the bossbabe podcast

Social media and digital marketing have not replaced the need for an outbound sales team. Today’s guest reveals how to recruit, train, and retain an industry-leading sales team.

In this episode, serial entrepreneur David Royce joins Natalie to share how he built and sold four multimillion-dollar pest control businesses by mastering the art of sales. He breaks down his playbook for scaling traditionally overlooked businesses, the psychology behind what makes the top 1% of salespeople successful, and the subtle body language and communication techniques that can transform your sales conversations. David also reveals his framework for overcoming common sales objections, how to turn low-ticket customers into high-ticket buyers, and what to look for when hiring, training, and retaining a high-performing sales team.

In this episode, Natalie and David discuss:

(01:04) Why Boring Businesses Build Serious Wealth

(03:30) From Door-to-Door Sales to $225K Summers

(09:40) The Playbook for Scaling a Service Business

(11:30) The 4 Pillars of Building Lasting Wealth

(16:15) Why Outbound Sales Can Accelerate Growth

(19:00) The Body Language Secrets of Top Salespeople

(23:10) How to Sell With Your Voice on Zoom

(26:00) Handling Rejection in Door-to-Door Sales

(31:00) Turn Your $29 Customer Into a $3,000 Buyer

(47:00) How to Hire and Retain Top Sales Talent

(01:00:30) Mastering Sales Objections With the RAC Method

David Royce was the founder & chairman of Aptive, which provides environmentally responsible pest solutions to customers in more than 5,000 cities across 34 states. Within 8 years, Aptive grew from a startup into the 3rd-largest residential pest control company in North America, with over $500 million in annual revenue and 6,500 employees. David was also the owner and CEO of three prior companies that ranked the fastest-growing companies in the history of the pest control industry. His companies have been highlighted in national publications including the Wall Street Journal, Forbes, Fortune, Business Insider, Entrepreneur, and Inc. Magazine. In 2015, David was awarded the prestigious Ernst & Young National Entrepreneur of the Year award.

Sponsored By:

FreshBooks - Get FreshBooks for less than $3 a month for your first four months at ⁠FreshBooks.com/podcast⁠.

Faire - Sign up today and get 50% off your first wholesale order, up to $100 at ⁠faire.com/bossbabe⁠.

AG1 - Save 20% on your first subscription order of AG1 Next Gen or AG1 Pro at ⁠drinkAG1.com/bossbabe.

⁠Hostinger - Go to ⁠Hostinger.com/bossbabe⁠ and use code BOSSBABE for 10% off.

Resources Mentioned:

What Every Body Is Saying by Joe Navarro

The Definitive Book of Body Language by Barbara & Allan Pease

Zig Ziglar’s Secrets of Closing the Sale by Zig Ziglar

The Psychology of Selling by Brian Tracy

How to Win Friends and Influence People by Dorothy & Dale Carnegie

Tony Robbins’s Personal Power coaching experience

Connect with David:
LinkedIn⁠

Aptive’s Website

Connect with Natalie:

Instagram

LinkedIn

Website

YouTube

Natalie’s Book, The Freedom-Based Business Method

bossbabe,natalie ellis,david royce,how to start a business,sales techniques,entrepreneurship,how to make money,sales psychology,business ideas,boring businesses,profitable business ideas,how to grow a business,sales strategies,how to sell anything,how to close sales,sales training,door to door sales,handling sales objections,how to start a small business,small business ideas,business growth,wealth building,customer acquisition,body language in sales,aptive

One billion pieces of content are posted every day across social media platforms. However, even with changes to the algorithms, rapidly changing trends, and more paid advertising than ever before, there is still one single strategy that all viral content shares. Today’s guest reveals what that strategy is and his step-by-step playbook on how he’s used that strategy to generate over 60 billion views on social media.

In this episode, social media veteran and viral content expert Brendan Kane joins Natalie to reveal the biggest myths about social media, going viral, and content creation. He reveals the one strategy that makes high-performing content break through the noise, as well as his process for studying, analyzing, and replicating viral content in any industry. Brendan and Natalie also explore a controversial question: should everyone build a personal brand on social media?

In this episode, Natalie and Brendan discuss:

(01:53) The #1 Evergreen Social Media Hack

(09:30) Turn Your Doomscrolling Into Research

(11:44) Content Format Matters More Than You Think

(14:05) How to Analyze and Replicate Viral Content

(17:03) Why Social Media is Still Winnable

(19:53) Is a Personal Brand Actually Right for You?

