Podcasts about dealquest

Feeling stuck inside someone else's definition of success?If you're a financial advisor dreaming about building a business on your terms, this is for you.Because here's the thing…The RIA model is one of the most powerful paths to real independence in the wealth management space.And this DealQuest episode, we're talking with Chuck Failla—founder of Sovereign Financial Group and a fierce advocate for advisor freedom.He's breaking down:- Why so many advisors are finally making the leap- What to know before going independent- How to navigate the challenges that come with freedom (yes, they exist)- And why values-based leadership is the future of wealth managementAnd much more • • •FOR MORE ON THIS EPISODE:https://www.coreykupfer.com/blog/chuckfailla• • • FOR MORE ON CHUCK FAILLAhttps://www.linkedin.com/in/charlesfailla/https://twitter.com/SF_Group_Inchttp://www.goria.com/FOR MORE ON COREY KUPFERhttps://www.linkedin.com/in/coreykupfer/http://coreykupfer.com/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Why REPORTERS might know more than the CEOs they cover… ⁠Couldn't agree more with the insights dropped by Diana Britton and Ian Wenik on this episode of DealQuest.⁠ ⁠ In case you don't already know Diana & Ian…⁠ Ian is the Editor at Citywire RIA and host of This Week in Wealth⁠ Diana is the Managing Editor at WealthManagement.com and host of The Healthy Advisor Podcast⁠ Together, they've interviewed just about everyone in the RIA space (yours truly included)⁠ ⁠ They've spent years behind the mic asking the big questions...⁠ ⁠ So this time, I flipped the script—⁠ ⁠ And I asked them what's really going on in wealth management.⁠ ⁠ Here's what we dug into:⁠- The truth about RIA M&A and what's happening behind the scenes- The rising risks of private equity and over-leveraging⁠- How politics and tax policy are shifting deal timing- The massive talent and succession gaps too many firms are ignoring⁠And much more ⁠If you want the unfiltered take on where this industry is headed…⁠ • • •FOR MORE ON THIS EPISODE:https://www.coreykupfer.com/blog/dianaandian• • • FOR MORE ON DIANA BRITTONWealthManagement.com FOR MORE ON IAN WENIKCitywire RIAFOR MORE ON COREY KUPFERhttps://www.linkedin.com/in/coreykupfer/http://coreykupfer.com/ • • •Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Are you missing important growth opportunities? Discover how overlooked opportunities can help solve your business challenges! No matter your challenges, today's guest says, “There is a deal for that!” Join Dr. Sabrina Starling and Corey Kupfer for insights into solving hiring challenges through deal-making. You'll learn how a deal-maker's mindset will solve your business challenges, best tips for talent acquisition, and how to grab Corey's Secrets of Deal-Driven Growth e-workbook for almost nothing. Corey Kupfer is an expert strategist, negotiator, and deal-maker with more than 35 years of professional deal-making and negotiating experience as a successful entrepreneur, attorney, consultant, author, and professional speaker. He is the founder and principal of Kupfer and Associates, a leading corporate and deal law firm; he's also the founder and CEO of DealQuest, a speaking, training, and consulting company. In addition, Corey is the author of the Amazon bestselling book, Authentic Negotiating: Clarity, Detachment, & Equilibrium: The Three Keys To True Negotiating Success And How To Achieve Them. Corey is the creator and host of the top 1% ranked podcast, DealQuest. Most recently, he has released the Secrets of Deal-Driven Growth e-workbook. Profit by Design is a Tap the Potential Production.Show Highlights:Corey's story of learning to appreciate deal-making for growth as an entrepreneurThe Deal-Maker's mindset vs. the Entrepreneurial mindsetIn hiring, the “off-market” deal is always the best. (Where to find your next A-player)Thoughts on solid moves in acquisitions and keeping A-playersOur Great Place to Work spotlight gives credibility to your business in the acquisition of another business with A-players.Learn more about Corey's DealQuest podcast.An overview of Corey's Secrets of Deal-Driven Growth e-workbook and how it's structured to be user-friendly and helpful (Pssst—It's a dollar; buy it!)Learn more about Corey's book, Authentic NegotiatingResources:Don't wait! Download your Strategic Planning Guide and 2025 Tap the Potential Strategic Planner today!Want to know the best attracting and recruiting strategies for small businesses? We can help! Learn more about our How to Hire the Best course.Retain, grow, and deeply engage your A-players with the Dream Manager Program! The best way to create buy-in from your team members for your vision is to identify how your vision supports them in achieving their dreams. Enroll today!Become an employer of choice to attract the A-players you want on your team! We are...

Business owners everywhere are chasing the quick wins — faster content, bigger audiences, more sales. But here's the thing: Authenticity is the real game changer If you're in business, you know how easy it is to fall into the trap of sales pitches and automation. But listeners, clients, and followers? They're craving something different. They want connection. They want value. They want YOU.In this episode of the DealQuest Podcast, I'm sharing why I've stayed true to providing real value — no ads, no gimmicks, just authentic insights into building your business and growing your authority.In this episode, I discuss: The power of curating content to save time and effort How authority marketing leads to long-term business success Building genuine relationships as you scale And much more! Want to hear why authentic marketing is your best bet for true growth? Tune in and learn how to foster relationships, boost credibility, and keep it REAL in your content creation.• • •FOR MORE ON THIS EPISODE:https://www.coreykupfer.com/blog/thetruevalueofthedealquestpodcast • • •FOR MORE ON COREY KUPFER:https://www.linkedin.com/in/coreykupfer/http://coreykupfer.com/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

The holiday season provides an opportunity for introspection. It is a time to evaluate the choices we have made and to envision a brighter future. We must question our motivations and ensure that our deals are not driven solely by external forces or societal expectations. Instead, they should be in harmony with our authentic selves and the lives we genuinely want to create. Building a business or making investments should not be solely for the sake of growth or validation. It should be a means to craft the life we desire. I recall a theme from my EO forum years ago that focused on the "ideal life now." It's a powerful concept that reminds us to seize the present moment and make the most of it. Tomorrow is uncertain, and we owe it to ourselves to live our ideal lives today. As we reflect on the past year and prepare for the new one, let us consider how we can have more of our ideal lives now. Deals can play a significant role in this pursuit. They can be the catalysts for growth, fulfillment, and alignment with our vision and values. By embracing deals that resonate with our deepest desires, we can create a life that is truly meaningful and purposeful. Happy holidays and may the new year bring you closer to the freedom and prosperity that your deal quest holds.• • •FOR MORE ON COREY KUPFER:https://www.linkedin.com/in/coreykupfer/http://coreykupfer.com/https://www.coreykupfer.com/dealden Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

What does freedom mean to you? Is it more time to do what you love? Financial stability to take risks? The ability to build a life on your terms?In this Best Of Episode, we dive into the diverse and deeply personal perspectives of 33 amazing guests as they unpack what freedom truly means to them.From redefining freedom beyond money and time to making decisions that align with your vision—this episode is full of inspiration and insight.Ready to reflect on your own definition of freedom? • • •FOR MORE ON THIS EPISODE:https://www.coreykupfer.com/blog/poweroffreedom• • •FOR MORE ON COREY KUPFER:https://www.linkedin.com/in/coreykupfer/http://coreykupfer.com/https://www.coreykupfer.com/dealden Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Ever wonder what it's really like to sell your business and face life after the exit? Then you NEED to check out this powerful convo with serial entrepreneur Bill Davey on DealQuest!Bill's built and sold over 20 companies, achieving multiple multimillion-dollar exits… but he doesn't shy away from the tough side. He's sharing his experience with “founder depression,” the challenges of redefining yourself post-exit, and the secrets behind resilience in business. Tune in to learn:- How failures actually fueled Bill's biggest wins- The importance of strong relationships and trust in business- What it takes to build a legacy beyond money This is an eye-opening episode for anyone in the entrepreneurial game or facing a big life transition. Bill's insights are next-level, and I'm so excited to bring this wisdom to you! • • • FOR MORE ON THIS EPISODE:https://www.coreykupfer.com/blog/billdavey• • • FOR MORE ON BILL DAVEY:https://www.facebook.com/imaxwebsites/https://www.linkedin.com/in/billdavey1/http://www.imaxdigital.com/ FOR MORE ON COREY KUPFER:https://www.linkedin.com/in/coreykupfer/http://www.coreykupfer.com/http://www.coreykupfer.com/dealden • • • Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Corey Kupfer, an esteemed strategist, negotiator, and deal maker with over 35 years of experience. Corey, the founder and principal of Kupfer PLLC and DealQuest, and author of the bestselling book Authentic Negotiating, shares his journey from a middle-class upbringing in Brooklyn to becoming a prominent figure in the world of corporate law and negotiation. Corey discusses the pivotal moments in his life, his commitment to authentic leadership, and the power of meeting people where they're at to foster effective communication and collaboration. He also delves into the challenges he faced in his early career, the importance of being true to oneself, and how he navigates the complexities of leadership and personal growth. Tune in to hear Corey's insights on negotiation, leadership, and the value of surrounding yourself with aligned positive influences. Website- https://www.coreykupfer.com/ Social Media Links/Handles- https://www.facebook.com/CoreyKupfer/ https://www.instagram.com/coreykupfer/ https://x.com/coreykupfer

Corey Kupfer: DealQuest: Podcast: Blog & Social Media Blurb: Episode 299 (Solocast 67) Celebrating Milestones: Reflecting on DealQuest's Journey to the Top 1% In this celebratory solocast of the DealQuest Podcast, I take a moment to reflect on the incredible journey we've embarked on together. As we approach the 300th episode, marking nearly six years of insightful conversations and invaluable lessons, I want to extend my deepest gratitude to you, our listeners, and contributors.This episode is a heartfelt thank you to each one of you who has been part of our growth from a modest beginning to over 35,000 monthly listens, placing us in the top 1% on Listen Notes. Kupfer PLLC: A Firm Built on Expertise and Niche Marketing: In this episode, I share the evolution of my firm, Kupfer PLLC, previously known as Kupfer & Associates, PLLC, and how we rebranded following the addition of my partner, Brian Megan. With offices in New York and Denver, our firm specializes in deals and corporate work, including: Mergers & Acquisitions (M&A), Joint Ventures, Contractual and Strategic Advisory Services. We cater to a diverse range of clients, from entrepreneurs to large corporations, focusing on niche marketing to build a strong reputation in the industry. Expertise in Deals and Corporate Services: Our firm's extensive experience in corporate services encompasses entity formation, operating agreements, and employment agreements. We also handle ancillary business needs such as leasing, trademark work, and sophisticated tax services. We emphasize our expertise without generalizing, ensuring our marketing strategy remains focused and our reputation robust.Niche Expertise in RIA Space:I elaborate on our niche expertise in the registered investment advisor (RIA) space, where we assist breakaway brokers from major financial institutions in setting up their own independent advisory firms. This includes corporate structuring, contract work, and M&A, distinguishing us from typical regulatory compliance firms. Our unique approach and deep understanding of the RIA sector make us a leading firm in this rapidly growing industry.Speaking, Training, and Consulting:I also share insights into my speaking, training, and consulting company. I offer workshops on negotiating and deal-making, referencing my book, "Authentic Negotiating." Emphasizing the importance of providing value through content rather than self-promotion, I take this opportunity to inform new listeners about our firm's capabilities. Our training sessions are designed to equip entrepreneurs and business leaders with the skills needed to navigate complex negotiations and achieve successful outcomes.Global Reach and Tax Capabilities:Our extensive network of attorneys and strong tax capabilities, both domestic and international, allow us to assist U.S. clients with foreign relationships and foreign companies operating in the U.S. This global reach enhances our ability to provide comprehensive services to our clients.Looking Ahead:I reaffirm my commitment to continue the podcast, aiming for many more episodes beyond the upcoming 300th milestone. Thank you to everyone who has supported us, and I look forward to bringing you more valuable content.Join us in this special solocast as we celebrate the milestones of DealQuest and look forward to the future with excitement and anticipation. Whether you're a long-time listener or just joining us, this episode is a testament to the power of community and the impact of shared knowledge.Tune in to Episode 299 - Solocast 67 to join the celebration and be part of our journey towards even greater heights.• • •For a comprehensive exploration of our services and niche expertise:Listen to the Full DealQuest Podcast Episode Here: https://www.coreykupfer.com/podcasts/dealquest-podcast-with-corey-kupfer • • •FOR MORE ON COREY KUPFER:[Corey Kupfer's LinkedIn](https://www.linkedin.com/in/coreykupfer/)[Corey Kupfer's Website](http://coreykupfer.com/) Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Hey there, it's Corey Kupfer, your host at DealQuest, and I'm bringing yet another enlightening conversation your way. In this episode, I had the pleasure of engaging in a lively dialogue with none other than entrepreneur and best-selling author Mike Michalowicz. Together, we covered some pivotal aspects of entrepreneurship, business growth, and personal fulfillment.Welcome back to DealQuest, where we dive into the minds of successful entrepreneurs and business leaders. Today, I was beyond excited to have Mike Michalowicz join me—a prolific author and a significant figure in the entrepreneurial space. Mike Michalowicz's Fascinating Journey Mike Michalowicz, the brains behind bestsellers like Profit First, Clockwork, The Pumpkin Plan, and his latest masterpiece, Fix This Next, brings a wealth of experience to the table. By the time he hit his 35th birthday, Mike had already established and sold two companies, one to private equity and the other to a Fortune 500 giant. Currently, he's at the helm of his third multimillion-dollar venture, Profit First Professionals, a testament to his unwavering dedication and expertise in the entrepreneurial realm. Unveiling Entrepreneurial Insights Throughout our conversation on DealQuest, I guided Mike to delve into his past, exploring the unconventional origins of his entrepreneurial ambitions. From childhood dreams of being a garbage man to crafting a path as a successful entrepreneur and acclaimed author, Mike's journey is a testament to innovation, resilience, and a commitment to learning from every experience. The Hierarchy of Business Needs: Shifting Perspectives on Business Growth A pivotal moment in our discussion revolved around Mike's groundbreaking concept: the hierarchy of business needs. Inspired by Maslow's hierarchy of needs, Mike introduced a paradigm shift in understanding the fundamental pillars that drive business success. He elaborated on how sales, profit, order, impact, and legacy form the bedrock, each playing a crucial role in shaping a thriving business ecosystem. Navigating Challenges and Embracing Opportunities Mike also emphasized the challenge of pinpointing the most critical issues in business—a struggle faced by many entrepreneurs. He stressed the importance of thoughtful contemplation and strategic focus when tackling challenges, echoing my own perspective on dealing with business obstacles. Freedom as a Catalyst for Entrepreneurial Expression Our conversation culminated in a poignant reflection on freedom—an intrinsic value that propels Mike's entrepreneurial endeavors. For Mike, freedom goes beyond traditional definitions; it signifies the ability to positively influence and genuinely serve others, empowering him to express his unique talents in the entrepreneurial landscape.This dynamic dialogue between Mike Michalowicz and myself sheds light on the multifaceted world of entrepreneurship. From the foundational principles of business success to the nuances of personal fulfillment, our discussion aims to inspire entrepreneurs to navigate their journey with purpose, authenticity, and a profound understanding of the intricate relationship between business acumen and personal growth. • • • For my full discussion with Mike, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON MIKE MICHALOWICZ:https://mikemichalowicz.com/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

This week on the DealQuest podcast, we have impressive guest, Jon Ostenson on. Jon is the CEO of FranBridge Consulting, a top 1% franchise consultant, and the best-selling author of Non-Food Franchising: The Better Path to Ownership. With over 35 years of experience as a successful entrepreneur, professional negotiator, and attorney, Jon draws on his background as a former Inc 500 franchise president and multi-brand franchisee to help his clients select their franchise investments. He is a frequent contributor on franchising to publications such as Forbes and Bloomberg, and his goal is to help businesses achieve deal-driven growth.FRANCHISING AS A BUSINESS MODELFranchising is not something we've commonly discussed on the DealQuest Podcast, but Jon's insights and experience in franchising offers us substantial information on franchising. Franchising is a business model that allows individuals to own and operate their own business under the established brand and system of a larger parent company, known as the franchisor. Jon recognizes the appeal in franchising as a business model with many benefits for aspiring entrepreneurs. Jon views franchising as “starting on 3rd base”, which is effectively leveraging an established system and framework provided by franchisors. It works, however, and allows entrepreneurs to bypass the challenges of building a business from scratch, providing them with a head start in their entrepreneurial journey. Offering new and different freedom and control than building an entirely new business from the ground up. FOOD AND NON-FOOD FRANCHISINGWhen we think of a franchise, we commonly think of food, such as fast-food restaurants like McDonald's or Subway – which can be a lucrative choice for those looking to go into franchising. Jon argues, however, that non-food franchising can require less capital upfront, fewer employees, less operating hours, and be less susceptible to consumer whims, leading to lighter investment and higher margins. By looking outside of the food industry, potential franchisees are provided a diverse array of investment options. Non-food franchises encompass a wide range of industries, including: Retail Service Healthcare ...and more! THE BENEFITS AND CHALLENGES OF FRANCHISINGJon's passion for helping individuals achieve freedom through business ownership shines, but he also recognizes that like any deal, it has both benefits and challenges. The benefits of franchising include the ability to build an asset with potential exit value, tax benefits, and the opportunity to leverage a proven business model with support from the franchisor. Franchising also allows for diversification of a business portfolio and can provide a head start on starting a business with support, advertising, and a proven model. There are also challenges, however, associated with franchising. These include the potential for individual failure within the system, the need for a significant upfront investment, and the requirement to follow the franchisor's system and guidelines. Additionally, there may be challenges in securing financing for the franchise, and there is always a risk of business failure, as with any entrepreneurial endeavor. To learn more about franchising, sign up for FranBride's newsletter, and receive a complimentary copy of the book Non-Food Franchising: The Better Path to Ownership by Jon Ostenson: https://franbridgeconsulting.com/• • •For my full discussion with Jon Ostenson, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON JON OSTENSON:https://www.linkedin.com/in/jonostenson/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

