This week on Its The Bottom Line that Matters, cohosts Jennifer Glass, Daniel McCraine, and Patricia Reszetylo reveal how you can spark real sales results, without ever feeling pushy. Imagine winning clients or closing deals while building authentic trust… and without a single bit of “sleazy selling” energy.

Together, they explore:

• How storytelling and real client examples subtly attract instead of chase new business

• How positioning, education, and “seeding” can make prospects ask YOU to know more (instead of tuning you out)

• Surprising ways to leverage testimonials, authority, and intriguing teasers for natural (not forced) engagement

This is your blueprint for making your business feel easier and your relationships more genuine. It’s not about tricking people—it’s about leading with value, reputation, and the kind of conversations buyers actually respect. The wins? More time for what matters, more confidence in your process, and results that stick.

About your hosts:

Jennifer Glass
Jennifer is the driving force behind "It's The Bottom Line that Matters" podcast, always ready to guide conversations with warmth and clarity. She has firsthand experience with hard sales tactics—like enduring grueling timeshare presentations—and uses these memories to champion more authentic, story-driven approaches to sales. Jennifer is passionate about helping others connect with prospects by focusing on their needs, employing storytelling, testimonials, and subtle “seeding” to encourage genuine interest. Her broad speaking experience, both one-on-one and before large audiences, makes her advice practical and relatable for anyone looking to sell without selling.

Patricia Reszetylo
Patricia brings a keen observer’s eye to the conversation, often uncovering the true motives behind attention-grabbing stories, especially online. With a nod to legendary copywriters like Dan Kennedy, Patricia emphasizes the importance of integrating multiple sales tools to create compelling offers—even through indirect channels like social media. She encourages blending authority, narrative, and subtlety, recognizing that the best sales often don’t feel like sales at all.

Daniel McCraine
Daniel’s approach to selling is thoughtful and educational—he prefers to “drip” benefits and stories rather than press for the close. Drawing from his experience in consulting and giving presentations, Daniel believes emotionally connecting prospects to the value they receive is far more compelling than any pitch. He also highlights the importance of demonstrating versatility and a deep toolbox of solutions, leaving people confident in his expertise. His anecdotes blend care and substance, helping listeners understand how to inspire interest and trust without ever seeming pushy.

Together, these speakers offer a blend of expertise, compassion, and real-world strategies for anyone wanting to make selling a more human experience.

Keywords: selling without selling, hard sales, high pressure sales, sales presentations, timeshare sales, storytelling in sales, client testimonials, social proof, affiliate marketing, authority stories, sales strategies, sales techniques, business presentations, sales meetings, sales program, sales system, marketing platform, lead generation, content creation, online sales, sales education, relationship-based selling, rapport building, seeding in sales, internal consultant, sales confidence, sales tools, copywriting, public speaking, audience engagement, body language in presentations

In this insightful episode of "It's the Bottom Line That Matters," host Jennifer Glass sits down with Patricia Reszetylo and Daniel McCraine to demystify the concept of cash flow forecasting for business owners who may not have a finance background. The conversation kicks off by highlighting how forecasting is, in essence, about predicting the future—much like weather forecasting, it often involves assumptions and educated guesses. Patricia Reszetylo shares her experiences with preliminary forecasting for her real estate and restaurant ventures, while Daniel McCraine offers practical advice from his own business journey, explaining how he uses simple spreadsheets and lessons from mentors to track incoming cash and anticipate shortfalls.

As the discussion unfolds, the speakers cover crucial aspects that anyone can apply, from understanding the realities behind revenue predictions to leveraging historical trends and third-party data—like restaurant supply metrics—to make forecasts more realistic. Daniel McCraine and Jennifer Glass address the significance of knowing your accounting method, explaining how both accrual and cash systems influence the way future income is tracked and reported. The episode also explores the role of recurring revenue models, pointing out the ease of forecasting when you have membership or subscription-based income streams and highlighting industry patterns about customer retention. By the end, listeners are equipped with tips to avoid common forecasting pitfalls, such as overestimating income from early sales meetings or failing to factor in typical customer drop-off rates. This episode provides clear, actionable guidance and reassurance that with the right approach, cash flow forecasting doesn’t have to be intimidating—even for non-finance folks.

