Scale to Sell

072: Building a Successful Company and Keeping More of What You Earn with Giac Biscotti Giac Biscotti joined the Navy at 18, fresh out of Brooklyn, and retired 26 years later as an air traffic controller. He spent the next couple of years inside a large company, where he learned how the business world works and noticed how much he missed the camaraderie of the military. When the government asked h...

Episode Summary "My CPA of almost 30 years has never brought me anything that's helped me save anything in taxes." That's not a stranger talking. That's Steve Burton, describing his own accountant, before he spent two decades looking for someone who actually did tax planning instead of tax reporting. In this episode, Adam and Steve sit down to talk about How to Beat the IRS, Legally , the new book...

Episode Summary Only 20 to 30% of businesses that go to market ever actually sell. Of the ones that do sell, most owners aren't happy with the outcome a year later. Somewhere between those two numbers sits a set of assumptions that feel true right up until the moment they cost you. In this episode, Adam and Steve Burton walk through six misconceptions they hear constantly from business owners: abo...

Episode Summary Your CPA has never gotten you in trouble with the IRS. Deadlines are met, forms are filed, and everything looks fine. So why does the exit conversation still end with a massive, avoidable tax bill? Most business owners assume that when they sell, the tax hit is just something they'll deal with when it comes. Their CPA rarely brings it up first, because a CPA's job is compliance and...

Episode Summary You've built a business worth millions. So why does a lender's spreadsheet get the final say on whether your deal actually closes? Business valuation is not just a number for a business owner's own curiosity. It is the foundation of every conversation that follows, from what a buyer is willing to pay to what a lender is willing to finance. Too many business owners skip this step en...

Episode Summary You started your business to create freedom. So why does taking a vacation, stepping away for a few days, or even unplugging for an afternoon still feel impossible? If your business depends on you to make every important decision, solve every problem, or keep operations moving, you've likely built an owner-dependent business. While that may feel like a sign of success, it can quiet...

Episode Summary Most business owners see AI as a technology opportunity. Adam Burton sees it as a leadership opportunity. The businesses that get the most value from AI won't necessarily have the newest tools. They'll be the ones that build cultures of learning, adaptability, and continuous improvement. In this episode, Adam Burton explores why successful AI adoption starts with leadership, not so...

Episode Summary What if your business isn't worth what you think it is? In this episode, Adam and Steve Burton discuss a mistake they see business owners make all the time: confusing revenue with value. Using a real client story, they walk through what happened when a business owner believed her company was worth $9 million, only to discover its actual value was far lower because the business depe...

Episode Summary Adam and Steve Burton just returned from one of the biggest exit planning conferences in the country, and one concept came up over and over again: most business owners are building businesses that still depend entirely on them.  In this episode, Adam and Steve discuss what truly drives a business's value beyond just increasing revenue. They explain the idea of reaching a "freedom p...

What happens when a business owner gets an unsolicited offer and assumes it's the best deal they'll ever see?   In this episode, Adam Burton sits down with M&A expert Scott Bushkie, the Managing Partner and Founder of Cornerstone Business Services, to unpack why that mindset can cost owners millions, and how the right exit strategy can create freedom, peace of mind, and a future without regret. Sc...

Many business owners dream of passing their company down to their children. How do you prepare both the business and the next generation so the transition actually works? In this episode, Adam and Steve Burton unpack why so many family business transitions fail, and what it actually takes to pass the torch successfully without putting your legacy at risk. From unclear succession plans and family d...

Most business owners wait too long to think about their exit… and it quietly costs them time, money, and freedom. In this episode, Adam and Steve Burton challenge the idea that exit planning is something you do at the end. Instead, they break down how building your business as you'll eventually sell it can improve how it runs today, even if you never plan to exit. Adam and Steve discuss: Why build...

AI is everywhere right now, but for most business owners, the real question is not what AI can do; it is how to use it without creating chaos inside the business. In this episode, Adam Burton explores how entrepreneurs can thoughtfully adopt AI while protecting their teams, strengthening operations, and keeping the focus on real business results. Adam is joined by Nathan Loggans, a product marketi...