DealQuest community, this week I'm happy to have guest John Prothro on the DealQuest Podcast. John is an experienced executive with a background in M&A, operations, and multinational business leadership. As the CEO of Foot Solutions Inc, a foot wellness franchisor, John shares his insights on entrepreneurship – from valuable perspectives on growing a business, navigating deal opportunities, to finding fulfillment in both professional and personal endeavors. DEAL-DRIVEN GROWTH AND THE POWER OF COLLABORATION From large complex mergers and acquisitions to smaller deals that require less capital, john emphasizes the importance of deal-driven growth. He highlights the value of strategic alliances, joint ventures, and other collaborative opportunities. The power of collaboration in deal-driven growth lies in the ability to tap into the expertise, resources, and networks of other businesses or individuals. By working together, companies can combine their strengths, mitigate their weaknesses, and create mutually beneficial opportunities that drive growth and success. Deal-driven growth and collaboration go hand in hand, as businesses can achieve significant growth and success by leveraging the power of collaboration through strategic deals and partnerships. THE CRUCIAL ROLE OF INVESTORS IN FRANCHISE DEVELOPMENTInvestors play a crucial role in franchise development as they provide the necessary capital and resources for franchisors to expand their business. John mentions that his company sells mainly to investor groups, who are interested in purchasing multi-unit territories. These investors are essential for funding the growth and development of the franchise system. They are willing to invest a significant amount of money into the business, and their patience and understanding are highlighted as important factors in the success of the franchise model. John's key tip when approaching investors is overestimating the capital needed for integration and being transparent with investors about the financial needs of the business. Their willingness to invest and their understanding of the long-term nature of the business are essential for the sustainability and success of the franchise model. NAVIGATING THE CHALLENGES OF INTEGRATION AND CAPITALIZATION IN M&A DEALSOne of the most critical aspects of M&A deals is the integration of the acquired business into the existing operations. This process often requires significant capital to ensure a smooth transition and maximize the value of the acquisition. Many businesses, however, underestimate the financial resources needed for integration, leading to challenges and setbacks that can impact the success of the deal. In the case of Foot Solutions Inc, John highlights the importance of overestimating the capital needed for integration. He emphasizes the need to triple the estimated amount and ensure that investors are fully aware of the financial requirements for a successful integration process. This proactive approach to capitalization can help mitigate the risks of being underfunded during the critical post-acquisition phase and enable the business to address any unforeseen challenges that may arise. To learn more about franchising with Foot Solutions, or to find your local store visit: www.footsolutions.com • • •For my full discussion with John Prothro, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON JOHN PROTHRO:www.footsolutions.comhttps://www.linkedin.com/in/johnprothro/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Elzie Flenard engages in an insightful conversation with Corey Kupfer, a seasoned entrepreneur and expert in law, negotiation, and podcasting. Corey shares his journey from being a Brooklyn kid to establishing a successful law firm and speaking, training, and consulting company. As a deal maker, Corey delves into the strategies he employed to build, grow, and scale his service-based business in the highly competitive field of law.Corey and Elzie explore various types of deals, such as joint ventures, strategic alliances, online affiliate deals, sponsorship deals, and more. Corey also sheds light on his foray into podcasting and how it became a cornerstone of his authority marketing approach. The DealQuest podcast, now rated in the top 1% globally, has become a platform for deal makers to share their experiences and insights, inspiring entrepreneurs to explore different avenues for business growth.Listen now gain valuable insights into Corey's approach to negotiation, deal-making, and the significance of a clear mindset in achieving success in the world of entrepreneurship.Highlights:11:09- So what happens in the authority marketing model is that some people think you have to do everything—you know, you have to be on Instagram, you have to be on LinkedIn, you have to be blogging, you have to be doing a podcast, you have to write a book, you have to write. And first of all, it's impossible and second of all, I think the most successful people find the platform of platforms that they're on. That's why they're comfortable with that; they're drawn to it. They're going to do it consistently, right? Because one of the biggest things on authority marketing is that you have to do things consistently.18:50- So there's a deal-maker mentality. One of the reasons I really started the podcast is because I found that every company's trying to grow organically. Everybody's trying to get more customers, more clients, increase sales and marketing, and provide great products and services, right? And you should do that. If you can't get a customer, a client, get another one, and get another one organically, you probably don't have a viable business. Having said that, though, I also would run into people all the time who would be frustrated they weren't growing or they were not growing as fast as they'd like and they were trying to, let's say, access a new market or hire a new talent or get into a new vertical, geography, whatever it was, and they were trying to do it organically. And there are many, many ways that you can do deals to help accelerate that. And if you study the most successful companies, they do both. They have a good, or excellent, organic growth engine. And they also do deals. 33:30-The other huge thing that's been important to me in my life for many, many years now is being of service. And that's how I approach my clients and my law firm, but it's also, my wife and I are involved in many things outside of businesses, and I have a very specific goal in terms of what we want to do in terms of increasing our philanthropic work and specifically it's funny, we've given out a lot over the years, and we have given a decent amount of money.Connect with Elzie LinkedInJoin the Flame StartersSupport the journey Contact Corey...

In my journey as the host of the DealQuest Podcast, I've delved into a myriad of deals, engaging with diverse personalities. Every episode is put together with the intent to share strategies for business growth, aiming to enrich and empower entrepreneurs, business owners, and leaders like you. My mission is to explore untapped avenues and innovative approaches to business growth, ensuring every listener is equipped with insights and tools to expand their horizons and elevate their enterprises to new heights.Often, the discourse is saturated with talks of mergers, acquisitions, and raising capital. While these are fundamental, my objective with the DealQuest Podcast and community extends to opening alternative pathways to business growth, transforming the quintessential entrepreneurial mindset to embody the dealmaker spirit. THE STRATEGY OF RELATIONSHIPSAs I sift through my countless interactions over the years, a recurring theme emerges – the struggle to reconcile the entrepreneurial essence with the dealmaker's pragmatism. It is a meticulous balance of identity preservation and strategic evolution.Geographic expansion, market penetration, or demographic diversification – the goals are as varied as the entrepreneurs navigating these waters. Beneath the diversity, however, lies a universal truth – the need for strategic collaborations and partnerships not out of necessity, but strategic foresight.Navigating this landscape, the question is not ‘how', but ‘what'. What is the business conundrum you're grappling with? For example: The opportunity knocking at your doorstep? Or, the untapped market echoing with the sounds of potential? In the heart of these questions lies the core of strategic alliances and joint ventures waiting to be brought to fruition. LICENSING AND DIVERSIFYING YOUR BUSINESS GROWTH STRATEGYLicensing is not just an avenue for brand exposure; it's a strategic tool that unlocks passive income streams and fosters exponential growth. It's more than affixing a renowned brand name to a product — it's about creating and leveraging brand equity, ensuring that each collaboration enhances and protects the brand's value.As a business owner, your perspective on licensing can shape your growth trajectory. A technology that takes months, if not years, to develop can be seamlessly integrated into your product or service offering through a strategic licensing agreement, significantly reducing time-to-market and operational costs. EXPANDING YOUR GROWTH STRATEGIES FOR MORE OPPORTUNITIESEvery entrepreneur and business leader must ask themselves: Is your growth strategy diverse enough? If deals are on your radar, are they varied or limited to one or two types? There's a spectrum of possibilities waiting to be explored, each tailored to unique business objectives and landscapes.For instance, if a full acquisition seems out of reach or misaligned with your current goals, consider joint ventures or early investments. There's an art to utilizing these “steppingstones” to build relationships and potentially pave the way for future mergers or acquisitions.Whether you're looking to harness an untapped opportunity or address a persistent pain point, consider the plethora of deal structures that can propel your business towards its objectives. In the world of deals, variety isn't just the spice of life; it's the catalyst for innovation, expansion, and unprecedented growth. • • • For my full discussion, and more on this topic and others discussed not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to start getting yourself deal-ready, check out the DealQuest Podcast with Corey Kupfer each week. Featuring industry leaders and newcomers as guests alike, the DealQuest podcast has something for everyone.

With a distinguished career spanning over 25 years, Brian Meegan has been a formidable presence in corporate law, representing U.S. and multinational clients with finesse in a multitude of business transactions. His expertise encompasses M&A, business structuring, contract negotiation, and a suite of other corporate matters including real estate, financing, and governance. Brian's acumen has not only been recognized by his peers but also by prestigious rankings, with his former firm, Evergent Law, earning a spot among America's top law firms for corporate law in Colorado. What makes Brian's journey particularly compelling to me is his recent strategic decision to merge Evergent Law into Kupfer & Associates as of January 1, 2024 – a move that signifies a new chapter both for him and the firm. This merger marks an evolution of Kupfer & Associates including its rebranding to Kupfer., and solidifies Brian's role as my partner, joining forces to scale new heights. It is with immense pleasure and anticipation for the future that I introduce Brian Meegan as my partner at Kupfer. — as well as a guest on the first DealQuest podcast episode of 2024. The Human Element in Deal-MakingWhile contracts and legal framework are essential in deal-making, they are not sufficient to ensure successful partnerships and deals. Enter the human element of deal-making. Building trust, effective communication, and aligning expectations are crucial for establishing strong relationships between parties. Brian sees himself as a “freedom facilitator” for his clients. This means that he aims to help his clients achieve freedom through his legal counsel. He wants to assist them in navigating legal issues and finding solutions that allow them to have more freedom in their personal and professional lives. This makes Brian more than just an advisor who identifies risks and provides explanations. He engages in more personal conversations with his clients, understands their unique situations, and offers guidance based on his own experiences and perspectives. By doing so, he hopes to empower his clients to make informed decisions and take actions that align with their goals and values. Deal Structures and Risk MitigationDeal structures can change based on various factors, such as financing options and market conditions. Deal structuring includes a lot of technical aspects, but Brian believes it's important to get creative with deal structuring. After the COVID-19 pandemic began, we began to see more and more flexibility in deal-making. As the market conditions changed, both buyers and sellers had to be open to new ideas and approaches. This meant being willing to negotiate on price, structure, and terms to find mutually beneficial solutions. It required a high level of adaptability and a focus on building trust and strong relationships.The goal of risk mitigation is to protect the parties involved and increase the likelihood of a successful outcome. There is a need, however, to balance risk mitigation with the upside opportunity of the deal. Taking risks is often necessary for business success and, in fact, a business cannot thrive without some level of risk-taking. Staying creative in deal structures, as well as being confident and balanced in the risks you take is the epitome of the entrepreneurial mindset. These beliefs and practices of Brian's is just one of many reasons why I'm honored to be a partner with him in business. • • • For my full discussion with Brian Meegan, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON BRIAN MEEGAN:https://www.linkedin.com/in/briandmeegan/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

DealQuest Community, as the holiday season approaches, I find myself contemplating the concept of an ideal life. It's a question that often lingers in our minds, especially during this time of year when we reflect on the past and look towards the future. The truth is, tomorrow is not promised, and we have witnessed countless examples of this in our own lives and in the world around us. It serves as a stark reminder that we must strive to live our ideal lives now, rather than waiting for some distant future. In the context of the DealQuest podcast, I ponder how deals can help us achieve our ideal lives. Deals, in all their forms, have the potential to drive growth and create opportunities for us to live the lives we truly desire. Whether it's a merger, capital raising, joint venture, or even a small-scale agreement, deals can be transformative if approached with intention and purpose. As someone who has been involved in deal-driven growth for over three decades, I have witnessed firsthand the power of strategic deals in propelling businesses forward. But deals are not just about financial gain or expansion; they are about aligning our actions with our deepest desires and values. It is crucial to ask ourselves why we are pursuing certain deals and whether they truly contribute to our ideal lives. The holiday season provides an opportunity for introspection. It is a time to evaluate the choices we have made and to envision a brighter future. We must question our motivations and ensure that our deals are not driven solely by external forces or societal expectations. Instead, they should be in harmony with our authentic selves and the lives we genuinely want to create. Building a business or making investments should not be solely for the sake of growth or validation. It should be a means to craft the life we desire. I recall a theme from my EO forum years ago that focused on the "ideal life now." It's a powerful concept that reminds us to seize the present moment and make the most of it. Tomorrow is uncertain, and we owe it to ourselves to live our ideal lives today. As we reflect on the past year and prepare for the new one, let us consider how we can have more of our ideal lives now. Deals can play a significant role in this pursuit. They can be the catalysts for growth, fulfillment, and alignment with our vision and values. By embracing deals that resonate with our deepest desires, we can create a life that is truly meaningful and purposeful. Happy holidays and may the new year bring you closer to the freedom and prosperity that your deal quest holds. • • • For my full discussion, and more on this topic and topics not featured on this blog post: Listen to the Full DealQuest Podcast Episode Here Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

DealQuest Community, several episodes ago, I introduced a project we've been working on – remastering early episodes of the DealQuest podcast into new life. I'm excited to bring you yet again another remastered episode from the start of this podcast. This episode is with a good friend of mine, David Bach, owner of FinishRich Media, and 10x New York Times Bestselling Author.David has authored 13 books, including bestsellers like Smart Women Finish Rich, Smart Couples Finish Rich, and The Automatic Millionaire. At the date of original airing, David's most recent book was The Latte Factor: Why You Don't Have to Be Rich to Live Rich. Unlike his previous works, The Latte Factor is a parable that can be read in about an hour. Its primary aim is to inspire millennials, Generation Z, and generations to come to take control of their financial futures, even in the face of student loans and credit card debt. TAKING CONTROLDavid has made a name for himself by helping individuals take control of their financial futures. In this engaging conversation, they delve into David's journey, his principles of financial literacy, and his approach to making successful deals.To start, there is importance of having a clear mission in the world of personal finance. David's journey began with the mission to educate and empower women to be smarter with their money. Through books like Smart Women Finish Rich, he started a lifelong commitment to financial education.Bach's core principles include automating savings, paying oneself first, and making small changes in spending habits to achieve significant results. He practices what he preaches: Ensuring that he aligns his actions with his mission. LEVERAGING LICENSING DEALS FOR RESIDUAL INCOMEOne of David's distinctive approaches is his focus on licensing deals. Instead of offering one-time consulting or training services, he creates valuable intellectual property (IP) that can be licensed repeatedly. This strategy allows him to amplify the impact of his mission while generating ongoing licensing fees, resulting in residual income. David's key lessons from licensing deals include: Protect Your IP: Trademark and protect your intellectual property to safeguard your unique content. Seek Mission-Aligned Partnerships: Partner with organizations that share your mission and goals for a win-win collaboration. Think Long-Term: Focus on licensing arrangements that offer ongoing revenue rather than one-time project fees. CHARACTERISTICS OF A GREAT DEALMAKERWe often discuss on this podcast what truly makes a dealmaker. According to David, a dealmaker should possess certain characteristics: Optimism: dealmakers are optimists who believe in creating win-win situations for all parties involved. Flexibility: They can adapt to the needs and wants of others while pursuing their objectives. Due Diligence: It's crucial to research the people and companies you're dealing with to ensure alignment and integrity. Authenticity: dealmakers should be authentic negotiators, transparent about their goals and expectations. Incorporating these characteristics into their approach, dealmakers like David can navigate complex negotiations, build lasting partnerships, and achieve their missions while benefiting all parties involved.David's journey from financial literacy advocate to successful dealmaker is a testament to his authenticity, mission-driven approach, and commitment to empowering others – all of the things that not just David, but many other leaders in the space, believe is what makes a great dealmaker. His story serves as an inspiration to all those looking to create wealth, live authentically, and make a positive impact on the world of finance. • • •For my full discussion with David Bach, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON DAVID BACH:https://www.linkedin.com/in/david-bach/https://davidbach.com/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Freedom is a term we often come across, yet its meaning varies significantly from person to person. In the entrepreneurial world, freedom takes on a myriad of dimensions, from financial autonomy to the liberty of choice, and the flexibility of time. In essence, freedom in the entrepreneurial landscape is a tapestry of diverse elements – financial independence, time flexibility, decision-making autonomy, operational liberty, and the freedom to take risks. Each entrepreneur, with their unique journey and experiences, adds a distinct hue to this multifaceted concept.In this special DealQuest Best Of Episode, we delved into just that — the diverse perspectives of entrepreneurs on what freedom means to seven of past DealQuest guests: Justin Skinner, Denver Nowicz, Matthew Holman, Jeff Dekko, Alex Jarbo, David Bradley, and Wies Bratby. JUSTIN SKINNEREpisode: Professional Failurehttps://www.professional-failure.com/DENVER NOWICZEpisode: Building Your Investment Portfolio: Playing Offense-Defense and Leveraging Your Wealth with Denver Nowiczhttps://wealthforlife.net/https://twitter.com/DenverNowiczhttps://www.linkedin.com/in/denvernowicz/MATTHEW HOLMANEpisode: The Art of Choosing the Right Business Partner with Matthew Holman and David Bradleyhttps://www.linkedin.com/in/holman-matthew/Subscription Prescription Youtube Channelhttps://QPilot.cloudJEFF DEKKOEpisode: M&A Talk with Leading RIA Aggregators and Integrators: Jeff Dekko of Wealth Enhancement Grouphttps://www.wealthenhancement.com/https://www.linkedin.com/in/jeffrey-dekko-a6244b200/ALEX JARBOEpisode: Setting Yourself Apart in Short-Term Rentals with Alex Jarbowww.alexjarbo.comhttps://www.youtube.com/c/AlexBuilds1DAVID BRADLEYEpisode: The Art of Choosing the Right Business Partner with Matthew Holman and David Bradleyhttps://www.linkedin.com/in/davebrad/Subscription Prescription Youtube Channelhttps://QPilot.cloudWIES BRATBYEpisode: Negotiating Your Worth: Gender Differences in Negotiation with Wies Bratbywww.womeninnegotiation.orghttps://www.linkedin.com/in/womeninnegotiation/ As we navigate our entrepreneurial paths, may we embrace and strive for the multifarious dimensions of freedom, cherishing not just the financial prosperity but also the enriched life experiences, choices, and time that true freedom bestows. Through deal-driven growth and strategic collaborations, let us step closer to the holistic freedom that amplifies not just our business success but also our life's richness and fulfillment.• • •For my full discussion, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!•••••

From the hallowed halls of West Point in 1990 to the bustling floors of stock trading, Jeff Evenson's journey through the corporate maze has been nothing short of remarkable. With an MBA from Washington University in St. Louis under his belt, Jeff navigated the world of stocks at a brokerage firm, managed diverse portfolios, oversaw pension funds, and played a key role in facilitating acquisitions for a prominent Fortune 50 company. But it's not just his corporate pursuits that set him apart. Jeff's true passion lies in business ownership—a path he's intimately familiar with, having owned, run, and successfully exited businesses ranging from hair salons to aerospace manufacturers and even smoothie shops. Now, wearing the hat of an acquisition and acceleration coach, he is on a mission to guide others in building generational wealth through the intricacies of business acquisition and ownership. Jeff Evenson's journey from West Point to business ownership offers invaluable lessons for entrepreneurs and business leaders. His experiences underscore the significance of anticipation, the art of negotiation, and the importance of clear communication. THE HUMAN SIDE OF MAKING DEALSWhile financial considerations are undoubtedly critical when making deals, the human element remains pivotal in sealing the deal. In the intricate dance of buying, selling, or starting a business, both the head. Building a relationship is pivotal to a successful deal. Beyond financial considerations, many sellers care deeply about the legacy of their business and are unlikely to sell to someone they feel won't respect or continue that legacy. Building trust and rapport can be just as crucial as getting the numbers right. IT'S NOT ALL ABOUT THE MONETJeff advises against charging into meetings with sellers, focusing solely on financial specifics. Instead, he suggests fostering genuine conversations, letting sellers narrate their journey, their motivations, and their concerns about the future of the business post-sale. He emphasizes the importance of understanding a seller's emotional ties to the business, whether it's the legacy they've built or the relationships they've forged with employees over the years. COLLISIONS AS CATALYSTS FOR GREATNESSJeff, with his extensive experience in business operations and hiring practices, is a firm believer in the power of collisions. A quote from our interview that sticks out to me, “Collisions are the catalyst for greatness.” The idea is simple yet profound: When two people or entities with complementary skills and visions come together, the potential for greatness multiplies exponentially. ACQUIRING TALENT THROUGH M&ASIn a tight labor market, acquiring businesses can also be a strategy to onboard talent. Instead of recruiting individuals, companies can buy out entire teams or firms, ensuring they get seasoned professionals who are already synergized. While this approach has its advantages, however, integrating cultures and ensuring the acquired talent feels valued and comfortable are essential to the acquisition's success. For those interested in leveraging Jeff's expertise, he is approachable and encourages direct contact. He's available on LinkedIn and has two businesses: His coaching business at www.flawlessacceleration.com and his personal acquisition venture at www.ThayerGateProject.com. • • • For my full discussion with Jeff Evenson, and more on this topic and others discussed not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON JEFF EVENSON:https://www.thayergateproject.com/www.linkedin.com/in/jeffreyevenson Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to start getting yourself deal-ready, check out the DealQuest Podcast with Corey Kupfer each week. Featuring industry leaders and newcomers as guests alike, the DealQuest podcast has something for everyone.

