E254: Unlock the Secrets Behind Business Valuations: What Every Owner Needs to Know Before Selling

How2Exit: Buy, Don't Build - M&A of Small Businesses

#Trading #Entrepreneur #Business #Podcasting Education #How2Exit #Ronald Skelton #Just Like

1:36:55

What’s up, Tribe, and welcome back to Good Moms Bad Choices! January was amazing, but its time to turn the page on the calendar and embrace beautiful new energy as we enter ‘The Journey of Love February.’ This month is all about the heart - join Erica and Milah to catch up and discuss what’s new in the world of motherhood, marriage, and amor! In this week’s episode, the ladies offer witty and sharp perspectives about personal growth in love, supporting your kids through their friend drama, and how to honor your true needs in a partnership. Mama Bear to the Rescue! The Good Moms discuss protective parenting and helping your kids fight their battles (8:00) Bad Choice of the Week: Help! My kids saw me in my lingerie! (20:00) My Happily Ever After: Erica and Milah discuss the prospect of marriage, dreams of becoming a housewife, and the top 5 ways to be confident in love (32:00) Yoni Mapping: Releasing Trauma and Increasing Pleasure (57:00) Its OK to fuck up, but also, what do you (really) bring to the table: The Good Moms have an honest discussion about finding accountability and growth before love (1:03:00) Watch This episode & more on YouTube! Catch up with us over at Patreon and get all our Full visual episodes, bonus content & early episode releases. Join our private Facebook group! Let us help you! Submit your advice questions, anonymous secrets or vent about motherhood anonymously! Submit your questions Connect With Us: @GoodMoms_BadChoices @TheGoodVibeRetreat @Good.GoodMedia @WatchErica @Milah_Mapp Official GMBC Music: So good feat Renee, Trip and http://www.anthemmusicenterprises.com Join us this summer in paradise at the Good Vibe Rest+Vibe Retreat in Costa Rica July 31- August 5 August 8 - August 13 See omnystudio.com/listener for privacy information.…

about a year ago 58:43

MP3•Episode home

Watch Here: https://youtu.be/otQ8R7xNfNg
About the Guest(s):
Gregory Caruso is a seasoned business valuator with over 40 years of experience. Holding both a JD and CPA, Gregory is licensed in the state of Maryland. His extensive background includes 10 years in a family home building operation and significant experience in business brokerage and valuation. Author of "The Art of Business Valuation," Gregory has contributed to continued education through his role as editor in chief and host of a monthly webinar for the National Association of Certified Valuators and Analysts (NACVA). His expertise spans a wide array of valuation contexts, including ESOPs, estate planning, and exit strategies for small to medium-sized businesses.
Summary:
In this How2Exit episode, host Ronald Skelton interviews valuation expert Gregory Caruso on the complexities of valuing companies. Gregory shares insights from his diverse experience, discussing key valuation methodologies, industry standards on price vs. value, and unique requirements for ESOPs, estate planning, and more. He covers profitability, risk, and management structure, offering a comprehensive look at the valuation landscape for business owners planning an exit.
Key Takeaways:

Understanding Valuation Models: Business valuations typically involve a handful of established models, although variations exist to suit specific purposes like ESOP or SBA requirements.
Importance of Management and Profitability: Enhancing profitability and preparing the management team can significantly impact a business's valuation.
Role of Judgment in Valuation: Beyond mathematical calculations, Timothy emphasizes the role of professional judgment in assessing business value.
Impact of Purpose on Valuation: The intended use of a valuation—whether for market sale, ESOP, or estate planning—alters the methodology and considerations.
Strategic Insights into ESOPs: ESOPs are valued at fair market value without synergies, making them ideal for industries with lower synergy potentials.

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Contact Greg on
Linkedin: https://www.linkedin.com/in/gregorycaruso/
Website: http://www.artofbv.com/
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How2Exit Joins IT ExchangeNet's Channel Partner Network!
-Why IT ExchangeNet?
Since 1998, IT ExchangeNet has created $5 billion in value by selling more than 225 IT businesses in 20 countries. IT ExchangeNet works exclusively with IT-enabled businesses generating between $5M and $30M who are ready to be sold, and M&A decision-makers who are ready to buy. For over 25 years IT ExchangeNet has developed industry knowledge that helps them determine whether a seller is a good fit for their buyers before making a match.
"Out of all of the brokers I've met, this team has the most experience and I believe the best ability to get IT service businesses sold at the best price" - Ron Skelton
The IT ExchangeNet M&A Marketplace we partnered with has a proprietary database of 50,000+ global buyers seeking IT Services firms, MSPs, MSSPs, Software-as-a-Service platforms, and channel partners in the Microsoft, Oracle, ServiceNow, and Salesforce space.
If you are interested in learning more about the process and current market valuations, complete the contact form and we’ll respond within one business day. Everything is kept confidential.
Are you interested in what your business may be worth? Unlock the value of your IT Services firm, visit https://www.itexchangenet.com/marketplace-how2exit and complete the contact form.
Our partnership with IT ExchangeNet focuses on deals above $5M in value.
If you are looking to buy or sell a tech business below the $5M mark, we recommend Flippa.
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💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/
►Visit Our Website: https://www.how2exit.com/
📧For Business Inquiries: Me@4sale2sold.com
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▶️Previous Episode: E253: How Branden Coluccio Turned Failure into MILLION-DOLLAR Success - https://youtu.be/ifppR-5Ntxk
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295 episodes

E254: Unlock the Secrets Behind Business Valuations: What Every Owner Needs to Know Before Selling

How2Exit: Buy, Don't Build - M&A of Small Businesses

published about a year ago

MP3•Episode home

Understanding Valuation Models: Business valuations typically involve a handful of established models, although variations exist to suit specific purposes like ESOP or SBA requirements.
Importance of Management and Profitability: Enhancing profitability and preparing the management team can significantly impact a business's valuation.
Role of Judgment in Valuation: Beyond mathematical calculations, Timothy emphasizes the role of professional judgment in assessing business value.
Impact of Purpose on Valuation: The intended use of a valuation—whether for market sale, ESOP, or estate planning—alters the methodology and considerations.
Strategic Insights into ESOPs: ESOPs are valued at fair market value without synergies, making them ideal for industries with lower synergy potentials.

295 episodes

#Trading #Entrepreneur #Business #Podcasting Education #How2Exit #Ronald Skelton #Just Like

All episodes

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E284: Breathwork, Business, and Big Exits: How Monica Garcia Uses Calm to Crush M&A 1:01:06

2 days ago1:01:06

1:01:06

Watch Here: https://youtu.be/Vc2Xhcablro About the Guest: Monica Garcia Duggal is an investment banker turned entrepreneur, financial consultant, and breathwork evangelist. With decades of experience spanning institutional finance, entrepreneurship, and real estate, Monica brings an unmatched blend of analytical rigor and human insight. She’s also the author of The Power of Breath: The Gift of Self-Actualization Through Meditation and is currently developing offerings in personal and business finance to help people scale or exit with grace—and clarity. Summary: In this refreshingly unique episode of the How2Exit podcast, host Ron Skelton sits down with Monica Garcia—a former investment banker, serial entrepreneur, and breathwork advocate—for a dynamic conversation that fuses the hard numbers of finance with the soft power of emotional intelligence. Monica unpacks her journey from English major to high-level financial analyst, her path to launching and exiting a successful company, and the surprising role breathwork played in helping her—and her clients—make smarter business decisions. What starts as a conversation about buying and selling companies becomes a masterclass in how personal awareness, emotional regulation, and intentional calm can make you not only a better businessperson, but a wealthier one. With over 30 years of financial experience, Monica proves that deep breaths and deep spreadsheets are not mutually exclusive—they’re complementary. Key Takeaways: Monica's Unique Origin Story: She started as an English and rhetoric major aiming for law school but fell into investment banking through a temp job—and never looked back. From Analyst to Operator: After earning her Series 7 and 63 licenses and getting deep into finance, she pivoted into real estate investing, entrepreneurship, and consulting, eventually launching and selling a company after 16 years. The Exit Process: It took Monica and her team three years to prepare their business for a successful exit, including rebranding and building SOPs that made the company operate independently of its founders. Post-Exit Transition: Unlike many founders, she stayed on for three years post-sale to support the acquirer’s team—a 100-year-old company that had previously struggled with a hands-off acquisition. Breathwork as a Secret Weapon: Monica discovered breathwork during a personal health crisis and now teaches it as a tool to improve decision-making, reduce stress, and regulate nervous system responses—especially during high-stakes transactions like exits. Combining Logic and Intuition: Monica advises founders to create a “contract with themselves” about their exit terms and to use breathwork to stay grounded when emotions or outside pressures threaten to override those decisions. Breathwork = Better Returns: She claims that making decisions from a calm, regulated state can improve your financial decision-making by up to 30%. Beyond Money: Wealth, according to Monica, is not just financial—it's emotional, physical, and relational. Breathwork enhances all of it. -------------------------------------------------- Contact Monica on Linkedin: https://www.linkedin.com/in/monicagduggal/ Website: https://www.monicagarciaduggal.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: E283: Callum on Building Trust, Board Power, and the Agglomeration Exit Strategy for Entrepreneurs - https://youtu.be/KL531iKznSQ ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E283: Callum on Building Trust, Board Power, and the Agglomeration Exit Strategy for Entrepreneurs 54:38

9 days ago54:38

54:38

About the Guest: Callum Laing is not your average M&A expert. A serial entrepreneur and the author of four books (Agglomerate, Progressive Partnerships, Boardroom Blueprint, and Entrepreneurial Investing), Laing is also the founder of Unity Group, the Veblen Director Program, and Guild. His work focuses on democratizing board access, simplifying capital raising, and helping legacy business owners scale without losing control. His innovation in the agglomeration model challenges the assumptions of private equity and redefines how small businesses can achieve scale and liquidity. Summary: In this episode of How2Exit, guest host Roger Glovsky dives into the nuanced world of M&A and business trust-building with Callum Laing—an entrepreneur, author, and architect of the agglomeration model. With over 100 M&A transactions under his belt, Laing reveals why the most valuable asset in business isn’t capital—it’s trust. From forming influential board networks to designing incentive-aligned holding companies, Laing explains how deeply human psychology shapes scalable business outcomes, especially when preparing to exit. The conversation spans innovative M&A structures, the underestimated power of personal connections, and why tech-savvy entrepreneurs must still master the art of building real relationships—especially in an AI-driven world. Key Takeaways: Boards as a Competitive Advantage: A functional, diverse, and supportive board not only adds credibility during an exit but also ensures operational continuity—making a business more attractive to acquirers. Access vs. Opportunity: The Veblen Director Program was designed to break barriers for overlooked professionals (e.g., those without elite credentials), helping them land their first board seats and contribute meaningfully. Guild as a Capital-Raising Network: Laing’s second venture, Guild, evolved to teach entrepreneurs how to raise capital by first understanding investor needs—flipping the traditional pitch-first model on its head. Trust Multiplies Velocity: Trust accelerates deal flow, reduces friction, and increases the efficiency of capital and collaboration. Building a public profile plays a critical role in earning it. Give First, Gain Later: Inspired by concepts like the Boulder Thesis and Adam Grant's Give and Take, Laing emphasizes building relationships by offering value before asking for anything in return. The Agglomeration Model: Laing’s signature innovation—business owners join a public holdco by exchanging private shares, keeping operational control while benefiting from scale, liquidity, and mutual incentives. AI Will Amplify the Human: As AI automates tasks, the human edge will lie in trust-building, empathy, and long-term relationship management—skills no algorithm can yet replicate. Longevity Over Hype: Contrary to Silicon Valley’s growth-at-all-costs model, Laing designs business systems with staying power, informed by centuries-old governance principles. -------------------------------------------------- Contact Callum on Linkedin: Website: -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E282: How to Build a Sellable Business: Profit-First Marketing & Exit Strategy with Andy Seeley 1:03:39

