# acquirer (audio feeds) — RSS Amplifier Recent posts from the 2 feeds in the RSS Amplifier directory that cover acquirer. Page: Feed: --- ## [Ep 559 The Good, Bad and Ugly of a $2.1M Searcher Deal | Built to Sell Radio](https://builttosell.libsyn.com/ep-559-the-good-bad-and-ugly-of-a-21m-searcher-deal-built-to-sell-radio) _2026-08-14 · Built to Sell Radio_ One of the fastest growing groups of acquirers is the self funded searcher. A searcher is not a competitor nor a private equity group. A searcher is usually one person, often recently out of an MBA program, who puts ten to twenty percent down from personal savings, borrows the rest from a bank, often asks the owner to finance part of the purchase price, and signs a personal guarantee for the debt.… [Listen](https://traffic.libsyn.com/secure/builttosell/Dan_Burnside_Full_Interview.mp3?dest-id=269159) ## [Ep 558 $6M Wedding Marketplace Courted The Knot for 4 Years with Janessa White](https://builttosell.libsyn.com/ep-558-6m-wedding-marketplace-courted-the-knot-for-4-years-with-janessa-white) _2026-08-07 · Built to Sell Radio_ In 2016, Janessa White and her business partner started Simply Eloped, a marketplace that planned elopements and small weddings for couples in 35 cities across the United States. They also decided, before they had a single customer, which company they wanted to sell it to. The Knot Worldwide, the largest wedding platform in the world. Over the next seven years, White told The Knot exactly that,… [Listen](https://traffic.libsyn.com/secure/builttosell/Janessa_Full_Interview.mp3?dest-id=269159) ## [How I Force Change at Companies Wall Street Ignores](https://podcasters.spotify.com/pod/show/acquirers/episodes/How-I-Force-Change-at-Companies-Wall-Street-Ignores-e3n1272) _2026-08-06 · Tobias Carlisle · The Acquirers Podcast_ Value: After Hours is a podcast about value investing, Fintwit, and all things finance and investment by investors Tobias Carlisle, and Jake Taylor. We are live every Tuesday at 1.30pm E / 10.30am P. ────────────────────── ⁠⁠⁠⁠⁠⁠⁠VALUE OPTIONS LETTER⁠⁠⁠⁠⁠⁠⁠ Three to five curated ideas every week — cash-secured puts, covered calls, and spreads on businesses we'd want to own at strikes we'd be… [Listen](https://traffic.megaphone.fm/APO4356005448.mp3) ## [Ep 557 4 Types of Buyers Circling Your Business, and the One Now Doing 28% of Deals](https://builttosell.libsyn.com/ep-557-4-types-of-buyers-circling-your-business-and-the-one-now-doing-28-of-deals) _2026-07-31 · Built to Sell Radio_ There are four types of financial buyers who might make an offer on your business, and more often than any other type, the one approaching you is an independent sponsor. It is an unhelpful label for a group that raises the money for a deal only after the seller has signed an LOI, which is also when the seller's leverage is at its lowest. Travis Jamison runs Capital Pad, where investors fund… [Listen](https://traffic.libsyn.com/secure/builttosell/Travis_Edit_Final_Audio.mp3?dest-id=269159) ## [What 250 Years of Market Data Actually Tells Us | Meb Faber](https://podcasters.spotify.com/pod/show/acquirers/episodes/What-250-Years-of-Market-Data-Actually-Tells-Us--Meb-Faber-e3mn48l) _2026-07-30 · Tobias Carlisle · The Acquirers Podcast_ Investing in America: The Rise Of A 250-Year Bull Market by Meb Faber: https://amzn.to/3RY7mrS Value: After Hours is a podcast about value investing, Fintwit, and all things finance and investment by investors Tobias Carlisle, and Jake Taylor. We are live every Tuesday at 1.30pm E / 10.30am P. ────────────────────── ⁠⁠⁠⁠⁠⁠VALUE OPTIONS LETTER⁠⁠⁠⁠⁠⁠ Three to five curated ideas every week —… [Listen](https://traffic.megaphone.fm/APO7864771512.mp3) ## [Ep 556 How Decamillionaires Think About Money. The 3 Digit Rule, Mistakes That Cause Founders to Walk Away From Life-Changing Offers, and Why the Best Thing About Selling Has Nothing to Do With What You Can Buy.](https://builttosell.libsyn.com/ep-556-how-decamillionaires-think-about-money-the-3-digit-rule-mistakes-that-cause-founders-to-walk-away-from-life-changing-offers-and-why-the-best-thing-about-selling-has-nothing-to-do-with-what-you-can-buy) _2026-07-24 · Built to Sell Radio_ One day, you're going to sell your business, and when you do, you'll experience a step function increase in your net worth. Navigating that moment is something Adam Katz has spent his career helping owners do. He spent twenty years at Merrill Lynch as a Private Wealth Advisor to ultra high net worth families before he and his team left in 2018 to build KORE Private Wealth, an independent firm that… [Listen](https://traffic.libsyn.com/secure/builttosell/Adam_Katz_Full_Audio_Interview.mp3?dest-id=269159) ## [Inside Artisan's International Value Fund with Portfolio Manager David