Episodes

In this episode of Retained Trust, host Karl Hughes speaks with Andy Hite, founder of Scaling Minds, about the often invisible role fear plays in entrepreneurship. Drawing on his coaching experience with high-performing founders and leadership teams, Andy breaks down how childhood conditioning shapes modern fear, how it blocks business growth, and how entrepreneurs can start addressing it. Karl and Andy explore the differences between coaching and consulting, practical ways to spot ego-driven fe...

In this episode of Retained Trust, host Karl Hughes sits down with Jim Huffman—founder of GrowthHit and CEO of Neat—to discuss the journey from agency work to e-commerce entrepreneurship. Jim shares his pivot from finance into growth marketing, how he built and scaled GrowthHit, and what led him to acquire a sweat-proof t-shirt brand. They explore the highs and lows of agency life, the challenges of e-commerce operations, and how AI and acquisition strategies are shaping their next moves. Tune i...

In this episode of Retained Trust, host Karl Hughes talks with Tony Wilson, founder of Accquip, a firm specializing in fractional CFO services for digital agencies. Together, they explore the financial missteps that can lead to agency collapse, the importance of pipeline visibility, and how to build a resilient, sellable business. Tony shares actionable insights on budgeting for growth, evaluating marketing channels, building a leadership team, and what buyers look for in an agency acquisition. ...

In this episode of Retained Trust, host Karl Hughes speaks with Karlie Morien, a seasoned sales leader specializing in lead generation and sales development. Karlie shares her journey from sales in the SaaS industry to building high-performing sales teams within agencies. Together, they explore the challenges agency owners face in creating predictable and scalable sales pipelines, the critical role of SDRs and AEs, and why founder-led sales aren't always sustainable. Karlie breaks down the impor...

In this episode of Retained Trust, host Karl Hughes sits down with James Hornick, Chief Growth Officer at Hirewell, to talk about hiring trends, employer prestige, and why LinkedIn feels like a necessary evil. James shares his journey from tech recruiting to becoming a partner at Hirewell, and why diversification in recruiting is key to surviving economic downturns. They discuss why employer prestige is often overrated, how global hiring is changing the job market, and what really moves the need...

In this episode of Retained Trust, host Karl Hughes reunites with his business partner, Manuel Weiss, to share insights on scaling digital service agencies. They discuss lessons learned from recent acquisitions, the importance of building strong relationships between partners, and strategies for creating a sustainable growth pipeline. Manuel reveals their approach to leadership development and the challenges of merging companies. They also explore the role of autonomy, structured frameworks, and...

In this episode of Retained Trust, host Karl Hughes sits down with entrepreneur and agency expert Sam Shepler, founder of Testimonial Hero, to explore the ins and outs of building, scaling, and acquiring service-based businesses. Sam shares his journey from running a generalist video agency to selling it, launching a productized service, and now expanding through strategic acquisitions. Karl and Sam break down the power of productized services, how acquisitions can unlock new growth, and the cha...

In this episode of Retained Trust, host Karl Hughes speaks with Joey de Wit, founder of AgenCFO, a fractional CFO service specializing in helping agencies master their finances. Joey shares his journey from corporate finance to entrepreneurship, highlighting the importance of financial forecasting, pricing strategies, and sustainable agency growth. They discuss the challenges of scaling service-based businesses, how to escape the feast-and-famine cycle, and why many agency owners underinvest in ...

In this episode of Retained Trust, host Karl Hughes sits down with Corey Northcutt, a serial entrepreneur and Chief Optimization Officer at Orbit Media Studios. Corey shares his journey from founding a hosting company in college to leading and selling multiple agencies, culminating in his role at Orbit Media. They discuss the evolution of digital agencies, the role of AI in marketing and optimization, and how agencies can leverage automation for smarter workflows. Corey also shares his perspecti...

In this episode of Retained Trust, host Karl Hughes speaks with John-Henry Scherck, the founder of Growth Plays, a B2B SEO and content strategy agency. John-Henry shares his transition from a solo consultant to building a growing agency, despite initially vowing never to hire employees. He discusses the challenges of scaling a strategy-driven service, the importance of hiring experienced talent, and how his approach differs from traditional agency models. The conversation explores the difficulty...

In this episode of Retained Trust, host Karl Hughes speaks with Paul Seaton, founder of AgencyFi, which provides outsourced accounting and CFO services for digital and creative agencies. Paul shares his journey from Deloitte to running his own firm, helping agencies navigate financial complexities. They discuss the importance of understanding gross margins, structuring financials properly, and making strategic decisions to balance profitability and growth. Paul also delves into content marketing...

In this episode of Retained Trust, host Karl Hughes speaks with Aidan Sowa, founder and CEO of VelvetVoice PR. Aidan shares his unique journey from running a lead generation agency to building a thriving PR firm. He dives into the intricacies of “sales-enabled PR,” blending traditional strategies with modern tools to maximize impact. Aidan unpacks the challenges agency owners face when relying solely on referrals and highlights how PR can amplify credibility, boost conversions, and even attract ...

