Podcast appearances and mentions of john warrillow

You've built a valuable company. Maybe you're even thinking about selling. But what happens after the wire hits?  In this episode of Built to Sell Radio, Alex Bean, co-founder of Divvy, shares what it felt like to sell his company for $2.5 billion—and why the real challenges began after the deal closed.  This conversation will help you think more strategically about what you're really building—and how to avoid the regrets that often follow a big payday.

In this episode of Grow a Small Business, host Troy Trewin interviews Dean Mathews, the founder of On The Clock. Dean shares his evolution from a solo software developer in 2004 to leading a team of 23 professionals, supporting 170,000 to 280,000 active users. Originally launched as a time-tracking app, On The Clock has expanded to include employee scheduling and payroll services, with ambitious goals of reaching $10 million in revenue and one million monthly active users. Dean discusses the critical role of consistency, hiring the right talent, and leveraging tools like Asana for effective project management. He also emphasizes the importance of understanding customer needs and fostering a culture that prioritizes growth and team development. Other Resources:  When should a growing small business have a Board of Directors or Advisors? Get a return from an effective Chairperson of a Board An easy way to measure if your customers love you in 21 minutes – use the Net Promoter Score (NPS). And it's FREE. Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here.   Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice.   And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? According to Dean Mathews, the hardest thing in growing a small business is shifting from doing everything yourself to empowering others by building systems and trusting your team. He highlights the importance of moving from working in the business to working on the business, emphasizing that true growth comes from hiring the right people, clearly defining roles, and creating an operating structure that allows others to thrive. You can't scale alone, and recognizing that earlier can make a significant difference. What's your favorite business book that has helped you the most? Dean Mathews' favorite business book that has helped him the most is Scaling People by Claire Hughes Johnson. He found it especially valuable because it offers practical frameworks and structures for growing teams and building an internal operating system. The book resonated with him as it closely aligned with the challenges he faced while scaling OnTheClock, particularly around leadership, processes, and team development. He even conducted a book club at work based on it, applying its lessons to enhance how his company operates. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Dean Mathews recommends several great podcasts and online learning resources to help grow a small business, especially in the SaaS space. His top pick is the SaaStr Podcast, which features insights from successful SaaS founders and is packed with growth strategies. He also expressed strong interest in exploring content by Alex Hormozi, particularly his books $100M Offers and $100M Leads, and his podcast focused on data-driven business scaling. Additionally, Built to Sell Radio by John Warrillow was recommended for its focus on recurring revenue and building sellable businesses, while Nathan Latka's Podcast was noted for its sharp focus on SaaS metrics like ARR, MRR, CAC, and churn—making it a valuable listen for any growth-minded founder. What tool or resource would you recommend to grow a small business? Dean Mathews recommends using a project management tool like Asana to grow a small business, as it helps teams stay organized, track progress, and manage both projects and processes effectively. He believes every business boils down to three core elements—people, projects, and processes—and Asana helps align them in a structured way. Additionally, he highlights creating an internal operating system (built in tools like Google Slides), which outlines company values, goals, job roles, meeting structures, and key metrics. Together, these tools support scalable growth and team alignment. What advice would you give yourself on day one of starting out in business? Dean Mathews' advice to himself on day one of starting out in business would be to “buckle in, you're in for a ride” and to understand early on that scaling a business is all about people. He emphasizes that success doesn't come from doing everything yourself, but from hiring the right people, trusting them, and building systems that empower them to thrive. He reflects that if he had learned earlier how to let go of control and focus on developing others, his business could have grown even faster. Surrounding yourself with people who are smarter than you in their areas is key to building something truly sustainable. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.     Quotable quotes from our special Grow A Small Business podcast guest: Trusting others with your vision is the first step to real growth — Dean Mathews A strong culture starts with clearly defined and lived values — Dean Mathews Leadership is less about control and more about enabling success  — Dean Mathews  

Most acquirers want you to stick around. Roll equity. Hit targets. Train your replacement.  But there's a different kind of buyer out there. One who wires 100% of the money at closing—and lets you walk.  Dan Mytels represents this type of buyer. Through his firm, Salt Creek, he's acquired 100 businesses—most of them mature, profitable, niche companies where the owner was ready to move on. They don't always offer the highest multiple, but they do offer something many founders value more: a clean break. 

