actually build wealth are doing something completely different every single day. Kevin Cahill has been a managing broker since 1999, recruited and trained thousands of agents across multiple states, co-founded REALean Real Estate (saving sellers over $4 million in commissions), merged into eXp Realty, and built Realty Funnels, a SaaS marketing and automation platform designed to help agents attract sellers and scale with intelligent systems. In this episode: The 6-12-18-6 daily action framework every agent (and entrepreneur) should follow Why top-of-funnel awareness is your insurance policy for future years of success How to position yourself so clients think of you the moment a real estate need arises The automated 2-year follow-up campaign inside Realty Funnels and how it works Why niche down to grow rich applies to every service business How to do a mindset and environment audit that actually moves the needle Time blocking, calendar discipline, and the rule: if you must erase you must replace How to scale through time leverage and geographic reach Why direct response marketing changed everything for Kevin early in his career Connect with Kevin: Website: realtyfunnels.com LinkedIn: https://www.linkedin.com/in/realestatebrokerstrategist/ YouTube: youtube.com/@realtyfunnels About Kevin Cahill: Kevin Cahill brings nearly three decades of experience across every layer of residential real estate. Beginning his career in 1999, he has built a track record spanning top-tier home sales, multi-office brokerage leadership, and proptech innovation. He has recruited, trained, and managed thousands of agents across multiple states and co-founded REALean Real Estate alongside his wife Lisa Cahill, CPA. In 2023 they merged their brokerage operations into eXp Realty. Kevin also co-founded Realty Funnels, a SaaS platform helping agents attract home sellers and scale with smart marketing systems. About Test. Optimize. Scale.: Hosted by Jason Fishman, Test. Optimize. Scale. is the podcast for entrepreneurs, marketers, and founders who want to grow smarter. Every episode breaks down the strategies, frameworks, and real-world lessons behind successful brands, campaigns, and capital raises. CHAPTERS 0:00 Introduction 1:14 Kevin's background: from food service to real estate since 1999 2:56 What good customer service actually looks like in 2026 5:28 How to become top of mind before clients are ready to buy or sell 8:14 "My success is in direct proportion to the number of people who think of me" 9:51 The full marketing funnel in real estate: awareness through advocacy 11:34 Why top-of-funnel awareness eliminates the lead roller coaster 12:57 Branding versus direct response and why you need both 15:08 Showing up every day and putting in the reps 17:43 Why now is the best time to grow a business with digital tools 19:24 The 6-12-18-6 daily action framework explained 23:17 What happens when agents commit to the 6-12-18-6 28:07 Realty Funnels and the automated 2-year follow-up campaign 31:14 Four emails a month: seasonal and educational messaging 32:12 Why 90% of salespeople never follow up (and where the deal actually happens) 33:15 Niche down to grow rich: picking your ideal client avatar 37:25 Test, optimize, scale applied to real estate 40:17 Mindset and environment audit 41:55 Time blocking and calendar discipline 43:44 If you must erase you must replace 44:02 Auditing energy drains and staying in your strength zone 47:35 How to find mentors and coaches who are a few steps ahead 51:09 Scaling through time leverage and geographic reach 54:06 Where to find Kevin and final thoughts 55:30 Why direct response marketing changed everything early in Kevin's career /episode/index/show/testoptimizescale/id/41313150

EP. 236: Tom Ruwitch - Why Your Marketing Repels Prospects Instead of Attracting Them 05/05/2026