KEYWORDS: cash flow forecasting, non-finance people, revenue, business numbers, forecast accuracy, cash flow, business forecasting, commission tracking, residual income, monthly residuals, spreadsheet forecasting, sales volume, restaurant business forecasting, business plan, speculative forecasting, accrual accounting, cash accounting, accounting methods, payment terms, unpaid invoices, recurring revenue, subscriptions, client retention, annual subscriptions, monthly subscriptions, drop off rates, accurate prediction, sales assumptions, profit forecasting, business planning, financial reporting

This week on Its The Bottom Line that Matters Podcast, cohosts Jennifer Glass, Daniel McCraine, and Patricia Reszetylo pull back the curtain on one of business’s biggest myths: that revenue is the number you should obsess over. What if chasing bigger sales isn’t actually the smartest route to a healthier, happier business?

Together, they unpack:

• Why “revenue feeds your ego, but profit feeds your family” — and how to make that mindset shift
• The real importance of knowing your margins, cash flow, and tax efficiency (instead of just chasing top-line numbers)
• What the pros look at beyond the balance sheet, including how to spot leaks and make smarter decisions about business growth

You’ll hear real examples, practical ways to read your financial statements, and honest talk about how misunderstanding your numbers could hurt you — yet learning to master them can be freeing and profitable.

Forget generic advice — this is the insider conversation every entrepreneur needs to hear if they want more clarity, control, and confidence in business. The real payoff? Less stress, more growth, and finally knowing what moves the needle for your success.

About your hosts:

Daniel McCraine: As an experienced business coach and consultant, Daniel McCraine brings a practical perspective to the podcast, urging entrepreneurs to look beyond just revenue when assessing business health. In this episode, he illustrates the importance of profitability, cash flow, and understanding financial metrics like the balance sheet and profit-and-loss statements. Daniel’s insights help listeners see the full financial picture and avoid common pitfalls that come from focusing solely on top-line numbers.

Jennifer Glass: A passionate advocate for business success, Jennifer Glass hosts the conversation with an emphasis on educating entrepreneurs and leaders. Throughout the podcast, she frames key questions about metrics and the meaning behind the numbers, steering the dialogue toward actionable takeaways. Jennifer reminds listeners that understanding the difference between ego-driven revenue and family-feeding profit is crucial for sustainable business growth.

Patricia Reszetylo: With her expertise in financial efficiency, Patricia Reszetylo focuses on the importance of tax strategy and the details that lie between revenue and profit. She encourages business owners not only to strive for higher earnings but also to dig into expenses and tax planning—helping discover hidden opportunities for improvement. Patricia’s practical advice makes financial management approachable, showing that anyone can find valuable insights just by examining their numbers carefully.

Together, these three hosts share their expertise and perspectives, empowering business owners to understand that it’s the bottom line—not just revenue—that truly matters.

Keywords: revenue, profit, profitability, business metrics, gross profit margin, net profit margin, tax efficiency, business expenses, cash flow, profit and loss statement, income statement, balance sheet, financial reports, bookkeeping, accounting, QuickBooks, FreshBooks, Xero, financial documents, business growth, margins, interpreting financial statements, cash flow statement, financial health, expanding business, monitoring business, Shark Tank, Dragons Den, strategic planning, understanding numbers

In this insightful episode of “It’s The Bottom Line that Matters,” hosts Jennifer Glass, Patricia Reszetylo, and Daniel McCraine dive into an honest conversation about what it truly means to sit in the CEO seat—and why it’s not always the right place for every founder or entrepreneur.

The discussion starts with Jennifer Glass openly addressing a tough truth: just because you built the business doesn’t always mean you should be leading it. The team explores real-world examples, from the engineer who dreams up a world-changing product but struggles to manage a company, to the founder who thrives as a visionary but finds themselves overwhelmed by the realities of people and operations management.

