Built to Sell Radio

In this engaging discussion, Josh Payne, the Founder of Stack Commerce, shares his unique approach to building a profitable company without the usual VC hustle. He reveals how he aimed for a $50 million exit while maintaining 75% ownership. Josh dives into innovative e-commerce strategies tailored for media brands and discusses the evolution of affiliate marketing. He highlights the psychological challenges entrepreneurs face during exits and the importance of timing and valuation, all while emphasizing the journey's growth beyond just financial gains.

David Hauser, managing partner at Durable Capital and founder of Grasshopper, shares insights from his journey of selling his company for $175 million to becoming a disciplined investor. He discusses the emotional complexities founders face post-exit, emphasizing a shift in identity and purpose. Hauser critiques the aggressive buying habits of private equity and highlights his strategic approach to acquisitions. He delves into the importance of understanding seller motivations and the value of transparent negotiations in building sustainable businesses.

Rich Galgano, Founder and CEO of Windy City Wire and author of 'Down to the Wire,' shares his incredible journey from launching a low-voltage cable distribution company to selling it for nearly $500 million. He discusses the struggles he faced, including a lawsuit and the complexities of business partnerships. Galgano highlights the importance of clear exit strategies and navigating private equity, revealing the emotional hurdles during negotiations. His tale emphasizes resilience, innovation, and the power of maintaining control amid rapid growth.

Ryan Atkinson, who successfully sold CORE Resources to 24 Seven after previously exiting Redwood Global, shares his journey in navigating business partnerships and strategic investments. He reveals how he injected capital while taking a less active role, allowing for growth and a smooth sale. Listeners will learn about the complexities of equity splits, the emotional rollercoaster of selling a business, and the importance of strategic networking in today’s world, especially post-COVID.

Christopher Hadnagy, author of 'Human Hacking' and a negotiation expert for elite military units and Fortune 500 companies, shares invaluable insights on high-stakes negotiations. He discusses the emotional nuances between entrepreneurs and corporate buyers, emphasizing the importance of self-awareness and open-source intelligence techniques. Listeners learn to distinguish genuine offers from bad actors, master negotiation dynamics with emotional intelligence, and explore the impact of body language on deal-making.

In this engaging discussion, Andres Lares, Managing Director of the Shapiro Negotiation Institute and author of "Persuade," shares invaluable insights into mastering negotiations for mergers and acquisitions. He highlights common rookie mistakes that can jeopardize deals and emphasizes the importance of strategic preparation and understanding business valuation. Lares also delves into the psychological aspects of negotiations, the significance of pacing, and effective techniques to navigate earnouts, ensuring sellers maintain control post-sale.

In this engaging discussion, Ben Leonard, the founder of Beast Gear, shares his journey from building a $6 million strength equipment brand to selling it—and then repurchasing it after seeing it fall apart under new management. He dives into the challenges of post-sale life, revealing how decisions made by Thrasio impacted brand integrity. Ben reflects on the emotional rollercoaster of negotiations, the importance of strong partnerships, and the lessons learned from his experience, including the significance of negotiating better terms.

Alex Bean, co-founder of Divvy, shares insights on the emotional rollercoaster that follows a lucrative business sale, including his $2.5 billion exit. He highlights the importance of redefining success beyond financial gains. The conversation touches on the struggles with identity shifts, the emotional burdens of wealth, and the dangers of generational wealth. Bean emphasizes fostering meaningful relationships and community impact over mere monetary pursuits, advocating for true purpose in entrepreneurship.

In this discussion, Dan Mytels, a savvy private equity investor at Salt Creek, shares his unique approach to acquisitions, having bought over 100 mature, profitable niche companies. He explains the advantages of buyers who pay 100% at closing, allowing owners a swift exit without retainment. Dan dives into financing strategies for acquisitions, the challenges business owners face with traditional private equity, and the importance of understanding investment models. His insights offer a fresh perspective on simply selling a business with a clean break.

Doug Lowenthal, founder of True Technology, a Florida-based managed service provider, dives into his transformative journey of building a million-dollar business. He shares insights on achieving a crucial $1 million EBITDA and the shift towards strategic IT partnerships. Doug discusses his leadership evolution, the importance of financial transparency, and the emotional landscape of selling a company. With humor, he reflects on preparing for life post-sale, including unexpected milestones like buying a luxury car and launching a new venture for MSPs.