EP. 236: Tom Ruwitch - Why Your Marketing Repels Prospects Instead of Attracting Them Most marketing fails not because of the platform, the budget, or the targeting. It fails because the story is feeble. Tom Ruwitch is the founder of Story Power Marketing and Implementum. He co-founded Sports Huddle in the late 90s, growing it from 2 to 85 people in 18 months and raising $5.5M in venture capital before exiting. He then founded MarketVolt, an email marketing software and agency he ran for 19 years before selling in 2019. Today he helps businesses build story-powered content that attracts, engages, and converts. In this episode: Why most marketing repels prospects instead of attracting them The three E's: Empathize, Envision, Enable The PLAN framework: Promise, Lesson, Anecdote, Next Step Why boring, info-dump content is the number one headwind for business growth The difference between brand marketing and direct response and why you need both How the Honda Super Bowl ad added 225,000 Facebook followers in one week How to build story-powered content at scale using AI without falling into the mushy middle How storytelling applies to investment campaigns, capital raising, and community building Download a free PDF of Tom's book Story Power Marketing: yourgiftfromtom.com/jason More resources and free tools: storypowermarketing.com Strategy, tech, and team: implementum.net About Tom Ruwitch: For nearly a quarter of a century, Tom has helped businesses attract leads, engage prospects, close sales, and maximize relationships. He founded MarketVolt in 2001, one of the earliest email marketing platforms and agencies in the industry, and ran it for 19 years before selling. He now leads Story Power Marketing, where he helps businesses discover, power up, and scale their core business story across every channel. Follow Tom on LinkedIn: https://www.linkedin.com/in/tomruwitch/ Check out his website: https://storypowermarketing.com/ About Test. Optimize. Scale.: Hosted by Jason Fishman, Test. Optimize. Scale. is the podcast for entrepreneurs, marketers, and founders who want to grow smarter. Every episode breaks down the strategies, frameworks, and real-world lessons behind successful brands, campaigns, and capital raises. Subscribe:https://www.youtube.com/@DigitalNicheAgency Follow us on LinkedIn: https://www.linkedin.com/company/digital-niche-agency Website: digitalnicheagency.com CHAPTERS 0:00 Introduction 1:02 Tom's background: Sports Huddle, $5.5M raised, 85 employees in 18 months 3:25 Building one of the first email marketing agencies in 2001 5:30 The number one headwind for business growth: feeble content 7:47 Stop talking about yourself: putting the focus on the prospect 10:00 The three E's: Empathize, Envision, Enable 12:10 Using story to guide a prospect through a buying journey 13:00 The kitchen contractor and the mother-in-law story 17:52 How story-powered marketing works across digital channels 20:29 Using indirect storytelling to let prospects project themselves 22:00 Why the human brain connects with stories: the John Wick example 24:11 Where brands get it wrong with storytelling 26:18 Stop overcomplicating it: the biggest storytelling mistake 27:30 Branding versus direct response: the Goodyear Blimp problem 29:20 What good direct response marketing actually looks like 32:01 Community building and storytelling in investment campaigns 34:14 The Honda Super Bowl ad and 225,000 new followers in one week 40:06 The PLAN framework: Promise, Lesson, Anecdote, Next Step 44:00 The executive coach delegation story: before and after done right 48:49 How to test and optimize your stories over time 52:12 How story powers content at scale 56:09 Eugene Schwartz: copy is not written, it is assembled 58:54 Where to find Tom and get the free book /episode/index/show/testoptimizescale/id/41169835

How to Earn the Exit You Want | Ep. #235 with Nick Avaria | Test. Optimize. Scale. 04/21/2026

