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Built to Sell Radio

Latest episodes

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4 snips
Jul 26, 2024 • 56min

Ep 452 How to Turn a 3x EBITDA Offer into 5x. Creative earn out structures. Declining projects without losing a customer and selling a service business with Paper Leaf founder, Jeff Archibald.

Jeff Archibald, founder of Paper Leaf, shares insights on turning a 3x EBITDA offer into 5x through creative earn-outs. He discusses declining projects without losing customers, focusing on simplicity in business, and navigating missed acquisition opportunities. Jeff also delves into the successful sale of his service business, highlighting the importance of negotiation strategies and post-acquisition commitments.
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Jul 19, 2024 • 1h 7min

Ep 451 Nicole Osmer on selling her $10M agency, the dangers of a fast LOI, minimizing re-trading, deciding when to sell, and how to tell your employees about an acquisition

Nicole Osmer, founder of Health+Commerce, shares insights on growing her agency from $1M to $10M in revenue, handling acquisition offers, minimizing re-trading, deciding when to sell, and communicating with employees during an acquisition. She also discusses the dynamics between M&A professionals and lawyers, emotional highs of selling a business, and future acquisitions in healthcare services.
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Jul 12, 2024 • 1h 9min

Ep 450 Exiting Mainstreet: Michael Lynch on How to Sell a Smaller Business

In this week’s episode of Built to Sell Radio, John Warrillow interviews Michael Lynch, the creator of TinyPilot, a hardware device that allows users to remotely control their computers without installing any software.   Like most small companies, TinyPilot was a Main Street business with around $1 million in revenue and roughly $250,000 in profit, so Michael’s story is a revealing snapshot of a typical exit for the majority of small businesses
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Jul 5, 2024 • 1h 4min

Ep 449 Transforming a Personal Brand into a Sellable Company with Amazon guru Kiri Masters

In this week’s episode of Built to Sell Radio, John Warrillow interviews Kiri Masters, founder of Bobsled Marketing. Kiri’s marketing agency specialized in helping companies merchandise their products on sites like Amazon.com and Walmart.com.  Kiri successfully transformed a significant social media following into a valuable company.
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Jun 28, 2024 • 1h 13min

Ep 448 How David Sinkinson Bootstrapped AppArmor to a $40M Exit (Avoiding a Costly Negotiation Mistake)

David Sinkinson, co-founder of AppArmor, shares insights on bootstrapping their campus security app to a $40M exit. Topics include near negotiation disaster, evolving business model, sibling partnership challenges, and navigating M&A negotiations with strategic advantages.
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Jun 21, 2024 • 37min

Ep 447 The Psychology of Entrepreneurship with Bill Hudenko

Have you considered the psychological toll of building your business?     In this week’s Built to Sell Radio episode, John Warrillow sits down with Bill Hudenko, a psychologist, Dartmouth professor, and serial entrepreneur, to discuss the psychological impact of building and exiting a business. Bill shares his personal journey through multiple exits and offers insights into the mental health challenges that come with selling your life’s work.     As someone who has experienced these challenges firsthand, and as a professional with access to extensive data, Bill provides practical advice on how to avoid the common mental health pitfalls associated with selling your business.  
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Jun 14, 2024 • 50min

Ep 446 Exiting a Family Business on Top with Tom Deans

Renowned expert Tom Deans shares insights on selling a family business, highlighting challenges in transitioning control and passing on values. He discusses covert narcissism in family businesses and stresses the importance of focusing on value creation for successful succession planning.
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Jun 7, 2024 • 34min

Ep 445 How Connor Tomkies Led Support Ninja to an 8-Figure Exit

This week on Built to Sell Radio, we feature Connor Tomkies, founder of Support Ninja, who shares his story of transforming an outsourcing firm into an industry leader. Support Ninja provides outsourced customer support services, handling tasks such as customer experience, social media management, and technical support.  
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May 31, 2024 • 59min

Ep 444 Inside the Mind of a Venture Capitalist with Stanford’s Ilya Strebulaev

Ilya Strebulaev, a leading expert on venture capital, discusses the venture capitalist mindset and decision-making strategies. Topics include the dynamics of bidding and winning, evaluating investments with a red flag approach, and distinguishing venture capital from private equity. He also explores navigating venture capital decision-making and strategic valuation considerations for investments.
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May 24, 2024 • 1h 10min

Ep 443 Anne Mahlum on selling [solidcore] for $100M

Fearless entrepreneur Anne Mahlum shares her journey of redefining the fitness industry with [solidcore], selling for $100M. Topics include leadership transitions, fundraising, custom machine manufacturing, navigating financial challenges, employee rewards, and preparing for a successful exit strategy.

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