Advertise on podcast: The Built to Exit Podcast with Jason Sisneros

Building a business nobody wants to buy is a trap most owners walk into without realizing it. The real problem is not revenue or marketing. It is founder dependency, missing systems, and never asking who you are building this for. If you are grinding inside your company, overwhelmed by AI hype, unsure what to automate first, or quietly wondering whether your business could survive without you, this one cuts deep. In this episode of Built to Exit, Jason Sisneros sits down with Nathan Byrd, founder of Acquicon (Acquisition Conference), long-time advisor and investor in the lower middle market, to talk about what separates operators who build transferable value from those whose businesses own them. Together, we break down: Why founder dependency is the silent killer of business valueHow to use AI without drowning in ideas you cannot executeWhy SOPs come before automation and what happens when you skip themThe vetting process behind high-integrity business communitiesHow vision and reflection drive better decisions than speed ever willWhy AI-first companies will reshape the future of transactions and exitsThe difference between influence and impact, and which one comes first This episode is for business owners who want to: Build a company that runs without them in the roomStop confusing activity with progressKnow what to automate and what to protect You did not start this business so it could own you. Nathan and Jason show where operators get stuck and how to build something worth transferring, to a buyer, to your team, or to your family. Chapters 00:00 - Why the business you built might own you 00:37 - Meet Nathan Byrd and the story behind Acquicon 03:50 - What Acquicon solves for operators and investors 05:22 - From personal training to architecting businesses 10:02 - Why following expert advice actually works 12:22 - What separates action takers from everyone else 16:00 - How to vet people without a ten-question checklist 22:30 - Where AI helps and where it creates overwhelm 28:30 - Why SOPs come before automation 30:30 - AI-first companies and the future of exits 35:00 - How a PE firm used AI and what outperformed it 39:40 - What attendees said after Acquicon 44:55 - The biggest mistake: letting the business own you 🔗 Guest and Event Links Acquicon (Acquisition Conference), October 19-21, Salt Lake City: acquicon.com Jason Sisneros: jasonsisneros.com Built to Exit: builttoexit.biz #BuiltToExit #BusinessExit #SmallBusinessGrowth

Business owners spending thousands on marketing to chase one client at a time are playing the wrong game. Most never consider that the largest buyer in the country already publishes exactly what they want, how much they'll pay, and where to find the opportunity, every single day. If you're stuck as the bottleneck in your business, burning cash on client attraction, or sitting on a great company with no idea how to exit it profitably, this conversation will shift how you think about revenue, risk, and what your business is actually worth. In this episode of Built to Exit, Jason Sisneros sits down with Kevin Jennings, government contracting expert, serial acquirer, and founder of The Government Cheese, to break down how everyday service businesses can tap into government contracts, why Kevin's first exit was a painful masterclass, and what it actually takes to go from running one company to building a nine-figure roll-up. Together, we break down: Why government contracts eliminate the hardest part of business: finding the customerHow a five-year street sweeping contract at the Las Vegas airport covers all the basesWhy 23% of every federal dollar is earmarked for small businesses and most never go after itWhat Kevin got wrong in his first exit and why he calls it a "paid MBA"How running eight businesses became easier than running oneThe four startup traits (arrogance, impatience, wrong team) that must flip before you scaleWhy knowing your worth as a person, not just a business, changes every negotiation This episode is for business owners who want to: Add reliable, long-term revenue without spending more on marketingAvoid a dictated exit where the buyer controls price, timing, and termsBuild a business that runs without them so they can be present for what matters You do not have to figure out government contracts alone, and you do not have to repeat the mistakes Kevin made on his first exit. This episode shows where service-business owners leave money on the table and how to stop. Chapters 00:00 - Why business owners never consider the government as a client 02:54 - Kevin's journey: football, real estate crash, and the pivot to government contracts 06:09 - What the government actually buys (hint: it's not just guns) 09:30 - The janitor analogy: jobs the government stopped filling and now contracts out 12:22 - How government contracts reduce concentration risk and boost your multiple 13:56 - Five-year deals and guaranteed revenue: why Kevin locks in long-term contracts 17:00 - Zero marketing spend: one website, every federal opportunity, every day 19:30 - Running eight businesses is easier than one, here's why 21:30 - The mindset shift: killing the ego to scale past eight figures 26:30 - Kevin's NICU moment and why he had to change how he ran his business 31:00 - Kevin's first exit: uneducated seller, dictated deal, and the lessons inside the pain 37:30 - Building the seller's code: controlling price, timing, and terms 43:00 - Kevin's one piece of advice: know your worth 🔗 Connect with Kevin Jennings Find Kevin across all socials: @thegovernmentcheese Facebook | Instagram | TikTok | YouTube: The Government Cheese 🔗 Connect with Built to Exit Website: builttoexit.biz Subscribe for weekly conversations on building enterprise value and exiting on your terms. #GovernmentContracts #BuiltToExit #BusinessExit

