Defenders of Business Value
The Defenders of Business Value Podcast combines over 30 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.
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EP 138: Inside the Mind of a Buyer: What Makes or Breaks a Deal with Ted Leverette
01/07/2026
EP 138: Inside the Mind of a Buyer: What Makes or Breaks a Deal with Ted Leverette
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 understanding the psychology of both buyers and sellers can make or break a deal. Tune in to learn how to think like a buyer and maximize the value of your business in today’s competitive market. In this episode, you will: Discover how buyers assess risk and why many businesses fail to impress serious acquirers Learn the importance of systems, documentation, and reducing owner dependency before selling Understand the mindset of buyers and sellers and how they affect negotiations Highlights: (00:00) Meet Ted Leverette (04:00) What buyers want and what sellers must prepare (10:35) Building credibility through online presence and proof of funds (16:08) Avoiding common acquisition mistakes (19:53) The hidden market of business deals (22:02) Red flags and deal breakers for buyers (24:05) The psyche of buyers and sellers (30:15) Myths and misconceptions about buying a business Follow Ted: Connect on LinkedIn: Website: Check out Ted’s books on Amazon: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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REPLAY: The Late-Stage Entrepreneur: Gary Hentschel on Lessons on Risk, Value, and Second Acts
12/31/2025
REPLAY: The Late-Stage Entrepreneur: Gary Hentschel on Lessons on Risk, Value, and Second Acts
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 Highlights: (00:00) Meet Gary Hentschel (03:31) The importance of good partnerships (06:22) Navigating business acquisitions (09:47) Evaluating business potential (17:07) Risk management and deal structuring (21:30) The role of earnouts and management teams (29:03) First 60 days post-acquisition (31:18) Learning from buyers, sellers, and advisors (35:17) Current market trends and insights Resources: For past guests, please visit Follow Gary: Connect on LinkedIn: E-Mail: Learn more about Gary’s companies: The September Group: WSI Technologies: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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REPLAY: How Circle City Capital Group Turns Overlooked Businesses Into Thriving Investments
12/24/2025
REPLAY: How Circle City Capital Group Turns Overlooked Businesses Into Thriving Investments
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 both financial and emotional factors in a deal Learn what makes a business unappealing to buyers right away Find out what makes a partnership last through tough deals Highlights: (00:00) Meet Colin King and Joe Van Deman (02:29) How a Craigslist ad launched their partnership (07:37) Lessons from their first chaotic acquisition (11:32) What makes a business partnership work (15:50) How Circle City Capital Group is different from private equity (23:08) Turning risky businesses into profitable opportunities (33:03) Favorite companies in their portfolio (36:13) What instantly turns buyers off during negotiations (44:20) The changes that make businesses more sellable Resources: For past guests, please visit Follow Colin: Connect on LinkedIn: Follow Joe: Connect on LinkedIn: Check out their portfolio of companies: Circle City Capital Group: Profit Mastery: The Vermont Flannel Company: Vermont Teddy Bear: All American Clothing Co.: Gusset Brand: Silk Flower Depot: Dried Decor: Montessori 'n Such: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 137: The Hidden Challenges Latino Entrepreneurs Face When Selling a Business with Rudy Bustamante
12/17/2025
EP 137: The Hidden Challenges Latino Entrepreneurs Face When Selling a Business with Rudy Bustamante
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 the outcome for an owner and their family. Rudy also highlights the resources owners should know about and how to spot advisors who understand the unique needs of the Latino business community. In this episode, you will: Learn why many Latino business owners fail to plan for an exit Understand the role of financial records and planning in a successful business transition Discover the cultural and language barriers that affect Latino business sales and how to address them Highlights: (00:00) Meet Rudy Bustamante (04:19) Challenges faced by Latino-owned businesses (10:53) Generational wealth and business transition (20:09) Retirement in the Latino community (22:47) Family dynamics and retirement plans (23:11) Transitioning Latino businesses (28:35) Predatory practices and community trust (30:52) Building trust and resources Follow Rudy: Connect on LinkedIn: Website: Learn more about OneIndiana Financial Group: Follow Ed: Connect on LinkedIn: Instagram: Facebook: Resources for Latino Business Owners National & Broad-Reach Stanford Latino Entrepreneurship Initiative (SLEI) – Free