“What would you do if you knew you would not fail? Fail as many times as you need to be successful. You only fail when you quit.” - Randy Wimmer (USNA ‘91) We’re so excited to have Randy Wimmer (USNA ‘91) on the SABM podcast today.  After 10 years of active duty military service, Randy launched his first Federal Government contracting company from his home after his kids went to bed and later sold it for 8-figures. With nearly thirty years either in or supporting the Federal Government, Randy is the ultimate “industry insider,” having owned multiple successful contracting companies. In 2018, he launched the Government Contracting Academy to mentor, coach and train aspiring entrepreneurs to achieve financial success in the Federal Government contracting market. In this episode, we discuss: What led Randy into the government contracting industry Why Randy launched the Government Contacting Academy How the Government Contracting Academy works What makes military veterans the most highly qualified individuals for government contracting work How the $3.5 trillion reconciliation package will impact government contracting We also discuss how a career in government contracting can begin as a successful side hustle, why quitting your day job isn’t always necessary or advisable when getting started, why government contract work is a long term commitment rather than a get rich quick scheme, and the value of learning how to pace yourself.  Randy also shares how he navigated the transition from an active duty military service member to a self-employed government contractor and reveals valuable lessons he learned along the way. We could talk to Randy for hours! His advice is timely, relevant and practical and we hope it inspires you to get your line in the water of government contracting. Randy is offering a Government Contracting Academy services discount to all SABM-ers! It’s a generous offer and we encourage you to make the most of this exciting opportunity. Connect with Randy:  LinkedIn Government Contracting Academy If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Randy for joining me this week. Until next time! – Scott Mackes, USNA ’01

Service Academy Business Mastermind

#184: How to Win Government Contracts with Randy Wimmer, USNA ‘91

“Instead of thinking about re-growing hair, we’re helping men to embrace and accept hair loss. Our mission is to empower the bald and balding to live their best lives through our online community and we’ve created a skincare routine around that...I struggled with losing my hair and created MANTL,Inc. to help men through that process.” -Pete Ricci (USMA ‘02)   Pete Ricci is CEO and Co-Founder of MANTL, Inc., a company that specializes in empowering the bald and balding through community and a line of specialized skincare products. He brings over 17 years of experience and expertise in sales, sales operations, strategy, and leadership development to the business. Prior to his business career, Pete served as an officer in the US Army, which included two tours of duty in Operation Iraqi Freedom. In this episode, we discuss: What his company MANTL, Inc. does and why he started it How MANTL, Inc. is filling a gap in the men’s skincare market How Pete built the MANTL, Inc. online community and why it’s so important The importance of purpose and passion to brand success Expert tips on marketing and PR Pete also shares why it’s important for men to embrace going bald and walks us through five stages of grief in the balding process and why it’s important to acknowledge them. We’re inspired by the powerful diversity of the online community he’s helped to build and fascinated to hear why Pete’s experiences working for the Honest Company were so valuable. Beyond balding, we talked about his unique direct to consumer business structure and strategies, how he is growing the company through various retail channels, and the unexpected channels that have skyrocketed the company’s success. Pete and his team are making huge strides with MANTL, Inc. and we’re inspired by the sense of purpose and groundbreaking strategies that drive its success. Connect with Pete:  LinkedIn MANTL, Inc. If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Pete for joining me this week. Until next time! - Scott Mackes, USNA ’01

#183: Empowering the Bald and Balding with Pete Ricci, USMA ‘02

“Nothing will ever feel as good as striking someone out in front of 40,000 people, but helping new clients realize what they can accomplish for their families with the financial resources they have and seeing the look of relief and amazement on their faces comes pretty close.”  - Mitchell Harris (USNA ‘08) In this episode, we discuss: How Mitch balanced military service and a professional baseball career  How the U.S. Naval Academy helped him realize his dream Transitioning between military service, professional baseball and a career in finance Why Mitch is passionate about being a financial advisor We also discuss Mitch’s deployments with the U.S. Navy as a Surface Warfare Officer, how pitch practice on the flight deck made him a more accurate player, and how Mitch got back into baseball shape following his military service. We loved talking to Mitch about how he managed multiple career transitions and why he decided to become a financial advisor. It’s awesome to hear how he is leveraging the skills he gained in the military and professional baseball to help his clients succeed. Connect with Mitch:  LinkedIn Merrill Lynch Instagram Twitter Mitch’s MLB debut If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Mitch for joining me this week. Until next time! - Scott Mackes, USNA ’01

