Secrets to Selling Your Business

How can business owners avoid post-sale regrets?

Bo Burlingham is a celebrated business writer known for his deep expertise in exit planning, a theme central to his influential book “Finish Big.” With a career spanning over 30 years at Inc. Magazine, Burlingham gained profound insights into the entrepreneurial world, focusing on the lifecycle of building, growing, and ultimately selling businesses. He advocates for business owners to view their enterprise as a journey, emphasizing the importance of thoughtful preparation for its eventual conclusion to ensure a satisfying and fulfilling exit. Through extensive interviews with entrepreneurs, Burlingham discovered that many experienced regret after selling their businesses, despite financial success, due to inadequate exit planning, thus highlighting the need for strategic early-stage planning and creating companies that can thrive without their founders.

Key Takeaways

• Exit planning is life planning and should be viewed as a journey, not just an event.
• Proper preparation for a successful exit strategy is crucial to avoid post-sale regrets and unhappiness.
• Establishing institutions within a company that can operate independently is key for a successful exit.
• Early preparation and long-term planning are essential for a smooth transition when exiting a business.

Connect with Bo Burlingham:
https://www.linkedin.com/in/bo-burlingham-50a583/
https://www.amazon.com/Finish-Big-Great-Entrepreneurs-Companies/dp/1591844975

Connect with Jacob Koenig:

https://woodbridgegrp.com/
https://www.linkedin.com/in/jacobkoenig/

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What’s the smart spend for making your brand impossible to ignore?

Chandler Lyles’s journey is a testament to resilience and adaptability, tracing a path from his early days in the Air Force to becoming a co founder of High Beam Marketing. Reflecting on his experiences, Chandler notes the pivotal role that encounters with entrepreneurs played in inspiring his own business ventures. Despite setbacks, such as a failed restaurant venture, the knowledge and insights he gained while working for Dave Ramsey significantly enriched his marketing acumen. Today,
Chandler leverages his diverse background to help clients excel in digital
marketing, underscoring the importance of emotional appeal and storytelling in creating effective paid ad campaigns.

Key Takeaways

• Perseverance and learning from failures are crucial for success in the world of business.

• High Beam Marketing specializes in digital marketing services, focusing on helping clients run paid ads to boost sales.
• Having a strong online presence through marketing, branding, and advertising is essential for business growth.
• Utilizing creative content and targeted ads on platforms like Google and Facebook can effectively reach potential customers.
  Incorporating video content in investment materials is important for businesses seeking investors, building trust and credibility.

Connect with Chandler Lyles:

https://www.linkedin.com/in/chandlerlyles/

Connect with Jacob Koenig:

https://www.linkedin.com/in/jacobkoenig/

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Dan Nicholson is a serial entrepreneur with a diverse background in finance, accounting, and software, bringing a wealth of experience to small business owners. As the author of “Rigging the Game,” he emphasizes the importance of achieving financial certainty and managing risk for entrepreneurs. Nicholson advocates for optimizing financial strategies to align with individual goals and needs, rather than simply maximizing shareholder value. By implementing a structured financial operating system, including a cash flow protocol and 15 key financial rules, Nicholson helps business owners reduce uncertainty and make more informed decisions, ultimately aligning their business goals with their personal values for sustainable growth.

Here’s what to expect this episode:

• Financial certainty and risk management are crucial for small business owners
• Optimizing for the life they want is more important than just maximizing shareholder value
•  Implementing financial rules and protocols can enhance ROI and overall business performance
•  Aligning business with personal values is key to avoiding unnecessary risks and regrets

Connect with Dan Nicholson:

https://www.linkedin.com/in/dan-p-nicholson/

Connect with Jacob Koenig:

https://woodbridgegrp.com/

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Why are emotional factors crucial in business negotiations?

Stoy Hall, the CEO and founder of Black Mammoth, brings a unique perspective to wealth management rooted in inclusivity and holistic principles. Hall’s experiences, including a transformative trip to Tanzania, have shaped his belief that true wealth transcends monetary gain, focusing instead on meaningful life experiences and living authentically. Founded in 2020, Black Mammoth caters to minority and women business owners, leveraging strategies of the ultra-wealthy to provide personalized financial planning and support. Hall’s emphasis on communication, strategic planning, and emotional intelligence underscores his commitment to creating a supportive environment that fosters both personal and financial growth for his clients.

Here’s what to expect this episode:

• Stoy Hall founded Black Mammoth in 2020 as a modern family office for minority and women business owners, focusing on inclusivity and holistic wealth management.
• Engaging multiple buyers in a business acquisition can significantly impact the value and finding the right partner for business owners.
• Identifying integration costs and seeking advice from experienced professionals are crucial in successfully aligning business acquisitions with wealth management strategies.
• Emotions and feelings play a significant role in business negotiations and sales, impacting decisions and outcomes more than monetary aspects.

Connect with Stoy Hall:
https://www.blackmammoth.com/

https://www.linkedin.com/in/stoyhall/

Connect with Jacob Koenig:

https://woodbridgegrp.com/

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Why is collaborating with a team of advisors recommended for post-sale planning?