Most business owners believe they have a sales problem. In reality, many have a marketing problem that they have not clearly defined. In this episode, Adam and Steve Burton sit down with Julianne Worden to unpack why most marketing efforts fall flat and what actually drives growth, brand strength, and long-term value. Steve and Julianne discuss: Why knowing your exact target audience is the founda...

The seven most expensive words in the English language: "My accountant takes care of my taxes." In this episode, Steve Burton sits down with Chief Tax Planner Edward Lyon to unpack how successful business owners legally reduce their tax burden, especially when preparing for a business sale. Steve and Edward discuss: The critical difference between tax preparation and proactive tax planning Why mos...

Most business owners do not lack advisors. They lack alignment, and that disconnect can quietly create high costs. In this episode, Adam and Steve Burton unpack why fragmented advice from CPAs, attorneys, and financial professionals creates blind spots that stall growth, increase risk, and derail exit plans. They introduce the Family Office mindset and explain how elite business owners think beyon...

A historic exit wave is already here, and business owners who wait too long may miss it entirely. The difference between winning and getting washed out comes down to preparation, timing, and how your business is built long before a sale ever happens. In this episode, Adam and Steve Burton break down how to position your business for the biggest transfer of wealth many owners will ever experience,...

Most business owners say they care about faith, family, and freedom, yet their schedules tell another story.  In this episode, Steve and Adam Burton dig into a question that changes everything: if you stepped away for a month, would your business survive or collapse? This conversation exposes the hidden trap owners create when everything relies on them, and why you cannot scale what depends on you...

What if this year finally becomes the year you build a business that gives you real freedom, not more stress?  In this episode, Steve and Adam Burton outline the five components of the SCALE framework and how each one supports a business that can operate smoothly and maintain value beyond the owner's day-to-day involvement. Their discussion focuses on systems, financial structure, team leadership,...

Most founders have no idea what their business is actually worth, yet 70 to 90 percent of their net worth is tied up in it. In this episode of Scale to Sell, Steve and Adam break down the "wealth gap" that traps so many business owners and why guessing at your valuation is one of the most expensive mistakes you can make. They share stories of owners who built their retirement plans on assumed busi...

Most founders assume their CPA has them covered. If the IRS isn't sending letters, everything must be fine… right? In this episode of Scale to Sell, Steve and Adam break open one of the biggest blind spots in the business-owner world, showing why the "old way" of tax preparation keeps owners overpaying year after year without ever realizing what's possible. Steve shares real cases where advanced t...

What does it take to build a thriving business that runs like a well-oiled machine without losing sight of your people? In this success story, we hear how one entrepreneur turned a one-man lawn care startup into a multi-location operation built on faith, family, and smart systems. In this episode, Steve Burton sits down with Craig Zeigler, founder of Agronomic Lawn Management (ALM), a Virginia-bas...

Many business owners believe that growth and exit are separate goals.  They're not. The same traits that make your business scalable — systems, team, and documented processes — are what make it valuable to a buyer. In this episode, Adam and Steve unpack the key readiness factors that apply whether you're planning to grow, sell, or just want to build a business that doesn't grind you into the groun...

You'd be surprised how many solid businesses never sell, not because the numbers don't add up, but because the owner didn't plan early enough, or worse, tried to do it solo. In this episode, Steve Burton reconnects with M&A advisor Jeff Snell to shine a light on the silent deal killers. They're not always dramatic. Sometimes it's poor documentation. Sometimes it's handing the business to your kid...

New SBA rules are shaking up the market, and if you're buying or selling a business, you need to know what just changed. In this episode, Steve Burton welcomes back M&A expert Jeff Snell to unpack the latest SBA updates, including how new SOP changes can double buying power, reduce down payments, and expand access to $10M loan guarantees for manufacturers. Jeff shares why sellers need to prepare f...