16 days ago1:03:39

1:03:39

Watch Here: https://youtu.be/8WBIPpmXVVY About the Guest: Andy is the CEO and co-founder of Creatively Disruptive—a “revenue growth agency” that helps small businesses scale sustainably. His background is as varied as it is inspiring: from rugby coach to pizza delivery driver to sales manager at CarMax, to eventually buying and selling his own businesses. Today, he helps over 110 small businesses reach profitability through consulting, marketing, and strategic advisory. With clients ranging from gymnastics gyms to local banks and contractors, Andy’s team becomes the trusted growth partner business owners call when they're staring at the ceiling at 3am. Summary: In this episode of How2Exit, host Ronald Skelton sits down with Andy Seeley, CEO and co-founder of Creatively Disruptive—a marketing firm built with the heart of a small business owner in mind. From his humble beginnings delivering pizza and coaching rugby, Andy takes us on a journey through his first business acquisition, the painful lessons of the Great Recession, and the creation of a marketing agency dedicated to not just ads, but sustained profit and legacy-minded growth. This conversation isn’t just about marketing—it’s a playbook for anyone looking to grow a business that can be sold, scaled, or succeeded. Whether you’re looking for marketing advice, trying to build a business that isn’t just a glorified job, or prepping for an eventual exit, Andy brings real-world wisdom, tactical insight, and a lot of heart. Key Takeaways: Build your business like you’re going to sell it—even if you don’t. Creating a business with an exit mindset forces smarter systems, better financial tracking, and a more independent team. Know your numbers. Track your metrics. Too many small business owners fly blind. Understanding lead cost, client lifetime value, and profitability changes everything. Profit beats revenue—every time. “Revenue is vanity, profit is sanity.” Andy’s agency prioritizes actual business growth over hollow vanity metrics. Most businesses aren’t failing—the owner’s systems are. Drawing from the “dog whisperer” analogy, Andy says it’s not the marketing or the platform—it’s usually the operator. And changing behavior is key. Hire an agency that thinks like a partner, not a vendor. Look for agencies that consult on financials, profitability, and goals—not just ads. AI is a business owner’s multiplier—but you still need a BS meter. AI can do wonders, but it takes wisdom to know when it’s wrong and when it’s working. Build a team. Business is a team sport. Success doesn’t come from solopreneurship—it comes from surrounding yourself with mentors, consultants, and staff who elevate your game. Don’t hand over your business systems. Own them. Even if you hire experts, Andy stresses that business owners must know enough to make smart decisions. Never fully abdicate responsibility. -------------------------------------------------- Contact Andy on Linkedin: https://www.linkedin.com/in/andyseeley/ Website: http://www.creativelydisruptive.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E281: Escaped a Cult, Built Digital Empires, and Acquired a Motorcycle Business Turnaround 52:45

23 days ago52:45

52:45

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E280: From Yoga Studio to EBITDA Truths: The Hidden Financial Traps in Small Business Exits 1:02:42

30 days ago1:02:42

1:02:42

Watch Here: https://youtu.be/PnKoDPkgKFI About the Guest: Rosco Graves is the founder of Polaxis Professional Services and a former Deloitte advisor. He’s navigated both the boardrooms of Fortune 500 companies and the trenches of small business ownership—including launching a yoga franchise. Today, he helps small business owners prepare financially for growth, funding, and exits, specializing in turning messy books into stories buyers want to hear. Summary: In this episode of How2Exit, Ron sits down with Rosco Graves—former Deloitte advisor turned entrepreneurial CFO—to unravel the financial blind spots that plague many small businesses. From owning a yoga franchise to running Polaxis Professional Services, Graves offers rare insight on what owners get wrong when starting, running, and especially exiting a business. The conversation is an eye-opening roadmap for founders, buyers, and anyone serious about unlocking business value through financial clarity. Graves doesn’t just talk balance sheets—he breaks down the real-life implications of sloppy books, sketchy add-backs, and why sellers often sabotage their own exits to save a few tax dollars. This is one of the most tactical and truth-heavy episodes of the season. Key Takeaways Most Small Business Owners Don’t Understand Their Financials – Many don’t know what “good books” look like, and believe that filing a tax return is sufficient for running or selling a business. You’re Not Fooling Anyone with Your Add-Backs – There’s a line between aggressive adjustments and devious manipulation. Sophisticated buyers will catch it. Clean Financials Win Deals – Having a finance-savvy team member who can explain your numbers is more valuable than having the best broker in the world. Sloppy Books Kill Value – Underreporting income to avoid taxes might save you 30 cents today but cost you $3 per dollar at exit. Inventory Stuffing and Payroll Gimmicks Are Red Flags – Buyers should watch for sudden revenue spikes without corresponding operational changes. Buying Existing Businesses Beats Starting from Scratch – Graves advocates for acquiring operational businesses over new franchise launches due to lower risk and immediate cash flow. You Can’t Outsource Sales if You Don’t Understand It – Founders must embrace being generalists early on and learn the core levers of their business. Sellers Often Sabotage Trust – If you’ve lied to the IRS, why would a buyer trust you? Reputation, transparency, and consistency are deal-makers. -------------------------------------------------- Contact Rosco on Linkedin: https://www.linkedin.com/in/roscograves/ Website: http://www.polaxis.co/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E279: 94% of Buyers Never Close—Here’s Why the Best Deals Go to the Ones Who Don’t Pay the Most 56:09

