Jim Schultz's Linkedin Analytics

Over the past two months, I spoke with 50+ CEOs. Different industries, same story. They feel pressure to always hold it together. They’re tired. Not tired of work— Tired of carrying it all alone. Tired of making every call. Tired of being strong in public. Tired of hiding doubt in private. They juggle a lot: Family, aging parents, shifting teams, fast change. What stood out? Not how different they are— But how alike. Even top leaders feel burnout and doubt. Even they feel the cost of pressure. One CEO told me, "I'm stuck in the middle— Between duty and needing air." That line stuck with me. Because I’ve been there too. Maybe you have. These talks reminded me: Growth isn’t about doing more. It’s about making space. Space to ask for help. Space to let others lead. Space to rest and reset. So I’ll ask you this: Where are you holding too much? And who helps you let go?

Ever catch yourself complaining about “kids these days”? Same here. We roll our eyes at late arrivals, missed follow-ups, or lack of urgency. But here’s the thing—are we modeling what we expect? Respect. Integrity. Grit. Those aren’t generational traits. They're behaviors. And they’re caught more than they’re taught. Saw this picture the other day and couldn’t stop laughing. Now every time I hear someone grumble about “the younger generation,” I think... huh. Wonder what they’re saying about us? Culture doesn’t start with slogans. It starts with us. So—are WE modeling the behaviors we want to see? Alex Schultz Austin Schultz Hayley Schultz Griffin Schultz Sophia Schultz #Leadership #CompanyCulture #EntrepreneurLife #GenerationalDifferences #CEOlife

Stop Polishing the Turds—Own the Mess Early in my journey as an #entrepreneurial #CEO, I was convinced I had to be bulletproof. No mistakes, no doubts, no showing weakness. 🤦‍♂️ You know what that got me? A whole lot of stress and some really polished turds. I spent too much time trying to make bad ideas, bad hires, and bad strategies look good instead of admitting they weren’t working. I told myself, "We’ll fix it soon." But "soon" never came. One day, I finally admitted—to a room full of fellow #CEOs—that I was struggling. Instead of judgment, I got nods of recognition. After reflecting on my journey, I realize that was the start of something bigger—learning that leadership isn’t about pretending, it’s about owning the mess and doing something about it. If you’re spending more time justifying a bad situation than fixing it, maybe it’s time to stop polishing and start leading. Where in your business are you still shining up the mess instead of dealing with it? #LeadershipLessons #CEOlife #Entrepreneurship

Ever catch yourself saying "I know exactly how this will go" about your business? I've been there. 🧠 As entrepreneurs, we build companies through expertise and conviction. Yet the most successful #CEOs I coach share one critical trait: they remain open to changing their minds. How often do we meet new clients or team members, thinking we know exactly who they are and what they need? And how frequently are those assumptions completely wrong? The liability isn't making mistakes – it's clinging to certainty when facts change. The companies that scale sustainably are led by people who regularly ask: "What haven't I considered? Could I be wrong here?" True growth comes from questioning and humility, not from certainty and arrogance. Business owners: When was the last time you changed your opinion on something fundamental in your business? #EntrepreneurialMindset #BusinessGrowth #LeadershipInsights

Doing the right thing is enough. Years ago, Applied Educational Systems was on its death bed. That’s when we found Marcus Sheridan (The Sales Lion) and They Ask, You Answer principles — and decided to go all in. Not because we ran the numbers. Not because a consultant told us to. We did it because it was the right thing to do. If buyers want to be more informed, it's our job to teach them. Even if they never buy. Even if it doesn't pay off right away. We started doing this before the book even came out in 2017. 😂 We didn’t do it for the win. We did it for the people we were trying to serve. No fanfare. No guarantees. Just what felt right. Where are you holding back from doing the right thing—just because it might not “work”? Tracy Schultz Alex Schultz Austin Schultz Hayley Schultz Griffin Schultz Sophia Schultz #leadership #entrepreneurship #theyaskyouanswer

