Want a quick estimate of how much your business is worth?


With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.


You might be surprised by how much you can get for it:
flippa.com/exit



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In this episode, Steve McGarry sits down with Andrew Hulbert, an exited founder who turned a bedroom startup into a £50 million turnover facilities management powerhouse. Andrew shares the unvarnished truth about the "double exit" strategy, how he raised $100 million in private equity, and why he chose to retire at age 37 to become a full-time dad and "jam-maker" on his farm in Oxfordshire. If you are a founder looking to de-risk your life while scaling your business, this episode provides the exact playbook.



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Andrew Hulbert grew a business from his bedroom into one of the UK’s fastest-growing companies in facilities management. In just nine years, he scaled the company to over 500 people, winning more than 40 awards and delivering £0.25bn in contracted services. He went on to create eight figures in exit value for the business, generating significant value for all. Today, Andrew is sharing his story to inspire others and shape the future of entrepreneurship and leadership.


LinkedIn - www.linkedin.com/in/andrewhulbert/


Instagram - www.instagram.com/_andrewhulbert/



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(00:00) – The "Working Class" Spark: From factory-worker roots to launching a business in a bedroom at age 27.

(01:10) – Scaling to £50M: The 9-year journey of managing 500 staff and raising $100M in investment.

(01:53) – The Art of De-Risking: Why Andrew took £18M off the table early and why "secondary sales" are a founder’s best friend.

(03:15) – Hiring Your Replacement: How investing £1M in a new C-suite prepared the business for a massive secondary exit.

(05:27) – Losing Control vs. Gaining Liquidity: Navigating the "soul-selling" reality of working with Private Equity.

(07:29) – The COVID Catalyst: How the pandemic shifted Andrew’s perspective on fatherhood and forced an exit timeline.

(09:48) – Knowing When to Walk Away: The internal "soul conversation" required to recognize the right time to sell.

(13:01) – Driving the Multiples: Why your CFO is your most important hire during a sale process.

(14:50) – The Momentum Narrative: Using LinkedIn, press releases, and awards to create a "bidding war" environment.

(17:41) – The £12M Mistake: Lessons learned from "ratchets" and corporate advisor incentives.

(20:44) – The Physical Toll of an Exit: Why Andrew lost 120 lbs and the importance of health during a transaction.

(23:20) – Final Wisdom: What the Andrew of today would tell the Andrew of 10 years ago.



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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth?


With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.


You might be surprised by how much you can get for it: https://flippa.com/exit 



--

Are you growing your company in a way that truly prepares you for a successful exit, or are you hoping it will all work itself out when the time comes? Whether selling is right around the corner or still years away, building with the exit in mind can be the difference between a smooth transition and long-term regret.
In this episode of The Exit, Steve sits down with Alex Seydel, a former M&A attorney turned business exit strategist and co-founder of Ripple’s Edge Advisors. After working on countless transactions, Alex has seen firsthand why so many founders walk away dissatisfied, not because they sold, but because they sold to the wrong buyer, in the wrong way, without proper preparation.



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Alex Seydel is an M&A attorney turned business exit strategist and the co-founder of Ripple’s Edge Advisors, where she helps founders grow with the exit in mind by maximizing value, attractiveness, and readiness long before a deal is on the table. Drawing on years of experience working across complex transactions, Alex partners with business owners to reduce risk, increase transferability, and position their companies for higher-quality exits at stronger multiples. A former Division I soccer player at the University of Iowa, she brings a competitive, disciplined mindset to every engagement, and when she’s not talking exits, you can usually find her discussing sports, Lane 8, or hanging out with her Golden Retriever, Thumper.



LinkedIn - https://www.linkedin.com/in/alexandria-seydel/ 


Website - https://www.ripplesedgeadvisors.com/ 



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(00:00) Alex’s path from M&A attorney to exit strategist.


(02:30) Why so many founders regret exits even after successful closes.


(03:20) Getting clear on what you want before preparing to sell.


(05:15) The biggest misconceptions founders have about exit readiness.


(06:50) How to think about timing, growth, and selling without burnout.


(09:25) Gender dynamics at the deal table and trusting your instincts as a founder.


(14:15) Understanding advisor incentives and navigating intimidating deal calls.


(16:50) What actually drives valuation beyond revenue and EBITDA.


(18:45) Testing owner dependence and improving transferability.


(20:05) The most common mistakes sellers make when choosing buyers.


(22:00) Why maximizing cash at close often matters most.


(22:50) Creative deal structures and smarter earn-outs.


(25:30) Advice Alex would give herself ten years ago.


(26:40) What Alex is working on now and where to find her.



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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth?

With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.

You might be surprised by how much you can get for it: https://flippa.com/exit

--

Are you building your business with the end in mind? Whether you are ready to sell tomorrow or five years from now, understanding the mechanics of a successful exit is crucial for every founder.

This week on The Exit, Steve sits down with Gregory Kovsky, President and CEO of IBA, the Pacific Northwest’s oldest business brokerage firm. With over 25 years of experience and thousands of transactions under his belt, Gregory breaks down the complex game theory of M&A.

We dive deep into the specific timing of when to sell, how to "run through the tape" to maximize your multiple, and why selling a business actually requires making four separate sales to four different stakeholders. If you want to avoid leaving money on the table or getting killed in due diligence, this episode is your playbook.

In This Episode, You’ll Learn:

The "Four Sales" Theory: Why you aren't just selling to the buyer—you also have to sell the CPA, the Attorney, and the Bank.

The Two Prime Windows: Why Jan-June and Labor Day-Thanksgiving are the golden seasons for M&A activity.

Valuation Multiples 101: How to move the needle from a 4x to a 7x multiple by diminishing risk.

The Fatal Mistake: Why failing to disclose material facts (like a competitor moving in across the street) is the fastest way to invite litigation.

Pre-Exit Hygiene: Simple fixes—from website refreshes to cleaning up the "boneyard"—that create a strong first impression.

The "Marathon" Mindset: Why you must keep your foot on the gas even during negotiations.

Timestamps:

(02:00) From veterinary clinics to M&A: Gregory’s journey.

(04:30) The 4 audiences you must convince to close a deal.

(07:45) Why tax season dictates the best time to sell.

(11:30) Tactical ways to increase your business valuation immediately.

(15:10) The biggest mistake sellers make: The danger of hiding the truth.

(25:00) The story of the business that was sold four different times.

(27:00) About IBA and the importance of performance-based brokerage.

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Gregory Kovsky is the President & CEO of IBA (International Business Associates), the Pacific Northwest’s oldest and largest business brokerage firm. Mr. Kovsky has successfully negotiated the purchase & sale of over 300 privately held companies and family businesses in Washington, Oregon, Alaska, California, North Carolina, and Massachusetts since joining IBA as a mergers & acquisitions intermediary in 1994. He has successfully facilitated transactions involving manufacturing & distribution companies, industrial, marine, and automotive businesses, technology & software companies, and service, education, and retail businesses. A commercial real estate professional for over 30 years, Mr. Kovsky commonly provides his clients with comprehensive representation in selling a business and the associated real estate.

LinkedIn - https://www.linkedin.com/in/gregory-kovsky-460aab7/

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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth?

With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.

You might be surprised by how much you can get for it: https://flippa.com/exit

--

Are you a business owner thinking about the next chapter? Too many entrepreneurs focus entirely on building their company but fail to prepare themselves, and their finances, for the exit.

In this episode, Steve sits down with Tim Golas, Partner and Co-Founder at Spurstone, to discuss the tactical realities of selling a business. From the dangers of concentration risk to the "Fish and Chip" method of negotiation, Tim breaks down how to run two parallel paths: optimizing the business for sale and preparing your personal wealth for the liquidity event.

Whether you are looking to sell in 2026 or just want to de-risk your current operations, this episode provides a roadmap for maximizing your deal terms and protecting your legacy.

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Timothy Golas is an exit planning advisor, fiduciary, and Partner at Spurstone who serves as a trusted confidant to eight- and nine-figure business owners navigating major financial transitions. A founder himself, he understands the pressure and complexity of building a business and the risks of exiting without the right strategy or support. With more than 20 years of experience advising successful families, executives, and stakeholders across the U.S., Timothy helps founders and multi-owner teams protect what they’ve built, maximize value, and move forward with clarity and confidence. As a Certified Exit Planning Advisor (CEPA), he specializes in value acceleration, tax-efficient exits, and guiding entrepreneurs through Spurstone’s Grind to Good Life framework, from exit preparation to post-exit fulfillment, bringing both expertise and empathy to a deeply personal transition.

