Next Life Podcast Gary Warwick

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In this episode of the Next Life Podcast, Gary Warick welcomes Paul Deshon, a successful entrepreneur who transitioned from being a machinist to building and selling a majority stake in his environmental business, Excel, to a private equity firm. The discussion covers the challenges and rewards of entrepreneurship, the importance of delegating control for growth, and the complex journey of selling a business. Paul shares invaluable insights on family support, the emotional and financial aspects of business exits, and the exciting yet uncertain next steps after selling a business. Tune in for essential advice on navigating business transitions and planning for the future.
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00:00 Introduction and Initial Advice for Business Owners
00:38 Welcome to the Next Life Podcast
01:03 Guest Introduction: Paul Deshon's Journey
02:21 Paul's Early Entrepreneurial Ventures
04:49 Challenges and Realizations in Business
08:11 The Evolution of Excel Environmental
14:58 Thoughts on Selling the Business
23:14 The Impact of COVID-19 on the Sale Process
28:37 The Complexity of Selling a Business
37:47 Reflecting on the Journey
38:42 Navigating Legal Challenges
39:51 The Reality of Long-Term Planning
41:52 Entrepreneurial Mindset
45:04 Choosing the Right Buyer
48:40 Understanding Deal Structures
54:07 Post-Sale Reflections
01:06:46 Advice for Future Entrepreneurs
01:08:06 Looking Ahead to Chapter Two
01:12:54 Final Thoughts and Takeaways

This comprehensive guide brings together the wisdom of sales experts, offering a deep dive into effective sales techniques, the psychological aspects of selling, and the importance of perseverance and adaptability. Dan Lehane takes us through his journey and lessons learned, from door-to-door book sales to corporate success, highlighting the crucial roles of systematic approaches, territory management, and the four T's (Territory, Time management, Targeting, Technique) in sales. Additionally, the discussion emphasizes the significance of embracing rejection, strategic thinking, and the power of continuous learning through personal anecdotes, highlighting practical sales advice, negotiation tips, and the indispensable value of a positive mindset and robust work ethic. This dialogue serves as an inspiring look at mastering sales with strategies drawn from real-life experiences and proven success stories.

00:00 Opening Anecdote: A Unique Sales Call
00:51 Introduction to Next Life: The Essence of Sales
01:24 Meet Dan Lehane: A Sales Superstar's Journey
03:31 From Medical Aspirations to Sales Mastery
05:18 The Door-to-Door Book Sales Adventure Begins
06:29 Mastering the Art of Sales Through Real-Life Experience
10:30 Defining Sales: More Than Just Transactions
11:57 The Stigma Around Sales and Overcoming It
15:15 The Science of Sales: A Systematic Approach
28:55 Creating a Buying Atmosphere and Establishing Needs
35:36 Mastering the Art of Sales: Timing and Technique
37:21 The Power of Listening and Closing Deals
38:24 Refining Sales Skills: Practice and Persistence
39:22 Navigating Customer Doubts and Solidifying Sales
42:22 Innovative Approaches to Referrals and Networking
47:00 The Psychology of Sales: Understanding and Applying Key Principles
57:29 Building a Successful Sales Strategy: Territory, Time, and Technique
01:05:47 Goal Setting and the Importance of Purpose in Sales
01:11:13 The Power of Remembering Personal Details
01:11:31 Influential Books and Authors in Personal Development
01:12:48 The Timeless Nature of Classic Self-Help Books
01:13:40 Leadership Lessons from Navy SEALs and Other Sources
01:14:48 The Art of Sales: Embracing Failure and Learning
01:18:04 Navigating Price Objections with Humor and Strategy
01:33:10 The Importance of Work Ethic and Discipline in Sales
01:45:59 Embracing the Process: Stories of Humility and Hard Work
01:50:11 Connecting and Networking: How to Reach Out

Join Steven Silverman, the seasoned investment banker and owner of Kings Point Capital, as he journeys through his own experiences of over 20 years, exploring the world of investment banking. From his transition from a Certified Public Accountant to starting his own firm, to clarifying complex concepts like EBITDA, Steven shares a comprehensive overview of the industry. Gain insights into the importance of advanced preparation, understanding the nuances of your business, and identifying the right audience in successful investment banking. The discussion highlights critical aspects of negotiating business deals, elements for a successful sale, the role of an MBA, attorneys in the process, and the importance of strong marketing for potential buyers. Steven stresses the need for business owners to understand the sale process, aiming to maximize their profits, and shares professional anecdotes from his career.

Host Gary Warwick interviews Rodney Horelka, CEO and owner of For Life Wealth Advisors, exploring the subject of retirement planning for business owners. From understanding your financial needs to navigating the complexities of wealth management, Rodney simplifies the process and offers practical advice to help you achieve a secure and fulfilling retirement. Don't miss out on this must-watch discussion!

An engaging exploration into the world of entrepreneurship, starting with an in-depth conversation with Jack Brandt, the founder of Technology Support and TSI Distribution, detailing his remarkable journey from selling cars to becoming an influential IT leader. Key points include essential business strategies, importance of perseverance and the story of winding down businesses to pursue passion for songwriting. The second part features an enlightening discussion between two retired businessmen on their new ventures. They reveal their experiences in balancing personal well-being with business demands, shares useful tips on managing partnerships, and stress on the inevitability of exit points in business along with the need for effective systems. A must-listen for potential and seasoned entrepreneurs offering both technical advice and life wisdom.