#182: Playing Ball with Mitch Harris, USNA ‘08

“It’s a specialty field, but if you can find and understand the risk, you can find the potential value to capture on a real estate purchase...I heard it described as a bond investment wrapped in real estate and I resonate with that. There’s consistent cash flow securitized by the credit of the company and there’s a lot of value in that because there aren’t tons of players in that space right now.” - Neil Wahlgren (USAFA ’04)   Neil Wahlgren (USAFA ‘04) is COO of MAG Capital Partners, a commercial real estate firm specializing in industrial sale leaseback structured investment and development, which creates value through institutional leases and long-term alignment with proven tenants. The firm’s dedicated in-house credit analysis, construction management, asset management and investor support staff contribute to their growing success. Prior to working at MAG Capital Partners, Neil served as a C-130 Hercules pilot for the U.S. Air Force and U.S. Navy. In this episode, we discuss: How MAG Capital Partners find tenants  What makes a good commercial real estate tenant Why military checklist discipline and risk analysis apply to real estate investing How commercial real estate transactions work Neil also talks about his day-to-day roles and responsibilities as COO, what led him to his current role, and what it’s like to work with his brother at the firm. We enjoyed hearing Neil describe the excitement he experiences when launching new deals and we’re impressed to hear how MAG Capitals significantly grew their deal flow. We really enjoyed learning more about commercial real estate investing from Neil and we hope you benefit from listening to his insights  and experiences as much as we did. Connect with Neil:  LinkedIn MAG Capital Partners  If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Neil for joining me this week. Until next time! - Scott Mackes, USNA ’01

#181: Investing in Commercial Real Estate with Neil Wahlgren, USAFA ‘04

“Sometimes old rules are the best...be nice to your friends, treat people well, and if there’s someone you want to meet, provide them with value." - Jason Williscroft (USNA '95) Jason Williscroft is a U.S. Navy veteran and Founder and CEO of Tribify, LLC, an enterprise-grade, AI-enhanced data management system that leverages the power of social networking to help businesses find future customers, capture their attention, and engage with them at scale. As a software engineer with a streak for mathematics, Jason focuses on the design and implementation of Master Data Management and Data Quality systems and the development of software tools to empower Data Governance Organizations and the engineers who serve them.  In this episode, we discuss: Why Jason built Tribify, LLC How Tribify helps business owners identify and connect with their best customers Best practices for connecting and networking with potential customers on LinkedIn Why thoughtful, approachable business owners attract good customers Jason also tells us about Ringknocker, a military veteran community he founded, and shares his personal and professional goals for the next few years. Jason’s success reveals the riches are definitely in the niches and we’re excited to see how Tribify, LLC continues to grow. Connect with Jason: LinkedIn Tribify, LLC Ringknocker If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Jason for joining me this week. Until next time! - Scott Mackes, USNA ’01

#180: Building Innovative Software Systems with Jason Williscroft, USNA ‘95

Joe is a financial attorney and co-owner of ASR Alternative Investments with over 20 years of experience in both the legal and financial industries. After graduating with a degree in Electrical Engineering from the United States Air Force Academy, Joe was commissioned and served as an A-10A Thunderbolt II fighter pilot and was stationed in the United Kingdom and West Germany. Joe also received his Masters of Science in Business Administration from Boston University and his JD from the University of Texas School of Law. If that’s not impressive enough, he also worked as a commercial airline pilot!  In this episode, we discuss: How Joe made the transition from fighter pilot to financial attorney How and why he co-founded ASR Alternative Investments Why his company pivoted to the debt industry  Current trends in the debt market  Tips for raising capital and the importance of finding your market  Joe also talks about the unique structure of his company’s funds and trusts, the difference between Regulation D Rule 506(c) vs. Rule 506(b), the advantages of working with accredited investors and some of the challenges he’s working to overcome. Just in case you’re wondering, we also discuss airplanes! Joe is a fount of knowledge. His straightforward methods for helping individuals understand the complexities of investing are inspiring and illuminating. Connect with Joe:  LinkedIn ASR Alternative Investments If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Joe for joining me this week. Until next time! -Scott Mackes, USNA ’01

