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

Rick J. Krebs, M&A Advisor, CPA and CEPA
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M&A Murders & Accusations: The Good, the Bad, and The Ugly of Selling Your Business! We dig deep into what you MUST know when selling your business.  Learn how to NOT kill the sale of your business.  Rick J. Krebs, the mastermind M&A Advisor (Mergers & Acquisitions, not Murders and Accusations) and expert at selling businesses, has transformed the lives of countless business owners by helping them secure the right buyer at the right price.  You have only one chance to sell your business and this podcast will provide the vital information you need to know. Brace yourself for mind-blowing discussions with industry experts and business owners who have already sold their businesses.

  1. FEB 6

    Employee Retention: Raising the bar without raising their pay with guest Brad Bennett

    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

    50 min

  2. 11/26/2025

    Using AI To Prepare to Sell A Business with guest Jacob Andra, CEO and Founder of Talbot West

    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

    31 min

  3. 10/13/2025

    Exit Is Now podcast guest appearance with Scott Snider, President of the Exit Planning Institute

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

    25 min

  4. 10/08/2025

    Why smart sellers run a sell-side Quality of Earnings report before buyers ever ask

    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 with Ampleo, 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

    39 min

  5. 08/11/2025

    LIVE CASE STUDIES: Answering the Buy or Build Question, Real Time, Real Answers

    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

    1h 38m

  6. 08/07/2025

    The Legal Side of Selling a Business with M&A attorney Scott Ehrlich

    💡 Key Takeaways for Business Owners ✅ Why Having the Right M&A Team Saves You Millions Choosing the wrong attorney can cost you $20K–$30K+ in unnecessary fees — and potentially kill your deal.M&A is a specialty. Using your “business lawyer” or “family attorney” is like hiring a general practitioner for heart surgery.Your M&A attorney is not just legal support — they’re your project manager, strategist, and translator in the deal.📉 The Most Common Mistakes Sellers Make Sharing sensitive financials without a Non-Disclosure Agreement (NDA).Disclosing too much, too soon — especially without context or “the story.”Believing every buyer is “the one” without vetting or protection.🚨 Every Business Has "Hair" — And That’s Okay Every deal has problems. The key is to disclose early and fully.Surprises are the #1 deal killer. Transparency earns trust and keeps deals alive.💰 Want to Pay 0% in Capital Gains Tax? Learn about Qualified Small Business Stock (QSBS):Sell stock in your C-Corp and pay 0% federal capital gains.Must plan ahead — this only works if the stock is held for 5+ years.Ideal for startups and companies planning an exit in the future.🤖 How AI is Revolutionizing M&A (and Your Legal Bill) AI is reducing legal costs by automating document reviews, due diligence, and even drafting letters of intent.But experience still matters — AI can’t replace judgment, context, or gut instinct.💬 Final Advice from the Experts “Don’t go it alone. The right team of professionals will add more value than they cost.”  – Scott Ehrlich, M&A Attorney“Every business has flaws. Disclose them, own them, and close the deal anyway.”  – Rick Krebs, M&A Advisor📞 Want to Prepare for the Best Exit of Your Life? Connect with: Rick J. Krebs – BusinessSalesGroup.comScott Ehrlich – sklarkirsh.com | sehrlich@sklarkirsh.comVisit us at: Bsalesgroup.com, DesignMySale.com, MyBizValue.com

    44 min

  7. 06/18/2025

    Learn How Exit Planning Added $900,000 to the Selling Price of a Roofing Company

    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: Gary’s first attempt to sell fell flat. After revamping operations, upgrading his team, and shifting to accrual accounting, the second go-around attracted serious buyer attention.$900K Value Boost: Targeted operational and financial improvements added nearly a million dollars to the company’s valuation.Life After the Sale: Retirement felt “weird.” Hear how Gary filled the void with family, golf, and even mountain climbing training.Visit us at: Bsalesgroup.com, DesignMySale.com, MyBizValue.com

    29 min

  8. 05/12/2025

    Panel Discussion With 3 Business Owners Who Recently Sold Their Business

    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

    1h 6m
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M&A Murders & Accusations: The Good, the Bad, and The Ugly of Selling Your Business! We dig deep into what you MUST know when selling your business.  Learn how to NOT kill the sale of your business.  Rick J. Krebs, the mastermind M&A Advisor (Mergers & Acquisitions, not Murders and Accusations) and expert at selling businesses, has transformed the lives of countless business owners by helping them secure the right buyer at the right price.  You have only one chance to sell your business and this podcast will provide the vital information you need to know. Brace yourself for mind-blowing discussions with industry experts and business owners who have already sold their businesses.

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