Chang Kim—friends call him CK—sold his company Tapas for more than $500 million and walked away without an earn-out. Instead of jumping into his next venture, he did something few founders have the nerve to do: he took a year off.  In this episode of Built to Sell Radio, CK opens up about what life looks like when work becomes a choice, not a requirement. From cross-continental travel to difficult conversations with his kids about wealth, this is a rare, candid look at what happens after the wire hits. 

Private equity firms are the most likely buyers for your business—and some do a fine job preserving what makes a company great. But many are financial engineers. They offer a generous multiple, then lever up the business, cut costs, and flip it within a few years. Longtime employees get let go. Culture erodes. You walk away with a check, but it can feel like selling out. 

In this episode of Payrollin', Matt Vaadi explores how AI, automation, and outsourcing are transforming payroll and business operations. He discusses how ADP and Justworks are using these technologies to boost efficiency and reduce costs, and introduces his new business venture, Outsourced Scale, which is revolutionizing operations with virtual assistants and automation.Matt also shares insights from 100 Million Leads by Alex Hormozi and Built to Sell by John Warrillow, offering strategies for scaling businesses and refining messaging during tough economic times. Tune in to learn how these tools and lessons can help businesses not just survive, but thrive, even in challenging conditions.

Most stories we cover involve eye-popping multiples or headline-making exits. They're fun—but not always realistic.    Jeff DeGarmo's story is different. No private equity windfall. No tech hockey stick. Just a well-run, 20-person service business built over 16 years and sold for a solid 5.5x EBITDA. 

Greg Alexander sold SBI, his 30-person consulting firm, for $162 million. Since then, he's had a front-row seat to 50 other service firm exits through his peer group, Collective 54. In this episode of Built to Sell Radio, Greg breaks down what separates firms that sell from those that stall.  This is a Mastering the Deal episode of Built to Sell Radio—designed to help you punch above your weight in a negotiation to sell your business. 

Chris Johnsen, a civil attorney specializing in business law, shares insights on selling a business and the importance of building structures and systems to make a business more marketable. He emphasizes the need to start thinking about selling a business about five years in advance and recommends resources like the book 'Clockwork' and the podcast by John Warrillow. Chris also discusses the significance of having clean and organized books, the role of attorneys in the selling process, and the benefits of infinite banking and self-directed investing.Takeaways• Start thinking about selling a business about five years in advance and focus on building structures and systems that make the business more marketable.• Having clean and organized books is crucial for a successful business sale.• Consider working with an attorney to navigate the selling process and protect your interests.• Explore the concept of infinite banking and self-directed investing as alternative financial strategies.Sound Bites• Start thinking about these things about five years out from the time that you want to sell your practice.• The number one deal killer is messy books.• It makes sense to meet with an attorney early on, even right after starting a business, to optimize the rate of return when selling.Listen & Subscribe for More:

Sean McAuliffe didn't invent anything. He was a distributor.  If you lost your car keys and went to a locksmith to cut a new set, chances are your locksmith got the replacement key from Sean's business. He bought cheap keys from Asia and sold them to locksmiths. Nothing fancy. Like so many businesses, Sean was a middleman. He'd never really thought about selling—didn't think anyone would want to buy it—but when a private equity group offered him millions, Sean realized he was sitting on a potential goldmine. 

When Garren Hilow helped start Abveris, he didn't have much—just a background in sales, a co-founder with a Harvard PhD, and a stock option representing 16% of the company.  Eight years later, he bought out his co-founder, bootstrapped the company with bank debt (collateralized by his house), and sold it in a stock deal that peaked at $190 million. 

A new generation of buyers trained in Entrepreneurship Through Acquisition (ETA) is looking for businesses like yours. Unlike private equity firms focused on roll-ups, ETA buyers are often searching for a single business to own and operate—making them a legitimate option for certain sellers. 

For the first time ever, we recorded a Built to Sell Radio episode in front of a live audience at the Value Builder Summit—a gathering of mission-driven advisors dedicated to helping founders level the playing field as they approach their exit.  Rob Walling has started, built, and sold multiple companies. As an investor and conference organizer, he's seen hundreds of founders exit—some thriving, others struggling. He teamed up with Dr. Sherry Walling, a clinical psychologist specializing in supporting entrepreneurs, to codify what separates a successful exit from one that leaves an owner adrift. Their insights culminated in their new book Exit Strategy. 