Website - https://www.spurstone.com/

LinkedIn - https://www.linkedin.com/in/timothygolas/

Timestamps:

(00:22) From Wall Street to Main Street: Tim shares his background at UBS during the financial collapse and why he founded Spurstone to better serve entrepreneurs and business owners.

[02:00) The 2-3 Year Window: Why you need to start planning years before the sale. The concept of "Parallel Paths" - preparing the business entity and the personal financials simultaneously.

(04:12) Combating Concentration Risk: How to identify if your business is too reliant on one client.

Tactical Tip: Tim discusses the strategy of acquiring smaller companies to dilute client concentration before going to market.

(08:12) When is the Right Time to Sell?: Navigating age, market conditions, and avoiding "forced" exits (Death, Disability, Divorce).

(13:54) Maximizing Valuation: Moving beyond the top-line number. Understanding the difference between EBITDA and Normalized EBITDA, and why "de-risking" (e.g., settling litigation, owning real estate) drives multiples higher.

(15:32) The Biggest Mistake Sellers Make: Why you should never wait for an LOI (Letter of Intent) to land on your desk before you start planning.

(19:30) The "Fish and Chip" Method: A warning on how buyers use high valuations to hook sellers, only to chip away at the price during due diligence.

(21:14) M&A Trends for 2026: What’s happening with Baby Boomers, the trades, and manufacturing sectors. The rise of Private Equity roll-ups.

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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth?

With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.

You might be surprised by how much you can get for it: https://flippa.com/exit

--

Are you building a business to own a job, or are you building an asset to sell? In this episode, Steve McGarry sits down with Chris Hallberg, Founder of Business Sergeant and an expert EOS Implementer, to dismantle the complexities of exiting a business.

Chris shares his personal journey from law enforcement to entrepreneurship, revealing the expensive mistakes he made during his first "fast and furious" exit. We dive deep into tactical preparation for a sale, including how to remove the "owner dependency" trap, the importance of business operating systems in driving up multiples, and how to navigate the ruthless "Fish and Chip" negotiation tactics used by buyers.

Whether you are looking to sell in 12 months or 10 years, this episode provides the blueprint for building a company that attracts top-tier buyers and maximum valuation.

In this episode, we cover:

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Chris Hallberg is a high-energy entrepreneurial coach, facilitator, and Founder of GoExpand, an officially licensed EOS execution platform, dedicated to helping leadership teams build clarity, accountability, and healthy growth. As a seasoned Certified EOS Implementer®, Chris brings over a decade of full-time EOS experience working with companies across industries to align vision with execution and drive transformative results. Known for his direct yet kind communication style and practical mindset, he has helped more than 100 leadership teams foster world-class cultures and achieve measurable success. Chris blends disciplined operating system implementation with a people-first approach that empowers leaders to get what they want from their business and have fun doing it.

Websites - https://bizsgt.com/

- https://goexpand.com/

LinkedIn - https://www.linkedin.com/in/chris-hallberg-01516315/

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Timestamps:

(00:24) – From Uniform to Suit: Chris’s transition from Military Police and Sheriff Deputy to high-growth entrepreneur.

(01:42) – The "Expedient" Exit Mistake: Why selling too fast cost Chris a fortune (and how to avoid it).

(03:31) – Golden Handcuffs: How to structure your leadership team so the business survives without you.

(07:14) – The "Fish and Chip" Model: Understanding the brutal reality of due diligence and last-minute price chiseling.

(10:23) – Timing the Market: Assessing trends (like AI) to know when your industry valuation has peaked.

(14:19) – Leadership Red Flags: Why "warm and fuzzy" leadership fails during the cold scrutiny of investment bankers.

(20:49) – Driving Valuation with EOS: How installing a Business Operating System can double or triple your multiple.

25:28 – The Transparency Dilemma: How to tell your team you are selling without causing a panic (The "Growth Capital" script).

