Built to Sell Radio cover image

Built to Sell Radio

Latest episodes

undefined
12 snips
Mar 28, 2025 • 1h 7min

Ep 487 After the Deal: How the Ultra-Wealthy Invest After Selling Their Business

In this enlightening conversation, Michael Sonnenfeldt, founder of Tiger 21, shares his journey from selling two companies to guiding ultra-wealthy entrepreneurs in smart investing. He highlights the emotional challenges of wealth after exit and the importance of building a support network. Discussion includes pitfalls to avoid, the significance of character in investment groups, and the contrasting psychology of spending between self-made and inherited wealth. Sonnenfeldt emphasizes mentorship and the importance of emotional support in nurturing healthy family dynamics amid affluence.
undefined
Mar 21, 2025 • 1h 1min

Ep 486 Inside the Mind of an Acquirer: The Harvard Playbook for Buying Your Business

A new generation of buyers trained in Entrepreneurship Through Acquisition (ETA) is looking for businesses like yours. Unlike private equity firms focused on roll-ups, ETA buyers are often searching for a single business to own and operate—making them a legitimate option for certain sellers. 
undefined
28 snips
Mar 14, 2025 • 1h 10min

Ep 485 After the Deal: The Psychology of Selling—Kill Criteria, Walkaway Mindset & Why “Telling Your Company’s Story” Often Drives Up Your Multiple

Rob Walling, a serial entrepreneur and TinySeed founder, and Dr. Sherry Walling, a clinical psychologist and mental health advocate for entrepreneurs, delve into the psychology behind selling businesses. They explore crucial concepts like kill criteria, the emotional rollercoaster of exits, and the importance of personal storytelling in boosting company value. Their insights highlight how emotional preparation and strategic planning can distinguish thriving exits from those that leave owners lost. Additionally, they discuss celebrating personal milestones and the significance of financial literacy for future generations.
undefined
Mar 7, 2025 • 1h 10min

Ep 484 How to Know When It’s Time to Sell

Kristie Shifflette built a 13-location Orangetheory Fitness empire from scratch—bootstrapping a capital-hungry business, personally guaranteeing leases, and taking on risk most founders wouldn’t touch. In the end, it paid off for Kristie and in this episode, you’ll discover how to:  Bootstrap a capital-intensive business without giving up control  Reduce your risk when taking on an investor  Attract entrepreneurial employees who will care as much as you do  Think about the $10 million milestone (and why it matters to private equity)  Know when to take some chips off the table—and when to double down  Ace management presentations with an acquirer  Play hard to get (even when you want to sell)  Get an acquirer to bump up their offer   Max out an earn-out payment—even if you don’t quite hit your targets  Spot an acquisition offer that’s likely to be re-traded 
undefined
19 snips
Feb 28, 2025 • 1h 28min

Ep 483 Exit Story: Frank Shultz on Escaping the 50/50 Trap and Buying Out a Partner

Frank Shultz, co-founder of Infinite Blue and currently with United Effects Ventures, shares his journey through a challenging 50/50 partnership. He discusses the complexities of buying out a co-founder amidst disagreements and financial strains. Listeners learn about the critical importance of business continuity planning and the emotional hurdles tied to partner dynamics. Frank also reflects on navigating growth, leadership restructuring, and the impact of market conditions during acquisitions, all while emphasizing communication and strategic decision-making.
undefined
19 snips
Feb 21, 2025 • 1h 17min

Ep 482 Exit Story: Bob Gilbreath — "The Adult Version of the Marshmallow Test" and How to Capitalize on an Earn-Out

Bob Gilbreath, an accomplished entrepreneur, shares his insightful journey through two successful earn-outs in service businesses, transforming a perceived gamble into financial triumph. He discusses strategies for motivating teams amidst high stakes, the evolution of his digital agency, and the pivotal partnerships that fueled growth. Gilbreath emphasizes the emotional complexities of transitioning from independence to corporate life, highlighting the importance of relationship building and personal growth during the earn-out process.
undefined
8 snips
Feb 14, 2025 • 1h 3min

Ep 481 After the Deal: What 70 Founders Reveal About Generational Wealth, the Achievement Trap & the Happiness Illusion

John Rood, who sold his company Next Step Test Prep to private equity and authored 'Beyond the Exit', shares invaluable insights from interviewing 70 founders about life after an exit. He reveals how many founders grapple with the 'achievement trap' and redefine personal fulfillment beyond financial success. The conversation dives into the complexities of generational wealth, the emotional challenges post-exit, and emphasizes the importance of prioritizing family and values over relentless wealth accumulation.
undefined
14 snips
Feb 7, 2025 • 1h 28min

Ep 480 Exit Story: The $80M Deception—How Kevin Wagstaff Walked Away and Won

Kevin Wagstaff, co-founder of Spectora, transformed home inspections with a groundbreaking SaaS platform and navigated an intense $80 million acquisition. He shares the rollercoaster ride of negotiations, including a last-minute attempt to re-trade the deal that could have cost him millions. With his brother and an advisor's support, they stood their ground, ultimately securing a $90 million valuation from a better partner. The journey balances emotional struggles with strategic decisions, emphasizing the importance of brand integrity and personal bonds in business success.
undefined
7 snips
Jan 31, 2025 • 1h 18min

Ep 479 Exit Story: How to Attract a Fortune 500 Acquirer With Brock Weatherup

Brock Weatherup, a seasoned entrepreneur who has successfully sold multiple companies to Fortune 500 giants like PetSmart and Petco, shares his expertise. He reveals proven strategies for attracting lucrative acquirers and navigating complex negotiations. Listeners will discover the emotional rollercoaster of selling a business, the lessons learned from financial crises, and the importance of resilience. Brock dives into his journey with the pet industry and highlights the significance of adaptability and relationships in achieving entrepreneurial success.
undefined
Jan 24, 2025 • 1h 21min

Ep 478 After the Deal: When Can You Afford to Fly Private? with Preston Holland

That’s why we created the After the Deal series on Built to Sell Radio. This series explores life after selling a business—delving into the personal, financial, and emotional transitions that come when work becomes a choice, not a requirement.  In this episode, we speak with Preston Holland, author of Private Jet Insider and an expert in private aviation. Preston shares why private jet travel isn’t just for celebrities and explains how business owners use private aviation to buy back their most valuable asset: time. 

The AI-powered Podcast Player

Save insights by tapping your headphones, chat with episodes, discover the best highlights - and more!
App store bannerPlay store banner
Get the app