All Episodes

Ep 552: What to Know Before Selling to an ETA Buyer | Built to Sell Radio

Ep 551 Cameron Passmore Sold Half an $8 Billion Firm—Then Acquired 5 More Businesses

Ep 550 The One Phrase That Can Ruin a $10 Million Business Sale

Ep 549 How a $105 Million Business Sale Revealed the Second Most Important Number in an LOI

Ep 548 The Threat and Curse of AI

Ep 547 How to Get Your Partners to Buy You Out

Ep 546 $14M Raised, A Car-Changing Exit

Ep 545 $15M for 15 Employees — How Aaron Leibtag Structured His Pentavere Sale to HealWell

Ep 544 Why He Regrets Selling for 3.5X EBITDA

Ep 543 From $32M Valuation to Fire Sale — How Ret Taylor Sold Ned After an Apple Update Crushed His Margins and Re-Invented Himself as a Spiritual Guide

Ep 542 The 15X Multiple That Let Him Walk Away in 12 Months

Ep 541 Mastering the Deal: 7-Figure Negotiation Mistakes Founders Make When Selling Their Business with MIT's John Richardson, Author of Never Settle

Ep 540 From $40K to 8 Figures -- How Murray Kent Sold His Electrical Conduit Business for 6.2x EBITDA

Ep 539 Deal Collapsed at LOI, Sold for 6x EBITDA Anyway

Ep 538 How 2 Brothers Bootstrapped AppArmor to a $40M Exit — The Answer That Almost Cost Them $20M

Ep 537 Why this $5M Business Sold for $25M

Ep 536 Mastering the Deal: 3 Types of Sellers, 3 Very Different Deals — Which One Are You?

Ep 535 Inside the Mind of an Acquirer: When Your Buyer Is Risking Their House

Ep 534 Why a "short list" of acquirers may be a trap

Ep 533 Inside the Mind of an Acquirer: The Anatomy of a Failed Deal

Ep 532 Is Your Business Worth More Dead or Alive?

Ep 531 The #1 M&A Mistake Founders Make with Nick Katz

Ep 530 $40M for a Big Fish in a Small Pond

Ep 529 The Personal Brand Trap and how to slash a 3-Year Earn-Out to 9 Months Without Giving Up Value

Ep 528 The Dirty Businesses that Create Quiet Millionaires

Ep 527 How to Avoid an Earn-Out (Even in a Service Business)

Ep 526 Best of 2025: 4 Moments That Change How You Exit

Ep 525 How to Know When to Get Out: What to do when Shopify threatens, Selling vs. hiring a CEO. A controlled process instead of massive auction and getting your cash up front.

Ep 524 3 Non-Negotiables to Walk Away Clean, Turn Your Expertise into Recurring Revenue, and Avoiding a Deal-Killing Clause.

Ep 523 15 x EBITDA for a Service Firm

Ep 522 The difference between 4x vs.8x EBITDA, Customer Concentration Discounts, PE Re-trades with Eric Wiklendt on this special edition of Inside the Mind of an Acquirer

Ep 521 10x Outcome Selling Tiny to Private Equity and how to make the 'Cruise vs Double Down' Decision

Ep 520 How Chris Hutchins convinced Google to buy Milk—and Wealthfront to acquire Grove—despite not generating much revenue (and no EBITDA)

Ep 519 How to Avoid the Unforced Errors That Can Wipe Out Your Equity

Ep 518 Growth Equity, Control, and When Rolling Equity Fails — John Ruffolo (Inside the Mind of an Acquirer)

Ep 517 The Surprising Truth of a 9-Figure Exit — and How Not to Lose $23 Million (After the Deal)

Ep 516 How Joyride Fetched 7x Revenue for a Business Selling Abandoned Cars (Exit Story)

Ep 515 Inside the Mind of an Acquirer with Valtech's Randy Woods

Ep 514 Why the Old Private Equity Playbook is Dead - Inside the Mind of an Acquirer with Lee McCabe

Ep 513 Exit Story: How Dave Sifry Lost $100 Million, Lessons from Starting 9 Companies, the Dangers of Raising Money, and Why He's Doing It Differently with Warmstart

Ep 512 Exit Story: Selling iLab for 6× ARR, Choosing Strategic Over PE, and Life After an Eight-Figure Exit

Ep 511 Exit Story: Why Ronan Berder Walked Away from Techstars and Sold Wiredcraft for 67 Million Euros

Ep 510 Mastering the Deal: Earn-outs, Equity Rolls & Seller Notes—Risk or Reward?

Ep 509 Mastering the Deal: 4 Buyer Types — Private Equity, Strategics, Hybrids & Acquisition Entrepreneurs

Ep 508 Exit Story: The Surprising Math Behind a $100 Million Exit

Ep 507 After the Deal: Why Adam Rossi Wanted to Undo His Exit

Ep 506 Exit Story: $50 Million Was His Number—Here's How Josh Payne Got There

Ep 505 Inside the Mind of an Acquirer: Why David Hauser Walked Away After a $175M Exit to Become a Disciplined Buyer

Ep 504 Exit Story: One Founder's War with Private Equity—and the $500M Ending

Ep 503 How to Land an 8-Figure Deal Without Running the Business Day to Day

Ep 502 The Body Language of a Deal with Christopher Hadnagy

Ep 501 Mastering the Deal: Andres Lares on Avoiding the Rookie Mistakes That Kill M&A Outcomes

Ep 500 After the Deal: Ben Leonard on Watching His $6M Business Fall Apart After the Exit

Ep 499 After the Deal: The Hidden Cost of Generational Wealth

Ep 498 Inside the Mind of an Acquirer: Understanding the Buyer Who Pays 100% at Close

Ep 497 Exit Story: How $1M in Profit Changed Doug Lowenthal's Life Forever

Ep 496 After the Deal: CK on Selling for $510M, Taking a Sabbatical, and Redefining Success

