Touchstone Talks

In this episode, Mediator, Negotiation Consultant, and Conflict Coach Scott Loring, Principal at Cooperative Coaching & Mediation, shares his expertise on navigating the complex and often deeply personal conflicts that arise in family businesses. Drawing on decades of experience resolving disputes, he explains how blurred boundaries, unclear expectations, and the overlap of family identity with business roles can create tension especially during pivotal moments like leadership transitions or business exits.He highlights how unresolved issues, sometimes rooted in childhood dynamics, resurface and impact not only relationships but overall workplace health, from employee turnover to morale. Loring emphasizes that while solutions to conflict may be straightforward, they are rarely easy, requiring honest, productive communication and a willingness to move toward understanding rather than agreement with a shared desire to improve.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, Deborah sits down with John SantaCroce, who last year acquired Minore’s Meats, a third-generation family business. John shares a firsthand perspective on how acquiring a family-owned business can create control over your future while unlocking opportunities to improve operations, modernize systems, and drive growth. He highlights what it really takes, from defining clear acquisition criteria and building the right advisory team, to navigating challenges during the deal process and leading a people-first culture post-close. He brings a unique perspective on balancing tradition with innovation as he positions Minore’s for its next chapter.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

Environmental Regulations Are Changing: What Business Owners Should UnderstandIn this episode, environmental attorney Deborah Brancato, Partner at Carmody Law, discusses major changes in Connecticut’s environmental regulatory framework and what they mean for business owners. With the Transfer Act sunsetting, she explains how the new approach is designed to encourage environmental cleanup while creating clearer expectations around environmental responsibility and property use. Deborah also shares practical insights on how environmental issues can arise during normal business operations, property ownership, and transactions, and why it’s important for business owners to understand potential risks and plan ahead. Deborah also shares insight from her involvement in developing the new program and what it means for business sales going forward.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, Jeff Weiner, President and CEO of HKM Associates discusses his unique approach to insurance brokerage. Now entering his 45th-year serving businesses ranging from as few as 2 up to 100s of employees. Licensed in 42 states, Jeff is known for his “white glove” service model.Some key take aways:Don’t assume your current benefits plan is “fine.” There are often hidden gaps, inefficiencies, or better pricing options in the market. A fresh review can uncover what you don’t know you don’t know, especially around networks, billing issues, and plan designSwitching plans to save money doesn’t have to mean forcing employees to change doctors. Thoughtful plan design built around how your team actually uses healthcare can reduce friction and increase buy-in.You have more flexibility than you think. Group health plans are generally month-to-month, PEOs can offer pooled buying power, and there are multiple ways to structure benefits creatively depending on your goals.With no-fee analysis, direct employee access to his cell phone, and a strong community-driven approach to networking and philanthropy, Jeff focuses on making a meaningful impact for both employers, their teams and the community.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, Janice O’Reilly, CPA, CGMA, Partner at AAFCPAs, discusses what financial readiness really means for business owners when the time comes to sell their business. With the day-to-day demands of running a company, many owners focus on their financials primarily for tax purposes, often without realizing how those same numbers will be viewed by a potential buyer.Janice explains the key financial data points buyers focus on during a transaction, including how revenue is recorded, expenses are allocated, working capital is assessed, and liabilities or accruals can surface late in the process.By engaging advisory support early, business owners can better understand their financial picture, set realistic expectations, navigate the complexity of a transaction, and reduce the likelihood of unexpected issues as a deal progresses.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, Deborah sits down with Susan Catalano, Managing Partner of JQLaCorte, LLC, a full-service digital marketing agency supporting financial, professional services, and manufacturing businesses. Susan breaks down why marketing is one of the most important growth levers for business owners, helping fill the top of the funnel, nurture leads over time, and ultimately make it easier for sales teams to close. She explains the balance between traditional marketing and digital marketing, emphasizing that the “right” mix depends on where your customers actually are. Susan also shares what business owners can expect when building a marketing engine from typical ROI, to the importance of regular website updates, credible content strategies, and adapting to major shifts like AI-driven search results. For owners thinking ahead to an eventual exit, she highlights the value of creating a consistent, scalable lead generation system that isn’t overly dependent on the owner and how marketing audits, phased improvements, automation tools and fractional/outsourced teams can help get you there.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, David Wallace, author of Build Your Own Business(BYOB) and Program Manager for Exit AdvantageSM discusses how his book guides entrepreneurs from idea and passion to execution and building businesses that can grow beyond the founder. He shares the importance of early self-reflection to assess whether entrepreneurship is truly the right fit, market understanding, and planning, as well as shifting from working in the business to working on it through strong teams, processes, and structure. Wallace also explains how Exit Advantage helps owners strengthen their businesses to increase value, emphasizing that growth requires adaptation, clear goals, and planning for exit from the start to create resilient, valuable companies ready for the future.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

