June 18, 2025 • 47 mins
In this episode, Stu shares his journey of building a business during the COVID-19 pandemic by focusing on the everyday needs of communities, particularly in nursing homes. He discusses the hard work and hustle required, and how he fell in love with his work at a nursing home. Stu emphasizes the importance of building relationships, which has been key to expanding his business even in challenging times. 💼❤️
Connect with Stu here: https://myseniorcarepartners.com/
Email: s.solomon@myseniorcarepartners.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Vicki (00:56):
Welcome back to the Vicki Cora podcast, where we talk to
creatives, service-basedfounders and entrepreneurs who
broke the corporate mold andbuilt something bold.
Today's guest is Stu Solomon, alongtime friend from our Ohio
University Days, whose journeyis the perfect mix of hustle,
heart, and one well-timed email.
(01:17):
After starting out in thehospital systems and long-term
care, Stu saw a need and turnedit into an opportunity.
And in 2020, he launched seniorcare partners from his basement,
and today it is one ofCincinnati's leading senior
placement services, connectingfamilies to the best assisted
living and memory care optionsavailable at no cost to the
client.
(01:37):
We talk about what it reallytakes to grow a business from
scratch, the emotional side ofthe senior care industry, and
how trusting your gut can leadto something so much bigger than
you imagined.
So let's dive in.
Hey, Stu, happy to have you.
Stuart (01:50):
Thank you, appreciate.
Vicki (01:53):
Absolutely.
So you said it or you said itbefore, I said it in my intro.
How one email changed at all foryou and kind of built this whole
trajectory of your life.
So tell me about it.
What was it that changedEverything.
Stuart (02:08):
So, uh, back in our OU days, um, I was an undecided,
uh, freshman Jeff Dorm.
For those who know.
Um, but um, I got an email fromthe Health and Human Services
Department, uh, looking forhealth and human services, um, a
bachelor's in the Health andHuman Services.
(02:29):
And a little research.
I realized that there's gonna bea lot of people who are in need
thought it would be a greatopportunity.
Um, and that kind of launched meon the trajectory to where I.
Vicki (02:44):
Wow.
And so how did it start for you?
I mean, were, did you start thetraditional, like internship
route, move it into a corporatekind of job?
What did that look like?
Stuart (02:54):
well I always thought I'd wanna work in hospitals
'cause that's like the, that'sthe big thing.
Vicki (02:58):
Yeah.
Stuart (02:59):
um, when I was looking for an internship, I did, uh, an
internship in, um, Cincinnati ata hospital.
It was great.
It was that first introductionto the corporate life than a
corporate healthcare feel.
And I was like, okay, that,that's great.
You know, I could certainly seemyself doing that.
Um, then I did a, anotherinternship at a traditional
(03:22):
nursing home and it was awesome.
It was amazing.
It was like that perfect blendof relationship building with
that business side where, wherehospitals are very transient.
You know, someone's in there forthree, four days and they're
gone.
Well, in these traditionalnursing homes, long-term care.
are there for years, you reallyare able to build those
(03:45):
relationships with theresidents, the families, the
staff.
I thought it was awesome.
It was just like, oh my gosh,this is what I have to do.
Vicki (03:54):
Wow.
Stuart (03:54):
so I started, I started, uh, doing that.
I got my, uh, administratorlicense, here in Cincinnati and
through the state of Ohio.
And then, uh, actually moved toBaltimore, uh, where I actually
lived in an assisted living forfour months.
Vicki (04:11):
Stop how.
Stuart (04:12):
in one, living in one and working at another.
My neighbor was Gert.
She was a lovely, absolutelylovely woman.
Um, but yeah, I lived next toGert and just was, you know,
doing my thing.
I was probably 24 at the time.
Vicki (04:29):
Okay.
Stuart (04:32):
The company I was working with had expanded we
were able to, um, I was able tofill a role as, as an executive
director of an assisted livingin Cincinnati.
So I did that.
Uh, I then opened a brand newfacility here in town as well.
Then was recruited away, um, to,uh, another community in the
(04:54):
northern Kentucky area, andthat's when Covid hit.
Um.
January 1st, 2020 or January 2ndis when I started in Northern
Kentucky.
And then, um, I started seniorcare partners in September and I
think
Vicki (05:10):
Wow.
Stuart (05:11):
mix of the unknown.
Uh, my wife and I had had oursecond child, so fear of
Vicki (05:19):
Yeah.
Stuart (05:20):
to a place that was so publicized as being a hotbed.
And then coming back to anewborn baby, it, it just was a,
an opportunity.
I just, I, I felt like this wasthe right time and, um, we were
able to it happen.
Uh, like you said, started in mybasement.
Vicki (05:39):
Yeah.
Stuart (05:40):
if my wife and I took turns, I would work for four
hours.
She would work for four hoursand we just did our
Vicki (05:46):
Wow that.
Well, I have so many questionsfrom everything you described.
Number one, I have to know howyou ended up being roommates
with Gert.
Was it a program that theyoffered that you, it's like a
work and stay.
Stuart (05:59):
they were just like, listen, you just, you, we have
no position for you here inCincinnati.
The only thing we have is we areselling a building in Baltimore,
and we happen to have anothercommunity there.
And I was like, listen, oh, thiswill be great.
I'll like get, you know, one ofthese like corporate apartments
downtown.
It'll be awesome.
Vicki (06:20):
Yeah.
Stuart (06:21):
I was in Owings Mills, uh, Maryland, Bal, you know,
suburb of Bal and I was in, Iwas like on the 10th floor next
to Gert.
Um,
Vicki (06:30):
my gosh.
Stuart (06:31):
yeah, it was just like a, basically they gave me a, um,
a furnished apartment and thatwas kind of it.
I had
Vicki (06:39):
Wow.
Stuart (06:39):
dresser.
And then I was rarely there.
Um, you know, just like sleptthere.
Fun, fun.
Little story is they actuallymoved my room while I wasn't
there.
They had, they had sold theapartment that I was staying in
and moved my stuff without,without me knowing.
And I
Vicki (06:58):
Oh my gosh,
Stuart (06:59):
like nine o'clock.
I'm like, where's my stuff?
Uh.
Vicki (07:03):
have I been fired?
Stuart (07:05):
I was like, oh my God.
Like, what happened?
Uh, luckily I was able to callsomebody and like, oh, yeah, we
moved your stuff.
I, and I was like, listen, I,I'm, it's too late to even yell
at you right now.
I just need to go to sleep.
Vicki (07:17):
Mm-hmm.
Stuart (07:17):
yeah, I was like, three doors down.
I, I moved away from Gert,unfortunately.
Vicki (07:22):
Sad.
Stuart (07:23):
I know very, but, uh, yeah, so, and it was like
basically like this is where youhave to stay if you want to
continue to have a job.
And I was young and I knowbetter, so,
Vicki (07:34):
Yeah,
Stuart (07:35):
Here
Vicki (07:35):
great opportunity.
Great opportunity.
And you know what I love when Iwas asking earlier, kind of like
what just got you excited about?
Like senior living or working inhealthcare is that, I think if
you were to ask a typicalcollege freshman what they wanna
do, there's all of these likesexy lines of work that you
think, you're like, I'm gonna gointo sports management and I'm
(07:57):
gonna manage a major leaguebaseball team.
Or I'm gonna go into journalismand I'll be a, a lead reporter
for, you know, NBC.
What really comes of that islike when you realize there's a
lot of work, there's a lot ofhustle that goes into those
things and there's only one ofthem, you know, and that's
really challenging.
'cause that's a, that's a realreality I think, that I was
(08:19):
faced with that kids today arefaced with and um, but realizing
that there's so much opportunityin just the everyday needs of.
Communities, and that's what youfound in nursing homes.
So I'm curious, like what was,when you said you just kind of
fell in love with it, when youstarted working at a nursing
home, what was that feeling orwhat was that connection?
Stuart (08:42):
Yeah.
It's the, it's, it's thebuilding relationships and I
think that kind of goes into thebusiness now is building
relationships is what is key.
Vicki (08:52):
Mm-hmm.
Stuart (08:53):
about the Association Building those relationships
have, has allowed you to meetother people and expand your
business.
Vicki (09:01):
Yeah.
Stuart (09:01):
it's building relationships with those staff
with.
With the, the families, with theresidents, you know, it's fun to
walk around and say, Hey, Gert,give them a, a few finger guns
and keep walking.
You know, it's,
Vicki (09:13):
Yeah.
Stuart (09:14):
things to do and it's, it, it's so, it's so tough to
just sit in an office all day.
Like my dad is an accountant.
I used to work in his officeduring the tax season.
Maybe the most boring job of alltime.
I'm sorry, accountants outthere.
Vicki (09:33):
Mm-hmm.
Stuart (09:34):
was not my thing.
I, I am an, I'm an extrovert tothe nth degree and I needed that
ability to build thoserelationships to kind of get me
through the day.
Vicki (09:46):
Yeah,
Stuart (09:47):
was so I guess that aha moment of this is what I love to
do.
Um, and, and even now.
I don't get those relationshipsas much, so I've joined a few
Vicki (10:00):
yeah,
Stuart (10:01):
groups just to like be able to talk to people.
Um, it's just, it's innate inmy, the way I live my life, but
I think it just like fit mypersonality so well.
Vicki (10:13):
Totally.
And it's like magic when youfind stuff like that that just
kind of fits what you love.
Um, and so you were saying thatyou started senior care partners
in 2020.
You are, you have just had yoursecond kid, which I, I would say
is probably one of the hardesttimes to then decide to start
your own thing because you arejust running on fumes
(10:36):
constantly.
You know, I, I so to, to, Ialways say this to my husband
too.
I think if this were.
If we were starting a newbusiness today, having an almost
2-year-old, uh, we're about tohave our second in July, I don't
think I would've have done it.
I almost feel like I would'vestayed in a safe place.
So like, how the hell do youtalk yourself into it to say,
(10:59):
now's the time.
Stuart (11:01):
you know, it was one of those things where I'd always
wanna do something for myself,and the joke I always tell
people is, listen, I didn't have$50 million to build my own
place.
Vicki (11:10):
Yeah.
Stuart (11:10):
is the best.
This was the best use of myknowledge and the best use of
our resources.
Um.
I have to say my wife has beenawesome.
Um, kudos to her.
Um, she has a amazing job andweren't spending, honestly, we
weren't spending any money.
We weren't
Vicki (11:29):
Yeah.
Yeah.
Stuart (11:32):
we were able to say like, listen, if we're gonna do
it, we're gonna do it now.
And if anything, it gives me theflexibility.
To manage our children, if, ifand
Vicki (11:43):
Yeah.
Stuart (11:44):
going back to work, I guess.
'cause at that time we justdidn't know.
Vicki (11:48):
Yeah.
Stuart (11:49):
and, and Kate, my wife, was probably one of the first
people to have to go back to theoffice.
