Same thing in business. When things get chaotic, your preparation and your team’s trust are what show up.

Show up prepared. Stay accountable. Play for the people beside you.

Not flashy, just the difference between people you can rely on and people you have to chase.

Small Business Saturday is a good day to show up for places like that. They carry the weight all year.

Here’s to Paragon for being one of mine.

For me, that’s Paragon: the local gym where I get pushed harder than I planned and still walk out feeling better than I walked in. No frills. Just real people, real effort, and the kind of camaraderie you can’t fake.

The camaraderie makes the work worthwhile.

Outside of all that, I’m lucky to have friends and family who support what I do and keep me grounded.

Grateful for the people I get to build with, learn from, and come home to.

Happy Thanksgiving, everyone.

Same with our solution partners: the TPAs and PBMs who match our values and help us deliver at scale. Couldn’t do it without them.

And the Roundstone team? Easily one of the best parts of the job. The international potluck sealed it. (Those scotch eggs were unreal.)

No fluff. Just good people doing good work.

In sales, nothing kills a deal faster than making someone feel like they’re part of your process instead of part of a conversation.

Tech can help you scale, but it can’t fake sincerity. Remember, good sales isn’t spooky; it’s human.

At Roundstone, we challenge each other, but we’ve got each other’s backs. That’s how momentum’s built. Focus isn’t optional. It’s the job.

Real performance isn’t about who grinds the longest; it’s about who can sustain success. So, let’s stop selling resilience and start building support.

Emotional intelligence isn’t soft; it’s survival. The best salespeople know when to push, when to pause, and when to crack a joke to keep things moving.

People don’t buy from robots. They buy from humans they like and trust.