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John Warrillow is the founder of the Value Builder System, a software program that helps thousands of businesses build more value for customers and investors. He is also the bestselling author of three books, Built To Sell, The Automatic Customer, and his latest, The Art of Selling Your Business, which came out in January 2021. He is also the host of Built To Sell Radio. John joined host Robert Glazer on the Elevate Podcast to talk about how to build a business that attracts lifetime customers and create your exit strategy. Thank you to the sponsors of The Elevate Podcast Shopify: shopify.com/elevate Masterclass: masterclass.com/elevate Framer: framer.com/elevate Northwest Registered Agent: northwestregisteredagent.com/elevate Whatnot: Search "Whatnot" in the app store to download
In this episode of the Grow A Small Business Podcast host Troy Trewin interviews Murray Kent shares how he turned a $40,000 acquisition of Con-ex into a $10M+ business with 35 employees and consistent 15–20% annual growth. He reveals how customer diversification, niche marketing, financial discipline, and an open-book management culture helped drive that growth. Murray explains why reducing owner dependency and building a strong team ultimately increased Conex's value and helped him secure a sale at nearly 6.5× EBITDA. He also discusses managing stress, maintaining work-life balance, and helping employees break through their own limitations. Finally, Murray shares his advice for business owners thinking about their exit, including why you should start building Conex to sell from day one. Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice. And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? Murray Kent shares that the hardest part of growing a small business is managing your own expectations and stress. He explains that stress is a constant part of business ownership, whether it comes from people, finances, or sales. The key is learning to manage it, stay healthy, and remind yourself that difficult periods will eventually pass. What's your favorite business book that has helped you the most? Murray Kent shares that his favorite business book is Built to Sell, which had a major influence on how he approached building his businesses. He says its focus on creating a business with the eventual exit in mind shaped his thinking throughout his journey. Murray believes this approach leads to a stronger, more attractive business for a future buyer. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Murray Kent shares that he regularly learns from podcasts and books featuring the experiences of other business owners. He recommends Built to Sell Radio and Mark Bouris's Straight Talk, along with Money Café and The Contrarians. Murray values hearing real business stories because they reveal what worked, what didn't, and lessons he can apply to his own experience. What tool or resource would you recommend to grow a small business? Murray Kent shares that the most valuable resource for growing a small business is becoming a better coach, encourager, and inspirer of people. He believes business owners should learn how to bring out the best in their team and help employees feel like owners. By developing and empowering people, leaders can create stronger engagement and drive sustainable business growth. What advice would you give yourself on day one of starting out in business? Murray Kent shares that he would remind himself that everything is going to be okay and encourage himself to take the leap. He believes it is important to consider the worst that could happen, but also think about the regret of not taking the opportunity. His advice is to have a plan, take the risk, and trust yourself to make it work. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey. Quotable quotes from our special Grow A Small Business podcast guest: Success is having the freedom to live life on your own terms — Murray Kent Build a business that can grow without being dependent on you — Murray Kent If you want to take a leap, think about the worst that can happen, but also think about what you might regret if you do not do it — Murray Kent
One of the fastest growing groups of acquirers is the self funded searcher. A searcher is not a competitor nor a private equity group. A searcher is usually one person, often recently out of an MBA program, who puts ten to twenty percent down from personal savings, borrows the rest from a bank, often asks the owner to finance part of the purchase price, and signs a personal guarantee for the debt. Owners find searchers appealing for good reasons. They may pay your asking price, and they promise to look after your employees rather than fold them into someone else's operation.
We're joined by Clifford Hand, co-owner of Recherché Furnishings, to talk about turning everyday materials into products customers connect with, unique selling proposition and the unique brand name. Tune in now!Links:Hosts: Jennifer Hebert, Morgan Nicole ZipperlenContact: Sophia Jagella, WESA Marketing SpecialistGuest: Clifford Hand is the co-owner of Recherché Furnishings | Facebook | Instagram | Pinterest
Are you running your business, or is your business running you? In this episode of the Smells Like Money podcast, host Suzan Chin Taylor sits down with Gregg Schonhorn of SF&P Advisors to dive into a topic many contractors and entrepreneurs avoid: exit strategies and succession planning. Gregg shares his journey from Wall Street to executive coaching and Mergers & Acquisitions (M&A), bringing massive insights into how business owners can scale their operations for a highly profitable future exit. They unpack the critical internal systems that separate a thriving, sellable business from one that is bleeding revenue, while exploring a major industry pain point: why business owners mistakenly blame their marketing agencies when the real issue lies within their own sales processes and internal operations. Key Takeaways From This Episode:- The Reality of Exiting: Every business owner will eventually exit their company, whether voluntarily or involuntarily. Long range planning and a solid succession strategy are essential for securing your legacy and maximizing your company value.- Stop Blaming the Marketing Agency: When business owners complain that their marketing sucks, the root cause is rarely a lack of leads. It is almost always an internal process problem, such as unmanaged CSR pipelines, high numbers of unsold estimates, or poor lead conversion systems.