Being a hands-on business owner is not the humble brag you think it is. To buyers, it signals a red flag: decisions bottlenecked at the owner, undocumented processes, fragile customer relationships, and a business that struggles to function without constant oversight.

John Seiffer, founder of CEO Boot Camp and author of Output Thinking, explains why owner dependency drastically limits growth, transferability, and exit value. After decades of coaching founders across industries, he shares how many businesses run well day to day but break down during a transition. He introduces output thinking as a way to define results instead of tasks, replacing intuition-driven execution with repeatable outcomes.

In this episode, you will:

• Understand why hands-on ownership reduces value and complicates exits

• Learn how output thinking helps businesses scale and transfer

• See how systems and defined outcomes make a business more attractive to buyers

Highlights:
(00:00) Meet John Seiffer
(05:43) Stages of business growth
(15:35) Output Thinking: a new approach
(17:33) What to look for when hiring employees
(19:13) Defining quality and documenting operating procedures
(24:48) Building trust and transitioning leadership
(29:58) Preparations to make your business exit-ready
(33:33) Division of labor in sales
(35:18) Evolving business ownership

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

Follow John:
Connect via email: john@ceobootcamp.com
Learn more about CEO Boot Camp: https://ceobootcamp.com/
Learn more about Output Thinking by John Seiffer: https://a.co/d/am77udg
Learn about the Exit-Ready Intensive program: https://rgahub.samcart.com/referral/zw7Z7UJK/b23xiwJ0paFyeSlt

Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders

A successful corporate executive leaves his high-paying job to buy a business, only to face a disaster leading to lawsuits and financial turmoil. That painful experience taught Ted Leverette valuable lessons and set him on the path to becoming the Business Buyer Advocate.

In this episode, Ted shares his decades of experience, revealing what buyers really look for in a deal. He explains how buyers evaluate businesses, the importance of mastering the marketplace, and the critical role of due diligence in making smart acquisitions. Ted also discusses the emotional side of buying a business and how understanding the psychology of both buyers and sellers can make or break a deal.

Tune in to learn how to think like a buyer and maximize the value of your business in today's competitive market.

In this episode, you will:

• Discover how buyers assess risk and why many businesses fail to impress serious acquirers

• Learn the importance of systems, documentation, and reducing owner dependency before selling

• Understand the mindset of buyers and sellers and how they affect negotiations

Highlights:

(00:00) Meet Ted Leverette

(04:00) What buyers want and what sellers must prepare

(10:35) Building credibility through online presence and proof of funds

(16:08) Avoiding common acquisition mistakes

(19:53) The hidden market of business deals

(22:02) Red flags and deal breakers for buyers

(24:05) The psyche of buyers and sellers

(30:15) Myths and misconceptions about buying a business

Follow Ted:

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

Website: https://partneroncall.com/

Check out Ted's books on Amazon: https://www.amazon.in/stores/Ted-J.-Leverette/author/B0BWS84J26?ref=ap_rdr&shoppingPortalEnabled=true

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

Owners fixate on the purchase price of their exit, but the bigger loss to long-term income can come from how Social Security is handled. Get it wrong, and you can quietly lose six figures.

Thomas Drapala, Director of Strategic Partnerships at Registered Social Security Analysts (RSSA), explains why 96% of Americans leave money on the table when they treat Social Security as an afterthought. Drawing from his client work, he discusses how self-employment tax, entity structure, and "reasonable compensation" influence Social Security benefits. Thomas also walks through how RSSA's analysis helps owners save thousands of dollars a year in taxes, protect future benefits, and make Social Security a strategic part of their exit plan so it isn't ignored.

In this episode, you will:

• Understand why every owner should check their SSA earnings record and run an independent analysis before selling

• Learn what younger owners should do now to avoid losing benefits later

• See how RSSA analysis ties Social Security into your full exit and retirement plan

Highlights:

(00:00) Meet Thomas Drapala

(01:42) The shocking statistics on Social Security optimization

(03:32) Understanding Social Security rules and benefits

(05:49) Strategies for business owners to maximize Social Security

(13:37) Case study: The bagel store owner's Social Security optimization

(16:52) When it makes sense to bring in a Social Security expert

(24:12) How a full Social Security review is done

Follow Thomas:

Connect on LinkedIn: https://www.linkedin.com/in/thomas-drapala-rssa%C2%AE-878611207/

Email: thomas.drapala@rssa.com

Learn more about Registered Social Security Analysts: https://rssa.com/

Follow Ed:

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

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

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

The majority of deal conversations focus on big cities and private equity groups, but small towns have businesses too. Many of these companies are facing transition challenges because the buyers and advisors they need aren't there.

This is what Dane Chapman and Joe Rust of SPARK Capital are working to solve. They are building a model designed to keep legacy businesses in their communities by collaborating with local partners and committed operators. Their work brings needed attention to the succession challenges rural business owners face.

Dane and Joe discuss rural valuation gaps, personal goodwill risk, and how owners can prepare before value slips. If you are an owner in a small community or someone who advises one, this episode offers a clear look at how rural businesses can transition successfully.

In this episode, you will:

• Learn how rural businesses can stay locally owned instead of closing or relocating

• Understand why rural buyers take a different view of growth and risk compared to urban buyers

• See how sellers can make their businesses more attractive to mission-driven buyers

Highlights:

(00:00) Meet Dane Chapman and Joe Rust

(02:28) The origin story of SPARK Capital

(06:11) Why rural owners struggle to sell their companies

(11:04) The role of local advisors, operators, and community partners

(17:02) How SPARK Capital approaches valuation and risk

(28:13) How owners can prepare for succession

(33:54) Community-based capital may shape the future of rural business

(35:53) Mindset shifts for a more saleable business

Resources:

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

Follow Dane:

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

Follow Joe:

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

Learn more about SPARK Capital: https://sparkcapitalin.com/

Follow Ed:

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

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

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

Entrepreneurship isn't just for adults, and Hunter Beale is proof that it's never too early to start.

Hunter is the Executive Director of High School Hustle, a fast-growing movement that helps students across Indiana build real businesses and learn through hands-on experience. In just one year, the program has grown from 17 to over 2,000 students, generating nearly $1 million in revenue. What began as a handful of high schoolers mowing lawns and washing cars has turned into a statewide mission to awaken the next generation of entrepreneurs.

In this episode, Hunter shares how he helps students find purpose, earn income, and gain confidence through small business ownership.

In this episode, you will:

• Learn how High School Hustle is helping students build real businesses

• Hear how mentorship and incentives keep young entrepreneurs accountable

• Understand how failure builds confidence and leadership at an early age

Highlights:

(00:00) Meet Hunter Beale

(06:13) Finding purpose in mentoring

(10:25) How High School Hustle turns students into real business owners

(17:47) Hands-on learning for young entrepreneurs

(21:21) The role of parents and communities

(25:44) Life lessons and improved confidence from doing business

(30:42) Expanding High School Hustle beyond Indiana

Resources:

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

Follow Hunter:

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

Learn more about High School Hustle: https://highschoolhustle.org/

Follow Ed:

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

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

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