Ep 495 Inside the Mind of an Acquirer: Brent Beshore on the Private Equity Trap and Being Long-Term Greedy

Ep 494 Exit Story: Building News Sets for TV Stars—and a Business Worth Millions

Ep 493 Exit Story: Selling a 20-Person Agency for 5.5x EBITDA

Ep 492 Mastering the Deal: How Greg Alexander Got $162M for a 30-Person Firm—and What He's Learned from Watching 50 Other Exits Up Close

Ep 491 Inside the Mind of an Acquirer: The Case for Unsexy

Ep 490 Exit Story: How a Middleman Built and Sold a $19M Distribution Business

Ep 489 Inside the Mind of an Acquirer: Sequoya Borgman on How Independent Sponsors Buy Companies, Structure Deals, and Spot Pretenders

Ep 488 Exit Story: Garren Hilow on Selling for $190M, Taking Stock, and Missing His Earn-Out

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

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

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

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

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

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

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

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

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

Ep 477 Inside the Mind of an Acquirer: Lessons from Analyzing Thousands of Real-Life Transactions

Ep 476 Exit Story: How Ben Landers Avoided an Earn-Out in His 8-Figure Sale of Blue Corona

Ep 475 Inside the Mind of an Acquirer: Adam Kerrigan on Selling His Service Business, Acquiring 16 More, and Moving From a 1X to a 15X Multiple

Ep 474 2024 Year-End Special: The Insider's Guide to Maximizing Your Exit

Ep 473 Exit Story: How Grace & Stella Survived a $28M Setback to Sell for 5.8x EBITDA

Ep 471 Exit Story: Kaelon Egan on Selling AccelaSchool to PowerSchool, Targeting Strategic Buyers, and Avoiding Earn-Outs

Ep 470 After the Deal: James Ashford on the Aftermath of Selling a 12-Employee Company for 8 Figures

Ep 469 Inside the Mind of an Acquirer: The Private Equity Roll Up Playbook

Ep 468 The Hustler's Guide to a Big Exit: How Shane Neman Conquered the Business of Partying

Ep 467 From High School Dropout to $419M Exit: Mike Fata's Journey with Manitoba Harvest

Ep 466 Building a $35M Home Services Business, Overcoming Personal Tragedy, Private Equity 'musical chairs', and Securing a 10x EBITDA Exit with Carrie Kelsch

Ep 465 Negotiation, Earn-Outs, and the Pitfalls of Stock Deals in His $4.6M Exit with Pete Neubig

Ep 464 Built to Flip: How to Buy, Build, and Sell a Business with Jim Lindstrom

Ep 463 How Luke Peters Turned a Used Bar Fridge into an $80M Acquisition Target

Ep 462 Matt Ebert on Selling Control to Private Equity and Expanding Crash Champions to 645 Locations

Ep 461 Aaron Levenstadt on Narrowing Your Focus to Broaden Your Appeal, Building an Advisory Board, and the Rule of 20 for a Successful Exit

Ep 460 How Jessica DeLuca Sold Cult Beauty for £275M and Created 29 Millionaires

Ep 459 Alex Bean on Why He Was Miserable After Selling Divvy for $2.5B: Raising Capital vs. Going It Alone, Talking to Kids About Money, the Happiness Trap, and the Disease of More

Ep 458 Inside the Mind of an Acquirer with Tim Schumacher

Ep 457 Negotiation Masterclass: Harvard's Jim Sebenius on Maximizing Your Business Sale

Ep 456 The Hidden Risk In Selling to Private Equity: A Cautionary Tale From Protein Bar's Matt Matros' on How to Avoid a 7-Figure Mistake

Ep 455 William Brown on Turning a $50 Course into a Seven-Figure Exit, Navigating Diligence, and Creating a Million Dollar Webinar

Ep 454 A Rare Glimpse Inside the Secret World of Corporate Development

Ep 453 The Small Business Acquirer: Inside the Mind of Kristi Herold

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.

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

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

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

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

Ep 447 The Psychology of Entrepreneurship with Bill Hudenko

Ep 446 Exiting a Family Business on Top with Tom Deans

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

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

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

Ep 442 Matt Dixon on Teaching Your Employees to Sell

Ep 441 Inside Google's $3.1 Billion Acquisition of Kevin O'Connor's DoubleClick

Ep 440 Seth Godin: Why Great Businesses Are Bought, Not Sold

Ep 439 Selling Your Business? Why Nice Gets You More - with William Ury, Co-Founder of the Harvard Negotiation Program

Ep 438 Brian Dean, "SEO Genius", on Getting $5 Million for Backlinko, a One Employee Company

Ep 437 Escaping the Service Business Trap with John Rood

Ep 436 Turning Down a Quarter Billion Dollar Offer From State Farm with Payam Zamani

Ep 435 From Freelance Consult to 8-Figure Exit in Seven Years With Ned Macpherson

Ep 434 Sticky: How Jordan Van Schyndel Grew His Service Business to More Than 30 Employees Without Having Anyone Quit Before He Sold It

Ep 433 The Million Dollar Call with Alexx Leyva

Ep 432 The Acquisition Entrepreneur with Steve Divitkos

Ep 431 Dealmaker: Carl Allen on How to Sell Your Business to an Individual Investor

Ep 430 Building a Life After a 9-Figure Exit with Anastasia Koroleva

Ep 429 10 Times Revenue for a 9 Employee Company with Michael Lieberman

Ep 428 Adam Coffey on the Private Equity Playbook

Ep 427 Inside the Mind of a Service Business Acquirer with Jason Swenk

Ep 426 Inside the Mind of an Acquirer with Valsoft's Joe Khoubbieh

Ep 425 The Downside of Selling to Private Equity With Mark Zweig, 3 Time Inc 5000 Honouree