6 weeks ago56:09

56:09

Watch Here: https://youtu.be/JAnrssj-v2g About the Guest: John Martinka is a veteran dealmaker who has spent nearly 30 years helping executives exit corporate life by buying businesses—and helping business owners exit with style and grace. Based in the Pacific Northwest, John runs Nokomis Advisory Services alongside his daughter, focusing on $5–15 million deals. He’s also the author of five books, including Buying a Business That Makes You Rich and If They Can Sell Pet Rocks, Why Can't You Sell Your Business? Summary: In this insightful episode of How2Exit, host Ron Skelton sits down with seasoned M&A advisor and author John Martinka, founder of Nokomis Advisory Services. With three decades of experience and five books under his belt, John shares a no-nonsense view of the acquisition world—highlighting why rapport trumps spreadsheets, how buyers sabotage themselves, and what sellers really care about when handing over the keys. This episode is a goldmine for first-time buyers and retiring business owners alike. John deconstructs the psychology behind a sale, the pitfalls of MBA-fueled delusions, and the reality that good businesses do sell—just not always to the highest bidder. Key Takeaways: People, not just numbers, drive deals: Relationships and cultural fit often outweigh the purchase price. If the seller doesn't like you, you won't get the deal—no matter what you offer. Sellers want a safe pair of hands: Beyond valuation, owners care about who will take care of their people, their customers, and their legacy. Most buyers never close a deal: John estimates 94% of buyers walk away without ever completing an acquisition. It’s not about funding—it’s about grit, relationship-building, and actually doing the work. New buyers often ask for financials too soon: Many rookie buyers blow the deal by jumping to numbers without building trust. This is a relationship business, not just a spreadsheet game. The “Ivy League trap” is real: Fancy degrees don’t mean you’re qualified to run a blue-collar business. Know the culture before you buy—or you’ll get eaten alive. Forget perfection—buy a good business and go: In today’s climate, waiting to find a ‘perfect deal’ is a mistake. If the business fits your skill set and the seller trusts you, don’t sharpen the pencil—just close. Due diligence goes beyond the books: Understand the customers, culture, suppliers, and lease terms. Financials alone won't reveal the real risks or opportunities. Small business accounting is messy: Expect creative add-backs, non-GAAP practices, and a paper trail that takes digging. Don’t panic—but don’t blindly trust either. -------------------------------------------------- Contact John on Linkedin: https://www.linkedin.com/in/johnmartinka/ Website: http://www.nokomisadvisory.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E278: Buyer Beware: Jed Morris Exposes the Hard Truths Behind Business Acquisitions 52:09

7 weeks ago52:09

52:09

Watch: https://youtu.be/I8AUgv479HA About the Guest: Jed Morris Jed Morris is the Managing Partner of Sunset Coast Partners, an independent sponsor firm focused on acquiring defense contractors. A former Air Force veteran and Microsoft engineer, Jed’s journey into entrepreneurship was marked by soaring ambition — and a brutal, humbling failure that left him facing nearly $1 million in personally guaranteed debt. Rather than hiding, Jed leaned in, building a growing community of fellow acquisition entrepreneurs committed to telling the full truth about the real risks behind buying businesses. He now actively shares his hard-won lessons through his writing, speaking engagements, and his "Start Searching Challenge" program for first-time buyers. Summary: In this raw and revealing conversation, Ron Skelton sits down with Jed Morris, Managing Partner of Sunset Coast Partners, to unpack the brutally honest realities of buying small businesses. A fellow veteran and self-funded searcher turned investor, Jed shares his journey from military service to big tech — and then into the world of business acquisitions, including his painful first-hand experience with failure, personal guarantees, and crushing debt. This isn't a feel-good "buy a business with no money down" fantasy — it's a boots-on-the-ground look at the risks, the egos, the missteps, and the hidden hazards first-time buyers need to face if they want a real shot at success. Far from doom and gloom, the episode offers sharp wisdom for new buyers: how to approach culture shock, why the "passive ownership" myth is dangerous, and the reality that buying a business means buying people first. It's a masterclass in what can go wrong — and what it actually takes to do it right. Key Takeaways: Buying businesses is buying culture, not just cash flow. Success hinges more on managing people and adapting to inherited cultures than on financial spreadsheets. "No money down" deals are real — but extremely rare and dangerously hyped. Buyers pursuing these unicorns must be ready for much higher risk profiles and massive deal flow effort. First-time buyers drastically underestimate change management. Rolling into a 30-year-old business and expecting quick improvements without cultural buy-in is a recipe for revolt. Early relationships with PE firms and investment bankers are critical. If you're planning to flip a business to private equity later, you better design the acquisition and growth with their preferences from day one. In distress, culture collapses faster than cash flow. When things go wrong, the hidden dynamics — loyalty, trust, morale — become your battlefield, not just your P&L. Defense contracting offers real opportunity, but brings unique barriers. Issues like security clearances, government contract classifications, and niche buyer pools make it a specialized but lucrative target market. Surviving business ownership demands humility, patience, and real respect for frontline workers. Ivy League degrees and fancy vests won't save you from getting "eaten alive" if you can't relate to your workforce. Building for an exit must start before you buy. If you don't know what a future buyer needs — team, systems, margins — you're not "building to sell," you're just surviving. -------------------------------------------------- Contact Jed on Linkedin: https://www.linkedin.com/in/jedmorris/ Website: https://jedbmorris.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: E277: Most Marketing Teams Get Axed After a Sale - Here's How to Make Yours Unkillable - https://youtu.be/BbypHaRpOtA ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E277: Most Marketing Teams Get Axed After a Sale - Here's How to Make Yours Unkillable 1:01:13

