Deal Flow

Claude Hopkins once said the worst mistake advertisers make is assuming people know what you mean. That thought hit me today while talking with Dave Crysler—because that mistake? It’s not just in advertising.

It’s everywhere in business.

Dave runs a consultancy that helps $5M–$50M manufacturing and distribution companies get their ops in order. You’d think companies at that scale have everything buttoned up. Slick systems. Dialed-in automation. Clear metrics.

You’d be wrong.

In this episode, we covered a ton—but if I had to distill it all down, here’s the big takeaway:

Most businesses don’t have a tech problem. They have a process problem.

Dave sees it every week. A company thinks their software isn’t working, so they jump ship. New CRM. New ERP. New headache. And three months later? Same bottlenecks. Different logos.

You’re not gonna automate your way out of chaos. You’ve got to think before you build.

Highlights from Today’s Conversation:

– Why your CRM swap probably isn’t helping– The hidden cost of skipping SOPs– How one ops tweak doubled throughput (no new hires, no new tech)– The real fear—and real opportunity—of AI in manufacturing– Why AI writing isn’t your enemy (you’re just not using it right)

And yes, we talked about a pickle factory. (Because who doesn’t want to hear about a pickle factory?)

But what struck me the most was something simple Dave said:

“It’s simple, not easy.”

Setting up a Make.com zap to route emails into a Google Sheet? Simple.Tweaking it until it works? Not easy.

Everyone wants the magic tool. But the real wins come from understanding your team, your process, your flow.

Think about this: Dave worked with one company that 2x’d throughput. No hires. No tech. Just smarter flow.

That’s not just improvement. That’s leverage.

The Real ROIHere’s what I see too often:Business owners chase the next big thing in AI, hoping it saves them. But they ignore the 30% of office time wasted doing the same thing over and over.

In one company, we discovered 30% of their core admin time could be automated right now. No coding. No custom dev. Just smart systems.

Not sexy. But it’ll save them hundreds of thousands.

So what’s the play?You don’t need to revamp your whole business.

You need to find the dumb stuff you do twice. Then fix it.

Build your AI muscle with small wins. Not bloated systems. Not $50K mistakes.

Small automations are like compound interest. Start stacking them and suddenly your margins look a lot better. You’re not just making more. You’re keeping more.

Final ThoughtA lot of this boils down to one idea:

“Simple workflows beat advanced systems that no one uses.”

That’s the kind of thing Claude Hopkins would tattoo on a coffee mug.

Thanks again to Dave for coming on. You can find him on LinkedIn or Twitter/X—or at www.thecrysler.club, where he shares more about this stuff.

If you’ve got a team and you feel stuck between “we’ve outgrown this” and “please don’t make me learn another tool,” this one’s for you.

Talk soon,Ryan

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Connect

* With Ryan on X/Twitter or Newsletter

* With Loren

About my guest:

Loren is a Partner at Business Exits. He began his career in New York City growing the online strategies of physical companies by refining their business processes through technical innovation. He founded and ran his own technology strategy consulting firm for over 13 years that serviced clients nationwide. He and his team have helped dozens of organizations grow, diversify, and be acquired (primarily in the healthcare sector). Loren also founded a non-profit that is dedicated to streamlining the technical overhead of other non-profits to enable them to better focus on their mission. Loren’s deep understanding of business operations and financials has empowered him to create deals that allow both buyers and sellers to thrive through the sales process.

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit dailyinboxtips.substack.com

Links from the show:

* Connect with Nick

* Connect with Ryan

About my guest:

With over 10 years of work experience in various fields, I have developed a versatile set of skills and competencies that allow me to excel in any challenge. My mission is to create value and impact through innovation, collaboration, and leadership. I have a passion for public safety, soccer, and finance, and I leverage my expertise in these areas to drive growth and success for my organizations.As the AVP, Operations Manager at North Avenue Capital, I manage the credit process and operations for a full-service provider of debt for borrowers in diverse industries. I work with major financial institutions and government agencies to source, underwrite, originate, and securitize loans that meet borrower and investor needs. I use my skills in due diligence, management, and leadership to ensure efficiency, quality, and compliance in every aspect of the loan process. As the CEO and founder of Oceanway FC, I oversee all business operations for a professional soccer club in Jacksonville, Florida. I am responsible for player recruitment, staffing, marketing, web development, financials, sponsorship, and league compliance. I have established Oceanway FC as a reputable and competitive club in the local and national soccer scene.

