The Hard Truth About MSP Profitability and Exit Strategy with Arlin Sorenson

 You can’t outwork a broken model. That’s where this episode starts—and where a lot of MSP owners get stuck.

I sat down with Arlin Sorensen (VP Ecosystem Evangelism of ConnectWise) to unpack the kind of growth that looks good on the surface… but still leaves you frustrated, burned out, or stuck at a ceiling you can’t break through.

This one’s about the stuff we don’t talk about enough:
→ Plateaus that sneak up on you
→ Sales avoidance dressed up as delegation
→ Profitability that never shows up on paper
→ And what legacy actually means when the dust settles

It’s part mindset, part strategy, and all experience.

🧠 What we cover:
• Why delegation isn’t a shortcut to growth
• The pressure of being the only one who knows the numbers
• What happens when your hard work doesn’t equal real value
• The 3-phase path to a healthy, intentional exit
• Fulfillment, reflection, and planning for what’s next

⏱️ Timestamps:
0:00 – When growth looks good, but feels off
5:30 – The truth about owner-led sales
12:45 – The profit trap: working hard with nothing to show
18:20 – Breaking through plateaus
25:00 – Exit planning that doesn’t start too late
32:10 – Alignment between fulfillment and success
45:00 – Why reflection is a skill, not a luxury