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Built to Sell Radio is a weekly podcast for business owners interested in selling a business. Each week, we ask an entrepreneur who has recently sold a business why they decided to sell their business, what they did right and what mistakes they made through the process of exiting their business. Built to Sell Radio is the ultimate insider's guide to approaching the most important financial transaction of your life.
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Built to Sell Radio
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Ep 349 How to Avoid Seller’s Remorse - Rory Fatt
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Rory Fatt began his entrepreneurial journey running marketing seminars for restauranteurs. After several owners approached Fatt to do their marketing for them, he decided to launch Royalty Rewards in 2005. The business was a multimedia marketing platform that helped small businesses market their products and services by rewarding loyal customers. T…
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Ep 348 Selling Your Side Hustle - Jeremy Nagel
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Jeremy Nagel started his entrepreneurial career teaching clients how to get the most out of Zoho, a popular CRM platform. Nagel began cultivating a small following on YouTube by sharing his advice for Zoho enthusiasts. Given his status in their ecosystem, Zoho approached Nagel about creating an SMS plug-in for their application to allow users to te…
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Ep 347 6 Things to Know Before Approaching an Acquirer - Touraj Parang
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1:20:05
Touraj Parang has experienced the highs and lows of selling a company. In 2009, Parang sold his first company, Jaxtr, for pennies on the dollar. He took the lessons he learned and joined Webs.com, where he helped Haroon Mokhtazarda sell his company for over $115 million. Parang left Webs.com and joined GoDaddy as a leader in their acquisitions grou…
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Ep 346 How this Service Business Sold for 3X Revenue - Timothy Armoo
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Ten years ago, Timo Armoo was on a flight from his home country of Ghana on his way to live in a council flat in one of the U.K.'s poorest neighborhoods. Motivated to live a better life, Armoo started Fanbytes, an influencer marketing agency dedicated to connecting brands with social media influencers. The company took off. Fanbytes reached 65 empl…
In 2015, Lorenzo de Plano co-founded Solace Technologies, one of the first vape manufacturers in the United States. The goal of the business was to create a discreet vape pen that customers could use as an alternative to smoking cigarettes. The business boomed to revenue of more than one million dollars a month, but a looming threat had de Plano ey…
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Ep 344 How to Make Your Email List Worth 7-Figures - Laura Roeder
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In 2007, Laura Roeder started selling online courses on how to market through social media. Her courses gained popularity, resulting in Roeder growing an email list of around 70,000 people. Inspired to further serve her customers, she decided to create social media scheduling software. It was one of the first social media planning tools that allowe…
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Ep 343 One Bold Decision That Led to a 20X Growth in Revenue - Raman Sehgal
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In 2009, Raman Sehgal started a small marketing company called ramarketing. In 2015, frustrated with the company’s progress, Sehgal decided to analyze his business. That’s when he discovered something interesting. Ramarketing’s most valuable customers (low-maintenance, sticky, high gross margin etc.) were in the pharmaceutical industry. Sehgal imme…
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Ep 342 The Unicorn Exit - Haroon Mokhtarzada
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In 2001, Haroon Mokhtarzada and his brothers started Webs.com, which allowed anyone to build a professional website. Eager to grow the company, they decided to raise money from a venture capital firm – a decision Mokhtarzada would later regret. They ultimately grew Webs.com to over 50 million users and sold it in 2011 to Vistaprint for over 10 x re…
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Ep 341 Selling to a Publicly Traded Company - Tony Falkenstein
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In 1988, Tony Falkenstein started Just Life Group, one of the first water-cooler companies in New Zealand. In 2016, Falkenstein identified the need to diversify into new service offerings and opted to start acquiring companies. Since then, Falkenstein has acquired six businesses, aligning with their overall focus of enhancing lives through healthy …
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Ep 340 Selling for a Truckload - Josh Davis
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In 2015 Josh Davis and a friend, Darryl Ee, decided to start Speedee Transport, a trucking company specializing in shipping products that need to be refrigerated. Within three years of starting the business, they had grown from two to over forty-five employees, and an acquirer approached them. This kicked off an emotionally draining—and financially…
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Ep 339 The Lifeboat Exit - John Whiting
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In 2017, John Whiting started Digital Kryptonite with the goal to provide business owners with more leads. Helping his clients mine LinkedIn, Whiting quickly grew his company from zero to seven figures within a year. The company was seeing massive growth month-over-month when suddenly Whiting received a message from his credit card processor that h…
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Ep 338 How This Service Business Got Almost 20 X EBITDA - Jonathan Shroyer
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In 2019, Jonathan Shroyer, alongside his Co-Founder Scott McCabe, started Officium Labs with the goal to help clients turn contact centers into profit centers. After two years of seeing incredible growth, Jonathan was approached by three investors to acquire Officium Labs. Shroyer ultimately ended up selling to Arise for around 20X EBITDA.…
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Could What Happened With Twitter & Elon Musk Happen To You?
