Built to Sell Radio Podcast Por John Warrillow arte de portada

Built to Sell Radio

Built to Sell Radio

De: John Warrillow
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Built to Sell Radio is a weekly podcast for business owners. Each week, we ask a recently cashed out entrepreneur why they decided to sell, 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.© Built to Sell Inc. Economía Gestión y Liderazgo Liderazgo
Episodios
  • Ep 529 The Personal Brand Trap and how to slash a 3-Year Earn-Out to 9 Months Without Giving Up Value

    Ep 529 The Personal Brand Trap and how to slash a 3-Year Earn-Out to 9 Months Without Giving Up Value
    Jan 16 2026

    The fastest way to make a service company unsellable is building it around a personal brand.

    When clients hire you—because of your reputation, your name, and your specific expertise—you haven't built a business; you've built a high-paying job.

    And as Gavin Bell realized, you can't sell a reputation.

    Gavin was known as the "Facebook Ads Guy" in the UK. He was making good money, but he knew that to build a sellable asset, he had to fire himself as the face of the company.

    He rebranded his firm from "Gavin Bell" to "Yatter," productized his service, and systematically removed himself from sales and delivery.

    The result? He sold Yatter to a larger agency, Velstar, in a deal that closed just one minute before a major tax deadline.

    In this episode of Built to Sell Radio, Gavin breaks down exactly how he made the switch.
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    53 m
  • Ep 528 The Dirty Businesses that Create Quiet Millionaires

    Ep 528 The Dirty Businesses that Create Quiet Millionaires
    Jan 9 2026
    Some of the richest founders don't run trendy companies. They run dirty ones. The kind of work you'd never brag about at a dinner party, but that quietly throws off real money because it's hard, risky, and most people won't do it. This Built to Sell Radio episode follows Shenar Wood, who built an underground power business by taking on personal risk, earning trust job by job, and eventually selling when he hit a ceiling that had nothing to do with demand, you discover how to: Recognize the hidden ceiling that has nothing to do with demand and everything to do with your balance sheet Stop confusing "more revenue" with "more value" when margin and risk aren't improving Build a reputation flywheel where customers feed you better work because they trust how you operate Separate assets from value so you don't overestimate what a buyer will pay for "stuff" Fix the financial story before a buyer forces an expensive cleanup under pressure Negotiate earn-out terms so the buyer can't hit your results by moving costs onto your books Decide when it's smarter to sell now than grind for years just to add a rounding error to valuation
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    1 h y 3 m
  • Ep 527 How to Avoid an Earn-Out (Even in a Service Business)

    Ep 527 How to Avoid an Earn-Out (Even in a Service Business)
    Jan 2 2026

    Most business owners hit a fork in the road.

    Stay "on the tools" and keep making great money. Or start feathering back your personal involvement so the business can grow beyond you.

    In this episode of Built to Sell Radio, Dr. Michael Filosi walks through how he made that shift in a dental practice, without jeopardizing cash flow. He didn't rip the band-aid off. He reduced his patient days one day at a time while the practice added clinicians and transitioned patients carefully. Over a few years, his billings went from roughly 43% of revenue to single digits, and he only went to zero once the business was already producing most of his take-home income.

    In this episode, you discover how to

    • Spot the "capped upside" moment when your time becomes the constraint
    • Feather back from four days on the tools to three, then two, then zero
    • Time each reduction using numbers, not hope
    • Transition customers off the owner without breaking trust
    • Remove key-person risk by ensuring no one producer dominates revenue
    • Keep cash flow steady while you trade personal production for enterprise value

    The result: Filosi sold his practice and collected 100% of his cash at closing, which is almost unheard of in dentistry.

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    1 h y 34 m
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Can't wait for you to do another one of these Q&A's! This was really informative. You picked great questions.

Love the Q&A concept

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