education programs, some scholarships, research, and the “Scaling Program”: Latino Business Action Network (LBAN) – Stanford-partnered scaling and exit-planning cohorts: U.S. Small Business Administration (SBA) – Spanish-language resources, free counseling: SCORE Mentoring – Free mentors, many bilingual, search for “Spanish” or “Latino”: Exit-Planning & Valuation Specific International Business Brokers Association (IBBA) – Broker directory; filter for Spanish-speaking: https://www.ibba.org/ Value Builder System – Free “Value Builder Score” questionnaire (Spanish version available): Capital & Financial Clean-Up Community Development Financial Institutions (CDFIs) – Latino-focused lenders who understand informal records: search “CDFI Latino”, or Accion Opportunity Fund – Loans and bilingual coaching specifically for Latino owners: Local/Regional Powerhouses U.S. Hispanic Chamber of Commerce (USHCC) – Local chapters everywhere: Latino Economic Development Center (LEDC) – DC/Maryland/Virginia: Mission Economic Development Agency (MEDA): Books & Quick Reads (in Spanish or bilingual) “De Emprendedor a Empresario” – LBAN/Stanford free PDF “Finish Big” by Bo Burlingham (Spanish edition available)
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EP 136: The Retirement Strategy Hiding in Plain Sight with Thomas Drapala
12/10/2025
EP 136: The Retirement Strategy Hiding in Plain Sight with Thomas Drapala
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, protect future benefits, and make Social Security a strategic part of their exit plan so it isn’t ignored. In this episode, you will: Understand why every owner should check their SSA earnings record and run an independent analysis before selling Learn what younger owners should do now to avoid losing benefits later See how RSSA analysis ties Social Security into your full exit and retirement plan Highlights: (00:00) Meet Thomas Drapala (01:42) The shocking statistics on Social Security optimization (03:32) Understanding Social Security rules and benefits (05:49) Strategies for business owners to maximize Social Security (13:37) Case study: The bagel store owner's Social Security optimization (16:52) When it makes sense to bring in a Social Security expert (24:12) How a full Social Security review is done Follow Thomas: Connect on LinkedIn: Email: Learn more about Registered Social Security Analysts: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 135: Small Town, Big Opportunity: How to Exit in Overlooked Rural Markets
12/03/2025
EP 135: Small Town, Big Opportunity: How to Exit in Overlooked Rural Markets
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 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 Follow Dane: Connect on LinkedIn: Follow Joe: Connect on LinkedIn: Learn more about SPARK Capital: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 134: How Small Hustles Create Big Outcomes with Hunter Beale
11/26/2025
EP 134: How Small Hustles Create Big Outcomes with Hunter Beale
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 income, and gain confidence through small business ownership. In this episode, you will: Learn how High School Hustle is helping students build real businesses Hear how mentorship and incentives keep young entrepreneurs accountable Understand how failure builds confidence and leadership at an early age Highlights: (00:00) Meet Hunter Beale (06:13) Finding purpose in mentoring (10:25) How High School Hustle turns students into real business owners (17:47) Hands-on learning for young entrepreneurs (21:21) The role of parents and communities (25:44) Life lessons and improved confidence from doing business (30:42) Expanding High School Hustle beyond Indiana Resources: For past guests, please visit Follow Hunter: Connect on LinkedIn: Learn more about High School Hustle: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 133: The Story That Sells Your Business with Charlie Stanton
11/19/2025
EP 133: The Story That Sells Your Business with Charlie Stanton
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 risks without hurting your valuation Understand the impact of transfer restrictions and illiquidity on appraisal outcomes Understand why regulatory appraisals differ from deal-market valuations Highlights: (00:00) Meet Charlie Stanton (03:01) Why every valuation is really a story (09:31) Building trust with a transparent narrative (14:52) Valuation for different purposes (17:14) Fair market value vs. market value explained (21:00) Understanding control and marketability discounts (27:44) The difference between appraisers and deal advisors (33:22) Advice for owners who want to increase business value Resources: For past guests, please visit Follow Charlie: Connect on LinkedIn: Email: Learn more about Stanton Valuation Advisors: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 132: Why Franchises Sell (and Independents Don’t): Lessons from Inside Neighborly
11/12/2025
EP 132: Why Franchises Sell (and Independents Don’t): Lessons from Inside Neighborly