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What every owner should take away from Elon Musk's decision to press pause. Enjoy this special edition of Built To Sell Radio.
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Ep 337 Eddie Whittingham - Saying No To 7 Times Revenue
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Eddie Whittingham started a company called The Defense Works in 2016. His idea was to provide companies with information on how to avoid getting hacked. Whittingham created a series of animated video clips explaining cyber security best practices and offered his content on a subscription model to companies. By 2020, Whittingham had bootstrapped his…
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Ep 336 James Ashford - The Inside Story Behind Sage’s 8 Figure Acquisition of a 12 Employee Company
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In 2016, James Ashford took what little was left after his business failed and invested £4,000 in developing proposal software for accountants which he named GoProposal. By 2020, GoProposal was a slick application with £1.5 million in revenue and hundreds of accountants using it. That’s when Ashford agreed to be acquired for a healthy 8-figure sum.…
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Ep 335 James Ashford - How to Sell A 12 Employee Company for 8-Figures
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James Ashford had a burning drive to become an entrepreneur and start a successful business. After a failed attempt to grow a marketing agency, Ashford knew that to build the business he had always dreamed of, he needed to make some drastic changes. In 2016, Ashford took what little was left after his business failed and invested £ 4,000 in develop…
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Ep 334 Paul Nielsen - From Product-Driven to Purpose-Driven
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Paul Nielsen built HomeTech, a company focused on creating healthier homes by installing skylights for natural lighting and advanced systems for better air quality. The business was generating around $1.4 million in EBITDA when an industry competitor approached Nielsen about acquiring HomeTech.
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Ep 333 Built to Sell Intel - How to Turn Beta Users into Customers Plus 3 Other Stories
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This week, we’re featuring four recent guests and highlighting transferrable lessons they shared about exiting their company.
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Ep 332 James Benham - The Clean Exit: 7X Revenue, No Earn-Out
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After graduating from business school, James Benham interned at one of the large accounting firms. Benham quickly realized corporate life was not for him. Instead, Benham started a business and lived on less money than he made as an intern for ten years.
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Ep 331 Ben Tossell - Maker vs. Manager
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In 2019, Ben Tossell was a frustrated entrepreneur, launching products nobody bought. His contacts showed little interest in his concepts but were curious about how he built his online offerings – especially because Tossell admitted he didn’t know how to code.
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Ep 330 Anna Maste - Bootstrapping a 2-Sided Market to a 7-Figure Exit
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Anna Maste built Boondockers Welcome, a kind of Airbnb for RVers, to $100,000 in Annual Recurring Revenue (ARR) when she received an offer of 3.9 times ARR. Maste was about to accept the offer when some soul searching led Maste to believe she could do much better. That kicked off a two-year journey of building the value of her business.…
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Ep 329 Sue Bryce & Craig Swanson - The 8-figure Expert
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Imagine turning your expertise into an 8-figure exit. That’s exactly what Sue Bryce did. Bryce built a $1 million photography studio in an industry where owners are often limited to low six-figure businesses that are dependent on them.
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Ep 328 Built to Sell Intel - 4 Big Takeaways on Building the Value of Your Company
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1:01:03
This week, we're back with the latest Intel edition of Built to Sell Radio. We feature four recent guests and dissect what made their companies built to sell.
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Built to Sell Radio
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Ep 327 Calvin Johnson - Selling for Parts
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Calvin Johnson built Lykki, an office supply company, to more than $7 million in annual revenue. Johnson had two divisions, one had office kitchen supplies (e.g., coffee), and the other sold office supplies. The kitchen supplies business was more attractive to acquirers than the office supplies side, so Johnson decided to separate the divisions and…
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Ep 326 Robert Glazer - Inside the Mind of an Acquirer
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Robert Glazer started an affiliate marketing agency called Acceleration Partners in 2007. Glazer never took outside capital and grew Acceleration to almost $28 million in sales before he sold a majority interest to Mountaingate Capital in 2020.
