Women, Wealth & the Future of Art Value: Galleries, Online Sales & Legacy | ValuationPodcast.com

In this episode of ValuationPodcast.com, Melissa Gragg speaks with Ann Priftis, CEO of a group of seven contemporary art galleries across the U.S. and Canada and an art advisor/appraiser—about how value is created (and preserved) in today’s art market.

You’ll hear how galleries are shifting from the classic “white box” model to hybrid sales (in-person + OVR/online viewing rooms), why many serious purchases still require human advisory (not “Buy Now” buttons), and what collectors should know about stewardship, appraisal, and estate planning. Anne also unpacks how women and next-gen collectors are changing taste, discovery (social media), and resale behavior—and why most art should be bought for love first, returns second.

5 Key Takeaways

• Hybrid is the new normal: Galleries pair brick-and-mortar with online viewing rooms and consultative sales—especially effective when buyers already know an artist’s work.
• Human trust drives high-value sales: For five-figure (and up) works, collectors still want storytelling + expert guidance, not a one-click cart.
• Art fairs & real estate are squeezing the old model: Costs (booths, travel, staffing, leases) are pushing galleries to rethink where and how they sell.
• Buy for passion; manage like an asset: Most art won’t outperform financial markets. Enjoy it—and maintain it (storage, conservation, crating, insurance) and appraise periodically to support lending, gifting, or estate decisions.
• Women & next-gen are reshaping demand: More diverse boards and curators, social discovery, willingness to try lesser-known artists, and a trade/refresh mindset versus holding forever.

Q&As From Episode:

Q1: Are people really buying expensive art online now?
A: Yes—when they already know the artist or have an advisor guiding them. Online viewing rooms plus live consultant chats create enough confidence for significant purchases.

Q2: What’s the practical difference between décor and collecting?
A: Décor solves a design need (size, color, space). Collecting builds a point of view: artist research, provenance, condition, and a plan for care, documentation, and potential deaccession.

Q3: Is art a good investment?
A: For most buyers, buy for love, not ROI. A small slice of blue-chip work can appreciate, but markets are illiquid and costs (fees, storage, conservation) matter. Treat returns as a bonus.

Q4: How do artists move from $5k to $150k+ price tiers?
A: Consistent quality, institutional validation (exhibitions, collections), press, and strong gallery/advisor placement. Scarcity and sustained demand—not hype alone—support durable pricing.

Q5: What should families do with sizable collections?
A: Get periodic appraisals, document condition/provenance, budget for stewardship (storage, conservation, crating/shipping), and build an estate/legacy plan (donations, loans, or sales) so heirs aren’t forced into rushed decisions.

Connect with Ann: https://www.linkedin.com/in/ann-priftis/
Ann's website: https://clarkpriftisart.com/

Connect with Melissa:
Melissa Gragg  
Expert testimony for financial and valuation issues  
Bridge Valuation Partners, LLC  
[email protected]  
http://www.BridgeValuation.com  
Cell: (314) 541-8163

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In this episode of ValuationPodcast.com, host Melissa Gragg sits down with Kelly Finnell, one of the nation’s top ESOP consultants with over 40 years of experience. Together, they uncover insider strategies behind ESOP valuation, regulations, financing, and exit planning. From misconceptions about fair market value to how ESOP-owned companies merge, this discussion helps business owners, advisors, and valuation professionals understand what really happens inside an ESOP deal.

Whether you’re considering selling your business, exploring employee ownership, or advising clients on exit strategies, this episode will help demystify ESOPs and show why they’re booming among baby boomer founders.

👉 Learn about valuation misconceptions, financing structures, regulatory complexity, and opportunities for valuation professionals in this fast-growing space.

⭐ Key Takeaways

• ESOP valuations don’t set the price—they establish the maximum fair market value trustees can pay.
• ESOPs can pay as much as private equity buyers, contrary to common belief.
• Complex ESOP-on-ESOP transactions require specialized structuring and valuation expertise.
• Financing typically comes from cash, bank loans, and seller notes (with attractive returns).
• ESOPs are a flexible exit strategy, not a lifetime commitment, offering both liquidity and employee benefits.
• Success depends on specialized advisors (valuation, legal, and lending) with deep ESOP experience.
• Growing demand for ESOPs is fueled by baby boomer business exits.
• Valuation professionals have opportunities for recurring ESOP work through annual valuations.

