Secrets to Selling Your Business

How can business owners avoid post-sale regrets? Bo Burlingham is a celebrated business writer known for his deep expertise in exit planning, a theme central to his influential book "Finish Big." With a career spanning over 30 years at Inc. Magazine, Burlingham gained profound insights into the entrepreneurial world, focusing on the lifecycle of building, growing, and ultimately selling businesses...

Dan Nicholson is a serial entrepreneur with a diverse background in finance, accounting, and software, bringing a wealth of experience to small business owners. As the author of "Rigging the Game," he emphasizes the importance of achieving financial certainty and managing risk for entrepreneurs. Nicholson advocates for optimizing financial strategies to align with individual goals and needs, rathe...

Why are emotional factors crucial in business negotiations? Stoy Hall, the CEO and founder of Black Mammoth, brings a unique perspective to wealth management rooted in inclusivity and holistic principles. Hall's experiences, including a transformative trip to Tanzania, have shaped his belief that true wealth transcends monetary gain, focusing instead on meaningful life experiences and living authe...

Why is collaborating with a team of advisors recommended for post-sale planning? Robb Scott, a senior wealth consultant at Mariner Wealth, plays a pivotal role in guiding entrepreneurs through the intricacies of pre-sale and post-sale financial planning. With a focus on early planning, he assembles expert advisory teams to address crucial areas like tax impact and estate planning, thereby optimizi...

What are the key performance indicators that businesses should focus on for decision-making? Jake Setterlun, a seasoned entrepreneur and founder of Setterlun University, is deeply familiar with the intricate challenges of scaling a business. With nearly a decade of experience and multiple companies under his belt, Jake understands the potential pitfalls of rapid expansion, such as the loss of qual...

How can competitive auctions benefit the sale outcomes of a business? Leora Zach, the Managing Director of Wealth Strategy at Mariner Wealth Advisors, brings a wealth of experience in guiding business owners through the intricacies of exit options. With a background in investment banking at UBS, she realized the necessity for more personalized services tailored to privately held businesses. Leora...

Why is understanding buyers' goals and aspirations crucial for building relationships in business? Scott Ramey, a former aspiring Division 1 athlete whose journey was redirected by a sports injury, has carved out a successful path in sales and business development. He turned what was once a source of anxiety—being in the spotlight—into a powerful tool for connecting with people, which propelled hi...

Why should businesses shift focus from selling products to selling outcomes? Stephen Steers is a renowned consultant and author with a notable background in storytelling in sales, a skill honed through his experience working with approximately 1000 companies worldwide following his transition into consulting from the sales industry. Steers considers storytelling as a pivotal aspect of sales, parti...

What does it really take to close a successful business deal in today’s market? In this engaging podcast episode, host Jacob Koenig welcomes seasoned attorney Randolph Ewing—who has practiced law since 1978 and holds deep expertise in mergers and acquisitions, international law, finance, sports, and general business—for a wide-ranging discussion on the intricacies of business transactions. Drawing...

What steps should business owners take to ensure a smooth transition when selling their businesses? Kate Hufnagel is a seasoned professional with a solid background in engineering and an extensive 25-year career in big tech, including a tenure as a federal employee at the Central Intelligence Agency. Her perspective on business continuity and digital legacy planning is profoundly shaped by her pro...

What are the key elements to consider when acquiring an online business? Michael Frew, a seasoned serial entrepreneur and the owner of multiple SaaS businesses, has carved a niche for himself in the competitive landscape of online business acquisitions. Leveraging his engineering and development background, Michael transitioned from a long corporate career to focus on acquiring online companies, t...

How can investing in an opportunity fund help business owners defer and potentially eliminate taxes? Ashley Tison is a renowned expert in tax planning and mitigation strategies, bringing a wealth of experience from his background in law, commercial real estate, and tax-advantaged syndication. Recognizing the significant tax implications that arose during the Great Recession, he pivoted his focus t...

How can reframing sales as a service help build trust and lead to business success? Nicky Billou, an inspiring figure whose journey as an immigrant from Iran to Canada profoundly shaped his worldview, passionately believes in the power of freedom and self-determination. Escaping the Islamic revolution to practice their Christian faith freely, his family's transition from tyranny to freedom signifi...

