Podcast appearances and mentions of denise logan

In this conversation, Brian Franco and Denise Logan dive into the psychology of fear responses and attachment styles, exploring how these elements impact human behavior in high-stakes situations like business transactions. He discusses the five fear responses—fight, flight, freeze, fawn, and submit—and how individuals exhibit different patterns based on their experiences. The conversation transitions into the significance of understanding attachment styles and their influence on emotional dynamics during negotiations. Emphasizing the importance of recognizing emotional triggers and maintaining calmness to facilitate smoother transactions. They conclude by highlighting the journey sellers undergo during business sales and the emotional complexities involved, advocating for a compassionate approach to navigating these challenges.

SummaryIn this episode of the M & A Guy podcast, Brian Franco and Denise Logan delve into the emotional complexities surrounding business exits. They discuss how business owners often face significant emotional transitions akin to personal life changes, such as children leaving home. Denise emphasizes the importance of recognizing the human dimension in transactions, where emotional needs often go unaddressed. The conversation explores the multifaceted benefits of work beyond financial gains, the role of emotional intelligence in navigating deals, and the necessity of preparing for life after business ownership. They also highlight the impact of emotional dynamics on deal success and the importance of context in business transactions.

Topics:Why Sellers Walk Away Last MinuteHow to Avoid Post-Sale RegretWhy Early Exit Planning Matters...and so much more.Top TakeawaysSelling a business is more than just a transaction. Most owners think they're ready to sell—until they realize they're walking away from more than just a company. Their business has been their routine, their problem to solve, their social circle, and their purpose. Without it, what gets them out of bed in the morning? That uncertainty breeds fear and hesitation, leading sellers to unconsciously derail deals with impossible demands. Denise emphasizes that the smoothest exits are both financially prepared and emotionally planned.M&A needs a human touch. For many owners, selling a business isn't just a transaction. It's letting go of something they built, nurtured, and sacrificed for. Yet, M&A language couldn't be colder. Getting a “tombstone” to mark the sale can feel tone-deaf to someone selling their life's work. Denise and Jordan agree: a little empathy, thoughtful communication, and recognizing the emotional weight of an exit can make the seller feel respected and understood.The key to a happy exit? Planning early. Most owners wait too long to think about selling—until burnout, personal changes, or an unexpected offer forces a rushed decision. The happiest exits happen when owners plan years in advance. Denise advises starting with two key steps: define what a successful exit looks like for you and identify what work provides beyond money. The sooner you know what you'll need to replace, the smoother the transition will be.About Denise LoganDenise Logan knows what keeps business owners up at night. A former lawyer, mental health professional, and entrepreneur, she helps founders navigate the emotional side of selling their businesses. Her bestselling book “The Seller's Journey” explores why owners struggle to let go and how advisors can help them transition smoothly.

Imagine this: You've poured your heart and soul into building a successful business. You've navigated the highs and lows, celebrated victories, and weathered storms. Your company isn't just a source of income; it's your legacy, your pride, your life's work. And then, the time comes to part ways. It's a moment of profound significance, not just in financial terms, but in emotional and personal ones. This is where Denise Logan, known as the Seller Whisperer, steps in. She's not your typical business expert focused solely on numbers and deals. Denise delves deep into the intricate interplay of work, finance, and purpose when it comes to selling businesses. Her insights have transformed countless lives, helping business owners navigate the emotional rollercoaster of letting go. On episode 26 of The True Wealth Project podcast, Sascha Janzen sits down for the second time with Denise Logan to continue the insightful discussion they had in episode 15 by delving even deeper into the secrets of successful business transitions. Denise shares her transformative insights that have a global reach, impacting mindsets, preventing deal breakdowns, and adding profound meaning to this pivotal life transition. She will emphasize the importance of acknowledging the emotional attachments, concerns, and values of business owners, going beyond the financial aspects. The two of them also discuss strategies for uncovering the true motivations of business owners in sales conversations, focusing on building trust, setting realistic expectations, and aligning with the client's goals. You will learn about the delicate balance between financial and non-financial priorities in business sales and transitions, and how understanding the emotional and personal aspects of the seller's decision is key to making an offer that resonates with their values and aspirations. You will find out that business is not just about profits and losses; it's about the people, legacies, and values that define it. Denise's approach stands as a testament to the power of empathy, trust, and lasting relationships, and she encourages meaningful conversations about legacy, shared values, and motivations. Listen now and enjoy this thought-provoking episode as we uncover the profound wisdom of Denise Logan, the Seller Whisperer, and learn how to navigate the emotional rollercoaster of letting go and achieve a more meaningful and successful business transition. Resources: How to find Denise: Website: https://deniselogan.com  LinkedIn: https://www.linkedin.com/in/deniselogan  Twitter: https://twitter.com/DeniseLoganUSA Denise's book:The Seller's Journey: https://deniselogan.com/the-sellers-journey/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sascha47/message

We all have to work for something in life.  Have you ever asked yourself what that is?  It can be easy to work for years, even decades, without considering why outside of money.  There are times in life when we are under-motivated, stressed, or even depressed.  These are unavoidable.  However, you can do more to make an impact along the way. Your time for work will end someday but that's the only thing you can be sure of.  In the meantime, you can the best with what you have.   Don't get to the end unexpectedly and have nothing for which to show.  Denise Logan has had many roles in her life but most recently, she is a business consultant and speaker on all things legacy.  Her stories are engaging and her message will inspire you to define your legacy now.   You can find show notes and more information by clicking here: https://www.bobdepasquale.com/podcast/deniselogann

