Business RadioX ®

Adam Hatcher and Greg Silberman: The Inner Family Business

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How the “Inner Family Business” Protects the Operating Business, Adam Hatcher, Twenty One Clear, LLC, and Greg Silberman, Ritterband & Co. (Family Business Radio, Episode 71), with host Anthony Chen
Family Business Radio
Adam Hatcher and Greg Silberman: The Inner Family Business
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How the “Inner Family Business” Protects the Operating Business, Adam Hatcher, Twenty One Clear, LLC, and Greg Silberman, Ritterband & Co. (Family Business Radio, Episode 71), with host Anthony Chen

How the “Inner Family Business” Protects the Operating Business, Adam Hatcher, Twenty One Clear, LLC, and Greg Silberman, Ritterband & Co. (Family Business Radio, Episode 71)

On this episode of Family Business Radio, host Anthony Chen welcomes Adam Hatcher of Twenty One Clear LLC and Greg Silberman, Ritterband & Co., to explore what it really takes for family businesses to work together and stay together across generations. Adam shares lessons from 13 years inside his own multigenerational family company and introduces the idea of the “inner family business,” the separate system inside the operating company that requires intentional attention, not just good intentions.

Adam outlines practical governance moves that prevent predictable blowups, including a cadence of dedicated family business meetings and clear ways to handle tension points like compensation, hiring family members, and what happens when a family member exits the business. He also explains why families need to decide, explicitly, how they will balance the interests of the company, the clients, and the family, because different priority orders create conflict in everyday decisions.

Greg brings the tax, accounting, and advisory perspective from his work leading Ritterband & Co., a unified firm identity formed by integrating multiple legacy practices under one structure. He discusses the industry’s shift from compliance-only work toward proactive planning, ongoing guidance, and long-term strategy. He also shares how values and giving practices can show up in wealth decisions and why his firm is building Ritterband Stewardship Plans™ designed around monthly dashboards, quarterly reviews, and audit-readiness.

Family Business Radio is underwritten and brought to you by Anthony Chen with Lighthouse Financial Network. The show is produced by John Ray and the North Fulton affiliate of Business RadioX®.

Key Takeaways from This Episode

  • The “inner family business” is a real system inside the company, and it will not stay healthy by accident.
  • A steady cadence of family business meetings prevents small issues from turning into permanent fractures.
  • Clear rules are necessary for compensation, hiring, and exit decisions, held together by trust and follow-through.
  • Families need to agree on the priority order of company, clients, and family, because misalignment quietly poisons decisions.
  • Accounting firms are moving beyond compliance toward proactive planning and ongoing advisory relationships.
  • Ritterband Stewardship Plans™ reflect the market’s demand for clearer visibility, audit-readiness, and consistent decision support.

Topics Discussed in this Episode

00:00 Introduction to Family Business Radio
00:38 Guest Introduction: Adam Hatcher of Twenty One Clear
00:48 Adam Hatcher’s Family Business Journey
01:54 Balancing Family and Business
03:55 Joining the Family Business
07:08 Deciding to Step Back
10:53 Helping Family Businesses Thrive
14:09 Common Mistakes in Family Businesses
17:39 Contact Information and Resources
18:20 Guest Introduction: Greg Silverman
19:36 Exploring Family Dynamics in CPA Practices
19:52 Acquiring and Integrating CPA Practices
20:40 Challenges and Strategies in Modern CPA Firms
23:03 The Evolution of CPA Services
27:10 The Future of CPA Practices and Personal Reflections
32:01 The Importance of Giving and Legacy Planning
33:55 Final Thoughts and Closing Remarks

Adam Hatcher, Twenty One Clear, LLC

Adam Hatcher, Twenty One Clear, LLC
Adam Hatcher, Twenty One Clear, LLC

Adam Hatcher is the founder of Twenty One Clear, LLC, a family business consultant with deep experience in scaling family-owned enterprises. He grew up in his family’s staffing and recruiting firm (MAU Workforce Solutions), where he established the legal office, modernized human resources, led strategic planning, served as general counsel, and sat on the board of advisors and family council for over 13 years.​

Under his leadership, the company expanded from a regional $100 million firm to a nationwide $500 million organization, securing major clients like BMW, Chick-fil-A, Kimberly-Clark, Southern Company, and Truist while managing three generations of family dynamics. Hatcher drove key initiatives, including $50 million in acquisitions, performance management systems, cost reductions, and a major reorganization ahead of the company’s 50th year.​

Twenty One Clear, LLC provides strategic consulting and fractional executive services to “chaos-proof” family businesses, emphasizing trust, communication, and clarity across family roles as owners, employees, and relatives. The firm helps startups and small- to mid-sized companies address challenges like hiring family members, daily collaboration, ownership transitions, and exits.

Website | LinkedIn

Greg Silberman, Ritterband & Co.

Greg Silberman, Ritterband & Co.
Greg Silberman, Ritterband & Co.

Greg Silberman, CPA, CFA, CAIA, is Managing Director of Ritterband & Co. in Atlanta, Georgia. He advises high-net-worth individuals and growing businesses on tax planning and structuring, accounting, and long-term wealth strategy, with added depth in investments, private equity and debt, and M&A advisory. Greg brings more than 20 years of global financial experience across Europe, Asia, and North America, including senior investment leadership and alternative investment portfolio management.

Ritterband & Co. is a tax, accounting, and advisory firm formed by bringing three legacy firms under one unified identity: SJ Gorowitz, Reed Quinn & McClure, and Van Huss, Hogan, McCurry & Associates. The firm’s approach is anchored in clarity, precision, and purpose, helping clients make informed decisions across tax, accounting, and financial matters while supporting long-term planning. Beginning in early 2026, the firm expects to introduce Ritterband Stewardship Plans™, featuring monthly dashboards, quarterly reviews, and audit-readiness, along with expanded tax and accounting capabilities, an upgraded client portal, and new strategic and long-term planning services.

Website | LinkedIn

Anthony Chen, Host of Family Business Radio

Anthony Chen, Host of Family Business Radio

Family Business Radio is sponsored and brought to you by Anthony Chen with Lighthouse Financial Network. Securities and advisory services are offered through OSAIC, member FINRA/SIPC. RAA is separately owned, and other entities and/or marketing names, products, or services referenced here are independent of OSAIC. The main office address is 575 Broadhollow Rd., Melville, NY 11747. You can reach Anthony at 631-465-9090, ext. 5075, or by email at anthonychen@lfnllc.com.

Anthony Chen started his career in financial services with MetLife in Buffalo, NY, in 2008. Born and raised in Elmhurst, Queens, he considers himself a full-blooded New Yorker while now enjoying his Atlanta, GA, home. Specializing in family businesses and their owners, Anthony works to protect what is most important to them. From preserving to creating wealth, Anthony partners with CPAs and attorneys to help address all of the concerns and help clients achieve their goals. By using a combination of financial products ranging from life, disability, and long-term care insurance to many investment options through Royal Alliance, Anthony looks to be the eyes and ears for his client’s financial foundation. In his spare time, Anthony is an avid long-distance runner.

Follow this link to access the complete show archive of Family Business Radio.

Bill Ellis: Your Brand is The Value Clients Perceive in You

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Bill Ellis on Client-Perceived Value, Staying Teachable, and Why Questions Matter More Than Answers (The Price and Value Journey, Episode 156), with host John Ray
North Fulton Studio
Bill Ellis: Your Brand is The Value Clients Perceive in You
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Bill Ellis on Client-Perceived Value, Staying Teachable, and Why Questions Matter More Than Answers (The Price and Value Journey, Episode 156), with host John Ray

Bill Ellis on Client-Perceived Value, Staying Teachable, and Why Questions Matter More Than Answers (The Price and Value Journey, Episode 156)

Bill Ellis, brand strategist and host of the What’s the Point? podcast, joins host John Ray on The Price and Value Journey to discuss how professional service providers can build sustainable practices by understanding a fundamental truth: your brand is the value clients perceive in you, not what you think you offer.

With 24 years at Anheuser-Busch before launching his consulting practice in 2004, Bill shares challenging lessons about translating corporate expertise to small business clients. He explains why his corporate approach initially failed with solo practitioners and small firms and how learning to “remain teachable” transformed his practice. Bill discusses how client feedback led him to add “confidant” to his service offerings when clients kept seeking someone they could trust completely to discuss sensitive business and personal decisions they couldn’t share elsewhere.

Bill introduces his “ladder of success” framework, explaining how he realized his own ladder was leaning against the wrong building at Anheuser-Busch. He discusses the importance of asking the question “What’s the point?” to help clients move past assumptions and discover what they’re truly trying to accomplish, why better communication beats more communication, and his formula for culture: core values times behavior equals culture. Throughout the conversation, Bill emphasizes that questions are more valuable than answers and that staying flexible as your practice evolves is essential for long-term success.

The Price and Value Journey is presented by John Ray and produced by North Fulton Business Radio, LLC, an affiliate of the Business RadioX® podcast network.