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit dailyinboxtips.substack.com

Links from the show:

* Connect with Clayton on LinkedIn

* Ad Astra Equity

* Connect with Ryan on LinkedIn

About my guest:

Clayton Stiver graduated from the University of Kansas with a master’s in accounting and became a certified public accountant (CPA). Shortly afterward, he started working at a boutique mergers and acquisitions firm. After arming himself with several years and over $500 million in transactional value provided to clients, Clayton decided to partner up and venture out on his own.

Clayton has technical knowledge and experience within the merger and acquisition process (M&A), specific M&A tax knowledge, Generally Accepted Accounting Procedures (GAAP) knowledge, Industry-specific knowledge, and a keen ability to understand BOA’s clients’ wants and needs.

In his free time, Clayton likes to play sports, work out, ride dirt bikes, and play board and card games with family and friends.

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit dailyinboxtips.substack.com

Links from the show:

* Connect with Zach on X/Twitter or LinkedIn

* Connect with Ryan on X/Twitter or LinkedIn

* Thinking about buying or selling a business - book a time here

* Looking for coaching to help grow your business - book a time here

About my guest:

Since 2019, I have successfully sourced and closed $100 million in SBA transactions. My consultancy focuses on guiding borrowers to effectively structure financing that aligns equitably with their business goals, the Bank's requirements, and SBA standards. From the initial inquiry to the final signature, I support clients through every step of the process, fostering strong relationships and earning the loyalty of many repeat clients who have followed my career and relied on my expertise for their subsequent acquisitions.

Areas of Practice:

* Business Acquisitions

* Owner-Occupied Commercial Real Estate

* Debt Refinance

* Business Startups

Previous Work Experience: I began my career with five years in commercial underwriting, developing credit analysis skills to evaluate transactions ranging from $1 million to $20 million. Over the past six years, I have worked as a direct SBA lender. During five of those years, I contributed to our community bank team winning the “Lender of the Year” award in Minnesota. I now bring my expertise to First Bank of the Lake, aiming to help our team achieve National Lender of the Year.

Memberships, Community Involvement, and Activities:

* National Association of Government Guaranteed Lenders (NAGGL) Regional Liaison Committee Member since 2023

* River of Life Church – Producer of Online Services since 2022

* Board Member of Boost Up Sauk Centre Entrepreneur Leadership since 2024

Personal Information: I reside on one of Minnesota's 10,000 lakes with my wife, Becca, and our 10-month-old daughter, Slone. An avid runner, I have completed numerous half marathons and am preparing to run my first marathon in June 2024 along Lake Superior with the goal of qualifying for the Boston Marathon. My passion for mission work has taken me on trips to Nicaragua (2011), the Dominican Republic (2022), and Las Vegas (2024). As a family, we enjoy attending WWE shows, where we watch my father-in-law perform as the Tag Team Manager for the Authors of Pain (AOP).

Contact Information:

* Cell: 320-429-1032

* Email: [email protected]

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit dailyinboxtips.substack.com

Connect:

* With Colby on LinedIn or Transition Point Law

* With Ryan on X/Twitter or Ray Global Advisors

Works/Based Conference

If you are looking to buy or sell a business, I’ll be speaking at the Works/Based conference on June 28/29 in Ft. Worth, Texas which will be headlines by David Bahnsen.

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Links from the show:

* Connect with Nick on X

* Four Pillars Website

* Connect with Ryan on X

* Ray Global Advisors Website

About my guest:

Background: Operations management with an emphasis on Lean manufacturing; strategy development and execution; and mergers and acquisitions (M&A).