(29:08) – The Halo Effect: Why hiring veterans and Special Ops leaders can transform your civilian workforce.

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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth?

With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.

You might be surprised by how much you can get for it: https://flippa.com/exit

--

Are you trying to grow your business by 10% year over year? You might be leaving massive wealth on the table. In this episode, we sit down with Tom Shipley, a former Special Forces operator turned serial entrepreneur and aggressive investor. Tom challenges the traditional startup narrative with a shocking reality: Growing organically might increase your value by 50% over five years, but buying competitors can increase it by 1,200%. Tom shares his incredible journey from the dot-com bust, where he was days away from missing payroll, to buying a $15M division of Boise Cascade without using his own capital. We unpack the "Programmatic M&A" playbook, how to use acquisitions to solve operational weaknesses, and why the best path to a massive exit is often buying your way there.

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Tom Shipley is a serial entrepreneur and M&A strategist known for creating the “Add a Zero” growth philosophy, which helps founders rapidly scale their businesses through strategic acquisitions. From his early career as an IDF special forces operator to building and advising brands that have generated more than $2 billion in revenue, Tom brings a rare combination of disciplined execution and bold dealmaking. A pioneer of programmatic M&A for mid-market companies, he has raised over $100 million, led multiple acquisition platforms, and now teaches 7 to 9 figure founders how to accelerate growth, close capability gaps, and engineer premium exits through smart, repeatable deals.

Websites - https://www.tshipley.com/

- https://dealconlive.com/

LinkedIn - https://www.linkedin.com/in/t-shipley/

Time Stamps:

00:00 - Intro

02:47 - Buying a division of a Fortune 500 company without cash

05:05 - Scaling a beauty brand from $30k to $100M+ via acquisition

08:09 - How Mezzanine debt works (and why it’s better than pure equity)

12:51 - The Golden Stat: 50% vs. 1,200% Enterprise Value growth

17:58 - The thought exercise that will force you to raise your prices today

20:41 - The biggest mistakes entrepreneurs make when selling

24:14 - Why "Day One" after closing is the most dangerous time

27:31 - What is Programmatic M&A?

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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth?

With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.

You might be surprised by how much you can get for it: https://flippa.com/exit

--

Are you running your business, or is it running you?

In this episode, we sit down with Alexis Sikorsky, co-founder of Nightscale, who reveals the brutal truth about the "Grind" and the specific strategies he used to exit his banking software company for a massive multiple.

If you are a founder stuck at the $5M–$10M revenue plateau, this episode is a masterclass in cashing out. Alexis breaks down the "$50 Million Mistake", a calculation of the money and time he lost by not knowing the secrets of Private Equity earlier, and how you can avoid it.

What You’ll Learn:

The "Fish and Chip" Trap: How Private Equity firms lure founders with high valuations only to chip away at the price during due diligence—and how to stop them.

Nominal EBITDA vs. EBITDA: The financial metric that matters more than your bottom line. Learn how "dressing the bride" and identifying add-backs can instantly increase your valuation.

The Magic Number: Why a $40M valuation is the specific target for a lifestyle where you never have to touch your capital again.

The Due Diligence Reverse Card: How to investigate a PE firm by calling the founders they don't want you to talk to.

Escaping the Operator Trap: Why you need to fire yourself from day-to-day operations to make your company sellable.

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Alexis Sikorsky is a seasoned entrepreneur, strategic advisor, and #1 international best-selling author who helps founders and SMEs scale with confidence, make smarter strategic decisions, and prepare for long-term growth and successful exits. Over his career, he has founded, scaled, and led multiple companies, including building and selling a software business to private equity in a nine-figure transaction. He is the founder of Sikorsky Consulting Ltd. and a co-founder of KnightScale Partners, where he works closely with founders as a true operator partner, providing experienced, founder-to-founder guidance on scaling, leadership, and value creation. Holding an EMBA from Oxford University, Alexis blends real-world entrepreneurial experience with strategic insight to help business owners future-proof their companies and navigate critical inflection points.

Website - https://www.knightscalepartners.com/

LinkedIn - https://www.linkedin.com/in/alexis-sikorsky-consulting/

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Time Stamps:

(01:11) Surviving the 2008 crash: Losing 75% of revenue overnight.

