Ed had an opportunity to interview Bryan Clayton who has golden nuggets to share with you. Bryan Clayton is a serial entrepreneur with multiple exits; he is currently the CEO of GreenPal, a web and mobile app that instantly connects homeowners with home service professionals. In this show, Bryan and Ed discussed most of the questions that run through entrepreneur’s minds through their long experiences they’ve had with being successful in personal and business life. This is a must listen to all business owners who want to scale up their businesses because they’ll learn a lot.

Enjoy this conversation with Bryan Clayton!

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Ed’s been fielding a lot of questions regarding the current business climate, so Ed goes over the data he’s starting to see coming in now that Quarter 2 is over.

Enjoy this solo episode with Ed!

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Today, you just get Ed in this solo show. Ed’s been getting a lot of questions lately about business valuations. Circumstances with the pandemic are changing, there are more divorces happening now, and the economy is a little different than we’ve seen in a while. So, Ed takes this episode to share some realistic business valuation tips with you. He also shares how he often sees the Shark Tank Effect on business valuations, and it doesn’t always help the business owner.

Enjoy this solo episode with Ed!

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Ed fields a lot of calls from business owners that own real estate and they want to know, what do we do here? What’s the effect of this pandemic on our real estate? Are we going to be able to sell it at fair market value? What does the future look like? What does the buyer have to look like in order to buy it in an environment like this? Ed contacted one of his buddies in the commercial real estate industry, 

Sam Smith of Resource Commercial Real Estate, and had a visit about what real estate look like today. Sam is the chairman and co-founder of Resource and leads the company occupier services. Sam handles all the sensitive renewal negotiations achieving multimillion dollar client occupancy cost savings. He conducts National Site Searches, prepares sophisticated market analysis, assemblages and manages the team consultants, evaluates alternatives and negotiates favorable and significant economic development incentives. Sam constantly uses proven processes, superior market knowledge and strong negotiation skills to help clients achieve below market and flexible lease purchase terms and attractive functional and efficient space that enhance employee productivity and shareholder value. All that means is that, if there’s one guy in this community that you go to for commercial real estate, it’s Sam. 

Enjoy this conversation with Sam Smith!

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Ed recently spoke to a business owner that said, “You know what, they’re going to carry my dead body out of here. And what I want my family to do with this business is liquidate it.” To that business owner, Ed’s got a big surprise for you. Matt Gallivan of Gallivan Auctioneers and Appraisers was on the show. What they were going to talk about was, if that’s your exit strategy that you want to ride the ship down, and when it’s over, it’s over and liquidate the equipment, perfect, that is a fine strategy as long as that is a conscious strategy as opposed to something that you’re going to spring on everyone after you’re gone.

Enjoy this conversation with Matt Gallivan!

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Does race play a factor in business value and the salability of a company? You wouldn’t think that it would, there is empirical data and anecdotal rationale as to why a gap in value exists between black and white businesses. After my conversation, it seems not for the reasons you might guess. It is because of history, education, and the lack of access to capital and my guest today and I talk about it. Jamar Cobb-Dennard permitted me to ask all of the questions a middle-age white guy would want to ask about how to be a better leader to get opportunity and capital to this underserved entrepreneurial population. After all of these episodes, there are two pillars of business value according to the guests: How to get that business owner out from running the day to day business and employees. And in this case, how to make your diverse workforce work better together so that it increases employee satisfaction which translates into higher value and salability? Jamar, the community leader he is, shared his webinar “Bye Bye Business-Bias” that he is providing to serve as the catalyst to start or further conversations. 

I hope you enjoy my episode with my friend and colleague, Jamar Cobb-Dennard!

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One of the people that Ed’s been hassling and trying to track down and get on the podcast is Brian Trzcinski of MassMutual. Ed’s seen him speak probably three or four times, and each time he comes away shaking his head with such good information. MassMutual do some really great research. Brian is the director of the business market development over at MassMutual. He’s in charge of all the marketing programs aimed at assisting business owners in the marketplace. He truly is one of the defenders of business value. He’s making sure that all of the MassMutual guys across the country are armed with great data, data from, this is what we’re seeing in the marketplace, let me help you make the great decisions. 

Enjoy this conversation with Brian Trzcinski!

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Ed does a fair amount of equipment appraisal. With this pandemic, lots of companies are likely going to be forced to sell their companies, which is simply the assemblage of assets and lots of the goodwill has evaporated with this pandemic. Ed thought it would be a good idea that they talk about equipment value, and that’s where his friend in the business Tim Roy, from Capitale Analytics comes in. He’s a machinery and equipment appraiser. He works with business owners, lenders and investors and he evaluates equipment of all kinds. Ed asked Tim what kind of equipment is best in this pandemic. What other industries might be able to absorb equipment? How do you value it? How can you do it yourself? How do you know when you need another professional? Ed enjoyed the interview with Tim and says he was certainly generous with his information and certainly a resource for all of you here on the podcast. 