Business owners who play it safe are just employees with more stress. Most entrepreneurs stay stuck not because they lack skill, they lack the guts to match the size of the opportunity to the size of the work they're already doing. If you're grinding every day but the payoff never feels worth it, if you're scared to go bigger, or if you've lost sight of why you even started, this one will hit. In this episode of Built to Exit, Jason Sisneros sits down with Kyle Auffray, former NFL player, venture capital operator, and private equity dealmaker, who scaled a company from $600K to $28M in revenue, closed a multi-seven-figure government PPE contract during COVID, and now builds billion-dollar sports development projects. Kyle breaks down exactly how the same skills that got him from undrafted free agent to four NFL teams translate directly into closing deals and building businesses worth owning. Together, we break down: -Why the same skillset produces wildly different income depending on what you attach it to -How Kyle sold himself into the NFL with no agent, no draft pick, and no guarantees -The COVID deal that paid more in three months than the previous four years combined -Why business owners take all the risk but refuse to chase the real reward -How to stop being an employee of your own company -What Kyle's father taught him about living with urgency and zero regret -Why The Forge exists and what the male suicide crisis means for entrepreneurs This episode is for business owners who: -Know they're capable of more but keep playing small -Haven't defined their endgame and can't explain why they're still grinding -Need a reality check on whether the juice is worth the squeeze You don't have to figure this out alone. You don't have to keep selling used cars when you could be selling Lamborghinis. Kyle and Jason lay out the mindset, the moves, and the community that make the difference. Chapters 00:00 - Why playing it safe as a business owner is the biggest risk 00:30 - Kyle Auffray's journey: New York kid to NFL to dealmaker 02:00 - The transition most athletes and business owners get wrong 03:00 - Everything is sales, how Kyle sold his way into the NFL 05:00 - Scaling a company from $600K to $28M in four years 05:50 - The COVID PPE deal: multi-seven-figure matchmaking 08:00 - Why the same work earns 10x more with the right product 09:00 - The fearlessness factor: billion-dollar deals and Lake Como meetings 10:00 - Why comfort kills business owners 11:30 - The moment Kyle got the call from the Arizona Cardinals 13:00 - One life, one shot: why your endgame matters more than your hustle 15:00 - Know your endgame or you're just an employee of your own company 17:30 - The Forge: why male suicide and fatherlessness are an entrepreneur crisis 22:30 - Two books you need in your life, the Bible and your passport 25:00 - What three days with B2X actually does to your business and your life 🔗 ConnectThe Forge → betheforge.com Dare to Exit Event (Nov 5-6, Atlanta) → daretoexit.com Built to Exit → builtexit.biz #BuiltToExit #BusinessExit #EntrepreneurMindset

Business owners in the trades are drowning in six platforms just to run one company. Most AI advice makes it worse because it skips the foundation, your SOPs, your workflows, your people, and jumps straight to the shiny tool. That is how you burn money and lose trust. If you are running an HVAC company, a roofing crew, electrical, plumbing, or any trade-based business and you feel stuck between ignoring AI and going all-in without a plan, this conversation will ground you. In this episode of Built to Exit, Jason Sisneros sits down with Joe Garner, tech entrepreneur, former Department of Defense cryptologist, and founder of a consulting-marketing-software firm with nine platforms in its portfolio. They unpack what AI adoption actually looks like when you do it right, what it costs when you do it wrong, and why the trades have a built-in moat that most industries do not. Together, we break down: Why SOPs are the only thing that will keep your business alive in the age of AIHow to tell the difference between a real AI use case and a shiny objectWhat "people, processes, and platforms" actually means when you audit your operationsWhy AI agents in dispatch, accounting, and HR are here now, not five years awayHow one platform (Evolve ERP) replaced six tools for a multi-trade companyThe three AI risks most business owners have not thought about: security, unknown cost, and hallucinationsWhy the trades are one of the few industries with a real moat against AI displacement This episode is for business owners who want to: Stop paying for six platforms that do not talk to each otherUse AI to multiply their team instead of replacing themBuild enterprise value that commands top dollar when they exit You do not have to guess at this. You do not have to throw AI at everything and hope it sticks. Jason and Joe lay out what works, what does not, and where to start, with your operations documented first and the tech layered on second. Chapters 00:00 - Why ignoring AI will leave your business behind 00:37 - Welcome to Built to Exit with Jason Sisneros 01:00 - The due diligence mistake most business owners make with partners 02:47 - Joe Garner's journey: DoD cryptology to tech entrepreneur 05:05 - The rare combination: architecture mind meets marketing mind 06:31 - How to pivot when the next wave hits your industry 08:08 - Why SOPs are the only thing keeping you alive in the AI era 10:10 - AI is turning business owners into zombies 13:00 - Joe's true north: faith, family, and doing business with integrity 14:50 - Trust in the age of AI deepfakes and generated personas 17:50 - Evolve ERP: one platform replacing six for trades businesses 22:50 - Why the trades have a moat against AI disruption 24:50 - Price, timing, and terms: who really controls your exit 28:15 - AI agents in the trades: the dispatch example that changes everything 30:50 - Three AI risks no one talks about: security, cost, and hallucinations 35:00 - The "super suit" philosophy: AI as leverage, not replacement 39:30 - Dying breath: what to tell your kids about business 41:00 - Where to find Joe Garner and Evolve ERP 🔗 Connect with Joe Garner Website: https://garner.agency/ 🔗 Built to Exit Website: builttoexit.biz Dare To Exit live event: daretoexit.com #BuiltToExit #AIForBusiness #TradesBusiness

Most business owners have no idea what their company is actually worth, and neither does anyone else. Private companies don't trade on a market. There's no ticker, no graph, no daily price. So when it's time to raise capital, reward early employees, or sell, you're guessing. That guessing costs you real money. If you've been grinding for years, building something real, and you still can't answer "what's my company worth today?" this one is for you. In this episode of Built To Exit, Jason Sisneros sits down with Tomas Milar, founder of Eqvista, a company that issues stocks and provides equity valuations for private companies. Tomas has worked with over 20,000 clients and nearly half a billion dollars in client assets, all bootstrapped, no VC money. Together, we break down: How to price a private company when there's no public market to referenceWhy rewarding early employees with equity is a competitive weapon, not just a nice gestureHow a logistics company cut from 170 employees to 24 and went from $28M to $12M in revenue with better marginsWhy raising $35M on $5M in revenue can leave a founder with $8-10M after a $100M exitHow AI should be used to make your business efficient without replacing the human judgment that keeps clients safeWhy revenue before fundraising is the discipline that separates builders from burn-rate companiesWhat "cap table hygiene" means and why ignoring it kills your exit This episode is for business owners who want to: Understand what their company is actually worth right nowStop diluting themselves into a corner with bad fundraising mathUse AI and lean operations to increase enterprise value before they sell You don't have to figure out valuation, equity, and exit math alone. Tomas and Jason lay out where business owners go wrong and what the smartest operators are doing differently. Chapters 00:00 - Why most business owners can't answer "what's my company worth?" 00:27 - Welcome to Built To Exit 01:07 - Tomas Milar's story: from Hong Kong incorporations to private-company valuations 04:22 - The core question: how do you price something that doesn't trade? 07:43 - What "always ready to sell" actually means 11:01 - Operator vs. executor: the shift that makes a business transferable 11:39 - Rewarding the believers: stock liquidity for early employees and investors 15:11 - WIIFM: how gamifying your business changes everything 19:29 - AI in business: why "automate but human-deliver" works 22:26 - The real cost of replacing your analyst with AI 25:51 - Two identical businesses, one with AI: what happens to valuation 30:02 - Future revenue multiples and the three things owners can do today 34:16 - The $35M raise on $5M revenue: a cautionary tale in dilution math 🔗 Connect with Tomas Milar & Eqvista Website: eqvista.com LinkedIn: www.linkedin.com/in/tomasmilar/ 🔗 Built To Exit Website: builttoexit.biz Dare To Exit live event: daretoexit.com #BuiltToExit #BusinessValuation #ExitStrategy

