Defenders of Business Value

There's a common belief that selling a business is the ultimate jackpot—a one-time windfall that guarantees wealth and success. But is that the reality? David C. Barnett, Business Valuation Specialist at Advantage Liquidity Partners Ltd., has spent over a decade helping buyers and sellers navigate the real challenges of business transactions. He brings clarity to what makes a business sellable, how market dynamics really work, and why selling may sometimes be a bonus rather than a necessity. In this episode, you'll hear honest, actionable advice about exit planning, risk, leverage, and the evolving role of technology in deal-making. If you're a business owner, buyer, or advisor, this conversation will reshape how you think about buying, selling, and preserving value. In this episode, you will: Learn how AI tools can speed up deal sourcing and buyer profiling Understand how to assess and manage risk when financing a business purchase Hear the limitations of exit planning and the importance of execution Highlights: (00:00) Meet David C. Barnett (02:18) Exit planning reality check (09:57) AI and valuation (18:32) Overpriced listings & unrealistic expectations (20:48) Shifting buyer demographics (26:38) SBA leverage: low defaults, big hidden risks (35:56) Seller financing, internal successors, and trust-based deals Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow David: https://www.linkedin.com/in/davidbarnettmoncton/ Explore his website: www.DavidCBarnett.com Subscribe to his YouTube: https://www.youtube.com/@DavidCBarnett Learn more about Advantage Liquidity Partners Ltd.: https://www.businessandassetvalues.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

The small business market is stabilizing, but the story beneath the surface is complex. In this episode, host Ed Mysogland breaks down the Q1 2026 data from BizBuySell and DealStats, revealing trends in transaction volumes, valuations, and buyer behavior. From the rise of new buyers to the influence of AI, Ed explains what these numbers mean for business owners considering a sale and how size, industry, and financing influence value. In this episode, you will: Understand how small business transactions are trending in 2026 See which industries and deal sizes are commanding premiums Identify financing and buyer trends that affect sale strategies Highlights: (00:00) Overview of Q1 2026 market data and trends (01:16) What stabilization in the market means for owners (04:09) The impact of AI and "corporate refugees" (05:48) Interest rates, private equity, and big money in small business (11:50) Key insights on valuation and market opportunities (13:58) Next steps for owners preparing to sell Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Explore the BizBuySell Insight Report 2026: https://drive.google.com/file/d/1WMKmrgmwzl4il2wVcRTbsxXw-CotSPjq/view?usp=sharing Explore the DealStats Value Index Q1 2026: https://drive.google.com/file/d/1fPT-Hdzs9DMlb701IJ9FSv_8p1Y8w-S-/view?usp=sharing Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Being a hands-on business owner is not the humble brag you think it is. To buyers, it signals a red flag: decisions bottlenecked at the owner, undocumented processes, fragile customer relationships, and a business that struggles to function without constant oversight. John Seiffer, founder of CEO Boot Camp and author of Output Thinking, explains why owner dependency drastically limits growth, transferability, and exit value. After decades of coaching founders across industries, he shares how many businesses run well day to day but break down during a transition. He introduces output thinking as a way to define results instead of tasks, replacing intuition-driven execution with repeatable outcomes. In this episode, you will: Understand why hands-on ownership reduces value and complicates exits Learn how output thinking helps businesses scale and transfer See how systems and defined outcomes make a business more attractive to buyers Highlights: (00:00) Meet John Seiffer (05:43) Stages of business growth (15:35) Output Thinking: a new approach (17:33) What to look for when hiring employees (19:13) Defining quality and documenting operating procedures (24:48) Building trust and transitioning leadership (29:58) Preparations to make your business exit-ready (33:33) Division of labor in sales (35:18) Evolving business ownership Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow John: Connect via email: john@ceobootcamp.com Learn more about CEO Boot Camp: https://ceobootcamp.com/ Learn more about Output Thinking by John Seiffer: https://a.co/d/am77udg Learn about the Exit-Ready Intensive program: https://rgahub.samcart.com/referral/zw7Z7UJK/b23xiwJ0paFyeSlt Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