Demystifying ESOPs: What Business Owners Need to Know Before SellingIn this episode, Deborah is joined by Rich Glassman of ESOP Plus LLP. Rich shares his extensive knowledge of Employee Stock Ownership Plans (ESOPs), what he considers to be the best-kept secret in the tax code. Learn why ESOPs are a good option to explore when selling your business.Rich breaks down what an ESOP is, how it works and how it benefits the seller and the company. He addresses some misconceptions including complexity, cost and risk as well as future requirements and costs for the ESOP going forward. Drawing on his background in banking, management, a family-owned business and ESOP law, Rich encourages owners to keep an open mind, seek experienced advisors, and thoughtfully consider whether employee ownership could be the right option for your exit.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, Rick Vidallon, Creative Director @ VISIONEFX, discusses how businesses can better manage and protect their digital or online assets . He emphasizes the importance of maintaining control over domains, logins, hosting accounts, and passwords, especially when selling or acquiring a company. It highlights best practices such as keeping an updated inventory of online assets, ensuring owners, not just managers, retain essential access. It emphasizes the value of updating websites regularly, ensuring accurate online listings, and using SEO best practices so search engines can properly recognize and rank a business. Even older sites can retain credibility, but fresh content improves visibility. The episode concludes with insights on tailoring social media and content strategies to a company’s audience and industry, and the role VISIONEFX plays in redesigning sites, improving SEO, and supporting content and social postings.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, employment attorney Bob Brody of Brody and Associates explains key employment-law issues business owners often overlook—from the National Labor Relations Act and protected employee activity to compliance challenges, I-9 requirements, and the importance of proactive audits. With a practice focus on labor, employment and benefits, he discusses how early employment-law preparation can strengthen a company’s position during a sale, and how tools like non-competes, non-solicits, and confidentiality agreements protect a business. Bob also touches on modern challenges such as AI, remote work, and training gapstouchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, Michelle Orr of Live Oak Bank shares her decades of experience working in SBA lending and partnering with entrepreneurs looking to acquire businesses. She explains what makes Live Oak’s process unique and her quarterback-style approach from prequalification through closing. Michelle outlines key SBA rules, deal structures, limits, and expectations for both first-time buyers and seasoned acquirers, as well as common red flags such as unstable revenue trends, customer concentration, and heavy seller dependence. She walks listeners through timelines, diligence requirements, and transition planning, emphasizing the importance of proactive communication and building the right team of advisors. Michelle also highlights current SBA updates and why she loves helping buyers navigate the acquisition journey.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, trust and estate attorney Michael Clear, Partner of Wiggin and Dana discusses how thoughtful estate planning can help business owners preserve and protect the wealth created through a lifetime of work. He explains the strategic use of trusts—revocable and irrevocable—to minimize estate taxes, provide asset protection, and ensure family continuity. Clear emphasizes the importance of starting planning well before a sale—ideally two or more years in advance—to take advantage of valuation discounts and tax benefits. With a counselor’s mindset, he guides clients through not just the technical but also the personal aspects of planning, helping families clarify goals, communicate effectively, and set up structures that reflect their values and future aspirations.TRANSISTORtouchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, we sit down with Brad Malicki, an experienced M&A attorney with Halloran Sage to discuss the crucial role legal counsel plays in getting a deal to the finish line. Whether you’re buying or selling, the goal is always the same—negotiate to “yes” and close the deal in a way that works for both sides.Our guest explains why having the right attorney—one who understands M&A transactions—is essential. From interpreting the Letter of Intent to drafting detailed agreements that prevent future disputes, an experienced M&A attorney knows how to ask the right questions, balance legal protection with deal momentum, and ensure both parties walk away satisfied (if only a little bit happy and a little bit unhappy).You’ll also hear insights on what differentiates a transactional attorney from a litigator, the importance of clear communication between all parties, and why the best contracts are the ones that get signed, filed, and never need to be revisited.