Samra](https://podcasters.spotify.com/pod/show/acquirers/episodes/Inside-Artisans-International-Value-Fund-with-Portfolio-Manager-David-Samra-e3mdl34) _2026-07-23 · Tobias Carlisle · The Acquirers Podcast_ Artisan Partners is a global multi-asset investment platform providing a broad range of high value-added investment strategies in growing asset classes to sophisticated clients around the world. Since the firm’s founding, Artisan Partners has built its business based upon a consistent philosophy and business model. Learn more at www.artisanpartners.com. Value: After Hours is a podcast about value… [Listen](https://traffic.megaphone.fm/APO2306329837.mp3) ## [Ep 555 How to Avoid an Earn Out and Get Your Employees to Sell Like You, Featuring the World's Leading Positioning Expert, April Dunford](https://builttosell.libsyn.com/ep-555-how-to-get-your-employees-to-sell-like-you-and-why-positioning-for-customers-fails-with-acquirers-featuring-the-worlds-leading-positioning-expert-april-dunford) _2026-07-17 · Built to Sell Radio_ If you own a company, chances are you're its best salesperson. Put you in a room with a prospect and you rarely lose. But listen to your employees try to tell the same story and something gets lost. You've tried hiring salespeople. You've tried training them. The selling keeps landing back on your shoulders, and when it comes time to sell, an acquirer will see it too. Expect an earn-out or an… [Listen](https://traffic.libsyn.com/secure/builttosell/April_Dunford_x_Built_to_Sell_Radio_Audio.mp3?dest-id=269159) ## [Ep 554 $325M Exit After Coke Walked Away From Suja Juice | Built to Sell Radio](https://builttosell.libsyn.com/ep-554-325m-exit-after-coke-walked-away-from-suja-juice-built-to-sell-radio) _2026-07-10 · Built to Sell Radio_ Jeff Church co-founded Suja Juice in 2012 with $300,000 and a green juice that had a four-day shelf life. Within three years, the company hit $70 million in revenue, and Coca-Cola and Goldman Sachs invested $150 million at a $300 million valuation. Then, two weeks after Coke flew its entire North American management team to Suja's plant, they passed on the option to buy the rest of the business,… [Listen](https://traffic.libsyn.com/secure/builttosell/Jeff_Church_Final.mp3?dest-id=269159) ## [Ep 553 Why 17.5% of Owners Are Burnt Out and Want to Sell](https://builttosell.libsyn.com/ep-553-why-175-of-owners-are-burnt-out-and-want-to-sell) _2026-07-03 · Built to Sell Radio_ More owners than ever say they are simply tired. A look at 10,255 PREScore ™ assessments over six years found that 17.5% pointed to burnout, not retirement, as the number one reason they want out. So the question went to two people who spend their days on the buy side, valuing companies and deciding what to pay. Lee McCabe is a private equity veteran who advises PE firms on the businesses they… [Listen](https://traffic.libsyn.com/secure/builttosell/Panel_Episode_Edit.mp3?dest-id=269159) ## [Refer a Friend, Earn Rewards (Sponsored)](https://crawlproof.com/a/g2ZEy9fTUGPD) _2026-07-03 · **Sponsored**_ Earn rewards when friends get the Graphite Business Card through your referral. ## [Ep 552: What to Know Before Selling to an ETA Buyer | Built to Sell Radio](https://builttosell.libsyn.com/ep-552-what-to-know-before-selling-to-an-eta-buyer-built-to-sell-radio) _2026-06-26 · Built to Sell Radio_ What do you need to know before selling your business to an ETA buyer? Most owners have received the email. It usually starts with something flattering: "I love what you've built…" Then comes the ask: a quick call to learn more about your business. Increasingly, those emails are coming from ETA buyers — entrepreneurs using entrepreneurship through acquisition as their path into business ownership.… [Listen](https://traffic.libsyn.com/secure/builttosell/Will_Smith_Episode_Edit.mp3?dest-id=269159) ## [Ep 551 Cameron Passmore Sold Half an $8 Billion Firm—Then Acquired 5 More Businesses](https://builttosell.libsyn.com/ep-551-cameron-passmore-sold-half-an-8-billion-firmthen-acquired-5-more-businesses) _2026-06-19 · Built to Sell Radio_ Knowing what kind of seller you are turns out to be one of the most important things you can figure out before you ever take a meeting with a potential acquirer. There are three: the transactional seller who wants the money and the door, the transitional seller who wants to land the plane, and the transformational seller who sells to go bigger. Cameron Passmore built one of the largest independent… [Listen](https://traffic.libsyn.com/secure/builttosell/Cameron_Passmore_Episode_Edit.mp3?dest-id=269159) ## [Oil Isn't Dead — John Love on Why Energy Markets Are Defying the Headlines](https://podcasters.spotify.com/pod/show/acquirers/episodes/Oil-Isnt-Dead--John-Love-on-Why-Energy-Markets-Are-Defying-the-Headlines-e3ku0sh) _2026-06-18 · Tobias Carlisle · The Acquirers Podcast_ Value: After Hours is a podcast about value investing, Fintwit, and all things finance and investment by investors Tobias Carlisle, and Jake Taylor. We are live every Tuesday at 1.30pm E / 10.30am P. ────────────────────── ⁠⁠⁠⁠VALUE OPTIONS LETTER⁠⁠⁠⁠ Three to five curated ideas every week — cash-secured puts, covered calls, and spreads on businesses we'd want to own at strikes we'd be willing to… [Listen](https://traffic.megaphone.fm/APO6386511669.mp3) ## [Ep 550 The One Phrase That Can Ruin a $10 Million Business Sale](https://builttosell.libsyn.com/ep-550-the-one-phrase-that-can-ruin-a-10-million-business-sale) _2026-06-12 · Built to Sell Radio_ "When I sell the company, then I'll be happy." Psychotherapist Jo Swann says that one phrase is the most reliable predictor of a miserable exit. She would know. She made her money in the 90s, retired to an oceanfront apartment in Borneo, and fell straight into an existential crisis. In this episode of Built to Sell Radio, part of our popular After the Deal series, Swann explains why the trap… [Listen](https://traffic.libsyn.com/secure/builttosell/Jo_Swann_Episode_EDit.mp3?dest-id=269159) ## [The Stock Market Is Rewarding the Wrong Companies Right Now — Here's the Math](https://podcasters.spotify.com/pod/show/acquirers/episodes/The-Stock-Market-Is-Rewarding-the-Wrong-Companies-Right-Now--Heres-the-Math-e3kk4rb) _2026-06-11 · Tobias Carlisle · The Acquirers Podcast_ Value: After Hours is a podcast about value investing, Fintwit, and all things finance and investment by investors Tobias Carlisle, and Jake Taylor. We are live every Tuesday at 1.30pm E / 10.30am P. ────────────────────── ⁠⁠⁠VALUE OPTIONS LETTER⁠⁠⁠ Three to five curated ideas every week — cash-secured puts, covered calls, and spreads on businesses we'd want to own at strikes we'd be willing to… [Listen](https://traffic.megaphone.fm/APO6718536277.mp3) ## [Ep 549 How a $105 Million Business Sale Revealed the Second Most Important Number in an LOI](https://builttosell.libsyn.com/ep-549-how-a-105m-appliance-dealer-learned-the-second-most-important-number-on-an-loi) _2026-06-05 · Built to Sell Radio_ Every founder fixates on the multiple. Tim Hellebrand will tell you the (second) most important number on a letter of intent is the one almost nobody understands until it is too late: working capital. When Tim and his four brothers took their $105 million family appliance business to market, six letters of intent came back, and the spread between the lowest and the highest was 60 percent. Most of… [Listen](https://traffic.libsyn.com/secure/builttosell/Tim_Full_Video_Episode_EDit.mp3?dest-id=269159) ## [The Fund That's Beaten the Market for 45 Years by Focusing on What Could Go Wrong](https://podcasters.spotify.com/pod/show/acquirers/episodes/The-Fund-Thats-Beaten-the-Market-for-45-Years-by-Focusing-on-What-Could-Go-Wrong-e3k9sc1) _2026-06-04 · Tobias Carlisle · The Acquirers Podcast_ Value: After Hours is a podcast about value investing, Fintwit, and all things finance and investment by investors Tobias Carlisle, and Jake Taylor. We are live every Tuesday at 1.30pm E / 10.30am P. ────────────────────── ⁠⁠VALUE OPTIONS LETTER⁠⁠ Three to five curated ideas every week — cash-secured puts, covered calls, and spreads on businesses we'd want to own at strikes we'd be willing to pay.… [Listen](https://traffic.megaphone.fm/APO4620719878.mp3) ## [Ep 548 The Threat and Curse of AI](https://builttosell.libsyn.com/ep-548-inside-the-mind-of-an-acquirer-the-threat-and-curse-of-ai) _2026-05-29 · Built to Sell Radio_ A lot of owners are losing sleep over AI right now. They watch search traffic erode, they see competitors automating, and they wonder if the business they spent twenty years building is quietly becoming obsolete. Jaryd Krause sees it differently. He's a buyer. And when he looks at a 20-year-old company run by an owner who is "scared of AI and selling because of it," he sees an acquisition… [Listen](https://traffic.libsyn.com/secure/builttosell/Jaryd_Full_Episode.mp3?dest-id=269159) ## [Value Investing with Options: Selling Puts to Buy Wonderful Businesses at Better Prices | S08 E18](https://podcasters.spotify.com/pod/show/acquirers/episodes/Value-Investing-with-Options-Selling-Puts-to-Buy-Wonderful-Businesses-at-Better-Prices--S08-E18-e3juo2o) _2026-05-27 · Tobias Carlisle · The Acquirers Podcast_ Value: After Hours is a podcast about value investing, Fintwit, and all things finance and investment by investors Tobias Carlisle, and Jake Taylor. We are live every Tuesday at 1.30pm E / 10.30am P. ────────────────────── ⁠VALUE OPTIONS LETTER⁠ Three to five curated ideas every week — cash-secured puts, covered calls, and spreads on businesses we'd want to own at strikes we'd be willing to pay.