Most professionals in the M&A space have been closing deals for decades. But being young doesn’t mean you can’t bring value to the table.

Morgan Tate, founder of Breakwater M&A, has built a reputation as one of the younger voices in the industry. He has helped facilitate over $250 million worth of deals and is now using automation to make the process faster and more efficient. From the lessons learned in those transactions, he created the Breakwater Blueprint to keep deals from falling apart. Morgan offers a glimpse at the future of exits, where human connection and technology go hand in hand.

In this episode, you will:

• Hear how younger advisors are closing more transactions

• Learn how AI is speeding up the deal process

• Understand why advisory fees are declining and how brokers can protect their value

Highlights:

(00:00) Meet Morgan Tate

(02:36) The Breakwater Blueprint

(04:29) Earning trust as a younger advisor

(10:42) Will AI lower advisory fees for business owners?

(15:47) Let AI be your junior broker

(19:06) Where human judgment matters most in business sales

(21:30) The future of M&A

(26:18) AI can solve this mistake that hurts deals

Resources:

For past guests, please visit https://www.defendersofbusinessvalue.com/

Follow Morgan:

Connect on LinkedIn: https://www.linkedin.com/in/morgantate

Learn more about Morgan’s company:

Breakwater M&A: https://www.breakwatermna.com

Follow Ed:

Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/

Instagram: https://www.instagram.com/defendersofbusinessvalue/

Facebook: https://www.facebook.com/bvdefenders

Most buyers slow down in their sixties. But not Gary Hentschel. He’s out buying companies, doubling their value, and selling them again.

As a partner at The September Group and CEO at WSI Technologies, Gary brings decades of experience as a banker, entrepreneur, and operator. In this episode, he shares how he appraises businesses, what sellers get wrong about their company’s value, and why good leadership matters when a business is up for sale.

In this episode, you will:

• Discover what buyers look for in a management team

• See how earnouts help keep deals on track

• Find out why sellers often misprice their businesses

Highlights:

(00:00) Meet Gary Hentschel

(03:31) The importance of good partnerships

(06:22) Navigating business acquisitions

(09:47) Evaluating business potential

(17:07) Risk management and deal structuring

(21:30) The role of earnouts and management teams

(29:03) First 60 days post-acquisition

(31:18) Learning from buyers, sellers, and advisors

(35:17) Current market trends and insights

Resources:

For past guests, please visit https://www.defendersofbusinessvalue.com/

Follow Gary:

Connect on LinkedIn: https://www.linkedin.com/in/gary-hentschel-3793487/

E-Mail: gfhentschel@gmail.com

Learn more about Gary’s companies:

The September Group: http://theseptembergroup.com/

WSI Technologies: https://wsi-tech.com/

Follow Ed:

Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/

Instagram: https://www.instagram.com/defendersofbusinessvalue/

Facebook: https://www.facebook.com/bvdefenders

What really makes a business attractive to buyers? Buyers weigh more than just financials. They consider risk, operations, and whether the business can run without you.

Colin King and Joe Van Deman, Principals at Circle City Capital Group, Inc., know this firsthand. They’ve built a portfolio of 15 companies by acquiring businesses that many others have overlooked. Colin, a CPA and CFA, and Joe, a former Google employee, bring complementary skills for buying and growing companies. Their perspective offers owners a rare look at how serious buyers evaluate opportunities and negotiate deals.

In this episode, you will:

• Hear how buyers assess both financial and emotional factors in a deal

• Learn what makes a business unappealing to buyers right away

• Find out what makes a partnership last through tough deals

Highlights:

(00:00) Meet Colin King and Joe Van Deman

(02:29) How a Craigslist ad launched their partnership

(07:37) Lessons from their first chaotic acquisition

(11:32) What makes a business partnership work

(15:50) How Circle City Capital Group is different from private equity

(23:08) Turning risky businesses into profitable opportunities

(33:03) Favorite companies in their portfolio

(36:13) What instantly turns buyers off during negotiations

(44:20) The changes that make businesses more sellable

Resources:

For past guests, please visit https://www.defendersofbusinessvalue.com/

Follow Colin:

Connect on LinkedIn: https://www.linkedin.com/in/colin-king-cpa-cfa-37045a38/

Follow Joe:

Connect on LinkedIn: https://www.linkedin.com/in/joevandeman/

Check out their portfolio of companies:

Circle City Capital Group: http://circlecitycapitalgroup.com

Profit Mastery: http://profitmastery.net

The Vermont Flannel Company: https://www.vermontflannel.com/

Vermont Teddy Bear: https://vermontteddybear.com/

All American Clothing Co.: https://www.allamericanclothing.com/

Gusset Brand: https://gusset.com/

Silk Flower Depot: https://e-silkflowerdepot.com/

Dried Decor: https://www.drieddecor.com/

Montessori 'n Such: https://www.montessori-n-such.com/

Follow Ed:

Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/

Instagram: https://www.instagram.com/defendersofbusinessvalue/

Facebook: https://www.facebook.com/bvdefenders