Selling your business should not destroy your family or your finances. Most owners get the company ready to sell but never get themselves ready, and that gap costs them their identity, their family, and sometimes the deal itself. If you are a business owner staring down an exit and wondering who you will be on the other side of it, or if you have never once talked to your family about what happens when the business is gone, this conversation is for you. In this episode of Built to Exit, Jason Sisneros sits down with Jeffrey Condren. Jeffrey is a wealth advisor who has spent over a decade helping business owners handle the money and the mindset that come with selling. Part advisor, part therapist; he breaks down the risks that nobody warns you about until it is too late. Together, we break down: -Why owner risk, client risk, and people risk determine what a buyer will actually pay -How losing your identity during a sale can blow the deal before it closes -What happens when a business owner who has never had that much cash suddenly sees it in a checking account -Why the first 30 to 90 days after the wire hits are when most owners blow through their money -How families fight over the money when the business owner never told them why it was split that way -Why one owner's $20 million exit turned into $1 million in less than two years -What a family office that has lasted nine generations can teach you about raising kids around money This episode is for business owners who want to: -Exit without losing themselves in the process -Protect the wealth they spent decades building -Stop avoiding the family conversation that gets harder the longer they wait You do not have to figure this out alone. Jeffrey and Jason show where owners go wrong, and what it looks like when someone does it right. Chapters: 00:00 - Why most business owners are not ready for what happens after the sale 00:30 - Welcome to Built to Exit 02:01 - Jeffrey Condren: wealth advisor, sometimes therapist, and the person you need on your team 02:54 - Jeffrey's background and why he focuses on owners who are selling 04:03 - The four traits that built your business and now hold you back 06:01 - Three critical risks every buyer evaluates before writing a check 09:00 - What buyers are really looking for: certainty across four quadrants 10:04 - Involuntary, dictated, or custom-tailored: which exit are you headed toward 11:45 - The horizon: the psychological danger zone between decision and closing 12:55 - Why owners lose their identity mid-deal and how to reframe the next chapter 15:17 - Sudden liquidity: why the first purchase after the wire is almost always a mistake 17:00 - The 30-60-90 day rule: no major decisions after the sale 20:00- From $20 million to $1 million: what happens when nobody manages the money 22:00 - Why avoiding the family conversation creates more conflict than having it 24:00 - Start with the why before the what: dividing assets among your children 26:00 - Disaster story: the owner who died before signing the documents 27:30 - Teaching kids about money at every age without handing them entitlement 30:00 Shirt to shirt: why generational wealth disappears by the third generation 31:00 - Nine generations deep: what one family office got right starting at age six 34:00 - Jason's own kids and what it means to be the first-generation way maker 35:30 - When to bring in a mediator, estate planner, or specialist 37:30 - How to reach Jeffrey Condren and the Built to Exit team Connect with Jeffrey Condren Website: mesirow.com/wealth-management Built To Exit Website: builttoexit.biz Dare To Exit live event: daretoexit.com #BuiltToExit #ExitPlanning #WealthAfterSale

Selling your business alone is the most expensive decision you will never see on the invoice. Most exits do not fail because the business was broken. They fail because the owner refused to get the right people around them before the deal started. If you have been telling yourself "I'll figure it out," grinding through every problem solo, and treating expert help like an expense instead of an investment, this conversation is going to cost you nothing and save you everything. In this episode of Built To Exit, Jason Sisneros sits down with Kevin Marron, serial entrepreneur, strategic investor, and founder of the 335,000-member Blue Collar Millionaires community. Kevin built and exited Gutter King across 29 states, planned that exit five years in advance, and now operates and invests in multiple businesses using the exact playbook he wishes someone had handed him at 23. Together, we break down: Why "I'll figure it out" is the four-word sentence that shrinks your exit and steals your time How Kevin left $100K on the table on his first exit by skipping the lawyer and the accountant What borrowed belief actually looks like and why it accelerates you faster than hard work alone Why your fractional CFO should show up on day one, not the year you decide to sell How to build a network that compounds into real deals instead of stacking business cards The difference between an architect and a specialist and why confusing them costs you everything Why wearing losses as a badge is overrated when you can learn from someone who already took the hit This episode is for business owners who want to: Exit on their terms with their family, health, and wealth intact Stop guessing and start surrounding themselves with people who have already done it Build something worth $50 million instead of grinding alone toward $2 million You do not have to white-knuckle your way through this. Kevin and Jason have both taken the hits and come out the other side. This is what they wish someone had told them 20 years ago. Chapters 00:00 - The four words that will shrink your exit 00:37 - Who is Kevin Marron and why Jason showed up to his stage for free 02:37 - How Blue Collar Millionaires grew to 335,000 members 09:49 - Why work-life balance is a lie entrepreneurs need to stop repeating 12:26 - How Kevin built a tribe from zero connections in Atlanta 20:46 - Your mask meets my mask: why fake networking kills deals 24:04 - What Kevin would tell his younger self before his first exit 27:09 - Why Kevin started planning his Gutter King exit five years early 32:50 - "I'll figure it out": four words that cost you everything 34:13 - Architects vs. specialists: the mistake that looks like good advice 39:53 - Borrowed belief: how two SCORE mentors changed Kevin's whole trajectory 51:03 - Kevin's last piece of advice to any business owner watching 🔗 Kevin Marron / Blue Collar Millionaires Website: bluecollarmillionaire.net Blue Collar Millionaire on Facebook (335,000+ members) Boardroom Elite Atlanta — October 23-24 🔗 Built To Exit Website: builttoexit.biz Dare To Exit live event: daretoexit.com #bluecollarmillionaire #builttoexit #businessexit