- The Revenue Hiding in Your CRM: A $5 million company often sits on $600,000 to $800,000 in unsold estimates. Before demanding more leads, businesses need to optimize their call tracking, quality control, average ticket prices, and internal follow up systems.- The 24/7/365 Business Model: If your Google profile or website lists your business hours as Monday through Friday from 9 to 5, you are actively losing emergency revenue. Modern service providers must utilize AI automated answering systems and after hours processes to capture leads the moment they roll in.- Evolving Your Growth Tactics: What gets a business from zero to $1 million in revenue requires a relentless daily hustle, like home shows and physical community outreach. However, scaling from $5 million to $15 million and beyond requires stepping away from the daily grind and focusing heavily on long term branding, community presence, and robust infrastructure.Connect with Gregg Schonhorn:SF&P AdvisorsContact: gregg@sfpadvisors.comLinkedIn: https://www.linkedin.com/company/sf&p-advisors/ Website: sfpadvisors.comI hope you find this episode as informative and as exciting as we have.Please let us know your thoughts about the episode!Connect with Suzan Chin-Taylor, host of The DooDoo Diva's Smells Like Money Podcast:Website: www.creativeraven.com | https://thetuitgroup.com/LinkedIn: https://www.linkedin.com/in/creativeraven/Email: raven@creativeraven.com Telephone: +1 760-217-8010Listen and subscribe here to your favorite platform:Apple Podcast - Google Podcast - Cast Box - Overcast - Pocket Casts - YouTube - Spotifyhttps://creativeraven.com/smells-like-money-podcast/ Subscribe to the Podcast:https://creativeraven.com/smells-like-money-podcast/Be a guest on our show:https://calendly.com/thetuitgroup/be-a-podcast-guestCheck Out my NEW Digital Marketing E-Course & Coaching Program just for Wastewater Pros:https://store.thetuitgroup.com/diy-digital-marketing-playbook-for-wastewater-pros#SmellsLikeMoneyPodcast #BuiltToSell #ExitStrategy #SuccessionPlanning #BusinessScaling #MergersAndAcquisitions #WastewaterIndustry #ContractorLife #WWETTShow
Content going out and content built to make someone buy are two completely different things. Two completely different strategies, two completely different skill sets and two completely different intentions. And most founders — and most agencies — only know how to do one of them. In this episode of Running With Wolves, Savannah breaks down a full client case study that proves exactly why. Her client had a 4 to 5K per month agency, beautiful consistent content and zero new clients to show for it. One week after implementing Savannah's strategy she made 60K in 24 hours — with no agency, less content and less money spent. Here's what this episode covers: • Why virality doesn't matter — one client had 2,000 views and made 200K, another had 200,000 views and couldn't make 2K • The three questions to ask your marketing team right now to find out if they actually know what they're doing • Why the selling is the last thing you should ever delegate — and most founders delegate it first • The old model vs the new model — and the single KPI shift that exposes every weak piece of marketing you're running Apply to work with Savannah HERE: http://bit.ly/applywlfpodcast or DM her on Instagram @itssavannahjordan ( / itssavannahjordan ) with your takeaway. content that sells, marketing strategy 2026, marketing agency mistake, client case study, organic marketing, female founder, sales strategy, 60K in 24 hours
Jeff Church co-founded Suja Juice in 2012 with $300,000 and a green juice that had a four-day shelf life. Within three years, the company hit $70 million in revenue, and Coca-Cola and Goldman Sachs invested $150 million at a $300 million valuation. Then, two weeks after Coke flew its entire North American management team to Suja's plant, they passed on the option to buy the rest of the business, leaving Jeff with $40 million in maturing debt and a company losing $9 million a year.
What do you need to know before selling your business to an ETA buyer? Most owners have received the email. It usually starts with something flattering: "I love what you've built…" Then comes the ask: a quick call to learn more about your business. Increasingly, those emails are coming from ETA buyers — entrepreneurs using entrepreneurship through acquisition as their path into business ownership. Instead of starting a company from scratch, they look to buy an existing business and run it themselves. In this episode of Built to Sell Radio, John Warrillow talks with Will Smith, host of Acquiring Minds, one of the leading podcasts covering entrepreneurship through acquisition. Will has interviewed hundreds of ETA buyers and brings rare insight into how they think, how they finance deals, and where deals fall apart. What You'll Learn in This Episode Whether you're actively considering selling your business or just exploring your options, this conversation covers what every owner should understand before entertaining an offer from an ETA buyer: How to tell the difference between a funded searcher and a self-funded buyer — and why it matters for your deal structure Why some ETA buyers use heavy debt to acquire a business — and what that means for you as a seller How to spot the hidden risk in a seller note — a key piece of most ETA transactions How to evaluate whether a young buyer has the leadership experience to run your company after you exit How to protect your employees from a buyer who may not fit your culture Better questions to ask before signing a letter of intent (LOI) with an ETA buyer How to judge whether a buyer can actually close — not just sign Are ETA Buyers Right for Your Business? ETA buyers can be a great fit for owners of profitable niche businesses that may not attract private equity or a strategic acquirer. They're often motivated, passionate, and willing to pay fair value for the right business. But they come with real risks. A buyer may need your financing — in the form of a seller note — to get the deal done. They may still need to raise money after you sign an LOI. And they may look great on paper but struggle to lead the team you've built over years. That's why this conversation is worth your time. Before you take the next call from someone who says they "love what you've built," listen to this episode. About Will Smith Will Smith is the host of Acquiring Minds, a podcast dedicated to entrepreneurship through acquisition. He has interviewed hundreds of search fund entrepreneurs and self-funded searchers, making him one of the most knowledgeable voices on the ETA buyer landscape. About Built to Sell Radio Built to Sell Radio is hosted by John Warrillow, author of Built to Sell: Creating a Business That Can Thrive Without You. Each week, John interviews business owners who have navigated the process of selling their company — sharing what worked, what didn't, and what every owner should know before they sell. Keywords: ETA buyer, entrepreneurship through acquisition, selling your business, search fund, seller note, business acquisition, how to sell a business, Built to Sell Radio, Will Smith Acquiring Minds, exit strategy, business exit planning