Ep 424 Basem Hanna on Getting $25 Million for TerrAscend

Ep 423 How Aaron Leibtag Got $15 Million for a 15-Employee Company

Ep 422 2023 End of the Year Special: Top 10 Strategies for Building the Value of Your Company and Punching Above Your Weight in a Negotiation to Sell

Ep 421 How to Create Recurring Revenue with Robbie Kellman Baxter

Ep 420 Hasard Lee on Thinking Clearly Under the Stress of Selling Your Business

Ep 419 CHRIS VOSS on Negotiating the Sale of Your Business

Ep 418 Selling a Service Business, Avoiding an Earn Out, Outperforming Industry Average Multiples, Rebutting a Lowball Offer and Going From Start up to Exit for a High Single Digit Multiple of EBITDA in Just 18 Months

Ep 417 Greg Romanzo on Hiring, Training, and Retaining Sales People in a Commoditized Business

Ep 416 Chip Conley on Selling the World's Second Largest Boutique Hotel Chain, Coming Back From the Dead, Mentoring Airbnb Co-founder Brian Chesky and How to Find a New Purpose After You Sell

Ep 415 Jason Cohen on Starting Two Unicorns Worth More Than $1 Billion; Deciding When to Sell, the Freedom Line, Box Games and Whether It's Better to Be Rich or King

Ep 414 Lessons From 3 Failed Attempts to Sell Greenpath and How a 7 X EBITDA Deal Finally Got Done

Ep 413 Turning Bad Dog Breath into a $2M + Business: Chad Maghielse's Guide to Amazon, Reviews, and Selling Your Company

Ep 412 How Jay B. Sauceda Built a $14 million Business and Sold it to Cart.com

Ep 411 Inside the Mind of an Acquirer with Bakari Akil

Ep 410 Fifty Percent Sooner, for 25% Less: How Mark Ferrier Grew his Marketing Agency to $2M EBITDA and Scored an 8-Figure Exit

Ep 409 Minority vs. Majority Partners with Mark Ferrier

Ep 408 Why Thomson Reuters Paid $124 Million for a $9 Million Business with Jon Coss, Founder of Pondera Solutions

Ep 407 Bootstrapping His Way to $23 Million Exit with Lloyed Lobo

Ep 406 Exit, Rest, Restart: Rob Walling on Navigating the Entrepreneurial Lifecycle

Ep 405 Betting It All to Build a $100 Million Outdoor Luxury Empire with Sarah Dusek

Ep 404 How Michia Rohrssen Sold Prodigy For 65x Revenue

Ep 403 Should You Hire a COO? with Casey Cavell

Ep 402 Fetching an 8-Figure Exit with Amman Ahmed

Ep 401 Capitalizing on the Shift From Bricks to Clicks with Chad Rubin

Ep 400 How Alex Macdonald Sold Velocity Black to Capital One for a Reported $297 Million

Ep 399 How to Teach Your Employees Your Secrets with TXG's Ian Fraser

Ep 398 Building to Sell: The Molzi Journey from Startup to Brainlabs Acquisition with Chris Mole

Ep 397 Inside 23andMe's $400 Million Acquisition of Lemonaid Health with Paul Johnson

Ep 396 Inside the Mind of an Acquirer with ASG's CEO, Steve Reardon

Ep 395 How to Avoid Post-Sale Regrets: A Conversation with Dr. Sherry Walling

Ep 394 5 Lessons on Building to Sell Mark Wright Learned from Billionaire Alan Sugar

Ep 393 Inside the Mind of an Acquirer with Valtech's Randy Woods

Ep 392 Inside Fidelity's $80 Million Acquisition of SkySlope with Tyler Smith

Ep 391 Riding the Wave of an Industry Roll Up with Miles Faulkner

Ep 390 Josh Abramson, founder of Vimeo, CollegeHumour.com and TeePublic on growing a fanatical following, avoiding an earn-out, mastering SEO, accelerating acquisitions and his $41 million exit

Ep 389 How to Create Sticky Customers with Lori Morton - Leverage strategic partnerships, sell to industry giants, position your company to attract acquirers, choosing the right acquirer

Ep 388 How to Create Repeat Customers Automatically with Gamal Codner - Increase the LTV of a customer, use reviews to drive value, systemizing your business, building a e-commerce brand, find your natural acquirers.

Ep 387 Selling a Service Business Without an Earn-Out with Brandon Lazar: Selling a service business without an earn-out; how squishy timelines kill deals, negotiating with sophisticated acquirers vs. first-time buyers, alternative ways to find the money

Ep 386 Understanding Your Acquirers BATNA with Susanne Klepsch - Know if you're building a product or company, incite a bidding war, approach potential acquirers, structuring a winning earn-out, use market research to grow your business, mitigate your r

Ep 385 Inside the Mind of an Acquirer with Kevin McArdle: Holding company vs. PE, prepare to be acquired, prevent deterring an acquirer, enhance acquirer talks, counter PE discount tactics, decode valuation metrics

Ep 384 The Inside Story Behind P&G's Acquisition of TULA Skincare: Uncover fresh opportunities, safeguard your idea, finance your startup, choose the right acquirer, the role partners play when selling, the downside of excessive growth.

Ep 383 How to Avoid Getting Trapped in a Low Valuation Industry: How Swag.com Founder Jeremy Parker Positioned His $30M Business as a Technology Company to Attract Industry Leader Custom Ink. Acquire a 7-figure domain for free, leverage blue chip clients,

Ep 382 How to Attract a Strategic Acquirer for Your Business: 5 Proven Strategies. How Stephanie Breedlove got 6 times revenue, insides Hubspot's rationale for acquiring The Hustle, why Home Depot bought Blinds.com, why ContentSquare paid a truckload fo

Ep 381 How to Know When to Sell our Business: Inside Nasdaq's Acquisition of Quandl. Lessons on Timing and Negotiation for Entrepreneurs with Tammer Kamel

Ep 380 How to Use Affiliate Marketing to Spike the Value of Your Business: How Kyle Scott Went From a Broke Philadelphia Sports Blogger Into a $12 Million Payday. Affiliate marketing, monetizing your audience, SEO vs. readability, merging with a competito

Ep 379 Market Value vs. Personal Value with Mac Lackey - FC Barcelona, piggyback on someone else's brand equity, unorthodox negotiation techniques, shady tactic used by acquirers.

