Built to Sell Radio

Built to Sell Radio

builttosell.com/blog
Built to Sell Radio is a weekly podcast for business owners interested in selling a business. Each week, we ask an entrepreneur who has recently sold a business why they decided to sell their business, what they did right and what mistakes they made through the process of exiting their business. Built to Sell Radio is the ultimate insider’s guide to approaching the most important financial transaction of your life.


Ep 223 Built to Sell News Pura Vida Acquired For $75 Million ++
Feb 14 • 49 min
Griffin Thall and Paul Goodman, two Southern California friends traveling through Costa Rica on a post-college graduation trip in 2010, crossed paths with two bracelet artisans, Jorge and Joaquin, who were living in poverty. Jorge and Joaquin…
Ep 222 How Nick Gray Sold Museum Hack
Feb 7 • 54 min
Nick Gray built Museum Hack, a company that offers fun museum tours in major cities, to almost 3 million dollars in annual revenue when he had an idea.
Ep 221 When To Bring In Someone To Run Your Company
Jan 31 • 59 min
Pathfinder Health offered software to therapists helping patients with Autism. The company founder was creative, but the company had reached a plateau.
Ep 220 3 Ways To Immunize Yourself From The Dangers Ahead.mp3
Jan 24 • 49 min
In the last two weeks, we’ve seen a passenger jet shot out of the sky. A super-bug has emerged in Asia. A bun fight in the democratic primaries which will look like a schoolyard tussle compared to the bare-knuckle cage match we’re about to witness…
Ep 219 How To Make Peace With Your Decision To Sell
Jan 10 • 43 min
When Scott Raymond started buying real estate, he looked for a property management company to maintain his buildings. He couldn’t find anyone to care as much as he did, so Raymond decided to start his own property management business.
Ep 218 Walking Away From An 8 Figure Deal
Jan 3 • 54 min
Wes Winham was a co-founder and shareholder in PolicyStat, a software company that helps hospitals keep track of their Standard Operating Procedures (SOPs), including everything from dress codes to how to handle life and death procedures.
Ep 217 How To Package Your Expertise Into A Subscription
Dec 20, 2019 • 24 min
Marc-Andre Seguin launched JazzGuitarLessons.net in 2009 to share his knowledge as a guitar teacher.
Ep 216 How To Find A $100 Million Idea
Dec 6, 2019 • 40 min
Dr. David Bach is a Harvard-trained scientist, physician, and serial entrepreneur.
Ep 215 Start-Up To Ferrari In Five Years
Dec 6, 2019 • 65 min
Zain Hasan started an insurance agency called National Insurance Consulting Group (NICG), in 2014.
Ep 214 Avoiding The Commoditization Rat Race To The Bottom
Nov 29, 2019 • 56 min
Jean-Eric Plamondon was in the scrap metal business where the stereotypical operator is a shady character buying metal by the ton with a blow torch in one hand and a wad of cash in the other.
Ep 213 The Backstory Behind E&J Gallo’s Acquisition of Barefoot Cellars
Nov 22, 2019 • 62 min
Michael Houlihan and Bonnie Harvey built Barefoot Cellars to sales of more than 600,000 cases of wine per year when they got the attention of R&J Gallo, America’s largest winemaker.
Ep 212 WP Curve Get Acquired By Go Daddy
Nov 15, 2019 • 68 min
In 2013, Alex McClafferty co-founded WP Curve, a company that provided IT support for people with a WordPress site.
Ep 211 The Snag Of Selling To Private Equity
Nov 8, 2019 • 43 min
Starting from humble beginnings, Sherry Deutschmann built LetterLogic into a $40 million juggernaut which she sold recently for more than seven times EBITDA.
Ep 209 The Hidden Secret That Made This Company Worth A Ton
Oct 25, 2019 • 50 min
Ian Silverberg was considering acquiring a health club when he discovered a surprising lease that all but guaranteed his acquisition would be a winner.
Ep 208 How To Avoid Getting Diluted
Oct 18, 2019 • 59 min
Luxer One went from around $1 million in sales in their first year to an incredible $37 million in 2018 without suffering the dilution of accepting a round of venture capital in part by charging property managers up front for his system. Here’s how…
Ep 207 When Tragedy Strikes A Founder
Oct 11, 2019 • 35 min
Tom Pisello built Alinean, a consulting company which offered a set of tools to help salespeople express the value of picking their solution. The business was cruising with about half of its revenue coming from recurring licensing fees and the other…
Ep 206 From Billion Dollar Startup To Bankruptcy And Back Again
Oct 4, 2019 • 56 min
Sunny Vanderbeck was growing Data Return 40% every quarter when he took the company public in 1999 on the way to a market capitalization of more than $3 billion. Until the bubble burst.
Ep 205 How A Patent Sways The Value Of Your Business
Sep 27, 2019 • 56 min
O’Neil-Dunne was able to patent his technology and create a competitive advantage by learning the “patois” of his industry. Here’s how.
Ep 204 Deciding When To Sell
Sep 20, 2019 • 51 min
In 1999, Peter Kelly was at Stanford business school when he and two partners spotted an opportunity to remake an industry – used cars.
Ep 203 How To Place A Value On Your Sales Team
Sep 13, 2019 • 31 min
Mark Deutschmann started Village Real Estate in 1996 and by 2018 he had grown it to 350 salespeople. Then six of his agents decided to compete with him. Anyone would be upset, but you’ll be surprised at what Deutschmann did next.
Ep 202 Multiple Of Earnings Vs. Revenue
Sep 6, 2019 • 50 min
Glenn Grant always assumed he would sell his company for a multiple of EBITDA… until private equity firms started talking multiples of revenue. He decided to learn more.
Ep 201 How To You-Proof Your Business
Aug 29, 2019 • 39 min
After falling ill, Nation Leagues owner, David Heimlich, needed to sell his business – but to his surprise, it was worthless. He learned the hard way why you can’t be the center of the business.
Ep 200 How Re-Modelling A Swimming Pool Business Led To A 7-Figure Exit
Aug 23, 2019 • 56 min
When Tommy Berretz had his successful swimming pool company valued, he had just one (big) problem: he didn’t like what he found out.
Ep 199 Finding Your Subscription Model
Aug 16, 2019 • 42 min
John MacInnes pulled his business out of a rut by evolving into a subscription-based model. Here’s how he did it.
Ep 198 A $471 Million Exit From The Online Travel Industry
Aug 9, 2019 • 42 min
From a standing start, Dinesh Dhamija grew European online travel agency eBookers to more than one billion in sales in just five years.
Ep 197 Wisdom From Wall Street: How To Buy, Then Sell
Aug 2, 2019 • 61 min
Matt Slaine used his wisdom from Wall Street to buy the perfect company, and later sell it for a perfect price.
EP 196 Was The Inc. 500 The Reason For This Founder’s Exit?
Jul 26, 2019 • 41 min
James Roman grew iVelocity’s revenue by a whopping 1000% - was the stress that ensued worth it?
Ep 195 When It Makes Sense To Accept Equity Instead Of Cash
Jul 19, 2019 • 39 min
Matt Darby was burnt out and wanted to sell the business – even if it wasn’t for cash.
