THE EXIT PODCAST

Exit Session: Discover How Scott Berger Successfully Sold His Family's Business, An HVAC Service Company to a Strategic Buyer

Join us for another enlightening episode of THE EXIT Podcast, where we explore the intricate process of selling a family business. Our guest, Scott Berger, President of Arista Air Conditioning, shares his personal journey through the complex maze of a business exit. From the initial consideration to sell, to the final steps of the transaction, Scott's experience offers a wealth of knowledge. Hosted by Brett Dearing, CEPA, this episode delves into Scott's strategic choices, the emotional aspects of transitioning a family business, and the crucial task of forming the right advisory team. Whether you're contemplating a sale or actively preparing for an exit, Scott's insights are invaluable in enhancing your business's value. Listen in and learn how to adeptly navigate the challenges and opportunities that accompany selling your business.

Key takeaways for business owners contemplating a similar path:

• Team Composition Matters: Surround yourself with the right team of advisors, including M&A experts, investment bankers, and legal advisors. Their expertise is invaluable, especially when negotiating the complexities of a transaction.
• Understanding Financials is Critical: Ensure your financials are meticulously organized and transparent. Accurate financial reporting can make or break a deal during due diligence. Having a trusty accounting firm can provide peace of mind and ensure you're putting forth your best foot.
• Plan Ahead for Post-Transaction Life: Beyond the sale, consider your personal financial strategy. The transition from operating a business to managing personal wealth is significant and requires careful planning to secure your financial future.

Take Your Free Business Preparedness Assessment: https://bxo.mykajabi.com/THE-EXIT-Access-Attractiveness-Assessment

 

Listen to the full episode to gain deeper insights into how we navigated the sale process and came out successful on the other side!

00:00 "The Exit: Business Transition Insights"

08:09 Resilience in Challenging Times

15:07 Business Sale Preparedness Assessment

17:23 Unconventional Business Negotiation Dynamics

23:15 Navigating Family Business Transparency

28:59 Team Investment Increases Company Value

35:45 Strategic Negotiation Team Building

41:14 "Evaluating Letters of Intent (LOIs)"

43:49 Negotiation: Beyond the Top Line

52:54 Building the Ideal Deal Team

56:54 "Debt Concept Expansion"

01:03:48 Navigating Post-Transaction Wealth Management

01:05:04 Investment Anxiety and Strategy Shift

 

#TheExitPodcast #BusinessSale #MergersAndAcquisitions #ExitStrategy #AristaAirConditioning #BusinessInsights #FinancialPlanning

 

 

 

Building Generational Wealth Through ESOPs: The Tax Benefits to Selling To An ESOP

In the latest episode of THE EXIT Podcast, titled "Building Generational Wealth Through ESOPs," the host and Certified Exit Planning Advisor, Brett Dearing, along with guest David Jasmund, Managing Director at PCE Investment Bank, explore the complexities and benefits of transitioning a business to an Employee Stock Ownership Plan (ESOP). They discuss the advantages for shareholders, employees, and the business itself, including tax benefits, stability, and the potential for transferring wealth across generations. The conversation also covers the flexible nature of ESOP transactions, available financing options, and the role of ERISA legislation in facilitating these changes. The episode further underscores the governance of ESOP-owned businesses and the financial incentives for both selling shareholders and employee participants. With the influence of 7,000 ESOP plans on 28 million employees in the U.S., this discussion offers vital insights for business owners planning their succession.

 

Timestamp Overview:

00:00 Introduction: David Jasmund, Managing Director at PCE

04:56 Management buys out ownership, discusses employee stock ownership.

07:19 Succession planning for business ownership and factors.

11:03 ESOPs: wealth transfer, confidentiality, leadership, liquidity, secrecy.

16:28 ESOP transactions occur at fair market value.

18:35 ESOP trustee evaluates cash flows, distributes ownership.

22:27 ESOP trustee represents employee interest in company.

26:56 Sell shares to ESOP, defer tax, avoid gains.

29:53 Specialized lenders help structure ESOP financing. Private equity also participates in funding ESOPs.

31:23 Webinar covered key points on ESOP benefits.

37:23 ESOPs offer advantages for both employers, employees.

38:30 Open to discussing alternative business transaction options.