Ep 378 How to Keep More Equity by Getting Customers to Fund Your Growth with Premonition Founder, Brad Lorge - ARR vs. ACV, finding strategic acquirers, negotiation tips, fast-tracking an acquisition, considerations when rolling equity.

Ep 377 From Startup to Acquihire: One Founder's Journey with Rachel Elsts Downey

Ep 376 How to Get Your Employees to Act Like Owners with the Founder of Two Maids & a Mop, Ron Holt

Ep 375 Inside HubSpot's Surprising Acquisition of the Hustle with Founder, Sam Parr

Ep 374 How Tabarnapp Grew Its Value Ten-Fold in 24 Months with Derek Morin

Ep 373 Revolutionizing the Way We Plan Our Careers: Discover the Impact of Sokanu with the Founder, Spencer Thompson

Ep 372 Brighter Vision's Niche Strategy Leads to $17.5 Million Acquisition with Perry Rosenbloom

Ep 371 From Dragon's Den Investment to $16.8 Million Acquisition – The Story of truLOCAL with Founder, Marc Lafleur

Ep 370 Scaling Your Business through Strategic Partnerships with Simon Penson

Ep 369 End of the Year Special: Top 10 Strategies for Building the Valuable of Your Company, Punching Above Your Weight in a Negotiation to Sell, and Feeling Happy After You Leave

Ep 368 How This Service Business Sold for Over 4-Times Revenue with Kelby Zorgdrager

Ep 367 Libsyn's Acquisition of AdvertiseCast: The Tell-All with Trevr Smithlin and Dave Hanley

Ep 366 The Inside Story of Stripe's Acquisition of Indie Hackers with Co-Founder Channing Allen

Ep 365 The Hidden Cost of Being a Hands-on Boss With Create & Cultivate Founder, Jaclyn Johnson

Ep 364 Is Your Best Customer Hurting Your Company's Value? With Medpoint Founder, Chuck Crumpton

Ep 363 How to Get Your Employees to Care as Much as You - With Postmark Founder, Natalie Nagele

Ep 362 A Behind the Scenes Look at a Mini Roll Up - Joseph Marchell

Ep 361 Hacking Your Way to a $22 Million Exit – Nick Santora

Ep 360 Looking Smaller to Make Your Company Bigger - With Sendible Founder, Gavin Hammar

Ep 359 Inside the Mind of An Acquirer – Nathan Winch

Ep 358 Why Candy Banners Sold for a Mint – Tim Grassin

Ep 357 How Mike Winnet Sold His E-learning Company for Around 4-Times Revenue

Ep 356 A Regrettable Deal - Jason Bagley

Ep 355 Bootstrapping to a $200 Million Exit - With ProfitWell Founder, Patrick Campbell

Ep 354 One Company, Two 8-Figure Exits - With Peerfit Founder, Ed Buckley

Ep 353 Selling Your Business vs. Getting Acquired - With Avail Founder, Ryan Coon

Ep 352 How to Get Your Business to Run Without You - Jodie Cook

Ep 351 The Surprising Reason Ryan Kulp Sold Fomo

Ep 350 How to Time Your Exit in Any Economy

Ep 349 How to Avoid Seller's Remorse - Rory Fatt

Ep 348 Selling Your Side Hustle - Jeremy Nagel

Ep 347 6 Things to Know Before Approaching an Acquirer - Touraj Parang

Ep 346 How this Service Business Sold for 3X Revenue - Timothy Armoo

Ep 345 Up in Smoke - Lorenzo de Plano

Ep 344 How to Make Your Email List Worth 7-Figures - Laura Roeder

Ep 343 One Bold Decision That Led to a 20X Growth in Revenue - Raman Sehgal

Ep 342 The Unicorn Exit - Haroon Mokhtarzada

Ep 341 Selling to a Publicly Traded Company - Tony Falkenstein

Ep 340 Selling for a Truckload - Josh Davis

Ep 339 The Lifeboat Exit - John Whiting

Ep 338 How This Service Business Got Almost 20 X EBITDA - Jonathan Shroyer

Could What Happened With Twitter & Elon Musk Happen To You?

Ep 337 Eddie Whittingham - Saying No To 7 Times Revenue

Ep 336 James Ashford - The Inside Story Behind Sage's 8 Figure Acquisition of a 12 Employee Company

Ep 335 James Ashford - How to Sell A 12 Employee Company for 8-Figures

Ep 334 Paul Nielsen - From Product-Driven to Purpose-Driven

Ep 333 Built to Sell Intel - How to Turn Beta Users into Customers Plus 3 Other Stories

Ep 332 James Benham - The Clean Exit: 7X Revenue, No Earn-Out

Ep 331 Ben Tossell - Maker vs. Manager

Ep 330 Anna Maste - Bootstrapping a 2-Sided Market to a 7-Figure Exit

Ep 329 Sue Bryce & Craig Swanson - The 8-figure Expert

Ep 329 Sue Bryce & Craig Swanson - The 8-figure Expert

Ep 328 Built to Sell Intel - 4 Big Takeaways on Building the Value of Your Company

