Defenders of Business Value: Recent Episodes
Ed Mysogland
The Defenders of Business Value Podcast combines nearly 30 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
We're taking a short summer break in July and August to focus on some exciting news — Ed's new book, Done Deal: Exit Without Regret. How to Prepare, Promote, and Protect the Sale of Your Business, launches on September 9.
This is the ultimate guide for business owners who want a profitable, empowered exit without regret. Pre-orders are now open
[Pre-order link: https://a.co/d/0imeCz3D] — we'd love your support!
We'll be back in September with fresh episodes. Thanks for being part of the Defenders of Business Value community — see you soon!
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Navigating the business world requires immense grit, but knowing how to transition from an owner-dependent operation to a highly standardized, thriving business is where true enterprise value is unlocked.
Chris Miller is the founder of Rev Up Manufacturing, a company dedicated to helping small and medium-sized manufacturers improve operations, increase profitability, and build scalable organizations. He breaks down the hidden operational power of process mapping, how to extract critical institutional knowledge from key personnel, and why business owners must stop wearing multiple hats to protect their exit value. Learn how to leverage visual systems, mitigate single-person risk, and transform the "secret sauce" of your business into a transferable asset.
In this episode, you will:
- Discover the visual process of "Money Maps" and how they expose hidden inefficiencies in your operations
- Learn why owner dependency triggers massive price discounts from buyers during due diligence
- Understand how to foster a safe company culture that excites floor workers to document and elevate their processes
Highlights: (00:00) Meet Chris Miller (04:11) The hidden danger of tribal knowledge (05:27) How buyers assess transition risk (07:54) The three ways to look at core processes (11:17) Inside the operational blueprint workshop (16:09) The "Pete the Painter" story (19:09) Floor workers vs. executives: reactions to transparency (21:50) Finding waste and process drift (30:27) Advice for business owners planning an exit
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Chris Miller: https://www.linkedin.com/in/chris-miller-503a7139/ Explore Rev Up Manufacturing: https://www.revupmfg.com/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
Navigating the business world requires immense grit, but knowing how to transition from a structured military playbook to a thriving business acquisition is where true enterprise value is unlocked.
Courtney Zaugg is the founder of VentureVets and an economic development professional dedicated to building the infrastructure for veteran and military spouse entrepreneurs. She breaks down why veterans excel at buying existing businesses, the hidden operational power of military spouses, and the three distinct traits that allow veteran founders to outwork anyone in the room. Learn how to leverage systems, mitigate single-founder risk, and tap into one of the most resilient entrepreneurial ecosystems in the country.
In this episode, you will:
- Discover the three distinct superpowers of veteran founders and how they drive business value
- Learn why entrepreneurship through acquisition is the perfect fit for military leadership
- Understand the massive economic potential and untamed grit of the military spouse community
Highlights: (00:00) Meet Courtney Zaugg
(04:56) The true scale of veteran and military spouse entrepreneurship
(07:27) Why veterans excel at entrepreneurship through acquisition
(10:07) The community and capital hurdles facing transitioning military
(13:06) The distinct traits and superpowers of veteran founders
(15:39) Navigating federal contracts and the danger of relationship transitions
(19:42) Diversifying revenue streams and setting up a successful exit
(26:58) Overcoming single-founder risk with strong teams and operational systems
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Courtney Zaugg: https://www.linkedin.com/in/courtneyzaugg/ Explore VentureVets: https://www.theventurevets.com/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
You don't have to build your own business from scratch to be an entrepreneur. You can buy one instead.
Della Kirkman, CPA and founder of Shift-N-Gears, is on a mission to help 10,000 women become business owners through acquisition. After starting as a waitress at Cracker Barrel, Della worked her way up to owning and selling her own accounting firm. Now, she's teaching others how to achieve wealth, independence, and freedom by buying businesses that are already established and successful.
In this episode, Della shares her insights on risk, funding, and deal sourcing and explains why acquisition entrepreneurship is one of the most underutilized paths to financial freedom, especially for women.
In this episode, you will:
- How to scale and grow an acquired business
- Insights on sourcing deals and funding for acquisitions
- Why every business needs to go digital
Highlights:
(00:00) Meet Della Kirkman
(02:36) Why women are still behind in financial independence
(05:43) The realities of buying a business
(09:42) What buyers get wrong about acquisitions
(11:17) Building an opportunity fund
(14:21) Sourcing the right kind of deals
(18:24) How to stand out to brokers and dealmakers
(23:06) Inside Della's business buying bootcamp
(28:51) Challenges in advising business buyers
(34:18) Why every business needs a digital component
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Della:
Connect on LinkedIn: https://www.linkedin.com/in/dellakirkmancpa/
Vote for Della at the 2025 Harbour Club M&A Awards: https://docs.google.com/forms/d/e/1FAIpQLSd5soMcyzgR8tzBqEil-2-JPk-GPfMp-W5bmvKqFSkL7uvkxg/viewform
Learn more about Della's company:
Shift-N-Gears: https://www.shift-n-gears.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Most people think selling a business is just like selling a house. That's where they're wrong.
George Wellmer, founder of Tupelo, clarifies the misconceptions sellers have about brokers and the deal process. George explains how technology and AI are simplifying administrative tasks, allowing brokers to focus on guiding clients through the most important transaction of their lives. He also shares what sellers and owners need to understand about valuation and finding the right buyer before listing their company for sale.
In this episode, you will:
- Learn the difference between good and bad brokers
- Understand how deal acceleration and buyer targeting really work
- Hear how AI and automation are changing the way businesses are marketed and sold
Highlights:
(00:00) Meet George Wellmer
(05:20) How business brokers help close deals
(09:43) Vetting the quality of potential buyers
(11:45) Keeping up with the different aspects of a brokerage
(15:53) Buy-side brokers vs sell-side brokers
(22:22) How AI enables brokers to be more efficient
(26:36) Questions to ask to avoid bad brokers
(32:36) Why hiring a broker is worth it
(38:20) George's advice for buyers, sellers, and advisors
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow George:
Connect on LinkedIn: https://www.linkedin.com/in/georgewellmer/
Website: https://www.tupelosmb.com/
E-Mail: george@tupelosmb.com
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Buying a business is exciting, but navigating the financing side without the right lender can cost you everything.
Jared Johnson is an SBA lender and business acquisition specialist with nearly $900 million in closed deals. He breaks down what it takes to finance and close a business acquisition the right way. Learn why most buyers underestimate the importance of their lender choice and why taking on less leverage may be the smartest move you make.
In this episode, you will:
- Learn why your SBA lender choice can make or break your deal
- Discover the hidden trap of debt purgatory that most buyers fall into
- Understand why the quality of earnings upfront changes everything
Highlights: (00:00) Meet Jared Johnson
(04:25) Building a team and managing high deal volume
(06:30) Why choosing the wrong lender kills your deal
(11:05) The evolution of the business buyer landscape
(18:30) How brokers misrepresent financials and what to do
(22:50) Why quality of earnings should be done upfront
(28:57) Debt purgatory and the hidden risk of 90% leverage
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Jared Johnson: https://www.linkedin.com/in/jaredwjohnson/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
Owners fixate on the purchase price of their exit, but the bigger loss to long-term income can come from how Social Security is handled. Get it wrong, and you can quietly lose six figures.
Thomas Drapala, Director of Strategic Partnerships at Registered Social Security Analysts (RSSA), explains why 96% of Americans leave money on the table when they treat Social Security as an afterthought. Drawing from his client work, he discusses how self-employment tax, entity structure, and "reasonable compensation" influence Social Security benefits. Thomas also walks through how RSSA's analysis helps owners save thousands of dollars a year in taxes, protect future benefits, and make Social Security a strategic part of their exit plan so it isn't ignored.
In this episode, you will:
- Understand why every owner should check their SSA earnings record and run an independent analysis before selling
- Learn what younger owners should do now to avoid losing benefits later
- See how RSSA analysis ties Social Security into your full exit and retirement plan
Highlights:
(00:00) Meet Thomas Drapala
(01:42) The shocking statistics on Social Security optimization
(03:32) Understanding Social Security rules and benefits
(05:49) Strategies for business owners to maximize Social Security
(13:37) Case study: The bagel store owner's Social Security optimization
(16:52) When it makes sense to bring in a Social Security expert
(24:12) How a full Social Security review is done
Follow Thomas:
Connect on LinkedIn: https://www.linkedin.com/in/thomas-drapala-rssa%C2%AE-878611207/
Email: thomas.drapala@rssa.com
Learn more about Registered Social Security Analysts: https://rssa.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Many business owners still feel trapped in the day-to-day because their companies rely too heavily on them. The Entrepreneurial Operating System (EOS) changes that by helping leadership teams build structure and accountability so businesses can run smoothly without the owner.
Ashley Walters, Professional EOS Implementer at EOS Worldwide, explains how to align EOS with exit planning to build efficiency, long-term growth, and transferable value. She shares how she guides leadership teams through tough structure conversations, puts the right people in the right seats, and helps owners build companies that run independently.
In this episode, you will:
- Understand the difference between business value and transferable value
- Learn how to identify your business priorities within a 90-day frame
- Hear why buyers prefer businesses running on EOS
Highlights:
(00:00) Meet Ashley Walters
(03:05) How EOS and exit planning work together to grow value
(05:50) The structure-first, people-second approach
(10:15) What a company running on EOS looks like to a buyer
(12:40) The rocks system: setting priorities that move the needle
(16:28) Why EOS reveals owner dependence and how to fix it
(21:16) Where AI fits in EOS
(23:59) The EOS implementation process
(29:54) EOS increases the rates of a successful exit
(31:39) Why an operating system is always beneficial
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ashley:
Connect on LinkedIn: https://www.linkedin.com/in/ashleyklinewalters/
Email: ashley.walters@eosworldwide.com
Website: https://accelerateadvising.com/
Learn more about EOS: https://www.eosworldwide.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Building a business is challenging, but truly understanding its value and how to maximize it is where many entrepreneurs fall short.
TK Herman, entrepreneur, four-time exit veteran, and Curator at The Halcyon Forum, breaks down what it actually takes to build and sell a business at maximum value. Learn why most founders leave money on the table, what TK would do differently across his four exits, and why working on yourself may be the highest-return investment you make in your business.
If you're building to sell, this is a look at what separates the deals that close well from the ones that don't.
In this episode, you will:
- Hear valuable lessons from multiple business exits
- Find out how head trash is an entrepreneur's biggest constraint
- Understand how culture and people directly impact value
Highlights: (00:00) Meet TK Herman
(02:00) Getting fired and discovering entrepreneurship
(08:27) Breaking down TK's four exits
(14:47) Losing $2.3M on a pickleball business
(18:09) Why sellers leave money on the table
(22:39) When companies outgrow their people
(27:41) The business owner sets the ceiling for the company
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow TK: https://www.linkedin.com/in/tkherman/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
Getting access to deals is one thing. Getting taken seriously is another.
George Wellmer, Founder of Tupelo SMB, shares what it takes to get noticed by brokers and win deals. With hundreds of buyers competing for the same opportunities, the process has shifted. Systems, speed, and credibility now determine who moves forward and who gets ignored.
Learn how preferred buyer status works, why most buyers fall short, and how technology is reshaping the way deals are sourced, screened, and closed. If you're serious about buying a business, this is a look at how the process works behind the scenes.
In this episode, you will:
- Hear what helps buyers rise above the noise in competitive deals
- Find out how brokers decide which buyers move forward
- See how AI is changing buyer screening and deal flow
Highlights: (00:00) Meet George Wellmer
(02:32) What the preferred buyer status means
(06:18) How SMB deal processes work
(08:56) Challenges working with smaller broker shops
(17:53) How AI is changing buyer screening
(22:20) Fast-tracking serious buyers in a crowded process
(27:16) Why brokers spend most of their time vetting buyers
(28:52) What helps buyers stand out to brokers
(31:16) How to handle your first meeting with a business owner
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow George: https://www.linkedin.com/in/georgewellmer/
Learn more about Tupelo SMB: http://tupelosmb.com/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
Most professionals in the M&A space have been closing deals for decades. But being young doesn't mean you can't bring value to the table.
Morgan Tate, founder of Breakwater M&A, has built a reputation as one of the younger voices in the industry. He has helped facilitate over $250 million worth of deals and is now using automation to make the process faster and more efficient. From the lessons learned in those transactions, he created the Breakwater Blueprint to keep deals from falling apart. Morgan offers a glimpse at the future of exits, where human connection and technology go hand in hand.
In this episode, you will:
- Hear how younger advisors are closing more transactions
- Learn how AI is speeding up the deal process
- Understand why advisory fees are declining and how brokers can protect their value
Highlights:
(00:00) Meet Morgan Tate
(02:36) The Breakwater Blueprint
(04:29) Earning trust as a younger advisor
(10:42) Will AI lower advisory fees for business owners?
(15:47) Let AI be your junior broker
(19:06) Where human judgment matters most in business sales
(21:30) The future of M&A
(26:18) AI can solve this mistake that hurts deals
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Morgan:
Connect on LinkedIn: https://www.linkedin.com/in/morgantate
Learn more about Morgan's company:
Breakwater M&A: https://www.breakwatermna.com
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Owning a business can feel isolating. Entrepreneurs face daily challenges and tough decisions without others who truly understand their experience. A strong support network makes it easier to create long-term success and prepare for a smooth exit.
In this episode, Jared Luegers and Kevin King, co-founders of OWN Indiana, share how they're helping business owners in Indiana create a supportive community and build lasting business value. They discuss the importance of overcoming the loneliness of entrepreneurship, the power of connecting with other operators, and how small businesses can leverage tools like AI to thrive.
In this episode, you will:
- Learn how building a community of operators can support business growth
- Gain insights into the challenges of creating long-term business value
- Understand how leveraging AI can help small businesses become more efficient
Highlights: (00:00) Meet Jared Luegers & Kevin King
(02:41) What is OWN Indiana?
(06:34) The 600,000 small businesses at stake in Indiana
(17:37) Why business owners don't think strategically
(23:49) The loneliness of ownership
(32:08) What to expect at an OWN Indiana event
(45:32) How AI will save small businesses in America
(55:40) OWN Indiana's vision for the next 10 years
(42:47) One piece of advice to increase business value
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Jared Luegers: https://www.linkedin.com/in/jaredluegers/ Follow Kevin King: https://www.linkedin.com/in/kevin-king-tn/ Learn more about OWN Indiana: https://ownindiana.org/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
Managing a business is tough enough on its own. But add family dynamics in the mix, and things get even more challenging.
As a strategic advisor at The Family Business Consulting Group, Amy Wirtz shares her expertise on navigating ownership transitions in multigenerational families.
Amy discusses the challenges of balancing family relationships with business goals, offering insights on how to manage both for a successful transition. She also shares tips to help prepare the next generation for leadership to ensure that both the business legacy and family harmony are preserved.
In this episode, you will:
- Learn how to create a clear succession plan
- Discover strategies for managing conflict within the family
- Understand how generational wealth planning works
Highlights:
(00:00) Meet Amy Wirtz
(02:57) The responsibilities of an exit planner
(07:00) From family law to family business advising
(12:55) Parallel planning for families and businesses
(16:22) Family ownership dynamics
(19:34) How next generations "pay" for family business transfers
(22:19) Navigating complex family communication
(26:29) The biggest problem in ownership transitions
(29:33) What family businesses teach about legacy and long-term thinking
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Amy:
Connect on LinkedIn: https://www.linkedin.com/in/amywirtzcepa/
Email: wirtz@thefbcg.com
Learn more about The Family Business Consulting Group: https://www.thefbcg.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Picture this: You're a business owner ready to sell your company. Your focus starts to shift from running the business to managing the deal. Soon, your numbers start to dip. The buyer notices and begins to question the value of your business.
In this episode, Ed Mysogland breaks down the concept of the "Deal Distraction Tax. Whether you're in the middle of a deal or preparing to sell in the future, Ed shares crucial strategies for protecting your business value during this critical time.
In this episode, you will:
- Find out how distractions during a sale can lead to a decline in business value
- Understand why owner-centric businesses are at higher risk during the deal process
- Learn strategies for safeguarding your business's performance throughout the sale process
Highlights: (00:00) Introducing the deal distraction tax
(05:38) Price adjustments and deal retrades
(07:28) How to protect your value during a deal
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
In a business appraisal, the numbers will always matter — but how they're communicated can have just as much impact on value.
Charlie Stanton, CFA and founder of Stanton Valuation Advisors, believes every valuation tells a story. Drawing from his work in estate planning, litigation, and succession, he explains how storytelling can transform the way a business's worth is understood.
This episode explores the eight elements every appraisal story should include, why owning your narrative builds buyer trust, and how a clear, consistent story can make your business more saleable.
In this episode, you will:
- Learn how to communicate risks without hurting your valuation
- Understand the impact of transfer restrictions and illiquidity on appraisal outcomes
- Understand why regulatory appraisals differ from deal-market valuations
Highlights:
(00:00) Meet Charlie Stanton
(03:01) Why every valuation is really a story
(09:31) Building trust with a transparent narrative
(14:52) Valuation for different purposes
(17:14) Fair market value vs. market value explained
(21:00) Understanding control and marketability discounts
(27:44) The difference between appraisers and deal advisors
(33:22) Advice for owners who want to increase business value
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Charlie:
Connect on LinkedIn: https://www.linkedin.com/in/charles-stanton-cfa-b8172591/
Email: charlie@stantonvalue.com
Learn more about Stanton Valuation Advisors: https://stantonvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
One of the best things about running my own podcast is the freedom to experiment.
Over the years, I've been first on a few things — building our original website from scratch, launching our first newsletter, and starting the podcast. Today, I'm trying something new again.
I loaded several of our current business teasers into AI, and it generated a podcast episode around them. But here's what makes this more than a novelty: in the show notes, you'll find a direct link to the full business profile and NDA.
Why does that matter? Buyers tell me constantly that they hear about good opportunities too late. This format fixes that. The same listing hits the web, the email, and now the podcast — all at once, all with a clear path to learn more.
If this is a format you'd like to see continue, let me know.
Highlights: (00:00) Welcome to The Defenders of Business Value
(02:17) Central Indiana Commercial Electrical
(05:27) Dental Equipment Service
(05:51) Remotely Operated Publishing Franchise
(08:19) Multi-location Market and Restaurant
(10:02) Established Plumbing and HVAC Solutions
(11:24) Freestanding Retail Center
(13:22) Boutique Fitness Franchise
(15:00) Relocatable Pest Management Franchise
(16:45) Two Warehousing Fulfillment & Logistics Companies
(18:49) Well-established Prototyping Company
(19:30) Well-established Sub and Pizza Shop
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Learn more about Central Indiana Commercial Electrical: https://indianabusinessadvisors.com/acadp_listings/commercial-electrical-contractor/
Learn more about Dental Equipment Service: https://indianabusinessadvisors.com/acadp_listings/dental-equipment-service-business/
Learn more about the Remotely Operated Publishing Franchise: https://indianabusinessadvisors.com/acadp_listings/established-and-remotely-operated-publishing-franchise/
Learn more about the Multi-location Market and Restaurant: https://indianabusinessadvisors.com/acadp_listings/established-multi-location-market-restaurant/
Learn more about the Established Plumbing and HVAC Solutions: https://indianabusinessadvisors.com/acadp_listings/established-plumbing-and-hvac-solutions-provider/
Learn more about Freestanding Retail Center: https://indianabusinessadvisors.com/acadp_listings/retail-center-with-two-franchises/
Learn more about Boutique Fitness Franchise: https://indianabusinessadvisors.com/acadp_listings/premium-boutique-fitness-franchise/
Learn more about Relocatable Pest Management Franchise: https://indianabusinessadvisors.com/acadp_listings/relocatable-pest-management-franchise/
Learn more about Two Warehousing Fulfillment Logistics Companies: https://indianabusinessadvisors.com/acadp_listings/two-warehousing-fulfillment-and-logistics-companies/
Learn more about the Well-established Prototyping Company: https://indianabusinessadvisors.com/acadp_listings/well-established-prototyping-company/
Learn more about Well-established Sub and Pizza Shop: https://indianabusinessadvisors.com/acadp_listings/well-established-sub-and-pizza-shop/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
Many people think that once you buy a business, you're set for life. But the reality is, there's a lot of hard work that comes before you can reap the rewards.
