Scale to Sell

Most business owners don't realize their business could be worth far more, or far less, than they think. What's worse? They don't discover this until it's too late.

In this episode, Steve Burton sits down with Jason Early, founder of RISR, to reveal how business owners can stop guessing and start knowing their business value today and in the future.

Steve and Jason discuss:

• Why your business is likely 80% of your net worth—and still not tracked

• The real difference between your "current value" and "dream value"

• The hidden risks quietly dragging down your business's valuation

• Why owner dependency kills transferable value (and how to fix it)

• And more

Resources:

• Get your free personalized report at www.scaletosell.com/value

• Book your free discovery call with us today!

Connect with Our Team:

Website: Scale to Sell📧 [email protected] LinkedIn: Scale to SellFacebook: Scale to SellYouTube: Scale to SellInstagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

LinkedIn: Adam BurtonLinkedIn: Steve Burton

Connect with Jason Early:

LinkedIn: Jason EarlyWebsite: RISR

About Our Guest:

Jason Early is the founder of RISR, a platform built to help financial advisors and business owners bridge the valuation gap. With decades of experience in financial services and wealth tech, Jason has created a system to demystify the business valuation process, helping owners align their exit goals with their actual business value.

What if your company's 401(k) is quietly draining your employees' retirement savings, and putting your business at compliance risk?

In this episode, Steve Burton sits down with Michael Tarr, Director of 401(k) Maneuver and MEP & PEP Plan Services at Royal Fund Management. Together, they break down why so many company retirement plans underperform and what business owners can do about it.

Steve and Michael discuss:

• Why most 401(k) plans fail employees: lack of guidance, high fees, and poor management

• The hidden cost of target-date funds and why active management matters

• What "benchmarking" your 401(k) really means—and why the Department of Labor cares

• Secure Act 2.0 changes: how age 50 in-service transfers open new planning opportunities

• The difference between a MEP and a PEP—and why these models are the future of retirement plans

• How to get your plan benchmarked for free and avoid common audit headaches

Resources:

• Unlock your business's potential with our free Scale to Sell self-assessment

• Book your free discovery call with us today!

Connect with Our Team:

Website: Scale to SellEmail: [email protected] LinkedIn: Scale to SellFacebook: Scale to SellYouTube: Scale to SellInstagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

LinkedIn: Adam BurtonLinkedIn: Steve Burton

Connect with Michael R. Tarr, II:

Website: Royal Fund ManagementLinkedIn: Michael R. Tarr, II

About Our Guest:

Michael Tarr brings deep expertise in retirement plan design, compliance, and participant-focused investment strategies. As Director at Royal Fund Management, Michael helps businesses across the country optimize their 401(k) plans with fiduciary-focused solutions like the 401(k) Maneuver PEP.

You may feel ready to exit, but is your business truly prepared?

In this episode of Scale to Sell, hosts Adam and Steve Burton unpack powerful insights from two exit planning conferences. From valuations to AI to family handoffs, they break down what most owners miss—and how to fix it. Whether you're five years out or thinking about it now, this episode could reshape your strategy.

Steve and Adam discuss:

• The importance of building an exit-ready business that can run without you (05:00)

• Why business owners need a realistic valuation and how to use it to plan a successful exit (08:17)

• How family businesses are at risk when there's no clear succession or structure in place (12:25)

• Why handing off the business to your kids without liquidity is harming generational wealth (15:52)

• How AI and smart acquisitions can fuel growth and improve both sales and buyer appeal (18:17)

• And more!

Resources:

• Unlock your business's potential with our free Scale to Sell self-assessment

• Book your free discovery call with us today!

• FREE Valuation Report - What's Your Business Worth?

Connect with Our Team:

• Website: Scale to Sell

• [email protected]

• LinkedIn: Scale to Sell

• Facebook: Scale to Sell

• YouTube: Scale to Sell

• Instagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

• LinkedIn: Adam Burton

• LinkedIn: Steve Burton

What makes recurring revenue the darling of the business world today?

In episode 40 of the Scale to Sell podcast, Adam and Steve Burton explore the power of incorporating a recurring revenue model into your business. This episode highlights why recurring revenue businesses, like HVAC and lawn services, are highly valued by private equity firms and competitors alike.

Discover how building predictable and stable revenue can ensure long-term business success. These conversations tackle the common hesitations business owners may have and illustrate why you might be more suited for a subscription model than you think. Tune in to uncover:

• (00:05:10) The strength of predictable and stable revenue models

• (00:08:45) How recurring revenue increases customer lifetime value

• (00:12:20) Strategies to improve customer retention and brand authority

• (00:18:05) Popular industries and surprising sectors embracing subscription models

Resources:

• Unlock your business's potential with our free Scale to Sell self-assessment

• Book your free discovery call with us today!

