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 541 Mastering the Deal: 7-Figure Negotiation Mistakes Founders Make When Selling Their Business with MIT's John Richardson, Author of Never Settle

    Ep 541 Mastering the Deal: 7-Figure Negotiation Mistakes Founders Make When Selling Their Business with MIT's John Richardson, Author of Never Settle
    Apr 10 2026
    Most founders think they're not great negotiators. John Richardson thinks they're wrong. Richardson has spent decades teaching negotiation at MIT's Sloan School of Management and before that at Harvard Law, where he was an associate at the Harvard Negotiation Project and co-authored foundational texts with Roger Fisher and Howard Raiffa. His new book is called Never Settle. In this episode, you discover how to use a "best guess" about a buyer's motivations to get them talking, even when they're deliberately keeping their cards close reframe yourself as the first offer at the table, so you walk into every conversation with leverage you already own prepare for the emotional flood that hits founders in high-stakes negotiations, and the neuroscience-backed technique that short-circuits it tell the difference between a buyer who's genuinely nervous about AI disruption and one who's using uncertainty as a bargaining chip respond to a retrade without blowing up the deal, including the exact language Richardson recommends avoid the trap of stating a non-negotiable term too early, and why doing so often ends negotiations before they begin find out why the highest offer is not always the best deal, and how to build a personal scorecard that reflects what you actually want
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    54 m
  • Ep 540 From $40K to 8 Figures -- How Murray Kent Sold His Electrical Conduit Business for 6.2x EBITDA

    Ep 540 From $40K to 8 Figures -- How Murray Kent Sold His Electrical Conduit Business for 6.2x EBITDA
    Apr 3 2026

    Murray Kent had no background in electrical conduit fittings when he paid $40,000 for a four-person business that, as he put it, looked like a bit of a crack den. What he did have was Value Builder's 8 drivers -- pinned to the wall next to his desk as a literal road map for every decision he made.

    In this episode of Built to Sell Radio, you discover how to negotiate a clean exit with no earn-out complications and no equity rollover.

    You'll learn:

    • Why posting the eight drivers next to your desk changes the decisions you make every day

    • How Murray reduced his biggest customer from 50% of revenue to the low 20s -- and why even that required extra meetings to satisfy the buyer

    • The counterintuitive reason a surprisingly high offer should make you more cautious, not less

    • How Murray turned a proposed earn-out into a simple 12-month warranty holdback worth less than 5% of the sale price

    • Why Murray broke the news to staff in small groups rather than a town hall -- and how he kept each group from spoiling it for the next

    • Why open-book management and profit sharing made his team part of the business, not just employees of it

    • What Murray wishes he had known going in: the one negotiation skill no podcast can fully prepare you for

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    53 m
  • Ep 539 Deal Collapsed at LOI, Sold for 6x EBITDA Anyway

    Ep 539 Deal Collapsed at LOI, Sold for 6x EBITDA Anyway
    Mar 27 2026

    Jay Richards spent five months deep in an acquisition process. He had a letter of intent. He had mentally checked out. He was planning what came next.

    Then issues surfaced in diligence and the deal collapsed.

    This week on Built to Sell Radio, Jay walks John Warrillow through the full story of selling Imagen Insights, a qualitative research platform with clients like Visa, Google, and Amazon, and how you discover how to navigate two very different acquisition conversations and come out the other side with a deal you are genuinely happy with.

    You'll learn why:

    • an LOI means far less than you think, and how problems in your books can kill a deal

    • founders who shop their company can signal desperation, and what Jay did instead

    • the eventual buyer valued the business on EBITDA instead of revenue, and why that worked in Jay's favor

    • Jay accepted an earn-out worth more than half the deal, and why he was comfortable with it

    • handing out equity without vesting created a problem at the worst possible moment

    • a long-standing accountant relationship does not guarantee clean books, and how this nearly killed the deal

    • the moment the DocuSign came through did not bring relief, but a flood of new ideas
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    46 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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