Built to Sell Radio

Latest Episodes:

Ep 425 The Downside of Selling to Private Equity With Mark Zweig, 3 Time Inc 5000 Honouree Jan 19, 2024

Show notes

In this episode featuring Mark Zweig, we explore the aftermath of selling his company, The Zweig Group, to a private equity group. Zweig Group, known for serving the architecture industry with magazines, reports, and trade shows, achieved remarkable growth, landing three times on the Inc. 5000 list. At its peak, the company reached $19 million in revenue. However, Mark's sale to a private equity group unfolded as a cautionary tale, showcasing the potential pitfalls when partnering with the wrong acquirer.

Ep 424 Basem Hanna on Getting $25 Million for TerrAscend Jan 12, 2024

Show notes

Artificial Intelligence (AI) is all the rage these days, but do you remember the cannabis craze? Basem Hanna sure does. He rode that wave to perfection, leaving his cannabis startup with a cool $25 million and shares that could be worth double that one day.

This week's episode of Built to Sell Radio is a no-holds-barred chat (yep, expect some strong language) about making it big in the green rush.

Ep 423 How Aaron Leibtag Got $15 Million for a 15-Employee Company Jan 05, 2024

Show notes

Aaron Leibtag cofounded Pentavere Research Group, a digital health company that identifies patients not receiving the medications or interventions they should be receiving because critical data is buried in a patient's electronic health record.

Despite having just 15 employees, they attracted an acquisition offer that valued Pentavere at $15 million

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 Dec 29, 2023

Show notes

This week on Built to Sell Radio, we highlight the top strategies from the 10 most popular shows of 2023. In this episode, you'll learn how to:

· Grow your email list.

· Compete with industry giants.

· Replace yourself inside your business.

· Implement a three part strategy for hiring high-potential employees.

· Get your customers to fund your growth.

· Use silence to help you get the upper hand when negotiating the sale of your business.

· Provoke a bidding war for your business.

· Use a surprising negotiating tactic to get an acquirer to increase their offer.

· Rebut a low-ball offer.

· Handle negotiation points that are non-starters for you.

Ep 421 How to Create Recurring Revenue with Robbie Kellman Baxter Dec 22, 2023

Show notes

If you've ever wanted to create recurring revenue inside your business you'll want to listen to today's episode of Built to Sell Radio. The show is the third in our three-part expert series and features a conversation between John Warrillow, the author of The Automatic Customer: Creating a Subscription Business in any Industry, and Robbie Kellman Baxter, the author of The Membership Economy and The Forever Transaction -- two of the world's leading experts on subscription models in one episode.

Ep 420 Hasard Lee on Thinking Clearly Under the Stress of Selling Your Business Dec 15, 2023

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Negotiating the sale of a business sale is intense and emotional for founders. Clear thinking is vital. In our second expert series installment, we feature Hasard Lee, a renowned clear-thinking expert.

Lee, a U.S. Air Force fighter pilot, authored the international bestseller, The Art of Clear Thinking. This Wall Street Journal bestseller, #2 in U.S. business books, has been translated into multiple languages.

As a flight commander in Afghanistan, Lee led over eighty combat missions, piloting two different jets on the same day in support of ground troops. Selected to fly the F-35, a cutting-edge, costly weapons system, he later became Chief of Training Systems at the world's largest training base, innovating pilot training technology and methods.

Lee's book translates combat lessons into daily life. Today he provides a mental toolbox for founders, guiding clear thought amid the emotional challenges of selling a business.

Ep 419 CHRIS VOSS on Negotiating the Sale of Your Business Dec 08, 2023

Show notes

This week we have a special treat: an interview about negotiating the sale of your business with Chris Voss, the bestselling author of Never Split the Difference.

Chris used his many years of experience in international crises and high-stakes negotiations to develop a unique approach to negotiation and this week, he talks about how his approach applies to selling a business.

Prior to starting his training firm, The Black Swan Group, Chris was the lead international kidnapping negotiator for the FBI.

Chris served as the lead Crisis Negotiator for the New York City division of the FBI. He was a member of the New York City Joint Terrorist Task Force for 14 years. He was the case agent on the TWA Flight 800 catastrophe. He also negotiated the surrender of the first hostage taker to give up in the infamous Chase Manhattan Bank robbery.

During Chris's 24-year tenure with the Bureau, he was trained in the art of negotiation by not only the FBI, but also Scotland Yard and Harvard Law School. He is also a recipient of the Attorney General's Award for Excellence in Law Enforcement and the FBI Agents Association Award for Distinguished and Exemplary Service.

Chris has taught business negotiation in MBA programs at the University of Southern California Marshall School of Business, and at Georgetown University McDonough School of Business. He also taught business negotiation at Harvard University and guest lectured at the Kellogg School of Management at Northwestern University, the IMD Business School in Lausanne, Switzerland, and the Goethe Business School in Frankfurt, Germany.

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 Dec 01, 2023

Show notes

Kiran Merchant spent decades as a consultant to the aviation industry, so when a boss refused to grant him an $8,000 raise, he decided to leave his employer to start his own aviation consulting firm. Eighteen months later, he sold Merchant Aviation to Aeroport de Paris, one of the largest aviation companies in the world for a high single digit multiple of EBITDA.

Ep 417 Greg Romanzo on Hiring, Training, and Retaining Sales People in a Commoditized Business Nov 24, 2023

Show notes

Greg Romanzo and his partners spent 17 years growing a freight forwarding business. As the company expanded to 200 employees, the partners faced a realization: their decisions now impacted 200 families. This responsibility became overwhelming, and they decided to sell.

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 Nov 17, 2023

Show notes

Chip Conley built the world's second largest boutique hotel chain to 3500 employees, but after a near death experience, Chip realized he wanted out. Chip went on to become Airbnb's Head of Global Hospitality and Strategy, where he mentored co-founder Brian Chesky. Conley went on to create MEA -- the Modern Elder Academy -- the world's first 'midlife wisdom school'.

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