#179: From Fighter Pilot to Financial Attorney with Joseph Barkate, USAFA ‘83

Hersh Rai and Nick Vu (USNA ‘19) have set the record for the youngest Academy grads on the podcast!  Hersch and Nick are both active duty in the Navy, stationed in Hawaii and Florida, and are partners in RaiVu Capital, a real estate investment firm that invests in multifamily real estate and mobile home parks. In this episode, we discuss: How they got started in real estate investing and how they landed their first deal How connections in the veteran community helped jump start their business Their best tips for starting a real estate side-hustle   Connect with Hersh and Nick:  Hersh Rai Nick Vu RaiVu Capital   If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Hersh and Nick for joining me this week.  Until next time! -Scott Mackes, USNA ’01

#178: Building Wealth While on Active Duty with Hersh Rai and Nick Vu, USNA ‘19

Click here to register for the Real Estate Investing Accelerator 2.0 Discovery Webinar on Saturday, September 18th! “People love the content, the fact that it’s military and action-based...I care about helping people get closer to their goal of financial freedom. That’s it. The results people have attained has skyrocketed because of how the course is structured. We all sharpen each other. The network grows more powerful with each course we complete. We’re about helping military veterans create financial freedom so they can unleash their talents on the world. We’re a coalition and a family.” -Buddy (Edward) Rushing (USNA ‘04) Nearly 200 people have graduated from the Real Estate Investing Accelerator led by Buddy Rushing (USNA ‘04) and his team at White Feather Investments. We’re excited to announce the launch of Real Estate Accelerator 2.0 in January 2022! A Discovery Webinar is scheduled for Saturday, September 18th and we’d love you to join the call if you want to learn more. Ten people are already signed up and we’re excited for you to hear more about it! In this episode, we discuss: How the Real Estate Investing Accelerator began Why Buddy is taking our Real Estate Investing Accelerator the the next level What enabled Buddy to step up the Real Estate Accelerator How U.S. Service Academy grads’ success stories shaped the new course Key themes of real estate success We also discuss the value of rental properties as a first step towards financial freedom, VA loan hacks, ground-breaking Accelerator Member case studies, and how Buddy structured Real Estate Investing Accelerator 2.0 around interests and strategies developed and honed by military vets and U.S. Service Academy grads. Learn more about Real Estate Accelerator 2.0:  Real Estate Investing Accelerator Click here to register for the Real Estate Investing Accelerator 2.0 Discovery Webinar on Saturday, September 18th! If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Buddy for joining me this week. Until next time! - Scott Mackes, USNA ’01

#177: Launching Real Estate Accelerator 2.0 with Buddy Rushing, USNA ‘04

“I’m really passionate about understanding as much as possible and sharing as much as possible on what it takes to be successful as a small B2B business owner...whether you’re a client or not. It’s a tough job and we’re here to guide B2B business owners through the process.” -David Wuensch (USMA ‘77) Following graduation from West Point, David served as an Artillery Officer in the U.S. Army. He went on to become a successful sales executive and now has over 25 years of experience in sales and marketing and over 15 years of experience leading sales teams. David is currently President and Founder of Epoch Sales Management Solutions and also leads the B2B Circle in our 10X Vets program where he focuses on helping small B2B Business owners achieve sustainable revenue growth. His knowledge and experience when it comes to sales is second to none and he’s passionate about sharing this wisdom with others.  In this episode, we discuss: How to hire a good sales representative Tips for leading and managing top sales reps How to identify sales issues and set realistic goals What makes or breaks a sales team  B2B sales tools including LinkedIn, LeadiQ, Pipedrive and more   Connect with David:  LinkedIn Epoch Sales Management Solutions David and I also discuss how his company, Epoch Sales Management Solutions, operates and how 10X Vets is helping him achieve his company goals. We also talk about B2B managers as a target market, the value of putting strong sales processes and procedures in place, and why grit and resilience are essential to building a strong sales team. David believes leadership and culture are as important as sales when it comes to company success and we couldn’t agree more. In addition to developing and growing businesses, David also loves cycling, general physical fitness and supporting his Chicago Sports Teams (Bears, Bulls and Cubs). If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to David for joining me this week. Until next time! - Scott Mackes, USNA ’01  

