Libsyn Directory

EP 135: Small Town, Big Opportunity: How to Exit in Overlooked Rural Markets

Release Date: 12/03/2025

EP 147: How to Earn the Preferred Buyer Status

Defenders of Business Value

Getting access to deals is one thing. Getting taken seriously is another. , Founder of , shares what it takes to get noticed by brokers and win deals. With hundreds of buyers competing for the same opportunities, the process has shifted. Systems, speed, and credibility now determine who moves forward and who gets ignored. Learn how preferred buyer status works, why most buyers fall short, and how technology is reshaping the way deals are sourced, screened, and closed. If you’re serious about buying a business, this is a look at how the process works behind the scenes. In this episode, you...

REPLAY: 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 146: How to Overcome the Loneliness of Running a Small Business with Jared Luegers and Kevin King

Defenders of Business Value

Owning a business can feel isolating. Entrepreneurs face daily challenges and tough decisions without others who truly understand their experience. A strong support network makes it easier to create long-term success and prepare for a smooth exit. In this episode, and , co-founders of , share how they’re helping business owners in Indiana create a supportive community and build lasting business value. They discuss the importance of overcoming the loneliness of entrepreneurship, the power of connecting with other operators, and how small businesses can leverage tools like AI to thrive....

REPLAY: 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 clear...

EP 145: Avoid Paying the Deal Distraction Tax

Defenders of Business Value

Picture this: You’re a business owner ready to sell your company. Your focus starts to shift from running the business to managing the deal. Soon, your numbers start to dip. The buyer notices and begins to question the value of your business. In this episode, breaks down the concept of the "Deal Distraction Tax. Whether you're in the middle of a deal or preparing to sell in the future, Ed shares crucial strategies for protecting your business value during this critical time. In this episode, you will: Find out how distractions during a sale can lead to a decline in business value ...

REPLAY: 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 communicate...

EP 144: Indiana Business Investor Edition

Defenders of Business Value

One of the best things about running my own podcast is the freedom to experiment. Over the years, I've been first on a few things — building our original website from scratch, launching our first newsletter, and starting the podcast. Today, I'm trying something new again. I loaded several of our current business teasers into AI, and it generated a podcast episode around them. But here's what makes this more than a novelty: in the show notes, you'll find a direct link to the full business profile and NDA. Why does that matter? Buyers tell me constantly that they hear about good opportunities...

EP 143: Women Entrepreneurs Breaking the Mold with Gabrielle Rubenstein

Defenders of Business Value

Many people think that once you buy a business, you’re set for life. But the reality is, there’s a lot of hard work that comes before you can reap the rewards. In this episode, takes us through her first year as an entrepreneur after acquiring in 2024. From navigating the challenges of scaling to overcoming the growing pains that come with ownership, she shares the lessons learned, the surprises along the way, and how she’s turned her acquisition into a thriving, growing business. Tune in for an honest conversation about the ups, downs, and everything in between in that crucial first...

EP 142: How Chris Fredericks is Reinventing Small Business Ownership

Defenders of Business Value

Selling your business to a new buyer isn’t the only way to exit. What if you could transition ownership to your employees, rewarding their hard work while securing your legacy? In this episode, , CEO at , discusses Employee Stock Ownership Plans (ESOPs) and how they offer a powerful alternative to traditional exit strategies. Chris explores the advantages of ESOPs and other employee ownership models, such as co-ops and Employee Ownership Trusts (EOTs). He shares examples of how these models help businesses thrive and create lasting value for both owners and their teams. If you’re...

EP 141: David Barnett on Selling Smart: Blind Spots, Buyer Psychology, and Real-World Value

Defenders of Business Value

There’s a common belief that selling a business is the ultimate jackpot—a one-time windfall that guarantees wealth and success. But is that the reality? In this episode I sit down with , three-time best-selling author, entrepreneur, and former business broker, to unpack the realities behind buying and selling small and mid-sized businesses. David’s journey began in advertising sales before he launched multiple ventures, including a commercial debt brokerage. That path eventually led him into business brokerage and private transaction consulting, where he has spent more than a decade...

More Episodes

The majority of deal conversations focus on big cities and private equity groups, but small towns have businesses too. Many of these companies are facing transition challenges because the buyers and advisors they need aren’t there.

This is what Dane Chapman and Joe Rust of SPARK Capital are working to solve. They are building a model designed to keep legacy businesses in their communities by collaborating with local partners and committed operators. Their work brings needed attention to the succession challenges rural business owners face.

Dane and Joe discuss rural valuation gaps, personal goodwill risk, and how owners can prepare before value slips. If you are an owner in a small community or someone who advises one, this episode offers a clear look at how rural businesses can transition successfully.

In this episode, you will:

Learn how rural businesses can stay locally owned instead of closing or relocating
Understand why rural buyers take a different view of growth and risk compared to urban buyers
See how sellers can make their businesses more attractive to mission-driven buyers

Highlights:

(00:00) Meet Dane Chapman and Joe Rust

(02:28) The origin story of SPARK Capital

(06:11) Why rural owners struggle to sell their companies

(11:04) The role of local advisors, operators, and community partners

(17:02) How SPARK Capital approaches valuation and risk

(28:13) How owners can prepare for succession

(33:54) Community-based capital may shape the future of rural business

(35:53) Mindset shifts for a more saleable business

Resources:

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

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