Enjoy this conversation with Tim Roy!

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Have you ever thought about online businesses – that they’re as much of a business as any other business, the kind that has bricks and mortar? Well, the interesting thing is that this is big business. Ed is not kidding you when he tells you that some of the multiples that are being paid for some of these online businesses are remarkable. Ed had the opportunity to talk to Andrew Voda of Empire Flippers which is a domain brokerage, so to speak. This was a great one because Ed was interested in learning about how regular valuation techniques apply to this asset that resides on the internet. 

Enjoy this conversation with Andrew Voda!

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Have you ever wondered how to secure your company and the value associated with technology, and intellectual property even if you’re just a small five man shop? Have you ever thought about the risk associated with your technology? Well, today I had the opportunity to visit with Brandyn Fisher of The Mako Group. The Mako Group is a cyber security type company. And what they do is they test – they go in and try to infiltrate your infrastructure to see  just where the chinks in the armor are because we live in a day and age where data can be stolen and resold on the dark web.

Enjoy my conversation with Brandyn Fisher!

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On this show, Ed had an opportunity to visit Tom Deans who is a wealth of knowledge.Tom Deans is the author of Willing Wisdom and Every Family’s Business. Tom is probably the foremost thought leader on family businesses and the unique dynamic associated with it. Having a podcast is one of those things where you get an opportunity to visit with people that are way over your pay grade and Tom was one of those guys to Ed as he has been following his work for a long time.Tom has so many good value nuggets to share in this episode.

Enjoy this conversation with Tom Deans!

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Do you know what a family office is? Ed didn’t either. He’d heard the term before, but just never really understood its function.  Ed has known Kevin Alerding of Indie Asset Partners for a while. He’s seen him speak a couple of times and, he recently joined a practice in which the practice is a family office. So Ed reached out to him and wanted to learn a little bit about what a family office is and who’s it for? Why does it work? And why are so many families moving in that direction? 

Enjoy this conversation with Kevin Alerding!

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Today, Ed had an opportunity with Mikel Berger. Mikel is one of the co-founders of a private equity group, but they are not your average private equity group. He has 37 partners and they are buying small businesses. He and his team are looking for deals with business owners that are looking to retire. It’s a really interesting group doing special things in this underserved market.

Enjoy this episode with Mikel Berger!

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It’s not the most obvious choice to have an insurance expert as a guest on the show, but Zach Finn is someone that is really impressive. Zach Finn is Clinical Professor and Director of the Davey Risk Management and Insurance Program at the Butler University College of Business. Previously, he was Risk Manager for The J.M. Smucker Company in Orrville, Ohio, where he managed the Corporation’s risk management program, including global insurance program design and placement, successfully settled several large claims (largest $17M+), and oversaw insurance due diligence and integration for nine major mergers and acquisitions, including the $3.3 billion acquisition of Folgers Coffee.

Enjoy this conversation with Zach Finn!

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This is the audio replay of “Office Hours” for the business brokerage. We opened the phone and chat lines up to give business owners, business buyers, and advisors to ask us anything. 

Gary Rapp and Ralana Abraham Miller are two brokers in Indiana Business Advisors who just completed the acquisition of an extremely profitable well-run lawn care business in Indianapolis. And they are going to tell us the story of how they completed the transaction and what they learned. 

If you happen to be in this type of business or if you’re thinking about being in this type of business, there’s a lot of valuable nuggets that they share in this episode.

Enjoy this conversation with Gary Rapp and Ralana Abraham Miller.

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Drew McCuiston is from a private equity group in Indianapolis called The Firefly group. Ed and Drew run in the same networking circles. Ed has always been impressed by Drew and his group because they’ve always done good deals. You never hear bad things about them. They’re just good guys doing good deals. And the side benefit is that one of their acquisitions is EOS or Entrepreneurial Operating System for business. They acquired the rights or the business for EOS, and it’s interesting to talk about that acquisition – why they got into it and what they plan to do with it.

Join this conversation with Drew McCuiston.

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Sarah Holtrup is a CPA and a Certified Tax Coach.  She helps her clients in two ways – through tax planning and tax resolution. In tax resolution, she helps her clients fix their tax debt problems and get compliant so they can stop worrying about the IRS and the State Department of Revenue. And with tax planning, she helps her clients structure their activities, their income and their expenses, so that they pay the least amount of tax.