So it actually worked out well.
Like even if we didn't makethousands and thousands, you
know, even if it was a mediocresuccess,
Vicki (12:03):
Yeah.
Stuart (12:03):
still gave us this ability to be flexible.
Vicki (12:08):
Mm-hmm.
Stuart (12:09):
To make our work life balance work.
Vicki (12:13):
Yeah.
Stuart (12:14):
and so it was just, it, it just, if it was not now, then
it would be never, um, I just, Idon't know.
I kind of woke up one day,honestly and just said, do it.
And I, I, my job in Jo in theend of July, and then September
1st I launched, if you will.
Vicki (12:36):
What did launch look like?
Was it just having conversationswith people in, in Cincinnati
who you knew, or was it a super,did you go super aggressive when
you started?
Stuart (12:46):
Um, no, actually at that point it was a, uh, LinkedIn
post that said, Hey, I'mstarting this business.
I'd love to talk to everybody.
Vicki (12:54):
Cool.
Stuart (12:54):
Um, and, and as I tell my, you know, when I bring on
team members is it takes threeor four months just to get
rolling.
I mean, that's just the, theprocess of our business.
You have
Vicki (13:06):
Mm-hmm.
Stuart (13:07):
go see people.
Well, in 2000, in September of2020, you couldn't see anybody.
Vicki (13:14):
Totally.
Stuart (13:16):
uh, I would just, there were these Zoom networking calls
I got on them, and then I justcalled every single person that
was on that list and just set uptimes to meet, literally in
parking lots.
And we would just meet outsideand just kind of see what I
could do, you know, to helpthem.
Um, you know, had some greatfriends in the industry that
(13:37):
were able to kind of throw some,uh, basically throw me some
bones, if you will.
Vicki (13:42):
Yeah.
Stuart (13:44):
and, and honestly, even though we were in Covid, people
still were going to thehospital.
People were still unable to livein their homes.
And so, yes, it certainlyslowed, but.
Getting old doesn't change.
Vicki (13:59):
Yeah.
Stuart (14:00):
and so, yeah, we were just, I just kinda hit the
ground running and I di I, I, Ialways tell people, I'm like, I
don't know if I was really smartor really stupid during that
time.
I,
Vicki (14:12):
Yeah.
Stuart (14:12):
know, I think I might be too stupid to understand how
stupid I actually was andignorance is bliss.
So I just,
Vicki (14:18):
Yeah.
Stuart (14:19):
you.
But that was it, you know, the,hit pavement.
Reach out to the people that Iknew.
Yeah.
After the announcement kind ofmade
Vicki (14:30):
Yeah.
Stuart (14:31):
the few phone calls and, um, were able to start up and,
you know, be in the, thebasement, the basement
Vicki (14:40):
Yeah.
Stuart (14:41):
folding chair and table.
Vicki (14:44):
Truly where the magic happens, where the And and you
saying too, you don't know.
And I, I think this too, to thisday, I don't know if I am a
creative genius or incrediblystupid because I always have new
ideas.
I always wanna try new things.
And I don't know another way, Idon't know if that makes me dumb
(15:04):
to just like throw mud against awall, but I know that it's fun
and I know that leaning into thethings that feel.
Fun or like provide energy.
We'll always have a really greatoutcome, so.
I love that you were saying thatyou were just meeting people in
parking lots too, because that'sa big it.
Uh, COVID was rocked.
I mean, it rocked all of ourworlds, obviously, but it was
(15:27):
such a change for the business Iwas running at the time'cause we
were, so, we relied on eventsthat were over 5,000 people.
It's like you couldn't meet in aroom over 50 people.
So having, creating your ownopportunities is so.
Underrated.
I think a lot of people justexpect that the flow will
naturally happen, but sometimesyou have to get really
(15:49):
comfortable with just trying newthings and being creative.
So I'm curious in that instancewhere you said you were, it was
a LinkedIn post, you're reachingout to your network, like what
was, what do you think that kindof secret sauce was at the time
that converted it From justgeneral conversations to then
people saying, yes, do I wannawork with you?
Like, this is new for you, butI'm, I'm here.
(16:10):
I will.
I, you know, I'll partner withyou.
Stuart (16:13):
I
Vicki (16:13):
I mean,
Stuart (16:14):
I
Vicki (16:14):
I think,
Stuart (16:15):
um, shout out, uh, to another, uh, Bobcat alumni who,
she was in a, she was inadmissions and she, um, calls
all the time.
And, um, we had worked togetherfor years.
Vicki (16:31):
okay.
Stuart (16:32):
getting calls that were not nursing home related, were
actually assisted livingrelated.
um, she'd just be like, listen,that's not what we do call
Stewart.
Honestly, those were probably myfirst, you know, 10, 12 move-ins
just like that.
Vicki (16:50):
Wow.
Stuart (16:51):
and then it just happenstance is you just kind
of.
Talk to the right people.
You make that connection.
You know, you, you have thesame, I've been doing a lot of
work on, you know, differentpersonalities and how to sell to
different personalities, andsometimes you just click, you
Vicki (17:08):
Yeah.
Stuart (17:09):
it's just easy.
Um, we were saying before, like,we haven't, we haven't seen each
other in 15 years, but boom, itjust kind of clicked.
You know?
We're, we're
Vicki (17:16):
Yeah.
Stuart (17:17):
that way.
And you know, when you'remeeting people and I felt like
you don't get.
If you don't get that connectionas much in this medium of, you
know, zoom, the zoom age, if youwill.
Vicki (17:29):
Yeah.
Stuart (17:29):
had to be out there.
'cause that was where Iexcelled, is that relationship
building.
And I was able just to connectand, and people were willing to
give me a chance.
I mean, our, our big salesmantra, if you will, and how we
get our referrals is reallylike,
Vicki (17:45):
Yeah.
Stuart (17:46):
gonna save mess around talking to.
The, the daughter who wants totalk to you for two hours, I'm
happy to talk to that daughterfor two hours.
And they were like, oh, Soundsgood.
I mean, everyone was so scaredand so overwhelmed with Covid,
but they're like, please likegive to do what you can help me.
(18:10):
and a lot of times I was gettingcalls from hospitals like, Hey,
we don't know where to sendpeople.
help us?
Because there are only so manyplaces.
Vicki (18:19):
I would imagine.
Stuart (18:20):
people with Covid.
And so just, you know, I, it wasjust the right time and I was
able to just make those quickconnections calling around, you
know, Hey, are you able toaccept, you know, someone with
Covid, you know, I'm gettingthis from the hospital, they
don't know.
And just kind of morphed intobeing able to, you know, talk to
(18:41):
so many people so quickly.
it, we morphed into, uh, one ofthe, like you said, one of the
leading, uh, placement agenciesin the city.
It just,
Vicki (18:53):
That's awesome.
Stuart (18:54):
for lack of a better word, it was crazy craziness.
I don't know.
I like, I look back, I'm like,oh my gosh, I can't believe
that's how it all started andthat's how we did it.
But we
Vicki (19:04):
Yeah.
And five years later there'ssome kind of weird statistic
that says like.
95% of businesses or somethinglike that don't make it past
five years.
And here you are talking aboutlike plans to grow and and
evolve.
So that says something rightthere too.
Stuart (19:23):
Yeah.
It was one of those things whereI was like, well, if I fail, I
can always be a nursingadministrator again.
And I think that
Vicki (19:30):
Yeah.
Stuart (19:30):
pocket of took the worry out of branching outta my own,
doing my own
Vicki (19:37):
Yeah.
Stuart (19:37):
Yeah.
Vicki (19:38):
Yeah, absolutely.
And you know what, it might helptoo, because I get listeners
from all over to just insertelevator pitch here of what
Senior Care Partners actuallydoes,
Stuart (19:48):
Sure,
Vicki (19:49):
and kind of fill in that gap.
And then I wanna move into Stewas the entrepreneur.
I.
Stuart (19:54):
yes.
So senior care partners, we doplacements for seniors into, uh,
assisted livings, memory cares,independent living, uh, where a
free service to people.
We get paid a referral fee fromthe communities.
but actually we're just aresource.
At the end of the day, we are afree resource to help people
navigate senior housing and uh,there are a lot of times where
(20:19):
talking to people who have nomoney.
They're on Medicaid, but part ofour brand and part of what we
wanna do to be that resource isto help whomever, and I'm happy
to help whomever.
Because it's really hard, reallychallenging.
I always kind of say to peoplethat we are agents of chaos.
You know, no one wakes up andsays, you know what?
Today I'm gonna go to anassisted living.
(20:39):
That sounds great.
Um, no, you have to have amoment.
You have to have, for lack of abetter word, kind of an oh shit
moment.
Mrs.
Smith fell down the
Vicki (20:49):
Yeah.
Stuart (20:50):
You know, you have to have that, um, moment.
Say, okay, I'm giving up myindependence, or I'm.
I'm giving up my home to moveinto somewhere that's more safe.
And so we're just here tonavigate, um, that process with
people.
Take it, do as much of thelegwork, take as much off the
plate.
It's a really emotional time forboth the seniors and the
(21:13):
families.
There's a lot of loss in termsof losing your independence,
losing your, the home you'vebeen in for.
Um.
For 60 years, you know, we're,we really try to help navigate
that process and, you know, wewanna make sure that you're
getting the right care, you'regetting, you know, the community
has the, is the right from thefinancial perspective, um, and
(21:37):
that it's in the location thatyou want.
'cause we want long-termsuccess.
We don't wanna move aroundpeople a bunch of times.
We want
Vicki (21:44):
Multiple times.
Yeah.
Stuart (21:46):
and that's just kind of where we are.
We're here to help.
We're here be a resource forpeople.
Vicki (21:53):
That's amazing.
And I'm just curious, I have toask this question because what
you do and the people that youwork with, it is such an
emotional thing.
Like, we are all gonna get oldsomehow.
Our, our brain blocks thatreality from actually thinking
about it, but it does, itchanges.
And our, our bodies change.
And like, how, how do you dealwith that?
(22:13):
Is it different than when youwere an administrator?
Because you're kind of
Stuart (22:17):
Yeah,
Vicki (22:18):
on the, you're more on the ground.
Stuart (22:21):
this is, I, I always tell people this is a much more
positive kind of way of workingwith seniors, um, because you're
truly providing a helpfulservice to people.
Um, when I was runningbuildings, you know, we would
move people in.
I would just say hi to thesales, to the people coming in
for chores and be, Hey, I'm
Vicki (22:42):
Yeah.
Stuart (22:42):
administrator.
You know, nice to meet you.
I my day was truly spentcomplaints, staffing, making
sure the financials werecorrect, you know, so it really
was, there was, you know, that,that managing by walking around
piece, Hey, how are you?
Good to see you.
Vicki (22:59):
Yeah.
Stuart (23:01):
but it wasn't as much as I would've liked and it just
kind of got to the point where Ifelt like I could do a job doing
this.
