Exit Coach Radio

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John Warrilow - How to avoid Business “Seller’s remorse”

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Best-selling author ("Built to Sell") John Warrillow is back with new research that 3 or 4 business owners who sell regret their decision just one year after sale. He has developed a new assessment tool to help you beat the odds that is available at PREscore.com

Gary Melling - Bringing Artificial Intelligence to life

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Gary Melling of Acquired Insights Inc. discusses the evolution of AI and where we are headed next - and how you can keep up with all of it!

 

 

David Finkel - Scale Your Business (H2817)

61U1YsJLCCL__UX250_.jpgHere's a 1 minute highlight from one of our Exit Coach Network Shows. Find the full interview at www.ExitCoachRadio.com -- just click "Exit Coach Network" in the "LISTEN" section and click on the show name to hear the full interview!


Transcript: 


David: The only way you can scale past a certain point, is by letting go of that control, and so many business owners we see were scared to let go, to actually let decision making power go to other people. It's almost like we identify so closely with our business, Bill, that we can't imagine letting anyone else really have some of those reins, and until we can let that part go, we really are the limiting factor for our own company. I mean, it can't scale past us if we only have people that leverage us instead of people that actually own parts of the business, not literally in terms of equity, but in terms of emotionally and responsibility-wise, owning pieces of that business and making decisions for them. 

 

ALL STAR SATURDAY

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We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Alan Beaulieu - Prepare to Prosper Before the Next Great Depression (J2417)

ITR Economics is in the business of international economic forecasting and consulting.

Alan discusses the great depression coming to the US and what we can do to prosper by knowing this information.

Questions discussed:

Why is the Great Depression coming to the US?

Is it just the US?

When? Also, can anything stop it?

Contact info:

Email Address alan@itreconomics.com

Website www.itreconomics.com 

Read his Book:

Prosperity in the Age of Decline

Print and ebook, Amazon and Barnes & Noble

Michael Shea - Escaping the Owners Trap

AAEAAQAAAAAAAAZwAAAAJDZiYWQxNDU2LWVjMDQtMichael Shea is the President of AdviCoach, a company focused on helping privately held businesses improve their business performance.


Questions Answered

1) So exactly what is the owners trap?
2) If a listener feels they are in the owners trap how can they get free?
3) A lot of business owners I know really love what they do, what is the downside of spending all of your time and energy in your business?

 

Contact Info

 

 

Steven Snyder - Focused Passion (J1117)

Steven Snyder is a CEO Trainer, helping people reach paradise and attain emotional management. Today, Steven will discuss how his methods can help people become better, faster, smarter and happier. 

Questions Discussed:

1) What is the state of Focused Passion?

2) How do people become better, faster, smarter and happier?

3) What is your lifelong mission?

Contact Info: 

Email Address: steven.snyder@mac.com

Website: www.focusedpassion.com

 

Harley Bjelland - Review Your Employee Benefits Regularly (D0618)

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Harley Bjelland is a Top Employee Benefits Attorney providing counsel for retirement plans, health plans and executive compensation plans.

 
Questions Answered: 
 
1) Why do people need a benefits attorney?
2) What kinds of things do you help people with?
3) What are the worst examples of problems with clients?
 
Contact Info: 
 
 
 

Michael Caroff - Websites and SEO that ROCK!

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Michael Caroff of Caroff Communications explains digital marketing in clear terms and explains why your Pay Per Click campaign is not a Do-It-Yourself project.

 

 

John Anderson - Increase the value of your business prior to putting it up for sale

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John Anderson of the Glowan Group shares his insights and tips for business owners who are preparing for the future sale of their business.

 

 

ALL STAR SATURDAY

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We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Jim Mosquera - Blockchain is coming - are you ready?

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Jim Mosquera of Sentinel Consulting describes how Blockchain is coming and what you can do to prepare.

George Smart - Unraveling Family Knots: Preparing Future Roles in Family Businesses (L2317)

George Smart of Strategic Development, Inc. discusses family business issues

Questions discussed:

a. You'd think that passing a business to a son or daughter would be easy. After all, there's no interview. But

it's not that easy, is it?

b. Why do family CEO's find succession so difficult?

c. What's the first step to make this easier, to clear away some of the very strong emotions people have about

their children, and vice versa?