How to Earn the Exit You Want | Ep. #235 with Nick Avaria | Test. Optimize. Scale. 90% of agencies never sell, and most owners who do sell hate the price they get. This episode breaks down the boring work that separates the rare agencies that actually exit well from the ones that underperform. Our guest Nick Avaria is the founder of Agency Acquisitions out of Vancouver, Canada. His goal is to help reward people in agencies for their hard work, whether they're agency owners or employees. He developed "The Agency Economics Thesis" that has scaled multitudes of successful companies. www.agencyacquisitions.io | LinkedIn: / nickavaria What you'll learn: →Why the best-run agencies are the ones about to be sold, and how to build that way on purpose. →The churn math that can double or quadruple your top line without adding a single new client. →What actually separates the 3-in-10,000 agencies that reach $10M in revenue. →The 100-day client onboarding philosophy that builds habitual trust. →The "bathtub effect" quietly killing your retention between sale and first monthly meeting. →The three types of insights every B2B client needs, and why missing one gets you fired. →The $100 pen problem and why your best work still loses the client. Chapters: 00:00 Intro 01:00 Meet Nick Avaria 02:00 The #1 Rule: Run It Like You're Selling It 04:00 Work On the Business, Not In It 06:00 Escaping the Adrenaline Junkie Trap 08:00 Growth Thresholds: What to Let Go at Each Level 09:00 Why Only 1 in 10 Agencies Actually Sell 11:00 Why Owners Let Their Agencies Slowly Die 12:00 The Three Levers of Valuation 14:00 The Churn Math That Doubles Your Revenue 17:00 Only 3 in 10,000 Agencies Hit $10M 18:00 Middle Management: The Boring Work Nobody Does 22:00 The Surf Trip: What Real Ownership Looks Like 25:00 Why Churn Spikes When You Scale 27:00 The Power of Quarterly Strategic Reviews 28:00 The Three Types of Insights Clients Need 30:00 Why B2B Buyers Aren't Logical 31:00 The 100-Day Onboarding Philosophy 35:00 The Bathtub Effect 38:00 The $100 Pen Problem — Test, Optimize, and Scale is hosted by Jason Fishman, CEO of Digital Niche Agency. New episodes every week covering digital marketing, growth, and entrepreneurship. Subscribe: @digitalnicheagency Instagram: digitalnicheagency LinkedIn: digital-niche-agency #AgencyLife #MarketingAgency #Entrepreneurship #BusinessExit #ClientRetention #SaaSMarketing #BusinessGrowth #TestOptimizeScale /episode/index/show/testoptimizescale/id/40965030

EP #234- August Biniaz: Why the Inferior Product with Better Marketing Always Wins 04/10/2026

EP #234- August Biniaz: Why the Inferior Product with Better Marketing Always Wins Most people think the best product wins. August Biniaz disagrees, and he's built a multi-million dollar real estate private equity firm to prove it. August is the Chief Investment Officer and co-founder of CPI Capital, a real estate private equity firm with two verticals: multifamily value add (Tampa Bay, San Antonio, Austin) and build-to-rent development. In this episode, he breaks down the returns (15–20% multifamily vs. 25–30% BTR), the investor psychology behind raising equity, and the exact marketing systems that helped CPI scale from zero to a cross-border investment platform serving Canadian and US accredited investors. Whether you're building a fund, a company, or a brand — this episode is about the infrastructure behind growth. 🔑 What you'll learn: → The difference between multifamily value add and build-to-rent (and when to use each) → Why US multifamily beat the S&P 500 for 20 years — and what's changing now → How CPI Capital finds and qualifies accredited investors → The know-like-trust framework for converting prospects into LPs → Why tariffs caused 70% of their Canadian investors to almost walk — and what brought them back → EOS/Traction: the growth operating system CPI runs on 🏢 About August Biniaz: August Biniaz is the CIO and co-founder of CPI Capital, a real estate private equity firm focused on US multifamily and build-to-rent development in Tampa Bay, San Antonio, and Austin. He is a LinkedIn Top Voice and host of the Real Estate Investing Demystified podcast. 🔗 cpicapital.com | LinkedIn: https://www.linkedin.com/in/augustbiniaz/ 📌 Chapters: 0:00 – Introduction 0:44 – August's background: from broker to home builder 3:26 – Discovering real estate private equity and US multifamily 4:41 – CPI Capital: the two verticals explained 7:25 – Multifamily vs. build-to-rent: what returns actually look like 9:57 – Timeline and exit strategies for BTR development 12:10 – Why diversification across asset classes matters 13:21 – The equity problem: how CPI started raising capital 15:43 – Building a brand around your executive team 18:53 – Know, Like, Trust: the investor acquisition framework 20:04 – Finding your investor avatar 23:19 – How CPI qualifies leads (the 3 questions they ask) 25:35 – Canadian vs. US investors: the 70/30 split 29:32 – Current market analysis: rates, oversupply, distress 33:41 – Why multifamily fundamentals are still strong 36:07 – Growth strategy: the EOS / Traction framework 38:01 – Big Hairy Audacious Goals and quarterly rocks 40:28 – Building the right team (fractional roles, Slack, Asana) 41:45 – How to scale without shiny object syndrome 44:42 – Final thoughts: marketing beats product, every time — Test, Optimize, and Scale is hosted by Jason Fishman, CEO of Digital Niche Agency. New episodes every week covering digital marketing, growth, and entrepreneurship. Subscribe: https://www.youtube.com/@DigitalNicheAgency Instagram: https://www.instagram.com/digitalnicheagency/ LinkedIn: https://www.linkedin.com/company/digital-niche-agency/ #RealEstateInvesting #MultifamilyInvesting #BuildToRent #PassiveIncome #RealEstateSyndication #PrivateEquity #TestOptimizeScale /episode/index/show/testoptimizescale/id/40808130

