The Exit - Presented By Flippa

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

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In this episode of The Exit Podcast, host Steve sits down with Lee Smith, an acquisition entrepreneur at Verdani Capital with 12 years of M&A experience. Lee shares hard-won lessons from acquiring 20+ businesses and reveals what buyers really look for when evaluating companies for acquisition.

KEY TOPICS COVERED:

The #1 Red Flag Buyers See (And How to Fix It)

Lee reveals why owner-dependency kills deals and how to build transferability into your business 2-3 years before exit

Inside the Valuation Process

Real multiples for blue-collar businesses (2-4x true profit, not EBITDA) and why adjusted earnings can backfire

Deal Structure That Works

How Lee structures acquisitions to align incentives: buying 60-80% stakes with future upside potential that often doubles the founder's payday

The Biggest Deal Mistakes

From buying distressed companies to discovering hidden equity agreements 30 minutes before closing—lessons learned the hard way

The £1 Business Acquisition Strategy

How Lee has purchased 20 businesses for just one pound, including a remarkable turnaround that saved a founder from £500K in debt

When Concentration Risk Isn't a Deal-Breaker

Strategic approaches to handling clients that represent 60-70% of revenue, including key customer clauses in SPAs

Building Trust in M&A Deals

Why "two ears, one mouth" matters more than spreadsheets when structuring successful acquisitions

The EOS Framework for Integration

Using simple systems to manage acquired businesses without disrupting teams or culture

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Lee Smith is a values-driven entrepreneur and dealmaker with more than 25 years of experience and a respected track record in UK M&A. After completing his first acquisitions in 2014, he went on to buy and turn around nine underperforming companies before founding Verdani Capital, where he continues to acquire and scale larger UK businesses. To date, Lee has completed 26 acquisitions across sectors such as Manufacturing, Professional Services, Construction, HVAC, and IT Services, supported by training from leading M&A mentors in the UK and US. His current portfolio generates over £2M in annual profit with a clear path toward £10M, strengthened by three strategic exits in 2024. Grounded in spirituality and conscious leadership, Lee combines substance, strategy, and long-term thinking in every partnership.

Website - https://www.leeasmith.co.uk/

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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

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Most founders obsess over the deal - valuations, terms, negotiations. But few ever ask the most important question: What comes next for you?

In this episode of The Exit, Steve chats with Carolyn Nolan, CEO and Private Wealth Advisor at TNG Private Wealth, about what really happens after you sell. From emotional comedowns to tax traps, Carolyn reveals why the money is actually the easy part—and how to build a life that’s just as successful as your exit.

🎯 Key Takeaways:

Why entrepreneurs struggle to “switch off” after selling

The one question that reframes your entire next chapter

The two extremes that destroy post-exit happiness

Avoiding the tax blindside that catches almost everyone

“Workhorse vs. racehorse” investing explained

Why your discretionary expenses probably aren’t

Passing wealth down—without raising entitled kids

The surprising loneliness that follows exits

⚠️ Common Post-Exit Mistakes:

Ignoring tax implications

Overspending on real estate

Gifting too early

Freezing up and spending nothing out of guilt

Waiting until after the exit to plan your life

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Carolyn Nolan’s superpower is igniting positive energy and meaningful action by brainstorming what could be, unapologetically speaking her truth, and creating tools for the taking in her ‘CNo toolbox’. She helps people stay strategically prepared, simplify life’s juggling act, and embrace change with confidence, inspiration, and a sense of adventure.

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

Website - https://www.ameripriseadvisors.com/team/tng-private-wealth/

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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

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In this episode of The Exit, host Steve sits down with Callum Laing, partner at Unity Group, author, and serial entrepreneur who has helped take more than 100 companies public. With decades of experience across Asia, Europe, and beyond, Callum shares his contrarian approach to growth, exits, and how founders can use the capital markets as a scaling tool, not just a finish line.

From his first recruitment business during the dot-com boom to running a global group that helps small businesses access public market advantages. Callum has seen it all, from booms, busts to breakthroughs. He explains why most entrepreneurs under-optimize for profit when gearing up to sell, how boards can fast-track business maturity, and why timing the market is less about prediction and more about preparation.