Contact info:

Email Address gsmart@strategicdevelopment.com

Website www.strategicdevelopment.com

 

 

 

 

 

Vince Mastrovito - Causes and Solutions for Family Business Conflicts

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Vince Mastrovito is the Owner of Prometis Partners Inc, a business coaching and exit planning firm. In this interview we discuss common causes for Family Business conflicts and how to address them.

Chris Kramer - Your Exit is Coming - Will You Be Ready? (D0518)

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Chris Kramer, Managing Director, Strategic Equity Group discusses the decisions and strategies that go into an exit plan and the critical importance of preparing well in advance to have the best options.

 Help Chris out - Click the LinkedIn button to Share this interview with your contacts!

 

Harry Barth - Asset Protection Planning Has Never Been More Important

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Harry Barth is the Founder and Senior Managing Partner for BarthCalderon, LLP and is the co-author of the book, Planning Today For All Your Tomorrows. He is a nationally recognized speaker on estate, business and asset protection planning to many incredible organizations across the country including: Vistage International, Women Presidents’ Organization, Young Presidents’ Organization, Tiger 21, Quaker Oats, Entrepreneurs Organization, California Society of CPA’s and many more.

Harry has over 40 years of experience counseling business owners and their families, corporations and franchisees nationwide. Harry has distinguished himself by being an asset protection advocate and his workshops have helped thousands of families and businesses protect their assets they have worked so hard to build.

In this interview Harry reveals why the field of Asset Protection is about to become very popular and he outlines some easy steps to get started.

 

Todd Palmer - Fail Forward Leadership: the 4-step formula to success

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CEO of Extraordinary Advisors, Todd helps his clients ditch their comfort zone, dive into their “failures,” and re-frame their mindset to be more authentic, transparent, and vulnerable to affect real change along the path to success.

In this interview Todd gave some great tips on how to initiate necessary changes in your life (or your business) and also helped with knowledge about how to find and keep great talent in these difficult times. 

ALL STAR SATURDAY

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We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Ken Sanginario - Road Mapping Your Business To It’s Maximum Value (B1118)

12cc8de.jpgKen Sanginario is the Founder of Corporate Value Metrics, LLC and he has developed a cloud-based tool to help business owners increase their business value by 50-100% over the next 3-5 years. Go to his website to find out about the "Value Opportunity Profile".

 
 

Jaynie Smith - Differentiating from Your Competition

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Smart Advantage is the only marketing and management consultancy focused exclusively on identifying and communicating the most important element of successful competition – your competitive advantage – from your target market’s perspective. Today, we will be discussing the importance of differentiating yourself from your competition.

Questions Asked: 

1. What prompted you to write your book, Creating Competitive Advantage?

2. What does Smart Advantage do and who are your ideal clients?

3. What results do your clients see after an engagement with Smart Advantage? 

Contact Info: 

Website: www.smartadvantage.com and www.jayniesmith.com

Email: jsmith@smartadvantage.com

Bonus Material:  

A set of books, available on Amazon and Barnes & Noble.com. "Creating Competitive Advantage" and its companion book, "Relevant Selling". 

 

Vince Mastrovito - Why you can’t take the “personal” out of business

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Vince Mastrovito of Prometis Partners once again shares valuable insights for closely held business owners.

Janna Hoiberg - What Makes Innovation Hard in a Family Business? (A2918)

AAEAAQAAAAAAAAQDAAAAJGY0ZDE1ZTllLTM2ZTQtJanna Hoiberg is a well-known author, speaker and award winning Executive and Leadership Business Coach with over 30 years experience in managing and operating successful businesses. She has helped businesses with needs varying from increasing profits, improving systems, strengthen teams and executive leadership, and fiscal growth. Janna is in the business of helping people “change the way they think about business!”

Find her book at her website and on Amazon - The Family Business: How to Be in Business with People You love - Without Hating Them.

