In this episode of The What It Takes Podcast, host Tuli Kraus sits down with Seth Farbman, entrepreneur, former securities lawyer, and founder of multiple successful companies including SEC filing services, stock transfer operations, and modern LinkedIn marketing agency Share Media. This is not a typical “startup success story.” It’s a raw, behind-the-scenes conversation about building companies from a basement startup to multi-exit businesses, making millions, losing millions on failed ventures, and learning what actually drives long-term success in business: people, persistence, and purpose. Seth shares how he went from practicing law in Manhattan to building four companies with his long-time partner, how a chance conversation over Pesach led to a business that scaled to thousands of clients, and how he later transitioned into helping CEOs and public companies grow through LinkedIn marketing and strategic visibility. If you're an entrepreneur, founder, salesperson, or anyone trying to grow in your career or business, this episode breaks down real-world lessons you won’t get in business school. How Seth Farbman transitioned from securities lawyer to serial entrepreneur The Pesach conversation that led to building a multimillion-dollar company from a basement What it takes to scale a business to 5,000+ customers and 100+ employees Why hiring the right people matters more than strategy or product The emotional reality of selling a company (and losing identity after exit) Earnouts, acquisitions, and what really happens after you “sell” your business Lessons from failed ventures like apparel brands and startup experiments Why not every great idea is a profitable business How LinkedIn became a powerful growth engine for CEOs and public companies What separates top-performing employees from average ones Sales mindset: why fear kills deals and relationships build revenue How persistence (like a candidate showing up 4 times) can change your life Seth breaks down 30+ years of experience in business and shares brutally honest insights: You don’t build companies to sell them — exits often come unexpectedly The real value of a business is in relationships, not just revenue Employees who take initiative outperform those who just “do their job” Introverts can win in business by leading with value first Most business failures come from building without real market validation Purpose and momentum matter more than comfort or certainty 0:00 The Real Reason Behind Visibility, Clients, and LinkedIn Growth 8:05 From a Basement SEC Filing Company to Two Buyouts 14:24 Purpose, Daymond John, and Finding the Recruiting Niche  20:07 Law School, Marriage, and Becoming a Reluctant Schmoozer 27:08 The Persistence That Got Hired Four Times 33:00 Hat Flops, Weight-Loss Gimmicks, and a Thousand Public Companies  LinkedIn: https://www.linkedin.com/in/sethfarbman/Instagram: https://www.instagram.com/sethfarbmanstock/ Instagram: https://www.instagram.com/blackbird.recruiting/ LinkedIn: https://www.linkedin.com/in/tuli-kraus/ Hiring the wrong person is expensive — not just financially, but culturally. Blackbird Recruiting helps growing companies hire people who actually perform, so you can spend less time filtering résumés and more time building your business.

In this episode of the What It Takes Podcast, host Tuli Kraus sits down with Shai Stern — entrepreneur, investor, and advisor — to talk about building multiple companies from scratch, what separates great employees from mediocre ones, and what 30 years in business actually teaches you about people, sales, and showing up. Shai Stern didn't come from money. He grew up in Teaneck, New Jersey, dropped out of YU, got married young, and needed parnassah fast. What followed was four companies built with his partner Seth Farman — starting with a conversation over vintage seltzer on Pesach — that spanned SEC filings, business formations, background checks, and payment processing. He sold them all. And then started again. Along the way, Shai learned things no business school teaches: how to close your first client when your father's chavrusa thinks you're a fool, how to handle a valued employee who gets poached, why firing people is one of the hardest things he's never gotten good at, and what makes someone like Michelle — his chief of staff for 13-plus years — genuinely irreplaceable. He's also brutally honest about what he got wrong. Waiting too long to let people go. Trusting people who weren't honest. Letting ambition outrun organizational discipline. This episode is one of the most real, wisdom-packed conversations we've had on this podcast — and it applies whether you're a W-2 employee trying to level up or a founder building something from nothing. If you're trying to figure out what it actually takes to grow in your career or your business, this one is for you. ◼️ How Shai went from a W-2 employee to building four companies with one partner and zero partnership agreements◼️ The Pesach conversation over vintage seltzer that launched Vintage Filings◼️ What his father taught him about learning before work — and why it stuck for 30 years◼️ The first client rejection that drove him harder than any yes ever could◼️ How he expanded a business to all 50 states in under 60 days using Chabad◼️ What makes Michelle McClosky the best hire he ever made — and what made his worst hire so painful◼️ How COVID nearly destroyed V-Check Global and what saved it◼️ The right way to ask for a raise, handle rejection, and set yourself up for a yes◼️ What separates salespeople who crush it from those who plateau◼️ Why fear has no place in sales — and how to actually get it out of your system. Chapters: 0:00 Teaneck to Teaneck: Shai's Background, Family & Early Influences7:58 The Pesach Handshake: How Vintage Filings Was Born Over Seltzer15:02 Getting the First Client: Rejection, Persistence & Humble Confidence23:03 Selling Vintage Filings, Building V-Corp & Expanding to All 50 States With Chabad28:30 V-Check Global, COVID & What Happens When Your Business Falls Off a Cliff40:17 Best Hire, Worst Hire & What Loyalty Actually Looks Like in Business55:14 How to Ask for a Raise, Handle Rejection & Make Yourself More Valuable1:09:08 Sales Without Fear: What 30 Years Taught Shai About Relationships & Parnassah Connect with Shai Stern LinkedIn: https://www.linkedin.com/in/shaistern1 Phone: 917-579-3107 Email: [email protected] Website: gotavi.co Instagram: https://www.instagram.com/blackbird.recruiting/ LinkedIn: https://www.linkedin.com/in/tuli-kraus/ Hiring the wrong person is expensive — not just financially, but culturally. Blackbird Recruiting helps growing companies hire people who actually perform, so you can spend less time filtering résumés and more time building your business. 💡 In This Episode, We Cover:⏱️ Chapters🔗 Connect with Shai Stern🔗 Connect with the Host — Tuli KrausBlackbird Recruiting

In this episode of the What It Takes Podcast, host Tuli Kraus sits down with Aaron Zutler, sales veteran, entrepreneur, and co-founder of Pop Insanity, to talk about learning to sell from the ground up, cracking the big box retail code, and how a popcorn machine that couldn’t be returned ended up becoming a nationwide brand. Aaron Zutler spent years in the trenches selling small electronics, keyboards, webcams, and peripherals, into some of the toughest buyers in retail: Best Buy, Walmart, and Target-level accounts who eat vendors for breakfast. He learned how to negotiate, how to read a room, and how to get a “yes” from people whose entire job is to say “no.” Then, almost by accident, he got introduced to a keyboard player making insane popcorn in his kitchen. That introduction, and one non-refundable popcorn machine, led to Pop Insanity, a gourmet kosher popcorn brand that landed on Oprah’s Favorite Things list, got featured on Good Morning America, and eventually earned a starring role on Marcus Lemonis’ show The Fixer. In this conversation, Aaron breaks down what it actually took, sleeping on a blow-up mattress in Muncie, borrowing money while making two weddings, building a brand with no marketing budget, and staying calm when the website crashed in the middle of Q4 holiday season. He also gets real about partnerships, hiring, what separates employees who rise from those who stay stuck, and why customer service matters just as much as the product. If you’re an employee trying to level up, a founder figuring out how to build something from scratch, or someone quietly wondering if your skills could one day work for you, this episode is exactly what you need. 