… [Listen](https://traffic.megaphone.fm/APO9322231990.mp3) ## [Ep 547 How to Get Your Partners to Buy You Out](https://builttosell.libsyn.com/ep-547-how-to-get-your-partners-to-buy-you-out) _2026-05-22 · Built to Sell Radio_ When Sean Kernan wanted out of the financial advisor support business he co-founded in Dallas, he didn't shop it to outside acquirers, and he didn't wait for his five partners to make him an offer. He engineered the buyout himself. Three and a half months from the first conversation to the wire hitting his account, $500,000 in cash, no earn-out, no holdback. In this episode, you discover how to:… [Listen](https://traffic.libsyn.com/secure/builttosell/Sean_Full_Episode.mp3?dest-id=269159) ## [Countdown to Getting Paid (Sponsored)](https://crawlproof.com/a/J92fFCsVavNL) _2026-05-22 · **Sponsored**_ Create a shareable wallet timer — deposits buy back time and pay debt down ## [Ep 546 $14M Raised, A Car-Changing Exit](https://builttosell.libsyn.com/ep-546-14m-raised-a-car-changing-exit) _2026-05-15 · Built to Sell Radio_ There's an old idea in M&A called the Rembrandt in the attic. A company owns something valuable — a brand, a patent, a customer list, a data set — and nobody inside the business sees it for what it is. The right acquirer walks in, looks at the same asset through a different lens, and recognizes a masterpiece. Dori Yona spent six years and raised $14 million building what he thought was a price… [Listen](https://traffic.libsyn.com/secure/builttosell/Dori_Full_Episode.mp3?dest-id=269159) ## [Tweedy Browne's John Spears and Jay Hill on value investing and insider buying | S08 E17](https://podcasters.spotify.com/pod/show/acquirers/episodes/Tweedy-Brownes-John-Spears-and-Jay-Hill-on-value-investing-and-insider-buying--S08-E17-e3jaop2) _2026-05-14 · Tobias Carlisle · The Acquirers Podcast_ Value: After Hours is a podcast about value investing, Fintwit, and all things finance and investment by investors Tobias Carlisle, and Jake Taylor. We are live every Tuesday at 1.30pm E / 10.30am P. ────────────────────── VALUE OPTIONS LETTER Three to five curated ideas every week — cash-secured puts, covered calls, and spreads on businesses we'd want to own at strikes we'd be willing to pay.… [Listen](https://traffic.megaphone.fm/APO7720005867.mp3) ## [Ep 545 $15M for 15 Employees — How Aaron Leibtag Structured His Pentavere Sale to HealWell](https://builttosell.libsyn.com/ep-545-15m-for-15-employees-how-aaron-leibtag-structured-his-pentavere-sale-to-healwell) _2026-05-08 · Built to Sell Radio_ Aaron Leibtag was one of the most popular guests in Built to Sell Radio history. He sold his 15-employee bootstrapped healthcare AI company, Pentavere , for $15 million. Pentavere built AI to unlock patient data trapped inside PDFs and clinical notes years before large language models existed. The headline number was $15 million. What it did not reveal was the structure underneath. Part of the… [Listen](https://traffic.libsyn.com/secure/builttosell/aaron_Leibtag_built_to_sel_radio_final_edit.mp3?dest-id=269159) ## [Author and investor Adam Mead on Berkshire Hathaway $BRK.A / $BRK.B, Warren Buffett, Abel | S08 E16](https://podcasters.spotify.com/pod/show/acquirers/episodes/Author-and-investor-Adam-Mead-on-Berkshire-Hathaway-BRK-A--BRK-B--Warren-Buffett--Abel--S08-E16-e3ivveb) _2026-05-07 · Tobias Carlisle · The Acquirers Podcast_ Value: After Hours is a podcast about value investing, Fintwit, and all things finance and investment by investors Tobias Carlisle, and Jake Taylor. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Soldier of Fortune: Warren Buffett, Sun Tzu and the Ancient Art of Risk-Taking⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ( ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Kindle⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ) We are live every Tuesday at 1.30pm E / 10.30am P. See… [Listen](https://traffic.megaphone.fm/APO6891175116.mp3) ## [Ep 544 Why He Regrets Selling for 3.5X EBITDA](https://builttosell.libsyn.com/ep-544-why-he-regrets-selling-for-35x-ebitda) _2026-05-01 · Built to Sell Radio_ Boris Berenberg bootstrapped Atlas Authority, an Atlassian partner that resold Jira and Confluence to mid-market companies and built apps on top of the platform, to high seven figures in revenue with 18% net margins, then sold to private equity in May 2022. A year later he wrote a blog post titled "I regret selling my startup" that went viral inside the exited founder community. [Listen](https://traffic.libsyn.com/secure/builttosell/707g_John_Worrillow_-_B_Berenberg_-_A_-_V1.mp3?dest-id=269159) ## [Matthew Tuttle on his short $ARKK ETF $SARK, inverse Cramer, $UAD, $SPCI, $UFOD, $MSTU | S08 E15](https://podcasters.spotify.com/pod/show/acquirers/episodes/Matthew-Tuttle-on-his-short-ARKK-ETF-SARK--inverse-Cramer--UAD--SPCI--UFOD--MSTU--S08-E15-e3il9b8) _2026-04-30 · Tobias Carlisle · The Acquirers Podcast_ Value: After Hours is a podcast about value investing, Fintwit, and all things finance and investment by investors Tobias Carlisle, and Jake Taylor. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Soldier of Fortune: Warren Buffett, Sun Tzu and the Ancient Art of Risk-Taking⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ( ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Kindle⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ) We are live every Tuesday at 1.30pm E / 10.30am P. See our… [Listen](https://traffic.megaphone.fm/APO1345236721.mp3) ## [Ep 543 From $32M Valuation to Fire Sale — How Ret Taylor Sold Ned After an Apple Update Crushed His Margins and Re-Invented Himself as a Spiritual Guide](https://builttosell.libsyn.com/ep-543-from-32m-valuation-to-fire-sale-how-ret-taylor-sold-ned-after-an-apple-update-crushed-his-margins-and-re-invented-himself-as-a-spiritual-guide) _2026-04-24 · Built to Sell Radio_ Ret Taylor spent his entire adult life chasing a number. First it was $30 million. Then $10 million. Then $6 million. Then he sat in a tent at 18,000 feet on Denali with two Arctic storms closing in and realized the number was never the point. He came down the mountain, sold Ned, his natural remedies company, and now guides people through life transitions on multi-day vision quests in the… [Listen](https://traffic.libsyn.com/secure/builttosell/Ret_Edit_Video_audio.mp3?dest-id=269159) ## [Ep 542 The 15X Multiple That Let Him Walk Away in 12 Months](https://builttosell.libsyn.com/ep-542-the-15x-multiple-that-let-him-walk-away-in-12-months) _2026-04-17 · Built to Sell Radio_ At some point every founder needs to ask a simple question: is it better to own a big slice of a small pie, or a smaller slice of a bigger pie? In this week's episode, we hear from someone who chose a smaller slice of a bigger pie. Simon Lorenz co-founded Klara, a patient communication platform for medical practices, and raised roughly $32 million across six rounds of outside capital before… [Listen](https://traffic.libsyn.com/secure/builttosell/707f_John_Worrillow_-_S_Lorenz_-_A_-_V1.mp3?dest-id=269159) ## [Ep 541 Mastering the Deal: 7-Figure Negotiation Mistakes Founders Make When Selling Their Business with MIT's John Richardson, Author of Never Settle](https://builttosell.libsyn.com/ep-541-mastering-the-deal-7-figure-negotiation-mistakes-founders-make-when-selling-their-business-with-mits-john-richardson-author-of-never-settle) _2026-04-10 · Built to Sell Radio_ Most founders think they're not great negotiators. John Richardson thinks they're wrong. Richardson has spent decades teaching negotiation at MIT's Sloan School of Management and before that at Harvard Law, where he was an associate at the Harvard Negotiation Project and co-authored foundational texts with Roger Fisher and Howard Raiffa . His new book is called Never Settle . In this episode, you… [Listen](https://traffic.libsyn.com/secure/builttosell/707e_John_Warrillow_-_J_Richardson_-_A_-_V1.mp3?dest-id=269159) ## [Ep 540 From $40K to 8 Figures -- How Murray Kent Sold His Electrical Conduit Business for 6.2x EBITDA](https://builttosell.libsyn.com/ep-540-from-40k-to-8-figures-how-murray-kent-sold-his-electrical-conduit-business-for-62x-ebitda) _2026-04-03 · Built to Sell Radio_ Murray Kent had no background in electrical conduit fittings when he paid $40,000 for a four-person business that, as he put it, looked like a bit of a crack den. What he did have was Value Builder's 8 drivers -- pinned to the wall next to his desk as a literal road map for every decision he made. In this episode of Built to Sell Radio, you discover how to negotiate a clean exit with no earn-out… [Listen](https://traffic.libsyn.com/secure/builttosell/707d_John_Warrillow_-_M_Kent_-_A_-_V1.mp3?dest-id=269159) ## [Earn crypto from idle GPUs (Sponsored)](https://crawlproof.com/a/aznpo54aYoOT) _2026-04-03 · **Sponsored**_ Run one CLI command, connect your GPU, and start receiving crypto payouts. ## [Ep 539 Deal Collapsed at LOI, Sold for 6x EBITDA Anyway](https://builttosell.libsyn.com/ep-539-deal-collapsed-at-loi-sold-for-6x-ebitda-anyway) _2026-03-27 · Built to Sell Radio_ Jay Richards spent five months deep in an acquisition process. He had a letter of intent. He had mentally checked out. He was planning what came next. Then issues surfaced in diligence and the deal collapsed. This week on Built to Sell Radio, Jay walks John Warrillow through the full story of selling Imagen Insights, a qualitative research platform