Built to Sell Radio

Jim Lindstrom, an entrepreneur known for transforming and selling BuzzWord, shares his journey in the ESG reporting space. He talks about shifting contractors to full-time roles and implementing a two-part profit-sharing scheme tied to cash flow and EBITDA. Lindstrom delves into the importance of corporate culture, management dynamics, and the role of effective systems like SmartSheet in enhancing operations. He emphasizes that creating a sustainable organization focuses on freedom and long-term growth, while navigating the complexities of business sales and valuations.

Luke Peters started off by reselling everyday appliances like bar fridges online. Eventually he built a brand and shifted to selling his products on big e-commerce retailers. Peters grew NewAir to $80 million in revenue before selling it for a lifechanging windfall in 2022. 

Matt Ebert, founder of Crash Champions, shares his journey from fixing his first car at 16 to leading one of the largest collision repair companies in the U.S. He discusses the financial strategies for transitioning to private equity and the challenges of scaling operations across 645 locations. The conversation also dives into balancing acquisitions with organic growth, adapting to industry changes, and maintaining a founder-led mindset despite Wall Street pressures. Ebert’s insights reflect the intricate dynamics of rapid business expansion in the automotive sector.

Aaron Levenstadt, a successful entrepreneur and SEO expert, shares his journey of building Pedestal Search by focusing solely on search engine optimization. He emphasizes the power of specialization in a crowded market and the importance of establishing a strong advisory board for strategic growth. Levenstadt also introduces the 'Rule of 20' to help aspiring business owners determine their financial exit goals. His insights on navigating the complexities of mergers and acquisitions and the emotional rollercoaster of selling a business provide valuable lessons for entrepreneurs.

Jessica DeLuca, co-founder of the UK’s leading online beauty retailer Cult Beauty, reveals how her tech background propelled the brand's £275 million sale. She discusses revolutionizing skincare with expert advice and a personalized product database, addressing industry gaps. Delve into the challenges of funding, influencer marketing, and the strategic decisions behind Cult Beauty's acquisition. DeLuca highlights the transformational impact of the sale on employees, creating 29 millionaires, and advocates for investing in women-led businesses to bridge funding disparities.

Alex Bean, founder of Divvy, sold his company for $2.5 billion but found himself grappling with unexpected emotions post-sale. He discusses the misconceptions of happiness tied to financial success, emphasizing the emotional complexities of navigating life after a monumental exit. Bean shares insights on raising capital versus maintaining control, the significance of teaching kids about fiscal responsibility, and the importance of redefining success beyond mere wealth. His journey highlights that true fulfillment comes from meaningful relationships and purpose.

Tim Schumacher, co-founder of SaaS Group and a seasoned expert in acquisitions, shares invaluable insights on the mindset of an acquirer. He explains Peter Thiel's 'zero to one' versus 'one to ten' concept and its implications for business strategy. Discussing the emotional journey of second-time founders, he emphasizes the importance of product-led growth in SaaS. Tim also tackles the financing and structural nuances of tech acquisitions, highlighting the critical role of cultural fit and transparency to ensure successful deals.

Jim Sebenius, founder of the Negotiation Unit at Harvard Business School, reveals powerful strategies for maximizing business sales. He emphasizes the diverse traits of effective negotiators, including authenticity and self-confidence. Sebenius introduces the '3D negotiation' framework, marrying tactical skills with strategic deal design. He discusses the art of generating competition among buyers and the critical nuances of earnout deals. With insights backed by interviews with global dealmakers, his advice is a treasure trove for aspiring sellers.

Matt Matros, the founder of Protein Bar, discusses his journey from a single smoothie shop to a $44 million company. He warns entrepreneurs about the hidden risks of rolling equity when selling to private equity, sharing personal insights on maintaining control during expansion. Matt reflects on the emotional challenges of becoming a minority shareholder and the complexities of valuation negotiations. His cautionary tale emphasizes the importance of understanding liquidity preferences and choosing the right partners for sustainable growth.

William Brown, an entrepreneur thriving in Dubai, shares how he turned a $50 trading advice document into a multi-million dollar online education business. He discusses the surge in day trading during the pandemic that fueled his growth and his transition from one-off sales to a successful subscription model through automated webinars. Navigating the complexities of selling his business, he reflects on the emotional journey of the acquisition process and emphasizes the significance of authenticity in information products.