Ep 327 Calvin Johnson - Selling for Parts

Ep 327 Calvin Johnson - Selling for Parts

Ep 326 Robert Glazer - Inside the Mind of an Acquirer

Ep 325 Robert Glazer - Why Robert Glazer Sold His $28 Million Agency

Ep 324 Sandy Hansen-Wolff - The Unexpected Exit

Ep 323 Melissa Kwan - How to Know When Your Idea Has Legs

Ep 323 Melissa Kwan - How to Know When Your Idea Has Legs

Ep 322 Kate Field - What You Should Know Before You Pitch Your Company on Shark Tank (or Anywhere)

Ep 321 David Darmanin - Built to Sell vs. Planning to Sell

Ep 320 David Perry - $380 Million for Knowledge Curated at the School of Hard Knocks

Ep 319 Anthony Fracchia - How to Attract the Acquirer You Crave

Ep 318 Rafael Zimberoff - How to Sell a 12 Employee Company for $17 Million

Ep 317 Built to Sell Intel - How to Create a Bidding War Plus Three Other Lessons

Ep 316 Jon Claydon - 3 Ways to Play an Industry Roll-Up

Ep 315 Prantik Mazumdar - The Happy Exit

Ep 314 Josh Delaney - The $26 Million Dollar Man

Ep 313 Ben Kellie - From Elon Musk to Exit of His Own

Ep 312 Kevin Waldron - How to Build Your Company to Sell (Even if You Have No Plans To)

Ep 311 Nick Leighton - Getting Around Your Non-compete

Ep 310 Leona Watson - 3 Things to Consider Before Shopping Your Business

Ep 309 Built to Sell Intel - The Biggest Mistake Co-Founders Make, and 3 Other Lessons

Ep 308 Arleen & Ted Taveras - One Strategy Took Them From 12.5 to 16 times EBITDA

Ep 307 Pete Ingram-Cauchi - How iD Tech Went From the Verge of Extinction to a $200 Million Acquisition in 12 Months

Ep 306 Jay Gould - Once Bitten, Twice Shy: The (Real) Reason Jay Gould Sold Yashi for $33M

Ep 305 Andy Cabasso - Inside Uptime's 7-Figure Acquisition of JurisPage

Ep 304 Mehul Sheth - Punching Above Your Weight When It's Time to Sell

Ep 303 Paul Farrell - From Zero to $1.2 Million ARR Exit In 2 Years

Ep 302 Michael Kaplan - The Shotgun Breakup

Ep 301 Justin Adams - From Broke to Big Time Exit in Just 2 Years

Ep 300 Cheryl Contee - Cheryl Contee on Selling Attentive.ly

Ep 299 Built to Sell Intel - Turning the Tables on John

Ep 298 Michèle Hecken - Why "Off-Boarding" Is an Essential Ingredient in Building to Sell

Ep 297 Robert Hartline - The $4 Million Haircut

Ep 296 Ben & Ariel Zvaifler - The Inside Story of Petco's Acquisition of Shark Tank-Featured PupBox

Ep 295 Nick Huber - Sweat Equity

Built to Sell Intel - July 2021

Ep 294 Cary Moretti - The Carve-Out Exit

Ep 293 Dr. Kristin Kahle - How One Founder Moved Her Multiple From 2 to 8 Times EBITDA

Ep 292 Jodie Cook - How to Sell a Service Business Without an Earn-Out

Ep 291 Sebastian Johnston - The Humble Yogi Sells His Business

Ep 290 Eytan Wiener - How to Turn a Distribution Company Into a Valuable Business

Special Edition - Built to Sell Intel - June 2021

Ep 289 Dave & Carrie Kerpen - The Bait & Switch

Ep 288 Shawn Finder - Finding the Middle Ground With an Acquirer

Ep 287 Mike Agugliaro - The Turnaround

Ep 286 Marc Elkman - The Good, the Bad (and the Ugly) Of Selling to Private Equity

Special Edition - Built to Sell Intel

Ep 285 Wes Mathews - Double an Offer, Without Turning off an Acquirer

Ep 284 - Built to Sell Radio Q&A Feature

Ep 283 Ben Leonard - How Amazon Became a Blessing and a Curse for Beast Gear

Ep 282 James Prebble - A Rembrandt in the Attic

Ep 281 Andrew Gazdecki - How a Cold Email to Apple's Tim Cook Led to an 8-Figure Win

Ep 280 Darrell Lerner - The Surprising Story Behind PetSmart's Acquisition of AllPaws

Ep 279 Jim Estill- 10 Things Most Celebrity Entrepreneurs Won't Tell You About Building a Business

Ep 278 Matt McGowan - One Bold Move That Can Make Your Company More Valuable

Ep 277 Frank Cianciulli - A $30 Million Bird in Hand

Ep 276 Jason Flick - The Story Behind Jason Flick's $100 Million Sale to WarnerMedia

Ep 275 Adii Pienaar - How a Simple Strategy Led to a 35% Higher Valuation for Conversio

Ep 274 Cesar Quintero - How to Sell When Everything Is Broken

Ep 273 Mike Malatesta - Re-Occurring Revenue vs. Recurring Revenue

Ep 272 Jon Morris - 6 Lessons From Selling Your Company to a Growth Equity Investor

Ep 271 Greg Alexander - How to Sell a 30-Person Consultancy for $162 Million

Ep 270 Pete Martin - How to Sell a Consulting Business for 12 X EBITDA (Without an Earn-Out)

Ep 269 Jack Rivlin - 11 Hard-Earned Lessons From Selling a Struggling Business

Ep 268 Ryan Daniel Moran - 6 Lessons Ryan Moran Learned From a Seven Figure Loss

Ep 267 Saud Juman - Why Policy Medical Got 7.2 x Revenue

Ep 266 Tyler Jefcoat - What to Do When Your Partner Is Not Ready to Sell

Ep 265 Todd Kaufman - How To Overcome Owner's Guilt

Ep 264 Lee Richter - How to Get 10x EBITDA in an Industry That Trades at 5

Ep 263 Mark Timm - The Kevin Harrington Way to Structure the Sale of Your Business

