Explore every episode of the podcast M&A Murders & Accusations: The Good the Bad and The Ugly of Selling Your Business
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Employee Retention: Raising the bar without raising their pay with guest Brad Bennett | 06 Feb 2026 | 00:50:25 | |
Most owners think retention is about bigger paychecks. We make the case for a smarter lever: help employees keep more of what they earn and turn that momentum into homeownership. With guest Brad Bennett, we explore how cash flow automation can silently reroute pay, reduce waste, and build savings without the feeling of sacrifice. When people stop leaking money into subscriptions and impulse swipes, emergencies stop becoming credit events and stress drops fast. Visit us at: | |||
| Using AI To Prepare to Sell A Business with guest Jacob Andra, CEO and Founder of Talbot West | 26 Nov 2025 | 00:31:09 | |
Learn how AI can help you better prepare your business to sell with AI guru Jacob Andra, Founder & CEO, of Talbot West. In this episode we unpack how to align perception with reality when preparing a business for sale and how targeted AI can boost efficiency, clarity, and valuation. Jacob Andra shares a practical path from messy systems to credible growth stories buyers will pay for. Visit us at: | |||
| Exit Is Now podcast guest appearance with Scott Snider, President of the Exit Planning Institute | 13 Oct 2025 | 00:25:18 | |
| Why smart sellers run a sell-side Quality of Earnings report before buyers ever ask | 08 Oct 2025 | 00:39:23 | |
Deals rarely collapse because the idea is bad—they fall apart when the numbers can’t carry the story. We sat down with Patrick McMillan, a seasoned quality of earnings specialist with Ampleo, to show how sellers can turn diligence from a gauntlet into an advantage. From decoding what “quality” actually means in earnings to explaining why EBITDA is only a proxy for cash flow, we break down the practical steps that preserve price and speed to close. Visit us at: | |||
| LIVE CASE STUDIES: Answering the Buy or Build Question, Real Time, Real Answers | 11 Aug 2025 | 01:37:52 | |
When business owners face the pivotal question of whether to sell or continue building their company, the answers are rarely straightforward. The Utah chapter of Exit Planners (EPI) takes you inside this crucial decision-making process through two compelling real-world case studies that illuminate the complexities of business transitions. Visit us at: | |||
| The Legal Side of Selling a Business with M&A attorney Scott Ehrlich | 07 Aug 2025 | 00:43:30 | |
💡 Key Takeaways for Business Owners ✅ Why Having the Right M&A Team Saves You Millions
📉 The Most Common Mistakes Sellers Make
🚨 Every Business Has "Hair" — And That’s Okay
💰 Want to Pay 0% in Capital Gains Tax?
🤖 How AI is Revolutionizing M&A (and Your Legal Bill)
💬 Final Advice from the Experts “Don’t go it alone. The right team of professionals will add more value than they cost.”– Scott Ehrlich, M&A Attorney“Every business has flaws. Disclose them, own them, and close the deal anyway.” – Rick Krebs, M&A Advisor 📞 Want to Prepare for the Best Exit of Your Life? Connect with:
Visit us at: | |||
| Learn How Exit Planning Added $900,000 to the Selling Price of a Roofing Company | 18 Jun 2025 | 00:28:30 | |
In this episode, discover how smart exit planning strategies drove a $900K increase in business value—and what life looks like after the sale. What really happens when the deal closes? In this raw and insightful conversation, Gary shares his multi-year journey selling his roofing company—from an initial failed attempt to a competitive seven-offer bidding war. He also reveals the unexpected emotional aftermath of stepping away from the business he built. Episode Highlights:
Visit us at: | |||
| Panel Discussion With 3 Business Owners Who Recently Sold Their Business | 12 May 2025 | 01:06:17 | |
In this episode we recorded a live webinar of the Exit Planning Institute, Utah Chapter of Exit Planners where we listen to the expertise and advice of 3 people who were involved in the sale of a business: Chris Badger($80 Million Sale), Howard Flores (under $5 Million), Don Mealing (somewehere in between on multiple transactions). This is a seller panel discussion with questions from the audience. Each panelist shares powerful insight and ideas about what to avoid and how to win when selling a business. You will learn how owners left over $10 Million on the table when they sold their company. Visit us at: | |||
| How a financial advisor quarterbacked a transaction correctly | 15 Apr 2025 | 00:14:39 | |
Rick Krebs and guest Josh Hogge discuss a successful business sale involving a financial advisor who effectively guided the client through the process as a "quarterback". The advisor, who typically consults clients on financial matters, demonstrated his value by coordinating with business brokers and CPAs. He facilitated a valuation, attended key meetings, and utilized the Business Sales Group "LOI Guys" AI tool evaluate the LOI, ensuring no critical details were overlooked. The client received twice the appraised value, highlighting the advisor's strategic role. The advisor's confidence and expertise were boosted, leading him to focus more on M&A deals. The client expressed gratitude, emphasizing the advisor's crucial role in closing the deal. Visit us at: | |||
| Using AI to systematize operations and the sale of your business with guest Matt Gruber | 10 Apr 2025 | 00:36:59 | |
In this podcast we discuss the complexities of selling a business, featuring Matt Gruber, an entrepreneur with a legal background. Matt shares his experience of losing a business due to lack of succession planning and the importance of documenting and cloning business knowledge. He introduces Cotingency, a service that uses AI to help business owners systematize their operations and prepare for exits. Matt emphasizes the need for business owners to understand their business's value and plan for contingencies, especially in family-owned businesses. He also highlights the practical use of AI in creating task lists for key personnel in emergency situations. Visit us at: | |||
| What Every Entrepreneur Needs to Know About IPOs with guest Paul Hickey | 06 Mar 2025 | 00:32:48 | |
This episode breaks down the critical decision-making process for entrepreneurs considering an IPO or seeking venture capital, providing compelling insights into how to evaluate the options available. Key points include: Visit us at: | |||
| How Company Culture Alignment Impacts a Sale with Guest Jacqueline Martinezof Alaris Advisors | 05 Jul 2024 | 00:23:25 | |
In this episode I interview guest Jacqueline who is also a sale-side advisor who specializes in selling RIAs - Registered Investment Advisor firms. She brings a wealth of knowledge to the table and insight about the importance of company cultural alignment to a transaction. It isn't always just about the money when we sell a business. Enjoy! Visit us at: | |||
| The Importance of Leadership Development When Scaling a Business with Shawn Richards, the founder of Blue Sky Business Consulting | 18 Jun 2024 | 00:16:06 | |
In this episode, I welcome Shawn Richards, the founder of Blue Sky Business Consulting. Shawn shares his unique approach to business advising, focusing on helping businesses transition from a growth model to a scaling model. He discusses the four key areas he addresses: financial systems, systems and operations, leadership and team development, and emotional well-being. Visit us at: | |||
| Using an 831b Insurance Tool to Reduce Risk and Taxes | 11 Jun 2024 | 00:31:15 | |
In this episode I interview insurance expert Van Carlson, an insurance risk reduction expert and the owner of SRA. Van reveals how business owners can use IRS Code Section 831b to defer taxes and reduce risk, especially in anticipation of the sale of their business. This powerful, yet obscure structure is coming to light for small business owners. In the past it has been used mostly by Fortune 500 companies. Visit us at: | |||
| You Have an Offer, Now What? | 30 May 2024 | 00:17:12 | |
In this episode we discuss how NOT to catch the Cinderella Syndrome when negotiating a LOI or IOI. I reveal our unique AI tool which will scan your offer document after you scrub it for the sensitive information, outlining the vulnerabilities and deficiencies in the offer so you can easily pinpoint what you need to focus on. Then, yes, of course, you will receive tips and tactics for negotiating the best possible price and terms for the sale of your business. Visit us at: | |||
| How AI is Changing the Sale of a Business | 02 Jan 2024 | 00:41:10 | |
The advent of Artificial Intelligence (AI) is changing the way we do business. It has impacted the business of selling businesses as well. In this episode we go international as I interview a world renowned expert in business consulting, Dr. Joe O'Mahoney, Professor at Cardiff University in Whales about the impact of AI on business consulting and selling a business. Dr. O'Mahoney shares valuable insight about the direction of and impact of AI on M&A transactions. Visit us at: | |||
| Working Capital Discussion for Business Brokers With Treve Kinsey | 19 Dec 2023 | 00:33:41 | |
Working Capital is something that all too often is the reason the sale of a business fails. This episode is designed for Business Brokers and M&A professionals to discuss the need for addressing Working Capital early on in the transaction to increase the likelihood of the transaction closing. Visit us at: | |||
| Guest Steele Kizerian Reviews How EOS Helps Business Owners Boost Business Value | 14 Dec 2023 | 00:24:20 | |
In this episode we discuss the Entrepreneurial Operating System (EOS) Worldwide and how Steele Kizerian, an EOS Integrator, helps business owners scale and prepare their businesses for a future sale. Visit us at: | |||
| Good Questions to Ask Buyers When You Meet With One | 05 Dec 2023 | 00:17:16 | |
Visit us at: | |||
| Open Road M&A With Guest Scott Duke | 28 Nov 2023 | 00:32:24 | |
I have learned over the years that you never know everything. In this episode we go international with Canadian Scott Duke, the founder of Open Road. We talk about his services, what he does and how his process is unique in the business. Scott and I are in the same space in non-competing markets and do much of the same type of M&A work. Scott shares his insights about selling a business. Visit us at: | |||
| My Biz Value and What We Do | 21 Nov 2023 | 00:07:01 | |
