M&A Murders & Accusations: The Good the Bad and The Ugly of Selling Your Business

Most owners think retention is about bigger paychecks. We make the case for a smarter lever: help employees keep more of what they earn and turn that momentum into homeownership. With guest Brad Bennett, we explore how cash flow automation can silently reroute pay, reduce waste, and build savings without the feeling of sacrifice. When people stop leaking money into subscriptions and impulse swipes, emergencies stop becoming credit events and stress drops fast. From there, we go deeper on the housing angle. Younger workers increasingly doubt they’ll ever buy, which fuels job hopping and short-term thinking. Brad lays out a practical blueprint—education workshops with real estate and mortgage pros, mapping state and federal assistance, and employer incentives like down payment contributions or early mortgage buy-downs. The result is a clear path to a first home and a benefit that sticks, because it changes a family’s net worth and anchors them in the community. We also unpack the business math. Studies show financial stress eats hours of on-the-clock time each week and drives turnover that can cost more than a role’s annual salary. Even a modest reduction in churn pays for the program many times over once you factor in onboarding, lost productivity, and team disruption. Plus, employers get a dashboard to track adoption and outcomes—powerful proof in recruiting when candidates ask, “Why your company?” If you’re struggling to hire, retain, or keep people focused, this conversation offers a practical, measurable way to create loyalty and lift performance. If this resonates, follow the show, share it with a fellow owner, and leave a quick review with your biggest takeaway. Your feedback helps us bring more conversations that move the needle. Visit us at: Bsalesgroup.com, DesignMySale.com, MyBizValue.com

Learn how AI can help you better prepare your business to sell with AI guru Jacob Andra, Founder & CEO, of Talbot West. In this episode we unpack how to align perception with reality when preparing a business for sale and how targeted AI can boost efficiency, clarity, and valuation. Jacob Andra shares a practical path from messy systems to credible growth stories buyers will pay for. • mapping systems first, then selecting the right AI tools • reframing flaws and gaps as well-defined buyer opportunities • RFP and ERP case study that turns days of reading into minutes • security and governance for sensitive data with private models • what LLMs do well versus other AI methods • building toward total organizational intelligence, not silos • simple starting points that produce measurable lift pre-exit Subscribe to The Applied AI podcast on all major platforms, or reach Jacob at jacob@talbotwest.com and talbotwest.com Visit us at www.bsalesgroup.com or email Rick at rick@bsalesgroup.com Visit us at: Bsalesgroup.com, DesignMySale.com, MyBizValue.com

Visit us at: Bsalesgroup.com, DesignMySale.com, MyBizValue.com

Deals rarely collapse because the idea is bad—they fall apart when the numbers can’t carry the story. We sat down with Patrick McMillan, a seasoned quality of earnings specialist, to show how sellers can turn diligence from a gauntlet into an advantage. From decoding what “quality” actually means in earnings to explaining why EBITDA is only a proxy for cash flow, we break down the practical steps that preserve price and speed to close. We get specific about where value leaks: customer concentration, deferred revenue, under/over-billings in project work, and the accruals most teams skip—PTO and year-end bonuses. Patrick explains how a sell-side Quality of Earnings reframes the process: you uncover issues while you still control the fix, present a clean, defensible narrative, and walk buyers through a reconciled data room instead of apologizing under pressure. The result is fewer retrades, tighter timelines, and a higher “experience grade” from buyers who want to know they can work with your team after the ink dries. If you’re preparing to sell, this conversation is your playbook for converting cash-basis chaos into accrual clarity, setting a realistic working capital peg, and translating adjustments into a story investment committees can approve. Whether you run SaaS, construction, or services, you’ll learn how to make your earnings more predictable, your cash flows more believable, and your valuation more durable. If this was useful, follow the show, share it with a founder who’s thinking about an exit, and leave a quick review telling us the one diligence hurdle you want to master next. Visit us at: Bsalesgroup.com DesignMySale.com MyBizValue.com

