The-EXIT PODCAST

Join us for another enlightening episode of THE EXIT Podcast, where we explore the intricate process of selling a family business. Our guest, Scott Berger, President of Arista Air Conditioning, shares his personal journey through the complex maze of a business exit. From the initial consideration to sell, to the final steps of the transaction, Scott's experience offers a wealth of knowledge. Hosted by Brett Dearing, CEPA, this episode delves into Scott's strategic choices, the emotional aspects of transitioning a family business, and the crucial task of forming the right advisory team. Whether you're contemplating a sale or actively preparing for an exit, Scott's insights are invaluable in enhancing your business's value. Listen in and learn how to adeptly navigate the challenges and opportunities that accompany selling your business. Key takeaways for business owners contemplating a similar path: Team Composition Matters: Surround yourself with the right team of advisors, including M&A experts, investment bankers, and legal advisors. Their expertise is invaluable, especially when negotiating the complexities of a transaction. Understanding Financials is Critical: Ensure your financials are meticulously organized and transparent. Accurate financial reporting can make or break a deal during due diligence. Having a trusty accounting firm can provide peace of mind and ensure you're putting forth your best foot. Plan Ahead for Post-Transaction Life: Beyond the sale, consider your personal financial strategy. The transition from operating a business to managing personal wealth is significant and requires careful planning to secure your financial future. Take Your Free Business Preparedness Assessment: https://bxo.mykajabi.com/THE-EXIT-Access-Attractiveness-Assessment   Listen to the full episode to gain deeper insights into how we navigated the sale process and came out successful on the other side! 00:00 "The Exit: Business Transition Insights" 08:09 Resilience in Challenging Times 15:07 Business Sale Preparedness Assessment 17:23 Unconventional Business Negotiation Dynamics 23:15 Navigating Family Business Transparency 28:59 Team Investment Increases Company Value 35:45 Strategic Negotiation Team Building 41:14 "Evaluating Letters of Intent (LOIs)" 43:49 Negotiation: Beyond the Top Line 52:54 Building the Ideal Deal Team 56:54 "Debt Concept Expansion" 01:03:48 Navigating Post-Transaction Wealth Management 01:05:04 Investment Anxiety and Strategy Shift   #TheExitPodcast #BusinessSale #MergersAndAcquisitions #ExitStrategy #AristaAirConditioning #BusinessInsights #FinancialPlanning      

The latest episode of THE EXIT Podcast, titled "Building Generational Wealth Through ESOPs," features host Brett Dearing, Certified Exit Planning Advisor and guest David Jasmund, Managing Director at PCE Investment Bank discussing the intricacies and advantages of selling a business to an Employee Stock Ownership Plan (ESOP). They delve into the benefits for shareholders, employees, and the company, highlighting tax advantages, stability, and potential generational wealth transfer. They explain the flexible nature of ESOP transactions, the financing options available, and the role of ERISA legislation in enabling these transitions.  The episode also emphasizes the governance of ESOP-owned companies and the financial incentives for both selling shareholders and employee participants. With 7,000 ESOP plans impacting 28 million employees in the U.S., the discussion provides crucial insights for business owners planning their succession.   Timestamp Overview: 00:00 Introduction: David Jasmund, Managing Director at PCE 04:56 Management buys out ownership, discusses employee stock ownership. 07:19 Succession planning for business ownership and factors. 11:03 ESOPs: wealth transfer, confidentiality, leadership, liquidity, secrecy. 16:28 ESOP transactions occur at fair market value. 18:35 ESOP trustee evaluates cash flows, distributes ownership. 22:27 ESOP trustee represents employee interest in company. 26:56 Sell shares to ESOP, defer tax, avoid gains. 29:53 Specialized lenders help structure ESOP financing. Private equity also participates in funding ESOPs. 31:23 Webinar covered key points on ESOP benefits. 37:23 ESOPs offer advantages for both employers, employees. 38:30 Open to discussing alternative business transaction options.   Want to learn more about the readiness of your business? Click on the link and begin maximizing business value:  https://www.busownxchange.com/THE-EXIT-Access-Attractiveness-Assessment   Apple iTunes: https://podcasts.apple.com/us/podcast/the-exit-podcast/id1308750295    

