Entrepreneur's Journey

By HFM Investment Advisors, LLCBusiness Entrepreneurship Careers Management

Entrepreneur's Journey episodes

October 08How Business Owners Can Maximize Value Before an Exit
Welcome back to The Entrepreneur’s Journey. In this episode, Jason Gabrieli is joined by Anthony Hauser of Guaranteed Exit Partners to discuss how business owners in the skilled trades and home services can prepare for and maximize the value of a future sale. Drawing on his experience in investment banking and private equity, Anthony explains what buyers look for, what can derail a deal, and why creating competition among buyers can strengthen an owner’s position. They also cover practical steps owners can take before an exit, from reducing owner dependency and improving financial systems to addressing labor structure and understanding current M&A market trends.Tune into this episode to also learn:● [00:01:25] Anthony’s background at J.P. Morgan, GenStar Capital, and M South Equity Partners, and his experience buying, growing, and selling skilled-trade businesses.● [00:04:55] Why private equity buyers say no to most deals and the value of understanding the factors that drive investment decisions.● [00:07:18] The information advantage frequent private equity buyers have over an owner who may sell a business only once.● [00:08:44] How Guaranteed Exit Partners uses a network of roughly 150 buyers to create competition without charging sellers a traditional sell-side fee.● [00:12:54] Why owners receiving unsolicited offers should generally consider testing the broader market before accepting.● [00:14:46] The difference between helping an owner who is ready to sell today and helping one prepare over the next 12 to 24 months.● [00:17:58] Operational changes that can improve exit value, including reducing equipment costs, implementing ERP systems, and developing a management bench.● [00:21:49] How owners can prioritize pre-exit investments based on their expected return and impact on valuation.● [00:23:38] Why converting contract labor to W-2 employees can reduce perceived buyer risk in certain industries.● [00:26:35] How revenue mix, recurring maintenance contracts, and other business characteristics can influence valuation multiples.● [00:27:46] Anthony’s view of the 2026 M&A environment and why softer operating performance can sometimes increase acquisition activity among private equity-backed platforms.● [00:30:00] The consolidation of private equity-backed skilled-trade platforms and why the number of competing buyers could decline over time.● [00:33:00] Balancing an owner’s personal timing with business performance and broader market conditions when deciding when to sell.● [00:35:45] Anthony’s advice for owners considering an exit within the next three years: determine what they need financially, then build a plan for getting the business there.● [00:37:46] Why owners should not be afraid to begin conversations with financial, accounting, and M&A professionals well before they are committed to selling.3 Things To Remember
Preparing a business for sale can also make it a stronger, less owner-dependent, and more valuable company while you continue to own it.
A competitive process can help establish the true market value of a business rather than relying solely on an unsolicited offer from a single buyer.
Owners considering an exit should understand both the financial outcome they need personally and the specific business improvements buyers will value before setting a timetable for a sale

Useful Links
Connect with Anthony Hauser: LinkedIn
Connect with Jason Gabrieli: LinkedIn
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
Or schedule a call with us HERE
40 min
September 24Becoming Five-Mile Famous: How Better Branding Drives Growth
Welcome back to The Entrepreneur’s Journey. In this episode, Michael Pallozzi is joined by Dan Antonelli, founder and CEO of KickCharge Creative, to discuss how strong branding can help home service and trades businesses grow. Dan shares how his career began with pinstriping and hand lettering as a teenager and how that passion developed into a nationally recognized branding agency. They examine the psychology behind memorable brands, the importance of vehicle design and community visibility, and how branding can influence customer acquisition costs, average tickets, booking rates, and company value. Dan also explains why business owners preparing for growth or an eventual exit should consider whether their brand accurately reflects the company they have built.
In This Episode, You’ll Learn:
Why memorable branding can reduce a contractor’s dependence on paid advertising.
How color, vehicle design, and community visibility can help a home service company stand apart from competitors.
Why booking rates, close rates, average tickets, and customer acquisition costs are connected to an overall marketing strategy.
How a strong brand can support business growth and help prepare a company for a potential future sale.