When business owners face the pivotal question of whether to sell or continue building their company, the answers are rarely straightforward. The Utah chapter of Exit Planners (EPI) takes you inside this crucial decision-making process through two compelling real-world case studies that illuminate the complexities of business transitions. A rapidly growing software company valued at $31 million stands at the crossroads: cash out now or double down on growth? With 30% of revenue tied to a single customer and AI technological disruption looming, expert advisors weigh in on the strategic options. Witness how exit planning professionals evaluate customer concentration risk, technological changes, and personal readiness factors that influence these high-stakes decisions. The conversation takes a fascinating turn when examining a family-owned cabinet business where six children work alongside their father-owners. When the brothers took simultaneous vacations and returned to chaos, they realized their dream of a smooth family transition might be in jeopardy. This case study reveals the emotional complexity of family business transfers and practical approaches to navigating these delicate situations. Throughout both discussions, critical exit planning themes emerge: the necessity of personal financial planning before business decisions, the importance of assembling the right advisory team early, the value of structured 90-day improvement "sprints," and the nuanced trade-offs between maximizing value and achieving personal goals. Expert perspectives from wealth managers, CPAs, M&A advisors, and business coaches provide a multi-dimensional view of these challenges. Whether you're years from exit or actively considering a transition, these real-world scenarios offer invaluable insights into the human and financial aspects of one of the most significant decisions a business owner will ever make. Subscribe now and join us next month as we explore how to handle letters of intent and negotiation strategies for better outcomes. Visit us at: Bsalesgroup.com DesignMySale.com MyBizValue.com

💡 Key Takeaways for Business Owners ✅ Why Having the Right M&A Team Saves You Millions $20K–$30K+specialtyproject manager📉 The Most Common Mistakes Sellers Make Non-Disclosure Agreement (NDA)🚨 Every Business Has "Hair" — And That’s Okay disclose early and fully💰 Want to Pay 0% in Capital Gains Tax? Qualified Small Business Stock (QSBS)0% federal capital gains🤖 How AI is Revolutionizing M&A (and Your Legal Bill) judgment, context, or gut instinct💬 Final Advice from the Experts 📞 Want to Prepare for the Best Exit of Your Life? Connect with: Rick J. KrebsScott Ehrlichsklarkirsh.comVisit us at: Bsalesgroup.com DesignMySale.com MyBizValue.com

In this episode, discover how smart exit planning strategies drove a $900K increase in business value—and what life looks like after the sale. What really happens when the deal closes? In this raw and insightful conversation, Gary shares his multi-year journey selling his roofing company—from an initial failed attempt to a competitive seven-offer bidding war. He also reveals the unexpected emotional aftermath of stepping away from the business he built. Episode Highlights: From Setback to Seven Offers:$900K Value Boost:Life After the Sale:Visit us at: Bsalesgroup.com DesignMySale.com MyBizValue.com

In this episode we recorded a live webinar of the Exit Planning Institute, Utah Chapter of Exit Planners where we listen to the expertise and advice of 3 people who were involved in the sale of a business: Chris Badger($80 Million Sale), Howard Flores (under $5 Million), Don Mealing (somewehere in between on multiple transactions). This is a seller panel discussion with questions from the audience. Each panelist shares powerful insight and ideas about what to avoid and how to win when selling a business. You will learn how owners left over $10 Million on the table when they sold their company. Visit us at: Bsalesgroup.com DesignMySale.com MyBizValue.com

Rick Krebs and guest Josh Hogge discuss a successful business sale involving a financial advisor who effectively guided the client through the process as a "quarterback". The advisor, who typically consults clients on financial matters, demonstrated his value by coordinating with business brokers and CPAs. He facilitated a valuation, attended key meetings, and utilized the Business Sales Group "LOI Guys" AI tool evaluate the LOI, ensuring no critical details were overlooked. The client received twice the appraised value, highlighting the advisor's strategic role. The advisor's confidence and expertise were boosted, leading him to focus more on M&A deals. The client expressed gratitude, emphasizing the advisor's crucial role in closing the deal. Visit us at: Bsalesgroup.com DesignMySale.com MyBizValue.com

In this podcast we discuss the complexities of selling a business, featuring Matt Gruber, an entrepreneur with a legal background. Matt shares his experience of losing a business due to lack of succession planning and the importance of documenting and cloning business knowledge. He introduces Cotingency, a service that uses AI to help business owners systematize their operations and prepare for exits. Matt emphasizes the need for business owners to understand their business's value and plan for contingencies, especially in family-owned businesses. He also highlights the practical use of AI in creating task lists for key personnel in emergency situations. Visit us at: Bsalesgroup.com DesignMySale.com MyBizValue.com