194 How To Structure Your Earn Out (Without Getting Burned)
Jul 12, 2019 • 51 min
Kristin Delwo co-founded Stacks, a software used by librarians. Though the software was still early in its life, Delwo wanted to scale quickly and decided to look for a deep-pocketed acquirer.
193 The ‘Inside’ Deal: How To Sell Your Company Internally
Jul 5, 2019 • 38 min
Sometimes you don’t have to look far to find the perfect buyer – but you do have to be flexible.
192 How To Sell A 22-Employee Company For $125 Million
Jun 28, 2019 • 46 min
Altia systems has just crested 20 employees and was fine tuning the latest version of its camera system. So how on earth did it sell for $125 million?
191 When To Hire A President To Run Things.mp3
Jun 21, 2019 • 62 min
Want to bring in a President to run your company day-to-day? Here’s how to get it right.
190 The Other Half Of The Equation
Jun 14, 2019 • 38 min
So, your business is ready to sell. But are you? Here’s the other side of the ledger you may have forgotten to consider.
189 What To Do When Something New Attracts Your Attention
Jun 7, 2019 • 26 min
We talk a lot about how you sell a business, but the real satisfaction comes when exit and expectations match.
188 Herding Cats Towards The Exit
May 31, 2019 • 50 min
If too many cooks spoil the broth, can too many owners derail a sale?
187 How To Avoid The Hodgepodge Discount
May 24, 2019 • 58 min
How does an event with thousands of attendees, millions of dollars in revenue, and keynote speakers like Richard Branson give its founder nightmares?
186 The True Value Of Sticky Customers
May 17, 2019 • 53 min
CJ Whelan and his co-founder evolved a typically “free service” into something that customers were more than willing to pay for – and remain loyal.
185 From 10 Employees to 10X Revenue
May 10, 2019 • 35 min
Alex Bates’s company used Artificial Intelligence (AI) to predict the future, but even he couldn’t have anticipated a 10X payday when he sold his business.
184 Sixth Time’s a Charm For This Restaurant Owner
May 3, 2019 • 43 min
Andrew Lamppa wanted to sell his restaurant within two years of buying it, but it would take another twelve before he had something an acquirer wanted to buy.
183 How One Consulting Company Used The ‘Netflix Model’ To Transform
Apr 26, 2019 • 74 min
Kogentix’s product and service offerings may be complex, but their huge growth resulted in an ending that’s easy to understand—an acquisition by the biggest digital marketing agency in the world.
182 How One Bad Boy [Clause] Landed an 8-Figure Deal
Apr 12, 2019 • 50 min
Find out how Erik Van Horn went from running a business for only two hours a week to making an eight-figure exit.
181 How To Avoid The Idiot Tax
Apr 5, 2019 • 51 min
Kenan Hopkins spent 7 years paying what he calls “the idiot tax”, until he learned the more efficient way to run a business.
180 3 Strategic Reasons Big Companies Buy Small Ones
Mar 29, 2019 • 37 min
Strategic acquirers will pay more for your company—here’s how to make your business irresistible to them.
179 Disrupted By Airbnb, Acquired By Expedia
Mar 22, 2019 • 42 min
From the acquirer to the seller, Ross Buhrdorf bought more than 25 companies at HomeAway, then sold his business to Expedia for a whopping $3.9 billion. Now, he’s sharing his secrets – from both sides.
178 Buying a Business to Sell It
Mar 15, 2019 • 60 min
Connie Fenyo went all in, risking everything to purchase Dye & Durham. And when buyers came knocking, her gamble paid off.
177 Startup to Exit in 18 Months
Mar 8, 2019 • 46 min
Building a sellable business doesn’t have to take years. Drew Kraemer received his first acquisition offer nine months after he started Marketplace Strategy.
176 How Two Co-Founders Stopped One Thing To Change Everything
Mar 1, 2019 • 72 min
The two founders of Stelligent were burnt out running their consulting business until they agreed to stop doing one thing that changed just about everything.
175 How to Get One Million More from PwC
Feb 22, 2019 • 42 min
From an agile SMB to the big, corporate environment of one of the Big Four auditors – this business owner learned negotiating a price is only half the battle.
174 Warren Buffett’s Advice On Creating A Valuable Business
Feb 15, 2019 • 34 min
Turning business down can be tough for an entrepreneur, but Mitch Durfee learned the hard way that saying ‘yes’ can lead to disaster.
173 Fortune 500 Companies Helped This Founder Exit
Feb 8, 2019 • 56 min
From raising $28 million to dealing with a less-than-friendly departure of a partner, find out how Mitchell Reichgut built Jun Group to sell.
171 How to Lose $200 Million
Feb 4, 2019 • 49 min
Procrastinating the sale of your business? One entrepreneur shares a cautionary tale that reveals the best time to sell your company may be when someone’s willing to buy it.
172 Inside the Mind of a Private Equity Acquirer
Feb 1, 2019 • 44 min
In this episode, you’ll learn: What PE buyers see when they’re looking at your business How PE firms use leverage to maximize their returns How PE buyers structure a sale How to find the right PE acquirer for your company How to spot a PE investment train…
170 How To Break Up With Your Business Partner
Jan 18, 2019 • 39 min
How do you place a fair valuation on your company when one partner wants out while the other is ready to continue?
169 The ‘Sell Your Business Before It Starts’ Mindset
Jan 11, 2019 • 55 min
When is the best time to start thinking about an acquirer? For one company, they had it on their agenda since day one.
168 How To Handle A Low-Ball Offer
Jan 4, 2019 • 43 min
You’re excited to get an offer for your company, but it’s not what you had hoped for. You’re tempted to react with righteous indignation – but is that really the best way to maximize an acquisition offer?
167 The Single Biggest Mistake Owners Make
Dec 14, 2018 • 37 min
Philip Williams’ environmental consulting company was going to be sold to one of the biggest players in the oil industry. But just as the check was about to be signed, the deal took a strange turn
166 What’s Lurking In Your Company’s ‘Attic’?
Dec 7, 2018 • 28 min
Washington state’s legalization of recreational marijuana sounded like an entrepreneur’s dream, but the reality had Brandon Neth looking for an exit after only 5 years.
165 A Small Giant Makes a Great Exit
Nov 30, 2018 • 53 min
Tyler Tringas maintained his independence from beginning to end, starting with bootstrapping his SaaS company and then ultimately navigating the sale alone.
164 Built to Flip
Nov 23, 2018 • 44 min
Buying a business in 48 hours is a risky move, but Carl Allen did exactly that and turned his purchase around for a tidy sale in just three years.
163 10 Questions to Ask Yourself About Your Business: Part 2
Nov 16, 2018 • 39 min
John Warrillow is back with answers to five more questions from Built to Sell Radio listeners that will help you build your business to sell.
162 10 Questions To Ask Yourself About Your Business: Part 1
Nov 11, 2018 • 43 min
What are the top 10 questions every entrepreneur has when selling their company? It’s John Warrillow’s turn in the hot seat this week, and he’s got answers.
161 4 Big Exits, 1 Smart Entrepreneur
Nov 2, 2018 • 60 min
Steve Murch’s BigOven sale is his latest in a series of successful multi-million-dollar exits. Find out how he did it.
160 How To Keep Competing Offers In Play
Oct 26, 2018 • 38 min
Backing out of a deal is never easy, so when Keith Weigand discovered his acquirer was going to buy his company and terminate his employees, he had a tough decision to make.
159 How Hawking Pool Chemicals On Subscription Led To An Offer From An Industry Giant
Oct 19, 2018 • 47 min
ConnectedYard took an old idea and brought it into the 21st century. When they started looking for new funding, they found a buyer instead.
158 An 18-Month Roller Coaster Leads to a Rock-Bottom Sale
Oct 12, 2018 • 55 min
The story of Tiny Devotions is a cautionary tale about the importance of getting out while you’re ahead.
157 When NIKE Wants To Buy Your Company
Oct 5, 2018 • 39 min
Data analytics provider Zodiac was preparing to raise an A investment round for its customer lifetime value software when NIKE decided they wanted to buy the company.
156 From Technological Obsolescence to a Multi-Million Dollar Exit
Sep 28, 2018 • 45 min
From a service no one wanted anymore to a growing business and a strategic buyer, find out how AMI was rebuilt to sell.
Why A NYSE-listed Giant Bought This $2M Business
Sep 21, 2018 • 42 min
Angela Mader started selling her fitbook through retail giants like CVS, Target and Walgreens. Little did she know, Mader was also attracting the attention of one of the world largest acquirers.
154 - Jim Remsik’s Adorable Exit Was Just Right
Sep 14, 2018 • 34 min
When a health scare sent Jim Remsik looking for a buyer for his company, he had to decide whether to sacrifice a high-multiple exit for his personal priorities.
153 How Matchmaking By Microsoft Led To One Of 2018’s Biggest Technology Deals
Sep 7, 2018 • 37 min
Mergers can be painful. But when Mitchell Feldman was approached by Microsoft about merging with another company, the result was a match not even HP could resist.
152 This Grasshopper Learned Well
Aug 17, 2018 • 44 min
David Hauser’s Grasshopper is a masterclass in building a business to sell. With no venture funding and fewer than 40 staff, Grasshopper was acquired 12 years after its founding for $165 million in cash and $8.6 in Citrix stock.
151 What To Do When Getting Out Means Staying On
Aug 10, 2018 • 46 min
A service-based company can be a tough sell, so Eric Enge found a buyer while his best asset was still on the table: himself.
150 Cracking the Amazon e-Commerce Code
Aug 3, 2018 • 39 min
Sophie Howard built and sold a 7 figure Amazon e-Commerce business in less than two years. Here’s how she did it.
149 How Indian Motorcycle & Chris-Craft Were Built to Sell
Jul 27, 2018 • 32 min
Stephen Heese buys fallen iconic brands and brings them back to life. Find out how he turns big personal risk into great rewards.
148 Getting Out Quick And Clean
Jul 20, 2018 • 29 min
Nathaniel Broughton grew Spread Effect to a $4 million company in only four years — so why would he sell for a rock bottom multiple?
A Good Acquisition Offer Goes Horribly Wrong
Jul 13, 2018 • 54 min
Ross Hoek built Impres Engineering into a $2.5 million company and got a fair acquisition offer. Little did he know, it was too good to be true.
146 Niche Down To Jack Up Your Value
Jul 6, 2018 • 39 min
It can be tempting to expand your niche to grow your business, but the broader the market you serve, the less valuable you may be to an acquirer.
Salsa Maker Gets Contract With Whole Foods On Her Way To A Surprising Exit
Jun 29, 2018 • 46 min
Despite having distribution at Whole Foods, Kroger, and Safeway, salsa-maker Julie Nirvelli found herself on the brink of bankruptcy. She sent a last-ditch email to four potential acquirers – and you won’t believe what happened next.
144 How Jennifer Aniston And Reese Witherspoon Helped Viviscal Exit For 15 x EBITDA
Jun 15, 2018 • 57 min
With celebrity endorsements like Jennifer Aniston and Reese Witherspoon, Viviscal hit €50 million in revenue…so, why would the CEO want to sell it?
142 From $15 In His Pocket To A $3.2M Exit
May 25, 2018 • 36 min
Chemco Industries’ customers included Walmart, eBay, and Amazon, which is one reason they were so irresistible to an acquirer.
How To Sell Your Family’s Business
May 18, 2018 • 43 min
Ross Organic was a family business so when Stephanie Leshney took over from her father, she knew she had to make some changes if it was going to grow into a more valuable company.
140 The Acquisition Of FPD: 4 Offers, 1 Big Regret
May 11, 2018 • 41 min
Tom Hannon’s publishing company grew rapidly, and he received 4 offers. So why does he wish he handled his exit differently?
139 Influencer Marketing Pioneer Acquired By Fullscreen
May 4, 2018 • 40 min
Pete Borum practically invented the term “influencer marketing.” So how did Borum raise $15 million dollars and attract multiple acquisition offers in an industry that didn’t exist before he showed up?
138 With Clients Like Starbucks And NIKE, Blast Radius Was Irresistible To Acquirers
Apr 27, 2018 • 40 min
Digital marketing agency Blast Radius went from 10 people to more than 400 in less that 10 years, ultimately attracting the attention of WPP who acquired them in 2007. Here’s how they did it.
137 From Broke To A $1B Sale
Apr 20, 2018 • 45 min
Gorny built his first business- and lost it. He was determined not to let that happen again.
136 How A Baby-Sitting Job Turned Into 100+ Franchises In A Few Short Years
Apr 13, 2018 • 32 min
What started as a part-time job to get through college turned into over 100 franchises.
135 How One Key Hire Helped Dimple Up Their Value By 500% in 2.5 Years
Apr 6, 2018 • 63 min
Teetering on the brink of liquidation, a key hire at Dimple led to a dramatic turnaround that resulted in a $13.4M exit.
134 3 x EBITDA To 13 x EBITDA In Just 2.5 Years
Apr 4, 2018 • 66 min
Embanet broke just about every rule there is for running a company and still sold for $200M.
133 From Paper Sketches To $441M Sale
Mar 23, 2018 • 63 min
Oribe sold in early 2018 for $441M, but in 2008 they were just a few sketches of shampoo bottles on a piece of paper. Tev Finger shares the surprising tactics they used to drive revenue.
132 How Much Are Your Employees Worth To An Acquirer?
Mar 21, 2018 • 66 min
Impact LABS had no hard assets and little intellectual property, so why would ContextLabs want to acquire them for millions?
131 Finding An Investor Vs. An Acquirer
Mar 9, 2018 • 51 min
Finding an acquirer for your business feels a lot like searching for an investor, but as Moritz Plassnig found out, there is one crucial difference.
130 Why LinkedIn Acquired This Dorm Room Startup
Mar 2, 2018 • 52 min
Harpaul Sambhi’s company was 8 days away from bankruptcy. So why would LinkedIn want to buy it for millions?
129 From Food Stamps To A Seven-figure Exit
Feb 23, 2018 • 35 min
While Michael Pedone survived off of food stamps as a kid, he dreamed of living a lifestyle where money wasn’t scarce. Fast-forward a few decades, and Pedone sold his first company for $1.2MM.
128 Third Time’s A Charm: From False Starts To Finishing Big
Feb 16, 2018 • 43 min
Scott Miller knew that telling his employees he wanted to sell his $3M company, Miller Restoration, could get messy. But he wasn’t prepared for what actually happened.
127 How Forecasting The Future Led To A $100M Sale
Feb 9, 2018 • 41 min
Back when mobile phones had green screens with black dots on them, Andy Nulman founded Airborne Mobile. In one year, the company went from $2M in revenue to $20M, driven by the explosion in the adoption of mobile devices. Leveraging his client…
126 Getting A Second Bite Of The Apple
Feb 2, 2018 • 36 min
Richard Manders co-founded iAutomation and built it up to $12M before deciding it was time to recapitalize. Manders sold 75% of his company for almost 8 times EBITDA to a Private Equity (PE) and held 25% interest in the company after the sale.
125 Built to Flip: From Start Up To Sell Out In Just 2 Years
Jan 26, 2018 • 55 min
After a motorcycle accident shattered Jon Read’s collar bone into 6 pieces, he wasn’t able to follow-through on his post-surgical rehabilitation appointments because of his busy travel schedule. Knowing he needed to do something to augment…
124 How To Recover (and thrive) After Splitting From Your Co-Founder
Jan 12, 2018 • 45 min
Four years ago Nexalogy CEO Claude Théoret was counting the employees he had to lay off. His company had burned through their $600,000 seed round of investment and he was running out of cash. An ugly split with a former co-founder had…
123 Why VEEV Vodka Went for More Than 7 Times Revenue
Jan 5, 2018 • 50 min
Courtney Reum left Goldman Sachs in 2007 to start a Vodka business. He built VEEV up to more than $10 million in annual sales before he sold the company for more than seven times revenue.
122 How To Get Acquired By Facebook (Twice)
Dec 29, 2017 • 54 min
The market for digital assistants is booming. Apple has Siri, Amazon has Alexa and Google has Google Assistant. Now, thanks to Charles Jolley, Facebook has Ozlo, a digital assistant designed to outsmart Siri and Alexa at their own game.
121 - 5 (Sobering) Lessons from the Sales of Hammocks.com
Dec 22, 2017 • 34 min
David Fairley estimates he has sold more than 20 online properties but admits it was the sale of Hammocks.com—one of his first exits—that taught him the most.
119 The Hunter vs. the Hunted
Dec 4, 2017 • 41 min
Drew Goodmanson started Monk Development as a custom website development shop and evolved it into a product enabling churches to establish an online presence. With more than 300,000 churches in the United States, Goodmanson’s company took off and he…
118 The Founder of the “Female Viagra” Sells Her Business for $1 Billion
Nov 22, 2017 • 36 min
Cindy Whitehead started Sprout Pharmaceuticals and created the drug ADDYI, which has become known as the “female Viagra”.
117 The Man Behind the $1.3B Sale of Wind Mobile
Nov 15, 2017 • 64 min
Anthony Lacavera has started 12 businesses, six of which he has exited. His exits have ranged in value from the $6 million he got for one of his recent start-ups to the $1.3 billion that Wind Mobile sold for.
116 Bitcoin - The Investor vs. The Acquirer
Nov 9, 2017 • 54 min
Back in 2013, Dave Ripley became fascinated with Bitcoin. The cryptocurrency market was gaining notoriety and Ripley and a friend decided to start Glidera, a company focused on creating tools to help developers integrate cryptocurrency.
115 How to Get Negotiating Leverage When You’re Desperate
Nov 2, 2017 • 37 min
Chris Muench started C-Labs in 2008 to go after the burgeoning opportunities presented by the Internet-of-Things (IOT). He began by writing custom software applications that allowed one machine to talk to another. In 2014, he got the industrial giant…
114 Selling a Main-street Business
Oct 18, 2017 • 27 min
Jim McManaman started his accounting firm in a small town of 3,000, so when he decided to sell, he had to figure out how to do it without tipping off his employees. McManaman is well known in town, so he relied on secret, out-of-town meetings with…
113 How to Get More Than 1 Times Revenue for a Company with No Hard Assets
Oct 11, 2017 • 31 min
Etienne Borgeat co-founded PCO innovation, an IT consulting firm, in 2000. By 2016, the firm had 600 full-time employees and offices around the world, which is when Accenture knocked on their door.
112 The Strategic vs. The Financial Buyer
Oct 4, 2017 • 52 min
Tom Franceski and his two partners built DocStar up to 45 employees when they decided to shop the business to some private equity (PE) investors. The PE guys offered four to six times Earnings Before Interest Taxes Depreciation and Amortization…
111 How to Sell a Consulting Firm
Sep 27, 2017 • 36 min
Susan Hrib started an oil and gas industry consulting firm called Signum back in 1994. Recently Hrib received a call from an industry contact who said they would be interested in buying Signum. After more than 20 years in the same company, Hrib…
110 How Mainspring Went From a Valuation of 1 to 5 Times Revenue
Sep 20, 2017 • 51 min
In 2014, Hank Goddard got an offer of one times revenue to buy his software company, Mainspring Healthcare Solutions. Goddard said, “No, thank you”. A year later, the acquirer came back and doubled their offer to two times revenue. Again,…
109 How to Exit a Consulting Business
Sep 13, 2017 • 33 min
Sohail Khan built J.V. Global Consulting into a $3 million consulting business, offering training boot camps and consulting on how to set up joint venture partnerships. Khan was approached by one of his clients wanting to buy his business. Khan…
108 Lessons from Home Depot’s Acquisition of a $100 Million Juggernaut Blinds.com
Sep 6, 2017 • 50 min
Jay Steinfeld started selling blinds online in 1993. The e-commerce pioneer went on to build Blinds.com into a $100 million category killer before Home Depot decided enough was enough and made Steinfeld an offer he couldn’t refuse.
107 Negotiation Secrets From Three Exits
Aug 30, 2017 • 38 min
Dan Martell started Spheric Technologies to help Fortune 500 companies build website portals, an emerging business back in 2004. Within four years, Martell had scaled the business to 30 employees when he received an acquisition offer that would…
106 Cashing Out of the Oil Business
Aug 23, 2017 • 43 min
Terry Lammers took over the family oil wholesaling business in 1991. By 2010, Tri-County Petroleum was selling $42 million worth of gas and oil, when Lammers decided it was time to cash in.
105 Why Did This $3MM Company Sell For 5X Revenue?
Aug 16, 2017 • 43 min
Brian Ferrilla started Resort Advantage in 2006 to help casinos adhere to new anti-money laundering laws. Criminals were laundering money through casinos and Ferrilla’s software helped casinos help spot the bad guys.
104 The Other Reason Owners Decide to Sell
Aug 9, 2017 • 45 min
In 2012, Randy Ambrosie was hired to run 3Macs, a Montreal-based wealth management firm with $4 billion in assets under management at the time.
103 The Acquisition of the Company Behind Chicago Bulls Sunglasses
Aug 2, 2017 • 39 min
If you own Chicago Bulls sunglasses—or sunglasses from just about any other NBA team—you owe your eyewear to Jason Bolt.
102 The Downside Of Being Upfront With Employees
Jul 19, 2017 • 42 min
In 2011 Josh Holtzman, the founder and CEO of American Data Company, gathered his employees into a conference room to announce “Fifteen Cubed”, a company-wide initiative to grow to $15 million in revenue by the year 2015.
101 The Doer vs. The Deal Maker
Jul 12, 2017 • 47 min
Entrepreneurs can be categorized into two groups. On one hand, you have the doers. These are the people who organically grow a business over time. They plod along for years, or even decades in the same business. They look for small, incremental…
100 How a Vision Board Drove One Owner to Sell
Jul 5, 2017 • 41 min
A few weeks ago, Shaun Oshamn sold iSupportU, a Colorado-based IT support business. Oshamn started the business at the age of 32 and knew he wanted to sell before his 40th birthday. As that milestone approached, Oshamn started getting his business…
99 Why Hitting $10MM In Annual Revenue Matters
Jun 28, 2017 • 47 min
Jill Nelson built Ruby Receptionists, a call answering service, into an $11MM business when she met with an investment banker who told her the technology she had built to answer calls could be worth a mint.
98 How Cigar City Brewing Got Oskar Blues To Triple Their Acquisition Offer
Jun 21, 2017 • 39 min
Joey Redner started Cigar City Brewing in Tampa Bay in 2009 with a vision of being the first quality craft beer in Tampa at a time when craft beer was gaining popularity across the country.
97 How EBITDA adjustments impact the value of your business
Jun 14, 2017 • 58 min
Ari Ackerman started Bunk1 in 1999 to give parents a way to keep in touch with their kids while they were at summer camp. Over 17 years, Ackerman grew his technology business into one of the biggest brands in the summer camp industry, which is about…
96 The Philosophy of Building to Sell
Jun 7, 2017 • 44 min
Dan Faggella started Science of Skill, an e-commerce website selling self-defense videos and paraphernalia, in 2013. His goal was to sell the business as soon as possible, and he started soliciting offers just 14 months later.
95 The (Awfully) Thin Line Between Success and Failure
May 31, 2017 • 52 min
Shelley Rogers started Admincomm Warehousing to help companies recycle their old technology. Rogers purchased old phone systems and computer monitors for pennies on the dollar and sold the gear to recyclers who dismantled the technology down to its…
94 From Nothing to $25 Million in 12 Months
May 24, 2017 • 41 min
SnapSaves was created by Toronto-based company Buytopia, which has a deal-of-the-day business model similar to that of Groupon.
93 What’s Your Company’s Name Worth
May 17, 2017 • 37 min
In the early 2000s, Carl Gould gained notoriety in New Jersey for building upscale modular and log homes under the banner Outdoor Imaging. Gould invested heavily in growing his reputation in the New Jersey market. When Gould went to sell his…
92 America’s Condom King Sells His Business
May 10, 2017 • 43 min
Adam Glickman started hawking “Jumbo Brand Condoms” from his Tuft’s dorm room in 1989 under the moniker “a safe jumbo is a happy jumbo.” His brand grew across campus and, upon graduation, Glickman started America’s first retail condom shop…
91 10 X Earnings By Future Proofing Your Buyer
May 3, 2017 • 58 min
Melbourne-based David Trewern grew DT, a digital advertising agency, to $10 million in annual revenue before he sold it to STW Group in 2007 for almost 10 times profit after tax. Trewern was able to get maximum value for his business and preferred…
90 When to Tell Employees You’re Thinking of Selling
Apr 26, 2017 • 46 min
Lois Melbourne and her husband started Acquire Solutions, a software business that helped large companies manage their employees. After 18 years, the self-funded business had grown to 85 people and the Melbournes received an offer from a…
89 What UPS looks for when making an acquisition
Apr 19, 2017 • 51 min
Acquirers are a secretive bunch. They typically operate behind confidentiality agreements with their motives and tactics disguised from the public. That’s one reason I enjoyed my interview with Rocky Romanella so much.
88 What Happens When the Big Dog Sells
Apr 12, 2017 • 49 min
Anthony Amos and his brother started HydroDog, an Australian company offering a mobile dog washing and grooming service. For $10, the Amos brothers would show up at your door with a giant dog bath on the back of their trailer and wash your dog.
87 The success rate statistics on selling your business
Apr 5, 2017 • 52 min
How many people will you have to approach about buying your business before you end up getting an offer? In this week’s episode, you’ll hear from John Arnott who gives you a breakdown of the statistics on how many people he approached, the…
86 The Speedy Sale
Mar 29, 2017 • 29 min
Dan Lok packaged a set of table tennis video tutorials into a membership website and charged a subscription fee to join. Over eight years, Lok managed to build a five-figure recurring revenue stream from subscribers to Table Tennis Master. Table…
85 3 Acquisition Offers, 1 Surprising Decision
Mar 8, 2017 • 51 min
The Mortgage Reports publishes information about mortgages for home owners. Site founder Dan Green, capitalized on the internet traffic they generated by selling leads to mortgage lenders. Within three years, Green crested a million dollars a year in…
84 Wisdom From The Sale Of Six Businesses
Mar 1, 2017 • 41 min
Laura Gisborne has started nine companies and sold six of them, including The Art of Wine, the subject of this week’s episode. The Art of Wine is a tasting room with a subscription-based wine club division. With a little more than $1MM in annual…
83 Do You Want An All-Cash Offer?
Feb 22, 2017 • 36 min
Most sellers want to be paid all of their money up front, and most buyers want to avoid paying anything up front. Deals usually get done somewhere in the middle, where the seller agrees to accept some cash and to be paid some of their proceeds over…
82 A Big Chunk of Something Small vs. a Small Slice of Something Big?
Feb 15, 2017 • 48 min
Have you ever noticed the ads that run before you watch an official online video clip from shows like Saturday Night Live or Jimmy Kimmel? You can thank Nicholas Seet for that. Seet developed the video player that hosts both the content and the…
81 Four Mistakes To Avoid When You Get An Acquisition Offer
Feb 8, 2017 • 34 min
Ian Ippolito started Rent a Coder as an online marketplace for hiring technical talent. He quickly expanded to go beyond technical professionals and re-branded as vWorker. Ippolito built vWorker up to $11.5MM in annual revenue before he received an…
80 From Start-Up To Exit In Three Years
Feb 1, 2017 • 22 min
Peter Shankman started Help A Reporter Out (HARO) to connect experts with journalists who needed people to quote for stories. HARO sent a simple email three times a day to subscribers and because every email had the potential to be a reporter from a…
79 How To Double An Acquisition Offer For Your Business
Jan 25, 2017 • 54 min
Bobby Albert took over the family moving business when his father died unexpectedly. Determined to succeed, he transformed his father’s five-person business into a fast growth company, eventually employing 150 people before The Albert Group of…
77 The $15 Million Lesson
Jan 11, 2017 • 52 min
Julie Pickens and her partner Mindee Hardin created Boogie Wipes, a moistened tissue Moms use so their sick kids can avoid a raw nose in cold season. They patented their formula and won orders from Rite Aid, Walmart and Target leading to annual…
76 Is Your Business Worth Less Than You Think?
Jan 4, 2017 • 35 min
Bert Martinez is a best-selling author and a national radio host who has sold a dozen businesses in his career. In this episode, you’ll hear the story of Accelerator, a supplements company he sold for just under $1.6MM in 2014. Accelerator’s main…
75 How Shapeup Got Richard Branson To Boost His Acquisition Offer By 50%
Dec 28, 2016 • 49 min
Rajiv Kumar and Brad Weinberg started ShapeUp, a software company designed around getting people to improve their health. Instead of going direct to consumers, they decided to license the platform to large Fortune 500 companies looking to reduce their…
74 Would You Have the Audacity to Turn Down $40MM for a $9MM Company?
Dec 21, 2016 • 40 min
In 1992 Stephanie Breedlove started a payroll company to make it easier for parents to pay their nannies. It began small and she self-funded their growth, which averaged 20% per year. By 2012 they had hit $9 million in annual sales when she got a call…
73 The Second Most Important Thing to Negotiate When Selling Your Business
Dec 14, 2016 • 38 min
When you get an acquisition offer for your business, it is natural to focus on the offer price, but your employment contract can be a key element of your remuneration. I know, you don’t want to be an employee but, when you sell, you’ll likely have…
72 Raising Money? Avoid This Sleazy Investor’s Trap
Dec 7, 2016 • 43 min
Barry Hinckley founded Bullhorn with his two partners Art Papas and Roger Colvin. The software company built an application recruiters used to manage candidates and clients. Bullhorn raised three rounds of financing and went on to sell for $135MM in…
71 An Interview with The E-Myth’s Michael Gerber
Nov 30, 2016 • 31 min
The first book I ever read about entrepreneurship was The E-Myth by Michael Gerber. I loved it. Gerber’s knack for simplifying the complex art of starting and growing a company resonated with me immediately. Although I’ve never met Michael, I…
70 Inside the Mind of a Private Equity Investor
Nov 23, 2016 • 46 min
Frank Cottle led an investor group to buy Hi-Mark Software for 10 times EBITDA. Cottle then sold a chunk for 15 times and ultimately sold his last tranche of equity for more than 16 times EBITDA to Lufthansa. In this interview, you’ll get deep…
69 A Cautionary Tale
Nov 16, 2016 • 49 min
Most of our Built to Sell Radio episodes have been success stories but this week’s show is a cautionary tale of what happens when you don’t plan ahead. It features Dan Bradbury, a young entrepreneur who was growing a successful business right up…
68 How to structure your earn-out
Nov 9, 2016 • 43 min
Mark Stephenson and his partners grew their conference business, Media Edge Communications, to north of $10 million in annual revenue when they were approached by an acquirer. They agreed to a deal that was just shy of eight times EBITDA—85% of the…
67 The 8:1 Flip
Nov 2, 2016 • 47 min
Steve Huey bought The Learning House, a company that creates online courses on behalf of colleges, for $2.7MM in 2007 because he saw the opportunity to professionalize the sales and account management of the business. Five years later, Huey sold the…
66 Are you stacking a few Benjamins?
Oct 26, 2016 • 47 min
Joe Saul Sehy is the host of Stacking Benjamins, a popular personal finance podcast on which he has interviewed everyone from Jean Chatzky to David Bach. Sehy’s journey to becoming a podcasting sensation was a little unusual: he started as a…
65 The downside of accepting shares as payment from your acquirer
Oct 19, 2016 • 36 min
Doug Chapiewsky built CenterPoint Solutions Inc. into an Inc. 500 company with $5 million in revenue and more than $3 million in EBITDA before he sold it to Israeli-based Nice Systems. In this episode of Built to Sell Radio, Chapiewsky describes…
64 Two to Tango
Oct 12, 2016 • 33 min
Manny Fernandez started HomeBuyingCenter.com in 2007, just as the real estate market started to wobble in the United States. As it turned out, his timing was perfect as his site helped underwater homeowners unload their real estate. In fact, Fernandez…
63 What Do You Need From The Sale Of Your Business?
Oct 5, 2016 • 42 min
Of course you want an all-cash offer at a beefy multiple with no strings attached, but what do you really need from the sale of your company? That’s a question Dr. Frank Gibson thought a lot about. He had a successful healthcare business but had…
62 How One Pivot Doubled The Value of This Business
Sep 28, 2016 • 38 min
James Garvey and his partner grew Objective Loyalty from a standing start in 2005 to $2.5 million in EBITDA before they decided to sell their email marketing platform. Garvey’s investment banker spent six months shopping the deal without a single…
61 How To Structure Your Earn-Out
Sep 21, 2016 • 48 min
An earn out is a way to bridge the gap between what you want for your business and what a buyer is willing to pay. In an earn out, a portion of the sale price of your business is set aside for payment in the future if you reach certain goals the…
60 When To Sell Your Business
Sep 14, 2016 • 42 min
Peach New Media was launched in 2001 by Dave Will, who carried the title “Chief Peach” until he sold the business in 2015. Will had built his learning-management software company up to 40 employees when he received an offer from the private equity…
59 Think Twice Before Starting That New Division
Sep 7, 2016 • 47 min
Jim Beach sold American Computer Experience for $200 million, which sounds like a fantastic exit, but when I asked Beach if he had any regrets I was surprised by how long a list of lessons he had to share including: How creating new divisions can help…
58 The Surprising Truth About Who Will Buy Your Company
Aug 24, 2016 • 66 min
With Andrew Weinreich
57 How To Quadruple The Value Of Your Business
Aug 17, 2016 • 41 min
Intellectually, you know you need recurring revenue, but how do you build an annuity stream in an industry where subscription billing is not the standard? Take a look at the example of Laura Steward, the founder of Guardian Angel Computer Services….
56 The $20 Million Mistake
Aug 10, 2016 • 46 min
Rod Drury is the founder and CEO of Xero, a cloud-based accounting platform that competes head on with Intuit’s QuickBooks. Started in 2006, Xero now boasts 700,000 subscribers and a market capitalization of almost $3 billion. Xero was picked by…
55 Lessons From A £20 Million Exit
Aug 3, 2016 • 55 min
Have you ever stayed in a fancy hotel and wondered how much they pay Aveda for those little bottles of shampoo? Turns out, there is a company called Pacific Direct that acts as a middleman between the hotel chain and the company supplying the shampoo….
54 The Competitive Threat
Jul 27, 2016 • 51 min
A direct competitor can often be the most likely buyer for your business. A competitor already knows your industry and may see your company as a way to consolidate market share and gain more pricing control. They may also be able to buy your business…
53 Who Would Buy Your Business?
Jul 20, 2016 • 38 min
Part of building to sell is knowing who you are going to sell to. If you don’t start thinking about your potential buyers list early, you may end up growing an entire appendage of your business that an acquirer will neither want nor value….
52 Selling The Baby In The Bathwater
Jul 13, 2016 • 41 min
If you run a service, my guess is you’ve dreamt of owning a product business instead. Service businesses are such a mess – demanding clients, scope creep, and more often than not, slow growth. Which leads many service company founders yearning for…
51 Your Training Wheels Business
Jul 6, 2016 • 34 min
Have you thought about when you want to sell your company? A lot of owners think selling equates to retirement, but selling your business and retiring are not the same thing. Sure, some people sell because they want to play more golf but many others…
50 The 50% Bump
Jun 29, 2016 • 47 min
When Mark Carlson put Minnesota Mailing Solutions on the block, he got two offers for around $3 million, which represented about four times his pre tax profit – a respectable price for a postage meter reseller turning over $4.5 million in revenue….
