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Built to Sell Radio is a weekly podcast for business owners interested in selling a business. Each week, we ask an entrepreneur who has recently sold a business why they decided to sell their business, what they did right and what mistakes they made through the process of exiting their business. Built to Sell Radio is the ultimate insider's guide to approaching the most important financial transaction of your life.
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Built to Sell Radio
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Ep 344 How to Make Your Email List Worth 7-Figures - Laura Roeder
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In 2007, Laura Roeder started selling online courses on how to market through social media. Her courses gained popularity, resulting in Roeder growing an email list of around 70,000 people. Inspired to further serve her customers, she decided to create social media scheduling software. It was one of the first social media planning tools that allowe…
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Ep 343 One Bold Decision That Led to a 20X Growth in Revenue - Raman Sehgal
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In 2009, Raman Sehgal started a small marketing company called ramarketing. In 2015, frustrated with the company’s progress, Sehgal decided to analyze his business. That’s when he discovered something interesting. Ramarketing’s most valuable customers (low-maintenance, sticky, high gross margin etc.) were in the pharmaceutical industry. Sehgal imme…
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Ep 342 The Unicorn Exit - Haroon Mokhtarzada
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In 2001, Haroon Mokhtarzada and his brothers started Webs.com, which allowed anyone to build a professional website. Eager to grow the company, they decided to raise money from a venture capital firm – a decision Mokhtarzada would later regret. They ultimately grew Webs.com to over 50 million users and sold it in 2011 to Vistaprint for over 10 x re…
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Ep 341 Selling to a Publicly Traded Company - Tony Falkenstein
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In 1988, Tony Falkenstein started Just Life Group, one of the first water-cooler companies in New Zealand. In 2016, Falkenstein identified the need to diversify into new service offerings and opted to start acquiring companies. Since then, Falkenstein has acquired six businesses, aligning with their overall focus of enhancing lives through healthy …
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Ep 340 Selling for a Truckload - Josh Davis
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In 2015 Josh Davis and a friend, Darryl Ee, decided to start Speedee Transport, a trucking company specializing in shipping products that need to be refrigerated. Within three years of starting the business, they had grown from two to over forty-five employees, and an acquirer approached them. This kicked off an emotionally draining—and financially…
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Ep 339 The Lifeboat Exit - John Whiting
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In 2017, John Whiting started Digital Kryptonite with the goal to provide business owners with more leads. Helping his clients mine LinkedIn, Whiting quickly grew his company from zero to seven figures within a year. The company was seeing massive growth month-over-month when suddenly Whiting received a message from his credit card processor that h…
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Ep 338 How This Service Business Got Almost 20 X EBITDA - Jonathan Shroyer
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In 2019, Jonathan Shroyer, alongside his Co-Founder Scott McCabe, started Officium Labs with the goal to help clients turn contact centers into profit centers. After two years of seeing incredible growth, Jonathan was approached by three investors to acquire Officium Labs. Shroyer ultimately ended up selling to Arise for around 20X EBITDA.…
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Could What Happened With Twitter & Elon Musk Happen To You?
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What every owner should take away from Elon Musk's decision to press pause. Enjoy this special edition of Built To Sell Radio.
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Ep 337 Eddie Whittingham - Saying No To 7 Times Revenue
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Eddie Whittingham started a company called The Defense Works in 2016. His idea was to provide companies with information on how to avoid getting hacked. Whittingham created a series of animated video clips explaining cyber security best practices and offered his content on a subscription model to companies. By 2020, Whittingham had bootstrapped his…
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Ep 336 James Ashford - The Inside Story Behind Sage’s 8 Figure Acquisition of a 12 Employee Company
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In 2016, James Ashford took what little was left after his business failed and invested £4,000 in developing proposal software for accountants which he named GoProposal. By 2020, GoProposal was a slick application with £1.5 million in revenue and hundreds of accountants using it. That’s when Ashford agreed to be acquired for a healthy 8-figure sum.…
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Ep 335 James Ashford - How to Sell A 12 Employee Company for 8-Figures
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James Ashford had a burning drive to become an entrepreneur and start a successful business. After a failed attempt to grow a marketing agency, Ashford knew that to build the business he had always dreamed of, he needed to make some drastic changes. In 2016, Ashford took what little was left after his business failed and invested £ 4,000 in develop…
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Ep 334 Paul Nielsen - From Product-Driven to Purpose-Driven
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Paul Nielsen built HomeTech, a company focused on creating healthier homes by installing skylights for natural lighting and advanced systems for better air quality. The business was generating around $1.4 million in EBITDA when an industry competitor approached Nielsen about acquiring HomeTech.