Kristie Shifflette built a 13-location Orangetheory Fitness empire from scratch—bootstrapping a capital-hungry business, personally guaranteeing leases, and taking on risk most founders wouldn't touch. In the end, it paid off for Kristie and in this episode, you'll discover how to:  Bootstrap a capital-intensive business without giving up control  Reduce your risk when taking on an investor  Attract entrepreneurial employees who will care as much as you do  Think about the $10 million milestone (and why it matters to private equity)  Know when to take some chips off the table—and when to double down  Ace management presentations with an acquirer  Play hard to get (even when you want to sell)  Get an acquirer to bump up their offer   Max out an earn-out payment—even if you don't quite hit your targets  Spot an acquisition offer that's likely to be re-traded 

Selling your business to a Fortune 500 company is a dream for many founders. Strategic acquirers often pay the most because they can integrate your business into their larger ecosystem. It's rare to pull off even once—Brock Weatherup has done it three times.  In this episode of Built to Sell Radio, Brock reveals the strategies that helped him attract Fortune 500 buyers like PetSmart and Petco. This episode is a roadmap for anyone who wants to sell their business to a strategic acquirer. 

John Warrillow is the founder of the Value Builder System, a software program that helps thousands of businesses build more value for customers and investors. He is also the bestselling author of three books, Built To Sell, The Automatic Customer, and his latest, The Art of Selling Your Business, which came out in January 2021. He is also the host of Built To Sell Radio. John joined host Robert Glazer on the Elevate Podcast to talk about how to build a business that attracts lifetime customers and create your exit strategy. Learn more about your ad choices. Visit megaphone.fm/adchoices

This week on Built to Sell Radio, John Warrillow interviews Blake Hutchison, CEO of Flippa, the world's largest marketplace for buying and selling digital businesses. With experience overseeing thousands of real transactions, Blake offers a unique window into the minds of today's acquirers. 

John Warrillow is the Founder and President of The Value Builder System™, which offers an assessment tool to help business owners build value. He is also the Founder of VidGuide, a software that allows business owners to document SOPs using video. As an entrepreneur, author, and speaker, John hosts the Built To Sell Radio podcast and is the author of Built to Sell.  In this episode: Many businesses operate using the hub-and-spoke model, which relies on the founder to direct every company process. However, the operations fall apart when the owner needs to step away from the business. How can you separate yourself from your business? According to business value builder John Warrillow, entrepreneurs are too focused on growing revenue and don't consider the company's end goal. Founders should consistently work toward their eventual exit by building value and slowly offboarding themselves. This requires identifying your company's purpose and documenting systems and processes that promote that purpose. Well-documented systems increase value to potential buyers by relying on employees to execute operations rather than the founder.  In the latest episode of Systems Simplified, John Warrillow, the Founder and President of The Value Builder System™, joins Adi Klevit to discuss building business value for an eventual exit. John shares how systems documentation increases company value, VidGuide's video process documentation software, and how to determine your company's identity.

Welcome to our final episode of The Savvy Dentist Podcast Summer Series. We're going back into the archives, rummaging through the vault, finding the best bits of the best episodes and we're taking those vignettes and those snippets and we're combining them together to form one single episode around a particular theme or topic. The theme for this particular episode is all around wealth creation. Creating wealth is a very important thing for dentists to think about because ultimately wealth is what gives you freedom.  At Savvy Dentist, we talk about creating multi-generational wealth ... so that the wealth you create has an impact beyond yourself. It impacts your family, it impacts your friends, it impacts the community of which you're part. Like dropping that pebble in the pond, the ripple effect extends way beyond yourself. This episode is designed to help you to think, To plan and to examine your internal belief structures around wealth so that you can then talk to your particular advisors and map out these thoughts and chart a course for your financial goals, your financial future ... that gives you the ultimate freedom, the ultimate flexibility to live life on your terms. [02:56] - Creating Your Wealth Plan – Tony Bradshaw (episode #421) [09:01] - Building a Valuable Practice.– John Warrillow (episode #310) [14:57] - Developing a Millionaire Mindset – Michael Yardney (episode #303) [18:50] - Strategies Of The Super Rich – Tim McNeeley (episode #192)

Ben Landers built Blue Corona, an 8-figure digital marketing agency focused on home service businesses, into a data-driven powerhouse. When it came time to sell, Ben achieved something extraordinary: a clean exit with no earn-outs, a rare feat in the service business world where earn-outs are practically the norm.