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, and how early planning can help owners achieve better outcomes when it’s time to sell. In this episode, you will: Understand how franchisor support reduces risk Learn the biggest reasons resales fall apart and how to avoid them Discover how tech and AI are reshaping the franchise resale process Highlights: (00:00) Meet Alyssa Hernandez (04:21) The value of franchises vs independent businesses (08:23) The success rate of selling a franchise (11:50) Why resales fall through (13:53) Prep work to sell a franchise business (17:25) How technology streamlines the resale process (21:35) The future of franchising and business ownership (24:45) Why business owners need to understand valuation Resources: For past guests, please visit Follow Alyssa: Connect on LinkedIn: Learn more about Neighborly: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 131: No One-Size-Fits-All: Amy Wirtz on Succession Without the Drama
11/05/2025
EP 131: No One-Size-Fits-All: Amy Wirtz on Succession Without the Drama
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 succession plan Discover strategies for managing conflict within the family Understand how generational wealth planning works Highlights: (00:00) Meet Amy Wirtz (02:57) The responsibilities of an exit planner (07:00) From family law to family business advising (12:55) Parallel planning for families and businesses (16:22) Family ownership dynamics (19:34) How next generations “pay” for family business transfers (22:19) Navigating complex family communication (26:29) The biggest problem in ownership transitions (29:33) What family businesses teach about legacy and long-term thinking Resources: For past guests, please visit Follow Amy: Connect on LinkedIn: Email: Learn more about The Family Business Consulting Group: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 130: Shift-N-Gears: From Stuck to Scalable with Acquisition Thinking with Della Kirkman
10/29/2025
EP 130: Shift-N-Gears: From Stuck to Scalable with Acquisition Thinking with Della Kirkman
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 one of the most underutilized paths to financial freedom, especially for women. In this episode, you will: How to scale and grow an acquired business Insights on sourcing deals and funding for acquisitions Why every business needs to go digital Highlights: (00:00) Meet Della Kirkman (02:36) Why women are still behind in financial independence (05:43) The realities of buying a business (09:42) What buyers get wrong about acquisitions (11:17) Building an opportunity fund (14:21) Sourcing the right kind of deals (18:24) How to stand out to brokers and dealmakers (23:06) Inside Della’s business buying bootcamp (28:51) Challenges in advising business buyers (34:18) Why every business needs a digital component Resources: For past guests, please visit Follow Della: Connect on LinkedIn: Vote for Della at the 2025 Harbour Club M&A Awards: Learn more about Della’s company: Shift-N-Gears: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 129: How EOS Builds a More Sellable Business with Ashley Walters
10/22/2025
EP 129: How EOS Builds a More Sellable Business with Ashley Walters
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 independently. In this episode, you will: Understand the difference between business value and transferable value Learn how to identify your business priorities within a 90-day frame Hear why buyers prefer businesses running on EOS Highlights: (00:00) Meet Ashley Walters (03:05) How EOS and exit planning work together to grow value (05:50) The structure-first, people-second approach (10:15) What a company running on EOS looks like to a buyer (12:40) The rocks system: setting priorities that move the needle (16:28) Why EOS reveals owner dependence and how to fix it (21:16) Where AI fits in EOS (23:59) The EOS implementation process (29:54) EOS increases the rates of a successful exit (31:39) Why an operating system is always beneficial Resources: For past guests, please visit Follow Ashley: Connect on LinkedIn: Email: Website: Learn more about EOS: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 128: It’s a Transition, Not Just a Transaction: Inside the Seller’s Journey with Denise Logan
10/15/2025
EP 128: It’s a Transition, Not Just a Transaction: Inside the Seller’s Journey with Denise Logan
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 understand the human side of every deal. In this episode, you will: How unprocessed emotions can derail a sale Why early exit planning matters more than timing What trusted advisors can do to prepare their clients emotionally Highlights: (00:00) Meet Denise Logan (02:49) The emotional landmines in business deals (06:57) The importance of early exit planning (11:04) When owners are not ready to sell (15:37) How to facilitate a business transition (21:56) The advisors’ duty to care for their clients (24:28) Navigating owner’s pushback in business valuation (33:18) Deal fatigue and emotional resilience (38:36) Why owners need to be transparent during CIM (43:49) Your business is not your identity Resources: For past guests, please visit Follow Denise: Connect on LinkedIn: Website: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 127: The Next Generation of M&A: Trust, Tech, and the Human Side of Exits
