Ep 299 How to Build a Business You Can Actually Sell with Saul Cohen

How to Build a Business You Can Actually Sell with Saul Cohen

Most business owners say the same thing: "I want to grow as big as I can."

But when you press them on what they really want—time freedom, a great income, flexibility with their family—they're actually describing a lifestyle business, not a high-growth scale-up destined for a huge exit.

In this episode of Profit Answer Man, Rocky Lalvani talks with Saul Cohen, an accountant and advisor who helps ambitious entrepreneurs grow through acquisition and prepare for a successful exit. Together, they unpack the difference between chasing revenue and deliberately building assets and wealth inside your business.

In This Episode, You'll Learn:

• Lifestyle Business vs Scale-Up: What Are You Really Building? Saul explains the critical fork in the road most owners never consciously choose. A lifestyle business is built to deliver strong income and flexibility now; a scale-up is built to reinvest profits into assets for a bigger exit later. The decisions, trade-offs, and timelines are totally different.
• Why Hustle Isn't a Strategy—and Maturity Wins. Saul shares the story of his first business, launched in his early twenties, and how a competitor with more experience and maturity quietly built a far more valuable company. The lesson? Execution, focus, and intention beat hustle and blind optimism every time.
• How Wealth Is Really Built: Assets and the Balance Sheet. Rocky reminds us that profit is only part of the story. Real wealth shows up on the balance sheet—in assets, not just income. The problem? Most owners never read their balance sheet as a series and have no idea whether they're actually building wealth or just spinning their wheels.
• Where Acquirers Find Hidden Profit After the Sale. When a "mediocre" business is sold, a new owner often finds profit quickly—not because they're smarter, but because they're less emotionally attached and more objective. Saul explains how strategic add-on acquisitions (like buying a supplier or complementary service) can boost margins, cross-sell opportunities, and overall business value.
• The Investor Mindset: Working On the Business, Not Just In It. Both Rocky and Saul emphasize the need to step out of firefighting mode, take time away from the office, and think like an investor. When you step back and ask, "What are my real opportunities and threats? Where's the biggest payoff for my time and capital?" the path to better cash flow and a stronger exit becomes much clearer.

Key Takeaways:

• Most owners are accidentally building lifestyle businesses while pretending they're building scale-ups.
• Wealth is created by assets, not just hustle or revenue.
• Gross margin and business model clarity matter far more than top-line bragging rights.
• Your second business will often scale faster—if you integrate the lessons from your first.
• Taking time out to think like an investor is one of the highest-ROI activities you can do.

Bio:

Saul Cohen is a chartered accountant and founder of SC Digital Advisory, a boutique firm helping business owners grow through acquisition, optimize profit, and prepare for successful exits. With more than 20 years in finance and entrepreneurship, Saul blends hands-on operational insight with deep financial acumen to help owners turn complex challenges into scalable systems. He's advised seven- and eight-figure founders across sectors on strategy, M&A, and value creation.

Links:

https://www.scdigitaladvisory.com

LinkedIn: https://www.linkedin.com/in/saulcohenuk

Conclusion:

You don't need to copy the tech unicorns or chase a nine-figure exit to win. You just need to be honest about the kind of business—and life—you actually want, then align your decisions with that reality.

For some, that's a highly profitable lifestyle business with strong margins, great clients, and plenty of free time. For others, it's a focused scale-up strategy, reinvesting profits to build assets and position for a major exit.

Either way, the path runs through the same disciplines:

knowing your numbers, understanding your business model, building real assets, and learning to think like an investor, not just an operator.

If you're ready to turn your business into a true wealth-building engine—not just a stressful job with a logo—this episode with Saul Cohen is a powerful place to start.

#ProfitAnswerMan #ProfitFirst #BusinessExit #LifestyleBusiness #ScaleUp #BusinessValuation #CashFlow #WealthBuilding #EntrepreneurMindset #FractionalCFO #FinancialClarity

Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman

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Music provided by Junan from Junan Podcast

Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.