Serial entrepreneur turned VC, Justin Gray, joins Alejandra to unpack how he built LeadMD from a bedroom idea to $17M in revenue, exited at the top of the market, and why his operator-immersive VC model bets on singles, doubles, and triples, not unicorn lottery tickets. We get tactical on making revenue predictable, using equity to retain A-players, diagnosing a real pipeline (not hope), and knowing when it’s time to sell emotionally and operationally. If you’re scaling a services or vertical SaaS company, this is your masterclass. You’ll learn: bootstrapping vs. VC, GTM hiring that actually works, partner ecosystems that spark M&A, and how to prep your business so buyers believe your forecast. Hit follow, share with a founder friend! Show notes/highlights. Bootstrapping mindset vs. venture fuel Building predictable revenue (and what “real pipeline” means) Equity as a retention engine in services Timing the exit: performance + founder energy Operator-immersive VC: hands-on GTM help Partners as your M&A on-ramp You can connect with Justin Gray on  https://www.linkedin.com/in/inrevenue/

very founder starts with a vision, but somewhere between the whiteboard and the workday, that vision gets lost in the noise of operations. In this episode, Alejandra Santos breaks down how to use the Balanced Scorecard to turn your vision and mission into a living, breathing strategy that guides every decision across your business.

In this conversation, Amy shares how an “itchy” crisis during pregnancy led to the creation of a purpose-driven company with six locations, a private-label product line, and thousands of happy families. We cover the real costs of Amazon, why YouTube & micro-influencers are next, how to keep rent low while expanding, protecting culture when hiring, and what buyers look for when you’re planning an exit. You’ll learn: How to test new markets before signing a lease The hiring lens Amy uses to find needle-in-a-haystack teammates Diversifying revenue: salon, in-home, schools/camps, Amazon, DTC The KPIs that make your business predictable (and acquirable) Preparing for exit: moving to employees, reviews, and repeatable ops Connect with Amy: myhairhelpers.com • TikTok/IG/FB/YT: @myhairhelpers Free resource mentioned: Scale & Exit Readiness Index™ (Alejandra’s quick assessment) https://www.jotform.com/app/252366862516160

Exit planning isn’t something you only think about when you’re ready to sell it’s something you build every single day through the choices you make about your team. In this solo episode of Scale to Exit, Alejandra Santos dives deep into why employees are one of the most important and overlooked multipliers of business value. From hiring and training to incentives, culture, and retention, every decision shapes whether your company will be worth 2x or 5x in a future transaction.

Business Owners: Here’s how to turn a big exit into lasting wealth liquidity, diversification, tax moves, and risk-smart strategies with advisor/entrepreneur Tim Smith.

Scaling a business isn’t just about revenue, funding, or strategy—it’s about clearing the hidden blocks that keep you stuck. In this episode of Scale to Exit, Alejandra Santos breaks down the four biggest invisible barriers that prevent founders from growing and positioning their businesses for long-term success: mindset, leadership style, operations, and team. From shifting your mindset from operator to owner, to evolving your leadership style, building scalable operations, and aligning your team for outcomes, Alejandra shares real-world insights and strategies that help you unlock growth and move closer to an exit. If you’ve ever felt like your business hit a ceiling and you can’t quite put your finger on why, this episode will show you where those blocks are hiding—and how to remove them. Alejandra Santos has over 16+ years and is the CEO of Into the Next where she prepares business for an exit and support business owners in scaling lean and exiting on their own terms.   You can learn more about her: www.thealejandrasantos.com Connect with her on LinkedIn www.linkedin.com/in/aalejandrasantos or send her an email alejandra@intothenext.com Episode sponsored by Into the Next- On a mission to help bridge the gap between a business and a sellable asset. Supporting businesses in operations finance and exit planning since 2021.

On this episode of Scale to Exit, Alejandra sits down with Rachel Lasser, Founder & CEO of Lasser Consulting, a project delivery powerhouse serving companies from high-growth SMBs to $1B+ enterprises. Rachel breaks down why “great delivery” is the ultimate growth lever—and how even large organizations stall without the right checkpoints, communication cadence, and leadership follow-through. We cover the red flags of scaling too fast, how to align global/cross-functional teams around the same KPIs, and why your “say-do ratio” is the foundation of trust in any transformation. Rachel also shares how to choose the right-sized tech stack (no Lamborghinis when you need a Civic), when to start building a data foundation (hint: as soon as you hire your first employee), and practical ways to find and fix bottlenecks—without defaulting to “fire someone.”

On this solo episode Alejandra Santos shares how to incorporate exit strategy as business strategy for every day decision making. You will learn:  1-How to stop chasing new clients and instead nurture the ones you have 2- How to understand the value each client brings and how to make them come back for more.  3- How to set yourself free from the business by following these few strategies.  Alejandra Santos is an entrepreneur, business owners, a fractional COFO, business exit planner and just a super passionate individual to help you build legacy wealth thru your business.  You can find her at:  www.thealejandrasantos.com www.intothenext.com www.linkedin.com/in/aalejandrasantos  Want to understand what your value gaps are and how to fix them? take our Scale & Exit readiness index to get insights deliver to your email.  Just email us at hello@intothenext.com to get access to this.