💡 In This Episode, We Cover: ◼️ How Aaron stumbled into sales and why he says it’s the most valuable skill you can have ◼️ The insider breakdown of selling into big box retail (open to buy, end caps, markdown money and more) ◼️ The non-refundable popcorn machine that accidentally started a business ◼️ What the early days of Pop Insanity actually looked like, blow-up mattresses and all ◼️ How Oprah’s team found them at a gift show in Atlanta and what happened next ◼️ Getting on Good Morning America and landing Marcus Lemonis’ The Fixer ◼️ How COVID shifted their entire business model in their favor ◼️ The three things Aaron says you absolutely need in a business partner ◼️ What separates employees who grow fast from those who stay stuck ◼️ Why honesty, initiative, and mavatar (flexibility) matter more than any resume ⏱️ Chapters: 0:00 From Office Work to Closeouts: How Aaron Accidentally Got Into Sales7:45 The Art of Selling: Aggression, Etiquette & What Actually Works21:26 The Popcorn Machine That Started It All: The Origin Story of Pop Insanity29:10 Sleeping in Muncie: Building Pop Insanity From Zero39:41 Oprah’s Favorite Things: Getting Discovered at a Gift Show in Atlanta47:24 The Fixer & The Website Crash Heard Round the Warehouse52:17 COVID, Hiring & What It Actually Takes to Grow Inside a Company 🔗 Connect with Aaron ZutlerLinkedIn: https://www.linkedin.com/in/aaron-zutler 🔗 Connect with the Host - Tuli KrausInstagram: https://www.instagram.com/blackbird.recruiting/LinkedIn: https://www.linkedin.com/in/tuli-kraus/ United Refuah United Refuah offers an affordable alternative to traditional health insurance through a health share program, with a monthly cost of just $500. For the first 10 listeners, use code Blackbird to get the third month free. https://unitedrefuahhs.org/ Blackbird Recruiting Hiring the wrong person is expensive — not just financially, but culturally. Blackbird Recruiting helps growing companies hire people who actually perform, so you can spend less time filtering résumés and more time building your business. If you’re serious about scaling with the right team, visit blackbirdrecruiting.com to learn more.

The Brutal Truth About Being A Creative Director | How a Borough Park Kid Landed HBO, Polaroid, and Brother ft. Sam Ash How data and storytelling can build a career? In this episode of the What It Takes podcast, we sit down with Sam Ash (not the music store!), a marketing powerhouse and the unconventional creative mind behind iconic campaigns for HBO, Brother, Polaroid, and countless brands in the frum world. Sam takes us on a hilarious and insightful journey from his Borough Park Yeshiva days to the top of the advertising world, pulling back the curtain on how he launched the Brother P-Touch, made Paint fascinating, and why he never wears the same "professional" face twice. He shares profound lessons on faith, family, and why today's consumers don't want to think, they want to feel. This is a raw, funny, and deeply authentic conversation about the power of a great idea, the importance of knowing your "why," and what Jewish marketing is missing. 💡 In This Episode, We Discuss: ◼️ Sam’s journey from a Yeshiva kid in Borough Park to a sought-after creative director ◼️ The hilarious story of launching the Brother P-Touch and the "aha" moment that created a new product category ◼️ His philosophy that you're not selling the drill, you're selling the hole! Why benefits always beat features ◼️ The challenge of balancing a demanding creative career with family life and faith ◼️ Why the frum community is the last great bastion of print advertising and how to use it effectively ◼️ His unexpected encounter with John Ratzenberger (Cliff from "Cheers") and the life lesson about money and family ◼️ How to "niche yourself" to break into a creative career ◼️ The problem with AI, SEO, and why they can't replace true talent and insight ◼️ What most Jewish marketing is missing and the agencies that are getting it right ◼️ His advice for business owners on how to choose the right creative agency ⏱️ Timestamps 00:00 Meet Sam Ash: The Unconventional Creative 3:09 From Borough Park to Big Brands: A Yeshiva Kid's Origin Story 5:07 The Brother P-Touch Launch: Selling the Hole, Not the Drill 22:45 Faith in the Workplace: Wearing a Kippah in Corporate America 27:16 The John Ratzenberger Story: A $150,000 Lesson on Priorities 35:48 How to Break Into a Creative Career: Niche Yourself 41:29 The State of Jewish Marketing: The Last Bastion of Print 43:10 Sam's Final Advice: How to Pick the Right Creative Agency 🔗 Connect with Sam Ash LinkedIn: https://www.linkedin.com/in/samash180/ 🔗 Connect with Tuli Kraus X (Twitter): https://x.com/TuliKraus Instagram: https://www.instagram.com/blackbird.recruiting/ LinkedIn: https://www.linkedin.com/in/tuli-kraus/ #WhatItTakesPodcast #Marketing #Advertising #BrandStrategy #CreativeDirector #Entrepreneurship #JewishBusiness #Startup #CareerAdvice