Please enjoy this episode with Sarah Holtrup!

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Today’s podcast is a little bit different. Ed visited with one of his valuation heroes Chris Mercer, of Mercer Capital. When people talk about thought leaders – these days they throw that around as if everyone is a thought leader. Well, Chris really is! He has been a leader in the business valuation community for years. Ed wanted to talk to him about how to increase business value, and how to help business owners make saleable companies. Well, at the time of this recording, we’re knee deep in the middle of COVID-19.

Enjoy this interview with Chris Mercer!

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Today’s podcast is a special episode. We have one of the premier bankers of the country, John Randall of Live Oak Bank, to talk about how to help business owners survive this COVID-19 mess that we’re all in the middle of. He talked about the program as he understood them and answered a ton of questions that hopefully will help you get to the capital that you need in order to survive.

Enjoy this episode with John Randall!

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In this episode, Ed had an opportunity with KC Chohan. KC is with Together CFO – a virtual CFO service. Business advisors, like Ed, run into a lot of financial statements where the financial conditions are abysmal. And when they aren’t able to track expenses and income, it impairs value. The buyer or the bank reviewing or scrutinizing them lack the confidence that they’re accurate. And that’s when KC comes in.

Enjoy this episode with KC Chohan!

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This week, Ed had the opportunity to visit with Joe Dillon. Joe is an entrepreneur and a deal-maker. He has facilitated a number of transactions and most recently, he’s been doing several jump parks. It is interesting to sit down and listen to what Joe has seen in the marketplace because it’s an expanding industry, and anybody who’s into the children entertainment world can learn a few things from him.

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This week we’ll talk about DealStats. The 1st Quarter 2020 review just came out. For those of you who don’t know about DealStats, this is the market data that most appraisers use for the smaller companies – those with under $50M revenue. And it’s produced by Business Value Resources. BVR has been collecting private company data for about 30 years or so and is the premier data provider for those serious about providing sound advice based on empirical data.

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Ed had the opportunity to visit with Bob Paden of The Growth Coach. Bob is one of those guys who Ed just constantly bumps into his clients, and the peripheral advisors have nothing but good things to say about Bob.

Bob had been a solo practitioner and then he purchased The Growth Coach. And so Ed invited him to talk about a couple of things; as a buyer and about what the Growth Coach is.

Bob and Ed talked a lot about the same kinds of challenges that they are experiencing in serving business owners – and that’s preparation and getting the business into a condition where it becomes a saleable asset.

Be sure to tune in until the end, and enjoy!

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Perry Marshall is the author of the book called 80/20 Sales and Marketing. In this book, Perry helps you understand that the 80/20 rule is fractal, meaning it’s a repeating pattern where the smallest parts resemble the whole. So, inside every 20 percent is another top 20 percent. And that is where Ed wants to focus on this podcast.

In this episode, Perry and Ed dug into how business owners can build value using this parade of principles. Let us listen to one of the most expensive business strategists and one of the most sought after consultants talk about business investing, what he looks for in businesses, and how he takes underperforming businesses and adds his 80/20 principle to the business that amplifies the overall value.

Enjoy this episode with Perry Marshall!

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This week Ed has the opportunity to visit with his friend Todd Muffley. What prompted this conversation was that Ed saw an article Todd posted on LinkedIn titled Be Still. The tone of this article he has written was that the sale was not necessarily what he thought it was, and being friends with Todd for a number of years, this got Ed curious. So, Ed reached out to Todd. And Todd had been so candid with his advice and thoughts on what he would have done differently.

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Every quarter Business Valuation Resources releases it Value Index which outline the changes in market multiples. In this episode Ed talks with Adam Munson and Kenny Woo about the work BVR is doing and what they are seeing in the aggregate value of small businesses. When it comes to market data is the nation’s leading source.

DealStats (formerly Pratt’s Stats) is a state of the art platform that boasts the most complete financials on acquired companies in both the private and public sectors.

Every transaction in DealStats is rigorously reviewed by BVR’s dedicated team of financial analysts in real time. Whether you are valuing a business, deriving a sale price, benchmarking performance or conducting fairness opinion research, you won’t find more complete and trustworthy comparable data in any other source.

For BVR’s most recent release Click Here

On today’s show, Ed is delighted to visit with Rod Burkert. Rod is Ed’s long-time friend. They have known each other for at least 20 years. Rod has been in the valuation community for so long, and everyone coming up through the valuation ranks would take his classes. He is one of those guys that is always at the forefront of what’s going on. He has written and contributed a number of articles on thought leadership.