In this episode, Gabrielle Rubenstein takes us through her first year as an entrepreneur after acquiring Ace-Pak Products in 2024. From navigating the challenges of scaling to overcoming the growing pains that come with ownership, she shares the lessons learned, the surprises along the way, and how she's turned her acquisition into a thriving, growing business.
Tune in for an honest conversation about the ups, downs, and everything in between in that crucial first year after buying a business.
In this episode, you will:
- Learn how to evaluate acquisition risk using worst-case scenario analysis
- Understand how SBA leverage can amplify returns and risk
- Discover why systems and clean financials drive business value
Highlights: (00:00) Meet Gabrielle Rubenstein
(03:42) Women navigating entrepreneurship
(10:59) Financial sensitivity and customer concentration
(14:56) SBA leverage and return expectations
(19:53) Moving from Sage to QuickBooks
(23:37) Competing with industry giants
(25:39) Credit apps and transition mistakes
(28:08) Using advisors for smoother integration
(29:27) Growth strategy and ideal customer profile
(32:49) Systems, SOPs, and clean financials
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Gabrielle: https://www.linkedin.com/in/gabrielle-rubenstein/
Learn more about Ace-Pak Products: https://ace-pak.com/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
Selling your business to a new buyer isn't the only way to exit. What if you could transition ownership to your employees, rewarding their hard work while securing your legacy?
In this episode, Chris Fredericks, CEO at Empowered Ventures, discusses Employee Stock Ownership Plans (ESOPs) and how they offer a powerful alternative to traditional exit strategies.
Chris explores the advantages of ESOPs and other employee ownership models, such as co-ops and Employee Ownership Trusts (EOTs). He shares examples of how these models help businesses thrive and create lasting value for both owners and their teams. If you're considering your exit options, this episode offers valuable insights into the potential of employee ownership.
In this episode, you will:
- Learn the nuances of ESOPs, Co-ops, and EOTs for employee ownership
- Understand the process of transitioning a company to employee ownership
- Learn how to navigate the legal and compliance aspects of ESOPs
Highlights: (00:00) Meet Chris Fredericks
(02:35) ESOP vs Co-Op vs EOT
(05:17) Succession and transition to ESOP
(08:34) Life after the ESOP
(19:34) Deal sourcing through brokers vs direct outreach
(23:09) The pressure & culture shift of employee ownership
(24:55) Scaling ESOPs: employee-led demand & policy momentum
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Chris: https://www.linkedin.com/in/frederickschris/
Learn more about Empowered Ventures: https://empowered.ventures/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
There's a common belief that selling a business is the ultimate jackpot—a one-time windfall that guarantees wealth and success. But is that the reality?
In this episode I sit down with David C. Barnett, three-time best-selling author, entrepreneur, and former business broker, to unpack the realities behind buying and selling small and mid-sized businesses.
David's journey began in advertising sales before he launched multiple ventures, including a commercial debt brokerage. That path eventually led him into business brokerage and private transaction consulting, where he has spent more than a decade advising entrepreneurs around the world.
Drawing from his experience as the author of How to Sell My Own Business and seven other books, David challenges the common myths around exits. We discuss:
- Why selling a business is often a strategic outcome, not a guaranteed jackpot
- What actually makes a business sellable
- How leverage, risk, and market timing influence outcomes
- Why many owners misunderstand market dynamics
- The evolving role of technology in business transactions
- How to build a company that is transferable, even if you never intend to sell
This conversation is practical, direct, and grounded in real-world deal experience. Whether you are planning an exit, considering an acquisition, or advising business owners, David offers insights that may reshape how you think about preserving and transferring business value.
In this episode, you will:
- Learn how AI tools can speed up deal sourcing and buyer profiling
- Understand how to assess and manage risk when financing a business purchase
- Hear the limitations of exit planning and the importance of execution
Highlights: (00:00) Meet David C. Barnett
(02:18) Exit planning reality check
(09:57) AI and valuation
(18:32) Overpriced listings & unrealistic expectations
(20:48) Shifting buyer demographics
(26:38) SBA leverage: low defaults, big hidden risks
(35:56) Seller financing, internal successors, and trust-based deals
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow David: https://www.linkedin.com/in/davidbarnettmoncton/
Explore his website: www.DavidCBarnett.com Subscribe to his YouTube: https://www.youtube.com/@DavidCBarnett
Learn more about Advantage Liquidity Partners Ltd.: https://www.businessandassetvalues.com/
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
The small business market is stabilizing, but the story beneath the surface is complex.
In this episode, host Ed Mysogland breaks down the Q1 2026 data from BizBuySell and DealStats, revealing trends in transaction volumes, valuations, and buyer behavior. From the rise of new buyers to the influence of AI, Ed explains what these numbers mean for business owners considering a sale and how size, industry, and financing influence value.
In this episode, you will:
- Understand how small business transactions are trending in 2026
- See which industries and deal sizes are commanding premiums
- Identify financing and buyer trends that affect sale strategies
Highlights: (00:00) Overview of Q1 2026 market data and trends (01:16) What stabilization in the market means for owners (04:09) The impact of AI and "corporate refugees" (05:48) Interest rates, private equity, and big money in small business (11:50) Key insights on valuation and market opportunities (13:58) Next steps for owners preparing to sell
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Explore the BizBuySell Insight Report 2026: https://drive.google.com/file/d/1WMKmrgmwzl4il2wVcRTbsxXw-CotSPjq/view?usp=sharing
Explore the DealStats Value Index Q1 2026: https://drive.google.com/file/d/1fPT-Hdzs9DMlb701IJ9FSv_8p1Y8w-S-/view?usp=sharing
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
Being a hands-on business owner is not the humble brag you think it is. To buyers, it signals a red flag: decisions bottlenecked at the owner, undocumented processes, fragile customer relationships, and a business that struggles to function without constant oversight.
John Seiffer, founder of CEO Boot Camp and author of Output Thinking, explains why owner dependency drastically limits growth, transferability, and exit value. After decades of coaching founders across industries, he shares how many businesses run well day to day but break down during a transition. He introduces output thinking as a way to define results instead of tasks, replacing intuition-driven execution with repeatable outcomes.
In this episode, you will:
- Understand why hands-on ownership reduces value and complicates exits
- Learn how output thinking helps businesses scale and transfer
- See how systems and defined outcomes make a business more attractive to buyers
Highlights: (00:00) Meet John Seiffer (05:43) Stages of business growth (15:35) Output Thinking: a new approach (17:33) What to look for when hiring employees (19:13) Defining quality and documenting operating procedures (24:48) Building trust and transitioning leadership (29:58) Preparations to make your business exit-ready (33:33) Division of labor in sales (35:18) Evolving business ownership
Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow John: Connect via email: john@ceobootcamp.comLearn more about CEO Boot Camp: https://ceobootcamp.com/ Learn more about Output Thinking by John Seiffer: https://a.co/d/am77udg Learn about the Exit-Ready Intensive program: https://rgahub.samcart.com/referral/zw7Z7UJK/b23xiwJ0paFyeSlt
Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders
A successful corporate executive leaves his high-paying job to buy a business, only to face a disaster leading to lawsuits and financial turmoil. That painful experience taught Ted Leverette valuable lessons and set him on the path to becoming the Business Buyer Advocate.
In this episode, Ted shares his decades of experience, revealing what buyers really look for in a deal. He explains how buyers evaluate businesses, the importance of mastering the marketplace, and the critical role of due diligence in making smart acquisitions. Ted also discusses the emotional side of buying a business and how understanding the psychology of both buyers and sellers can make or break a deal.
Tune in to learn how to think like a buyer and maximize the value of your business in today's competitive market.
In this episode, you will:
- Discover how buyers assess risk and why many businesses fail to impress serious acquirers
- Learn the importance of systems, documentation, and reducing owner dependency before selling
- Understand the mindset of buyers and sellers and how they affect negotiations
Highlights:
(00:00) Meet Ted Leverette
(04:00) What buyers want and what sellers must prepare
(10:35) Building credibility through online presence and proof of funds
(16:08) Avoiding common acquisition mistakes
(19:53) The hidden market of business deals
(22:02) Red flags and deal breakers for buyers
(24:05) The psyche of buyers and sellers
(30:15) Myths and misconceptions about buying a business
Follow Ted:
Connect on LinkedIn: https://www.linkedin.com/in/tedleverette/
Website: https://partneroncall.com/
Check out Ted's books on Amazon: https://www.amazon.in/stores/Ted-J.-Leverette/author/B0BWS84J26?ref=ap_rdr&shoppingPortalEnabled=true
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Most buyers slow down in their sixties. But not Gary Hentschel. He's out buying companies, doubling their value, and selling them again.
As a partner at The September Group and CEO at WSI Technologies, Gary brings decades of experience as a banker, entrepreneur, and operator. In this episode, he shares how he appraises businesses, what sellers get wrong about their company's value, and why good leadership matters when a business is up for sale.
In this episode, you will:
- Discover what buyers look for in a management team
- See how earnouts help keep deals on track
- Find out why sellers often misprice their businesses
Highlights:
(00:00) Meet Gary Hentschel
(03:31) The importance of good partnerships
(06:22) Navigating business acquisitions
(09:47) Evaluating business potential
(17:07) Risk management and deal structuring
(21:30) The role of earnouts and management teams
(29:03) First 60 days post-acquisition
(31:18) Learning from buyers, sellers, and advisors
(35:17) Current market trends and insights
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Gary:
Connect on LinkedIn: https://www.linkedin.com/in/gary-hentschel-3793487/
E-Mail: gfhentschel@gmail.com
Learn more about Gary's companies:
The September Group: http://theseptembergroup.com/
WSI Technologies: https://wsi-tech.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
What really makes a business attractive to buyers? Buyers weigh more than just financials. They consider risk, operations, and whether the business can run without you.
Colin King and Joe Van Deman, Principals at Circle City Capital Group, Inc., know this firsthand. They've built a portfolio of 15 companies by acquiring businesses that many others have overlooked. Colin, a CPA and CFA, and Joe, a former Google employee, bring complementary skills for buying and growing companies. Their perspective offers owners a rare look at how serious buyers evaluate opportunities and negotiate deals.
In this episode, you will:
- Hear how buyers assess both financial and emotional factors in a deal
- Learn what makes a business unappealing to buyers right away
- Find out what makes a partnership last through tough deals
Highlights:
(00:00) Meet Colin King and Joe Van Deman
(02:29) How a Craigslist ad launched their partnership
(07:37) Lessons from their first chaotic acquisition
(11:32) What makes a business partnership work
(15:50) How Circle City Capital Group is different from private equity
(23:08) Turning risky businesses into profitable opportunities
(33:03) Favorite companies in their portfolio
(36:13) What instantly turns buyers off during negotiations
(44:20) The changes that make businesses more sellable
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Colin:
Connect on LinkedIn: https://www.linkedin.com/in/colin-king-cpa-cfa-37045a38/
Follow Joe:
Connect on LinkedIn: https://www.linkedin.com/in/joevandeman/
Check out their portfolio of companies: Circle City Capital Group: http://circlecitycapitalgroup.com
Profit Mastery: http://profitmastery.net
The Vermont Flannel Company: https://www.vermontflannel.com/
Vermont Teddy Bear: https://vermontteddybear.com/
All American Clothing Co.: https://www.allamericanclothing.com/
Gusset Brand: https://gusset.com/
Silk Flower Depot: https://e-silkflowerdepot.com/
Dried Decor: https://www.drieddecor.com/
Montessori 'n Such: https://www.montessori-n-such.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Latino-owned businesses are one of the fastest-growing segments of the U.S. economy, yet many owners still struggle when it's time to sell or transition. Gaps in financial records, limited access to the right advisors, and the absence of an exit plan often lead owners to shut down or hand over their businesses without capturing real value.
Rudy Bustamante, Financial Planner at OneIndiana Financial Group, discusses why this happens and what can be done about it. He explains how cultural and language barriers complicate the process, why succession planning is rarely discussed, and how simple systems and accurate financials can change the outcome for an owner and their family. Rudy also highlights the resources owners should know about and how to spot advisors who understand the unique needs of the Latino business community.
In this episode, you will:
- Learn why many Latino business owners fail to plan for an exit
- Understand the role of financial records and planning in a successful business transition
- Discover the cultural and language barriers that affect Latino business sales and how to address them
Highlights:
(00:00) Meet Rudy Bustamante
(04:19) Challenges faced by Latino-owned businesses
(10:53) Generational wealth and business transition
(20:09) Retirement in the Latino community
(22:47) Family dynamics and retirement plans
(23:11) Transitioning Latino businesses
(28:35) Predatory practices and community trust
(30:52) Building trust and resources
Follow Rudy:
Connect on LinkedIn: https://www.linkedin.com/in/rudybustamanteoif/
Website: https://www.bustamanteconsulting.com/
Learn more about OneIndiana Financial Group: https://www.oneindianafinancial.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Resources for Latino Business Owners
National & Broad-Reach
- Stanford Latino Entrepreneurship Initiative (SLEI) – Free education programs, some scholarships, research, and the "Scaling Program": https://www.gsb.stanford.edu/faculty-research/labs-initiatives/slei
- Latino Business Action Network (LBAN) – Stanford-partnered scaling and exit-planning cohorts: www.lban.us
- U.S. Small Business Administration (SBA) – Spanish-language resources, free counseling: https://www.sba.gov/document/support-national-resource-guide-spanish
- SCORE Mentoring – Free mentors, many bilingual, search for "Spanish" or "Latino": https://www.score.org/find-mentor
Exit-Planning & Valuation Specific
- International Business Brokers Association (IBBA) – Broker directory; filter for Spanish-speaking: https://www.ibba.org/
- Value Builder System – Free "Value Builder Score" questionnaire (Spanish version available): https://valuebuilder.com/
Capital & Financial Clean-Up
- Community Development Financial Institutions (CDFIs) – Latino-focused lenders who understand informal records: search "CDFI Latino", https://oportun.com/ or https://www.liftfund.com/
- Accion Opportunity Fund – Loans and bilingual coaching specifically for Latino owners: https://aofund.org/
Local/Regional Powerhouses
- U.S. Hispanic Chamber of Commerce (USHCC) – Local chapters everywhere: www.ushcc.com
- Latino Economic Development Center (LEDC) – DC/Maryland/Virginia: https://www.ledcmetro.org/
- Mission Economic Development Agency (MEDA): https://medasf.org/
Books & Quick Reads (in Spanish or bilingual)
- "De Emprendedor a Empresario" – LBAN/Stanford free PDF
- "Finish Big" by Bo Burlingham (Spanish edition available)
Owners fixate on the purchase price of their exit, but the bigger loss to long-term income can come from how Social Security is handled. Get it wrong, and you can quietly lose six figures.
Thomas Drapala, Director of Strategic Partnerships at Registered Social Security Analysts (RSSA), explains why 96% of Americans leave money on the table when they treat Social Security as an afterthought. Drawing from his client work, he discusses how self-employment tax, entity structure, and "reasonable compensation" influence Social Security benefits. Thomas also walks through how RSSA's analysis helps owners save thousands of dollars a year in taxes, protect future benefits, and make Social Security a strategic part of their exit plan so it isn't ignored.
In this episode, you will:
- Understand why every owner should check their SSA earnings record and run an independent analysis before selling
- Learn what younger owners should do now to avoid losing benefits later
- See how RSSA analysis ties Social Security into your full exit and retirement plan
Highlights:
(00:00) Meet Thomas Drapala
(01:42) The shocking statistics on Social Security optimization
(03:32) Understanding Social Security rules and benefits
(05:49) Strategies for business owners to maximize Social Security
(13:37) Case study: The bagel store owner's Social Security optimization
(16:52) When it makes sense to bring in a Social Security expert
(24:12) How a full Social Security review is done
Follow Thomas:
Connect on LinkedIn: https://www.linkedin.com/in/thomas-drapala-rssa%C2%AE-878611207/
Email: thomas.drapala@rssa.com
Learn more about Registered Social Security Analysts: https://rssa.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
The majority of deal conversations focus on big cities and private equity groups, but small towns have businesses too. Many of these companies are facing transition challenges because the buyers and advisors they need aren't there.
This is what Dane Chapman and Joe Rust of SPARK Capital are working to solve. They are building a model designed to keep legacy businesses in their communities by collaborating with local partners and committed operators. Their work brings needed attention to the succession challenges rural business owners face.
Dane and Joe discuss rural valuation gaps, personal goodwill risk, and how owners can prepare before value slips. If you are an owner in a small community or someone who advises one, this episode offers a clear look at how rural businesses can transition successfully.
In this episode, you will:
- Learn how rural businesses can stay locally owned instead of closing or relocating
- Understand why rural buyers take a different view of growth and risk compared to urban buyers
- See how sellers can make their businesses more attractive to mission-driven buyers
Highlights:
(00:00) Meet Dane Chapman and Joe Rust
(02:28) The origin story of SPARK Capital
(06:11) Why rural owners struggle to sell their companies
(11:04) The role of local advisors, operators, and community partners
(17:02) How SPARK Capital approaches valuation and risk
(28:13) How owners can prepare for succession
(33:54) Community-based capital may shape the future of rural business
(35:53) Mindset shifts for a more saleable business
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Dane:
Connect on LinkedIn: https://www.linkedin.com/in/danechapman/
Follow Joe:
Connect on LinkedIn: https://www.linkedin.com/in/joerust/
Learn more about SPARK Capital: https://sparkcapitalin.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Entrepreneurship isn't just for adults, and Hunter Beale is proof that it's never too early to start.
Hunter is the Executive Director of High School Hustle, a fast-growing movement that helps students across Indiana build real businesses and learn through hands-on experience. In just one year, the program has grown from 17 to over 2,000 students, generating nearly $1 million in revenue. What began as a handful of high schoolers mowing lawns and washing cars has turned into a statewide mission to awaken the next generation of entrepreneurs.
In this episode, Hunter shares how he helps students find purpose, earn income, and gain confidence through small business ownership.
In this episode, you will:
- Learn how High School Hustle is helping students build real businesses
- Hear how mentorship and incentives keep young entrepreneurs accountable
- Understand how failure builds confidence and leadership at an early age
Highlights:
(00:00) Meet Hunter Beale
(06:13) Finding purpose in mentoring
(10:25) How High School Hustle turns students into real business owners
(17:47) Hands-on learning for young entrepreneurs
(21:21) The role of parents and communities
(25:44) Life lessons and improved confidence from doing business
(30:42) Expanding High School Hustle beyond Indiana
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Hunter:
Connect on LinkedIn: https://www.linkedin.com/in/hunterjbeale/
Learn more about High School Hustle: https://highschoolhustle.org/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In a business appraisal, the numbers will always matter — but how they're communicated can have just as much impact on value.
Charlie Stanton, CFA and founder of Stanton Valuation Advisors, believes every valuation tells a story. Drawing from his work in estate planning, litigation, and succession, he explains how storytelling can transform the way a business's worth is understood.
This episode explores the eight elements every appraisal story should include, why owning your narrative builds buyer trust, and how a clear, consistent story can make your business more saleable.