Questions Discussed:


1) What makes Innovation hard in a family business?
2) How is accountability different in the family business?
3) When should family start the succession planning?

Contact Info:


Mahyar Ghassemian - Take Steps To Protect Your Business (E3118)

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Mahyar Ghassemian, Ghassemian Law Group, APC  discusses common legal problems and protection strategies, as well as tips and ideas for Business Owners.

 

Morrie Shechtman - Eliminating Mediocrity (A2618)

1c59d55.jpgMorrie Shechtman is a Chairman at Fifth Wave Leadership, a Human Capital Consulting Group. Today, he will discuss how to eliminate mediocrity for your company.

 
Questions Answered: 

1) What's the only competitive advantage left? 
2) Why do most leaders & their companies underachieve? 
3) Why are there no "business problems"?

Contact Info: 

 
 

ALL STAR SATURDAY

 

 

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We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Katharine Halpin - 3 Keys to Accelerating Growth Quickly and Sustainably (C2118)

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Katharine Halpin is in the business of accelerating the growth of companies before, during and after transitions and transactions. 

Questions addressed:

What is the #1 thing Business Owners can do to accelerate the growth of their company before they prepare for the sale?

When is the 'right time' to tackle that?

How in the world do you know if you do or do not have the right people in the right roles, focused on the right priorities?

Special Offer! Complimentary, Confidential Consultation available for anyone who hears this message. Just call Katharine Halpin at 602-266-1961 or email K.Halpin@HalpinCompany.com  or go to our website www.HalpinCompany.com  My book, Alignment for Success: Bringing Out the Best in Yourself, Your Teams and Your Company is available on Amazon.

 

 

Vince Langley - Building a Culture of Common Sense (B2018)

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Using Common Sense is a sure fire way to prepare your company for the future. Vince Langley uses his expertise to ensure that companies are engaged and that both employees and business owners take ownership of their jobs. 
 
Questions Discussed:
 
How can a business owner build a culture of independence vs dependence?
How can we build a culture of accountability and ownership?
 
Contact Info: 
 
Email Address: alaskavince@gmail.com
 
 

Peter Mehit - Why You Need a Killer Business Plan (F3018)

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Peter Mehit is the owner of Custom Business Planning and Solutions and is author of ‘Killer Business Plan – Why You Need It, How To Write It’.Website: www.custombps.com
 
 
Please share this interview with your Social Media contacts!
 
 
 

Mike Aguilera - Connect with Anyone in Less Than 90 Seconds (B0718)

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Mike Aguilera is the President of Aguilera & Associates, an international training and coaching company specializing in rapport and communication skills to help you get more yeses.

Questions Answered: 

 

1) Who would benefit from your system of training?

2) What makes your system different from other communication models and training? 

3) Is it easy to learn and apply? 

Contact Info: 

Website: http://www.MikeAguilera.com

Email: mike@mikeaguilera.com

 

 

Sean Adams - Wealth secrets of the ultra-rich

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In 12 years of owning multiple small businesses, Sean Adams felt overwhelming stress stemming from the government and banks having control over his income.
He consumed hundreds of books, interviews, and courses to learn as much as he could about finance and discovered the ultra-rich had insider knowledge about protecting and growing wealth. Sean made it his mission to distill down these secrets and make sure everyone had access to them. This led him to found Leveraged Life Management in order to help other professionals leverage a time-tested wealth-building strategy of the ultra-rich.

 

Questions we discussed today:

- How/where the wealthy warehouse their cash to get guaranteed growth on their money?
- How can aging business owners ensure a legacy plan for their company and the next generation?
- How can business owners protect their hard earned cash from bankruptcy creditors and litigators?

 

Mark Wald - The Supporting Strategies Revolution (B2518)

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Mark Wald is in the business of outsourced bookkeeping and is going to talk about how Supporting Strategies is revolutionizing accounting operations for startups and small businesses.