In this episode of Grow a Small Business, host Troy Trewin interviews Jack Machado, founder of Staff X, shares how his business helps SMEs thrive by providing high-skilled offshore talent from the Philippines, South Africa, and Colombia. Growing from 3 to 22 team members and achieving $4M AUD in annual revenue within four years, Staff X stands out for its ethical recruitment practices and commitment to client solutions. Jack also discusses the journey toward B Corp certification and offers valuable insights on overcoming growth challenges and building a sustainable business. Other Resources: When should a growing small business have a Board of Directors or Advisors? Get a return from an effective Chairperson of a Board Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here.   Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice.   And a snapshot of the final five Grow A Small Business Questions:   What do you think is the hardest thing in growing a small business? According to Jack Machado, the hardest thing in growing a small business is finding the right people. He emphasizes that a business relies heavily on its people and processes, making it essential to hire trustworthy and dedicated team members who contribute to the company's success. What's your favourite business book that has helped you the most? Jack Machado's favorite business books are Good to Great by Jim Collins and Your Next Five Moves by Patrick Bet-David. These books provided him with valuable insights on strategy, leadership, and building a successful business. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Jack Machado recommends several great resources for small business growth. Among podcasts, he highlights the Grow Small Business Podcast by Troy Trewin, which delves into scaling businesses and overcoming challenges, and Built to Sell Radio by John Warrillow, focused on building scalable and valuable businesses. For online learning, Jack suggests using HubSpot Academy for free marketing and sales courses, Coursera and edX for university-level business topics, and LinkedIn Learning for quick, practical lessons on entrepreneurship and operational efficiency. He also emphasizes tools like HubSpot CRM for streamlining sales and marketing processes and recommends exploring tailored recruitment toolkits to attract and retain top talent effectively. What tool or resource would you recommend to grow a small business? Jack Machado highly recommends HubSpot CRM as a valuable tool for growing a small business. He highlights its ability to streamline sales and marketing processes, manage customer relationships effectively, and automate campaigns. According to Jack, the tool has significantly improved his business's lead management and overall sales efficiency, making it an essential resource for scaling operations. Additionally, he advises leveraging tailored recruitment toolkits to attract and retain top talent, ensuring the right people are in place to support growth. What advice would you give yourself on day one of starting out in business? Jack Machado's advice to his younger self on day one of starting a business is to go slower and focus on maintaining a better work-life balance. He emphasizes the importance of taking time to reassess decisions, digest outcomes, and ensure actions align with long-term goals. By pacing growth and allocating more time to family and personal life, he believes he could have achieved success while preserving meaningful moments with loved ones. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.       Quotable quotes from our special Grow A Small Business podcast guest: Success comes not from chasing money but from delivering genuine solutions — Jack Machado Sustainable success is built on continuous improvement and shared wins — Jack Machado A business thrives when its focus shifts from profit to quality and value — Jack Machado      

Adam Kerrigan started as the owner of a managed service provider (MSP) business, which he built and eventually sold. After his exit, he joined the acquiring company to lead its M&A group, where he completed 16 deals and helped build a private equity-backed organization.  In this episode of Built to Sell Radio, Adam pulls back the curtain on how acquirers often push for cashless deals, offering equity instead of cash—and how sellers can negotiate to ensure they get the deal they deserve. 

