• EP 127: The Next Generation of M&A: Trust, Tech, and the Human Side of Exits
    2025/10/08

    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

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    33 分
  • EP 126: The Late-Stage Entrepreneur: Gary Hentschel on Lessons on Risk, Value, and Second Acts
    2025/10/01

    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

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    42 分
  • EP 125: How Circle City Capital Group Turns Overlooked Businesses Into Thriving Investments
    2025/09/24

    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

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    48 分
  • EP 124: Inside the Broker’s Engine Room: George Wellmer on the Future of Business Sales
    2025/09/17

    Most people think selling a business is just like selling a house. That’s where they’re wrong.

    George Wellmer, founder of Tupelo, clarifies the misconceptions sellers have about brokers and the deal process. George explains how technology and AI are simplifying administrative tasks, allowing brokers to focus on guiding clients through the most important transaction of their lives. He also shares what sellers and owners need to understand about valuation and finding the right buyer before listing their company for sale.

    In this episode, you will:

    • Learn the difference between good and bad brokers

    • Understand how deal acceleration and buyer targeting really work

    • Hear how AI and automation are changing the way businesses are marketed and sold

    Highlights:

    (00:00) Meet George Wellmer

    (05:20) How business brokers help close deals

    (09:43) Vetting the quality of potential buyers

    (11:45) Keeping up with the different aspects of a brokerage

    (15:53) Buy-side brokers vs sell-side brokers

    (22:22) How AI enables brokers to be more efficient

    (26:36) Questions to ask to avoid bad brokers

    (32:36) Why hiring a broker is worth it

    (38:20) George’s advice for buyers, sellers, and advisors

    Resources:

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

    Follow George:

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

    Website: https://www.tupelosmb.com/

    E-Mail: george@tupelosmb.com

    Follow Ed:

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

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

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

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    43 分
  • EP 123: Beyond Selling: The Case for Half-Retirement with Jim Muehlhausen
    2025/09/10

    Selling your business doesn’t always deliver the financial security or fulfillment you expect. So what if there was another option?

    Jim Muehlhausen, founder of Half-Retire, has worked with thousands of owners facing this exact dilemma. In this episode, he shares how business owners can step back from day-to-day operations without giving up income, legacy, or control—and why it’s a viable exit option.

    In this episode, you will:

    • Learn the core principles of half-retirement

    • Understand how to design systems that reduce owner dependency

    • Learn simple steps to de-risk your business for the future

    Highlights:

    (00:00) Meet Jim Muehlhausen

    (03:30) Why most owners don’t sell their business

    (05:43) Financial fears that keep owners from retiring

    (10:20) Why quality of earnings matters more than valuation

    (14:12) The 44% rule of selling your business

    (16:20) Delegating versus designing yourself out of work

    (21:32) The six-step process for half-retirement

    (28:13) The buyer’s perspective of risk

    Resources:

    Take the Half-Retire Master Class: https://halfretire.com/free/

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

    Follow Jim:

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

    E-Mail: jimmue@halfretire.com

    Follow Ed:

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

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

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

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    35 分
  • EP 122: Will the Silver Tsunami Ever Come?
    2025/09/03

    For years, we’ve been told that retiring business owners would flood the market with companies for sale. The truth is that most of them are holding on longer and for good reason.

    In this episode, Ed Mysogland shares market data that explains why owners are staying put. He explains the investment math influencing their choices and the costly mistakes made when they stop reinvesting in their business. Ed has advice for buyers, sellers, and advisors who are keen to preserve business value in a slow-moving market.

    In this episode, you will:

    • Understand why business owners are no longer retiring at 65

    • Learn a realistic timeline for selling a business

    • Maintain reinvestment to protect business value

    Highlights:

    (00:00) Meet Ed Mysogland

    (02:32) What is the silver tsunami?

    (04:43) Why business owners are reluctant to sell

    (08:54) Reinvesting in the business to keep its value

    (12:41) Advice for buyers, advisors, and owners

    Resources:

    Rethinking the "Silver Tsunami”: https://www.linkedin.com/pulse/rethinking-silver-tsunami-ed-mysogland-hxbwe/

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

    Follow Ed:

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

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

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

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    17 分
  • EP 121: Q2 2024 Deal Stats Report
    2024/05/15

    In this episode, Ed Mysogland shares key insights from the latest quarterly Deal Stats report on business valuation trends. He discusses how EBITDA multiples have returned to typical levels after fluctuating during the pandemic. Ed also analyzes sector performance and highlights contradictory trends in private company sales multiples. Learn about typical discount levels, officers' compensation benchmarks, and the lengthy process of selling a business. Ed is available to discuss specific industries and answer questions from business owners. Tune in to get the latest market data and strategies for increasing your company's value.

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    About the Show

    The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.

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

    Follow Ed:

    Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value

    Twitter: https://twitter.com/sellabizpod

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

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

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    20 分
  • EP 120: Business Valuation Calculator Reviews
    2024/05/08

    Join Ed Mysogland in a deep dive into the world of online business valuation calculators. Unravel the complexities and limitations of these tools as Mysogland discusses the challenges of applying market data to private companies and highlights the drawbacks of relying solely on digital solutions. Discover the pros and cons of each, alongside insights into their accuracy and lead generation potential. Don't miss Mysogland's expert advice on business valuation methods and structure, and learn how to navigate the intricate world of business deals. Plus, gain exclusive access to valuable insights and articles through his newsletter, Defenders of Business Valuation. Tune in now for a comprehensive overview of online business valuation tools and their limitations.

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    About the Show

    The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.

    ************

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

    Follow Ed:

    Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value

    Twitter: https://twitter.com/sellabizpod

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

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

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    26 分