BNI San Diego Podcast

How do you grow a small business without becoming the person who has to do EVERYTHING?

In this episode of the BNI San Diego Podcast, Ed Wilson sits down with Seth Larson of Resilient Roofing and BNI Downtown Connection to talk about what really happens as an entrepreneur moves from solopreneur to business owner—and eventually builds a team capable of growing without everything depending on them.

Seth has experienced multiple stages of entrepreneurship himself, from running a business with no employees to helping build an organization with more than 50.

And his advice for entrepreneurs just getting started?

Start.

You don't need to have every answer before opening the doors.

But once the business starts growing, the game changes.

You have to learn how to hire.
You have to build a team.
You have to create systems.
You have to generate consistent business.
And eventually, you have to stop being the ONLY rainmaker in your company.

🚀 THE 3 STAGES OF BUSINESS FREEDOM

Seth shares a simple way to evaluate whether you've actually built a business:

Stage 1: You leave for three weeks and come back to a disaster.

The business owns you.

Stage 2: You leave for three weeks and everything is exactly where you left it.

You've created stability.

Stage 3: You leave for three weeks and come back to a business that's BIGGER than when you left.

That's the goal.

📈 START WITH THE END IN MIND

One of the biggest mistakes entrepreneurs make is chasing growth without defining what "growth" actually means.

Do you want a lifestyle business?

$1 million in revenue?

50 employees?

Multiple locations?

More time with your family?

A company that eventually operates without you?

Seth explains why entrepreneurs should decide what they actually want, determine what kind of company would be required to support that goal, and then work backward to build it.

🎯 IN THIS EPISODE:

• How to transition from solopreneur to business owner
• Why entrepreneurs shouldn't wait until everything is perfect to start
• How to scale a small business
• When to start hiring and delegating
• Why the owner can't remain the company's only rainmaker
• How to build a referral network
• Why relationships matter more than immediate referrals
• How BNI can become an extension of your professional team
• Why growing too quickly can expose weaknesses in your business
• How to determine what size company you actually want
• Why entrepreneurs should start with the end in mind
• How to protect time for business development
• Why successful business owners need to work ON the business—not only IN it

Seth's final advice is especially important for entrepreneurs early in the journey:

If you're thinking about starting a business, start. Figure out the rest as you grow.

And as the company evolves, periodically zoom out and ask yourself:

Am I building the business I actually wanted—or have I simply become busier?

If you're a small business owner, entrepreneur, contractor, trades professional, solopreneur, or business leader trying to scale, this conversation is for you.

👇 JOIN THE CONVERSATION

What stage is your business in right now: solopreneur, building a team, or scaling? Drop your answer in the comments.

👍 LIKE this episode if it gave you something you can apply to your business.

🔔 SUBSCRIBE to the BNI San Diego Podcast for weekly conversations about entrepreneurship, business networking, referral marketing, leadership, and small-business growth.

📤 SHARE this episode with the entrepreneur who's doing everything themselves and needs to start thinking about the next stage.
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter

You started a business to create freedom.

So why are you working more hours than ever?

In this episode of the BNI San Diego Podcast, Ed Wilson sits down with Jonathan Ghiloni, professional business coach with ActionCOACH and member of BNI Growth Unlimited, for a conversation every small-business owner needs to hear.

Jonathan spent years as a business owner in the trades. He understands firsthand what it's like to work harder, take on more jobs, make more money—and slowly realize that the business can't function without you.

That's not freedom.

That's a job you happen to own.

Jonathan shares how business owners can move from being the technician doing everything themselves to actually building a profitable business that can operate without them.

🚨 DO YOU OWN A BUSINESS... OR A JOB?

Jonathan shares a powerful definition of a business:

A commercial, profitable enterprise that works without you.

Ask yourself:

Can the business operate if you're not there tomorrow?

Could you take your family on vacation without spending the entire trip answering calls?

Could your team deliver the same quality without you personally supervising everything?

