Sign up to save your podcasts
Or
Share Ep. 103: Designing a Sale: Value, Timing, and Terms with Brian Goodhart
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
Ep. 103: Designing a Sale: Value, Timing, and Terms with Brian Goodhart
Ever wonder why some founders exit with clarity and calm while others get trapped by their own success? We sit down with M&A advisor Brian Goodhart of Capstone Strategic to unpack the real mechanics of selling a mid-market business—what buyers actually value, how timing and structure shape outcomes, and why “someday” is a dangerously vague plan. If your company is your largest asset, this conversation helps you protect it.
We go deep on the difference between owning a job and owning a transferable business, the quiet power of clean financials, and building a leadership bench that can run without you. Brian lays out a simple three-phase process—planning and preparation, outreach and engagement, and deal advisory to close—that keeps confidentiality tight, aligns buyer conversations with your priorities, and reduces surprises in diligence. We also break down the “selling equation,” a mix of price, terms, post-close involvement, timing, operational changes, and the personal X-factors that matter to you. Define these early and you invite offers that fit, not just numbers that flatter.
Founder fatigue is real, and naming it can save value. We talk openly about burnout, why starting early creates options, and how knowing your “enough” number guides smarter deal structures—from taking some chips off the table to rolling equity for upside. The twist? Preparing to sell often makes the business stronger and more enjoyable, so you may choose not to transact at all. That’s the point: optionality. If you want a sale on your terms, or simply a company that runs better now, this is your roadmap.
If this resonates, follow and share the show, and leave a review with the one question you still have about selling your business. Your question might shape a future episode.
-----
About Our Guest:
Brian Goodhart
Capstone Strategic, Director, M&A Advisory Services
8521 Leesburg Pike, Suite 230, Vienna VA 22182
[email protected]
717-372-2403
www.capstonestrategic.com
As Director of Capstone’s M&A Advisory Services, Brian is a proven Growth Engineer experienced in conducting middle-market transactions on both the buy and sell sides. He works side-by-side with clients throughout the deal making process.
LinkedIn | Email | Website
Hear Past episodes of the Way2Wealth Podcast!
https://theway2wealth.com
Learn more about our Host, Scott Ford, Managing Director, Partner & Wealth Advisor
https://www.carsonwealth.com/team-members/scott-ford/
Investment advisory services offered through CWM LLC, an SEC-registered investment advisor. Carson Partners, a division of CWM LLC, is a nationwide partnership of advisors. The opinions voiced in the Way to Wealth with Scott Ford are for general information only and are not intended to provide specific advice or recommendations for an individual. Past performance is no guarantee of future results. All indices are unmanaged and may not be invested into directly. Investing involves risk, including possible loss of principal. No strategy assures success or protects against loss. To determine what may be appropriate for you, consult with your attorney, accountant, financial or tax advisor prior to investing. Guests on Way to Wealth are not affiliated with CWM, LLC. Legado Family is not affiliated with CWM LLC. Carson Wealth 19833 Leitersburg Pike, Suite 1, Hagerstown, Maryland, 21742.
View all episodes
By Scott FordEver wonder why some founders exit with clarity and calm while others get trapped by their own success? We sit down with M&A advisor Brian Goodhart of Capstone Strategic to unpack the real mechanics of selling a mid-market business—what buyers actually value, how timing and structure shape outcomes, and why “someday” is a dangerously vague plan. If your company is your largest asset, this conversation helps you protect it.
We go deep on the difference between owning a job and owning a transferable business, the quiet power of clean financials, and building a leadership bench that can run without you. Brian lays out a simple three-phase process—planning and preparation, outreach and engagement, and deal advisory to close—that keeps confidentiality tight, aligns buyer conversations with your priorities, and reduces surprises in diligence. We also break down the “selling equation,” a mix of price, terms, post-close involvement, timing, operational changes, and the personal X-factors that matter to you. Define these early and you invite offers that fit, not just numbers that flatter.
Founder fatigue is real, and naming it can save value. We talk openly about burnout, why starting early creates options, and how knowing your “enough” number guides smarter deal structures—from taking some chips off the table to rolling equity for upside. The twist? Preparing to sell often makes the business stronger and more enjoyable, so you may choose not to transact at all. That’s the point: optionality. If you want a sale on your terms, or simply a company that runs better now, this is your roadmap.
If this resonates, follow and share the show, and leave a review with the one question you still have about selling your business. Your question might shape a future episode.
-----
About Our Guest:
Brian Goodhart
Capstone Strategic, Director, M&A Advisory Services
8521 Leesburg Pike, Suite 230, Vienna VA 22182
[email protected]
717-372-2403
www.capstonestrategic.com
As Director of Capstone’s M&A Advisory Services, Brian is a proven Growth Engineer experienced in conducting middle-market transactions on both the buy and sell sides. He works side-by-side with clients throughout the deal making process.
LinkedIn | Email | Website
Hear Past episodes of the Way2Wealth Podcast!
https://theway2wealth.com
Learn more about our Host, Scott Ford, Managing Director, Partner & Wealth Advisor
https://www.carsonwealth.com/team-members/scott-ford/
Investment advisory services offered through CWM LLC, an SEC-registered investment advisor. Carson Partners, a division of CWM LLC, is a nationwide partnership of advisors. The opinions voiced in the Way to Wealth with Scott Ford are for general information only and are not intended to provide specific advice or recommendations for an individual. Past performance is no guarantee of future results. All indices are unmanaged and may not be invested into directly. Investing involves risk, including possible loss of principal. No strategy assures success or protects against loss. To determine what may be appropriate for you, consult with your attorney, accountant, financial or tax advisor prior to investing. Guests on Way to Wealth are not affiliated with CWM, LLC. Legado Family is not affiliated with CWM LLC. Carson Wealth 19833 Leitersburg Pike, Suite 1, Hagerstown, Maryland, 21742.