10/08/2025
EP 127: The Next Generation of M&A: Trust, Tech, and the Human Side of Exits
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 episode, you will: Hear how younger advisors are closing more transactions Learn how AI is speeding up the deal process Understand why advisory fees are declining and how brokers can protect their value Highlights: (00:00) Meet Morgan Tate (02:36) The Breakwater Blueprint (04:29) Earning trust as a younger advisor (10:42) Will AI lower advisory fees for business owners? (15:47) Let AI be your junior broker (19:06) Where human judgment matters most in business sales (21:30) The future of M&A (26:18) AI can solve this mistake that hurts deals Resources: For past guests, please visit Follow Morgan: Connect on LinkedIn: Learn more about Morgan’s company: Breakwater M&A: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 126: The Late-Stage Entrepreneur: Gary Hentschel on Lessons on Risk, Value, and Second Acts
10/01/2025
EP 126: The Late-Stage Entrepreneur: Gary Hentschel on Lessons on Risk, Value, and Second Acts
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 Highlights: (00:00) Meet Gary Hentschel (03:31) The importance of good partnerships (06:22) Navigating business acquisitions (09:47) Evaluating business potential (17:07) Risk management and deal structuring (21:30) The role of earnouts and management teams (29:03) First 60 days post-acquisition (31:18) Learning from buyers, sellers, and advisors (35:17) Current market trends and insights Resources: For past guests, please visit Follow Gary: Connect on LinkedIn: E-Mail: Learn more about Gary’s companies: The September Group: WSI Technologies: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 125: How Circle City Capital Group Turns Overlooked Businesses Into Thriving Investments
09/24/2025
EP 125: How Circle City Capital Group Turns Overlooked Businesses Into Thriving Investments
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 both financial and emotional factors in a deal Learn what makes a business unappealing to buyers right away Find out what makes a partnership last through tough deals Highlights: (00:00) Meet Colin King and Joe Van Deman (02:29) How a Craigslist ad launched their partnership (07:37) Lessons from their first chaotic acquisition (11:32) What makes a business partnership work (15:50) How Circle City Capital Group is different from private equity (23:08) Turning risky businesses into profitable opportunities (33:03) Favorite companies in their portfolio (36:13) What instantly turns buyers off during negotiations (44:20) The changes that make businesses more sellable Resources: For past guests, please visit Follow Colin: Connect on LinkedIn: Follow Joe: Connect on LinkedIn: Check out their portfolio of companies: Circle City Capital Group: Profit Mastery: The Vermont Flannel Company: Vermont Teddy Bear: All American Clothing Co.: Gusset Brand: Silk Flower Depot: Dried Decor: Montessori 'n Such: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 124: Inside the Broker’s Engine Room: George Wellmer on the Future of Business Sales
09/17/2025
EP 124: Inside the Broker’s Engine Room: George Wellmer on the Future of Business Sales
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 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 Follow George: Connect on LinkedIn: Website: E-Mail: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 123: Beyond Selling: The Case for Half-Retirement with Jim Muehlhausen
09/10/2025
EP 123: Beyond Selling: The Case for Half-Retirement with Jim Muehlhausen
Selling your business doesn’t always deliver the financial security or fulfillment you expect. So what if there was another option? , founder of , has worked with thousands of owners facing this exact dilemma. In this episode, he shares how business owners can step back from day-to-day operations without giving up income, legacy, or control—and why it’s a viable exit option. In this episode, you will: Learn the core principles of half-retirement Understand how to design systems that reduce owner dependency Learn simple steps to de-risk your business for the future Highlights: (00:00) Meet Jim Muehlhausen (03:30) Why most owners don’t sell their business (05:43) Financial fears that keep owners from retiring (10:20) Why quality of earnings matters more than valuation (14:12) The 44% rule of selling your business (16:20) Delegating versus designing yourself out of work (21:32) The six-step process for half-retirement (28:13) The buyer’s perspective of risk Resources: Take the Half-Retire Master Class: For past guests, please visit Follow Jim: Connect on LinkedIn: E-Mail: Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 122: Will the Silver Tsunami Ever Come?