Send us Fan MailIf your agency stops the moment you step away, that's not a client problem; it's a systems problem. And it's one that has a very clear solution.I sat down with Taylor McMaster, founder of DOT & Company, to talk about the client account management model she built over nearly seven years that quietly freed hundreds of agency owners from the meeting cycle, the email threads, and the feeling that every client relationship depends on them personally.Taylor didn't just build a service. She built a business she could fully step away from, taking six months off without touching Slack or Asana, and then successfully exited through an acquisition by E2M Solutions. The proof of concept is the life she lived while building it.If you've ever told yourself your clients only want you, this episode is going to challenge that story and give you a real path forward.Books MentionedBuy Back Your Time by Dan MartellCrucial Conversations by Joseph GrennyThe Compound Effect by Darren HardyTo learn more about how DOT & Company can remove you from the day-to-day of client management, head to dotandcompany.co. You can also connect with Taylor directly on LinkedIn; she's very active there and would love to meet you.Join Dr. William Attaway on the Catalytic Leadership podcast as he shares transformative insights to help high-performance entrepreneurs and agency owners achieve Clear-Minded Focus, Calm Control, and Confidence.Free 30-Minute Discovery Call:Ready to elevate your business? Book a free 30-minute discovery call with Dr. William Attaway and start your journey to success.Special Offer:Get your FREE copy of Catalytic Leadership: 12 Keys to Becoming an Intentional Leader Who Makes a Difference.Connect with Dr. William Attaway:WebsiteLinkedInFacebookInstagramTikTokYouTube
#750 Thinking about selling your business someday? Then you'll want to hear this episode! Patrick Lange, owner of Business Modification Group and one of the country's top HVAC business brokers, joins host Brien Gearin to break down what really makes a business sellable — especially in the trades. After selling over 140 companies, Patrick shares why hiding profits might save you on taxes but can kill your valuation, how to build a trades business buyers will actually want, and what to expect during the sales process. He also reveals how the “silver tsunami” of retiring baby boomers is creating massive opportunity for both buyers and sellers, the sweet spot for company size, and why service-based businesses are more attractive than those focused on new construction. Whether you're looking to buy, sell, or simply build with the end in mind, this episode is packed with practical advice, real-world stories, and eye-opening insights that every entrepreneur should hear! (Original Air Date - 5/26/25) What we discuss with Patrick: + Why hiding profits kills valuation + Four pillars of a sellable business + Benefits of trades vs. new construction + Ideal revenue range for acquisitions + Impact of baby boomer retirements + Importance of clean financials + Attracting buyers through content marketing + Role of employees in business value + Typical deal timelines and structures + Earning potential as a business broker Thank you, Patrick! Check out Business Modification Group at BusinessModificationGroup.com. Follow Patrick on LinkedIn and YouTube. Watch the video podcast of this episode! To get access to our FREE Business Training course go to MillionaireUniversity.com/training. To get exclusive offers mentioned in this episode and to support the show, visit millionaireuniversity.com/sponsors. Learn more about your ad choices. Visit megaphone.fm/adchoices
In this episode of the Always On podcast, Duncan speaks with Scott Danner, CEO, author, and advisor to enterprise-level leaders, for a fast-paced conversation on what every financial professional needs to know about the accelerating wave of M&A activity. Scott breaks down why enterprise value has become the ultimate scorecard in today's advisory landscape, how … Continue reading Built to Sell: The Advisor's M&A Playbook with Scott Danner (Ep. 87) →
If you've ever noticed those ads inside a mobile game, you have Zain Jaffer to thank. He co-founded Vungle and helped popularize rewarded video ads—the ones that revive your character or hand you in-app currency after you watch. In this Built to Sell Radio episode, Zain explains how he rode the smartphone wave to a $780M all-cash exit to Blackstone—and why he personally took home more than $100M. Then he gets candid about what came next.
Most cities have a problem: what to do with cars that get towed and never picked up. They pile up in impound lots—taking up space and tying up cash. Stan Markuze helped solve that problem by co-founding Joyride Auto, an online auction platform where repair shops, scrap dealers, and car enthusiasts can buy those abandoned vehicles directly from the lot. In this episode, Stan shares how he and his co-founders built a cash-flow-positive business that turned a clunky, paper-based process into a digital marketplace—and sold it to a private-equity firm for seven times revenue in just two years.
Today's episode of Built to Sell Radio is part of our Inside the Mind of an Acquirer series. John Warrillow interviews Lee McCabe, a former Meta and Alibaba executive turned private equity investor—now an advisor helping PE firms modernize how they create value. McCabe argues the old model of buying cheap, piling on debt, and hoping for multiple expansion is over. Interest rates are up, LPs are demanding more, and the firms that win will need to act more like operators than bankers. If you're planning to sell, and private equity is your natural buyer, you'll want to hear this.
Most owners want 100% cash at closing. Most acquirers want the opposite—they try to hold back as much as possible and tie it to future results. That tug-of-war defines the negotiation. In this week's episode of Built to Sell Radio, you discover how to turn common transition structures from potential pitfalls into opportunities for upside.
Dan Berger built Social Tables into a SaaS success story with $20M in recurring revenue and more than 6,000 customers. He sold the business for $100 million. But after raising $27M in venture funding and navigating liquidation preferences, his personal payout was just under $20M. In this week's episode of Built to Sell Radio, Dan reveals the surprising math behind his deal and shares the emotional highs and lows of walking away from his company.
Adam Rossi built a 250-employee software company serving law enforcement and intelligence agencies. They routinely beat Lockheed Martin in head-to-head bids. Then a banker came back with five acquisition offers — each at the “absurd” number Adam and his wife had thrown out as a hypothetical. The winning bid came from SRA International, a publicly traded defense contractor, for a price that created generational wealth for his family. Adam took all cash and walked away with no earn-out. But as Adam discovered, the hard part wasn't negotiating the deal — it was figuring out what to do after it closed.
Unlike most tech founders, Josh Payne never dreamed of a billion-dollar valuation. His goal was simpler—and harder. He wanted his equity stake to be worth $50 million. To get there, he skipped the usual playbook. No blitzscaling. No VC treadmill. He raised a small seed round, built a profitable company, and avoided dilution. By the time he sold StackCommerce, Payne still owned 75%—and hit his number.
Welcome back to The Entrepreneur's Journey. In this episode, Jason Gabrieli sits down with Michael Roth, Managing Partner of V&R Capital, to explore how business owners can thoughtfully prepare for one of the biggest financial decisions of their lives—selling their business. From his personal journey through entrepreneurship and tragedy to founding a firm focused on family-owned businesses, Michael shares the unique challenges and critical steps involved in planning a sale. Whether you're retiring, or just want to ensure your legacy, this episode offers valuable direction.Tune into this episode to also learn:Why building a business “to sell” benefits you—even if you never sell.The major pitfalls business owners face when preparing for a transition.What private equity and family offices really mean for sellers.How VNR Capital invests alongside their clients to align long-term success.What we discussed[00:01:00] Jason introduces Michael Roth and the mission of V&R Capital.[00:02:15] Why V&R focuses on family-owned businesses and their unique needs.[00:03:29] Michael's career journey from Anheuser-Busch to tech entrepreneur.[00:05:09] How personal tragedy shaped his transition into business advisory.[00:07:33] Founding V&R Capital with a mission to support underserved founders.[00:09:31] The mindset shift: building a company for market value, not just personal preference.[00:11:09] How early market feedback creates smarter business decisions.[00:12:41] The truth about valuations—and why they often fall short.[00:14:20] Why V&R invests their own capital alongside clients.[00:16:11] Understanding private equity and family office dynamics.[00:17:37] Common missteps in scaling or prepping a business for sale.[00:19:25] The urgency of early planning—why 5 years from retirement means action today.[00:21:02] How a good sale can benefit both your team and your legacy.[00:23:25] Picking the right advisors for a once-in-a-lifetime event.[00:24:43] What sellers often do next—and why many get back into business.3 Things To RememberA business built to sell is often a better-run business—even if you never plan to sell it.Engaging a trusted advisor early gives you time to plan intentionally, not reactively.Understanding your buyer's perspective helps you make smarter growth and exit decisions.Useful LinksConnect with Jason Gabrieli: https://www.linkedin.com/in/jasongabrieliLike what you've heard…Learn more about HFM HERESchedule time to speak with us HERE
Most founders measure success by the price they get for their company. David Hauser did that—he built Grasshopper to $30M Annual Recurring Revenue (ARR) and sold it for $175M – almost 6 times revenue. He and his partner owned the majority of the shares so the deal was life-changing for Hauser. But what makes this interview different is what Hauser did next: he crossed the table to become an investor and now acquires businesses through Durable Capital. It's a study in contrasts. As a founder, Hauser chased growth. As an investor, he's ruthlessly disciplined. He mocks the PE herd chasing home services roll-ups and avoids auction-driven deals. Drawing on his experience founding Grasshopper and Mark Cuban-backed Chargify, he outmaneuvers ETA buyers and first-time acquirers with quiet, direct, close-ready offers. This is a rare window into how someone who's built and sold a business thinks about buying one—and what makes a deal attractive from the other side.
When Ryan Atkinson sold CORE Resources to 24 Seven, it wasn't his first exit. After selling Redwood Global in 2014, Ryan played a different role in his next venture—injecting $2 million of his own capital while his partner ran the business day-to-day. The model worked. They grew CORE Resources into a go-to firm for specialized technology talent solutions and ultimately sold the company to 24 Seven—one of the largest privately held marketing, creative, and digital talent firms in North America—in an eight-figure exit. In this week's episode of Built to Sell Radio, Ryan shares how they structured the deal, avoided resentment, and nearly lost the sale in the final hours.
What happens when you build a company specifically to sell it—and then execute that plan? Liz Saunders went from running registration at Seller Summit to delivering the closing keynote, all while building Fluencer Fruit, the Chrome extension that helps Amazon Influencer creators optimize their content strategy. In this powerful episode, Liz reveals her entire exit playbook, from reading "Exit Preneur" before she even started building to keeping GAAP-compliant books from day one. But this isn't just an acquisition story—it's a masterclass in understanding the Amazon Influencer ecosystem, where creators earn 1-4% commissions and brands are discovering that video converts better than text, and UGC converts better than brand videos.—Sponsored by OMG Commerce - go to (https://www.omgcommerce.com/contact) and request your FREE strategy session today!—Chapters: (00:00) Re-Introducing Liz Saunders (03:30) The Journey of Fluencer Fruit(07:20) Amazon Influencer Program Insights(10:09) Shifts in Influencer Marketing(13:35) Brand Strategies for Influencer Engagement(19:05) Multi-Channel Selling(21:31) Building and Selling Fluencer Fruit(28:03) Insights from the Sales Process(32:05) Future Endeavors—Connect With Brett: LinkedIn: https://www.linkedin.com/in/thebrettcurry/ YouTube: https://www.youtube.com/@omgcommerce Website: https://www.omgcommerce.com/ Relevant Links:Liz's LinkedIn: https://www.linkedin.com/in/liz-saundersFluencer Fruit: https://fluencerfruit.com/_Past guests on eCommerce Evolution include Ezra Firestone, Steve Chou, Drew Sanocki, Jacques Spitzer, Jeremy Horowitz, Ryan Moran, Sean Frank, Andrew Youderian, Ryan McKenzie, Joseph Wilkins, Cody Wittick, Miki Agrawal, Justin Brooke, Nish Samantray, Kurt Elster, John Parkes, Chris Mercer, Rabah Rahil, Bear Handlon, JC Hite, Frederick Vallaeys, Preston Rutherford, Anthony Mink, Bill D'Allessandro, Jeff Oxford, Bryan Porter and more
"Send me a text"Thinking of selling your supplement brand? In this episode, we break down what it really takes to position your business for a successful exit—from financial prep and operational cleanup to finding the right buyer and maximizing valuation. Whether you're years away from selling or ready to take offers, this is your roadmap to a profitable transition.Key Takeaways:What buyers look for in a supplement brand (and what turns them off)How to boost your valuation before listing your businessThe importance of clean financialsHow to decide if you should use a broker or go directCommon pitfalls to avoid during the selling processIf you're interested in working with me one-on-one to improve your supplement business. You can learn more at https://creativethirst.com After working with dozens of dietary supplement brands, I've uncovered the three critical funnels needed for success. Click here to discover the 3 funnels that can help your health supplement business succeed.If you're interested in working with me one-on-one to improve your supplement business. You can learn more at my website https://creativethirst.comGetting people to your sales page or funnel is how you grow a direct-to-consumer supplement company. But how do you get them there?The quickest way to do that is through paid advertising.Buying buyers with ad dollars to scale is how all the supplement businesses do it.Now you can discover the strategies and tactics that work in supplement advertising.For just $7.Click here to grab your copy of the Health Supplement Ad Swipe Guide.
Ryan opens up about his nine-year journey of building the wrong kind of video business and his recent pivot toward creating something sellable. He shares candid insights about hitting seven figures, the challenges since 2020, and why he's now focused on packages over custom work while addressing a filmmaker's concerns about AI taking over the industry. Key Takeaways Building a business that can run without you creates more freedom than being the indispensable creative at the center of everything Package-based services with predictable pricing are more scalable and sellable than endless custom projects Position yourself as a strategic partner who offers workshops and thinking partnership, not just shooting and editing services AI won't replace filmmakers who differentiate themselves through strategy, storytelling, and client partnership rather than just technical execution In This Episode [00:00] Welcome to the show! [03:12] 10xFILMMAKER [04:46] New Goals for a New Season [14:05] Adjusting Your Direction [19:13] Built To Sell [28:39] When AI Impacts Our Work [31:03] Marketing Yourself [36:42] Mastermind Community [41:40] Outro Quotes "It took me nine years to realize that I was building the wrong kind of video business. I always thought freedom meant doing everything myself, being the creative, the editor, the salesperson and the project manager." - Ryan "If the only thing that you're offering is showing up for somebody and filming B-roll type stuff and just following the directions that somebody has for you, it's going to be really easy for that same client to have a machine follow directions for them." - Ryan "If you're positioning yourself as shooter editor, that's not as compelling and that's not as helpful for a client that needs somebody that understands more, that understands how marketing works or why it works." - Ryan "We just landed a $20,000 gig a couple of weeks ago with a client that wanted to spend $5,000... I somehow talked them into doing this workshop, a paid workshop that was going to take half of the budget that they had set aside." - Ryan "I still believe that this work is so powerful. I believe that it can make a massive impact and that's why I feel compelled to stay in it even if and when I sell this company." - Ryan Links Find out more about 10xFILMMAKER Find out more about the Studio Sherpas Mastermind Join the Grow Your Video Business Facebook Group Follow Ryan Koral on Instagram Follow Grow Your Video Business on Instagram Check out the full show notes
You've built a valuable company. Maybe you're even thinking about selling. But what happens after the wire hits? In this episode of Built to Sell Radio, Alex Bean, co-founder of Divvy, shares what it felt like to sell his company for $2.5 billion—and why the real challenges began after the deal closed. This conversation will help you think more strategically about what you're really building—and how to avoid the regrets that often follow a big payday.
Most acquirers want you to stick around. Roll equity. Hit targets. Train your replacement. But there's a different kind of buyer out there. One who wires 100% of the money at closing—and lets you walk. Dan Mytels represents this type of buyer. Through his firm, Salt Creek, he's acquired 100 businesses—most of them mature, profitable, niche companies where the owner was ready to move on. They don't always offer the highest multiple, but they do offer something many founders value more: a clean break.
Send us a textIn this episode of The Sports Marketing Machine Podcast, Jeremy Neisser sits down with Arthur, the CEO of Vibe.co — a self-serve streaming TV ad platform changing how sports teams approach fan acquisition and ticket sales.Arthur pulls back the curtain on why CTV (connected TV) advertising isn't just for big brands anymore, and how teams with modest budgets can now launch high-impact TV campaigns that are trackable, targeted, and ridiculously easy to set up — no agency required.Whether you're trying to sell more tickets, build brand awareness, or just find a new way to get in front of fans, this episode shows how streaming TV can (finally) be part of your playbook.✅ Top Takeaways:TV Ads Are Now Self-Serve: No contracts, no reps — just launch like you would a Meta ad.Start with Warm Audiences: Use Vibe's pixel or upload your CRM list for retargeting.TV That Performs: Streaming campaigns have shown better ROAS than Meta or Snapchat in many cases.Minimum Budget to Start: 3x your average order value per day, for at least 2 weeks.Keep Your Creative Sharp: 30-second ads work best — and sound matters more than you think.Skip the Freebies: Every impression is trackable, and every dollar can be measured.
Listen Now: Click here to stream the episode on TerryWilson3.com In this episode of the TerryWilson3.com Podcast, we're taking a hard look at what makes a business sellable — not just functional, but valuable in the eyes of investors, buyers, and private equity firms. If you're a business owner, entrepreneur,…
Chang Kim—friends call him CK—sold his company Tapas for more than $500 million and walked away without an earn-out. Instead of jumping into his next venture, he did something few founders have the nerve to do: he took a year off. In this episode of Built to Sell Radio, CK opens up about what life looks like when work becomes a choice, not a requirement. From cross-continental travel to difficult conversations with his kids about wealth, this is a rare, candid look at what happens after the wire hits.
A sellable practice runs smoother, earns more, and stresses you less. But what does it mean to have a sellable practice? In this episode, the DPH coaches share the seven signs your practice is sellable and explain why you should build a sellable practice even if you never plan to sell. Learn how to increase the value of your practice, what metrics matter to buyers, and how long it takes to make a practice sellable. Tune in to find out if your practice checks all the boxes of a sellable practice!Topics discussed in this episode:The benefits of building a sellable practiceWhat healthy businesses have in commonCharacteristics of sellable practiceHow long it takes to build a sellable practiceIncreasing the value of your practiceWhen to sell vs. keep building Text us your feedback! (please note: we cannot respond through this channel))Use the same marketing company as Dr. Etch!Get your free demo with Relevance Marketing by Clicking HereTake Control of Your Practice and Your Life I help dentists take more time off while making more money through systematization, team empowerment, and creating leadership teams. Join the DPH Hero Collective and get the tools, training, and support you need to transform your practice: Team and Doctor Training for every aspect of Practice Management Comprehensive Training: Boost profit, efficiency, and team engagement. Live Q&A Sessions: Get personalized help when you need it most. Supportive Community: Connect with practice owners on the same journey. Editable Systems & Protocols: Standardize your operations effortlessly. Ready to build a practice that works for you? Visit www.DentalPracticeHeroes.com to learn more.
#423 Thinking about selling your business someday? Then you'll want to hear this episode! Patrick Lange, owner of Business Modification Group and one of the country's top HVAC business brokers, joins host Brien Gearin to break down what really makes a business sellable — especially in the trades. After selling over 140 companies, Patrick shares why hiding profits might save you on taxes but can kill your valuation, how to build a trades business buyers will actually want, and what to expect during the sales process. He also reveals how the “silver tsunami” of retiring baby boomers is creating massive opportunity for both buyers and sellers, the sweet spot for company size, and why service-based businesses are more attractive than those focused on new construction. Whether you're looking to buy, sell, or simply build with the end in mind, this episode is packed with practical advice, real-world stories, and eye-opening insights that every entrepreneur should hear! What we discuss with Patrick: + Why hiding profits kills valuation + Four pillars of a sellable business + Benefits of trades vs. new construction + Ideal revenue range for acquisitions + Impact of baby boomer retirements + Importance of clean financials + Attracting buyers through content marketing + Role of employees in business value + Typical deal timelines and structures + Earning potential as a business broker Thank you, Patrick! Check out Business Modification Group at BusinessModificationGroup.com. Follow Patrick on LinkedIn and YouTube. Watch the video podcast of this episode! And follow us on: Instagram Facebook Tik Tok Youtube Twitter To get exclusive offers mentioned in this episode and to support the show, visit millionaireuniversity.com/sponsors. EXCLUSIVE NordVPN Deal ➼ https://nordvpn.com/millionaire. Try it risk-free now with a 30-day money-back guarantee! Want to hear from more incredible entrepreneurs? Check out all of our interviews here! Learn more about your ad choices. Visit megaphone.fm/adchoices
Most stories we cover involve eye-popping multiples or headline-making exits. They're fun—but not always realistic. Jeff DeGarmo's story is different. No private equity windfall. No tech hockey stick. Just a well-run, 20-person service business built over 16 years and sold for a solid 5.5x EBITDA.