Selling your business should not be the moment you realize you weren't ready. But for a majority of owners, that is exactly what happens. Most exits don't fall apart apart because the owner never cleaned up the financials, never built a team that could run without them, and never sat down long enough to figure out what comes after the wire hits the account. In this episode of Built to Exit, Jason Sisneros sits down with Todd Pollock, "The Todd Father." Todd is a CPA, Certified Exit Planning Advisor, and 35-year veteran known as Together, we covered: - Why financial statements built for tax savings destroy deal value when a buyer runs due diligence - How lifestyle expenses buried in your books become the red flags that kill buyer confidence - What "pro forma adjusted EBITDA" actually means and why it matters years before you list - Why most owners sabotage their own exit without seeing it coming - How the 18-month retirement cliff catches even the most successful founders off guard - What happens when an owner dies at their desk and the family inherits chaos instead of a plan - Why working with the wrong advisors — people chasing the fee — is worse than working with none Chapters 00:00 - Why most owners aren't ready when it's time to sell 00:39 - Welcome to Built to Exit with Jason Sisneros 02:59 - Todd Pollock: The Todd Father's 35-year track record 05:32 - What "clean financials" really means before a sale 08:34 - The add-backs and lifestyle expenses buyers catch first 11:25 - Why exit planning starts 5-10 years before you sell 14:33 - The 18-month retirement cliff that catches every owner 18:46 - Misdiagnosis: handing the business to your kids unprepared 26:20 - Contingency plans and buy-sell agreements most owners skip 30:51 - How to build a team that runs without you 37:04 - The blind spots nobody on your team will tell you about 38:34 - One piece of advice: Don't wait. Start now. Connect with Todd Pollock: LinkedIn: https://www.linkedin.com/in/todd-polyniak/ Firm: https://saxadvisorygroup.com/ Connect with Jason Sisneros: Built to Exit: https://builttoexit.com #BuiltToExit #ExitPlanning #BusinessExit

Your business should give you freedom, even when you step away. It should not grind to a halt without you. Stuart Burgess built a business that works without him through clear systems, smart delegation, and a strong culture. Burgex Mining Consultants now has 25 full-time employees. The team handles 100 projects at a time. In this episode of Built to Exit, host Jason Sisneros talks with Stuart Burgess, founder of Burgex Mining Consultants. Stuart's story starts in a grocery store, where he worked as a butcher. He went on to become a mining entrepreneur. Stuart explains how he gave up daily control and freed his calendar. He then built a company that no longer depends on his labor. Stuart also believes a commodity boom that will last for decades is starting. He points to rising copper demand, AI data centers, and old infrastructure that needs to be replaced. He also sees a severe lack of mining talent. This interview covers - The difference between a lifestyle company and a real business. - How SOPs and delegation stop knowledge from getting trapped in one person's head. - Why free time gives a founder room to build new sources of revenue. - How Burgex hires for "can do, will do, team fit." - Stuart's view on copper supply and demand. - The "gray tsunami" and the mining talent shortage. - How private equity can hurt a good company by replacing a strong culture with short-term thinking. This episode is for business owners who want a team that runs without them. It is also for business owners who want a company they can sell and more time for the next opportunity. If cash flow disappears when you step away, your first exit is not a sale. First, build a company that serves customers without depending on you each day. Chapters 00:00 - Why Built to Exit shares real business lessons 02:24 - From grocery-store butcher to mining founder 05:48 - When a lifestyle company becomes a real business 10:30 - Remove yourself from the business to test its value 13:19 - How owner freedom creates new revenue lines 17:30 - Why AI workflows depend on clear SOPs 20:57 - The multi-decade commodity boom Stuart sees ahead 22:34 - Copper demand, AI data centers, and declining supply 25:36 - Mining's gray tsunami and talent shortage 28:23 - Hiring for can do, will do, and team fit 30:20 - Why private equity deals fail when culture disappears 34:27 - Believe in yourself and let consistency compound Subscribe for more business-owner conversations about building companies that give you more freedom and choices. #BuiltToExit #BusinessSystems #Enterpreneur