You using my
Vicki (23:12):
Yeah.
Stuart (23:13):
And, um, it just, just more, more fun this way.
Vicki (23:19):
Yeah,
Stuart (23:20):
it's more I impact, I find it more impactful'cause we
would get people who, don't havethe right expectations coming
into an assisted living.
You know, it is not a perfect,uh, system by any means.
It's people
Vicki (23:34):
I'm sure.
Stuart (23:35):
People suck usually, unfortunately.
And, and we just did a reallybad job as an industry of
telling people how it's, and Ithink that has been the most
valuable piece that I can givepeople is this is how it's gonna
(23:56):
be you just have to be okay withthat.
And if you're not, then we needto look somewhere else
Vicki (24:03):
Mm-hmm.
Stuart (24:03):
a different.
Solution.
Um, so I think it's just beenmuch more, I feel, I feel better
about myself, um, because it isthe core.
I mean, you, you worked in thecorporate world.
Um, the corporate world is nodifferent in senior housing than
it is in any other industry.
(24:25):
you know, we still have to makeour sales, we still have to make
our
Vicki (24:28):
Yep.
Stuart (24:29):
We, and sometimes it.
It could be construed as, uh,we're doing all these things in,
in spite of making a, a, a greatplace for people to live.
And it's funny, when I doplacements, you know, I look at
my, my, uh, historical data it'slike we only go to like the same
(24:53):
like 15 places because we knowthat those places are, just,
they're good, they're better,and they create an environment
that is.
So much fun and invigorating forour
Vicki (25:07):
Yeah.
Stuart (25:07):
that
Vicki (25:08):
Mm-hmm.
Stuart (25:09):
it, it's, fun.
It's fun.
I just, I enjoy it so much.
Vicki (25:13):
Yeah.
Stuart (25:14):
that I made this change and, um, I'm glad I get to work
with the people I work with.
Vicki (25:20):
That's amazing.
And I, I, it's actually kind ofa good segue into talking about.
Building a business and changinginto an entrepreneurial mindset
because you, I would imagine asan administrator, like you said,
you're managing budgets.
You're, man, you're managingemployee relation issues.
Those are all the same thingsthat you do as an entrepreneur,
but you have more control andyou have kind of a, you can, you
(25:45):
can manage the communicationprocess and the workflow, and
that is so much more empoweringthan having to.
Kind of work your way through abureaucratic system.
That's many tiers, many levels.
So my first question for you iswhat had to change from a
mindset perspective, from beingan employee to now being the
(26:08):
runner of the show?
Stuart (26:10):
Uh, first and foremost, I mean, our, our industry is,
you know, we don't sell widgets,so we are a service base.
So if I don't have a move in, Idon't make any money.
And it's the, oh my gosh.
Even if I, we don't have anymove-ins.
I still make a paycheck.
Well, not anymore.
(26:31):
You know, I wake up at
Vicki (26:31):
Yeah.
Stuart (26:32):
the morning, be okay, I've done okay for April, but
what about May?
Where are my,
Vicki (26:37):
Yeah.
Stuart (26:37):
coming?
Where's my pipeline?
Um, and it's, it's the grind.
It's, it's being really goodabout your time.
I mean, before, she's like, oh,I'll get these done when I get
'em done.
You know, I'm here, I'm dealing,putting out fires, all these
things.
Vicki (26:53):
Yeah,
Stuart (26:54):
I mean, I was a solopreneur.
It was just me.
Vicki (26:58):
it's crazy.
Stuart (26:59):
which is good and bad at, you know, all at the same
time.
But it was either, you know, youmake, you have movements or we
aren't eating.
Uh, now
Vicki (27:10):
Mm-hmm.
Stuart (27:10):
my wife had a, a nice job and we were eating, but
that's the mindset that I hadis, if you're we're gonna do
this, gotta do it.
And you gotta really focus onstructure.
I really focus on blocking timeout.
will tell you this, I'm not thebest at that, I had to learn how
(27:33):
to be better
Vicki (27:35):
Okay.
Stuart (27:35):
Yep.
And, um, trust me, I still workon it every day, every week
trying to block out my schedule.
That allows me to kind of createmy own checklist to be like,
listen, this is what you have todo.
and that's just what it was, isyou just have to do it.
You know,
Vicki (27:55):
Yeah.
Stuart (27:55):
not in my line of work.
You know, it, it is just a lotof calling, but also like cold
walking in and, you know,walking into people's office and
like, hi, I am Stewart.
Here are my, here are my wares.
You know, send
Vicki (28:10):
Yeah.
Stuart (28:11):
Um, learning how to be okay with that, that
uncomfortable just interaction.
It's awkward.
It.
Vicki (28:22):
So I think that is what holds people back.
I'm, I'm, I'm sorry, I didn'twanna interrupt you, but I just
wanna say I think that's whathold holds people back.
So what have you found is a goodtrick to open up those
conversations?
Are you like dropping off donutsor are you, is there something
that you've done that you'relike, wow, this is actually
creates a lot of connection forme and helps me.
Stuart (28:42):
You know what?
I think honestly, it's, it'stelling people that I used to
work in the industry.
Um, they go, I, I, oh, I'msteward.
I do this.
They're like, go, whatever.
I go, you know,
Vicki (28:54):
Yeah.
Stuart (28:55):
be an administrator so I get it.
And like their face just lightsup.
Oh, great.
Uh, you know how it is.
Okay, great.
We can connect.
'cause there's that comraderyof, um, lack of a better word,
bullshit that we just had to putup with as a,
Vicki (29:13):
Yeah.
Stuart (29:13):
healthcare industry.
there are a lot of people in myindustry who have never worked
in healthcare um, I, I don'tthink that, I don't know how
they make any connections with,with these people because you
have
Vicki (29:26):
Yeah.
Stuart (29:27):
go through the suck essentially together, um, to
create.
And yes, we do do the cookies,we do do donuts,
Vicki (29:34):
Of course.
Stuart (29:34):
you know, all those things.
Um, you know, it's funny, I, Inever give the donuts to the
actual person I wanna meet.
I always give them to the staffbecause when I was, when I was
in buildings, I never gotanything and I thought that
Vicki (29:50):
Mm-hmm.
Stuart (29:51):
So all the sales people got stuff, the social workers
got stuff.
I didn't get anything.
So I was like, way we do thisand.
So, um, you know, honestly,we've stopped doing a lot of
that, you know, we'll do theoccasional lunch, but honestly,
that connection of going throughhealthcare together has really
(30:14):
been that, um, way to kind ofremove some of the awkwardest.
Listen, it's still very awkwardand you know, me,
Vicki (30:21):
Sure.
Stuart (30:22):
be a little awkward every now and then.
It's okay, but I'm
Vicki (30:25):
All of us.
That's the thing.
Yeah, I agree.
I there you have to get througha level of just
uncomfortability.
And knowing that there is somekind of common ground, but what
I took from what you said iskind of creating a certain level
of credibility.
And I think it applies to everysingle industry and, and it gets
(30:45):
easier the longer you dosomething.
But I, um, you know, I talk to alot of entrepreneurs who are in
all phases just starting out,have been doing things for 30
years, and I think in thestarting out phase, it's kind of
creating that foundation ofcredibility.
And there's so much lifeexperience that can give that to
you.
Whether you worked inhealthcare, whether you've been
(31:06):
a realtor for 30 years orwhatever it is, it's, I think
it's just kind of finding thatin your story and making that
connect with someone else.
Stuart (31:14):
Yeah.
I mean that's been a challengefor me too, is, and something
that I had to work on was thatkind of, that elevator pitch
Vicki (31:20):
Yeah.
Stuart (31:21):
like, hi, I'm Stewart.
They're like, get the heck outtamy office.
Vicki (31:25):
Yeah.
Leave the donuts.
You can go.
Stuart (31:27):
Yeah.
Like, okay, thank you.
But, you know, um, it, itreally, yeah, you're right.
Is that, is that, um,credibility has been excellent
and just kind of crafting theway that I talk to people about
the brand, about what we do,about how we do it, kind of in
this condensed spiel, if youwill, to gain that credibility.
(31:50):
I think you hit it right on the.
Vicki (31:52):
Yeah.
Um, and since you brought upbrand a couple times and so I
think, um, in branding becomesthat really buzzy word of like
building, um, a marketing brandor like, not necessarily
connecting it with professionalservices because like, let's be
honest, a lot of times inprofessional services we see
it's like just some.
Shitty like, you know, logo youbuilt in Canvas or something.
(32:15):
Like, there's not a lot ofcreativity.
So I'm curious, when you werebuilding your brand, what went
into that or what kind of thingsdid you think about as you were
starting?
Stuart (32:25):
Uh, thank you to my wife.
She is in marketing, so she
Vicki (32:29):
Amazing.
I.
Stuart (32:29):
wrote out a whole thing and she was like, no, this is
terrible.
I'm redlining everything.
And, um, I, you know, I think itwas, I.
Creating that professionalismthat create that credibility.
Um, but also understanding thathere to help.
I get so often, oh, I didn'tknow you existed.
(32:51):
I don't know a business like youexisted.
And hurts me a little bit everytime.
'cause I want everyone to know.
Um, and so I think what wentinto that is, you know, we were
at farmer's markets, you know,we were, we go to symposiums, we
go to all these things.
Not to get sales, but to justeducate people.
(33:13):
You know, we do talks all thetime just about senior housing,
very generic.
Vicki (33:19):
Yeah.
Stuart (33:19):
builds the brand.
I mean, we're in, I have someadvertising around and I, it's
funny, I get a lot of, oh mygosh, I saw you in the, the, the
newspaper and I didn't call, butI didn't call you then, but I
saw it again and now I'm gonnacall you.
So it's just like some of thosethings that, just little things
(33:40):
that just tried to, to really,um.
Really kind of pump it up alittle bit.
And, and where we are in our,in, in our business life, if you
will, is now we have people thatit's not just me anymore trying
to build the brand of everybodyas opposed to just, oh, that's
Stewart's company.
Vicki (34:01):
Mm-hmm.
Stuart (34:02):
know him.
Oh, he's great, or whatever.
But usually he's great.
Vicki (34:07):
Hopefully,
Stuart (34:13):
And not just of me.
And so that's kinda where we arein our brand strategy.
And kind of what I'm doing nowis I'm not doing as much head on
sales because I am trying tobuild the brand and expand and,
um, you know, just be bigger andbetter.
Vicki (34:30):
I love that you did not default to like, I thought about
these colors or these logos and,and it's, it's great honestly to
have a wife or partner orbusiness partner or whatever to
help in kind of fill in thosegaps no matter what for anyone.
But I love that you're talkingabout, you're building kind of a
brand essence of going out andeducating people and talking,
(34:51):
because those are all.