The transition of selling your business involves more than just leaving and walking away with a good deal. Leaving your work, whether through your own plan or unexpectedly, involves so many emotions as so often we equate who we are with what we do. On today's What Works Wednesday, Matt is joined by the author of The Seller's Journey, Denise Logan, to discuss why you should have your own exit strategy, the importance of working through the emotions that come with selling your business, and why planning for your own exit can help you connect and provide more value to your business owner clients. https://bit.ly/3L5t4mm

Selling your business is not just a transaction. It is a period of transition filled with unexpected highs and lows. After exiting her own legal practice and watching a close friend struggle with the sale of his company, global keynote speaker and bestselling author, Denise Logan realized that business owners need emotional support for this process of transition. Over the last 13 years, she has woven together her previous experience as a lawyer and mental health professional to help business owners and their advisors navigate the emotional aspects of letting go when it is time to sell their business; ultimately enhancing the likelihood of a successful conclusion while keeping costs and delays to a minimum. Denise joins us on Branch Out today to explain how she keeps people and deals from falling apart by giving emotions a seat at the table. We discuss the pitfalls of growing for the sake of growth, the term ‘product-market-maker fit,' and Denise's belief that it's unprocessed emotion that kills deals, not time. We also touch on the importance of context, how advisors can close more deals by slowing down, and so much more. Don't miss this thought-provoking conversation with The Seller Whisperer herself, Denise Logan!Key Points From This Episode:The emotional aspects of letting go when it's time to sell.Periods of transition that many of us face in our lives and businesses.Advice for redefining your relationship with the business you've created. Unpacking the common belief that scaling should be the objective.What Denise means by product-market-maker fit and how it can help you.An example that illustrates the costs of growing for the sake of growth.Why Denise always says that selling a business is a transition, not a transaction.Reflecting on the fear-based expression, “Time kills all deals.”How to pause the content to deal with the context.A surefire way to know if emotions are present; especially in the face of logic.Why business owners often refer to their business as their baby.Tips for attending to the emotions in your professional and personal life. How advisors can close more deals and create better relationships with sellers.Denise LoganDenise Logan on LinkedInDenise Logan on TwitterThe Seller's JourneyConnection BuildersAlex Drost LinkedIn

You've heard of a ‘horse whisperer', perhaps a ‘dog whisperer', but you've probably never heard of a ‘seller whisperer' - but that's exactly what Denise has become known as.With a background as a mental health professional turned lawyer who went on to build her own legal practice, she then sold her business. Rather unsuccessfully, in her own words.During this time, she learned a lot of lessons and has now carved out a role  as a specialist adviser, coach, consultant, speaker, and writer on the complex subject of selling your business - the emotional journey as well as the business journey.I've often referred to the content of this podcast as being at the intersection of business, money, family and life and, honestly, no one is better qualified to speak on that precise intersection than Denise.One of the best storytellers you're ever likely to encounter, she is the author of an incredible book called The Seller's Journey, which is essential reading for anyone who's building a business and anyone who advises business owners.Denise reminds us that, whether you like it or not, you are leaving your business one day. It's not ‘if', it's ‘when' - and the worst thing that you can do for yourself, your business, your employees and your family is to be unprepared.In a wide-ranging conversation, we cover a lot of issues including.What are the key attributes to look for in a trusted adviser and someone that will help you navigate the challenging process before, during and after the business sale?Understanding something she calls “O-MY Syndrome” and how to avoid the hidden road bumps that will kill your deal.A process to help you get clear on everything that your work currently provides for you - other than money and financial security. Understanding this and preparing for life after your sale is essential in ensuring a successful transition.Towards the end, Denise shares a deeply personal story which will help you focus on what's truly important in your own life.A wonderful conversation with a lady who's been there, seen it, done it and come out the other side - and now spends her life sharing her insights and wisdom with other entrepreneurs.The links to her book, website and contact details are all in the show notes.I give you -  Denise LoganLinks:https://deniselogan.com/https://www.linkedin.com/in/deniselogan/https://twitter.com/DeniseLoganUSAhttps://deniselogan.com/the-sellers-journey/This podcast is produced by GR Media Sponsored by Capital Asset Management

Welcome to this episode of 20/20 Money! My guest on today's show is Denise Logan.   Denise joins me on the show to talk about what I feel is an area of business ownership that is often overlooked and that is the subtle but very real and powerful emotional connection we have to our businesses. This is amplified when a practice owner is contemplating selling their practice and determining their transition readiness. We talk about her own transition to selling her business and what inspired her to do the work that she does today as well as discussion the relationship to your financial and emotional readiness. Denise gives us a good response the next time we're asked the question “What do you do?” She'll also provide some very pragmatic tools and questions to ask through self-reflection that can help you address the relationship you have with your practice as you plan for an eventual transition—whether that transition is months or decades in the future. This was a really enjoyable conversation that ties both the financial, behavioral, and emotional journey every practice owner will go on when they sell their practice.   As a reminder, you can get all the information discussed in today's conversation by visiting our website at integratedpwm.com and clicking on the Learning Center. While there, be sure to subscribe to our newsletter and you can also set up a Triage conversation to learn a little bit more about how we serve in the capacity of a personal and professional CFO: helping OD practice owners around the country reduce their tax bill, proactively manage cash flow, and make prudent investment decisions both in and out of their practice to help them live their best life on purpose. You can also check out any number of additional free resources like our eBooks, blog posts, and on-demand webinars. Lastly, if you're interested in learning more about the upcoming launch of the 20/20 Money Membership, please check out the link in the Resources to learn more about what we have in store for you!   And with that introduction, I hope you enjoy my conversation with Denise Logan.   Resources: 20/20 Money Community Information Life in Weeks calendar   ————————————————————————————— Please rate and subscribe to 20/20 Money on these platforms Apple Podcasts Spotify Google Podcasts Stitcher  ————————————————————————————— For past episodes of 20/20 Money with full companion show notes, please check out our episode archive here!