If you own a business, organic growth may be the longest route to the exit you want. The right acquisition can add scale and raise your company's sale price. It can also bring that exit closer if you buy well and manage the handoff. You may know your company can do more, yet the market you serve feels too small. Cash is tight, and time is short, yet an acquisition may still be within reach. In this episode of Built to Exit, host Jason Sisneros talks with Tom Shipley. Tom is a consumer-brand builder, acquisition operator, and DealCon host. His businesses generated about $2 billion in revenue. One acquisition helped take a $300,000 business to $100 million. In 2021, Tom sold a portfolio of brands to private equity. Jason and Tom cover: - Why a mature company may grow faster through a purchase than through organic growth. Tom walks through the math. - How buyers can find motivated sellers through day-to-day conversations and trusted relationships. - What lenders look for when the buyer's current company is short on cash. - How seller financing and the right deal structure can cut the cash due at closing. - What to protect during the first 30 days and 90 days after you buy a company. - Which culture problems raise risk before and after closing. Learn what to spot before the deal. - How more scale can help you adopt AI, cut costs, and raise output. This episode is for business owners who want to: - Grow beyond what organic sales alone can produce. - Buy another company without harming either culture. - Build a company that can command a higher sale price at exit. Start with a clear acquisition thesis. Complete your due diligence, and work with experienced advisors. Everybody exits. How matters. YouTube Timestamps 00:00 - Meet Tom Shipley, a $2 billion brand builder and acquisition operator 02:54 - How a cash crisis led to buying a larger business 08:01 - The growth math behind a roll-up strategy 11:03 - How to buy a company with no cash and no spare time 15:15 - Scarcity vs. resourcefulness when a business is failing 19:24 - How the right room helps ambitious business owners grow 25:17 - Special Forces lessons for founders and CEOs 33:18 - Why acquisitions fail after the deal closes 42:10 - Culture problems that can break an acquisition 43:42 - How seller financing can fund a business purchase 47:23 - Using acquisitions to accelerate AI adoption 48:48 - The advice Tom would give his younger self #BusinessAcquisition #MergersAndAcquisitions #ExitPlanning

A company can turn a profit and still sell for less when it depends on you. Buyers see more risk when one person runs the company. Exit readiness lowers this risk. It creates a business that can transfer to a buyer. The buyer can run it without you. Buyers will pay more to own it. In this episode of Built to Exit, Jason Sisneros talks with Scott Gabehart. Scott is a certified business appraiser. He is also a former business broker. He co-founded BizEquity. They explain how business valuation can affect a sale. They also cover management independence, recurring revenue, and scalable profit. Together, they cover: Why planning for an exit can lead to a better sale price.How management independence makes cash flow easier to transfer.Why strong second-tier management matters. In a firm with transferable operations, it can raise enterprise value by 20–30%.How recurring revenue can lower buyer risk. A wider mix of customers can do the same.Why deal terms and earnouts can matter as much as the price.How emotional readiness can keep business owners from hurting a sale. This episode is for business owners who want to: Build a company that is worth more before it goes to market.Reduce how much the company depends on them and build a stronger management team.Get a better price, better timing, and better terms when a buyer appears. Timestamps 00:00 - Why business owners need to prepare for an exit now02:27 - Scott Gabehart's experience in business valuation05:42 - How BizEquity estimates the worth of owner-operated companies09:05 - Why exit readiness affects sale price11:46 - What makes a business exit-ready15:53 - The data behind the coming ownership transfer20:53 - How exit-readiness tools measure sale-price upside25:14 - Three business factors buyers reward30:50 - Why deal terms matter as much as price35:19 - How emotional readiness protects the sale39:43 - The biggest exit-planning mistake42:34 - The first step business owners should take #ExitPlanning #BusinessValuation #BuiltToExit

Small business ownership is failing, and owners are paying the price. The system keeps telling them they do not matter. Reserve your seat for Cabo Mastermind: https://builttoexit.biz/yt-cabo Do you carry more than your share? You are not imagining it. You are not alone. And you are not failing. In this episode, I speak with Jethro Hopkins, founder of No Coast Business Advisors and one of our top Built To Exit advisors. Jethro takes on the deals most firms will not touch. He works with owners of firms worth $750,000 to $5 million. Large firms often treat these owners as a low priority. Jethro does not. Together we cover: - Why small business owners hold 63% of U.S. jobs, yet get treated like they do not count - What it meant when the state called these firms "nonessential," and the real cost of that word - Why spread income, not politics, builds real freedom - The three things that give you freedom: time, money, and force as a last resort - Why owners who sell with no plan end up broke or bored in two years - The Owner Syndicate: our plan to help 600 owners exit on their own terms - Why we are bringing this group together in Cabo this fall This episode is for owners who want to: ✔ Build a firm that runs without them ✔ Learn what it takes to make a firm easy to sell ✔ Stop hearing that their work does not matter You do not have to work through this alone. You do not have to sell your firm the wrong way. And you do not have to wait until your options run out to plan your exit. ⏱️ Timestamps 00:00 – Why small businesses fail after the owner leaves 00:40 – How to sell a business under 5 million dollars 01:07 – Business broker for main street businesses 03:32 – How to sell a business with messy books 06:41 – Why small business owners were called nonessential 09:16 – How to build financial freedom as a business owner 11:58 – How to get certified in business succession planning 15:42 – Best business owner mastermind events 2026 21:32 – Business owner retreat in cabo mexico 30:19 – How to plan your business exit strategy Reserve your seat for Cabo: https://builttoexit.biz/yt-cabo Connect with Jethro Hopkins: 🌐 Website: https://nebraskabusinessbroker.com/the-right-business-broker 💼 LinkedIn: https://www.linkedin.com/in/jethro-hopkins-30b84425/ 📸 Instagram: https://www.instagram.com/jethrohopkins/ 📘 Facebook: https://www.facebook.com/nocoastbusinessadvisors/ Connect with Jason Sisneros: 🌐 Website: https://builttoexit.biz 💼 LinkedIn: https://www.linkedin.com/in/jason-sisneros 📸 Instagram: https://www.instagram.com/thejasonsisneros/?hl=en 📘 Facebook: https://www.facebook.com/BuilttoExit/