Key Takeaways You Can Use from This Episode

  • Your brand is client-perceived value, not what you think you offer. Success comes from understanding where clients see value, not convincing them to see it where you think they should.
  • Remain teachable throughout your career. Bill’s mentor gave him this two-word advice 40 years ago, and it remains central to his practice—admitting you don’t have all the answers is essential for growth.
  • Corporate expertise doesn’t translate directly to small business clients. Bill learned he had to “soften his corporate approach” and translate what makes corporations successful into language that relates to solo practitioners and small firms.
  • Questions are more valuable than answers. Asking, “What’s the point?” helps clients examine whether they’re pursuing the right goals before building plans to achieve them.
  • Your ladder may be leaning against the wrong building. Recognizing fundamental misalignment in your career or practice—not just working harder—is essential for fulfillment and success.
  • Client feedback shapes your positioning. Bill became a “confidant” because clients kept seeking that more profound relationship, not because he decided to add it as a service line.
  • Better communication beats more communication. When people say, “We need more communication,” they actually need clearer, more effective communication tailored to how different people receive information.

Topics Discussed in this Episode

00:00 Introduction to Bill Ellis
01:52 Bill’s Transition from Corporate to Coaching
05:04 Evolving as a Coach and Consultant
07:49 The Importance of Branding and Value
14:01 Defining the Role of a Confidant
22:12 The Power of Asking the Right Questions
26:07 The Role of a Confidant
27:22 Empathy and Confidentiality
29:56 Communication and Culture
35:43 Core Values and Behavior
38:21 Finding Your Purpose
40:25 Bill’s Podcast Journey
45:11 Conclusion and Contact Information

Bill Ellis

Bill Ellis
Bill Ellis

Bill Ellis is a business confidant who works with senior leaders across the United States and the Middle East. His clients range from founders and corporate executives to lawyers, psychologists, and owners of fast-moving service businesses. He helps them think clearly, manage pressure, and reconnect to what truly matters in their work.

Bill’s career includes many years in branding and purpose advisory, which has shaped his belief that clarity is one of the greatest strengths a leader can develop. He brings this same curiosity to his podcast, What’s The Point?, where he explores how people find direction, meaning and resilience through their own stories.

He is also the author of Women Who Won, a collection of stories celebrating remarkable women and the achievements, large and small, that still motivate him. He wrote the book for men and women alike, including his grandchildren, as a reminder that courage often starts with a single step.

Alongside his advisory work, Bill speaks to audiences about leadership, purpose, and the power of clear thinking.

He divides his time between the US and Dubai, where his wife is based, and this cross-cultural perspective informs the way he understands leadership and purpose today.

Website | LinkedIn

John Ray, Host of The Price and Value Journey

John Ray, Author of The Generosity Mindset and Host of The Price and Value Journey
John Ray, Author of The Generosity Mindset and Host of The Price and Value Journey

John Ray is the host of The Price and Value Journey.

John owns Ray Business Advisors, a business advisory practice. John’s services include business coaching and advisory work, as well as advising solopreneurs and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their expertise, such as attorneys, CPAs, accountants and bookkeepers, consultants, coaches, marketing professionals, and other professional services practitioners.

John is a podcast show host and the owner of North Fulton Business Radio, LLC, an affiliate of Business RadioX®. John and his team work with B2B professionals to create and conduct their podcast using The Generosity Mindset® Method: building and deepening relationships in a non-salesy way that translates into revenue for their business.

John is also the host of North Fulton Business Radio. With over 900 shows and having featured over 1,300 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in its region like no one else.

John’s book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices

John Ray at Barnes & Noble with his book, The Generosity MindsetJohn Ray is the author of the five-star rated book The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices, praised by readers for its practical insights on raising confidence, value, and prices.

If you are a professional services provider, your goal is to do transformative work for clients you love working with and get paid commensurate with the value you deliver to them. While negative mindsets can inhibit your growth, adopting a different mindset, The Generosity Mindset®, can replace those self-limiting beliefs. The Generosity Mindset enables you to diagnose and communicate the value you deliver to clients and, in turn, more effectively price to receive a portion of that value.

Whether you’re a consultant, coach, marketing or branding professional, business advisor, attorney, CPA, or work in virtually any other professional services discipline, your content and technical expertise are not proprietary. What’s unique, though, is your experience and how you synthesize and deliver your knowledge. What’s special is your demeanor or the way you deal with your best-fit clients. What’s invaluable is how you deliver outstanding value by guiding people through massive changes in their personal lives and in their businesses that bring them to a place they never thought possible.

Your combination of these elements is unique in your industry. There lies your value, but it’s not the value you see. It’s the value your best-fit customers see in you.

If pricing your value feels uncomfortable or unfamiliar to you, this book will teach you why putting a price on the value your clients perceive and identify serves both them and you, and you’ll learn the factors involved in getting your price right.

The book is available at all major physical and online book retailers worldwide. Follow this link for further details.

Connect with John Ray:

Website | LinkedIn | Email

Business RadioX®:  LinkedIn | Twitter | Facebook | Instagram

Kevin Johnson on Building a Sustainable Oral Surgery Practice

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Kevin Johnson on Building an Oral Surgery Practice That Grows Without Burning You Out (Dental Business Radio, Episode 63), with host Patrick O'Rourke
Dental Business Radio
Kevin Johnson on Building a Sustainable Oral Surgery Practice
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Kevin Johnson on Building an Oral Surgery Practice That Grows Without Burning You Out (Dental Business Radio, Episode 63), with host Patrick O'Rourke

Kevin Johnson, Leverage Consulting, on Building an Oral Surgery Practice That Grows Without Burning You Out (Dental Business Radio, Episode 63)

Host Patrick O’Rourke welcomes Kevin Johnson, founder and CEO of Leverage Consulting, for a live, on-location conversation recorded in Orlando during the Florida Society of Oral and Maxillofacial Surgeons meeting. Kevin shares how he works with oral surgeons and high-performing dental specialists to move beyond surface-level practice management and build practices that support both profitability and quality of life.

The discussion explores why many practices stall despite strong clinical skills and how issues like inconsistent scheduling, weak new patient processes, overwhelmed practice managers, and lack of team accountability quietly limit growth. Kevin explains why real improvement starts with clarity of purpose, disciplined focus on a few priorities, and creating systems that allow the team, not just the doctor, to drive consistent results.

Kevin also addresses the personal side of practice ownership, including burnout, work-life imbalance, and the unique challenges faced by married entrepreneurs and partners working inside the same business. The conversation highlights why strategic planning, communication, and intentional leadership are essential to building a practice that works as an engine for both financial success and a sustainable life outside the office.

Dental Business Radio is underwritten and presented by Practice Quotient: PPO Negotiations & Analysis and produced by John Ray and the North Fulton affiliate of Business RadioX®.

Key Takeaways in This Episode

  • Practice growth requires more than clinical excellence. Strong production comes from systems, accountability, and team alignment, not just surgical skill.
  • The team, not the doctor alone, creates consistency. Scheduling, new patient processes, and role clarity allow practices to move beyond feast-or-famine production days.
  • Burnout is often a leadership and structure problem. Without clear priorities and boundaries, even high-performing practices can drain energy and purpose.
  • Focus beats overload. Progress accelerates when practices commit to a small number of high-impact priorities instead of chasing dozens of fixes at once.
  • A healthy practice supports a healthy life. Financial success, time away from the office, and personal fulfillment are connected, not competing goals.

Topics Discussed in this Episode

00:00 Welcome to Dental Business Radio
00:46 Introducing Our Sponsor: Practice Quotient
01:42 Meet Kevin Johnson: CEO of Leverage Consulting
03:26 Kevin’s Journey from Accounting to Consulting
05:50 The Importance of Work-Life Balance
08:20 Strategies for Practice Growth
12:22 The Role of a Good Practice Manager
15:23 Challenges in the Dental Industry
20:53 Interactive Q&A Session
23:27 Discussing the Audience Composition
24:25 The Challenge of Firing a Spouse
25:21 Balancing Family and Business
26:33 The Importance of Communication
31:31 Focusing on Common Goals
33:10 The Role of Practice Quotient
41:20 Concluding Remarks and Acknowledgements

Kevin Johnson, Founder and CEO, Leverage Consulting

Kevin Johnson, Founder and CEO, Leverage Consulting
Kevin Johnson, Founder and CEO, Leverage Consulting

Kevin Johnson is a recognized leader in the dental and medical communities, with a successful track record of helping practices transform into more profitable, more effective businesses. Over the past 17 years, Kevin has worked with hundreds of practices, ranging from startups to well-established multi-location and multi-doctor practices. Kevin has developed a series of innovative best practices tailored to each client to achieve optimal results.

Kevin provides insightful, experience-supported guidance on the clinical, administrative, marketing, and business issues affecting today’s medical and dental practices. He brings substantial experience working with various dental and medical office systems, which helps him improve operations from the inside out while using resources that are already in place. Kevin also brings a unique perspective to the office dynamics that affect staff performance and inter-office relations. He is able to provide instant feedback, based on real-world experience, so that clients can move forward quickly with new initiatives.