A successful corporate executive leaves his high-paying job to buy a business, only to face a disaster leading to lawsuits and financial turmoil. That painful experience taught Ted Leverette valuable lessons and set him on the path to becoming the Business Buyer Advocate. In this episode, Ted shares his decades of experience, revealing what buyers really look for in a deal. He explains how buyers evaluate businesses, the importance of mastering the marketplace, and the critical role of due diligence in making smart acquisitions. Ted also discusses the emotional side of buying a business and how understanding the psychology of both buyers and sellers can make or break a deal. Tune in to learn how to think like a buyer and maximize the value of your business in today's competitive market. In this episode, you will: Discover how buyers assess risk and why many businesses fail to impress serious acquirers Learn the importance of systems, documentation, and reducing owner dependency before selling Understand the mindset of buyers and sellers and how they affect negotiations Highlights: (00:00) Meet Ted Leverette (04:00) What buyers want and what sellers must prepare (10:35) Building credibility through online presence and proof of funds (16:08) Avoiding common acquisition mistakes (19:53) The hidden market of business deals (22:02) Red flags and deal breakers for buyers (24:05) The psyche of buyers and sellers (30:15) Myths and misconceptions about buying a business Follow Ted: Connect on LinkedIn: https://www.linkedin.com/in/tedleverette/ Website: https://partneroncall.com/ Check out Ted's books on Amazon: https://www.amazon.in/stores/Ted-J.-Leverette/author/B0BWS84J26?ref=ap_rdr&shoppingPortalEnabled=true Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Most buyers slow down in their sixties. But not Gary Hentschel. He's out buying companies, doubling their value, and selling them again. As a partner at The September Group and CEO at WSI Technologies, Gary brings decades of experience as a banker, entrepreneur, and operator. In this episode, he shares how he appraises businesses, what sellers get wrong about their company's value, and why good leadership matters when a business is up for sale. In this episode, you will: Discover what buyers look for in a management team See how earnouts help keep deals on track Find out why sellers often misprice their businesses Highlights: (00:00) Meet Gary Hentschel (03:31) The importance of good partnerships (06:22) Navigating business acquisitions (09:47) Evaluating business potential (17:07) Risk management and deal structuring (21:30) The role of earnouts and management teams (29:03) First 60 days post-acquisition (31:18) Learning from buyers, sellers, and advisors (35:17) Current market trends and insights Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Gary: Connect on LinkedIn: https://www.linkedin.com/in/gary-hentschel-3793487/ E-Mail: gfhentschel@gmail.com Learn more about Gary's companies: The September Group: http://theseptembergroup.com/ WSI Technologies: https://wsi-tech.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

What really makes a business attractive to buyers? Buyers weigh more than just financials. They consider risk, operations, and whether the business can run without you. Colin King and Joe Van Deman, Principals at Circle City Capital Group, Inc., know this firsthand. They've built a portfolio of 15 companies by acquiring businesses that many others have overlooked. Colin, a CPA and CFA, and Joe, a former Google employee, bring complementary skills for buying and growing companies. Their perspective offers owners a rare look at how serious buyers evaluate opportunities and negotiate deals. In this episode, you will: Hear how buyers assess both financial and emotional factors in a deal Learn what makes a business unappealing to buyers right away Find out what makes a partnership last through tough deals Highlights: (00:00) Meet Colin King and Joe Van Deman (02:29) How a Craigslist ad launched their partnership (07:37) Lessons from their first chaotic acquisition (11:32) What makes a business partnership work (15:50) How Circle City Capital Group is different from private equity (23:08) Turning risky businesses into profitable opportunities (33:03) Favorite companies in their portfolio (36:13) What instantly turns buyers off during negotiations (44:20) The changes that make businesses more sellable Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Colin: Connect on LinkedIn: https://www.linkedin.com/in/colin-king-cpa-cfa-37045a38/ Follow Joe: Connect on LinkedIn: https://www.linkedin.com/in/joevandeman/ Check out their portfolio of companies: Circle City Capital Group: http://circlecitycapitalgroup.com Profit Mastery: http://profitmastery.net The Vermont Flannel Company: https://www.vermontflannel.com/ Vermont Teddy Bear: https://vermontteddybear.com/ All American Clothing Co.: https://www.allamericanclothing.com/ Gusset Brand: https://gusset.com/ Silk Flower Depot: https://e-silkflowerdepot.com/ Dried Decor: https://www.drieddecor.com/ Montessori 'n Such: https://www.montessori-n-such.