The Exit - Presented By Flippa

Want a quick estimate of how much your business is worth? With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business. You might be surprised by how much you can get for it: https://flippa.com/exit In this episode of The Exit, Steve McGarry sits down with Scott Jones, Founder and CEO of Franchise Guide Group, to explore what makes franchise businesses uniquely valuable and why not all franchise systems are created equal. Drawing on more than 30 years of experience as a franchisor, franchisee, consultant, and multi unit operator, Scott shares how the right systems, processes, and franchise partner can dramatically impact long term business value and exit potential. Scott explains the biggest mistakes first time franchise buyers make, why entrepreneurs should think beyond replacing income and instead build enterprise value, and how reducing owner dependency can increase both transferability and valuation. He also breaks down how sophisticated buyers evaluate businesses, what drives higher multiples, and why identifying opportunities for multi unit expansion and franchise roll ups can create extraordinary wealth. Whether you are considering buying a franchise or preparing a business for sale, this episode offers practical insights into building a company that buyers want. Scott Jones is the founder of Franchise Guide Group and a franchise consultant with more than 30 years of experience as a franchisor, franchisee, multi unit owner, and former franchise brand CEO. Having worked with major franchise brands while also building businesses himself, Scott helps executives, entrepreneurs, and business owners identify franchise opportunities, avoid costly mistakes, and build businesses with long term growth and exit value in mind. Website - https://franchiseguidegroup.com/ LinkedIn - https://www.linkedin.com/in/scottjonesforfranchising/ Timestamps: [0:03:33] Introduction to Franchising and Scott's Background [0:06:38] The Importance of Robust Franchise Systems [0:09:26] Common Mistakes of First-Time Franchisees [0:12:27] Single vs. Multi-Unit Franchisee Perspectives [0:15:35] Evaluating Franchise Cash Flow and Systems [0:18:32] Driving Up Business Valuations [0:21:25] Lessons from the Past and Future Opportunities The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth? With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business. You might be surprised by how much you can get for it: https://flippa.com/exit -- Are you running your business to scale, or are you running it to sell? According to Michael Bennett, managing partner and founder of Crew Capital, you should always be doing both. In this tactical episode of The Exit, Michael sits down with Steve McGarry to break down the exact playbook for preparing your business for a massive payday long before you ever want to hand over the keys. From tracking the 10 to 20 industry KPIs that actually matter to navigating the complex world of QSBS tax benefits and succession planning, Michael shares the hard-earned wisdom he used to help guide one client from a $50M enterprise value all the way to a public, multi-billion-dollar powerhouse. Drawing from years of investment banking and advising founder-led companies, Michael shares why the best time to prepare for an exit is before you need capital and how running your company as if it is always “sale ready” can dramatically increase enterprise value. Michael also breaks down the biggest mistakes founders make when preparing for a sale, why timing matters more than most entrepreneurs realize, and how market conditions can impact valuation multiples. Steve and Michael dive into minority deals, partial exits, rollover equity, and the difference between maximizing value versus defining personal success. Whether you are years away from selling or actively considering an exit, this conversation offers tactical advice to help you prepare smarter and avoid painful surprises. -- Michael Bennett is the Managing Partner of Crewe Capital and Co Founding Partner of Crewe Advisors, where he helps founder led and closely held businesses navigate mergers and acquisitions, capital raises, and long term financial strategy. Over the past 20 years, Michael has advised on more than 100 investment banking transactions while helping grow Crewe into a multi faceted financial platform overseeing more than $3 billion in assets. After overcoming an unstable childhood and putting himself through school, Michael built the firm from the ground up, starting with no clients and a single $20,000 retainer, eventually expanding into wealth management, alternative investments, philanthropy, and community initiatives. Website - https://crewecup.com/ LinkedIn - https://www.linkedin.com/in/crewecapital/ KEY TIMESTAMPS: [00:01] Introduction to Michael Bennett and His Journey [05:49] Preparing for an Exit: Timing and Strategy [08:58] Common Mistakes in Exit Preparation [11:48] Understanding Valuations and Market Trends [14:50] Defining the Right Time to Exit [17:46] Exploring Partial Exits and Deal Structures [20:46] Favorite Deals and Lessons Learned [23:41] Advice for Future Entrepreneurs [26:56] Conclusion and Overview of Crewe Capital -- The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth? With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business. You might be surprised by how much you can get for it: https://flippa.com/exit -- What happens when you’re at the finish line of a massive business exit and decide to walk away? In this episode, Steve Young, founder of App Masters, joins Steve McGarry to unpack his decade-long journey from a side-hustling app developer to a major player in the mobile marketing space. Steve shares the raw truth behind selling app portfolios on Flippa, the common mistakes founders make during due diligence, and the surprising lessons he learned from a failed multi-million dollar exit. Whether you’re building your first "Minimum Viable Revenue" product or preparing for a seven-figure sale, this episode is a masterclass in patience, clean books, and the power of audience-first business building. -- Steve Young is an author, speaker, and host of the #1 app marketing YouTube channel with 50K subscribers. He has interviewed the biggest names including the co-founder of Shazam, Crossy Road, Mafia Wars, Color Switch, and more! He is also the founder of App Masters the app marketing agency that helps grow apps faster, better & cheaper. Website - https://appmasters.com/ LinkedIn - https://www.linkedin.com/in/stevepyoung/ -- [00:37] Steve’s origins: From a meetup group to building cross-platform iOS and Google Play apps. [01:30] Why niching down into