 

Contact Info: 

 

 

Bonus Material: 

Informational webinars available: http://www.supportingstrategies.com/webinar

 

ALL STAR SATURDAY

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We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Brian Johnson - How your business is like an airline flight

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Brian Johnson is the Founder and Owner of Main & Johnson, a Charlotte, North Carolina, based Business Consulting & Coaching company, aimed at seeing small to medium-sized businesses thrive, not just survive. Brian is a persuasive and adaptable top-performer who is skilled in establishing, managing, and mentoring key executives and business owners as well as individual contributors in a business. He has a passion for changing the cultural fabric of people leadership, marketing, and sales in companies by empowering teams to exceed goals. 

 

Questions and topics we discussed:

1. What got you interested in owning your own business and consulting that pulled you from the corporate world?
2. What ways do you identify businesses to understand their current situation and when they should be planning for their exit?
3. How do you best engage with businesses to get them to the exit they seek?

Growth strategies in challenging times • The airline analogy for business • Growing through the scale hurdles • Getting out of your own way in business • Building an Exit Strategy for your business • Effective ways to increase price in your business • Not all customers are created equally

Dr Paul Schempp - The Expert of Experts

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Dr. Paul Schempp is a Professor at the University of Georgia. He is a research professor who studies experts and the development of expertise. Dr. Schempp has identified that a common characteristic among experts is having good mentorship. He has studied hundreds of experts and authored the book "5 Steps to Expert: How to Go from Business Novice to Elite Performer." 

In his interview, Dr. Schempp dives deep on the value of mentorship, especially for those nearing their business exit. Mentoring a protege can help pass your values onto the next generation, and meanwhile, proteges seeking expertise will greatly benefit from having a mentor - the relationship is symbiotic. For our listeners who may hope to one day begin an expertise-based practice, Dr. Schempp also shares some tips to help you achieve elite performance levels. We all have the ability to achieve mastery, and guidance is essential in that journey, so don’t miss Dr. Schempp’s advice on attaining the level of success you desire.

1-Minute Sections:
  • 5:23-6:18: Informal relationships between mentors and proteges can be most effective.
  • 10:52-12:00: Tips for identifying good proteges and transferring your values to the next generation.
  • 15:02-15:58: The greatest experts are not necessarily the greatest mentors.
  • 18:45-19:42: Speaking about "5 Steps to Expert: How to Go from Business Novice to Elite Performer"

 

Tom Gledhill - Position Your Company for a Premium Exit

Tom Gledhill of www.murphybusiness-ne.com discusses the most important tasks a business owner can undertake in the 2 years preceding a sale or transition.

Tom has written 2 books: "Position Your Company for a Premium Exit" and How to Sell Your Company and NOT Leave Money on the Table" (both are available at Amazon Books 

 

Katie Wagner - Digital Marketing Demystified (F2718)

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Katie Wagner of Katie Wagner Social Media clearly explains the best strategies to get potential customers to your website.

 
Please share this interview with your Social Media contacts!
 

 

Jack Scherer - What It Takes to Hire Proven Talent (L1017)

Jack Scherer is the President of SALESTALENT, a national sales recruiting and sales training company. Jack will discuss what it takes to hire proven talent and the current trends in hiring sales people.
 
Questions Discussed:
What are the 3 biggest mistakes in hiring good sales people?
What really makes a great salesperson?
What national trends do you see in hiring salespeople?
 
Contact Info: 
Email Address: jack@salestalent.com
 

 

 


 

Adrianna Smith and Lana Hout - Key Factors to Drive Up Business Value

Adrianna_Smith_Lana_Hout_High_Res_wk-WEB_bsmbm.jpgAdrianna Smith and Lana Hout, Provisors members and Brokers at First Choice Business Brokers, specialize in industry-agnostic business sales for transactions under $25M. After meeting at USC, they found themselves continuously applying for the same finance jobs and eventually working at competing firms. They briefly worked at the same firm and ultimately seized the opportunity to start their own branch of First Choice Business Brokers together 6 years ago. Together, Adrianna and Lana help business owners prepare for sales by driving up their business value.

In their interview, we go in-depth about what to expect before and after a sale, as well as how to best prepare. Adrianna and Lana discuss the impact of COVID on buyers and sellers, as well as how to deal with some of the setbacks. They share powerful tips for driving up business value, common mistakes business owners make leading up to a sale, and ways you can become more attractive to buyers. Adrianna and Lana’s information will help you build a much stronger business, whether you plan to sell or not.

1-Minute Sections:
  • 5:59-7:09: Impacts happening to sellers due to Covid and how they might prove value.
  • 9:12-10:18: Some factors which can drastically affect the value of a business.
  • 11:14-12:06: Flexibility can increase value as business will be more operable despite circumstances - becomes more attractive to buyers. 
  • 13:12-14:15: The necessity of incorporating technology in order to be more attractive to buyers.
  • 16:46-17:41: Reasons why you shouldn’t scale back, and should sell your business at its high point.

 

Gary Lillian - Hey, Sellers: “What’s Your Enterprise Value Proposition to Your Replacement”

Questions discussed:

For owners preparing to sell their businesses: what is typically their biggest challenge? 

An Enterprise Value Proposition. That’s kind of a new concept. What does that mean to someone who wants to get the highest possible value for their business in the near future?

“Transition obstacles”?  Can you give me an example?

Contact info:

Email Address glillian@reinventures.com

Website www.reinventures.com

 

Zack Boothe - Real Estate Investing the Smart Way

Just a few years ago, Zack Boothe was a window cleaner. You can even find his window cleaning tutorial videos on youtube with millions of views. However, Zack always dreamt of being a real estate investor. Taking a leap of faith, he walked away from window cleaning, and within a handful of years, he was making over a million dollars per year from real estate investing. With his successful business, he now spends his time helping others see how simple it is to make money with real estate. Zack is here shares his insider secrets to finding massively discounted properties regardless of your experience level. 

What we discussed during this interview:
What took Zack from a struggling real estate investor to a thriving real estate investor • The most common mistakes people make when getting started in real estate investing • Why Zack decided to get into coaching and mentoring other investors • The best strategy for finding discounted properties • Once you find a discounted property, how to implement the perfect exit strategy in order to make the most money

Greg Nutter - Building Business Value Through Predictable Revenue Growth (G2018)

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Greg Nutter from Soloquent Inc, helps small and mid-sized business owners solve revenue growth problems for companies that sell products or services either through a direct sales force or through a reseller channel.
Please share this interview with your Social Media contacts!
 
 

 

 

Zach Schaefer - Identify, Select, and Retain Top Talent

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Dr. Zach Schaefer, Founder and CEO of Spark the Discussion, is a talent optimization and behavioral science expert. Dr. Z is also an award winning professional speaker and recently retired tenured professor. His mission is to help companies execute their goals with excellence. Dr. Z has important insight to share with business owners regarding team building and finding a suitable successor. 

In his interview, Dr. Z discusses behavioral science and its application in the workplace. Culture can make or break a company, so building the right team should not be taken lightly. Dr. Z explains some behavioral science assessment tools and how they can be used to optimize your teams. He also shares some musings from his fascinating book, “American Creativity.” Your carefully chosen team can help your business grow even after you’ve left the business, don’t miss Dr. Z’s tips for building the best team you can.

1-Minute Sections: 
  • 5:36-6:20: How behavioral science applies to the workplace.
  • 6:50-7:53: The shocking accuracy of behavioral science tools.
  • 9:15-10:19: Characteristics of a good successor. 
  • 11:21-12:34: Tips for smoother transitions within family businesses.

 

Dave Wilens - Growing Rainmakers

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Coach Dave has educated audiences on professional sales and the magic of sales management. Celebrating his 20th year coaching companies and individuals all across North America, Europe and Australia. Sharing his message through public speaking, consulting, coaching and his newly released book, “Growing Rainmakers.” The coach believes that successful sales managers put systems and processes in place, set solid expectations, hold people accountable, focus on growing people and base it all on his simple formula for success.

Currently his team at Impact Sales Coach are extremely busy hosting “Virtual Workshops” and "Virtual Sales Mastermind Groups." To insure success from these group sessions, the ISC coaches follow-up with business owners, managers and sales producers one-to-one in their highly successful mentorship program... “Coffee with Coach.”