In the latest episode of the DealQuest Podcast, I have the privilege of hosting Bill Snow, a towering figure in the world of mergers and acquisitions (M&A). With a rich career spanning over three decades, Bill boasts unparalleled expertise in myriad facets of M&A, including business sales, capital raises, and buy-side services, especially for middle-market companies. Having delved into sectors as diverse as automotive parts, medical supplies, security, apparel, and many more, his experience truly runs the gamut. Beyond his practical experience, Bill is also the mastermind behind the widely revered book, Mergers & Acquisitions For Dummies, serving as an invaluable guide for entrepreneurs and investors alike. UNDERSTANDING THE ART OF M&AWhen it comes to mergers and acquisitions, it's not just about the industry or the numbers; it's about understanding the intricate dance of negotiation, valuations, and human psychology. Bill emphasized that while industry knowledge can be beneficial, what's even more crucial is expertise in the M&A process itself. This point couldn't be truer. No matter if you're selling a marketing company or a manufacturing business, the foundational principles of M&A remain consistent. And that's where Bill's strength truly lies. MAXIMIZING YOUR COMPANY'S VALUEWhat Makes a Company Valuable? Bill breaks down the key factors that can significantly bolster a company's value: Replaceable Owners: The ability for an owner to step aside and let the business function autonomously is crucial. Buyers want assurance that the business won't collapse when the original owner departs. Diversified Customer Base: Concentrating too much business with a single customer can be risky. Businesses should strive for a varied customer base to ensure stability. Strong Management Team: Beyond the owner, companies need a reliable management team. This provides a continuation of operations even after the owner exits. Growth & Profitability: Both the top line (sales) and bottom line (profits) need to be growing. The margins matter too. A high volume of sales with thin margins might raise eyebrows. THE IMPORTANCE OF ACTIVITY IN MARKETINGSimply having a product or service isn't enough. The differentiation often comes from the relationships built, and the ongoing activity and efforts to remain top-of-mind with potential clients. For Bill there are the five essential things for marketing success: Professionalism - You need to show up and be a professional in your dealings. Knowledge - Understanding your industry or niche is vital. Ethics - Honesty and ethical dealings are essential. Activity - Consistent marketing and networking activities keep you in front of potential clients. Being Memorable - In a world full of noise, standing out is crucial. MERGERS & ACQUISITIONS FOR DUMMIESThe world of M&A is not always the easiest to understand, but Bill Snow is here to help newcomers and seasoned veterans alike with his new book Mergers and Acquisitions for Dummies. Available on Amazon, this insightful book delves deep into the complexities of the M&A landscape, breaking down intricate processes and strategies into digestible, actionable steps. Leveraging his extensive experience and wisdom, Bill provides readers with practical guidance, real-world scenarios, and invaluable advice to navigate successful M&A transactions. Whether you're considering your first acquisition, aiming to optimize your sale strategy, or simply looking to expand your knowledge in this dynamic domain, Mergers and Acquisitions for Dummies is a must-have resource to illuminate your path. Get Mergers and Acquisitions for Dummies today: https://www.amazon.com/Mergers-Acquisitions-Dummies-Bill-Snow/dp/0470385561 • • • For my full discussion with Bill Snow, and more on this topic and others discussed not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON BILL SNOW:https://www.linkedin.com/in/billsnow/ https://BillSnow.com Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to start getting yourself deal-ready, check out the DealQuest Podcast with Corey Kupfer each week. Featuring industry leaders and newcomers as guests alike, the DealQuest podcast has something for everyone.

Matthew Khalili is a first-generation immigrant whose journey into entrepreneurship began when he was born in this country. With a career spanning back to 2003, he embarked on a path of leadership, notably as Senior Marketing Director for an online technology supplier and solution provider, earning the company recognition as an Internet Retail Top 500 and an Inc. 500 Fast Growing Direct Sales Organization. His entrepreneurial spirit led him to establish a fashion technology platform, securing funding that earned accolades for the best business proposal during his M.B.A. program. In 2013, Matthew ventured into consultancy, founding Plan Writers, where he and his team empower early-stage start-ups and assist foreign entrepreneurs in their journey to the United States. IT'S ALL ABOUT DEALS Growth and expansion in business are often driven by one crucial factor – deals. Deals can come in all shapes and sizes, from large complex mergers and acquisitions to smaller agreements that can be executed even without significant capital. As the principal of PlanWriters, Matthew Khalili plays a vital role in the deal-making landscape. His consultancy focuses on preparing pitch decks and business plans, catering to a wide range of clients, from pre-revenue startups seeking small bank loans to mature companies preparing for Wall Street roadshows. Matthew and his team provide a turnkey service, which involves understanding the client's needs, conducting research, modeling financial projections, designing presentations, and packaging everything neatly to tell a compelling business story. THE IMPORTANCE OF SIMPLIFYING YOUR PITCH Securing funding and making impactful pitches is a critical skill. Many entrepreneurs focus on the content of their pitches, which is undoubtedly important, but there's a deeper layer to consider – the psychology of human decision-making. Matthew Khalili, a seasoned entrepreneur, and founder of PlanWriters, a consultancy that specializes in preparing pitch decks and business plans, shares valuable insights into the art of crafting an effective pitch that goes beyond just the words on the slides. One of the first principles Matthew emphasizes is the importance of simplicity and clarity. Your pitch should be straightforward and easy to understand. Complex jargon, technical details, and convoluted explanations can quickly lose your audience's attention. Remember, the brain seeks simplicity and clarity when evaluating new information. THE KEY TO CONFIDENCE Ultimately, confidence is not just a personality trait but a learned skill. Matthew's approach is to work with clients to build their confidence by emphasizing the importance of self-belief. Entrepreneurs must genuinely believe that their product or service can provide value to investors. This conviction, coupled with thorough preparation and training, can help individuals conquer any confidence-related challenges they may face in the world of pitching. FREEDOM AND ENTREPRENEURSHIP Entrepreneurship offers a path to freedom. For Matthew Khalili, freedom is about controlling one's time, generating income without constant labor, and having the flexibility to enjoy life with family, travel, and personal pursuits. This aspiration for freedom is a driving force for many entrepreneurs, motivating them to navigate the challenges of entrepreneurship and the world of deals. Navigating the world of deals and capital raising requires expertise, adaptability, and the willingness to embrace change. Trends like reshoring and advancements in AI are reshaping industries, offering opportunities for those prepared to seize them. With the right guidance and a culture of helping entrepreneurs succeed, ventures like PlanWriters are playing a vital role in facilitating entrepreneurial success. CONNECT WITH PLANWRITERS If you're an entrepreneur looking for assistance in pitching and securing capital or exploring the world of deals, you can learn more about PlanWriters by visiting their website at www.planwriters.net. Contact information and resources are available on their website, making it easy to get in touch with their team. FOR MORE ON MATTHEW KHALILI: https://www.linkedin.com/company/theplanwriters/ www.planwriters.net Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to start getting yourself deal-ready, check out the DealQuest Podcast with Corey Kupfer each week. Featuring industry leaders and newcomers as guests alike, the DealQuest podcast has something for everyone.

Folks, this week I'm bringing you another solocast of the DealQuest Podcast. This week, I want to share with you some of the valuable lessons and experiences I had at the Echelon Deal and Dealmakers Summit – an event that holds a permanent reservation in my calendar every year. The Echelon Deal And Dealmaker Summit is one of the premier M&A conferences in the investment advisory and wealth management space. Dan Siebert and his team at Echelon Partners — a respected investment banking firm in the industry — organize this event impeccably, and I appreciate their approach to conference planning. KEEPING IT SHORT AND SWEETOne of the standout features of this conference, and a lesson for organizers in any industry, is its concise format. Unlike many conferences that span several days, the Echelon Summit typically runs for a day and a half. It starts late afternoon, extends into the evening, and then concludes with a full day of content. This condensed schedule keeps things focused and engaging. This shorter format does not lack for content, education, entertainment, and networking, however. It is filled to the brim, without being exhausting, of a cornucopia of information each year. It's a format I truly appreciate, and recommend to conference planners. Conferences are hard for people to get to, especially carving out upwards of a week out of their calendar, so this accessibility is one I commend. THE CONSISTENCY OF INDUSTRY THEMESAt the heart of the summit were discussions surrounding M&A, with a focus on growth strategies, capital, and deal structures. These topics are the bread and butter of the M&A world, and it was refreshing to see industry leaders engaging in insightful conversations about them. While there may not have been any groundbreaking revelations at the summit, it's essential to understand that the M&A landscape is continually evolving. Certain themes remain consistent, such as the presence of aggregator and integrator acquisition firms actively engaging in deals. Additionally, there's a constant influx of capital into the industry, which has significant implications for valuation and deal structures. THE ENDURANCE OF SMALLER ADVISORSOne of the interesting points raised at the summit was the enduring presence of smaller advisors in the industry. Just as in other industries, the smaller boutique firms offer specialized and personalized services to clients. It's not about disappearing but finding your niche and excelling in it. The middle ground can be challenging to navigate, and it's likely that this will continue to evolve over time. The Evolution of IndustriesThe evolution of industries is a constant theme, and the M&A world is no exception. Looking back a decade or two, it's clear how much the investment advisory and wealth management space has matured. New players, such as private equity firms and family offices, have entered the scene, triggering consolidation and increased funding for acquisitions. This is a testament to the ever-changing landscape of business. As you navigate your own journey in the world of M&A, consider the lessons learned and insights gained from this conference. It's a testament to the enduring value of conferences in building relationships, staying updated, and exploring new opportunities. Whether you're a seasoned professional or just starting, there's always something to be gained from events like the Echelon Summit. • • • For my full discussion, and more on this topic and others discussed or not featured in this blog post:Listen to the Full DealQuest Podcast Episode Here Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to start getting yourself deal-ready, check out the DealQuest Podcast with Corey Kupfer each week. Featuring industry leaders and newcomers as guests alike, the DealQuest podcast has something for everyone. •••••

Meet Orrin Klopper, the CEO of Netsurit, a thriving Managed Service Provider (MSP) firm with a remarkable journey of growth. Under his leadership, Netsurit has evolved into a $40 million enterprise, boasting a team of over 100 professionals. What sets Orrin apart is not just his impressive business acumen but also his commitment to fostering a unique company culture. He's the driving force behind the globally awarded Dreams program, an integral part of Netsurit's aspirational ethos. As a Microsoft Partner, Orrin has successfully orchestrated three acquisitions, further solidifying Netsurit's position in the industry. What truly sets him apart, however, is his resilience and determination, shaped by his childhood experiences of attending nine different schools, with a few detours along the way. With a track record of turning challenges into opportunities, Orrin's story is both inspiring and emblematic of the entrepreneurial spirit. GROWTH FOR MSPs In the world of Managed Service Providers (MSPs), growth is the ultimate goal. Many MSPs strive to expand their businesses and reach new heights. One strategic approach to achieve this growth is through acquisitions. But for entrepreneurs looking to sell their MSPs, the decision to join a larger organization like Netsurit isn't just about the deal; it's about finding the right fit and value proposition. In a recent podcast interview, Orrin Klopper, CEO of Netsurit, shed light on what makes Netsurit an attractive option for MSP owners considering the next chapter in their journey. NETSURIT'S CRITERIA Netsurit has a specific set of criteria for MSPs it considers for acquisition. These criteria help ensure that the acquired MSPs align with Netsurit's strategic goals and culture. Here are the key criteria: 1. Leadership Retention: Netsurit places a high value on retaining the key leaders of the MSP being acquired. 2. EBITDA Range: Netsurit typically targets MSPs with EBITDA ranging from $500,000 to $2-3 million. 3. Recurring Revenue: A minimum of 60% recurring revenue in the MSP's business model is a crucial criterion. 4. People-Oriented Culture: Netsurit values MSPs with a strong people-oriented culture. A harmonious and engaged workforce is essential for continued success and scalability. 5. Microsoft Expertise: Netsurit is predominantly a Microsoft-focused business. MSPs that have expertise in Microsoft technologies and serve clients with similar technology needs are a strong fit. THE VALUE OF EQUITY Orrin emphasized that Netsurit's approach to offering equity as part of the deal isn't just a benefit for the seller; it's also a strategy they themselves embrace. This alignment of interests means that Orrin and his team are willing to roll over their equity when the time comes for Netsurit to have a liquidity event (such as bringing in a private equity partner). This underscores their commitment to protecting the culture and essence of the businesses they acquire. CHOOSING THE RIGHT PRIVATE EQUITY PARTNER Orrin acknowledged that this decision is not to be taken lightly. When determining the suitability of a PE firm, Netsurit considers various factors: 1. Alignment of Values: Netsurit looks for a PE partner whose values align with their own culture and philosophy. 2. Performance Track Record: A PE firm's track record in terms of achieving return on investments (ROIs) and managing portfolio companies is a crucial factor in the selection process. 3. Cultural Fit: Maintaining the soul and culture of the acquired businesses is paramount. Netsurit seeks a PE partner who shares this commitment and isn't solely focused on rapid change and cost-cutting. 4. Long-Term Vision: Netsurit values PE partners with a long-term vision for their portfolio companies. In the dynamic world of MSP acquisitions and private equity investments, Netsurit's journey provides valuable insights. The careful consideration of deal structure, the recognition of the value of equity, and the selection of the right private equity partner all play pivotal roles in the success of these endeavors. As the MSP industry continues to evolve, these strategies and insights will remain essential for companies looking to thrive in this competitive landscape. • • • FOR MORE ON ORRIN KLOPPER: https://www.linkedin.com/in/orrinklopper/ https://netsurit.com/en-us/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to start getting yourself deal-ready, check out the DealQuest Podcast with Corey Kupfer each week. Featuring industry leaders and newcomers as guests alike, the DealQuest podcast has something for everyone.

Few people stand out as a loud innovator as Jay Goldman in the technology and design space. Not only is he a New York Times best-selling author of The Decoded Company, but he also proudly wears the hats of a Forbes Technology and HBR Advisory Council Member. As the Co-Founder and CEO of Sensei Labs, Jay embodies the intersection of leadership, design, and technology. His passion for reimagining the Future of Work shines through not just in his leadership at Sensei Labs but also in his extensive writings and speaking engagements. From contributing to the Harvard Business Review to enlightening audiences at TEDx and NAS, Jay's insights into the ever-evolving workplace landscape are nothing short of visionary. MINDSET SHIFTS One of the topics I often dwell upon, perhaps to the point of redundancy, is the idea of the mindset shift. Yet, every time I bring it up, the resonance it generates is palpable. The crux of my narrative revolves around the transition from one state of business to another, and the psychological adaptations that go hand-in-hand. Many of us understand the leap from being an employee to becoming an entrepreneur, but the transition doesn't stop there. Stepping up from an entrepreneur to a dealmaker is an evolution in itself. The ability to harness the power of strategic business alliances and mergers is a skill many entrepreneurs don't possess, even if they've successfully built their business from the ground up. THE TRAJECTORY OF AI IN THE WORKPLACE One of Jay's remarks struck a chord with me. He mentioned Mark Andreessen's famous assertion that "software is eating the world." In today's age, especially with the dawn of AI, this statement holds more truth than ever. Interestingly, AI's trajectory hasn't panned out as most had anticipated. Two years ago, the mainstream view was that AI would replace manual, repetitive jobs. Yet, tasks like truck driving, which were expected to be easily automated, remain challenging. On the other hand, areas once deemed safe havens for human intellect, like content creation, have seen AI make significant inroads. IT'S NOT ALL DOOM AND GLOOM The crucial takeaway from this evolution isn't just the changing job landscape or the advent of new roles: The heart of the matter is adaptability. In any industrial revolution or technological leap, some jobs inevitably become obsolete. Still, history shows us that new roles emerge to replace them. It's not about fearing change but adapting to it and leveraging it to one's advantage. While it's tempting to get caught up in the whirlwind of doom and gloom prophecies about AI replacing jobs, history offers a more balanced perspective. The transition might not always be easy, but the adaptable always find a way to thrive. It's never as black and white as it seems. There's always a silver lining, a new opportunity, a new role waiting just around the corner. It's up to us to seize it. Check out this article by Jay Goldman on why Portfolio Orchestration is Private Equity's new superpower to improve value creation: https://www.forbes.com/sites/forbestechcouncil/2023/01/26/portfolio-orchestration-private-equitys-new-superpower-to-improve-value-creation/?sh=7aacc4eb5028 • For my full discussion with Jay Goldman, and more on this topic and others discussed: Listen to the Full DealQuest Podcast Episode Here FOR MORE ON JAY GOLDMAN: https://www.linkedin.com/in/jaygoldman/ https://www.senseilabs.com Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to start getting yourself deal-ready, check out the DealQuest Podcast with Corey Kupfer each week. Featuring industry leaders and newcomers as guests alike, the DealQuest podcast has something for everyone.