Which of the Four Pillars do you identify most closely with? Servant leadership. I consider one of the primary roles of a manager/leader to be to help those around you be more successful and to develop as individuals. When I think of myself as a leader, I am more interested in granting and sharing authority than hoarding it.

Work with us:

If you are looking to buy or sell a business, let’s chat. We work in the lower-middle market with on both the buy-side and sell-side. Schedule a time here.

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit dailyinboxtips.substack.com

Links from the show:

* Connect with Matthias on X or Pioneer Capital

* Connect with Ryan on X or Ray Global Advisors

* Looking to buy or sell a business, schedule a call.

About my guest:

Matthias Smith is a life-long learner, passionate about helping entrepreneurs with accessing the capital that they need to launch and fund their businesses. The primary tool that he is familiar in working with is the United States Small Business Administration’s SBA 7(a) loan program.   With a desire to always learn and grow, he has worked at four different commercial banks in varying capacities, primarily focused on closing, over the past seven years.    He has been directly involved in a closing capacity on financing deals across the nation ranging from self-storage ground-up new construction in Alaska to private equity platform add-on acquisitions in Colorado.

Matthias’ educational background includes a Bachelor of Arts in Economics from the University of Wisconsin at Madison. The reason that Matthias decided to start Pioneer Capital Advisory LLC is to help with paving the way for entrepreneurs to finance their businesses using 21st-century technology, while focusing on running their business, and outsourcing the task of navigating the SBA loan process to a talented professional.

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit dailyinboxtips.substack.com

Links from the show:

* Connect with Clint on X

* Connect with Ryan on X

* Looking to buy or sell a business

About my guest:

The company’s Founder and CEO, Clint Fiore, has a unique combination of entrepreneurial, executive leadership, and high-tech systems experience. He has utilized these attributes to create a first-of-its-kind business that systematically removes the mystery and obstacles associated with finding a business, buying and financing the business you want, preparing your existing business for sale, and marketing your business efficiently to its next owner.

Clint is in the sweet-spot to bridge the gap between buyer and seller. He’s old enough to have real-world experience as an entrepreneur and have been in your shoes as a business owner, yet young enough to fully understand the needs of today’s young and tech-savvy business buyers.

His experience includes:

* Founding Partner of a Texas-Based, 50 employee, manufacturing company that launched two national consumer brands each with multi-million dollar sales and nationwide distribution.

* Successfully sold ownership interest of founded company.

* Has raised 7-figures of angel investment for two different startups, both still operating successfully.

* Former Vice President of a successful startup technology and social media company currently valued over $20M with users in dozens of countries.

* Former public speaker that has spoken in over 20 US States to over 100,000 live audience members.

* Three years experience as the #1 commercial broker for the largest privately-held aviation insurance agency in the USA. Many high-net-worth, aircraft-owning clients and small business relationships in the aviation world.

Clint lives in the Texas Hill Country with easy access to Austin and San Antonio (as well as Kerrville, Fredericksburg, Marble Falls, Boerne, etc.). He’s also a private pilot and flight instructor and travels around the state frequently.

He and his wife Melissa have four wonderful children; Amelia, Sophia, Cecilia, and Jetson. Clint grew up in Wichita Falls where he was part of his family’s 4th generation family business, Smith’s Gardentown Farms. He also holds a Professional Aeronautics Degree with minors in Business Administration and Navigation from Embry-Riddle Aeronautical University.

* Certified Business Intermediary (CBI) and frequent presenter and contributor at the IBBA

* Certified Mergers and Acquisitions Professional (CM&AP)

* Business Brokers Association (IBBA)

* Certified Value Builder (CVB)

* Texas Real Estate License #677362

* Member International Business Brokers Association (IBBA)

* Member Aircraft Owners and Pilots Association (AOPA)

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit dailyinboxtips.substack.com

Connect:

* With Josh on X

* With Private Market Labs

* With Ryan on X

* With Ryan on LinkedIn

* With Ray Global Advisors

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit dailyinboxtips.substack.com