with clients like Visa, Google, and Amazon, and… [Listen](https://traffic.libsyn.com/secure/builttosell/707b_John_Warrillow_-_J_Richards_-_A_-_V1.mp3?dest-id=269159) ## [Ep 538 How 2 Brothers Bootstrapped AppArmor to a $40M Exit — The Answer That Almost Cost Them $20M](https://builttosell.libsyn.com/ep-538-how-2-brothers-bootstrapped-apparmor-to-a-40m-exit-the-answer-that-almost-cost-them-20m) _2026-03-20 · Built to Sell Radio_ David Sinkinson and his brother Chris built AppArmor over eleven years without taking a single dollar from outside investors. They bootstrapped it by running side businesses, plowing the profits back in, and staying lean through long sales cycles and compliance-heavy buyers. By the time they were ready to sell, they had over 250 universities on the platform and roughly $6 million in annual… [Listen](https://traffic.libsyn.com/secure/builttosell/707c_John_Warrillow_-_D_Sinkinson_-_A_-_V1.mp3?dest-id=269159) ## [Ep 537 Why this $5M Business Sold for $25M](https://builttosell.libsyn.com/ep-537-why-this-5m-business-sold-for-25m) _2026-03-13 · Built to Sell Radio_ When Sharon Gillenwater built Boardroom Insiders, she was doing something nobody else wanted to do: manually researching the personal work styles, business initiatives, and habits of Fortune 500 executives so that enterprise sales teams could finally get a meeting with the C-suite. It was hard, painstaking work — and that was exactly the point. After more than a decade of bootstrapping, consulting… [Listen](https://traffic.libsyn.com/secure/builttosell/707a_John_Warrillow_-_S_Gillenwater_-_A_-_V1.mp3?dest-id=269159) ## [Ep 536 Mastering the Deal: 3 Types of Sellers, 3 Very Different Deals — Which One Are You?](https://builttosell.libsyn.com/ep-536-mastering-the-deal-3-types-of-sellers-3-very-different-deals-which-one-are-you) _2026-03-06 · Built to Sell Radio_ Most founders approach a sale with one goal: get the highest price possible. But Mark Ferrer argues that focusing only on price can lead to the wrong deal, the wrong partner, and a painful transition after closing. In this episode of Built to Sell Radio, John Warrillow talks with Ferrer about what he has learned after moving from founder to buyer, and why every owner needs to know whether they are… [Listen](https://traffic.libsyn.com/secure/builttosell/705z_John_Warrillow_-_M_Ferrier_-_A_-_V1.mp3?dest-id=269159) ## [Ep 535 Inside the Mind of an Acquirer: When Your Buyer Is Risking Their House](https://builttosell.libsyn.com/ep-535-inside-the-mind-of-an-acquirer-when-your-buyer-is-risking-their-house) _2026-02-27 · Built to Sell Radio_ Most business owners assume their buyer will be a private equity group or a strategic acquirer. But if you run a smaller business in a niche category, the person most likely to buy you is an individual — someone who likes what you've built, can see a path to improve it, and is willing to put their own name on the line to finance the deal. This week on Built to Sell Radio, Joe Soelberg joins the… [Listen](https://traffic.libsyn.com/secure/builttosell/705x_John_Warrillow_-_J_Soelberg_-_A_-_V1.mp3?dest-id=269159) ## [Ep 534 Why a "short list" of acquirers may be a trap](https://builttosell.libsyn.com/ep-534-why-a-short-list-of-acquirers-may-be-a-trap) _2026-02-20 · Built to Sell Radio_ Andrew McConnell built a SaaS company that helped vacation rental managers price homes like airlines using dynamic pricing based on demand . He eventually successfully exited, but not before learning the hard way that building a company and selling one require two entirely different skill sets. In this episode of Built to Sell Radio , Andrew walks through the pivot that saved his business, why his… [Listen](https://traffic.libsyn.com/secure/builttosell/705y_John_Warrillow_-_A_McConnell_-_A_-_V1.mp3?dest-id=269159) ## [Ep 533 Inside the Mind of an Acquirer: The Anatomy of a Failed Deal](https://builttosell.libsyn.com/ep-533-inside-the-mind-of-an-acquirer-the-anatomy-of-a-failed-deal) _2026-02-13 · Built to Sell Radio_ This episode is part of our Inside the Mind of an Acquirer series, and it unpacks the ETA (Entrepreneurship Through Acquisition) wave now flooding the market. For business owners, ETA is a double-edged sword. On the upside, more buyers courting you means more choice, more urgency, and more liquidity. On the downside, many ETA buyers are first-timers who lean on heavy leverage and seller financing.