49 The External vs. Internal Sale
Jun 22, 2016 • 36 min
When the time comes, do you want to sell your business externally, or internally to your employees or family members? Once you decide, a little piece of you may always wonder how the other option would have played out. That’s why the story of Barry…
48 The Biggest Mistake Most Owners Make When Selling Their Company
Jun 15, 2016 • 39 min
Mike McCarron sold MSM Transportation to the Wheels Group for $18.6 million. After receiving the letter of intent (LOI) he signed it immediately. If McCarron had the opportunity to do it all again he’d handle this request differently. Listen now and…
47 Why Was This Money-Losing Business Worth $10 Million?
Jun 8, 2016 • 37 min
For most of its 17 years, Imaging Path was a successful IT services contractor that peaked at more than $16 million in sales. Imaging Path founder and CEO Corey Tansom kept a close eye on his business until, a few years prior to its sale, Tansom went…
46 The Apple Acquisition
Jun 1, 2016 • 41 min
Carl Silbersky sold his facial recognition software company Polar Rose to Apple in 2010 for a reported $29 million. The negotiation was relatively smooth but Steve Jobs would not budge on one deal point. Learn how one of the savviest deal-makers of…
45 Raising Money Vs. Going It Alone
May 25, 2016 • 44 min
Katherine Hague, co-founded ShopLocket in 2011 and sold her business two years later to PCH, a billion dollar Irish company. Hague was a prodigious fundraiser in her two years from idea to exit. She sold 2% of her company to a friend before she had a…
44 Multiple of What?
May 18, 2016 • 45 min
Dennis Hart sold his advertising agency, Apex Media, for 7.1 times EBITDA. Selling for 7X sounds like a great exit but it disguises the complexity of the negotiations. Hart felt like he knew precisely how much EBITDA he generated until the buyer…
43 The Ambush
May 11, 2016 • 45 min
How much would someone have to pay you to buy your business today? That’s the question Kris Jones was asked when billionaire Michael Rubin approached him about selling. Jones’ answer to Rubin’s question may surprise you.
42 How One Email Triggered Seven Acquisition
May 4, 2016 • 43 min
Back in 2011, Nathan Latka started Heyo, a social media company that helped businesses advertise on Facebook. By 2016, Heyo had raised $2.5 million in seed and venture capital financing and, by all accounts, it was a growing and successful…
41 The Fishing Trip
Apr 27, 2016 • 38 min
When John Bowen received a $37 million offer to buy his business, he thought it was too good to be true. As it turns out, it was. Bowen had received a non-binding letter of intent from a global bank, who made their bid with no actual intent to buy his…
40 Is Your Partnership A Ticking Time Bomb?
Apr 20, 2016 • 28 min
John Maddox co-founded the digital agency Ten Fast Feet in the depths of the financial crisis. Despite his timing, Maddox was able to grow the business to $2.3 million in sales by 2013, when he got a call that would change his life forever.
39 A Brand That’s Built to Sell
Apr 13, 2016 • 31 min
If you have ever put a label on a sippy cup, chances are Julie Cole’s company, Mabels Labels, produced it. Cole and her three partners built Mabel’s Labels into a $10 million business providing labels for kids’ clothing and…
38 Selling Your Company vs. Selling Your Product
Apr 6, 2016 • 36 min
Natalie Susi started Bare Organic Mixers to supply low-cal cocktail mixers to bars and restaurants in southern California. Susi got her product into 300 locations before she decided to sell her company to a strategic acquirer in the organic foods…
37 $250K to $180M
Mar 30, 2016 • 42 min
Aaron Houghton sold iContact in 2012 for $180 million. The first round of growth was financed by something called convertible debt, which Houghton recommends to any entrepreneur for its simplicity. To hear how Houghton parlayed an initial investment…
36 The $20 Million Expiry Date
Mar 23, 2016 • 40 min
In eight years Ryan Born built Audio Micro, which began operations in his spare bedroom, into an Inc. 500 company. Born went on to sell his business for more than $20 million in 2014 – a deal that only happened because he had the foresight to…
35 Playing Chicken
Mar 16, 2016 • 48 min
Jeff Hoffman sold Competitive Technologies, a business intelligence company serving the travel industry, to American Express in a nine-figure exit. After the Letter of Intent (LOI) was signed, American Express proposed paying part of the acquisition…
34 The Strategic
Mar 9, 2016 • 41 min
Most financial acquirers will arrive at an offer for your business by calculating the profit they expect you to make and deciding what they are willing to pay today, for your profit stream in the future. Because you are competing with lots of other…
33 Identity Theft
Mar 2, 2016 • 31 min
Yvonne Tocquigny built her Austin-based advertising agency up over 35 years working with clients like Jeep, Dell, Hitachi, USAA and Caterpillar. Then in 2015, she got a call from New York wondering if she would consider selling. The problem was that…
32 The Atheist Bible Salesman Who Sold His Company for 5X Revenue
Feb 24, 2016 • 40 min
Trevor McKendrick had created the best-selling Spanish-language Bible app when he was approached about an acquisition offer. Salem’s original offer was 3.5x revenue but Trevor got them up to 5x with a combination of chutzpah and a knack for…
31 Cut Your Earnout
Feb 17, 2016 • 37 min
Stephan Spencer went to sell his consulting business in the late 1990s but buyers all wanted him to sign up for a long, painful, and risky earnout. Keen for a clean exit, Spencer took the business off the market and set out to make it less dependent…
30 Exiting the Automatic Business
Feb 10, 2016 • 38 min
Ian Schoen built Two Tree International, up to $4 million in revenue before he sold it in a multimillion dollar exit in 2015. Despite only working in the company for a handful of hours each week, Schoen was able to attract a number of buyers because…
29 The DIY Disaster
Feb 3, 2016 • 34 min
I loved watching David Price pitch for the Toronto Blue Jays in last year’s pennant race, so I was sad to see him sign a seven year, $217 million contract with The Boston Red Sox a few weeks back. Of course, it wasn’t Price himself…
28 The Shotgun Deal
Jan 27, 2016 • 29 min
A shotgun deal is the most brutal form of capitalism. When you can’t stand your partner anymore, you offer them a price for their shares. They have two choices: accept your offer or buy you out for the same amount. Triggering a shotgun deal can…
27 The 9-Figure Exit
Jan 20, 2016 • 60 min
Usually a nine-figure exit takes more than a year to complete but when Blackberry found itself behind schedule on the launch of its tablet, RIM founder Mike Lazaridis saw Jakobsson’s business as a saviour. This led Blackberry to a $150 million…
26 3 Hidden Factors That Impact Your Business Valuation
Jan 13, 2016 • 39 min
When you get an acquisition offer your eye will immediately go to the offer price. That’s only natural. But — there could be two other negotiating points that could have just as large an impact on your windfall of selling your…
25 The Phantom Buyer
Jan 6, 2016 • 33 min
When negotiating to sell your company, the single fastest way to spike your earnings is to introduce a competing offer. But you don’t always have the luxury of multiple buyers. It may be better to simply fake it, which is exactly what Trent…
24 How a Non Compete Almost Derailed The Sale Of This $14M Business
Dec 16, 2015 • 30 min
In this episode of Built to Sell Radio John Warrillow interviews New York Times best selling author and serial entrepreneur, Kevin Kruse. As Kruse went to exit Axiom, the ultimate buyer wanted to avoid competing with Kruse down the…
23 How to Sell Your Sweat Equity
Dec 9, 2015 • 26 min
When you start a business from nothing, it can be hard to place a value on your “sweat equity”. This is where Phil Carson found himself when he decided to get out of the diabetes testing supply company he and his partner had built from the…
22 Engineered to Sell
Dec 2, 2015 • 37 min
In this week’s episode of Built to Sell Radio, John Warrillow interviews Beate Chelette, the founder of a Beate Works, a creative company that she sold to Bill Gates for a significant premium in 2006.