The reason Ed asked Rod on is that his practice is changing a little bit. For the last nine years, Rod has been traveling in an RV as a mobile valuation practice. The other side of his practice is that he is coaching appraisers. Ed and Rod had been talking about appraisers. Questions like; what is an ideal appraiser, who is a good appraiser, how do I recognize one, where can I find him, is where Rod comes in. Rod, through his coaching practice, is identifying those people who are niching down. The best of the best in a particular industry.

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In this week’s episode, Ed had the opportunity to talk to Wendy Dickinson. Those people who are in the valuation and sale work like Ed, so much of the challenges that you face are emotional. Wendy’s practice, Ascend to Sell, hits this head-on.

For those of you thinking about selling in the next 30 days or 30 months, this is one of those episodes you want to listen to. This interview is chockful of all kinds of good things and tips about preparing yourself emotionally for what’s coming down the road. Enjoy this conversation!

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In the business world, it is common knowledge that Revenue less Expenses equals Profit. Ed had the opportunity to sit with Mike Michalowicz, author of Profit First. Mike explains a system of Profit First where Revenue less Profit equals Expenses. This system does not only increases business value from an earning standpoint but also forces business owners to look at their operating expenses in a way that they hadn’t ever before.

In this episode, Mike and Ed covered why business owners should take profit first, why carrying the business on their backs is a risky strategy, and why they should stop calling themselves “entrepreneurs”.

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Do you sometimes think it’s about time you get a business coach? What are the tell-tale signs that you need a coach? And how will you know whether that coach is right for you?

In this week’s episode, Ed and his guest John Nieuwenburg of W5 Coaching answered these questions and more as they talked about the wonderful craft of coaching. 

Listen to this podcast and find out how business owners can increase their business value, how they can work with coaches, and most importantly, how to determine if the coach is right for them.

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In this week’s episode, Ed had the opportunity to interview his long term referral partner, Josh Brown. Josh is, in the world of franchising, a pool of knowledge. If you are a franchisee or franchisor or planning to become one, you will definitely benefit from this conversation about the franchise world. Enjoy!

Josh Brown is a franchise lawyer who has been in practice for almost 14 years with about 10 years in the franchise space. He is based in Indiana but does franchise work all over the country.

About six years ago, Josh started his weekly franchise podcast called Franchise Euphoria. It is a platform where franchisors and franchisees from all over the world can share their stories, their challenges, and the obstacles they’ve overcome, all to provide good and free valuable information for people who are in and around franchising.

The combination of his law practice, managing the podcast, and everything else is what keeps Josh busy.

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In this week’s episode, Ed chats with Dan Lacy, the Prophet of Profit, about the importance of investing in people, identifying the endgame, planning the exit, and everything about maximizing business value. A lot of ground was covered in a fairly short amount of time, so enjoy this insightful conversation! Episode Page

On today’s show, Ed talks with Greg Stanley, owner of Accelerant Consultants, on the sub-segments of revenue. Ed and Greg uncover tips to increase business value by sharing common value gaps, evaluation perspectives, thoughts on sales and marketing integration, and why business owners should avoid the habit of revenue tunnel vision when success doesn’t always translate to top-line growth. Episode Page

On today’s show, Ed connects with finance experts Andy and Mark to dig into all things ESOP. Many people want to offer stock options to their employees but don’t really understand the implications or process. Andy Manchir and Mark Flinchum of Indianapolis based CPA firm Katz, Sapper and Miller chat with Ed and answer some of the most common questions regarding the what and why of ESOPS and unveil when ESOP formation is a good option—and when it’s not. Episode Page

Bonus Episode: Deal Killers

This episode is the audio-only replay of the webinar entitled Deal Killers. Ed goes through the most common issues that typically topple deals. 

Heather Haas is the president of Advisa and has been working with small and mid-sized businesses for years. Advisa provides assessments and workforce analytics as well as training and coaching to help businesses optimize their performance and align their people strategies with their business strategies. Having the right people in the right roles with appropriate incentives is crucial for a healthy business. Heather believes it is her highest calling to help individuals improve their business by focusing on the people who make it possible. She started her career not in business, but in education, where she was a teacher and administrator. Now, as president of Advisa, Heather oversees the education of business owners in their role as good employers. Episode Page