That, like that is really thekey is so someone who is making
the connection that thinks backon the time they heard you speak
or um, met you at a networkingevent or saw a social media
post, all of these things kindof work together.
So, um, I love that that's howyou think of it.
(35:11):
'cause I, I.
I always hope that entrepreneursand and business owners think of
their brand that way.
That it's not just how you'reshowing up on a business card
with a, you know, uh, with a, acolor or signature or anything
like that, but it's really howare you represented in the
community?
What do people think of whenthey think of your industry or
(35:31):
your name?
So that's a really powerfulthing, and it's so important as
you grow.
Stuart (35:36):
Yeah, it's less about the logo, more about the person
who's wearing it.
Vicki (35:40):
Yeah.
Yeah.
So what does growth look like?
What, I know you said you wannaexpand to multiple cities, but
what do you have in the hopper?
Stuart (35:48):
Um, we are always looking for people within
Cincinnati, so doing different,uh, parts of our, um, of our
city.
I don't know if you know thisCincinnati kind of big, so not
one person can, uh, do it all.
So continuing to find the rightpieces for.
The East side, the west side,northern Kentucky.
(36:10):
Um, and then created, you know,because I was a solopreneur and
I said, it's good and bad.
Well, it, I didn't have like asales manual.
I just kind of
Vicki (36:20):
Mm-hmm.
Stuart (36:21):
I just kind of did my thing.
Vicki (36:22):
Yeah.
Stuart (36:23):
then in the process of creating that sales manual
policies, procedures.
Expand into Dayton, Columbus,Cleveland, you know, those, um,
those big Ohio cities and evenin
Vicki (36:39):
Yeah.
Stuart (36:39):
and, and, and just making a, a, a playbook for
someone to be able to say, Ihave the playbook, let's go.
And, um, yeah, that's been,that's been the growth mode is
we have our team here.
It's great, you know.
Kind of going through those, uh,trials and tribulations of what
it's like to, uh, not just be bymyself, but you know, they have
Vicki (37:04):
Yeah.
Stuart (37:05):
they have different issues.
They're not me.
They have different styles.
And how do we take all thosestyles and kind of mash it into
a digestible manual and to haveto do this, um.
Vicki (37:20):
Yeah.
Stuart (37:21):
You know, it seems kind of easy to, you know, oh yeah,
just go see a bunch of peopleand they'll eventually give you,
eventually give you somereferral.
it's, there's some, some art toit.
There's some,
Vicki (37:31):
Yes.
Stuart (37:32):
if you will, of how to do it.
And, um, I think that's been thebiggest thing that to, uh,
prepare for growth, um, youknow, had some.
Opportunities to, to expand intothe Columbus area.
Just haven't found the right fityet.
Um, so people out there, if youknow anyone who's interested,
(37:53):
you know, let me know.
But, um, that's just, that'swhat growth looks like today, is
building the team here, gettingthrough their trials and
tribulations to create that, uh,that sales manual to, allow
someone to thrive, you know, andnot have to
Vicki (38:11):
That's awesome.
Stuart (38:12):
them every second of every day.
Vicki (38:14):
Yeah, that is the most difficult thing is the creating
processes and creating thestructure that supports the
process being successful.
I know that all too well in myown business.
So you as now the, from asolopreneur to an entrepreneur
to managing a team, do you haveany advice or something that has
(38:37):
helped you in managing a, adecentralized team too?
Stuart (38:41):
Yeah.
Um, because yes, our, our, it'snot like we work in the same
office.
You know,
Vicki (38:47):
Mm-hmm.
Stuart (38:48):
my salespeople have the autonomy to do whatever they
feel will drive their business.
Vicki (38:55):
Mm-hmm.
Stuart (38:56):
and it's maybe things that I have never thought of, I
think that's part of it, is Idon't know all the answers and
letting them do their, do theirthing, letting them have that,
um, the creativity to, to drivenew business.
honestly, I, and I touched on itbefore, is really learning about
personalities how to effectivelytalk to people.
Vicki (39:21):
Mm-hmm.
Stuart (39:21):
me.
I could
Vicki (39:23):
Mm-hmm.
Stuart (39:24):
all day, every day or people like me.
Um, it's funny, I had a meeting,um, recently with, with two
women.
Um, one was a, an establishedrelationship, and she was
introducing me to someone.
Well, the person that we weremeeting with, a new person was
me.
We talked endlessly for like twohours.
Vicki (39:46):
Amazing.
Stuart (39:46):
talk about much of anything, but it was fun.
I enjoyed it.
It was great.
Vicki (39:49):
Yeah.
Stuart (39:50):
I can relate to those people.
I can, I can manage thosepeople.
It, it really is, is, okay,you're a this type of person.
What do you need to besuccessful?
Is it, do you need things laidout?
You know, in a t do you need a,a tracker, uh, you know,
policies, procedures, to thinkcritically
Vicki (40:10):
Mm-hmm.
Stuart (40:12):
Let loose and just be real back in every now and then
to just, you know, once you'respinning to kind of reel you
back in to, you know, to, tonavigate on the right path.
Vicki (40:23):
Yeah.
Stuart (40:23):
that's been the biggest thing, e especially in my line
of work, because we are soautonomous from each other.
Um, yeah.
But using the experiences thatI've had to yeah, you know, we
it your way, but this is how Idid it and put your own spin on
it.
Vicki (40:40):
Mm-hmm.
I think it's the best thing thatyou could possibly do.
It's like it's, it's honestlyjust respecting that everyone is
different and everyone bringssomething unique, which I think
ultimately makes entrepreneursreally successful and bringing
in people who are so diverse andas you're they, I'm trying to
(41:00):
think of that, saying that Ialways.
Heard like in corporate jargon.
Oh, it's like building the planewhile you fly it.
There is some truth to that, andthat's kind of what you're doing
is everyone's creating thisprocess for you while you're
doing it in tandem, which is
Stuart (41:14):
Right,
Vicki (41:15):
kind of great.
'cause you get to tie inopinions and backgrounds of all
different kinds of people.
Stuart (41:21):
right.
Yeah.
And sometimes, like I said, I'mnot always right.
I think I'm always right, butI'm
Vicki (41:26):
Mm-hmm.
Stuart (41:27):
right.
And it's nice to be able tobounce some ideas off of people.
Honestly, I think that's been.
um, motivating for me is, you
Vicki (41:36):
Yeah.
Stuart (41:36):
don't, I no longer toil in the basement and just think
of all these things, but I'mable to really bounce ideas and
be creative and think of outsidethe box ideas that our
competition isn't doing, tryingto zag where everyone's zigs.
Um, I mean, that's just been, sothat's been the fun part of, of
(41:57):
this and having a team is.
Vicki (41:59):
Yeah.
Stuart (42:01):
Throwing mud at the wall and you know, trying to see what
sticks and.
Vicki (42:05):
Have you, have you upgraded your office from the
basement office
Stuart (42:09):
Yeah,
Vicki (42:09):
or are you still rocking it?
Stuart (42:11):
now I'm in the guest bedroom.
I got
Vicki (42:13):
Wow.
Stuart (42:13):
now, which is great.
Um, yeah, I mean, honestly, alot of our, a lot of our work is
driving around.
I, I do
Vicki (42:21):
Yeah.
Stuart (42:21):
I have a membership to some coworking space, so if I
need to get out of my house,which is pretty regularly, I
know that about myself.
Like if I'm at home.
I might not be as productive.
So, um, those things don't getalways checked off the list.
Um, but yes, I am in my guestbedroom now, so
Vicki (42:42):
amazing.
Imagine where you'll be in fiveyears.
I can't imagine what room you'llbe taking over.
There'll be two windows inthere.
Stuart (42:49):
I know, I know I drive by, you know, these, these, um,
office buildings all the time belike, yeah, that looks good.
I think we could, we could, wecould work in there that that
could be a good corporateoffice.
you know, it's just think, youknow, I think that's the, that's
fun too, is just kind of
Vicki (43:06):
It is.
Stuart (43:06):
the future and what it looks like and, you know,
sometimes yeah, you don't wannaget too far ahead of yourself,
but, you know, we can, it's,it's fun.
Vicki (43:15):
You have to, the dreaming is, is so fun and it just gets
bigger and snowballs from there.
But to take a, take a stepbackwards as we're kind of
winding down our conversationtoday, I'm curious, what would
you tell Baby Stew in 2020before you have all of this
knowledge, you've built thisbusiness from the ground up,
(43:37):
what would be your advice thatyou would tell him?
Stuart (43:42):
Don't be so scared make those connections, put yourself
out there to be uncomfortable.
Those are.
Just hard lessons that I had tolearn.
And think they were goodlessons, that those were the big
(44:02):
ones.
Honestly, I came from thecorporate Indus, you know, the
corporate world, and we weren'tallowed to spend any money.
Like spending money was, youknow, the Scarlet letter.
Vicki (44:12):
Okay.
Stuart (44:13):
would also tell myself like, listen, you can spend a
little bit of money, like it'sokay to do those fun outreach,
networking things.
Vicki (44:22):
Yeah.
Stuart (44:23):
That might propel your business, you were too scared
to, you know, spend the money orhey, get the nicer cards, or
hey, you know, the polos thatyou have, spend a little bit
more money to make them lookmore presentable because it is
your image sometimes is yourbrand, especially in our line of
work is it's a people businessspend a little bit of money.
(44:47):
Uh, obviously not too much.
I think being, being okay withbeing uncomfortable.
I know that's kind of cliche,but it's it's so true.
Like, there are times when Iwould drive into places like,
um, you know what, today I'mjust not that.
wanna, I, I don't feel like ittoday.
Uh, this
Vicki (45:06):
Oh yeah.
Stuart (45:06):
give me that much business.
I'm just gonna skip it today.
No.
No, it at this point we're just,I, I will go in anywhere.
I don't care.
Um, and I'm okay with being alittle awkward, um, because our
relationship, the relationshiphas to start somewhere.
And what's better than being a
Vicki (45:22):
Yeah,
Stuart (45:22):
so.
Vicki (45:25):
I know, and it is such a gateway.
It's, there's this quote thatI've always loved and it's the
only way out is through, and youcan use it in so many
situations.
But I always think about it,relating it to business is there
are.
You said it earlier, you have toget through the suck.
Oh, I have been through my fairshare of the suck in building
(45:48):
two different brands.
I'm building the marketing armof my business.
There's so many things that havecome up, and if I were to just
stop and say, I don't, like yousaid, I don't feel like it, or I
just don't have it in me to, tolike get through that like icky
feeling.
There is nothing good thathappens from just stagnation.
(46:08):
It's just getting through it andrealizing that on the other side
is this person who's like somuch more self-actualized, who's
so much more experienced and andis better for that next thing,
whatever that thing is gonna be.
I.
Stuart (46:23):
I.
Vicki (46:25):
Well, I love it.
Stu, you were just a wealth ofknowledge today.
Thank you so much for your time.
