When you’re running a profitable trades or contracting business, one of the things you’d like to know is if it’s saleable. The problem, however, with the majority of trades businesses is that owners are at the center of it all. And while this kind of business setup works well for you profit-wise, the truth is that it’s not going to amount to anything at all during selling time. How then do you prepare your business for sale? 

In this week’s podcast episode, I have a fantastic conversation on the topic of preparing trade or contracting businesses for sale with John Warrilow. He covers three steps in making your business available to acquire - TVR, Productise, and Systematise. We also talk about what is in the mind of a person looking to acquire a business. 

If you are looking forward to selling your business in the future, this is an episode you will definitely benefit from.  

Discussion Points: 

0:00 The Elevation Program  
6:17 John’s background
8:18 When John wrote the books he is known for  
9:50 What John is currently doing 
12:59 Owner-centered businesses are profitable but not transferable 
13:49 First step in making your business valuable to acquire  
14:09 Teachable, Valuable, Repeatable (TVR) 
15:20 Matt shares an example of the TVR process 
20:27 Acquirers want recurring revenue
21:09 Installation revenue & monitoring revenue (security campaigns) 
22:01 Value is not created in the actual doing of the work  
23:19 Paradigm shift in the thought process  
23:54 The secret to moving your headspace into recurring revenue
27:50 The Trojan horse effect 
30:00 Re-engaging with your database
32:21 How a recurring subscription maintenance plan is helpful for your business
34:28 Managing the finances of a recurring model 
38:31 Communicating to a client who isn’t having a problem 
41:08 Productize 
47:21 Systematise - creating processes, SOP’s   
51:11 What acquirers want to know in terms of processes 

About the Guest: 

John Warrillow is the founder of The Value Builder System™, a simple software for building the value of a company used by thousands of businesses worldwide. Offered by a global network of independent advisors known as Certified Value Builders, The Value Builder System™ incorporates several diagnostic tools, including the Value Builder Score. Those businesses that achieve a Value Builder Score of 90 or greater are worth double the average-performing busin

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