Seller WhispererWe had the pleasure of interviewing Denise Logan today, who is a national speaker, author and specialist in working with sellers of companies to determine and plan what's next for their life after business!Denise calls herself the "Seller Whisperer" and wrote a book in fable form called "Seller's Journey" that tells the story of a seller and his advisers on a trek through Glacier National Park after the sale of the business closed. Sounds like an intriguing read, doesn't it? Denise has been an entrepreneur herself, as well as a lawyer and psychologist. When she owned and operated a law firm in Washington DC she found that during those years she was really unhappy, and decided to sell the firm. She also spent time as a psychologist specializing in work and financial disorders; people who are addicted to work or money. She also studied death and dying. It's with these experiences she can call herself an expert, especially since she's gone through it herself and also assisted a long time colleague and employer go through a sale. The latter was at the table 3 times before it closed, because the founder was too afraid of the life change and kept sabotaging the deal!Denise encouraged the listeners to ask themselves this question: "What does work provide for, other than money and security?"  The answer is to make a list of 15 things that work provides for you, to understand why it can be very difficult to sell and 'move on'. The emotional arc of exit is the same for every owner, regardless of the company size or industry. Denise says that owners need to spend serious time thinking through what they really want from life and how they will derive satisfaction, because the change can be feared and there is a grieving process. The easier we make it on ourselves by having a next act plan, the smoother the transitional journey will be. Find out more about Denise Logan and Julie Keyes hereListen to this important episode here!Thank you to this month's sponsor!  Sunbelt Business Advisors and TrustPointNEW, low price! Check it out!Business Readiness Transition online course #Keyestrategies

An award-winning professional speaker and author of The Seller's Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business. Denise knows that, to an owner, selling their business is so much more than just a transaction. To them, it is an emotionally fraught period of transition, filled with unexpected highs and lows, […] The post Ep.70 – Denise Logan appeared first on Mark Matteson.

In episode 46 of the Get Hired Up podcast, I once again speak with a New York Times best selling author, my friend and influencer, Denise Logan.With Denise, we explore an advanced networking strategy that is truly unique, powerful and sustainable. By establishing ties that connect at a deep level while crystallizing trust for the long term, Denise helps clients build meaningful relationships. I'm absolutely thrilled to share this unique strategy with you.I hope you enjoy the show!

Welcome to In The Growth Space.  If you're a business leader with a hunger for growth, this podcast is for you!  This week David is joined by Denise Logan. Denise has a background as a lawyer, mental health professional, and business owner. She's a frequent communicator on Family Business, Business Succession, Navigating tough transitions, Leaving a lasting Legacy, Restoring meaning to work, Giving yourself permission to care and empathize as well as business development and networking with purpose.   In this episode, you'll hear David & Denise discuss: Her journey to business succession Transaction to transition Ways work provides more than money Preparing for transition & exit ahead of time   Check out our Inner Circle Groups info here! Click here for access to my free ebook Check out https://www.davidmcglennen.com/podcasts/in-the-growth-space-2 for links, transcript, and more details

Denise Logan knows that to business owners, selling a business is more than a transaction. To them, it is an emotionally fraught period of transition, filled with unexpected highs and lows, with no clear vision of what waits at the end for them and their family. Her passion for this work is colored by her own experience of being an unprepared business owner who made an abrupt and choppy exit from her company, after ignoring the signs that it was time for several years.She is the author of The Seller's Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business, and has addressed more than five hundred audiences on three continents about the psychology of business owners and how to make it easier when the time comes to let go. Denise is the secret weapon M&A advisors have turned to for years to help get their deals "unstuck" and she provides advanced training to advisors employed by some of the world's largest financial institutions, law firms and accounting firms, helping their clients successfully transition their businesses to new owners and, most importantly, without regret. --------------------------------------------------Contact Denise onLinkedin: https://www.linkedin.com/in/deniseloganWebsite: www.deniselogan.comTwitter: @deniseloganusaBook: The Seller's Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business- https://read.amazon.com/kp/embed?asin=B08KGWL9QB&preview=newtab&linkCode=kpe&ref_=cm_sw_r_kb_dp_W5Z46AB074S7WD25CHC8&tag=how2exit-20As an Amazon Associate, I earn from qualifying purchases. Each purchase supports both the author and this podcast. If you'd like additional ways to support this podcast, you can become a patron here: https://www.patreon.com/bePatron?u=66340956----------------------------------------------------------------------------------------------------Reach me to sell me your business, be on my podcast or just share some love:Linkedin: https://www.linkedin.com/in/ronskelton/Twitter: https://twitter.com/ronaldskeltonFacebook: https://www.facebook.com/How2ExitInstagram: https://www.instagram.com/how2exitpodcast/Have suggestions, comments, or want to tell us about a business for sale call our hotline and leave a message: 918-641-4150----------------------------------------------------------------------------------------------------Watch it on Youtube: https://youtu.be/Pv_r9bahYfM----------------------------------------------------------------------------------------------------Other interviews:Lane Carrick - serial entrepreneur and sold multiple businesses in his career: https://youtu.be/cAEGiqiieQwCarl Allen - M&A Expert with Over $47 billion in deals: https://youtu.be/VIU2Lqj_FY4Walker Deibel - the best-selling author of Buy Then Build: https://youtu.be/xoUH_IxeookMike Mausteller - Business Coach, Executive Coach, Trainer, and Speaker: https://youtu.be/yYLEAfafxWcSimon Bedard - Founder and CEO of Exit Advisory Group, M&A firm in Australia: https://youtu.be/obNiIbx5mJ0Kison Patel - CEO and Founder of DealRoom and and M&A Science Academy: https://youtu.be/VR4nSM8HT18--------------------------------------------------

