Built to Sell Radio

Kevin Wagstaff, co-founder of Spectora, transformed home inspections with a groundbreaking SaaS platform and navigated an intense $80 million acquisition. He shares the rollercoaster ride of negotiations, including a last-minute attempt to re-trade the deal that could have cost him millions. With his brother and an advisor's support, they stood their ground, ultimately securing a $90 million valuation from a better partner. The journey balances emotional struggles with strategic decisions, emphasizing the importance of brand integrity and personal bonds in business success.

Brock Weatherup, a seasoned entrepreneur who has successfully sold multiple companies to Fortune 500 giants like PetSmart and Petco, shares his expertise. He reveals proven strategies for attracting lucrative acquirers and navigating complex negotiations. Listeners will discover the emotional rollercoaster of selling a business, the lessons learned from financial crises, and the importance of resilience. Brock dives into his journey with the pet industry and highlights the significance of adaptability and relationships in achieving entrepreneurial success.

That's why we created the After the Deal series on Built to Sell Radio. This series explores life after selling a business—delving into the personal, financial, and emotional transitions that come when work becomes a choice, not a requirement. In this episode, we speak with Preston Holland, author of Private Jet Insider and an expert in private aviation. Preston shares why private jet travel isn't just for celebrities and explains how business owners use private aviation to buy back their most valuable asset: time.

This week on Built to Sell Radio, John Warrillow interviews Blake Hutchison, CEO of Flippa, the world's largest marketplace for buying and selling digital businesses. With experience overseeing thousands of real transactions, Blake offers a unique window into the minds of today's acquirers.

Ben Landers, founder of Blue Corona, shares his remarkable journey of building an 8-figure digital marketing agency aimed at home service businesses. He reveals how he achieved a clean sale without earn-outs, a rarity in his industry. The conversation covers his transition from corporate life to entrepreneurship, the evolution of his business model, and the importance of data-driven marketing. Additionally, Ben discusses the emotional challenges of partnerships and the misconception that wealth equates to happiness, offering deep insights into navigating business sales.

Adam Kerrigan, the founder turned M&A leader, shares his journey from selling his managed service provider to completing 16 acquisitions. He reveals how acquirers often prefer cashless deals and tips for sellers to negotiate better outcomes. Adam discusses the emotional complexities of entrepreneurship, the significance of trust in acquisitions, and the challenges of merging company cultures. He emphasizes the need for clear communication and the importance of relationship-building in the evolving MSP market.

As entrepreneurs prepare for 2025, they delve into key strategies to maximize business value before an exit. The shift to subscription models is emphasized for creating stable revenue. Negotiating the sale becomes critical, with tips on avoiding retrading and leveraging advisors. Entrepreneurs are encouraged to view exits as opportunities for ongoing wealth, especially through private equity. The complexity of selling service-oriented businesses is also explored, alongside the importance of understanding financial structures to ensure smooth transitions.

In this insightful discussion, Adi Gullia, founder of the global skincare brand Grace & Stella, shares his remarkable journey from a $600 investment to selling for 5.8x EBITDA. He opens up about the harrowing experience of nearly facing bankruptcy after a $28 million order fell through. Adi explores effective strategies for branding and distribution, the importance of normalizing financial statements for valuations, and navigating negotiations with multiple offers—all while managing the emotional toll as a new parent.

Kaelon Egan, founder of AccelaSchool, shares his journey of successfully selling his company to PowerSchool, a leader in K-12 education technology. He discusses how to position a business for strategic acquisition and the importance of understanding buyer needs. Egan also reflects on navigating the complexities of the education sector's sales landscape and the value of advisory networks. He emphasizes avoiding earn-outs and the significance of clear sale structures, offering insights into leveraging AI opportunities in a post-pandemic market.

James Ashford, founder of GoProposal and seller to FTSE 100 company Sage, shares his journey of navigating life after a successful business sale. He discusses the emotional challenges and surprises of post-exit life, including the identity crisis faced by entrepreneurs. James reflects on the shift from entrepreneur to corporate ambassador and the deep personal growth that comes from embracing lifelong learning. He emphasizes the importance of understanding your new corporate environment while also revealing the emotional toll entrepreneurial success can impose on personal relationships.