Built to Sell Radio

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Ep 497 Exit Story: How $1M in Profit Changed Doug Lowenthal's Life Forever Jun 06, 2025

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When Doug Lowenthal discovered that $1 million in EBITDA was the minimum threshold acquirers looked for in his industry, he had a goal. Then he learned that managed service providers—businesses that offer outsourced IT support—were trading for 6–8× EBITDA. That's when he realized he was building something truly valuable.

But getting there required more than just strong financials. Doug had to rethink how he led his team, structured his business, and prepared for life after the deal.

Ep 496 After the Deal: CK on Selling for $510M, Taking a Sabbatical, and Redefining Success May 30, 2025

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Chang Kim—friends call him CK—sold his company Tapas for more than $500 million and walked away without an earn-out. Instead of jumping into his next venture, he did something few founders have the nerve to do: he took a year off.

In this episode of Built to Sell Radio, CK opens up about what life looks like when work becomes a choice, not a requirement. From cross-continental travel to difficult conversations with his kids about wealth, this is a rare, candid look at what happens after the wire hits.

Ep 495 Inside the Mind of an Acquirer: Brent Beshore on the Private Equity Trap and Being Long-Term Greedy May 23, 2025

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Private equity firms are the most likely buyers for your business—and some do a fine job preserving what makes a company great. But many are financial engineers. They offer a generous multiple, then lever up the business, cut costs, and flip it within a few years. Longtime employees get let go. Culture erodes. You walk away with a check, but it can feel like selling out.

Ep 494 Exit Story: Building News Sets for TV Stars—and a Business Worth Millions May 16, 2025

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Ep 493 Exit Story: Selling a 20-Person Agency for 5.5x EBITDA May 09, 2025

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Most stories we cover involve eye-popping multiples or headline-making exits. They're fun—but not always realistic.

Jeff DeGarmo's story is different. No private equity windfall. No tech hockey stick. Just a well-run, 20-person service business built over 16 years and sold for a solid 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 May 02, 2025

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Greg Alexander sold SBI, his 30-person consulting firm, for $162 million. Since then, he's had a front-row seat to 50 other service firm exits through his peer group, Collective 54. In this episode of Built to Sell Radio, Greg breaks down what separates firms that sell from those that stall.

This is a Mastering the Deal episode of Built to Sell Radio—designed to help you punch above your weight in a negotiation to sell your business.

Ep 491 Inside the Mind of an Acquirer: The Case for Unsexy Apr 25, 2025

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What makes someone want to buy an "unsexy" business?

Jon Pole has acquired 19 traditional radio stations. On paper, it's an industry many assume is in decline. But for an experienced buyer like Pole, these deals are less about media trends and more about community, cash flow, and culture.

Ep 490 Exit Story: How a Middleman Built and Sold a $19M Distribution Business Apr 18, 2025

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Sean McAuliffe didn't invent anything. He was a distributor.

If you lost your car keys and went to a locksmith to cut a new set, chances are your locksmith got the replacement key from Sean's business. He bought cheap keys from Asia and sold them to locksmiths. Nothing fancy. Like so many businesses, Sean was a middleman. He'd never really thought about selling—didn't think anyone would want to buy it—but when a private equity group offered him millions, Sean realized he was sitting on a potential goldmine.

Ep 489 Inside the Mind of an Acquirer: Sequoya Borgman on How Independent Sponsors Buy Companies, Structure Deals, and Spot Pretenders Apr 11, 2025

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What do acquirers really want?

Sequoya Borgman has acquired 19 companies and exited two. He's raised capital on a deal-by-deal basis, working outside the traditional private equity model. In this episode of Built to Sell Radio, Borgman explains how "independent sponsors" operate—and why more wealthy individuals are now pooling money to buy lower middle-market businesses.

You discover how to:

Ep 488 Exit Story: Garren Hilow on Selling for $190M, Taking Stock, and Missing His Earn-Out Apr 04, 2025

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When Garren Hilow helped start Abveris, he didn't have much—just a background in sales, a co-founder with a Harvard PhD, and a stock option representing 16% of the company.

Eight years later, he bought out his co-founder, bootstrapped the company with bank debt (collateralized by his house), and sold it in a stock deal that peaked at $190 million.

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