In this episode of the What It Takes Podcast, we sit down with Hershy Goldstein, CEO and Co-Founder of FRIDAY—a SaaS founder who went from unemployment to building a thriving tech startup serving over 1,200 customers. Hershy breaks down his journey from leaving a secure career to bootstrapping and scaling a profitable, remote-first business. He shares the unfiltered reality of entrepreneurship: the moments he almost shut everything down, the pressure of scaling fast, and the leadership decisions that come with being the one in charge. This conversation is a masterclass in career decisions, startup growth, and building a sustainable business. Whether you’re considering leaving a corporate job, building a startup, or leading a remote team, this episode delivers insights you won’t hear anywhere else. 💡 In This Episode, We Cover: ◼️ How Hershy turned unemployment into a SaaS startup success story ◼️ The pivotal moment that almost ended the company ◼️ Scaling to 1,200 customers without investors or venture capital ◼️ Building a fully remote team across multiple states ◼️ Recognizing when to leave a secure career to pursue entrepreneurship ◼️ Handling founder burnout and mental pressure while growing a company ◼️ How to identify, retain, and lead high-performing employees ◼️ Lessons from the accidental product pivots that saved the business ◼️ Hershy’s non-negotiable advice for first-time founders ⏱️ Chapters: 0:00 Intro - The $250k Question 11:54 The Breakthrough: Conquering Imposter Syndrome at Fingercheck 19:24 The 9-Year Grind: From Support to Manager to $250k 22:30 The Coaching Epiphany: Discovering a Hidden Superpower 37:19 The Final Straw: Why I Quit My Cushy Job 42:09 The Wilderness: Depression, COVID, and Consulting 54:10 Startup Nightmare: The Week Our Bank Vanished 1:02:55 Founder Truths: Surrender, Hiring, & The Fear of Content 1:20:38 Final Advice: Should You Leave Your Safe Job? LinkedIn: https://www.linkedin.com/in/hershey-goldstein/Website:https://fridayapp.com/ X (Twitter): https://x.com/TuliKrausInstagram: https://www.instagram.com/blackbird.recruiting/LinkedIn: https://www.linkedin.com/in/tuli-kraus/ Sponsored by Blackbird RecruitingTired of sorting through unqualified résumés? Blackbird Recruiting helps you hire top talent—so you can focus on growing your business.Visit blackbirdrecruiting.com to learn more.

How does faith rewire your entire career? In this powerful episode of the What It Takes podcast, we sit down with Mrs. Esther Bergman, the CFO of Chai Lifeline, who oversees a massive $45 million budget dedicated to helping families with critically ill children. Esther takes us on her incredible journey from a Spanish-speaking immigrant taking a job as a store greeter to becoming the financial leader of one of the most impactful non-profits. She pulls back the curtain on her unique philosophy that you don't work for your boss, you work for God, and shares how this mindset opened doors no degree ever could. She reveals how a prayer for fish in Costa Rica was directly answered, the time she saved a $100M organization from collapse, and why she schedules her "depression" for 5 AM. This is a raw, inspiring, and deeply spiritual conversation about the power of showing up, the true meaning of money, and how to lead with compassion—even when you have to let someone go. 