Sean McAuliffe didn't invent anything. He was a distributor. If you lost your car keys and went to a locksmith to cut a new set, chances are your locksmith got the replacement key from Sean's business. He bought cheap keys from Asia and sold them to locksmiths. Nothing fancy. Like so many businesses, Sean was a middleman. He'd never really thought about selling—didn't think anyone would want to buy it—but when a private equity group offered him millions, Sean realized he was sitting on a potential goldmine.
When Garren Hilow helped start Abveris, he didn't have much—just a background in sales, a co-founder with a Harvard PhD, and a stock option representing 16% of the company. Eight years later, he bought out his co-founder, bootstrapped the company with bank debt (collateralized by his house), and sold it in a stock deal that peaked at $190 million.
A new generation of buyers trained in Entrepreneurship Through Acquisition (ETA) is looking for businesses like yours. Unlike private equity firms focused on roll-ups, ETA buyers are often searching for a single business to own and operate—making them a legitimate option for certain sellers.
For the first time ever, we recorded a Built to Sell Radio episode in front of a live audience at the Value Builder Summit—a gathering of mission-driven advisors dedicated to helping founders level the playing field as they approach their exit. Rob Walling has started, built, and sold multiple companies. As an investor and conference organizer, he's seen hundreds of founders exit—some thriving, others struggling. He teamed up with Dr. Sherry Walling, a clinical psychologist specializing in supporting entrepreneurs, to codify what separates a successful exit from one that leaves an owner adrift. Their insights culminated in their new book Exit Strategy.
Kristie Shifflette built a 13-location Orangetheory Fitness empire from scratch—bootstrapping a capital-hungry business, personally guaranteeing leases, and taking on risk most founders wouldn't touch. In the end, it paid off for Kristie and in this episode, you'll discover how to: Bootstrap a capital-intensive business without giving up control Reduce your risk when taking on an investor Attract entrepreneurial employees who will care as much as you do Think about the $10 million milestone (and why it matters to private equity) Know when to take some chips off the table—and when to double down Ace management presentations with an acquirer Play hard to get (even when you want to sell) Get an acquirer to bump up their offer Max out an earn-out payment—even if you don't quite hit your targets Spot an acquisition offer that's likely to be re-traded
When Frank Shultz co-founded Infinite Blue, he and his partner split ownership 50/50. The business thrived, but their working relationship soured. Frank wanted to buy out his co-founder, but with a valuation in the eight figures, he faced a daunting question: where would he get the cash?
An earn-out is a deal structure where part of the sale price is contingent on the business hitting future performance goals. For many owners, it feels like a gamble—where the payout is uncertain, and the risks are high. But Bob Gilbreath flipped the script. He navigated two complex earn-outs across two service businesses and turned both into massive financial wins. In this episode of Built to Sell Radio, Bob shares how he turned the dreaded earn-out into his greatest asset.
Send us a textAlright, if you've ever felt stuck in overthinking mode, this one's for you. My guest today is Jason Schappert, a guy who went from teaching people how to fly to building a thriving online business without a fancy business plan or a pile of investor cash.Jason and his wife bootstrapped one of the biggest FAA test prep platforms from scratch, and here's the kicker—he started with just 8 lessons and figured the rest out as he went. In this episode, Jason breaks down how he turned a niche business into a massive success, the biggest lessons from wearing all the hats as a solopreneur, and why perfection is the enemy of progress.If you're an entrepreneur, content creator, or someone who's been waiting for the 'right time' to start—this is your sign.In this episode, Jason breaks down:✅ How to start BEFORE you're ready (perfection is the enemy of progress!)✅ What it really takes to scale a business—from wearing all the hats to building a team✅ The power of consistent action (big wins come from small, daily moves)Big Takeaways from Jason:-"You don't have to get it right, you just have to get it going."-"Behind the scenes, business is messy. But that's where the real magic happens."-"If you wait for perfect, you'll never start. Just hit the ball in one more time and keep going."Follow Jason at @moola_copilot on TikTok, YouTube, Instagram, and Facebook for more insights on investing, saving, and building smart financial habits.Want to take control of your finances? Check out the Moola app and start making your money work smarter.If this episode gave you a lightbulb moment, share it with a friend who needs to hear it! And hey—if you're loving the show, drop a review and let me know what resonated with you. I read every single one.
Most founders focus all their energy on getting to an exit, but few stop to consider what comes next. In this episode of Built to Sell Radio, John Rood shares what he learned after selling Next Step Test Prep to private equity—and why he decided to write Beyond the Exit.
