Sell Side

For business owners considering a future sale, charitable giving can be an important part of the planning process long before a transaction closes. Mike Booth, Senior Gift Planner with National Christian Foundation, joins The Sell Side to discuss how business owners can incorporate charitable giving into an exit strategy. Mike breaks down donor-advised funds, gifting appreciated business interests...

In this episode, we break down the concept of rollover equity, a common and crucial topic that frequently arises during mergers and acquisitions (M&A) transactions. The Basics of Rollover Equity:  What it means to transition from a 100% owner to rolling a portion of your sale proceeds into the equity of the newly acquired company instead of taking it all in cash. The Role of Private Equity:  W...

In this episode, host Michael Stanley sits down with Zane Tarence, partner at Founders Advisors and author of  The 17 Reasons Your Company Is Not Investment Grade . Drawing from his transition from an IBM software engineer to a successful tech entrepreneur and veteran middle-market investment banker, Tarence unpacks what it truly means for a private company to be "investment grade". He b...

A signed Letter of Intent may feel like the finish line, but it is really only halftime. In this Sell Side Short, Michael explains why so many transactions fall apart after the LOI and how sellers can avoid common deal killers. He discusses the importance of disclosing potential issues early, maintaining clean financials, managing unexpected liabilities, and staying focused on business performance...

In this episode of The Sell Side Podcast, Michael Stanley sits down with Todd Taylor, CEO, and Chris Holliday, CFO, of Taylor Electric to discuss the company's journey from a family-owned electrical contractor founded in 1970 to a successful platform acquisition. Todd and Chris share how they transformed the business by shifting from simply running a company to intentionally growing one. They disc...

In this episode of  The Sell Side , we discuss what life after a business sale can really look like. From the emotional transition of no longer running the company you've built to planning your finances, finding a new purpose, and preparing for what's next, we explore the conversations every business owner should have before closing a deal. Whether you're considering selling in the nea...

In this episode of  Sell Side Shorts , Michael Stanley breaks down one of the most common deal-making tools used to close that gap: the earnout. Michael explains how earnouts work, why buyers use them to manage risk, and why sellers should approach them carefully. He also shares key considerations when structuring an earnout, including the importance of choosing the right performance metrics, avoi...

In this installment of  Sell Side Shorts , host Michael Stanley breaks down one of the most important — and often misunderstood — parts of the M&A process: the Quality of Earnings (QofE) report. Michael explains what a QofE report is, why buyers rely on it during due diligence, and how it impacts the final valuation of a business. From verifying revenue recognition and profitability to identif...

In this episode of the Sell Side Podcast, we sit down with Wilbur to take a deeper dive into one of the most active areas in private equity today: roll-up strategies in fragmented service industries. We break down why sectors like landscaping, HVAC, pest control, and pool services have become prime targets for investors—and what makes these businesses so attractive for acquisition and growth. From...

In this episode of  Sellside Shorts , Michael Stanley breaks down key estate tax considerations business owners should think about before selling their company. He explains the current estate tax exemption thresholds, why a successful sale can quickly create taxable estate issues, and how early planning can make a major difference in preserving wealth for your family. Using a recent real-world exa...

In this episode of  The Sell Side Podcast , Builder Brock shares the story behind Waypoint — from producing fishing TV shows to building a leading outdoor streaming platform in the FAST space. He walks through the pivotal Samsung breakthrough, the evolution from app-first thinking to distribution-first strategy, and what it was like to receive — and ultimately turn down — multiple acquisition offe...

In this episode, Michael Stanley  breaks down one of the most important documents in any business sale: the purchase agreement. Michael walks through how the purchase agreement serves as the final, definitive contract that officially transfers ownership once the deal closes and funds are wired. He explains how this document is developed alongside the due diligence process, beginning after the Lett...

On this episode of  Sell Side , host  Michael Stanley  sits down with  Shelby Ashley , founder of  Optimized Financial Solutions , to unpack what small business owners often misunderstand about their finances—and how that confusion can limit growth, cash flow, and exit opportunities. Shelby shares her journey from corporate financial analyst to fractional CFO and explains why most businesses outgr...