A professional speaker with experience in team building, tailored consulting solutions, and problem-solving, Kevin offers clients individualized training sessions, team-building seminars, and customized business consulting. He is results-driven and passionate about helping practices grow to their full potential and providing a better life at work for owners and staff along the way.

LinkedIn

Leverage Consulting

Leverage Consulting is a boutique advisory firm that helps dental and medical professionals turn clinically strong practices into high‑performing businesses. It focuses on bridging the gap between medical training and entrepreneurship by installing customized systems for leadership, growth and profitability, reduced stress, and a more empowered team culture. Using their vast experience with many practices, from new ones to larger groups with multiple locations and doctors, the company focuses on practical solutions that can be applied directly in the office instead of just theoretical ideas, helping to make.​

Founded and led by Kevin Johnson, a recognized leader in the dental and medical communities, Leverage Consulting combines strategic business coaching with hands‑on training for doctors, managers, and teams. The firm provides personalized consulting, workshops, and customized training that focus on improving clinical processes, office management, marketing, and teamwork, all aimed at achieving clear results like higher production, better collections, more new patients, and less daily stress for owners and staff.

Website | LinkedIn

Patrick O'Rourke
Patrick O’Rourke, Host of Dental Business Radio

Dental Business Radio covers the business side of dentistry. Host Patrick O’Rourke and his guests cover industry trends, insights, success stories, and more in this wide-ranging show. The show’s guests include successful doctors across the spectrum of dental practice providers, as well as trusted advisors and noted industry participants.

Dental Business Radio is underwritten and presented by Practice Quotient and produced by John Ray and North Fulton Business Radio, LLC, an affiliate of Business RadioX®. You can find the show on all major podcast apps and access the complete show archive here.

Practice Quotient

Practice QuotientPractice Quotient is the sponsor of Dental Business Radio. Practice Quotient, Inc. serves as a bridge between the payor and provider communities. Their clients include general dentists and dental specialty practices across the nation of all sizes, from completely fee-for-service-only to active network participation with every dental plan possible. They work with independent practices, emerging multi-practice entities, and various large ownership entities in the dental space. Their PPO negotiations and analysis projects evaluate the merits of the various in-network participation contract options specific to your practice’s patient acquisition strategy. There is no one-size-fits-all solution.

Connect with Practice Quotient

Website | LinkedIn | Facebook | X (Twitter)

Sue Yeh Johnson on Using AI for Team Trust and Alignment

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Sue Yeh Johnson, Yeh and Johnson Consulting, on Using AI to Decode Trust Breakdowns, Team Alignment, and Relational Intelligence (North Fulton Business Radio, Episode 923), with host John Ray
North Fulton Business Radio
Sue Yeh Johnson on Using AI for Team Trust and Alignment
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Sue Yeh Johnson, Yeh and Johnson Consulting, on Using AI to Decode Trust Breakdowns, Team Alignment, and Relational Intelligence (North Fulton Business Radio, Episode 923), with host John Ray

Sue Yeh Johnson, Yeh and Johnson Consulting, on Using AI to Decode Trust Breakdowns, Team Alignment, and Relational Intelligence (North Fulton Business Radio, Episode 923)

On this episode of North Fulton Business Radio, host John Ray welcomes Sue Yeh Johnson, Founder of Yeh and Johnson Consulting, to discuss Relational Intelligence (RI) and how leaders can decode the hidden dynamics that stall decisions and erode trust. Sue shares how her proprietary AI tool, built on 25 years of consulting experience with Fortune 500 companies, helps leadership teams spot early warning signs like silent resistance, power shifts, and trust breakdowns before they become costly problems. She explains the concept of the “shadowstack,” the unofficial power structures that run organizations but don’t appear on org charts, and how leaders can avoid “techno-feudalism” by keeping humans at the center of decision-making.

Sue discusses practical ways to surface friction inside teams, including one powerful question leaders can ask this week to expose hidden misalignment. She also shares her work as co-founder of Atlanta Women in AI, creating community and support for women navigating AI-driven workplace changes. Throughout the conversation, Sue emphasizes that performance breakdowns are rarely about technology—they’re about relationships and alignment.

John Ray is the host of North Fulton Business Radio. The show is produced by John Ray and North Fulton Business Radio, LLC, an affiliate of Business RadioX®, and is recorded inside Renasant Bank in Alpharetta.

Key Takeaways from This Episode

  • Relational Intelligence helps leaders decode trust signals, power shifts, and silent resistance before they escalate into costly decision delays and misalignment.
  • The “shadowstack” represents the unofficial power structures and influence networks that actually run organizations but aren’t visible on org charts.
  • Billions of dollars are wasted when teams nod in agreement during meetings but silently disagree and fail to execute decisions.
  • One simple question to surface hidden friction: “What’s something we keep revisiting that should already be resolved?”

Topics Discussed in this Episode

00:20 John Ray introduces the show and guest Sue Yeh Johnson
02:13 Sue Yeh Johnson introduces Yeh and Johnson Consulting
02:49 Sue’s career arc and passion for Relational Intelligence work
03:06 What is Relational Intelligence (RI) and how it works
03:56 Common relational issues inside companies
04:23 Defining misalignment with real-world examples
05:28 Volatility, velocity, and communication challenges in today’s business environment
06:35 Decoding power shifts, trust breakdowns, and silent resistance
09:04 How Sue’s proprietary AI tool decodes relational signals
11:14 What Relational Intelligence reveals that dashboards and reports miss
13:50 The “shadowstack” and techno-feudalism in leadership
16:44 How relational breakdowns actually show up inside teams
19:56 One relational move leaders can make this week
21:38 Sue’s background and 25-year career journey
25:39 Atlanta Women in AI and building community
27:21 Success stories in mentoring and developing leaders
28:20 How Sue’s platform works and future scaling plans
29:47 Contact information for Yeh and Johnson Consulting

Sue Yeh Johnson, Founder

Sue Yeh Johnson on North Fulton Business Radio
Sue Yeh Johnson, Yeh and Johnson Consulting

Sue Yeh Johnson is a strategist, advisor, and expert in reading the room—especially when the most important dynamics go unspoken.

As co-founder of Yeh & Johnson Consulting, she partners with leadership teams, boards, and founders to surface and resolve the relational friction that slows decisions, erodes trust, or quietly stalls momentum. Her specialty is Relational Intelligence—a strategic discipline that translates trust signals, power shifts, and unspoken dynamics into clear insight leaders can act on.

With 25 years in systems strategy and a decade in executive coaching, Sue brings both depth and precision to high-stakes moments. Whether supporting a founder transition, navigating board dynamics, or aligning a fast-scaling team, she helps ambitious organizations move faster—by naming what others avoid.

She is also a founding voice for Atlanta Women in AI, where she advocates for human-centered technology, inclusive leadership, and putting relational signals at the core of innovation.

Sue is known for making sense of complex rooms, surfacing what’s unsaid, and helping leaders move with clarity and integrity. Based in Atlanta, she’s an avid pattern-watcher and a firm believer that the most powerful insights show up between the bullet points—not in them.

LinkedIn

Yeh & Johnson Consulting

Yeh & Johnson helps leaders act on what others avoid. They specialize in Relational Intelligence (RI)—a strategic toolkit for uncovering the hidden dynamics that slow decisions, erode trust, and stall execution across teams and leadership groups.

In an era of volatility and constant change, traditional tools often miss the mark. The firm equips leaders to navigate uncertainty by decoding human signals—power shifts, trust breakdowns, and silent resistance—and translating them into clear, actionable strategy.

Their work is grounded in a core truth: today’s biggest performance losses aren’t operational—they’re relational. Research shows that poor communication can waste up to $75 million per $1 billion spent, and 75% of cross-functional teams underperform due to misalignment. Yeh & Johnson helps clients address these breakdowns before they cost time, talent, or traction.

They work with growth-stage tech firms, public sector innovators, and mission-driven CEOs navigating high-stakes decisions—where trust and alignment are critical.

Website | Company LinkedIn

Renasant Bank supports North Fulton Business Radio

Renasant BankRenasant Bank has humble roots, having started in 1904 as a $100,000 bank located in a Lee County, Mississippi, bakery. Since then, Renasant has grown into one of the Southeast’s strongest financial institutions, boasting over $26 billion in assets and more than 280 offices offering banking, lending, wealth management, and financial services throughout the region. All of Renasant’s success stems from the commitment of each banker to invest in the communities they serve, which in turn helps them better understand the people they serve. At Renasant Bank, their banking professionals understand you because they work and live alongside you every day.

Website | LinkedIn | Facebook | Instagram | X (Twitter) | YouTube

Beyond Computer Solutions supports North Fulton Business Radio

Whether you’re a law firm, medical practice, or manufacturer, there’s one headline you don’t want to make: “Local Business Pays Thousands in Ransom After Cyberattack.” That’s where Beyond Computer Solutions comes in. They help organizations like yours stay out of the news and in business with managed IT and cybersecurity services designed for industries where compliance and reputation matter most.

Whether they serve as your complete IT department or simply support your internal team, they are well-versed in HIPAA, secure document access, written security policies, and other essential aspects that ensure your safety and well-being. Best of all, it starts with a complimentary security assessment.

Website | LinkedIn | Facebook | YouTube

About North Fulton Business Radio and host John Ray

With over 900 episodes and having featured over 1,400 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in our community like no one else. We are the undisputed “Voice of Business” in North Fulton!

The show invites a diverse range of business, non-profit, and community leaders to share their significant contributions to their respective markets, communities, and professions. There is no discrimination based on company size, and there is never any “pay to play.” North Fulton Business Radio supports and celebrates businesses by sharing positive stories that traditional media ignore. Some media lean left. Some media lean right. We lean business.

John Ray, host of  North Fulton Business Radio, and Owner, Ray Business Advisors
John Ray, host of North Fulton Business Radio and Owner, Ray Business Advisors

John Ray is the host of North Fulton Business Radio. John and the team at North Fulton Business Radio, LLC, an affiliate of Business RadioX®, produce the show, which is recorded inside Renasant Bank in Alpharetta.

The studio is located at 275 South Main Street, Alpharetta, GA 30009.

You can find the entire archive of shows by following this link. The show is accessible on all major podcast apps, such as Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, and many others.

John Ray, The Generosity MindsetJohn Ray also operates his own business advisory practice. John’s services include advising solopreneurs and small professional services firms on their value, their positioning and business development, and their pricing. His clients are professionals who are selling their expertise, such as consultants, coaches, attorneys, CPAs, accountants, bookkeepers, marketing professionals, and other professional services practitioners.

John is the author of the five-star rated book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices, praised by readers for its practical insights on raising confidence, value, and prices.

John Hall on AI in Healthcare and Writing Legal Thrillers

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John E. Hall, Jr., Hall Booth Smith, on Healthcare Litigation, AI in Medicine, and Writing Legal Thrillers (North Fulton Business Radio, Episode 923), with host John Ray
North Fulton Business Radio
John Hall on AI in Healthcare and Writing Legal Thrillers
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John E. Hall, Jr., Hall Booth Smith, on Healthcare Litigation, AI in Medicine, and Writing Legal Thrillers (North Fulton Business Radio, Episode 923), with host John Ray

John E. Hall, Jr., Hall Booth Smith, on Healthcare Litigation, AI in Medicine, and Writing Legal Thrillers (North Fulton Business Radio, Episode 923)

On this episode of North Fulton Business Radio, host John Ray welcomes John E. Hall, Jr., Founding Partner at Hall Booth Smith, a full-service law firm with a national footprint and deep expertise in healthcare litigation. John shares insights from over 40 years representing hospitals and doctors across the country, including his perspective on how AI is revolutionizing healthcare by improving predictions, medication checking, and diagnostic alternatives while restoring the doctor-patient connection that electronic medical records disrupted.

The conversation explores John’s dual life as a trial attorney who spends 140 nights a year on the road trying cases nationwide and as a novelist writing under the pen name Everett Hall. His third murder mystery, AI, Lies and Murder, follows Georgia lawyer Jack Sutton into modern-day challenges involving artificial intelligence and healthcare. John discusses the inspiration behind his books, drawing from real stories of South Georgia legal life, and reveals he is simultaneously working on multiple novels, including one set in the country of Georgia involving a virus conspiracy and another exploring the ghost stories and history of Lake Lanier.

John Ray is the host of North Fulton Business Radio. The show is produced by John Ray and North Fulton Business Radio, LLC, an affiliate of Business RadioX®, and is recorded inside Renasant Bank in Alpharetta.

Key Takeaways from This Episode

  • John describes AI in healthcare as “an arrogant genius in the room that is sometimes wrong”: powerful for providing information and helping humans think better, but requiring careful human oversight
  • AI technology is revolutionizing healthcare by improving outcome predictions, medication verification, and diagnostic suggestions while helping restore doctor-patient connections that electronic medical records have disrupted.
  • John writes legal thrillers under the pen name Everett Hall during his extensive travel schedule, drawing from real stories about South Georgia legal practice and weaving in themes from his healthcare litigation experience.
  • John’s three currently published legal thrillers are Gnats, Murder and Humidity; Murder at the Yacht Club; and AI, Lies and Murder
  • His current work includes multiple novels in progress, including one exploring a virus conspiracy in the country of Georgia and another based on Lake Lanier’s ghost stories and flooded village history

Topics Discussed in this Episode

AI, Lies and Murder, by Everette Hall00:20 John Ray introduces the show and guest John E. Hall, Jr.
02:34 John introduces Hall Booth Smith and their healthcare litigation practice
03:13 How healthcare experience influenced AI, Lies and Murder
04:00 The impact of electronic medical records on doctor-patient relationships
04:15 AI as “an arrogant genius in the room that is sometimes wrong”
04:30 How AI is revolutionizing healthcare through predictions and diagnostics
05:12 Managing a 450-lawyer firm while trying cases 140 nights a year
05:39 Hall Booth Smith’s growth from 14 to 450 lawyers since 1998
06:35 Writing novels during hotel stays while on the road for trials
07:10 The inspiration from Atlanta lawyer Jack Slover’s South Georgia legal stories
08:13 Creating the character Jack Sutton and setting books in South Georgia
10:35 The authenticity and humor in Southern small-town legal practice
12:52 Why John writes under the pen name Everett Hall
14:46 The plot of AI, Lies and Murder involving healthcare technology
17:37 How John’s healthcare litigation experience shapes his fiction
19:29 Writing process and balancing trial practice with novel writing
21:30 The three published books: Gnats, Murder and Humidity; Murder at the Yacht Club; and AI, Lies and Murder
24:40 Reading the books in order versus standalone
28:10 Character development across the series
29:01 Future books in progress, including one set in the country of Georgia
30:25 A virus conspiracy novel inspired by Hong Kong protests and COVID-19
31:37 Ghost, Murder and Lanier exploring Lake Lanier’s history and ghost stories
32:06 How to find Hall Booth Smith and the Everett Hall novels

John E. Hall, Jr., Founding Partner

John E. Hall, Jr., Hall Booth Smith, as heard on North Fulton Business Radio
John E. Hall, Jr.

John E. Hall, Jr., is one of the founding partners of Hall Booth Smith, and he is dedicated to making it the finest litigation firm in the Southeast. John specializes in the defense of high-exposure cases, including medical malpractice, batch claims, construction, commercial litigation, mass torts, transportation, and products liability. During his legal career, he has tried more than 125 cases to resolution.

His expertise in high-exposure birth trauma and catastrophic cases resulted in his being named National Counsel for several major insurance carriers. This National Counsel program establishes a litigation approach, which enables a team of specialized attorneys to become involved and assist local counsel on high-exposure cases at all phases of the legal process. John also serves on the HBS National Trial Counsel team and provides his experience in security, transportation, products liability, and general liability.

John also maintains a robust corporate practice in international law, international trade and finance, arbitration/mediation, business structures, health care, and commercial litigation.

John is a former member of the Board of Directors of the USLAW Network, a premier organization of independent law firms with offices throughout the United States that provides high-quality legal services without unnecessary expense to clients. He is actively involved in a number of professional organizations and is often invited to speak at industry gatherings and continuing legal education programs. In addition, he is closely involved in developing and providing educational materials to clients.

John serves as an Honorary Consul to the Country of Georgia and is Chairman of the Atlanta-Tbilisi Sister City Committee, where he actively engages in developing international relationships between the state of Georgia and the country of Georgia.

LinkedIn

Hall Booth Smith, P.C.

Established in 1989, Hall Booth Smith, P.C. (HBS) is a full-service law firm headquartered in Atlanta, Georgia, with regional offices strategically located throughout Georgia and the United States. Experienced across a wide range of legal disciplines, HBS prides itself on providing knowledgeable, proactive, client-specific counsel to individuals, domestic and international corporations, state and federal agencies, and nonprofit organizations.

Hall Booth Smith possesses the legal knowledge, skill, and experience to meet clients’ needs wherever they do business. The firm maintains the highest commitment to ethically and professionally serving clients by providing the highest quality legal representation.

The firm delivers quality legal services in a variety of service areas. Experience across legal disciplines combined with a focus on the unique business or personal requirements of the client is the hallmark of the firm. Clients receive the attention, expertise, and cost-effectiveness of a smaller law firm with a full-service and strong regional presence typical of a larger one.

Website | LinkedIn

Renasant Bank supports North Fulton Business Radio

Renasant BankRenasant Bank has humble roots, having started in 1904 as a $100,000 bank located in a Lee County, Mississippi, bakery. Since then, Renasant has grown into one of the Southeast’s strongest financial institutions, boasting over $26 billion in assets and more than 280 offices offering banking, lending, wealth management, and financial services throughout the region. All of Renasant’s success stems from the commitment of each banker to invest in the communities they serve, which in turn helps them better understand the people they serve. At Renasant Bank, their banking professionals understand you because they work and live alongside you every day.