EP #233- James Wolff: What you need to know about the dramatic shifts in capital raising 03/27/2026

EP #232- Gene Eidelman: We have an opportunity to take on a social issue and say, we have a solution 03/13/2026

EP #232- Gene Eidelman: We have an opportunity to take on a social issue and say, we have a solution In this episode of Test. Optimize. Scale, Jason Fishman sits down with Gene Eidelman, co-founder and CEO of Azure Printed Homes, to discuss how 3D printed housing could reshape the future of construction. Gene shares his journey from real estate developer to startup founder and explains how his company is building homes faster, more efficiently, and with less waste using factory-based 3D printing. The conversation explores the housing crisis, rebuilding after disasters, solving homelessness, and how new construction technology could dramatically lower the cost of building homes. They also dive into lessons from launching and scaling a startup, raising capital through crowdfunding, and what founders should know about building products that truly resonate with customers and investors. If you are interested in housing innovation, startups, crowdfunding, or the future of construction, this episode is packed with insights. Key topics - The origin story of Azure Printed Homes - Why traditional construction is slow, expensive, and inefficient - How factory-based 3D printing changes the economics of housing - Using modular construction to build homes faster and reduce waste - Rebuilding communities after fires and disasters - Addressing homelessness with scalable housing solutions - The role of design and aesthetics in affordable housing - Lessons from raising millions through investment crowdfunding - How founders can identify the right customer and investor personas - What it really takes to scale a startup in a traditional industry Takeaways - Housing construction has changed very little in decades, creating opportunity for innovation - Factory-built homes can reduce costs, timelines, and construction waste - Solving social challenges like housing shortages requires both technology and execution - Crowdfunding can create a powerful network of investors, customers, and supporters - Strong founding teams with complementary skill sets improve startup success - Scaling a company requires the same persistence and effort as starting one - Understanding your audience is essential for both fundraising and product growth - Real innovation in construction must still navigate permits, financing, and regulations Social and Website: LinkedIn: https://www.linkedin.com/in/geneeidelman/ Website: https://azureprintedhomes.com/ Reg CF: https://wefunder.com/azure /episode/index/show/testoptimizescale/id/40457560

EP #231- Sharif Bennett: Filmmakers need to be more business savvy 03/06/2026

EP #231- Sharif Bennett: Filmmakers need to be more business savvy In this episode, Sharif Bennett, co-founder of CineBlock, shares insights on how regulated investment crowdfunding is transforming entertainment financing. Discover how fans and investors can directly support and profit from film projects, revolutionizing traditional Hollywood funding models. Key topics - The origin story of CineBlock and its founders - Problems with traditional film financing and how crowdfunding addresses them - The role of blockchain in ensuring transparency and security - Building communities of investors and fans around films - The impact of industry consolidation and the need for alternative funding - Strategies for filmmakers to leverage social media and fan engagement - The future of theaters and how fan investment can revive cinema - The importance of understanding community pain points and marketing - Scaling and optimizing crowdfunding campaigns for success - The cultural shift towards creator and fan empowerment Takeaways - Crowdfunding can democratize film financing, allowing fans to invest directly. - Blockchain technology provides transparency and security for investors. - Building a community around a project increases engagement and funding success. - Fan investment can help revive traditional theaters and boost box office sales. - Understanding your community's pain points is crucial for effective marketing. - Scaling should prioritize improving user experience and customer satisfaction. - Data-driven decisions are essential for optimizing campaigns. - The future of entertainment lies in creator-fan collaboration and empowerment. - Industry consolidation makes alternative funding methods more vital. - Early community engagement and marketing are key to successful launches. Chapters: 00:00 Introduction to Titl and Real Estate Innovation 06:45 Addressing Industry Inefficiencies 13:30 The Role of Blockchain and AI 20:15 Strategic Partnerships and Market Acceptance 27:50 Automating Title Searches 34:05 Building a Digital Land Registry 40:20 Rebranding and Market Perception 46:55 Future of Real Estate Technology Social and Website: https://www.linkedin.com/in/sharif-bennett-99b1a449/ https://www.linkedin.com/company/cineblock/ https://www.cineblockfilms.com/ /episode/index/show/testoptimizescale/id/40347570