• Mission One Million by Merle Gilley and Steve Burton

• Predictable Profits by Stu McLaren

• Growth Through Acquisition with Jeff Snell (Ep. 35)

• How to Make More Money While Working Less in Your Business (Ep. 39)

Connect with Our Team:

• Website: Scale to Sell

• [email protected]

• LinkedIn: Scale to Sell

• Facebook: Scale to Sell

• YouTube: Scale to Sell

• Instagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

• LinkedIn: Adam Burton

• LinkedIn: Steve Burton

Ever wondered how to make more money while spending less time in the business?

In this episode, father-son duo Adam and Steve Burton take on the challenge many business owners face: balancing work and life while increasing profitability. Listen in as they uncover the secret to working smarter, not harder.

Adam and Steve walk us through:

• (04:20) The common pitfalls business owners face and how to escape the daily grind

• (14:45) The necessity of focusing on high-leverage work to boost revenue and growth

• Strategies for delegating tasks and leveraging technology (24:35)

• (30:50) Conducting a time audit and identifying processes to eliminate or automate

• (42:10) The critical role of work-life balance in sustainable business growth

Resources:

• About Michael Hyatt

Connect with Our Team:

• Website: Scale to Sell

• [email protected]

• LinkedIn: Scale to Sell

• Facebook: Scale to Sell

• YouTube: Scale to Sell

• Instagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

• LinkedIn: Adam Burton

• LinkedIn: Steve Burton

For anyone feeling overwhelmed by the demands of their business, this discussion is packed with actionable insights that can redefine how you view productivity and business success.

What if boosting your team's financial know-how could also boost your business's success? That's the crux of today's episode, as we explore the power of workplace financial education.

Join Steve Burton and guest James Blanton, a specialist in financial education and the brain behind "PemLife," as they uncover why a financially savvy workforce is critical. Learn about the "Personal Economic Model," an engaging tool for educating employees about money management—its colleges are already embracing. Discover how financial literacy can reduce stress and turnover, creating a more stable and productive work environment.

Steve and James discuss:

• (00:01:53) The importance of financial education in the workplace

• (00:03:14) The groundbreaking "Personal Economic Model" and its impact

• (00:05:43) How financial knowledge reduces stress and stabilizes teams

• (00:14:48) Simple steps to integrate financial education in your company

Resources:

• Unlock your business's potential with our free Scale to Sell self-assessment.

• Book your free discovery call with us today!

• Mission One Million by Merle Gilley and Steve Burton

Connect with Our Team:

• Website: Scale to Sell

• [email protected]

• LinkedIn: Scale to Sell

• Facebook: Scale to Sell

• YouTube: Scale to Sell

• Instagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

• LinkedIn: Adam Burton

• LinkedIn: Steve Burton

Connect James Blanton:

• Personal Economic Model: PemLife

• James Blanton: Linkedin

About Our Guest:

James Blanton is the Managing Director and Co-Founder of PEM LIFE, an organization committed to enhancing financial education through innovative, visual learning tools and practical curriculum design. Together with Don Blanton (no familial relation), he co-created Personal Finance Illustrated®, which incorporates the Personal Economic Model®—a powerful visual framework that simplifies complex financial topics and empowers individuals to make informed decisions.

Blanton's mission is to help people better understand how to balance current lifestyle desires with future financial needs. His work emphasizes efficiency, clarity, and the importance of education in long-term financial success. PEM LIFE's resources are now being used by educators across the country to improve financial literacy in classrooms and communities alike.

Summary: What's your plan for life after selling your business? Even if you're not ready to exit, giving this some thought could save you a lot of trouble down the road.

Episode 37 of the Scale to Sell podcast with Adam and Steve Burton unpacks what comes after selling a business and why planning for it is crucial. With 70% of business owners feeling unsatisfied a year after selling, it's vital to prepare not just financially, but personally too. They discuss avoiding the dreaded post-sale unfulfillment and offer insights into creating a fulfilling new chapter of your life.

Adam and Steve discuss:

• (00:03:20) The emotional rollercoaster of selling

• (00:06:45) Planning your post-sale life activities

• (00:10:12) Financial readiness and income strategies post-exit

• (00:15:00) Reinvesting and legacy planning

Resources:

• Unlock your business's potential with our free Scale to Sell self-assessment

• Book your free discovery call with us today!