Callum’s insights extend beyond valuation multiples. He talks candidly about common M&A mistakes, the power of strategic positioning, and why founders should sell “as soon as they can” to regain their most valuable resources: time and capital. This episode is a masterclass in scaling smart, negotiating with leverage, and learning faster through failure.

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Callum Laing is a seasoned entrepreneur, investor, and M&A specialist with over two decades of experience building and scaling companies across multiple industries. As a Partner at Unity Group and Founder of the Global Investment Leaders Directive (GILD) and the Veblen Director Programme, he helps business owners unlock liquidity, accelerate growth, and gain access to global capital markets. A passionate advocate for ethical capitalism and entrepreneur-led innovation, Callum has worked extensively with private equity firms, family offices, and public markets to bridge the gap between fast-growing private enterprises and institutional investors.

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

Website - https://callumlaing.com/

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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

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Danny Davis, CEO of Hyperfi, shares hard-won lessons from multiple exits including taking a cannabis tech company public and missing an eight-figure investment in Loom.

Key Topics:

• How a hospital bed insight led to patenting the world's first cannabis cartridge filling system

• Why board control is make-or-break for successful exits (and what happened when he lost it)

• The revenue vs. investment dilemma: when to kill your cash cow for the bigger bet

• Being Loom's first customer, offered to be first investor, and saying no—an eight-figure miss

• Why he only invests in founder-led companies now (even controversial ones like Travis's Uber)

• Building Hyperfi: applying Ben Horowitz's People → Product → Profit formula

• The "N+1 strategy" for risk management every entrepreneur needs

• Why timing is everything: two years makes the difference between too early and too late

Biggest Takeaway: "For every person I talk to that has hindsight, they always had an inkling. The mistakes happen when you sell yourself short or get out too early."

Danny went from 13 years in corporate IT to multiple successful exits by spotting pattern-breaking opportunities in taboo markets. Now he's building Hyperfi, an AI-powered IT procurement platform solving a $1.5 trillion problem.

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Danny Davis is a multi-exit founder, technologist, and hands-on operator known for building companies that push industries forward. From taking Convectium public at a $100M+ valuation to leading W3Box.io’s blockchain and AI-powered membership systems for global brands, his ventures bridge the physical and digital worlds. Holding eight patents across connected packaging and authentication, Danny’s work sits at the intersection of design, code, and commerce. Now founder of HyperFi, an AI-native enterprise IT platform, he leads with precision, purpose, and his guiding motto: “Break to Fix.”

LinkedIn - https://www.linkedin.com/in/dannydavis12/

Website - https://hyperfi.ai/

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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/

De-Risk, Delegate, and Deliver a Great Exit: How Certified Exit Planner Julie Keyes Helps Founders Sell Smart

Business Valuation Text Ad:

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

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In this episode of The Exit, Steve welcomes Julie Keyes, a serial entrepreneur turned Certified Exit Planner and faculty member at the Exit Planning Institute (EPI). Julie shares how her own difficult exit nearly two decades ago inspired her to guide business owners toward smoother, more profitable transitions.

Julie breaks down exit preparedness into two core pillars: owner readiness and business readiness. She stresses that true readiness starts long before a sale: owners must update legal, tax, and estate plans, and ensure their personal finances and mindset are aligned with life after the exit. On the business side, she focuses on transferability, decentralizing the owner’s role, building strong teams, and creating a company that can thrive without its founder.

Julie also discusses timing the sale, navigating the “five Ds” (death, divorce, disagreement, disability, and distress), and structuring negotiations with the help of skilled M&A advisors. Her message is clear: “Don’t wait for an offer to learn what your business is worth.” This episode is a practical masterclass on planning early, reducing risk, and protecting your life’s work.

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Julie Keyes is the founder and owner of KeyeStrategies, an advisory firm helping entrepreneurs build enterprise value and prepare for successful business transitions. A lifelong entrepreneur turned Certified Exit Planning and Value Growth Adviser, Julie brings firsthand experience from starting, growing, and selling multiple companies. Recognized twice as EPI’s “Thought Leader of the Year,” she’s a national speaker, faculty member for the CEPA Program, and author of Poised for Exit: A Woman Entrepreneur’s Guide to Business Transition.