Most business owners think exit planning is something they do later. But Scott Snider says that is the mistake. Exit strategy is business strategy. The decisions you make today around people, culture, profitability, customer relationships, systems, leadership, and value creation are already shaping what your company will be worth tomorrow. Get The Exit Code Blueprint (Free): https://exitcodeblueprint.com/ In this conversation, Jason Sisneros and Scott Snider, President of the Exit Planning Institute, break down why owners need to stop thinking only like operators and start thinking like value creators. From Scott’s first business at 17, to building and selling his landscape and snow removal company, to growing the Exit Planning Institute with his father, this episode is about what it really takes to build a company that is valuable, transferable, and aligned with the owner’s life. This is not just about selling someday. It is about building a significant company now. What’s covered: → Why exit strategy is business strategy → Why business owners wait too long to think about value creation → The difference between growing for income and growing for enterprise value → Why a profitable company is not automatically a sellable company → How owners can shift from operator mindset to investor mindset → Why your business should be viewed as an asset in your financial portfolio → The four things owners need to understand: mindset, value measurement, value drivers, and goal alignment → Why culture, human capital, and decentralizing the owner matter in a successful exit → Why bad advisors can lead owners to bad buyers → Why price is only one part of the deal — and terms, alignment, and buyer fit matter just as much → What Scott means by “activation” for both advisors and owners → Why Drive Value exists to help owners start learning before they are ready to transact → Why the best move an owner can make is to get educated before the exit becomes urgent Scott’s CTA: If you own a business, start getting educated now. Pick up a book, listen to a podcast, immerse yourself in the world of value creation, and begin learning how to think differently about your company. You do not need to wait until you are ready to sell to start building a more valuable, transferable, and significant business. Connect with Scott / Drive Value: https://drivevalue.com/ Exit Planning Institute: https://exit-planning-institute.org/ Chapters 0:00 – Intro: why sell-side advocacy matters for owners 1:45 – Scott Snider’s background and the start of Exit Planning Institute 4:04 – Why owners misunderstand exit planning 8:30 – Value Acceleration and building a significant company 10:52 – The mindset shift from income generation to value creation 13:39 – The four things owners need to learn to build value 17:43 – Why price is not enough: terms, buyers, and bad advisors 18:52 – Building a company around “we,” not just “me” 28:30 – Advisor activation, owner activation, and Drive Value 31:30 – Scott’s advice: get educated before the exit becomes urgent #entrepreneur #sellingyourbusiness #businessexit #exitplanning #valuecreation #builttoexit

Most business owners wait too long to make their business legitimate. And when it comes time, hand off, or step back, they've lost the chance to lift up their family and those around them with a life-changing exit. Get The Exit Code Blueprint (Free): https://exitcodeblueprint.com/ In this conversation, Jason Sisneros and Rena Striegel break down what it really takes to get a business ready for transition or sale before you are already at the closing table. From family business dynamics to emotional decision-making, succession planning, wrong-team risk, and the difference between owning a company and being trapped inside one, this episode is about preparing the owner, the team, and the business for what comes next. What's covered: → Why buyers count on 4 seller weaknesses: arrogance, ignorance, impatience, and the wrong team → Why building a business is emotional — but selling one has to become intellectual → The danger of building a company around dysfunction, loyalty, and long-standing relationships instead of transferability → Why “when emotions are high, intellect is low” can cost owners credibility, money, and leverage → How to stop treating the business as your identity and start seeing it as a cash-producing machine → The family farm transition that went from “a farm with a business” to “a business that happens to have a farm” → Why your longtime attorney, CPA, broker, or advisor may not be the right person for a transition → How hiring the wrong professional early can make the transaction more expensive later → Why planning protects not just the sale price, but the values, people, and legacy behind the business Rena’s CTA: If you are testing the waters, thinking about transition, or unsure what your next move should be, have an initial conversation before you start signing contracts. Calling does not mean committing — it means getting information, collecting your thoughts, and making sure you have the right resources around you. Connect with Rena / Transition Point BA: https://transitionpointba.com/ Chapters 0:00 – Intro 0:50 – Rena’s background: dairy farm roots, banking, and family business 2:00 – Acquiring her firm and focusing on agriculture 4:13 – Why trust matters differently in farming and family businesses 6:25 – How Rena and Jason’s work fits together on the exit mountain 10:00 – Getting the owner, team, and business ready for transition 11:01 – The 4 weaknesses buyers count on 13:43 – Separating emotion from business decisions 16:10 – When emotions are high, intellect is low 20:00 – Your business is not your identity 21:04 – The farmer identity problem: what are you when you’re not the business? 23:36 – Becoming a business that happens to have a farm 28:00 – Trusting the talent already around you 29:50 – The false summit before transition 32:00 – Why credentials are not enough 36:00 – When your trusted generalist is not the right specialist 41:30 – Why the advisor market is so confusing 44:58 – Why most listed businesses do not actually close 46:19 – The cost of getting bullied by transition opportunists 48:46 – Humility, listening, and why some owners win 51:42 – Blind spots, family business, and outside perspective 54:00 – Planning protects the business after you 55:42 – Rena’s CTA: get information before you commit 56:59 – Where to find Rena 58:00 – Jason’s closing message for owners thinking about exit #entrepreneur #sellingyourbusiness #businessexit #builttoexit

