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Business is not business is business." In this episode of the Exit Ready podcast, Ryan Ray sits down with Nick (aka "Co-founders Nick"), a serial entrepreneur who has bought and sold over a dozen companies across industries ranging from healthcare to crypto mining.

Nick pulls back the curtain on the buyer's mindset, explaining exactly what he looks for when evaluating a business under $10M. He breaks down the four critical questions every buyer asks, why "sub-scale" businesses are just high-priced jobs, and how to spot a "falling knife" before it cuts you. Whether you're planning to sell in 6 months or 6 years, this episode is a masterclass in seeing your company through the eyes of an acquirer.

In this episode, we cover:

• The Buyer's Lens: Why your "reason for selling" is the first thing buyers scrutinize.

• The 4 Deal-Breakers: Owner dependency, messy financials, lack of SOPs, and the "Falling Knife" risk.

• Valuation Multiples: Why a $1M EBITDA business trades at 5x while a sub-$1M business trades at 3x.

• Clean Books: Why messy financials aren't just annoying—they are a liability risk that lowers your price.

  
  

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If you are an owner planning to sell your business, you might look at your bank account and know exactly how much money you made last year. But when a buyer comes to the table with millions of dollars at risk, they aren't going to take your word for it—and neither will the bank.

In this episode of the Exit Ready podcast, Ryan Ray interviews Patrick O'Connell, founder of O'Connell Advisory Group. Patrick is a financial due diligence expert who works with entrepreneurs, private equity groups, and the ETA (Entrepreneurship Through Acquisition) community.

They dive deep into the concept of a Quality of Earnings (QoE) report—what it is, why buyers demand it, and why sellers should get one before going to market to defend their valuation.

In this episode, we cover:

• What is a QoE? Understanding the difference between a standard audit and a Quality of Earnings report.

• EBITDA vs. SDE: How to calculate the true earnings of your business by identifying valid add-backs.

• Common Deal Killers: Why commingling personal expenses (like family vacations and non-working relatives on payroll) creates a "muddy picture" that scares off buyers.

• The Timeline: How far in advance (3 to 12 months) you need to start cleaning up your books to ensure a smooth exit.

• Defending Your Value: How to prevent buyers from using due diligence to lower the purchase price.

  
  

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Most business owners think they are on the verge of bankruptcy when they are really just one decision away from doubling their profit." In this episode of the Exit Ready podcast, Ryan Ray sits down with Curtis, a Fractional CFO who specializes in turning chaotic SMB financials into profit-generating machines.

Curtis explains why relying solely on a CPA is a mistake—accountants look backward at taxes, while CFOs look forward at strategy. We dive into real-world examples of how simple changes, like switching vendors or adjusting payment terms, can free up 180 days of cash flow overnight. If you’re tired of "grunting away" at your business and want to sleep better at night, this episode is your financial wake-up call.

In this episode, we cover:

• The Bleeding Neck Problem: How to identify if you need a CFO right now.

• The 180-Day Cash Trap: A case study on tripling cash flow by changing one vendor relationship.

• Math vs. People: Why you can't solve a math problem with a people solution.

• The Exit Multiple: How increasing profit margins from 10% to 20% can more than double your exit valuation.

  
  

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Most business owners get to age 60 and realize they've bet their entire retirement on a sale that might never happen." In this episode of the Exit Ready podcast, Ryan Ray sits down with Morgan Ranstrom, a wealth manager specializing in business owners, to discuss the critical financial planning that must happen before you decide to sell.

Morgan explains why relying on your business as your only retirement asset is a dangerous gamble. We dive into the "3-Year Rule" for exit planning, why fractional CFOs are the most underrated tool in the SMB world, and how to build "wealth independent of the business" so you can negotiate from a position of strength, not desperation.

In this episode, we cover:

• The Valuation Gap: Why owners think their business is worth $7M when the market says $2M.

• Personal Balance Sheets: Why you need liquid assets outside of your company before you exit.

• The "Golden Age" of Tools: How Fractional CFOs and specialized help can increase your multiple.

• Family Meetings: How to have the tough conversations about succession and inheritance.

Connect with Ryan -

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Join the Exit Ready Cohort: https://rgahub.short.gy/ExitReady

Selling a business is the most impactful financial transaction of your life. Would you trust a general practitioner to perform heart surgery? Then why trust a generalist attorney with your exit?"

In this episode of the Exit Ready podcast, Ryan Ray sits down with Kevin Henderson, a partner at SMB Law Group and one of the top deal lawyers in Texas by volume. Kevin explains why the legal nuances of a deal—from indemnification clauses to contract assignment—are exactly where millions of dollars are won or lost.

We dive into the reality of "Earnouts" (and why they are the most litigated part of M&A), how to structure non-competes that actually hold up in court, and the specific "Legal Audit" steps you need to take 12 months before you sell to increase your valuation multiple.

In this episode, we cover:

• The Specialist Advantage: Why general business lawyers often miss critical M&A details.

• The "Carfax" of Business: How to run legal due diligence on yourself before a buyer does.

• Earnouts vs. Cash: The legal risks of future payments and how to protect yourself.

• Non-Competes: Understanding reasonable scope and duration in the Lower Middle Market.

• Deal Killers: How simple contract errors (like non-assignable revenue) can torpedo a sale.

  
  

  Connect with Ryan -

  
  

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Most business owners think their CPA has them covered. But when it comes to exiting a business, relying solely on an accountant can cost you millions in taxes and deal value. In this episode of the Exit Ready podcast, Ryan Ray talks with M&A Tax Attorney Josh Loenthal about the critical difference between tax compliance (what CPAs do) and tax strategy (what lawyers do).

Josh breaks down the complex world of S-Corps, C-Corps, and LLCs, explaining why a simple checkbox error years ago could turn your company into a "C-Corp in hiding." We also discuss the "90-Day Rule" for exit readiness, the hidden dangers of sales tax nexus, and why smart buyers will use your tax mistakes to slash your purchase price dollar-for-dollar.

In this episode, we cover:

• CPA vs. Tax Attorney: Who does what, and why you need both.

• The "S-Corp" Danger: How to fix an "inadvertent termination" before a buyer finds it.

• Earnouts vs. Cash: How to weigh the tax implications of future payments vs. cash at closing.

• The Due Diligence Carfax: Why buyers want to poke holes in your business and how to bulletproof your deal.

  
  

  Connect with Ryan -

  
  

  https://www.youtube.com/@RyanRaySr

  
  

  https://x.com/ryanraysr

  
  

  https://www.linkedin.com/in/ryanraysr/

  
  

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Join the Exit Ready Cohort - https://rgahub.short.gy/ExitReady

Cryptocurrency is property. It is not currency." This is the golden rule every business owner needs to hear before they consider a high-stakes exit in 2026. In this episode of the Exit Ready podcast, Ryan Ray sits down with tax attorney Rita Abro to demystify the complex world of crypto taxes in M&A transactions.Rita explains the "Double Tax" trap that catches many sellers off guard: the IRS taxes you on the full acquisition price at closing, even if half that price is in volatile Bitcoin. We discuss how to structure earnouts using crypto, why you should demand a 30% premium for shifting risk to your plate, and the critical importance of having the cash on hand to pay Uncle Sam—because you can't pay your taxes in Bitcoin.In this episode, we cover:The Blueprint: Why Bitcoin and Ethereum are "blue chips" while everything else is a "lottery ticket."Double Taxation: How a $2M deal can create a massive tax bill even if your crypto plummets the next day.Risk vs. Reward: Why younger sellers are more bullish on crypto exits than retiring boomers.The New Form 1099-DA: Why your crypto exchange is about to start "snitching" to the IRS in 2026.Connect with Ryan -

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Only 30% of business owners have an exit plan—roughly the same percentage of Americans who floss daily. In this episode of the Exit Ready podcast, Ryan Ray sits down with Will Fry, Founder of American Operator, to discuss why most owners are woefully unprepared for a sale.

Will is on a mission to preserve American small businesses by partnering with local operators (often veterans) rather than selling out to traditional Private Equity.

They discuss the hard truths of valuation (why revenue does not equal value), the "J-Curve" of acquisition performance, and why bringing a corporate MBA mindset to a blue-collar business is a recipe for disaster.

In this episode, we cover:

- The Strike Zone: Why American Operator targets businesses in rural America worth $2M-$5M.

- The Unicorn Trap: Why holding out for a "whale" buyer often destroys your retirement timeline.

- The J-Curve: Why earnings almost always dip in the first 12 months after a sale.

- Redneck to Redneck: Why using terms like "EBITDA" makes you look like a jerk, not a genius.

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Join the Exit Ready Cohort - https://rgahub.short.gy/ExitReady

Selling a business is personal, handmade money—it’s emotional and it’s real." In this episode of the Exit Ready podcast, Ryan Ray sits down with Jackie Hirsch, a 27-year veteran of the M&A space who has sold hundreds of companies. Jackie pulls back the curtain on what it actually takes to get a deal to the finish line.

We discuss why a "Sell-Side Quality of Earnings (QofE)" is the best investment you can make, how to talk "Redneck to Redneck" with buyers, and the specific "low-hanging fruit" you need to clean up today to avoid leaving millions on the table.

We cover:

- The "Proctology Exam": Why a QofE is unpleasant but necessary for a premium exit.

- The 12-Month Reality: Why you need to start planning at least a year before you want to be out.

- Incentivizing the Team: How to handle the "contrarian" move of telling employees about an exit.

- Digital Assets: Why Wi-Fi passwords and transition manuals are the difference between a smooth close and a nightmare.

Connect with Ryan -

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https://www.rgahub.com/exitready