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

Website - https://keyestrategies.com/

Podcast - https://keyestrategies.com/podcast/

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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/

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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

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In this episode of The Exit, serial entrepreneur Peter Korbel shares how a decade of reinvention, from running a colorful D.C. food truck to founding a Manhattan coworking space, ultimately led him to build and sell StoreMe, an on-demand luggage storage startup acquired by London-based Stasher.

Peter reveals how StoreMe began with a simple frustration: nowhere to drop off his gym bag or Airbnb guests’ luggage. Armed with hustle and $500K in seed funding, he personally signed up 100 stores on foot, grew to over 600 partner locations across the U.S., and turned a profit within a year. But when COVID-19 hit, travel stopped overnight. Rather than quit, Peter rebuilt, and positioned StoreMe for acquisition by a competitor he’d nurtured a relationship with for years.

His exit story blends sharp business instincts with deep personal reflection, including the loss of his father and the importance of staying organized, transparent, and resilient. Today, Peter channels those lessons into 135 Madison, his consulting firm helping founders raise capital, and his new Substack, Startup Anatomy. His advice: “It’s all a hustle. Every lesson compounds if you just keep going.”

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Peter Korbel is a seasoned business consultant and tech founder with over 15 years of startup experience, known for turning bold ideas into thriving ventures. With one successful exit to his name, he’s launched and led companies including Washington D.C.’s first food-truck operation, one of the world’s earliest on-demand luggage storage platforms, and Blender Workspace, a high-end co-working hub for entrepreneurs in New York City. A Columbia University graduate with an MBA from The George Washington University, Peter now advises founders and investors across Manhattan and the Bay Area, blending sharp strategy, creative execution, and an unmatched entrepreneurial network.

Website - https://www.135madison.com/

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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

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In this episode of The Exit, Mark Rampolla, founder of ZICO Coconut Water and co-founder of GroundForce Capital, unpacks one of the most fascinating comeback stories in consumer brand history.

Mark shares how he went from being a Peace Corps volunteer in Central America to launching ZICO, scaling it into a household name, and ultimately selling to Coca-Cola. He breaks down what it was like to negotiate with one of the world’s biggest corporations, why timing and category positioning were everything, and how he structured a deal that protected both his vision and the company’s future.

Then came the twist. When Coca-Cola offloaded over 200 brands during COVID, Mark bought ZICO back, reigniting the very company he had built from scratch. Now, with GroundForce Capital, he’s helping the next generation of founders build sustainable, purpose-driven businesses ready for exit.

This is a must-listen episode for entrepreneurs looking to understand what makes a brand acquisition-worthy, how to negotiate from a position of strength, and how to know when it’s time to sell (or buy back).

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Mark Rampolla is a visionary entrepreneur, investor, and author dedicated to empowering mission-driven leaders and building businesses with purpose. As co-founder and co-managing partner of GroundForce Capital, he helps bold founders scale companies that create lasting impact. He previously founded ZICO Coconut Water, pioneering the multibillion-dollar coconut water category and selling the brand to Coca-Cola before famously buying it back. Over his career, Mark has invested in more than 100 companies, served on over 20 boards, raised over $1 billion in capital, and generated over $5 billion in enterprise value. A former Peace Corps volunteer and corporate executive, he is the author of High-Hanging Fruit as well as the soon to be released An Entrepreneur’s Guide to Freedom, and continues to inspire entrepreneurs to break free from constraints and lead with true freedom.

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

- https://www.markrampolla.co/

Pre-order his book - https://a.co/d/3c5nOSD

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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

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In this episode of The Exit, Rufus Griscom, co-founder of Nerve, Babble, and Next Big Idea Club, shares his journey from book editor to serial entrepreneur with three startups and a blockbuster exit to Disney.

Rufus launched Nerve.com in the late ’90s, followed by spin-offs that were culturally significant but financially challenging. Those hard lessons shaped his disciplined approach to Babble, the parenting platform he built with his wife in 2007. Babble tapped into the emerging mom-blogging movement, growing to 10M monthly uniques and a $10M revenue run rate, becoming the leading parenting site of its time.

Determined to secure a strong outcome, Rufus identified five likely acquirers early and built trust over years, consistently hitting milestones and proving growth. That strategy paid off when Disney acquired Babble for a reported $40M, after Rufus successfully negotiated a 25% bump over their initial offer and minimized reliance on earnouts.