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Ep 333 Built to Sell Intel - How to Turn Beta Users into Customers Plus 3 Other Stories
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This week, we’re featuring four recent guests and highlighting transferrable lessons they shared about exiting their company.
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Ep 332 James Benham - The Clean Exit: 7X Revenue, No Earn-Out
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After graduating from business school, James Benham interned at one of the large accounting firms. Benham quickly realized corporate life was not for him. Instead, Benham started a business and lived on less money than he made as an intern for ten years.
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Ep 331 Ben Tossell - Maker vs. Manager
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In 2019, Ben Tossell was a frustrated entrepreneur, launching products nobody bought. His contacts showed little interest in his concepts but were curious about how he built his online offerings – especially because Tossell admitted he didn’t know how to code.
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Ep 330 Anna Maste - Bootstrapping a 2-Sided Market to a 7-Figure Exit
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Anna Maste built Boondockers Welcome, a kind of Airbnb for RVers, to $100,000 in Annual Recurring Revenue (ARR) when she received an offer of 3.9 times ARR. Maste was about to accept the offer when some soul searching led Maste to believe she could do much better. That kicked off a two-year journey of building the value of her business.…
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Ep 329 Sue Bryce & Craig Swanson - The 8-figure Expert
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Imagine turning your expertise into an 8-figure exit. That’s exactly what Sue Bryce did. Bryce built a $1 million photography studio in an industry where owners are often limited to low six-figure businesses that are dependent on them.
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Ep 328 Built to Sell Intel - 4 Big Takeaways on Building the Value of Your Company
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This week, we're back with the latest Intel edition of Built to Sell Radio. We feature four recent guests and dissect what made their companies built to sell.
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Built to Sell Radio
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Ep 327 Calvin Johnson - Selling for Parts
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Calvin Johnson built Lykki, an office supply company, to more than $7 million in annual revenue. Johnson had two divisions, one had office kitchen supplies (e.g., coffee), and the other sold office supplies. The kitchen supplies business was more attractive to acquirers than the office supplies side, so Johnson decided to separate the divisions and…
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Ep 326 Robert Glazer - Inside the Mind of an Acquirer
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Robert Glazer started an affiliate marketing agency called Acceleration Partners in 2007. Glazer never took outside capital and grew Acceleration to almost $28 million in sales before he sold a majority interest to Mountaingate Capital in 2020.
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Ep 325 Robert Glazer - Why Robert Glazer Sold His $28 Million Agency
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Robert Glazer started an affiliate marketing agency called Acceleration Partners in 2007. Glazer never took outside capital and grew Acceleration to almost $28 million in sales before he sold a majority interest to Mountaingate Capital in 2020.
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Ep 324 Sandy Hansen-Wolff - The Unexpected Exit
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Sandy Hansen-Wolff was a newlywed when her husband of only a few months, Randy Hansen, was diagnosed with leukemia. The doctors told Randy that one in four patients in his position succumbed to the disease. The couple scrambled to deal with the diagnosis and what would happen to Randy's feed business, which was generating revenue of around $1 milli…
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Ep 323 Melissa Kwan - How to Know When Your Idea Has Legs
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Melissa Kwan and her co-founder built Spacio, a company that helped real estate agents win and manage leads that come from hosting open houses. Kwan built the company to roughly 100,000 agents using Spacio when a chance encounter at an industry conference led to an acquisition offer from HomeSpotter.…
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Ep 322 Kate Field - What You Should Know Before You Pitch Your Company on Shark Tank (or Anywhere)
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In 2013, Kate Field started The Kombucha Shop offering home-brew kits that people can use to make kombucha. By 2018, the kombucha craze was in full swing and Field was invited to pitch her business on Shark Tank. Field asked for $350,000 in return for 10% of her company which was generating around $1.2 million per year selling kombucha kits. Field …
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Ep 321 David Darmanin - Built to Sell vs. Planning to Sell
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David Darmanin co-founded Hotjar, a software company that helps website developers and owners understand how their users interact with the sites they build. Darmanin and his partners bootstrapped Hotjar to around $40 million in Annual Recurring Revenue before selling it in 2021.