The wealth management space demands experts who not only understand its intricacies but also prioritize the interests of those they represent. Enter Jessica Polito, a seasoned professional who has dedicated her career to offering M&A advice exclusively within the wealth management realm. Recognizing the need for a shift from the conventional investment banking paradigm, Jessica founded Turkey Hill Management in 2021. Jessica is shaking up the M&A landscape, especially in the wealth management space. With Turkey Hill Management, Jessica is sidestepping the traditional investment banking model. By not charging success fees, she is revolutionizing how M&A advisory services are provided. THE UNCONVENTIONAL MODELTraditional investment banking relies heavily on success fees, but Jessica has chosen to sidestep this tradition. This is both brave and innovative. She attributed this decision to low overhead costs and the idea of aligning purely with the fiduciary she represents. Jessica's model ensures that the M&A advice is given without the shadow of a large success fee lurking behind. This keeps the advice pure and in the best interest of the client. Jessica clarified that her focus is genuine wealth management. The size of the firm isn't a strict criterion as long as it falls within her expertise. Broker-dealers and alternative investments, for instance, aren't in her wheelhouse. INVESTMENT BANKING DEMYSTIFIEDInvestment bankers play an essential role in crafting a company's presentation, ensuring it's attractively packaged for potential buyers or sellers. Beyond that, they're deeply involved in the bidding process, deal structuring, valuations, and much more. The overlapping roles between attorneys and investment bankers can sometimes blur the lines, but the good ones seamlessly bridge that gap. In Jessica's experience, there isn't much difference between the role of traditional investment banks and boutique firms like hers. Whether you're on the buy-side or the sell-side, the processes and procedures are comparable, with the primary focus being on due diligence, negotiations, and ultimately reaching a signing point. A PEEK INTO THE WEALTH MANAGEMENT M&A LANDSCAPEFocusing on the wealth management space, we've seen an upward trend. With numerous deals across industries, the wealth management sector has emerged as a significant niche. Despite some initial headwinds, like fluctuating interest rates and unpredictable stock markets, the optimism remains buoyant. Investment banking and wealth management M&A is as dynamic as it is intricate. With evolving trends, shifting market dynamics, and the never-ending quest for differentiation, the journey is as rewarding as it's challenging. It's a dance of numbers, negotiations, and nuances. And for those in the midst, keeping the bigger picture in view can often be the difference between a deal closed and a deal lost. • For my full discussion with Jessica Polito, and more on this topic and others discussed:Listen to the Full DealQuest Podcast Episode Here• FOR MORE ON JESSICA POLITO:https://www.linkedin.com/in/jessica-polito-421b763/www.turkeyhillmanagement.comCorey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to start getting yourself deal-ready, check out the DealQuest Podcast with Corey Kupfer each week. Featuring industry leaders and newcomers as guests alike, the DealQuest podcast has something for everyone.

Corey Kupfer is the Founder of DealQuest and Principal at Kupfer & Associates, PLLC. He is a deal-driven growth strategist, negotiator, dealmaker, speaker, and attorney-turned-entrepreneur. He founded DealQuest to provide courses, retreats, masterminds, and other valuable content designed to support entrepreneurs, high-level executives, and business leaders in achieving their vision and goals through deal-driven growth. Corey's journey into entrepreneurship started at the age of 15. Over the years, he has represented, trained, and mentored thousands of companies and entrepreneurs to achieve leaps in their business growth. He is the author of Authentic Negotiating, host of the DealQuest Podcast, and a member of the Entrepreneurs' Organization, New York Chapter. In this episode of the Smart Business Revolution Podcast, John Corcoran is joined by Corey Kupfer, the Founder of DealQuest, to talk about the entrepreneurial mindset. They also discuss the difference between starting a business in 1992 and 2015, the challenges entrepreneurial lawyers face, and tips for negotiating with creditors.

DealQuest community, once again, we are overjoyed to curate and share some of the more interesting moments from The DealQuest Podcast with a “Best Of” episode. This time around, we've compiled a collection of recent interviews with extraordinary guests, each revealing the stories behind their very first deals. Whether it was a childhood endeavor or an early career milestone, these anecdotes are sure to captivate and inspire you, soo get ready to dive into the exciting world of our guests' entrepreneurial journeys as we explore their first forays into the world of deals. STEPHEN SACHS Stephen shares his lifelong passion for cycling and how it led him to start his first deals by taking bicycles apart, reassembling them, and even selling newly crafted bikes. A fascinating journey of entrepreneurship from a young age. PURDEEP SANGHA In his early twenties, Purdeep took on an ambitious project - building his very first house with his best friend. The challenges and lessons learned during this experience have left a lasting impact on his life and career. CHANNING HAMLET Channing's journey took an unexpected turn when he transitioned from consulting to investment banking. His second deal, involving a third-generation family business, revealed the joy of working with smaller companies and making a meaningful difference in their lives. ACE CHAPMAN Ace's entrepreneurial spirit began at an early age when he started selling gold necklaces to fellow students. The lessons he learned from this venture, including the power of franchising and the importance of quality control, shaped his future deals and business endeavors. These stories are just a taste of the incredible content featured in these episodes. I highly recommend listening to the full interviews to gain more valuable insights and inspiration from these exceptional guests. THE DEALQUEST PODCAST The DealQuest Podcast remains committed to delivering engaging and informative conversations with influential figures in the world of deals and entrepreneurship. I appreciate your continued support and look forward to sharing many more exciting episodes in the future. • • • For my full discussion, and more on this topic and others discussed:Listen to the Full DealQuest Podcast Episode Here Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to find out how deal-ready you are, take the Deal-Ready Assessment today!

DealQuest community, I want to delve deeper into the complexities of negotiations and deal-making by drawing insights from my recent trip to the Middle East. While exploring Israel, Jerusalem, the West Bank, and Jordan, I observed not only the entrenchment of viewpoints but also the influence of leadership agendas on conflict resolution. THE MIDDLE EAST AND BUSINESS The Middle East is a region fraught with historical, political, and cultural complexities. It's important to acknowledge that the Israeli-Palestinian conflict and other issues in the region cannot be simplified or easily resolved. By examining the negotiation dynamics at play, however, we can gain insights applicable to various contexts. Leadership Agendas and Individual Interests: Challenges in the Middle East are much like those in business negotiations, and often arise from leadership agendas and individual motivations. In both contexts, personal, political, or power-driven interests can hinder progress. It's important to acknowledge and address these individual agendas to reach mutually beneficial outcomes and find common ground. The Role of Intermediaries: In both international conflicts and business negotiations, involving a neutral third party, such as a mediator or trusted advisor, can bring valuable benefits. These intermediaries offer fresh perspectives, and objective guidance, and help bridge gaps between conflicting parties. Their involvement facilitates communication, fosters understanding, and greatly enhances the chances of resolving disputes and finding mutually agreeable solutions. Confidentiality and Open Dialogue: Confidentiality is crucial in negotiations, whether in international conflicts or business deals. It creates a safe space for individuals to express their desires, concerns, and fears, fostering open dialogue and trust. As a negotiator or mediator, separate conversations with each party are essential to gain a deep understanding of their perspectives and interests. This understanding forms the basis for finding common ground and facilitating a resolution that satisfies everyone involved. The Power of Self-Transformation: Self-transformation plays a significant role in negotiation processes. By working on ourselves and developing a deep understanding of our own values, fears, and desires, we can approach negotiations with clarity and authenticity. This self-awareness enables us to recognize and manage our own biases, allowing for more effective communication and a greater likelihood of successful outcomes. When individuals transform themselves, it positively influences the negotiation dynamics and increases the chances of finding mutually beneficial solutions. LESSONS FOR BUSINESS NEGOTIATIONS The lessons from the Middle East can be directly applied to business negotiations. By addressing individual agendas, fostering open dialogue, and involving neutral facilitators, businesses can navigate conflicts and reach satisfactory resolutions. Recognizing that people within a group or organization may hold diverse viewpoints is crucial to understanding their motivations and finding shared objectives. Incorporating confidentiality and open dialogue into negotiations helps build trust and encourages creative problem-solving. It is clear that negotiating beyond entrenched viewpoints requires a multifaceted approach. By managing individual agendas, involving neutral facilitators, fostering open dialogue, and focusing on self-transformation, we can navigate complex negotiations and achieve positive results. While the challenges in international conflicts may differ in scale and magnitude from typical business deals, the underlying principles remain the same. By applying these lessons, we can strive for more successful negotiations and contribute to creating a world where resolutions are found, and conflicts are resolved in a peaceful and productive manner. • • • Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to find out how deal-ready you are, take the Deal-Ready Assessment today!

Have you ever wondered how the best negotiators get past the impossible and close deals or investors of their dreams? Well, in this week's episode, I bring on my dear friend Corey Kupfer, Corey is the author of the best-selling book authentic negotiating. He brings us into a masterclass on closing deals, investors, or new partnerships.WANT TO LEARN HOW THE BEST VC INVESTORS MAKE MONEY? SIGNUP FOR OUR NEWSLETTER:https://mailchi.mp/d41cfc90bd9f/subscribe-to-newsletterSubscribe on Youtube:https://www.youtube.com/channel/UCTOe79EXLDsROQ0z3YLnu1QQConnect with Ryan Miller:Linkedin: https://www.linkedin.com/in/rcmiller1/Instagram: https://www.instagram.com/makingbillionspodcast/Twitter: https://twitter.com/_MakingBillonsWebsite: pentiumcapitalpartners.com[THE GUEST]: Corey Kupfer is an expert strategist, negotiator, and dealmaker with more than 30 years of professional deal-making and negotiating experience as a successful entrepreneur, attorney, consultant, author, and professional speaker. He is the founder and principal of Kupfer & Associates, PLLC, a leading corporate and deal law firm; the founder and CEO of DealQuest, a speaking, training, and consulting company committed to inspiring authenticity in business; the author of the Amazon best-selling book Authentic Negotiating: Clarity, Detachment & Equilibrium - The Three Keys To True Negotiating Success & How To Achieve Them. He is also the creator and host of the DealQuest Podcast.[THE HOST]: Ryan is a Venture Capital & Angel investor in technology and energy. He achieved placement growth of 5200% ROI in his first 5 years in the industry. His Podcast, “Making Billions”, was recently ranked in the top 20 Venture Capital Podcasts on the Planet! Previously he served as a Chief Financial Officer for a National, award-winning InsurTech company, which he grew 50% year-over-year. Managed and mentored 250 professionals while serving in this role. Additionally, he has mentored over 500 emerging fund managers to start and scale their investment funds, totaling nearly $1B in funds raised to date. In addition to mentoring emerging fund managers, Ryan has managed a $250M portfolio of technology investments & start-ups. He has a BSc. in Finance and a Master of Financial Management and he is currently the Founder & Managing Director at Pentium Capital Partners specializing in Financial Consulting and Venture Capital investments.                                                                                                              DISCLAIMER: The information in every podcast episode “episode” is provided for general informational purposes only and may not reflect the current law in your jurisdiction. By listening to our episodes, you understand that no information contained in the episodes should be construed as legal and or financial advice from the individual author, hosts, or guests, nor is it intended to be a substitute for legal, financial, or tax counsel on any subject matter. No listener of the episodes should act or refrain from acting on the basis of any information included in, or accessible through, the episodes without seeking the appropriate legal or other professional advice on the particular facts and circumstances at issue from a lawyer, finance, tax and other licensed in the recipient's state, country or other appropriate licensing jurisdiction. No part of the show, its guests, host, content, or otherwise should be considered as a solicitation for investment in any way.Support the show

Marty Bicknell is the CEO and President of Mariner Wealth Advisors. As CEO and President, he drives the strategic direction for the firm, coming up with innovative solutions to help meet the needs of Mariner's clients. Marty has extensive personal and professional experience with closely held family businesses, and their unique complexities. As a result, he is a recognized leader in wealth management, and is often sought out as a mentor by other successful entrepreneurs. With the goal of keeping the client at the center of what they do, Marty and seven others founded Mariner Wealth Advisors in 2006. Marty's vision was to build a firm that could simplify their clients' lives by having the resources they need under the same roof. Marty and Mariner's promise is to always put the clients' interest before anything else – a promise they haven't budged from in their 17 years of business. I've had the unique pleasure of following the evolution of Mariner since its inception, so having Marty's insight and experience available to the DealQuest community is such an honor. THE INCEPTION AND CORE OF MARINER WEALTH ADVISORS Coming from a background of the wirehouses, that's all Marty knew. The first 16 years of his career was spent with A.G. Edwards, an incredible firm with incredible culture that, too, went through its own changes; ones that impacted many advisors, including Marty. By that point, he needed to figure out his next step, and was fortunate enough to come across two people from Fidelity who educated him on what the RIA industry was. Once he had a handle on the fiduciary model and the RIA industry, he knew it'd be a great fit for his clients, his team, and his own personal goals, and he “jumped right in.” He and his fellow founders started Mariner Wealth Advisors with a simple philosophy that still stands today: Clients first. No exception. Associates second. Shareholders last. This philosophy became important to Marty and the Mariner team because many firms today tend to prioritize shareholders a bit too much, and for Marty, he wanted his clients to feel their needs and wants are met; never having to question if Mariner is on their side, or not. FROM ORGANIC GROWTH AND ONBOARDING TO M&A INTEGRATOR: WHY MARINER SWITCHED Looking at the wirehouse model, it isn't uncommon to find a “corner office guy” be the best business development professional, but not exactly strong at advice. Looking elsewhere in the office, you'd find the opposite is true for someone else. For many years Mariner Wealth's growth was from a combination of organic growth and onboarding new advisors, but not from doing M&A deals. With an unwavering dedication to their core philosophy, Mariner focused on client outcomes, differing from the model within the wirehouses. Mariner started as an in-house tax practice. In addition to that, Mariner also owns their own Insurance General Agency. All of the many steps of forming Mariner allotted Marty and the team to bring to the table many different and new things, allowing them to perform bigger and greater for their clients. After about 10 – 12 years of operating primarily under organic growth, the studies began to show that organic growth was actually a lot lower, and slower. If you look at the average firm – below the big aggregator firms – you actually begin to see that growth is sitting at or under 3%. Compiling the staggering growth statistics for firm's that pursued deal-driven growth, Marty's philosophy for Mariner, and what he and his team want to achieve for Mariner's clients, making the switch to the integrator model began to make sense. WHERE THERE IS FAILURE, THERE IS A CHANCE FOR GROWTH The model switch wasn't an instant, overnight decision for Marty and the Mariner team. The switchover actually began in 2011 with Mariner's first acquisition deal. Marty frankly states that it was an opportunistic deal that ultimately didn't work out. It was a financially sound and beneficial deal, but culturally it was not a good mix. This resulted with Mariner having to ask their three largest revenue producers to leave the organization, taking their clients with them. This failure wasn't without its lessons in growth. It made Marty take a step back and evaluate, and learn what their non-negotiables were for a deal. Those non-negotiables in deals haven't faltered much since that first failed deal. THE HOW OF THE SWITCH In 2012, Mariner applied that knowledge and successfully completed four acquisitions. From 2012 to 2018, Mariner had a holding company approach, with approximately 20 firms that Mariner owned, on average, 70% of; wherein they kept their own brands. This initial aggregator approach allowed Mariner to enter into the acquisition space. The problem was that they weren't getting any synergy, and they were simply sharing 70% of the profits of the firms. In 2018, Mariner really began the transition from that aggregation approach to an integration strategy, starting the One Mariner Project. The One Mariner Project involved: Buying out minority owners Brands transitioning to the one Mariner brand Operating under one ADV The acquisitions from 2019 onward were full buyouts,which is an impressive feat considering these deals were entirely self-funded until June 2021, when Mariner brought in their first private equity partner. INTEGRATOR VS. AGGREGATOR For Marty and Mariner Wealth Advisors, the philosophy of “clients first” meant their firm's growth was dependent upon how they could provide their best for their clients. This is not to say that other models don't or can't work, as we know many firms operate under various models to serve their clients in their own best way. The key here is knowing what will work best given your unique business goals and target clientele. With that in mind, I hope you take away from this series some actionable next steps you can use to determine which wealth management model – or combination of models – works for you, your business, and your clients or which of the featured firms might be a good fit for you. • • • FOR MORE ON MARTY BICKNELL & MARINER WEALTH ADVISORS:https://www.marinerwealthadvisors.com/ https://www.marinerwealthadvisors.com/our-team/marty-bicknell/ https://www.marinerwealthadvisors.com/our-team/marty-bicknell/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to find out how deal-ready you are, take the Deal-Ready Assessment today!

Corey Kupfer is an expert strategist, negotiator and deal-maker with more than 35 years of professional deal-making and negotiating experience as a successful entrepreneur, attorney, consultant, author and professional speaker. He is the founder and principal of Kupfer & Associates, PLLC, a leading corporate and deal law firm; the founder and CEO of DealQuest, a speaking, training and consulting company providing negotiating and deal-driven growth programs and services; the author of the Amazon best-selling book, Authentic Negotiating, and the creator and host of the top 1.5% rated podcast the DealQuest Podcast.