8 weeks ago1:01:13

1:01:13

Watch here: https://youtu.be/BbypHaRpOtA About the Guest: Victoria Hajjar is the founder of Ugli Ventures and a marketing strategist with deep experience building brands from the inside out. With a background that spans A&E, real estate development in China, and leading marketing departments for high-growth companies, Victoria has learned to build marketing engines that are scalable, measurable, and ready for acquisition. Her superpower? Turning messy marketing into a growth asset—fast. Summary: In this episode of How2Exit, host Ron Skelton sits down with Victoria Hajjar, founder and CEO of Ugli Ventures, for an energetic, no-fluff conversation about what it really takes to build a marketing machine that adds value in an M&A context. Instead of chasing vanity metrics or relying on branding for branding’s sake, Hajjar breaks down the systems, scorecards, and human factors that make marketing a driver—not a passenger—of enterprise value. Whether you're a seller prepping for exit or a buyer looking to avoid post-acquisition marketing disasters, this is required listening. Victoria doesn’t just theorize—she’s been on the acquisition side and knows firsthand what it looks like to inherit a marketing mess… or a marketing moat. Key Takeaways: Marketing departments often feel the most vulnerable in acquisitions because buyers usually already have their own team. But dismissing the seller's marketing team too quickly risks losing the local expertise and systems that are driving current revenue. Buyers should pause before overhauling anything—Victoria recommends a 60-90 day observation window before making marketing changes post-acquisition. Most sellers don’t have a documented, measurable marketing system, and this lack of structure reduces perceived business value. Brand value isn’t just logos or followers—it’s trust, relationships, and conversion rates. You need to prove that your audience responds to your messaging with measurable action. Having one “rainmaker” on the marketing team is risky. Buyers want marketing systems that are transferable and not tied to individual talent. Scorecards, SOPs, and a full-funnel strategy (not just top-of-funnel lead gen) are what differentiate valuable marketing machines from chaotic ones. AI can’t replace human accountability. You can use AI tools for implementation and analysis, but you still need a human to own the marketing outcomes and make judgment calls. Hyper-personalization is the future of marketing. With AI, customers will expect messages tailored to their unique context. Businesses need to prepare for that now—or get left behind. -------------------------------------------------- Contact Victoria on Linkedin: https://www.linkedin.com/in/victoria-hajjar/ Website: http://www.ugliventures.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: E276: She Built a 7-Figure Practice in 2.5 Days a Week—Then Taught Everyone Else How to Exit - https://youtu.be/v4cOn6Py_-Q ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

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E276: She Built a 7-Figure Practice in 2.5 Days a Week—Then Taught Everyone Else How to Exit 55:35

9 weeks ago55:35

55:35

Watch Here: https://youtu.be/v4cOn6Py_-Q About the Guest: Dr. Ruth Mannschreck is no ordinary advisor—she’s a former dentist who redesigned her practice around her family’s needs, scaling it with systems, hiring, and delegation. After helping fellow professionals do the same, she now coaches small business owners on how to make their companies scalable and sellable. Her advisory work blends operational excellence with human psychology, emphasizing leadership, culture, and communication. Summary: In this episode of the How2Exit Podcast, Ron sits down with Dr. Ruth Mannschreck—a former dentist turned business advisor—to unpack what it really takes to create a business that’s both enjoyable to own and easy to sell. With decades of experience under her belt and a personal story that led to a complete transformation in how she approached business, Ruth lays out a playbook for designing companies that are “self-propelled,” scalable, and ultimately sellable. From building systems and replacing yourself, to cultivating culture and leadership that retains employees and attracts buyers, Ruth’s approach is deeply human and refreshingly practical. This is a must-listen for any service-based business owner (from dentists to drywallers) who dreams of exiting on their terms—without the chaos. Key Takeaways: Necessity breeds systems: Ruth transformed her dental practice into a two-and-a-half-day workweek business after a family crisis, focusing solely on systems, delegation, and efficiency—while growing revenue. Self-propelled businesses sell better: The key to a scalable, sellable business is removing the owner from day-to-day operations. A business should run like an orchestra, with the owner as conductor—not a one-person band. The “client journey” is everything: Ruth advises mapping the client experience from the very first call to ongoing follow-up, with clear expectations and responsibilities for each step. Surround yourself with champions (not just experts): You don’t need a CMO—you might need a tech-savvy teenager who’s a social media champion. Ruth emphasizes creative, affordable talent that fits your needs. Culture beats compensation: Employees stay where they feel seen, supported, and developed. Leadership is about painting a compelling vision and nurturing people’s personal and professional growth. Communication style matters: Teams should be trained to adapt their communication to different customers—some want stories, others want the facts. Meeting people where they are improves loyalty and conversions. Organizational clarity is non-negotiable: Ruth’s “A-B-C” test helps identify which tasks employees love, tolerate, or despise. This insight can guide hiring, delegation, and even retention strategies. Owner dependency kills deals: A company that relies too heavily on the founder for sales or operations becomes nearly impossible to sell without a significant discount or risk premium. -------------------------------------------------- Contact Ruth on Linkedin: https://www.linkedin.com/in/ruthmannschreck/ Website: self-propelledbiz.com -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: E275: How AI is Changing Small Business Forever – Jonathan Mast on Scaling After the Acquisition - https://youtu.be/Q2QTYAN7Juo ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E275: How AI is Changing Small Business Forever – Jonathan Mast on Scaling After the Acquisition 59:43