 

Want to learn more about the readiness of your business? Click on the link and begin maximizing business value: 

https://www.busownxchange.com/THE-EXIT-Access-Attractiveness-Assessment

 

Apple iTunes: https://podcasts.apple.com/us/podcast/the-exit-podcast/id1308750295

 

 

The Most Common Pitfalls to Avoid When Selling Your Business

Join us for a special edition of THE EXIT Podcast, hosted by Brett Dearing, where he provides essential guidance to business owners on preparing for a successful business sale. In this episode, Brett identifies the three most frequent mistakes made by business owners during a sale - inadequate financial readiness, lack of a transition strategy, and hesitation to invest in resources crucial for a successful outcome. He delves into a comprehensive discussion on understanding market conditions, considering health factors, and dealing with potential unsolicited offers, highlighting several key elements for strategically positioning a business for sale. Brett emphasizes the importance of assembling a skilled team of advisors, engaging in detailed pre-transaction planning, and understanding various exit options, from family succession to outright sale. Tune in as Brett also discusses the importance of having a solid personal plan after the sale to avoid seller's remorse and ensure ongoing satisfaction. This episode is designed to equip business owners with the knowledge to confidently manage their exit strategy and effectively navigate the complexities of selling their business.

 

Timestamped Overview:

00:00 Brett Dearing discusses business owners' challenges in 2024.

03:07 Prepare for business transition with diverse advisors.

09:26 Options for business exit strategy: investment banker, generational transfer, ESOP, private equity, leveraged recap, liquidation, succession.

10:34 Plan for business transfer, consult advisors, set goals.

16:50 Estate planning for business owners to minimize tax.

20:10 Business owners seeking new opportunities and impact.

22:51 Successful transaction. Planning for next chapter of life.

The 10 steps to success:

1. Financial Order: Ensure up-to-date, audited financials to increase business attractiveness to prospective buyers.

2. Plan Transitions: Develop a detailed transition strategy to preserve business value.

3. Investment Costs: Budget 2-5% of sale price for advisory and professional services.

4. Market Prep: Assess market conditions and personal readiness, crucial for engaging buyers.

5. Resist Unsolicited Offers: Politely defer competitors' offers, maintaining strategic business information.

6. Minimize Risks: Diversify customer base to mitigate risks related to customer concentration.

7. Exit Strategy Options: Explore various sale possibilities, like ESOPs or private equity sales, to find best fit.

8. Build Succession Plan: Outline business future roles and maintain legacy factors in negotiations.

9. Gather Advisors: Assemble a team specialized in exit strategies, including CPAs and M&A attorneys.

10. Focus on Business: Strategize on business improvements from buyer’s perspective to maximize sale value.

 

 

 

Building The Right Succession Plan For Your Business and Your Family

The importance of succession planning for business owners cannot be overstated. It is a vital process that guarantees the continuity, financial stability, and enduring success of a business. It prepares a company for leadership transitions, whether they are due to retirement, unforeseen departures, or strategic growth. In the absence of a robust plan, businesses may face operational disruptions, financial instability, and even closure.

Why Succession Planning Matters:
1. Business Continuity – It guarantees seamless leadership transitions without causing operational disruptions.
2. Risk Mitigation – It minimizes uncertainty and prepares for unexpected events like illness or death.
3. Employee Retention & Morale – It showcases stability and growth opportunities, thereby boosting employee confidence.
4. Financial Security – It aids in safeguarding the company’s financial future and valuation.
5. Preservation of Legacy – It ensures the company’s mission, values, and vision are upheld under new leadership.

Relevant Statistics on Succession Planning:
• Merely 34% of businesses have a formal succession plan in place. (NFIB)
• A staggering 70% of family businesses fail to transition successfully to the second generation. (Family Business Institute)
• Only a meager 12% of family businesses make it to the third generation. (Harvard Business Review)
• Businesses without a plan face a 60% higher risk of failure after the founder exits. (U.S. Chamber of Commerce)
• Half of the CEOs are replaced unexpectedly, yet only 54% of companies are prepared for such transitions. (PwC)

Effective succession planning enables businesses to flourish beyond a single generation, ensuring long-term stability and growth. Are you interested in learning about best practices or steps to create a robust succession plan?

On this episode of The EXIT, we will hear a heartfelt story from George Davidson, Founder of Secura Consultants about how the lack of succession planning impacted his family and how this personal life experience guided him to helping business owners around succession planning.

 

The episode will cover:

• The  most importance elements of  building your succession planning
• Tools business owners can use to implement a basic succession plan
• The five D's
• The mindset change of a sick or disabled business partner and the direct conflict
• Types of Buy-Sell Agreements
• Utilizing the right buy-sell structure for you
• The most litigated elements of a buy-sell agreement
• The importance of incorporating a valuation provision and determination of value clause in your agreement.

 

To contact our guests Georg Davidson, please click: http://linkedin.com/in/georgeprotectmyincome

Are You Sabotaging The Success of Your Business?

This Episode:

For those business owners that sometimes find the journey of being an entrepreneur to be lonely and at times full of self doubt, this is a great episode.