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Latino-owned businesses are one of the fastest-growing segments of the U.S. economy, yet many owners still struggle when it's time to sell or transition. Gaps in financial records, limited access to the right advisors, and the absence of an exit plan often lead owners to shut down or hand over their businesses without capturing real value. Rudy Bustamante, Financial Planner at OneIndiana Financial Group, discusses why this happens and what can be done about it. He explains how cultural and language barriers complicate the process, why succession planning is rarely discussed, and how simple systems and accurate financials can change the outcome for an owner and their family. Rudy also highlights the resources owners should know about and how to spot advisors who understand the unique needs of the Latino business community. In this episode, you will: Learn why many Latino business owners fail to plan for an exit Understand the role of financial records and planning in a successful business transition Discover the cultural and language barriers that affect Latino business sales and how to address them Highlights: (00:00) Meet Rudy Bustamante (04:19) Challenges faced by Latino-owned businesses (10:53) Generational wealth and business transition (20:09) Retirement in the Latino community (22:47) Family dynamics and retirement plans (23:11) Transitioning Latino businesses (28:35) Predatory practices and community trust (30:52) Building trust and resources Follow Rudy: Connect on LinkedIn: https://www.linkedin.com/in/rudybustamanteoif/ Website: https://www.bustamanteconsulting.com/ Learn more about OneIndiana Financial Group: https://www.oneindianafinancial.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders Resources for Latino Business Owners National & Broad-Reach Stanford Latino Entrepreneurship Initiative (SLEI) – Free education programs, some scholarships, research, and the "Scaling Program": https://www.gsb.stanford.edu/faculty-research/labs-initiatives/slei Latino Business Action Network (LBAN) – Stanford-partnered scaling and exit-planning cohorts: www.lban.us U.S. Small Business Administration (SBA) – Spanish-language resources, free counseling: https://www.sba.gov/document/support-national-resource-guide-spanish SCORE Mentoring – Free mentors, many bilingual, search for "Spanish" or "Latino": https://www.score.org/find-mentor Exit-Planning & Valuation Specific International Business Brokers Association (IBBA) – Broker directory; filter for Spanish-speaking: https://www.ibba.org/ Value Builder System – Free "Value Builder Score" questionnaire (Spanish version available): https://valuebuilder.com/ Capital & Financial Clean-Up Community Development Financial Institutions (CDFIs) – Latino-focused lenders who understand informal records: search "CDFI Latino", https://oportun.com/ or https://www.liftfund.com/ Accion Opportunity Fund – Loans and bilingual coaching specifically for Latino owners: https://aofund.org/ Local/Regional Powerhouses U.S. Hispanic Chamber of Commerce (USHCC) – Local chapters everywhere: www.ushcc.com Latino Economic Development Center (LEDC) – DC/Maryland/Virginia: https://www.ledcmetro.org/ Mission Economic Development Agency (MEDA): https://medasf.org/ Books & Quick Reads (in Spanish or bilingual) "De Emprendedor a Empresario" – LBAN/Stanford free PDF "Finish Big" by Bo Burlingham (Spanish edition available)

Owners fixate on the purchase price of their exit, but the bigger loss to long-term income can come from how Social Security is handled. Get it wrong, and you can quietly lose six figures. Thomas Drapala, Director of Strategic Partnerships at Registered Social Security Analysts (RSSA), explains why 96% of Americans leave money on the table when they treat Social Security as an afterthought. Drawing from his client work, he discusses how self-employment tax, entity structure, and "reasonable compensation" influence Social Security benefits. Thomas also walks through how RSSA's analysis helps owners save thousands of dollars a year in taxes, protect future benefits, and make Social Security a strategic part of their exit plan so it isn't ignored. In this episode, you will: Understand why every owner should check their SSA earnings record and run an independent analysis before selling Learn what younger owners should do now to avoid losing benefits later See how RSSA analysis ties Social Security into your full exit and retirement plan Highlights: (00:00) Meet Thomas Drapala (01:42) The shocking statistics on Social Security optimization (03:32) Understanding Social Security rules and benefits (05:49) Strategies for business owners to maximize Social Security (13:37) Case study: The bagel store owner's Social Security optimization (16:52) When it makes sense to bring in a Social Security expert (24:12) How a full Social Security review is done Follow Thomas: Connect on LinkedIn: https://www.linkedin.com/in/thomas-drapala-rssa%C2%AE-878611207/ Email: thomas.drapala@rssa.com Learn more about Registered Social Security Analysts: https://rssa.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