Website | LinkedIn | Facebook | Instagram | X (Twitter) | YouTube

Beyond Computer Solutions supports North Fulton Business Radio

Whether you’re a law firm, medical practice, or manufacturer, there’s one headline you don’t want to make: “Local Business Pays Thousands in Ransom After Cyberattack.” That’s where Beyond Computer Solutions comes in. They help organizations like yours stay out of the news and in business with managed IT and cybersecurity services designed for industries where compliance and reputation matter most.

Whether they serve as your complete IT department or simply support your internal team, they are well-versed in HIPAA, secure document access, written security policies, and other essential aspects that ensure your safety and well-being. Best of all, it starts with a complimentary security assessment.

Website | LinkedIn | Facebook | YouTube

About North Fulton Business Radio and host John Ray

With over 900 episodes and having featured over 1,400 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in our community like no one else. We are the undisputed “Voice of Business” in North Fulton!

The show invites a diverse range of business, non-profit, and community leaders to share their significant contributions to their respective markets, communities, and professions. There is no discrimination based on company size, and there is never any “pay to play.” North Fulton Business Radio supports and celebrates businesses by sharing positive stories that traditional media ignore. Some media lean left. Some media lean right. We lean business.

John Ray, host of  North Fulton Business Radio, and Owner, Ray Business Advisors
John Ray, host of North Fulton Business Radio and Owner, Ray Business Advisors

John Ray is the host of North Fulton Business Radio. John and the team at North Fulton Business Radio, LLC, an affiliate of Business RadioX®, produce the show, which is recorded inside Renasant Bank in Alpharetta.

The studio is located at 275 South Main Street, Alpharetta, GA 30009.

You can find the entire archive of shows by following this link. The show is accessible on all major podcast apps, such as Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, and many others.

John Ray, The Generosity MindsetJohn Ray also operates his own business advisory practice. John’s services include advising solopreneurs and small professional services firms on their value, their positioning and business development, and their pricing. His clients are professionals who are selling their expertise, such as consultants, coaches, attorneys, CPAs, accountants, bookkeepers, marketing professionals, and other professional services practitioners.

John is the author of the five-star rated book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices, praised by readers for its practical insights on raising confidence, value, and prices.

Keith Scott, KLSA, on Modernizing Government Operations

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Keith Scott, K.L. Scott & Associates (KLSA), on Modernizing Government Technology, Strategic Planning, and Citizen Experience (North Fulton Business Radio, Episode 922), with host John Ray
North Fulton Business Radio
Keith Scott, KLSA, on Modernizing Government Operations
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Keith Scott, K.L. Scott & Associates (KLSA), on Modernizing Government Technology, Strategic Planning, and Citizen Experience (North Fulton Business Radio, Episode 922), with host John Ray

Keith Scott, K.L. Scott & Associates (KLSA), on Modernizing Government Technology, Strategic Planning, and Citizen Experience (North Fulton Business Radio, Episode 922)

On this episode of North Fulton Business Radio, host John Ray welcomes Keith Scott, CEO of K.L. Scott & Associates (KLSA), a management and IT consulting firm based in Alpharetta. With over 32 years of experience, Scott helps federal, state, and local government agencies modernize their technology systems, break down operational silos, and deliver better outcomes for the communities they serve.

Scott discusses how government agencies face unique challenges, including aging technology infrastructure, workforce turnover with a third of government employees retiring in the next five years, and the need to compete with private sector organizations for top talent. He explains how KLSA helps agencies leverage data-driven decision-making, implement AI readiness assessments, and create strategic plans that survive beyond election cycles. Scott shares success stories, including helping a Maryland state agency redesign their customer call center operations and helping a Midwestern city retain talent by improving community engagement processes.

The conversation covers the importance of citizen feedback loops, how government agencies can attract mission-driven talent despite salary limitations, and the opportunities and challenges surrounding AI implementation in the public sector. Scott also discusses his Citizen Experience Podcast and the KLSA Academy, which provides training in AI skills, executive leadership, and workforce development for government employees.

John Ray is the host of North Fulton Business Radio. The show is produced by John Ray and North Fulton Business Radio, LLC, an affiliate of Business RadioX®, and is recorded inside Renasant Bank in Alpharetta.

Key Takeaways from This Episode

  • Government agencies must establish citizen feedback loops to understand how their services are being received and identify areas for improvement, rather than relying solely on outlier complaints or praise.
  • The government workforce faces a critical challenge with roughly a third of employees retiring within five years, creating a knowledge vacuum that requires succession planning and strategies to attract mission-driven talent.
  • AI presents opportunities for government agencies to accelerate outcomes and improve efficiency, but requires proper readiness assessments and business cases beyond basic chatbot implementations.
  • Cybersecurity and data vulnerability represent the biggest challenge facing government today, with increasing threats from automated attacks, account theft, and voice impersonation targeting vulnerable populations.

Topics Discussed in this Episode

00:20 John Ray introduces the show and guest Keith Scott
02:12 Keith Scott introduces KLSA and how the firm helps government agencies
03:07 Keith Scott’s career background from software developer to MBA to consulting
04:24 KLSA’s history serving 35-40 municipalities and federal agencies since 2013
05:12 The importance of citizen feedback loops in government service delivery
06:08 Challenges with continuity in government beyond election cycles
08:00 Why government agencies care about citizen experience and compete for taxpayer revenue
10:14 How community planning affects economic vitality, using Alpharetta’s North Point Mall area as an example
11:15 Data-driven decision-making and addressing legacy systems in government
12:35 Citizens compare government services to private sector experiences like Amazon
13:14 Breaking down silos between government departments like fire, education, and parks
15:13 Workforce challenges with government employees retiring and knowledge transfer
16:27 Attracting mission-driven talent versus competing on salary with private sector
17:17 How COVID affected younger workers’ need for mentorship and community
18:20 AI opportunities in government and building agentic AI tools
20:05 Big picture challenges facing government, including cybersecurity threats
21:20 The Citizen Experience Podcast and KLSA Academy
23:05 Symptoms that indicate a government agency needs strategic planning help
24:44 Success stories, including Maryland customer service redesign and Midwestern city talent retention
26:48 Contact information for KLSA

Keith L. Scott, Founder and Chief Executive Officer

Keith L. Scott
Keith L. Scott

Keith L. Scott is the Founder and Chief Executive Officer of K.L. Scott & Associates (KLSA), an Atlanta-based management and information technology consulting firm that helps government agencies modernize systems, strengthen operations, and deliver better outcomes for the communities they serve. With more than 32 years of experience at the intersection of technology, strategy, and public service, he is recognized as a trusted advisor to federal, state, and local government leaders navigating complex, high-stakes transformations.

Keith began his career in consulting with leading global firms, including Deloitte and Gartner, where he refined his analytical rigor, strategic insight, and commitment to excellence. In 2013, he co-founded KLSA to bring large-firm expertise with the speed, flexibility, and personal attention of a boutique consultancy. Under his leadership, the firm has grown into a national advisory partner with offices in Atlanta and Washington, D.C., supporting more than 30 public-sector organizations and earning distinctions such as SBA 8(a) certification, ISO 9001 quality certification, and a GSA Multiple Award Schedule contract.

His work centers on helping government agencies modernize technology, leverage data and AI for better decision-making, improve organizational performance, and enhance the citizen experience. Keith’s leadership philosophy reflects a balance of analytics and empathy, ensuring that every modernization effort stays rooted in people, impact, and community outcomes.

Keith also serves as the host of The Citizen Experience Podcast, where he interviews leaders, innovators, public officials, and industry experts about government transformation, technology, and the future of public service. His thought leadership has positioned him as a sought-after advisor on topics ranging from AI adoption to strategic planning to operational excellence in government.

He holds a B.S. in Computer Science, an MBA in Organizational Strategy, and certification in Business Analytics. When he is not advising clients, speaking, or recording new podcast episodes, he is committed to mentoring emerging professionals and supporting community-driven initiatives.

LinkedIn

K.L. Scott & Associates (KLSA)

K.L. Scott & Associates (KLSA) is a management and information technology consulting firm headquartered in Atlanta, Georgia, with an additional office in Washington, D.C. Founded in 2013, the firm helps government agencies and mission-driven organizations modernize their technology, improve operational performance, and deliver better outcomes for the communities they serve. Guided by the belief that effective government strengthens quality of life for all residents, KLSA blends data-driven insight with practical, people-centered solutions.

KLSA provides a full range of consulting services including IT modernization, artificial intelligence and advanced analytics, strategy and operational improvement, organizational design, change management, workforce development, and program implementation support. The firm’s approach combines rigorous analysis with empathetic leadership, ensuring that every recommendation can be successfully executed and sustained.

KLSA holds several key federal certifications and contracting vehicles, including SBA 8(a) status, ISO 9001 quality certification, and the GSA Multiple Award Schedule (MAS) contract. These designations reflect the firm’s disciplined management practices and make it easy for government customers to partner with them. KLSA also supports clients through its 8(a) joint venture, K2K Ohana, which expands delivery capacity across digital transformation, cybersecurity, AI enablement, and mission-critical federal programs.