Honestly, this is a greatconversation and I learned a lot
too.
I didn't know a lot about seniorcare, but just in growing in
what you've done, it's amazing.
So congratulations
Stuart (46:42):
Thank you so much.
I, I thank you for having me.
Welcome back to the Vicki Cora podcast, where we talk to
creatives, service-basedfounders and entrepreneurs who
broke the corporate mold andbuilt something bold.
Today's guest is Stu Solomon, alongtime friend from our Ohio
University Days, whose journeyis the perfect mix of hustle,
heart, and one well-timed email.
(01:17):
After starting out in thehospital systems and long-term
care, Stu saw a need and turnedit into an opportunity.
And in 2020, he launched seniorcare partners from his basement,
and today it is one ofCincinnati's leading senior
placement services, connectingfamilies to the best assisted
living and memory care optionsavailable at no cost to the
client.
(01:37):
We talk about what it reallytakes to grow a business from
scratch, the emotional side ofthe senior care industry, and
how trusting your gut can leadto something so much bigger than
you imagined.
So let's dive in.
Hey, Stu, happy to have you.
Stuart (01:50):
Thank you, appreciate.
Vicki (01:53):
Absolutely.
So you said it or you said itbefore, I said it in my intro.
How one email changed at all foryou and kind of built this whole
trajectory of your life.
So tell me about it.
What was it that changedEverything.
Stuart (02:08):
So, uh, back in our OU days, um, I was an undecided,
uh, freshman Jeff Dorm.
For those who know.
Um, but um, I got an email fromthe Health and Human Services
Department, uh, looking forhealth and human services, um, a
bachelor's in the Health andHuman Services.
(02:29):
And a little research.
I realized that there's gonna bea lot of people who are in need
thought it would be a greatopportunity.
Um, and that kind of launched meon the trajectory to where I.
Vicki (02:44):
Wow.
And so how did it start for you?
I mean, were, did you start thetraditional, like internship
route, move it into a corporatekind of job?
What did that look like?
Stuart (02:54):
well I always thought I'd wanna work in hospitals
'cause that's like the, that'sthe big thing.
Vicki (02:58):
Yeah.
Stuart (02:59):
um, when I was looking for an internship, I did, uh, an
internship in, um, Cincinnati ata hospital.
It was great.
It was that first introductionto the corporate life than a
corporate healthcare feel.
And I was like, okay, that,that's great.
You know, I could certainly seemyself doing that.
Um, then I did a, anotherinternship at a traditional
(03:22):
nursing home and it was awesome.
It was amazing.
It was like that perfect blendof relationship building with
that business side where, wherehospitals are very transient.
You know, someone's in there forthree, four days and they're
gone.
Well, in these traditionalnursing homes, long-term care.
are there for years, you reallyare able to build those
(03:45):
relationships with theresidents, the families, the
staff.
I thought it was awesome.
It was just like, oh my gosh,this is what I have to do.
Vicki (03:54):
Wow.
Stuart (03:54):
so I started, I started, uh, doing that.
I got my, uh, administratorlicense, here in Cincinnati and
through the state of Ohio.
And then, uh, actually moved toBaltimore, uh, where I actually
lived in an assisted living forfour months.
Vicki (04:11):
Stop how.
Stuart (04:12):
in one, living in one and working at another.
My neighbor was Gert.
She was a lovely, absolutelylovely woman.
Um, but yeah, I lived next toGert and just was, you know,
doing my thing.
I was probably 24 at the time.
Vicki (04:29):
Okay.
Stuart (04:32):
The company I was working with had expanded we
were able to, um, I was able tofill a role as, as an executive
director of an assisted livingin Cincinnati.
So I did that.
Uh, I then opened a brand newfacility here in town as well.
Then was recruited away, um, to,uh, another community in the
(04:54):
northern Kentucky area, andthat's when Covid hit.
Um.
January 1st, 2020 or January 2ndis when I started in Northern
Kentucky.
And then, um, I started seniorcare partners in September and I
think
Vicki (05:10):
Wow.
Stuart (05:11):
mix of the unknown.
Uh, my wife and I had had oursecond child, so fear of
Vicki (05:19):
Yeah.
Stuart (05:20):
to a place that was so publicized as being a hotbed.
And then coming back to anewborn baby, it, it just was a,
an opportunity.
I just, I, I felt like this wasthe right time and, um, we were
able to it happen.
Uh, like you said, started in mybasement.
Vicki (05:39):
Yeah.
Stuart (05:40):
if my wife and I took turns, I would work for four
hours.
She would work for four hoursand we just did our
Vicki (05:46):
Wow that.
Well, I have so many questionsfrom everything you described.
Number one, I have to know howyou ended up being roommates
with Gert.
Was it a program that theyoffered that you, it's like a
work and stay.
Stuart (05:59):
they were just like, listen, you just, you, we have
no position for you here inCincinnati.
The only thing we have is we areselling a building in Baltimore,
and we happen to have anothercommunity there.
And I was like, listen, oh, thiswill be great.
I'll like get, you know, one ofthese like corporate apartments
downtown.
It'll be awesome.
Vicki (06:20):
Yeah.
Stuart (06:21):
I was in Owings Mills, uh, Maryland, Bal, you know,
suburb of Bal and I was in, Iwas like on the 10th floor next
to Gert.
Um,
Vicki (06:30):
my gosh.
Stuart (06:31):
yeah, it was just like a, basically they gave me a, um,
a furnished apartment and thatwas kind of it.
I had
Vicki (06:39):
Wow.
Stuart (06:39):
dresser.
And then I was rarely there.
Um, you know, just like sleptthere.
Fun, fun.
Little story is they actuallymoved my room while I wasn't
there.
They had, they had sold theapartment that I was staying in
and moved my stuff without,without me knowing.
And I
Vicki (06:58):
Oh my gosh,
Stuart (06:59):
like nine o'clock.
I'm like, where's my stuff?
Uh.
Vicki (07:03):
have I been fired?
Stuart (07:05):
I was like, oh my God.
Like, what happened?
Uh, luckily I was able to callsomebody and like, oh, yeah, we
moved your stuff.
I, and I was like, listen, I,I'm, it's too late to even yell
at you right now.
I just need to go to sleep.
Vicki (07:17):
Mm-hmm.
Stuart (07:17):
yeah, I was like, three doors down.
I, I moved away from Gert,unfortunately.
Vicki (07:22):
Sad.
Stuart (07:23):
I know very, but, uh, yeah, so, and it was like
basically like this is where youhave to stay if you want to
continue to have a job.
And I was young and I knowbetter, so,
Vicki (07:34):
Yeah,
Stuart (07:35):
Here
Vicki (07:35):
great opportunity.
Great opportunity.
And you know what I love when Iwas asking earlier, kind of like
what just got you excited about?
Like senior living or working inhealthcare is that, I think if
you were to ask a typicalcollege freshman what they wanna
do, there's all of these likesexy lines of work that you
think, you're like, I'm gonna gointo sports management and I'm
(07:57):
gonna manage a major leaguebaseball team.
Or I'm gonna go into journalismand I'll be a, a lead reporter
for, you know, NBC.
What really comes of that islike when you realize there's a
lot of work, there's a lot ofhustle that goes into those
things and there's only one ofthem, you know, and that's
really challenging.
'cause that's a, that's a realreality I think, that I was
(08:19):
faced with that kids today arefaced with and um, but realizing
that there's so much opportunityin just the everyday needs of.
Communities, and that's what youfound in nursing homes.
So I'm curious, like what was,when you said you just kind of
fell in love with it, when youstarted working at a nursing
home, what was that feeling orwhat was that connection?
Stuart (08:42):
Yeah.
It's the, it's, it's thebuilding relationships and I
think that kind of goes into thebusiness now is building
relationships is what is key.
Vicki (08:52):
Mm-hmm.
Stuart (08:53):
about the Association Building those relationships
have, has allowed you to meetother people and expand your
business.
Vicki (09:01):
Yeah.
Stuart (09:01):
it's building relationships with those staff
with.
With the, the families, with theresidents, you know, it's fun to
walk around and say, Hey, Gert,give them a, a few finger guns
and keep walking.
You know, it's,
Vicki (09:13):
Yeah.
Stuart (09:14):
things to do and it's, it, it's so, it's so tough to
just sit in an office all day.
Like my dad is an accountant.
I used to work in his officeduring the tax season.
Maybe the most boring job of alltime.
I'm sorry, accountants outthere.
Vicki (09:33):
Mm-hmm.
Stuart (09:34):
was not my thing.
I, I am an, I'm an extrovert tothe nth degree and I needed that
ability to build thoserelationships to kind of get me
through the day.
Vicki (09:46):
Yeah,
Stuart (09:47):
was so I guess that aha moment of this is what I love to
do.
Um, and, and even now.
I don't get those relationshipsas much, so I've joined a few
Vicki (10:00):
yeah,
Stuart (10:01):
groups just to like be able to talk to people.
Um, it's just, it's innate inmy, the way I live my life, but
I think it just like fit mypersonality so well.
Vicki (10:13):
Totally.
And it's like magic when youfind stuff like that that just
kind of fits what you love.
Um, and so you were saying thatyou started senior care partners
in 2020.
You are, you have just had yoursecond kid, which I, I would say
is probably one of the hardesttimes to then decide to start
your own thing because you arejust running on fumes
(10:36):
constantly.
You know, I, I so to, to, Ialways say this to my husband
too.
I think if this were.
If we were starting a newbusiness today, having an almost
2-year-old, uh, we're about tohave our second in July, I don't
think I would've have done it.
I almost feel like I would'vestayed in a safe place.
So like, how the hell do youtalk yourself into it to say,
(10:59):
now's the time.
Stuart (11:01):
you know, it was one of those things where I'd always
wanna do something for myself,and the joke I always tell
people is, listen, I didn't have$50 million to build my own
place.
Vicki (11:10):
Yeah.
Stuart (11:10):
is the best.
This was the best use of myknowledge and the best use of
our resources.
Um.
I have to say my wife has beenawesome.
Um, kudos to her.
Um, she has a amazing job andweren't spending, honestly, we
weren't spending any money.
We weren't
Vicki (11:29):
Yeah.
Yeah.
Stuart (11:32):
we were able to say like, listen, if we're gonna do
it, we're gonna do it now.
And if anything, it gives me theflexibility.
To manage our children, if, ifand
Vicki (11:43):
Yeah.
Stuart (11:44):
going back to work, I guess.
'cause at that time we justdidn't know.
Vicki (11:48):
Yeah.
Stuart (11:49):
and, and Kate, my wife, was probably one of the first
people to have to go back to theoffice.
So it actually worked out well.
Like even if we didn't makethousands and thousands, you
know, even if it was a mediocresuccess,
Vicki (12:03):
Yeah.
Stuart (12:03):
still gave us this ability to be flexible.