On this episode, we speak with Mark Taylor, Master Chair of VISTAGE on the importance of peer advisory support and identifying/addressing your internal saboteurs. Mark is a CEO that founded and successfully exited a technology company. As a Master Chair for Vistage, the premier executive coaching organization, Mark guides 146 CEOs and leaders across varied industries in NYC. Celebrated for his dedication, he's received the STAR Award for eight consecutive years and in 2022. Mark has a Masters in Leadership, and five coaching certifications, Mark is a Certified Positive Intelligence Coach, a Certified Working Genius Facilitator, and a Tribal Leadership Trainer. 

 

Mission of this Episode:

1. Help you identify your self saboteurs.
2. Practice the three step process to help eliminate your self saboteurs.
3. Break through self sabotage to elevate you and the success of your business. 

The EXIT Podcast Business Assessment: https://www.tepodcast.com/EXIT-Readiness-Assessment

 

Contact Us: https://www.tepodcast.com/Contact-Us

 

 

Navigating Growth: The Blueprint to Building A Successful Growth Plan

Planning For Growth in 2024!

As you start off the new year, business planning is an imperative process to the overall success of your business. In November of 2023, I presented at the 2023 Business Owner Summit where I was asked to speak to business owners on the importance of navigating revenue growth.  On this episode of the The EXIT Podcast, hear about potential headwinds in 2024 business owners may face and how you can utilize this business planning process to overcome and plan for future headwinds. This episode also covers the six key planning areas to successfully navigate growth. Use this workshop as the framework for your 2024 growth & business plan. 

Podcast listeners will also have the ability to go through the 2024 Navigating Growth Workshop. Below, please find the link to register for the Navigating Growth Workshop. 

Register For The Navigating Growth Workshop: Navigating Growth Workshop 

 

The Importance Of Conducting A Quality of Earnings On Your Business Before You Sell

On this episode, Brett Dearing and Corey Massella, Managing Director from UHY-Advisors, discusses the importance of conducting a Quality of Earnings on your business before you sell. The key benefits are:

• Having a clear understanding of company financials
• Stress test the revenue trends of your business
• Accurately establish Adjusted EBITDA, Cash Flow and Working Capital
• Have someone that can protect and defend your financials when going through a due diligence process. 

The podcast covers the key reasons of conducting a Quality of Earnings while covering the benefits  and impact to business valuations. 

The EXIT: CEO Founder Perspective With CEO Founder Greice Murphy

On this special edition of The EXIT, hear from our guest, CEO, and Founder, Greice Murphy talk about her journey as a business owner leaving her native country of Brazil at 23 years old and starting one of the fastest-growing healthcare companies in the U.S. with over 13,000% growth over 10 years, 79% client retention and a 95% positive customer experience.  

Greice will also walk us through her personal experience of selling her business from LOI to Close with a private equity company, what she learned and what she would do differently. 

 

Greice was the recipient of the Ernest & Young Entrepreneur Of The Year Award and Inc 5000's Hall of Fame Award. 

Don't miss this great episode and please share the podcasts with business owners.

How Cyberattacks Can Impact The Sale Of Your Business

Is your business being used as a trojan horse by cyber attackers to attack larger businesses, clients or service providers. On this episode our guest, Deborah Nitka, Manager at CohnReznick will discuss the fundamentals of building a functional cyber strategy for your business. Most importantly, we will also discuss how cyberattacks can reduce the value of your business and impact your ability to sell.

Other topics discussed on this episode:

• What business owners should focus on when protecting the company's valuable data
• Public resources you can use to start the process of building your cyber plan
• How buyers perceive cyberattacks 
• The importance of building and implementing a cyber strategy before entering a sale-side due diligence process
• The discloser requirements for a company that has been breached
• The steps needed to begin the process of creating a cyber security plan

Are you thinking about the sale of your business? Find out what may be keeping you and your business from being prepared: https://www.tepodcast.com/EXIT-Quick-Assessment

Please be sure to assist a business owner by sharing the THE EXIT Podcast: https://www.tepodcast.com/home

To learn more about this episode contact us at: https://www.tepodcast.com/Contact-Us

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Increasing Net Proceeds Begins Before The Sale

Many business owners lose the opportunity to maximize net proceeds from the sale of their business by not following this fundamental rule. On this episode of The EXIT, you will hear from Tom Theurkauf, Partner at Sun Valuation on the importance of conducting a third party valuation as the foundation of your tax planning strategy. Brett and Tom will discuss the key components of a valuation and how the valuation process increases net proceeds.

In this episode, Brett and Tom will discuss:

1. The difference between an estate and M&A valuation
2. The key components of a valuation
3. When you should have a valuation conducted
4. Stories of owners losing millions in value appreciation by not having a valuation 

To learn more about the podcast, click on this link: https://www.tepodcast.com/home