Independence by Design™

Ryan Tansom
  • 4.9 (38)
  • ENTREPRENEURSHIP

Independence by Design™ is a framework to help owner-operators get out of the weeds and lead from the boardroom. I built it because I lived this trap. In 2009, I joined my dad in our $21M family business. We turned it around and sold it for eight figures in 2014 — enough to pay off debt, cover taxes, let my dad retire, and leave me with a chunk of cash at 27. But the sale gutted our team, systems, and identity. It looked like a win, but it didn’t feel like freedom. I bawled in the driveway. After 450+ interviews, thousands of owners, and multiple ventures, I saw the real issue: we didn’t know the difference between being owners and operators. Our goals weren’t aligned. And we had no framework to guide us. That’s why I built iBD — to help owners avoid regret, reclaim their time, grow real equity value, and build a business that gives them freedom — whether they stay, scale, or sell. This show is the one I wish I had.

  1. 9H AGO

    #479: John Abrams | When the Business Works but the Owner Doesn’t

    John Abrams is a founder who didn’t set out to build an employee-owned company—he redesigned ownership after realizing the traditional model no longer matched how he wanted to lead or live. John and I talk about what happens when owners realize they’ve built a business that depends too much on them—and how that dependence quietly shapes behavior, trust, and decision-making. We don’t treat employee ownership as a solution in search of a problem, but as one response to a deeper realization: ownership structure determines where responsibility actually lives. This episode is about design—how power, decision rights, and accountability are distributed once an owner no longer wants to be the center of everything. It’s not about being altruistic or giving control away. It’s about building a business that reflects how you want to lead and live, without pretending the tradeoffs are clean or easy. John Abrams is the co-founder of South Mountain Company, a building firm he started in 1973 and spent 50 years growing into one of the highest-scoring B Corps in the world. After decades as the central owner, John transitioned the company into a worker cooperative and fully stepped away in 2022, believing the business was ready to grow beyond the limits of his leadership. He is the author of Companies We Keep and From Founder to Future, and now works with owners navigating succession, governance, and employee ownership. The 10 takeaways: Not inspirational. Not philosophical. Just true. Many ownership problems don’t show up as crises—they show up as quiet dissatisfaction. Being central to everything feels important until it starts to feel constraining. Owners often mistake being needed for being effective. The way ownership is structured determines how people behave, not what’s written on the wall. Trust without clear decision rights creates confusion, not empowerment. Letting go isn’t about generosity—it’s about changing where responsibility lives. Shared ownership only works when authority and accountability are explicit. Owners shape culture more by structure than by intention. Employee ownership is a design choice, not a moral one. The real work of ownership is deciding what should depend on you—and what shouldn’t. Chapters: (00:00:00) John's journey founding South Mountain Company in 1973 (00:04:09) Converting to worker cooperative in 1986, facing fears (00:09:41) Landscape of cooperatives: consumer, worker, and purchasing types (00:13:08) ESOP conundrum and advantages of worker cooperative model (00:27:00) Three million businesses facing ownership transition over twenty years (00:34:10) Why ownership transitions should happen earlier in career (00:40:31) Valuation mechanics and finding the affordable sweet spot (00:52:05) Building ownership culture through kindness and straight talk (01:04:03) Leadership development and preparing for retirement transition (01:08:18) Psychology of letting go: overcoming ego and identity fusion (01:14:03) Economic mechanics: dividends versus equity in worker cooperatives (01:21:22) Meeting facilitation and consensus decision making in ownership culture Resources: John Abrams: https://abramsangel.com What the F Happened in 1971: https://wtfhappenedin1971.com From Founder to Future: A Business Roadmap to Impact, Longevity, and Employee Ownership by John Abrams - Chapters (00:00:00) - Independence by Design: From Founder to Future(00:01:17) - Facebook Connections: The Small Giants(00:02:13) - The Story of South Mountain Cooperative(00:06:42) - Exploring the Value of Employee Coops(00:08:38) - On the Co-op Model(00:09:15) - Employee Stock Ownership Plan and Co-op: The Options(00:13:42) - The ESOP Conundrum(00:17:36) - Does an ESOP Change a Company's Culture?(00:19:18) - What is a Workers Co-op?(00:24:01) - Marquee Thoughts on the Middle Market(00:25:51) - Trump and the Fight for Workers(00:27:26) - Private Equity for Small Businesses(00:29:20) - Ryan Munroe on The Retirement Problem(00:36:43) - President Obama on the Company's(00:37:19) - The 3-Step Selloff(00:44:42) - The Case for a Worker Coop(00:48:02) - What Does a Culture Look Like?(00:55:08) - Ownership Structure and Quantitative Analysis(01:00:26) - In the Elevator With Bo Jackson(01:07:34) - Letting Go of the Past(01:12:55) - Is it similar to an ESOP or like(01:14:28) - ESOP vs. Workers Co-op: What's The Difference(01:17:15) - The Ownership Decision Tree