Could you step away for several weeks?

Would someone actually want to buy the company without requiring you to stay?

If the answer is no, you may not have created the freedom you thought you were building.

You've created yourself a job.

🚀 In This Episode You'll Learn:

✅ Why working harder doesn't necessarily mean you're building a better business

✅ The difference between working IN your business and working ON your business

✅ How entrepreneurs get trapped in the feast-or-famine cycle

✅ Why every business owner needs to become a "rainmaker"

✅ How systems, automation, and delegation create leverage

✅ Why accountability is one of the greatest benefits of business coaching

✅ How to transition from technician to true business owner

✅ Why growing revenue without changing your systems can create MORE chaos

✅ How BNI referral partners can become an extension of your sales team

✅ Why identifying your actual target customer matters

✅ How business growth can affect your marriage, family, and personal life

✅ Why small wins can create the motivation for bigger changes

💰 STOP THE FEAST-OR-FAMINE CYCLE

One of the biggest traps for small-business owners looks like this:

You get busy.

You stop marketing and selling because you're busy doing the work.

You finish the work.

Then you realize...

There's nothing coming next.

Jonathan explains why business owners have to develop the ability to consistently "make it rain" by creating a pipeline—even when they're already busy.

That's also where professional networking becomes incredibly valuable.

Your referral partners can become an extension of your sales team, continually listening for opportunities while you're delivering the work.

⚠️ “The Cheap Decision Becomes the Expensive Consequence.”

Trying to save money isn't always the least expensive decision.

Hiring the wrong employee because they're convenient.

Choosing someone simply because they're cheaper.

Avoiding professional help because you don't want another expense.

Continuing to do everything yourself because hiring feels expensive.

Those decisions can eventually cost significantly more in time, mistakes, missed opportunities, relationships, and lost growth.

Jonathan calls this:

“The cheap decision becomes the expensive consequence.”
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter

Want to grow your professional network, increase your visibility, and create more opportunities for your business?

Start leading at a higher level.

In this episode of the BNI San Diego Podcast, Ed Wilson sits down with Spencer Reynolds, Executive Director of BNI Tampa, during the BNI Tampa Annual Summit to discuss something that can completely change the trajectory of your professional network: stepping into leadership beyond your own chapter.

Becoming a leader isn't just about earning a title.

It's about expanding your reach.

When you step outside your normal circle, speak in new rooms, meet professionals from other chapters, and become known throughout a larger organization, you dramatically increase the number of people who know who you are, understand what you do, and potentially know how to refer you.

As Spencer puts it, leadership can change the game.

🚀 In This Episode You'll Learn:

✅ Why leadership can dramatically expand your professional network

✅ How stepping outside your normal circle creates new business opportunities

✅ Why speaking in more rooms increases your visibility

✅ How becoming a Director Consultant or Ambassador can amplify your reach

✅ Why some BNI leaders generate business outside their own chapter

✅ The #1 quality Spencer looks for when developing new leaders

✅ Why attitude can matter more than experience

✅ How leadership develops your personal brand and professional reputation

✅ Why you don't have to wait for someone to "tap you on the shoulder"

✅ How to recognize when it's the right time to step into a bigger role

🔥 Leadership Creates EXPOSURE

One of the most powerful ideas from this conversation is simple:

Your network can only grow so far if you stay in the same room.

When you begin leading beyond your chapter, you're introduced to entirely new groups of professionals.

You speak in new rooms.

You build new relationships.

More people learn what you do.

More people have the opportunity to understand how to refer you.

And your professional network begins extending far beyond the people you see every week.

That's what Spencer means by leading at a higher level.

👍 LIKE this episode if you believe leadership is one of the best ways to develop yourself and your business.

🔔 SUBSCRIBE for weekly conversations about business networking, leadership, entrepreneurship, referral marketing, and professional growth.

