Scale to Sell

Steve Burton and Adam Burton
  • 4.7 (3)
  • Investing
  • Updated Weekly

The Business Owner's Podcast to Grow and Exit Your Business. We share with entrepreneurs like you the tactical and practical things to scale your business and create an exit strategy that maintains your lifestyle and fits your retirement income plan.

  1. 17h ago ·  Video

    069: What Your CPA Isn't Telling You About Your Exit

    Episode Summary Your CPA has never gotten you in trouble with the IRS. Deadlines are met, forms are filed, and everything looks fine. So why does the exit conversation still end with a massive, avoidable tax bill? Most business owners assume that when they sell, the tax hit is just something they'll deal with when it comes. Their CPA rarely brings it up first, because a CPA's job is compliance and reporting on what already happened, not proactive planning for what's ahead. In this episode, Adam and Steve Burton break down the difference between a CPA who prepares your taxes and a team that plans them, using a real client example where proactive tax strategy took a projected $3.4 million capital gains bill down to roughly $100,000. Adam and Steve discuss: Why most CPAs are historians, not strategists, and why that distinction only becomes expensive at the moment of exit. The difference between tax preparation and tax planning, and why timing (years before a sale, not after) determines which options are even available. A real client example where proactive planning reduced a projected $3.4 million capital gains tax bill to around $100,000 on a $13.1 million business sale. Why paying hundreds of thousands or millions in income taxes is itself a signal that it's time for a specialized tax planning team, not just a compliance-focused CPA. And more! Resources: Get your free personalized report at www.scaletosell.com/value Unlock your business's potential with our free Scale to Sell self-assessment Book your free discovery call with us today! Revenue vs. Enterprise Value (Ep. 65) Connect with Our Team: Website: Scale to Sell info@scaletosell.com LinkedIn: Scale to Sell Facebook: Scale to Sell YouTube: Scale to Sell Instagram: Scale to Sell Connect with Adam Burton and Steve Burton: LinkedIn: Adam Burton LinkedIn: Steve Burton

  2. Aug 6 ·  Video

    068 - How Buyers Actually Value Your Business, and What You Can Do to Increase It - with Jeff Snell

    Episode Summary You've built a business worth millions. So why does a lender's spreadsheet get the final say on whether your deal actually closes? Business valuation is not just a number for a business owner's own curiosity. It is the foundation of every conversation that follows, from what a buyer is willing to pay to what a lender is willing to finance. Too many business owners skip this step entirely, tracking cash flow and growth without ever finding out what their business would actually sell for. In this episode, Steve Burton talks with Jeff Snell, Founder and Principal Broker of ENLIGN Advisors, about what really drives a business sale, from risk mitigation and add-backs to the debt service coverage ratio that can cap a deal regardless of what a seller thinks their business is worth. Steve and Jeff discuss: Why most business owners have never had a real valuation done, and why that gap becomes a problem the day they decide to sell. How buyers evaluate risk across culture, employee relationships, client contracts, and vendor dependencies, and why ENLIGN tracks 141 separate risk mitigation touch points. The difference between Seller's Discretionary Earnings and EBITDA, and why the crossover point around $750,000 in profit changes how a business should be valued. Why the debt service coverage ratio can cap a deal even when buyer and seller agree on a price, and the creative structuring options (rollover equity, seller financing, seller forgivable notes) that bridge the gap. And more! Resources: Get your free personalized report at www.scaletosell.com/value Unlock your business's potential with our free Scale to Sell self-assessment Book your free discovery call with us today! Solving for the Debt Service Coverage Ratio in a High Interest Rate Environment (ENLIGN case study) Connect with Our Team: Website: Scale to Sell info@scaletosell.com LinkedIn: Scale to Sell Facebook: Scale to Sell YouTube: Scale to Sell Instagram: Scale to Sell Connect with Adam Burton and Steve Burton: LinkedIn: Adam Burton LinkedIn: Steve Burton Connect with Jeff Snell: Website: ENLIGN Advisors LinkedIn: Jeff Snell

    068 - How Buyers Actually Value Your Business, and What You Can Do to Increase It - with Jeff Snell

  3. Jul 16 ·  Video

    067: Why Founder Dependency Is Limiting Your Growth, Freedom & Business Value

    Episode Summary You started your business to create freedom. So why does taking a vacation, stepping away for a few days, or even unplugging for an afternoon still feel impossible? If your business depends on you to make every important decision, solve every problem, or keep operations moving, you've likely built an owner-dependent business. While that may feel like a sign of success, it can quietly limit your growth, reduce your business valuation, complicate succession planning, and create unnecessary stress for you and your team. In this episode, Adam and Steve Burton explain why building a business that runs without you isn't about doing less. It's about creating stronger leadership, better systems, and a more transferable business that gives you greater freedom today while increasing your options for tomorrow. Adam and Steve discuss:   Why owner dependency is one of the biggest barriers to building a scalable, valuable, and sellable business. How to identify the systems, processes, and leadership gaps that keep you stuck as the bottleneck in your business. Why buyers place greater value on businesses with documented processes, empowered teams, and operational consistency. Practical strategies to reduce founder dependency, strengthen business continuity, and build an exit-ready company that can thrive without your daily involvement. And more!   Resources: Get your free personalized report at www.scaletosell.com/value Unlock your business's potential with our free Scale to Sell self-assessment Book your free discovery call with us today!  AI Adoption Is a Leadership Problem, Not a Technology Problem (Ep. 66)   Connect with Our Team:    Website: Scale to Sell info@scaletosell.com  LinkedIn: Scale to Sell Facebook: Scale to Sell YouTube: Scale to Sell Instagram: Scale to Sell   Connect with Adam Burton and Steve Burton:   LinkedIn: Adam Burton  LinkedIn: Steve Burton

  4. Jul 2 ·  Video

    066: AI Adoption Is a Leadership Problem, Not a Technology Problem

    Episode Summary Most business owners see AI as a technology opportunity. Adam Burton sees it as a leadership opportunity. The businesses that get the most value from AI won't necessarily have the newest tools. They'll be the ones that build cultures of learning, adaptability, and continuous improvement. In this episode, Adam Burton explores why successful AI adoption starts with leadership, not software. He discusses how business owners can help teams embrace change, create psychological safety around learning, and use AI to build stronger systems that support long-term growth and transferable value. Adam discusses:   Why successful AI adoption starts with leadership, not software How creating psychological safety encourages innovation and learning The difference between AI dabblers, operators, builders, and architects How AI and stronger systems can reduce owner dependency and increase transferable business value And more!   Resources: Get your free personalized report at www.scaletosell.com/value Unlock your business's potential with our free Scale to Sell self-assessment Book your free discovery call with us today!    Connect with Our Team:    Website: Scale to Sell info@scaletosell.com  LinkedIn: Scale to Sell Facebook: Scale to Sell YouTube: Scale to Sell Instagram: Scale to Sell   Connect with Adam Burton and Steve Burton:   LinkedIn: Adam Burton  LinkedIn: Steve Burton

  5. Jun 18 ·  Video

    065: Revenue vs. Enterprise Value: The Shift that Changes Your Business (and Exit)

    Episode Summary What if your business isn't worth what you think it is? In this episode, Adam and Steve Burton discuss a mistake they see business owners make all the time: confusing revenue with value. Using a real client story, they walk through what happened when a business owner believed her company was worth $9 million, only to discover its actual value was far lower because the business depended too heavily on her. Adam and Steve discuss: Why revenue and enterprise value are two very different numbers How owner dependency can limit growth, freedom, and exit options The role systems, leadership, and recurring revenue play in business value Why two businesses with similar revenue can have very different valuations How building for value today can create more flexibility and opportunity in the future And more! Resources: Get your free personalized report at www.scaletosell.com/value Unlock your business's potential with our free Scale to Sell self-assessment Book your free discovery call with us today!    Connect with Our Team:    Website: Scale to Sell info@scaletosell.com  LinkedIn: Scale to Sell Facebook: Scale to Sell YouTube: Scale to Sell Instagram: Scale to Sell   Connect with Adam Burton and Steve Burton:   LinkedIn: Adam Burton  LinkedIn: Steve Burton

  6. Jun 4 ·  Video

    064: Trends in Business Growth and Exit

    Episode Summary Adam and Steve Burton just returned from one of the biggest exit planning conferences in the country, and one concept came up over and over again: most business owners are building businesses that still depend entirely on them.  In this episode, Adam and Steve discuss what truly drives a business's value beyond just increasing revenue. They explain the idea of reaching a "freedom point," when the business no longer depends entirely on the owner, and how the right systems, leadership, and planning can help create more flexibility, stronger growth, and better long-term options. Adam and Steve discuss:   Why growing revenue does not always increase the value of your business The "freedom point" concept and how to know when work becomes optional How do personal planning, business planning, and financial planning all work together Why so many owners regret selling their business, even after getting paid Generational differences in how owners approach growth, money, and work-life balance  And more!   Resources: Get your free personalized report at www.scaletosell.com/value Unlock your business's potential with our free Scale to Sell self-assessment Book your free discovery call with us today!    Connect with Our Team:    Website: Scale to Sell info@scaletosell.com  LinkedIn: Scale to Sell Facebook: Scale to Sell YouTube: Scale to Sell Instagram: Scale to Sell   Connect with Adam Burton and Steve Burton:   LinkedIn: Adam Burton  LinkedIn: Steve Burton

  7. May 21

    063 - The Power of Multiple Offers: Why You Should Never Accept and Unsolicited Offer and How to Sell with No Regrets

    What happens when a business owner gets an unsolicited offer and assumes it's the best deal they'll ever see?   In this episode, Adam Burton sits down with M&A expert Scott Bushkie, the Managing Partner and Founder of Cornerstone Business Services, to unpack why that mindset can cost owners millions, and how the right exit strategy can create freedom, peace of mind, and a future without regret. Scott shares why most owners wait too long to plan their exit, the dangers of negotiating one-on-one with buyers, and how creating multiple offers can dramatically increase both value and leverage. The conversation explores the identity challenges many entrepreneurs face after a sale, and why understanding your "lifestyle number" matters just as much as understanding your valuation.    Adam and Scott discuss:    Why unsolicited offers often leave business owners with less value and more risk How multiple offers create leverage, urgency, and stronger deal terms The key drivers that make a business more attractive and transferable Why exit planning is really just smart business planning And more!    Resources: Get your free personalized report at www.scaletosell.com/value Unlock your business's potential with our free Scale to Sell self-assessment Book your free discovery call with us today!    Connect with Our Team:    Website: Scale to Sell info@scaletosell.com  LinkedIn: Scale to Sell Facebook: Scale to Sell YouTube: Scale to Sell Instagram: Scale to Sell   Connect with Adam Burton and Steve Burton:   LinkedIn: Adam Burton  LinkedIn: Steve Burton   Connect with Scott Bushkie:    Website: Cornerstone Business Services LinkedIn: Scott Bushkie    About our Guest:    Scott Bushkie is the founder and managing partner of Cornerstone Business Services, a nationally recognized mergers and acquisitions firm specializing in lower middle market and family-owned businesses. With nearly three decades of experience, Scott has helped hundreds of business owners navigate the complexities of selling their companies while maximizing value and protecting their legacy. He is also the author of Finish Strong: Sell Your Business on Your Terms.

  8. May 7

    062- Passing the Torch: How to Successfully Transition a Business to the Next Generation

    Many business owners dream of passing their company down to their children. How do you prepare both the business and the next generation so the transition actually works? In this episode, Adam and Steve Burton unpack why so many family business transitions fail, and what it actually takes to pass the torch successfully without putting your legacy at risk. From unclear succession plans and family dynamics to leadership readiness and founder reluctance, they explore the most common reasons these transitions break down and how business owners can avoid them. Adam and Steve discuss: Why only about 30% of businesses successfully transition to the next generation, and what that means for your exit plan How assumptions, lack of preparation, and unclear roles quietly derail even the most well-intentioned transitions The critical steps founders must take early, including separating ownership from leadership and defining a clear timeline What the next generation must do to earn trust, build credibility, and lead in their own way while honoring the company's foundation Why family dynamics, employee confidence, and leadership structure all play a major role in a successful handoff How intentional planning can help protect both your legacy and the long-term value of your business And more! Resources: Get your free personalized report at www.scaletosell.com/value Unlock your business's potential with our free Scale to Sell self-assessment Book your free discovery call with us today!    Connect with Our Team:    Website: Scale to Sell info@scaletosell.com  LinkedIn: Scale to Sell Facebook: Scale to Sell YouTube: Scale to Sell Instagram: Scale to Sell   Connect with Adam Burton and Steve Burton:   LinkedIn: Adam Burton  LinkedIn: Steve Burton

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Ratings & Reviews

4.7
out of 5
3 Ratings

About

The Business Owner's Podcast to Grow and Exit Your Business. We share with entrepreneurs like you the tactical and practical things to scale your business and create an exit strategy that maintains your lifestyle and fits your retirement income plan.

Information

  • Creator
    Steve Burton and Adam Burton
  • Years Active
    2024 - 2026
  • Episodes
    71
  • Rating
    Clean
  • Copyright
    © 2023-2026
  • Show Website
    Scale to Sell