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. 2d ago ·  Video

    How to Beat the IRS Legally: Tax Planning Strategies for Business Owners

    Episode Summary "My CPA of almost 30 years has never brought me anything that's helped me save anything in taxes." That's not a stranger talking. That's Steve Burton, describing his own accountant, before he spent two decades looking for someone who actually did tax planning instead of tax reporting. In this episode, Adam and Steve sit down to talk about How to Beat the IRS, Legally, the new book Steve wrote the foreword for alongside tax planner Ed Lyon. They break down the real difference between a CPA who keeps you compliant and a tax planner who actively works to reduce what you owe, using real examples, including one where a $500,000 capital gains bill on a piece of real estate was legally brought down to $50,000. Adam and Steve discuss: Why Steve spent over twenty years looking for a CPA who actually did tax planning, and the "red light, green light" distinction the book uses to explain the gap between compliance and strategy. A real example where a business owner's CPA told him to write a $500,000 check on a real estate sale, and how proactive tax planning brought that bill down to $50,000. Why $400,000 in income tends to be the pain point where tax bills start to sting, and why tax planning has to happen in the current year, not the one you're filing for. Why these strategies, once reserved for the ultra-wealthy, are becoming available to business owners and upper middle class individuals who are paying more than they realize. And more! Resources: Get your free copy of How to Beat the IRS Legally (while supplies last) at scaletosell.com/discovery Get your free personalized report at www.scaletosell.com/value Unlock your business's potential with our free Scale to Sell self-assessment What Your CPA Isn't Telling You About Your Exit (Ep. 69) 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. Sep 3 ·  Video

    070: 6 Things Business Owners Get Wrong About Growth, Money, and Selling Someday

    Episode Summary Only 20 to 30% of businesses that go to market ever actually sell. Of the ones that do sell, most owners aren't happy with the outcome a year later. Somewhere between those two numbers sits a set of assumptions that feel true right up until the moment they cost you. In this episode, Adam and Steve Burton walk through six misconceptions they hear constantly from business owners: about dependency, personal finances, taxes, life after the exit, timing, and industry multiples. Each one feels reasonable in the moment. Each one quietly limits what an owner actually walks away with. Adam and Steve discuss: Why "the business can't run without me" feels like a badge of honor but is actually an inverse relationship with value, and how owner dependency shows up as risk to any buyer. Why personal and business finances aren't separate conversations, using a real client example where a couple's stated income was less than half their actual income once every benefit was counted. Why "I'll figure out what I want to do with my life after I sell" leads to regret, since most owners never build a picture of their next chapter before they're standing in it. Why "a good industry multiple means I'll get a good outcome" is a myth, since two businesses with identical revenue can land on completely different multiples depending on systems, leadership, and what the transcript calls the business's "intangible capital." 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! What Your CPA Isn't Telling You About Your Exit (Ep. 69) 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

  3. Aug 20 ·  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

  4. 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

  5. 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

  6. 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

  7. 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

  8. 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

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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
    73
  • Rating
    Clean
  • Copyright
    © 2023-2026
  • Show Website
    Scale to Sell