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, Deborah sits down with Jason Correia, a Principal at CLA and an expert in Quality of Earnings (QoE) analysis for M&A transactions. Jason breaks down why QoE reports are essential for verifying the accuracy of financials, understanding true cash flow, and normalizing earnings to reflect what a business will really look like under new ownership.Discussed are key topics like normalizing owner-related expenses, determining net working capital, and how these analyses impact deal value and negotiations. Jason also shares insights from his career journey—from auditing to M&A—and how his team at CLA supports both buyers and sellers through every phase of the transaction.Tune in to learn how QoE can reveal the real earnings story behind the numbers.www.claconnect.comtouchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, Deborah sits down with Joseph Jaffe—Professional EOS Implementer, Executive Leadership Coach, 6-time author, keynote speaker, and host of Joseph Jaffe is Not Famous and The Entrepreneur’s Journey.Joseph shares how entrepreneurs can break free from the myth that building a business must be painful. Through the Entrepreneurial Operating System (EOS), he helps leadership teams gain clarity and alignment, instill discipline and accountability, and foster trust and healthy collaboration.From reframing entrepreneurship as discovery instead of struggle to creating “harmonic resonance” among diverse personalities, Joseph offers insights for leaders who want to build thriving teams and sustainable businesses without accepting dysfunction as the norm.Jaffe is @jaffejuice on all the major socials.For all links, please visithttps://linktr.ee/jaffejuiceorwww.eosworldwide.com/joseph-jaffetouchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, we sit down with Jeffrey Rich, one of the three partners at Touchstone, to delve into his journey from a proprietary trader on Wall Street to becoming a key figure in mergers and acquisitions. Jeffrey shares his experiences in the high-stakes world of finance and his transition into the M&A industry, highlighting the emotional and intellectual challenges he faced along the way. He discusses the philosophy behind Touchstone's team approach, the complexities of closing deals, and the factors that influence successful business exits. Jeffrey also reflects on his passion for working with business owners, the importance of thorough pre-market evaluations, and his personal aspirations beyond the financial sector. Tune in to gain valuable insights from a seasoned M&A advisor who is dedicated to helping clients achieve their business goals.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, Carlos Salmon shares an inspiring journey from teaching tennis in the Hamptons to breaking into the world of finance. Through chance encounters, determination, and seizing opportunities, he reflects on lessons learned, career growth, and the unexpected turns that shaped his path. A story about ambition, resilience, and following doors that open when you least expect it.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode, the conversation dives into the world of mergers and acquisitions through the lens of patience, process, and precision. The guest shares lessons on why shortcuts backfire, how attention to detail can make or break success, and what it really takes to achieve the best outcome in business transitions. It’s a candid discussion about discipline, resilience, and the mindset required to navigate big changes.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

In this episode of Touchstone Talks, we sit down with Cosmo to explore his journey transitioning out of his business, 4All Promos. With Touchstone’s guidance, Cosmo found the right partnership to grow his company while giving him the freedom to move into what he calls “pretirement.” The conversation dives into lessons learned as a business owner, the challenges of letting go, and the exciting opportunities that come with redefining retirement.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production

Touchstone Talks delivers real-world insights from trusted advisors and professionals to help business owners prepare for the future. Each conversation is designed to guide owners through the key components of a successful exit strategy—always with the goal of maximizing the value of their life’s work. By educating and empowering business owners, we create the foundation for successful transitions and lasting impact.touchstoneadvisors.comdirectlinemediaproductions.com/professional-podcast-production