In this episode, you will:
- Learn how to communicate risks without hurting your valuation
- Understand the impact of transfer restrictions and illiquidity on appraisal outcomes
- Understand why regulatory appraisals differ from deal-market valuations
Highlights:
(00:00) Meet Charlie Stanton
(03:01) Why every valuation is really a story
(09:31) Building trust with a transparent narrative
(14:52) Valuation for different purposes
(17:14) Fair market value vs. market value explained
(21:00) Understanding control and marketability discounts
(27:44) The difference between appraisers and deal advisors
(33:22) Advice for owners who want to increase business value
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Charlie:
Connect on LinkedIn: https://www.linkedin.com/in/charles-stanton-cfa-b8172591/
Email: charlie@stantonvalue.com
Learn more about Stanton Valuation Advisors: https://stantonvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
More entrepreneurs are turning to franchises, and it's easy to see why. With proven systems, recognizable brands, and built-in support, franchises make both ownership and resale less risky.
Alyssa Hernandez, Vice President of Franchise Resales at Neighborly, leads the team that manages transitions across 19 brands and nearly 10,000 franchise owners. Her team helps owners exit smoothly while guiding new entrepreneurs into established operations — all while protecting brand consistency and business value.
In this episode, Alyssa shares why franchise businesses often sell faster and at higher prices than independents, and how early planning can help owners achieve better outcomes when it's time to sell.
In this episode, you will:
- Understand how franchisor support reduces risk
- Learn the biggest reasons resales fall apart and how to avoid them
- Discover how tech and AI are reshaping the franchise resale process
Highlights:
(00:00) Meet Alyssa Hernandez
(04:21) The value of franchises vs independent businesses
(08:23) The success rate of selling a franchise
(11:50) Why resales fall through
(13:53) Prep work to sell a franchise business
(17:25) How technology streamlines the resale process
(21:35) The future of franchising and business ownership
(24:45) Why business owners need to understand valuation
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Alyssa:
Connect on LinkedIn: https://www.linkedin.com/in/alyssa-hernandez-4a235a60/
Learn more about Neighborly: https://www.neighborlybrands.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Managing a business is tough enough on its own. But add family dynamics in the mix, and things get even more challenging.
As a strategic advisor at The Family Business Consulting Group, Amy Wirtz shares her expertise on navigating ownership transitions in multigenerational families.
Amy discusses the challenges of balancing family relationships with business goals, offering insights on how to manage both for a successful transition. She also shares tips to help prepare the next generation for leadership to ensure that both the business legacy and family harmony are preserved.
In this episode, you will:
- Learn how to create a clear succession plan
- Discover strategies for managing conflict within the family
- Understand how generational wealth planning works
Highlights:
(00:00) Meet Amy Wirtz
(02:57) The responsibilities of an exit planner
(07:00) From family law to family business advising
(12:55) Parallel planning for families and businesses
(16:22) Family ownership dynamics
(19:34) How next generations "pay" for family business transfers
(22:19) Navigating complex family communication
(26:29) The biggest problem in ownership transitions
(29:33) What family businesses teach about legacy and long-term thinking
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Amy:
Connect on LinkedIn: https://www.linkedin.com/in/amywirtzcepa/
Email: wirtz@thefbcg.com
Learn more about The Family Business Consulting Group: https://www.thefbcg.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
You don't have to build your own business from scratch to be an entrepreneur. You can buy one instead.
Della Kirkman, CPA and founder of Shift-N-Gears, is on a mission to help 10,000 women become business owners through acquisition. After starting as a waitress at Cracker Barrel, Della worked her way up to owning and selling her own accounting firm. Now, she's teaching others how to achieve wealth, independence, and freedom by buying businesses that are already established and successful.
In this episode, Della shares her insights on risk, funding, and deal sourcing and explains why acquisition entrepreneurship is one of the most underutilized paths to financial freedom, especially for women.
In this episode, you will:
- How to scale and grow an acquired business
- Insights on sourcing deals and funding for acquisitions
- Why every business needs to go digital
Highlights:
(00:00) Meet Della Kirkman
(02:36) Why women are still behind in financial independence
(05:43) The realities of buying a business
(09:42) What buyers get wrong about acquisitions
(11:17) Building an opportunity fund
(14:21) Sourcing the right kind of deals
(18:24) How to stand out to brokers and dealmakers
(23:06) Inside Della's business buying bootcamp
(28:51) Challenges in advising business buyers
(34:18) Why every business needs a digital component
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Della:
Connect on LinkedIn: https://www.linkedin.com/in/dellakirkmancpa/
Vote for Della at the 2025 Harbour Club M&A Awards: https://docs.google.com/forms/d/e/1FAIpQLSd5soMcyzgR8tzBqEil-2-JPk-GPfMp-W5bmvKqFSkL7uvkxg/viewform
Learn more about Della's company:
Shift-N-Gears: https://www.shift-n-gears.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Many business owners still feel trapped in the day-to-day because their companies rely too heavily on them. The Entrepreneurial Operating System (EOS) changes that by helping leadership teams build structure and accountability so businesses can run smoothly without the owner.
Ashley Walters, Professional EOS Implementer at EOS Worldwide, explains how to align EOS with exit planning to build efficiency, long-term growth, and transferable value. She shares how she guides leadership teams through tough structure conversations, puts the right people in the right seats, and helps owners build companies that run independently.
In this episode, you will:
- Understand the difference between business value and transferable value
- Learn how to identify your business priorities within a 90-day frame
- Hear why buyers prefer businesses running on EOS
Highlights:
(00:00) Meet Ashley Walters
(03:05) How EOS and exit planning work together to grow value
(05:50) The structure-first, people-second approach
(10:15) What a company running on EOS looks like to a buyer
(12:40) The rocks system: setting priorities that move the needle
(16:28) Why EOS reveals owner dependence and how to fix it
(21:16) Where AI fits in EOS
(23:59) The EOS implementation process
(29:54) EOS increases the rates of a successful exit
(31:39) Why an operating system is always beneficial
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ashley:
Connect on LinkedIn: https://www.linkedin.com/in/ashleyklinewalters/
Email: ashley.walters@eosworldwide.com
Website: https://accelerateadvising.com/
Learn more about EOS: https://www.eosworldwide.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Most owners think selling a business is only about numbers, but Denise Logan knows it's more complicated than that.
Known as the "Seller Whisperer," Denise has helped hundreds of sellers navigate the complex emotions that can affect deals. It's not uncommon for business owners to experience identity loss, family conflict, shame, and the fear of "what's next".
Denise's journey from therapist to lawyer to entrepreneur uniquely positions her to help owners face the reality that a sale is not just a transaction, it's a transition. She is also the author of The Seller's Journey, a book that helps readers understand the human side of every deal.
In this episode, you will:
- How unprocessed emotions can derail a sale
- Why early exit planning matters more than timing
- What trusted advisors can do to prepare their clients emotionally
Highlights:
(00:00) Meet Denise Logan
(02:49) The emotional landmines in business deals
(06:57) The importance of early exit planning
(11:04) When owners are not ready to sell
(15:37) How to facilitate a business transition
(21:56) The advisors' duty to care for their clients
(24:28) Navigating owner's pushback in business valuation
(33:18) Deal fatigue and emotional resilience
(38:36) Why owners need to be transparent during CIM
(43:49) Your business is not your identity
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Denise:
Connect on LinkedIn: https://www.linkedin.com/in/deniselogan/
Website: https://deniselogan.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Most professionals in the M&A space have been closing deals for decades. But being young doesn’t mean you can’t bring value to the table.
Morgan Tate, founder of Breakwater M&A, has built a reputation as one of the younger voices in the industry. He has helped facilitate over $250 million worth of deals and is now using automation to make the process faster and more efficient. From the lessons learned in those transactions, he created the Breakwater Blueprint to keep deals from falling apart. Morgan offers a glimpse at the future of exits, where human connection and technology go hand in hand.
In this episode, you will:
- Hear how younger advisors are closing more transactions
- Learn how AI is speeding up the deal process
- Understand why advisory fees are declining and how brokers can protect their value
Highlights:
(00:00) Meet Morgan Tate
(02:36) The Breakwater Blueprint
(04:29) Earning trust as a younger advisor
(10:42) Will AI lower advisory fees for business owners?
(15:47) Let AI be your junior broker
(19:06) Where human judgment matters most in business sales
(21:30) The future of M&A
(26:18) AI can solve this mistake that hurts deals
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Morgan:
Connect on LinkedIn: https://www.linkedin.com/in/morgantate
Learn more about Morgan’s company:
Breakwater M&A: https://www.breakwatermna.com
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Most buyers slow down in their sixties. But not Gary Hentschel. He’s out buying companies, doubling their value, and selling them again.
As a partner at The September Group and CEO at WSI Technologies, Gary brings decades of experience as a banker, entrepreneur, and operator. In this episode, he shares how he appraises businesses, what sellers get wrong about their company’s value, and why good leadership matters when a business is up for sale.
In this episode, you will:
- Discover what buyers look for in a management team
- See how earnouts help keep deals on track
- Find out why sellers often misprice their businesses
Highlights:
(00:00) Meet Gary Hentschel
(03:31) The importance of good partnerships
(06:22) Navigating business acquisitions
(09:47) Evaluating business potential
(17:07) Risk management and deal structuring
(21:30) The role of earnouts and management teams
(29:03) First 60 days post-acquisition
(31:18) Learning from buyers, sellers, and advisors
(35:17) Current market trends and insights
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Gary:
Connect on LinkedIn: https://www.linkedin.com/in/gary-hentschel-3793487/
E-Mail: gfhentschel@gmail.com
Learn more about Gary’s companies:
The September Group: http://theseptembergroup.com/
WSI Technologies: https://wsi-tech.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
What really makes a business attractive to buyers? Buyers weigh more than just financials. They consider risk, operations, and whether the business can run without you.
Colin King and Joe Van Deman, Principals at Circle City Capital Group, Inc., know this firsthand. They’ve built a portfolio of 15 companies by acquiring businesses that many others have overlooked. Colin, a CPA and CFA, and Joe, a former Google employee, bring complementary skills for buying and growing companies. Their perspective offers owners a rare look at how serious buyers evaluate opportunities and negotiate deals.
In this episode, you will:
- Hear how buyers assess both financial and emotional factors in a deal
- Learn what makes a business unappealing to buyers right away
- Find out what makes a partnership last through tough deals
Highlights:
(00:00) Meet Colin King and Joe Van Deman
(02:29) How a Craigslist ad launched their partnership
(07:37) Lessons from their first chaotic acquisition
(11:32) What makes a business partnership work
(15:50) How Circle City Capital Group is different from private equity
(23:08) Turning risky businesses into profitable opportunities
(33:03) Favorite companies in their portfolio
(36:13) What instantly turns buyers off during negotiations
(44:20) The changes that make businesses more sellable
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Colin:
Connect on LinkedIn: https://www.linkedin.com/in/colin-king-cpa-cfa-37045a38/
Follow Joe:
Connect on LinkedIn: https://www.linkedin.com/in/joevandeman/
Check out their portfolio of companies:
Circle City Capital Group: http://circlecitycapitalgroup.com
Profit Mastery: http://profitmastery.net
The Vermont Flannel Company: https://www.vermontflannel.com/
Vermont Teddy Bear: https://vermontteddybear.com/
All American Clothing Co.: https://www.allamericanclothing.com/
Gusset Brand: https://gusset.com/
Silk Flower Depot: https://e-silkflowerdepot.com/
Dried Decor: https://www.drieddecor.com/
Montessori 'n Such: https://www.montessori-n-such.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Most people think selling a business is just like selling a house. That’s where they’re wrong.
George Wellmer, founder of Tupelo, clarifies the misconceptions sellers have about brokers and the deal process. George explains how technology and AI are simplifying administrative tasks, allowing brokers to focus on guiding clients through the most important transaction of their lives. He also shares what sellers and owners need to understand about valuation and finding the right buyer before listing their company for sale.
In this episode, you will:
- Learn the difference between good and bad brokers
- Understand how deal acceleration and buyer targeting really work
- Hear how AI and automation are changing the way businesses are marketed and sold
Highlights:
(00:00) Meet George Wellmer
(05:20) How business brokers help close deals
(09:43) Vetting the quality of potential buyers
(11:45) Keeping up with the different aspects of a brokerage
(15:53) Buy-side brokers vs sell-side brokers
(22:22) How AI enables brokers to be more efficient
(26:36) Questions to ask to avoid bad brokers
(32:36) Why hiring a broker is worth it
(38:20) George’s advice for buyers, sellers, and advisors
Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow George:
Connect on LinkedIn: https://www.linkedin.com/in/georgewellmer/
Website: https://www.tupelosmb.com/
E-Mail: george@tupelosmb.com
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Selling your business doesn’t always deliver the financial security or fulfillment you expect. So what if there was another option?
Jim Muehlhausen, founder of Half-Retire, has worked with thousands of owners facing this exact dilemma. In this episode, he shares how business owners can step back from day-to-day operations without giving up income, legacy, or control—and why it’s a viable exit option.
In this episode, you will:
- Learn the core principles of half-retirement
- Understand how to design systems that reduce owner dependency
- Learn simple steps to de-risk your business for the future
Highlights:
(00:00) Meet Jim Muehlhausen
(03:30) Why most owners don’t sell their business
(05:43) Financial fears that keep owners from retiring
(10:20) Why quality of earnings matters more than valuation
(14:12) The 44% rule of selling your business
(16:20) Delegating versus designing yourself out of work
(21:32) The six-step process for half-retirement
(28:13) The buyer’s perspective of risk
Resources:
Take the Half-Retire Master Class: https://halfretire.com/free/
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Jim:
Connect on LinkedIn: https://www.linkedin.com/in/jimmuehlhausen/
E-Mail: jimmue@halfretire.com
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
For years, we’ve been told that retiring business owners would flood the market with companies for sale. The truth is that most of them are holding on longer and for good reason.
In this episode, Ed Mysogland shares market data that explains why owners are staying put. He explains the investment math influencing their choices and the costly mistakes made when they stop reinvesting in their business. Ed has advice for buyers, sellers, and advisors who are keen to preserve business value in a slow-moving market.
In this episode, you will:
- Understand why business owners are no longer retiring at 65
- Learn a realistic timeline for selling a business
- Maintain reinvestment to protect business value
Highlights:
(00:00) Meet Ed Mysogland
(02:32) What is the silver tsunami?
(04:43) Why business owners are reluctant to sell
(08:54) Reinvesting in the business to keep its value
(12:41) Advice for buyers, advisors, and owners
Resources:
Rethinking the "Silver Tsunami”: https://www.linkedin.com/pulse/rethinking-silver-tsunami-ed-mysogland-hxbwe/
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this episode, Ed Mysogland shares key insights from the latest quarterly Deal Stats report on business valuation trends. He discusses how EBITDA multiples have returned to typical levels after fluctuating during the pandemic. Ed also analyzes sector performance and highlights contradictory trends in private company sales multiples. Learn about typical discount levels, officers' compensation benchmarks, and the lengthy process of selling a business. Ed is available to discuss specific industries and answer questions from business owners. Tune in to get the latest market data and strategies for increasing your company's value.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Join Ed Mysogland in a deep dive into the world of online business valuation calculators. Unravel the complexities and limitations of these tools as Mysogland discusses the challenges of applying market data to private companies and highlights the drawbacks of relying solely on digital solutions. Discover the pros and cons of each, alongside insights into their accuracy and lead generation potential. Don't miss Mysogland's expert advice on business valuation methods and structure, and learn how to navigate the intricate world of business deals. Plus, gain exclusive access to valuable insights and articles through his newsletter, Defenders of Business Valuation. Tune in now for a comprehensive overview of online business valuation tools and their limitations.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
One of the primary reasons businesses don't sell is that the business owner is the person with all of the sales relationships. Most buyers have to reduce the value or offer a risk-mitigated structure to get comfortable with the existing owner's role post-acquisition. I often lament about how, as dealmakers, we can address this sooner in the exit planning process.
Enter Hunt Big Sales' President Carajane Moore. I had been introduced to her practice by several people who raved about work she had done. I asked her if we could visit about exits and I was taken aback that she was regularly addressing this exact challenge with some of her clients...with success!
The podcast was excellent. Carajane shared tips for both sides of the transaction. For the exiting owner, she talked about when to start preparing, how to do it, and what success looks like. For the buyer, she laid out the due diligence strategy to determine the level of owner risk in the sale process. Lastly, we uncovered invaluable tips for both buyers and sellers in the realm of business transactions. From presenting oneself in a disarming manner to defining clear objectives, the key lies in establishing genuine connections and articulating unique value propositions.
Reach out to Carajane Moore: Email: carajane@huntbigsales.com Website: https://www.huntbigsales.com/ LinkedIn: https://www.linkedin.com/in/carajanesearcymoore/
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
I regularly get asked about how best to prepare a company for sale. The first challenge is time. Most business owners understate how long it takes to get out. The second is what this episode is about - what little things can you do to make your business ready for sale. It takes time, but it is worth it when you enter the marketplace. If listening isn't your thing, the notes I worked on the show are on the website's blog.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Exiting a business is a pivotal moment filled with complex emotional and financial decisions. This podcast episode dives into a structured 5-step plan to ensure a successful and fulfilling exit. We explore the significance of understanding your motivations, aligning your exit strategy with your goals, determining your financial needs, deciding on your post-exit involvement, and utilizing an Exit Matrix to balance financial returns with your desired level of engagement. Whether you're contemplating an exit or already planning one, this guide offers invaluable insights to navigate the transition smoothly, ensuring you achieve both your personal and financial objectives. Join us as we outline the keys to a strategic and rewarding business departure.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
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The "Telescopic Observation" provides an insightful overview of a strategic framework designed to enhance the SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis by offering a more structured approach to examining an organization's internal and external environments. It emphasizes the need for a more focused, inclusive, and systematic methodology to better understand business environments and strategically plan for success. The framework, developed in mid-1999, has been tested across various organizational settings, proving its utility in bringing distant or complex aspects into closer, more analyzable view, akin to a telescope. This process involves a dual-matrix system that functions like a funnel, gathering and filtering information for effective analysis and strategy formulation, highlighting its innovative approach to strategic planning.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this fresh episode, we explore the Q4 2023 DealStats Value Index, providing a detailed analysis of current business valuation trends. Notably, we've spotted a significant shift: EBITDA multiples are moving towards a normalized figure, landing at 3.4x in Q3 2023, indicating a stabilizing market. Additionally, net sales multiples have slightly risen to 0.49x. A standout observation is the higher valuations public buyers are assigning to private entities, underscoring the strategic value these acquisitions hold. We also spotlight the sustained interest in the technology and healthcare sectors, which continue to attract premium valuations. This episode is brimming with valuable insights for entrepreneurs, investors, and anyone keen on understanding the nuances of business valuations in the current economic scenario.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In my 30-year journey through the world of deal-making, I’ve had the pleasure of conducting thousands of business valuations and working alongside some of the most talented appraisers across the United States. In this podcast episode, we’re diving into a common confusion in the business valuation process—what you expect versus what you actually get.
Most of my work revolves around preparing businesses for sale, and my goal is to ensure that everyone who comes to me for valuation walks away with the insights they need, specifically geared toward selling. Nothing more, nothing less. One area where things get a bit murky is the terminology, especially when it comes to “fair market value.” It’s a term often thrown around to mean the same as “investment value” or “market value,” but the definition of fair market value can differ when we're talking about selling.