Every business owner will leave their business one day, voluntarily or involuntarily. It's a matter of WHEN, not IF. So, it's important to start planning for this inflection point well ahead of time — both technically and emotionally. In this episode, Duncan MacPherson speaks with Denise Logan, business transition expert, professional speaker, and best-selling author … Continue reading Looking to Your Liquidity Event with Denise Logan (Ep. 21) →

This week, I'm excited to welcome Denise Logan! With her background as a lawyer, mental health professional, and business owner, she's worked with hundreds of business owners and executives to navigate selling their businesses and moving on to the next phase of life. She's sharing an awesome concept for establishing trust within your membership, and I can't wait for you to hear all about it!Connect with Denise:Socials:Twitter: @deniseloganusaLinkedIn: https://www.linkedin.com/in/deniseloganWebsite:www.deniselogan.comBook:The Seller's Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business (available on Denise's website www.deniselogan.com or in Kindle/Audible on AmazonConnect with Joy:Website:joyofmembership.comjourneycare.app25 CAREpoints Checklist:https://journeycare.app/carepoints-pdfDownload The Journey Roadmap:https://journeycare.app/roadmapThe Journey is my signature program to help membership organizations boost member attraction without getting bogged down by internal conversations, lost in tech, or overwhelmed by change. The end result? Faster joins, more enthusiastic engagement, and renewals that happen without hesitation.****ABOUT YOUR HOSTYes, there is a “real” Joy in The Joy of Membership.Founder & CEO Joy Duling has been working with leaders of associations, trade groups and nonprofits since 2005.She has also walked the same journey, serving for nearly 10 years as the Executive Director of a membership-based nonprofit which she helped launch from scratch and led to annual revenues of more than $1M exclusively from membership contributions.Joy has been widely recognized as a speaker, an online educator and a trusted advisor, twice winning the “Unsung Hero Award” from the National Association of Women Business Owners' Central Illinois Chapter. She holds a Bachelor's Degree in Psychology and a Master's Degree in Social Work with Specialization in Policy, Planning and Administration. She has extensive experience in strategic planning, team facilitation, change management, and association operations.But beyond industry experience and education…Joy Duling is the calm voice you want to have in the room when you, your team, or your board is overwhelmed by ideas and options.She's a trusted resource at the other end of an email or phone call who knows the answer, or can find the answer, when it's not clear what to do next in your approach.She's a planner of systems and driver of progress that helps your organization achieve stretch goals.She's a gifted facilitator of conversation, collaboration, and constructive growth. And she's approachable and results-oriented,  which makes it easy to shake loose of the old and start fresh on the new.Finding value in this podcast?  Consider leaving a rating or review at joyofmembership.com/review

Type image caption here (optional)"What does work provide for me other than financial security and money?" - Denise Logan.Denise Logan knows that to business owners, selling a business is more than a transaction. To them. It's an emotionally fraught period of transition filled with unexpected highs and lows with no clear vision of what waits at the other end for them and their family. Her passion for this work is colored by her own experience of being an unprepared business owner who made an abrupt and choppy exit from her company after ignoring the signs that it was time for several years.She is the author of The Seller's Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business and has addressed more than 5,000 audiences on three continents about the psychology of business owners and how to make it easier when the time comes to let go.Denise provides advanced training to advisors employed by some of the world's largest financial institutions, law firms, and accounting firms, helping their clients successfully transition their businesses to new owners, and most importantly, without regret.Please enjoy! Click here to subscribe to The Sell My Business Podcast to save time and effort. SELECTED LINKS FOR THIS EPISODETwitter: @deniseloganusaDenise on LinkedIn www.deniselogan.comDenise's book: The Seller's JourneyThe Deep Wealth ExperienceFREE Deep Wealth eBook on Why You Suck At Selling Your Business And What You Can Do About It (Today)Book Your FREE Deep Wealth Strategy Call Did you enjoy this episode of The Sell My Business Podcast? Please leave a review. Reviews help me reach new listeners, grow the show, and continue to create content that you'll enjoy.Please click here to leave a review on The Sell My Business Podcast. This podcast is brought to you by Deep Wealth. Your liquidity event is the most important financial transaction of your life. You have one chance to get it right, and you better make it count. But unfortunately, up to 90% of liquidity events fail. Think about all that time, money and effort wasted. Of the "successful" liquidity events, most business owners leave 50% to over 100% of their deal value in the buyer's pocket and don't even know it.Our founders said "no" to a 7-figure offer and "yes" to a 9-figure offer less than two years later. Don't become a statistic and make the fatal mistake of believing that the skills that built your business are the same ones for your liquidity event. After all, how can you master something you've never done before? Are you leaving millions on the table? Learn how the 90-day Deep Wealth Experience and our 9-step roadmap helps you capture the maximum value for your liquidity event.  Click here to book your free exploratory strategy session.Enjoy the interview! 