📤 SHARE this episode with someone who has leadership potential but hasn't raised their hand yet.
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter

What can 20 years of business networking teach you about referrals, leadership, sales, and growing a successful business? A lot more than you might think. 
In this episode of the BNI San Diego Podcast, Ed Wilson sits down with Miguel Contreras, residential Realtor and founding member of BNI Partners in Excellence, as he approaches an incredible milestone: 20 years in the same BNI chapter. 
But this conversation isn't about simply showing up for 20 years. It's about what happens when you refuse to become complacent. 
Miguel shares the lessons he's learned about building business relationships, generating referrals, becoming a better public speaker, developing leadership skills, and creating the momentum necessary to keep growing—even after decades in business. 
His message for seasoned entrepreneurs? Don't coast. 
🚀 In This Episode You'll Learn: 
✅ How Miguel helped build a BNI chapter from the ground up 
✅ Why their original launch attracted more than 100 people 
✅ Why experienced business owners should NEVER go into "cruise control" 
✅ How leadership roles can make you a better entrepreneur 
✅ Why public speaking is a skill every business owner should develop 
✅ How BNI became Miguel's training ground for communication and leadership 
✅ Why Feature Presentations can lead to more one-to-ones and referrals 
✅ How to make your networking presentation more memorable 
✅ Why repetition is one of Miguel's most effective referral strategies 
✅ How to create momentum instead of waiting for opportunities 
💡 “You’ve Got to Create Your Own Momentum” 
One of Miguel's biggest lessons after nearly 20 years in BNI is surprisingly simple: Momentum doesn't create itself. 
Think about pushing a stalled car. Getting it moving requires serious effort. But once the car has momentum, keeping it moving becomes much easier. Business works the same way. Networking works the same way. 
You don't stop pushing simply because you've become successful. You continue creating the relationships, conversations, referrals, presentations, and opportunities that keep your business moving forward. 
Or, as Miguel likes to say: “Momentum, mo' money.” 
🎤 The Business Skill Most Entrepreneurs Need to Practice 
Public speaking. 
Miguel admits that when Partners in Excellence launched, he didn't even want to become president. Speaking in front of the room intimidated him. Nearly 20 years later, he credits those experiences with helping him develop one of his most valuable professional skills: the ability to confidently communicate with a room. And he's STILL practicing. 
Miguel shares why he records his presentations, watches them back, identifies where he can improve, and continues working on his craft after more than two decades in real estate. 
His philosophy: Don't worry about being perfect. Practice getting better. 
🤝 Advice for New AND Experienced BNI Members 
For seasoned members: Stay engaged. 
Take leadership roles. Mentor newer members. Volunteer. Give presentations. Keep developing your skills. Remember that newer members are watching the example you set. 
For newer members: Get involved before you feel ready. 
Volunteer to speak. 
Become Education Coordinator. 
Give Feature Presentations. 
Practice your weekly referral request. 
Take opportunities to lead. 
You don't need to be perfect. 
You need repetitions. 
Because the skills you're practicing inside that networking room can eventually transform how you sell, communicate, lead, and grow your business outside of it. 
👇 JOIN THE CONVERSATION 
If you've been networking for several years, what's the biggest lesson you've learned? 
And if you're new to networking, what's the skill you're currently trying to improve? 
Tell us in the comments! 
👍 LIKE this episode if you're committed to becoming better at your craft. 
🔔 SUBSCRIBE for weekly conversations about business networking, referral marketing, entrepreneurship, leadership, sales, and professional growth. 
📤 SHARE this episode with a business owner who's starting to get a little too comfortable. 
Have a topic you’d like us to highlight? Please share with us via email at podcasts@bnisd.com.  
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter

What happens when a retired police sergeant becomes a private investigator—and walks into his first business networking meeting? Five days later, he lands a major client. 
In this episode of the BNI San Diego Podcast, Ed Wilson sits down with Marc Garza, a San Diego private investigator and retired law enforcement officer, to talk about his transition from nearly 25 years in policing to entrepreneurship—and how relationships became one of the biggest drivers of his new business. 
Marc originally joined BNI looking for referrals and a community of like-minded entrepreneurs. What he found was much bigger. 
Today, approximately 35–40% of his business comes through BNI, while roughly 95% of his overall cases come through referrals. 
And his first major BNI referral? It happened during his very first meeting. 
🔎 In This Episode You'll Learn: 
✅ How Marc transitioned from 25 years in law enforcement to private investigation 
✅ What private investigators actually do versus what Hollywood shows you 
✅ How Marc landed a major investigation within days of his first BNI meeting 
✅ Why approximately 95% of his business comes from referrals 
✅ How private investigators work with attorneys and business owners 
✅ What happens during corporate fraud and embezzlement investigations 
✅ How private investigators assist with civil litigation and family law cases 
✅ Why business owners need relationships outside their own industries 
✅ How surrounding yourself with other entrepreneurs improves your business acumen 
✅ Why responding quickly to a referral can determine whether you receive another one 
🚨 What Does a Private Investigator REALLY Do? 
Forget the trench coat, binoculars, Ferrari, and Hollywood surveillance scenes. 
Marc explains that modern private investigation is largely about fact-finding, gathering evidence, locating and interviewing witnesses, researching assets, conducting corporate investigations, assisting attorneys, and building cases that clients can use to make informed legal decisions. 
His work can include: 
• Corporate fraud and suspected embezzlement 
• Civil litigation investigations 
• Family law and asset investigations 
• Witness location and interviews 
• Identity theft investigations 
• Criminal defense investigations 
• Surveillance 
• Evidence gathering for attorneys and businesses 
Marc even shares how private investigators can sometimes uncover evidence that law enforcement simply doesn't have the resources to pursue—and package that information for attorneys or law enforcement to evaluate. 
🤝 The Business Lesson Every Entrepreneur Should Hear 
One of the most interesting parts of Marc's story isn't actually about investigations. It's about who you surround yourself with. 
During his law enforcement career, Marc naturally spent much of his time around other people in law enforcement. After becoming an entrepreneur, he realized he needed a different kind of circle. 
Accountants. 
Attorneys. 
Insurance professionals. 
Healthcare providers. 
Contractors. 
Marketing professionals. 
And other business owners facing many of the same challenges he was. 
That network didn't just generate referrals—it helped him become a better business owner. 
💡 The Referral Rule Marc Lives By - When someone refers business to you: Respond immediately. 
Marc explains that when a BNI referral comes through, he makes contact as quickly as possible and then keeps the person who made the introduction updated. 
Why? 
Because when someone refers you, their reputation is on the line too. 
Taking great care of a referral builds trust not only with the new client—but with the person who trusted you enough to make the introduction. 
And that's how one referral can turn into many more. 
Think Your Business Is Too Unusual for Networking? 
Marc's private investigator classification is what BNI San Diego calls a "unicorn"—a profession you rarely see represented in a networking chapter. 
Yet networking has become one of the largest sources of business for his company. 
His advice to other entrepreneurs with unusual or highly specialized businesses is simple: Go visit. Meet the people. Build relationships. See what happens. 
You may discover opportunities you never knew existed. 
👇 QUESTION FOR YOU: 
What's the most unexpected profession you've ever received a valuable referral from? 
Tell us in the comments! 
👍 LIKE this episode if you believe relationships are still one of the most powerful ways to grow a business. 
🔔 SUBSCRIBE for more conversations about business networking, entrepreneurship, referrals, leadership, and small business growth. 
📤 SHARE this episode with a business owner—or someone transitioning from a career into entrepreneurship—who needs to hear Marc's story. 
Have a topic you’d like us to highlight? Please share with us via email at podcasts@bnisd.com.  
Visit us online: https://bnisd.com

BNI is the world's most successful organization of its type in the world. Members pass millions of referrals which translates to billions of dollars in business.

BNI San Diego
(619) 255-2620

Visit a chapter: https://bnisd.com/en-US/findachapter