Why is open communication important among financial professionals in divorce cases involving family businesses? Melissa Murphy Pavone is a seasoned certified divorce financial analyst and the founder of Mindful Financial Partners and Mindful Divorce Partners, bringing over 18 years of experience from prestigious financial institutions like UBS and Citibank. She is renowned for her expertise in nav...

How can building a business for strategic buyers increase value? Igor Vainshtein, a renowned serial entrepreneur and best-selling author, is a leading advocate for building businesses with strategic buyers in mind. His approach emphasizes that such buyers seek more than just financial returns; they look for acquisitions that align with their strategic objectives. Vainshtein's entrepreneurial philo...

"My profitability was in excess of 80%... I stopped growing the company. So they're like, well, it's not on an upwards trajectory. And I'm like, yeah, but you've seen... literally untouched... for four plus years, and the clients have gone nowhere."  -Ben Bressington- Ben Bressington is the CEO of Automate Boring, where he champions the transformative potential of robotic process automation in ref...

Barry LaBov, CEO and founder of Labov Marketing Communications and Training, is a prominent advocate for brand differentiation, emphasizing the importance of discovering and maximizing a company's unique qualities. Starting his business as a one-person operation, LaBov has grown it into a global entity serving major clients like Harley Davidson and Volkswagen, focusing on highlighting what sets th...

In this episode of the "Secrets to Selling Your Business" podcast, Jacob interviews Jeff Mains, a seasoned entrepreneur and CEO who has led multiple international software and professional services companies, specializing in transforming ideas into successful enterprises. Jeff discusses his role in healthcare with Intelligent Contacts, focusing on improving patient experiences, and his work with t...

Jasmine Jonte, a passionate advocate for education, began her journey teaching at one of the nation's lowest-performing schools, which fueled her transition into course creation and online learning. Drawing upon her classroom experiences, Jasmine believes that simplicity and fun are crucial elements in crafting effective and engaging educational programs. She approaches course creation as a strate...

Brian L. Shields, a seasoned expert with over two decades of experience in investing, executive roles, and entrepreneurship, provides a profound perspective on acquisition and turnaround strategies. Having led the acquisition and revitalization of Hill and Company and Pacific Union property management firms as a partner at Vaio Management, Shields emphasizes the critical role of cultural alignment...

In this episode, Jacob Koenig interviews Tim Shea, founder and former CEO of FRG Waste, to explore his journey in building and selling a successful waste and recycling business. Tim recounts starting FRG Waste in 1996, initially selling waste handling equipment before expanding into comprehensive services focused on sustainability and landfill alternatives. Over 27 years, the company thrived throu...

In this episode of Secrets to Selling Your Business, Jacob Koenig sits down with Rachel Neill, a serial entrepreneur and the founder and CEO of Carex and Figgy Play. Initially aspiring to be an attorney, Rachel discovered her passion for entrepreneurship while working at an early-stage startup, igniting a journey of continuous learning and action. She shares her experiences building Carex, a caree...

Stan Miller, a Vanderbilt Law School graduate, discovered his passion for estate planning after initially hesitating due to the family disputes he observed during his legal education. His enthusiasm was rekindled by the transformative potential of living trust planning, which revealed the profound, positive impact well-crafted estate plans can have on families. Stan's approach to estate planning g...

Rod Hatley, a former criminal defense attorney with the Navy JAG Corps, shifted his focus to estate planning after experiencing firsthand the challenges of probate due to his father's inadequate planning. This personal ordeal has driven Hatley to underscore the importance of early and comprehensive estate planning, particularly for business owners who wish to secure their legacy and assets. As the...

In this special episode, special guest host Larry Reinharz of Woodbridge International interviews Jacob Koenig.  Jacob Koenig, a seasoned financial professional with extensive experience at Goldman Sachs, offers a unique perspective on the impact of COVID-19 on financial institutions. Drawing from his time in Asia, he notes how the region's cultural memory of SARS significantly influenced its resp...