In this episode of Scale to Exit, host Alejandra Santos sits down with Caleb David, Commercial Director at Keller Williams and seasoned real estate broker, to explore the hidden side of business exits: your real estate. From negotiating leases to positioning properties for investors, Caleb shares how business owners can maximize value when selling both their company and their commercial assets. But this conversation goes deeper than square footage and cap rates — Alejandra and Caleb dive into identity shifts, burnout, community, and healing when it comes to making big transitions in business and life. You’ll learn: The three ways owners can structure a sale when real estate is involved How lease assignments vs. assumptions impact liability during an exit Why timing, financial records, and even a $40K HVAC system can make or break a deal The importance of the right broker — and red flags to watch out for How slowing down, checking your ego, and aligning with your values matter as much as the numbers Whether you’re a founder with a storefront, a doctor with a practice, or a CEO thinking about selling both the business and the building, this episode unpacks the practical and emotional sides of scaling and exiting with real estate. You can find Caleb David https://www.linkedin.com/in/calebdavid/

Most business owners hit a ceiling not because the market isn’t there but because they’re stuck working in the business instead of building one that can run, scale, and eventually sell without them. In this solo episode of Scale to Exit, I break down the five critical shifts you need to make to scale smarter, leaner, and with less stress: From owner to investor mindset From overworked operator to delegator with the right systems and people From reacting to proactively planning with budgets and forecasts From controlling everything to trusting your team From doing to leading with the right KPIs and alignment I’ll give you practical actions you can implement right away so you can stop being the bottleneck and start building a business that grows in value — and becomes an asset you can exit from on your terms. And at the end, I’ll share why hiring a Fractional CFO/COO may be the most important decision you make to accelerate this journey.  If you are planning to sell/exit your business and need a business exit coach/planner make sure you contact Alejandra Santos CEPA MBA Finance OPS

In this conversation with leadership coach and mindset strategist Curtis McCullom, we explore the intersection of neuroscience, sales, and transformation. Curtis shares the core lessons he learned from personal development legends like Tony Robbins, Zig Ziglar, and Jim Rohn, and how he uses those principles to help leaders and business owners unlock their potential. Connect with Curtis: https://www.linkedin.com/in/curtis-mccullom-transformational-coach/

In this episode of Scale to Exit, I sit down with the brilliantly bold Colin McIntosh — a serial entrepreneur with an unforgettable sense of humor and a sharp sense of purpose. From launching the viral eucalyptus bedding brand Sheets & Giggles (which scaled to $1M/month in sales in just two years), to exiting a sustainability-focused startup Dirt Cheap Compost, and now building SheetsResume.com to empower job seekers with dignity and real tools — Colin’s journey is nothing short of inspiring. We talk scaling under pressure, navigating supply chain nightmares, why most resume builders are scams, and how to build something others can’t live without. Colin also gets real about bootstrapping, burnout, and why AI is both a blessing and a curse for today’s founders. This episode is packed with insights for entrepreneurs, impact-driven builders, and anyone who wants to create meaningful businesses with real-world value. ✨ Topics we cover: Building a viral CPG brand with no money The emotional toll (and power) of resumes What “scale to exit” really means Why sustainability should be baked into your supply chain Creating tech that serves real people, not just margins How to validate your business before you risk it all Navigating predatory accelerators and crowdfunding scams Whether you’re scaling your company or just getting started, Colin’s transparent and refreshing take on entrepreneurship will leave you thinking differently about what success means. 🎧 Listen now and subscribe to the Scale to Exit podcast for more real conversations with founders building companies and legacies. You can find Colin McIntosh:  Colin McIntosh | LinkedIn

Are you wearing all the hats in your business: rainmaker, operator, decision-maker, and firefighter? If so, you’re not alone, but you are the bottleneck. In this solo episode of Scale to Exit, I dive into what I call the Owner’s Delegation Dilemma, why founders struggle to let go, how it stalls growth and exit potential, and what you can do about it. You’ll learn: The 4 hats that keep founders trapped in the weeds The 3 identities every business owner operates from—and why only one leads to scale My signature D.A.D. Framework to help you Detach, Automate, and Delegate Tactical tools and mindset shifts to build a business that runs without you If you’re ready to stop being your ceiling and start building a company that scales and sells, this episode is for you. 🔗 Grab the free Delegation Readiness Worksheet DM me “DAD” on LinkedIn or Instagram or send me an email to hello@intothenext.com