Entrepreneur, podcast host of Note Closers Podcast, and President of WeCloseNotes.com, Scott Carson, is an expert in real estate investing, raising capital, and marketing. He has a heavy focus in guesting on podcasts, speaking at industry conventions, and helping thousands of investors and entrepreneurs each year create wealth through his debt-buying classes, podcasting, and coaching. In 2022, he was named by US News Reporter Magazine as the #4 Entrepreneur to Follow. Underneath his expertise, Scott enjoys traveling, sports, and gardening; all things that create lasting memories for him. The specialty of buying mortgage notes wasn't what the small-town Texan had in mind. His parents had opened a local hardware store, so Scott fully believed his future would be carrying on that business, or going into sports. In his childhood, Scott was the neighborhood “that kid”, wherein he was always busy doing odd jobs for neighbors on the weekends to make some money. Halfway through his college degree in communications and journalism, he switched to majoring in business, allowing his childhood entrepreneurial mindset to later serve him to become one of the most sought-after speakers in the real estate space. MORTGAGE NOTES & MORTGAGE NOTE BUYERS On the DealQuest Podcast, we've not covered buying mortgage notes, so I'm thoroughly excited to introduce the DealQuest audience to this type of deal. To better understand these types of deals, we will first brush-up on what a mortgage note is, and what a mortgage note buyer does. But what exactly is a mortgage note? They are defined as “a legal document that establishes the terms of a loan for both the borrower and the lender.” In layman's, a “note” is merely an active debt. Banks will have owed debt that isn't performing – the borrower hasn't paid on the debt for some time – and the banks will sell off the debt to third parties like Scott – a note buyer -- who will purchase that debt for a lump sum price from the bank. The new owner of the debt will now be responsible for collecting the debt from the borrower. THE BUSINESS OF BUYING NOTES Operating within the secondary mortgage note market, mortgage note buyers like Scott offer the owner of a mortgage note the opportunity to receive an upfront sum of cash rather than a series of small payments from a borrower. Scott primarily focuses on buying: Residential first-lien debt Commercial first-lien debt Primarily non-performing notes, meaning the borrower hasn't paid in a certain timeframe. (For Scott, that's anywhere from 90 days to 6 years.) The process is straightforward: the note buyer purchases the note from the lender for a predetermined lump payment. Despite the fact the transaction between the note buyer and lender is for a fraction of the original debt, the borrower continues to have responsibility all unpaid amounts due under the original note amount; they just do not owe it to the original lender, but instead to the note buyer. This is how note buyers make their profit. For Scott, he prefers to open a discussion with the borrower and find out what prevented them from honoring their lending agreement. Financial hardships can come to anyone at any time, and Scott wants to work with the borrower to help get them back on track. Understanding why they became delinquent on their agreement is a part of that process. Some note buyers will restructure the debt in a way that is more accessible to repay for the borrower to get the note to perform again. This includes but is not limited to: Reducing that debt by a certain amount, adjusting the payment amounts, or adjusting the payment schedule. The profit comes from paying a smaller lump sum to the lender, and then collecting the original owed debt and interest from the borrower even if it is over a longer period of time. To make this a profitable business, note buyers have three options: Continue the debt in its entirety until it is fully repaid Get the note back to performing status and sell it back on the market for $0.80 - $0.90 on the $1 A third option comes into play when the note does not become performing, and they take ownership of the property via foreclosure or other applicable legal remedies. To break this down: A borrower accrues $50k in debt on a mortgage note and stop making payments ↓ The lender will then put the note up for auction ↓ A note buyer will purchase that note for a negotiated discounted price up front, for instance, $25k ↓ The borrower is beholden now to the note buyer to repay their debt ↓ The borrower still owes the $50k and needs to pay that off to the note buyer ↓ The note buyer will negotiate terms with the borrower to get it to perform again The borrower does not respond or agree to mutually agreeable terms ↓ A) Retain the note until the debt is paid in full – earning up to $25k profit plus interest, orB) Sell the note for a higher percentage than purchased – earning up to $25k profit They take over ownership of the property and sell the property BUYING NOTES: A PRO-CON DEAL In the context of non-performing mortgage notes, lenders – in this context, usually banks -- have all of the same options as note buyers when it comes to recouping their loss on a note. They, too, can renegotiate terms or foreclose on the property and sell it. So, why would a bank opt to sell the non-performing note rather than foreclose and re-list the property for profit, or attempt to get the note to reperform? This is the #1 question Scott gets asked. Like all deals, there are pros and cons. And those pros and cons are going to be dependent upon what the goal of the lender is. Sometimes the cons will outweigh the pros for the lenders, sometimes the pros just won't be enough. When it comes to banks, it's about leverage and velocity capital, as well as every state has their own foreclosure timeline (Texas being the fastest in the country; New York State has a multi-year foreclosure timeline). These foreclosure timelines also play a role in whether a bank chooses to take on the responsibility for the note at full, or sell it on the market to a note buyer. There are also financial and other reasons that banks don't like to carry non-performing loans on their books plus they are not in the business of buying, managing or reselling properties and generally have no interest in being in such business. BENEFITS OF SELLING They receive a lump sum for the debt, versus the small payments owed by the borrower They can immediately turn around and reloan their received sum to other borrowers The note debt is no longer their burden They can make back some of the lost amount on non-performing notes They can focus on their core business of taking in deposits and lending money and not have to worry about managing, maintaining and selling properties or dealing with the legal system. As with any deal, the goal is to make a transaction that benefits both parties, however, many banks would rather take their hit and not the risk. They would sooner sell the note for $0.50 on $1, and immediately turn around and loan that money 10 more times, versus playing the long game and taking the risk of the borrower finally honoring the note. Having multiple non-performing notes in circulation means money is just stagnant for long periods of time, and with banks it's about keeping that money circulating and moving at as fast of a pace as possible. THE WEBUYNOTES MODEL Scott and his company, WeBuyNotes.com, do not work with major national institutions such as Chase or Bank of America. This is because the notes done by larger institutions are usually $50M+; instead, they buy from regional banks, small institutions, and hedge funds for smaller sums. The reason for this is in part due to operating on a smaller scale, but also because it offers him the ability to purchase multiple, smaller notes at one time, versus one large note. Logically, this choice makes sense for his company's size, as acquiring several notes increases the the impact of it not performing has a much larger negative impact. . An important part of Scott's goal is to select notes on which he can collaborate with the borrower to get them to a state of reperforming, and help people stay in their homes. However, Scott does not only buy residential notes, or sometimes there are borrowers who will not get to reperforming. As a result, there are numerous elements to consider while determining which notes he will bid on. What condition is the property in? How far into the foreclosure process is the bank? Whether property is vacant What is the estimation of repairs needed to get the property back to market ready? Evaluating what the likelihood of the borrower coming to the table to work on getting the note back to a performing status Bidding based upon on the worth of the property, not what the borrower owes Scott's refined considerations on whether or not to bid on a note have led him to a point where an average of 60% of occupied properties end up to a state of reperforming, and people can remain in their homes. This is a high percentage in the industry. NOT RECESSION-PROOF Nothing is guaranteed “recession-proof”. However, Scott's model for WeBuyNotes.com has helped him succeed through uncertain times. The unprecedented COVID19 pandemic has claimed many businesses, jobs, and family homes. Many people could not foresee the impact the pandemic would have across the board; not just personally, but in business, as well. There is no denying that during the height of the pandemic, Scott felt the pressures. Due to pandemic-induced financial instability for many people, more and more people began to default on loans and debts throughout 2020. While this may sound like it's “good for business” in the context of note buying, it actually made things a bit tougher for Scott. He had to stick to his criteria and considerations for purchasing notes, be smart about his risks, and not lead with fear or over-confidence. By remaining on task to his criteria and considerations for note buying, and remaining on top of his due diligence, Scott and WeBuyNotes.com are coming out on the other side in a strong position. • • • FOR MORE ON SCOTT CARSON:Http://NoteWeekend.com * GET A FREE TICKET WITH CODE “DEALQUEST” • • • Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to find out how deal-ready you are, take the Deal-Ready Assessment today!

Musician, Lawyer, and President of one of the nation's premier RIA firms, David Canter, is focused on positioning Bluespring Wealth Partners as one of the premiere acquirers in the industry. He is very hands-on with operations, including overseeing day-to-day operations and identifying new areas of opportunity and growth. David has worked himself up the ladder in the space, previously serving as Executive Vice President and Head of the RIA segment for Fidelity Clearing & Custody Solutions and now serving as President of Bluespring Wealth Partners. David has worked on many sides of the RIA space, including custody, and now acquiring, but, as most stories go, working in the RIA space wasn't his life-long passion. Without question, he had his sights set on the entertainment industry. He based his life around going into the entertainment industry – training at one point as an actor – and has a love of music and playing his guitar. Breaking into the entertainment industry is hard; beyond acting as an extra, he found that the work just wasn't there. He quickly had to realize that there were other avenues he could take to make money, while still keeping the arts as a deeply held passion. Once he made the decision to focus himself elsewhere, David was drawn to law. The lure of the courtroom was undeniable to David, and he went on to pursue a Juris Doctorate from the University of Baltimore. He loved the courtroom and trial-work, and currently holds his FNRA Series 24 license and is a California State Bar member. THE BLUESPRING ATTRACTION David has been a jack of all trades in the best way possible, but what attracted him to Bluespring Wealth Partners after nearly three decades in the RIA space is simple: He wanted a new challenge. He wanted to find a place that met his self-evaluations for a new challenge after 12+ years at another firm. He found Bluespring's platform very appealing. That platform is based on: Helping people, helping investors specifically Welcoming entrepreneurs Allowing entrepreneurs to continue to be entrepreneurs Doing good with the education and powers they have For David, Bluespring Wealth Partners wasn't just a challenge, but a fitting piece to the next chapter in his career. It allows him to be entrepreneurial, but simultaneously intrapreneurial. This balance allows David many freedoms he wouldn't otherwise have, and a chance to build the company into something new. It is now a 29-firm platform spanning 16 states – and growing. The firm will do 9 acquisitions by the end of 2022, but not just for the sake of acquisitioning. Their acquisition plan is focused on solving the problems of their “partner firms”, as they call their network of firms. AN INFORMED CHOICE In the RIA space, there are many choices an investor can make just to get to the starting line. David believes in choice, and not merely having choice, but having informed choice. David understands that Bluespring Wealth Partners isn't going to be the perfect choice for everyone, however he wants the DealQuest listeners to know what Bluespring does. Bluespring Wealth Partners can be best described as a practice management consultancy at its core that happens to be in the strategic M&A space. It is the responsibility of practice management consultants to assist offices and firms with improving efficiency within their workplace and in their business operations. That's the bulk of Bluespring Wealth Partners' approach: Addressing problems with their acquired “partner firms” and problem-solving efficiency via the network of firms under Bluespring. ONE SIZE DOES NOT FIT ALL Two of the most commonly used words in the RIA space are “aggregator” and “integrator”. Many firms operate either pure aggregator or pure integrator, however, there are a number of firms that pick elements of either model to formulate their perfect model. There is a reason all these models exist, and that's simply because no singular model works for every firm, entrepreneur, client, or investor. Again, choice plays a vital role in decision for the model under which Bluespring operates. The choices David lay out are: Choice 1: Do nothing. Keep on moving forward as you always have, and hopefully filling your career. Choice 2: De-risk. For example: A firm has a retiring partner, so to pull some capital, they find a minority interest. Not take control, but merely provide some capital. Choice 3: Find a pure capital partner. For example: They buy 50%+, and you obtain a capital partner that's not going to provide other shared services or contributions aside from bulk capital. Choice 4: Entrepreneurial model (A.K.A.: aggregation model). Keep your brand and the acquiring company will take at minimum 51% interest in your firm and build a flexible deal structure. By doing this, the focus is preserving the entrepreneurial model and providing various services to help propel your firm forward into growth within the network of acquired firms. Choice 5: Subsume into another brand (more commonly known as integration model). You become the larger brand, forgoing your independent brand identity for the growth of the whole institution. The larger firm will guide the smaller acquired firms in their business activities, but the goal of the smaller firms is to continue looking after their clients. Choice 6: Internal succession to a G2. David notes that in their initial research for founding Bluespring, they found that founders mostly prefer this route;however, the biggest obstacle is finding the capital. G2s would say they would like to pay out of cash flow, but ultimately, it's the entrepreneur taking the risk and it's their cash flow that will fund that transition. Choice 7: A combination of all of the above. Choosing the aspects of all the available models to build a Frankenstein model that works best for your goals, your future, and what you want to do with your firm. These seven choices on how to proceed is what allows a firm to formulate how they're going to move forward with their M&A deals. Bluespring Wealth Partners primarily functions as Choice 4, the Entrepreneurial Model, while recognizing the benefits of all models, opting to borrow practices from other models to give their entrepreneurs the best of all worlds, and allowing over half of their firms to be standalone RIAs. Keep their brand (For example: Capital Planning, A Bluespring Wealth Partner) Keep their own ADV Keep their client experience Bluespring provides capital A sister company Kestra Financial wherein some of their firms they've bought it on that chasse THE VALUE BLUESPRING BRINGS David affirms there are about 90% of opportunities that cross their path that they do not take. Bluespring is very transparent with those opportunities as to why they pass. By being particular in the opportunities they take, Bluespring has built an elite and strong network of firms. Offering immense value to the firms that Bluespring acquires. One attribute of Bluespring's consultancy is that even when they pass on an opportunity, they're offering their consultancy to these firms to help them better grow, irrespective of Bluespring choosing to bring them into their network or not. Bluespring's consulting really begins long before they even decide to enter into a transaction. If Bluespring does go forward with a transaction, there's a lot of due diligence they do by way of taking a consultative approach to how they're going to do business together, and how they're going to structure transactions so the right benefits, incentives, and horizons can be found. Once a firm enters their network, they provide an array of resources to help their community network grow: A business consulting group Marketing assessments Large technology infrastructure An M&A team to help with sub-acquisitions Access to capital, backed by two private equity firms -- majority-owned by Warburg Pincus, and Oak Hill Capital Offering a training program for G2s: The G2 Successor Academy, a simulated 2-year course wherein G2s are educated and trained through guest lecturers, peer study, etc. CHOOSING WHAT WORKS FOR YOUR SUCCESS There is a reason why there are so many various models and combinations of models. At the end of the day, choosing your model is about you and your goals. With Bluespring, David ultimately wants to operate as a culture-driven community. Allowing their acquisitions to remain primarily autonomous, while gaining the support of Bluespring and their resources. There is no one superior model, however each firm will always believe they've found the key to making a successful business. That is true in a lot of ways because success is very abstract; they are successful because their model works for them, not because they have the superior model. Reviewing choices, building a model for their needs and goals, and understanding what opportunities should be taken and those that shouldn't, are all keys to making Bluespring's model work successfully. They will be some of the keys to help build your success, as well. • • • For my full discussion with David Canter, and more on the topic:Listen to the Full DealQuest Podcast Episode Here • • • FOR MORE ON DAVID CANTER AND BLUESPRING WEALTH PARTNERS:https://www.bluespringwealth.com/advisor/why-bluespring Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to find out how deal-ready you are, take the Deal-Ready Assessment today!

Co-Founder, Chief Development Officer, and Principal of FTW Investments, Logan Freeman, is uniquely talented in investments while remaining compassionate. Alongside his fellow co-founders, Cory Tuck and Parker Webb, he co-hosts their FTW Investments' podcast Invest for The Win. Logan is particularly committed to equitable access to affordable housing, collaborating closely with numerous groups to help eliminate home inequality and houselessness in Kansas City. Logan's personal motto, “Do well by doing good,” has helped lead him with authenticity in his business endeavors. Logan's specialty is focusing on off-market properties, with off-market properties accounting for more than half of his completed transactions. Having completed over 125 transactions, totaling more than $150 million, Logan's unique talents allow him to effectively guide individuals and organizations throughout their entire investment journey. Nevertheless, Logan's first dream wasn't in investment, nor was it his first talent. Logan spent his formative years focusing on basketball and football, becoming a standout All-American collegiate football player at the University of Central Missouri, where he was spotted and picked up as an underdraft free agent player by the Oakland Raiders. He also spent his youth working in a hay field, offering him a background and upbringing focused on a sense of hard work and being unafraid to get his hands dirty to get the job done. Prior to going into real estate, Logan would flip cars and motorcycles. The concept is the same as flipping homes: Investing in updating run-down objects and then selling them for a profit. Vehicle flipping afforded Logan a firm grasp of real estate, which fits with his approach to the industry: Just because something is broken down, doesn't mean it isn't salvageable. Combining his willingness to “get his hands dirty”, do the work, and look at otherwise dismissed properties, Logan sets himself apart in the real estate industry. COMMUNICATION IS HOW SELLING HAPPENS Confidence in a deal doesn't end with how effectively the deal is structured on paper, and dealmaking involves more than merely coming to agreeable negotiations. When it comes to dealmaking, Logan emphasizes the necessity of communication. “Selling is just the transference of feeling from one individual to the next,” he opines. You accomplish this by: Body language Your words * How does your impact affect others and their feelings? By working on your communication skills, and becoming adaptable to others' communication styles, your ability to create a successful deal is going to greatly increase because you're building authentic confidence in the buyer for not just the proposed deal, but confidence in you. STARTING IN SYNDICATION Syndication -- syndicated deals or syndicated loans -- is simply just one way of raising money from other people in order to gain financial support for your own investments. Usually, syndication involves using two or more lenders to fund one loan for a single borrower. A lot of time this occurs when a loan request is too large for one investor or firm, or falls outside of their risk tolerance, so multiple lenders come together to share the risk, and fund the proposed deal. There are two forms of syndication: Approaching lenders with a specific deal, package, property, etc., and only acquiring lending for that specific goal. Create a fund that is not specific to a deal, package, property, etc., and instead is dependent upon the borrower, and discretion to invest that funding is left up to the borrower, be it a single person, partners, or a group. MISHAPS IN SYNDICATION Logan chose the joint venture route at the start of his real estate investment career, however, he soon learned that going it alone wasn't the ideal option because he quickly ran out of knowledge, experience, and most of all, capital. He sought advice from his mentor, who advised him to bring on business partners that would “supplement his skillset”. To do this, Logan needed to evaluate a number of things in order to determine whom to bring in: What were his skills and which skills were actually valuable? Logan was skilled at deal-finding, relationships, and raising capital. What was he lacking in order to make positive investments? Logan lacked knowledge of finance, accounting, management, or project management. How many additional partners did he need to make a rounded team? When he found people who possessed what he lacked, did communication and relationship work well together? It took Logan a year and a half to go through these evaluations and find the right fit for his needs to build a rounded team of people. In 2019, his team was prepared to begin looking for project-specific syndication. Now, Logan and his team look for larger properties, IE: multi-family properties, shopping complexes, and industrial properties. SYNDICATION FUND MODEL VS PROJECT-SPECIFIC MODEL While Logan and his team are currently operating under project-specific syndication, he doesn't knock the advantages of the fund model. In fact, his goal is to one day switch to the fund model, in order to have more freedom in his team's investments. There are advantages and disadvantages to both models of syndication: Project-Specific Model Pro: A good place for investment beginners Pro: Lenders are more likely to approve funding requests if you approach them with a fully fleshed-out plan Con: The funding is confined to strictly the project proposed Con: Less freedom to choose where to put funding Fund Model Pro: More freedom to choose where to put your funding Pro: The ability to take on multiple projects Con: Most lenders require several years of experience, X number of successful deals, or an extensive portfolio of successful deals Con: Lenders can choose to remove their funding on a deal-by-deal basis One thing that is true for syndications, regardless of the model, investors are not looking for short-term projects. Many do not want to fund a project for 12 months, and then turn around and have to find a new project to fund, therefore, Logan's projects tend to be on a 5- to 10-year holding. Regardless of the model, one thing is true for syndications: Many syndicate investors are not looking to sponsor a short-term project, and then 12 months later have to look for a new project to invest in. Logan doesn't buy a property, fix it up, and then immediately put on the market; his projects typically have a 5- to 10-year hold period. This way, he's building long-lasting relationships with his syndicates, building trust with his syndicates, which in turn allows him the ability to build a portfolio of successful investments in order to move towards a fund model syndicate and be allotted more freedom in the future. ANTICIPATION OF THE FUTURE As I've mentioned many times, I don't like to discuss “The R-Word” and become a self-fulfilling prophecy,however, recessions are a reality of capitalism, and you wouldn't be doing your due diligence if you didn't at least plan for the chance of how to operate during a recession or market drop. Although there was a lot of fear and uncertainty in the market after the COVID-19 pandemic hit, Logan and his company saw this as a perfect opportunity to purchase because prices were so low. This time period was ideal for buying if you could get equity and debt because they were historically the lowest levels they've ever been. It just took getting over the overall fear in the market and having faith in an upswing that allowed the company to make this decision that proved beneficial to them. That being said, Logan and FTW Investments weren't the only ones in 2020 to have this foresight. Inflation was brought on by the three rounds of U.S. stimulus checks combined with this decline in prices and debt creating heavy – and rather fascinating – competition in the market. All of these factors compiled have caused interest rates to soar, which is creating another problem: Sellers are wanting the prices of yesterday, while buyers are wanting the prices of tomorrow. This is called a Bid-Ask Gap: Wherein the amount by which the ask price exceeds the bid price for an asset on the market. This current Bid-Ask Gap is extremely large at present, and this is causing transaction volume to “drop off the cliff”, so to speak, and it takes time for sellers to catch up to the present, and essentially “face reality”.Logan is excited about the future and developing his firm more, but he's also nervous about the prospect of a recessionary period. Logan's top priority for preparing for any potential or anticipated recessionary period, especially as a young guy and a young firm, is ensuring his operational capacity is very strong and focusing on: People Collective Genius Systems Processes Technology Relationships By focusing on making these aspects as strong as they can be, and remaining diligent about them, Logan continues to be optimistic and faithful that FTW Investments will continue to flourish and grow. FRAGMENTED INDUSTRY OPPORTUNITY As this competition in the market grows, the market becomes fragmented. This simply means, there are numerous companies competing, and no single enterprise or small groups that control the sector. The real estate industry is becoming fragmented because deals done in the last 2-3 years were made with floating rate interest rates forcing owners to either refinance or buy a rate cap. Rate caps are extremely expensive right now, hovering somewhere around 7-8%. However, this fragmentation allows for opportunities for smaller companies to come in and grab assets at a discount. This method may cause some grief and headache for 12-15 months, Logan says, but if you're a good operator, and have access to sources of equity and debt you can turn to, you can take on the risks and reap the potential for a huge reward. This is the period in which leading businesspeople like Warren Buffet or Charlie Munger say: “The time is now.” Great risk has the potential for great reward. A HEALTHY RELATIONSHIP WITH RISK Regardless of how safe a deal appears to be, risk will always be present. Although there are no mathematical formulas that can calculate and quantify the risk of any given deal, if you approach every situation with the mindset of a dealmaker, you can begin to assess risk in a constructive manner. By utilizing the dealmaker mindset, you are enabling yourself to break free from unhealthy far of risk, and choosing to evaluate and respect all potential risks to your current idea, project, or deal. (For more on having a dealmaker mindset, check out: How To Have A Deal-Maker Mindset or Overcoming Negativity for Deal-Making Success, from the DealQuest blog.)• • • For my full discussion with Logan Freeman, and more on the topic:Listen to the Full DealQuest Podcast Episode Here • • • FOR MORE ON LOGAN FREEMAN AND FTW INVESTMENTS:https://open.spotify.com/show/5BL4gCOzvjmyGveSikSZ89https://www.facebook.com/ftwinvestmentshttps://www.instagram.com/ftwinvestments/?hl=enhttps://twitter.com/ftwinvestments Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to find out how deal-ready you are, take the Deal-Ready Assessment today!

