The #1 Mistake Owners Make When Selling Their Business with John Martinka

Guest:
John Martinka
Host:
Bryan Hancock

Episode Overview:
Thinking about buying a company, selling your own, or breaking through a growth plateau in the lower middle market This conversation with John Martinka, known as The Escape Artist, gives you a practical blueprint. John shares timeless deal wisdom from 31 years in the trenches: why relationships drive outcomes, how to de risk owner dependency, what great buyers actually pay for, and the simple systems that boost valuation. You will learn what to prepare years before a sale, how to avoid concentration risk, when earn outs and rollover equity show up, and the mindset that gets stalled deals across the finish line.

Timestamps:
00:00 | The three most important parts of a deal are not price or terms
00:27 | Meet The Escape Artist and the mission behind buying, selling, and growth by acquisition
01:12 | Why John trademarked the brand and what it really means for owners
02:13 | Five books, conversational lessons, and learning from mistakes
03:22 | Timeless advice for buyers and sellers do the right things and good outcomes follow
04:01 | What buyers really want a well run machine with strong financial systems
05:08 | Do not make accounting Cinderella how clean books raise confidence and price
06:01 | Readiness checklist highlights owner dependency as a major red flag
07:01 | A 70 million example even big companies can depend too much on the owners
07:48 | Earn outs and rollover equity when and why they appear
09:19 | Sponsor David and Alexis Kiwi support for power couples
09:30 | Succession planning and digital transformation start six years out not five
11:45 | Reduce single points of failure customer concentration and key supplier risk
12:53 | A stalled deal saved by focusing on people and fit relationships rule
14:14 | You are buying people not just assets why culture and team matter
15:23 | Action steps grow delegate protect IT and IP to increase value
16:25 | Perspective taking evaluate a target as if you were on the other side
19:56 | The big three for any deal relationship motivation education about the process
22:16 | How to find the right advisor referrals strategic partnerships and writing beat cold searches
24:28 | Coaching a founder to hire and systemize the path to tripled income
26:02 | Where to reach John and get the book offer

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