11 weeks ago59:43

59:43

Watch Here: https://youtu.be/Q2QTYAN7Juo About the Guest: Jonathan Mast isn’t your typical AI guru. At 55, with a Gandalf-like beard and 20 years in digital marketing, he’s positioned himself as the “voice of reason” in a landscape full of overhype and under-delivery. His company, White Beard Strategies, teaches business owners how to use AI without losing their minds—or their margins. Mast’s approach blends deep industry experience with a no-nonsense communication style. He’s not selling pipe dreams; he’s offering a toolkit. Summary: In this refreshingly candid episode of the How2Exit Podcast, Ron Skelton flips the usual script. Instead of diving into how to buy or sell companies, he sits down with Jonathan Mast—founder of White Beard Strategies and self-declared AI pragmatist—to tackle a more pressing question: Now that you've bought a business, how do you scale it with AI? With a long white beard and a sharper edge on reality than most AI evangelists or fearmongers, Mast offers a grounded, practical view of how artificial intelligence is changing the game for business owners. From cutting costs without cutting quality, to using AI as a "force multiplier" for human creativity, the conversation strips away the hype and lays down a roadmap that business buyers and owners can actually use. Key Takeaways: AI is an “Easier Button,” Not an Easy Button: Mast cautions that AI won’t magically solve all your problems—but it will streamline, accelerate, and amplify your existing business processes if used right. Prompt Engineering is Just Delegation 2.0: The most effective prompts treat AI like a new hire—tell it what role it’s playing, what task you need, what the output should look like, and give it context. Then ask, “Do you have any questions?” AI Won’t Replace Humans—But Humans Who Use AI Will Replace Those Who Don’t: The real risk isn’t AI taking your job—it’s your competitor using AI better than you and outpacing your entire operation. Agents Are the Next Frontier: Current tools still need your input, but AI agents—autonomous task-doers with goals instead of prompts—are coming. These could revolutionize business ops by handling repetitive, logic-based tasks with little oversight. AI Is a Skill Multiplier: A mediocre copywriter becomes competent with AI. A great copywriter becomes world-class. AI doesn’t level the playing field—it widens the gap between skilled and unskilled. Bias Is Inevitable—Just Like in Humans: Every AI model reflects the biases of its creators. That doesn’t invalidate its usefulness, but it does mean you need to be vigilant about aligning its output with your brand’s tone and truth. Business Intelligence on Steroids: Jonathan envisions a near future where agents will analyze data from every platform—Google Analytics, YouTube, LinkedIn—and proactively suggest growth strategies without human prompting. Start Small, Start Now: You don’t need to be an engineer or visionary to benefit. Begin with basic tasks like drafting emails, summarizing reports, or analyzing transactions—and build from there. -------------------------------------------------- Contact Jonathan on Linkedin: https://www.linkedin.com/in/jonathanjmast/ Website: http://whitebeardstrategies.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E274: The Secret Weapon for Scaling & Selling Your Business—Most Founders Overlook This! 59:09

12 weeks ago59:09

59:09

Watch here: https://youtu.be/L90nZyyR1qs About the Guest: Ashish Gupta is the founder of Scale Up Exec, a firm specializing in fractional COO services for growing businesses. With a background in tech startups, corporate leadership at Apple, and turnaround management in the e-commerce space, Gupta has a proven track record of scaling companies and preparing them for exits. His approach blends operational efficiency, strategic growth, and leadership coaching to help founders achieve their business goals. Summary: In this episode of the How2Exit Podcast, host Ronald Skelton sits down with Ashish Gupta, founder of Scale Up Exec, a fractional COO firm that helps small and mid-sized businesses scale, streamline operations, and prepare for exits. Gupta’s experience spans from founding a wireless startup acquired by Qualcomm to managing billion-dollar budgets at Apple, to turning around distressed e-commerce businesses and advising companies on high-impact growth strategies. The conversation dives deep into the role of a COO, how founders can recognize when they need operational support, and what it takes to transition from a hands-on entrepreneur to an owner ready for an exit. This episode is a must-listen for business owners struggling with growth plateaus, operational inefficiencies, or founder burnout. Gupta provides an eye-opening perspective on how businesses should think about leadership transitions, succession planning, and the strategic use of fractional executives to achieve scalable success. Key Takeaways: The Invisible COO Role in Small Businesses – Even if a company doesn’t have a formal COO, someone is always filling the operational leadership role, whether it’s the founder or an informal manager. Why Founders Get Stuck – Most entrepreneurs are either visionaries or execution-focused, but rarely both. Without a strong operations leader, founders can get caught in a cycle of inefficiency, distraction, and burnout. Recognizing Exit Readiness – Not all business exits are the same. Some founders just want to step back from day-to-day operations, while others need a full buyout. Knowing the difference is crucial for structuring the right transition. Strategic vs. Financial Buyers – A company’s value depends on who the buyer is. Strategic buyers may care more about market share or IP, while private equity and individual buyers are EBITDA-focused. The key is optimizing the right metrics. Boredom is a Business Killer – Many founders unconsciously sabotage their businesses because they get bored after a few years. This often leads to side projects, disengagement, or operational neglect. Fractional COOs as a Scalable Solution – Many companies under $10 million in revenue can’t justify a full-time COO, but a fractional executive can provide high-level leadership and operational improvements without the full-time cost. The Power of Small Changes – Business turnarounds don’t always require sweeping changes. Gupta advocates for a step-by-step approach to transition founders out of operations, proving that small wins build trust and momentum. AI’s Emerging Role in Operations – While AI is improving efficiency in operational management, it still lacks the human touch necessary to navigate company culture, team motivation, and complex decision-making. -------------------------------------------------- Contact Ashish on Linkedin: https://www.linkedin.com/in/ashish-gup/ Website: https://scaleupexec.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: E273: Are You Making This Mistake? – Why 80% of Small Businesses NEVER Sell - https://youtu.be/2Q11T0Dnvu4 ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