(03:46) The "Unbelievable" Offer: Selling for 11x EBITDA based on a future plan.

(06:00) Calculating the $50 Million / 5-Year Mistake.

(08:59) When is the right time to sell? (The mathematics of the exit).

(14:00) Red Flags: Detecting the "Fish and Chip" strategy.

(20:30) How to boost valuation using Nominal EBITDA and non-recurring costs.

(27:30) Why you should do M&A earlier than you think.

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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth?

With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.

You might be surprised by how much you can get for it: https://flippa.com/exit

--

A quick note on audio: We experienced some technical gremlins with the microphones during this recording. While the sound quality isn't perfect, the quality of the information is 10/10.

Is your business sitting on digital gold, or did you buy a liability? In this episode, we sit down with Jeffrey Gabriel, the founder of Saw.com and the man who broke the Guinness World Record for the largest domain sale in history, brokering the sale of a domain for $13 million. Jeff takes us behind the scenes of the high-stakes world of "online real estate." Whether you are a bootstrapper looking for a creative way to secure a premium .com, or an investor looking to understand the wild valuation swings between .net, .ai, and .io, this episode is a masterclass in digital assets. We dive deep into how to value a name, how to negotiate deal structures that require $0 down, and why the "Chinese Chip" market and AI trends are reshaping the internet.

In this episode, you’ll learn:

The $13M Deal: The true story behind the complex bankruptcy sale.

Valuation Framework: The specific metrics Jeff uses to determine if a domain is worth $5,000 or $500,000 (Length, CPC, and Universality).

Creative Financing: How to acquire a six-figure domain name using "Earnest Money" and lease-to-own structures, perfect for cash-strapped startups.

The TLD Debate: Why .net is the "New Balance" of domains, and when you should actually buy a .ai or .io.

Market Trends: From the "Chinese Chip" market to the Crypto crash and the current AI boom.

Timestamps:

(02:36) From selling loans to selling the internet: Jeff’s entry into the domain space.

(11:49) Breaking the World Record: The logistics of selling [suspicious link removed] for $13 Million.

(15:32) Business Strategy: Should you buy the .com, .net, or .ai?

(20:50) The Friend.com case study: Spending $2M on a domain for viral marketing.

(23:51) The Valuation Formula: How to calculate the worth of a URL.

(30:29) Deal Structuring: How to use options and milestones to buy domains without full capital upfront.

(37:34) The history of domain trends: From Ringtones to Chinese "Chips" to AI.

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Jeffrey M. Gabriel, founder and CEO of Saw.com, is a domain industry veteran with over 15 years of experience and over $550 million in completed transactions. Known for high-profile deals like the Guinness World Record-breaking sale of Sex.com for $13 million, the top .ORG sale of Poker.org for $1 million, and the recent sales of Diamond.com, AI.com, Media.com, Data.ai and countless others. Jeffrey and his team have a reputation for delivering exceptional value to clients. Previously, he held key roles at Uniregistry, Igloo.com, and Sedo. An active industry expert, Jeffrey has contributed to Forbes and is a member of the Internet Commerce Association, frequently sharing insights on domain acquisition, sales, and strategy.

Website - https://saw.com/

LinkedIn - https://www.linkedin.com/in/jeffreymgabriel/

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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth?

With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.

You might be surprised by how much you can get for it: https://flippa.com/exit

--

What happens when your business explodes with growth at the exact moment your personal life falls apart?

In this episode, we sit down with Chelsea Jones, co-founder of Sunny Road, to unpack a journey that defines entrepreneurial resilience. From losing her life savings on a failed MLM venture to building a successful agency during the chaos of COVID, Chelsea’s story is a masterclass in pivoting.

We dive deep into the messy reality of agency life, discussing the "dark side" of partnerships, how to navigate a buyout while battling a cancer diagnosis, and the complexities of merging two seven-figure companies. Chelsea also opens up about the "Napkin Pitch" concept and why women entrepreneurs need to stop waiting for perfection and start selling their vision.

If you are an agency owner, an e-commerce founder, or an entrepreneur navigating a transition, this episode offers the blueprint for survival and scale.