#176: Optimizing B2B Sales with David Wuensch, USMA ‘77

“If you can get the right tools behind you and understand where your vision will take you, there are no limits to what you can do.” - Greg Martin (USAFA ‘98)   Greg Martin (USAFA ‘98) is a Principal at The Enginuity Group in Charlotte, North Carolina where he provides boutique M&A services including buy-side advising, sell-side advising, business scaling, and other M&A services. Greg’s military service established a foundation of integrity, service, and excellence, which informs every relationship that he builds and every transaction he advises. Greg is also an accounting professor. His primary research interest in financial accounting includes earnings management, fundamental analysis, audit quality, and financial reporting quality.  In this episode, we discuss: Greg’s background and what led to his career in M&A What The Enginuity Group does and who they work with Expert insights into company valuation and buyer profiles Financing strategies for military veteran entrepreneurs and business owners Why riches are in the niches and why it’s important to have a vision Greg and I also discuss why it’s essential to establish realistic goals and strategies, the importance of marketing, and the differentiation between value and price. Greg also talks about some of his goals for the future and how his military service informs all aspects of his work. Connect with Greg:  Greg Martin The Enginuity Group   Greg is also the guest speaker at our next Career Night in August. Register to attend here. If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Greg for joining me this week.  Until next time! -Scott Mackes, USNA ’01

#175: How Company Valuation Works with Greg Martin, USAFA ‘98

I want to share our story. Our goal is to help you figure out what your next step is. I’d love to hear from you and connect, not only with the real estate side of things, but also if you’re interested in RV living, mountain biking, or traveling around America the Beautiful.” - Victor Thompson (USAFA ‘07)   Victor Thompson (USAFA ‘07) is a lifestyle entrepreneur, real estate investor, and military veteran. His successful real estate investing business, Zero Gravity REI serves the South Carolina and Georgia markets and is focused on single family and small multi-family properties. Victor is focused on becoming a master communicator and solution provider. He’s passionate about building meaningful relationships and helping others exceed their potential. He believes that if you want to go far, go together. His goal is to help provide safe, clean, and affordable housing, to make his investors money, and to continue to grow his business partnership. In this episode, we discuss: How Victor became interested in real estate Why he started Zero Gravity REI, how it operates, and what his focus markets are The impact and unique opportunities presented by the Covid-19 pandemic  How fellow veterans and cross country travels are helping him develop the business How 10X Vets is helping his business grow  Victor also shares what his big-picture company goals are, where in the USA he’s visiting now, why he loves RV life, and the connections he’s made that are expanding the reach of his mission. We loved hearing about all the interesting people he’s met and hope his story inspires you to connect with other like-minded individuals and turn your dream into reality. Connect with Victor: LinkedIn Instagram Facebook Zero Gravity REI If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Victor for joining me this week. Until next time! -Scott Mackes, USNA ’01

#174: Running a Successful Business on the Road with Victor Thompson, USAFA ‘07

David Duncavage (USMA ‘75) joins us on the podcast with a background very different from many of our previous guests. David was a linebacker on the West Point football team and an infantry officer before he became a Trappist monk. He then joined the corporate world, working in companies that developed cutting edge technologies. David is now an executive coach and founder of Monk Coach where he helps executives live richer lives through mindfulness and meditation. In this episode, we discuss: How meditation and mindfulness fit into the business world and how David helps his clients integrate mindfulness into their professional lives His personal journey to stillness and the “aha” moment in his meditation practice How mindfulness and mediation can help you live a richer life  Connect with David:  David Duncavage MonkCoach If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to David for joining me this week. Until next time! -Scott Mackes, USNA ’01