… [Listen](https://traffic.libsyn.com/secure/builttosell/Jed_Morris_main_edit.mp3?dest-id=269159) ## [Ep 532 Is Your Business Worth More Dead or Alive?](https://builttosell.libsyn.com/ep-532-is-your-business-worth-more-dead-or-alive) _2026-02-06 · Built to Sell Radio_ We often think of a "successful exit" as handing over the keys to a perfectly oiled machine—a business that is growing, profitable, and operationally sound. But what happens when the machine starts to sputter? What if the margins are too thin, the operations are exhausting, and you are simply burned out? It is easy to assume that a broken business model means a worthless company. But as this… [Listen](https://traffic.libsyn.com/secure/builttosell/705v_John_Warrillow_-_J_Patel_-_A_-_V1.mp3?dest-id=269159) ## [Ep 531 The #1 M&A Mistake Founders Make with Nick Katz](https://builttosell.libsyn.com/ep-531-the-1-ma-mistake-founders-make-with-jed-morris) _2026-01-30 · Built to Sell Radio_ acasa helps peop le ru n a shared ho me w ithout the usual friction. It started as a simple way for housemates to track and split rent, bills, and groceries, then added payments and utility setup so households could manage recurring bills in one place. When Nick Katz tried to sell acasa on his own, the downside wasn't just a slow process. It created a setup where buyers had the leverage: they… [Listen](https://traffic.libsyn.com/secure/builttosell/705u_John_Warrillow_-_N_Katz_-_A_-_V1.mp3?dest-id=269159) ## [Ep 530 $40M for a Big Fish in a Small Pond](https://builttosell.libsyn.com/ep-530-40m-for-a-big-fish-in-a-small-pond) _2026-01-23 · Built to Sell Radio_ Nick Telson-Sillett and his co-founder built what you could call "OpenTable for bars and nightclubs" in the UK. Instead of chasing the US (the move most founders are told to make), they went big fish , small pond: dominate their home market first. That focus helped them build DesignMyNight into a business that sold for more than $40M. In this episode of Built to Sell Radio, Nick shares what… [Listen](https://traffic.libsyn.com/secure/builttosell/705t_John_Warrillow_-_N_Telson-Sillett_-_A_-_V1.mp3?dest-id=269159) ## [Ep 529 The Personal Brand Trap and how to slash a 3-Year Earn-Out to 9 Months Without Giving Up Value](https://builttosell.libsyn.com/ep-529-the-personal-brand-trap-and-how-to-slash-a-3-year-earn-out-to-9-months-without-giving-up-value) _2026-01-16 · Built to Sell Radio_ The fastest way to make a service company unsellable is building it around a personal brand. When clients hire you —because of your reputation, your name, and your specific expertise —you haven't built a business; you've built a high-paying job. And as Gavin Bell realized, you can't sell a reputation. Gavin was known as the "Facebook Ads Guy" in the UK. He was making good money, but he knew that… [Listen](https://traffic.libsyn.com/secure/builttosell/705s_John_Warrillow_-_G_Bell_-_A_-_V1.mp3?dest-id=269159) ## [Ep 528 The Dirty Businesses that Create Quiet Millionaires](https://builttosell.libsyn.com/ep-528-the-dirty-businesses-that-create-quiet-millionaires) _2026-01-09 · Built to Sell Radio_ Some of the richest founders don't run trendy companies. They run dirty ones. The kind of work you'd never brag about at a dinner party, but that quietly throws off real money because it's hard, risky, and most people won't do it. This Built to Sell Radio episode follows Sh e nar Wood , who built an underground power business by taking on personal risk, earning trust job by job, and eventually… [Listen](https://traffic.libsyn.com/secure/builttosell/705r_John_Warrillow_-_S_Wood_-_A_-_V1.mp3?dest-id=269159) ## [Ep 527 How to Avoid an Earn-Out (Even in a Service Business)](https://builttosell.libsyn.com/ep-527-how-to-avoid-an-earn-out-even-in-a-service-business) _2026-01-02 · Built to Sell Radio_ Most business owners hit a fork in the road. Stay "on the tools" and keep making great money. Or start feathering back your personal involvement so the business can grow beyond you. In this episode of Built to Sell Radio, Dr. Michael Filosi walks through how he made that shift in a dental practice, without jeopardizing cash flow. He didn't rip the band-aid off. He reduced his patient days one day… [Listen](https://traffic.libsyn.com/secure/builttosell/Michael_Filosi_Full_Interview.mp3?dest-id=269159) ## [Ep 526 Best of 2025: 4 Moments That Change How You Exit](https://builttosell.libsyn.com/ep-526-best-of-2025-4-moments-that-change-how-you-exit) _2025-12-26 · Built to Sell Radio_ Built to Sell Radio just dropped a year-end special that pulls the strongest moments from 2025 into one episode. Across four formats (Exit Story, Inside the Mind of an Acquirer, Mastering the Deal, and After the Deal), you discover how to Choose exit value over lifestyle income before comfort caps valuation Spot the "founder-dependent" trap that scares off serious buyers See how buyers price risk,… [Listen](https://traffic.libsyn.com/secure/builttosell/Year_End_Episode_Final_FINAL.mp3?dest-id=269159) ## [Ep 525 How to Know When to Get Out: What to do when Shopify threatens, Selling vs. hiring a CEO. A