In today’s episode, I’m breaking down the differences between fair market value and market value to highlight the important distinctions that could significantly affect your sale. Here’s the bottom line: Knowing your appraiser and understanding the standard of value they’re using is critical. If you’re looking for an appraiser for reasons other than selling, I’ve got a go-to list I’d be happy to share.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this episode, we join Ed Mysogland as he explores the crucial aspects of Confidential Information Memorandums (CIMs) in the context of M&A transactions. Ed illuminates their essential role in the smooth execution of business sales. The episode offers an in-depth look at critical components of CIMs, including a detailed business overview, industry analysis, and the nuances of business valuation. Drawing on his extensive experience, Ed provides valuable insights into the importance of understanding a company's customer base, marketing approaches, and internal team dynamics, which are vital in maximizing business value. Furthermore, Ed discusses the importance of a comprehensive due diligence process, highlighting aspects such as technological advancements, strategies for growth, and effective methods for conducting transparent facility tours. Tune in to gain expert advice and learn about the indispensable tools that can assist business owners in achieving a streamlined and profitable sale.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this episode, Ed Mysogland welcomed Adam Hoeksema, a seasoned professional in the field of financial modeling and business projections. Adam shared his journey from an accounting background to becoming an entrepreneurial force in the financial industry. He emphasized the pivot of his business, Projection Hub, from a subscription model to offering specialized Excel spreadsheet templates and custom financial modeling services.
Adam candidly discussed the challenges and realizations that shaped his business, including understanding market needs and customer preferences. The conversation also ventured into the intricacies of financial projections, with Adam offering insights into effective forecasting and the nuances of creating realistic financial models for businesses.
A significant portion of the discussion was dedicated to exploring current trends in business sales, particularly in the context of the anticipated "silver tsunami" of retiring business owners. Adam expressed concerns about the disconnect between the expected number of businesses for sale and the actual market capacity to absorb these sales. He speculated on the potential rise in creative financing solutions, like seller notes, to bridge this gap.
The episode offered a mix of practical advice, industry insights, and forward-looking thoughts, particularly valuable for entrepreneurs, business buyers, and financial professionals. Adam's expertise in financial modeling and his perspective on the evolving business sales landscape provided a thought-provoking and informative session.
Listeners can find more about Adam Hoeksema and his work at Projection Hub, a platform offering tailored financial modeling tools and services.
About Adam Hoeksema: Adam is the Co-Founder and CEO of ProjectionHub. ProjectionHub helps founders create financial projections for potential investors and lenders. Prior to ProjectionHub, Adam served as the Executive Director of an SBA lender for over a decade. During his time at Bankable, they closed over 1,500 SBA loans for small businesses. Connect with Adam; Email: adam@projectionhub.com Website: https://www.projectionhub.com/ Youtube: https://www.youtube.com/channel/UC9vn9s2duubZyqh0nAw6IEA LinkedIn: https://www.linkedin.com/in/adamhoeksema/
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
I wanted to introduce you to the BizSaleByOwner platform. BizSaleByOwner’s sole purpose is to serve small business buyers and sellers who deserve and are demanding more...More transparency, flexibility, choice, and more control. BizSaleByOwner.com is a self-directed business sale platform that provides business owner support, buyer efficiency, and ad hoc exit advisory services. Our innovative exit ecosystem is tailor-made to safeguard confidentiality while offering a comprehensive toolkit that keeps business owners and stakeholders operating efficiently. Today, my cofounder, Gary Stehle, and I walk trough the platform's features and what it took to get it from idea to an actual platform.
See all of the features of the platform: Click Here
Website: https://bizsalebyowner.com/ Gary Stehle's Email: gary@bizsalebyowner.com LinkedIn: https://linkedin.com/garystehle
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Discover the secrets of trust and asset protection for business owners in this episode. Join expert Bruce Mack as he delves into tax planning and strategies business owners. Learn how forming a trust can shield your business from lawsuits and eliminate capital gains income. Uncover the intricacies of trusts for tax mitigation, asset protection, and financial aid, all while gaining insights from seasoned professionals.
Reach Bruce via: Email: bruce@platinumtrustgroup.com Website: https://platinumtrustgroup.com/
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Ed Mysogland is discussing books and records with special guest Matt Remuzzi from CapForge this week. Next to the value gap, nothing can kill a deal quicker than bad books. Whether you're a business owner, investor, or simply intrigued by the dynamics of financial dealings, this episode is a must-listen.
Discover the art of optimizing small business books for sale, unravel the intricacies of financial due diligence, and gain valuable insights into preparing businesses for successful transactions. Join the conversation as Matt shares expert advice on improving financials, navigating M&A deals, and maximizing the value of your business.
Don't miss out on essential tips for running a business with an eye on future sales, including the nuances of transferring ownership and strategic growth planning. Tune in now for an enlightening discussion that promises to demystify the complexities of business transactions and set you on the path to a successful sale. Listen and gain valuable insights to elevate your business game! Listen Here
Reach Matt at: Email: matt@capforge.com Website: https://capforge.com/ Twitter: https://twitter.com/capforge?lang=en Instagram: https://www.instagram.com/capforge_bookkeeping/ Youtube: https://www.youtube.com/channel/UCjl5E64LjsD1PHlEfVa1e6w LinkedIn: https://www.linkedin.com/company/58977659/admin/feed/posts/
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
This week on the podcast, Ed had the opportunity to visit with "SBA Ray" otherwise known as Ray Drew of Fundex Solutions! In this podcast episode, we delve into the recent changes implemented by the U.S. Small Business Administration (SBA) in its lending programs. These changes include two Procedural Notices and new Standard Operating Procedures (SOP) that have a significant impact on the 7(a) and 504 lending programs, with a particular focus on financing change of ownership opportunities.
Here are the key highlights of the SBA’s new SOP and additional guidance:
- Equity Injection Changes:
- Equity injection refers to new cash or assets added to a project not on the borrower’s balance sheet before.
- For acquisitions resulting in a complete change of ownership, a minimum equity injection of 10% of the total project costs is now required. Seller debt on standby or interest-only can be considered for equity injection.
- Employee Stock Ownership Plans (ESOPs):
- Lenders with delegated authority can now submit ESOP transactions.
- Loans to ESOPs for purchasing a controlling interest (at least 51%) do not require equity injection.
- Partial Changes of Ownership:
- SBA loans can now fund the purchase of a portion of an owner’s interest.
- Selling owners can remain involved in the business after the partial change of ownership.
- Rolled equity from the target company into the new company remains ineligible.
- Additional Guaranteed Dollars:
- Individuals can receive an extra $3.75 million in guaranteed dollars, equivalent to a $5 million 7(a) loan, for acquiring a business not in the same 3-digit NAICS subsector as any currently owned business with existing SBA debt.
- Buyer Rebates:
- Buyer rebates, tied to business performance, are allowed, providing flexibility in deal structures.
- Helps mitigate risks like concentration, employee retention, and more.
- Elimination of Personal Resource Test:
- SBA lenders no longer need to evaluate the personal resources of loan applicants.
- Stronger, more liquid borrowers can now pursue SBA financing, offering greater flexibility for multiple transactions.
- Reduced Documentation Requirements:
- The SBA has reduced the amount of documentation lenders must collect to verify equity.
These changes bring significant opportunities and flexibility to small businesses seeking SBA financing, making it essential for entrepreneurs and lenders to stay informed about the latest updates. Tune in to learn more about how these changes could impact your business and financing options. Listen Here
Connect with Ray: Email: rdrew@fundexsolutions.com Website: https://fundexsolutions.com/ Twitter: https://twitter.com/SBA_Ray?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor Youtube: https://m.youtube.com/channel/UC7_6-lZHN4cXa0sF6Tu8AGQ LinkedIn: https://www.linkedin.com/in/raydrew4589
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Ed Mysogland dissects Q3 data, revealing steady business valuations despite declining deal volume. Sellers navigate pandemic uncertainty, with minimal changes in revenue and cash flow multiples. Ed highlights the importance of earnings and introduces the Value Builder tool. The market pulse survey indicates a balanced landscape, and Ed emphasizes the significance of exit planning. Tune in for concise insights into Q3 trends and a glimpse into the more stable 2024 market predicted by Ed.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
When I grow up, I want to be Marc Morgenstern of Blue Mesa Partners. He has all the checkboxes for me. He is a deal guy, author of The Soul of the Deal, Mentor at Large of the House Fund at Berkley, on the Rock and Roll Hall of Fame board, and lover of live music. While he was a Grateful Dead aficionado, I prefer the Van Halen-esque blistering guitar rock of the 80s. Nevertheless, he is one of those people I will consciously try to keep track of to see what he is up to. Most recently, he was my guest on the Defenders of Business Value Podcast. We talked about his new book, The Soul of the Deal, and "deal jamming," which is synonymous with musicians working collectively in very different directions to unite to create a piece of glorious live music. I loved this episode and I hope you do too. Reach Marc at: LinkedIn: linkedin.com/in/marc-morgenstern-he-him-90433b5 Website: bluemesapartners.com Email: morgenstern@bluemesapartners.com Twitter: MHMorgenstern
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Join Ed Mysogland and guest Amber Fields, Chief Culture Officer at TrueU, as they explore the profound impact of company culture on business value. If you have spent any time in the central Indiana business community, you will have heard about TrueU. Once you learn about TrueU - their work and the people they serve - you can't help but become a fan. On this week's Defenders of Business Value Podcast, we visit with TrueU's Chief Culture Officer and Partner, Amber Fields. Over the 100+ episodes, most people cite their people as their most significant asset in the value stack, yet many need help attracting and retaining them. Amber made us think about our culture and where we are going and I'm sure you will be thinking about your culture and people, too.
Connect with Amber:
LinkedIn: linkedin.com/in/amberwestfields Website: trueu.com Email: amber.fields@trueu.com **
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In Episode 104 of "Defenders of Business Value Podcast", Jeff Bevis, COO of Caring Senior Service, shares key insights into selling and growing a home care business. Host Ed Mysogland explores market trends, industry challenges, franchise investment strategies, and financing options. The episode delves into the importance of caregiver retention, succession planning, and investing in people for business success. With over 500 territories available in the US, Caring Inc. offers decades of growth opportunities in the dynamic home care industry. Tune in for valuable tips on navigating the complexities of the home care business. **
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Step into the realm of data-driven business transformation with this episode "Lumos: Your Business Based on Data That is Not Yours." Join us as we explore the incredible power of data and analytics to reshape the way businesses evaluate value and risk.
In this engaging episode, hosts Ed Mysogland and Brett Caines unravel the mysteries of data analytics, AI-powered advisors, and small business lending. Get ready to discover how these innovations are revolutionizing the world of business transactions, making them more informed, efficient, and secure.
Whether you're an entrepreneur, investor, or simply curious about the future of business, this podcast offers valuable insights into the dynamic intersection of data, AI, and lending. Unlock the potential of data-driven decision-making and gain a competitive edge in today's business landscape.
Don't miss out on this exciting journey – hit play and dive into the world of data-driven success.
Connect with Brett: Email: brett@lumosdata.com
Website: https://lumosdata.com/
Youtube: https://www.youtube.com/@lumosdata
LinkedIn: https://www.linkedin.com/in/brett-caines-lumos/
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this episode, "EP 102: Selling to a Search Fund with 37th and Moss" we uncover the world of search funds and their role as an exit strategy for business owners. We explore entrepreneurship, acquisition strategies, and the challenges faced in the M&A landscape. Dive into discussions on building credibility, long-term business growth, finding acquisition targets, and valuable advice on business valuation and selling. Discover how 37th and Moss, with Nick Smith and John Smith, are shaping the future of business acquisition and ownership.
About 37th and Moss: Guide to Selling a Business: https://www.37thandmoss.com/guide-to-selling-a-business
Website: https://www.37thandmoss.com/
Nick Smith's Email: nick@37thandmoss.com
Nick Smith's LinkedIn: https://www.linkedin.com/in/nick-b-smith/
John Washington's Email: john@37thandmoss.com
John Washington's LinkedIn: https://www.linkedin.com/in/john-washington-20a40921/
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this episode of the Defenders of Business Value Podcast, business appraiser Charlie Stanton shares invaluable insights into the world of business valuation. Discover the importance of business valuation for owners and advisors, the role of appraisers, and the impact on sale price and tax implications. Join us for a deep dive into the art of valuation and how to maximize business value with expert Charlie Stanton.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this landmark 100th episode, we explore the world of business value creation with John Warrillow, the visionary founder of Built to Sell. Warrillow's system empowers business owners to understand their company's value drivers, a transformational tool that has resonated with countless advisors and entrepreneurs. We delve into business valuation and entrepreneurship, with a focus on the Value Builder platform, and Ed Mysogland, an investment banker, emphasizing the importance of understanding small business value drivers. The episode also delves into entrepreneur motivations and categorization, with insights into the shifting landscape of business ownership and the mindset of risk-taking. It concludes by exploring the optimism of entrepreneurs and examining business valuation drivers and strategies. Throughout the episode, book recommendations and personal aspirations are shared, making it a must-listen episode.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Join us as we celebrate our 100th episode milestone and reflect on the valuable lessons learned along the way. From inspiring interviews to insightful discussions, we've gathered wisdom and knowledge worth sharing. Tune in for a special episode filled with highlights, takeaways, and our journey towards growth and learning.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this episode titled "Business Value: Eye of the Beholder," host Ed Mysogland delves into the multifaceted concept of business value from a range of perspectives. He emphasizes that value is subjective, varying based on who assesses a company. Ed explores the persistent value gap between business owners and buyers, shedding light on differences in valuation for public and private companies.
Ed Mysogland explains key types of business value, such as market value, fair market value, and investor value. He also underscores the significance of compelling arguments in competing authority cases.
The episode delves into valuation methods and earnings streams in M&A deals, highlighting the pivotal role of expert witnesses and the importance of using the correct earnings stream for accurate valuation.
Ed Mysogland addresses business valuation and transfer channels, providing insights into acquisition multiples and various ownership transfer methods. He advises business owners on consulting professionals to determine the best approach based on increasing deal values.
Throughout the episode, Ed underscores the significance of creating value in a company and the role of a well-rounded deal team. He emphasizes the intricacies of the valuation process in mergers and acquisitions, emphasizing market data and confidentiality in determining a business's true value. Tune in to gain a comprehensive understanding of business value from the "Eye of the Beholder."
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this episode of "Defenders of Business Value," our host delves into the world of risk and its profound impact on the value of a company. Drawing from extensive research and real-world experiences, we explore the intricate relationship between risk and value in the sale of a business.
Our host begins by sharing insights from their ongoing book project, revealing the pivotal role that risk assessment plays in the business landscape. As seasoned professionals in the field, they emphasize the age-old principle: as risk escalates, the value of a business declines. It's a fundamental concept you may recall from your economics classes back in high school or college, now applied to the world of business transactions.
If you're looking to acquire a company, this episode is a must-listen. Our host guides you through the critical factors that contribute to business risk, including earnings, growth potential, and much more. With a keen eye for evaluation, they provide valuable insights into the process of assessing a company's future trajectory.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Join expert Ed Mysogland in this episode of "Defenders of Business Value" as they explore the emotional rollercoaster experienced by business owners during Mergers and Acquisitions (M&A).
Contrary to linear grief stages, this episode uncovers the intricate, non-linear emotional landscape of M&A, touching on denial, anger, and more. Discover why post-sale regret is common among business owners and the importance of controlling your exit strategy.
Gain valuable insights into the psychology of business transitions and learn how to navigate the emotional complexities of M&A. Whether you're a business owner or an M&A professional, this episode offers a fresh perspective on the human side of M&A.
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this episode of "Defenders of Business Value," your host, Ed Mysogland, delivers a concise yet information-packed exploration of market analysis. Responding to feedback from our engaged audience, Ed delves into the current market landscape, catering to the curiosity of business sellers eager to gain deeper insights into market trends. Join us for this brief but enlightening discussion as we unravel the mysteries of the market to empower your business decisions. Don't miss out on this valuable episode!
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
In this episode of the Defenders of Business Value Podcast, we delve into the world of exit planning for professional practices. Our guest, Dawn, is the founder of "Productive PressureTM," a philosophy and method that expertly balances the pursuit of success while safeguarding against burnout.
Dawn's remarkable journey includes nurturing her own veterinary practice, leading its growth, cultivating strategic alliances, and ultimately orchestrating its successful acquisition by a large aggregator. Her experiences have equipped her with a profound understanding of the intricate dynamics involved in both business expansion and exit planning.
Tune in to gain valuable insights and strategies for navigating the unique challenges and opportunities that come with exit planning in professional practices. Whether you're a business owner looking to secure your legacy or an entrepreneur considering an exit strategy, this episode is filled with practical advice and real-world wisdom.
Join us as we explore the strategies and wisdom needed to ensure a prosperous and fulfilling exit plan for professional practices. Don't miss this episode of the Defenders of Business Value Podcast!
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Welcome to the Defenders of Business Value Podcast! In Episode 93, we're diving into the intriguing world of turf business sales with an expert in the field, Beth Berry. Join us as we explore the ins and outs of selling a turf business and gain valuable insights from a true industry advocate.
Our guest, Beth Berry, brings a wealth of knowledge and experience to the table. Her passion for helping lawn care operators thrive has made her an invaluable asset to the turf and ornamental industry. As the former vice president of growth and alliance for Real Green software, Beth managed enterprise accounts and forged strategic partnerships, solidifying her reputation as a true leader in the green industry software sector.
In 2020, Beth spearheaded the "lawn care essential" initiative, showcasing her dedication to the betterment of the industry. Her expertise doesn't stop there – she's also a go-to resource for state regulatory compliance matters, ensuring businesses stay on the right side of the law. With a background that includes a stint as the Director of customer service for Scotts Miracle-Gro, Beth Berry's insights into the business landscape are unparalleled.
Join us as we tap into Beth's extensive experience and delve into the art of selling a turf business. Whether you're a seasoned business owner, an aspiring entrepreneur, or simply intrigued by the world of turf, this episode promises to deliver thought-provoking discussions and actionable takeaways.
Tune in to the Defenders of Business Value Podcast for EP 93: "How to Sell a Turf Business with Beth Berry," and equip yourself with the knowledge and inspiration to make strategic business decisions. Don't miss out!
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.defendersofbusinessvalue.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value
Twitter: https://twitter.com/sellabizpod
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders
Join us in this enlightening episode as we sit down with Tom Britt, a seasoned entrepreneur with over 35 years of invaluable experience in publishing and internet marketing. As the founder and CEO of TownePost, Tom has navigated the dynamic landscape of media, successfully merging traditional community newspapers with modern marketing strategies.
In this conversation, Tom shares his journey, from founding Britt Interactive and launching the pioneering Geist Community Newsletter in 2004, to his ventures in internet-delivered media, including the innovative "TV Guide of the Internet," Channelseek.com. With a deep understanding of the ever-evolving digital age, Tom's insights into internet marketing and broadband distribution have left a lasting impact worldwide.
Tune in to discover how Tom's expertise in lead generation consulting for publishing companies has played a pivotal role in shaping his approach to business. Gain exclusive insights into the business model development of TownePost and learn firsthand how Tom's strategic vision has driven the success of community newspapers in an era of rapid technological change.
Whether you're an entrepreneur, marketer, or simply curious about the intersection of traditional and digital media, this episode is a must-listen. Join us to uncover the secrets of selling a community newspaper in today's dynamic market, guided by the wisdom of Tom Britt.
Contact Tom:
Website: https://townepost.com
Email: tom@townepost.com
Twitter: https://twitter.com/townepost
Instagram: https://instagram.com/townepost
Facebook: https://facebook.com/townepost
LinkedIn: https://www.linkedin.com/company/towne-post-network-inc./
About the Show
The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
Welcome to "How to Sell a Business Podcast"!
