Libsyn Directory

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

Release Date: 12/03/2025

EP 139: From Operator to Architect: The Shift That Makes Businesses Transferable using Output Thinking with John Seiffer

Defenders of Business Value

Being a hands-on business owner is not the humble brag you think it is. To buyers, it signals a red flag: decisions bottlenecked at the owner, undocumented processes, fragile customer relationships, and a business that struggles to function without constant oversight. , founder of and author of , explains why owner dependency drastically limits growth, transferability, and exit value. After decades of coaching founders across industries, he shares how many businesses run well day to day but break down during a transition. He introduces output thinking as a way to define results instead of...

EP 138: Inside the Mind of a Buyer: What Makes or Breaks a Deal with Ted Leverette

Defenders of Business Value

A successful corporate executive leaves his high-paying job to buy a business, only to face a disaster leading to lawsuits and financial turmoil. That painful experience taught valuable lessons and set him on the path to becoming the Business Buyer Advocate. In this episode, Ted shares his decades of experience, revealing what buyers really look for in a deal. He explains how buyers evaluate businesses, the importance of mastering the marketplace, and the critical role of due diligence in making smart acquisitions. Ted also discusses the emotional side of buying a business and how...

REPLAY: 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 ...

REPLAY: 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...

EP 137: The Hidden Challenges Latino Entrepreneurs Face When Selling a Business with Rudy Bustamante

Defenders of Business Value

Latino-owned businesses are one of the fastest-growing segments of the U.S. economy, yet many owners still struggle when it’s time to sell or transition. Gaps in financial records, limited access to the right advisors, and the absence of an exit plan often lead owners to shut down or hand over their businesses without capturing real value. , Financial Planner at , discusses why this happens and what can be done about it. He explains how cultural and language barriers complicate the process, why succession planning is rarely discussed, and how simple systems and accurate financials can change...

EP 136: The Retirement Strategy Hiding in Plain Sight with Thomas Drapala

Defenders of Business Value

Owners fixate on the purchase price of their exit, but the bigger loss to long-term income can come from how Social Security is handled. Get it wrong, and you can quietly lose six figures. , Director of Strategic Partnerships at , explains why 96% of Americans leave money on the table when they treat Social Security as an afterthought. Drawing from his client work, he discusses how self-employment tax, entity structure, and “reasonable compensation” influence Social Security benefits. Thomas also walks through how RSSA’s analysis helps owners save thousands of dollars a year in taxes,...

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

Defenders of Business Value

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 and of 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...

EP 134: How Small Hustles Create Big Outcomes with Hunter Beale

Defenders of Business Value

Entrepreneurship isn’t just for adults, and is proof that it’s never too early to start. Hunter is the Executive Director of , a fast-growing movement that helps students across Indiana build real businesses and learn through hands-on experience. In just one year, the program has grown from 17 to over 2,000 students, generating nearly $1 million in revenue. What began as a handful of high schoolers mowing lawns and washing cars has turned into a statewide mission to awaken the next generation of entrepreneurs. In this episode, Hunter shares how he helps students find purpose, earn...

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,...

More Episodes

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/

Follow Dane: