Could your business operate for three weeks without anyone calling you?

If the honest answer is no, you may have created a demanding job for yourself rather than a transferable business buyers will want.

In this episode of Grow Your Business & Grow Your Wealth, Gary Heldt speaks with Daniel Scherotter, business broker, M&A advisor, entrepreneur, and Partner at Filament Business Advisors.

Daniel explains why preparing a company for sale must begin long before an owner contacts a broker. Buyers want more than revenue. They want reliable financial records, predictable profitability, documented systems, a capable management team, transferable customer relationships, and a company that does not depend entirely on its founder.

Gary and Daniel discuss how minimizing reported profits to reduce taxes can damage a company’s valuation, why owner dependence shrinks the pool of potential buyers, and how unrealistic expectations can prevent an otherwise successful business from ever selling.

Daniel also shares how strategic buyers evaluate companies differently, why owners must separate personal attachment from market value, and how building the right team can allow an owner to exit without years of difficult transition.

What You Will Learn

➔ Why waiting until you are ready to sell is one of the biggest exit-planning mistakes

➔ How owner dependence reduces buyer interest and business value

➔ Why weak accounting and unclear financial statements create red flags

➔ How management teams and documented systems make a company more transferable

➔ Why the market determines what a business is worth, regardless of the owner’s emotional investment

➔ How strategic buyers can see greater value than individual owner-operators

➔ Why every entrepreneur should build the company as an asset, not simply as a job

About Daniel Scherotter

Daniel Scherotter is a business broker, M&A advisor, entrepreneur, and Partner at Filament Business Advisors. Having owned and sold businesses himself, Daniel understands the sale process from both the owner’s and the advisor’s perspective.

He helps business owners increase profitability, strengthen company value, improve organizational structure, and prepare for a successful sale before going to market. His work focuses on identifying the factors that attract serious buyers and helping owners avoid the operational, financial, and emotional mistakes that can weaken a transaction.

Connect With Daniel Scherotter

Filament Business Advisors:

https://filamentbusinessadvisors.com/

Daniel’s Profile:

https://filamentbusinessadvisors.com/team/dan-scherotter/

Email:

[email protected]

Phone:

804-728-1553

Connect With Gary Heldt

Visit:

https://www.sbadvisors.cc/

Connect with Gary on LinkedIn:

https://www.linkedin.com/in/gary-d-heldt-jr/

Schedule a follow-up conversation with Gary:

https://calendly.com/gheldt21054/podcast-follow-up-conversation

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Follow Grow Your Business & Grow Your Wealth for practical conversations that help business owners grow smarter, build stronger companies, and create lasting wealth.

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Most business owners assume stalled growth means they need more leads, more clients, or a new marketing tactic. Dr. Jon Randall argues that this is often exactly the wrong diagnosis. When an owner is buried in delivery, carrying too many non-ideal clients, and measuring the wrong numbers, adding more business can deepen the bottleneck instead of solving it.

Jon joins host Gary Heldt to explain why capacity is one of the most common constraints in growing advisory firms and why the same problem appears across professional-service businesses. Drawing on more than 25 years in the financial-services industry, his experience as a top-producing advisor, and his work with some of the country's fastest-growing RIAs, Jon shows how benchmarking can expose the gap between a busy practice and a healthy, scalable business.

The conversation explores why owners cling to unprofitable clients, how revenue per client and revenue per team member reveal hidden problems, and why delivering exceptional service to a smaller group of ideal clients can generate stronger referrals than chasing the latest marketing tactic. Jon also explains how narrowing a target market makes delivery easier, positioning clearer, and growth more repeatable.

Gary and Jon also dig into the difference between owning a business and owning a demanding job. They discuss what founders must remove from their plates, why delegation should begin with administrative work and delivery, and how profit margin affects both current income and the future value of the company. The goal is not simply a bigger business. It is a business that can grow without consuming the owner.

1. Capacity comes before acquisition. If the owner and team are already overloaded, more clients will magnify the existing weakness.
2. Not every client is helping the business. A large client roster can hide a bottom half that produces very little revenue while consuming valuable service capacity.
3. A few numbers expose the real constraint. Revenue per client, revenue per team member, annual growth rate, and team retention show where attention belongs.
4. Specificity creates stronger referrals. A clear, narrow ideal-client profile helps clients understand exactly whom to introduce and makes service delivery easier to scale.
5. Profitable growth creates freedom and value. Wider profit margins can fund the next hire, reduce the owner's workload, and make the enterprise more attractive to a future buyer.

Dr. Jon Randall is the Founder and Chief Coach of eXtraordinary Financial Advisors, where he helps overwhelmed financial advisors remove capacity constraints, improve client mix, and scale from $1 million to $10 million and beyond. A former top-producing advisor with more than 25 years of industry experience and a doctorate focused on performance psychology, Jon has worked with Barron's Top 100 advisors and some of the fastest-growing RIAs in the country. His work helps advisors eliminate bottlenecks, build scalable teams, increase profitability, and make the shift from technician to CEO.

Ready to identify the constraint holding your advisory firm back? Visit www.xfa.coach to access free resources, explore upcoming workshops, and learn how Jon and his team help financial advisors scale more profitably.

Learn more about Gary Heldt on his website Home | Small Business Advisors

What happens when the success you worked so hard to achieve no longer feels like success?

Becca Pearce had built an impressive executive career in healthcare and public service when two major events changed her direction. First, she experienced a highly public professional setback. Then, just 14 months later, she was diagnosed with a benign brain tumor that required major surgery and an extensive recovery.

After returning to work, Becca faced a deceptively simple decision: attend an important executive meeting or put her daughter on the school bus. That moment forced her to confront what she truly valued and whether the life she had built still reflected those priorities.

Today, Becca is the President of Extend Coaching & Consulting, an executive coach, growth strategist, and author of You Don’t Have to Achieve to Be Loved. She helps business owners and leaders step out of the weeds, make confident decisions, navigate change, and build businesses that support meaningful lives.

Gary and Becca discuss why vulnerability creates trust, how founders become bottlenecks in their own companies, when to outsource or delegate, why overwhelm must be examined rather than accepted, and how coaching gives business owners an unbiased place to think strategically.

• Why professional achievement does not automatically create personal fulfillment
• How vulnerability can make leaders more trustworthy and relatable
• Why business owners must promote themselves into the CEO role
• How to decide which responsibilities should be delegated or outsourced
• Why overwhelm is usually several different emotions competing for attention
• How coaching can reduce indecision and save business owners time
• Why work-life integration is more realistic than perfect balance
• How to align today’s priorities with the legacy you want to leave

Becca Pearce is the President of Extend Coaching & Consulting, an executive coach, growth strategist, inspirational speaker, and author of You Don’t Have to Achieve to Be Loved.

A former CEO and healthcare executive, Becca was appointed to lead Maryland’s Health Benefit Exchange during the O’Malley administration. Following a highly public professional setback and a life-changing brain tumor diagnosis, she began reconsidering everything she believed about success, leadership, and happiness.

Today, Becca helps business owners, executives, and professionals navigate change, strengthen their leadership, make confident decisions, and create businesses and lives that reflect what truly matters to them.

Learn more about Becca’s personal executive coaching, speaking, and book:

• MoreBeccaPearce.com
• You Don’t Have to Achieve to Be Loved
• Extend Coaching & Consulting
• Connect with Becca on LinkedIn
• Email: [email protected]

Listen to Grow Your Business & Grow Your Wealth:

Connect with Gary on LinkedIn: Gary D. Heldt, Jr., CPA | LinkedIn

Apple Podcasts

A property may look like the perfect investment, but unexpected repairs, poor tenants, weak planning, or the wrong financing can quickly turn an opportunity into an expensive lesson.

In this episode of Grow Your Business & Grow Your Wealth, guest host Sandra Bempah of Sandy Financial Solutions speaks with Jeremy Rodriguez, Broker and Owner of D.A.R.E. Realty. Jeremy explains why investors must stop looking at property as an emotional purchase and start managing it as a business.

They discuss deal evaluation, financing options, cash-flow planning, collaboration, mentorship, legacy planning, and why a good real estate professional should sometimes tell an investor no.

In This Episode

• Why every investment property should be treated like a business
• How emotion can interfere with sound real estate decisions
• Why there is no such thing as the perfect real estate deal
• The importance of budgeting for unexpected repairs and expenses
• How education, collaboration, and mentorship can help investors avoid costly mistakes

About Jeremy Rodriguez

Jeremy Rodriguez is the Broker and Owner of D.A.R.E. Realty, which stands for Dream Achievers Real Estate. Based in Northeast Ohio, Jeremy works with real estate investors, buyers, and sellers, with a particular focus on investment properties, mentorship, and long-term wealth building.

Jeremy is also President of the Lake Erie Landlord Association, also known as the Lake Erie Real Estate Investors Association, where investors at every experience level come together for education, collaboration, and professional development.

Connect With Jeremy Rodriguez

Website: https://darerealtyneo.com/

Email: [email protected]

Phone: 216-287-1766

Lake Erie Real Estate Investors Association: https://www.lelaohio.com/

Connect With Guest Host Sandra Bempah

Sandy Financial Solutions

Email: [email protected]

Listen to Grow Your Business & Grow Your Wealth

https://podcasts.apple.com/us/podcast/grow-your-business-and-grow-your-wealth/id1521874291

If you found value in this episode, follow the podcast, leave a review, and share it with someone who wants to make smarter real estate and financial decisions.

Disclaimer: This episode is for educational purposes only and does not constitute real estate, legal, tax, lending, or investment advice. Consult qualified professionals before acting on any strategy discussed.

What happens when the bank suddenly eliminates your line of credit and you still have profitable real estate deals waiting to close?

Jay Conner, known as The Private Money Authority, joins Gary Heldt to explain how losing his bank funding during the 2009 financial crisis led him to discover private money. Within 90 days, Jay raised more than $2.1 million without relying on banks, mortgage companies, or hard money lenders.

Jay shares how real estate investors can educate potential private lenders, structure secured lending opportunities, and fund both property purchases and renovations. He also explains why investors should never lead with a desperate pitch for money and how private funding can provide greater confidence when making offers.

Listeners will learn:

• How private money differs from banks and hard money lenders
• Why investors should offer an opportunity instead of pitching a deal
• How promissory notes and real estate collateral protect private lenders
• Why Jay limits borrowing to 75% of the property’s after-repaired value
• How self-directed retirement accounts may be used to fund real estate deals

Jay Conner is known as The Private Money Authority. Since 2003, he has flipped and rehabbed more than 500 homes in Eastern North Carolina, completed over $118 million in real estate transactions, and helped more than 2,000 investors learn how to fund deals using private money.

After losing his bank line of credit in 2009, Jay raised more than $2.1 million in private money in just 90 days. He has since developed a repeatable funding system that allows him to operate a seven-figure real estate business while working fewer than 10 hours a week.

Ready to learn more about funding real estate deals without depending on traditional lenders? Jay is offering three resources to Gary’s listeners:

1. Download Jay’s Curiosity Opener Script
2. Learn how to begin conversations with potential private lenders:
3. https://jayconner.com/scripts
4. Request Jay’s Book, Where to Get the Money Now
5. Receive the book at no cost, with shipping and handling required:
6. https://jayconner.com/book
7. Attend the Private Money Conference
8. Learn how to raise private money, locate real estate deals, and tour active rehabilitation projects. Gary’s listeners can attend with a $97 seat-registration fee:
9. https://jayconner.com/event

Website: https://jayconner.com

Phone: 252-808-2927

Is your accountant preparing your taxes or actively helping you reduce them?

In this episode of Grow Your Business & Grow Your Wealth, Gary Heldt speaks with Boris Musheyev, CPA, Certified Tax Strategist, and founder of BORISMTAX, about why profitable business owners often pay more in taxes than necessary.

Boris explains the critical difference between tax preparation and proactive tax planning, when a growing business should begin working with a tax advisor, and why the advisor who helped when you launched may not have the experience required for your current income level.

They also discuss how business owners can evaluate a tax advisor, why professional designations alone do not guarantee strategic expertise, and how year-round planning can uncover legal tax-saving opportunities before it is too late to use them.

✓ Why tax preparation and tax planning are two entirely different services.

✓ When reaching approximately $100,000 in net profit should trigger a tax-strategy conversation.

✓ How business owners can outgrow the accountant who served them during their early years.

✓ What to examine before trusting a tax advisor with advanced strategies.

✓ Why midyear planning and year-end projections are essential for reducing taxes legally.

Boris Musheyev is a CPA, Certified Tax Strategist, and founder of BORISMTAX, a tax planning and advisory firm serving entrepreneurs and business owners across the United States. His firm specializes in helping profitable businesses use proactive, legal tax strategies to reduce their tax liability and retain more of what they earn. Boris is also the host of the Tax Reduction Podcast, and BORISMTAX has been recognized on the Inc. 5000 list for two consecutive years.

Website: https://borismtax.com

Free Tax Strategy Training: https://save100k.com

Email: [email protected]

Phone: 212-430-6881

Podcast: Tax Reduction Podcast

LinkedIn: Boris Musheyev, CPA

Real estate investors often focus on purchase price, rental income, and appreciation while overlooking the expenses that quietly reduce their returns.

Guest host Ken May talks with Sam Yang, owner of Overline IQ, about cost segregation, insurance expenses, ownership structures, excessive leverage, and the importance of planning before purchasing a property. Sam explains how investors can identify financial inefficiencies, protect their cash flow, and make decisions based on real numbers rather than emotion.

5 Key Takeaways

• Taxes and insurance are two of the most overlooked expenses affecting real estate returns.
• Cost segregation may allow qualifying property components to be depreciated more quickly.
• Renovations and partial asset disposition can create tax opportunities investors frequently miss.
• Proper ownership structures may help separate liability between properties and protect other assets.
• Successful investors forecast cash flow, prepare for unexpected expenses, and avoid becoming overleveraged.

Connect With Sam Yang

Website: https://overlineiq.com

Email: [email protected]

Phone: 401-339-7930

Connect with Ken May on LinkedIn: https://www.linkedin.com/in/kenmaymoney/

This episode is for educational purposes and does not constitute individualized tax, legal, insurance, or investment advice.

Most investors focus on chasing returns.

Chris Belchamber believes they're asking the wrong question.

With more than 40 years in global finance, including leadership at JPMorgan Chase and as founder of CB Investment Management, Chris explains why protecting your money is the first step toward growing it. He shares why compounding matters more than short-term gains, how emotional investing destroys long-term wealth, and why business owners should treat investing differently from running their companies.

If you've ever wondered whether you're taking unnecessary investment risk or simply reacting to headlines, this conversation offers a practical framework for making smarter financial decisions.

• Why protecting wealth should always come before growing it

• The hidden math behind compounding that many investors overlook

• How large investment losses can permanently damage long-term returns

• Why successful investing requires a system instead of emotions

• How business owners can separate operating cash from investment capital

• The importance of minimizing drawdowns during volatile markets

• Why informed investors make better financial decisions

Chris Belchamber is an investment strategist, wealth manager, author, and founder of CB Investment Management. A mathematics graduate from the University of Oxford, he spent more than four decades in global finance, including serving as Managing Director of Proprietary Trading at JPMorgan Chase. He is the author of Invest Like The Best and helps investors build wealth through disciplined, risk-conscious investment strategies.

Website: https://chris-belchamber.com/

CB Investment Management: https://www.cbinvestmentmanagement.com

LinkedIn: https://www.linkedin.com/in/chrisbelchamber

Here is the link to Amazon:

https://geni.us/InvestLiketheBest

https://calendly.com/chriscbim/meeting

301-335-8587

Connect with Gary Heldt

🌐 https://garyheldt.com

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If you asked most business owners what makes their company valuable, they'd probably answer revenue or profit.

But according to business exit strategist Joseph LoPresti, that's only part of the story.

In this episode of Grow Your Business and Grow Your Wealth, Gary Heldt sits down with Joseph to discuss the hidden factors that determine whether a business attracts premium buyers or struggles to sell at all.

Joseph explains why transferable value is the true driver of enterprise value, why exit planning should begin years before a sale, and how owners can build a business that creates both financial freedom and a lasting legacy.

Whether you expect to sell in three years or thirty, this episode offers practical strategies every entrepreneur should begin implementing today.

• Why transferable value matters more than revenue alone
• The biggest mistake business owners make when preparing to sell
• Why the ideal exit planning window is three to five years
• The surprising reason many owners regret selling their business
• How to discover your personal Freedom Point
• Why business value and personal wealth planning should work together
• The importance of preparing for the unexpected "5 Ds"
• Why only a small percentage of businesses sell for their expected value
• How coordinated advisors help owners achieve better outcomes
• Practical ways to increase your company's long-term value
• 
  

About Joseph LoPresti

Joseph LoPresti is the Founder and CEO of Clearpoint Family Office and founder of The LoPresti Advisory Group. He helps entrepreneurs build transferable business value, reduce taxes, coordinate financial and exit planning, and create successful business transitions that preserve both wealth and legacy.

Connect with Joseph

Website:

https://clearpointfamilyoffice.com

LinkedIn:

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

Connect with Gary Heldt

🎙 Grow Your Business and Grow Your Wealth

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Most business owners spend too much time looking for ways to avoid taxes and not enough time building lasting wealth.

In this episode of Grow Your Business and Grow Your Wealth, Gary Heldt sits down with veteran CPA Sam Miles, founder of Guardian CPA Group, to discuss the difference between smart tax planning and risky tax schemes. With nearly 30 years of experience, Sam shares why the best financial decisions are built on documentation, ethical planning, and long-term strategy instead of social media shortcuts.

They discuss why a great CPA should challenge you rather than simply tell you what you want to hear, how to prepare for an IRS audit before one ever happens, and why growing your balance sheet is more important than reducing this year's tax bill.

If you're a business owner who wants greater confidence in your finances and fewer surprises from the IRS, this episode is packed with practical advice you can use immediately.

• The biggest mistake small business owners make
• What separates a great CPA from an average one
• Why many viral tax strategies can create unnecessary risk
• The importance of documentation for every tax deduction
• How to prepare for an IRS audit before it happens
• The Augusta Rule and when it may apply
• Paying your children through your business legally
• Why buying equipment simply to save taxes can hurt your wealth
• The difference between lowering taxes and building real wealth
• Creating financial systems that support long-term growth

Connect with Sam Miles

Guardian CPA Group

🌐 Website: http://www.guardiancpa.com

📧 Email:

[email protected]

📞 Phone: (702) 303-0510

Connect with Gary Heldt

Learn more about Gary Heldt and how he helps business owners grow both their companies and their wealth by subscribing to Grow Your Business and Grow Your Wealth on your favorite podcast platform.

Visit Small Business Advisors' website: https://www.sbadvisors.cc/