What we discussed:● [00:01:54] How Dan’s interest in automotive art, lettering, and pinstriping as a teenager became the foundation for his career.● [00:03:26] Why maintaining a high standard of work—and refusing to settle for “good enough”—became central to KickCharge Creative’s culture.● [00:07:48] The challenges of scaling a creative company and finding talented people who share the same commitment to quality.● [00:09:46] How billboard principles, consumer psychology, legibility, color, and visual hierarchy influence effective vehicle branding.● [00:14:27] Why memorable branding can help contractors build trust before a salesperson or technician ever arrives at a customer’s home.● [00:15:12] How market research, distinctive colors, and a clear brand story can separate similar contractors operating in neighboring markets.● [00:19:24] Why growth strategies should consider booking rates, close rates, average tickets, customer acquisition costs, and sales performance—not simply lead volume.● [00:23:46] How rebranding supported the growth of companies such as Munz Roofing and A1 Garage Door Service.● [00:28:03] Why a well-researched brand can have a long shelf life without requiring frequent redesigns.● [00:29:42] Why high advertising spend can sometimes indicate that a company’s brand lacks recognition in the community.● [00:33:19] How Dan defines future success through the number of businesses and people his work can positively impact.● [00:34:13] The advice Dan would give his 15-year-old self about persistence, passion, and building a career around work he genuinely enjoys.
3 Things To Remember
A memorable brand can help a trades business become better known in its local market, strengthen customer recall, and reduce dependence on paid advertising.
Marketing results should not be evaluated in isolation; booking rates, close rates, average tickets, follow-up, and sales execution all affect how much value a company receives from its leads.
A company’s brand should accurately represent the quality of the business today while also supporting where the owner wants the company to go in the future.

Useful Links
Connect with Dan Antonelli: LinkedIn | https://www.kickcharge.com/
Connect with Michael Pallozzi: LinkedIn
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
37 min
September 10Selling on Your Terms: How ESOPs Can Preserve Legacy and Reward Employees
Welcome back to The Entrepreneur’s Journey. In this episode, Jason Gabrieli is joined by Vince Capone, Senior Vice President with SES ESOP Strategies, and Sean Matthew, shareholder at Stevens & Lee, to discuss employee stock ownership plans, or ESOPs, as an alternative exit strategy for business owners. They explain how ESOP transactions work, how they are financed, and why they can help owners receive fair market value while preserving company culture and creating wealth-building opportunities for employees. The conversation also covers tax advantages, seller financing, valuation, employee engagement, and how ESOPs compare with private equity and strategic buyers.
Tune into this episode to also learn:
● How an ESOP allows business owners to sell some or all of their company while maintaining greater control over the transition.
● How ESOP transactions are financed through third-party debt and seller financing.
● Why employee ownership can create stronger alignment, retention, and long-term wealth-building opportunities for employees.
● How ESOP valuations and tax advantages can compare with other exit options such as private equity or strategic acquisitions.
What we discussed
● [00:02:11] Vince explains how SES ESOP Strategies helps middle-market companies plan, structure, finance, and implement ESOP transactions.
● [00:03:13] Sean describes the legal process behind an ESOP transaction and the regulatory requirements that come with employee stock ownership plans.
● [00:04:51] Vince explains the different roles an ESOP can play as a business succession tool, corporate finance tool, and wealth creation tool for employees.
● [00:06:40] Sean walks through the basic ESOP transaction process, from determining fair market value and owner liquidity needs to selecting a trustee and negotiating the transaction.
● [00:10:47] Vince explains how employees receive shares over time and how an independently appraised stock price can help employees think more like business owners.
● [00:12:08] Sean discusses how communication, financial transparency, and an ownership culture can help companies make the most of employee ownership.
● [00:13:44] Vince explains how an ESOP transaction analysis models proceeds to the seller, company cash flow, debt sustainability, and potential employee benefits.
● [00:15:00] Vince breaks down how ESOP transactions are commonly financed through bank debt and seller financing, including the potential role of warrants.
● [00:19:24] Vince explains that an ESOP cannot pay more than fair market value but can pay fair market value, and compares that with strategic and financial buyers.
● [00:20:30] Vince discusses potential capital gains tax deferral when qualifying C-Corporation stock is sold to an ESOP and proceeds are placed into qualified replacement property.
● [00:22:09] Vince addresses the misconception that selling to an ESOP necessarily means accepting a discounted valuation.
● [00:23:10] Sean explains that ESOPs can be viable for a broader range of companies than many owners assume, including some businesses with approximately $1 million of EBITDA and around 20 employees.
● [00:26:21] Jason compares the structure of an ESOP sale with private equity transactions, noting that many traditional deals also involve holdbacks, earnouts, or continued owner involvement.
● [00:28:41] Sean discusses the evolving employee ownership market and how new capital sources can create additional options for owners with shorter exit timelines.
● [00:29:24] Vince emphasizes the importance of considering every available exit option before making what may be the largest financial transaction of a business owner’s life.
3 Things To Remember
An ESOP can provide business owners with a flexible succession option that allows them to sell some or all of their company while helping preserve the company’s identity, culture, and operations.
Employees generally do not purchase the company stock out of pocket; shares are allocated to them over time as part of the ESOP benefit, creating an opportunity for long-term wealth creation.
Business owners evaluating an exit should compare the total economics of each option, including valuation, taxes, financing, continued involvement, and control over the transition—not simply the headline sale price.