He emphasizes selling on momentum, building relationships with the right stakeholders, and being radically honest about challenges. Today, Rufus runs the Next Big Idea Club with Malcolm Gladwell, Adam Grant, Susan Cain, and Daniel Pink, delivering the most important new ideas to a fast-changing world.

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Rufus Griscom is a serial entrepreneur and media innovator who has founded and scaled multiple influential companies at the intersection of culture and technology. He launched Nerve.com in 1997, pioneering frank conversations about relationships and culture, before selling it in 2007. He went on to co-found Babble, a groundbreaking parenting platform acquired by Disney in 2011, where he continued as VP of Media. Today, he is the founder and CEO of The Next Big Idea Club, a learning platform and book club featuring thought leaders like Malcolm Gladwell, Susan Cain, Adam Grant, and Daniel Pink, dedicated to spreading transformative ideas. Widely recognized for his TED Talks and writing, Griscom brings decades of experience building communities, driving acquisitions, and shaping how big ideas reach the world.

Website - https://nextbigideaclub.com/

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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

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In this episode of The Exit, Flippa CEO Blake Hutchison shares how digital M&A is evolving, and why Flippa is thriving despite global deal volumes falling. Blake reveals how Flippa achieved 36% growth while the wider market shrank, explains why ecommerce is roaring back, and dives into the launch of Lauren AI, Flippa’s groundbreaking AI-powered deal sourcing and outreach tool.

From helping buyers define hyper-precise mandates to unlocking off-market opportunities, Lauren AI is designed to bridge the gap between entrepreneurs and investors in smarter, more secure ways. Blake also unpacks key trends shaping the industry: the rise of AI-native businesses as one of the most sought-after asset types, the global nature of dealmaking with 83% of Flippa’s transactions now cross-border, and why today’s online businesses are stronger than ever thanks to better tools and technology.

Whether you’re a founder considering an exit or a buyer searching for the next big opportunity, this episode offers a front-row seat to the future of digital acquisitions.

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Blake Hutchison is the Chief Executive Officer of Flippa, the online marketplace that enables buying and selling of websites, apps, stores, and digital businesses. Since taking the helm in late 2018 as a turnaround CEO, Blake has driven Flippa’s growth and led a global team focused on empowering entrepreneurs and small business owners to exit on their terms and own their future.

Flippa - https://flippa.com/

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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

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In this episode of The Exit, serial entrepreneur and investor Divya Gugnani, founder and CEO of 5 Senses, unpacks her journey from Goldman Sachs to co-founding five companies and selling three, including Send the Trend to QVC. With a background in finance and private equity, Divya attributes her entrepreneurial staying power to strong cash management and a focus on fundamentals.

She shares lessons from building early ventures, from auto parts to culinary media, and how creating hyper-personalized shopping experiences led to her fastest success, selling Send the Trend just 11 months after raising funding. Time at QVC gave her valuable insights into product storytelling, ultimately inspiring her to launch beauty brand Wander Beauty, which became her third successful exit.

Divya’s exit advice is clear: get your house in order early (books, legal, taxes), know what you want from a deal, and hire strong operators so you can focus on the sale process. She emphasizes selling on the upswing when growth and profitability are aligned, creating competition among buyers, and avoiding short-term revenue plays that dilute brand value.

Today, Divya shares her entrepreneurial lessons and AI insights via TikTok, continuing to inspire founders globally.

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Divya Gugnani is a serial entrepreneur, investor, and author with over 20 years of experience building and backing businesses. She is the Founding Partner of Concept to Co., investing in 80+ companies, and the Founder & CEO of 5 SENS, a fine fragrance brand. Previously, she co-founded Wander Beauty, later acquired by Nameless CPG, and Send the Trend, acquired by QVC. Divya began her career in finance at Goldman Sachs, Investcorp, and FirstMark Capital before becoming an “accidental entrepreneur.” Featured widely in top media outlets, she is also the author of Sexy Women Eat, and regularly mentors founders and lectures at leading universities. She holds a B.S. from Cornell, an MBA from Harvard, and trained at the French Culinary Institute.

Website - https://5sens.co/

TikTok - https://www.tiktok.com/@dgugnani

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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/