The firm has delivered successful outcomes for more than 30 federal, state, and local agencies across the country. Their work spans sectors such as human services, public safety, transportation, education, and finance, helping government leaders respond to modernization pressures, rising citizen expectations, and evolving workforce needs.

Driven by a commitment to service, ethics, and measurable impact, KLSA continues to help public-sector organizations operate more efficiently, use data more intelligently, and deliver a better citizen experience.

Website | LinkedIn

Renasant Bank supports North Fulton Business Radio

Renasant BankRenasant Bank has humble roots, having started in 1904 as a $100,000 bank located in a Lee County, Mississippi, bakery. Since then, Renasant has grown into one of the Southeast’s strongest financial institutions, boasting over $26 billion in assets and more than 280 offices offering banking, lending, wealth management, and financial services throughout the region. All of Renasant’s success stems from the commitment of each banker to invest in the communities they serve, which in turn helps them better understand the people they serve. At Renasant Bank, their banking professionals understand you because they work and live alongside you every day.

Website | LinkedIn | Facebook | Instagram | X (Twitter) | YouTube

Beyond Computer Solutions supports North Fulton Business Radio

Whether you’re a law firm, medical practice, or manufacturer, there’s one headline you don’t want to make: “Local Business Pays Thousands in Ransom After Cyberattack.” That’s where Beyond Computer Solutions comes in. They help organizations like yours stay out of the news and in business with managed IT and cybersecurity services designed for industries where compliance and reputation matter most.

Whether they serve as your complete IT department or simply support your internal team, they are well-versed in HIPAA, secure document access, written security policies, and other essential aspects that ensure your safety and well-being. Best of all, it starts with a complimentary security assessment.

Website | LinkedIn | Facebook | YouTube

About North Fulton Business Radio and host John Ray

With over 900 episodes and having featured over 1,400 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in our community like no one else. We are the undisputed “Voice of Business” in North Fulton!

The show invites a diverse range of business, non-profit, and community leaders to share their significant contributions to their respective markets, communities, and professions. There is no discrimination based on company size, and there is never any “pay to play.” North Fulton Business Radio supports and celebrates businesses by sharing positive stories that traditional media ignore. Some media lean left. Some media lean right. We lean business.

John Ray, host of  North Fulton Business Radio, and Owner, Ray Business Advisors
John Ray, host of North Fulton Business Radio and Owner, Ray Business Advisors

John Ray is the host of North Fulton Business Radio. John and the team at North Fulton Business Radio, LLC, an affiliate of Business RadioX®, produce the show, which is recorded inside Renasant Bank in Alpharetta.

The studio is located at 275 South Main Street, Alpharetta, GA 30009.

You can find the entire archive of shows by following this link. The show is accessible on all major podcast apps, such as Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, and many others.

John Ray, The Generosity MindsetJohn Ray also operates his own business advisory practice. John’s services include advising solopreneurs and small professional services firms on their value, their positioning and business development, and their pricing. His clients are professionals who are selling their expertise, such as consultants, coaches, attorneys, CPAs, accountants, bookkeepers, marketing professionals, and other professional services practitioners.

John is the author of the five-star rated book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices, praised by readers for its practical insights on raising confidence, value, and prices.

Don Morron on AI Agents vs AI Assistants for Business

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Don Morron, HighlandTech, on AI Agents vs AI Assistants, Custom Business Automation, and When to Build vs Buy AI Solutions (North Fulton Business Radio, Episode 921), with host John Ray
North Fulton Business Radio
Don Morron on AI Agents vs AI Assistants for Business
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Don Morron, HighlandTech, on AI Agents vs AI Assistants, Custom Business Automation, and When to Build vs Buy AI Solutions (North Fulton Business Radio, Episode 921), with host John Ray

Don Morron, HighlandTech, on AI Agents vs AI Assistants, Custom Business Automation, and When to Build vs Buy AI Solutions (North Fulton Business Radio, Episode 921)

On this episode of North Fulton Business Radio, host John Ray welcomes Don Morron, Founder and CEO of HighlandTech. HighlandTech’s AI automation agency builds custom AI agents that help businesses eliminate repetitive work and unlock new levels of productivity. In barely a year of business, Don has earned recognition as the Greater North Fulton Chamber of Commerce’s 2025 Solopreneur of the Year, which demonstrates the rapid impact his work is having in the business community.

Don explains the distinction between AI assistants and AI agents, highlighting their role as digital workers capable of automating business processes from beginning to end. He shares his journey from enterprise sales at Fortune 100 companies to founding HighlandTech and how his commitment to education has made him a leading voice in the physical security industry through his podcast, AI PHYSEC TODAY. Don emphasizes that successful AI adoption requires leadership conviction, starting with identifying the right use cases and understanding when to buy versus build AI solutions.

John Ray is the host of North Fulton Business Radio. The show is produced by John Ray and North Fulton Business Radio, LLC, an affiliate of Business RadioX®, and is recorded inside Renasant Bank in Alpharetta.

Key Takeaways from This Episode

  • While AI assistants merely provide information or suggestions without taking action, AI agents are digital workers that can automate entire business processes.
  • Businesses should begin their AI journey by identifying repetitive, manual tasks that consume significant time and resources and then evaluate whether existing products can address these issues before investing in custom solutions.
  • Successful AI implementation requires leaders to have conviction and a willingness to make calculated bets, taking the initiative themselves rather than expecting employees to drive adoption.
  • HighlandTech built an AI agent for a firm that manages security risks in 2,000 schools, which increased productivity by 400%, enabling consultants to complete more safety assessments and better protect students.

Topics Discussed in this Episode

00:20 Host John Ray introduces Don Morron and HighlandTech
02:16 Don Morron explains what HighlandTech does with AI automation
03:13 Don’s career journey from telecom sales to enterprise sales and entrepreneurship
05:13 How Don got into AI three years ago and started his podcast
07:07 How companies should approach AI and avoid common pitfalls
09:15 The difference between AI assistants and AI agents
11:47 Understanding when AI agents are the right solution for a business
14:20 The importance of focusing on business problems rather than chasing AI trends
17:16 How to identify the right AI use cases in your business
19:42 Questions businesses should ask before investing in AI solutions
22:33 When to buy an existing AI solution versus building a custom agent
25:54 The importance of leadership conviction in AI adoption
29:38 Don’s success story helping a security risk management firm quadruple productivity
31:42 How to connect with Don Morron and HighlandTech

Don Morron, Founder and CEO

Don Morron is the Founder and CEO of HighlandTech, an AI automation agency that builds custom AI agents to help businesses eliminate repetitive work and unlock new levels of productivity. Don has become one of the leading voices in the physical security industry about the future of AI agents, hosting the industry’s top podcast, AI PHYSEC TODAY, where he interviews CEOs, innovators, and thought leaders shaping the next generation of security technology.

Don brings more than a decade of leadership experience across cloud sales, enterprise solutions, and AI-driven automation. He previously held senior roles at Fortune 100 and high-growth technology companies, earning multiple industry awards and consistently leading record-breaking sales teams. He holds an MBA from Florida Atlantic University and a certification in Artificial Intelligence from MIT Professional Education.

HighlandTech has gained national recognition for its innovations in AI agents, including the company’s flagship product Electra, and was honored by the Greater North Fulton Chamber of Commerce as the 2025 Solopreneur of the Year. Don is also known for his commitment to community, education, and upskilling. He leads AI training workshops for SMBs, advisors, chambers, and security professionals, helping organizations build the foundation for their new digital workforce.

When he is not advising companies on AI strategy or building next-generation agent systems, Don continues to study AI daily, create thought leadership content, and help leaders understand how to adopt AI responsibly and effectively.

LinkedIn

HighlandTech

HighlandTech is an AI automation agency that builds custom AI agents to replace repetitive work and streamline business operations. Most companies lose time and money to manual processes, scattered data, and workflows that depend on constant human follow up. These bottlenecks slow growth and create errors.

HighlandTech solves this by designing AI agents that take full ownership of tasks from start to finish. Their agents read, write, decide, integrate with tools, and handle real operational work with speed and accuracy. The result is a reliable digital workforce that reduces manual effort, cuts costs, and frees teams to focus on higher-value work.

At HighlandTech, they build practical automation that helps businesses work smarter and grow faster.

Website | Company LinkedIn

Renasant Bank supports North Fulton Business Radio

Renasant BankRenasant Bank has humble roots, having started in 1904 as a $100,000 bank located in a Lee County, Mississippi, bakery. Since then, Renasant has grown into one of the Southeast’s strongest financial institutions, boasting over $26 billion in assets and more than 280 offices offering banking, lending, wealth management, and financial services throughout the region. All of Renasant’s success stems from the commitment of each banker to invest in the communities they serve, which in turn helps them better understand the people they serve. At Renasant Bank, their banking professionals understand you because they work and live alongside you every day.

Website | LinkedIn | Facebook | Instagram | X (Twitter) | YouTube

Beyond Computer Solutions supports North Fulton Business Radio

Whether you’re a law firm, medical practice, or manufacturer, there’s one headline you don’t want to make: “Local Business Pays Thousands in Ransom After Cyberattack.” That’s where Beyond Computer Solutions comes in. They help organizations like yours stay out of the news and in business with managed IT and cybersecurity services designed for industries where compliance and reputation matter most.