Useful LinksLike what you’ve heard…Learn more about HFM HERE:https://hfmadvisors.com/working-with-hfmSchedule time to speak with us HERE:https://calendly.com/builtwealth-hfmadvisors/60minEditing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
34 min
August 27Owning the Outcome: Leadership, Risk, and Building Businesses That Run Without You
Welcome back to The Entrepreneur’s Journey. In this episode, Michael Pallozzi is joined by entrepreneur Tom Howard to discuss his path from sweeping floors in the trades at age 15 to owning a portfolio of companies across multiple industries. Tom shares how he approached the risk of buying his first struggling business, learned to empower leaders instead of controlling every decision, and built companies that can operate without him. They also discuss acquisition strategies, knowing when “enough is enough,” teaching the next generation about business and wealth, and using entrepreneurship as a vehicle to strengthen local communities.
Tune into this episode to also learn:
Why Tom believes aspiring entrepreneurs should quantify the actual risk of going into business for themselves.
How giving leaders clear goals, incentives, and decision-making authority can create companies that operate independently of the owner.
Why the purpose behind an acquisition should be determined before the investment is made.
How Tom approaches teaching his children about work, investing, entrepreneurship, and building their own wealth.

What we discussed
[00:00:00] Introduction
[00:01:30] Tom’s journey from sweeping floors as a teenager to owning approximately 12 companies and building businesses across multiple states.
[00:03:19] How Tom’s upbringing, education, early mentors, and experience in the trades shaped his interest in entrepreneurship.
[00:06:51] Quantifying the real risks of entrepreneurship and why fear of failure is often tied more closely to pride than financial consequences.
[00:11:09] Tom’s leadership philosophy of establishing guardrails and goals, incentivizing leaders, and then getting out of their way.
[00:12:54] The distinction between owning a company and running one, and how Tom structures his portfolio around professional operators.
[00:16:19] Why different acquisitions require different goals, from dependable cash-generating businesses to companies designed for rapid growth and eventual sale.
[00:19:00] Why Tom does not view entrepreneurship as something he needs to retire from and compares business to an activity he genuinely enjoys.
[00:23:30] Tom’s views on generational wealth and why he prioritizes giving his children education, work ethic, and business skills over a large inheritance.
[00:26:42] How Tom teaches his children to evaluate business opportunities through forecasting, return analysis, and presenting an investment case.
[00:30:29] How Lee’s simplified its company values around serving customers, coworkers, and the community—and how community-focused marketing projects can create impact while strengthening a business.

3 Things To Remember
Building a company that can operate without its owner requires leaders who are trusted to make decisions and take responsibility for outcomes.
Every business investment should have a clearly defined purpose before the deal is made, because a long-term cash-generating asset requires a different strategy than a company being built for an eventual sale.
Wealth can create opportunities for the next generation, but teaching children how to think, work, evaluate opportunities, and create value may be more important than simply transferring money to them.