Denise Logan—who is called The Seller Whisperer—coaches leaders and business owners on how to leave or sell their businesses successfully without feeling empty afterward. She is a speaker who regularly talks about the emotional rollercoaster of business selling and making sure a plan is in place in the event of an untimely passing. Denise is also the author of The Seller's Journey, which she describes as a business fable. Denise joins me today to discuss the emotional aspect of exiting a business and why some owners have trouble letting go. She describes what readers can expect from her book and the client experiences it's based on. She explains why owners find difficulty with expressing their emotions when they sell their business and why they end up buying a new one soon after. Denise also reveals her regrets from when she sold her firm and what she would have done better.   "Leaving our business is a transition point." - Denise Logan   This week on Priorities Lifestyle: What makes The Seller's Journey a business fable What business owners can learn from reading The Seller's Journey Denise's experience living in a motorhome and traveling Exiting your business and why most business owners don't have an exit plan Denise's regrets from selling her firm What work provides for you other than money Why owners can feel exposed when they leave the business What the end of a company means to its owner Denise's experience helping various clients cope with exiting Why passing the company to your kids isn't a sign of success Planning for the owner's death when transitioning a business   Resources Mentioned: Book: Every Family's Business: 12 Common Sense Questions to Protect Your Wealth by Thomas William Deans   Our Favorite Quotes: "It's always about having a plan and knowing the plan is going to change." - Denise Logan "One thing business owners do when they sell their business is they buy another business." - Rob Schulz "What we do as a profession is not necessarily what we do for ourselves." - Rob Schulz     Connect with  Denise Logan: Official Website Book: The Seller's Journey Denise Logan on LinkedIn   About Rob Schulz and P&L Podcast The P&L Podcast is a show for business owners. In each episode, host and financial planner Rob Schulz sits down with business owners and the professionals that serve them to talk about business building, life, money — and the all-important transition out of the business, which inevitably happens to everyone who has ever founded a company.    Email Rob at rob.schulz@schulzwealth.com with questions, comments, and to schedule a one-on-one conversation.  Follow Rob on LinkedIn. Follow Schulz Wealth on Facebook Order Rob's book, Thoughts on Things Financial, on Amazon | Barnes & Noble | Kobo | iBooks | Kindle   Subscribe here: Apple Podcast  Spotify Google Podcasts Stitcher Audible    And, if you enjoy the show, please leave a review on iTunes to help others discover the podcast.

There's a classic, popular line in business sales – “Time kills all deals.” But when Denise Logan hears that, she knows the person who said it is actually scared – scared that if they don't push, they will lose out and the deal will fall through. Denise has another saying that challenges this mantra – “Unaddressed emotion kills deals.”Every single seller has an emotional drama around the sale of their practice. If things happen too fast and their emotions aren't addressed, then they will likely walk away from the deal. You can keep those transactions together as long as you help people to process the emotion that otherwise trips their fears. Sometimes it means slowing down so that their emotions can catch up.The million dollar question becomes how do you drill down to find the unaddressed emotion in a way that won't offend people? We discuss that and more in our final episode with Denise Logan. Denise Logan is on a mission to help sellers and advisors to understand the change that's happening, and to increase the number of advisors that have the ability to care about people, along with transactions. Weaving together her background as a lawyer, mental health professional and business owner has enabled Denise to deftly guide hundreds of business owners and their professional teams as they navigate the complex emotional journey of selling your business and letting go into your own version of what's next.Questions discussed:What is the best way to drill down to find unaddressed emotion in a way that will not offend others?What are some examples of unaddressed emotion leading to sellers actually sabotaging their own deals?  What % of sellers have a difficult time with the emotional side of practice sales?How can practice sellers self-diagnose to determine if the emotional side of a transaction will be an issue in their deal?What is a seller's best course of action to remedy challenges with the emotional side of selling their practices?What practical and intangible steps can a practice owner take to avoid the immortality mindset trap?What is the best way for a practice owner to emotionally prepare for the transition of their practice to new ownership?If you had to sell in the next year, what 1 THING would you do to guarantee success?Contact Denise online at: deniselogan.com, or email her at: denise@deniselogan.com. Denise's book, The Seller's Journey is available on her website, and on Kindle and Audible.Learn about dental practice transition specialists in your area by messaging: office@longinthetooth.infoLong in the Tooth provides non-clinical gems of wisdom for older dental practice owners. Learn more about this podcast at: longinthetooth.info

In a deal, many people will try to say, “Let's keep emotion out of it.” But did you know that's actually impossible? Emotions are always present and fear especially can show itself in five ways on both sides of the transaction – fight, flight, freeze, fawn, and submit.In this episode, we examine with Denise Logan the psychology and emotions of dealing with buyers. When you deal with the emotion in the room instead of pushing past it, you create a safe environment which builds trust and keeps your deal from ending in disappointment. Denise Logan is on a mission to help sellers and advisors to understand the change that's happening, and to increase the number of advisors that have the ability to care about people, along with transactions. Weaving together her background as a lawyer, mental health professional and business owner has enabled Denise to deftly guide hundreds of business owners and their professional teams as they navigate the complex emotional journey of selling your business and letting go into your own version of what's next.Questions addressed on this episode:Transparency: What are your thoughts on concealing information in a transaction?Deception: What signals are being sent out by a seller to buyers when a seller is not forthcoming with information?Dual representation: What are your views on dual representation in dental practice brokerage?Dual agent: How can a dual agent/practice broker represent a seller's best interest as a dual agent?Fear: How can managing buyer's expectations and identifying buyer's emotions and motivations impact a deal?Good fit: What if a seller cannot find a buyer that is a perfect fit? Flexibility: How flexible should a seller be in accepting someone as a buyer?Change: What if a prospective buyer wants to make changes in a practice? Does this mean that the seller was doing things wrong?Contact Denise online at: deniselogan.com, or email her at: denise@deniselogan.com. Denise's book, The Seller's Journey is available on her website, and on Kindle and Audible.Learn about dental practice transition specialists in your area by messaging: office@longinthetooth.infoLong in the Tooth provides non-clinical gems of wisdom for older dental practice owners. Learn more about this podcast at: longinthetooth.info