a podcast about apps in 2013 was the catalyst for his 30+ person team today. [04:50] Selling on Flippa: Why "real estate value" and ASO (App Store Optimization) are key drivers for app sales. [07:10] Inside a "failed" major exit: Learning the buyer's mindset and why Steve chose to walk away at the finish line. [10:00] Preparing for the 7 and 8-figure level: The importance of "squeaky clean" books and systemized tax returns. [11:50] The Five Whys: How to determine if it’s the right time to sell or if you’re just experiencing burnout. [13:45] Creative Financing: Understanding seller notes and how they benefit both the buyer and the seller. [15:22] The Golden Rule of M&A: "Until the money is in the bank, pretend you still own it." [19:04] Advice to a younger self: "Do the work, give up the timeline." [21:00] The future of App Masters: Moving from an agency model to an app portfolio team focusing on "Minimum Viable Revenue." -- The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth? With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business. You might be surprised by how much you can get for it: flippa.com/exit -- In this episode, Steve McGarry sits down with Andrew Hulbert, an exited founder who turned a bedroom startup into a £50 million turnover facilities management powerhouse. Andrew shares the unvarnished truth about the "double exit" strategy, how he raised $100 million in private equity, and why he chose to retire at age 37 to become a full-time dad and "jam-maker" on his farm in Oxfordshire. If you are a founder looking to de-risk your life while scaling your business, this episode provides the exact playbook. -- Andrew Hulbert grew a business from his bedroom into one of the UK’s fastest-growing companies in facilities management. In just nine years, he scaled the company to over 500 people, winning more than 40 awards and delivering £0.25bn in contracted services. He went on to create eight figures in exit value for the business, generating significant value for all. Today, Andrew is sharing his story to inspire others and shape the future of entrepreneurship and leadership. LinkedIn - www.linkedin.com/in/andrewhulbert/ Instagram - www.instagram.com/_andrewhulbert/ -- (00:00) – The "Working Class" Spark: From factory-worker roots to launching a business in a bedroom at age 27. (01:10) – Scaling to £50M: The 9-year journey of managing 500 staff and raising $100M in investment. (01:53) – The Art of De-Risking: Why Andrew took £18M off the table early and why "secondary sales" are a founder’s best friend. (03:15) – Hiring Your Replacement: How investing £1M in a new C-suite prepared the business for a massive secondary exit. (05:27) – Losing Control vs. Gaining Liquidity: Navigating the "soul-selling" reality of working with Private Equity. (07:29) – The COVID Catalyst: How the pandemic shifted Andrew’s perspective on fatherhood and forced an exit timeline. (09:48) – Knowing When to Walk Away: The internal "soul conversation" required to recognize the right time to sell. (13:01) – Driving the Multiples: Why your CFO is your most important hire during a sale process. (14:50) – The Momentum Narrative: Using LinkedIn, press releases, and awards to create a "bidding war" environment. (17:41) – The £12M Mistake: Lessons learned from "ratchets" and corporate advisor incentives. (20:44) – The Physical Toll of an Exit: Why Andrew lost 120 lbs and the importance of health during a transaction. (23:20) – Final Wisdom: What the Andrew of today would tell the Andrew of 10 years ago. -- The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth? With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business. You might be surprised by how much you can get for it: https://flippa.com/exit -- Are you building your business with the end in mind? Whether you are ready to sell tomorrow or five years from now, understanding the mechanics of a successful exit is crucial for every founder. This week on The Exit, Steve sits down with Gregory Kovsky, President and CEO of IBA, the Pacific Northwest’s oldest business brokerage firm. With over 25 years of experience and thousands of transactions under his belt, Gregory breaks down the complex game theory of M&A. We dive deep into the specific timing of when to sell, how to "run through the tape" to maximize your multiple, and why selling a business actually requires making four separate sales to four different stakeholders. If you want to avoid leaving money on the table or getting killed in due diligence, this episode is your playbook. In This Episode, You’ll Learn: The "Four Sales" Theory: Why you aren't just selling to the buyer—you also have to sell the CPA, the Attorney, and the Bank. The Two Prime Windows: Why Jan-June and Labor Day-Thanksgiving are the golden seasons for M&A activity. Valuation Multiples 101: How to move the needle from a 4x to a 7x multiple by diminishing risk. The Fatal Mistake: Why failing to disclose material facts (like a competitor moving in across the street) is the fastest way to invite litigation. Pre-Exit Hygiene: Simple fixes—from website refreshes to cleaning up the "boneyard"—that create a strong first impression. The "Marathon" Mindset: Why you must keep your foot on the gas even during negotiations. Timestamps: (02:00) From veterinary clinics to M&A: Gregory’s journey. (04:30) The 4 audiences you must convince to close a deal. (07:45) Why tax season dictates the best time to sell. (11:30) Tactical ways to increase your business valuation immediately. (15:10) The biggest mistake sellers make: The danger of hiding the truth. (25:00) The story of the business that was sold four different times. (27:00) About IBA and the importance of performance-based brokerage. -- Gregory Kovsky is the President & CEO of IBA (International Business Associates), the Pacific Northwest’s oldest and largest business brokerage firm. Mr. Kovsky has successfully negotiated the purchase & sale of over 300 privately held companies and family businesses in Washington, Oregon, Alaska, California, North Carolina, and Massachusetts since joining IBA as a mergers & acquisitions intermediary in 1994. He has successfully facilitated transactions involving manufacturing & distribution companies, industrial, marine, and automotive businesses, technology & software companies, and service, education, and retail businesses. A commercial real estate professional for over 30 years, Mr. Kovsky commonly provides his clients with comprehensive representation in selling a business and the associated real estate. LinkedIn - https://www.linkedin.com/in/gregory-kovsky-460aab7/ -- The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/