In this energizing episode of Scale to Exit, Alejandra sits down with Denise Aguilar, a global marketing strategist, startup advisor, and 2025 honoree of the 40 Under 40 award, to explore the fundamental strategies that drive visibility, revenue, and long-term growth. As a first-generation Afro-Latina entrepreneur, Denise brings a rare combination of cultural intelligence and tech-forward thinking to every conversation. They discuss: Why communication strategies are your startup’s secret weapon How to market with inclusivity and authenticity Using AI to optimize your funnel without losing your voice Lead generation tactics that convert When to invest in paid media vs. organic growth Why your tech stack matters and how to scale it wisely Navigating entrepreneurship like a marathon, not a sprint And the overlooked power of self-care and balance in leadership Whether you’re bootstrapping your first venture or trying to sharpen your marketing engine, this episode delivers clarity, confidence, and next-step strategies. You can find Denise Aguilar: Denise Aguilar | LinkedIn

In this episode of Scale to Exit, we’re joined by entrepreneur and investor Saul Cohen, who shares how founders can unlock growth by thinking beyond building and into buying. From navigating non-tech industries to funding acquisitions and preparing for an exit, Saul delivers actionable insight for founders at every stage. Whether you’re eyeing your first deal or laying the foundation for a sale years down the road, this conversation will reshape how you approach scale and value. We cover: Why acquisition is a powerful growth strategy How to identify the right time to acquire The importance of cultural fit (and how to assess it) What buyers care about beyond EBITDA How to fund your first (or next) acquisition Building a business that’s attractive to the right buyer Personal reflections on leadership, learning, and sustainability If you’re building with the end in mind, this episode is your roadmap. 🎧 Listen now to learn how to scale smarter — and exit stronger.

In this episode of Scale to Exit, Alejandra sits down with Marshall to unpack the world of non-traditional lending, with a special focus on asset-based lending. Whether you’re scaling, stabilizing, or preparing for an exit, understanding how to fund your business without giving up equity is a game-changer. We cover: What asset-based lending is (and what it’s not) How to prepare your business for funding Real-world mistakes founders make when managing debt How to align lender appetite with your business risk Creative ways to structure loans using operational assets Why cash flow management and data are your best allies in funding decisions Plus, Marshall shares his insights on mental health, and the mindset needed to navigate financing during uncertain market conditions. If you’re ready to scale without sacrificing ownership, this episode is your blueprint. You can find Marshall: https://www.linkedin.com/in/marshalllebovits/

In this solo episode, I dive into one of the most misunderstood but critical topics for any business owner: valuation. You might think your business is worth $5M, but is it really? I’m breaking down what drives business value, the most common gaps between perceived and actual worth, and how to identify the blind spots that are silently hurting your valuation.

In this episode of Scale to Exit, we sit down with Josh Dorfman, sustainability founder and investor, to unpack what it takes to scale mission-driven companies in the climate economy. Josh shares the behind-the-scenes journey of co-founding Planted, a vertically integrated, carbon-negative building materials company that raised a $2M seed round and scaled to a $15M Series A. Now operating under the Super Cool brand, Josh dives into what founders often get wrong about fundraising, why it’s critical to know your valuation, and how to be crystal clear on why you’re raising capital in the first place. We explore: The power of vertical integration in climate tech Key strategies for early-stage fundraising and go-to-market What investors are looking for in this space How to scale with intention, and position for a firm exit Whether you’re a climate founder, VC-backed entrepreneur, or scaling a purpose-driven business, this episode is full of real talk and strategy. Connect with Josh Dorfman https://www.linkedin.com/in/dorfmanjosh/

In this episode of Scale to Exit, we sit down with beauty industry disruptor and serial entrepreneur Nicole Collins, a powerhouse behind brands like ipsy, YUME, and the revolutionary 213Deli. Nicole shares her journey from being a beauty-obsessed kid in L.A. to co-founding some of the most innovative beauty startups of the last decade. With deep expertise in brand building, influencer marketing, and social commerce, she reveals how she’s helped companies scale from startup to household name, and how she thinks about value creation, consumer obsession, and exit readiness from day one. We talk about: The founding story behind Ipsy and how it changed beauty marketing forever Why she and Michelle Phan created YUME and what they learned How 213Deli is disrupting beauty drops via SMS Her approach to scaling smart, storytelling with purpose, and preparing brands for potential acquisition What today’s founders need to understand about differentiation, community, and timing an exit Whether you’re a brand builder, founder, or investor, this episode is packed with insights into what it takes to disrupt an industry and exit on your terms. You can find Nicole Collins at:  (1) Nicole Collins | LinkedIn

What does going from rock bottom to an eight-figure business exit take? In this deeply inspiring episode, psychotherapist and bestselling author Joyce Marter shares her incredible journey from financial ruin to founding and scaling a mental health practice that sold for $8 million. She opens up about the mindset shifts that changed everything, the hidden link between mental wellness and financial abundance, and how healing her money story transformed her life and business. We also dive into: How unresolved trauma shows up in our relationship with money The emotional toll of leadership and how to overcome burnout Practical mindset tools from The Financial Mindset Fix What it means to build (and exit) a business with purpose and alignment This is a must-listen for any entrepreneur ready to create wealth from the inside out.