In this episode of Grow a Small Business, host Troy Trewin interviews Kristi Herold, founder of JAM, shares her inspiring journey of growing a business from $50,000 in first-year revenue to an 8-figure success over 28 years. With 50 full-time and 400 part-time team members, JAM connects communities through play in 25 cities, offering adult sports leagues and corporate team-building events. Kristi highlights the impact of a people-first culture, 11 strategic acquisitions, and her innovative onboarding process. Tune in to learn how she transformed challenges into growth opportunities while creating meaningful connections that change lives. Other Resources: QFF: Mastering Employee Retention: Insights from Joey Coleman, Seasoned Chief Experience Composer with 20+ Years in Business Leadership, Managing Teams of 50+, and Generating Millions in Revenue. (Episode 520 - Joey Coleman) Success at Waubs Harbour Distillery: Bec Polmear on Building a Profitable Maritime Whisky Brand, Using Ocean-Cooled Techniques, and Creating a Legacy with Authentic Tasmanian Flavors and Global Ambitions in 18 Months of Sales. (Episode 600 - Bec Polmear) An easy way to measure if your customers love you in 21 minutes – use the Net Promoter Score (NPS). And it's FREE. Listen to 'It Pays to Play,' a book by Kristi Herold, on Spotify. Get your copy of It Pays to Play: How Play Improves Business Culture by Kristi Herold on Amazon Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice. And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? The hardest thing is staying motivated when facing challenges that aren't enjoyable, like legal issues or HR problems. Kristi emphasizes the importance of resilience and staying committed to the purpose, even on tough days, as not every day will feel rewarding. What's your favourite business book that has helped you the most? Kristi Herold's favorite business books include Never Lose a Customer Again and Never Lose an Employee Again by Joey Coleman. She appreciates these books for their insights into customer and employee retention strategies. Additionally, she values WTF: Willing to Fail by Brian Scudamore for its lessons on embracing failures as opportunities for growth. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Kristi highly recommends Guy Raz's How I Built This for deep dives into entrepreneurial journeys and Built to Sell by John Warrillow, which emphasizes structuring a business to operate efficiently, whether or not you plan to sell. What tool or resource would you recommend to grow a small business? Kristi Herold recommends incorporating play as a powerful tool to grow a small business. By integrating play into the workplace—such as shoutout channels, playful meeting starters, and team-building activities—businesses can foster stronger team connections, boost morale, and enhance productivity. She emphasizes that creating a fun, engaging culture leads to better collaboration and overall business success. What advice would you give yourself on day one of starting out in business? Kristi Herold advises her day-one self to "enjoy the journey." She reflects that it's important not to rush through milestones but to savor the day-to-day experiences, both good and challenging. Building a business is a marathon, not a sprint, and finding joy in the process is key to long-term success and fulfillment. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.     Quotable quotes from our special Grow A Small Business podcast guest: Success is about the positive impact you make on people's lives, not just the numbers — Kristi Herold Great culture begins with treating your team well and aligning them with your vision —  Kristi Herold Never give up—resilience is the key to navigating the ups and downs of entrepreneurship — Kristi Herold      

Blue Thumb, Australia's largest art marketplace, spawned SmartrMail—a SaaS business that grew to $2 million in annual recurring revenue (ARR). When George Hartley decided to sell SmartrMail, he faced a major setback: the buyer he signed an LOI with didn't have the funds to close.  In this week's Built to Sell Radio, George shares the lessons he learned when his first deal fell apart and how he ultimately salvaged the sale. 

In this week's episode of Built to Sell Radio, John Warrillow interviews Kaelon Egan, the founder of AccelaSchool, who successfully sold his company to PowerSchool—a giant in the K-12 education technology space.  For most founders, the ultimate dream is to sell to a strategic acquirer: a well-funded, industry leader with deep pockets. Egan shares exactly how he positioned his company to become a natural acquisition target, avoiding common pitfalls along the way. 

James Ashford built GoProposal with a clear goal: to sell. From designing the logo with potential acquirers in mind to rallying his team around the vision, James executed his plan with precision. The result? An eight-figure sale to Sage, a FTSE 100 company. But what happened after the deal?  In this week's Built to Sell Radio, part of our After the Deal series, James opens up about life post-exit. Selling a company can bring financial freedom, but as James reveals, it also comes with unexpected challenges. 

John Corcoran is a recovering attorney, an author, and a former White House writer and speechwriter to the Governor of California. Throughout his career, John has worked in Hollywood, the heart of Silicon Valley, and ran his boutique law firm in the San Francisco Bay Area, catering to small business owners and entrepreneurs. Since 2012, John has been the host of the Smart Business Revolution Podcast, where he has interviewed hundreds of CEOs, founders, authors, and entrepreneurs, including Peter Diamandis, Adam Grant, Gary Vaynerchuk, and Marie Forleo. John is also the Co-founder of Rise25, a company that connects B2B businesses with their ideal clients, referral partners, and strategic partners. They help their clients generate ROI through their done-for-you podcast service. In this episode… Many B2B businesses struggle with inconsistent revenue, limited client acquisition, and the inability to keep up in a content-driven economy. Static websites, outdated marketing approaches, and a lack of predictable income models leave companies feeling stuck in a cycle of uncertainty. How can organizations break free from this cycle and achieve sustainable growth in today's dynamic market? John Corcoran shares practical strategies to address these challenges, emphasizing the importance of content marketing and subscription-based revenue models. Drawing from insights in The Automatic Customer by John Warrillow, John explains how businesses can build predictable income streams by offering specialized, ongoing services. He also highlights how tools like Perplexity AI can streamline tasks such as customizing communication, automating contracts, and tailoring resumes, helping businesses save time and improve efficiency. John stresses that creating and repurposing content, especially through podcasts, can nurture relationships, establish authority, and drive growth. Tune in to this episode of the Smart Business Revolution Podcast as Chad Franzen interviews John Corcoran, Co-founder of Rise25, about leveraging AI tools and strategic content marketing. John explains why podcasts are a cornerstone of effective marketing, shares examples of AI-powered solutions, and highlights the common pitfalls B2B companies face when neglecting content creation. Through these insights, you will learn innovative strategies to transform your business business practices.