For most practice owners, selling their practice is the single biggest professional transition of their life. It's a complex emotional journey that involves way more than money. If an advisor says to you, “Oh you'll figure it out. You'll have plenty of money.” That's not a good advisor. Run away. They are only focused on the transaction and don't care enough about you. In this episode, we're talking all about advisors. It's a topic we're passionate about and so is our special guest, Denise Logan.Denise is on a mission to help sellers and advisors to understand the change that's happening, and to increase the number of advisors that have the ability to care about people, along with transactions. Weaving together her background as a lawyer, mental health professional and business owner has enabled Denise to deftly guide hundreds of business owners and their professional teams as they navigate the complex emotional journey of selling your business and letting go into your own version of what's next. Denise's two decades of research and thought leadership on the subjects of work, money and meaning and how executives navigate the waters of transition and reclaim their sense of identity outside of their business has made her a popular speaker to audiences on three continents and a frequent commentator on the subjects of business succession planning, transition and legacy. She has also provided advanced training to advisors employed by some of the world's largest financial institutions, law firms and accounting firms, helping their clients successfully transition their businesses to new owners. And she is the author of the book, The Seller's Journey.Questions addressed in this episode:How would you advise a seller on selecting a practice broker that cares for their practice transition, as much as the transaction itself? What would you say is the percentage of dental practice brokers that are able to put the seller before themselves in a transaction?What are your thoughts about practice owners selling their practices directly themselves, without a qualified broker?When a seller does not use a qualified broker who can build a good market for their practice? How does that playout with seller emotions and a seller's prospects for a good outcome? What should practice sellers be looking for in attorneys?How can practice sellers and their brokers best work with attorneys to manage expectations of both their client/sellers and those of buyers?Contact Denise online at: deniselogan.com, or email her at: denise@deniselogan.com. Denise's book, The Seller's Journey is available on her website, and on Kindle and Audible.Learn about dental practice transition specialists in your area by messaging: office@longinthetooth.infoLong in the Tooth provides non-clinical gems of wisdom for older dental practice owners. Learn more about this podcast at: longinthetooth.info

We welcome next to the podcast, the Seller Whisperer, Denise Logan. It is a complex emotional journey to sell your business and let go into your own version of what's next. Many get trapped in their businesses and miss out on other important parts of life. Many tend to omit or ignore the personal growth and emotional side of this practice sale journey. Weaving together her background as a lawyer, mental health professional and business owner has enabled Denise Logan to deftly guide hundreds of business owners and their professional teams as they navigate this complex emotional journey.Denise's two decades of research and thought leadership on the subjects of work, money and meaning and how executives navigate the waters of transition and reclaim their sense of identity outside of their business has made her a popular speaker to audiences on three continents and a frequent commentator on the subjects of business succession planning, transition and legacy. She has also provided advanced training to advisors employed by some of the world's largest financial institutions, law firms and accounting firms, helping their clients successfully transition their businesses to new owners. And she is the author of the book, The Seller's Journey.Questions addressed in this episode:What is the “lizard brain” and how does it affect practice sales?How do you navigate the conversation about “what the work provides” for a business owner, and what exactly does that mean?What's O-MY (One More Year) Syndrome, and how can you spot it and solve for it?How does a practice owner answer the question, “Who Am I if I am not practicing dentistry? How is this question relevant when it comes to selling? What advice do you have for practice owners so they don't get trapped in their businesses and miss out on other important parts of life?Why do people tend to omit or ignore the personal growth and emotional side of the practice sale journey?Get in touch with Denise online at: deniselogan.com, or email her at: denise@deniselogan.com. Denise's book, The Seller's Journey is available on her website, and on Kindle and Audible.Learn about dental practice transition specialists in your area by messaging: office@longinthetooth.infoLong in the Tooth provides non-clinical gems of wisdom for older dental practice owners. Learn more about this podcast at: longinthetooth.info

Host of the Maximize Business Value Podcast, Tom Bronson, speaks with guest Denise Logan, The Seller Whisperer. The two discuss the significance of the entire transition process because there is more to a sale than the transaction. Denise uses her business owner expertise to guide business owners through the emotional period of transition. She is the author of The Seller's Journey: How (Smart) Sellers Navigate the Obstacles to Exiting their Business, which is a riveting business fable about navigating life post-transaction. Listen now to learn about preparing for your future!Denise Logan prepares business owners and their advisors for the emotional journey of selling their business. Having deftly guided hundreds of leaders as they've threaded the needle of transition, she enhances confidence in the outcome and certainty about the future for their family and their business. Her work as The Seller Whisperer ™ frees up the professionals to focus on the transactional work they do best while ensuring that the business owner has the emotional support from a right-brain thinking partner. Since founding Chase What Matters in 2010, Denise has delivered several hundred paid speeches on three continents and is a frequent commentator on the subjects of business succession planning, transition and legacy. Denise's book, The Seller's Journey: How (Smart) Sellers Navigate the Obstacles to Exiting their Business can be found here or on her website.Tom Bronson is the founder and President of Mastery Partners, a company that helps business owners maximize business value, design exit strategy, and transition their business on their terms. Mastery utilizes proven techniques and strategies that dramatically improve business value that was developed during Tom's career 100 business transactions as either a business buyer or seller. As a business owner himself, he has been in your situation a hundred times, and he knows what it takes to craft the right strategy. Bronson is passionate about helping business owners and has the experience to do it. Want to chat more or think Tom can help you?  Reach out at tom@masterypartners.com or check out his book, Maximize Business Value, Begin with The Exit in Mind (2020).Mastery Partners, where our mission is to equip business owners to Maximize Business Value so they can transition their business on their terms.  Our mission was born from the lessons we've learned from over 100 business transactions, which fuels our desire to share our experiences and wisdom so you can succeed.