#173: Maximizing Your Potential Through Mindfulness and Meditation with David Duncavage, USMA ‘75

“This deal reinvigorated me. Being part of the Real Estate Accelerator gave me a new focus where I applied what I learned to go after what I wanted.” - Jeff Quinn (USAFA ‘93)   “This is the best deal I’ve ever been part of. Action is the number one thing that separates the dream from reality...seize control of your fear and plow forward.” - Buddy Rushing (USNA ‘04)   “Money moves at the speed of trust. This deal exceeded my expectations for the Academy Fund.” - Bill Militello (USNA ‘92)   We’re so excited about this episode! Jeff Quinn (USAFA ‘93), is a leader in data management and analytics and a recent alumnus of our Real Estate Investing Accelerator. He joins SABM podcast regulars Buddy Rushing (USNA ‘04) and Bill Militello (USNA ‘92) to discuss a groundbreaking Academy Fund-ed real estate deal he recently made with Buddy and the White Feather Investments team. The multi-million dollar deal’s success is an absolute game-changer and the most significant we’ve ever seen a Real Estate Investing Accelerator member take down.  In this episode, we discuss: The deal, how it came to fruition and why it’s incredibly groundbreaking How the deal made several life-changing impacts  Why the deal set major precedent for White Feather Investments and the Academy Fund How the veteran network made this deal possible and extended the reach of its success Tips on how to handle “fear of the deal” with highly effective strategies and insights from Jeff, Buddy and Bill Bill and Scott also share how the Academy Fund began just over one year ago, why this deal exceeded everyone’s expectations, and why we just can’t stop talking about it! We hope it inspires you to connect with your fellow Academy grads and military vets and encourages you on your journey! Connect with Jeff, Bill and Buddy:  Jeff Quinn Buddy Rushing Bill Millitello Learn more about the Academy Fund. If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Jeff, Buddy and Bill for joining me this week.  Until next time! -Scott Mackes, USNA ’01

#172: Breaking Ground In Real Estate with Jeff Quinn (USAFA ‘93), Buddy Rushing (USNA ‘04) and Bill Militello (USNA ‘92)

Ty Rose (USNA ‘06) is a Managing Director at Oaklins Capital Alliance, a leading international mergers and acquisitions (M&A) and financial advisory firm. In his role as Managing Director, Ty focuses on working with business owners to capitalize on acquisition opportunities.   In this episode, we discuss: The typical process Oaklins walks business owners through to achieve a successful sale Common problems that need to be fixed in order to prepare a business for acquisition The importance of understanding a seller’s motivation and how Oaklins works to find sellers while maintaining confidentiality Connect with Ty: Ty Rose Oaklins Capital Alliance If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to Ty for joining me this week.  Until next time! -Scott Mackes, USNA ’01

#171: Achieving Business Growth through Mergers and Acquisitions with Ty Rose, USNA ‘06

John Schwartz (USMA ‘86) is the Founder and President of the Center For Combating Elder Financial Abuse.  His Center is focused on reducing elder financial abuse by providing innovative detection and prevention solutions. Prior to establishing the Center, John served his country for over three decades in the Army and FBI.  In this episode, we discuss: His best tips for preventing elderly financial abuse for our listeners and their loved ones His personal connection to the Center’s mission The experiences from West Point and the FBI that are helping him pursue his new mission  Connect with John: John Schwartz Center For Combating Elder Financial Abuse If you found this episode valuable, please share it with a friend or colleague. If you are a Service Academy graduate and want to take your business to the next level, you can join our supportive community and get started today. Subscribe and help out the show: Subscribe on Apple Podcasts Also available on Google Podcasts, Spotify & Stitcher Leave us a 5-star review! Special thanks to John for joining me this week.  Until next time! -Scott Mackes, USNA ’01

#170: Combating Elderly Financial Abuse with John Schwartz, USMA ‘86

The Service Academy Business Mastermind (SABM) is a transformational program for Service Academy graduates who are building businesses. Our podcast features entrepreneurial success stories from the Service Academy community (West Point, Naval Academy, Air Force Academy, Coast Guard Academy, and Merchant Marine Academy). To learn more, please visit: www.sabmgroup.com.

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