The majority of deal conversations focus on big cities and private equity groups, but small towns have businesses too. Many of these companies are facing transition challenges because the buyers and advisors they need aren't there. This is what Dane Chapman and Joe Rust of SPARK Capital are working to solve. They are building a model designed to keep legacy businesses in their communities by collaborating with local partners and committed operators. Their work brings needed attention to the succession challenges rural business owners face. Dane and Joe discuss rural valuation gaps, personal goodwill risk, and how owners can prepare before value slips. If you are an owner in a small community or someone who advises one, this episode offers a clear look at how rural businesses can transition successfully. In this episode, you will: Learn how rural businesses can stay locally owned instead of closing or relocating Understand why rural buyers take a different view of growth and risk compared to urban buyers See how sellers can make their businesses more attractive to mission-driven buyers Highlights: (00:00) Meet Dane Chapman and Joe Rust (02:28) The origin story of SPARK Capital (06:11) Why rural owners struggle to sell their companies (11:04) The role of local advisors, operators, and community partners (17:02) How SPARK Capital approaches valuation and risk (28:13) How owners can prepare for succession (33:54) Community-based capital may shape the future of rural business (35:53) Mindset shifts for a more saleable business Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Dane: Connect on LinkedIn: https://www.linkedin.com/in/danechapman/ Follow Joe: Connect on LinkedIn: https://www.linkedin.com/in/joerust/ Learn more about SPARK Capital: https://sparkcapitalin.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Entrepreneurship isn't just for adults, and Hunter Beale is proof that it's never too early to start. Hunter is the Executive Director of High School Hustle, a fast-growing movement that helps students across Indiana build real businesses and learn through hands-on experience. In just one year, the program has grown from 17 to over 2,000 students, generating nearly $1 million in revenue. What began as a handful of high schoolers mowing lawns and washing cars has turned into a statewide mission to awaken the next generation of entrepreneurs. In this episode, Hunter shares how he helps students find purpose, earn income, and gain confidence through small business ownership. In this episode, you will: Learn how High School Hustle is helping students build real businesses Hear how mentorship and incentives keep young entrepreneurs accountable Understand how failure builds confidence and leadership at an early age Highlights: (00:00) Meet Hunter Beale (06:13) Finding purpose in mentoring (10:25) How High School Hustle turns students into real business owners (17:47) Hands-on learning for young entrepreneurs (21:21) The role of parents and communities (25:44) Life lessons and improved confidence from doing business (30:42) Expanding High School Hustle beyond Indiana Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Hunter: Connect on LinkedIn: https://www.linkedin.com/in/hunterjbeale/ Learn more about High School Hustle: https://highschoolhustle.org/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

In a business appraisal, the numbers will always matter — but how they're communicated can have just as much impact on value. Charlie Stanton, CFA and founder of Stanton Valuation Advisors, believes every valuation tells a story. Drawing from his work in estate planning, litigation, and succession, he explains how storytelling can transform the way a business's worth is understood. This episode explores the eight elements every appraisal story should include, why owning your narrative builds buyer trust, and how a clear, consistent story can make your business more saleable. In this episode, you will: Learn how to communicate risks without hurting your valuation Understand the impact of transfer restrictions and illiquidity on appraisal outcomes Understand why regulatory appraisals differ from deal-market valuations Highlights: (00:00) Meet Charlie Stanton (03:01) Why every valuation is really a story (09:31) Building trust with a transparent narrative (14:52) Valuation for different purposes (17:14) Fair market value vs. market value explained (21:00) Understanding control and marketability discounts (27:44) The difference between appraisers and deal advisors (33:22) Advice for owners who want to increase business value Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Charlie: Connect on LinkedIn: https://www.linkedin.com/in/charles-stanton-cfa-b8172591/ Email: charlie@stantonvalue.com Learn more about Stanton Valuation Advisors: https://stantonvalue.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