If you're a business owner, chances are buyers are considering your industry for a roll-up. From veterinary clinics to auto body shops, pharmacies to advertising agencies—you name the industry, there's probably a private equity firm looking to roll it up.  This week's episode is part of our Inside the Mind of an Acquirer series, where we dive into the strategies and motivations of different types of buyers. Jordan Dubin, co-founder of Guild, shares how he raised $35 million to create a roll-up of garage door companies and reveals what he looks for in a potential acquisition. 

What does it take to turn nightlife into big business? Med school dropout Shane Neman cracked the code on the nightclub industry, transforming its back office into a finely tuned, revenue-generating machine. From pioneering one of the first SMS platforms for small businesses to setting up his companies for top-dollar exits, Shane shares the technical strategies that turned his ideas into high-value assets. 

Few founders exemplify resilience like Mike Fata, co-founder of Manitoba Harvest. Growing up in a single-parent, low-income household, Fata dropped out of school in grade 10, struggled with health issues, and found himself weighing 300 pounds by age 18. A life-changing commitment to health led him to discover hemp as a nutritional powerhouse, sparking his path to founding Manitoba Harvest and building it into one of North America's leading hemp food companies.  In his interview on Built to Sell Radio, Mike dives into the journey that saw him go from construction worker to the sale of Manitoba Harvest to Tilray for $419 million.

When Carrie Kelsch was encouraged to start a garage door business back in 2004, she had no experience in the industry.     By 2022, her company, A Plus Garage Doors, was generating $26 million in revenue with 30% EBITDA margins. This week on Built to Sell Radio, host John Warrillow shares Carrie's journey—from her first steps in the home services industry to the personal tragedy that ultimately pushed her to consider selling. 

Pete Neubig started his entrepreneurial journey buying $35,000 houses with small down payments. After amassing 60 homes, he realized there was more money in managing properties for others.   Pete shifted focus to building a property management company, handling maintenance and rent collection for over 1,000 homes, and eventually sold the business for $4.6 million or 1.75 times recurring revenue to an industry giant.

Introduction to Kevin Donnelly (0:00-5:00)Kevin's background as a serial entrepreneur and business coach.Scaling his company from 40 to 600 employees.The superpower of ninja recruiting top talent.The Journey of Scaling a Business (5:01-15:00)How Kevin landed a big contract with AT&T that propelled his growth.The importance of implementing a business operating system.Systems like EOS (Entrepreneurial Operating System) and Rockefeller Habits.Shifting from Technician to Conductor (15:01-25:00)The mindset shift from technician to business leader.Kevin's concept of “E-Wakening” inspired by Michael Gerber's The E-Myth.The importance of peer accountability and building a high-performance team.Lessons in Leadership: Letting Go and Firing the Empty Suits (25:01-35:00)The process of letting go of underperforming team members.Common pitfalls entrepreneurs face when scaling their business.Creating a culture of accountability and execution.Ninja Recruiting: Hiring and Onboarding A-Players (35:01-45:00)Kevin's proven strategies for recruiting top talent.The importance of structured hiring processes and assessments.Setting new hires up for success with onboarding and 30-60-90 day plans.Exit Planning and Increasing Business Valuation (45:01-55:00)John Warrillow's eight drivers of value from Built to Sell.How to increase your business's multiple for a successful exit.Strategies for creating a business that thrives without the owner.Kevin's Personal Journey: Facing Dark Times and Emerging Stronger (55:01-1:05:00)Kevin's story of losing a million dollars in 2006 and letting go of half his workforce.How he turned that crisis into his greatest opportunity.The power of persistence and continuous learning.The Four Freedom Factors (1:05:01-1:15:00)Kevin's keys to achieving freedom as a business owner: talent, systems, strategy, and numbers.Moving from being owned by the business to owning it.Closing Thoughts & Call to Action (1:15:01-End)Kevin's “Holy Grail” of coaching others to reach their full potential.How to connect with Kevin Donnelly: Kevin Donnelly's Website, Freedom Point Advisors, and Hiring Labs.

