What happens when a passionate connector who's generated $2 million in new revenue decides to leave corporate life, launch his own consulting business, and move his family to Italy? This week, we sit down with Luke Wills for a conversation that spans AI-powered outbound sales, the importance of human connection, and a calling that's taking him across the Atlantic.

Luke shares how he went from selling basketball tickets to becoming Lucid's outbound sales powerhouse—and why he's now teaching single and multi-location operators how to build grassroots, multi-channel outbound strategies that actually work. He breaks down his LinkedIn messaging sequences, explains why 25-40% of people accept his connection requests, and reveals how AI can handle the tedious prospecting work while keeping the human touch intact.

We talk about:

• Why outbound sales is the next frontier for coworking operators ready to scale
• How to use LinkedIn automation without sounding like a robot (and why offering a free day office works better than free coworking Fridays)
• The AI tools Luke uses to get 30% reply rates on personalized outreach
• Why fixing your inbound process has to come before launching outbound campaigns
• How the coworking industry's collaborative culture makes it different from other sectors
• Luke's advice on implementing AI: start with your pain points, not the solution
• Why vulnerability and human connection will become even more valuable as AI rises

If you're curious about building an outbound sales engine, want to understand how AI fits into real sales workflows, or just need a reminder that it's okay to be human in business—this episode is for you.

Resources Mentioned in this Podcast:

Luke Wills on LinkedIn

Connect with your Hosts:

Connect with Giovanni on LinkedIn

Connect with Jamie on LinkedIn

Find Jamie on the Everything Coworking Podcast

This week, Jamie Russo and Giovanni Palavicini sit down with Derek and Broyny Vitatoe, co-founders of Work at Wheel in Rock Hill, South Carolina, just days before their official opening.

Derek and Broyny left Harlem, New York with no idea where they'd open their coworking space. They just knew they wanted to blend corporate wellness, HR leadership, and their passion for movement into a space where people could work, move, and thrive.

This conversation is pure joy. Derek's the visionary who wanted bikes in every office. Broyny's the integrator who reins him in (lovingly). Together, they've built something special—and their journey to get here is a masterclass in perseverance, partnership, and trusting the process.

We talk about:

• How Shark Tank during the pandemic led to the Work at Wheel concept
• The moment they realized 5,000 square feet wouldn't cut it—and how they got to 16,000
• How Gio drove them around Houston looking at spaces (and why they walked away)
• The Rock Hill deal—and the negotiation that almost fell apart over occupancy limits
• Why community buy-in matters more in Rock Hill than hustle ever did in New York
• Derek's background as a spin instructor, HR executive, film director, and author (yes, really)
• How Broyny went from introvert to confidently leading tours and closing deals
• Their creative process for TikTok and Instagram content (and why they're both so good at it)
• The three things Broyny loves most about Derek (spoiler: generosity and energy top the list)
• How Derek proposed in Jamaica (and why Broyny says the ring was cubic zirconia)

This conversation is proof that coworking isn't just about desks and offices—it's about people, passion, and building something that reflects who you are.

If you're thinking about opening a space, wondering how long it really takes, or just need a dose of inspiration from two people who are all in, this episode is for you.

Resources Mentioned in this Podcast:

Work at Wheel website
Derek and Broyny on TikTok
Derek on LinkedIn
Broyny on LinkedIn

Connect with your Hosts:

Connect with Giovanni on LinkedIn

Connect with Jamie on LinkedIn

Find Jamie on the Everything Coworking Podcast

IWG doesn't give away free beer. And that's exactly why they're profitable.

This week, Giovanni Palavicini and Kurt Patrick sit down with David Steyn, Senior Commercial Director at Anytime Mailbox and Anytime Postage, for a conversation about virtual offices, international coworking markets, and why adding revenue streams matters more than free perks.

David spent years at IWG running their global virtual office business before joining Anytime Mailbox. And he's got perspective on what actually drives profit in coworking—from London's dense, prestige-address market to rural Scotland where a coworking space might also be the village bank, post office, and doctor's surgery.

We talk about:

• Why IWG passed on free beer while WeWork gave everything away—and what that teaches operators about profit
• How virtual offices underwrite coworking businesses (especially in markets like London where privacy + prestige = demand)
• The three pricing tiers for virtual mail services—from $9.99 privacy addresses to $69+ premium bundles
• Why coworking works differently in the UK vs North America (density, leasehold history, GDPR compliance)
• How rural Scotland is deploying flexible hubs that serve as banks, post offices, and coworking spaces
• The postage kiosk play—1,500 deployed at IWG locations to turn mail into self-service revenue
• Why operators should focus on product mix and revenue streams, not just competing on space

This conversation is proof that the best operators don't just lease space—they think strategically about every revenue stream, every compliance risk, and every service their members actually need.

If you're wondering how to add revenue without adding staff, or how virtual offices fit into your business model, this episode is for you.

Resources Mentioned in this Podcast:

David Steyn on LinkedIn
Kurt Patrick on LinkedIn
Anytime Mailbox's website
Anytime Postage's website

Connect with your Hosts:

Connect with Giovanni on LinkedIn

Connect with Jamie on LinkedIn

Find Jamie on the Everything Coworking Podcast