Robb Scott, a senior wealth consultant at Mariner Wealth, plays a pivotal role in guiding entrepreneurs through the intricacies of pre-sale and post-sale financial planning. With a focus on early planning, he assembles expert advisory teams to address crucial areas like tax impact and estate planning, thereby optimizing financial outcomes and minimizing risks for business owners. Scott underscores the significance of basic estate plan reviews and trust setups before a sale, which can yield substantial benefits for both the owner and their heirs, while emphasizing post-sale planning for managing retained interests and capitalizing on larger financial opportunities. His approach highlights the necessity of having the right advisors throughout the entire process to secure generational wealth and ensure a smooth transition into the next phase of life.

Key Takeaways

• Engaging in thoughtful pre-sale planning can enhance the success of a business sale by addressing key areas like tax impact, estate planning, and family considerations.
• Delaying financial planning before a business sale can lead to missed opportunities in tax mitigation, estate planning, and overall financial preparation.
• Post Sale Planning involves creating a strategy that encompasses tax planning, estate planning, and investment planning to ensure a smooth transition after selling a business.
• Having the right team in place is crucial for successful outcomes. Trusted advisors and experts in fields like banking, tax advice, estate planning, and legal counsel play a key role.
• Wealth Deployment After Sale involves guiding clients on prioritizing, protecting, and deploying wealth post-sale through personalized tax, estate, and investment plans.

Connect with Robb Scott:
https://www.linkedin.com/in/robb-scott-94409146/
https://www.marinerwealthadvisors.com/

Connect with Jacob Koenig:

https://woodbridgegrp.com/
https://www.linkedin.com/in/jacobkoenig/

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What are the key performance indicators that businesses should focus on for decision-making?

Jake Setterlun, a seasoned entrepreneur and founder of Setterlun University, is deeply familiar with the intricate challenges of scaling a business. With nearly a decade of experience and multiple companies under his belt, Jake understands the potential pitfalls of rapid expansion, such as the loss of quality control when outsourcing operations. He emphasizes the significance of timing in exit strategies, advocating for selling when a business is thriving to attract better buyers, and stresses the need for strong teams and systems to ensure a seamless transition. At Setterlun University, Jake shares his insights on maintaining operational stability and leveraging innovative strategies, such as the “purple ocean offer,” to help businesses navigate growth successfully while standing out in the competitive market.

Key Takeaways

• The importance of a data-driven mindset shift during challenging times in business.
• Selling a business when it is thriving is crucial for a smooth transition and attracting more buyers.
• Creating competitive tension in media buying and growth lens strategies for driving better outcomes.
• The constant improvements in AI agents’ performance and features.

Connect with Jake Setterlun:
https://jakesetterlun.com/
https://www.linkedin.com/in/jakesetterlun/

Connect with Jacob Koenig:

https://woodbridgegrp.com/
https://www.linkedin.com/in/jacobkoenig/

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How can competitive auctions benefit the sale outcomes of a business?

Leora Zach, the Managing Director of Wealth Strategy at Mariner Wealth Advisors, brings a wealth of experience in guiding business owners through the intricacies of exit options. With a background in investment banking at UBS, she realized the necessity for more personalized services tailored to privately held businesses. Leora stresses the importance of early preparation, advising business owners to explore diverse exit strategies, such as family transitions and management buyouts, while emphasizing the value of running a competitive process to attract multiple buyers. Her approach is centered on ensuring long-term financial stability and strategic planning, advocating for business owners to begin conversations about exit strategies well in advance to optimize the sale outcome and secure post-sale financial comfort.

Key Takeaways

• Mariner and Woodbridge collaborate to assist business owners in smoothly transitioning from the sale to their next chapter through personalized financial planning services.
• Preparation is key when selling a business, starting at least two years in advance to clean up the business, tighten financials, and establish strong leadership to attract buyers and mitigate risks.
• Maximizing value in business sales involves shifting focus from obtaining the highest price to considering lasting wealth and long-term financial security, understanding net amounts retained after taxes, and planning for post-sale proceeds.
• Conducting competitive auctions when selling a business can attract multiple buyers, leading to better outcomes and maximizing value compared to dealing with a single buyer.

Connect with Leora Zach:

https://www.linkedin.com/in/leora-zach-cfa-7535a58/

Connect with Jacob Koenig:

https://woodbridgegrp.com/

https://www.linkedin.com/in/jacobkoenig/

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Why is understanding buyers’ goals and aspirations crucial for building relationships in business?

Scott Ramey, a former aspiring Division 1 athlete whose journey was redirected by a sports injury, has carved out a successful path in sales and business development. He turned what was once a source of anxiety—being in the spotlight—into a powerful tool for connecting with people, which propelled him from internal sales roles to leadership positions. As the founder of The Ramey Group, Scott emphasizes the importance of genuine, emotionally resonant interactions in sales, focusing on the power of storytelling and effective communication. His approach highlights the necessity of staying in a creative state to minimize anxiety, enhance productivity, and build lasting client relationships that are rooted in trust and authenticity.

Here’s what to expect this episode:

• Turning personal struggles into professional strengths is powerful for success in sales and business development.

• Authenticity and empathy are key components for successful sales interactions and building trust with clients.

• Genuine interactions and warm engagement play a significant role in effectively communicating wisdom.

• Creating emotional connections with buyers is essential for engaging them and achieving better outcomes in sales presentations.

• Understanding the audience’s goals, dreams, and aspirations is crucial for successful interactions and relationship-building in business.

Connect with Scott Ramey:

https://www.linkedin.com/in/scott-ramey-53977b14a/

https://www.facebook.com/scott.ramey.52

Connect with Jacob Koenig:

https://woodbridgegrp.com/

https://www.linkedin.com/in/jacobkoenig/

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