09/03/2025
EP 122: Will the Silver Tsunami Ever Come?
For years, we’ve been told that retiring business owners would flood the market with companies for sale. The truth is that most of them are holding on longer and for good reason. In this episode, shares market data that explains why owners are staying put. He explains the investment math influencing their choices and the costly mistakes made when they stop reinvesting in their business. Ed has advice for buyers, sellers, and advisors who are keen to preserve business value in a slow-moving market. In this episode, you will: Understand why business owners are no longer retiring at 65 Learn a realistic timeline for selling a business Maintain reinvestment to protect business value Highlights: (00:00) Meet Ed Mysogland (02:32) What is the silver tsunami? (04:43) Why business owners are reluctant to sell (08:54) Reinvesting in the business to keep its value (12:41) Advice for buyers, advisors, and owners Resources: Rethinking the "Silver Tsunami”: For past guests, please visit Follow Ed: Connect on LinkedIn: Instagram: Facebook:
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EP 121: Q2 2024 Deal Stats Report
05/15/2024
EP 121: Q2 2024 Deal Stats Report
In this episode, Ed Mysogland shares key insights from the latest quarterly Deal Stats report on business valuation trends. He discusses how EBITDA multiples have returned to typical levels after fluctuating during the pandemic. Ed also analyzes sector performance and highlights contradictory trends in private company sales multiples. Learn about typical discount levels, officers' compensation benchmarks, and the lengthy process of selling a business. Ed is available to discuss specific industries and answer questions from business owners. Tune in to get the latest market data and strategies for increasing your company's value. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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EP 120: Business Valuation Calculator Reviews
05/08/2024
EP 120: Business Valuation Calculator Reviews
Join Ed Mysogland in a deep dive into the world of online business valuation calculators. Unravel the complexities and limitations of these tools as Mysogland discusses the challenges of applying market data to private companies and highlights the drawbacks of relying solely on digital solutions. Discover the pros and cons of each, alongside insights into their accuracy and lead generation potential. Don't miss Mysogland's expert advice on business valuation methods and structure, and learn how to navigate the intricate world of business deals. Plus, gain exclusive access to valuable insights and articles through his newsletter, Defenders of Business Valuation. Tune in now for a comprehensive overview of online business valuation tools and their limitations. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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EP 119: How to Sell when the Business Owner is the #1 Sales Person
03/27/2024
EP 119: How to Sell when the Business Owner is the #1 Sales Person
One of the primary reasons businesses don't sell is that the business owner is the person with all of the sales relationships. Most buyers have to reduce the value or offer a risk-mitigated structure to get comfortable with the existing owner's role post-acquisition. I often lament about how, as dealmakers, we can address this sooner in the exit planning process. Enter ' President . I had been introduced to her practice by several people who raved about work she had done. I asked her if we could visit about exits and I was taken aback that she was regularly addressing this exact challenge with some of her clients...with success! The podcast was excellent. Carajane shared tips for both sides of the transaction. For the exiting owner, she talked about when to start preparing, how to do it, and what success looks like. For the buyer, she laid out the due diligence strategy to determine the level of owner risk in the sale process. Lastly, we uncovered invaluable tips for both buyers and sellers in the realm of business transactions. From presenting oneself in a disarming manner to defining clear objectives, the key lies in establishing genuine connections and articulating unique value propositions. Reach out to Carajane Moore: Email: Website: LinkedIn: ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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EP 118: Improvement Tips to Help Make Your Business More Saleable in 2024
