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.

EP 133: The Story That Sells Your Business with Charlie Stanton 11/19/2025

EP 132: Why Franchises Sell (and Independents Don’t): Lessons from Inside Neighborly 11/12/2025

EP 131: No One-Size-Fits-All: Amy Wirtz on Succession Without the Drama 11/05/2025

EP 130: Shift-N-Gears: From Stuck to Scalable with Acquisition Thinking with Della Kirkman 10/29/2025

EP 129: How EOS Builds a More Sellable Business with Ashley Walters 10/22/2025

EP 128: It’s a Transition, Not Just a Transaction: Inside the Seller’s Journey with Denise Logan 10/15/2025

EP 127: The Next Generation of M&A: Trust, Tech, and the Human Side of Exits 10/08/2025

EP 126: The Late-Stage Entrepreneur: Gary Hentschel on Lessons on Risk, Value, and Second Acts 10/01/2025

EP 125: How Circle City Capital Group Turns Overlooked Businesses Into Thriving Investments 09/24/2025

EP 124: Inside the Broker’s Engine Room: George Wellmer on the Future of Business Sales 09/17/2025

EP 123: Beyond Selling: The Case for Half-Retirement with Jim Muehlhausen 09/10/2025

EP 122: Will the Silver Tsunami Ever Come? 09/03/2025

EP 121: Q2 2024 Deal Stats Report 05/15/2024

EP 120: Business Valuation Calculator Reviews 05/08/2024

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: /episode/index/show/defendersofbusinessvalue/id/30545508

EP 118: Improvement Tips to Help Make Your Business More Saleable in 2024 03/20/2024

EP 117: Planning Your Sale in 2024 02/28/2024

EP 116: Evaluating Company-Specific Risk: Telescopic Observation 02/21/2024

EP 115: Business Valuation Multiples Update 02/14/2024

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: /episode/index/show/defendersofbusinessvalue/id/29821953

EP 113: Tools of the Trade: CIMs 01/24/2024

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: /episode/index/show/defendersofbusinessvalue/id/29494218

EP 111: BizSaleByOwner: The Future of Self Directed Business Sales 01/10/2024

Episode 110: Trusts as part of an Exit Strategy with Bruce Mack 01/03/2024

EP 109: Books and Records for Optimum Sales Price with Matt Remuzzi 12/20/2023

EP 109: Books and Records for Optimum Sales Price with Matt Remuzzi Ed Mysogland is discussing books and records with special guest from this week. Next to the value gap, nothing can kill a deal quicker than bad books. Whether you're a business owner, investor, or simply intrigued by the dynamics of financial dealings, this episode is a must-listen. Discover the art of optimizing small business books for sale, unravel the intricacies of financial due diligence, and gain valuable insights into preparing businesses for successful transactions. Join the conversation as Matt shares expert advice on improving financials, navigating M&A deals, and maximizing the value of your business. Don't miss out on essential tips for running a business with an eye on future sales, including the nuances of transferring ownership and strategic growth planning. Tune in now for an enlightening discussion that promises to demystify the complexities of business transactions and set you on the path to a successful sale. Listen and gain valuable insights to elevate your business game! Reach Matt at: Email: Website: Twitter: Instagram: 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: /episode/index/show/defendersofbusinessvalue/id/29128933

EP 108: New Changes from the SBA Affecting Buyers and Sellers of Businesses with Ray Drew 12/13/2023

EP 108: New Changes from the SBA Affecting Buyers and Sellers of Businesses with Ray Drew This week on the podcast, Ed had the opportunity to visit with "SBA Ray" otherwise known as of ! In this podcast episode, we delve into the recent changes implemented by the U.S. Small Business Administration (SBA) in its lending programs. These changes include two Procedural Notices and new Standard Operating Procedures (SOP) that have a significant impact on the 7(a) and 504 lending programs, with a particular focus on financing change of ownership opportunities. Here are the key highlights of the SBA’s new SOP and additional guidance: Equity Injection Changes: Equity injection refers to new cash or assets added to a project not on the borrower’s balance sheet before. For acquisitions resulting in a complete change of ownership, a minimum equity injection of 10% of the total project costs is now required. Seller debt on standby or interest-only can be considered for equity injection. Employee Stock Ownership Plans (ESOPs): Lenders with delegated authority can now submit ESOP transactions. Loans to ESOPs for purchasing a controlling interest (at least 51%) do not require equity injection. Partial Changes of Ownership: SBA loans can now fund the purchase of a portion of an owner’s interest. Selling owners can remain involved in the business after the partial change of ownership. Rolled equity from the target company into the new company remains ineligible. Additional Guaranteed Dollars: Individuals can receive an extra $3.75 million in guaranteed dollars, equivalent to a $5 million 7(a) loan, for acquiring a business not in the same 3-digit NAICS subsector as any currently owned business with existing SBA debt. Buyer Rebates: Buyer rebates, tied to business performance, are allowed, providing flexibility in deal structures. Helps mitigate risks like concentration, employee retention, and more. Elimination of Personal Resource Test: SBA lenders no longer need to evaluate the personal resources of loan applicants. Stronger, more liquid borrowers can now pursue SBA financing, offering greater flexibility for multiple transactions. Reduced Documentation Requirements: The SBA has reduced the amount of documentation lenders must collect to verify equity. These changes bring significant opportunities and flexibility to small businesses seeking SBA financing, making it essential for entrepreneurs and lenders to stay informed about the latest updates. Tune in to learn more about how these changes could impact your business and financing options. Connect with Ray: Email: Website: Twitter: 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: /episode/index/show/defendersofbusinessvalue/id/29019773

EP 107: Latest Market Data with Ed Mysogland 12/06/2023

EP 106: Deal Jamming with Marc Morgenstern 11/29/2023

EP 105: How Company Culture is an Asset to Business Value with Amber Fields 11/22/2023

EP 104: How to Sell a Home Care Business with Jeff Bevis 11/15/2023

Defenders of Business Value

TOPICS