On Wednesday's episode of the DealQuest Podcast, I discussed attending two RIA M&A conferences, and how I felt inspired to create a special series on the DealQuest Podcast dedicated only to the topic of the different deal models and structures of the top RIA aggregators and integrators. Well, folks, this is the beginning of that series. On Fridays, I will be bringing in leaders of the top RIA aggregators and integrators. After all, 91% of all these deals happening now are mainly being done by these private equity-funded firms. WHAT IS AN RIA (A QUICK INTRO FOR THOSE NOT IN THE SPACE) For those in the DealQuest community less familiar with what an RIA is, it stands for “Registered Investment Advisor”. A Registered Investment Advisor (RIA) is a firm that provides wealth management and related services to individuals and institutions.. Unlike at brokerage firms, it is the independent RIA advisors have a fiduciary duty to always and only provide advice that is in the best interest of their clients. Some other responsibilities of an RIA: Financial planning Retirement planning Estate planning Investment management Budgeting Debt repayment Insurance AGGREGATOR AND INTEGRATOR I'm sure you've heard me use these terms on the DealQuest Podcast plenty of times. These are also terms used readily in not just the RIA space, but other industries, as well. So, what are they? There is a difference between “aggregator” and “integrator”, and not everyone falls under one label or the other. A pure integrator model is where a firm comes in and buys your firm with the goal of usually rebranding under the buyer's brand. Some perks of using an RIA integrator: One brand One tech stack One ADV in the RIA industry Often a closer-knit community with the intent to scale more quickly The expectation is, through integration, focusing solely on building the one brand and building equity, enterprise value, and scale within the one brand. Whereas aggregators come in, buy your firm, but generally allow you to keep your branding. This can be done through co-ownership or being a separate entity. Some of the purported perks of aggregators include: Not having to sell your branding under the buyer's name May also have more flexibility on tech choices, not being locked into a tech stack You may potentially have more control over decisions Our discussions will also cover how, sometimes, the aggregator and integrator models can be combined. In fact, some firms believe the best way to build a better deal is by combining what they perceive as the most advantageous features of both models. THE RIA SERIES This series aims to provide RIA firms and advisors who are considering selling or just want to understand the landscape better, the opportunity to hear directly from the leaders of many of the most active aggregators and integrators in the RIA industry. Some of these topics include, but certainly will not be limited to: Discussing their different models Why is one model better than another Who their capital partner are Whom they're looking to target The deals they have done What their future plans are What might be the best fit for you, the listener Overall, what's going on in the industry now By providing you with this series, I want you, as a potential seller or someone looking to understand the various options available for any other reason, to have access to the ideas and principles that underlie top aggregators and integrators and to get access to the visions and plans of the leaders of each of these firm, allowing you to evaluate them individually and easily compare them to each other.. I want you to be able to comprehend what some of the best firms and dealmakers did to establish themselves as industry leaders and how that may benefit you by either doing a deal with these leaders or emulating their approaches for your own independent greater success. Ultimately, although directed most specifically to the RIA industry, this series will be valuable for those outside the RIA industry as well. You will get unique insight into a maturing industry into which significant capital is flowing but one that still has a lot of room for additional growth and evolution. . There will be a wide range of topics covered that will be applicable to many listeners from other industries. My aim is always to assist you in becoming a better dealmaker, no matter the nature of your deal. • • Listen to the Full DealQuest Podcast Episode Here Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to find out how deal-ready you are, take the Deal-Ready Assessment today!

Corey Kupfer is a deal-driven growth strategist, negotiator, deal-maker, speaker, and attorney. He is the founder of corporate and deal law firm, Kupfer & Associates, PLLC. He's also the founder of DealQuest, host of the weekly DealQuest Podcast, and author of Authentic Negotiating.Deal-Driven Growth - Your Ticket to Freedom | Corey Kupfer

From his college dorm making direct sales, Jack Gibson began his journey at age 19, where he built a multimillion-dollar venture before he was old enough even to rent a car. After several stock market setbacks, he became passionate about learning everything to do with real estate investing and generating passive income. This is why Jack Gibson is now a go-to person for investment guidance. Gibson has also authored "Indestructible Wealth", a practical guide to building an investment income. In this episode, Jack shares his favorite investments to achieve financial freedom, and gives valuable advice for those starting out: focus on one main stream of income, and eliminate distractions to build your wealth faster. Investing in Something Predictable A common problem all entrepreneurs share is income inconsistency. It does not matter if your company is five, twenty, or fifty years old, results can still fluctuate depending on the country's economy. Of course, you can do dividends, but what good does a 1.5% average yield do? That is not enough to increase your net worth. As already mentioned in earlier episodes of the DealQuest podcast, it is hard to compete in the stock market, especially for the average individual investor. Doing anything other than dollar cost averaging into a diversified portfolio/trying to beat the market does not pay off for most investors. Furthermore, technology like program trading systems can make it all the more difficult to compete with the big players. To ensure a stable income in his career, Jack started focusing on passive investments. There are always going to be times of volatility in the markets--and no business is truly 100% passive--but, by focusing on investments in less efficient markets like real estate in which you have more chance to be competitive and find lucrative deals and in connection with which you do not lose any sleep fearing losing your income overnight. Real Estate: Low Risk And High Return Real estate endeavors represent 70% of Jack's total portfolio, and is a great place to have incremental growth. As it is a less efficient market, there are more opportunities for smaller players to do well. The competition between investors is also fairer, as it requires you to study and dedicate yourself to understanding the market: In real estate, you don't need to check the valuations every day, different from the crypto market, for example. Even if the market drops 20%, in real estate you do not have to worry about your money as long as you own a cash-flowing property. As an example, Jack once acquired an $80K property where he did not check the evaluation for five years, then he sold it for $230K. In his mind, no other investment has such low risk and high returns like real estate. You can increase income by adding extra value or repurposing long-term properties to short-term AirBnB, increasing yields by two to three times. Jack's real estate journey began by buying up rentals for passive income, and then selling them for additional income. As much as it is comparatively safe, keep in mind that real estate is not 100% passive or without risk. When you buy a property, you're buying a business: it's got an income coming in, you've got property management, and you have got expenses and you need to understand all aspects of that business. Storage: The Most Passive Income As stated earlier, there are no investments that are completely passive. However, storage is as close as you can get to it. Although real estate represents almost all of Jack's portfolio, he says his favorite investment is storage facilities due to how passive and resilient it is to any economic downturn. The way Jack can have good returns in the storage sector while not having it be a distraction to his core real estate business is simple: he is an investor in somebody else's syndicate which makes the storage facility investments. Multiple Streams Of Income Can Distract You You've probably heard the phrase: "You shouldn't have all your eggs in one basket", this is partially true! But for people early in their career, multiple streams of income can become multiple streams of distractions, reducing your ability to dedicate yourself to the possibilities for your money to grow. If you look at most financially successful people, they started with a single stream of income, focus and dedicate themselves to it, and diversified as they grew. According to Jack's experience, this is the most effective way to build wealth faster. You Can Invest In Down Markets As opposed to what many people think, there are enormous opportunities in down markets, including when buying properties. People often miss this window out of fear and lose what could be a big deal. During the COVID-19 stock market crash, Jack was convinced the market was going to continue to drop, but after a few days, the opposite happened: it rebounded fast. Jack missed an incredible buying opportunity by trying to predict the bottom time. So, do not let fear stop you, markets always cycle in and out, we just do not know when. Connect with Jack for more: https://www.myindestructiblewealth.com/ https://highreturnrealestate.com/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to find out how deal-ready you are, take the Deal-Ready Assessment today!

Being a good entrepreneur or successful business owner doesn't exactly mean you're a dealmaker. If you want to expand your business possibilities, you need to have the right mindset to avoid getting into poor deals. I am fascinated by the concept of getting into the right mindset to make good negotiations. In this solocast, I will explain some principles for you to shift your mindset to build a deal-related skill set. Know Your Potential Deals A good indicator that you have the dealmaker mindset is that you have the habit of thinking about the potential deals that you can already do; is simple, but extremely important. A dealmaker is constantly mapping out all the possibilities for new business. Don't hold yourself back and always leave open the possibility of partnering with all types of people. When launching into a new market or niche with a product and service, my number one advice is to consider who the people that already have access to that industry are—probably the first group of people who come to mind are your competitors. Consider teaming up with them. Never eliminate the possibility of doing business with competitors. Even on the DealQues podcast, we had several professionals who shared their successful deals with competing companies. Consider reaching out to complementary businesses—businesses that sell into that client base, industry, or that demographic region you want to enter; those are the companies that sell complementary products. Approach them with some kind of proposal- it can be a partnership, a strategic alliance, a distribution deal, or a sales commission deal. First, don't focus on how these alliances will be structured. This can derail the negotiation and limit your business opportunities. Focus on how this negotiation can be helpful for your company. The structure can be worked out together later, or you can also ask your attorney for advice. Specialize In Deal-Making One of the important aspects of this mind shift of becoming a dealmaker is scheduling time to look for new deals, meeting professionals to tutor you, and educating yourself about businesses in your field. I started this podcast so that more people could hear from other professionals and their deal processes. Always take other's experiences as lessons for your career. When you hear a professional talking about their deals, take note: How was the deal made? What was the deal process? How do these professionals look for new opportunities? What are the opportunities they seek? How do they assess risk? When do they leave a deal? This can all be learned through videos, books, or podcasts on the deal side. This has to be a priority in your routine, as well as your other administrative tasks in your business, so you will be better prepared to do what is most beneficial for your company. Get Used To Taking Risks Yes, every entrepreneur is a risk-taker on some level, but for a deal-maker mindset, you need to constantly watch yourself to make sure you're not in your comfort zone. With the day-to-day of the company, having to do the payroll weekly, and with some ups and downs in the market, it can seem intimidating to take a risk on a deal that there is no guarantee will work. The shift to becoming a dealmaker is being able to calculate and take those risks. Practice The Deal-Maker Mindset Train your mind to look out for opportunities and understand the risk that's involved with deals. Gradually, you will be more and more confident about making good negotiations. In the DealQuest podcast, there are thousands of examples of successful deals that you can apply to your career as a way to start. Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast. If you want to find out how deal-ready you are, take the Deal-Ready Assessment today!

On this episode of Investor Connect, Hall welcomes Corey Kupfer, Founder at DealQuest, Host of the DealQuest podcast, Founder and Managing Principal at Kupfer & Associates, and Author of “Authentic Negotiating.” Corey founded DealQuest to provide courses, retreats, masterminds, and other valuable content designed to support entrepreneurs, high-level executives, and business leaders in achieving their visions and goals through deal-driven growth. The DealQuest podcast takes you behind the scenes with some of the world's most fascinating deal-savvy business leaders. This is the one place where they can openly share the secret to deals they have done (or failed to do) and the issues, opportunities, benefits, pitfalls, and lessons learned. Kupfer & Associates' focus is on providing the legal insight and counseling needed to advance each client's business interests. A successful entrepreneur from the age of 15, Corey is a passionate advocate and leader in the entrepreneurial world; he's also a renowned strategist on deal-driven growth strategies. Corey has represented, trained, and mentored thousands of companies and entrepreneurs to create leaps in their business growth. As a member of the New York Chapter of Entrepreneurs' Organization since 2008, a Board Member since 2010, and Chapter President from July 2014 - June 2016, Corey has been a passionate advocate and leader in the entrepreneurial space. Corey is a frequent speaker at entrepreneurial, business, and securities industry conferences and events on many topics, including authentic negotiating, deal-making and structuring, entity and platform design, mergers and acquisitions, entrepreneurship, visioning and planning, employee attraction and retention vehicles, authentic conversation about race and building authentic business relationships. Visit DealQuest at , and listen to the podcast at . Visit Kupfer & Associates at and on LinkedIn at Reach out to Corey at , on LinkedIn at , and on Twitter at .   _____________________________________________________________________ For more episodes from Investor Connect, please visit the site at:    Check out our other podcasts here:   For Investors check out:   For Startups check out:   For eGuides check out:   For upcoming Events, check out    For Feedback please contact info@tencapital.group    Please , share, and leave a review. Music courtesy of .

Recently, I was a guest on Corey Kupfer's podcast, Deal Quest, where I revealed the five key ingredients to making the deal.  It was such a great episode that I wanted to share on my Extraordinary Focus podcast! Tune in as we discuss: How to understand your power and what's possible for you. Why alliances are a huge possibility. How to break through limiting beliefs. How to find the courage and seal the deal. Why being charmingly persistent leads to strong alliances. How transparency can help you close more deals. Are you dreaming big enough? Corey Kupfer is a deal-driven growth strategist, negotiator, deal-maker, speaker, and attorney. He's also the founder of DealQuest, host of the weekly DealQuest Podcast, and author of Authentic Negotiating.  

To get the right M&A deals done, it's best to steer clear of growth for growth stake. Corey Kupfer, Principal of Kupfer & Associates, PLLC, Founder and CEO of DealQuest and member of the Entrepreneurs' Organization, embodied the mind of an entrepreneur and learned accountability from a young age. From the moment he started his firm at the age of 30, Corey blended his entrepreneurial spirit with his law firm to help business leaders with deal-driven growth. Listen now as Corey shares how every good M&A deal that wishes to secure the right terms must focus on strategy.

