The Hidden System That Scales Sales Teams to 8 Figures | Josh Troy

In this episode, I sat down with Josh Troy to break down what actually scales a business beyond just “getting better at sales.” We dive into why most entrepreneurs stay stuck in founder-led sales, how systems and operations are the real drivers of growth, and the exact metrics and frameworks you need to build a scalable sales team. Josh also shares how AI is changing the game in sales operations and how to think about hiring, efficiency, and profitability at a much higher level. If you want to move from hustling for deals to building a true revenue machine, this episode will shift how you think about scaling. About Josh Troy: Josh Troy is the Founder and CEO of WFS Group (Wires From Strangers), an outsourced sales and revenue operations firm that helps businesses scale high-ticket offers through systems, processes, and high-performance sales teams. With over 20 years of experience in high-ticket direct sales, Josh has built and scaled multiple companies across industries including B2B services, real estate, and alternative education. He began his entrepreneurial journey at 21, building a video marketing agency through outbound sales, and later expanded his expertise into full-funnel customer acquisition, combining sales, marketing, and operations. Josh has recruited, trained, and managed hundreds of sales reps, helping clients generate hundreds of millions in revenue while specializing in building scalable, efficient sales systems and RevOps frameworks. Today, he is known for his focus on sales operations over just sales training, helping companies move from founder-led selling to fully systemized, scalable revenue machines. Instagram:https://www.instagram.com/troy.joshua YouTube:https://www.youtube.com/@joshuatroy Website (WFS Group):https://thewfsgroup.com/ About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

If you’re a small to mid-sized business and you’re serious about growing, go check out https://www.sparomarketing.com and connect with Molly directly. n this episode of Entrepreneur DNA, I sit down with Molly Lopez, founder of Sparrow Marketing, to break down what actually works in advertising today and what most business owners are getting completely wrong. Molly shares her journey from working with massive brands like Royal Caribbean and Lennar to building an agency that helps small and mid-sized businesses access big-budget marketing strategies without the massive spend. We dive deep into how even a $1,000/month budget can generate real results if used correctly, and why most businesses fail before they even get started. She explains why marketing is not a fix for a broken business model and why proving your offer first is critical before scaling with ads. We also unpack what makes a “good” vs “bad” client, realistic timelines for results (3–6 months minimum), and how trust in the process is essential for success. Molly reveals where she would invest $50K today (hint: YouTube Shorts, Reddit, and X) and what’s becoming less effective, including the evolution of influencer marketing and why traditional approaches no longer convert like they used to. We also get into one of the biggest conversations in business right now—AI. Molly shares how agencies are leveraging AI today, why they’re still necessary, and how businesses can stay competitive in a rapidly changing landscape. Finally, we talk about the importance of personal branding, especially for service-based businesses, and why putting yourself out there is no longer optional if you want to win. This episode is a must-listen for any entrepreneur looking to grow smarter, spend better, and understand where marketing is actually heading About Molly: Molly Lopez is the Founder and CEO of Sparo Marketing, a Miami-based digital marketing agency focused on helping small to mid-sized businesses achieve big-budget results without the big-budget spend. She is a nationally recognized, technology-forward marketing expert with 10–15+ years of experience across paid media, social media, content marketing, and SEO. Throughout her career, Molly has worked with major global brands including Royal Caribbean, Lennar Homes, Sandals Resorts, Del Monte Fresh, and Aventura Mall, developing omnichannel growth strategies that drive measurable results. She founded Sparo in 2019 with the mission of making high-level marketing accessible and scalable for businesses of all sizes, helping startups, growing companies, and enterprise brands expand into new markets and accelerate revenue. Website:https://www.sparomarketing.com Instagram (Company):https://www.instagram.com/sparomarketing LinkedIn (Molly Lopez):https://www.linkedin.com/in/mollykatherinelopez LinkedIn (Company):https://www.linkedin.com/company/sparomarketing About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Get Glenn’s book Now What?, follow the Now What? Podcast on Apple, Spotify, and YouTube, and learn more through Sharp Leadership Development. https://a.co/d/0cZgPkLx In this episode, I sit down with Glenn Sharp, founder of Sharp Leadership Development, to discuss how entrepreneurs can achieve greater business success. We explore essential leadership skills and strategies for improving efficiency within organizations. Glenn shares insights from his work with over 20,000 managers, providing valuable professional development advice for anyone looking to refine their management skills and leadership training. About Glenn Sharp: Glenn has nearly 23 years experience managing in the retail, food service, and convenient store industries. As a training and development professional, Glenn has taught more than 15,000 management professionals and provided individual leadership coaching to countless managers as well.  