(29:01) Key Aspects of Viral Content in Any Format

(34:00) Using AI to do THIS Will Kill Your Content Strategy

(38:45) My Playbook for Content Ideation That Converts

(41:03) How to Fix Your Hooks to Increase Retention

(46:35) Different Methods of Scripting Content

(49:13) Debunking Myths about Social Media Video Editing

(51:37) The Most Important Performance Metric

(57:07) Is Consistency More Important than Trends?



Brendan Kane is the Founder and Managing Director of Hook Point, an industry-leading branding and viral marketing consulting agency. Hook Point’s Viral Content Model has generated 60+ billion views and 100+ million followers for their clients and helped reverse-engineer virality for some of the largest brands in the world, such as MTV, Viacom, Yahoo!, Vice Magazine, Paramount Pictures, IKEA, and Skechers. He has also built digital platforms for renowned figures like Taylor Swift, Rihanna, and Adriana Lima.

Sponsored By:

Resources Mentioned:

Work with Hook Point

Connect with Brendan:

YouTube

Instagram

LinkedIn

Facebook

Books

Website

Connect with Natalie:

Instagram

LinkedIn

Website

YouTube

Natalie’s Book, The Freedom-Based Business Method

Making $50,000 from guesting on a single podcast sounds too good to be true, but today’s guest is making this a reality for several business owners and creators.

In this episode, serial entrepreneur Lori Harder breaks down her million-dollar podcast guesting framework. She reveals why podcast appearances are a guaranteed path to success with the right preparation, how to pitch yourself to the right podcast hosts, and what your media kit should include. She and Natalie also explain how to repurpose your most viral content and how to streamline your sales pitch on all platforms to dramatically increase conversions.

In this episode, Natalie and Lori discuss:

(03:30) Why Great Entrepreneurs are Bad Podcast Guests

(06:56) The Near-Guaranteed Success of Podcast Guesting

(12:35) Standing Out When Pitching Yourself to Hosts

(20:38) How Small Guests Can Still Go Viral

(23:50) Making 5-Figure Sales From Podcast Guesting

(32:13) Mel Robbins’s Game-Changing Media Kit

(35:00) Are You Fully Leveraging Your Viral Content?

(40:40) Why You NEED to Build Frameworks

(46:05) Lori’s Million-Dollar Podcast Guesting Framework

(58:31) How to Pitch on Podcasts While Still Adding Value

Lori Harder is a serial entrepreneur, author, and founder of beauty and wellness brand Glōci. She has built and scaled multiple million-dollar businesses and hosts the Earn Your Happy podcast, which has surpassed 65 million downloads. Lori also invests in more than 10 companies and helps entrepreneurs grow their brands, businesses, and networks.

Resources Mentioned:

⁠Create Your Media Kit⁠

⁠Sign up for Lori's Million Dollar Guest Live Training⁠

Sponsored By:

FreshBooks - Get FreshBooks for less than $3 a month for your first four months at ⁠FreshBooks.com/podcast⁠.

Faire - Sign up today and get 50% off your first wholesale order, up to $100 at ⁠faire.com/bossbabe⁠.

AG1 - Save 20% on your first subscription order of AG1 Next Gen or AG1 Pro at ⁠drinkAG1.com/bossbabe.

⁠Hostinger - Go to ⁠Hostinger.com/bossbabe⁠ and use code BOSSBABE for 10% off.

Connect with Lori:

Lori’s Podcast, Earn Your Happy

YouTube

Instagram

LinkedIn

Website

Connect with Natalie:

Instagram

LinkedIn

Website

YouTube

Natalie’s Book, The Freedom-Based Business Method

bossbabe,natalie ellis,lori harder,million dollar guests,how to get on podcasts,podcast marketing,podcast guesting,podcast pitching,podcast guest strategy,how to grow your business,lead generation,personal branding,podcast,how to pitch podcasts,podcast media kit,how to be a podcast guest,podcast interviews,podcast growth,business growth,lead generation strategies,client acquisition,entrepre

No one wants to say no to a $50,000 brand deal, but as entrepreneurs, we sometimes have to. How do you balance the opportunities of content creation with the demands of running your business?

In this episode, content creator Erin Winters joins Natalie to discuss her viral series, My Millionaire Year, where she documented her goal and path to become a millionaire within one year. She reveals the beginner-friendly equipment and editing processes she used to create viral content, how to create a signature series that establishes your digital brand, and how she navigates the contradicting demands of running a successful business and exploring the endless possibilities of content creation in the age of AI.