When you think of the word “asset,” what comes to mind? For many people, that one valuable thing they have been investing in is their relationship with clients. It can be seen as an invaluable asset for any business and especially when it comes down how we handle our relationships with others. You can see your clients as a resource to be dealt with, like any other asset. The way in which you interact and communicate with them will depend on the type of relationship that has been created - whether it's positive or not! Listen to this solocast to learn more about: What “good will” is in the world of deal-making What hidden assets lie in your relationships How to strengthen those assets And more! Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/LinkedIn: https://www.linkedin.com/in/coreykupfer/Facebook: https://www.facebook.com/CoreyKupferTwitter: https://twitter.com/coreykupfer

The episode explores the deals that made 2021 a record breaking year, good and bad. There were record numbers in the finance and tech sector in the past year. It seems that 2022 is going to be another really good year. Psychologically, coming out of the pandemic, everyone is really interested in getting back to business and looking for opportunities to have the capital to do it. Unexpected Industries The restaurant industry is, as always, a lot more lit than we think. The fact that so many deals closed with such high-powered clientele should tell you everything about how strong this sector really is! You might think that with the turbulence of 2021 in the restaurant industry less deals might've closed or the deals generated might've represented less money but you'd be wrong. The industry's challenges did not stop deals from closing or money from being made. Fastest Growing Industries For Deal-MakersFinancial services and FinTech are hot industries right now, but they won't be the only ones to watch. Wealth management is also seeing an increase in private equity funding - especially from PE firms that have been investing heavily into other financial service companies like banks or wealth planners recently. This is an industry booming with opportunities. It will be interesting to see where all that PE money goes!Luckily for pet owners, there is a booming market in the US and abroad for everything from food to toys. The increase of people with pets has led many companies specializing on these goods as well. With the rise in popularity of pets, particularly dogs and cats during a pandemic that hit many countries worldwide; demand for pet supplies has increased. This means more people are looking to purchase products made by companies specifically catering towards their needs- which is great news because it provides an opportunity! Listen to this solocast to learn more about: What sectors thrived through the uncertainty How deal-driven growth proved to be the way to thrive What sectors surprised us all and how And more! Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

The podcast episode aims to help people understand what they are getting into with deal brokering. Several aspects of closing deals may not fit your personality and standards, for example: The Nature of the Deal Deal-making is sometimes exhausting - especially if you're working on multiple deals simultaneously. They could take a lot of time, effort and focus. Sometimes, emotional attachments are formed too. I've counseled against emotional attachment in the past. But this is real life; emotional attachments are inevitable when you're not trained to deal with them. Sometimes, it is a new company, an acquisition, or a key distribution of licensing deal - they are all the same in deal-making. I'm not trying to scare you or something, but deal-making is no joke. It requires commitment, and you might experience constant fatigue. I know people who have committed serious blunders on deals and gotten physically and mentally ill. Risk Tolerance No matter how good you are at doing deals, there is a little tiny thing you should always look out for; deals blow up. If you are not a risk-taker, you'll find deal-making almost impossible. Like everything that has upsides, there are risks in doing deals. Most deal-making experts are entrepreneurs or high-level executives and are used to taking risks as part of their jobs. This bit is quite interesting because most entrepreneurs find it difficult to take risks - not that I'm judging. Listen to the first solocast of 2022 to learn more about: Things to consider before deciding to be a deal-maker What it takes to be a deal-maker Why you should continue to do what you are doing And more! Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Keith is the founder of the K2 group LC, a financial consultancy firm. He has worked with and influenced hundreds of companies to secure funding and financial education. His portfolio also boasts over $100 million closed in investments, focusing on natural products, foods, and beverages. He is also a mentor to many, including women growth labs. Keith has always been fascinated by engineering since he grew with and was influenced by engineers. He earned his first paycheck as a 10 years old boy working as a calligrapher for his father. Keith is a vast and well-experienced financial consultant. He is skilled in profiling businesses for the best economic opportunities for business growth. He recently started a seminar to coach businesses in financial education. Listen to learn more about: Financing evolution Fintech Business financing How business financing works Financial mistakes And more! Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Damon Gersh is the President and CEO of Maxon's Restorations, Inc., an innovative leader in the property damage restoration industry. Damon is a winner of the Ernst & Young Entrepreneur of the Year Award, the Fast Company Award for Leadership, and Inc. 500 and Inc. 5000 awards. Damon is also a Past President of the Entrepreneurs' Organization New York City Chapter, the co-founder of the Gathering of Titans annual entrepreneurial conclave, and the co-founder and Past President of Restoration Affiliates, LLC. Listen in to learn more about how to scale a business without being at the center of everything even when you're in the business of disasters, the difference a bespoke equity plan makes, the difference having a great vision makes in deal-making, what you need to have clarity on walking into a deal, how to check for your attachment to the outcome. Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Corey Kupfer is a deal-driven growth strategist, negotiator, deal-maker, speaker, and attorney. He's also the founder of DealQuest, host of the weekly DealQuest Podcast, and author of Authentic Negotiating.A successful entrepreneur from the age of 15, Corey is a passionate advocate and leader in the entrepreneurial world; he's also a renowned strategist on deal-driven growth strategies. Key Takeaways:Money is like water. If it doesn't move, it goes stagnant. It has to flow. Once you let it flow, it flows back.Fundraising is partnering with people to invest in the future that you want to see in the world. Fundraising is a gift, not a burden. It attaches people to their power and their purpose. You're not just asking money from people when you're fundraising. You, in service of them, are giving them an opportunity to step into their greatness. “I made the commitment, I said I'm gonna put it in my budget first, I looked at what I'll need to change and cut down on expenses - and it turned out that I never had to do that. Because more abundance flowed - and it came back in.  If it's really from a place of true giving, it does come back to you. And it continues to…” “My personal growth, my financial success, my connectivity to human beings, my satisfaction in life have all been exponentially higher because I was called forth” “What the fundraiser gave me was the gift of getting more connected to my passions, to see the impact I make, to have me change as a human being.” - Corey Kupfer Reach out to Corey Kupfer at:Twitter:  https://twitter.com/coreykupferFacebook: https://facebook.com/CoreyKupfer/ Website: https://www.coreykupfer.com Instagram: https://www.instagram.com/coreykupfer/ Be more confident, credible & convincing to your board & supporters without feeling rejected, ineffective, or pushy.Learn to manage your mindset, lead yourself and others more effectively and have the meaningful conversations that drive your most important work. Get your free starter kit today at  www.theinfluentialnonprofit.com 

The podcast episode aims to help people understand what they are getting into with deal brokering. Several aspects of closing deals may not fit your personality and standards, for example: The nature of the dealDeal-making is sometimes exhausting - especially if you're working on multiple deals simultaneously. They could take a lot of time, effort and focus. Sometimes, emotional attachments are formed too.I've counseled against emotional attachment in the past. But this is real life; emotional attachments are inevitable when you're not trained to deal with them. Sometimes, it is a new company, an acquisition, or a key distribution of licensing deal - they are all the same in deal-making.I'm not trying to scare you or something, but deal-making is no joke. It requires commitment, and you might experience constant fatigue. I know people who have committed serious blunders on deals and gotten physically and mentally ill. Risk tolerance No matter how good you are at doing deals, there is a little tiny thing you should always look out for; deals blow up.If you are not a risk-taker, you'll find deal-making almost impossible. Like everything that has upsides, there are risks in doing deals.Most deal-making experts are entrepreneurs or high-level executives and are used to taking risks as part of their jobs. This bit is quite interesting because most entrepreneurs find it difficult to take risks - not that I'm judging.Listen to the first solocast of 2022 to learn more about:Things to consider before deciding to be a deal-makerWhat it takes to be a deal-makerWhy you should continue to do what you are doingAnd more!Listen to the DealQuest podcast today!Website: https://www.coreykupfer.com/LinkedIn: https://www.linkedin.com/in/coreykupfer/Facebook: https://www.facebook.com/CoreyKupferTwitter: https://twitter.com/coreykupfer See acast.com/privacy for privacy and opt-out information.

Keith Kohler is the Founder of The K2 Group LLC, a finance consultancy. Keith has worked with and impacted hundreds of companies with financing and financing education. Over the past few years, he has originated and closed over $100 million in financing, with a particular focus on the natural products and food and beverage industries. He supports founders in multiple other areas via several other roles, including as a mentor of the Nutrition Capital Network, as a Year 5 Mastermind Advisor for Babson College's Women's Innovating Now Growth Lab, and as a Wharton Venture Lab Expert in Residence and Mentor. Listen to the DealQuest podcast today!Website: https://www.coreykupfer.com/LinkedIn: https://www.linkedin.com/in/coreykupfer/Facebook: https://www.facebook.com/CoreyKupferTwitter: https://twitter.com/coreykupfer See acast.com/privacy for privacy and opt-out information.

Damon Gersh is the President and CEO of Maxon's Restorations, Inc., an innovative leader in the property damage restoration industry. Damon is a winner of the Ernst & Young Entrepreneur of the Year Award, the Fast Company Award for Leadership, and Inc. 500 and Inc. 5000 awards. Damon is also a Past President of the Entrepreneurs' Organization New York City Chapter, the co-founder of the Gathering of Titans annual entrepreneurial conclave, and the co-founder and Past President of Restoration Affiliates, LLC.Listen in to learn more about how to scale a business without being at the center of everything even when you're in the business of disasters, the difference a bespoke equity plan makes, the difference having a great vision makes in deal-making, what you need to have clarity on walking into a deal, how to check for your attachment to the outcome, Listen to the DealQuest podcast today!Website: https://www.coreykupfer.com/LinkedIn: https://www.linkedin.com/in/coreykupfer/Facebook: https://www.facebook.com/CoreyKupferTwitter: https://twitter.com/coreykupfer See acast.com/privacy for privacy and opt-out information.

Last week Scott Walton and I talked about relationships, and how pivotal they are for deal-making. Scott's deals and succession plan were built on his relationships, and that's true for many deal-makers. It's certainly true for me! In fact, my own success in deals and with DealQuest and this podcast are deeply connected to the relationships I've built. Over the years, I've noted that most successful entrepreneurs engage in deal-making, especially when it comes to scaling and growth. Listen in to learn more about my RELATE acronym that sheds more light on the power of relationships and deals. Listen in to learn more about: Relationship building Entrepreneurial scaling with deals Deal-making success And more!

Last week Scott Walton and I talked about relationships, and how pivotal they are for deal-making. Scott's deals and succession plan were built on his relationships, and that's true for many deal-makers. It's certainly true for me! In fact, my own success in deals and with DealQuest and this podcast are deeply connected to the relationships I've built. Over the years, I've noted that most successful entrepreneurs engage in deal-making, especially when it comes to scaling and growth. Listen in to learn more about my RELATE acronym that sheds more light on the power of relationships and deals.Listen in to learn more about:Relationship buildingEntrepreneurial scaling with dealsDeal-making successAnd more! See acast.com/privacy for privacy and opt-out information.

Rha Goddess is THE entrepreneurial soul coach behind hundreds of breakthrough changemakers, cultural visionaries, and social entrepreneurs. Her mission? To revolutionize the way we live, work, play and do business. Part of fulfilling that mission includes revolutionary deals! You might also have heard Rha's previous DealQuest interview here, where she discussed her publishing deal for The Calling: Three Fundamental Shifts to Stay True, Do Good, and Get Paid. Listen today to hear about Rha's: An Early Deal-Making Start The Rise if nFormation Revolutionary Business Partnerships Revolutionary Deals in Research, Collaboration, and More And more!

Rha Goddess is THE entrepreneurial soul coach behind hundreds of breakthrough changemakers, cultural visionaries, and social entrepreneurs. Her mission? To revolutionize the way we live, work, play and do business. Part of fulfilling that mission includes revolutionary deals!You might also have heard Rha's previous DealQuest interview here, where she discussed her publishing deal for The Calling: Three Fundamental Shifts to Stay True, Do Good, and Get Paid. Listen today to hear about Rha's:An Early Deal-Making StartThe Rise if nFormationRevolutionary Business PartnershipsRevolutionary Deals in Research, Collaboration, and MoreAnd more! See acast.com/privacy for privacy and opt-out information.

John Bly is an amazing deal-maker, as well as a returning DealQuest guest! (You can also hear from him in Episode 7, Acquisition: Not Just for the Big Guys.) He specializes in tax planning, mergers and acquisitions, business valuation, strategic planning for entrepreneurs, and more! In addition, John is the author of Cracking the Code: An Entrepreneur's Guide to Growing Your Business Through Mergers and Acquisitions for Pennies on the Dollar. Listen in to hear about what's happening in the M&A market, as well as what kinds of strategies John's firm is using today Bringing Entrepreneurship to Accounting A Growing Financial Career Deal-Making Success Strategic Planning for Entrepreneurs Speciality Services for Firms: Aprio & RSM And more! Listen to the DealQuest podcast today!

John Bly is an amazing deal-maker, as well as a returning DealQuest guest! (You can also hear from him in Episode 7, Acquisition: Not Just for the Big Guys.) He specializes in tax planning, mergers and acquisitions, business valuation, strategic planning for entrepreneurs, and more! In addition, John is the author of Cracking the Code: An Entrepreneur's Guide to Growing Your Business Through Mergers and Acquisitions for Pennies on the Dollar. Listen in to hear about what's happening in the M&A market, as well as what kinds of strategies John's firm is using todayBringing Entrepreneurship to AccountingA Growing Financial CareerDeal-Making SuccessStrategic Planning for EntrepreneursSpeciality Services for Firms: Aprio & RSMAnd more!Listen to the DealQuest podcast today! See acast.com/privacy for privacy and opt-out information.

Mel Abraham helps business owners and entrepreneurs build meaningful businesses so that they can have more profit, fans and freedom. His principles help customers become raving fans and your life full with fulfillment from a business that is congruent with your values, in alignment with your higher vision and connected to all stakeholders at an emotional level. Magic Tricks How to Balance as an Entrepreneur Journey Through Cancer Surprises From a Mentor 100+ Year Old Company Re-Growth Wealth Rollercoaster More Safety Equals More Risk And More! Listen to the DealQuest podcast today! Guest Contact Information: Mel's Website: https://melabraham.com The Affluent Entrepreneur Show: https://melabraham.com/show LinkedIn: https://www.linkedin.com/in/melhabraham The Business Builder Toolkit Online: https://melabraham.mykajabi.com/store/avdD348B

Mel Abraham helps business owners and entrepreneurs build meaningful businesses so that they can have more profit, fans and freedom. His principles help customers become raving fans and your life full with fulfillment from a business that is congruent with your values, in alignment with your higher vision and connected to all stakeholders at an emotional level.Magic TricksHow to Balance as an Entrepreneur Journey Through CancerSurprises From a Mentor100+ Year Old Company Re-GrowthWealth RollercoasterMore Safety Equals More RiskAnd More!Listen to the DealQuest podcast today!Guest Contact Information:Mel's Website: https://melabraham.comThe Affluent Entrepreneur Show: https://melabraham.com/showLinkedIn: https://www.linkedin.com/in/melhabrahamThe Business Builder Toolkit Online: https://melabraham.mykajabi.com/store/avdD348B See acast.com/privacy for privacy and opt-out information.

As a husband, father, friend, and serial entrepreneur, Tony Grebmeier's current ventures include co-founding ShipOffers with his childhood friends, and being the creator of the Be Fulfilled Brand. Tony notes that the journey to finding fulfillment is often filled with stories of stuff we never thought would happen. You may even feel like giving up entirely; that was his story, until his friend John showed up and saved his life. Now, Tony is passionate about teaching you how to master the inner game so you can experience more success of your own. Early Ambitions & First Deals Saying Yes (A Lot) Deals Gone Wrong Supplement Organic Growth with Deals Mastering the Inner Game And more! Listen to the DealQuest podcast today! Guest Contact Information: Website - https://www.tonygrebmeier.com/

As a husband, father, friend, and serial entrepreneur, Tony Grebmeier's current ventures include co-founding ShipOffers with his childhood friends, and being the creator of the Be Fulfilled Brand. Tony notes that the journey to finding fulfillment is often filled with stories of stuff we never thought would happen. You may even feel like giving up entirely; that was his story, until his friend John showed up and saved his life. Now, Tony is passionate about teaching you how to master the inner game so you can experience more success of your own.Early Ambitions & First DealsSaying Yes (A Lot)Deals Gone WrongSupplement Organic Growth with DealsMastering the Inner GameAnd more!Listen to the DealQuest podcast today!Guest Contact Information:Website - https://www.tonygrebmeier.com/ See acast.com/privacy for privacy and opt-out information.

Barry Seidel opened his own practice right out of school in 1982. He later wrote a book about his experiences, called Evolutions of a Law Practice - How I Opened My Law Practice Right Out of Law School...and Lived to Tell About It. Now he writes, speaks, teaches, and consults about law practice, with the goal of helping other lawyers improve their practices and their lives. As an unexpected and innovative deal-maker, he shares his thoughts on collaboration, competition, and creative growth. An Early Start His First Deal Developing as a Deal-Maker When You Do Things, Things Happen Doing Deals With Your Competitors Unexpected and Innovative Deal-Making Resisting the Deal And More! Listen to the DealQuest podcast today! Guest Contact Information: Probate website - http://www.queensprobate.com Queens per diem website - http://www.wecoverqueens.com/ Evolutions of a Law Practice Website - www.evolutionsofalawpractice.com LinkedIn - https://www.linkedin.com/in/nylaw2law/ Book - https://www.amazon.com/Evolutions-Law-Practice-Opened-School/dp/1543989527

Barry Seidel opened his own practice right out of school in 1982. He later wrote a book about his experiences, called Evolutions of a Law Practice - How I Opened My Law Practice Right Out of Law School...and Lived to Tell About It. Now he writes, speaks, teaches, and consults about law practice, with the goal of helping other lawyers improve their practices and their lives. As an unexpected and innovative deal-maker, he shares his thoughts on collaboration, competition, and creative growth.An Early StartHis First DealDeveloping as a Deal-MakerWhen You Do Things, Things HappenDoing Deals With Your CompetitorsUnexpected and Innovative Deal-MakingResisting the DealAnd More!Listen to the DealQuest podcast today!Guest Contact Information:Probate website - http://www.queensprobate.comQueens per diem website - http://www.wecoverqueens.com/Evolutions of a Law Practice Website - www.evolutionsofalawpractice.comLinkedIn - https://www.linkedin.com/in/nylaw2law/Book - https://www.amazon.com/Evolutions-Law-Practice-Opened-School/dp/1543989527 See acast.com/privacy for privacy and opt-out information.

I am so excited to have Mike Michalowicz back on DealQuest! He is the entrepreneur behind three multi-million dollar companies and a former small business columnist for The Wall Street Journal. Mike is an entrepreneurial advocate and author of many great books including: Fix This Next, Clockwork, Surge, The Toilet Paper Entrepreneur, The Pumpkin Plan, Profit First and Get Different, which is hot off the press. Master the milliseconds of marketing and understand the importance of differentiating in marketing and deal-making. There is so much to learn in this interview, including: How Mike wishes to cover 30 items in business that need addressed in his books What you can expect in Mike's new book Get Different How our minds make cognitive thoughts and considerations in milliseconds The need to get creative and be inventive to differentiate yourself And more! https://mikemichalowicz.com/ https://www.facebook.com/MikeMichalowiczFanPage/ https://twitter.com/MikeMichalowicz https://www.instagram.com/mikemichalowicz/ https://www.youtube.com/user/MikeMichalowicz

I am so excited to have Mike Michalowicz back on DealQuest! He is the entrepreneur behind three multi-million dollar companies and a former small business columnist for The Wall Street Journal.Mike is an entrepreneurial advocate and author of many great books including: Fix This Next, Clockwork, Surge, The Toilet Paper Entrepreneur, The Pumpkin Plan, Profit First and Get Different, which is hot off the press. Master the milliseconds of marketing and understand the importance of differentiating in marketing and deal-making. There is so much to learn in this interview, including:How Mike wishes to cover 30 items in business that need addressed in his booksWhat you can expect in Mike's new book Get DifferentHow our minds make cognitive thoughts and considerations in millisecondsThe need to get creative and be inventive to differentiate yourselfAnd more!https://mikemichalowicz.com/https://www.facebook.com/MikeMichalowiczFanPage/ https://twitter.com/MikeMichalowiczhttps://www.instagram.com/mikemichalowicz/ https://www.youtube.com/user/MikeMichalowicz See acast.com/privacy for privacy and opt-out information.

Jay Offerdahl and his father, Brad, founded Viking Mergers & Acquisitions in Charlotte, NC in 1996. Now, Jay is the president, and he specializes in mergers & acquisitions, customized exit strategies, succession planning and seller representation. In addition, Viking Mergers & Acquisitions also handles divestiture services for the mid-market company. They have dedicated and experienced advisors, and a passion for serving business owners. Following in His Dad's Footsteps First Deals I Don't Live to Work Why Do You Start a Business? The Deal-Making Table Do Your Due Diligence And More! Listen to the DealQuest podcast today! Guest Contact information: Twitter- https://twitter.com/vikingmergers?lang=en LinkedIn- https://www.linkedin.com/in/jayofferdahl/

Jay Offerdahl and his father, Brad, founded Viking Mergers & Acquisitions in Charlotte, NC in 1996. Now, Jay is the president, and he specializes in mergers & acquisitions, customized exit strategies, succession planning and seller representation. In addition, Viking Mergers & Acquisitions also handles divestiture services for the mid-market company. They have dedicated and experienced advisors, and a passion for serving business owners. Following in His Dad's FootstepsFirst DealsI Don't Live to Work Why Do You Start a Business?The Deal-Making TableDo Your Due DiligenceAnd More!Listen to the DealQuest podcast today!Guest Contact information:Twitter- https://twitter.com/vikingmergers?lang=enLinkedIn- https://www.linkedin.com/in/jayofferdahl/ See acast.com/privacy for privacy and opt-out information.