Useful Links
Like what you’ve heard…
Learn more about HFM HERE:
https://hfmadvisors.com/working-with-hfm
Schedule time to speak with us HERE:
https://calendly.com/builtwealth-hfmadvisors/60min
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
42 min
August 13Before You Sell: How to Prepare Your Business for the Right Buyer
Welcome back to The Entrepreneur's Journey. In this episode, Jason Gabrieli is joined by John Buxton, founder of Options2Exit and former owner of Legacy Roofing. John shares how he grew Legacy Roofing into one of the country's largest roofing companies before selling the business and eventually using that experience to help other trade and home services owners prepare for their own exits. They discuss choosing the right buyer, building a strong advisory team, creating competition among potential buyers, preparing years before a sale, and the operational qualities that can make a business more attractive to acquirers.
In This Episode, You’ll Learn:Why the highest offer may not always come from the best buyer for your business.How the right legal, tax, wealth, and sell-side advisors can affect an exit.Why preparing for a sale well before receiving an offer can create more options and value.What buyers look for in trade and home services businesses, including strong processes, management independence, and a clear focus.What we discussed:[00:00:00] Introduction.[00:01:44] How John grew Legacy Roofing from a startup in 2012 to a top-100 roofing company with four locations and roughly 130 employees.[00:03:11] Why John originally viewed his business primarily as a cash-flow generator rather than an asset he would eventually sell.[00:04:21] How acquisition inquiries helped John recognize the enterprise value he had created.[00:07:40] What surprised John about private equity buyers and why understanding a buyer's vision matters.[00:10:00] Why sellers should vet potential buyers just as carefully as buyers vet their businesses.[00:11:34] Why the best partner is not necessarily the one offering the highest headline price.[00:13:20] The importance of preparing a company for sale and exploring multiple potential buyers before making a decision.[00:14:45] What John would do differently if he were selling Legacy Roofing again and what he believes he did right.[00:16:23] Why an owner's existing attorneys, wealth advisors, and other professionals may not have the specialized experience required for an M&A transaction.[00:18:56] How John's post-sale experience ultimately led him to create Options to Exit.[00:22:25] The specialized M&A language and deal terms that can leave first-time sellers at a disadvantage.[00:25:07] Why Options to Exit aims to increase enterprise value by preparing financials, identifying buyers, and creating a competitive process.[00:26:55] How the Under Advisement program helps owners who may still be several years away from selling.[00:32:38] How business-sale preparation can work alongside an owner's personal financial and wealth planning.[00:35:25] How quickly the M&A market can change as buyers enter, pause acquisitions, adjust strategies, and react to industry conditions.[00:38:44] Two qualities that can make a company more attractive to buyers: operating without constant owner involvement and remaining focused on what the company does best.[00:41:54] Why owners considering an exit should evaluate their inner circle of advisors well before beginning a transaction.3 Things To Remember
Preparing for an exit before you are ready to sell can give you more time to strengthen the business, understand its value, and compare potential buyers.
The best transaction is about more than the largest headline number; the buyer's strategy, terms, culture, and plans for the company can be equally important.
A business with strong processes, capable leadership, limited dependence on its owner, and a clear operational focus is generally easier for a buyer to understand and integrate.

Useful Links
Connect with John Buxton: LinkedIn | https://options2exit.com
Connect with Jason Gabrieli: [email protected] | LinkedIn
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
46 min
June 11Why Exit Planning Should Start Years Before You Sell Your Business
In this episode of The Entrepreneur’s Journey, Michael Pallozzi and Jason Gabrieli discuss the importance of building a transition-ready business long before an owner decides to exit. Jason shares insights from his Certified Exit Planning Advisor (CEPA) coursework and explains how business owners can maximize the value of their companies through proactive planning, operational improvements, and aligning their personal, business, and financial goals.
Michael and Jason break down the concept of the “three legs of the stool” — personal, business, and financial planning — and explain why successful exits depend on all three being aligned. They also discuss how business valuation multiples work, why systems and processes increase company value, and how many owners unintentionally leave money on the table by waiting too long to prepare.Tune into this episode to also learn:● Why exit planning should be treated as an ongoing business strategy — not a last-minute event.● How systems, leadership, and culture can dramatically increase business valuation multiples.● Why many business owners don’t truly know what their company is worth.● How proactive planning creates more flexibility, better outcomes, and less stress during a transition.What we discussed
● [00:01:17] Defining what “exit planning” means for business owners.
● [00:03:01] Jason discusses earning his Certified Exit Planning Advisor (CEPA) designation.
● [00:04:51] Why exit planning should be viewed as a long-term business strategy.
● [00:06:57] Understanding business valuation and the importance of EBITDA.
● [00:08:45] Why most business owners don’t know the true value of their company.
● [00:10:04] How systems, processes, and leadership teams increase valuation multiples.
● [00:12:42] A simple breakdown of EBITDA and how business valuation multiples work.
● [00:15:08] How improving operations can dramatically increase business value without increasing profit.
● [00:15:52] Internal succession vs. external sale options for business owners.
● [00:17:35] The number one reason many business sales fall apart.
● [00:18:53] Why balancing personal, business, and financial goals matters before exiting.
● [00:19:55] Why business owners should start these conversations early — even if they are years away from selling.
● [00:21:37] The importance of building a team of advisors and specialists around the owner.
● [00:23:48] “A transition-ready business is a valuable business.”
3 Things To Remember
Exit planning is not just about selling your business — it’s about building a stronger, more valuable company over time.
Systems, documented processes, leadership teams, and reduced owner dependency can significantly increase business valuation multiples.
The earlier business owners begin planning, the more options and flexibility they create for themselves, their employees, and their families.