In this episode, we're diving into the intriguing world of selling an Aerial Photography Company with the expertise of our guest, Andrew Wahl. Join us as we uncover the essential strategies, insights, and challenges involved in navigating the sale of a specialized business like aerial photography. Whether you're an entrepreneur looking to make a strategic exit or someone curious about the intricate process of selling unique ventures, this conversation will provide valuable tips and firsthand experiences to guide you through the journey. Tune in to gain a comprehensive understanding of what it takes to successfully sell an Aerial Photography Company.
Andrew comes from a long line of entrepreneurs and small business owners from Central Indiana. At the age of 16, he started his first small business doing landscaping for a local real estate firm. Fast forward over 15 years later, he is active in commercial real estate, business brokerage, and sits on several boards including Midwest Food Bank, Indy REAL, and the Noblesville Chamber of Commerce. Andrew genuinely enjoys working with business owners of all types and will describe working in this role as, “something I have always looked for – the perfect balance of working and enjoyment that makes it feel like a hobby vs working a job.”
About the Show
The How to Sell a Business Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
Welcome to the How to Sell a Business Podcast with your host, Ed Mysogland.
In this episode, we dive into the latest market multiples and their implications from DealStats. The 2Q 2023 issue highlights the trends and pricing multiples in Q1 2023, in addition to covering quarterly periods over the past five years and annual periods over the past ten years. Included is a highlight of the EBITDA multiple which shows a decrease in the 1Q 2023 multiple to 3.0x. The chart also highlights the median selling price/EBITDA with the trailing three-quarter average over five years.
The summary of this episode was:
The median net sales multiple in the all-transactions category rose to 0.55x in 2021 and 0.58 in 2022 after being at 0.47x in 2020, the lowest value in the period analyzed. Generally, in 2022, almost all types of transactions faced a downward trend except for private buyer/private seller transactions, where the multiple increased by 5% compared to its previous figure in 2021.
About the Show
The How to Sell a Business Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
Welcome to "How to Sell a Business Podcast"! In this exciting episode titled "M&A Masterclass - Twitter Spaces," we are thrilled to bring you an engaging discussion on working with a business broker when buying a business. Ed participated with Kevin Henderson, Clint Fiore, and Eric Pacifici.
The topic was how to work effectively with a business broker. Ed and Clint contributed to Eric and Kevin's masterclass newsletter and this Twitter Space was a follow up to it. The following were the key take aways:
- Communicate your needs: Clearly articulate your specific requirements, such as industry preferences, desired location, investable funds, and desired business size.
- Establish trust and rapport: Build a relationship based on trust, transparency, and open communication with your broker.
- Provide feedback: Offer prompt and constructive feedback on potential opportunities. If it meets your acquisition criteria, explain why you are passing.
- Stay engaged and responsive. Ghosting is bad form.
- Network with the broker's connections. Working with me, you can access the people I work with regularly. This network effect will help you find deals faster.
- Be prepared and flexible: As a buyer, move swiftly when a promising opportunity arises. Have your financing in order, be ready to conduct due diligence promptly, and be flexible in your negotiation approach to maximize your chances of securing the deal.
About the Show
The How to Sell a Business Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
Welcome to the "How to Sell a Business Podcast"! In this episode, we dive deep into the critical question of who should take the reins of your business after you step away. Our special guest, Laurie Barkman, an esteemed authority on business transition planning, shares invaluable insights and practical tools to help you navigate this crucial phase of your entrepreneurial journey.
As the author of "The Business Transition Handbook," Laurie Barkman understands the challenges faced by busy entrepreneurs who often overlook the importance of planning for their company's future. Join us as Laurie sheds light on the often-overwhelming exit process and empowers CEOs and business owners to take proactive steps towards a successful transition.
During this interactive session, Laurie draws from her vast experience and provides real-life examples to guide you through the complexities of value building and exit planning. Discover how to sidestep common succession pitfalls and unlock more valuable exit options for yourself and your business.
If you've ever wondered how to ensure a smooth and rewarding transition, this episode is a must-listen. Laurie Barkman, the trusted business transition sherpa, shares actionable guidance based on her role as the former CEO of a $100 million revenue company that was successfully sold to a Fortune 50 corporation.
Don't miss this opportunity to gain the knowledge and tools you need to plan your company's future on your own terms. Tune in now to "How to Sell a Business Podcast" and get ready to embark on a transformative journey of business transition and success.
Don't forget to connect with her at:
Email: lbarkman@smalldotbig.com
Website: https://TheBusinessTransitionSherpa.com
Podcast: www.successionstories.com
Twitter: @LaurieBarkman
Facebook: https://www.facebook.com/successionstories
LinkedIn: linkedin.com/in/lauriebarkman
About the Show
The How to Sell a Business Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
In this episode of the "How to Sell a Business Podcast," our host Ed Mysogland, sits down with Heather Endresen, a seasoned banking veteran with over 30 years of experience in the industry. Heather's expertise lies in SBA business acquisition lending, and for the past 12 years, she has dedicated her career exclusively to this field. As a top producer at Live Oak Bank for the last 6 years, Heather has demonstrated her exceptional skills in facilitating successful SBA loans. Prior to that, she held various management positions, overseeing SBA departments for several banks.
Recently, Heather embarked on a new venture and launched Viso Business Capital, a loan brokerage that specializes in guiding buyers through the complex process of debt raising. Join us as Heather shares her insights on the seller's role in a successful SBA loan, offering valuable advice and shedding light on the crucial aspects of business financing. Whether you're a business owner looking to sell or a buyer seeking financing options, this episode is packed with actionable information that you won't want to miss.
Tune in to gain expert knowledge and discover the strategies necessary to navigate the world of SBA loans with our esteemed guest, Heather Endresen of VISO Business Capital.
Contact her through:
Email: heather@visocap.net
Twitter: twitter.com/EndresenHeather
Website: https://www.visocap.net/
LinkedIn: linkedin.com/in/heather-endresen
About the Show
The How to Sell a Business Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
Welcome to "How to Sell a Business Podcast" In this episode, we have the pleasure of introducing Erin, a Certified Exit Planning Advisor (CEPA) who brings a unique perspective to the table. With her CEPA designation, Erin possesses a specialized framework for assessing a business owner's personal, financial, and business readiness for an exit. She excels at identifying potential stumbling blocks that can derail an M&A sales process and works diligently to address them prior to taking a client's company to market. Erin leads all exit planning engagements for BirdsEye, and she collaborates closely with Carol on the company's M&A projects. Her primary areas of expertise lie in exit planning, marketing material development for sale processes, and due diligence leadership.
Join us as Erin shares her expertise and strategies tailored specifically for selling pet businesses, empowering you to achieve a successful sale in the pet industry. Get ready to unlock the full potential of your pet business with Erin Fenstermaker as your guide.
Contact Erin at:
Website: https://birdseyeadvisory.com/
LinkedIn: https://www.linkedin.com/in/erin-fenstermaker-cepa-mba-abcdt-a25b86/
Email: erin@birdseyeadvisory.com
About the Show
The How to Sell a Business Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
Welcome to "How to Sell a Business Podcast", In this episode, titled "Where is the Value in a Bitcoin Mining Company," we have the privilege of hosting two esteemed guests: Trisch Garthoeffner and Nainesh Shah. Trisch is the President and Founder of Anchor Business Valuations, LLC, a leading firm specializing in comprehensive business valuations for both private and public companies. With a focus on companies ranging from $50,000 to $100,000,000 in gross revenue, Anchor's valuations are utilized in various critical scenarios, including estates and gifting, divorce proceedings, mergers and acquisitions, SBA loan approvals, lifestyle and income analysis, shareholder disputes, oppression cases, and business optimization planning. Trisch's expertise and deep understanding of the valuation process make her a sought-after professional in the field.
Joining Trisch is Nainesh Shah, a finance professional from Complete Advisors in New York, who specializes in business valuation. Nainesh brings a wealth of knowledge and experience to the table, with a particular focus on innovative valuation techniques. He has gained recognition for his groundbreaking approaches, such as the renowned subscription-based Apple valuation and a unique sum-of-the-parts model for Amazon. Nainesh's expertise lies in pushing the boundaries of traditional valuation methods, ensuring his clients have a comprehensive understanding of their company's worth.
In this captivating episode, Trisch and Nainesh will unravel the mysteries of valuing Bitcoin mining companies, a rapidly evolving sector within the cryptocurrency industry. They will share their insights on the key drivers of value, the unique challenges involved, and the strategies to maximize the potential of these businesses in the marketplace. Whether you're a crypto enthusiast, an investor, or simply curious about the valuation intricacies of this burgeoning industry, this episode promises to be an enlightening and informative discussion.
Tune in to "How to Sell a Business Podcast" as Trisch Garthoeffner and Nainesh Shah shed light on the value within Bitcoin mining companies, providing you with the knowledge and expertise you need to navigate this specialized sector of business valuations. Get ready to discover the secrets to successful business sales and gain a deeper understanding of how to unlock maximum value in today's dynamic marketplace. Contact them here:
Nainesh:
Email: nainesh@completeadvisors.com Website: https://completeadvisors.com/ Youtube: https://www.linkedin.com/in/shahnainesha/
Trisch:
Email: trisch@anchorbvfs.com Website: https://anchorbvfs.com Instagram: https://www.instagram.com/anchor_business_valuations/
About the Show
The How to Sell a Business Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
Welcome to another episode of "How to Sell a Business Podcast"! In today's episode, we have a distinguished guest who specializes in selling heating and air businesses. Please welcome Patrick Lange, an expert HVAC business broker with a wealth of experience and knowledge in this industry.
When it comes to selling your heating and air business, you may find yourself uncertain about where to turn or who to trust. Patrick understands this challenge all too well, as he has successfully sold numerous HVAC businesses himself and helped countless others do the same. His track record speaks for itself. If you want to learn more about Patrick Lange and delve deeper into his expertise in selling HVAC businesses, be sure to listen to the full podcast episode. To connect with Patrick Lange and explore more about his expertise in selling HVAC businesses, you can reach out to him via email at patrick@businessmodificationgroup.com. For additional information and resources, visit his website at https://businessmodificationgroup.com. You can also find Patrick on social media platforms such as: Facebook: (https://www.facebook.com/profile.php?id=100004520640480&paipv=0&eav=Afau7EaP1Drlz_KCKBHB0RZVL7Uw1ijpu6cFzLUyyyJC2WK7kOPGTppqqei9BTAo9tY&_rdr) YouTube: (https://www.youtube.com/channel/UCiK2PH5EeGM7L2JAhmZd4rw) LinkedIn: https://www.linkedin.com/in/patrick-lange-businessbroker/ Don't miss out on the opportunity to engage with Patrick and leverage his expertise. Be sure to visit these links to learn more about Patrick Lange and his contributions in the field of HVAC business sales.
About the Show
The How to Sell a Business Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
In this engaging episode, we sit down with Spencer Tenney, President and CEO of the Tenney Group—a respected merger acquisition advisory firm dedicated to the transportation industry for over 50 years. Join us as Spencer shares his wealth of knowledge on selling trucking companies.
With a rich family legacy spanning three generations in the transportation sector, Spencer brings a unique perspective and expertise to the table. Discover how his visionary leadership guides the Tenney Group.
Aside from his professional accomplishments, Spencer's personal interests include writing country music, immersing himself in presidential biographies, and actively engaging in the F3 community. Moreover, he serves on the board of Franktown Open Hearts, a faith-based organization empowering inner-city children to overcome generational poverty.
Don't miss this insightful episode, where Spencer Tenney provides invaluable insights into selling trucking companies within the transportation industry. Gain practical guidance and be inspired by his leadership principles and dedication to personal and community growth. Contact Information:
- Email: stenney@thetenneygroup.com
- Phone: 877.642.8033 ext. 1004
- Direct: 615.224.8284
- LinkedIn: /www.linkedin.com/company/the-tenney-group/
- Website: TheTenneyGroup.com
Please be sure to visit the website and LinkedIn profile for the most up-to-date information on Spencer Tenney and the Tenney Group.
About the Show
The How to Sell a Business Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
For past guests, please visit https://www.howtosellabusinesspocast.com/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/howtosellabusinesspodcast
Facebook: facebook.com/howtosellabusinesspodcast
In this episode of the How to Sell a Business podcast, Chuck Post of PBI Laundry Consulting and author of THE LAUNDROMAT - An American Dream Business & An Entrepreneur's Playground, a seasoned entrepreneur with over 37 years of experience in the coin laundry business, shares his story. Chuck entered the laundry business in 1985 after an 11-year career in the bicycle industry. He was fascinated by the simplicity of the laundry business and saw enormous entrepreneurial opportunities in it. Chuck quickly found locations for new laundries to build out and worked with area realtors to establish relationships with established laundry owners. However, he found that most laundry owners had little or no intention of improving their businesses, which presented opportunities for Chuck to succeed in building the market by selling his laundries to new investors.
Over the years, Chuck has developed more than 30 new laundries, retooled and brokered hundreds, and built on spec and flipped dozens more. He is an active expert witness in cases where things do not work out and consults with other professionals that support the industry. Chuck has a General Contractors' License and has been a licensed Real Estate Broker for over 35 years. He is dedicated to the industry and the entrepreneurs who drive it, and has learned that understanding the science of the business is critical for success in the industry.
Contact Chuck:
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** About the Show The How to Sell a Business Podcast combines nearly 30 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. **** For past guests, please visit https://www.howtosellabusinesspocast.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Twitter: twitter.com/edmyso Instagram: instagram.com/howtosellabusinesspodcast Facebook: facebook.com/howtosellabusinesspodcast
Rock LaManna is The Deal Flow Guy, a professional matchmaker, quietly bringing independent business owners together with Private Equity groups to create win-win deals. While his background is in the print and graphic arts industry, Rock has facilitated deals for buyers and sellers in all industries. Sellers trust Rock because he’s on their side, ensuring they get the best deal. Rock is The Seller’s Coach. Buyers respect Rock because he knows dealmaking and guides inexperienced sellers to a successful close.
As CEO of LaManna Consulting Group, Rock’s purpose is to assist business owners with their buy, sell, or grow goals. Rock brings synergistic businesses to Private Equity to buy and successfully close the deal. He finds the right buyer for the business owner ready to move on. The right buyer is the one that shares core values and has the funds to make it happen. Lastly, as a proven and 4th generation entrepreneur, Rock is in the unique position to coach business owners to think strategically, construct timelines, and reach growth goals.
Rock is an accomplished author, speaker, and podcaster. On his podcast, “The Printer’s Edge with Rock LaManna” Rock provides commentary, insight, and personal anecdotes to his audience. He’s been a regular columnist for LN&W for over a decade. He published his first book, “They Named You Right” in 2022, a business memoir that details the early part of his career, managing and selling a family business, along with Rock’s Diamonds, accumulated wisdom from over four decades in business. Rock’s primary objective is to share his wisdom with business owners. He enjoys hosting live webinars and speaking before audiences whenever the opportunity arises.
To Contact Rock Rock LaManna Founder & CEO LaManna Consulting Group 561-543-2323 Rock@RockLaManna.com dealflowguy.com lamannaconsultinggroup.com https://www.linkedin.com/in/rocklamanna/ @RockLaManna YouTube: https://www.youtube.com/channel/UCkRO30aF5LqpnUEivy2uYvQ
** About the Show The How to Sell a Business Podcast combines nearly 30 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. **** For past guests, please visit https://www.howtosellabusinesspocast.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Twitter: twitter.com/edmyso Instagram: instagram.com/howtosellabusinesspodcast Facebook: facebook.com/howtosellabusinesspodcast
Mike Butler is CSpring's Chief Data Officer and Executive Director of Delivery and Innovation. He has a background in digital transformation and designing practical, innovative solutions, which all start with data. Before CSpring, he was a CTO in publicly traded financial services companies for nearly 20 years.
CSpring is a data consulting firm headquartered in Carmel, IN. It started in 1996 and has been delivering to public and private sector clients. Their customers come to them because they want to make better, faster decisions. They provide analytics solutions designed to help them save time, money, and frustration. If you're looking for anything from him, you can find him at www.thedatahitchhiker.com or on the www.cspring.com resources page.
** About the Show The How to Sell a Business Podcast combines nearly 30 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. **** For past guests, please visit https://www.howtosellabusinesspocast.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Twitter: twitter.com/edmyso Instagram: instagram.com/howtosellabusinesspodcast Facebook: facebook.com/howtosellabusinesspodcast
Tim Roy of Capitale Analytics is my first two-time guest. Why? First, I know many equipment appraisers and his ability to articulate the "whys" of value makes it his superpower. He makes complex matters easy to understand. Second, with economic volatility, he is the guy with boots on the ground, seeing what is and is not happening in the capital equipment industry. Below are some of the points we discussed:
- Proper presentation of equipment assets can help sell a business in equipment-intensive industries such as manufacturing, processing, packaging, and printing.
- The seller's goal is to help the buyer envision a long runway of continued earnings with the current equipment package, with predictable operating and capital expenses.
- Each central machine or production area should be treated as its own "mini-business" and profit center, with assigned operating and earnings costs, and planned operating expenses, capital expenses, and replacements.
- The seller should have a detailed assignment of operating expenses and a central asset tagging and tracking system that increases clarity.
- Consistent capital expenses and a long-term capital expenditure plan build confidence.
- The seller should begin organizing the business today, showing three years of detailed operating expenses and having a well-thought-out capital expense plan, even before having a potential buyer.
Contact Tim: Tim Roy, ASA tmroy@capitaleanalytics.com www.linkedin.com/in/roytim/ 317-559-6367 Office 260-579-1611 Cell – Call or Text
** About the Show The How to Sell a Business Podcast combines nearly 30 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. **** For past guests, please visit https://www.howtosellabusinesspocast.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Twitter: twitter.com/edmyso Instagram: instagram.com/howtosellabusinesspodcast Facebook: facebook.com/howtosellabusinesspodcast
Few claim to have done over 220 deals, but Mushfiq Sarker can.
Below is a summary of how Musfiq buys an existing website, improves it, and sells it for a profit. Here is a summary of the basic steps involved in flipping a website:
- Find a website to buy: Look for undervalued websites or with growth potential. You can use marketplaces like Flippa, Empire Flippers, or FE International to find websites for sale.
- Analyze the website: Look at its traffic, revenue, and expenses to determine if it's a good investment. You can use tools like Google Analytics and SEMrush to gather data about the website.
- Improve the website: Once you have bought the website, improve to increase its value. This can include optimizing content for SEO, improving the design, and adding new features.
- Build traffic and revenue: Use marketing techniques like SEO, content marketing, and social media to drive traffic to the website and increase its revenue.
- Sell the website: Once you have improved it and increased its value, it's time to sell it. List the website on a marketplace and provide potential buyers with all relevant information.
- Close the sale: Negotiate the price with potential buyers and complete the transaction once you agree.
About Mushfiq Sarker
Mushfiq is a prolific investor that buys, grows, and sells online businesses, specializing in content websites. He has done 220 website flips to date and several have resulted in 6-figure exits. He runs a free newsletter, The Website Flip, where he discusses growth case studies, guides, and shares sites for sale that anyone can purchase.
** About the Show The How to Sell a Business Podcast combines nearly 30 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. **** For past guests, please visit https://www.howtosellabusinesspocast.com/ For show notes, go to: Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Twitter: twitter.com/edmyso Instagram: instagram.com/howtosellabusinesspodcast Facebook: facebook.com/howtosellabusinesspodcast
Every quarter Ed answers the listener's questions. This quarter's questions:
Questions/Topics:
- Know what you are selling
- How are non competes useful in business sales
- What are books I recommend about building value?
