Most people talk about what they do. Very few can explain the value it creates.

In this episode, Alex and Byron use a simple real-world situation (a coworking space door that wouldn’t open after a power outage) to unpack a bigger point: value is often won or lost in the “small” details—customer experience, contingency planning, and the ability to anticipate problems before they become expensive.

They connect that same value lens to careers, hiring, and coaching: why the people who get hired (and promoted) are the ones who can see outcomes for stakeholders—not just tasks. Byron also shares a story that shaped his work with entrepreneurs: most owners don’t sign planning documents because they’re not confident the plan actually does what they want it to do—leading to his principle, clarity to act with confidence.

The conversation then shifts into how coaches can reduce cognitive load for owners, communicate with empathy + authority, and tie their work directly to what matters most: building a business that’s predictable, valuable, and transferable.

Topics covered:
• The “value game” and why most people miss it
• How small breakdowns destroy customer trust (and retention)
• Ownership mindset vs task mindset
• Why owners don’t sign plans they don’t understand
• Coaching as cognitive load reduction
• Communicating for different decision-making styles
• Why coaches should connect their work to business value and outcomes

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🎧 The McFarland Method helps business owners and coaches navigate succession, transferability, and exit planning.
🔗 https://www.mcfarlandmethod.com/
📩 Find us on LinkedIn: https://www.linkedin.com/company/mcfarland-method/

If you’re working inside a business and considering buying it, the first question isn’t “How do I structure the deal?” It’s “Am I actually ready for what ownership requires?”

In this episode, Alex and Byron break down the real-world path to buying the business you work in, using a veterinary practice example to keep it practical. They introduce Byron’s ICBM framework (Individual capability, Bankability, Mindset), explain why debt changes everything, and why many would-be buyers underestimate the pressure that comes with ownership.

They also outline a more bankable, staged approach to insider buyouts and why “easy” owner-financed deals can carry hidden risk for both buyer and seller.

Topics covered:
• The ICBM framework: Capability, Bankability, Mindset
• The biggest “mirage” buyers fall for before taking on debt
• Why leaders who can’t regulate under pressure lose talent fast
• The common gaps in successor readiness: sales + cashflow
• A staged buy-in structure banks are more likely to finance
• Why many owner-financed deals are riskier than they look

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🎧 The McFarland Method helps business owners, coaches, and advisors navigate succession, transferability, and exit planning.
🔗 https://www.mcfarlandmethod.com/
📩 Join our LinkedIn community: https://www.linkedin.com/company/mcfarland-method/

Most owners think they know what their business is worth. Buyers usually see a very different number. In this episode, Alex and Byron get into transferable value, the part of the business a buyer can trust will survive without the owner.

They share why traditional business advice misses the mark for small and mid-sized companies, and why people, leadership, and team dynamics end up driving more of the valuation than most owners expect.

Topics covered:
• Why perceived value and transferable value rarely match
• The PRO framework: People, Risk, Opportunity
• What made a recent 7× EBITDA sale possible
• How leadership gaps show up instantly in diligence
• Why attracting talent is now a core leadership skill, not a side task

────────────────🎧 The McFarland Method helps business owners and coaches navigate succession, transferability, and exit planning.

🔗 https://www.mcfarlandmethod.com/
📩 Join our free LinkedIn community for coaches and advisors