Ep 481 After the Deal: What 70 Founders Reveal About Generational Wealth, the Achievement Trap & the Happiness Illusion

Built to Sell Radio

#Business #Builttosell #Johnwarrillow #Sellingabusiness #Sellingmybusiness #Valuation #Valueabusiness #Entrepreneur #John Warrillow

38:05

In late 1972, U.S. Marine Captain Ron Forrester disappeared on a bombing run into North Vietnam. Back home in Texas, his family could only wait and hope. Audio subscribers to Texas Monthly can get early access to episodes of the series, plus exclusive interviews and audio. Visit texasmonthly.com/audio to join. Go to HelloFresh.com/FLIGHT10FM to get 10 Free Meals with a Free Item For Life.…

about a year ago 1:02:50

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Most founders focus all their energy on getting to an exit, but few stop to consider what comes next. In this episode of Built to Sell Radio, John Rood shares what he learned after selling Next Step Test Prep to private equity—and why he decided to write Beyond the Exit.

495 episodes

Built to Sell Radio

Ep 481 After the Deal: What 70 Founders Reveal About Generational Wealth, the Achievement Trap & the Happiness Illusion

Built to Sell Radio

46 subscribers

published about a year ago

MP3•Episode home

495 episodes

#Business #Builttosell #Johnwarrillow #Sellingabusiness #Sellingmybusiness #Valuation #Valueabusiness #Entrepreneur #John Warrillow

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Built to Sell Radio

1
Ep 493 Exit Story: Selling a 20-Person Agency for 5.5x EBITDA 44:34

6 days ago44:34

44:34

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.

Built to Sell Radio

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Ep 492 Mastering the Deal: How Greg Alexander Got $162M for a 30-Person Firm—and What He’s Learned from Watching 50 Other Exits Up Close 58:39

13 days ago58:39

58:39

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.…

Built to Sell Radio

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Ep 491 Inside the Mind of an Acquirer: The Case for Unsexy 1:03:55

20 days ago1:03:55

1:03:55

What makes someone want to buy an “unsexy” business? Jon Pole has acquired 19 traditional radio stations. On paper, it’s an industry many assume is in decline. But for an experienced buyer like Pole, these deals are less about media trends and more about community, cash flow, and culture.

Built to Sell Radio

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Ep 490 Exit Story: How a Middleman Built and Sold a $19M Distribution Business 52:12

27 days ago52:12

52:12

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.…

Built to Sell Radio

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Ep 489 Inside the Mind of an Acquirer: Sequoya Borgman on How Independent Sponsors Buy Companies, Structure Deals, and Spot Pretenders 1:06:52

5 weeks ago1:06:52

1:06:52

What do acquirers really want? Sequoya Borgman has acquired 19 companies and exited two. He’s raised capital on a deal-by-deal basis, working outside the traditional private equity model. In this episode of Built to Sell Radio, Borgman explains how “independent sponsors” operate—and why more wealthy individuals are now pooling money to buy lower middle-market businesses. You discover how to:…

Built to Sell Radio

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Ep 488 Exit Story: Garren Hilow on Selling for $190M, Taking Stock, and Missing His Earn-Out 59:23

6 weeks ago59:23

59:23

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.…

Built to Sell Radio

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Ep 487 After the Deal: How the Ultra-Wealthy Invest After Selling Their Business 1:07:15

7 weeks ago1:07:15

1:07:15

What would you do with $20 million? That’s the minimum amount required to join Tiger 21, the exclusive network where ultra-high-net-worth entrepreneurs learn how to preserve and grow their wealth. Michael Sonnenfeldt founded Tiger 21 after selling two companies and realizing that the skills that made him a successful entrepreneur didn’t translate into smart investing. He built the group to help other entrepreneurs avoid costly post-exit mistakes.…

Built to Sell Radio

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Ep 486 Inside the Mind of an Acquirer: The Harvard Playbook for Buying Your Business 1:00:55

8 weeks ago1:00:55

1:00:55

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.

Built to Sell Radio

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Ep 485 After the Deal: The Psychology of Selling—Kill Criteria, Walkaway Mindset & Why “Telling Your Company’s Story” Often Drives Up Your Multiple 1:09:30

9 weeks ago1:09:30

1:09:30

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.…

Built to Sell Radio

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Ep 484 How to Know When It’s Time to Sell 1:10:04

10 weeks ago1:10:04

1:10:04

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…

Built to Sell Radio

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Ep 483 Exit Story: Frank Shultz on Escaping the 50/50 Trap and Buying Out a Partner 1:28:07

11 weeks ago1:28:07

1:28:07

When Frank Shultz co-founded Infinite Blue, he and his partner split ownership 50/50. The business thrived, but their working relationship soured. Frank wanted to buy out his co-founder, but with a valuation in the eight figures, he faced a daunting question: where would he get the cash?

Built to Sell Radio

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Ep 482 Exit Story: Bob Gilbreath — "The Adult Version of the Marshmallow Test" and How to Capitalize on an Earn-Out 1:17:00

12 weeks ago1:17:00

1:17:00

An earn-out is a deal structure where part of the sale price is contingent on the business hitting future performance goals. For many owners, it feels like a gamble—where the payout is uncertain, and the risks are high. But Bob Gilbreath flipped the script. He navigated two complex earn-outs across two service businesses and turned both into massive financial wins. In this episode of Built to Sell Radio, Bob shares how he turned the dreaded earn-out into his greatest asset.…

Built to Sell Radio

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Ep 481 After the Deal: What 70 Founders Reveal About Generational Wealth, the Achievement Trap & the Happiness Illusion 1:02:50

13 weeks ago1:02:50

1:02:50

Built to Sell Radio

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Ep 480 Exit Story: The $80M Deception—How Kevin Wagstaff Walked Away and Won 1:27:38

14 weeks ago1:27:38

1:27:38

When Kevin Wagstaff and his brother bootstrapped Spectora, a SaaS platform for home inspectors, with just $2,500 each, they never expected to one day face an $80 million acquisition offer. Spectora transformed the home inspection industry by replacing outdated paper reports with a digital platform that streamlined workflows, saved inspectors time, and enhanced the client experience. But when an acquirer attempted to re-trade the deal at the last minute—adding a $25 million seller’s note, a $10 million earn-out, and a 36-month call option—Kevin learned a hard lesson: just because an offer is on the table doesn’t mean the deal is done. The acquirer assumed Kevin and his brother would be too invested in the deal to walk away. But thanks to their advisor’s guidance, they stood firm. The result? The acquirer backtracked, offering the original terms. Kevin and his brother still walked, ultimately selling a majority stake at a $90 million valuation to a better partner.…

Built to Sell Radio

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Ep 479 Exit Story: How to Attract a Fortune 500 Acquirer With Brock Weatherup 1:18:05

15 weeks ago1:18:05