Entrepreneurship is a balancing act between vision and execution, between what you dream and what you do. Few people embody that balance better than Richard Zapp, a business leader who has built a career on integrity, grit, and strategic execution. In this episode of The Prospecting Show, Dr. Connor Robertson sits down with Richard to discuss what it really takes to build a business that lasts—one rooted in values, focused on relationships, and defined by results.
Richard’s journey into entrepreneurship wasn’t linear. Like many great founders, he started his career inside someone else’s company. But instead of waiting for opportunity, he created it. “I realized early on,” Richard says, “that no one was coming to give me permission to succeed. You either take ownership, or you take orders.” That mindset shift—from employee to entrepreneur—sparked a lifelong mission to build enterprises based on self-discipline and servant leadership.
Dr. Robertson opens the conversation by asking Richard about his earliest lessons in business. “You learn fast that people don’t buy what you sell—they buy why you sell it,” Richard explains. “If your motivation is just money, you’ll lose motivation the moment things get hard. But if your mission is impact, you’ll push through anything.”
That theme connects seamlessly with Maria Topliff’s Entrepreneurial Highlight (listen here), where purpose and passion fueled perseverance. Like Maria, Richard built his career around a clear “why”—a belief that success without service isn’t success at all.
Richard explains that his biggest differentiator isn’t just his work ethic—it’s his discipline. “Entrepreneurs often confuse activity with progress,” he says. “I track every goal, every meeting, every KPI. If you can’t measure it, you can’t manage it.” His approach is methodical and rooted in accountability. “It’s not about being busy; it’s about being effective.”
Dr. Robertson notes the similarity to Patient Rhino’s Entrepreneurial Highlight (listen here), where systems and metrics created scalable growth. Both Richard and the Patient Rhino founders share the same truth: structure isn’t the enemy of creativity—it’s the foundation of freedom.
When asked how he manages setbacks, Richard smiles and leans in. “Failure’s not personal. It’s data,” he says. “When something doesn’t work, I don’t beat myself up—I just adjust.” He explains that this mindset took years to develop, but ultimately became his superpower. “Resilience isn’t built in success. It’s built in recovery.”
That principle mirrors Ian Reith’s Entrepreneurial Highlight (listen here), where rhythm, recovery, and reflection were key to long-term success. Both men emphasize that discipline without rest leads to burnout—and burnout is the silent killer of good ideas.
The conversation takes a turn toward leadership. Richard emphasizes the human side of entrepreneurship. “No company scales without trust,” he says. “You can have the best product, the best process, but if your people don’t trust you, you’re done.” He talks about the responsibility of leaders to create clarity, consistency, and connection. “A good leader communicates vision. A great leader communicates belief.”
Dr. Robertson draws a parallel to Victoria Mattingly’s Entrepreneurial Highlight (listen here), where emotional intelligence and psychological safety were central to performance. Richard applies those same values—using authenticity to inspire accountability.
Richard outlines his leadership philosophy through what he calls the Three Laws of Longevity:
- Lead Yourself First: “You can’t ask of others what you don’t practice yourself.”
- Build People, Not Just Profits: “If your people win, your business wins.”
- Stay Humble, Stay Hungry: “The moment you think you’ve arrived is the moment you start falling behind.”
These principles remind Dr. Robertson of Derek Davis’ Entrepreneurial Highlight (listen here), where daily discipline and humility created sustainable growth. Both Richard and Derek prove that success isn’t about grand gestures—it’s about small, consistent commitments.
As the discussion unfolds, Richard shares his approach to strategy. “Business is a math problem wrapped in a human story,” he says. “You need to know your numbers—but you also need to know your people.” He believes that the best strategies are both analytical and emotional, driven by empathy and executed with precision.
He recalls a major pivot moment in his career—when a key client walked away unexpectedly. “It was devastating at the time,” he admits. “But it forced me to diversify, to document my processes, and to stop relying on one big deal to sustain the business.” That experience changed everything. Within a year, his company’s client base had tripled. “What looked like loss was really leverage,” he says.
Dr. Robertson relates this story to Amy Lee’s Scaling and Exiting a Startup (listen here), where adversity became the catalyst for growth. Both leaders turned disruption into opportunity, showing how true entrepreneurs find stability through adaptability.
Richard is also deeply passionate about mentorship. “I wouldn’t be here without the people who guided me,” he says. “Now it’s my job to pay that forward.” He mentors young founders on leadership, finance, and ethics—reminding them that quick wins are often short-lived. “If you build for speed, you’ll eventually crash. Build for endurance instead.”
Dr. Robertson connects this to Buddy Hobart’s The Future of Consulting (listen here), where mentorship and leadership pipelines were essential for long-term growth. Both men view mentorship not as charity, but as a legacy.
When asked what drives him today, Richard doesn’t hesitate: “Contribution. At this stage, I’m more interested in significance than success.” He believes that money is a byproduct of meaning—and that businesses that serve others always find sustainability. “The companies that last are the ones that care,” he says.
That philosophy echoes Faris Ghani’s Entrepreneurial Highlight (listen here), where integrity was described as the ultimate investment. Both Richard and Faris share a worldview that business, at its best, is about stewardship, not self-interest.
Richard also discusses his daily routines—the nonnegotiables that keep him grounded. “I start every day with reflection and gratitude,” he says. “If I can win the morning, I can win the mission.” His mornings include exercise, reading, and journaling. “You can’t pour from an empty cup. I treat my personal development as seriously as my financial development.”
Dr. Robertson ties this mindset to Khanita Suvarnasuddhi’s How to Unplug from the Modern World Through Chinese Medicine (listen here), where wellness was viewed as a foundation for leadership performance. Both Richard and Khanita agree that high performance begins with high alignment.
The conversation then turns to decision-making. “Speed matters, but direction matters more,” Richard says. He explains that the biggest mistake entrepreneurs make is reacting emotionally rather than responding strategically. “If you can stay calm when everyone else panics, you’ll always find opportunity in chaos.”
Dr. Robertson connects this to John Donovan’s Entrepreneurial Highlight (listen here), where composure and clarity were recurring themes. Both leaders emphasize calmness as a competitive advantage in uncertain markets.
Before closing, Richard shares his Five Cornerstones of Sustainable Entrepreneurship:
- Clarity: Know your goals and your guiding principles.
- Consistency: Show up with excellence every day, not just on good days.
- Culture: Build people before you build processes.
- Customer Experience: Make your clients feel understood, not just sold to.
- Contribution: Leave every person and every project better than you found it.
Dr. Robertson summarizes Richard’s message perfectly: “Entrepreneurship is a mirror. It reflects your habits, your mindset, and your heart. Richard Zapp shows us that integrity and execution are not separate traits—they’re the same discipline expressed through action.”
For listeners inspired by this conversation, visit drconnorrobertson.com to explore related episodes like Patient Rhino’s Entrepreneurial Highlight, Maria Topliff’s Entrepreneurial Highlight, and John Donovan’s Entrepreneurial Highlight. Together, these stories reveal that leadership is built on consistency, empathy, and courage—the traits that transform ordinary businesses into extraordinary legacies.
Dr. Robertson closes the episode with one final takeaway: “Success is temporary, but character is permanent. Richard Zapp’s story reminds us that when you build with integrity, every result lasts longer—because it’s built on truth.”