💡 In This Episode, We Discuss: ◼️ Esther’s journey from Costa Rica to CFO without a finance degree ◼️ The Costa Rica “Fish Market Miracle” and talking to God in everyday life ◼️ Her grandmother’s powerful lesson: “Money is like fire” ◼️ The brutal cash flow crisis that threatened to shut down a $100M organization ◼️ How to transition from an individual contributor to a leader who builds other leaders ◼️ The art of firing someone with kindness and a prayer for their future ◼️ Why being multi-talented can be a curse for your career ◼️ The $15 million secret behind Chai Lifeline’s volunteer force ◼️ How to make a lateral career move that sets you up for long-term success ◼️ Her advice for anyone wanting to build a meaningful career in finance or non-profit ⏱️ Timestamps 00:00 Meet Esther Bergman: The CFO Who Works for God 1:04 The Costa Rica Fish Market Miracle 7:50 Immigrant Story: First Job as a Store Greeter in Brooklyn 10:53 The Kleinfeld Bridal Breakthrough 22:56 Switching from Customer Service to Finance 34:51 How to Fire Someone with Compassion 38:25 The $45M Budget of Chai Lifeline & The $15M Secret 43:02 The Crisis: A $100M Organization Frozen by Fraud 44:37 The Brilliant Idea That Saved the Company 50:50 Final Advice: How to Build a Career with Purpose 🔗 Connect with Esther Bergman LinkedIn: https://www.linkedin.com/in/esther-bergman-87579117/ 🔗 Connect with Tuli Kraus X (Twitter): https://x.com/TuliKraus Instagram: https://www.instagram.com/blackbird.recruiting/ LinkedIn: https://www.linkedin.com/in/tuli-kraus/ This episode is sponsored by Blackbird Recruiting. Tired of sifting through unqualified resumes? Let Blackbird Recruiting find you top talent so you can focus on building your business. Visit blackbirdrecruiting.com to learn more.

In this episode of The What It Takes Podcast, we’re joined by Eli Freedman, a former 9-5 professional who took a leap of faith and made aliyah to Israel, embarking on an entrepreneurial journey that would change his life. Eli’s story is one of emunah (faith), bitachon (trust in Hashem), and resilience.Eli built a successful wine storage facility and concierge business for high-net-worth clients, investing $500K in a dream project. But when the October 7 war broke out in Gaza, his business faced unexpected challenges. In this episode, Eli opens up about his journey of balancing business, faith, and overcoming adversity. He shares how to navigate life’s tests, the importance of maintaining faith through tough times, and what it really takes to pivot and keep moving forward when things don’t go according to plan.This episode is for anyone facing obstacles or questioning their path—Eli’s story of perseverance, trust in Hashem, and entrepreneurship will inspire you to push through and keep the faith, no matter what.To reach Eli and learn more about his services, check out https://www.corkandcellar.net/club

In this episode of the What It Takes Podcast, we sit down with Rabbi Nachman Seltzer—a prolific Jewish author, Torah educator, and former music director who has quietly built a decades-long career at the intersection of faith, creativity, and impact. Rabbi Seltzer shares his journey from writing his first book by hand on a bus at 23 to publishing over 56 books, including Torah works that sold 70,000+ copies worldwide. He opens up about the realities of the publishing world, why novels rarely sell, how biographies and Torah books create lasting influence, and what most aspiring writers misunderstand about success. The conversation also explores his unexpected exit from the Jewish music and choir world, how industry shifts forced hard decisions, and why knowing when to quit can be just as important as knowing how to start. From turning ancient Torah texts into modern movements to offering grounded advice for writers, creators, and those considering Aliyah, this episode is a masterclass in long-term thinking, creative discipline, and purpose-driven work. Whether you’re a writer, educator, creator, or someone navigating career pivots through faith and practicality, this episode delivers lessons that only come from 25 years of doing the work. 💡 In This Episode, We Cover: ◼️ Writing his first book at 23—and why it was written entirely on a bus ◼️ How a single real-life story became a bestselling Jewish novel ◼️ The business reality of publishing: royalties, advances, and distribution ◼️ Why most novels fail—and what actually sells in Jewish publishing ◼️ Turning an out-of-print Torah sefer into a global learning movement ◼️ How storytelling makes Torah accessible to thousands worldwide ◼️ Why passion isn’t enough—and how market awareness shapes success ◼️ Leaving a thriving music and choir career at the right time ◼️ How the Jewish music industry changed—and why CDs ended the model ◼️ Balancing