• Mission One Million by Merle Gilley and Steve Burton

• Epidose 36: 4 Considerations BEFORE You Do an Internal Transfer of Your Business

Connect with Our Team:

• Website: Scale to Sell

• [email protected]

• LinkedIn: Scale to Sell

• Facebook: Scale to Sell

• YouTube: Scale to Sell

• Instagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

• LinkedIn: Adam Burton

• LinkedIn: Steve Burton

What does it take to pass down your business to the next generation successfully?

Join Adam and Steve Burton on this episode of Scale to Sell as they break down the tricky process of internal business transfers. Whether it's grooming your child to take over the family business or handing it off to a key employee, there's a lot more to consider than you might think.

Adam and Steve Burton discuss:

• (01:45) Finding a qualified and genuinely interested successor

• (05:32) Ensuring your successor truly desires the role and is prepared for the responsibilities

• (10:48) Structuring your compensation plan to mitigate risks and secure your financial future

• (16:17) Crafting a seamless transition strategy for continued business success

Do you know if your internal transfer plan is foolproof? Tune in to find out and gain insights on structuring a smooth transition. Plus, learn how you can shield your legacy and safeguard your financial security during the process.

Resources:

• Episode 5: Internal v. External Sale - Part 1

• Episode 6: Internal v. External Sale - Part 2

Connect with Our Team:

• Website: Scale to Sell

• [email protected]

• LinkedIn: Scale to Sell

• Facebook: Scale to Sell

• YouTube: Scale to Sell

• Instagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

• LinkedIn: Adam Burton

• LinkedIn: Steve Burton

Summary:

What does it take to successfully grow your business through acquisition in a landscape bustling with opportunity?

In this episode, Steve Burton and M&A expert Jeff Snell discuss growth through acquisition – one of the swiftest routes to scaling your business. With millions of baby boomers ready to pass on their businesses, now is a prime time for owner-operators to capitalize on this trend. Jeff, a seasoned professional with over two decades in mergers and acquisitions, shares his extensive experience, offering insights into acquiring businesses right, including understanding valuation and leveraging advantageous SBA loan terms.

Steve and Jeff discuss:

• (02:24) Jeff Snell's journey from business owner to M&A advisor

• (09:12) The dynamics of growth by acquisition

• (12:16) How the current high-interest rate environment can actually be advantageous for buyers

• (15:13) The role of SBA loans in financing acquisitions with relaxed terms

• (24:01) The importance of knowing your business value and how it influences exit strategies

• And more

Take advantage of this golden age of business transition and discover how acquisition might be a viable strategy for your growth plan. Don't miss out on Jeff Snell's expert advice on avoiding common pitfalls and maximizing value through strategic partnerships.

Resources:

• Unlock your business's potential with our free Scale to Sell self-assessment

• Book your free discovery call with us today!

• Mission One Million by Merle Gilley and Steve Burton

• Understanding Business Valuations with M&A Pro Jeff Snell (Ep. 24)

Connect with Our Team:

• Website: Scale to Sell

• [email protected]

• LinkedIn: Scale to Sell

• Facebook: Scale to Sell

• YouTube: Scale to Sell

• Instagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

• LinkedIn: Adam Burton

• LinkedIn: Steve Burton

Connect with Jeff Snell:

• LinkedIn: Jeff Snell

• ENLIGN Business Brokers

About our Guest:

Jeff Snell is an M&A expert with over 20 years of experience in business brokerage. He is the credentialing chairman for the International Business Brokers Association and holds several prestigious designations, including Certified Business Intermediary and Merger and Acquisitions Master Intermediary.

Celebrating One Year of Scale to Sell: Key Takeaways for Business Owners (Ep. 34)

Summary:

What are you missing out on?

In this special anniversary episode, Adam and Steve Burton celebrate one year of the Scale to Sell podcast by diving into the critical lessons learned from real business owners. Are you aware that only 20-30% of small businesses successfully sell? Adam and Steve explore the hidden hurdles and share proven strategies to ensure you're not just another statistic. If you're a business owner looking to exit on your terms, this episode is packed with essential information. Join them for a candid conversation about avoiding common pitfalls and planning your successful exit.

Adam and Steve discuss:

● (03:57) Why most exits leave owners unhappy

● (11:19) The critical need for effective time management and delegation

● (12:20) Options for internal and external exit strategies

● (16:02) The importance of knowing your business's value

● And more

Resources:

● Unlock your business's potential with our free Scale to Sell self-assessment

● Book your free discovery call with us today!

● Mission One Million by Merle Gilley and Steve Burton

Connect with Our Team:

● Website: Scale to Sell

● [email protected]

● LinkedIn: Scale to Sell

● Facebook: Scale to Sell

● YouTube: Scale to Sell

● Instagram: Scale to Sell

Connect with Adam Burton and Steve Burton:

● LinkedIn: Adam Burton

● LinkedIn: Steve Burton