Listeners will hear Patricia Reszetylo share leadership lessons from figures like Lee Iacocca, illustrating the importance of vision and management skills. Daniel McCraine reflects on his journey of adopting the CEO mindset—and both discuss their own evolutions, the challenges they’ve faced, and what it means to embrace (or reconsider) the CEO title as a founder.

The hosts don’t shy away from the tough questions: When should you bring in a fractional CEO or other C-suite leader? When does holding on to control actually hold your company back? And most importantly, how do you step aside gracefully if it’s in your business’s best interest?

Packed with personal stories, practical advice, and a touch of humor, this episode offers valuable perspective for entrepreneurs, founders, and anyone questioning their own leadership path. If you’re wondering whether the CEO seat is where you truly belong—or what to do if it isn’t—this conversation is for you.

Tune in and discover why, at the end of the day, it’s the bottom line that really matters.

About the hosts:

Jennifer Glass

Lead-host of "It's The Bottom Line That Matters," Jennifer Glass brings a wealth of hands-on business experience to the show. She’s held a variety of roles throughout her career—including working in investor relations during an IPO and providing fractional CEO & COO leadership to startups. Jennifer Glass is passionate about helping founders and entrepreneurs evaluate when to lead and when to step aside for their company’s best interests, always with a focus on long-term growth and success.

Patricia Reszetylo

As co-host, Patricia Reszetylo offers keen insights into the entrepreneurial mindset and journey. An entrepreneur herself, she’s experienced the challenges of transitioning into the CEO role, embracing personal growth and leadership development along the way. Patricia Reszetylo openly shares her process of redefining her approach to leadership, advocating for the power of teamwork and the importance of finding the right role for sustainable business growth.

Daniel McCraine

Daniel McCraine is a co-host who brings strategic thinking and leadership acumen to the podcast. With a background in business leadership and a strong focus on vision and direction, he understands the nuances of effective business management and the need for founders to build strong teams. Daniel McCraine emphasizes the importance of delegation and matching one’s true strengths to the right roles in a growing company.

Keywords: CEO, founder, business management, leadership, entrepreneurship, fractional CEO, vision, company growth, delegation, business owner, team building, roles in business, management skills, people management, business structure, operational skills, strategic thinking, business card titles, scaling a business, C-suite, engineer founder, business development, creative entrepreneur, succession planning, business innovation, company culture, decision making, business forecasting, company longevity, letting go of control

In this insightful episode of "It's the Bottom Line That Matters," host Jennifer Glass leads a candid roundtable with Patricia Reszetylo and Daniel McCraine to explore the nuanced world of mini-acquisitions—small, strategic purchases or takeovers that can have a big impact on business growth. Unlike headline-grabbing corporate mergers, mini-acquisitions involve more modest deals like acquiring a niche e-commerce site, licensing a software platform, or taking over an online community such as a Facebook or LinkedIn group. The conversation is filled with practical examples and personal stories, illustrating the decisions, risks, and growth potential that come with making these smaller moves.

Listeners will find plenty of actionable advice woven throughout the discussion. Daniel McCraine shares how he identified gaps in his own business and thoughtfully filled them through targeted acquisitions, while Patricia Reszetylo discusses her experiences with both successful and missed opportunities—including her lessons learned from considering restaurant and property investments. Jennifer Glass introduces the buy-partner-build framework, offering a straightforward decision-making model for finding or creating strategic opportunities. The episode emphasizes the importance of fit: ensuring the new acquisition complements existing operations and skills, rather than becoming an ill-fitting jigsaw puzzle piece. Whether you’re considering taking over digital assets, physical properties, or adding a new service to your lineup, this episode provides a wealth of insights and expert tips to help you approach mini-acquisitions with confidence and clarity.