Service businesses can get a bad rap. After all, there are clients to deal with, and actual labor involved in fulfillment. They're just not as glamorous as other more “passive” income models. But you should know that more Side Hustle Show guests started with a service-based business model than any other. This week's guest has a unique approach to service businesses -- one that doesn't rely on your skills as the expert. Tyler Gillespie has built two successful service businesses and had a clean exit from both -- the last being just 13 months from startup to sale. Tune in to hear: how Tyler comes up with ideas for productized service businesses the processes he implements to put his business in a position to exit how he outsources the mechanism of his businesses Full Show Notes: Built to Sell: Design a Business to Run Without You New to the Show? Get your personalized money-making playlist here! Sponsors: Airbnb — Discover how much your home could be worth and find a professional co-host today! Mint Mobile — Cut your wireless bill to $15 a month! Indeed – Start hiring NOW with a $75 sponsored job credit to upgrade your job post! OpenPhone — Get 20% off of your first 6 months! Gusto — Get 3 months free of the leading payroll, benefits, and HR provider for modern small businesses!
Selling your business to a Fortune 500 company is a dream for many founders. Strategic acquirers often pay the most because they can integrate your business into their larger ecosystem. It's rare to pull off even once—Brock Weatherup has done it three times. In this episode of Built to Sell Radio, Brock reveals the strategies that helped him attract Fortune 500 buyers like PetSmart and Petco. This episode is a roadmap for anyone who wants to sell their business to a strategic acquirer.
John Warrillow is the founder of the Value Builder System, a software program that helps thousands of businesses build more value for customers and investors. He is also the bestselling author of three books, Built To Sell, The Automatic Customer, and his latest, The Art of Selling Your Business, which came out in January 2021. He is also the host of Built To Sell Radio. John joined host Robert Glazer on the Elevate Podcast to talk about how to build a business that attracts lifetime customers and create your exit strategy. Learn more about your ad choices. Visit megaphone.fm/adchoices
That's why we created the After the Deal series on Built to Sell Radio. This series explores life after selling a business—delving into the personal, financial, and emotional transitions that come when work becomes a choice, not a requirement. In this episode, we speak with Preston Holland, author of Private Jet Insider and an expert in private aviation. Preston shares why private jet travel isn't just for celebrities and explains how business owners use private aviation to buy back their most valuable asset: time.
This week on Built to Sell Radio, John Warrillow interviews Blake Hutchison, CEO of Flippa, the world's largest marketplace for buying and selling digital businesses. With experience overseeing thousands of real transactions, Blake offers a unique window into the minds of today's acquirers.
In this special "how-to" video, Gino Barbaro, co-founder of Jake and Gino, tackles one of the most critical questions entrepreneurs face: Should you invest in real estate or double down on your business? Samuel from Stuart Painters posed this question on Instagram, and Gino shares his invaluable insights based on his own experiences of transitioning from running a restaurant to building wealth through real estate.From strategies for generating passive income to tips for scaling a business while investing in multifamily properties, this episode is packed with actionable advice for entrepreneurs, contractors, and anyone looking to achieve financial freedom.Subscribe for weekly premium content: Stay updated with strategies, masterclasses, and wealth-building tips from the Jake and Gino community. Key Takeaways:Why Gino transitioned from the restaurant business to real estate.The importance of diversifying income streams: active, portfolio, and passive.Tax advantages of real estate and business ownership.How contractors can leverage their skills to build wealth through real estate.Why 70% of businesses never sell and how to build a business with equity in mind.Recommended Reading: Built to Sell by John Warrilow – A must-read for entrepreneurs aiming to create scalable, sellable businesses. What you'll learn in this video:How to balance business growth with real estate investment.The benefits of investing in multifamily properties.Tips for transitioning from transactional income to long-term wealth building.Creative ways to integrate real estate investments with your current business operations.Have a question for Gino? Drop it in the comments, and it might be featured in a future episode! We're here to help create multifamily entrepreneurs... Here's how: Brand New? Start Here: https://jakeandgino.mykajabi.com/free-wheelbarrowprofits Want To Get Into Multifamily Real Estate Or Scale Your Current Portfolio Faster? Apply to join our PREMIER MULTIFAMILY INVESTING COMMUNITY & MENTORSHIP PROGRAM. (*Note: Our community is not for beginner investors)
Episode 640: Sam Parr ( https://x.com/theSamParr ) and Shaan Puri ( https://x.com/ShaanVP ) talk about setting one priority–one sprint–to turn your entire year into a win. It's time for life or death mode. — Show Notes: (0:00) 70 days left to win 2024 (10:27) The prestige hacking of Jamie Beaton (25:32) Billy of the Week: Ken Fisher (and his marketing playbook) (39:25)The shocking economics of public monuments (46:19) Pro tip for founders: Find a banker (54:28) The double standard of VCs — Links: • My Body Tutor - https://www.mybodytutor.com/ • Fisher Investments - https://www.fisherinvestments.com/ • Motley Fool Asset Management - https://fooletfs.com/ • American Colossus - https://americancolossus.org/ • Built To Sell - https://builttosell.com/ — Check Out Shaan's Stuff: Need to hire? You should use the same service Shaan uses to hire developers, designers, & Virtual Assistants → it's called Shepherd (tell ‘em Shaan sent you): https://bit.ly/SupportShepherd — Check Out Sam's Stuff: • Hampton - https://www.joinhampton.com/ • Ideation Bootcamp - https://www.ideationbootcamp.co/ • Copy That - https://copythat.com • Hampton Wealth Survey - https://joinhampton.com/wealth • Sam's List - http://samslist.co/ My First Million is a HubSpot Original Podcast // Brought to you by The HubSpot Podcast Network // Production by Arie Desormeaux // Editing by Ezra Bakker Trupiano
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