21 To Sell or Not to Sell?
Nov 24, 2015 • 32 min
Would you rather have one million dollars in the bank today or a chance to have ten million a decade from now? It’s a philosophical question that comes down to the time value of money and your tolerance for risk.
20 - The $192M Exit
Nov 18, 2015 • 30 min
After starting and exiting , Mark Selcow built Merced Systems into a profitable business after year one. Ten years later he sold Merced for $192 million, equating to over 3 times top line revenue.
19 The Question
Nov 11, 2015 • 16 min
In this episode of Built to Sell Radio you’re going to hear from Erik Huberman, who started Swag-of-the-month, a T-shirt business he quickly scaled from start-up to sale in 18 months. Huberman considers the exit a success, but during…
18 Tied At The Hip
Nov 4, 2015 • 34 min
Rick Day built Daycom Systems into a $26 million dollar business over a 17-year run. Daycom sold phone systems but the company had a problem: it had become too reliant on one supplier. Daycom sold phone systems but the company had a problem: it had…
17 The ADHD Entrepreneur
Oct 28, 2015 • 38 min
Mark Patey started Prodigy Engineering in 2010 to help companies leverage hybrid engine technology. Four short years later, Patey accepted a multi-million dollar offer to buy the company. Prodigy Engineering is the latest in Patey’s pattern of…
16 The Pivot
Oct 21, 2015 • 35 min
Andrew Yang had built Manhattan GMAT into an $11 million business when Kaplan Test Prep, an 800-pound gorilla in the education business, threatened legal action against his company. Rather than react defensively, Yang sought to build a…
15 The Outsider
Oct 14, 2015 • 41 min
Derek Sivers sold CD Baby for $22 million dollars and decided to do something interesting with the money. As an independent musician, Derek Sivers was blocked from selling his music through mainstream distribution channels, so he decided to start a…
14 The $10 Million Membership Model
Oct 7, 2015 • 29 min
Small service-based businesses are typically not worth very much, but Walter Bergeron made one simple change to his business model that garnered a $10 M acquisition offer. Bergeron started a small company servicing circuit boards for large food…
13 The Boomerang Sale
Sep 30, 2015 • 28 min
The first time David Phelps sold his dental practice, he ended up in a legal battle that cost him more than $100,000. Phelps eventually got his practice back and was determined to sell it the right way the second time around. David Phelps started his…
12 The 26-Million-Dollar Regret
Sep 23, 2015 • 41 min
Bobby Martin had built First Research up to $6.5 million dollars in revenue when he sold the business to a Fortune 500 company for 26 million dollars. But despite getting four times revenue for his business, Martin ended up feeling empty after…
11 Buy low, sell high
Sep 16, 2015 • 30 min
John Ratliff started Appletree Answers in a spare bedroom of his house in 1995 and by 2012 had grown it to 650 employees and 24 locations when he decided it was time to sell. John Ratliff was able to scale Appletree Answers by buying small…
10 The Hairy Deal
Sep 9, 2015 • 32 min
Finding a buyer for Killer Shade was relatively easy. Closing the deal — and getting paid — was a whole lot harder. Mike Campion had built Phoenix-based Killer Shade up to more than $3 million in sales and $700,000 in profits when he decided he…
09 The Zexit
Sep 2, 2015 • 36 min
Rick Martinez is a military nurse who stumbled into the staffing business by accident and grew his company to 600 employees. Then, when he decided to sell his business, he took a surprisingly zen-like approach to negotiating the deal. It typically…
08 A Scar Deep Enough To Make You Want To Sell
Aug 26, 2015 • 34 min
Kevin Sullivan was riding high running one of Seattle’s largest printing companies when the 2008 recession hit. Within months, sales tanked and Sullivan was forced to slash his work force from 185 down to 90. Nine hundred thousand dollars into a…
07 The buyer next door
Aug 19, 2015 • 24 min
Selling internally is not the first thing that comes to mind when an entrepreneur thinks about an exit strategy, but it could be the best fit. After all, who knows your business better than someone who is a part of it? In this episode…
06 Earn Out, Flame Out
Aug 12, 2015 • 26 min
In this episode of Built to Sell Radio, you’ll hear how Jason Swenk built up his digital advertising agency from nothing to thirteen million dollars in sales before he sold it to a strategic acquirer in 2012. Swenk then went to work for the…
05 The downside of selling young
Aug 5, 2015 • 26 min
At the age of 27, Aaron Walker sold his business to a Fortune 500 company. He thought the money would make him happy, but life after selling was a lot harder than he thought. In this episode of Built to Sell Radio, Aaron Walker shares his…
04 Avoiding the key man discount
Jul 29, 2015 • 47 min
In this episode of Built To Sell Radio, you’ll hear an interview with Jeff Davis, who sold his business Legal Artworks back in October 2014. Learn how Jeff got to the point of only going into the office once a week, how he avoided the ‘key…
03 Business Exit Lessons Learned After Interviewing Hundreds of Entrepreneurs
Jul 22, 2015 • 59 min
In this episode of Built to Sell Radio, you’ll hear the lessons Bo Burlingham has learned after interviewing hundreds of entrepreneurs regarding their business exit experiences. Some good, some bad. You probably know Bo because he is…
02 The secret to negotiating a sale with a multi-billion dollar corporation
Jul 15, 2015 • 30 min
Along with her father and brother, Laura Coe grew Litholink into a $10 million business with 50 employees. Then one day, a multi-billion-dollar business called.
01 How to negotiate an extra $1M in the sale of your business overnight
Jul 15, 2015 • 42 min
After building his business for twenty years, Stuart Crane sold it for $43M, which includes an extra million he got by using this one simple technique.
00 An Intro to Built to Sell Radio
Jul 13, 2015 • 4 min
Built to Sell Radio is a weekly podcast for business owners. Each week, we ask a recently cashed out entrepreneur why they decided to sell, what they did right and what mistakes they made through the process of exiting their business….
171 How To Lose $200 Million
Jan 1, 1970 • 49 min
Procrastinating the sale of your business? One entrepreneur shares a cautionary tale that reveals the best time to sell your company may be when someone’s willing to buy it.