Whether they serve as your complete IT department or simply support your internal team, they are well-versed in HIPAA, secure document access, written security policies, and other essential aspects that ensure your safety and well-being. Best of all, it starts with a complimentary security assessment.

Website | LinkedIn | Facebook | YouTube

About North Fulton Business Radio and host John Ray

With over 900 episodes and having featured over 1,400 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in our community like no one else. We are the undisputed “Voice of Business” in North Fulton!

The show invites a diverse range of business, non-profit, and community leaders to share their significant contributions to their respective markets, communities, and professions. There is no discrimination based on company size, and there is never any “pay to play.” North Fulton Business Radio supports and celebrates businesses by sharing positive stories that traditional media ignore. Some media lean left. Some media lean right. We lean business.

John Ray, host of  North Fulton Business Radio, and Owner, Ray Business Advisors
John Ray, host of North Fulton Business Radio and Owner, Ray Business Advisors

John Ray is the host of North Fulton Business Radio. John and the team at North Fulton Business Radio, LLC, an affiliate of Business RadioX®, produce the show, which is recorded inside Renasant Bank in Alpharetta.

The studio is located at 275 South Main Street, Alpharetta, GA 30009.

You can find the entire archive of shows by following this link. The show is accessible on all major podcast apps, such as Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, and many others.

John Ray, The Generosity MindsetJohn Ray also operates his own business advisory practice. John’s services include advising solopreneurs and small professional services firms on their value, their positioning and business development, and their pricing. His clients are professionals who are selling their expertise, such as consultants, coaches, attorneys, CPAs, accountants, bookkeepers, marketing professionals, and other professional services practitioners.

John is the author of the five-star rated book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices, praised by readers for its practical insights on raising confidence, value, and prices.

Avi Pinsky on Tracking Value Creation in Your Financials

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Avi Pinsky on Making Your Financials Track Client Value Creation, Five Key Business Drivers That Never Appear on Statements, and Why Smart Service Providers Still Struggle With Business Finances, on The Price and Value Journey podcast with host John Ray
North Fulton Studio
Avi Pinsky on Tracking Value Creation in Your Financials
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Avi Pinsky on Making Your Financials Track Client Value Creation, Five Key Business Drivers That Never Appear on Statements, and Why Smart Service Providers Still Struggle With Business Finances, on The Price and Value Journey podcast with host John Ray

Avi Pinsky on Making Your Financials Track Client Value Creation, Five Key Business Drivers That Never Appear on Statements, and Why Smart Service Providers Still Struggle With Business Finances (The Price and Value Journey, Episode 155)

Smart service providers often run profitable businesses, even very profitable ones, but often do not understand the dynamics and drivers of their income statement. Avi Pinsky, the Business Finance Doctor, joins host John Ray on The Price and Value Journey to walk through the disconnect between accounting statements and business reality for solo and small firm practitioners who could benefit from answers their CPA doesn’t provide.

Avi explains five revenue levers that never appear on financial statements but determine whether your practice thrives or barely survives: leads, conversion rate, retention, billing frequency, and average sale value. For consultants, coaches, and professional service providers who’ve mastered their craft but struggle with the business side, he reveals why accounts receivable functions as an interest-free loan you’re giving clients while your bills come due, how to classify team member salaries so you actually know if you’re pricing high enough, and why paying vendors the day invoices arrive is overly generous because it’s also strangling your cash flow.

You’ll learn to shift from “I need more sales” to “I need to create more value” and understand why your financial statements should track value creation for clients, not just satisfy reporting requirements for accountants who bill you and then disappear until next tax season.

The Price and Value Journey is presented by John Ray and produced by North Fulton Business Radio, LLC, an affiliate of the Business RadioX® podcast network.

Key Takeaways You Can Use from This Episode

  • Track five revenue levers your accountant never measures: leads, conversion rate, retention rate, billing frequency, and average sale value. These numbers drive your business but don’t appear on financial statements, so you have to track them yourself.
  • Profit on paper doesn’t equal cash in the bank. Your P&L might show a million-dollar profit while your bank account is overdrawn because accounting statements are theoretical, not actual cash flow.
  • Classify employee salaries by value creation. Put client-facing team members (associates, therapists, consultants) in cost of goods sold, separate from overhead staff, so you can see if you’re pricing services high enough to cover what you’re actually selling.
  • Accounts receivable is an interest-free loan you’re giving customers. Every invoice you let sit unpaid ties up cash you need to pay vendors who won’t give you the same courtesy.
  • Stop paying vendors faster than your terms require. If your payment terms are 30 days, paying on day one might be generous, but it’s also draining cash your business needs to operate.
  • Build a value scoreboard, not just financial statements. Track the health metrics that tell you which part of your business needs attention in the next 30, 60, or 90 days rather than just looking backward at what already happened.

Topics Discussed in this Episode

00:00 Introduction and Welcome to The Price and Value Journey
00:15 Avi Pinsky’s Background and Business Philosophy
01:57 Challenges Faced by CPAs and Business Owners
04:35 The Transition from Operator to Owner
07:03 Understanding Business Development and Financial Dynamics
09:17 The Five Revenue Levers
12:18 Value Creation and Price Justification
13:55 Building a Value Scoreboard
18:13 Mindset Shift: From Sales to Value Creation
25:57 Understanding Revenue and Profit
26:33 The Importance of Cash Flow
27:15 The Disconnect Between Profit and Bank Balance
28:21 The Role of Accountants and Bookkeepers
30:14 Key Revenue Levers for Business Owners
30:47 Setting Realistic Business Goals
33:27 Common Cash Flow Killers
36:50 Classifying Costs Correctly
41:23 Cash Flow Forecasting for Non-Numbers People
44:30 Practical Cash Preservation Strategies
46:19 Conclusion and Final Thoughts

Avi Pinsky, Pinsky Consulting

Avi Pinsky
Avi Pinsky

Avi Pinsky is the founder of Pinsky Consulting and is known as the “Business Finance Doctor.” After more than a decade as a public accountant, Avi realized that small business owners don’t just need someone to crunch numbers; they need a financial partner who can diagnose hidden issues and prescribe practical solutions that actually grow the business.

He helps entrepreneurs get clear on what’s really driving (or draining) their revenue, profit, and cash flow. Through his signature “Business Wellness Checks,” he pinpoints operational blind spots and delivers simple, results-focused “treatment plans” that business owners can act on immediately.

His specialty is helping service-based small businesses stop guessing, start tracking, and scale with confidence. Avi offers a fresh, down-to-earth approach to financial clarity and sustainable growth.

Website | LinkedIn

John Ray, Host of The Price and Value Journey

John Ray, Author of The Generosity Mindset and Host of The Price and Value Journey
John Ray, Author of The Generosity Mindset and Host of The Price and Value Journey

John Ray is the host of The Price and Value Journey.

John owns Ray Business Advisors, a business advisory practice. John’s services include business coaching and advisory work, as well as advising solopreneurs and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their expertise, such as attorneys, CPAs, accountants and bookkeepers, consultants, coaches, marketing professionals, and other professional services practitioners.

John is a podcast show host and the owner of North Fulton Business Radio, LLC, an affiliate of Business RadioX®. John and his team work with B2B professionals to create and conduct their podcast using The Generosity Mindset® Method: building and deepening relationships in a non-salesy way that translates into revenue for their business.

John is also the host of North Fulton Business Radio. With over 900 shows and having featured over 1,300 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in its region like no one else.

John’s book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices

John Ray at Barnes & Noble with his book, The Generosity MindsetJohn Ray is the author of the five-star rated book The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices, praised by readers for its practical insights on raising confidence, value, and prices.

If you are a professional services provider, your goal is to do transformative work for clients you love working with and get paid commensurate with the value you deliver to them. While negative mindsets can inhibit your growth, adopting a different mindset, The Generosity Mindset®, can replace those self-limiting beliefs. The Generosity Mindset enables you to diagnose and communicate the value you deliver to clients and, in turn, more effectively price to receive a portion of that value.

Whether you’re a consultant, coach, marketing or branding professional, business advisor, attorney, CPA, or work in virtually any other professional services discipline, your content and technical expertise are not proprietary. What’s unique, though, is your experience and how you synthesize and deliver your knowledge. What’s special is your demeanor or the way you deal with your best-fit clients. What’s invaluable is how you deliver outstanding value by guiding people through massive changes in their personal lives and in their businesses that bring them to a place they never thought possible.

Your combination of these elements is unique in your industry. There lies your value, but it’s not the value you see. It’s the value your best-fit customers see in you.

If pricing your value feels uncomfortable or unfamiliar to you, this book will teach you why putting a price on the value your clients perceive and identify serves both them and you, and you’ll learn the factors involved in getting your price right.

The book is available at all major physical and online book retailers worldwide. Follow this link for further details.