In this episode of Grow a Small Business, host Troy Trewin interviews Damien Cantelo, co-founder of Apollo Secure, shares his journey leading an 8-member team while navigating the challenges of a failed GPS deal. He discusses the importance of resilience and strategic cash flow management in protecting small businesses from cyber threats. Damien also emphasizes the value of learning from setbacks and how adaptability is crucial for long-term success. Tune in for insights on fostering a secure business environment and the lessons learned along the way. Other Resources:   Discover expert cybersecurity strategies to safeguard your business and achieve peace of mind, featuring insights from Damien Cantelo. Discover how Andrew Miller scaled his solo startup to a $500K annual revenue powerhouse with 7 team members, sharing key strategies for transforming early-stage companies and achieving work-life balance. Andrew Miller. Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice. And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? Damien Cantelo identified that one of the hardest things in growing a small business is listening to customers and ensuring that your product or service aligns with their needs. He mentioned that entrepreneurs often become too attached to their original ideas and may struggle to let go of their initial concepts. Instead, they must be disciplined enough to adapt based on what customers actually want, even if it differs from their original vision. This can be a continuous challenge as business owners navigate their growth journey. What's your favourite business book that has helped you the most? Damien Cantelo highlighted "The Lean Startup" by Eric Ries as a significant book that serves as a Bible for tech startups. Additionally, he recommended "Crossing the Chasm" by Geoffrey Moore, which he considers timeless and still relevant today, especially for understanding market dynamics in various business contexts. These books have greatly influenced his approach to business and product development. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Damien Cantelo recommends the "Built to Sell" podcast for valuable insights on building and selling businesses. He also appreciates John Warrillow's podcast, which complements his books, along with April Dunford's resources on marketing and positioning for effective business differentiation. Additionally, he suggests exploring cybersecurity podcasts for niche industry insights. What tool or resource would you recommend to grow a small business? Damien Cantelo recommends cash flow forecasting in Excel as an essential tool for growing a small business, highlighting the importance of understanding cash inflows and outflows. He emphasizes that, despite the availability of various sales and marketing automation tools, effective cash management remains critical for business sustainability. What advice would you give yourself on day one of starting out in business? Damien Cantelo advises that on day one of starting out in business, one should "stick with it" and be prepared for a long and challenging journey. He echoes Winston Churchill's sentiment that if you're going through hell, you should keep going, emphasizing the importance of perseverance in overcoming obstacles. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.   Quotable quotes from our special Grow A Small Business podcast guest: Listening to your customers is the key to evolving your business – Damien Cantelo Perseverance is essential; if you're going through hell, keep going – Damien Cantelo   Don't be afraid to pivot; the market knows what it wants – Damien Cantelo      

Luke Peters started off by reselling everyday appliances like bar fridges online. Eventually he built a brand and shifted to selling his products on big e-commerce retailers. Peters grew NewAir to $80 million in revenue before selling it for a lifechanging windfall in 2022. 

Small business owners spend a lifetime building a company and have one shot at getting their exit right. Yet waiting to pounce on this unsuspecting group is a legion of financial mercenaries, private equity predators and corporate giants set up to prey on owner's lack of experience when it comes to mergers and acquisitions. These... The post How to Build, Accelerate and Harvest the Value of a Company with John Warrillow – [Best of PowerTips Unscripted] appeared first on PowerTips Unscripted.

On this week's Built to Sell Radio, John Warrillow talks to Tim Schumacher, co-founder of SaaS Group, about the mindset of an acquirer.  Tim shares Peter Thiel's “zero to one” versus “one to ten” concept and how knowing which one you are can shape your business. 

“If a handful of 20 year olds can service millions of dollars a year in revenue—your agency can, with very little stress and very little complications. And your newsletter can, too.”Marketing Max is a serial entrepreneur and growth marketer with a seven-figure agency exit under his belt. He's the man behind the Growth Daily marketing newsletter, read by over 50,000 world-class CEOs, founders, and marketers every day.In this episode of Agency Journey, Max shares his journey from Wall Street to agency owner to media mogul. He discusses the pivotal moment when he niched down his agency services, leading to explosive growth and eventual exit. Max also dives deep into his current ventures, including his portfolio of marketing software, media, and service businesses built on the back of a massive audience.Whether you're looking to scale your agency, grow a newsletter, or build a media empire, this episode will help you get there.Episode Insights:

n this episode of Built to Sell Radio, Jim Sebenius, the founder of the Negotiation Unit at Harvard Business School, shares his advanced negotiation strategies for selling a privately held business.     Jim's extensive experience includes his time at the Blackstone Group, where he negotiated on behalf of one of the world's largest alternative asset managers with more than $1 trillion under management. He is also a frequent speaker to YPO and a consultant for privately held companies, helping them navigate complex negotiations.    Jim's insights are backed by his in-depth research, including first-hand interviews with former U.S. Secretaries of State such as Henry Kissinger, Hillary Clinton, and Rex Tillerson. These interviews have provided him with unique perspectives on negotiation from some of the world's most experienced dealmakers, making his advice invaluable for anyone looking to sell their company for maximum value. 