    1h 23m

  2. JAN 29

    #478: Q1 2026 Economic & M&A Update

    Part 1: The Economic Backdrop (Alan Beaulieu & Kim Clark) Alan, Kim, and I unpack why political pressure on the Federal Reserve isn’t a headline issue — it’s a business planning issue. When monetary policy becomes reactive rather than methodical, uncertainty creeps into borrowing, hiring, investing, and ultimately into whether owners freeze or move forward. This part of the conversation is about why stability matters more than perfection. Even in a flawed system, predictable rules allow owners to plan, adapt, and stay solvent. The real danger isn’t inflation alone — it’s volatility, whiplash, and decision paralysis driven by short-term political incentives. Part 2: What It Means for Valuations & Deals (Kyle McCulloch) Kyle walks through bizval’s Q1 2026 M&A Report and what’s actually happening in the market — how valuations are being set, how deals are being financed, and why many owners misunderstand both. We talk about why multiples are a blunt instrument, why discounted cash flow is the real anchor, and how shifts in debt markets are quietly changing cash-at-close outcomes. This conversation matters because owners are capital allocators, whether they realize it or not. Cash sitting still is melting. Debt is more expensive. Buyers are structured differently. The owners who win the next five years won’t be the ones guessing — they’ll be the ones who understand how risk, cash flow, and valuation actually work together. Top 10 Takeaways From Alan & Kim (Macro & Stability) Political control of monetary policy replaces long-term thinking with short-term chaos. Uncertainty, not recession, is the real enemy of business planning. Volatile interest rates make capital decisions nearly impossible to time intelligently. Agility matters more than company size when conditions shift quickly. Even a flawed system needs stability to avoid economic whiplash. From Kyle (Valuation & M&A Reality) Multiples start negotiations, but cash flow risk determines real value. Discounted cash flow exposes risks that market comps completely ignore. Bank financing is retreating — private credit is filling the gap at a cost. Cash at closing should equal DCF, or the seller is still carrying risk. Reinvesting capital above your cost of capital is the only way to beat debasement. Kim Clark is a sales and marketing strategist who helped scale ITR Economics from a founder-led advisory firm to a professionally managed company that exited at eight figures. As head of sales and marketing, she built the firm’s first CRM, content strategy, and inbound engine—moving the company from personality-based selling to a system built on data, automation, and strategic execution. Today, she works with business owners to build marketing engines that align with their strategy, team, and long-term cash flow goals—so they can grow without chaos and delegate without losing visibility. Her frameworks are directly aligned with the "Maximize Growth" track inside the Build a Valuable Business module of the iBD™ Magic Model.    Alan Beaulieu is a globally recognized economist and former President of ITR Economics, a firm with 94.7% forecasting accuracy over 80 years. For more than three decades, Alan has guided executives worldwide through all economic cycles, providing clear, actionable insights on markets, strategy, and investment. A respected speaker, author, and advisor, his data-driven approach helps companies anticipate change, protect value, and maximize profitability. Kyle McCulloch brings a rare combination of global macro risk analysis, cyber strategy, and operational grit. From trading floors to turnaround jobs in small businesses, Kyle has built a toolkit that allows him to connect the dots between world... Chapters (00:00:00) - Independence by Design(00:01:38) - Unbridled: The Economy's Danger(00:02:31) - President Trump rips the Federal Reserve Board(00:04:52) - Alan Greenspan on the Debt Doom Loop(00:11:32) - The Political Pressure on the Fed(00:17:40) - Uncertainty is the Enemy of Business Planning(00:22:19) - Who Controls the Money?(00:23:19) - The Taxation Debate(00:26:57) - Large Companies vs Small Businesses: The Business Cycle(00:33:44) - Selling Your Business Before The Depression(00:37:44) - WSJD: The Report on Cybersecurity(00:40:03) - Cyber Risk and Valuing Assets(00:44:52) - Exploring Discounted Cash Flow Valuations(00:47:22) - Reacting to the Report's Valuations(00:48:53) - Valuation Value: The Discounted Cash Flow(00:53:01) - The Report: Capital Allocation, Legal Framework and Policy(00:55:27) - Trump on Dry Powder and His Fear(01:01:03) - M&A activity in 2017(01:02:10) - A sneak peek at the Report(01:03:42) - Antitrust scrutiny on Tech and Healthcare(01:06:58) - Where's the Deal Activity?(01:08:03) - Deals and Financing trends(01:09:13) - Banks retreat from mid-market lending(01:11:28) - Private Equity and the Fix to the Real Estate Market(01:13:12) - Private Equity in the Mid-Market(01:14:56) - Deals in 2020: What's Surprising?(01:16:20) - Inflation vs Asset Price Inflation(01:24:14) - Macroeconomic Analysis of Stock Valuations(01:26:51) - Capital allocation, value(01:31:14) - Discounted Cash Flow and Return on Investment(01:34:04) - Should You Invest in the Business or Get a Return?(01:37:29) - M&A Report: Why It All Matters(01:40:44) - The 10-year Treasury yield(01:41:48) - Bank of Japan, Hedge Funds in the Cayman Islands(01:51:18) - DCF Value: The UK Report

    1h 53m

  3. JAN 22

    #477: William “Bill” Cowan | Buying a Business Is Easy. Living With It Is Hard.

    This conversation with Bill Cowan is a full arc—from career operator to business owner to successful exit to peer group chair—and it surfaces the real lessons most owners only learn the hard way. Bill shares what it was like to spend six years searching for the right business, why anxiety pushed him into compromises he wouldn’t make again, and how owning a company fundamentally changed how he thinks about leadership, risk, and decision-making. We unpack why passion for the work itself matters more than spreadsheets alone, why building for exit from day one sharpens every decision, and how clarity beats perfection every time. We also go deep into the mechanics most owners never see: buyer psychology, deal structures, seller financing, earn-outs, trust-based transactions, and how real exits actually get done in the lower middle market. This isn’t theory—it’s lived experience, with the scars and wisdom to prove it. William “Bill” Cowan is a Vistage Chair and former business owner with a diverse career spanning veterinary medicine, medical devices, higher education leadership, and entrepreneurship. After buying, growing, and successfully exiting an organic lawn care business, Bill now works closely with owner-operators as a peer group facilitator, bringing rare empathy and practical insight shaped by firsthand ownership experience. Top 10 Takeaways Anxiety can create urgency, but it can also cloud judgment and push owners into compromises they later regret. You should enjoy the work of the business itself, not just the idea of ownership or the eventual exit. Building for exit from day one creates better decisions, stronger teams, and a more valuable company. Passion is not optional—it directly impacts stress, energy, leadership effectiveness, and longevity. A timely imperfect decision is often better than a perfect decision made too late. Understanding how buyers think changes how you run the business long before you ever sell. Documented processes, owner independence, and a capable team are core value drivers—not “nice to haves.” Most lower-middle-market exits require creative deal structures, trust, and flexibility—not just cash. Owner experience creates empathy that cannot be learned any other way. Tenacity matters more than getting every decision “right”—you influence outcomes more than you think. Chapters: (00:00) Introduction to Bill Cowan and his business ownership (02:43) Career path from veterinarian to medical devices to education leadership (07:40) Six-year search for right business reveals complexity of buying (16:00) Compromising on B2C instead of B2B despite original acquisition criteria (27:00) Growing business threefold while intentionally restraining further growth (36:00) Critical lesson learned: passion for actual work matters more than expected (42:00) Building for exit from day one shaped every business decision (49:00) Exit structure required trust-based deal with performance-based terms (57:28) Transition to Vistage Chair applies hard-earned ownership experience (01:05:00) Making timely imperfect decisions beats perfect decisions made late Resources: William Cowan LinkedIn: https://www.linkedin.com/in/williamcowan-dvm/ Ryan Tansom Website https://ryantansom.com/ Chapters (00:00:00) - Independence by Design: Bill Cowan(00:01:31) - Bill Maher on His Entire Story(00:02:40) - Good Bosses: Experience in Medical Device(00:07:42) - Buy a Business or Run a Business?(00:09:46) - Bill Ackman on Why I Left Brown(00:15:48) - How to Salvage Your Career From An Anxiety(00:20:05) - Private Equity Investor: The Decision to Buy a Business(00:22:23) - Buying Biolon: Business to Consumer(00:24:36) - The Biolon Sale(00:26:28) - Billy Boyd on Buying Biolon(00:32:45) - Owning a Veterinarian's Business(00:34:56) - Expert: The B2B vs. B2C transition(00:39:12) - Having Bought a Business, What Did I Learn From It?(00:42:12) - Walmart CEO on Compensation(00:46:05) - Biolon's Offer to Sell to a Large Corporate Chain(00:47:36) - In the Elevator With ESOPs(00:48:12) - SBA Explains Selling the Horticultural Business(00:48:55) - The Minnesota Horticulture Sale(00:51:47) - In the Elevator With an SBA Loan(00:54:59) - Teaching vs. Owning a Business(01:01:45) - Deciding When to Do Something or Not to Do Anything(01:04:52) - Top Executives: A Year in the Life(01:11:06) - A Taste of the Vistage

    1h 14m

  4. JAN 15

    #476: Tom Shipley | Why Most Owners Get Stuck at $1–$2M EBITDA (and How to Break Through)

    This conversation with Tom Shipley goes far beyond “growth” or “M&A tactics.” It’s about understanding the real game of ownership — how value is actually created, how capital really works, and why most owners unknowingly trap themselves by optimizing the wrong things.  We start by reframing business as a finite game of time, energy, and capital. Tom shares how his background in Special Forces shaped his approach to leadership, resourcefulness, and decision-making — and how those principles carried into building, acquiring, and ultimately selling businesses.  From there, we go deep into the mechanics most owners never truly understand: valuation, EBITDA vs. cash flow, multiple expansion, acquisition strategy, and deal structure. Tom breaks down how value is created before the exit, why fundamentals matter more than hype, and how acquisitions can create real wealth — or destroy it — depending on how they’re done.  We end with one of the most important insights in the episode: the “valley of despair” facing owners with $1–$2M EBITDA, and Tom’s merge-to-exit model designed to help founders escape it by building scale, optionality, and alignment before they sell.  Tom Shipley is a serial entrepreneur and M&A expert with 20+ years scaling brands to $2B+ in sales via D2C, Amazon, and retail giants like Costco and Ulta. A "lone soldier" in Israel's elite IDF Unit 669, he bootstrapped Atlantic Coast Brands to $100M (exited 2021), raised $100M for Foundry (e-com aggregator), and founded AVA Acquisitions for digital agencies. Now, via Deal Boardroom and bi-annual DealCon Summit, he empowers founders to acquire, scale, and exit—often with $0 down. Host of Deal Playbook podcast, Shipley splits time between Austin and Tel Aviv, mentoring hyper-growth via Shipley Capital.  Top 10 Takeaways  Ownership is a finite game — time, energy, and capital are limited, so priorities must be chosen deliberately.  Great leaders optimize for resourcefulness, not resources, especially when conditions get constrained.  EBITDA and cash flow serve different purposes: cash is survival, EBITDA is valuation.  Revenue growth without fundamentals often destroys value instead of creating it.  Valuation is ultimately about confidence in future cash flows, not past performance.  Multiple expansion is one of the most powerful — and misunderstood — wealth creation tools in business.  Acquisitions create value only when they are strategically complementary, not just additive.  Poor integration turns acquisitions into “Frankenstein” businesses that collapse under complexity.  Most $1–$2M EBITDA owners are stuck in a no-man’s land where selling doesn’t deliver real freedom.  Merging before exiting can dramatically increase the probability, multiple, and outcome of a successful sale.    Chapters:   (00:00) Introduction of Tom Shipley and discussion of acquisition strategies  (02:37) Finite resources require prioritizing impact, adventure, and resourcefulness  (07:10) Writing your own epic novel with five-year chapters  (09:40) Buying businesses without cash using creative deal structures  (12:16) Special Forces lessons on resourcefulness, tenacity, and team leadership  (21:30) Valuation fundamentals and confidence in future cash flows  (35:00) Multiple expansion and compounding value through strategic acquisitions  (43:32) Strategic fit and avoiding Frankenstein rollups in acquisitions  (55:13) Integration work upfront generates cash flow versus Frankenstein EBITDA  (58:36) Where to find Tom Shipley and information on Dealcon    Resources:  Tom Shipley LinkedIn: ... Chapters (00:00:00) - Independence by Design: Value of Acquisitions(00:02:03) - Tim Ferriss on Value and Time(00:06:12) - In the Elevator With Tom Cruise(00:09:40) - How to Buy a Growing Business(00:11:45) - Tom Clancy on His First 18 Year Journey(00:13:16) - Leaders: Next Chapter(00:17:12) - Steve Jobs on Valuation and His Own Experience(00:23:16) - What Do You Look At In Due Dilution?(00:24:15) - When I'm trying to sell my business,(00:26:44) - Brad Buster(00:31:26) - On The Cost of Capital(00:34:50) - Adjusted EBITDA vs Cash Flow(00:35:57) - Multiple Expansion(00:37:52) - Acquisitions and the Value of Your Business(00:40:42) - Jeff Bezos: The End of Building a Good Business(00:43:12) - Acquisitions Made With a Long Term View(00:49:01) - Have We Got The Right Strategy for the Future?(00:51:20) - How to Buy a Successful Business with a Long Term View(00:56:09) - The Value of Multiple Acquisitions(00:57:03) - Employee Stock Ownership Plans(00:58:33) - Dealcon 2012

    1 hr

  5. JAN 8

    #475: Matt Paulson | $50M & 20 Employees; Designing a Business You Never Want to Sell

    Matt is the founder of MarketBeat, a financial media company he’s built quietly over 19 years into a ~$50M/year business with around 20 employees — and what makes this episode special isn’t just the scale, it’s how he’s designed the business and his life around it. We talked about focus, attention, hiring, valuation discipline, resisting hype cycles, and why keeping the business can often be the most profitable move an owner can make.  We also unpacked the realities most people never see: what it actually takes to build leverage without blowing up the mothership, how to think clearly about valuation and selling, how AI really fits into the future of work, and what happens after you cross financial independence. This episode is about designing ownership — not chasing exits, headlines, or noise.  Matt Paulson is the founder of MarketBeat, a financial media company he’s grown over 19 years into a ~$50M annual business. He also runs Homegrown Capital, a Midwest-focused venture firm with ~$40M under management. Known for his disciplined approach to growth, valuation, and hiring, Matt focuses on building durable businesses, developing high-caliber teams, and designing work around a meaningful life beyond the balance sheet.  Top 10 Takeaways  Focus works when the owner owns the few things they are uniquely great at and delegates everything else.  Over-optimizing a healthy business often does more damage than thoughtful restraint.  The best businesses allow safe experimentation without risking the core cash-flow engine.  Most owners misunderstand valuation because they confuse effort, emotion, and market reality.  Selling a business is often driven by burnout, not strategy — and that distinction matters.  Financial freedom changes decision-making more than most people expect.  AI will reward operators who understand fundamentals, not replace them.  Strong teams are built by upgrading competence only when the business is ready for it.  The most valuable skills in the future are the ones that can’t be automated.  The “good old days” aren’t behind you — they’re happening right now if you’ve designed the margins to see them.    Chapters:   (00:00) Matt Paulson and his unexpected consulting success   (08:34) Managing attention, avoiding distractions, and setting boundaries with community involvement  (11:31) Overcoming FOMO and learning to say no to opportunities  (14:59) Delegating what you don't want to do and building systems  (19:58) Hiring great people and making MarketBeat a premier employer brand  (26:07) Homegrown Capital's venture investment thesis and evaluating startups  (37:41) Why Matt turned down acquisition offers and chose to keep MarketBeat  (40:24) Managing wealth, teaching kids about money, and charitable giving  (54:11) Being authentic versus content creation and avoiding labels in business  (59:10) Setting goals, living in the present, and thinking about succession planning  (1:08:14) Email marketing expertise and managing six million subscribers at scale    Resources:  https://www.marketbeat.com/  Matt Paulson LinkedIn: https://www.linkedin.com/in/matthewpaulson/  Ryan Tansom Website https://ryantansom.com/    Chapters (00:00:00) - Independence by Design(00:01:34) - How I Made Six Figures on My X-Feed(00:02:56) - PODCAST: Sharon on Starting a Media Business(00:04:46) - Bob O'Donnell on His Focus at 40(00:07:22) - Staying Focused on MarketBeat(00:09:27) - Meeting the Tradeoff Between Attention and Time(00:14:15) - Exercising Flexibility on the Business(00:17:23) - In the Elevator: Hiring a Team(00:19:03) - Marketing at MarketBeat: The Right People(00:22:25) - Have You Had Any Partners Leave MarketBeat?(00:23:59) - Real Estate and VC Valuations(00:26:39) - What's the Investment Value of Homegrown Companies?(00:28:11) - How To Pick The Right Tech Company(00:29:46) - Will AI Disrupt The World?(00:33:04) - Are You Seeing This In Your Pitches?(00:35:32) - Beat: I Didn't Sell My Business(00:40:06) - How to Teach Money to Your Child(00:43:43) - Matt Maher on Donor's Money(00:45:45) - Does a Christian Businessman Need a Board?(00:51:20) - Matt Walsh on the Need for Labels(00:56:04) - Want to Win Next Year? Here's Your List(00:58:36) - Letting Go of the Operations(01:00:56) - Does My Estate Need an ESOP?(01:03:30) - How to Reach 6 Million Subscribers in 2020(01:05:16) - How Many Companies Have an Email List as Big as Yahoo Finance's(01:07:35) - Markbeat: Building Relationships With Subscribers(01:08:31) - Interviewing With AI

    1h 10m

  6. JAN 1

    #474: Luke Maupin | How to Flip the Power Dynamic with Your Commercial Bank

    Most owner-operators have a complicated relationship with their bank — part dependence, part frustration, and very little transparency. I’ve lived that reality myself, and I know how powerless it can feel when decisions are made “behind the curtain.”  In this episode, I sat down with my longtime friend and commercial banker, Luke Maupin, to pull that curtain back. We walk through how banks actually make money, how credit decisions really get made, why some owners get easy access to capital while others get boxed in, and how much of this comes down to planning, storytelling, and preparation — not luck.  This conversation is about flipping the power dynamic. When owners understand the banking business model, bring a clear financial narrative, and know which questions to ask, banks stop being adversaries and start becoming tools. The goal isn’t cheaper money — it’s optionality, confidence, and control over your future.    Luke Maupin is a commercial banker with nearly two decades of experience across large national banks and community institutions. Known for advocating for owner-operators inside the banking system, Luke specializes in credit strategy, growth financing, and helping businesses align capital structures with long-term plans. He brings uncommon transparency to how banks operate and how owners can navigate lending relationships with confidence.  Top 10 Takeaways  Banks are businesses first, and their balance sheet health directly impacts your access to capital.  Most lending decisions are driven by risk allocation and capital reserves, not personal relationships.  A banker’s real job is to be a storyteller for your business inside the credit department.  Owners should ask the same hard questions of their bank that banks ask of them.  Deposit composition, portfolio concentration, and liquidity matter more than headline interest rates.  A three-statement financial forecast is the strongest leverage an owner can bring into a banking relationship.  Covenants, not rates, are usually what restrict owner freedom the most.  Personal guarantees are negotiable, especially when tied to clear performance milestones.  The right debt structure depends on timing, cash conversion, and growth visibility — not rules of thumb.  Owners who can clearly show when effort turns into cash regain control of financing conversations.    Chapters:   (00:00) Introduction, Luke Maupin - from touring musician to commercial banker  (05:50) Banking transparency: asking banks the same questions they ask you  (14:38) How banks operate: deposits, liquidity, and the business model  (37:30) How banks make money: lending margins, fees, and treasury management  (44:34) Business banking versus middle market: understanding customer segmentation  (56:00) Cash flow mastery and why three statement projections matter  (1:00:17) Credit approval process: understanding who makes the final decision  (1:19:41) Covenants and distributions: negotiating terms that don't strangle growth  (1:33:18) Personal guarantees: strategies for negotiating and eliminating recourse debt    Resources:  Lucas Maupin LinkedIn: https://www.linkedin.com/in/lucas-maupin-0501b428/  Ryan Tansom Website https://ryantansom.com/ Chapters (00:00:00) - The Best Way To Flip The Power Dynamic With Your Commercial Bank(00:01:47) - Luke Map on Why He's on the Podcast(00:04:44) - Bradley on Owning a Bank(00:08:55) - Banking Still a Business(00:10:10) - Does Basel III Impact Community Banks?(00:12:03) - Capital allocation and risk assessment(00:14:29) - How Do Banks Make Money?(00:16:45) - Business Talk: Cost of Funds(00:17:23) - Deposit vs Lending Ratio(00:23:22) - Is Loan Demand More Than Deposit Demand?(00:23:59) - Banks: Where Does the Money Come From?(00:27:35) - The First Measure of a Bank's Aggressive Lending(00:36:41) - How the Banks Make Money(00:37:51) - TREASURE Management: Can a Bank Be a Software Company(00:44:19) - Business Banking vs. Commercial Banking: What's the Difference?(00:47:09) - Financial Services Partner Stories(00:51:56) - Bradley: On Debt Financing(00:55:43) - How Many Business Owners Have a 3-Step Cash Flow Forecast(00:59:58) - Who's Actually Making the Credit Decision?(01:01:53) - Bradley: On the Bank Experience(01:09:43) - Basic Advance Rates and Marginal Lending(01:12:12) - Banking Executive: Cash Flow Forecast(01:17:02) - When Shopping for a Bank Covenants(01:22:02) - Pre- and Post-Distribution Covenants(01:24:46) - Do You Need a Bank to Financially Support an Acquisition?(01:26:43) - Risk of Leverage in Companies(01:28:38) - Bradley: Leverage and Cash Flow(01:32:54) - Private Debt Structures, Leverage(01:38:27) - Personal Guarantees--Challenging Your Bank(01:41:59) - Private Equity Money: Leveraged Bank Financing

    1h 47m

  7. 12/25/2025

    #473: John Bartlett | What Selling a Business Really Looks Like

    Most owners don’t wake up wanting to sell their business. They wake up tired, overloaded, and unsure how much longer they can keep doing everything themselves. In this conversation, John Bartlett and I start by unpacking that reality — the moment when success on paper doesn’t feel like freedom, and selling starts to feel like the only option.  From there, we zoom out and talk about what’s really going on beneath the surface: phantom wealth, misunderstood cash flow, and why many owners don’t actually see the full set of options available to them. We talk about how value is created, what actually drives multiples, and why clarity around cash flow and owner dependency changes everything.  Only after that foundation is set do we walk through the real process of selling a company — what actually happens when you go to market, how deals are structured, how long it takes, where owners get surprised, and why the headline price is often the least important part of the transaction. This episode is about helping you see the whole landscape clearly — so whether you build, transition, or sell, you’re making an intentional decision instead of reacting out of exhaustion.    John Bartlett is the founder of Brentwood Growth, where he helps owner-operators navigate valuation, growth, and M&A decisions with clarity and realism. A former serial entrepreneur, John grew and sold multiple businesses before becoming an advisor to lower middle-market owners. His work focuses on turning companies into durable assets—whether that means scaling, de-risking, or exiting on aligned terms.  Top 10 Takeaways   Most owners don’t want to sell their business — they want relief from carrying everything themselves.  Phantom wealth is common: businesses look valuable on paper but don’t produce real freedom or liquidity.  Enterprise value is driven by adjusted EBITDA and the confidence buyers have in future cash flow.  Owner dependency is one of the biggest value killers, even in otherwise strong businesses.  Selling is not a moment — it’s a long, demanding process that reshapes the owner’s life for months or years.  Deal structure (taxes, earn-outs, rollover equity, timing) often matters more than the headline price.  Most owners dramatically underestimate how long a real M&A process takes and how consuming it is.  Buyers pay for predictability, not potential, and confidence in cash flow determines the multiple.  Owners who wait until burnout have fewer options and less leverage than they realize.  The best outcomes happen when owners understand their options early and choose intentionally, not reactively.  Chapters:   (00:00) Making a meaningful difference in business owners' lives and transitions  (06:08) Three categories of sellers: burned out, transitioning, and scaling  (10:40) Life as jigsaw puzzle: balancing financial and lifestyle goals  (25:45) What owners really want is work-life balance and control  (36:10) Valuation process: determining current worth and future potential value  (46:10) Valuation fundamentals: adjusted EBITDA and multiple determine enterprise value  (01:01:40) Complete M&A process timeline from teaser to final offers  (01:10:10) Marathon hydration analogy: plan your exit before you're exhausted  (01:14:00) Quality of earnings: the detailed due diligence cavity search  (01:26:20) Critical difference between gross sale proceeds and after-tax reality  (01:28:33) Lock business down within twelve months of planned sale    Resources:  John Bartlett LinkedIn: https://www.linkedin.com/in/johnl... Chapters (00:00:00) - Independence by Design: Selling Your Company(00:01:55) - Why Business Owners Should Sell Their Companies(00:05:59) - Owners in Their 60s, 70s Should They Sell the(00:12:41) - Ownership: The 7 Levels of Growth(00:20:24) - Jack Stack on Ownership at 82(00:22:26) - Ownership vs Operator: The Problem(00:24:48) - Owner Operator Bifurcation(00:32:05) - Steve Ballentine on the Value of the Business(00:35:35) - Exploring the Value of the Business(00:43:30) - How to Win with a Size Client(00:43:49) - Private Equity Brokers: Enterprise Value of Companies(00:45:05) - Exploring the Multiple of a Private Business(00:50:43) - Adjusted EBITDA Multiple(00:57:55) - How To Find a Buyer for Your Startup(01:02:32) - Have You Validated Any Offer?(01:05:26) - Part 6: Hydration(01:11:09) - The Offer for the Business(01:15:01) - Do Over 80% of Deals Get Sold?(01:17:55) - Does an Earnout Make a Bonus?(01:27:02) - Should You Do a Significant Deal?

    1h 29m

  8. 12/18/2025

    #472: Ryan Tansom | The Only Financial Model You Will Ever Need

    Most owners make decisions in the dark. Sales over here, payroll over there, cash flow somewhere in the background — and no clear way to see how it all fits together. Watch on YouTube In this episode, I break down the 5-year, three-statement model I use with clients to finally show how revenue, margins, OpEx, working capital, cash flow, and valuation all connect. It's the system that turns guessing into clarity, scattered decisions into strategy, and helps you design a business that aligns with your goals for time, cash flow, and long-term wealth. When owners finally see the whole picture — how their decisions drive EBITDA, how working capital eats cash, how valuation is created, and how comp and accountability align to their goals — they gain the ability to run the company from the boardroom instead of the weeds. I know what it's like to feel trapped in the grind of running a business. In 2009, I joined my family's $21 million company during a financial crisis, and over five years, we turned it around and sold it for eight figures. While that sale looked like a win on paper, it left me questioning everything. The stress of running the business, the massive tax hit, and the lack of clarity about how our decisions aligned with our goals taught me a powerful lesson: most business owners don't have a framework to make decisions that lead to true freedom. That's why I created the Independence by Design™ Ownership Framework. It's a system to help owner-operators align their business decisions with their goals for time, cash flow, and wealth. Over the last decade, I've been a part of dozens of transactions and worked with thousands of business owners, helping them design businesses that work for their lives—not the other way around. On the podcast, I share strategies and insights I've learned along the way, bringing in top thought leaders like Gino Wickman, Mike Michalowicz, Jack Stack, and Bo Burlingham to provide their perspectives. Whether you're feeling stuck, planning to scale, or preparing for an exit, my goal is to give you the tools and confidence to take back control and build a life you love. This isn't just another business podcast. It's about reclaiming your independence and designing a business that gives you the freedom you deserve. Top 10 Takeaways Your ownership goals must drive the business model — not the other way around. A business is a system — and the three statements show the whole system at once. Valuation is not a mystery — it’s predictable math tied to cash flow. The "valuation gap" determines whether your dreams are mathematically possible. Revenue must be predictable — and that requires a mapped customer journey and measurable funnel. Margins are an operational scorecard — not just accounting output. Working capital is the silent killer — and explains why the bank balance never matches the P&L. The cash flow statement is the bridge between ownership and operations. Comp plans must be tied to the model — aligning the team around revenue, margin, EBITDA, and cash. The model is the owner’s decision engine — allowing them to elevate into the boardroom. Chapters: (00:00) Why ownership goals must drive your business model: time, cash and wealth (04:22) The valuation gap tab: understanding enterprise value and equity value (09:30) Projections: building your five-year revenue and growth assumptions (13:00) Revenue forecasting: line of busi... Chapters (00:00:00) - Independence by Design(00:01:51) - Why Your Own Money Is SO Important(00:09:37) - Out Year Projections(00:17:42) - Adjusted EPS and normalized EBITDA(00:19:09) - The Earnings Statement, Cash Flow Statement(00:26:38) - Distributions and Cash Flow(00:33:44) - The Sales and Marketing Journey(00:38:53) - The 3-Step Process for Operations(00:45:58) - The Business Valuation Model(00:49:20) - The Income Statement Comparison and Budget Comparison(00:51:39) - Exporting the Trial Balance from Cash Flow(00:57:40) - Grow Your Business With a Fear of the Future

    1h 2m
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About

Independence by Design™ is a framework to help owner-operators get out of the weeds and lead from the boardroom. I built it because I lived this trap. In 2009, I joined my dad in our $21M family business. We turned it around and sold it for eight figures in 2014 — enough to pay off debt, cover taxes, let my dad retire, and leave me with a chunk of cash at 27. But the sale gutted our team, systems, and identity. It looked like a win, but it didn’t feel like freedom. I bawled in the driveway. After 450+ interviews, thousands of owners, and multiple ventures, I saw the real issue: we didn’t know the difference between being owners and operators. Our goals weren’t aligned. And we had no framework to guide us. That’s why I built iBD — to help owners avoid regret, reclaim their time, grow real equity value, and build a business that gives them freedom — whether they stay, scale, or sell. This show is the one I wish I had.

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