The initial step (some call it the Triggering Event) in Exit Planning or Financial Planning is doing a formal confidential valuation. In this episode we talk about my company, My Biz Value and how we fill the much-needed gap of obtaining an affordable confidential valuation for your business. Visit us at: | |||
| Exit Planning Essentials with the Father of Exit Planning and Founder of EPI, guest Peter Christman | 14 Nov 2023 | 00:24:55 | |
In this episode you will learn about how the notion of Exit Planning got started and hear from the man who started it all back in the 90s. Peter Christman is an icon in the industry, having started the Exit Planning Institute and is known as the Father of Exit Planning. He is also an entertaining man to listen to with stories and examples. Visit us at: | |||
| Exit Planning and the CEPA Designation with Guest Scott Snider, President of the Exit Planning Institute | 07 Nov 2023 | 00:25:46 | |
If you plan to maximize the selling price of your business when you sell, Exit Planning is a must. In this episode I interview the man leading the nationwide charge to inform, educate and help advisors and business owners alike maximize the value of their business when they sell. Scott Snider is President of the Exit Planning Institute (EPI). EPI offers a Certified Exit Planning Advisor (CEPS) designation for exit planning advisors who want to learn more about and implement exit planning into their practice. Visit us at: | |||
| Tax Saving Strategy: The Asset Exchange Experts With Guest Eric Veve | 31 Oct 2023 | 00:45:59 | |
As a business owner considering the sale of your business you should be thinking ahead about the tax ramifications of a sale. About 10 years ago I was selling a trucking company and I won't repeat the words that came out of the mouth of the owner when he found out that Uncle Sam was going to take over $6 M of his hard-earned money. I met Eric Veve and we utilized the Asset Exchange Structure to help the client understand the there were other ways of deferring taxes. This structure is not an elimination of tax, but, rather a deferral, allowing business owners to invest pre tax dollars treat the sale as an Installment Sale under Section 453 of the IRC. Visit us at: | |||
| The Dynamic Duo of Working Capital and IRS Forms 8594/8883 | 23 Oct 2023 | 00:11:01 | |
In this episode we cover an important and often overlooked topic of Working Capital and how it relates to the important IRS filing of forms 8594 (regular Asset Sale) or 8883 (with a Section 338(h)10 election). We may be "geeking out" a bit here as we delve into these two important aspects of every transaction over $1.5 M, but these are things that you are going to want to know...your advisors may not even know about them. Visit us at: | |||
| Preparing for an Important Meeting with a Buyer | 16 Oct 2023 | 00:14:39 | |
In this episode we talk about what you need to do as a Seller to prepare for an important meeting with a buyer. This episode compliments 3 other episodes about buyers: Questions Buyers Ask, Wow Your Buyers, and How to Answer Zinger Questions. Visit us at: | |||
| Tax Saving Strategy Donor Advisor Funds with Micaela Weil | 25 Sep 2023 | 00:21:10 | |
One little known, but powerful tool utilized to reduce taxes on the sale of a business is a Donor Advisor Fund (DAF). In the episode we interview expert Micaela Weil of the Community Foundation of Utah and learn when a DAF works well and how to use it for not only tax savings, but charitable purposes. Visit us at: | |||
| How to Answer Zinger Questions with Power | 18 Sep 2023 | 00:15:36 | |
You are in a meeting with an important buyer group. The meeting has gone well up until now. Suddenly, from out of nowhere, one of the buyer's team asks you a very pointed and direct question. You don't know how to respond. You've never thought about that before. Yikes! I call these questions "Zingers". You can actually feel the energy leave the room as you meekly do your best to answer her question. Ah, "I've blown it" you say to yourself, but don't dare to verbalize the thought. .. Visit us at: | |||
| Wow Your Buyers by Answering Questions Based on Personality Type | 11 Sep 2023 | 00:20:02 | |
Welcome to a captivating journey through the world of selling your business. In this episode, we're diving deep into the vital knowledge you need to secure the successful sale of your business, while steering clear of common pitfalls that could put your sale at risk. Today's discussion revolves around a fascinating revelation: the four distinct personas you're bound to cross paths with during the process of selling your business. Picture this: you're about to uncover the secrets behind these personalities and understand why this knowledge is a game-changer for your selling strategy. Have you ever wondered why understanding these diverse personalities is essential? Why should you care about decoding the intricacies of different individuals when navigating the intricate process of selling a business? Brace yourself, because the answers lie in grasping what truly drives these unique characters, what ignites their passions, and how to expertly engage with their queries and curiosities. Let's delve into these four captivating personas:
But wait, there's more! Discover the secrets of identifying these personalities in your potential buyers. Uncover the art of tailoring your responses to capture their imagination and enthusiasm. Join us as we reveal how to resonate with each personality type, enticing them to envision a future with your business at the helm. So, business owners, buckle up for an exhilarating expedition into the minds of these four intriguing personas. Master the art of interaction, influence, and igniting excitement as you venture forth in the quest to sell your business. Your journey starts now. Visit us at: | |||
| Unveiling the Key Compoents of a Letter of Intent Sellers Need to Know | 04 Sep 2023 | 00:16:53 | |
Letters of Intent (LOIs) are the hidden powerhouses in Mergers & Acquistions. These seemingly innocuous documents hold within them the potential to influence your financial outcome in ways that cannot be underestimated. Imagine a landscape where the right negotiation tactics within an LOI can add hundreds of thousands, or even millions of dollars to your bottom line. The art of negotiating a favorable LOI isn't just an option; it's a pivotal strategy in the grand symphony of selling your business. Delve into the secrets of LOIs with us, and you'll unlock the code to strategically navigating the tumultuous waters of selling a business. Visit us at: | |||
| What Is It Like to Sell a Business? Seller Interview with Dan Who Sold His Business | 28 Aug 2023 | 00:33:18 | |
Have you ever wondered what it's truly like to sell a business, especially when it's your first time? Get ready to uncover the secrets, challenges, and triumphs of this remarkable journey as we peel back the curtain and reveal the reality of selling a business through firsthand experiences of a fellow business owner who has successfully navigated the sales process. Whether you're on the brink of selling or just contemplating the idea, this episode is a golden opportunity to gain invaluable firsthand knowledge from someone who has stood exactly where you're standing now. Don't miss out on this enlightening conversation that's tailor-made for business owners like you, looking to conquer the world of business sales with confidence and success. Your guide to selling awaits – let's embark on this journey together! Visit us at: | |||
| What You Need to Know About SBA Loans with Lending Expert Jeremy Willes | 21 Aug 2023 | 00:31:22 | |
In this episode I interview Jeremy Willes, a lending expert who unveils important upcoming changes to SBA lending and what you need to learn if you are selliing your business and the buyer is using SBA to finance the transaction. For business buyers this episode contains useful information about obtaining an SBA loan. Visit us at: | |||
| Opportunity Zones: Tax Reduction and Elimination with Guest Blake E. Christian, CPA, Partner, HVCT | 14 Aug 2023 | 00:40:24 | |
In this episode we explore a powerful tax reduction and elimination strategy called Qualified Opportunity Zones (OZs). Designed and requested by a group of billionnaires, these strategies were implemented to promote investment in rural areas, providing huge tax incentives to investors. Visit us at: | |||
| Questions Buyers Ask and What to Expect from Buyers | 07 Aug 2023 | 00:12:42 | |
I get asked all the time about what questions buyers will ask prior to a meeting or phone call. After listening you will be informed and ready to answer the most common questions buyers ask. This episode prepares you for a meeting with the buyer. I also share the main things NOT TO DO at a buyer meeting. This may be the most useful information of the entire podcast. Tune in and enjoy! Visit us at: | |||
| Unlocking the Secrets: 4 Must-Know Tips for Selling Your Business | 31 Jul 2023 | 00:05:04 | |
In this episode you will lear the 4 most imporant things you need to know when selling a business. Not knowing these 4 things has the potential to cost you millions when you sell your business. Spend 5 minutes to learn the things you ABSOLUTELY NEED TO KNOW when selling your business. Visit us at: | |||
| Survive the Sale: The 7 Deadly Killers of Selling a Business with Guest Peter Christman | 24 Jul 2023 | 00:26:51 | |
There are 7 things that can definitely kill the sale of your business. You will learn how to avoid these and NOT kill the sale of your business. We get into the ugly side of things here with over 50 years of combined M&A experience, Peter Christman and myself share horror stories we've seen. Get better prepared to sell your business by listening in to this episode. Visit us at: | |||
| Navigating Business Puberty: Pimples, Braces and Proms with Guests Garrick Reevs and David Gowens | 17 Jul 2023 | 00:37:42 | |
Join us with guests Garrick Reevs and David Gowens, the two guys who first coined the term: "Business Puberty". What is Business Puberty anyhow? What exactly does it mean? How does it apply to selling a business? Visit us at: | |||
| Don't Let Your Money Slip Away: Unveiling the Top 5 Reasons Sellers Lose Money When Selling Their Business | 13 Jul 2023 | 00:08:57 | |
Embark on a captivating journey as we unveil the top 5 reasons sellers lose substantial amounts of money when selling their businesses. Prepare to be astonished by the recurring mistakes that have cost entrepreneurs hundreds of thousands, even millions of dollars. Brace yourself for a thrilling episode that reveals the hidden pitfalls and offers valuable insights to safeguard your financial success. Visit us at: | |||