EP #230- Ori Ohayon & Tory Ricalis: Streamlining Real Estate Transactions Using Blockchain Technology 02/24/2026

Ep. 229- George Rivera: The New Way of Delegation is Transferring Ownership 02/24/2026

Ep. 229- George Rivera: The New Way of Delegation is Transferring Ownership In this episode, Jason Fishman interviews George Rivera, an entrepreneur and author, discussing the transformative power of the "buy back time" framework. George shares his journey from burnout to building a $50 million company while working just 30 hours a week, emphasizing the importance of strategic delegation and systemization. They explore the challenges of balancing business growth with personal life, the significance of letting go of control, and the mindset shifts necessary for sustainable success. The conversation also delves into optimizing business operations, the role of effective team management, and the impact of personal development on professional growth. Takeaways: - Strategic delegation is key to freeing up time and reducing burnout. - Conducting a time audit helps identify low-value tasks to delegate. - Hiring the right team and firing fast can accelerate business growth. - Optimizing copywriting and advertising is crucial for scaling. - Mindset shifts are necessary to build a business that supports personal goals. - Systemization and process improvement lead to sustainable success. -Balancing work and family life enhances overall well-being. -Personal development is integral to professional growth. - Embracing change and letting go of control fosters business expansion. - Building a business engineered for freedom and impact is achievable. Chapters: 00:00 Introduction to the Buy Back Time Framework 06:45 Overcoming Burnout and Achieving Balance 13:30 The Power of Strategic Delegation 20:15 Conducting a Time Audit for Efficiency 27:50 Building and Managing an Effective Team 34:05 Optimizing Business Operations 40:20 Mindset Shifts for Sustainable Success 46:55 Balancing Work and Family Life Social and Website: LinkedIn: https://www.linkedin.com/in/george-rivera-53b3296/ Website: https://buybacktimeformula.com/branding /episode/index/show/testoptimizescale/id/40219950

Ep. 228- Bob Cohen: Overnight Marketing Success is a Myth 02/06/2026

Ep. 228- Bob Cohen: Overnight Marketing Success is a Myth In this episode, Jason Fishman interviews Bob Cohen, a business advisor at Braintree, discussing the intricacies of entrepreneurship, crowdfunding, and capital formation. Bob shares his journey into the world of investment crowdfunding, the importance of capital in entrepreneurship, and the role of incubators in supporting startups. They explore the challenges entrepreneurs face in raising capital, the significance of building relationships with investors, and the necessity of testing business ideas before scaling. The conversation also touches on the evolving landscape of FinTech and cryptocurrency, emphasizing the need for coachability and strategic planning in the entrepreneurial journey. Takeaways - Entrepreneurship consists of three parts: idea, management, and capital. - Many entrepreneurs struggle with capital raising due to lack of knowledge and networks. - Crowdfunding has evolved to become more accessible for typical entrepreneurs. - Building relationships with investors is crucial for success. - Coachability is a key trait for entrepreneurs seeking support. - Testing business ideas through minimal viable products is essential. - Scaling requires hiring the right people and building a strong team. - Networking and establishing credibility can lead to investment opportunities. - The lean startup model encourages testing before full-scale development. - Maintaining a day job can provide stability while pursuing entrepreneurial ventures. Chapters 00:00 Introduction to Entrepreneurship and Crowdfunding 07:33 The Importance of Capital in Entrepreneurship 12:23 Navigating the Crowdfunding Landscape 19:02 Exploring FinTech and Cryptocurrency 24:11 Building Relationships with Investors 29:17 Key Factors for Incubator Success 33:07 Testing and Validating Business Ideas 39:55 Scaling Your Business Effectively Social and Website: LinkedIn: https://www.linkedin.com/in/bobcohenbt/ Website: http://www.braintreepartners.org /episode/index/show/testoptimizescale/id/40022520

