Shooting Straight: Built a $3.6 Million Business (and Still Has Doubts)
September 14, 2026
AI Summary
5 min readWaylon started his power line training school in 2019 with two employees and seven students. By last year, revenue reached $3.6 million and the team had grown to about 20. But in a candid conversation with host John Felkins, shot at a shooting range between rounds of target practice, Waylon described something he feels every single day: imposter syndrome. He does not know how to do his current job. He has never led a team of 20, never made payroll for that many people, never served that many customers. The biggest thing standing between where he is and where he wants to be, he said plainly, is himself.
Pricing, data, and the customer's actual reason for buying
Waylon did not know when to raise prices until he had enough financial data. For the first several years, he set prices based on Google searches and market feel, raising them a little each year without understanding margins. In 2023, he hired a third-party controller and then a fractional CFO. Only then did he learn about gross and net margins. The price increase itself was emotionally hard because of imposter syndrome—he struggled with the idea that a customer would pay him that much money. The fear was that sales would drop or customers would think he was crazy.
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What you'll learn
- 1 (01:28) **Opening Rapid-Fire Round** - Host John Felkins and guest Waylon fire questions back-to-back while shooting at a range, covering revenue, goals, and team perception.
- 2 (04:06) **Knowing When to Raise Prices** - Waylon explains the data-driven process that finally gave him confidence to increase pricing after years of guessing.
- 3 (08:11) **Hiring Non-Negotiables: Humble, Hungry, Smart** - Waylon describes an 18-month journey learning to trust objective markers over his "people person" gut feeling.
- 4 (15:20) **The Biggest Barrier: Himself** - Waylon names himself as the primary obstacle, explaining the challenge of leading a 20-person team when he's never done it before.
- 5 (18:05) **Reinventing Through Thresholds** - Waylon shares how he uses physical coaching (a personal trainer) to create the headspace needed to navigate new leadership challenges.
- 6 (20:55) **Executive Coaching: From Faded Goals to Clear Strategy** - Waylon reveals how four years of coaching transformed his strategic planning process.
- 7 (26:10) **Living with Daily Imposter Syndrome** - Waylon opens up about doubting himself every morning, even after building a $3.6M business.
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Guests on this episode
Show Notes
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Sometimes the biggest thing standing between your business and the next level is you.
In this episode, business owner Waylon Hasty joins head coach John Felkins on the shooting range to discuss impostor syndrome, hiring people you can trust, and becoming the leader your growing business needs.
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