- Checklist of things sellers need to think about in due diligence
Ed Mysogland, Host of How To Sell a Business Podcast
The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 31 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
Steve Weinbaum, WeSellRestaurants.com
Steve is a licensed real estate salesperson and Certified Restaurant Broker in multiple states. He has over 30 years of experience in business analysis, marketing, sales, relationship management and contract negotiations. Establishing open and honest rapport with all his clients is paramount. Steve can quickly and accurately review and evaluate financial data. This skill enables him to provide sound valuation feedback and business guidance. His years of experience negotiating complex business-to-business contracts translate to high closing rates. Steve has experience with Casual Dining and Quick Serve Franchise brands, growing both sales and customer engagement. As a Certified Restaurant Broker, Steve is closing an average of two businesses per month and is skilled in complex lease negotiations. His success is highlighted by the personal attention he devotes to each client.
Email: steve@wesellrestaurants.com
About WeSellRestaurants.com
Wesellrestaurants.com is a website specializing in buying and selling restaurants and related businesses. The website provides a platform for buyers and sellers to connect and conduct business. It offers a variety of resources for both parties, including market analysis, franchise information, and financing options. The website also offers a directory of available businesses for sale, with detailed information about each listing. In addition, Wesellrestaurants.com provides consulting services for buyers and sellers, helping them navigate the complexities of the restaurant industry and make informed decisions. Wesellrestaurants.com is a comprehensive resource for anyone looking to buy or sell a restaurant business.
Ed Mysogland, Host of How To Sell a Business Podcast
The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 31 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
There is more to a wireless store than just a storefront selling and repairing cell phones. On this edition of How To Sell a Business Podcast, Tamer Shoukry, Owner of Wireless Dealerz, talks with host Ed Mysogland about how he got into the business and gave an overview of the industry. They discussed the flow of cellphones from dealer to consumer and from the US to other countries. Tamer covered how they make their money, margins, the challenges of retaining techs and managing inventory, why wireless dealers don't usually get SBA loans, his advice as a business broker, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
Tamer Shoukry, Owner, Wireless Dealerz Tamer Shoukry AKA Mr. Wireless Ohio Wholesale had been a leader in the Prepaid Wireless Marketing , Sales and Fulfillment. He has assisted many leading Prepaid brands in Establishing Their Markets since 2006 such as Page Plus, Boost Mobile, Simple Mobile and H2O.
Sign up for any of these services and work directly with him and ENSURE success in implementing these services. Tamer posseses the experience, know-how and connections to make these services increase a shop's income.
Tamer started in the wireless industry in 2006 when he started in regional sales which allowed him to build a network of small and medium sized wireless retailers. He moved into selling in bulk to small carriers, started a repair business, and also started a wireless repair school.
In 2015 Tamer started his wireless software company that serves independent wireless dealers.
Website | LinkedIn | Facebook | Instagram
Ed Mysogland, Host of How To Sell a Business Podcast The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
On this episode of How To Sell a Business Podcast, Scott Oliver, Director at Lewis Kappes, joined host Ed Mysogland to talk about how to make sure a deal is compliant. They covered the process of reviewing proposed deals and preparing them for SBA compliance, the importance of using a seasoned SBA legal counsel, factors that can create problems, how to best work with SBA counsel, standby notes, and more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
Lewis Kappes Headquartered in downtown Indianapolis, Lewis Kappes offers the depth and experience you would expect from a large law firm, with the responsiveness and attention you would receive from a small firm.
They take a team approach to help you achieve your goals. This allows them to adapt to developments and react quickly and efficiently to pressing matters, while placing the diverse experience and expertise of the entire firm at your disposal.
Lewis Kappes is a proud member of the Law Firm Alliance (LFA).
Website | LinkedIn | Facebook | Twitter
Scott Oliver, Director, Lewis Kappes Scott Oliver practices in the areas of commercial finance, real estate, and corporate transactions. He represents state and national banks involved in commercial financing, as well as clients involved in business/real estate transactions, including: real estate acquisitions/sales, business acquisitions/sales, leases, entity formation and governance, commercial issues, contract preparation, contract negotiations, and compliance.
As a closing attorney, Scott represents banks and non-bank lenders involved in SBA and conventional financing. He works in all stages of the lending process, including credit review, compliance, eligibility, lien perfection, title review/negotiations, preparation of security instruments/loan documents, subordination/intercreditor agreements, workouts, collections, foreclosure, and bankruptcy. Over the course of his career, Scott has closed hundreds of SBA 7(a) loans, SBA 504 loans, SBA CAPLine loans, and a wide range of conventional facilities. While stationed in the heart of Indianapolis, his team has closed transactions throughout the country in all 50 states.
Through his corporate practice, Scott represents a variety of businesses, from closely held corporations to multi-million dollar entities. He advises clients in transactions involving real estate matters, acquisitions, sales, partner buyouts, and general commercial contracts and disputes. His representation also involves guiding new and emerging companies through entity selection, formation, growth, and governance.
Outside of his traditional practice areas, Scott is an Adjunct Professor at the Indiana University Robert H. McKinney School of Law, teaching Legal Communication and Analysis. He is an active member of the Indianapolis Bar Association where he holds various leadership positions and manages small and large-scale events for the local community.
Scott earned his B.A. from Purdue University, where he graduated with highest distinction and served as the graduation commencement speaker. He earned his J.D., cum laude, from the Indiana University Robert H. McKinney School of Law. During law school, Scott was the President of the Student Bar Association, a member of the Moot Court Executive Board, Vice Magister of Phi Delta Phi, a legal research and writing tutor, and a student teacher at Shortridge High School in Indianapolis, Indiana.
Ed Mysogland, Host of How To Sell a Business Podcast The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
Max Zanan, owner of MZ Dealer Services and author of Perfect Dealership, a four book series dedicated to helping car dealership owners adapt and thrive in their business, joined host Ed Mysogland. They discussed the industry as a whole, how dealers make their money, where the profit actually is, why dealerships are not likely to stay in the owner's family, the role of the service department, how to keep qualified employees or train them, why buying a car takes so long, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
MZ Dealer Services Max Zanan is an automotive industry leader offering a comprehensive automotive consulting service for car dealers nationwide. His goal is to improve customer experience and retention while increasing dealership’s profits.
Contact Max today to build a better dealership including automotive compliance, F&I optimization, sales strategy, and more. He welcomes phone calls at 917-903-0312.
Website | Facebook| YouTube
Perfect Dealership Books by Max Zanan Remember travel agencies? They were a thriving business not so long ago. Then online services transformed the industry, and brick-and-mortar travel agencies died—and died quickly.
Today, traditional car dealerships are facing much the same threat. Innovative and convenient digital startups and services threaten to disrupt the traditional car-sale process, egged on by consumers who aren’t happy with the existing sales process. If car dealerships don’t adapt, they too will face an industry-wide extinction.
Perfect Dealership offers help and hope for dealerships struggling to adapt to this digital-based paradigm shift. Consultant Max Zanan applies fifteen years of automotive-industry experience to the future of the car dealership. Arguing that dealerships must make significant changes if they are to survive the coming storm, Zanan takes a close look at every department within the business, including
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- human resources,
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- business development centers,
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- information technology,
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- parts and service, and
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- finance and insurance.
By improving the role of each department and transforming them from individual echelons into a cohesive whole, Zanan offers a road map for the creation of a perfect dealership—the only way to remain relevant and solvent in the digital age.
Find all of Max's books here: Perfect Dealership
Max Zanan, Owner, MZ Dealer Services, and Author of the Perfect Dealership Series Max Zanan is the author of four best-selling books on automotive retail management: Perfect Dealership, Car Business 101, The Art and Science of Running a Car Dealership, and Effective Car Dealer. Each book is a top-ranked Amazon category leader and have received many 5-star reviews from prominent car dealership owners and managers. Max’s success as an author, general manager and entrepreneur has helped to cement his position as a preeminent voice leading the charge for modernization of the auto retail industry.
Max Zanan is a seasoned automotive industry expert with 20 years of experience in sales, F&I, compliance, and dealership management consulting. His goal is to help car dealers improve profitability while increasing customer satisfaction and retention. Zanan is a thought leader, organizer of the Perfect Dealership Conference, keynote speaker, and frequently quoted in trade publications such as Automotive News, Fixed Ops Journal, and Auto Dealer Today.
Ed Mysogland, Host of How To Sell a Business Podcast The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
Marie Mills, Owner of Clear Solutions, LLC, is an experienced business process analyst, and she joined host Ed Mysogland to talk about the value of documenting processes for a business. Marie discussed the importance of clear and efficient processes regardless of the industry or size of business. They also covered how to get started, why two weeks isn't enough time to create documentation, who should do it, the return on the investment, the impact on the sale of the business, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
Clear Solutions, LLC Whether you’re ready to scale, preparing to sell, or simply tired of putting out fires, clarifying your processes is key to success.
Clear Solutions works with you and your team to capture the knowledge and expertise that is key to running your business well. They show you how to shift from running your business out of your head to running it from clear and user-friendly instructions and information, written at the right level of detail.
Marie's method takes a structured approach to ensure your documentation and processes support you as your business grows and shifts. Most documentation efforts fail because they don’t include the framework to effectively build, manage, and maintain the work. Clear content is key and the framework will keep it going.
The process: Clear Solutions uses any existing documentation as the foundation. They focus on your top priority processes. They provide templates that will make the documents easy to find, easy to use, and easy to build upon. They transform your detailed knowledge and vision of how you want your business to run into clear instructions for everyone on your team.
As you work together, you can take on as much or little of the work as you want. They track the work and keep it moving forward.
Company website | LinkedIn | Facebook
Marie Mills, Owner, Clear Solutions, LLC Marie Mills has over 15 years of experience helping organizations capture and clarify their processes to create a shared understanding and improve efficiencies.
She has a passion for understanding the nuts and bolts of business operations. Launching two small businesses prior to starting Clear Solutions provided her with first-hand experience running a business and all the challenges that go with it.
As a business process analyst, Marie learned how to ask the right questions to understand the work at a detailed level. She worked with employees in a variety of roles, in small, medium, and large businesses, across different industries. She developed a practical approach to capturing the process details, in plain language, that worked every time.
Clear Solutions helps business owners succeed by freeing up their time for what they do best - running their business.
Ed Mysogland, Host of How To Sell a Business Podcast The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
Certified Valuation Analyst Melissa Gragg, managing partner of Bridge Valuation Partners, LLC and host Ed Mysogland explore the complex issues that arise for the business when a business owner divorces. They address topics of navigating the emotions of the parties, disputes over the value, tips to prevent a deal from falling apart, the problem with buy/sell agreements, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
Bridge Valuation Partners, LLC
Bridge Valuation Partners, LLC conducts business valuations for estate tax purposes, divorce litigation, partner disputes and mergers and acquisitions. Bridge Valuation Partners, LLC works to provide attorneys with a complete understanding of the financial issues in litigation cases involving breach of conduct, patent infringement, acts of fraud, asset misappropriation, breach of fiduciary responsibility and partnership disputes.
They have experience providing financial calculations for family law and personal injury cases as well as testimony in deposition and trial. Bridge Valuation Partners, LLC also serves as a subcontractor providing business valuations, lost profits calculations, lost wages calculations and forensic services to consultants including: accounting firms, investment banking firms, business valuation firms and sole practitioners involved in consulting.
Company website | LinkedIn | Twitter | YouTube
Melissa Gragg, CVA, MAFF, CDFA, Managing Partner, Bridge Valuation Partners, LLC
Melissa provides litigation support services and expert witness testimony for marital dissolution, owner disputes, commercial litigation, business interruption claims, personal damage calculations, lost profits and personal injury. She also conducts business valuations for purposes of estate planning as well as mergers and acquisitions.
- Certified Valuation Analyst (CVA)
- Certified Fraud Examiner (CFE)
- Master Analyst in Financial Forensics - Matrimonial Litigation (MAFF)
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Certified Divorce Financial Analyst (CDFA)
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Possesses over 16 years of experience in providing valuation and consulting for companies ranging in size from large, publicly-traded firms to small, privately-held operations and family limited partnerships (FLPs)
- Expertise performing valuations in numerous industries, including automotive/car dealerships, construction, electrical contracting, fast-food retail franchises, financial services, food and produce distributors, gas stations, hospitality services, healthcare (pharmacies, rural health clinics, nursing homes, doctors, dentists, orthodontists, chiropractors), insurance companies, industrial, landscaping, law firms, marketing research, nuclear power plant, payroll services, plastics (injection molding, thermoforming, packaging), printing and imaging, specialty retail, restaurants, technology, trucking and website developers.
Ed Mysogland, Host of How To Sell a Business Podcast
The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
Award-winning winemaker, consultant, engineer, and professed math geek Genevieve Rodgers of PEMDAS Winery Solutions joined host Ed Mysogland on this episode of How To Sell a Business Podcast. Genevieve gave an overview of the major roles in a winery business, the key elements that impact the winery's success (it's not just about the wine), how wineries get financing, what questions buyers should be asking, how the winery creates value, risk management, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
PEMDAS Winery Solutions
PEMDAS Solutions offers winery consulting solutions to meet clients needs. Services include: winery business development, design, winemaking consulting, financial forecasting, winery business education and project management.
With over twenty years of experience in the wine industry, PEMDAS Solutions has the knowledge and experience that helps clients create and grow successful businesses in the wine and spirits industry. PEMDAS has worked with wineries, vineyards, cideries and spirits producers from startups to existing businesses.
Their clients are small (less than 1,000 cases) to mid-size (500,000 cases) and span the globe. If you are looking for someone who has experience working in all aspects of this exciting industry, PEMDAS Solutions can help.
Company website | LinkedIn | Facebook | Instagram | Twitter
Genevieve Rodgers, Owner, PEMDAS Winery Solutions
Genevieve Rodgers, owner of PEMDAS Winery Solutions, a winery and business consulting company in the US, has over twenty years of experience in winemaking and start-up winery business consulting. Genevieve brought her engineering and business management background to Sonoma, California in 1997 to help start her family’s winery. She went on to manage the estate vineyard, produce award winning wine and start her own winery before adding winery business consulting to her repertoire.
Genevieve has experience in all aspects of the wine business from vineyard design to sales and marketing and is an award winning winemaker with experience making wines from over a dozen grape varieties. She is fortunate to help people all over the world realize their winery business dreams.
Genevieve holds a Bachelors of Science in Mechanical Engineering from the University of California at Davis, a Masters in Business Administration from Chapman University, California, USA and an advanced, Level 3, Certification in Wine from the Wine & Spirits Education Trust.
Ed Mysogland, Host of How To Sell a Business Podcast
The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
Noted business attorney and CPA Roman Basi joined host Ed Mysogland on this edition of the How to Sell a Business Podcast to discuss tax considerations when selling your business. Roman discussed some myths involving taxation in a business sale, when to use a 338(h)(10) election, which recategorizes a stock purchase as an asset purchase, tax-free reorganizations and the circumstances in which they're used in the sale of the business, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
The Center for Financial, Legal, and Tax Planning, Inc
The Center for Financial, Legal & Tax Planning, Inc. has offices in Illinois and Florida with satellite offices around the United States.
They initiate and develop ongoing relationships with national and regional trade associations, closely-held/family-owned companies, and individuals. Their work follows through the entire project; they analyze each situation, make recommendations, and implement them.
The Center provides a completely unbiased approach to solutions for their clients. Core competency is Business Valuation, Succession Planning, Tax Planning, and Buying and Selling closely held companies.
Company website | LinkedIn | Facebook | YouTube
Roman Basi, President, The Center for Financial, Legal, and Tax Planning, Inc.
Roman Basi is the current President of The Center for Financial, Legal & Tax Planning, Inc. Roman is an Attorney, a CPA, a Managing Real Estate Broker, Title Insurance Agent, and an instrument rated private pilot.
Roman is also one of the Tax Course Instructors for the Internal Revenue Service’s Annual Filing Season Program for Tax Return Preparers throughout the United States.
Roman is admitted to practice in Illinois, Florida, Arizona, Missouri, Federal District Court of Illinois Southern District, the United State Court of Appeals for the 7th Circuit, and Roman is also admitted to practice in the United States Supreme Court being sworn into the highest court in the summer of 2015 in front of all 9 Supreme Court justices.
Ed Mysogland, Host of How To Sell a Business Podcast
The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
Elliott Holland, Managing Partner of Guardian Due Diligence, joined host Ed Mysogland to discuss how a Quality of Earnings report maximizes the value of a business to reduce risk and secure the sale.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
Elliott Holland, Managing Partner, Guardian Due Diligence
Elliott is an expert in the acquisition of small and medium sized businesses. He helps first-time buyers like you manage through the challenging and nuanced due diligence process. He’s been in this space since before they called it ETA. His burning desire is to take you through a comprehensive diligence process and guard you from expensive mistakes based on his vast experience in the deal business.
He’s worked for the nation’s best business acquisition firms like The Watermill Group and Linx Partners and then started his own acquisition firm where he apprenticed under an industry veteran. He hasn’t seen it all but he’s seen a lot. His Harvard MBA doesn’t hurt either.
Elliott started Guardian because the diligence solutions for smaller deals frankly stink. He created a better solution to help buyers avoid doing bad deals and help buyers execute deals with confidence. We all want confidence when making million dollar investments.
He caught the acquisition bug in 2009 - his first year of business school, then worked in private equity (PE) in order to gain skills from the nations best business acquirers. Like you, Elliott started his own firm to go out and buy companies in the automotive, industrial, and healthcare space.
Connect with Elliott: LinkedIn: https://www.linkedin.com/in/elliottholland/ Guardian Due Diligence: https://www.guardianduediligence.com/
Connect with Ed: How To Sell a Business Podcast: https://howtosellabusinesspodcast.com/ LinkedIn: https://www.linkedin.com/in/edmysogland/
How to Modernize Your Business to Sell at Maximum Value, with Jason Beutler, RoboSource (How To Sell a Business Podcast, Episode 5)
Jason Beutler, CEO of RoboSource, joined Ed Mysogland to discuss the different kinds of business automation, why RoboSource uses bots, what's involved in automating processes, what industries benefit from it most, how it maximizes value and reduces overhead, the ROI, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
RoboSource
RoboSource bots work 24 hours a day, completing monotonous tasks for their clients.
Process Automation is the future of work. Soon every business will have a digital workforce alongside its human workforce. Automated processes get work through faster, more efficiently, and more accurately.
So what is process automation? Think of all the jobs around the office that your team has to complete every day (or week) to keep the business operational – things like entering information into multiple systems, manning email inboxes, pulling down the same information from a website over and over again. With Robotic Process Automation (RPA), software engineers teach digital bots how to perform those jobs for you.
RoboSource can provide process-writing and support for those using RPA on premises. But with their “as-a-service” model, they can also do it all in house, for a low monthly payment, eliminating the usual expense associated with investing in the infrastructure, software, and training. Your cloud-based solution will scale with you, as you find new ways to save time and increase accuracy.
With their “as-a-service” model, process automation is more affordable than you’d think.
Company website | Instagram | LinkedIn
Jason Beutler, CEO, RoboSource
Several years ago, Jason Beutler was teaching a college computer engineering class when he realized that his students were writing better code than an outsourced team he was supervising at the same time. And that’s how RoboSource was born.
With almost 20 years of professional programming experience, you might expect Jason to spend his free time reading fantasy fiction, playing board games, or drinking Mountain Dew. He does. But he also spends a fair amount of time playing competitive sand volleyball and fanning hard-core at Notre Dame football games. His passion for Notre Dame extended to completing his MBA there in 2009.
Professionally, Jason is passionate about process improvement and using accountability to grow young developers. He speaks often on this topic, to audiences as diverse as coding conference attendees, classes full of university students, and computer science educators.
Ed Mysogland, Host of How To Sell a Business Podcast
The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
Improving earnings to maximize business value was the focus of this episode with guest Bill McDermott, The Profitability Coach. He and host Ed Mysogland discussed key things business owners can do to improve earnings, strategies to improve profitability, the need for delegation, financial management, planning your exit strategy, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
The Profitability Coach
Every business owner has a big dream for their company and wants to make it happen. The problem is many business owners don't know how to manage the finances of their business leaving them frustrated and confused.