Vicki (12:08):
Mm-hmm.
Stuart (12:09):
To make our work life balance work.
Vicki (12:13):
Yeah.
Stuart (12:14):
and so it was just, it, it just, if it was not now, then
it would be never, um, I just, Idon't know.
I kind of woke up one day,honestly and just said, do it.
And I, I, my job in Jo in theend of July, and then September
1st I launched, if you will.
Vicki (12:36):
What did launch look like?
Was it just having conversationswith people in, in Cincinnati
who you knew, or was it a super,did you go super aggressive when
you started?
Stuart (12:46):
Um, no, actually at that point it was a, uh, LinkedIn
post that said, Hey, I'mstarting this business.
I'd love to talk to everybody.
Vicki (12:54):
Cool.
Stuart (12:54):
Um, and, and as I tell my, you know, when I bring on
team members is it takes threeor four months just to get
rolling.
I mean, that's just the, theprocess of our business.
You have
Vicki (13:06):
Mm-hmm.
Stuart (13:07):
go see people.
Well, in 2000, in September of2020, you couldn't see anybody.
Vicki (13:14):
Totally.
Stuart (13:16):
uh, I would just, there were these Zoom networking calls
I got on them, and then I justcalled every single person that
was on that list and just set uptimes to meet, literally in
parking lots.
And we would just meet outsideand just kind of see what I
could do, you know, to helpthem.
Um, you know, had some greatfriends in the industry that
(13:37):
were able to kind of throw some,uh, basically throw me some
bones, if you will.
Vicki (13:42):
Yeah.
Stuart (13:44):
and, and honestly, even though we were in Covid, people
still were going to thehospital.
People were still unable to livein their homes.
And so, yes, it certainlyslowed, but.
Getting old doesn't change.
Vicki (13:59):
Yeah.
Stuart (14:00):
and so, yeah, we were just, I just kinda hit the
ground running and I di I, I, Ialways tell people, I'm like, I
don't know if I was really smartor really stupid during that
time.
I,
Vicki (14:12):
Yeah.
Stuart (14:12):
know, I think I might be too stupid to understand how
stupid I actually was andignorance is bliss.
So I just,
Vicki (14:18):
Yeah.
Stuart (14:19):
you.
But that was it, you know, the,hit pavement.
Reach out to the people that Iknew.
Yeah.
After the announcement kind ofmade
Vicki (14:30):
Yeah.
Stuart (14:31):
the few phone calls and, um, were able to start up and,
you know, be in the, thebasement, the basement
Vicki (14:40):
Yeah.
Stuart (14:41):
folding chair and table.
Vicki (14:44):
Truly where the magic happens, where the And and you
saying too, you don't know.
And I, I think this too, to thisday, I don't know if I am a
creative genius or incrediblystupid because I always have new
ideas.
I always wanna try new things.
And I don't know another way, Idon't know if that makes me dumb
(15:04):
to just like throw mud against awall, but I know that it's fun
and I know that leaning into thethings that feel.
Fun or like provide energy.
We'll always have a really greatoutcome, so.
I love that you were saying thatyou were just meeting people in
parking lots too, because that'sa big it.
Uh, COVID was rocked.
I mean, it rocked all of ourworlds, obviously, but it was
(15:27):
such a change for the business Iwas running at the time'cause we
were, so, we relied on eventsthat were over 5,000 people.
It's like you couldn't meet in aroom over 50 people.
So having, creating your ownopportunities is so.
Underrated.
I think a lot of people justexpect that the flow will
naturally happen, but sometimesyou have to get really
(15:49):
comfortable with just trying newthings and being creative.
So I'm curious in that instancewhere you said you were, it was
a LinkedIn post, you're reachingout to your network, like what
was, what do you think that kindof secret sauce was at the time
that converted it From justgeneral conversations to then
people saying, yes, do I wannawork with you?
Like, this is new for you, butI'm, I'm here.
(16:10):
I will.
I, you know, I'll partner withyou.
Stuart (16:13):
I
Vicki (16:13):
I mean,
Stuart (16:14):
I
Vicki (16:14):
I think,
Stuart (16:15):
um, shout out, uh, to another, uh, Bobcat alumni who,
she was in a, she was inadmissions and she, um, calls
all the time.
And, um, we had worked togetherfor years.
Vicki (16:31):
okay.
Stuart (16:32):
getting calls that were not nursing home related, were
actually assisted livingrelated.
um, she'd just be like, listen,that's not what we do call
Stewart.
Honestly, those were probably myfirst, you know, 10, 12 move-ins
just like that.
Vicki (16:50):
Wow.
Stuart (16:51):
and then it just happenstance is you just kind
of.
Talk to the right people.
You make that connection.
You know, you, you have thesame, I've been doing a lot of
work on, you know, differentpersonalities and how to sell to
different personalities, andsometimes you just click, you
Vicki (17:08):
Yeah.
Stuart (17:09):
it's just easy.
Um, we were saying before, like,we haven't, we haven't seen each
other in 15 years, but boom, itjust kind of clicked.
You know?
We're, we're
Vicki (17:16):
Yeah.
Stuart (17:17):
that way.
And you know, when you'remeeting people and I felt like
you don't get.
If you don't get that connectionas much in this medium of, you
know, zoom, the zoom age, if youwill.
Vicki (17:29):
Yeah.
Stuart (17:29):
had to be out there.
'cause that was where Iexcelled, is that relationship
building.
And I was able just to connectand, and people were willing to
give me a chance.
I mean, our, our big salesmantra, if you will, and how we
get our referrals is reallylike,
Vicki (17:45):
Yeah.
Stuart (17:46):
gonna save mess around talking to.
The, the daughter who wants totalk to you for two hours, I'm
happy to talk to that daughterfor two hours.
And they were like, oh, Soundsgood.
I mean, everyone was so scaredand so overwhelmed with Covid,
but they're like, please likegive to do what you can help me.
(18:10):
and a lot of times I was gettingcalls from hospitals like, Hey,
we don't know where to sendpeople.
help us?
Because there are only so manyplaces.
Vicki (18:19):
I would imagine.
Stuart (18:20):
people with Covid.
And so just, you know, I, it wasjust the right time and I was
able to just make those quickconnections calling around, you
know, Hey, are you able toaccept, you know, someone with
Covid, you know, I'm gettingthis from the hospital, they
don't know.
And just kind of morphed intobeing able to, you know, talk to
(18:41):
so many people so quickly.
it, we morphed into, uh, one ofthe, like you said, one of the
leading, uh, placement agenciesin the city.
It just,
Vicki (18:53):
That's awesome.
Stuart (18:54):
for lack of a better word, it was crazy craziness.
I don't know.
I like, I look back, I'm like,oh my gosh, I can't believe
that's how it all started andthat's how we did it.
But we
Vicki (19:04):
Yeah.
And five years later there'ssome kind of weird statistic
that says like.
95% of businesses or somethinglike that don't make it past
five years.
And here you are talking aboutlike plans to grow and and
evolve.
So that says something rightthere too.
Stuart (19:23):
Yeah.
It was one of those things whereI was like, well, if I fail, I
can always be a nursingadministrator again.
And I think that
Vicki (19:30):
Yeah.
Stuart (19:30):
pocket of took the worry out of branching outta my own,
doing my own
Vicki (19:37):
Yeah.
Stuart (19:37):
Yeah.
Vicki (19:38):
Yeah, absolutely.
And you know what, it might helptoo, because I get listeners
from all over to just insertelevator pitch here of what
Senior Care Partners actuallydoes,
Stuart (19:48):
Sure,
Vicki (19:49):
and kind of fill in that gap.
And then I wanna move into Stewas the entrepreneur.
I.
Stuart (19:54):
yes.
So senior care partners, we doplacements for seniors into, uh,
assisted livings, memory cares,independent living, uh, where a
free service to people.
We get paid a referral fee fromthe communities.
but actually we're just aresource.
At the end of the day, we are afree resource to help people
navigate senior housing and uh,there are a lot of times where
(20:19):
talking to people who have nomoney.
They're on Medicaid, but part ofour brand and part of what we
wanna do to be that resource isto help whomever, and I'm happy
to help whomever.
Because it's really hard, reallychallenging.
I always kind of say to peoplethat we are agents of chaos.
You know, no one wakes up andsays, you know what?
Today I'm gonna go to anassisted living.
(20:39):
That sounds great.
Um, no, you have to have amoment.
You have to have, for lack of abetter word, kind of an oh shit
moment.
Mrs.
Smith fell down the
Vicki (20:49):
Yeah.
Stuart (20:50):
You know, you have to have that, um, moment.
Say, okay, I'm giving up myindependence, or I'm.
I'm giving up my home to moveinto somewhere that's more safe.
And so we're just here tonavigate, um, that process with
people.
Take it, do as much of thelegwork, take as much off the
plate.
It's a really emotional time forboth the seniors and the
(21:13):
families.
There's a lot of loss in termsof losing your independence,
losing your, the home you'vebeen in for.
Um.
For 60 years, you know, we're,we really try to help navigate
that process and, you know, wewanna make sure that you're
getting the right care, you'regetting, you know, the community
has the, is the right from thefinancial perspective, um, and
(21:37):
that it's in the location thatyou want.
'cause we want long-termsuccess.
We don't wanna move aroundpeople a bunch of times.
We want
Vicki (21:44):
Multiple times.
Yeah.
Stuart (21:46):
and that's just kind of where we are.
We're here to help.
We're here be a resource forpeople.
Vicki (21:53):
That's amazing.
And I'm just curious, I have toask this question because what
you do and the people that youwork with, it is such an
emotional thing.
Like, we are all gonna get oldsomehow.
Our, our brain blocks thatreality from actually thinking
about it, but it does, itchanges.
And our, our bodies change.
And like, how, how do you dealwith that?
(22:13):
Is it different than when youwere an administrator?
Because you're kind of
Stuart (22:17):
Yeah,
Vicki (22:18):
on the, you're more on the ground.
Stuart (22:21):
this is, I, I always tell people this is a much more
positive kind of way of workingwith seniors, um, because you're
truly providing a helpfulservice to people.
Um, when I was runningbuildings, you know, we would
move people in.
I would just say hi to thesales, to the people coming in
for chores and be, Hey, I'm
Vicki (22:42):
Yeah.
Stuart (22:42):
administrator.
You know, nice to meet you.
I my day was truly spentcomplaints, staffing, making
sure the financials werecorrect, you know, so it really
was, there was, you know, that,that managing by walking around
piece, Hey, how are you?
Good to see you.
Vicki (22:59):
Yeah.
Stuart (23:01):
but it wasn't as much as I would've liked and it just
kind of got to the point where Ifelt like I could do a job doing
this.
You using my
Vicki (23:12):
Yeah.
Stuart (23:13):
And, um, it just, just more, more fun this way.