In this episode of  Sell Side Shorts , Michael Stanley breaks down one of the most critical documents in the M&A process: the Letter of Intent, or LOI. He explains what an LOI is, when it shows up in a transaction, and why it represents a major turning point for business owners considering a sale. Michael walks through what an LOI typically includes, such as purchase price, deal structure, tim...

In this episode of the  Sell Side Podcast , Michael Stanley sits down with Wilbur Ellis to break down platform acquisitions, add-on strategies, and what they mean for founders navigating today’s M&A landscape. They unpack how private equity groups execute buy-and-build strategies, what makes certain markets attractive, and why many business owners are surprised by the value and flexibility the...

In this episode of  Sell Side Stories , we break down one of the most fundamental concepts in business valuation: how EBITDA and multiples work together to determine a company’s true enterprise value .  We explore why EBITDA—earnings before interest, taxes, depreciation, and amortization—is used to normalize profitability and reveal a business’s real free cash flow. From there, we dive into valuat...

In this Sell Side Shorts episode, we break down the real mechanics behind how small-to-mid-sized businesses are bought and sold beyond the simple “cash at close” model everyone thinks of. Michael walks through common deal structures, including: 💵 Cash at Close — the straightforward “check at closing” approach 🧾 Seller Notes — when sellers effectively finance part of the deal to bridge valuation...

Michael sits down with Scott Smith, founder of True Network Advisors and executive at Patriot Growth Insurance, for a candid, deep-dive into how a “lifestyle business” became a 90+-agency enterprise—and what owners need to know before they sell. Scott traces his path from starving insurance salesperson in Atlanta to building Metro Benefit Consultants, returning to Alabama, and ultimately launching...

On this installment of  Sell Side Shorts , we’re breaking down the essentials of working capital in a transaction. Using a simple car dealership analogy, we explore why buyers expect a business to come with “enough fuel in the tank” to keep running after the deal closes. You’ll learn: The basic formula behind working capital (current assets minus current liabilities. Why buyers look at 12-month av...

In this episode of  The Sell Side Podcast , host Michael welcomes Wilbur Ellis, a seasoned investment banker with deep roots in Huntsville. Wilbur shares his journey from speechwriting in Washington, D.C., to law and business school at the University of Virginia, and ultimately into decades of investment banking experience with firms like Morgan Keegan, Dane Rauscher Wessels, RBC Capital Markets,...

On this episode of  Sell Side Shorts , we dive into one of the most important – and often overlooked – aspects of selling your business: choosing the right professional team. For many founder-owners, the sale of their company is a once-in-a-lifetime event. While it’s new territory for them, the professionals they bring to the table handle these complex transactions every day. We break down the key...

On this episode of  The Sell Side Podcast , host Michael Stanley sits down with Hayden Worsham, fourth-generation leader of Worsham Brothers, a Corinth, Mississippi–based general contractor celebrating 80 years in business. Hayden shares the company’s remarkable origin story—launched in 1945 with $1,500 by three Ole Miss–trained civil engineers fresh from World War II—and how Worsham evolved from...

n this installment of  Sell Side Shorts , we break down three essential pieces of the M&A process: teasers, SIMs (Confidential Information Memorandums), and the all-important financials. We start with the teaser — a one-page, anonymized overview that highlights the key points of your business and sparks initial buyer interest. From there, we explain the SIM, the more detailed document provided...

In this episode of  The Sell Side Podcast , host Michael Stanley sits down with Rob Murphy, co-founder of Vervic, to unpack his unconventional journey into the recruiting world. Rob shares how he went from struggling to land a sales job in early 2020 to launching a recruiting firm in the middle of COVID — and growing it into a successful, people-first company. He discusses the steep learning curve...

In this special episode of  The Sell Side Podcast , host Michael Stanley breaks down the M&A process from start to finish, offering a 30,000-foot view of what it looks like to sell a business with the help of an investment bank or business broker. From setting financial goals and evaluating estate planning needs to navigating NDAs, IOIs, and LOIs, Michael shares the key milestones and decision...