As entrepreneurs, we put our hearts and souls into our businesses, but there’s a time when you may want to look into selling or the next step. Zack Eller is an expert in acquisitions, mergers, and exit strategies, and he helps business owners determine what their next steps should be to plan for the future. His expertise and passion for entrepreneurs shine through in his advice and recommendations for business owners who want to have the best plan for their business and legacy.

In this episode, Zack runs through what he does when he meets with business owners and how they assess the issues at hand to find the best potential options for the future. He also shares where entrepreneurs tend to go wrong, why many are unhappy after the sale of their business, and how to negotiate in a way that will give the entrepreneur a level playing field.

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Minute Markers:

  • 1:16 – Zack’s background as an advisor to businesses looking for an exit strategy.
  • 3:22 – The kind of businesses Zack works with and how he understands entrepreneurs.
  • 5:04 – The strategies used to work with different kinds of businesses on scaling and exiting.
  • 9:38 – How to decide who to service – finding your way out of no man’s land.
  • 10:30 – What EBITA is, why it’s important, and where it comes into play.
  • 14: 18 – How to negotiate earn-outs in a way that levels the playing field for the entrepreneur.
  • 17:50 – What the role of the Oxford Center is.
  • 21:40 – Comparing a strategic buyer and private equity.
  • 23:35 – The importance of putting together the terms of sale.
  • 24:49 – A common trap entrepreneurs fall into.
  • 26:46 – The common struggle with due-diligence and how Zack helps entrepreneurs through it quickly.

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