Vicki (23:19):
Yeah,
Stuart (23:20):
it's more I impact, I find it more impactful'cause we
would get people who, don't havethe right expectations coming
into an assisted living.
You know, it is not a perfect,uh, system by any means.
It's people
Vicki (23:34):
I'm sure.
Stuart (23:35):
People suck usually, unfortunately.
And, and we just did a reallybad job as an industry of
telling people how it's, and Ithink that has been the most
valuable piece that I can givepeople is this is how it's gonna
(23:56):
be you just have to be okay withthat.
And if you're not, then we needto look somewhere else
Vicki (24:03):
Mm-hmm.
Stuart (24:03):
a different.
Solution.
Um, so I think it's just beenmuch more, I feel, I feel better
about myself, um, because it isthe core.
I mean, you, you worked in thecorporate world.
Um, the corporate world is nodifferent in senior housing than
it is in any other industry.
(24:25):
you know, we still have to makeour sales, we still have to make
our
Vicki (24:28):
Yep.
Stuart (24:29):
We, and sometimes it.
It could be construed as, uh,we're doing all these things in,
in spite of making a, a, a greatplace for people to live.
And it's funny, when I doplacements, you know, I look at
my, my, uh, historical data it'slike we only go to like the same
(24:53):
like 15 places because we knowthat those places are, just,
they're good, they're better,and they create an environment
that is.
So much fun and invigorating forour
Vicki (25:07):
Yeah.
Stuart (25:07):
that
Vicki (25:08):
Mm-hmm.
Stuart (25:09):
it, it's, fun.
It's fun.
I just, I enjoy it so much.
Vicki (25:13):
Yeah.
Stuart (25:14):
that I made this change and, um, I'm glad I get to work
with the people I work with.
Vicki (25:20):
That's amazing.
And I, I, it's actually kind ofa good segue into talking about.
Building a business and changinginto an entrepreneurial mindset
because you, I would imagine asan administrator, like you said,
you're managing budgets.
You're, man, you're managingemployee relation issues.
Those are all the same thingsthat you do as an entrepreneur,
but you have more control andyou have kind of a, you can, you
(25:45):
can manage the communicationprocess and the workflow, and
that is so much more empoweringthan having to.
Kind of work your way through abureaucratic system.
That's many tiers, many levels.
So my first question for you iswhat had to change from a
mindset perspective, from beingan employee to now being the
(26:08):
runner of the show?
Stuart (26:10):
Uh, first and foremost, I mean, our, our industry is,
you know, we don't sell widgets,so we are a service base.
So if I don't have a move in, Idon't make any money.
And it's the, oh my gosh.
Even if I, we don't have anymove-ins.
I still make a paycheck.
Well, not anymore.
(26:31):
You know, I wake up at
Vicki (26:31):
Yeah.
Stuart (26:32):
the morning, be okay, I've done okay for April, but
what about May?
Where are my,
Vicki (26:37):
Yeah.
Stuart (26:37):
coming?
Where's my pipeline?
Um, and it's, it's the grind.
It's, it's being really goodabout your time.
I mean, before, she's like, oh,I'll get these done when I get
'em done.
You know, I'm here, I'm dealing,putting out fires, all these
things.
Vicki (26:53):
Yeah,
Stuart (26:54):
I mean, I was a solopreneur.
It was just me.
Vicki (26:58):
it's crazy.
Stuart (26:59):
which is good and bad at, you know, all at the same
time.
But it was either, you know, youmake, you have movements or we
aren't eating.
Uh, now
Vicki (27:10):
Mm-hmm.
Stuart (27:10):
my wife had a, a nice job and we were eating, but
that's the mindset that I hadis, if you're we're gonna do
this, gotta do it.
And you gotta really focus onstructure.
I really focus on blocking timeout.
will tell you this, I'm not thebest at that, I had to learn how
(27:33):
to be better
Vicki (27:35):
Okay.
Stuart (27:35):
Yep.
And, um, trust me, I still workon it every day, every week
trying to block out my schedule.
That allows me to kind of createmy own checklist to be like,
listen, this is what you have todo.
and that's just what it was, isyou just have to do it.
You know,
Vicki (27:55):
Yeah.
Stuart (27:55):
not in my line of work.
You know, it, it is just a lotof calling, but also like cold
walking in and, you know,walking into people's office and
like, hi, I am Stewart.
Here are my, here are my wares.
You know, send
Vicki (28:10):
Yeah.
Stuart (28:11):
Um, learning how to be okay with that, that
uncomfortable just interaction.
It's awkward.
It.
Vicki (28:22):
So I think that is what holds people back.
I'm, I'm, I'm sorry, I didn'twanna interrupt you, but I just
wanna say I think that's whathold holds people back.
So what have you found is a goodtrick to open up those
conversations?
Are you like dropping off donutsor are you, is there something
that you've done that you'relike, wow, this is actually
creates a lot of connection forme and helps me.
Stuart (28:42):
You know what?
I think honestly, it's, it'stelling people that I used to
work in the industry.
Um, they go, I, I, oh, I'msteward.
I do this.
They're like, go, whatever.
I go, you know,
Vicki (28:54):
Yeah.
Stuart (28:55):
be an administrator so I get it.
And like their face just lightsup.
Oh, great.
Uh, you know how it is.
Okay, great.
We can connect.
'cause there's that comraderyof, um, lack of a better word,
bullshit that we just had to putup with as a,
Vicki (29:13):
Yeah.
Stuart (29:13):
healthcare industry.
there are a lot of people in myindustry who have never worked
in healthcare um, I, I don'tthink that, I don't know how
they make any connections with,with these people because you
have
Vicki (29:26):
Yeah.
Stuart (29:27):
go through the suck essentially together, um, to
create.
And yes, we do do the cookies,we do do donuts,
Vicki (29:34):
Of course.
Stuart (29:34):
you know, all those things.
Um, you know, it's funny, I, Inever give the donuts to the
actual person I wanna meet.
I always give them to the staffbecause when I was, when I was
in buildings, I never gotanything and I thought that
Vicki (29:50):
Mm-hmm.
Stuart (29:51):
So all the sales people got stuff, the social workers
got stuff.
I didn't get anything.
So I was like, way we do thisand.
So, um, you know, honestly,we've stopped doing a lot of
that, you know, we'll do theoccasional lunch, but honestly,
that connection of going throughhealthcare together has really
(30:14):
been that, um, way to kind ofremove some of the awkwardest.
Listen, it's still very awkwardand you know, me,
Vicki (30:21):
Sure.
Stuart (30:22):
be a little awkward every now and then.
It's okay, but I'm
Vicki (30:25):
All of us.
That's the thing.
Yeah, I agree.
I there you have to get througha level of just
uncomfortability.
And knowing that there is somekind of common ground, but what
I took from what you said iskind of creating a certain level
of credibility.
And I think it applies to everysingle industry and, and it gets
(30:45):
easier the longer you dosomething.
But I, um, you know, I talk to alot of entrepreneurs who are in
all phases just starting out,have been doing things for 30
years, and I think in thestarting out phase, it's kind of
creating that foundation ofcredibility.
And there's so much lifeexperience that can give that to
you.
Whether you worked inhealthcare, whether you've been
(31:06):
a realtor for 30 years orwhatever it is, it's, I think
it's just kind of finding thatin your story and making that
connect with someone else.
Stuart (31:14):
Yeah.
I mean that's been a challengefor me too, is, and something
that I had to work on was thatkind of, that elevator pitch
Vicki (31:20):
Yeah.
Stuart (31:21):
like, hi, I'm Stewart.
They're like, get the heck outtamy office.
Vicki (31:25):
Yeah.
Leave the donuts.
You can go.
Stuart (31:27):
Yeah.
Like, okay, thank you.
But, you know, um, it, itreally, yeah, you're right.
Is that, is that, um,credibility has been excellent
and just kind of crafting theway that I talk to people about
the brand, about what we do,about how we do it, kind of in
this condensed spiel, if youwill, to gain that credibility.
(31:50):
I think you hit it right on the.
Vicki (31:52):
Yeah.
Um, and since you brought upbrand a couple times and so I
think, um, in branding becomesthat really buzzy word of like
building, um, a marketing brandor like, not necessarily
connecting it with professionalservices because like, let's be
honest, a lot of times inprofessional services we see
it's like just some.
Shitty like, you know, logo youbuilt in Canvas or something.
(32:15):
Like, there's not a lot ofcreativity.
So I'm curious, when you werebuilding your brand, what went
into that or what kind of thingsdid you think about as you were
starting?
Stuart (32:25):
Uh, thank you to my wife.
She is in marketing, so she
Vicki (32:29):
Amazing.
I.
Stuart (32:29):
wrote out a whole thing and she was like, no, this is
terrible.
I'm redlining everything.
And, um, I, you know, I think itwas, I.
Creating that professionalismthat create that credibility.
Um, but also understanding thathere to help.
I get so often, oh, I didn'tknow you existed.
(32:51):
I don't know a business like youexisted.
And hurts me a little bit everytime.
'cause I want everyone to know.
Um, and so I think what wentinto that is, you know, we were
at farmer's markets, you know,we were, we go to symposiums, we
go to all these things.
Not to get sales, but to justeducate people.
(33:13):
You know, we do talks all thetime just about senior housing,
very generic.
Vicki (33:19):
Yeah.
Stuart (33:19):
builds the brand.
I mean, we're in, I have someadvertising around and I, it's
funny, I get a lot of, oh mygosh, I saw you in the, the, the
newspaper and I didn't call, butI didn't call you then, but I
saw it again and now I'm gonnacall you.
So it's just like some of thosethings that, just little things
(33:40):
that just tried to, to really,um.
Really kind of pump it up alittle bit.
And, and where we are in our,in, in our business life, if you
will, is now we have people thatit's not just me anymore trying
to build the brand of everybodyas opposed to just, oh, that's
Stewart's company.
Vicki (34:01):
Mm-hmm.
Stuart (34:02):
know him.
Oh, he's great, or whatever.
But usually he's great.
Vicki (34:07):
Hopefully,
Stuart (34:13):
And not just of me.
And so that's kinda where we arein our brand strategy.
And kind of what I'm doing nowis I'm not doing as much head on
sales because I am trying tobuild the brand and expand and,
um, you know, just be bigger andbetter.
Vicki (34:30):
I love that you did not default to like, I thought about
these colors or these logos and,and it's, it's great honestly to
have a wife or partner orbusiness partner or whatever to
help in kind of fill in thosegaps no matter what for anyone.
But I love that you're talkingabout, you're building kind of a
brand essence of going out andeducating people and talking,
(34:51):
because those are all.
That, like that is really thekey is so someone who is making
the connection that thinks backon the time they heard you speak
or um, met you at a networkingevent or saw a social media
post, all of these things kindof work together.
So, um, I love that that's howyou think of it.
(35:11):
'cause I, I.
I always hope that entrepreneursand and business owners think of
their brand that way.
