SOLO | Make Money by Finding Market Gaps, Building Relationships, and Thinking Long-Term with Gary Kusin

Gary Kusin, former CEO and co-founder of GameStop and turnaround expert behind Kinko's $2.4 billion sale to FedEx, delivers a masterclass in building resilient, long-term businesses—not by chasing passion, but by identifying unmet market needs. He argues that the most successful entrepreneurs don’t build companies around what they love, but around what people will pay for, warning that turning a hobby into a business often kills the joy. His philosophy centers on relentless relationship-building, mentorship from outside the organization, and the non-negotiable combination of hard work and smart work. He reveals how debt in cyclical businesses is a predictable time bomb, and how his own career resilience came not from luck, but from maintaining a 'plan B' even at peak success. The episode culminates in a powerful story of leadership during 9/11, where Kusin’s foresight and integrity helped secure a national emergency response—proof that preparedness isn’t just about business, but about legacy. The standout insight? Mentors matter more than almost anything—but only if they’re outside your company. Internal mentorship can backfire when it exposes toxic workplace secrets, potentially destroying careers. Kusin’s entire career was launched by Ross Perot’s intervention at his high school graduation, and he’s since dedicated himself to paying it forward—having mentored over a thousand people.