Keywords: mini acquisitions, business growth, acquiring another entity, acquisition process, Facebook group acquisition, LinkedIn group acquisition, online group takeover, terms of service, e-commerce store acquisition, purchasing businesses, licensing deal, financing platform, Wojie, core services, client services, startup costs, promotion strategies, restaurant acquisition, operational business purchase, business gaps, building versus buying, partnership, mastermind purchase, business line synergy, buy partner build model, coaching business, on-demand coaching platform, investment guidelines, location strategy, micro resort, integrating acquisitions

On this episode of It's The Bottom Line that Matters, hosts Jennifer Glass, Daniel McCraine, and Patricia Reszetylo dive deep into the art and strategy of vetting business opportunities—without letting emotions cloud your judgment. From personal stories of jumping too quickly into deals to considering the hidden costs, alignment, and the people behind the opportunity, the conversation covers essential criteria every entrepreneur should consider before saying yes (or no).

Explore how evaluating business opportunities isn't just about finances and fit, but also about the impact on your overall freedom, business trajectory, and long-term success. Whether you're looking at new partnerships, expanding your services, or considering a startup, this episode provides practical insights on asking the right questions, recognizing red flags, and making decisions that move your business forward.

Tune in to hear real-world experiences, thoughtful debate, and expert advice—all aimed to help you make smarter decisions for your bottom line.

Listen now and learn how to vet business opportunities with strategy, discernment, and confidence.

About the hosts:

Jennifer Glass sets the tone for the "It's The Bottom Line That Matters" podcast, guiding listeners through the nuances of making business decisions with strategy and clarity. Jennifer’s journey reflects someone who is not afraid to leap into new opportunities, even if it means stepping outside her comfort zone. She credits her willingness to join coaching groups and mastermind programs with shaping her network, career, and ultimately bringing together the podcast co-hosts. Through her experiences—whether purchasing a mastermind or integrating services that align with her business—Jennifer emphasizes the importance of thinking strategically, paying attention to connections, and always considering if an opportunity fits her vision of freedom.

Daniel McCraine is a consultant with a flair for evaluating business opportunities, sometimes jumping quickly, as with his story about acquiring a robocalling company. He candidly discusses the lessons learned from opportunities that didn’t pan out, stressing the importance of alignment, resources, and strategic fit. Daniel’s openness to new ventures, even when they fit “hand in glove,” is balanced by his wisdom to walk away when things just aren’t right. He brings a practical lens, reminding listeners that sometimes saying “no” to even good opportunities is part of being a successful entrepreneur.

Patricia Reszetylo brings a reflective and experiential approach to business growth. She shares how joining a coaching consortium challenged her on multiple levels and, despite not being fully prepared for the path, she views the experience as a stepping stone—one that led to meaningful relationships and new career directions. Patricia focuses on the people behind business opportunities, recognizing that the nature of collaboration and partnership can make or break ventures. Her insights encourage listeners to consider not just the business models but also the personalities and teams involved.

Together, Jennifer Glass, Daniel McCraine, and Patricia Reszetylo use their personal stories and hard-earned lessons to help others make wise choices when vetting business opportunities. Their shared message: think strategically, evaluate deeply, and surround yourself with the right people for success.

Keywords: business opportunities, vetting opportunities, emotional decision making, business expansion, hiring decisions, business acquisitions, marketing tools, business alignment, startup challenges, resource allocation, opportunity cost, evaluating opportunities, financial investment, customer base, partnerships, joint ventures, mastermind groups, coaching consortium, product expansion, review management, business growth, risk management, strategic decision making, saying no, opportunity evaluation criteria, relationship with partners, business trajectory

In this episode of "It's The Bottom Line that Matters," hosts Jennifer Glass, Daniel McCraine, and Patricia Reszetylo dive deep into the art of qualifying leads—without being disrespectful. They explore the essential reasons behind lead qualification, discuss real-life scenarios of navigating prospects who might not be a perfect fit, and share actionable strategies for screening effectively and protecting your valuable time.