In this episode, we cover:

The "Fail Fast" Mentality: Lessons learned from a $5,000 loss and early MLM failure.

The COVID Scale-Up: Going from 5 to 32 employees overnight and the operational debt that followed.

The Buyout & The Battle: How Chelsea bought out her burning-out partner while simultaneously undergoing cancer treatment.

Merging & AI: Navigating a merger between friends and how AI has slashed design fees from six figures to low fives.

The "Napkin Pitch": Why you need to run into the room with your idea before it's fully fleshed out.

Exit Strategy: How to prepare your books and your mindset for a sale long before you're ready to leave.

Key Timestamps:

(00:00) Intro

(01:55) The $5,000 mistake: Learning from early failure

(05:14) Scaling during COVID: Managing rapid growth and team burnout

(07:27) The Crucible: Buying out a partner while fighting cancer

(10:50) Merging companies and the impact of AI on agency pricing

(13:21) How to prepare your financials for a merger or exit

(18:15) When is the right time to sell?

(20:02) The "Napkin Pitch": Overcoming perfectionism in business

(23:38) What Sunny Road does for E-Commerce brands

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Chelsea Jones is a visionary e-commerce leader, Shopify Platinum Partner, and co-founder of Sunny Road. She first built her reputation at Chelsea & Rachel Co., the first women-founded agency to achieve Shopify Premier status, where she created high-performing online stores and became a trusted partner for brands looking to scale. In 2023, she joined forces with Drew Himel of Fireside Digital to launch Sunny Road, a digital agency that blends creative excellence with data-driven growth. Today, Chelsea leads with the same passion and client-first approach that have defined her career, helping brands build e-commerce experiences that shine.

Website - https://sunnyroad.co/

LinkedIn - https://www.linkedin.com/in/chelsea-jones101/

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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Want a quick estimate of how much your business is worth?

With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business.

You might be surprised by how much you can get for it: https://flippa.com/exit

--

Most business owners believe selling their company is a single event—a signature on a dotted line. But according to Chris Spratling, Founder of Chalk Hill Blue, treating your exit like an event is the fastest way to leave millions on the table.

In this episode, we unpack why the "illusion of readiness" kills deal value and why over half of all founders regret their exit within 12 months. Chris shares his experience from the private equity and consulting worlds to explain exactly what modern buyers are looking for. We move beyond basic EBITDA multiples to discuss the psychology of the seller, how to survive forensic due diligence, and the shift from "growth at all costs" to "predictability."

If you are building a business with the intention of selling—whether next year or in a decade—this conversation is your blueprint for maximum value and zero regret.

In this episode, you will learn:

The "Illusion of Readiness": Why having a profitable business does not mean you have a sellable business.

The 8-10 Drivers of Value: What acquirers actually look for (hint: it’s not just your bottom line).

Deal Structure Strategy: How to align earn-outs, non-competes, and tax efficiency with your personal life goals.

The Negotiation Edge: How one seller secured a 40% premium over the initial offer simply by being better prepared than the buyer.

Market Shifts: Why post-COVID buyers are paying for predictability over hockey-stick growth.

The Regret Trap: Why 50% of owners hate their deal a year later and how to ensure you aren't one of them.

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Timestamps:

(01:49) Why selling is a journey, not an event

(03:36) The difference between Perceived Value and Market Value

(05:56) Seller Readiness vs. Business Readiness

(09:21) How to negotiate deal structures and multiple bids

(17:55) How buyer psychology has changed in the last 5 years

(22:54) The #1 piece of advice: "Prepare like your life depends on it"

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Chris Spratling is the founder of Chalkhill Blue Limited, a leading business coaching and consulting practice that helps UK business owners scale effectively and prepare for profitable exits. With more than 30 years of experience owning, buying, and selling multiple seven-figure businesses, he brings deep, practical insight to every client engagement. He is also the author of The Exit Roadmap: The Insider’s Guide to Selling Your Business Profitably, where he distills his proven approach to exit planning and leadership transformation, including how to understand whether a business is truly sale-ready.

Website - https://chalkhillblue.org/

Check out his book - https://a.co/d/cKVGTFs

Take the Exit Readiness Survey - https://chalkhillblue.org/exitreadiness-survey

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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/