Ep. 227- Dr. Jacques Jospitre: Telehealth and the Future of Psychiatry 01/23/2026

Ep. 226- Dr. Jeremy Weisz: How Podcasting Drives Partnerships, Referrals, and Real ROI 01/16/2026

Ep. 225- Matt Venturi & Kayle Watson: How IPO Shares Are Allocated and Who Actually Gets Access 01/09/2026

Ep. 224- Stewart Beal: The Real Reason Cheap Real Estate Becomes Expensive 12/30/2025

Ep. 223 - -Jack Krevitt: Waiting For Perfect Timing Kills Momentum 12/24/2025

Test. Optimize. Scale. Episode #222 Brian Mac Mahon: Make The Call Most Founders Delay 12/20/2025

Test. Optimize. Scale. Episode 221- John Andrade: Why Most Entrepreneurs Never Make It. 12/13/2025

Test. Optimize. Scale. Episode 221- John Andrade: Why Most Entrepreneurs Never Make It. In this episode, host Jason Fishman sits down with John Andrade, entrepreneur, author, and founder of GO4CEO, to reveal the hard truths behind why so many businesses struggle to reach their potential. With over 25 years of experience leading management, sales, and strategy for organizations and his own ventures, John shares real-world lessons from building businesses with top-line revenues over $3.5 million and working in high-level roles within banking and financial services. He has seen the pitfalls that trip up even the most ambitious founders, and he is here to help you avoid them. What you’ll learn in this episode: - The most common mistakes that keep entrepreneurs from breaking the $1M barrier - Why mindset and team-building are the true multipliers for growth - The difference between working in your business and working on your business - How to leverage mentors, align with the right people, and avoid the "stranglehold" that limits so many founders - Insider secrets from banking and financial services that can fast-track your business John’s mission with GO4CEO is to share the strategies, skills, and stories that help entrepreneurs and business owners achieve their goals without falling into the traps he has seen all too often. Whether you are just starting out or looking to scale, this episode is packed with actionable advice and honest insights you will not hear anywhere else. About John Andrade: With over 25 years of spearheading management, sales, and strategy for organizations and entrepreneurial endeavors, John started GO4CEO to share all that he has learned from his experience and help entrepreneurs and business owners avoid the mistakes he sees all too often in the business world. Having owned businesses with top-line revenues of over $3.5 million and held management positions within banking and financial services, John knows the inside secrets that can fast-track your growth. 👉 Learn more: https://www.go4ceo.com/ 🔗 Connect with John on LinkedIn: https://www.linkedin.com/in/johnandrade/ /episode/index/show/testoptimizescale/id/39396960

Test. Optimize. Scale. Episode Ep. 220- Dwan Bent Twyford: Fear is Killing Your Marketing 12/09/2025