Ep 262 - Michael Dash - How to Sell a Struggling Company

Ep 262 - Michael Dash - How to Sell a Struggling Company

Ep 261 Rob Walling - Play Hard to Get, Without Risking Your Deal

Ep 260 Stephen V. Smith - The 50% Bump

Ep 260 Stephen V. Smith - The 50% Bump

Ep 259 Nathan Hirsch - How to Handle an Acquisition Offer from a Customer

Ep 258 Adam Torres - The Freedom Point

Ep 257 David Jondreau - How to Double Your Take From a Sale Without Being a Jerk

Ep 256 Tom Farinacci II - When The Hunter Becomes The Hunted

Ep 256 Tom Farinacci II - When The Hunter Becomes The Hunted

Ep 255 Kim Walsh-Phillips: Shark Tank's Kevin O'Leary on How to Structure Your Earn-out

Ep 255 Kim Walsh-Phillips: Shark Tank's Kevin O'Leary on How to Structure Your Earn-out

Ep 255 Kim Walsh-Phillips: Shark Tank's Kevin O'Leary on How to Structure Your Earn-out

Ep 254 Gary Nealon – How To Quadruple An Offer For Your Business

Ep 253 Peter Carlin - How to Punch Above Your Weight Class With Acquirers

Ep 252 Alex Rink - How to Sell Your Business To A Competitor

Ep 251 Jonathan Evans - Sociopaths & Imposters: How To Sell Your Baby To A Giant

Ep 250 - What 250 Owners Have to Say About Selling Your Business

Ep 249 Aric Bandy - 9 Lessons From An Acquisition Offer Gone Wrong

Ep 248 David Yaffe - 5 Lessons from growing a startup to a 9-figure exit in 2 years

Built to Sell: Intel

Ep 247 Matt Schmeltz - Turning a $2M Business Into a 9-figure Windfall in 3 Years

Ep 246 Ashok Vasudevan - Exit Like a Tycoon Without Losing Your Soul

Ep 245 Peter Demangos - The Tech Start-Up vs. The Bootstrap Lifestyle

Ep 244 Debbie King - 3 Ways to Untangle Yourself from Your Business

Ep 243 Lee Gregory - The 8 Figure Trigger

Ep 242 Josh Davis - Walking Away from an 8 Figure Exit

Ep 241 David Lekach- The Backstory Behind Dream Water's $34.5M Exit

240 David Amigo - Getting Acquired Doesn't Have To Be A Blood Sport

Ep 239 Ana Chaud - How the Fine Print in an Acquisition Offer Can Leave You Penniless

Ep 238 How to Hire a CEO Without Losing Your Company

Ep 237 How to Package Your Service Into a Product

Ep 236 How to Structure Your Earn-out in Uncertain Times

Ep 235 How To Increase An Acquisition Offer Without Appearing Greedy

Ep 234 How To Maintain Your Leverage After You Sign An LOI

Ep 233 How To Get Acquired By A Partner

Ep 232 Building to Sell Through a Crisis

Ep 231 Tips, Hacks And Countermeasures For Negotiating With A Giant

Ep 230 How To Rethink Your Business Like A Lobster

Ep 210 Start-up To Exit In 186 Days

Ep 229 How To Do Less While Making More

Ep 228 3 Reasons Bollé Sunglasses Acquired SPY Optics

Ep 227 Why Cracker Barrel Paid $36 Million For Maple Street Biscuit Company

Ep. 226 The Inside Story Of Elsevier's $50.6 Million Acquisition Of 3D4Medical.com

Ep 225 How To Scratch Your Itch

Ep 224 Inside Shutterstock's $65 Million Acquisition of FlashStock

Ep 223 Built to Sell News Pura Vida Acquired For $75 Million ++

Ep 222 How Nick Gray Sold Museum Hack

Ep 221 When To Bring In Someone To Run Your Company

Ep 220 3 Ways To Immunize Yourself From The Dangers Ahead.mp3

Ep 219 How To Make Peace With Your Decision To Sell

Ep 218 Walking Away From An 8 Figure Deal

Ep 217 How To Package Your Expertise Into A Subscription

Ep 216 How To Find A $100 Million Idea

Ep 215 Start-Up To Ferrari In Five Years

Ep 214 Avoiding The Commoditization Rat Race To The Bottom

Ep 213 The Backstory Behind E&J Gallo's Acquisition of Barefoot Cellars

Ep 212 WP Curve Get Acquired By Go Daddy

Ep 211 The Snag Of Selling To Private Equity

Ep 209 The Hidden Secret That Made This Company Worth A Ton

Ep 208 How To Avoid Getting Diluted

Ep 207 When Tragedy Strikes A Founder

Ep 206 From Billion Dollar Startup To Bankruptcy And Back Again

Ep 205 How A Patent Sways The Value Of Your Business

Ep 204 Deciding When To Sell

Ep 203 How To Place A Value On Your Sales Team

Ep 202 Multiple Of Earnings Vs. Revenue

Ep 201 How To You-Proof Your Business

Ep 200 How Re-Modelling A Swimming Pool Business Led To A 7-Figure Exit

Ep 199 Finding Your Subscription Model

Ep 198 A $471 Million Exit From The Online Travel Industry

Ep 197 Wisdom From Wall Street: How To Buy, Then Sell

EP 196 Was The Inc. 500 The Reason For This Founder's Exit?

Ep 195 When It Makes Sense To Accept Equity Instead Of Cash

Ep. 194 How To Structure Your Earn Out (Without Getting Burned)

Ep. 193 The 'Inside' Deal: How To Sell Your Company Internally

Ep. 192 How To Sell A 22-Employee Company For $125 Million

Ep. 191 When To Hire A President To Run Things.mp3

Ep. 190 The Other Half Of The Equation

Ep. 189 What To Do When Something New Attracts Your Attention

Ep. 188 Herding Cats Towards The Exit

Ep. 187 How To Avoid The Hodgepodge Discount

Ep. 186 The True Value Of Sticky Customers

Ep. 185 From 10 Employees to 10X Revenue

Ep. 184 Sixth Time's a Charm For This Restaurant Owner

Ep. 183 How One Consulting Company Used The 'Netflix Model' To Transform

Ep. 182 How One Bad Boy [Clause] Landed an 8-Figure Deal

Ep. 181 How To Avoid The Idiot Tax

Ep. 180 3 Strategic Reasons Big Companies Buy Small Ones

Ep. 179 Disrupted By Airbnb, Acquired By Expedia

Ep. 178 Buying a Business to Sell It

Ep. 177 Startup to Exit in 18 Months

Ep. 176 How Two Co-Founders Stopped One Thing To Change Everything

Ep. 175 How to Get One Million More from PwC

Ep. 174 Warren Buffett's Advice On Creating A Valuable Business

Ep. 173 Fortune 500 Companies Helped This Founder Exit

Ep. 171 How to Lose $200 Million

Ep. 172 Inside the Mind of a Private Equity Acquirer

Ep. 170 How To Break Up With Your Business Partner

Ep. 169 The 'Sell Your Business Before It Starts' Mindset

Ep. 168 How To Handle A Low-Ball Offer

Ep. 167 The Single Biggest Mistake Owners Make

Ep. 166 What's Lurking In Your Company's 'Attic'?

Ep. 165 A Small Giant Makes a Great Exit

Ep. 164 Built to Flip

Ep. 163 10 Questions to Ask Yourself About Your Business: Part 2

Ep. 162 10 Questions To Ask Yourself About Your Business: Part 1

Ep. 161 4 Big Exits, 1 Smart Entrepreneur

Ep. 160 How To Keep Competing Offers In Play

Ep. 159 How Hawking Pool Chemicals On Subscription Led To An Offer From An Industry Giant

Ep. 158 An 18-Month Roller Coaster Leads to a Rock-Bottom Sale

Ep. 157 When NIKE Wants To Buy Your Company

Ep. 156 From Technological Obsolescence to a Multi-Million Dollar Exit

Why A NYSE-listed Giant Bought This $2M Business

Ep. 154 - Jim Remsik's Adorable Exit Was Just Right

Ep. 153 How Matchmaking By Microsoft Led To One Of 2018's Biggest Technology Deals

Ep. 152 This Grasshopper Learned Well

Ep. 151 What To Do When Getting Out Means Staying On

Ep. 150 Cracking the Amazon e-Commerce Code

Ep. 149 How Indian Motorcycle & Chris-Craft Were Built to Sell

Ep. 148 Getting Out Quick And Clean

A Good Acquisition Offer Goes Horribly Wrong

Ep. 146 Niche Down To Jack Up Your Value

Salsa Maker Gets Contract With Whole Foods On Her Way To A Surprising Exit

Ep. 144 How Jennifer Aniston And Reese Witherspoon Helped Viviscal Exit For 15 x EBITDA

Ep. 142 From $15 In His Pocket To A $3.2M Exit

How To Sell Your Family's Business

Ep. 140 The Acquisition Of FPD: 4 Offers, 1 Big Regret

Ep. 139 Influencer Marketing Pioneer Acquired By Fullscreen

Ep. 138 With Clients Like Starbucks And NIKE, Blast Radius Was Irresistible To Acquirers

Ep. 137 From Broke To A $1B Sale

Ep. 136 How A Baby-Sitting Job Turned Into 100+ Franchises In A Few Short Years

Ep. 135 How One Key Hire Helped Dimple Up Their Value By 500% in 2.5 Years

Ep. 134 3 x EBITDA To 13 x EBITDA In Just 2.5 Years

Ep. 133 From Paper Sketches To $441M Sale

Ep. 132 How Much Are Your Employees Worth To An Acquirer?

Ep. 131 Finding An Investor Vs. An Acquirer

Ep. 130 Why LinkedIn Acquired This Dorm Room Startup

Ep. 129 From Food Stamps To A Seven-figure Exit

Ep. 128 Third Time's A Charm: From False Starts To Finishing Big

Ep. 127 How Forecasting The Future Led To A $100M Sale

Ep. 126 Getting A Second Bite Of The Apple

Ep. 125 Built to Flip: From Start Up To Sell Out In Just 2 Years

Ep. 124 How To Recover (and thrive) After Splitting From Your Co-Founder

Ep. 123 Why VEEV Vodka Went for More Than 7 Times Revenue

Ep. 122 How To Get Acquired By Facebook (Twice)

Ep. 121 - 5 (Sobering) Lessons from the Sales of Hammocks.com

Ep. 119 The Hunter vs. the Hunted

Ep. 118 The Founder of the "Female Viagra" Sells Her Business for $1 Billion

Ep. 117 The Man Behind the $1.3B Sale of Wind Mobile

Ep. 116 Bitcoin - The Investor vs. The Acquirer

Ep. 115 How to Get Negotiating Leverage When You're Desperate

Ep. 114 Selling a Main-street Business

Ep. 113 How to Get More Than 1 Times Revenue for a Company with No Hard Assets

Ep. 112 The Strategic vs. The Financial Buyer

Ep. 111 How to Sell a Consulting Firm

Ep. 110 How Mainspring Went From a Valuation of 1 to 5 Times Revenue

Ep. 109 How to Exit a Consulting Business

Ep. 108 Lessons from Home Depot's Acquisition of a $100 Million Juggernaut Blinds.com

Ep. 107 Negotiation Secrets From Three Exits

Ep. 106 Cashing Out of the Oil Business

Ep. 105 Why Did This $3MM Company Sell For 5X Revenue?