1
E273: Are You Making This Mistake? – Why 80% of Small Businesses NEVER Sell 57:52

13 weeks ago57:52

57:52

Watch Here: https://youtu.be/2Q11T0Dnvu4 About the Guest: Mike Finger is the founder of Exit Oasis, a platform dedicated to helping small business owners prepare for successful exits. A former business owner himself, he learned the hard way that not every business is sellable. After a wake-up call from brokers who told him his company wasn’t worth buying, he spent years transforming it into a sellable asset. Today, he coaches owners on how to create businesses that are both profitable and sellable, whether they want to exit or simply work less. Summary: Most small business owners believe they’ll sell their business whenever they’re ready. The harsh reality? Most businesses don’t sell. In this eye-opening episode, Mike Finger, founder of Exit Oasis, sits down with Ron Skelton to expose the myths around small business exits. With personal experience transitioning from burned-out owner to successful seller, Mike breaks down the three fundamental questions every owner must answer to create a sellable business. This conversation is a wake-up call for entrepreneurs who assume their business is ready for sale—when in reality, it may not be sellable at all. Key Takeaways: Most businesses never sell – The industry loves success stories, but the real numbers show that most owners fail to transition their businesses. Sellability starts long before you decide to sell – Owners should focus on making their businesses ownable first. If you can step away without the business collapsing, it’s far more attractive to buyers. Three critical questions determine sellability – Does your business generate desirable results? Can a buyer duplicate those results? Can you document those results? Tax strategies can sabotage sellability – Owners who “minimize” profits for tax purposes are also minimizing the value buyers see in their business. Buyers want proof, not promises – Handshake deals and back-of-the-napkin accounting don’t inspire confidence. If it’s not on your tax return, it doesn’t exist to a buyer. Cash-heavy businesses raise red flags – Many owners say, “a lot of cash walks in the door.” Buyers hear: “I don’t report my real income.” If you want top dollar, run a clean operation. You can’t replace decades of knowledge overnight – Many buyers overestimate their ability to replace an owner who has spent years mastering their business. Experience matters. Start preparing now, not when you’re burned out – Most owners wait too long to think about an exit, and by the time they’re desperate to sell, they’ve already devalued their business. -------------------------------------------------- Contact Mike on Linkedin: https://www.linkedin.com/in/mike-finger/ Website: https://exitoasis.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: E272: How to Buy a Business with Almost No Money: SBA Loan Strategies & Franchise Goldmines - https://youtu.be/d01ccqcb1lY ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

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E272: How to Buy a Business with Almost No Money: SBA Loan Strategies & Franchise Goldmines 53:15

14 weeks ago53:15

53:15

Watch Here: https://youtu.be/nvOnJ02n8KA About the Guest: Beau Eckstein is a business coach and expert in SBA lending, business acquisitions, and franchising. With a background in real estate and finance, he now specializes in helping aspiring entrepreneurs secure funding and find the right business or franchise to acquire. His experience includes flipping houses, securing SBA loans for clients, and even starring in an HGTV house-flipping show. His latest project is his book Paycheck to Freedom, co-authored with Tom Wheelwright, aimed at guiding people from employment to business ownership. Summary: This episode of How2Exit features Beau Eckstein, a business coach with deep expertise in SBA lending, real estate, and business acquisitions. His journey from struggling student to real estate investor, then into SBA lending and franchise brokering, highlights the resilience and adaptability needed for success in business. The conversation dives into financing strategies, franchise opportunities, and the critical role of business ownership in wealth creation, with Eckstein sharing valuable insights on how entrepreneurs can leverage SBA loans and other funding methods to achieve financial freedom. Key Takeaways: From Failure to Success – Eckstein’s early struggles in real estate and financial collapse in 2008 forced him to reinvent himself, leading to his expertise in SBA financing and business ownership. SBA Lending as a Wealth-Building Tool – SBA loans, especially the 7(a) and 504 programs, provide pathways for entrepreneurs to finance businesses with as little as 10% down. Franchise vs. Independent Business – While some prefer acquiring independent businesses, franchises offer proven systems and structured support that can accelerate success. The Myth of Passive Income in Real Estate – Owning rental properties isn’t always the cash flow generator people assume; business ownership often yields more predictable profits. Recurring Revenue Models Win – Businesses like pest control, restoration, and commercial painting franchises generate recurring revenue, making them attractive investment choices. Private Equity in Franchising – PE-backed franchises can be a red flag for some buyers, as corporate strategies may prioritize investor returns over franchisee success. SBA Loan Collateral Requirements Can Be Tricky – Borrowers with significant real estate holdings may find SBA lenders requiring liens on personal assets, making alternative financing strategies worth exploring. Eckstein’s Mission: 100,000 Business Owners – His goal is to help aspiring entrepreneurs transition from employees to business owners through education, financing, and franchise opportunities. -------------------------------------------------- Contact Beau on Linkedin: https://www.linkedin.com/in/beaueckstein/ Website: https://businessownershipcoach.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: E271: How This Dealmaker Closes a Business Acquisition Every Week—WITHOUT Using His Own Money! - https://youtu.be/31r3dCWdUtA ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