Useful Links
Connect with Michael Pallozzi: [email protected] | LinkedIn
Connect with Jason Gabrieli: [email protected] | LinkedIn
Exit Planning Institute: https://exit-planning-institute.org
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
27 min
May 28Building Better Construction Teams: Dan Beatty on Leadership, Communication & Workforce Challenges
In this episode of The Entrepreneur’s Journey, Michael Pallozzi sits down with Dan Beatty, President of Constructive Leadership Solutions, to discuss his decades-long career in the heavy civil construction industry and his transition into entrepreneurship. Dan shares how his experience in large-scale infrastructure projects led him to focus on workforce development, communication, leadership training, and cultural transformation within construction companies.
Dan explains the challenges facing the construction industry today — including labor shortages, communication breakdowns, and outdated leadership approaches — and how his company helps bridge those gaps through both technical training and leadership development.
In This Episode, You’ll Learn:
Why communication failures are one of the biggest hidden costs in construction projects.
How leadership and workplace culture directly impact employee retention.
Why the construction industry must evolve to attract younger workers and underserved communities.
How Dan uses technical training as an entry point to improve company culture and collaboration.

3 Things To Remember
Communication breakdowns are one of the leading causes of costly delays and rework in construction projects.
Strong leadership and workplace culture are essential for retaining skilled employees in today’s labor market.
The future of construction depends on attracting diverse talent, improving collaboration, and modernizing industry culture.

Useful Links
Connect with Michael Pallozzi: [email protected] | LinkedIn
Dan Beatty on LinkedIn: https://www.linkedin.com/in/danbeattycls
Constructive Leadership Solutions: https://constructiveleadershipsolutions.com/
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
25 min
May 14Kevin Comerford — Building a $120M HVAC Business, Protecting Culture, and Life After the Exit
In this episode of The Entrepreneur’s Journey, Michael Pallozzi sits down with Kevin Comerford, founder of Service Champions, one of Northern California’s most successful HVAC companies. Kevin shares the incredible journey of building his company from zero in 2003 to over $120 million in revenue and more than $20 million in EBITDA before selling the business to private equity.
Kevin opens up about the highs and lows of entrepreneurship, the lessons learned from scaling a people-first organization, the importance of culture, and the emotional realities of selling a business. He also discusses mentorship, leadership, journaling, EOS, strategic planning, and how business owners can prepare themselves both financially and emotionally for a successful exit.
This episode is packed with wisdom for entrepreneurs, especially those in the trades and home services industries.
In This Episode, You’ll Learn:
How Kevin grew Service Champions from startup to $120M in revenue
Why company culture became his greatest competitive advantage
The importance of visionary and integrator roles inside a growing business
Lessons learned from private equity and selling a company
Why entrepreneurs need an experienced advisory team before a sale
The emotional side of life after exiting a business
Kevin’s journaling process and mindset habits for success
How mentorship shaped Kevin’s entrepreneurial journey

3 Things To Remember
Owners set the emotional tone for the company. Kevin shares why leaders must intentionally bring positivity and energy into the business every day.
Selling a business is emotional. Kevin shares why owners need clarity on their future purpose and identity after the exit.
A successful exit requires coordination between wealth advisors, attorneys, CPAs, investment bankers, and transaction specialists.