Glenn has a unique style of connecting with participants as he guides them through experiences designed to help them in topics such as culture shaping, emotional intelligence, time management, change management, and more. Glenn is a Certified Master Trainer, Performance Consultant, and Change Management Professional. Website:https://www.sharpleadershipdevelopment.com/ Book (Now What?):https://readnowwhat.com/ Podcast (Now What?):Apple: https://podcasts.apple.com/us/podcast/now-what-podcast/id1873596120Spotify: https://open.spotify.com/show/2SqblZOmnJqXfPuM9OXZ9X YouTube:https://www.youtube.com/results?search_query=now+what+podcast+glenn+sharp About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode, I sit down with CPA CJ Tarantino to break down how entrepreneurs and high-income earners can use real estate and smart tax strategies to legally reduce what they owe. We get into depreciation, cost segregation, and how bonus depreciation can create massive write-offs in year one. We also talk about the difference between passive and active income, how short-term rentals can unlock tax advantages, and why most people are overpaying simply because they aren’t planning ahead. If you’re serious about keeping more of what you make, this is a conversation you need to hear. About CJ: Charles “CJ” Tarantino is the founder of Tarantino CPA and a seasoned Certified Public Accountant with over a decade of experience working with high-income earners, entrepreneurs, and real estate investors. He specializes in advanced tax strategy, helping clients legally minimize taxes through tools like cost segregation, bonus depreciation, and strategic entity structuring. Before launching his firm, CJ worked with top national accounting firms and high-net-worth families, managing complex investment portfolios, multi-entity structures, and multi-state tax planning. Today, he combines big-firm expertise with a boutique, relationship-driven approach—guiding clients to build wealth, protect assets, and optimize their tax strategy with proactive planning year-round. Instagram:https://www.instagram.com/cjthecpa Website:https://tarantino-cpa.com About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

The real estate market has changed and the easy money era is over. In this episode of Entrepreneur DNA, I sit down with investor Arthur Hood, an entrepreneur with investments across real estate, manufacturing, mining, energy, and operating businesses. Arthur shares why investors today must be far more disciplined with their numbers and why appreciation can no longer cover bad deals. We also break down why he’s betting heavily on self storage, with over $100 million in development currently under construction and plans to grow the portfolio into the billions. If you want to understand where the real estate market is heading and how smart investors are positioning themselves for the next cycle, you don’t want to miss this In This Episode We Cover: Why the real estate market has changed Why appreciation can’t fix bad deals anymore The economics of self storage investing Why investors are diversifying beyond real estate The future of interest rates and housing Why younger investors need income outside real estate How to build a billion-dollar portfolio The mindset of true long-term investors Connect with Arthur Hood Website https://arthurhood.com Self Storage Projects https://yourspaceamerica.com Email: [email protected] Storage investment inquiries [email protected] About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof  LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Want to learn how to use LinkedIn the right way to build real relationships and generate business? Free LinkedIn Resources: Get Bill’s free LinkedIn training videos, profile checklist, and additional resources here: https://bit.ly/allsellingissocialfree In this episode, I sat down with Bill McCormick to talk about why all selling is social and how entrepreneurs can use LinkedIn the right way to build real relationships, start better conversations, and create more business without coming across as spammy. Bill broke down why LinkedIn is such a powerful platform for B2B sales, how most people are using it completely wrong, and what best practices actually work when it comes to your profile, your network, your content, and your follow-up. This was a big one for me personally because I know I have not been using LinkedIn to its full potential, and Bill gave a clear roadmap for how to do it in a way that feels human, intentional, and effective. Complimentary 30-Minute Insights Call: https://calendly.com/bill-mccormick/30-minute-conversation The Social Selling Compass Video Course Special Offer: Use the coupon code 250off to purchase the course for $249 (Regularly $479) More info here: https://allsellingissocial.learnworlds.com/courses ---- About Bill: Bill McCormick is the Founder of Digi-Sales, a Digital Selling & Social Selling training company and Digi-Sales Academy an online video training platform where he shares his passion for helping professionals leverage the power of LinkedIn. Bill first started using digital sales techniques after he and his wife, Sue, started their own promotional product business. By using social platforms, especially LinkedIn, they were able to build a very successful business. Bill then began to help other business owners, entrepreneurs and sales professionals learn how to use LinkedIn to increase sales. Bill has conducted training for companies worldwide and specializes in helping to ‘make Linkedin Human’ - explaining the platform in easy to understand ways and this year launched the All Selling Is Social Podcast! Bill resides in Esperance NY with his wife Sue and their pets where they enjoy golfing, kayaking, snowshoeing and spending time with their kids and grandkids! Connect with Bill: LinkedIn: https://www.linkedin.com/in/billmccormick/ Website: https://allsellingissocial.com/ Podcast: https://www.youtube.com/@Digi-Sales Free Resources: https://bit.ly/allsellingissocialfree About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Get the ‘Signature Talk Coach’ here: tina-brigley.kit.com/signature-talk-coach-justin-podcast  Learn How to Tell YOUR story with Tina’s FREE StoryGPT: tina-brigley.kit.com/storytelling-framework-gift-jc In this episode, I sat down with Tina Brigley to talk about why entrepreneurs need to build a personal brand, not just a company brand. We broke down how storytelling, authenticity, and vulnerability are what really create trust, and why the messy