Ed and Sonia Ketchoyian, former owners of a PuroClean franchise in Sterling, Virginia, were prepared to sell their business in terms of the financial aspect and the negotiation. However, Ed realized that they were initially not ready to face the emotional aspect that came with the process of selling their company.

Find out on this episode of Deal Talk how Ed and Sonia had overcome the emotional challenges they encountered to eventually sell their company at the price they had always wanted. Ed Ketchoyian shares some enlightening insights and invaluable tips to help you deal with ‘unexpected’ emotional instances that might arise as you go through the process of selling your business.

It's hard to believe, but true, that most small businesses simply fade away or close up all together when their owners decide to retire.  Many owners decide to forego selling their companies and earning the potential financial rewards that come with a successful sale for a variety of reasons.  That's particularly true of baby boomers--and there are a lot of them--many of whom are now faced with that decision of whether to sell or just lock the doors and head home. 

If you are a baby boomer in your 50's, 60's or even 70's, this show is for you because our guest--also a baby boomer--says you could learn a lot from the Gen X'ers and Gen Y business owners of today. Find out what he's learned when we welcome business coach and consultant, Bob Kroon, on this edition of "Deal Talk."

If you’ve ever had your business appraised, you probably had a figure in mind as to what your company was worth. It was only after the valuation consultant left you with their report that you found out just how far off base your estimate was from reality. That’s what the pros call the “valuation gap.” The good thing is that you can close that gap by raising the value of your business. You simply need an action plan. Matt Turpin, a Certified Valuation Analyst and M & A Advisor at Carr, Riggs and Ingram LLC, returns for his 2nd visit on “Deal Talk.” This time, he’ll share some insights about how you can improve your company’s value after the appraiser has come and gone.

What does a prospective buyer already know about your company? Why is it important that the buyer understands why you want to sell your company? How can you prevent certain issues from coming up that could nix the transaction completely? These are just a few of the questions that M&A folks help sellers understand every day.

Understanding the psychology of the participants in a deal is important in order to work toward the success of the transaction. Ed Murphy, former vice president for strategic transactions at SAIC is enjoying retired life, but he joins us on this edition of Deal Talk to help future sellers understand what a buyer may be thinking and what sellers should do and not do during the sales process.

As much as you may love what you do, you also have to get away and recharge. And one day, you will want to walk away once and for all. The question is, if it’s difficult for you to leave the business for a few days’ vacation with your family, how easy will it be for you to sell your business? 

The truth is:  Your business won’t sell unless it is ready to sell, and it won’t be ready to sell if a prospective buyer does not see a strong management team. Do you have a strong partner or manager whom you can trust to run the business when you’re not around? 

Our guest, Mark Oxenham, a business coach providing advice on exit planning and business sales, explains exactly how having a reliable Second in Charge could lift the value of your business.  

With several exceptions, most of us have no interest in selling our businesses immediately because we have so much more we want to achieve with our companies. However, the simple fact is that "life happens." And sometimes that means circumstances beyond our control and even welcome surprises happen when we least expect them, making the need to sell our businesses sooner rather than later a pressing priority.  That, according to our guest, is the reason why we need to get our businesses "sell-ready." Marc Borrelli, CFA, Vistage Chair and accomplished global M&A advisor talks about the steps every business owner like you should begin to take now to get your businesses sale-ready as soon as possible because you never know what the future will bring.
Our ongoing series of discussions with small-business owners about their business selling experience continues as we talk with the former owner of Treasure Chest Foods, Mr. Matt Wakelin.  As the long-time owner of a company specializing in high-quality meats and seafood delivered “to your door,” Matt knew that his business was valuable, but the first two business brokers he worked with might not have seen it that way.

On this edition of Deal Talk, Matt shares his experience working with brokers who seemed to be more motivated by their commission check, until he connected with a company that put his business first and got him the results he had wanted from the start.

Knowing what your competitors don't know can give you and your business a huge advantage. How well do you know your own customers, your competitors’ customers, and the market in general? The answer to this and other important questions about your distinct competitive advantage will help lift your company's value as potential buyers are looking for a business that stands out in the market.

Successful entrepreneur Andrew Cadwell shares with us how looking beyond business metrics like EBITDA, gross profit, cash flow, etc., and how understanding your customers and the market could help improve your company's value. 

What is the difference between succession planning and planning your exit strategy? The distinction is important, particularly if you decide not to sell your company outright. Knowing who, specifically, will take over after you leave can help the company to transition from one leader to the next more quickly while allowing it to continue to run smoothly during the entire process. On this edition of "Deal Talk," Jeff Allen welcomes Chicago-based business strategist Carl Seidman, who has advised many of America's top organizations. He will be sharing what he believes are the essential keys to effective succession planning.

While there are a lot of moving parts in any M&A deal, ensuring a smooth transition from you to the new owner of your company is important for a number of reasons that could impact not only your reputation but also the prospects for success of the new ownership and the livelihoods of your loyal employees. That, however, only scratches the surface. How can you work now and during the acquisition process to help make sure the transition goes as smoothly as possible? Brent Freeman, investment banker and M&A advisor at The CBB Group, joins us to talk about the ways that a business owner can work to smooth out the bumps that sometimes occur when a company transitions from one owner to another.