When Jessica Fialkovich sold her first business a decade ago, she had no idea where to start. Fortunately, she was able to exit successfully. She also realized that business owners were often not prepared to sell. Although thousands of experts will teach you how to start a business and how to grow one -- very few will teach you how to sell. So she decided to pull back the curtain about how the business sales process works and give buyers and sellers the tools to successfully (and profitability) complete a transaction. Over the past 7 years, her team has completed $250 million+ in transactions. This includes working directly with over 1,500 business owners, being involved with 350+ deals, and giving over 10,000 entrepreneurs guidance about buying and selling businesses Early Aspirations Lessons Learned A Whole New Industry Business Brokerage Market Research Starting as a Franchisee And more! Listen to the DealQuest podcast today!

When Jessica Fialkovich sold her first business a decade ago, she had no idea where to start. Fortunately, she was able to exit successfully. She also realized that business owners were often not prepared to sell. Although thousands of experts will teach you how to start a business and how to grow one -- very few will teach you how to sell. So she decided to pull back the curtain about how the business sales process works and give buyers and sellers the tools to successfully (and profitability) complete a transaction. Over the past 7 years, her team has completed $250 million+ in transactions. This includes working directly with over 1,500 business owners, being involved with 350+ deals, and giving over 10,000 entrepreneurs guidance about buying and selling businessesEarly AspirationsLessons LearnedA Whole New IndustryBusiness Brokerage Market ResearchStarting as a FranchiseeAnd more!Listen to the DealQuest podcast today! See acast.com/privacy for privacy and opt-out information.

From Broadway to broadcasting, Dean McFlicker's unique trajectory gives him a one-of-a-kind perspective that combines creative prowess with business acumen. Dean has produced for NBC, HBO, CNN, Entertainment Tonight, E! NewsDaily, and Good Morning America. As you might imagine, he's been involved with a lot of phenomenal shows! Dean helped launch countless hits as Senior Vice President of Promotional Programming at NBC, including This Is Us, The Voice, America's Got Talent, The Biggest Loser, Friday Night Lights, and all of NBC's live musicals. What a resume! (And this is just a glimpse of the work he has done!) I always love talking with folks who are coming from creative backgrounds, because they often offer a new perspective on deal-making. The Curved Path to Success Early Deal-Making The Art of the Creative Deal Not Just Features and Benefits We are Conscious Creators Integrity is Key And more! Listen to the DealQuest podcast today! Guest Website: www.deanmcflicker.com

From Broadway to broadcasting, Dean McFlicker's unique trajectory gives him a one-of-a-kind perspective that combines creative prowess with business acumen. Dean has produced for NBC, HBO, CNN, Entertainment Tonight, E! NewsDaily, and Good Morning America. As you might imagine, he's been involved with a lot of phenomenal shows! Dean helped launch countless hits as Senior Vice President of Promotional Programming at NBC, including This Is Us, The Voice, America's Got Talent, The Biggest Loser, Friday Night Lights, and all of NBC's live musicals. What a resume! (And this is just a glimpse of the work he has done!) I always love talking with folks who are coming from creative backgrounds, because they often offer a new perspective on deal-making. The Curved Path to SuccessEarly Deal-Making The Art of the Creative Deal Not Just Features and Benefits We are Conscious Creators Integrity is KeyAnd more!Listen to the DealQuest podcast today!Guest Website: www.deanmcflicker.com See acast.com/privacy for privacy and opt-out information.

When I do whiteboard sessions with my deal-making clients, I frequently cover 10 specific steps that help us move towards success. This process is especially key for those who want to be part of ongoing deals. As I've seen, the more deals you have going on, the more important it becomes to be strategic and follow a process that works for you. Ready to up level your own deal preparation? Listen in to the whole episode, or read on below! Know Why You're Making the Deal Who Are You Targeting? Build Your Value Proposition Get the Right Resources in Place Choose a Deal Model And more! Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

When I do whiteboard sessions with my deal-making clients, I frequently cover 10 specific steps that help us move towards success. This process is especially key for those who want to be part of ongoing deals. As I've seen, the more deals you have going on, the more important it becomes to be strategic and follow a process that works for you. Ready to up level your own deal preparation? Listen in to the whole episode, or read on below!Know Why You're Making the DealWho Are You Targeting?Build Your Value PropositionGet the Right Resources in PlaceChoose a Deal ModelAnd more!Listen to the DealQuest podcast today!Website: https://www.coreykupfer.com/LinkedIn: https://www.linkedin.com/in/coreykupfer/Facebook: https://www.facebook.com/CoreyKupferTwitter: https://twitter.com/coreykupfer See acast.com/privacy for privacy and opt-out information.

Carson Heady is the best-selling author of the "Birth of a Salesman" series, and is consistently ranked in Top 20 Sales Gurus in the world. He's currently the Sales Director for Microsoft Health & Life Sciences, where he taps into his extensive experience in operations & regional sales leadership, strategic planning, motivational management, P&L, advertising, marketing, and more. Along the way, Carson has proved that he isn't “just” a salesman, as he's become quite a pro at the complexities of deal-making as well. Listen in to learn more about -- Sales vs. Deals Getting His Start Comparing Sales to Deals Strategic Resources Deal Transparency Birth of a Salesman And more! Listen to the DealQuest podcast today! Guest Contact information: Twitter- https://twitter.com/cvheady007 LinkedIn- https://www.linkedin.com/in/carsonvheady/ Website- https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/

Carson Heady is the best-selling author of the "Birth of a Salesman" series, and is consistently ranked in Top 20 Sales Gurus in the world. He's currently the Sales Director for Microsoft Health & Life Sciences, where he taps into his extensive experience in operations & regional sales leadership, strategic planning, motivational management, P&L, advertising, marketing, and more. Along the way, Carson has proved that he isn't “just” a salesman, as he's become quite a pro at the complexities of deal-making as well.Listen in to learn more about --Sales vs. DealsGetting His StartComparing Sales to DealsStrategic ResourcesDeal TransparencyBirth of a SalesmanAnd more!Listen to the DealQuest podcast today!Guest Contact information:Twitter- https://twitter.com/cvheady007LinkedIn- https://www.linkedin.com/in/carsonvheady/Website- https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/ See acast.com/privacy for privacy and opt-out information.

Dr. Patricia (Pat) Baxter is a corporate veteran and femtrepreneur, as well as an award-winning, certified emotional intelligence (EI) coach. With 25+ years of corporate/entrepreneurial knowledge and know-how, a doctorate in business leadership, and multiple published books, Dr. Pat is a deal-making force to be reckoned with! Early Career Aspirations Emotional Intelligence and Deal-Making Mission Critical Skills Why Deals Die And more! Listen to the DealQuest podcast today! Guest contact information: Twitter Handle- @PatriciaBaxter Facebook Profile- patriciabaxter LinkedIn Profile- Dr. Patricia (Pat) Baxter

Dr. Patricia (Pat) Baxter is a corporate veteran and femtrepreneur, as well as an award-winning, certified emotional intelligence (EI) coach. With 25+ years of corporate/entrepreneurial knowledge and know-how, a doctorate in business leadership, and multiple published books, Dr. Pat is a deal-making force to be reckoned with!Early Career AspirationsEmotional Intelligence and Deal-MakingMission Critical SkillsWhy Deals DieAnd more!Listen to the DealQuest podcast today!Guest contact information:Twitter Handle- @PatriciaBaxterFacebook Profile- patriciabaxterLinkedIn Profile- Dr. Patricia (Pat) Baxter See acast.com/privacy for privacy and opt-out information.

Corey Kupfer is an expert strategist, negotiator and deal maker with more than 30 years of experience as a successful entrepreneur, attorney, consultant, author and professional speaker. He is the founder of a leading corporate and deal law firm; and the founder of DealQuest, a speaking, training and consulting company committed to inspiring authenticity in business.You can find Corey Kupfer on his site, https://www.coreykupfer.com/. Connect with Tony at www.tonygrebmeier.com and find the journal at https://www.befulfilledjournal.com/. See acast.com/privacy for privacy and opt-out information.

Precious Williams is a returning DealQuest guest (you can also catch her on Episode 79) who has successfully appeared on Shark Tank and is a 13X Elevator Pitch champion. In less than two years she grew her company from zero to multiple six figures, and her clients have received national, international, and corporate recognition. She's a world class speaker for brands including Google, and Microsoft, and is a 3x number one bestselling author. What Would it Mean For You? Pitching For Profit Lessons From Three Book Deals Leveraging Relationships and Influence Making Speaking Deals And more! Listen to the DealQuest Podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Precious Williams is a returning DealQuest guest (you can also catch her on Episode 79) who has successfully appeared on Shark Tank and is a 13X Elevator Pitch champion. In less than two years she grew her company from zero to multiple six figures, and her clients have received national, international, and corporate recognition. She's a world class speaker for brands including Google, and Microsoft, and is a 3x number one bestselling author.What Would it Mean For You?Pitching For ProfitLessons From Three Book DealsLeveraging Relationships and InfluenceMaking Speaking DealsAnd more!Listen to the DealQuest Podcast today!Website: https://www.coreykupfer.com/LinkedIn: https://www.linkedin.com/in/coreykupfer/Facebook: https://www.facebook.com/CoreyKupferTwitter: https://twitter.com/coreykupfer See acast.com/privacy for privacy and opt-out information.

This is my 100th DealQuest episode! This is a huge mile marker for our show, and I'm proud to have consistently released episodes for over two years now. If you've been a long time listener, thank you! If you're just joining us, welcome in! Joe Apfelbaum is the CEO of Ajax Union, a business-to-business digital marketing agency in Brooklyn, NY. He's been featured in Forbes, Entrepreneur, Inc, The Wall Street Journal and more. His newest book, High Energy Purpose: How to Be All in On Your LIfe and Find Your Truth, is out now. Making a Living Helping Businesses Deal-Making History We Have to Focus Taking on Investors And more!

Marcia Nelson is the Managing Director at ShareNett, a members only global network of professional investors offering curated, quality investment opportunities. She's also been a board member for multiple boards, including VentureCapitall.org, and is the president of ACG-NY. Marcia was recently named one of the 2020 Most Influential Women in Mid-Market M&A by Mergers & Acquisitions magazine. Listen in to learn more about: Marcia Nelson's Early Deal-Making Experiences Boutique Investment Banking Other Marketplace Trends Multi-Generational Investing Families Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

It's a myth that deals can only be done by big companies with big money. While I do have guests who share about large deals involving large amounts of capital, it doesn't mean that those are the only deals out there. This week, we're talking about deals for small businesses. I cover topics including: Increasing Small Business Sales Through Partnerships Licensing & Small Businesses Building Collaborative Relationships What Does it Take to Become a Deal Maker? Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Renee Reese is The Worthiness Queen. She helps leaders, entrepreneurs, and professionals heal their relationship with money and success and finally experience the power of feeling worthy of their next-level dreams. Renee is an attorney, certified success coach, NLP practitioner, T.I.M.E. techniques practitioner and hypnotherapist who speaks and teaches all around the world, focusing on mindset and personal development. She is a dynamic, in-demand speaker and audiences love her for her practical application and takeaways, transparency, and relatability. Listen in to our interview to learn more about: Childhood Joint Ventures Owning Your Worth Trust Building With Ourselves Self-Belief and Deal-Making Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Today's guest, Michael Vann, is a highly motivated and driven Business & Transaction Advisor at the Vann Group with over 18 years of experience in both corporate and entrepreneurial settings. He also works with clients in succession deals, including internal succession. Early Deal Making Internal Succession Deals The Buyers Don't Always Know What They're Getting In To Conversations with Owners Trends in the M&A Market Biggest Mistakes People Make Trying to Get Deals Done Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

This week, Laurie Barkman shares all about the art of creating and transferring business value. Listen in to learn more about: Laurie's Early Start Healthy Succession Planning Family Businesses, Family Values Top Down or Bottom Up Strategic Planning How to Create and Transfer Business Value Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Now that we're over six months into this pandemic, let's talk specifically about deal-making during the Covid era. On this solocast I'll cover: Why It's Hard to Compare Covid to Other Eras Deal-Making Isn't Going Away Deal-Making Lesson From The Voice Covid Era Stats What Trends Have Impacted You? I'd love to hear your experience within your own industry. What trends are you seeing? How have you been impacted? I'd love to connect with you on LinkedIn or Twitter and get a read on what you're experiencing. Listen to the DealQuest podcast today! Link to episode #25 that is referenced here: https://shows.acast.com/coreykupfer/episodes/episode-25-being-a-dominant-force-in-your-industry-with-damo Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

David DeVoe founded DeVoe & Company in 2011, and has been named ‘RIA M&A Guru' by Barron's. He shares RIA M&A trends, notes on Covid-19, and thoughts on succession and human capital. Listen in today as we cover -- Early Deals (And Missed Opportunities) M&A Industry Growth + Projections M&A Engagement Trends + Covid 19 Next Generation Talent & Succession Human Capital & Thoughts on the Future Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

You'll hear from Niles Heron, Julia Pimsleur, Brian Smith, Damon Gersh, and Chris Wilkerson! If you've been a founder, are currently a founder, or would like to be a company founder one day, this one's for you! Tune in for: The Need for Organic Growth: Niles Heron Million Dollar Women: Julia Pimsleur The Founder of UGG Boots: Brian Smith Identifying Your Industry's Choke Point: Damon Gersh And More! Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Sherisse Hawkins is the creative minded CEO & founder of Pagedip. She has a strong engineering background and a proven record of re-imagining how things can be done. She's appeared in Vanity Fair and Shark Tank. Listen in to learn more about -- Early Deal-Making Experiences Becoming an Entrepreneur Seeking a Co-Founder Notes on Capital Raising Capital Raising as a Woman, a Person of Color, and Engineer Personal Growth and the Internal Journey Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

This week on the solocast I shed some light on the sort of pre-planning that goes into internal succession deals. Listen in to hear more about: Creating a Pool of Buyers Advantages of Internal Succession Deals Disadvantages of Internal Succession Deals Setting Up the Deal Best of Both Worlds If you're considering an internal succession deal when you're ready to transition from your business, this is an excellent starting point! Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Noah Rosenfarb counsels entrepreneurs that are looking for ways to enhance their wealth while working less, living more. and enjoying financial abundance. He shares about some really unique deals his firm has created to maximize returns and give back to the world. Listen in to hear about: Entrepreneurial Beginnings Entrepreneurs are Value Creators VC Investing Revenue Generating And more! Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

Today's guest, Nick Adams, is a Managing Partner and co-founder at Differential Ventures, a seed stage venture capital fund. Nick's been part of growth and deals connected to scaling from two million to ten, or ten million to twenty-five. He's seen how deals and decision making can make or break a business. Listen in to learn more about: Getting Into Venture Capital Do Venture Capitalists Eliminate Founders? Is Venture Capital Funding For You? The Ideal Founder Venture Funding and Covid-19 And more! Listen to the DealQuest podcast today! Website: https://coreykupfer.com/ LinkedIn Profile: https://www.linkedin.com/in/coreykupfer/ Facebook Page: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

This week's guest, Daryle L. Johnson, is a phenomenal entrepreneur who has a wealth of deal-making experience. From mindset to value equations, strategic deals to impact making, he brings so many powerful ideas to the DealQuest show! Mindset of a Deal-Maker K-12 Deals Follow the Process Strategic Deals And More!

This week's interview with DealQuest guest and Grow Disrupt founder Stephanie Scheller is so powerful! Stephanie is a TEDx speaker, a Forbes 30 under 30 nominee, a 2019 New York Life Woman of the year Nominee, a two-time best-selling author, an entrepreneur, a coach and a trainer and dedicated to teaching the same skills that allowed her to build her business from scratch and walk away from her corporate job in less than five months. It is abundantly clear why I'm so excited to have her as a guest! Listen in to learn more about decreasing desperation, making better deals, and growing your business in a way that makes sense. Grow Disrupt: Decreasing Overwhelm with Connections Connectors Make the Best Deals Avoiding Desperate Deals Leverage Organic Growth with Deals

Damon Gersh is the President and CEO of Maxons Restorations, Inc., an innovative leader in the property damage restoration industry. Damon is a winner of the Ernst & Young Entrepreneur of the Year Award, the Fast Company Award for Leadership, and Inc. 500 and Inc. 5000 awards. Damon is also a Past President of the Entrepreneurs' Organization New York City Chapter, the co-founder of the Gathering of Titans annual entrepreneurial conclave, and the co-founder and Past President of Restoration Affiliates, LLC. •Damon shares how he founded his business, Maxons Restorations, along with his father when he was fresh out of college. He shares how Maxons specializes in disaster cleanup and how they aided in the post-9/11 recovery efforts. •Damon discusses how he identified the "choke point" of his business, which is skilled labor who knows how to handle the cleanup of any disaster. He shares how he developed a variable labor model to corner the market on those skilled people. •Damon describes the efforts Maxons Restorations took to help restore the city of New York after the 9/11 attacks, with 1,600 team members cleaning up lower Manhattan from the damage done by the fall of the World Trade Center towers. •Damon talks about founding Restoration Affiliates, identifying an opportunity to strategize and bring together the leading organizations across the restoration industry. •Damon shares how he has worked to partner with competitors within the industry through Restoration Affiliates and through other methods, and he discusses the advantages of partnering with competing businesses. •Damon talks about his decision not to sell his business and instead to commit to it, and he explains why his organization is the perfect platform for his interests and passions. He discusses allowing his team to run the business independently. •Damon describes his company's virtual equity program and the reason he chose to set it up. He explains the benefits of offering virtual equity in the company, rather than selling the company or offering ownership. •Damon shares how he ensures the authenticity of his work and how he aligns his business decisions with his values. He discusses the value of being a part of the Entrepreneur's Organization. Listen to the DealQuest podcast today! Website: https://www.coreykupfer.com/ LinkedIn: https://www.linkedin.com/in/coreykupfer/ Facebook: https://www.facebook.com/CoreyKupfer Twitter: https://twitter.com/coreykupfer

This podcast is about getting deals done! Corey Kupfer is an expert strategist, dealmaker and business consultant with more than 30 years of professional negotiating experience as a successful entrepreneur and attorney. The founder and president of Authentic Enterprises, LLC and the Authentic Business Academy, Corey is dedicated to inspiring authenticity in business on topics such as authentic negotiating, authentic deal-making, and how to build authentic business relationships.