In this episode, Natalie and Erin discuss:

(00:47) My Quest to Make $1M in One Year

(06:57) Creating Content That Converts With an iPhone

(12:03) Figuring Out Your Style as a Content Creator

(15:23) Balancing Your Business With Content Creation

(19:18) This Triumphs Traditional Educational Content

(25:40) Why Simple Content Still Wins

(28:43) The Rules of the New Interest-Based Algorithm

(31:20) Your Guide to Creating a Signature Series

(37:53) The Results of My Millionaire Year

(43:40) Re-Evaluating Your Goals After Massive Growth

(48:58) The Small Decisions That Shape Your Online Identity

Erin Winters is the founder of Erin On Demand, a business focused on helping entrepreneurs and content creators build stronger online brands through their Top 3 pillars: social media marketing, brand strategy, and productivity. She launched Erin On Demand and its YouTube channel in November 2018 after working in digital media and journalism, and her channel grew to nearly 100,000 subscribers during its first year.

Sponsored By:

FreshBooks - Get FreshBooks for less than $3 a month for your first four months at ⁠FreshBooks.com/podcast⁠.

Faire - Sign up today and get 50% off your first wholesale order, up to $100 at ⁠faire.com/bossbabe⁠.

AG1 - Save 20% on your first subscription order of AG1 Next Gen or AG1 Pro at ⁠drinkAG1.com/bossbabe.

⁠Hostinger - Go to ⁠Hostinger.com/bossbabe⁠ and use code BOSSBABE for 10% off.

Resources Mentioned:

Episode 1 of My Millionaire Year

Rode Wireless Go microphone

eBrand Creator College

Erin’s Substack

The TOP 3 Notebook

Connect with Erin:

Website

Instagram

YouTube

Facebook

Connect with Natalie:

Instagram

LinkedIn

Website

YouTube

Natalie’s Book, The Freedom-Based Business Method

If you think your email list is too small to monetize or convert, today's guest will prove you wrong.

In this episode, founder of Kit Nathan Barry reveals the secrets behind million-dollar email lists. He breaks down how to clean your email list, what to sell in your newsletters, and how to target high-value subscribers to convert. He also walks through his process for building flywheels that compound newsletter growth and revenue over time.

In this episode, Natalie and Nathan discuss:

(01:02) Why Every Email List Should Make $1 Per Subscriber

(05:34) The Best Cadence for Sending Emails

(13:42) The Right Way to Clean Your Email List in 2026

(21:57) How Kit Enables You to Identify High-Value Subscribers

(24:48) Creating Low-Friction, High-Conversion Flywheels

(30:20) The 30-Day Test for Growing Your Email List From Nothing

(38:06) Is AI Killing Lead Magnets?

(43:19) What the Most Profitable Email Lists Are Doing

(50:02) Why a Big Audience Isn't Always Beneficial

(55:29) Big List, Low Revenue? Fix This

(1:03:46) How to Learn the Skill of Making Money

Nathan Barry is a creator, author, speaker, designer, and the founder of Kit, an email marketing platform built for creators. He began as a designer and author, using self-published books and email marketing to generate creator income before building Kit as a broader platform for creator businesses. He advocates audience ownership, teaching what you know, sustainable monetization, and building products rather than relying only on personal brand attention.

Sponsored By:

FreshBooks - Get FreshBooks for less than $3 a month for your first four months at ⁠FreshBooks.com/podcast⁠.

Faire - Sign up today and get 50% off your first wholesale order, up to $100 at ⁠faire.com/bossbabe⁠.

AG1 - Save 20% on your first subscription order of AG1 Next Gen or AG1 Pro at ⁠drinkAG1.com/bossbabe.

⁠Hostinger - Go to ⁠Hostinger.com/bossbabe⁠ and use code BOSSBABE for 10% off.

Resources Mentioned:

Kit

Try Subscriber Signals on Kit

Preorder Nathan’s Book, The Ladders of Wealth

Connect with Nathan:

Website

LinkedIn

Instagram

X

Podcast

Connect with Natalie:

Instagram

LinkedIn

Website

YouTube

Natalie’s Book, The Freedom-Based Business Method

email marketing, email marketing strategy, Nathan Barry, Natalie Ellis, Kit, creator economy, audience growth, email list building, newsletter growth, digital products, entrepreneurship, business growth, AI for business, creator business, email automation, sales funnels, online business, monetize your audience, make money online, revenue per subscriber, creator flywheel, content marketing, personal brand, build an audience, business systems