That it's not just how you'reshowing up on a business card
with a, you know, uh, with a, acolor or signature or anything
like that, but it's really howare you represented in the
community?
What do people think of whenthey think of your industry or
(35:31):
your name?
So that's a really powerfulthing, and it's so important as
you grow.
Stuart (35:36):
Yeah, it's less about the logo, more about the person
who's wearing it.
Vicki (35:40):
Yeah.
Yeah.
So what does growth look like?
What, I know you said you wannaexpand to multiple cities, but
what do you have in the hopper?
Stuart (35:48):
Um, we are always looking for people within
Cincinnati, so doing different,uh, parts of our, um, of our
city.
I don't know if you know thisCincinnati kind of big, so not
one person can, uh, do it all.
So continuing to find the rightpieces for.
The East side, the west side,northern Kentucky.
(36:10):
Um, and then created, you know,because I was a solopreneur and
I said, it's good and bad.
Well, it, I didn't have like asales manual.
I just kind of
Vicki (36:20):
Mm-hmm.
Stuart (36:21):
I just kind of did my thing.
Vicki (36:22):
Yeah.
Stuart (36:23):
then in the process of creating that sales manual
policies, procedures.
Expand into Dayton, Columbus,Cleveland, you know, those, um,
those big Ohio cities and evenin
Vicki (36:39):
Yeah.
Stuart (36:39):
and, and, and just making a, a, a playbook for
someone to be able to say, Ihave the playbook, let's go.
And, um, yeah, that's been,that's been the growth mode is
we have our team here.
It's great, you know.
Kind of going through those, uh,trials and tribulations of what
it's like to, uh, not just be bymyself, but you know, they have
Vicki (37:04):
Yeah.
Stuart (37:05):
they have different issues.
They're not me.
They have different styles.
And how do we take all thosestyles and kind of mash it into
a digestible manual and to haveto do this, um.
Vicki (37:20):
Yeah.
Stuart (37:21):
You know, it seems kind of easy to, you know, oh yeah,
just go see a bunch of peopleand they'll eventually give you,
eventually give you somereferral.
it's, there's some, some art toit.
There's some,
Vicki (37:31):
Yes.
Stuart (37:32):
if you will, of how to do it.
And, um, I think that's been thebiggest thing that to, uh,
prepare for growth, um, youknow, had some.
Opportunities to, to expand intothe Columbus area.
Just haven't found the right fityet.
Um, so people out there, if youknow anyone who's interested,
(37:53):
you know, let me know.
But, um, that's just, that'swhat growth looks like today, is
building the team here, gettingthrough their trials and
tribulations to create that, uh,that sales manual to, allow
someone to thrive, you know, andnot have to
Vicki (38:11):
That's awesome.
Stuart (38:12):
them every second of every day.
Vicki (38:14):
Yeah, that is the most difficult thing is the creating
processes and creating thestructure that supports the
process being successful.
I know that all too well in myown business.
So you as now the, from asolopreneur to an entrepreneur
to managing a team, do you haveany advice or something that has
(38:37):
helped you in managing a, adecentralized team too?
Stuart (38:41):
Yeah.
Um, because yes, our, our, it'snot like we work in the same
office.
You know,
Vicki (38:47):
Mm-hmm.
Stuart (38:48):
my salespeople have the autonomy to do whatever they
feel will drive their business.
Vicki (38:55):
Mm-hmm.
Stuart (38:56):
and it's maybe things that I have never thought of, I
think that's part of it, is Idon't know all the answers and
letting them do their, do theirthing, letting them have that,
um, the creativity to, to drivenew business.
honestly, I, and I touched on itbefore, is really learning about
personalities how to effectivelytalk to people.
Vicki (39:21):
Mm-hmm.
Stuart (39:21):
me.
I could
Vicki (39:23):
Mm-hmm.
Stuart (39:24):
all day, every day or people like me.
Um, it's funny, I had a meeting,um, recently with, with two
women.
Um, one was a, an establishedrelationship, and she was
introducing me to someone.
Well, the person that we weremeeting with, a new person was
me.
We talked endlessly for like twohours.
Vicki (39:46):
Amazing.
Stuart (39:46):
talk about much of anything, but it was fun.
I enjoyed it.
It was great.
Vicki (39:49):
Yeah.
Stuart (39:50):
I can relate to those people.
I can, I can manage thosepeople.
It, it really is, is, okay,you're a this type of person.
What do you need to besuccessful?
Is it, do you need things laidout?
You know, in a t do you need a,a tracker, uh, you know,
policies, procedures, to thinkcritically
Vicki (40:10):
Mm-hmm.
Stuart (40:12):
Let loose and just be real back in every now and then
to just, you know, once you'respinning to kind of reel you
back in to, you know, to, tonavigate on the right path.
Vicki (40:23):
Yeah.
Stuart (40:23):
that's been the biggest thing, e especially in my line
of work, because we are soautonomous from each other.
Um, yeah.
But using the experiences thatI've had to yeah, you know, we
it your way, but this is how Idid it and put your own spin on
it.
Vicki (40:40):
Mm-hmm.
I think it's the best thing thatyou could possibly do.
It's like it's, it's honestlyjust respecting that everyone is
different and everyone bringssomething unique, which I think
ultimately makes entrepreneursreally successful and bringing
in people who are so diverse andas you're they, I'm trying to
(41:00):
think of that, saying that Ialways.
Heard like in corporate jargon.
Oh, it's like building the planewhile you fly it.
There is some truth to that, andthat's kind of what you're doing
is everyone's creating thisprocess for you while you're
doing it in tandem, which is
Stuart (41:14):
Right,
Vicki (41:15):
kind of great.
'cause you get to tie inopinions and backgrounds of all
different kinds of people.
Stuart (41:21):
right.
Yeah.
And sometimes, like I said, I'mnot always right.
I think I'm always right, butI'm
Vicki (41:26):
Mm-hmm.
Stuart (41:27):
right.
And it's nice to be able tobounce some ideas off of people.
Honestly, I think that's been.
um, motivating for me is, you
Vicki (41:36):
Yeah.
Stuart (41:36):
don't, I no longer toil in the basement and just think
of all these things, but I'mable to really bounce ideas and
be creative and think of outsidethe box ideas that our
competition isn't doing, tryingto zag where everyone's zigs.
Um, I mean, that's just been, sothat's been the fun part of, of
(41:57):
this and having a team is.
Vicki (41:59):
Yeah.
Stuart (42:01):
Throwing mud at the wall and you know, trying to see what
sticks and.
Vicki (42:05):
Have you, have you upgraded your office from the
basement office
Stuart (42:09):
Yeah,
Vicki (42:09):
or are you still rocking it?
Stuart (42:11):
now I'm in the guest bedroom.
I got
Vicki (42:13):
Wow.
Stuart (42:13):
now, which is great.
Um, yeah, I mean, honestly, alot of our, a lot of our work is
driving around.
I, I do
Vicki (42:21):
Yeah.
Stuart (42:21):
I have a membership to some coworking space, so if I
need to get out of my house,which is pretty regularly, I
know that about myself.
Like if I'm at home.
I might not be as productive.
So, um, those things don't getalways checked off the list.
Um, but yes, I am in my guestbedroom now, so
Vicki (42:42):
amazing.
Imagine where you'll be in fiveyears.
I can't imagine what room you'llbe taking over.
There'll be two windows inthere.
Stuart (42:49):
I know, I know I drive by, you know, these, these, um,
office buildings all the time belike, yeah, that looks good.
I think we could, we could, wecould work in there that that
could be a good corporateoffice.
you know, it's just think, youknow, I think that's the, that's
fun too, is just kind of
Vicki (43:06):
It is.
Stuart (43:06):
the future and what it looks like and, you know,
sometimes yeah, you don't wannaget too far ahead of yourself,
but, you know, we can, it's,it's fun.
Vicki (43:15):
You have to, the dreaming is, is so fun and it just gets
bigger and snowballs from there.
But to take a, take a stepbackwards as we're kind of
winding down our conversationtoday, I'm curious, what would
you tell Baby Stew in 2020before you have all of this
knowledge, you've built thisbusiness from the ground up,
(43:37):
what would be your advice thatyou would tell him?
Stuart (43:42):
Don't be so scared make those connections, put yourself
out there to be uncomfortable.
Those are.
Just hard lessons that I had tolearn.
And think they were goodlessons, that those were the big
(44:02):
ones.
Honestly, I came from thecorporate Indus, you know, the
corporate world, and we weren'tallowed to spend any money.
Like spending money was, youknow, the Scarlet letter.
Vicki (44:12):
Okay.
Stuart (44:13):
would also tell myself like, listen, you can spend a
little bit of money, like it'sokay to do those fun outreach,
networking things.
Vicki (44:22):
Yeah.
Stuart (44:23):
That might propel your business, you were too scared
to, you know, spend the money orhey, get the nicer cards, or
hey, you know, the polos thatyou have, spend a little bit
more money to make them lookmore presentable because it is
your image sometimes is yourbrand, especially in our line of
work is it's a people businessspend a little bit of money.
(44:47):
Uh, obviously not too much.
I think being, being okay withbeing uncomfortable.
I know that's kind of cliche,but it's it's so true.
Like, there are times when Iwould drive into places like,
um, you know what, today I'mjust not that.
wanna, I, I don't feel like ittoday.
Uh, this
Vicki (45:06):
Oh yeah.
Stuart (45:06):
give me that much business.
I'm just gonna skip it today.
No.
No, it at this point we're just,I, I will go in anywhere.
I don't care.
Um, and I'm okay with being alittle awkward, um, because our
relationship, the relationshiphas to start somewhere.
And what's better than being a
Vicki (45:22):
Yeah,
Stuart (45:22):
so.
Vicki (45:25):
I know, and it is such a gateway.
It's, there's this quote thatI've always loved and it's the
only way out is through, and youcan use it in so many
situations.
But I always think about it,relating it to business is there
are.
You said it earlier, you have toget through the suck.
Oh, I have been through my fairshare of the suck in building
(45:48):
two different brands.
I'm building the marketing armof my business.
There's so many things that havecome up, and if I were to just
stop and say, I don't, like yousaid, I don't feel like it, or I
just don't have it in me to, tolike get through that like icky
feeling.
There is nothing good thathappens from just stagnation.
(46:08):
It's just getting through it andrealizing that on the other side
is this person who's like somuch more self-actualized, who's
so much more experienced and andis better for that next thing,
whatever that thing is gonna be.
I.
Stuart (46:23):
I.
Vicki (46:25):
Well, I love it.
Stu, you were just a wealth ofknowledge today.
Thank you so much for your time.
Honestly, this is a greatconversation and I learned a lot
too.
I didn't know a lot about seniorcare, but just in growing in
what you've done, it's amazing.
So congratulations
Stuart (46:42):
Thank you so much.
I, I thank you for having me.
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