America spent 40 years telling young people not to go into the trades. Now we are paying for it. Get The Exit Code Blueprint (Free): https://exitcodeblueprint.com/ This conversation between Jason Sisneros, Kory Anderson, and Ali Anderson breaks down one of the biggest threats most business owners are not paying attention to: America’s skilled trades crisis. Foundries are closing. Generational knowledge is disappearing. Young people are not replacing the tradesmen retiring out. And the same industries we depend on for defense, infrastructure, energy, transportation, manufacturing, and national security are running out of people who can actually build, repair, cast, weld, machine, and produce. Kory and Ali Anderson are on the front lines of that fight. Through Anderson Industries, Dakota Foundry, Muncie Castings, and Iron Warrior Academy, they are working to preserve American manufacturing, rebuild the skilled trades pipeline, acquire and strengthen foundry operations, and inspire the next generation to step into work that actually keeps the country running. What’s covered: → Why America’s lack of skilled tradesmen is becoming a national security issue, not just a labor issue → How 40 years of deindustrialization weakened our manufacturing base and drained generational trade knowledge → Why the U.S. has lost massive foundry capacity — and why that matters for defense, infrastructure, and domestic production → The real reason foundries are closing: succession problems, lack of reinvestment, regulation, and no replacement pipeline → Why every retiring baby boomer tradesman creates a gap America is not prepared to fill → How Kory went from a 9-year-old with a dream to build the world’s largest steam tractor to building and acquiring foundries → Why Kory bought his first foundry in 2014 and how that became part of a larger mission to preserve American manufacturing → How Ali brought marketing, PR, branding, and operational thinking into one of the oldest industries in the world → Why SOPs, documentation, and training are critical when the old masters of the trades are retiring out → How AI is being used inside foundries to speed up SOP creation, training, and operational consistency → The vision behind Iron Warrior Academy and their goal to help bring 100,000 skilled tradesmen into the industry by 2030 → Why the AI boom may actually increase demand for electricians, HVAC techs, construction workers, concrete crews, manufacturers, and builders → What business owners need to understand about the coming labor shift: the future belongs to people who can actually build → What it takes to run a mission-driven business as a married couple → The role faith plays in Kory and Ali’s marriage, leadership, business decisions, and ability to keep going when the pressure gets real Connect With Kory and Ali Anderson: https://madebyanderson.com/ Chapters: 0:00 – Intro: The 2,700°F work America depends on 1:27 – Meet Kory and Ali Anderson 1:46 – Kory’s childhood dream to build the world’s largest steam tractor 4:15 – How Ali met Kory at a steam threshing show 6:08 – Why a business has to be treated like a machine 8:26 – What Ali learned moving from corporate consulting into manufacturing 9:21 – SOPs, training, and surviving generational transitions 11:23 – Why losing American manufacturing capacity threatens national security 17:24 – The regulatory pressure small manufacturers face 19:18 – Billy the Lost Boiler and inspiring kids into the trades 21:19 – The mission behind Iron Warrior Academy 27:33 – What Anderson Foundries is looking for in future acquisitions 32:51 – How foundries are using AI to build SOPs and train faster 38:50 – Ali’s vision for scaling skilled-trades training 40:02 – Kory on AI, data centers, and the coming skilled labor shift 45:13 – Building a business as a married couple 49:17 – The role of faith in business, marriage, and leadership 52:43 – Final advice for business owners #entrepreneur #sellingyourbusiness #businessexit #builttoexit #americanmanufacturing #skilledtrades #manufacturing #foundry #smallbusiness #businessownership