"I feel like a failure because I can't balance it all." This #CEO's confession yesterday prompted several entrepreneurs to share similar experiences privately. I recently spoke with a #CEO battling this exact struggle. His admission revealed many of us are quietly questioning the "work-life balance" narrative we're sold. When I met with four #entrepreneurs yesterday, the same theme surfaced again. One said it perfectly: "Building and balance don't always coexist, and that doesn't mean you're failing." Another added: "Times of imbalance are normal. The problem is when 'out-of-balance' becomes your permanent state." During my company's early years, I worked seven days a week. My definition of success wasn't balance—it was momentum. My wife shouldered more of raising our five kids while I built something that could support our future. The key? Recognizing the difference between purposeful, temporary imbalance and chronic burnout. What season are you in right now? How does success look in this specific chapter of your journey? #EntrepreneurLife #SeasonalSuccess #BuildingPhase #FounderJourney

The Blind Spot Most Entrepreneurial #CEOs Never Address: Finding a Real Coach. When I was a #Founder and #CEO, I had mentors, consultants, and trusted advisors. Each played a role. Mentors shared lessons from their journey. Consultants solved my problems. Trusted advisors gave expert advice. But a great coach? That was different. A great coach didn’t teach, solve, or advise. They asked the questions no one else would. They kept digging—past my first answer, past my defenses. They weren’t afraid to say what they saw, but they never made it personal. It was uncomfortable. Sometimes painful. But it was also the most valuable. Most CEOs want cheerleaders, not coaches. They seek advice that confirms, not challenges. The ones who get real coaching? They grow in ways they never expected. Who’s asking you the hard questions? #ChallengeYourself #ProfessionalGrowth #LeadershipInsights

The perfect moment is a myth we tell ourselves. There’s never a good time. So do it messy. Do it anyway. That bold decision you keep putting off—hiring that next-level leader, starting succession planning, or finally putting yourself out there as a thought leader—won’t feel easier next quarter. A few years ago, I started coaching after 36+ years as an entrepreneurial #CEO. Completely different skill set. No playbook. Just reps. And when you’re working through hard issues with business owners, there’s no perfect playbook anyway. You need to be real. You need to be human. Every time I see a business owner stall, it’s the same story: “We’re not ready yet.” The truth? You’ll never feel ready. You don’t grow because conditions are perfect. You grow because you move anyway. What are you waiting for? #EmbraceImperfection #BusinessGrowth #DecisionMaking

What if service isn’t enough? At LURRA in Kyoto, each course was prepared right in front of us. The chef didn’t just cook—he told stories. He explained the origin of the ingredients, the reason behind the sequence, the inspiration for the dish. That wasn’t service. That was an experience. Back in 2012 at AES, we started to understand that same distinction. We were great at customer service—solving problems when they popped up. But the book They Ask You Answer challenged us to go further. We began answering questions before they were asked. Anticipating needs. Building trust. It was hard work. It cost more. It also changed everything. Because here’s the truth: Service fixes. Experience transforms. What experiences are you creating—for your customers, and your family? 👇 Share one you’ll never forget. #CustomerExperience #BusinessStrategy #Leadership

“I don’t have balance right now, and I feel guilty about it.” That’s what a young CEO told me recently. He’s scaling fast—and torn between what he feels and what the world keeps telling him. Here’s what I said: When you’re in the early stages of building something meaningful, balance might not be realistic. And that’s okay. I launched my company at 24 while raising five kids. My 20s and 30s were a blur. Work and life were completely blended. But my wife and I were aligned—and that mattered more than balance. Don’t let social media or well-meaning voices guilt you into chasing a life that doesn’t fit your season. You’re not doing it wrong. You’re building. Be you. Stay true to your values. Stay in sync with the people who matter. That’s what counts. How do you think about balance when you’re scaling? #EntrepreneurshipJourney #ScalingUp #FounderTruths #StartupLife