Useful Links
Connect with Kevin Comerford: LinkedIn / https://www.kevincomerford.net/
Service Champions Heating & Air Conditioning: https://www.servicechampions.net/
Connect with Michael Pallozzi on LinkedIn: https://www.linkedin.com/in/michaelpallozzihfm/
Wisdom Of Wrench podcast: https://www.youtube.com/@WisdomOfWrench/featured
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
59 min
May 07The Family Business Conversation Most Owners Avoid Until It’s Too Late
In this episode of The Entrepreneur’s Journey, Jason Gabrieli sits down with John Bailie of CompassPoint to discuss the unique challenges family-owned businesses face when planning for succession and leadership transition. Drawing from his background in counseling, entrepreneurship, executive coaching, and family business consulting, John shares practical insights on how families can begin difficult conversations around succession, leadership development, and generational legacy.
The discussion explores why so many business owners avoid planning for transition, how to create a healthy leadership pipeline inside a family business, and why the most successful generational businesses focus on values and purpose—not just wealth creation. John also explains how business owners can shift from day-to-day operator roles into meaningful mentorship and advisory positions as they prepare for the next chapter of life and business.In This Episode, You’ll Learn:
Why succession planning should begin long before retirement
The emotional and psychological barriers business owners face when stepping away
How family dynamics complicate leadership transitions
Why successful transitions are rarely “all in or all out”
The importance of developing future leaders intentionally
How to create a talent development culture inside a family business
Why legacy matters more than simply passing down wealth
The role of mentorship and advisory leadership after transition
How open communication reduces fear and uncertainty in family businesses
Why great succession planning focuses on values as much as operational competence

3 Things To Remember
Every business will transition eventually—the question is how much influence you’ll have over the process.
Succession conversations become easier when they are normalized early and discussed often.
Strong transitions happen when businesses focus on developing people, not just filling positions.

Useful Links
CompassPoint Consulting: https://www.compasspt.com/
Connect with Michael Pallozzi: [email protected] | LinkedIn
Connect with Jason Gabrieli: [email protected] | LinkedIn
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
38 min
April 30From $26M to $12M—and BACK: Hard Lessons from a Private Equity Rollercoaster
What does it really take to scale a trades business into a national leader—and what happens when it all starts to unravel?In this episode of The Entrepreneur’s Journey, Michael Pallozzi sits down with Kory Mitchell, former CEO of a leading environmental services company and current founder of Iconic Founders. Kory shares his full journey—from growing a family business into the #1 abatement company in the U.S., to navigating a dramatic post-sale downturn, and ultimately rebuilding the company under intense pressure.This conversation goes beyond the highlight reel. Kory opens up about painful lessons, leadership challenges, private equity realities, and what founders must understand before selling their business.If you're building, scaling, or thinking about exiting your company—this episode is packed with hard-earned wisdom you won’t want to miss.Tune into this episode to also learn:● Why chasing the wrong type of growth can quickly destroy profitability.● How a single leadership decision cut EBITDA in half in under a year.● Why sticking to your core business is critical when scaling.● How to think about selling your business—and when not to.
What we discussed
● [00:00:40] Introduction to Kory Mitchell and his journey from family business to industry leader.
● [00:02:30] Growing up in an asbestos abatement business and early exposure to entrepreneurship.
● [00:04:30] Scaling through new service lines and expanding into new markets.
● [00:06:30] Using acquisitions to rapidly grow revenue and geographic footprint.
● [00:08:00] Selling the business to private equity and transitioning leadership.
● [00:09:30] The impact of bringing in an outside CEO and shifting strategy.
● [00:10:45] How chasing large industrial projects led to massive losses.
● [00:12:20] Taking back control and leading a full company turnaround.
● [00:14:00] Lessons learned from rebuilding EBITDA from $12M back to $26M.
● [00:16:00] The emotional and operational challenges of scaling a large organization.
● [00:18:00] When it makes sense to sell—and when it doesn’t.
● [00:19:30] Building a business that creates optionality for founders.
● [00:21:00] Launching Iconic Founders and helping trades owners scale and exit.
● [00:23:00] What business owners need to know before selling to private equity.
3 Things To Remember
Growth is only valuable if it aligns with what your business actually does well—otherwise, it can quickly erode profits.
Selling your business creates opportunity, but it also introduces new risks and challenges that require careful planning.
The ultimate goal is optionality—building a business that gives you the freedom to sell, scale, or step back on your terms.

Useful Links
Connect with Michael Pallozzi: [email protected] | LinkedIn
Connect with Jason Gabrieli: [email protected] | LinkedIn
Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)
Like what you’ve heard…Subscribe to our BuiltWealth™ Newsletter HERE
40 min

About Entrepreneur's Journey

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Welcome to the Entrepreneur's Journey where Michael Pallozzi leads discussions with successful entrepreneurs to learn about their journey of starting, building, and eventually selling their business…

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