Ep. 104 The Other Reason Owners Decide to Sell

Ep. 103 The Acquisition of the Company Behind Chicago Bulls Sunglasses

Ep. 102 The Downside Of Being Upfront With Employees

Ep. 101 The Doer vs. The Deal Maker

Ep. 100 How a Vision Board Drove One Owner to Sell

Ep. 99 Why Hitting $10MM In Annual Revenue Matters

Ep. 98 How Cigar City Brewing Got Oskar Blues To Triple Their Acquisition Offer

Ep. 97 How EBITDA adjustments impact the value of your business

Ep. 96 The Philosophy of Building to Sell

Ep. 95 The (Awfully) Thin Line Between Success and Failure

Ep. 94 From Nothing to $25 Million in 12 Months

Ep. 93 What's Your Company's Name Worth

Ep. 92 America's Condom King Sells His Business

Ep. 91 10 X Earnings By Future Proofing Your Buyer

Ep. 90 When to Tell Employees You're Thinking of Selling

Ep. 89 What UPS looks for when making an acquisition

Ep. 88 What Happens When the Big Dog Sells

Ep. 87 The success rate statistics on selling your business

Ep. 86 The Speedy Sale

Ep. 85 3 Acquisition Offers, 1 Surprising Decision

Ep. 84 Wisdom From The Sale Of Six Businesses

Ep. 83 Do You Want An All-Cash Offer?

Ep. 82 A Big Chunk of Something Small vs. a Small Slice of Something Big?

Ep. 81 Four Mistakes To Avoid When You Get An Acquisition Offer

Ep. 80 From Start-Up To Exit In Three Years

Ep. 79 How To Double An Acquisition Offer For Your Business

Ep. 77 The $15 Million Lesson

Ep. 76 Is Your Business Worth Less Than You Think?

Ep. 75 How Shapeup Got Richard Branson To Boost His Acquisition Offer By 50%

Ep. 74 Would You Have the Audacity to Turn Down $40MM for a $9MM Company?

Ep. 73 The Second Most Important Thing to Negotiate When Selling Your Business

Ep. 72 Raising Money? Avoid This Sleazy Investor's Trap

Ep. 71 An Interview with The E-Myth's Michael Gerber

Ep. 70 Inside the Mind of a Private Equity Investor

Ep. 69 A Cautionary Tale

Ep. 68 How to structure your earn-out

Ep. 67 The 8:1 Flip

Ep. 66 Are you stacking a few Benjamins?

Ep. 65 The downside of accepting shares as payment from your acquirer

Ep. 64 Two to Tango

Ep. 63 What Do You Need From The Sale Of Your Business?

Ep. 62 How One Pivot Doubled The Value of This Business

Ep. 61 How To Structure Your Earn-Out

Ep. 60 When To Sell Your Business

Ep. 59 Think Twice Before Starting That New Division

Ep. 58 The Surprising Truth About Who Will Buy Your Company

Ep. 57 How To Quadruple The Value Of Your Business

Ep. 56 The $20 Million Mistake

Ep. 55 Lessons From A £20 Million Exit

Ep. 54 The Competitive Threat

Ep. 53 Who Would Buy Your Business?

Ep. 52 Selling The Baby In The Bathwater

Ep. 51 Your Training Wheels Business

Ep. 50 The 50% Bump

Ep. 49 The External vs. Internal Sale

Ep. 48 The Biggest Mistake Most Owners Make When Selling Their Company

Ep. 47 Why Was This Money-Losing Business Worth $10 Million?

Ep. 46 The Apple Acquisition

Ep. 45 Raising Money Vs. Going It Alone

Ep. 44 Multiple of What?

Ep. 43 The Ambush

Ep. 42 How One Email Triggered Seven Acquisition

Ep. 41 The Fishing Trip

Ep. 40 Is Your Partnership A Ticking Time Bomb?

Ep. 39 A Brand That's Built to Sell

Ep. 38 Selling Your Company vs. Selling Your Product

Ep. 37 $250K to $180M

Ep. 36 The $20 Million Expiry Date

Ep. 35 Playing Chicken

Ep. 34 The Strategic

Ep. 33 Identity Theft

Ep. 32 The Atheist Bible Salesman Who Sold His Company for 5X Revenue

Ep. 31 Cut Your Earnout

Ep. 30 Exiting the Automatic Business

Ep. 29 The DIY Disaster

Ep. 28 The Shotgun Deal

Ep. 27 The 9-Figure Exit

Ep. 26 3 Hidden Factors That Impact Your Business Valuation

Ep. 25 The Phantom Buyer

Ep. 24 How a Non Compete Almost Derailed The Sale Of This $14M Business

Ep. 23 How to Sell Your Sweat Equity

Ep. 22 Engineered to Sell

Ep. 21 To Sell or Not to Sell?

Ep. 20 - The $192M Exit

Ep. 19 The Question

Ep. 18 Tied At The Hip

Ep. 17 The ADHD Entrepreneur

Ep. 16 The Pivot

Ep. 15 The Outsider

Ep. 14 The $10 Million Membership Model

Ep. 13 The Boomerang Sale

Ep. 12 The 26-Million-Dollar Regret

Ep. 11 Buy low, sell high

Ep. 10 The Hairy Deal

Ep. 09 The Zexit

Ep. 08 A Scar Deep Enough To Make You Want To Sell

Ep. 07 The buyer next door

Ep. 06 Earn Out, Flame Out

Ep. 05 The downside of selling young

Ep. 04 Avoiding the key man discount

Ep. 03 Business Exit Lessons Learned After Interviewing Hundreds of Entrepreneurs

Ep. 02 The secret to negotiating a sale with a multi-billion dollar corporation

Ep. 01 How to negotiate an extra $1M in the sale of your business overnight

Ep. 00 An Intro to Built to Sell Radio