In this episode of Kaya Cast, host Tommy Truong sits down with Sara Gullickson of CB Advisors, a strategist who has helped secure more than 75 cannabis licenses and orchestrated successful exits. Sara breaks down the enduring licensing formula—local alignment, capital, industry know-how, and real estate—and shares why the four ingredients hold true whether a state uses a lottery or a merit based system. Learn how to avoid common traps like falling in love with the opportunity or overspending on builds, and how to structure projects that scale and endure beyond one founder.

The conversation dives into AI and workflow automation for cannabis operations, from tracking legislative changes to turning dense statutes into actionable memos for investors and teams. Sara explains how she uses AI and open frameworks to streamline compliance, due diligence, and dealmaking, while keeping humans in the loop to protect interests and maximize value.

You’ll gain practical insights on exit strategy, partnership models, and how to align capital with operators through joint ventures and licensing plays across markets. We explore 2026 opportunities in Virginia, Nebraska, Wisconsin, the Virgin Islands, and more, emphasizing the importance of local experts, community alignment, and market dynamics over chasing a single hot asset.

Sara also shares her entrepreneurial pivots, the role of coaching and self-work in growing a cannabis business, and a candid look at her personal journey. Find Sara at saragullickson.com and cannabisbusinessadvisors.com.

Find out more about CB Advisors at:
https://thecannabisbusinessadvisors.com/
https://www.linkedin.com/in/saragullickson/
https://www.linkedin.com/company/thecbadvisors/

00:00 License Recipe Basics
01:20 Avoiding Costly Mistakes
01:57 Buildout and MVP Mindset
03:29 Getting Started With AI
06:07 AI for Research and Compliance
10:57 Planning for an Exit
17:28 What Buyers Look For
19:55 Agentic Workflows in Cannabis
23:10 Matchmaking and Social Equity
24:54 Pivot to Policy
26:01 Industry Talent Shift
27:20 Why 2026 Matters
29:21 License Recipe Basics
30:55 Local Partners Win
33:08 Real Estate Reality
34:06 New Markets Education
35:00 Predictions and Picks
37:37 Florida and Texas Outlook
39:43 Hardest and Best States
41:21 AI and IP Efficiency
42:13 Rolling Loud Rapidfire
43:49 Cannabis Stories and Wrap

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