Sell Side

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...

In this episode of  The Sell Side Podcast , host Michael Stanley talks with Brent Thompson, President of NextGen Crane and Rigging. Brent shares how his family’s 45-year-old welding business evolved into a fast-growing crane and rigging company, the decision to launch a separate brand, and why expanding into Huntsville was a pivotal move. He also discusses building a strong team culture, transitio...

In this episode of  The Sell Side Podcast , host Michael Stanley sits down with Josh Wolfe, founder of WolfeCo. Media, to unpack his unexpected journey from English major and banker to creative entrepreneur and agency owner. Josh shares how a love for storytelling shaped his career path—from editing national publications to launching a full-service marketing agency in the middle of a pandemic. Jos...

Casey Templeton of Stacks LLC shares the realities behind rapid growth—how they hit a huge milestone in 2024, why profitability isn’t everything, and the hidden pressure fast scaling puts on your people and processes. https://www.linkedin.com/in/michael-k-stanley-jr-mba-cexp™-30916131/ https://www.linkedin.com/in/caseytempleton/

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Chase Wortman of Outpost Technologies joins The Sell Side Podcast to talk about: 🔹 The who in hiring—why people matter just as much as skills 🔹 Building something bigger than yourself 🔹 Optimizing, automating, and making every process more efficient Don’t miss this conversation on strategy, growth, and smart decision-making. https://www.linkedin.com/in/michael-k-stanley-jr-mba-cexp™-30916131/ h...

Success isn’t accidental—it’s built on strong culture, systems, and wise counsel. In the latest episode of The Sell Side Podcast, Lee Barkley of Sovereign’s Capital shares how investing in people, fostering human flourishing, and surrounding yourself with trusted advisors leads to better business outcomes. It’s not just about numbers—it’s about impact. Listen now! 🎙️