Here are some of the questions we discussed the answers to:
1) What is the method to the magic in sales and/or sales management?
2) When is the right time to make changes and invest in their sales teams, especially now during the pandemic?
3) How long will it take to make a significant change in our sales?

Visit his website at https://www.impactsalescoach.com/ and Get Your Free Copy of the Personality Styles Sales Guide!

 

Barbara Turley - Should Your Next Hire Be Virtual?

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Barbara Turley started The Virtual Hub Ltd to help busy business owners get their life back. She offers several great tips and strategies for how to effectively do just that with virtual assistance.

Carol Marzouk - Executive Lion Taming and Why You Might Need It!

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Carol Marzouk is always fun to have on the show. Here she shares some stories that illustrate how owners can sometimes be the worst enemy of the value of a business. If you hear her describing you in this episode - call her immediately! Here's her website link: click here

Ed Eppley - How to get top performance from your key people

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Ed Eppley, Owner of The Eppley Group, has worked it from all angles, and joins us ince again as he shares important information for leaders of all sizes of businesses. He's also got a book out called "Let's Be Clear".

During this interview, Ed shares a link that you may find interesting. Here it is: https://www.perthleadership.org

Build Your Business on a Solid Marketing Foundation - Bruce McCombs (H0217)

Bruce McCombs, Mentor with SCORE in Orange County, discusses tips and ideas for building your business based on a solid marketing strategy.

 

Paul West - Good Busy vs Bad Busy. Why Business Owners Get Stuck in the Trees and Not the Forest

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Having advised numerous business owner families, Paul West shares his insight on some key personal mistakes business owners miss out on due to focusing on wrong activities.

Paul received his Bachelor’s degree from the University of Nebraska-Lincoln and earned his MBA from the University of Nebraska-Omaha. Paul and his wife, Courtney, have three children, twins Cecilia and Liam, and son, Louie. Paul enjoys golf, traveling, hiking and rooting for the Huskers.

Questions we addressed:

1.  What are the top mistakes you see business owners making today?
2.  How do you help business owners know when enough is enough?
3. I see that you are a CAP (Chartered Advisor in Philanthropy) in addition to a CFP (Certified Financial Planner). Why do you think that's important?

2 Special Offers:
- Election Protection portfolio defense review. If you are concerned about the election and impact on portfolio, we can share a complimentary risk analysis.
- Complimentary Business Owner exit planning assessment. Our team will help you assess your long-term readiness approach.

 

Catherine Mattice Zundel - Building Positive Work Environments

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Catherine Mattice Zundel, founder of Civility Partners, discusses the difference between bullying and harassing and how to transform a negative work environment in a positive one. 

 

 

 

 

Anthony Mulkern - The Secrets of Exit and Succession Planning

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Click here to read this episode's transcript. 

 

Anthony Mulkern, President of Mulkern Associates, helps CEOs, founders, and business owners increase their enterprise value through executive leadership training. Tony has over 30 years of experience as an executive coach and business consultant. He helps ensure that businesses which eventually go to market become part of the 20% that actually sell. Tony’s expertise will help you position your business to become far more valuable to buyers. 

 

In his interview, Tony describes some of the many reasons that a majority of businesses never sell, and how you can get yourself into the category of those that do sell. Many business owners don’t realize that what they’re selling is an earning stream. He explains a bit about his methodology in coaching entrepreneurs on how to improve their enterprise value, and therefore become more attractive to buyers. Get a pen and paper ready for Tony’s extremely valuable tips.

 

1-Minute Sections:
  • 4:17-5:34: An example of a reason why 80% of businesses that go to market do not sell.
  • 6:14-7:11: Explaining why it is a problem if you wait too long to sell.
  • 8:23-9:31: Why you need to be aware of potentially inflated business valuations.
  • 14:14-15:17: Common mistakes that entrepreneurs make when hiring executives.
  • 18:50-19:45: Some characteristics of businesses that will sell.

We've built a special collection of 20 minute interviews from members of Provisors and Vistage speakers. To see the directory and choose an interview visit ExitCoachRadio.com

Are you and your Company Transition-Ready? Click Here for a free report & assessment!