parts of your journey are often the most powerful parts of your message. Tina shared her incredible story of losing the business she helped build, rebuilding from the ground up, and discovering that people were buying into her, not just the company. We also talked about my own shift toward more transparent content and why people connect more when you stop performing and start telling the truth. About Tina Brigley Tina Brigley is a TEDx speaker, storytelling brand strategist, and personal development coach who helps entrepreneurs turn their life experiences into powerful personal brands. She teaches business owners how to connect with their audience through authentic storytelling that builds trust, loyalty, and messaging that converts. After starting her career in education, Tina transitioned into coaching and personal development where she discovered that the stories people tell themselves often hold them back from showing up fully in business and life. Today, she helps entrepreneurs transform their lived experiences into magnetic messaging that attracts the right audience. Tina has coached thousands of entrepreneurs and coaches around the world and has been featured in Forbes, USA Today, Thrive Global, and Global Woman for her work in leadership, branding, and storytelling. Connect with Tina Brigley Website: https://tinabrigley.comLinkedIn: https://www.linkedin.com/in/tinabrigleyInstagram: https://www.instagram.com/tinabrigleycoaching Facebook: https://www.facebook.com/tbrigley About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode, I sit down with Mark Vincent Fansler, who went from carpenter to senior corporate executive, walked away from burnout, and built a vertically integrated commercial real estate empire operating across multiple states. We talk about the power of elite rooms, the vision he had at 17 that shaped his future, how one intentional conversation turned into a $120M opportunity, and why thinking bigger is the only way to win in business. This is a masterclass in community, commercial scale, and betting on yourself when no one else believes you deserve it. About Mark: Mark Vincent Fansler is a commercial mixed-use real estate developer and founder of the M Vincent Family of Companies, a vertically integrated real estate platform operating across multiple states. With over 40 years of experience, he specializes in large-scale mixed-use developments, creative capital structuring, and building real estate ecosystems that generate long-term wealth. Starting as a carpenter and rising to senior corporate leadership, Mark now leads multi-million-dollar commercial projects nationwide. Connect with Mark Vincent Fansler Website: https://mvincentassets.com LinkedIn: https://www.linkedin.com/in/markvincentfansler/ Facebook: https://www.facebook.com/mark.fansler.1/ About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Check out Jeff’s company Promescent and the products we talked about in this episode - You can get 15% off using our exclusive link: https://www.promescent.com/DNA15 In this episode of Entrepreneur DNA, I sit down with Jeff Abraham, an entrepreneur who went from being a 2.5 GPA student to building and exiting a $30M company and now scaling another business toward a similar outcome. Jeff shares how delayed gratification, curiosity, and understanding human behavior helped him build real wealth. We talk about why most entrepreneurs chase status instead of assets, how Jeff turned $36,000 into $20 million through smart investing, and the mindset shift that took him from employee to founder. If you want to build a business that creates true freedom and long-term wealth, this conversation is packed with practical lessons you can apply immediately. About Jeff: Jeff Abraham leads Promescent with a mission to make sexual wellness more accessible, effective, and inclusive. After a successful career in tech, he was introduced to a groundbreaking treatment for premature ejaculation by urologist Dr. Ronald Gilbert and became the cofounder of what would become Promescent’s flagship Delay Spray. After the unfortunate passing of Dr. Gilbert in 2013, Jeff relocated the company to Las Vegas and assumed the role of CEO. Under his leadership, Promescent has grown into a full-spectrum sexual wellness brand serving both men and women. With more than 5 million bottles sold and over 4,000 healthcare professionals recommending the brand, Jeff continues to guide Promescent’s growth through a direct, mission-driven approach focused on improving intimate health and connection. Socials: Instagram https://www.instagram.com/promescent/ Facebook https://www.facebook.com/Promescent/ TikTok https://www.tiktok.com/@promescentofficial Twitter (X) https://x.com/promescent Reddit https://www.reddit.com/user/Promescent_Team/ Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode, I sit down with Mark Vincent Fansler, who went from carpenter to senior corporate executive, walked away from burnout, and built a vertically integrated commercial real estate empire operating across multiple states. We talk about the power of elite rooms, the vision he had at 17 that shaped his future, how one intentional conversation turned into a $120M opportunity, and why thinking bigger is the only way to win in business. This is a masterclass in community, commercial scale, and betting on yourself when no one else believes you deserve it. About Mark: Mark Vincent Fansler is a commercial mixed-use real estate developer and founder of the M Vincent Family of Companies, a vertically integrated real estate platform operating across multiple states. With over 40 years of experience, he specializes in large-scale mixed-use developments, creative capital structuring, and building real estate ecosystems that generate long-term wealth. Starting as a carpenter and rising to senior corporate leadership, Mark now leads multi-million-dollar commercial projects nationwide. Connect with Mark Vincent Fansler Website: https://mvincentassets.com LinkedIn: https://www.linkedin.com/in/markvincentfansler/ Facebook: https://www.facebook.com/mark.fansler.1/ About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.