In this episode of Retained Trust, host Karl Hughes welcomes Tevia Hoalst, founder of TeKoda Accounting, for an engaging conversation on the world of small business finance. Tevia shares her journey from the restaurant industry to leading a team that helps entrepreneurs manage their day-to-day accounting with a personalized approach. They explore the differences between "tax books" and "business books" and why a tailored approach to financial reporting can make or break a company’s decision-maki...

In this solo episode of Retained Trust, host Karl Hughes takes a departure from his usual guest interviews to share a deeply personal and structured discussion on the 12 books that have most influenced his journey as an entrepreneur. Ranging from timeless classics to modern masterpieces, Karl reflects on how each book impacted his mindset, approach, and business strategies. From reshaping his understanding of productivity with The 4-Hour Work Week to conquering fear and embracing action with The...

In this episode of Retained Trust, host Karl Hughes speaks with Bob Tripathi, founder of Digital Sparx Marketing, about his fascinating journey through corporate roles, entrepreneurial pivots, and building a thriving marketing agency. Bob reflects on lessons learned from startups and large companies, discusses the importance of patience and adaptability, and shares how he turned challenges like the pandemic into opportunities with resourcefulness and grit. From digital marketing innovations to l...

In this episode of Retained Trust, host Karl Hughes sits down with Kyle Shevlin, founder of Agathist, a software development agency specializing in React and React Native. Kyle shares his journey from freelancing and full-time development roles to establishing Agathist, focusing on creating "good software by good people." He delves into the challenges of transitioning from solo work to agency leadership, his philosophy of balancing profitability with passion, and the practical strategies he empl...

In this episode of Retained Trust, host Karl Hughes sits down with George Zlatin, co-founder of Digital Third Coast, a Chicago-based SEO and digital marketing agency. George shares his unconventional entry into the digital marketing world, starting from launching an online dog boutique to becoming a respected SEO expert and business leader. They explore the evolution of SEO, including how Digital Third Coast has adapted to changing algorithms and AI-driven content strategies. George also reflect...

In this episode of Retained Trust, host Karl Hughes sits down with David Flanagan, founder of The Rawkode Academy and a veteran in developer advocacy. David shares his entrepreneurial journey, from building a niche YouTube channel to launching a unique business model centered on authentic, developer-focused content. They discuss the risks of leaving a stable job, how to monetize a passion project, and the complexities of balancing creativity with business strategy. David opens up about the strug...

In this episode of Retained Trust, host Karl Hughes sits down with Chris Gwinn, founder of Midwest CFO, a fractional CFO firm helping small businesses thrive by optimizing financial strategies and preparing for growth or exits. Chris shares his entrepreneurial journey, transitioning from Great Lakes Advisory to Midwest CFO, and the lessons learned along the way. The discussion explores common financial mistakes in small businesses, the importance of understanding gross margins, and the role of f...

In this episode of Retained Trust, host Karl Hughes speaks with Kon Kruglyak, founder of Candidate IQ, about the realities of starting a staffing business in challenging economic times. Kon shares his journey from corporate and financial recruiting to launching his own agency. Together, they explore the highs and lows of the recruiting industry, the strategies for building relationships with clients, and the importance of persistence in entrepreneurship. Kon offers insights into navigating tough...

In this episode of Retained Trust, host Karl Hughes sits down with Kurt Schnakenberg, co-founder of Chicago Brass and ADBM, to discuss his entrepreneurial journey and the innovative approaches he’s using to redefine his industries. From building a niche architectural consulting firm to launching ADBM—a pioneering agency offering ethical offshore staffing solutions—Kurt shares insights into scaling businesses, creating value through specialization, and maintaining authenticity in leadership. He e...

In this episode of Retained Trust, host Karl Hughes invites his business partner and close friend, Manuel Weiss, to share their dynamic journey of entrepreneurship, partnership, and building lasting businesses. From Manuel’s early days in Vienna founding a tech startup to Karl’s evolution from software engineer to content marketing entrepreneur, the duo discusses their shared experiences, lessons learned, and the foundational trust they’ve built along the way. They reveal the intricacies of star...

In this episode of Retained Trust, host Karl Hughes is joined by Jared Gibson, co-founder of Outworks, a marketing agency helping founders and executives build influence on LinkedIn. Jared shares his transition from a traditional sales role to entrepreneurship and discusses the journey of launching Outworks, from initial networking strategies to developing scalable, targeted content. They explore Jared’s approach to personal branding, tactics for leveraging LinkedIn’s algorithms, and the importa...

In this episode of Retained Trust, host Karl Hughes sits down with Shannon Beasley, founder of Acorn to Oak Strategies, to discuss her path from a biomedical engineering student to a local SEO agency owner. Shannon shares how her experiences in project management and sales eventually led her to build a business that focuses on empowering small and medium-sized enterprises (SMEs). Together, they delve into the nuances of local SEO, client acquisition, and the importance of personal growth as an e...