03/20/2024
EP 118: Improvement Tips to Help Make Your Business More Saleable in 2024
I regularly get asked about how best to prepare a company for sale. The first challenge is time. Most business owners understate how long it takes to get out. The second is what this episode is about - what little things can you do to make your business ready for sale. It takes time, but it is worth it when you enter the marketplace. If listening isn't your thing, the notes I worked on the show are on the website's blog. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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EP 117: Planning Your Sale in 2024
02/28/2024
EP 117: Planning Your Sale in 2024
Exiting a business is a pivotal moment filled with complex emotional and financial decisions. This podcast episode dives into a structured 5-step plan to ensure a successful and fulfilling exit. We explore the significance of understanding your motivations, aligning your exit strategy with your goals, determining your financial needs, deciding on your post-exit involvement, and utilizing an Exit Matrix to balance financial returns with your desired level of engagement. Whether you're contemplating an exit or already planning one, this guide offers invaluable insights to navigate the transition smoothly, ensuring you achieve both your personal and financial objectives. Join us as we outline the keys to a strategic and rewarding business departure. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook: -
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EP 116: Evaluating Company-Specific Risk: Telescopic Observation
02/21/2024
EP 116: Evaluating Company-Specific Risk: Telescopic Observation
The "Telescopic Observation" provides an insightful overview of a strategic framework designed to enhance the SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis by offering a more structured approach to examining an organization's internal and external environments. It emphasizes the need for a more focused, inclusive, and systematic methodology to better understand business environments and strategically plan for success. The framework, developed in mid-1999, has been tested across various organizational settings, proving its utility in bringing distant or complex aspects into closer, more analyzable view, akin to a telescope. This process involves a dual-matrix system that functions like a funnel, gathering and filtering information for effective analysis and strategy formulation, highlighting its innovative approach to strategic planning. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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EP 115: Business Valuation Multiples Update
02/14/2024
EP 115: Business Valuation Multiples Update
In this fresh episode, we explore the Q4 2023 DealStats Value Index, providing a detailed analysis of current business valuation trends. Notably, we've spotted a significant shift: EBITDA multiples are moving towards a normalized figure, landing at 3.4x in Q3 2023, indicating a stabilizing market. Additionally, net sales multiples have slightly risen to 0.49x. A standout observation is the higher valuations public buyers are assigning to private entities, underscoring the strategic value these acquisitions hold. We also spotlight the sustained interest in the technology and healthcare sectors, which continue to attract premium valuations. This episode is brimming with valuable insights for entrepreneurs, investors, and anyone keen on understanding the nuances of business valuations in the current economic scenario. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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EP 114: Does your Business Valuation Help or Hurt Your Chances Selling Your Business?
02/07/2024
EP 114: Does your Business Valuation Help or Hurt Your Chances Selling Your Business?
In my 30-year journey through the world of deal-making, I’ve had the pleasure of conducting thousands of business valuations and working alongside some of the most talented appraisers across the United States. In this podcast episode, we’re diving into a common confusion in the business valuation process—what you expect versus what you actually get. Most of my work revolves around preparing businesses for sale, and my goal is to ensure that everyone who comes to me for valuation walks away with the insights they need, specifically geared toward selling. Nothing more, nothing less. One area where things get a bit murky is the terminology, especially when it comes to “fair market value.” It’s a term often thrown around to mean the same as “investment value” or “market value,” but the definition of fair market value can differ when we're talking about selling. In today’s episode, I’m breaking down the differences between fair market value and market value to highlight the important distinctions that could significantly affect your sale. Here’s the bottom line: Knowing your appraiser and understanding the standard of value they’re using is critical. If you’re looking for an appraiser for reasons other than selling, I’ve got a go-to list I’d be happy to share. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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EP 113: Tools of the Trade: CIMs
01/24/2024
EP 113: Tools of the Trade: CIMs
In this episode, we join Ed Mysogland as he explores the crucial aspects of Confidential Information Memorandums (CIMs) in the context of M&A transactions. Ed illuminates their essential role in the smooth execution of business sales. The episode offers an in-depth look at critical components of CIMs, including a detailed business overview, industry analysis, and the nuances of business valuation. Drawing on his extensive experience, Ed provides valuable insights into the importance of understanding a company's customer base, marketing approaches, and internal team dynamics, which are vital in maximizing business value. Furthermore, Ed discusses the importance of a comprehensive due diligence process, highlighting aspects such as technological advancements, strategies for growth, and effective methods for conducting transparent facility tours. Tune in to gain expert advice and learn about the indispensable tools that can assist business owners in achieving a streamlined and profitable sale. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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EP 112: Seeing a Business's Future with Adam Hoeksema
01/17/2024
EP 112: Seeing a Business's Future with Adam Hoeksema
In this episode, Ed Mysogland welcomed Adam Hoeksema, a seasoned professional in the field of financial modeling and business projections. Adam shared his journey from an accounting background to becoming an entrepreneurial force in the financial industry. He emphasized the pivot of his business, Projection Hub, from a subscription model to offering specialized Excel spreadsheet templates and custom financial modeling services. Adam candidly discussed the challenges and realizations that shaped his business, including understanding market needs and customer preferences. The conversation also ventured into the intricacies of financial projections, with Adam offering insights into effective forecasting and the nuances of creating realistic financial models for businesses. A significant portion of the discussion was dedicated to exploring current trends in business sales, particularly in the context of the anticipated "silver tsunami" of retiring business owners. Adam expressed concerns about the disconnect between the expected number of businesses for sale and the actual market capacity to absorb these sales. He speculated on the potential rise in creative financing solutions, like seller notes, to bridge this gap. The episode offered a mix of practical advice, industry insights, and forward-looking thoughts, particularly valuable for entrepreneurs, business buyers, and financial professionals. Adam's expertise in financial modeling and his perspective on the evolving business sales landscape provided a thought-provoking and informative session. Listeners can find more about Adam Hoeksema and his work at Projection Hub, a platform offering tailored financial modeling tools and services. About Adam Hoeksema: Adam is the Co-Founder and CEO of ProjectionHub. ProjectionHub helps founders create financial projections for potential investors and lenders. Prior to ProjectionHub, Adam served as the Executive Director of an SBA lender for over a decade. During his time at Bankable, they closed over 1,500 SBA loans for small businesses. Connect with Adam; Email: Website: Youtube: LinkedIn: ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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EP 111: BizSaleByOwner: The Future of Self Directed Business Sales
01/10/2024
EP 111: BizSaleByOwner: The Future of Self Directed Business Sales
I wanted to introduce you to the platform. BizSaleByOwner’s sole purpose is to serve small business buyers and sellers who deserve and are demanding more...More transparency, flexibility, choice, and more control. BizSaleByOwner.com is a self-directed business sale platform that provides business owner support, buyer efficiency, and ad hoc exit advisory services. Our innovative exit ecosystem is tailor-made to safeguard confidentiality while offering a comprehensive toolkit that keeps business owners and stakeholders operating efficiently. Today, my cofounder, Gary Stehle, and I walk trough the platform's features and what it took to get it from idea to an actual platform. See all of the features of the platform: Website: Gary Stehle's Email: LinkedIn: ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business. ************ For past guests, please visit Follow Ed: Connect on LinkedIn: Twitter: Instagram: Facebook:
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