I’ve made more hiring mistakes than I can count. And I’ve done the post-mortem with myself—and my team—each time. What’s funny (and a little painful) is how often I hear the same story from other #entrepreneurs. We all seem to learn the hard way, on repeat. Sure, LinkedIn is full of great frameworks and interview tactics. They’re helpful. But in real life, when you're scaling a business, here are two things I’ve learned the hard way: 1. You’ll never bat a thousand in hiring. There’s no perfect science here. Even with the best process, people are complex. Sometimes the fit just isn’t there. Give yourself grace. But also: hold yourself accountable. If someone’s not working out, don’t delay. Don’t accommodate. Don’t hide from the conflict. Have the conversation. Be radically candid. The person, the company—and your customers—will all be better for it. (Truth is, many employees know they’re not in the right seat, but no one wants to say it out loud, especially in small and mid-sized companies, where everyone is wearing 12 hats and trying to keep the peace. 2. The right fit today might not be the right fit tomorrow. People grow. Companies evolve. Someone might be the perfect hire at one stage and a total mismatch at the next. It’s not personal. It’s just the reality of building something that scales. Be kind, be transparent, and be courageous enough to name what’s no longer working. If you’re leading a growing team: 🔸 Don’t avoid the hard conversations. 🔸 Don’t expect perfection. 🔸 Don’t forget—we’re all just learning as we go.

📍Chicago with Tracy Schultz and youngest daughter, Sophia Schultz—and yes, I’m tagging along to her turf this time. Today, we’re at IMPACT Live, getting ready to hear Marcus Sheridan live on stage. I’ve talked about Marcus and They Ask, You Answer for years (maybe too many times, if you ask Sophia). But this is her first time hearing him in person. She’s graduating from Loyola next month and starting her career soon, so I’m soaking up this moment as a proud dad. At AES, Marcus’ framework helped us scale and land on the Inc 5000 five years straight. Now I get to share it with the CEOs I coach—because trust really is the foundation of growth. Curious: What’s one thing you are doing to build trust with today’s modern buyer? Brianna Stauffer IMPACT Chris Marr Chris Duprey Zach Basner Stephanie Baiocchi Bob Ruffolo #TheyAskYouAnswer #Leadership #EndlessCustomers #Chicago #CEO #Trust

Hey, we all want to be liked. Especially as business owners, we're wired for approval. But if you're leading a team, running a company, or serving clients… being liked isn't the goal. Being respected is. One of the best decisions I made as a #CEO? Getting a coach. Throughout my career, coaching has delivered the highest ROI of any professional investment I've made. When I led AES, I fell into the popularity trap more than once (shoutout to The Five Temptations of a CEO). I avoided conflict, delayed decisions, and prioritized being liked over doing what was needed. It slowly eroded the respect my team had for me. Everything changed when I started holding myself and others accountable. After stepping away from the CEO role and into coaching, I connected with Chris Marr—a master coach for coaches. He recently shared a chart that maps the journey from people-pleasing to authority: 👉 Approval → Friend zone → Skills gap → Authority This visual brought immediate clarity to the choices we make as leaders. It's handy for examining your true intentions—especially when you think you're leading, but might just be trying to please. Respect comes when you stop avoiding conflict and start owning your voice. Healthy teams debate. They disagree. Then they align and move. No drama. No sabotage. Big thanks to Chris Marr for the visual below—a powerful reminder of who we become when we let go of the need to be liked. So, which would you rather be... liked or respected? Are you ready to choose respect over approval? Let me know which side of this chart resonates most with your current leadership journey.

When was the last time you got a thank-you note in the mail? Handwritten notes are rare these days. I received a handwritten thank-you from my adult daughter, who'd been out of the house for ten years. We taught our kids to write thank-you cards growing up. Every gift got a note. It was part of life. But when an adult child sends one? Out of the blue? It reminded me—handwritten thanks are still one of the kindest things we can do. Especially in business. When's the last time you wrote one? As a CEO, what would happen if you started sending handwritten notes? Would it feel awkward? Or like a habit worth starting? #BusinessRelationships #GratitudeInBusiness #LeadershipHabits

Sometimes you win. Sometimes you learn. Snapped this photo earlier this year, walking through an alley in Seoul, South Korea. We were visiting our son. Lately, I keep hearing #CEOs say, “I like to win.” I get it. Sports were a big deal in our family. One thing I said a lot to my kids: “Win with grace. Lose with dignity.” In business and in life, you’re going to lose sometimes. And if you’re paying attention, that’s when the real learning happens. A #CEO told me recently, “Learning is critical for a leader.” I couldn’t agree more. So here’s the challenge: What’s one recent “loss” that actually helped you grow as a leader?

They got you here. Can they get you there? Every #founder hits this moment. The early team can’t keep up with what the company has become. And now you’re stuck between loyalty and what’s right for the business. The hardest decisions I made as a #CEO were never about strategy. They were about people. Especially the ones who helped us get here—but couldn’t take us there. At AES, growth exposed the gaps. What once worked no longer did. Loyalty clouded my judgment more than once. Now, as a coach, I see this everywhere. #CEOs wrestling with guilt: 👉 “They’ve been with me from the beginning.” But tenure ≠ fit. And your future needs leaders who can grow with it. When a #CEO says “I’m being loyal,” I ask: Is that loyalty about you—your own comfort, image, or guilt? Or is it what’s best for the company and its customers? This is Temptation #4 in disguise—popularity over accountability. Avoiding tough calls for the sake of being liked. But if you’re not holding people accountable, who is? ✂️ What are you tolerating out of loyalty that’s holding your company back? #FoundersJourney #PeopleDecisions #CultureAndAccountability #Vistage

Scaling Isn't About Adding—It's About Letting Go When I was scaling AES, I hit every one of those inflection points founders talk about. You know the ones—where you either let go or get stuck. At first, I thought growth was all about adding: ✅ More people ✅ More processes ✅ More clients That worked—until it didn't. 😉 I was working harder, not smarter. I was buried in details. And honestly, I was starting to resent parts of the business I used to love. Then I realized… To find balance, you have to start subtracting. ❌ Letting go of decisions ❌ Letting go of direct reports ❌ Letting go of the idea that I was the only one who could "do it right" This came up again in a recent coaching session. The #CEO said, "I want to scale. But I still find myself holding onto stuff I know I should delegate." It's a pattern. Every founder who scales hits this moment. And the ones who push through? They design a business that works without them at the center. Some #CEOs going through this scaling challenge have found Buy Back Your Time by Dan Martell to be a super practical guide. It helps make "letting go" feel less risky—and more like a strategy. If you're in that spot—what's one thing you're still holding onto that you know you should delegate? Is it your sales calls? Your content creation? Your ego? #Leadership #Entrepreneurship #ScalingUp #FounderLife #BuyBackYourTime #CEOcoaching #BusinessGrowth

When I was a parent, I was younger. Busier. Less present. Now I’m a grandparent. I slow down. I try to soak it in. As I grow older, what matters is clearer. To other entrepreneurs: play the long game. Be present. Be patient. Your time will come. I hope my grandchildren remember me as kind. As someone who cared. And took responsibility. Who will remember you—and how?

What kind of 25-year-old wears a tie to work… alone… in his parents’ basement? That would be me. Fall of 1987. I had just started AES. No clue what I was doing. No money. No customers. No backup plan. My siblings helped build the product at night. I drove 25 minutes every morning to "headquarters"—the basement—to make sales calls. This picture? It's our first desktop simulator for high school auto tech programs. Took six months to get the one order. Sometimes years. And yep, I wore a tie every day. Even Saturdays. Even Sundays. Even when no one was around. Why? I thought that’s what real CEOs did. 😂 Looking back… what’s the thing you laugh at now from your early founder days?

Entrepreneurs and business owners: Be careful how you measure success. For years, I focused on KPIs, growth, and goals. I missed moments that mattered. Real wealth isn’t in your business—it’s in your relationships. I’ve made that mistake. I don’t want you to. Take the trip. Call your friend. Sit down and listen. Your family and friends care more about you than your work. Ultimately, your family is the only one who remembers how hard you worked. Make sure they remember more than that. What are you doing today to invest in your true wealth? #RelationshipsMatter #LifePriorities #FamilyFirst