Built to Sell Radio

John Warrillow
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  • ENTREPRENEURSHIP
  • UPDATED WEEKLY

Built to Sell Radio is a weekly podcast for business owners interested in selling a business. Each week, we ask an entrepreneur who has recently sold a business why they decided to sell their business, what they did right and what mistakes they made through the process of exiting their business. Built to Sell Radio is the ultimate insider's guide to approaching the most important financial transaction of your life.

  1. 4D AGO

    Ep 537 Why this $5M Business Sold for $25M

    When Sharon Gillenwater built Boardroom Insiders, she was doing something nobody else wanted to do: manually researching the personal work styles, business initiatives, and habits of Fortune 500 executives so that enterprise sales teams could finally get a meeting with the C-suite. It was hard, painstaking work — and that was exactly the point.  After more than a decade of bootstrapping, consulting on the side to fund payroll, and raising just $275,000 from three people she knew personally, Sharon sold Boardroom Insiders to London-based public company EuroMoney for $25 million — all cash at close, no earn-out. In this episode, you discover how to build and sell a business where customers love you so much they follow you from company to company.  You'll learn:  Why a cold call from a PE firm offering $48 million was actually the worst thing that could have happened to Sharon — and what she did instead  The one overheard side conversation that changed her negotiation posture entirely and helped her push from a $17–20M offer to $25M  Why Sharon insisted on all cash at close — and why her angel investor told her a lower number in cash beats a higher number with strings attached  What convertible notes look like after a decade — and why her investors converted their notes just six months before the sale  Why Sharon cried on her birthday, the day she was quietly walked out of the company she had spent 13 years building  How she watched the acquirer run Boardroom Insiders into the ground, tried to buy it back — and then decided to rebuild from scratch anyway  The land-and-expand growth strategy that took Boardroom Insiders from zero to $5 million ARR without ever cracking the demand generation problem

    1h 7m

  2. MAR 6

    Ep 536 Mastering the Deal: 3 Types of Sellers, 3 Very Different Deals — Which One Are You?

    Most founders approach a sale with one goal: get the highest price possible. But Mark Ferrer argues that focusing only on price can lead to the wrong deal, the wrong partner, and a painful transition after closing.  In this episode of Built to Sell Radio, John Warrillow talks with Ferrer about what he has learned after moving from founder to buyer, and why every owner needs to know whether they are a transactional, transitional, or transformative seller before they go to market. In this episode, you discover how to identify your seller type before a buyer does it for you.  You'll learn:  Why a transactional founder who insists they just want the money often turns out to be something else entirely — and why getting that wrong poisons the deal  What a buyer learns about you when they ask whether you would sell to your biggest competitor for the same price  Why the multiple is just the starting point, and how cash at closing, seller financing, and rolled equity can swing the real outcome by more than most founders expect  How Mark lost 8 to 14 percent of his own deal proceeds not because of bad faith, but because he did not ask the right questions about his rolled equity  Why pushing for agreement after a sale closes is the fastest way to destroy a partnership — and what to focus on instead  What working capital and normalized earnings actually mean, and why founders who gloss over both almost always regret it  How to clarify the role you want after closing before it becomes the source of tension no one saw coming

    1h 2m

  3. FEB 27

    Ep 535 Inside the Mind of an Acquirer: When Your Buyer Is Risking Their House

    Most business owners assume their buyer will be a private equity group or a strategic acquirer. But if you run a smaller business in a niche category, the person most likely to buy you is an individual — someone who likes what you've built, can see a path to improve it, and is willing to put their own name on the line to finance the deal.  This week on Built to Sell Radio, Joe Soelberg joins the Inside the Mind of an Acquirer series to pull back the curtain on what that kind of buyer actually looks like — and what it means for you as a seller. Listen and you discover how to:  spot the tells of a real buyer versus "capital partners" theater  pressure-test proof of funds without turning it adversarial  use a seller note as a credibility filter, not just a concession  understand why individual buyers consistently misread the cash down, seller note, bank structure and how to use that to your advantage  ask questions that surface risk early, before lawyers get involved

    1h 17m

  4. FEB 20

    Ep 534 Why a "short list" of acquirers may be a trap

    Andrew McConnell built a SaaS company that helped vacation rental managers price homes like airlines using dynamic pricing based on demand. He eventually successfully exited, but not before learning the hard way that building a company and selling one require two entirely different skill sets.  In this episode of Built to Sell Radio, Andrew walks through the pivot that saved his business, why his VC backers stayed on board, and the exact moment he realized that a "short buyer list" is a dangerous trap for founders.  Listen in to discover how to:  Spot the "hidden ceiling" in a business that looks like it's doubling—right up until it isn't.  Move a cap table from a failed bet into a new one without lighting your professional relationships on fire.  Understand liquidation preference in plain English (and why it can erase a founder's take-home pay at exit).  See why a banker's real value isn't just managing the process—it's forcing pressure and widening the field of potential acquirers  Avoid the "I can sell this myself" mindset that often results in a year of free research for buyers and zero leverage for you.

    58 min

  5. FEB 13

    Ep 533 Inside the Mind of an Acquirer: The Anatomy of a Failed Deal

    This episode is part of our Inside the Mind of an Acquirer series, and it unpacks the ETA (Entrepreneurship Through Acquisition) wave now flooding the market.  For business owners, ETA is a double-edged sword. On the upside, more buyers courting you means more choice, more urgency, and more liquidity. On the downside, many ETA buyers are first-timers who lean on heavy leverage and seller financing. If they misread your business or hit a snag they can't handle, the part of the deal you financed can quickly become the part you never collect.

    1 hr

  6. FEB 6

    Ep 532 Is Your Business Worth More Dead or Alive?

    We often think of a "successful exit" as handing over the keys to a perfectly oiled machine—a business that is growing, profitable, and operationally sound.  But what happens when the machine starts to sputter?  What if the margins are too thin, the operations are exhausting, and you are simply burned out?  It is easy to assume that a broken business model means a worthless company. But as this week's guest on Built to Sell Radio proves, sometimes the individual parts are worth more than the whole.  Meet Jason Patel.  Jason built Transitions Education, a college counseling marketplace. On the surface, it looked great: upper six-figure revenue and a noble mission. But under the hood, customer acquisition costs were eating his margins, and he was carrying $250,000 in personal debt to keep it afloat.  He was ready to walk away. He assumed he had zero leverage.  Then, a "Micro Private Equity" firm reached out. They didn't want his headaches. They didn't want his operations. They didn't even want his business model.  They wanted his "parts."  Specifically, they wanted his SEO ranking, his blog traffic, and his 5-star reputation. They realized they could strip away the expensive service delivery and plug his high-performing marketing assets into their own portfolio.  In this episode, Jason breaks down how he structured an asset sale that allowed him to:  Sell the high-value "parts" (marketing assets) without the operational baggage.  Avoid a grueling earn-out (because the buyer didn't need him to run the company).  Pay off his debt and fund his next venture.  If you feel like your business model is grinding you down, this episode will open your eyes to the hidden value sitting on your balance sheet right now.

    57 min

  7. JAN 30

    Ep 531 The #1 M&A Mistake Founders Make with Nick Katz

    acasa helps people run a shared home without the usual friction. It started as a simple way for housemates to track and split rent, bills, and groceries, then added payments and utility setup so households could manage recurring bills in one place.  When Nick Katz tried to sell acasa on his own, the downside wasn't just a slow process. It created a setup where buyers had the leverage: they could keep asking for information, keep "exploring," and never commit to an LOI.

    45 min

  8. JAN 23

    Ep 530 $40M for a Big Fish in a Small Pond

    Nick Telson-Sillett and his co-founder built what you could call "OpenTable for bars and nightclubs" in the UK.  Instead of chasing the US (the move most founders are told to make), they went big fish, small pond: dominate their home market first. That focus helped them build DesignMyNight into a business that sold for more than $40M.  In this episode of Built to Sell Radio, Nick shares what happened, so you discover how to:  Turn one clear customer frustration into a business idea you can explain fast  Choose focus over hype when everyone tells you to chase the biggest market  Set a "financial freedom" number and use it to make cleaner decisions  Run a sale process without tipping off competitors too early  Negotiate an earn-out tied to revenue so the targets stay in your control  Plan for the morning after the deal, when your identity gets reset

    57 min
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About

Built to Sell Radio is a weekly podcast for business owners interested in selling a business. Each week, we ask an entrepreneur who has recently sold a business why they decided to sell their business, what they did right and what mistakes they made through the process of exiting their business. Built to Sell Radio is the ultimate insider's guide to approaching the most important financial transaction of your life.

Information

  • Creator
    John Warrillow
  • Years Active
    2015 - 2026
  • Episodes
    538
  • Rating
    Clean
  • Copyright
    © Built to Sell Inc.
  • Show Website
    Built to Sell Radio

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