More entrepreneurs are turning to franchises, and it's easy to see why. With proven systems, recognizable brands, and built-in support, franchises make both ownership and resale less risky. Alyssa Hernandez, Vice President of Franchise Resales at Neighborly, leads the team that manages transitions across 19 brands and nearly 10,000 franchise owners. Her team helps owners exit smoothly while guiding new entrepreneurs into established operations — all while protecting brand consistency and business value. In this episode, Alyssa shares why franchise businesses often sell faster and at higher prices than independents, and how early planning can help owners achieve better outcomes when it's time to sell. In this episode, you will: Understand how franchisor support reduces risk Learn the biggest reasons resales fall apart and how to avoid them Discover how tech and AI are reshaping the franchise resale process Highlights: (00:00) Meet Alyssa Hernandez (04:21) The value of franchises vs independent businesses (08:23) The success rate of selling a franchise (11:50) Why resales fall through (13:53) Prep work to sell a franchise business (17:25) How technology streamlines the resale process (21:35) The future of franchising and business ownership (24:45) Why business owners need to understand valuation Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Alyssa: Connect on LinkedIn: https://www.linkedin.com/in/alyssa-hernandez-4a235a60/ Learn more about Neighborly: https://www.neighborlybrands.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Managing a business is tough enough on its own. But add family dynamics in the mix, and things get even more challenging. As a strategic advisor at The Family Business Consulting Group, Amy Wirtz shares her expertise on navigating ownership transitions in multigenerational families. Amy discusses the challenges of balancing family relationships with business goals, offering insights on how to manage both for a successful transition. She also shares tips to help prepare the next generation for leadership to ensure that both the business legacy and family harmony are preserved. In this episode, you will: Learn how to create a clear succession plan Discover strategies for managing conflict within the family Understand how generational wealth planning works Highlights: (00:00) Meet Amy Wirtz (02:57) The responsibilities of an exit planner (07:00) From family law to family business advising (12:55) Parallel planning for families and businesses (16:22) Family ownership dynamics (19:34) How next generations "pay" for family business transfers (22:19) Navigating complex family communication (26:29) The biggest problem in ownership transitions (29:33) What family businesses teach about legacy and long-term thinking Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Amy: Connect on LinkedIn: https://www.linkedin.com/in/amywirtzcepa/ Email: wirtz@thefbcg.com Learn more about The Family Business Consulting Group: https://www.thefbcg.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

You don't have to build your own business from scratch to be an entrepreneur. You can buy one instead. Della Kirkman, CPA and founder of Shift-N-Gears, is on a mission to help 10,000 women become business owners through acquisition. After starting as a waitress at Cracker Barrel, Della worked her way up to owning and selling her own accounting firm. Now, she's teaching others how to achieve wealth, independence, and freedom by buying businesses that are already established and successful. In this episode, Della shares her insights on risk, funding, and deal sourcing and explains why acquisition entrepreneurship is one of the most underutilized paths to financial freedom, especially for women. In this episode, you will: How to scale and grow an acquired business Insights on sourcing deals and funding for acquisitions Why every business needs to go digital Highlights: (00:00) Meet Della Kirkman (02:36) Why women are still behind in financial independence (05:43) The realities of buying a business (09:42) What buyers get wrong about acquisitions (11:17) Building an opportunity fund (14:21) Sourcing the right kind of deals (18:24) How to stand out to brokers and dealmakers (23:06) Inside Della's business buying bootcamp (28:51) Challenges in advising business buyers (34:18) Why every business needs a digital component Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Della: Connect on LinkedIn: https://www.linkedin.com/in/dellakirkmancpa/ Vote for Della at the 2025 Harbour Club M&A Awards: https://docs.google.com/forms/d/e/1FAIpQLSd5soMcyzgR8tzBqEil-2-JPk-GPfMp-W5bmvKqFSkL7uvkxg/viewform Learn more about Della's company: Shift-N-Gears: https://www.shift-n-gears.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Many business owners still feel trapped in the day-to-day because their companies rely too heavily on them. The Entrepreneurial Operating System (EOS) changes that by helping leadership teams build structure and accountability so businesses can run smoothly without the owner. Ashley Walters, Professional EOS Implementer at EOS Worldwide, explains how to align EOS with exit planning to build efficiency, long-term growth, and transferable value. She shares how she guides leadership teams through tough structure conversations, puts the right people in the right seats, and helps owners build companies that run independently. In this episode, you will: Understand the difference between business value and transferable value Learn how to identify your business priorities within a 90-day frame Hear why buyers prefer businesses running on EOS Highlights: (00:00) Meet Ashley Walters (03:05) How EOS and exit planning work together to grow value (05:50) The structure-first, people-second approach (10:15) What a company running on EOS looks like to a buyer (12:40) The rocks system: setting priorities that move the needle (16:28) Why EOS reveals owner dependence and how to fix it (21:16) Where AI fits in EOS (23:59) The EOS implementation process (29:54) EOS increases the rates of a successful exit (31:39) Why an operating system is always beneficial Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Ashley: Connect on LinkedIn: https://www.linkedin.com/in/ashleyklinewalters/ Email: ashley.walters@eosworldwide.com Website: https://accelerateadvising.com/ Learn more about EOS: https://www.eosworldwide.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Most owners think selling a business is only about numbers, but Denise Logan knows it’s more complicated than that. Known as the “Seller Whisperer,” Denise has helped hundreds of sellers navigate the complex emotions that can affect deals. It’s not uncommon for business owners to experience identity loss, family conflict, shame, and the fear of “what’s next”. Denise’s journey from therapist to lawyer to entrepreneur uniquely positions her to help owners face the reality that a sale is not just a transaction, it’s a transition. She is also the author of The Seller’s Journey, a book that helps readers understand the human side of every deal. In this episode, you will: Highlights: (00:00) Meet Denise Logan (02:49) The emotional landmines in business deals (06:57) The importance of early exit planning (11:04) When owners are not ready to sell (15:37) How to facilitate a business transition (21:56) The advisors’ duty to care for their clients (24:28) Navigating owner’s pushback in business valuation (33:18) Deal fatigue and emotional resilience (38:36) Why owners need to be transparent during CIM (43:49) Your business is not your identity Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Denise: Connect on LinkedIn: https://www.linkedin.com/in/deniselogan/ Website: https://deniselogan.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Most professionals in the M&A space have been closing deals for decades. But being young doesn’t mean you can’t bring value to the table. Morgan Tate, founder of Breakwater M&A, has built a reputation as one of the younger voices in the industry. He has helped facilitate over $250 million worth of deals and is now using automation to make the process faster and more efficient. From the lessons learned in those transactions, he created the Breakwater Blueprint to keep deals from falling apart. Morgan offers a glimpse at the future of exits, where human connection and technology go hand in hand. In this episode, you will: Hear how younger advisors are closing more transactions Learn how AI is speeding up the deal process Understand why advisory fees are declining and how brokers can protect their value Highlights: (00:00) Meet Morgan Tate (02:36) The Breakwater Blueprint (04:29) Earning trust as a younger advisor (10:42) Will AI lower advisory fees for business owners? (15:47) Let AI be your junior broker (19:06) Where human judgment matters most in business sales (21:30) The future of M&A (26:18) AI can solve this mistake that hurts deals Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Morgan: Connect on LinkedIn: https://www.linkedin.com/in/morgantate Learn more about Morgan’s company: Breakwater M&A: https://www.breakwatermna.com Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Most buyers slow down in their sixties. But