Thank you for listening to our Finding Brave show, ranked in the Top 100 Apple Career Podcasts! “Whether we are retiring, selling a business, or we can no longer work because of an illness or caring for a family member, we will all leave our work. So how are we preparing for this transition, just like we prepare our children to transition into their careers?” - Denise Logan In last week's episode I welcomed an expert guest to talk about the issues often faced by business owners looking to sell their businesses, and what struggles they often face as they prepare for this life-changing transition. The conversation was such a riveting one (and I was learning so much!), that we decided to make it a special two-part episode, with the conclusion airing today. Denise Logan knows that to business owners, selling a business is more than a transaction. To them, it is often an emotionally fraught period of transition, filled with unexpected highs and lows, with no clear vision of what waits at the end for them and their family. Her passion for this work is colored by her own experience of being an unprepared business owner who made an abrupt and choppy exit from her company, after ignoring the signs that it was time for several years. She is the author of The Seller's Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business, and has addressed more than five hundred audiences on three continents about the psychology of business owners and how to make it easier when the time comes to let go. As a business owner myself, I can relate deeply to everything Denise shares, including issues around our own self-identity and how we focused our time and energy, and what happens to our sense of purpose, meaning and identity as human beings as we consider letting go of the work we've done for years that has brought us great fulfillment and joy. Whatever situation you find yourself in, whether as a business owner or employee looking to make a transition to a new role, you are sure to get value from the wisdom Denise shares today, and in last week's episode. To learn more about today's guest, visit: https://deniselogan.com/ 

Thank you for listening to our Finding Brave show, ranked in the Top 100 Apple Career Podcasts! “Who was I if I didn't own that business? Who else could I be? Business owners, as they're preparing to exit their business, are struggling with that same issue. Who are they if they aren't the owner of this business?” - Denise Logan As a business owner, have you ever stopped to ask yourself what's next? Every one of us will eventually leave our work, voluntarily or involuntarily, and the key to a successful exit is about having a compelling future that is calling you toward it. Today's Finding Brave guest has spent the last decade working with business owners and professionals who are serving business owners, to help them understand what struggles will be faced when it is time for an owner to transition out of his or her business. Denise Logan knows that to business owners, selling a business is more than a transaction. To them, it is an emotionally fraught period of transition, filled with unexpected highs and lows, with no clear vision of what waits at the end for them and their family. Her passion for this work is colored by her own experience of being an unprepared business owner who made an abrupt and choppy exit from her company, after ignoring the signs that it was time for several years. She is the author of The Seller's Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business, and has addressed more than five hundred audiences on three continents about the psychology of business owners and how to make it easier when the time comes to let go. In this first part of my conversation with Denise (Part 2 airs on July 15th, 2021), she reveals how selling a business is a transition, and not just a transaction. When it's treated this way all parties win, and the business can be successfully transitioned to its new owners. Most importantly, this can be done without regret. I invite you to join us next week as Denise dives deeper into this fascinating topic that is so important for every single business owner to be thinking about right now. To learn more about today's guest, visit: https://deniselogan.com/

Join keynote speaker, seller whisperer, and Wall Street Journal and USA Today best-selling author, Denise Logan, and me to discuss her experience in a major career transition, determining when it's time to leave your business, answering the daunting question, ‘what do you do?' and much more.With her diverse background as a lawyer, social worker, and business owner, she has guided hundreds of business owners and their professional teams to navigate the challenges and emotional struggles of selling their business.

An award-winning professional speaker and author of The Seller's Journey (https://deniselogan.com/the-sellers-journey/): A Business Fable about Navigating the Emotional Obstacles to Selling Your Business, Denise Logan (https://deniselogan.com/) has addressed audiences on three continents about the psychology of business owners and how to make it easier when the time comes to let go. Known as The Seller Whisperer, she draws upon a twenty year body of work focused on the intersection of work, money, and meaning and how it is reflected in the legacies of today's business leaders. She has rightly observed that while work is where we spend the majority of our time, much of it is spent wishing we were somewhere else, doing something else. Divorcing meaning from our work too often leaves us blindly trudging through a mediocre life using money as the miserly arbiter of success in matters of soul and meaning. It leads to an endless chase for more, hoping to outsmart death and desperately prove that our life somehow mattered. Even worse, when work is how we define ourselves and we are faced with job loss or impending retirement, it can seem terrifying. What happens when your old answer to the question “What Do You Do?” no longer fits? If you thought you are what you do, and suddenly you don't do it anymore, do you not exist? Standout Quotes: * "Every family's dynamic is slightly different and always the same" - [Denise] * "So as fear starts to escalate, our thinking is disrupted" - [Denise] * "The best transitions happen 5 years before someone is ready" - [Denise] * "The reality is that every owner will exit their business, voluntarily or involuntarily... so you will either transition to someone or you will leave your business with it being unprepared" - [Denise] * "if we look at mortality issues, often the more mortality resistance that someone has , the higher the likelihood is that they will also be avoiding succession planning" * One of the questions I start early on with an owner is ''what does work provide for you, beyond the money?... where will you get those needs met outside the business?" - [Denise] * "Succession happens at all different ages" - [Denise] * "Are we simply creating roles in the business so family members have work to do, as opposed to are they the right people in the business?" - [Denise] * "Change is hard at first, messy in the middle and gorgeous at the end" - [Mike] * "Transparency always works, it is always better" - [Denise] * "The arc of the journey for an owner is the same, whether we're talking about a $50000 hair salon or 500 million-dollar company, the arc of transition that's happening for someone is the same" * "Transition will happen no matter what, so the question is 'what kind of transition do you want to have as a business owner?'" * "Success is often determined by how prepared you are rather than just letting it be" - [Mike] * "Our legacy comes from our daily actions, it is not just the amount of money that we leave behind or the money that we have accumulated" - [Denise] * "We can often get completely spun up on what our number is, the number is not the number in the bank account, the number is the number of memories that we have left behind because that is truly how we will be remembered" - [Denise] Key Takeaways: * Denise started as a mental health professional and then moved into practicing Law where she started her firm but sold because she lost interest in the business. This prompted her to start a road trip till she was invited to help build a friend's business before the sale, an experience that kick-started her work of helping owners transition during the sale of their businesses. It also inspired her book, "The Seller's Journey". * Using the analogy of a fist, Denise likens the fear center in the brain, 'the Amygdala' to the thumb of the hand, pointing out that while the other fingers could restrict the thumb's movements the same way the frontal cortex can restrict the Amygdala, excessive pressure from the thumb or the Amygdala, in this case, can break free of the restraint, leaving the fear to roam free. This explains the chaotic nature exhibited by people, typical of family dynamics. * Another description using the hand involves the 5 ways through which fear shows up, the 5 fingers are used to represent them; Fight Flight Freeze Fawn, and Submit. Individually, there are often 2 or 3 of them that function more as natural go-to responses when facing fear, anger, or stress. * The anchor, Wave, and Island styles of attachment: An Anchor attachment is someone who can tolerate too close or too far. An Island attachment is the type of person who pulls away or isolates themselves when things get rough. A wave attachment describes a person who reacts to disruption by continually checking on others. * It is necessary to identify needs that are met by the business beyond the money because there is concern about how these needs will be met outside the business, and this could often form the basis for the continuous attachment to the business. * Addressing the handling of messy parts of the conversation, Denise emphasizes the importance of honesty and transparency in allaying the fears that may misguide people's actions in the family. * The 'O-MY' syndrome (One More Year) occurs where a seller repeatedly creates reasons to delay their exit from the business whenever they get closer to the agreed time of sale. This is a signal that something else is going on, a different existential crisis and there are needs to be met. * The moment that you cease to exist is when the last person who has a story to tell about you passes. * Money matters, but it's not the only thing that matters. * There will always be a story that is told about you, the question is "is it the story that you would like to have told about you?" * From Denise to her kids: The way you will know that you were loved was by how you were held and how you were cared for, not by what I left you. Episode Timeline: * [00:49] Meet today's guest, "Denise Logan" a.k.a 'the Seller Whisperer'. * [01:45] An overview of the journey to becoming "the Seller Whisperer". * [08:52] Denise's 'fist' analogy in describing the role of fear in the brain. * [11:30] The 5 Appearances of Fear. * [14:10] The anchor, Wave, and Island styles of attachment. * [18:10] Do families typically find you when a transition is already underway or as they're contemplating a transition or an exit? * [33:23] How do you handle the messy aspects of the discussion? * [45:30] How often do sellers get caught up on a particular figure that they will only sell at? * [50:39] Discussing the success of transitions generally. * [01:00:56] A letter from Denise For more episodes go to BusinessOfFamily.net (https://www.businessoffamily.net/) Sign up for The Business of Family Newsletter (https://www.businessoffamily.net/newsletter) Follow Mike on Twitter @MikeBoyd (https://twitter.com/MikeBoyd) If you feel it's appropriate, I'd so appreciate you taking 30 seconds to Leave a Review on iTunes (http://getpodcast.reviews/id/1525326745), I receive a notification of each review. Thank you! Special Guest: Denise Logan.

Denise Logan is the founder and speaker at Chase What Matters. She has a background as a lawyer, social worker, and business owner. She knows that to business owners, selling a business is more than a transaction. To them, it is an emotionally fraught period of transition, filled with unexpected highs and lows, with no clear vision of what waits at the end for them and their family. She has provided advanced training to advisors employed by some of the world's largest financial institutions, law firms and accounting firms, helping their clients successfully transition their businesses to new owners. And she is the author of The Seller's Journey. In this episode, we discuss: ·     Denise's start in law and what she learned about opening her own firm and exiting the businesses the wrong way ·     When to start thinking of developing an exit strategy and how to develop a timeline ·     Why knowing how to talk to a business broker can get you what you want when exiting a business, such as the wealth from the sale ·     How to make the journey to retiring a happy one I hope you will find this episode as exciting and informative as I have. Denise knows exactly how to exit a business the right way by experiencing what not to do herself. Please let me know your thoughts!   Connect with Denise Website: https://deniselogan.com/ Connect with Steve Eschbach Website: https://www.tworld.com/locations/naperville/ or https://eschbachassoc.com/ YouTube Channel: https://www.youtube.com/channel/UCWqgICqaSI8xE2GRYY1HWJA LinkedIn: https://www.linkedin.com/in/speschbach/ Instagram: https://www.instagram.com/steveeschbach/ Twitter: @ SteveEschbach   Learn more about your ad choices. Visit megaphone.fm/adchoices

When a business is being sold on, why do some businesses not get sold and why do some business owners suddenly ask for money? Ronan talks to Denise Logan also known as the Seller Whisperer about this, why selling a business can be stressful, how she sees OMY One More Year a lot and her recent book.