Today's episode is a replay from Feb 2023Want To Quit Your Job In The Next 6-18 Months Through Buying Commercial Real Estate & Small Businesses?

This week on Built to Sell Radio, William Brown shares his remarkable journey from selling a $50 Word document offering trading advice to building a multi-million dollar online education business that attracted serious interest from acquirers. Based in Dubai, William's story is a testament to how a simple, bootstrapped start can evolve into a highly valuable and sellable business. 

Corporate buyers are notoriously secretive and rarely reveal their inner workings. This is why our latest episode of Built to Sell Radio is so valuable: It provides a rare look into the secretive world of corporate M&A.    Our guest is Christopher Vollmond-Carstens, Chief M&A Officer at Ntiva, where they help businesses keep their technology running smoothly, from managing their computer systems to protecting them from cyber threats. Christopher has bought fifteen companies in the last few years, and this week we take a walk inside his mind to understand how he thinks about buying companies.    This episode, part of our Inside the Mind of an Acquirer series, offers unique insights into the corporate development division of a big company.

Most people hear about spectacular acquisitions made by strategic acquirers or giant private equity groups. But the reality is, you're likely to sell your company to a small business in your sector that nobody outside your industry has ever heard of.  In our latest episode of Built to Sell Radio, part of our Inside the Mind of an Acquirer series, we get inside the head of Kristi Herold. Kristi is the founder of Jam, a company based in Toronto that connects people through adult recreational sports leagues and corporate team-building events.  Kristi has successfully completed 11 acquisitions, making her a prime example of how small businesses buy other small companies.  

Nicole Osmer is the founder and president of Health+Commerce, a public relations and marketing agency for companies in medtech, biotech, and digital health. Nicole grew Health+Commerce from $1M to $10M in annual revenue over seven years.     Along the way, Nicole received an acquisition offer that seemed too good to be true. It turned out it was, and the deal fell apart. Nicole picked up the pieces, and in March 2024, Health+Commerce was acquired by Trinity Hunt-backed Supreme Group.

In this week's episode of Built to Sell Radio, John Warrillow interviews Michael Lynch, the creator of TinyPilot, a hardware device that allows users to remotely control their computers without installing any software.   Like most small companies, TinyPilot was a Main Street business with around $1 million in revenue and roughly $250,000 in profit, so Michael's story is a revealing snapshot of a typical exit for the majority of small businesses

In this week's episode of Built to Sell Radio, John Warrillow interviews Kiri Masters, founder of Bobsled Marketing. Kiri's marketing agency specialized in helping companies merchandise their products on sites like Amazon.com and Walmart.com.  Kiri successfully transformed a significant social media following into a valuable company.

In this week's Built to Sell Radio episode, John Warrillow interviews David Sinkinson, co-founder of AppArmor. David and his brother Chris created a mobile app that allows students to alert campus security by pressing a single button on their phones. Their journey from developing AppArmor to selling their company for $40 million is packed with insight.  During the interview, you'll discover how answering a simple question posed by an acquirer almost cost the Sinkinson brothers $20 million. Learn how they navigated this near-disastrous moment and what steps they took to recover and close the deal successfully. 

Have you considered the psychological toll of building your business?     In this week's Built to Sell Radio episode, John Warrillow sits down with Bill Hudenko, a psychologist, Dartmouth professor, and serial entrepreneur, to discuss the psychological impact of building and exiting a business. Bill shares his personal journey through multiple exits and offers insights into the mental health challenges that come with selling your life's work.     As someone who has experienced these challenges firsthand, and as a professional with access to extensive data, Bill provides practical advice on how to avoid the common mental health pitfalls associated with selling your business.  

This week on Built to Sell Radio, we feature Connor Tomkies, founder of Support Ninja, who shares his story of transforming an outsourcing firm into an industry leader. Support Ninja provides outsourced customer support services, handling tasks such as customer experience, social media management, and technical support.