not Gary Hentschel. He’s out buying companies, doubling their value, and selling them again. As a partner at The September Group and CEO at WSI Technologies, Gary brings decades of experience as a banker, entrepreneur, and operator. In this episode, he shares how he appraises businesses, what sellers get wrong about their company’s value, and why good leadership matters when a business is up for sale. In this episode, you will: Discover what buyers look for in a management team See how earnouts help keep deals on track Find out why sellers often misprice their businesses Highlights: (00:00) Meet Gary Hentschel (03:31) The importance of good partnerships (06:22) Navigating business acquisitions (09:47) Evaluating business potential (17:07) Risk management and deal structuring (21:30) The role of earnouts and management teams (29:03) First 60 days post-acquisition (31:18) Learning from buyers, sellers, and advisors (35:17) Current market trends and insights Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Gary: Connect on LinkedIn: https://www.linkedin.com/in/gary-hentschel-3793487/ E-Mail: gfhentschel@gmail.com Learn more about Gary’s companies: The September Group: http://theseptembergroup.com/ WSI Technologies: https://wsi-tech.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

What really makes a business attractive to buyers? Buyers weigh more than just financials. They consider risk, operations, and whether the business can run without you. Colin King and Joe Van Deman, Principals at Circle City Capital Group, Inc., know this firsthand. They’ve built a portfolio of 15 companies by acquiring businesses that many others have overlooked. Colin, a CPA and CFA, and Joe, a former Google employee, bring complementary skills for buying and growing companies. Their perspective offers owners a rare look at how serious buyers evaluate opportunities and negotiate deals. In this episode, you will: Hear how buyers assess both financial and emotional factors in a deal Learn what makes a business unappealing to buyers right away Find out what makes a partnership last through tough deals Highlights: (00:00) Meet Colin King and Joe Van Deman (02:29) How a Craigslist ad launched their partnership (07:37) Lessons from their first chaotic acquisition (11:32) What makes a business partnership work (15:50) How Circle City Capital Group is different from private equity (23:08) Turning risky businesses into profitable opportunities (33:03) Favorite companies in their portfolio (36:13) What instantly turns buyers off during negotiations (44:20) The changes that make businesses more sellable Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Colin: Connect on LinkedIn: https://www.linkedin.com/in/colin-king-cpa-cfa-37045a38/ Follow Joe: Connect on LinkedIn: https://www.linkedin.com/in/joevandeman/ Check out their portfolio of companies: Circle City Capital Group: http://circlecitycapitalgroup.com Profit Mastery: http://profitmastery.net The Vermont Flannel Company: https://www.vermontflannel.com/ Vermont Teddy Bear: https://vermontteddybear.com/ All American Clothing Co.: https://www.allamericanclothing.com/ Gusset Brand: https://gusset.com/ Silk Flower Depot: https://e-silkflowerdepot.com/ Dried Decor: https://www.drieddecor.com/ Montessori 'n Such: https://www.montessori-n-such.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders

Most people think selling a business is just like selling a house. That’s where they’re wrong. George Wellmer, founder of Tupelo, clarifies the misconceptions sellers have about brokers and the deal process. George explains how technology and AI are simplifying administrative tasks, allowing brokers to focus on guiding clients through the most important transaction of their lives. He also shares what sellers and owners need to understand about valuation and finding the right buyer before listing their company for sale. In this episode, you will: Learn the difference between good and bad brokers Understand how deal acceleration and buyer targeting really work Hear how AI and automation are changing the way businesses are marketed and sold Highlights: (00:00) Meet George Wellmer (05:20) How business brokers help close deals (09:43) Vetting the quality of potential buyers (11:45) Keeping up with the different aspects of a brokerage (15:53) Buy-side brokers vs sell-side brokers (22:22) How AI enables brokers to be more efficient (26:36) Questions to ask to avoid bad brokers (32:36) Why hiring a broker is worth it (38:20) George’s advice for buyers, sellers, and advisors Resources: For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow George: Connect on LinkedIn: https://www.linkedin.com/in/georgewellmer/ Website: https://www.tupelosmb.com/ E-Mail: george@tupelosmb.com Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/ Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders