Bruce Vanderlaan, seasoned investment banker and home care M&A expert, reveals how control-freak tendencies can sabotage agency growth, and why letting go is the key to unlocking real value.

In this candid conversation with host David Knack, Bruce shares hard-won lessons from decades of guiding home care owners through exits, including:

• The financial metrics buyers actually care about (and why "too profitable" can be a red flag).
• How over-control devalues your agency—and how to fix it.
• The surprising role of culture in maximizing your sale price.
• Bruce also dives into common mistakes owners make when preparing to sell, the underrated power of industry conferences, and why "hiring people to leave" might be the best culture strategy you've never tried.

In This Episode, You'll Discover:

• The "sweet spot" for profitability—why 15% EBITDA is ideal (and why 25% scares buyers).
• Control vs. value—how micromanaging tanks your agency's sale price.
• The 4-6 month exit roadmap—what to organize now to avoid last-minute chaos.
• Culture as a financial asset—why buyers pay more for teams that thrive without the owner.
• Little mistakes with big consequences—like skipping conferences or neglecting sales pipelines.

Lesson Takeaways:

• Your agency's value hinges on independence. If it can't run without you, buyers will pay less.
• Mindfulness over micromanagement. Train yourself to delegate like you'd train for a marathon.
• "Too profitable" is a warning sign. Sustainable systems beat heroics every time.
• Conferences are cheat codes. Relationships and knowledge there accelerate growth.
• Start exit prep early. Bank statements, compliance docs, and org charts matter now.

Timestamps: 00:00 – Welcome to Home Care Hindsight 01:15 – Bruce's unconventional intro: "Lawyer, teacher, teamster, farmhand" 02:45 – Why buyers care about how you grew (not just revenue) 05:04 – The golden financial benchmarks: 50% gross margin, 15% EBITDA 07:30 – Bruce's biggest mistake: "I was a control freak—here's how it backfired" 10:40 – How to delegate like a pro (even if it feels impossible) 14:15 – "The business thrived when I got out of the way" – real-client story 17:00 – Underrated #1: Culture that encourages employees to leave (but they stay) 19:25 – Underrated #2: Sales pipelines (why "sales cures all ills") 22:10 – Little mistake #1: Skipping conferences (and how to fix it) 24:50 – Little mistake #2: Disorganized exits (the 4-6 month reality check) 28:30 – Blind spots in exit prep: Financials, compliance, and "recreated" legal docs 33:45 – Bruce's proudest win: Guiding agencies through crises to successful exits 35:15 – Final thoughts: Plugging the mission of home care

Quotes:

1. "If it's all you, the value is much lower. Buyers pay for replicable systems." — Bruce Vanderlaan
2. "Sales cures all ills—but you have to staff the growth." — Bruce Vanderlaan
3. "The best culture I've seen? Hire people expecting them to leave… then they stay." — Bruce Vanderlaan
4. "Agency owners: You're not just building a business. You're building an asset." — Bruce Vanderlaan

Resources:

1. Bruce Vanderlaan on LinkedIn: https://www.linkedin.com/in/bruce-vanderlaan-35974861/
2. Mertz Taggart: https://www.mertztaggart.com/
3. Connect with David Knack on LinkedIn: https://www.linkedin.com/in/david-knack/
4. Connect with Zingage on LinkedIn: https://www.linkedin.com/company/zingage/
5. Powered by Zingage: https://zingage.com/
6. Watch Episode on Zingage's YouTube: https://www.youtube.com/@Zingage