The Profitability Coach comes alongside the business owner and analyzes the financial health of the business and develops a plan to take them from financial confusion to clarity. Then he executes the plan focusing on areas of financial growth. Together they travel the road of financial success to profitability and healthy cash flow.
Company website | Instagram | LinkedIn
Bill McDermott, The Profitability Coach
Bill McDermott graduated from Wake Forest University and launched a banking career that spanned 32 years. He was laid off from his position as Chief Commercial Lender in the Great Recession of 2009. With a treasure trove of banking knowledge and analytical skills, Bill launched the Profitability Coach with the purpose of making business owners better financial managers.
Over the past 13 years, Bill has helped over 200 clients by delivering results-oriented insights, taking them from financial confusion to clarity.
Ed Mysogland, Host of How To Sell a Business Podcast
The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
How To Sell a Fitness Club For Maximum Value, with Jim Thomas, Fitness Management & Consulting(How to Sell a Business Podcast, Episode 3) Jim Thomas, Founder and President of Fitness Management & Consulting, joined host Ed Mysogland for a conversation about the fitness club and gym business. Jim owned and operated numerous gyms over his career and now serves current and future owners. He and Ed discussed business differentiators, customer retention, customer acquisition costs, improving the value of the business, what a club owner needs to do to prepare to sell, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
Fitness Management & Consulting
Fitness Management & Consulting is focused towards helping clients achieve success in a highly competitive business. Their services cater to both operators of single clubs and multi-club operations. Their scope covers all types of operations from full athletic clubs to small corporate fitness centers.
Fitness Management & Consulting offers flexibility in serving its clients to best serve their needs. They specialize in helping current owners and future owners of gyms, fitness centers, health clubs, and multi-purpose athletic clubs to find solutions for how to open a new gym, gym start-up, billing and collection, real estate site selection, and lease negotiation, broker services, fitness center sales, financing, consulting and troubleshooting, health club promotion, fitness center advertising, gym equipment, and flooring.
They welcome the opportunity to meet with current and potential club operators and investors to discuss how they may be of service to them.
Company website | Facebook | YouTube | LinkedIn
Jim Thomas, Founder and President, Fitness Management & Consulting
Jim Thomas is the well-known founder and president of Fitness Management USA, Inc., a management consulting and turnaround firm specializing in the fitness and health club industry. With over 25 years of experience owning, operating and managing clubs of all sizes, Mr. Thomas lectures and delivers seminars and workshops across the country on the practical skills required to successfully build teamwork and market fitness programs and products.
Since forming Fitness Management, Mr. Thomas has been turning health clubs around at an amazing rate and garnering a reputation as a producer of change…a sharp-eyed troubleshooter, a brilliant sales trainer, and a motivator. Fitness Management provides programs that show measurable results and Jim’s team is proud of their ability to glean profit from every square foot of a client’s investment.
A dynamic, articulate motivator, Mr. Thomas exudes confidence without artifice and accomplishes wonders without the bruised feelings that can so often accompany change. “We pride ourselves in reaching people and motivating change in a way that encourages self-esteem on the part of the players.”
Whether you operate a health club, fitness center, gym, or other type club, Jim Thomas and Fitness Management have a program to fit your need, expand your market base, and keep your members and staff productive and enthusiastic.
Ed Mysogland, Host of How To Sell a Business Podcast
The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
On this episode of the How to Sell a Business podcast, host Ed Mysogland welcomed former multi-store Play It Again Sports franchisee Scott Ward to discuss his journey from opening the business to a successful sale. Scott discussed how he developed some of his team members into business owners in their own right, lessons in the exit process, managing employees during the sale, recommendations for other Play It Again Sports franchisees planning their exit, and much more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
Scott Ward
Scott Ward is a veteran of over 25 years of owning businesses. Successfully representing and consulting other business owners in lease negotiations in the technology, creative media, retail, and manufacturing industries, Scott’s unique perspective keeps in mind the owner/tenant’s long-term cash flow needs as a catalyst for the future health of his client’s company.
Scott is the author of Scabs, Scars and Pots O'Gold: True-Life Stories of a Successful Franchisee, available here.
Examples of Scott’s work include a young tech company expanding for the first time and helping to enable its current growth to include private and government clients worldwide. An industrial cabinet manufacturer successfully expanding to handle over 40 percent growth. Media agencies that need flexibility in their space to address the demands of sudden surges or shrinkage in client needs. And retail/franchise situations that come with issues of territory, visibility, and access. Scott has mentored five former employees to own their own businesses and applies these techniques in formulating winning space solutions for his clients.
Scott’s contacts and involvement in citywide groups give him an innovative perspective on trends in traffic, population, education, and economics. He is part of enabling organizations throughout metro Atlanta in realizing their missions by serving on boards or as an officer in Rotary International (Treasurer/International Director), The Chattahoochee Nature Center Board, The North Fulton Chamber of Commerce, Scouts BSA (adult training), Toastmasters International, The Georgia Production Partnership (membership, industry relations, and governmental relations) and Atlanta Theatre to Go Board. He is also a member of the Atlanta Commercial Board of Realtors.
Scott is a graduate of the University of Florida. Scott is also a public speaker and presentation coach. He loves fly fishing, and sailing and has been known to swing a golf club or two! His family’s accomplishments overwhelm him with pride. If you would like to share a coffee please reach out!
Ed Mysogland, Host of How To Sell a Business PodcasThe How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business Podcast is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
Host Ed Mysogland welcomes listeners to the How To Sell a Business Podcast. The podcast is in season two, and Ed explained why it was rebranded after season one from Defenders of Business Value. Ed discussed what the podcast will focus on, who it speaks to, and more.
How To Sell a Business Podcast is produced and broadcast by the North Fulton Studio of Business RadioX® in Atlanta.
Ed Mysogland, Host of How To Sell a Business Podcast
The How To Sell a Business Podcast combines 30 years of exit planning, valuation, and exit execution working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and what makes it salable. Most of the small business owner’s net worth is locked in the company; to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won’t be able to sell their companies because they don’t know what creates a saleable asset.
Ed interviews battle-tested experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business for maximum value.
How To Sell a Business is produced virtually from the North Fulton studio of Business RadioX® in Alpharetta. The show can be found on all the major podcast apps and a full archive can be found here.
Ed is the Managing Partner of Indiana Business Advisors. He guides the development of the organization, its knowledge strategy, and the IBA initiative, which is to continue to be Indiana’s premier business brokerage by bringing investment-banker-caliber of transactional advisory services to small and mid-sized businesses. Over the last 29 years, Ed has been appraising and providing pre-sale consulting services for small and medium-size privately-held businesses as part of the brokerage process. He has worked with entrepreneurs of every pedigree and offers a unique insight into consulting with them toward a successful outcome.
Connect with Ed: LinkedIn | Twitter | Facebook
It’s an unbelievable Christmas present for Ed to have Annie Duke on today's show. She lives in the Philadelphia area and is the author of Thinking in Bets and How to Decide: Simple Tools for Making Better Choices.
In today’s fun and educational episode, she’s going to talk about business owners faced with the real and enormous task of trying to create a liquidity event where they are selling their hard-earned business which could be multi-generational, or they've been approached by a buyer.
Enjoy this conversation with Annie Duke!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e065
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Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
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Facebook:facebook.com/bvdefenders
On today's show, Ed is excited to welcome Dora Lutz of givingspring.com. Dora is the author of the aspirational business, owner of giving spring, and the creator of the course business planning for social entrepreneurs at Purdue University.
From her earliest days of managing truck drivers through the creation of her second business, Dora has devoted her career to understanding the unique ways businesses can make a positive impact on society and helping leaders accomplish their biggest goals.
Dora has worked with small businesses, Fortune 100 companies, not for profits, and even the United Nations Impact 2030 program to leverage business models that create sustainable revenue sources and incredible social impact.
Enjoy this conversation with Dora Lutz!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e064
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Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
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Ed’s back today after a brief hiatus and he’s catching up on everything that has been going on in his personal life, and then there’s so much to catch up on in the business world - so you won’t want to miss out on all the details.
Ed has not seen a dip in business through the pandemic and it’s really a blessing to be in an industry that isn’t affected by Covid the way many have been. Ed’s been fielding a lot of questions about PPP and business valuations and whether it's going to be a good time to buy or sell, so he’s diving into all the latest reports and trends that he’s seeing.
Once you listen to this episode, you’ll probably feel better about 2021 and gather enough information to begin mapping that your next moves.
Enjoy this episode!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e062
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram:instagram.com/defendersofbusinessvalue
Facebook:facebook.com/bvdefenders
Ed had an opportunity to interview Bryan Clayton who has golden nuggets to share with you. Bryan Clayton is a serial entrepreneur with multiple exits; he is currently the CEO of GreenPal, a web and mobile app that instantly connects homeowners with home service professionals. In this show, Bryan and Ed discussed most of the questions that run through entrepreneur’s minds through their long experiences they’ve had with being successful in personal and business life. This is a must listen to all business owners who want to scale up their businesses because they’ll learn a lot.
Enjoy this conversation with Bryan Clayton!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e062
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Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
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- BizBuySell Market Insight Q2 - https://www.bizbuysell.com/insight-report/
- Quarter 2 Report from the M & A Source - click here
- Market Multiples from DealStats - click here
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e059/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
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Facebook:facebook.com/bvdefenders
Today, you just get Ed in this solo show. Ed's been getting a lot of questions lately about business valuations. Circumstances with the pandemic are changing, there are more divorces happening now, and the economy is a little different than we've seen in a while. So, Ed takes this episode to share some realistic business valuation tips with you. He also shares how he often sees the Shark Tank Effect on business valuations, and it doesn't always help the business owner.
Enjoy this solo episode with Ed!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e059/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
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Ed fields a lot of calls from business owners that own real estate and they want to know, what do we do here? What's the effect of this pandemic on our real estate? Are we going to be able to sell it at fair market value? What does the future look like? What does the buyer have to look like in order to buy it in an environment like this? Ed contacted one of his buddies in the commercial real estate industry,
Sam Smith of Resource Commercial Real Estate, and had a visit about what real estate look like today. Sam is the chairman and co-founder of Resource and leads the company occupier services. Sam handles all the sensitive renewal negotiations achieving multimillion-dollar client occupancy cost savings. He conducts National Site Searches, prepares sophisticated market analysis, assemblages and manages the team consultants, evaluates alternatives, and negotiates favorable and significant economic development incentives. Sam constantly uses proven processes, superior market knowledge, and strong negotiation skills to help clients achieve below market and flexible lease purchase terms, and attractive functional and efficient space that enhance employee productivity and shareholder value. All that means is that, if there's one guy in this community that you go to for commercial real estate, it's Sam.
Enjoy this conversation with Sam Smith!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e058/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
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Ed recently spoke to a business owner that said, “You know what, they're going to carry my dead body out of here. And what I want my family to do with this business is liquidate it.” To that business owner, Ed’s got a big surprise for you. Matt Gallivan of Gallivan Auctioneers and Appraisers was on the show. What they were going to talk about was, if that's your exit strategy that you want to ride the ship down, and when it's over, it's over and liquidate the equipment, perfect, that is a fine strategy as long as that is a conscious strategy as opposed to something that you're going to spring on everyone after you're gone.
Enjoy this conversation with Matt Gallivan!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e056/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram:instagram.com/defendersofbusinessvalue
Facebook:facebook.com/bvdefenders
Frequently Asked Question Episode:
Each week I answer three questions about business value or selling companies that come in from the website or social media. This is a little bit shorter of an episode, but hopefully, it will be helpful in your journey to making a salable company. This week's questions are:
- What kind of financing is available between minimal downpayment and conventional financing threshold?
- Should you buy a retail business in a pandemic?
- Is an offer on a business binding?
For past guests, please visit https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Defenders of Business Value newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/faq/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
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Does race play a factor in business value and the salability of a company? You wouldn't think that it would, there is empirical data and anecdotal rationale as to why a gap in value exists between black and white businesses. After my conversation, it seems not for the reasons you might guess. It is because of history, education, and the lack of access to capital and my guest today and I talk about it. Jamar Cobb-Dennard permitted me to ask all of the questions a middle-age white guy would want to ask about how to be a better leader to get opportunity and capital to this underserved entrepreneurial population. After all of these episodes, there are two pillars of business value according to the guests: How to get that business owner out from running the day to day business and employees. And in this case, how to make your diverse workforce work better together so that it increases employee satisfaction which translates into higher value and salability? Jamar, the community leader he is, shared his webinar "Bye Bye Business-Bias" that he is providing to serve as the catalyst to start or further conversations.
I hope you enjoy my episode with my friend and colleague, Jamar Cobb-Dennard!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e054/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
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Facebook:facebook.com/bvdefenders
Frequently Asked Question Episode:
Each week I answer three questions about business value or selling companies that come in from the website or social media. This is a little bit shorter of an episode, but hopefully it will be helpful in your journey to making a salable company. This week's questions are:
What do you get when you buy a business?
- You want to buy the assets of the entity as it is the most tax advantageous to you, limiting the risk associated with acquiring stock.
- The assets you acquire typically include:
Inventory
Furniture
Fixtures
Equipment
Goodwill
Trademarks
Trade Names
Digital Assets
(sometimes, accounts receivable, accounts payable)
How to sell businesses for a living?
I'm assuming you are looking at becoming a business broker or investment banker. Here are a few things to keep in mind if you venture into this industry.
- Age and experience matters - You cannot expect a business owner to entrust most of their net worth to you without any assurance that you know what you are doing
- It would be best if you had a runway. It takes 6 to 12 months on average to sell a business. It would help if you had enough capital to get your practice up and running, as at least a portion of your fee will be success oriented.
- It would help if you had an understanding of financial statements and sources of capital
- You need to understand how to evaluate buyers concerning your deal
- You need to know you are in sales (the business is your product) and are not there to fix the business, but to sell it. (Some firms offer ancillary exit planning services-I assume you are only interested in selling)
- You need to understand that the process is relational between you, the buyer and seller. There are a lot of dynamics at play - most of which you don't know about. Everyone has baggage.
- You need to understand that the best buyer may not be paying the highest price
- You need to realize that you are operating in the irrational (for both buyers and sellers). Expect decisions and positions that are counterintuitive.
- You need to know the difference between value and price.
- You need to know that the closer you are to closing, the less control you have.
- Bonus: Finding a buyer is only about 30% of the job. Getting it to the closing table is where you earn your fee.
There likely is no better time to be getting into the business. Best wishes.
For past guests, please visit https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Defenders of Business Value newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/faq/
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One of the people that Ed’s been hassling and trying to track down and get on the podcast is Brian Trzcinski of MassMutual. Ed’s seen him speak probably three or four times, and each time he comes away shaking his head with such good information. MassMutual do some really great research. Brian is the director of the business market development over at MassMutual. He’s in charge of all the marketing programs aimed at assisting business owners in the marketplace. He truly is one of the defenders of business value. He’s making sure that all of the MassMutual guys across the country are armed with great data, data from, this is what we're seeing in the marketplace, let me help you make the great decisions.
Enjoy this conversation with Brian Trzcinski!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
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For show notes, go to: https://www.defendersofbusinessvalue.com/e053/
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Ed does a fair amount of equipment appraisal. With this pandemic, lots of companies are likely going to be forced to sell their companies, which is simply the assemblage of assets and lots of the goodwill has evaporated with this pandemic. Ed thought it would be a good idea that they talk about equipment value, and that's where his friend in the business Tim Roy, from Capitale Analytics comes in. He's a machinery and equipment appraiser. He works with business owners, lenders and investors and he evaluates equipment of all kinds. Ed asked Tim what kind of equipment is best in this pandemic. What other industries might be able to absorb equipment? How do you value it? How can you do it yourself? How do you know when you need another professional? Ed enjoyed the interview with Tim and says he was certainly generous with his information and certainly a resource for all of you here on the podcast.
Enjoy this conversation with Tim Roy!
For past guests, please visit: https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e051/
Follow Ed:
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Twitter: twitter.com/edmyso
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Have you ever thought about online businesses - that they’re as much of a business as any other business, the kind that has bricks and mortar? Well, the interesting thing is that this is big business. Ed is not kidding you when he tells you that some of the multiples that are being paid for some of these online businesses are remarkable. Ed had the opportunity to talk to Andrew Voda of Empire Flippers which is a domain brokerage, so to speak. This was a great one because Ed was interested in learning about how regular valuation techniques apply to this asset that resides on the internet.
Enjoy this conversation with Andrew Voda!
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Have you ever wondered how to secure your company and the value associated with technology, and intellectual property even if you're just a small five-man shop? Have you ever thought about the risk associated with your technology? Well, today I had the opportunity to visit with Brandyn Fisher of The Mako Group. The Mako Group is a cybersecurity type company. And what they do is they test - they go in and try to infiltrate your infrastructure to see just where the chinks in the armor are because we live in a day and age where data can be stolen and resold on the dark web.
Enjoy my conversation with Brandyn Fisher!
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On this show, Ed had an opportunity to visit Tom Deans who is a wealth of knowledge. Tom Deans is the author of Willing Wisdom and Every Family’s Business. Tom is probably the foremost thought leader on family businesses and the unique dynamic associated with it. Having a podcast is one of those things where you get an opportunity to visit with people that are way over your pay grade and Tom was one of those guys to Ed as he has been following his work for a long time. Tom has so many good value nuggets to share in this episode.
Enjoy this conversation with Tom Deans!
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Do you know what a family office is? Ed didn't either. He'd heard the term before, but just never really understood its function. Ed has known Kevin Alerding of Indie Asset Partners for a while. He's seen him speak a couple of times and, he recently joined a practice in which the practice is a family office. So Ed reached out to him and wanted to learn a little bit about what a family office is and who's it for? Why does it work? And why are so many families moving in that direction?
Enjoy this conversation with Kevin Alerding!
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Frequently Asked Question Episode:
Each week I answer three questions about business value or selling companies that come in from the website or social media. This is a little bit shorter of an episode, but hopefully it will be helpful in your journey to making a salable company. This week, rather than 3 questions, I share with you "65 business risks." It was shared with me and I don't know the source, but I found it very helpful.
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Office hours discussing buying, selling, valuing a business. We discussed the effects of COVID19, financing, and the future of dealmaking. I was joined by Larry Metzing and Jamar Cobb-Dennard
Today, Ed had an opportunity with Mikel Berger. Mikel is one of the co-founders of a private equity group, but they are not your average private equity group. He has 37 partners and they are buying small businesses. He and his team are looking for deals with business owners that are looking to retire. It’s a really interesting group doing special things in this underserved market.
Enjoy this episode with Mikel Berger!
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Frequently Asked Question Episode:
Each week I answer three questions about business value or selling companies that come in from the website or social media. This is a little bit shorter of an episode, but hopefully it will be helpful in your journey to making a salable company. This week's questions are:
- What does my company look like after coronavirus? What does this do to my business? And what does value look like? And what does the saleability look like?
- What are the questions you need to ask buyers when selling a business?
- How do I know if I should close my business?
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It’s not the most obvious choice to have an insurance expert as a guest on the show, but Zach Finn is someone that is really impressive. Zach Finn is Clinical Professor and Director of the Davey Risk Management and Insurance Program at the Butler University College of Business. Previously, he was Risk Manager for The J.M. Smucker Company in Orrville, Ohio, where he managed the Corporation’s risk management program, including global insurance program design and placement, successfully settled several large claims (largest $17M+), and oversaw insurance due diligence and integration for nine major mergers and acquisitions, including the $3.3 billion acquisition of Folgers Coffee.
Enjoy this conversation with Zach Finn!