Today on the show, Ed gets to talk shop with Mike Finger, a multiple times over successful business owner and founder of www.exitoasis.com. Over the last 25 years, Mike has bought and sold multiple businesses and learned the hard way exactly what makes a business sellable. Mike focuses on small businesses and includes operations that have only a few employees—something that many small business services don’t. Mike is committed to building a community based on accurate and easy to understand education from a variety of points of view from within the industry. His biggest challenge is reaching people early enough to make meaningful changes to their business and getting owners on board with the fact that a successful business isn’t necessarily a sellable one. Mike comes to business exit education and coaching by way of hard-earned experience. Owning his first business was gratifying in itself, but what really captivated him was the process and outcome of selling that business. Mike says “Selling that business was a miracle in my life. It changed everything— but it almost didn’t happen. I was ten years in with 50 employees when I found out that the business was unsalable—but we moved forward. What we did with the business made the sale possible and transformed my life.” Episode Page

On today’s show, Ed talks to Michael Beck, executive succession and leadership coach and author of Eliciting Excellence: Bringing Out the Best in People. Michael helps owners successfully transition their business either internally or externally. His work focuses on objectively assessing and coaching potential successor to ensure that they are a good fit for the business over the long term. Whether owners are handing down a business or looking to sell on the open market, Michael’s commitment to leadership training is an invaluable asset. Show Notes

If you’ve ever wondered how banks make credit decisions or what metrics influence a loan commitment, then Bob Coleman is someone you should be following. An influential force in the lending community for nearly 30 years, Bob’s work is a staple for lender industry professionals and is one of the primary sources that banks turn to for information when making credit decisions. Bob’s book, Money, Money Everywhere But Not a Drop for Main Street addressed the pressure on small businesses in the wake of the 2008 financial crisis and provided actionable solutions for cash strapped entrepreneurs. Bob founded Coleman Publishing, known for their wildly popular industry newsletters, reports and more. The company also produces conferences, webinars, and online training videos. He is a nationally recognized expert on small business financing and is featured frequently on Fox Business News, NPR, and numerous other media outlets. He has been recognized in print media from the Wall Street Journal to Bloomberg and is a frequent speaker about small business lending in the United States and the EU. Bob earned his B.A. in Medieval History from the University of California at Santa Barbara and an M.B.A in Real Estate Finance from the University of Southern California. He is passionate about giving capital opportunities to Main street and rural American business. In this episode, Ed talks with Bob about what decisions small business entrepreneurs should be making to maximize their lending opportunities.

Melinda Emerson is more popularly known as the ‘Small Business Lady’ and has been helping small and mid-sized companies and entrepreneurs succeed and grow for more than fifteen years. Known as America’s number one small business expert, Melinda pivoted from a solid corporate job to starting and running her own successful production company. She eventually began advising and coaching other entrepreneurs—a calling that has since exploded into a hugely successful brand. Today, Melinda is a best selling author and internationally lauded keynote speaker whose advice is read online each week by more than 3 million entrepreneurs. A Social Media Marketing pioneer, Melinda is the creator and host of #smallbizchat—the longest running live chat on Twitter for small business owners.

Experiential Learning and Growing Business Value

In this episode, Ed speaks with Director of the Old National Bank Center for Closely Held Business, Mark McFatridge. Part of Butler Lacy School of Business, the center aims to work closely with privately-owned businesses in the community. Their hope is to connect with small businesses (5 million to 100 million revenue) in order to help them assess their own definition of success and achieve the growth they need to get there. The team has built up a sizable resource bank and strategizes one on one with companies to create actionable items and connect them with ideal partners and resources.


Are You Ready To Exit?

Seventy-five of owners regret the decision to sell their business one after they exit and just 5% of founders are happy with their net proceeds from selling. How is it possible that three-quarters of owners are disappointed just one year after what should be the happiest day of their life? The answer is, most owners fail to consider the practical and emotional factors that can lead to disappointment after an exit.

In this episode Ed Mysogland discusses PREScore, a self-assessment tool, that is helping business owners determine their personal readiness.

If you are interested in this complimentary, sale free, won’t hassle you assessment: click here

Enjoy the show.

The Business Owner Challenge

Seventy-five of owners regret the decision to sell their business one after they exit and just 5% of founders are happy with their net proceeds from selling. How is it possible that three-quarters of owners are disappointed just one year after what should be the happiest day of their life? The answer is, most owners fail to consider the practical and emotional factors that can lead to disappointment after an exit.


Trailer: Defenders of Business Value

I have spent my career chasing the elusive business value. I wanted to be able to interpret the market and tell the business owner what they could expect when they chose to sell. Too many business owners believe the lifestyle their business has provided for them will translate to an ideal investment for the eventual buyer of the business. That is why 80% don’t sell. It is time to change that. There are tools, experts, and information that are becoming more available. I want this podcast to be that information source where I talk to subject matter experts about what creates, preserves, and eventually transfers value.

Thank you for your attention and consideration of being a subscriber.