Welcome to this special edition of THE EXIT Podcast, hosted by Brett Dearing. Today, Brett guides business owners through the crucial preparatory steps and strategies needed for a successful sale of their business. In this episode, Brett unveils the three most common mistakes business owners make during a sale--lack of financial preparedness, absence of a transition plan, and reluctance to invest in the necessary resources for a successful outcome. With an extensive discussion on understanding market conditions, health considerations, and potential unsolicited offers, Brett dives into multiple aspects essential for strategically positioning a business for sale. He stresses the importance of assembling a competent team of advisors, engaging in thorough pre-transaction planning, and understanding various exit options, from family succession to outright sale. Join us as Brett also explores developing a robust personal plan post-sale to prevent seller's remorse and ensure continued fulfillment. This episode promises to arm business owners with the knowledge to take control of their exit strategy and navigate the complexities of selling their business effectively.   Timestamped Overview: 00:00 Brett Dearing discusses business owners' challenges in 2024. 03:07 Prepare for business transition with diverse advisors. 09:26 Options for business exit strategy: investment banker, generational transfer, ESOP, private equity, leveraged recap, liquidation, succession. 10:34 Plan for business transfer, consult advisors, set goals. 16:50 Estate planning for business owners to minimize tax. 20:10 Business owners seeking new opportunities and impact. 22:51 Successful transaction. Planning for next chapter of life. The 10 steps to success: 1. Financial Order: Ensure up-to-date, audited financials to increase business attractiveness to prospective buyers. 2. Plan Transitions: Develop a detailed transition strategy to preserve business value. 3. Investment Costs: Budget 2-5% of sale price for advisory and professional services. 4. Market Prep: Assess market conditions and personal readiness, crucial for engaging buyers. 5. Resist Unsolicited Offers: Politely defer competitors' offers, maintaining strategic business information. 6. Minimize Risks: Diversify customer base to mitigate risks related to customer concentration. 7. Exit Strategy Options: Explore various sale possibilities, like ESOPs or private equity sales, to find best fit. 8. Build Succession Plan: Outline business future roles and maintain legacy factors in negotiations. 9. Gather Advisors: Assemble a team specialized in exit strategies, including CPAs and M&A attorneys. 10. Focus on Business: Strategize on business improvements from buyer's perspective to maximize sale value.      

Succession planning is the most commonly used phrase business owners and advisors use when talking about preparing for the transfer of ownership. The harsh reality about succession planning is it's seldomly implemented, discussed amongst business partners or shared with family members. On this episode of The EXIT, we will hear a heartfelt story from George Davidson, Founder of Secura Consultants about how the lack of succession planning impacted his family and how this personal life experience guided him to helping business owners around succession planning.   The episode will cover: The  most importance elements of  building your succession planning Tools business owners can use to implement a basic succession plan The five D's The mindset change of a sick or disabled business partner and the direct conflict Types of Buy-Sell Agreements Utilizing the right buy-sell structure for you The most litigated elements of a buy-sell agreement The importance of incorporating a valuation provision and determination of value clause in your agreement.   To contact our guests Georg Davidson, please click: http://linkedin.com/in/georgeprotectmyincome

This Episode: For those business owners that sometimes find the journey of being an entrepreneur to be lonely and at times full of self doubt, this is a great episode. On this episode, we speak with Mark Taylor, Master Chair of VISTAGE on the importance of peer advisory support and identifying/addressing your internal saboteurs. Mark is a CEO that founded and successfully exited a technology company. As a Master Chair for Vistage, the premier executive coaching organization, Mark guides 146 CEOs and leaders across varied industries in NYC. Celebrated for his dedication, he's received the STAR Award for eight consecutive years and in 2022. Mark has a Masters in Leadership, and five coaching certifications, Mark is a Certified Positive Intelligence Coach, a Certified Working Genius Facilitator, and a Tribal Leadership Trainer.    Mission of this Episode: Help you identify your self saboteurs. Practice the three step process to help eliminate your self saboteurs. Break through self sabotage to elevate you and the success of your business.  The EXIT Podcast Business Assessment: https://www.tepodcast.com/EXIT-Readiness-Assessment   Contact Us: https://www.tepodcast.com/Contact-Us    