faith, creativity, family, and parnassah ◼️ Advice for writers, creators, and those considering Aliyah ◼️ Why longevity matters more than trends in any creative career ⏱️ Chapters: 0:00 From Shabbos Table to a Global Torah Movement 2:56 Writing a First Novel by Hand (And Getting Published) 12:01 The Sefer That Sparked a Worldwide Learning Revolution 21:32 Choirs, Creativity & Walking Away From Music 27:16 Writing for Impact, Not Sales 🔗 Connect with Rabbi Nachman Seltzer LinkedIn: https://il.linkedin.com/in/rabbi-nachman-seltzer-a719849 Amazon: https://www.amazon.com/stores/author/B086K3HW5P 🔗 Connect with the Host Tuli Kraus Instagram: https://www.instagram.com/blackbird.recruiting/ LinkedIn: https://www.linkedin.com/in/tuli-kraus/ 🎙 Sponsored by Blackbird Recruiting Tired of sorting through unqualified résumés? Blackbird Recruiting helps you hire people who actually perform—so you can focus on growing your business. Learn more at blackbirdrecruiting.com

In this episode of the What It Takes Podcast, we sit down with Rabbi Raps — the Rabbi of Social Media — who has built a community of 2M+ followers by bringing Torah, confidence, and unapologetic Jewish identity to the digital world. What started as simply sharing thoughts online turned into a global platform. We talk about what really happens when a Rabbi goes viral — the backlash, the hate, the pressure, and the responsibility that comes with millions of people watching. Rabbi Raps opens up about confronting antisemitism head-on, staying authentic in an algorithm-driven world, and why purpose always matters more than popularity. From Torah to TikTok, from raising proud Jewish kids to having real conversations about the Noahide movement, this episode goes far beyond social media strategy. It’s about courage. Identity. Leadership. And what it truly takes to show up boldly when the world would rather you stay quiet. If you’re building something online — or trying to lead with more confidence in your own life — this conversation will challenge and inspire you. 💡 In This Episode, We Cover: ◼️ How Rabbi Raps built 2M+ followers without chasing trends◼️ The viral moment that changed everything◼️ Dealing with hate, backlash, and public criticism◼️ Faith vs. algorithms — and staying real online◼️ Addressing antisemitism on a massive platform◼️ The responsibility that comes with influence◼️ Raising confident Jewish kids in today’s climate◼️ The Noahide movement and global Torah conversations◼️ The emotional cost of visibility◼️ Why purpose beats popularity every time◼️ The future of Jewish leadership in the digital age ⏱️ Chapters: 0:00 From Atlantic City to Rabbi Raps 1:53 From Shlichus to Running a Community 10:08 Building Shuls & Community Growth 15:13 When Social Media Changed Everything 17:02 Going Viral, Algorithms & Menorah Moments 18:46 Humans for Noah & The 7 Laws 23:34 Hate, Authenticity & Finding Your Voice 27:43 Raising Confident Jewish Kids 34:05 Purpose, Tafkid & Showing Up Online 38:35 Confidence, Cameras & Fear of Being Seen 🔗 Connect with Rabbi RapsInstagram: https://www.instagram.com/rabbiraps/TikTok: https://www.tiktok.com/@rabbiraps?lang=en 🔗 Connect with the Host - Tuli KrausInstagram: https://www.instagram.com/blackbird.recruiting/LinkedIn: https://www.linkedin.com/in/tuli-kraus/ 🎙 Sponsored by: Dabbl Dabbl is an all-in-one platform where kids and teens can explore a wide range of lessons—from music, art, and cooking to photography, wilderness skills, and money management—without the hassle of commuting or expensive one-on-one classes. For just $25 a month, learners get access to all courses designed to bring them off-screen into real-life skills. Listeners can use code TK-20 for 20% off at https://justdabbl.com/ United Refuah United Refuah offers an affordable alternative to traditional health insurance through a health share program, with a monthly cost of just $500. For the first 10 listeners, use code Blackbird to get the third month free. https://unitedrefuahhs.org/ Blackbird Recruiting Hiring the wrong person is expensive — not just financially, but culturally. Blackbird Recruiting helps growing companies hire people who actually perform, so you can spend less time filtering résumés and more time building your business. If you’re serious about scaling with the right team, visit blackbirdrecruiting.com to learn more.