You’ll hear practical advice on handling early-stage or underqualified prospects with empathy, leveraging group education tools like webinars, and building the all-important know-like-trust factor. The hosts also highlight the power of referral networks and how to set up your scheduling process with smart qualifying questions. Whether you’re a seasoned entrepreneur or just getting started, this episode is packed with tips to help you streamline your lead qualification process—while keeping relationships and reputations intact.

Tune in for a conversation that’s both insightful and refreshingly real, helping you focus on what really matters: the bottom line, and how to get there gracefully.

About your hosts:

Jennifer Glass

As one of the central voices on "It's The Bottom Line that Matters" podcast, Jennifer Glass brings a thoughtful and strategic approach to business conversations. She is committed to helping listeners navigate professional challenges, like qualifying leads without being disrespectful. In this episode, she guided the discussion, challenged assumptions, and offered tactful solutions—like engaging less-qualified leads through group webinars—always keeping both business efficiency and dignity in mind.

Daniel McCraine

A practical and candid co-host, Daniel McCraine thrives on making the most of his time and expertise. He openly shares his rationale for screening potential clients, emphasizing the importance of fit, readiness, and referral possibilities. Daniel isn’t afraid to discuss the nitty-gritty—like using calendar questionnaires or collaborating with referral partners—to qualify leads, yet he’s generous with advice and resources for those at earlier stages in their journey.

Patricia Reszetylo

With a nuanced and empathetic perspective, Patricia Reszetylo adds depth to the conversation. She recognizes the importance of meeting people where they are, especially when starting out in business, while also advocating for efficiency as lead volume grows. Patricia’s storytelling illustrates a balance between educating prospects and setting healthy boundaries, ensuring every interaction holds value—even when a lead might not be the perfect fit.

Together, this trio fosters an open, solution-oriented environment for business professionals seeking to qualify leads effectively and courteously.

Keywords: qualifying leads, lead qualification, screening questions, referral partners, know-like-trust factor, webinars, business development, pipeline, early-stage clients, calendar scheduling, saving time, educating prospects, referrals, connection building, networking, joint ventures, competitor screening, mailing list, group education, business opportunities, sales process, readiness to buy, ideal client, connection qualifying, lead volume, marketing, time management, joint venture partners, business owners, tax reduction

Welcome back to "It's the Bottom Line that Matters"—the podcast dedicated to guiding you toward smarter business decisions and greater success. In this episode, hosts Jennifer Glass, Daniel McCraine, and Patricia Reszetylo pick up where they left off in their previous conversation about events, shifting the focus from attending to hosting. The central question: should you charge for your events, or keep them free?

Drawing from their own experiences running webinars, masterclasses, and seminars, the hosts explore the advantages and drawbacks of both models. You'll hear practical stories about attendance rates, lead generation challenges, and even inventive fee structures—like refundable seat deposits or hybrid approaches—that encourage genuine engagement and weed out the tire-kickers. Patricia reflects on her early teleseminar days and evolving strategies, while Daniel weighs in on maximizing value and attendee quality. Jennifer shares a recent example where event fees doubled as charitable donations, highlighting how creativity in pricing can also have a positive impact.

Beyond the mechanics, the hosts dig into the psychology of event attendance, the importance of “skin in the game,” and tactical communication—everything from reminders to persuasive copy—that boosts participation. Whether you’re planning your next online gathering or a major in-person workshop, this episode is packed with actionable insights to help you decide which approach best serves your goals and audience.

Settle in and join the conversation, as “It’s the Bottom Line that Matters” helps you navigate the critical decision: will your next event be free, paid, or something in between?

Keywords: paid events, free events, webinars, lead generation, event registration, attendee engagement, follow-up strategy, monetization, fundraising events, masterclass, accountability group, JV partnerships, event planning, email reminders, attendee quality, marketing strategy, sales conversation, skin in the game, refund incentives, event fees, hybrid events, Chamber of Commerce, sales training, event copywriting, indoctrination sequence, calendar invites, event attendance, event goals, tire kickers, online platforms