Planning For Growth in 2024! As you start off the new year, business planning is an imperative process to the overall success of your business. In November of 2023, I presented at the 2023 Business Owner Summit where I was asked to speak to business owners on the importance of navigating revenue growth.  On this episode of the The EXIT Podcast, hear about potential headwinds in 2024 business owners may face and how you can utilize this business planning process to overcome and plan for future headwinds. This episode also covers the six key planning areas to successfully navigate growth. Use this workshop as the framework for your 2024 growth & business plan.  Podcast listeners will also have the ability to go through the 2024 Navigating Growth Workshop. Below, please find the link to register for the Navigating Growth Workshop.  Register For The Navigating Growth Workshop: Navigating Growth Workshop   

On this episode, Brett Dearing and Corey Massella, Managing Director from UHY-Advisors, discusses the importance of conducting a Quality of Earnings on your business before you sell. The key benefits are: Having a clear understanding of company financials Stress test the revenue trends of your business Accurately establish Adjusted EBITDA, Cash Flow and Working Capital Have someone that can protect and defend your financials when going through a due diligence process.  The podcast covers the key reasons of conducting a Quality of Earnings while covering the benefits  and impact to business valuations. 

On this special edition of The EXIT, hear from our guest, CEO, and Founder, Greice Murphy talk about her journey as a business owner leaving her native country of Brazil at 23 years old and starting one of the fastest-growing healthcare companies in the U.S. with over 13,000% growth over 10 years, 79% client retention and a 95% positive customer experience.   Greice will also walk us through her personal experience of selling her business from LOI to Close with a private equity company, what she learned and what she would do differently.    Greice was the recipient of the Ernest & Young Entrepreneur Of The Year Award and Inc 5000's Hall of Fame Award.  Don't miss this great episode and please share the podcasts with business owners.

Is your business being used as a trojan horse by cyber attackers to attack larger businesses, clients or service providers. On this episode our guest, Deborah Nitka, Manager at CohnReznick will discuss the fundamentals of building a functional cyber strategy for your business. Most importantly, we will also discuss how cyberattacks can reduce the value of your business and impact your ability to sell. Other topics discussed on this episode: What business owners should focus on when protecting the company's valuable data Public resources you can use to start the process of building your cyber plan How buyers perceive cyberattacks  The importance of building and implementing a cyber strategy before entering a sale-side due diligence process The discloser requirements for a company that has been breached The steps needed to begin the process of creating a cyber security plan Are you thinking about the sale of your business? Find out what may be keeping you and your business from being prepared: https://www.tepodcast.com/EXIT-Quick-Assessment Please be sure to assist a business owner by sharing the THE EXIT Podcast: https://www.tepodcast.com/home To learn more about this episode contact us at: https://www.tepodcast.com/Contact-Us                                                                                                    

Many business owners lose the opportunity to maximize net proceeds from the sale of their business by not following this fundamental rule. On this episode of The EXIT, you will hear from Tom Theurkauf, Partner at Sun Valuation on the importance of conducting a third party valuation as the foundation of your tax planning strategy. Brett and Tom will discuss the key components of a valuation and how the valuation process increases net proceeds. In this episode, Brett and Tom will discuss: The difference between an estate and M&A valuation The key components of a valuation When you should have a valuation conducted Stories of owners losing millions in value appreciation by not having a valuation  To learn more about the podcast, click on this link: https://www.tepodcast.com/home  

Today business owners leave 15% to 25% of their business value on the negotiating table when exiting a business. On this episode of THE EXIT you will hear from Steven Flyer, Partner at AUA Private Equity Partners about what business owners should focus on when thinking about formalizing a private equity partnership for growth. Steven will share his insights on: The State of M&A Utilizing a private equity partnership for growth The foundational framework of a private equity partnership Red flags business owner should look for when entering into a private equity partnership The difference between a financial partner and a strategic partner What areas of your business needs preparation before looking for a financial partner Contact Steven Flyer: https://auaequity.com/team/steven-flyer/ Contact THE EXIT Podcast: https://www.tepodcast.com/    

Exit Planning for business owners is the first defense to loosing enterprise value heading into a transaction. On this episode, Brad Muniz from Sobel Accounting reverses the tables and interviews Brett Dearing on the importance of preparedness before a sale. In this episode, Brett also covers:  Why exit planning is important Who should be on your transitions team The pitfalls of not being prepared Buyer types and differences in terms and relationship Please add your comments on the podcast episode. Also, please email us at info@tepodcast.com to share your thoughts on topics you want to hear on the Exit.   Visit us at www.tepodcast.com  

Many business owners are approached by interested buyers about the prospects of selling there business. At that moment it is too late to prepare your business for maximum value. In this episode, listen to some of the top transaction or deal killers that can present too much risk for an interested buyer. How does owner reliance, dated operations, and lack of transparency into sustainable revenue alarm buyers and detract from the value of your business.