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E271: How This Dealmaker Closes a Business Acquisition Every Week—WITHOUT Using His Own Money! 57:51

15 weeks ago57:51

57:51

Watch Here: https://youtu.be/31r3dCWdUtA About the Guest: Rob Richmond is a dealmaker, strategic advisor, and founder of Synergy Groups. With decades of experience in technology, business acquisitions, and rollups, Richmond has developed a reputation for structuring creative and sustainable deals. His ability to optimize businesses before acquisition, leverage vendor financing, and create high-value group exits has positioned him as a thought leader in the space. Summary: In this episode of the How2Exit podcast, host Ronald Skelton sits down with Rob Richmond, a seasoned dealmaker and founder of Synergy Groups. Richmond shares his experience in mergers and acquisitions (M&A), detailing his innovative strategies for structuring deals, including vendor financing, virtual rollups, and work-in-buyout (WIBO) models. With a track record of completing a deal nearly every week, Richmond offers valuable insights into how business buyers can creatively structure acquisitions, avoid common pitfalls, and maximize value. The conversation also delves into the psychology of sellers, the importance of profiling employees, and how to build scalable business groups. Key Takeaways: Vendor Financing as a Deal-Making Tool – Richmond explains how structuring deals with seller financing, instead of traditional bank loans, helps align interests and often results in better terms for both buyers and sellers. Work-in-Buyout (WIBO) Strategy – He outlines how entering a business as an advisor or operator before a formal acquisition can lead to stronger deals, minimizing risk and increasing value for all parties. The Power of Virtual Rollups – Richmond discusses his success with virtual rollups, where companies in similar industries collaborate, scale, and eventually exit together for higher valuations. The Importance of Value Creation – Instead of simply acquiring businesses, Richmond emphasizes improving them through strategic changes, sales optimization, and operational efficiency. Overcoming Seller Expectations – Many business owners overvalue their companies. Richmond’s strategy is to shift the conversation from an unrealistic sales price to the actual post-sale cash in the seller’s bank account. Employee Profiling for Growth – By analyzing staff skill sets, businesses can reposition employees for better performance without the need for external hiring. The Right Business Mindset Matters – Smaller business owners often struggle with valuations, unrealistic goodwill expectations, and an inability to scale, while those with $10M+ in revenue tend to be more pragmatic and open to creative deal structures. The Fastest Way to Exit? Management Buyouts. – Richmond highlights management buyouts (MBOs) as one of the quickest and most effective ways for business owners to transition out while ensuring business continuity. -------------------------------------------------- Contact Rob on Linkedin: https://www.linkedin.com/in/rob-richmond/ Website: https://morewaysgroup.com/ -------------------------------------------------- 💰If you’d like additional ways to support this podcast, you can become a paid subscriber here: https://how2exit.substack.com/ ►Visit Our Website: https://www.how2exit.com/ 📧For Business Inquiries: Me@4sale2sold.com Don't Forget to SUBSCRIBE to the How2Exit channel and press (🔔) to join the Notification Squad and stay updated with new uploads.✨ 👇🏻SUBSCRIBE HERE https://www.youtube.com/channel/UC_ONnhwaKSTPFt2nOxKoXXQ?sub_confirmation=1 𝐖𝐚𝐧𝐭 𝐭𝐨 𝐬𝐞𝐞 𝐦𝐨𝐫𝐞 𝐜𝐨𝐧𝐭𝐞𝐧𝐭 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬...? ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 👍 Like the video (it helps a ton!) 💬 Comment below to share your opinion! 🔗 Share the video with anyone you think might help :) ▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬ 📱Stay Tuned On Our Social Media : » Linkedin - https://www.linkedin.com/in/ronskelton/ » Twitter - https://twitter.com/ronaldskelton » Facebook - https://www.facebook.com/How2Exit » Newsletter - http://deeper.how2exit.com/ 🎬SUGGESTED VIDEOS Don't forget to watch 📽 Our other videos. Please check them out : ▶️Previous Episode: E270: From Landscaping Hustle to Tech Empire: Bryan Clayton’s $90M GreenPal Revolution - https://youtu.be/e3HHrrIc4Hc ▶️E135: Sam Rosati On His Journey From Being A Lawyer To Becoming An Entrepreneur In The ETA Space - https://youtu.be/D2qJOidptRA ▶️E100: CEO Of Flippa Blake Hutchison Discusses Innovations In Buying And Selling Digital Assets - https://youtu.be/R1D5guQU9Z0 #How2Exit # # 💖Thanks for watching! 💖 Become a supporter of this podcast: https://www.spreaker.com/podcast/how2exit-buy-don-t-build-m-a-of-small-businesses--4859429/support .…

How2Exit: Buy, Don't Build - M&A of Small Businesses

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E270: From Landscaping Hustle to Tech Empire: Bryan Clayton’s $90M GreenPal Revolution 54:00

16 weeks ago54:00