Connect with John Ray:

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Stephanie Richards on PR, AIO, and B2B Visibility Strategy

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Stephanie Richards, SowGrow Public Relations, on Building B2B Visibility Through PR and AIO (Artificial Intelligence Optimization)
North Fulton Business Radio
Stephanie Richards on PR, AIO, and B2B Visibility Strategy
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Stephanie Richards, SowGrow Public Relations, on Building B2B Visibility Through PR and AIO (Artificial Intelligence Optimization)

Stephanie Richards, SowGrow Public Relations, on Building B2B Visibility Through PR and AIO (Artificial Intelligence Optimization) (North Fulton Business Radio, Episode 920)

Stephanie Richards, founder of SowGrow Public Relations, joins North Fulton Business Radio host John Ray to discuss how B2B companies can break through growth plateaus and adapt to the rapidly changing search landscape. SowGrow Public Relations is a Metro Atlanta-based agency that helps mid-market companies increase visibility and credibility through strategic PR combined with Artificial Intelligence Optimization (AIO).

Stephanie discusses how B2B companies often hit a wall after exhausting their referral networks, watching competitors appear everywhere in media, at conferences, and in searches while they remain invisible. She introduces the concept of Artificial Intelligence Optimization, the practice of ensuring companies show up in AI-powered search results as decision-makers increasingly turn to platforms like ChatGPT, Claude, and Gemini instead of traditional Google searches.

The solution combines old-school PR fundamentals with modern content strategy, building credibility through third-party media placements, thought leadership articles, and podcast interviews that AI engines recognize as verified and trustworthy. Stephanie shares a compelling case study of a food packaging company that transformed a mundane plant opening into industry leadership by challenging their entire sector on pharmaceutical-grade standards.

John Ray is the host of North Fulton Business Radio. The show is produced by John Ray and North Fulton Business Radio, LLC, an affiliate of Business RadioX®, and is recorded inside Renasant Bank in Alpharetta.

Key Takeaways from This Episode

  • B2B companies often hit a growth plateau when they rely solely on referrals and personal networks, missing opportunities to reach new audiences through strategic visibility efforts
  • Artificial Intelligence Optimization (AIO) is becoming essential as decision-makers increasingly use AI search engines like ChatGPT, Claude, and Gemini instead of traditional Google searches
  • Companies need to create high-quality content that establishes expertise while ensuring it appears across multiple third-party sources like trade publications and podcasts, since AI engines prioritize verified, credible information over self-published website content
  • Finding what makes a B2B company newsworthy often requires outside perspective to uncover innovative angles that the company itself overlooks in day-to-day operations

Topics Discussed in this Episode

00:21 John Ray introduces the show and guest Stephanie Richards
02:12 Stephanie Richards introduces SowGrow Public Relations
02:37 Stephanie’s career arc and why PR work is gratifying
03:21 Why B2B companies can stumble along without visibility
04:09 The importance of third-party validation and education
05:09 Problems created when B2B companies lack visibility
05:59 Common misconceptions about PR and media
06:07 Public relations as reputation management and visibility
07:24 How B2B companies know they’re in pain from lack of visibility
08:38 Conducting a brand audit to find what’s newsworthy
10:19 Why PR needs an executive seat at the table
11:12 Introduction to Artificial Intelligence Optimization (AIO)
12:36 What B2B companies need to do about AI search
14:09 How AI platforms score credibility and expertise
15:48 Why AIO strategy brings back old-school PR fundamentals
16:31 Practical steps for adapting to the AI search environment
18:12 Defining content production beyond social media
19:54 Finding what’s newsworthy in a prosaic B2B business
20:11 Case study of food packaging plant and pharmaceutical standards
22:08 How initial conversations with SowGrow unfold
23:22 What to do if you don’t think you have anything newsworthy
24:09 Symptoms indicating you need PR help
25:15 Success story with packaging company and brand managers
26:36 Balancing CEO visibility with broader organizational PR
28:00 Contact information for Stephanie Richards

Stephanie Richards, Founder & Director

Stephanie Richards, M.A.P.W., is a business-to-business (B2B) public relations expert. She is the founder of SowGrow Public Relations, which specializes in increasing the visibility of B2B companies with complex or high-investment products or services through strategic PR and Artificial Intelligence Optimization (AIO) / Generative Engine Optimization (GEO).

Clients have been featured by prestigious media outlets including Harvard Business Review, Forbes, CNN, Fox Business News, Entrepreneur, Newsweek, U.S. News & World Report, Atlanta Business Chronicle, Inc.com, Wall Street Journal, and a myriad of trade publications.

Stephanie earned a bachelor’s degree in public relations with a minor in marketing. She also earned a master’s degree in professional writing with a concentration in applied writing and support areas in composition and rhetoric, as well as creative writing. Stephanie is also the director of the SowGrow Marketing Council, a membership organization for executive-level marketers who want to stay ahead of developments in multiple areas of marketing.

LinkedIn

SowGrow Public Relations

SowGrow Public Relations is a B2B PR agency based in Metro Atlanta that specializes in elevating visibility, credibility, and market influence for high-investment and complex business-to-business mid-market companies.

Founded in 2006, the firm blends strategic PR and Artificial Intelligence Optimization (AIO) / Generative Engine Optimization (GEO) for a full visibility strategy that grows your “Experience, Expertise, Authoritativeness, and Trustworthiness” (EEAT) factor. With the rapid rise of AI-powered search, including platforms like ChatGPT, Gemini, Claude, and Bing Copilot, SowGrow has developed a proprietary B2B Visibility Strategy that integrates media relations with AIO. This approach ensures that clients not only earn coverage in traditional media but also appear in artificial intelligence search results where decision-makers increasingly seek information.

SowGrow PR has secured placements for clients in leading outlets such as CNN, Fox Business News, Entrepreneur, Forbes, Harvard Business Review, Newsweek, U.S. News & World Report, The Wall Street Journal and a myriad of trade publications, strengthening brand authority and supporting long-term business growth. Guided by the belief that marketing requires intention and consistency, a company that does not invest in marketing is like a farmer that expects a crop without planting a seed, SowGrow helps organizations proactively cultivate the visibility needed to stand out in competitive markets.

Website | Facebook | LinkedIn

Renasant Bank supports North Fulton Business Radio

Renasant BankRenasant Bank has humble roots, having started in 1904 as a $100,000 bank located in a Lee County, Mississippi, bakery. Since then, Renasant has grown into one of the Southeast’s strongest financial institutions, boasting over $26 billion in assets and more than 280 offices offering banking, lending, wealth management, and financial services throughout the region. All of Renasant’s success stems from the commitment of each banker to invest in the communities they serve, which in turn helps them better understand the people they serve. At Renasant Bank, their banking professionals understand you because they work and live alongside you every day.

Website | LinkedIn | Facebook | Instagram | X (Twitter) | YouTube

Beyond Computer Solutions supports North Fulton Business Radio

Whether you’re a law firm, medical practice, or manufacturer, there’s one headline you don’t want to make: “Local Business Pays Thousands in Ransom After Cyberattack.” That’s where Beyond Computer Solutions comes in. They help organizations like yours stay out of the news and in business with managed IT and cybersecurity services designed for industries where compliance and reputation matter most.

Whether they serve as your complete IT department or simply support your internal team, they are well-versed in HIPAA, secure document access, written security policies, and other essential aspects that ensure your safety and well-being. Best of all, it starts with a complimentary security assessment.

Website | LinkedIn | Facebook | YouTube

About North Fulton Business Radio and host John Ray

With over 900 episodes and having featured over 1,400 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in our community like no one else. We are the undisputed “Voice of Business” in North Fulton!

The show invites a diverse range of business, non-profit, and community leaders to share their significant contributions to their respective markets, communities, and professions. There is no discrimination based on company size, and there is never any “pay to play.” North Fulton Business Radio supports and celebrates businesses by sharing positive stories that traditional media ignore. Some media lean left. Some media lean right. We lean business.

John Ray, host of  North Fulton Business Radio, and Owner, Ray Business Advisors
John Ray, host of North Fulton Business Radio and Owner, Ray Business Advisors

John Ray is the host of North Fulton Business Radio. John and the team at North Fulton Business Radio, LLC, an affiliate of Business RadioX®, produce the show, which is recorded inside Renasant Bank in Alpharetta.

The studio is located at 275 South Main Street, Alpharetta, GA 30009.

You can find the entire archive of shows by following this link. The show is accessible on all major podcast apps, such as Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, and many others.

John Ray, The Generosity MindsetJohn Ray also operates his own business advisory practice. John’s services include advising solopreneurs and small professional services firms on their value, their positioning and business development, and their pricing. His clients are professionals who are selling their expertise, such as consultants, coaches, attorneys, CPAs, accountants, bookkeepers, marketing professionals, and other professional services practitioners.

John is the author of the five-star rated book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices, praised by readers for its practical insights on raising confidence, value, and prices.

Our Mission

We help local business leaders get the word out about the important work they’re doing to serve their market, their community, and their profession.

We support and celebrate business by sharing positive business stories that traditional media ignores. Some media leans left. Some media leans right. We lean business.

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