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Frequently Asked Question Episode:
Each week I answer three questions about business value or selling companies that come in from the website or social media. This is a little bit shorter of an episode, but hopefully it will be helpful in your journey to making a salable company. This week's questions are:
- How to tell employees of a pending sale?
- After Corona Virus and my business looks different, how will it affect value?
- What do you think of equipment values after Corona Virus?
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This is office hours at the brokerage where business owners, buyers, and advisors can ask any question they have.
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Gary Rapp and Ralana Abraham Miller are two brokers in Indiana Business Advisors who just completed the acquisition of an extremely profitable well-run lawn care business in Indianapolis. And they are going to tell us the story of how they completed the transaction and what they learned.
If you happen to be in this type of business or if you’re thinking about being in this type of business, there’s a lot of valuable nuggets that they share in this episode.
Enjoy this conversation with Gary Rapp and Ralana Abraham Miller.
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Frequently Asked Question Episode:
Each week I answer three questions about business value or selling companies that come in from the website or social media. This is a little bit shorter of an episode, but hopefully, it will be helpful in your journey to making a salable company. This week's questions are:
- How is a buyer going to take over a relationship with the customer that I developed over the years?
- What environmental issues do I need to consider when selling a company?
- Should I replace or repair equipment before putting my business on the market?
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Drew McCuiston is from a private equity group in Indianapolis called The Firefly group. Ed and Drew run in the same networking circles. Ed has always been impressed by Drew and his group because they’ve always done good deals. You never hear bad things about them. They’re just good guys doing good deals. And the side benefit is that one of their acquisitions is EOS or Entrepreneurial Operating System for business. They acquired the rights or the business for EOS, and it’s interesting to talk about that acquisition - why they got into it and what they plan to do with it.
Join this conversation with Drew McCuiston.
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Frequently Asked Question Episode:
Each week I answer three questions about business value or selling companies that come in from the website or social media. This is a little bit shorter of an episode, but hopefully it will be helpful in your journey to making a salable company. This week's questions are:
- Why can you add the value of the equipment to the business value?
- How does real estate affect business value?
- Will business valuations change with online calculators?
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Sarah Holtrup is a CPA and a Certified Tax Coach. She helps her clients in two ways - through tax planning and tax resolution. In tax resolution, she helps her clients fix their tax debt problems and get compliant so they can stop worrying about the IRS and the State Department of Revenue. And with tax planning, she helps her clients structure their activities, their income, and their expenses, so that they pay the least amount of tax.
Please enjoy this episode with Sarah Holtrup!
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Frequently Asked Question Episode:
Each week I answer three questions about business value or selling companies that come in from the website or social media. This is a little bit shorter of an episode, but hopefully, it will be helpful in your journey to making a salable company. This week's questions are:
- Why do I need to understand business value?
- Can I value the business myself?
- What valuation method do you use the most?
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Today's podcast is a little bit different. Ed visited with one of his valuation heroes Chris Mercer, of Mercer capital. When people talk about thought leaders - these days they throw that around as if everyone is a thought leader. Well, Chris really is! He has been a leader in the business valuation community for years. Ed wanted to talk to him about how to increase business value, and how to help business owners make saleable companies. Well, at the time of this recording, we're knee-deep in the middle of COVID-19. So rather than talk about how to increase value, we're just going to talk about how to maintain value in crisis.
Enjoy this conversation with Chris Mercer of Mercer capital!
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This is a replay of the webinar I did 2020-03-27: A Discussion With The SBA and Indiana Small Business Development Center. During this Q&A style webinar, J. Eric Armacost, Lead Lender Relations Specialist / District International Trade Officer - SBA and David Watkins, Director of the Indiana Small Business Development Center join us to discuss the help the SBA is providing for business survival during this economic time.
Replay: https://youtu.be/y1szbpkFWUA
Full show notes will be available: 2020-03-28
Eric Armacost
James.Armacost@sba.gov
202-845-6066
David Watkins
DWatkins@iedc.in.gov
317.607.9176
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Today’s podcast is a special episode. We have one of the premier bankers of the country, John Randall of Live Oak Bank, to talk about how to help business owners survive this COVID-19 mess that we’re all in the middle of. He talked about the program as he understood them and answered a ton of questions that hopefully will help you get to the capital that you need in order to survive.
Enjoy this episode with John Randall!
John Randall
John.Randall@liveoak.bank
317-775-0344
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In this episode, Ed had an opportunity with KC Chohan. KC is with Together CFO - a virtual CFO service. Business advisors, like Ed, run into a lot of financial statements where the financial conditions are abysmal. And when they aren’t able to track expenses and income, it impairs value. The buyer or the bank reviewing or scrutinizing them lack the confidence that they’re accurate. And that’s when KC comes in.
Enjoy this episode with KC Chohan!
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This week, Ed had the opportunity to visit with Joe Dillon. Joe is an entrepreneur and a deal-maker. He has facilitated a number of transactions and most recently, he’s been doing several jump parks. It is interesting to sit down and listen to what Joe has seen in the marketplace because it’s an expanding industry, and anybody who’s into the children's entertainment world can learn a few things from him.
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Could you sell your business in 2020? The answer is yes, but you have to understand the sale process and what it means to actually go to the market. In this episode, I took it from a webinar that I did. This is always one of the most interactive topics I do and it seems every year it is requested to be replayed or redone. Most business owners have no idea of the brokerage process, I walk you through from start to finish. No show notes, but if you want to watch the replay of the webinar, it is below.
https://www.youtube.com/watch?v=XHOmBV4js_E
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On this week's FAQ Friday Ed answers the following questions:
- Where can I sell my business?
- Where to sell a business fast?
- Where to sell a business for free?
And as a bonus, Ed discusses the newly released Market Pulse survey results from the International Business Brokers Association, M & A Source Group, Pepperdine University, and the Private Capital Markets Project
This week we’ll talk about DealStats. The 1st Quarter 2020 review just came out. For those of you who don't know about DealStats, this is the market data that most appraisers use for the smaller companies - those with under $50M revenue. And it’s produced by Business Value Resources. BVR has been collecting private company data for about 30 years or so and is the premier data provider for those serious about providing sound advice based on empirical data.
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Questions submitted this week:
- How do I value my business?
- How do I know if I have a customer concentration issue?
- Which is more valuable - an independent business or franchise?
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Ed had the opportunity to visit with Bob Paden of The Growth Coach. Bob is one of those guys who Ed just constantly bumps into his clients, and the peripheral advisors have nothing but good things to say about Bob.
Bob had been a solo practitioner and then he purchased The Growth Coach. And so Ed invited him to talk about a couple of things; as a buyer and about what the Growth Coach is.
Bob and Ed talked a lot about the same kinds of challenges that they are experiencing in serving business owners - and that’s preparation and getting the business into a condition where it becomes a saleable asset.
Be sure to tune in until the end, and enjoy!
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On this episode, the following questions from listeners were answered:
- How to know if your business is salable
- Where does the market data come from
- Are you a target for a strategic acquisition
Bonus: A listener asks if they should buy a business they found on BizBuySell.com
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Perry Marshall is the author of the book called 80/20 Sales and Marketing. In this book, Perry helps you understand that the 80/20 rule is fractal, meaning it’s a repeating pattern where the smallest parts resemble the whole. So, inside every 20 percent is another top 20 percent. And that is where Ed wants to focus on this podcast.
In this episode, Perry and Ed dug into how business owners can build value using this parade of principles. Let us listen to one of the most expensive business strategists and one of the most sought after consultants talk about business investing, what he looks for in businesses, and how he takes underperforming businesses and adds his 80/20 principle to the business that amplifies the overall value.
Enjoy this episode with Perry Marshall!
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This week Ed has the opportunity to visit with his friend Todd Muffley. What prompted this conversation was that Ed saw an article Todd posted on LinkedIn titled Be Still. The tone of this article he has written was that the sale was not necessarily what he thought it was, and being friends with Todd for a number of years, this got Ed curious. So, Ed reached out to Todd. And Todd had been so candid with his advice and thoughts on what he would have done differently.
Tune in and enjoy this valuable conversation with Todd.
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Every quarter Business Valuation Resources releases it Value Index which outline the changes in market multiples. In this episode Ed talks with Adam Munson and Kenny Woo about the work BVR is doing and what they are seeing in the aggregate value of small businesses. When it comes to market data is the nation's leading source.
DealStats (formerly Pratt's Stats) is a state of the art platform that boasts the most complete financials on acquired companies in both the private and public sectors.
Every transaction in DealStats is rigorously reviewed by BVR’s dedicated team of financial analysts in real time. Whether you are valuing a business, deriving a sale price, benchmarking performance or conducting fairness opinion research, you won’t find more complete and trustworthy comparable data in any other source.
For BVR's most recent release Click Here
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On today’s show, Ed is delighted to visit with Rod Burkert. Rod is Ed’s long-time friend. They have known each other for at least 20 years. Rod has been in the valuation community for so long, and everyone coming up through the valuation ranks would take his classes. He is one of those guys that is always at the forefront of what’s going on. He has written and contributed a number of articles on thought leadership.
The reason Ed asked Rod on is that his practice is changing a little bit. For the last nine years, Rod has been traveling in an RV as a mobile valuation practice. The other side of his practice is that he is coaching appraisers. Ed and Rod had been talking about appraisers. Questions like; what is an ideal appraiser, who is a good appraiser, how do I recognize one, where can I find him, is where Rod comes in. Rod, through his coaching practice, is identifying those people who are niching down. The best of the best in a particular industry.
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Easily one of my favorite episodes. Wendy Dickinson is the founder of Ascend To Sell LLC. She coaches small business owners in navigating the psychology of the M&A process. Raised with small business in her blood, Wendy is from a family of entrepreneurs. Wendy knows the advantages of the preparation and execution of your vision. She is passionate about seeing business owners reap the rewards of their efforts. She works to educate them about the M&A process, using a growth mindset and self-awareness. Wendy positions her clients for a successful transaction by guiding them through the process with a purpose.
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This week we talk to Mike Michalowicz about using the Profit First techniques to increase business value. Mike launched and sold two multi-million dollar companies and is co-founder of Profit First Professionals, a membership organization of accountants, bookkeepers and business coaches who teach the Profit First method. He is a former columnist for The Wall Street Journal, is a popular speaker and has shared his insights on business and entrepreneurship at TEDx, creativeLIVE, INCmty and others. He is the author of The Pumpkin Plan and The Toilet Paper Entrepreneur. His columns have appeared in Entrepreneur Magazine, Open Forum, and Harvard Business Review. I hope you enjoy our conversation as much as I did. **
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I had the good fortune of interviewing John from both a practitioner and as a client. John is a coach with so much horsepower. I have pretty high expectations and apparently John does too for himself. John was recently selected as the recipient of Canada’s CEO Trusted Advisor Award. I'm not surprised.
Listen to this podcast and find out how business owners can increase their business value, how they can work with coaches, and most importantly, how to determine if the coach is right for them.
For past guests, please visit https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e015/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/defendersofbusinessvalue
Facebook: facebook.com/bvdefenders
In this week’s episode, Ed had the opportunity to interview his long term referral partner, Josh Brown. Josh is, in the world of franchising, a pool of knowledge. If you are a franchisee or franchisor or planning to become one, you will definitely benefit from this conversation about the franchise world. Enjoy!
1:12 - Who is Josh Brown
2:33 - Franchising Versus Non-franchising: Which Is More Stable
5:30 - HealthCare and the So Many Franchisors
8:30 - Good Marketing And Bad Operations
10:00 - Franchising: Lifestyle or Legacy
13:56 - Independent Operation and Number of Units
16:51 - Breach of Contract and Cross Default Provision
18:50 - Where is the Value in Franchising Housed
26:25 - How to Know if a Business is a Good Candidate for Franchise
30:10 - Private Equity Groups
36:26 - Availability of Right Space and Location
42:15 - When to Contact Josh Brown
44:12 - Josh’s Advice that Would Impact Business Value
45:43 - The Employee Challenge is Real
48:04 - Connect with Josh Brown
Who is Josh Brown
Josh Brown is a franchise lawyer who has been in practice for almost 14 years with about 10 years in the franchise space. He is based in Indiana but does franchise work all over the country.
About six years ago, Josh started his weekly franchise podcast called Franchise Euphoria. It is a platform where franchisors and franchisees from all over the world can share their stories, their challenges, and the obstacles they’ve overcome, all to provide good and free valuable information for people who are in and around franchising.
The combination of his law practice, managing the podcast, and everything else is what keeps Josh busy.
Episode Page
For past guests, please visit https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e014/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/defendersofbusinessvalue
Facebook: facebook.com/bvdefenders
In this week’s episode, Ed chats with Dan Lacy, the Prophet of Profit, about the importance of investing in people, identifying the endgame, planning the exit, and everything about maximizing business value. A lot of ground was covered in a fairly short amount of time, so enjoy this insightful conversation!
For show notes and past guests, please visit https://www.defendersofbusinessvalue.com/dbv-podcast/
Sign up for the Legacy Exit newsletter here
For show notes, go to: https://www.defendersofbusinessvalue.com/e013/
Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Twitter: twitter.com/edmyso
Instagram: instagram.com/defendersofbusinessvalue
Facebook: facebook.com/bvdefenders
On today’s show, Ed talks with Greg Stanley, owner of Accelerant Consultants, on the sub-segments of revenue. Ed and Greg uncover tips to increase business value by sharing common value gaps, evaluation perspectives, thoughts on sales and marketing integration, and why business owners should avoid the habit of revenue tunnel vision when success doesn’t always translate to top-line growth. Click here for show notes
On today’s show, Ed connects with finance experts Andy and Mark to dig into all things ESOP. Many business owners want to offer stock options to their employees but don't really understand the implications or process. Andy Manchir and Mark Flinchum of Indianapolis based CPA firm Katz, Sapper and Miller chat with Ed and answer some of the most common questions regarding the what and why of ESOPS and unveil when ESOP formation is a good option—and when it's not. Episode Page
This is the audio-only replay of Ed Mysogland's webinar of the same title. Ed discusses the often avoidable mistakes that tend to cause business transactions to fail.
Heather Haas is the President of Advisa and has been working with small and mid-sized businesses for years. Advisa provides assessments and workforce analytics as well as training and coaching to help businesses optimize their performance and align their people strategies with their business strategies. Having the right people in the right roles with appropriate incentives is crucial for a healthy business. Heather believes it is her highest calling to help individuals improve their business by focusing on the people who make it possible. She started her career not in business, but in education, where she was a teacher and administrator. Now, as president of Advisa, Heather oversees the education of business owners in their role as good employers. Episode Page
Heather Haas is the President of Advisa and has been working with small and mid-sized businesses for years. Advisa provides assessments and workforce analytics as well as training and coaching to help businesses optimize their performance and align their people strategies with their business strategies. Having the right people in the right roles with appropriate incentives is crucial for a healthy business. Heather believes it is her highest calling to help individuals improve their business by focusing on the people who make it possible. She started her career not in business, but in education, where she was a teacher and administrator. Now, as president of Advisa, Heather oversees the education of business owners in their role as good employers. Episode Page
Today on the show, Ed gets to talk shop with Mike Finger, a multiple times over successful business owner and founder of www.exitoasis.com. Over the last 25 years, Mike has bought and sold multiple businesses and learned the hard way exactly what makes a business sellable. Mike focuses on small businesses and includes operations that have only a few employees—something that many small business services don’t. Mike is committed to building a community based on accurate and easy to understand education from a variety of points of view from within the industry. His biggest challenge is reaching people early enough to make meaningful changes to their business and getting owners on board with the fact that a successful business isn’t necessarily a sellable one. Mike comes to business exit education and coaching by way of hard-earned experience. Owning his first business was gratifying in itself, but what really captivated him was the process and outcome of selling that business. Mike says "Selling that business was a miracle in my life. It changed everything— but it almost didn't happen. I was ten years in with 50 employees when I found out that the business was unsalable—but we moved forward. What we did with the business made the sale possible and transformed my life." Show Notes
On today's show, Ed talks to Michael Beck, executive succession and leadership coach and author of Eliciting Excellence: Bringing Out the Best in People. Michael helps owners successfully transition their business either internally or externally. His work focuses on objectively assessing and coaching potential successor to ensure that they are a good fit for the business over the long term. Whether owners are handing down a business or looking to sell on the open market, Michael's commitment to leadership training is an invaluable asset.
If you've ever wondered how banks make credit decisions or what metrics influence a loan commitment, then Bob Coleman is someone you should be following. An influential force in the lending community for nearly 30 years, Bob's work is a staple for lender industry professionals and is one of the primary sources that banks turn to for information when making credit decisions. Bob's book, Money, Money Everywhere But Not a Drop for Main Street addressed the pressure on small businesses in the wake of the 2008 financial crisis and provided actionable solutions for cash strapped entrepreneurs. Bob founded Coleman Publishing, known for their wildly popular industry newsletters, reports and more. The company also produces conferences, webinars, and online training videos. He is a nationally recognized expert on small business financing and is featured frequently on Fox Business News, NPR, and numerous other media outlets. He has been recognized in print media from the Wall Street Journal to Bloomberg and is a frequent speaker about small business lending in the United States and the EU. Bob earned his B.A. in Medieval History from the University of California at Santa Barbara and an M.B.A in Real Estate Finance from the University of Southern California. He is passionate about giving capital opportunities to Main street and rural American business. In this episode, Ed talks with Bob about what decisions small business entrepreneurs should be making to maximize their lending opportunities. www.defendersofbusinessvalue.com/e006/
Melinda Emerson is more popularly known as the ‘Small Business Lady’ and has been helping small and mid-sized companies and entrepreneurs succeed and grow for more than fifteen years. Known as America's number one small business expert, Melinda pivoted from a solid corporate job to starting and running her own successful production company. She eventually began advising and coaching other entrepreneurs—a calling that has since exploded into a hugely successful brand. Today, Melinda is a best selling author and internationally lauded keynote speaker whose advice is read online each week by more than 3 million entrepreneurs. A Social Media Marketing pioneer, Melinda is the creator and host of #smallbizchat—the longest-running live chat on Twitter for small business owners.
In this episode, Ed speaks with Director of the Old National Bank Center for Closely Held Business, Mark McFatridge. Part of Butler University’s Lacy School of Business, the center aims to work closely with privately-owned businesses in the community. Their hope is to connect with small businesses (5 million to 100 million revenue) in order to help them assess their own definition of success and achieve the growth they need to get there. The team has built up a sizable resource bank and strategizes one on one with companies to create actionable items and connect them with ideal partners and resources.
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Seventy-five of owners regret the decision to sell their business one after they exit and just 5% of founders are happy with their net proceeds from selling. How is it possible that three-quarters of owners are disappointed just one year after what should be the happiest day of their life? The answer is, most owners fail to consider the practical and emotional factors that can lead to disappointment after an exit.
In this episode Ed Mysogland discusses PREScore, a self-assessment tool, that is helping business owners determine their personal readiness.
If you are interested in this complimentary, sale free, won't hassle you assessment: click here
Enjoy the show.
The odds are against the business owner that they won't be able to sell their business. But it doesn't have to be this way. Ed talks about the statistics around business sales and how the information shared on the Defenders of Business Value Podcast will help fix this problem of the uninformed business owner.
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I have spent my career chasing the elusive business value. I wanted to be able to interpret the market and tell the business owner what they could expect when they chose to sell. Too many business owners believe the lifestyle their business has provided for them will translate to an ideal investment for the eventual buyer of the business. That is why 80% don’t sell. It is time to change that. There are tools, experts, and information that are becoming more available. I want this podcast to be that information source where I talk to subject matter experts about what creates, preserves, and eventually transfers value.
Thank you for your attention and consideration of being a subscriber.