controlled process instead of massive auction and getting your cash up front.](https://builttosell.libsyn.com/ep-525-how-to-know-when-to-get-out-what-to-do-when-shopify-threatens-selling-vs-hiring-a-ceo-a-controlled-process-instead-of-massive-auction-and-getting-your-cash-up-front) _2025-12-19 · Built to Sell Radio_ If you're feeling a little queasy about the pace of change, you're not alone. AI is accelerating competition in almost every market, and it's making some business models feel irrelevant almost overnight . In this episode of Built to Sell Radio, John Warrillow talks with Ryan O'Leary, who saw a similar wave coming in payments when Shopify started bundling merchant processing into its plans. O'Leary… [Listen](https://traffic.libsyn.com/secure/builttosell/705n_John_Warrillow_-_R_OLeary_-_A_-_V1.mp3?dest-id=269159) ## [Ep 524 3 Non-Negotiables to Walk Away Clean, Turn Your Expertise into Recurring Revenue, and Avoiding a Deal-Killing Clause.](https://builttosell.libsyn.com/ep-524-3-non-negotiables-to-walk-away-clean-turn-your-expertise-into-recurring-revenue-and-avoiding-a-deal-killing-clause) _2025-12-12 · Built to Sell Radio_ Most experts who start a practice or studio end up trapped by their own success. The schedule is packed, the waitlist is long, but every dollar still depends on them showing up. In this week's episode of Built to Sell Radio, John talks to a physical therapist who turned a fully booked, owner-dependent practice into a boutique fitness business with recurring revenue, a second-in-command, and a… [Listen](https://traffic.libsyn.com/secure/builttosell/705p_John_Warrillow_-_C_Gurka_-_A_-_V1.mp3?dest-id=269159) ## [Ep 523 15 x EBITDA for a Service Firm](https://builttosell.libsyn.com/ep-523-15-x-ebitda-for-a-service-firm) _2025-12-05 · Built to Sell Radio_ In this episode of Built to Sell Radio, John Warrillow sits down with Ujwal Arkalgud , who built the same company twice. Chapter one was a classic problem: a profitable, founder-heavy services firm with impressive EBITDA but a ceiling on valuation. Chapter two began when he turned that service into a productized offering, transformed how customers bought his work, and ultimately sold for more than… [Listen](https://traffic.libsyn.com/secure/builttosell/705o_John_Warrillow_-_U_Arkalgud_-_A_-_V1.mp3?dest-id=269159) ## [Ep 522 The difference between 4x vs.8x EBITDA, Customer Concentration Discounts, PE Re-trades with Eric Wiklendt on this special edition of Inside the Mind of an Acquirer](https://builttosell.libsyn.com/ep-522-the-difference-between-4x-vs8x-ebitda-customer-concentration-discounts-pe-re-trades-with-eric-wiklendt-on-this-special-edition-of-inside-the-mind-of-an-acquirer) _2025-11-28 · Built to Sell Radio_ For many owners, private equity feels like a black box: a buyer shows up with a multiple, some debt, and a term sheet, and it is hard to tell whether you are getting a fair shake or being set up for a painful re - trade later. In this Inside the Mind of an Acquirer episode of Built to Sell Radio, John Warrillow sits down with Speyside Equity managing director Eric Wiklendt. [Listen](https://traffic.libsyn.com/secure/builttosell/705m_John_Warrillow_-_E_Wiklendt_-_A_-_V1.mp3?dest-id=269159) ## [Ep 521 10x Outcome Selling Tiny to Private Equity and how to make the 'Cruise vs Double Down' Decision](https://builttosell.libsyn.com/ep-521-10x-outcome-selling-tinymce-to-private-equity-and-how-to-make-the-cruise-vs-double-down-decision) _2025-11-21 · Built to Sell Radio_ Andrew Roberts spent two decades turning a bootstrapped family company from Brisbane into one of the most widely used text editors on the web, then faced the hardest call of his career: keep a comfortable, profitable business or push for a bigger exit with venture capital and private equity in the mix. [Listen](https://traffic.libsyn.com/secure/builttosell/705l_John_Warrillow_-_A_Roberts_-_A_-_V1.mp3?dest-id=269159) ## [Ep 520 How Chris Hutchins convinced Google to buy Milk—and Wealthfront to acquire Grove—despite not generating much revenue (and no EBITDA)](https://builttosell.libsyn.com/ep-520-how-chris-hutchins-convinced-google-to-buy-milkand-wealthfront-to-acquire-grovedespite-not-generating-much-revenue-and-no-ebitda) _2025-11-14 · Built to Sell Radio_ A strategic acquirer is a company buying to advance its own roadmap, distribution, or capabilities—unlike financial buyers (private equity, family offices) who buy primarily for cash flow. To a strategic, value may sit in what you've built, not what you've earned. Chris Hutchins' story makes the point. He co-founded Milk, acquired by Google, and later founded Grove, acquired by Wealthfront . Both… [Listen](https://traffic.libsyn.com/secure/builttosell/Chris_Hutchins_Main.mp3?dest-id=269159)