Ep. 219 - Marty Tate:The Biggest Misconceptions Founders Still Have 11/14/2025

Ep. 219 - Marty Tate:The Biggest Misconceptions Founders Still Have Most founders underestimate how much strategy, preparation, and marketing it actually takes to run a successful Reg CF or Reg A+ crowdfunding campaign. Legal compliance matters — but according to attorney Marty Tate, one of the most respected experts in regulated investment crowdfunding, momentum and marketing ultimately determine whether your raise succeeds or fails. In this episode of Test. Optimize. Scale., Marty breaks down the real mechanics behind Reg CF, Reg D, and Reg A+; the timelines founders should expect; what derails campaigns; and why only a small percentage of issuers ever hit seven figures. Whether you're exploring your first crowdfunding raise or preparing to scale into a larger Reg A+, this conversation will help you set your campaign up the right way and avoid the costly mistakes first-time issuers usually make. 🔍 What You’ll Learn in This Episode How Marty went from corporate finance to helping shape the JOBS Act The rise of peer-to-peer lending, the ICO boom, and how crypto influenced crowdfunding What founders MUST do before launching a Reg CF or Reg A+ Why half of campaigns stall under ~$114K — and how the top 10% break through How optics, traction, social proof, and audience strategy influence conversions Why success requires both strong legal setup and a real marketing plan What to do when a campaign launches slow The future of liquidity, exits, and investor success stories in crowdfunding ⏱️ Chapters Introduction & Guest Background — 00:00 How Marty Tate Got Involved in Crowdfunding & Crypto — 00:48 The Setup and Compliance Process for Reg CF, Reg D, and Reg A+ — 05:25 Timelines, Traps, and Key Considerations for Each Regulation — 05:38 The Importance of Marketing and Momentum vs. Legal Checkboxes — 13:21 Common Misconceptions and Success Metrics in Crowdfunding — 21:31 Building the Right Team: Lawyers, Accountants, and Marketing Partners — 33:25 Optimizing Campaigns: Testing, Data, and Adjusting When Things Are Slow — 39:11 Investor Success Stories, Liquidity, and Industry Evolution — 47:19 Final Tips, Success Stories, and How to Connect with the Guest — 49:33 Closing Remarks — 52:43 Website and Socials: LinkedIn: https://www.linkedin.com/in/martytate/ Website: https://kba.law/ /episode/index/show/testoptimizescale/id/39042020

Ep. 218 - Brian Korn: How Regulation Crowdfunding Really Works 11/08/2025

Ep. 217 - Chris Sanchez: Ex‑Busboy Exposes Why Your Sales Team Sucks 10/28/2025

Ep. 217 - Chris Sanchez: Ex‑Busboy Exposes Why Your Sales Team Sucks Discover what makes or breaks a high-performance sales team in this enlightening episode featuring Chris Sanchez, a veteran sales leader who has built multiple seven and eight-figure teams across agencies, coaching programs, and consulting businesses. Chris shares his journey from being a busboy to managing nine-figure sales organizations, explaining how customer service, relationship-building, and conviction laid the foundation for his success. This episode covers: ✅ How to diagnose why most sales teams fail — and the simple fixes that work ✅ The power of discovery: understanding a prospect’s frustrations, fears, and goals before selling ✅ Why automation and pre-sold lead systems can drive 80–90% show rates ✅ The importance of repeatable frameworks for closing high-ticket deals ✅ Building a team that scales itself: training setters, closers, and sales managers effectively ✅ Creating an internal culture of accountability with daily huddles, live call reviews, and sales contests ✅ Balancing passion and process: influence vs. hard-selling Chris’s bio: He helps agencies, coaches, and consultants build 8-figure sales teams with a focus on time freedom. As creator of the “8-Figure Sales Team Playbook,” Chris equips teams to scale without burning out. He’s generated tens of millions in revenue for hundreds of businesses using cash reserve strategies, pre-sold lead systems, high-converting frameworks, and scalable sales playbooks. Recent wins include growing a client’s revenue 40% year-over-year, taking another from $15k to $85k/month in 90 days, and building sales teams that have produced over $40M. Website and Socials: Website: https://influentialpassion.io/ LinkedIn: https://www.linkedin.com/in/chris-sanchez-ip/ Follow Digital Niche Agency on Socials for Up-To-Date Marketing Expertise and Insights: Facebook: / digitalnicheagency Linkedin: / digitalnicheagency Instagram: DNA - Digital Niche Agency @digitalnicheagency Twitter: / dnagency_ca YouTube: / @digitalnicheagency /episode/index/show/testoptimizescale/id/38813535

Ep. 216 - Greg Burke : The Shocking Reason Most Crowdfunding Campaigns Miss Out on Millions 10/21/2025

Ep. 215 - Dr. Canaan Williams : Housing that Saves Lives 10/07/2025

Ep. 214 - Josh Cohn: Innovation Will Die Without Crowdfunding. 09/05/2025

Test. Optimize. Scale.

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