This episode breaks down the critical decision-making process for entrepreneurs considering an IPO or seeking venture capital, providing compelling insights into how to evaluate the options available. Key points include: • Importance of IPO vs. venture capital decisions • Outlining the benefits of going public • Understanding costs associated with both options • Realizing the hidden advantages of an IPO • Insights into the venture capitalist landscape • Discussing timing and preparation for IPO readiness Listen for expert advice tailored to business owners looking to elevate their growth strategies. Visit us at: Bsalesgroup.com DesignMySale.com

In this episode I interview guest Jacqueline who is also a sale-side advisor who specializes in selling RIAs - Registered Investment Advisor firms. She brings a wealth of knowledge to the table and insight about the importance of company cultural alignment to a transaction. It isn't always just about the money when we sell a business. Enjoy! Visit us at: Bsalesgroup.com DesignMySale.com

In this episode, I welcome Shawn Richards, the founder of Blue Sky Business Consulting. Shawn shares his unique approach to business advising, focusing on helping businesses transition from a growth model to a scaling model. He discusses the four key areas he addresses: financial systems, systems and operations, leadership and team development, and emotional well-being. Visit us at: Bsalesgroup.com DesignMySale.com

In this episode I interview insurance expert Van Carlson, an insurance risk reduction expert and the owner of SRA. Van reveals how business owners can use IRS Code Section 831b to defer taxes and reduce risk, especially in anticipation of the sale of their business. This powerful, yet obscure structure is coming to light for small business owners. In the past it has been used mostly by Fortune 500 companies. Visit us at: Bsalesgroup.com DesignMySale.com Visit us at: Bsalesgroup.com DesignMySale.com

In this episode we discuss how NOT to catch the Cinderella Syndrome when negotiating a LOI or IOI. I reveal our unique AI tool which will scan your offer document after you scrub it for the sensitive information, outlining the vulnerabilities and deficiencies in the offer so you can easily pinpoint what you need to focus on. Then, yes, of course, you will receive tips and tactics for negotiating the best possible price and terms for the sale of your business. Visit us at: Bsalesgroup.com DesignMySale.com

The advent of Artificial Intelligence (AI) is changing the way we do business. It has impacted the business of selling businesses as well. In this episode we go international as I interview a world renowned expert in business consulting, Dr. Joe O'Mahoney, Professor at Cardiff University in Whales about the impact of AI on business consulting and selling a business. Dr. O'Mahoney shares valuable insight about the direction of and impact of AI on M&A transactions. Visit us at: Bsalesgroup.com DesignMySale.com

Working Capital is something that all too often is the reason the sale of a business fails. This episode is designed for Business Brokers and M&A professionals to discuss the need for addressing Working Capital early on in the transaction to increase the likelihood of the transaction closing. Visit us at: Bsalesgroup.com DesignMySale.com

In this episode we discuss the Entrepreneurial Operating System (EOS) Worldwide and how Steele Kizerian, an EOS Integrator, helps business owners scale and prepare their businesses for a future sale. Visit us at: Bsalesgroup.com DesignMySale.com

This episode helps business owners prepare for a meeting with a buyer. As a M&A Advisor I often get asked by business owners what are some good questions to ask a buyer when they meet with them. I have kept a list of good questions that my seller clients have asked buyers over the years and this episode reveals this list. Meetings with buyers should include questions from buyers and questions from sellers. You don't want to go to these meetings unprepared. Smart sellers will not only answer a buyer's questions, they will have a list of questions to ask as well. Buyers like working with smart sellers who have thought about what it is important to them. Enjoy! Visit us at: Bsalesgroup.com DesignMySale.com

I have learned over the years that you never know everything. In this episode we go international with Canadian Scott Duke, the founder of Open Road. We talk about his services, what he does and how his process is unique in the business. Scott and I are in the same space in non-competing markets and do much of the same type of M&A work. Scott shares his insights about selling a business. Visit us at: Bsalesgroup.com DesignMySale.com