Libsyn Directory

EP 124: Inside the Broker’s Engine Room: George Wellmer on the Future of Business Sales

Release Date: 09/17/2025

EP 133: The Story That Sells Your Business with Charlie Stanton

Defenders of Business Value

In a business appraisal, the numbers will always matter — but how they’re communicated can have just as much impact on value. , CFA and founder of , believes every valuation tells a story. Drawing from his work in estate planning, litigation, and succession, he explains how storytelling can transform the way a business’s worth is understood. This episode explores the eight elements every appraisal story should include, why owning your narrative builds buyer trust, and how a clear, consistent story can make your business more saleable. In this episode, you will: Learn how to...

EP 132: Why Franchises Sell (and Independents Don’t): Lessons from Inside Neighborly

Defenders of Business Value

More entrepreneurs are turning to franchises, and it’s easy to see why. With proven systems, recognizable brands, and built-in support, franchises make both ownership and resale less risky. , Vice President of Franchise Resales at , leads the team that manages transitions across 19 brands and nearly 10,000 franchise owners. Her team helps owners exit smoothly while guiding new entrepreneurs into established operations — all while protecting brand consistency and business value. In this episode, Alyssa shares why franchise businesses often sell faster and at higher prices than independents,...

EP 131: No One-Size-Fits-All: Amy Wirtz on Succession Without the Drama

Defenders of Business Value

Managing a business is tough enough on its own. But add family dynamics in the mix, and things get even more challenging. As a strategic advisor at , shares her expertise on navigating ownership transitions in multigenerational families. Amy discusses the challenges of balancing family relationships with business goals, offering insights on how to manage both for a successful transition. She also shares tips to help prepare the next generation for leadership to ensure that both the business legacy and family harmony are preserved. In this episode, you will: Learn how to create a...

EP 130: Shift-N-Gears: From Stuck to Scalable with Acquisition Thinking with Della Kirkman

Defenders of Business Value

You don’t have to build your own business from scratch to be an entrepreneur. You can buy one instead. , CPA and founder of , is on a mission to help 10,000 women become business owners through acquisition. After starting as a waitress at Cracker Barrel, Della worked her way up to owning and selling her own accounting firm. Now, she’s teaching others how to achieve wealth, independence, and freedom by buying businesses that are already established and successful. In this episode, Della shares her insights on risk, funding, and deal sourcing and explains why acquisition entrepreneurship is...

EP 129: How EOS Builds a More Sellable Business with Ashley Walters

Defenders of Business Value

Many business owners still feel trapped in the day-to-day because their companies rely too heavily on them. The Entrepreneurial Operating System (EOS) changes that by helping leadership teams build structure and accountability so businesses can run smoothly without the owner. , Professional EOS Implementer at , explains how to align EOS with exit planning to build efficiency, long-term growth, and transferable value. She shares how she guides leadership teams through tough structure conversations, puts the right people in the right seats, and helps owners build companies that run...

EP 128: It’s a Transition, Not Just a Transaction: Inside the Seller’s Journey with Denise Logan

Defenders of Business Value

Most owners think selling a business is only about numbers, but knows it’s more complicated than that. Known as the “Seller Whisperer,” Denise has helped hundreds of sellers navigate the complex emotions that can affect deals. It’s not uncommon for business owners to experience identity loss, family conflict, shame, and the fear of “what’s next”. Denise’s journey from therapist to lawyer to entrepreneur uniquely positions her to help owners face the reality that a sale is not just a transaction, it’s a transition. She is also the author of , a book that helps readers...

EP 127: The Next Generation of M&A: Trust, Tech, and the Human Side of Exits

Defenders of Business Value

Most professionals in the M&A space have been closing deals for decades. But being young doesn’t mean you can’t bring value to the table. , founder of , has built a reputation as one of the younger voices in the industry. He has helped facilitate over $250 million worth of deals and is now using automation to make the process faster and more efficient. From the lessons learned in those transactions, he created the Breakwater Blueprint to keep deals from falling apart. Morgan offers a glimpse at the future of exits, where human connection and technology go hand in hand. In this...

EP 126: The Late-Stage Entrepreneur: Gary Hentschel on Lessons on Risk, Value, and Second Acts

Defenders of Business Value

Most buyers slow down in their sixties. But not . He’s out buying companies, doubling their value, and selling them again. As a partner at and CEO at , Gary brings decades of experience as a banker, entrepreneur, and operator. In this episode, he shares how he appraises businesses, what sellers get wrong about their company’s value, and why good leadership matters when a business is up for sale. In this episode, you will: Discover what buyers look for in a management team See how earnouts help keep deals on track Find out why sellers often misprice their businesses ...

EP 125: How Circle City Capital Group Turns Overlooked Businesses Into Thriving Investments

Defenders of Business Value

What really makes a business attractive to buyers? Buyers weigh more than just financials. They consider risk, operations, and whether the business can run without you. and , Principals at , know this firsthand. They’ve built a portfolio of 15 companies by acquiring businesses that many others have overlooked. Colin, a CPA and CFA, and Joe, a former Google employee, bring complementary skills for buying and growing companies. Their perspective offers owners a rare look at how serious buyers evaluate opportunities and negotiate deals. In this episode, you will: Hear how buyers assess...

EP 124: Inside the Broker’s Engine Room: George Wellmer on the Future of Business Sales

Defenders of Business Value

Most people think selling a business is just like selling a house. That’s where they’re wrong. , founder of , clarifies the misconceptions sellers have about brokers and the deal process. George explains how technology and AI are simplifying administrative tasks, allowing brokers to focus on guiding clients through the most important transaction of their lives. He also shares what sellers and owners need to understand about valuation and finding the right buyer before listing their company for sale. In this episode, you will: Learn the difference between good and bad brokers ...

More Episodes

Most people think selling a business is just like selling a house. That’s where they’re wrong.

George Wellmer, founder of Tupelo, clarifies the misconceptions sellers have about brokers and the deal process. George explains how technology and AI are simplifying administrative tasks, allowing brokers to focus on guiding clients through the most important transaction of their lives. He also shares what sellers and owners need to understand about valuation and finding the right buyer before listing their company for sale.

In this episode, you will:

Learn the difference between good and bad brokers
Understand how deal acceleration and buyer targeting really work
Hear how AI and automation are changing the way businesses are marketed and sold

Highlights:

(00:00) Meet George Wellmer

(05:20) How business brokers help close deals

(09:43) Vetting the quality of potential buyers

(11:45) Keeping up with the different aspects of a brokerage

(15:53) Buy-side brokers vs sell-side brokers

(22:22) How AI enables brokers to be more efficient

(26:36) Questions to ask to avoid bad brokers

(32:36) Why hiring a broker is worth it

(38:20) George’s advice for buyers, sellers, and advisors

Resources:

For past guests, please visit https://www.defendersofbusinessvalue.com/