In this podcast, Brett Dearing, Founder of BXO and Stephen King, Founder of GrowthForce have an in depth discussion about the mistakes business owners make around growth planning and utilizing Key Performance Indicators (KPI's).  They also share real examples of success by business owners that incorporate customized KPI's for GROWTH! 

2020, to say the least has been one of the most challenging years for business owners. Owners who were thinking about selling in 2019 but waited  in the hopes of capturing a higher valuation, negotiate better deal terms or just thought they had more time, were hit with a global pandemic, recession, contentious election year, and possible tax policy changes if Vice President Biden becomes the 46th United States President. Where is the silver lining and what should be the focus for 2021? Listen to Bruce Altman, Managing Director at Eureka Capital talk about how the pandemic has impacted values and owners ability to sell.

Listen to this telling discussion with Susan Schoenfeld, CEO and founder of Wealth Legacy Advisors LLC. On this podcast Susan will discuss the challenges business owners face dealing with multi-generational wealth and the tricky conversations around wealth transfer. Susan is a self-described “recovering” Attorney and CPA with deep experience as an advisor to families and family offices on the human issues of wealth, including generational legacy and wealth transfer. After leaving Trusts & Estates law, she ran the trust administration department for 14 years at a white-shoe ultra-high net worth trust company, and then was Family Ambassador for a $600 million single family office. Susan’s passion is helping families — and their provider organizations — with the tools to take them to their full potential.

In this brief overview you will hear about some of the concerns shared by business owners in regards to the Phase 2 re-opening. Insperity surveyed over 3000 of their business owner payroll and benefits clients about what they are concerned about during the relaunch. You will notice that majority of the concerns were focused on re-establishing business revenues to pre-pandemic and how to grow revenues moving forward. Business owners also shared their concern about keeping staff safe and mentally engaged. If you have any questions, feel free to contact us: info@busownxchange.com

Many business owners run their businesses without an exit in mind. Then when the time comes to sell, they find out the way they've been running their company is not attractive to perspective buyers and if there are interested buyers they will on transact  at a deep discount to market value. What is the reasoning for perspective buyers wanting to discount the value of your business at sale: Because  the buyer perceives more risk than value in ownership or investment of the company. The embedded risk plays out in the viability of transitioning ownership of your company. One statistic you should be now: 80% of businesses up for sale annually DO NOT sell   Perceived  risk in your business equals DISCOUNT to the Enterprise Value of your business at sale For more information contact us at info@busownxchange.com or 212-621-3310

Happy 2018! Not sure how Exit Planning can benefit you as an owner or your business. Listen to this brief 16 minute podcast from Brett Dearing on how he utilizes his proprietary process and exit planning to unlock the value in your business and build a more effecient and profitable business. Regardless if your selling or looking to grow your business exit planning will provide direct benefit to you as an owner.

On this episode of The-EXIT Podcast listen to Will Dowden, Partner at KLH Capital discuss the importance of finding the right financial partnership to grow your business. Will and Brett Dearing, Certified Exit Planning Advisor will also discuss current trends in the Private Markets as well as offer real examples of partnerships, growth strategies and how business owners can maximize the Enterprise Value of their business. This is a must listen!!

This podcast focuses on understanding the importance of having a sound tax planning foundation before you sell your business. Listen to Deiredre Wheatley- Liss from Porzio, Bromberg & Newman. Listen to Deirdre speak about ensuring you have the proper structure set up for the sale. Also, she shares insights on how not having the appropriate contracts to cost you millions. Finally, for those that wondering how the new proposed tax reform can impact you, your business and the sale of your business, Deirdre and Brett offer some preliminary insights.

Listen to host Brett Dearing, CEPA and experienced professional Matthew Kerzner from EisnerAmper have a candid conversation on the issues surrounding today’s family owned businesses. Matthew will also discuss the process and resources he utilizes at EisenerAmper to assist a family owner with resolving complex issues that can impact the success and very livelihood of the business.

This Quick Facts Segment discusses the Private Market Cycle and helping buisness owners answer the question, is it still a good time to sell my business.

This is a quick clip I shared after having a meeting with a business owner who was not interested in Exit Planning and finally aske the question: "Why should I care about Exit Planning"?