Q1: What is an ESOP and how does it work in a business sale?
A: An Employee Stock Ownership Plan (ESOP) allows a business owner to sell their company to employees through a trust. The trustee ensures the ESOP pays no more than fair market value, providing owners with liquidity, tax benefits, and a structured succession plan.

Q2: How is fair market value determined in an ESOP transaction?
A: A valuation advisor hired by the trustee analyzes the business and sets the maximum price the ESOP can pay. The trustee then negotiates with the seller, aiming for a price close to but not above that maximum.

Q3: Can ESOPs pay as much as private equity firms?
A: Yes. Contrary to common misconceptions, ESOPs often match or even exceed private equity offers. This surprises many owners who assume ESOPs undervalue companies.

Q4: How are ESOP transactions typically financed?
A: Most ESOP deals use a mix of company cash, bank loans, and seller notes. Seller financing often provides a strong return—sometimes around 12%—making it a valuable investment for owners post-sale.

Q5: Why are ESOPs growing in popularity right now?
A: The rise in ESOPs is driven largely by baby boomer business owners seeking succession options. Unlike short-term tax law booms, this trend is sustained by demographics and the need for liquidity.

Connect with Kelly Finnell:
https://execfin.com/team/kelly-o-finnell/
https://www.linkedin.com/company/efsesopconsultants/

Melissa Gragg is a seasoned financial mediator and business valuation expert with over 20 years of experience. She specializes in helping couples and business partners navigate complex financial disputes during divorce and separation. As the founder of Bridge Valuation Partners and a key member of The Divorce Allies, Melissa offers neutral, third-party services including business valuations, pension assessments, income analysis, and strategic settlement planning. 

Connect with Melissa:
Melissa Gragg  
Expert testimony for financial and valuation issues  
Bridge Valuation Partners, LLC  
[email protected]  
http://www.BridgeValuation.com  

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The Biggest Challenges When Scaling a Business (and How to Overcome Them)

Scaling a business is never easy—especially when you’re also planning for an eventual exit. In this episode of ValuationPodcast.com, host Melissa Gragg talks with Mark Howley, seasoned CEO and strategist, about the biggest challenges business owners face when scaling and selling their companies.

They cover everything from chasing growth vs. focusing on profits, using debt wisely, building management teams, preparing for due diligence, and knowing when it’s time to sell. If you’re a business owner aiming to grow beyond $1M to $10M in revenue or preparing for a sale, this conversation is packed with insights you can apply right now.

Welcome to ValuationPodcast.com—your go-to resource for navigating the world of business growth and valuation. I’m Melissa Gragg, a financial mediator and business valuation expert in St. Louis, Missouri. In today’s episode, I’m joined by Mark Howley, financial strategist, CEO, and podcast host of The Mark Howley Show. 

Mark built, scaled, and sold his company and now shares candid insights on the real challenges of scaling, preparing for sale, and building businesses with lasting value. Whether you’re growing past the $1M mark, aiming for $10M+, or planning your exit, this conversation offers practical lessons every business owner needs.

Topics Covered:

• How to avoid “growth traps” and focus on profitability
• The right time to hire leadership and delegate control
• Why due diligence uncovers more than owners expect
• Good vs. bad debt in business growth
• The emotional side of scaling and selling

5 Key Takeaways

• Profit over Growth Hype – Scaling isn’t just about getting bigger; it’s about sustaining profitability and making calculated moves.
• Focus Over Diversification – Owners often get distracted by chasing too many markets; success comes from doubling down on core strengths.
• Build a Team That Replaces You – A business dependent on the owner has little transferable value; scalability requires strong middle management.
• Prepare for Due Diligence Early – Clean books, accurate inventory, and separation of personal vs. business expenses are non-negotiable for a successful sale.
• Timing Your Exit Is Critical – The best time to sell is when growth is strong, systems are in place, and the future looks promising to buyers.

Q&As

Q1: What is the biggest mistake business owners make when scaling?
A: Many chase growth at all costs, spreading into too many markets. The smarter path is focusing on profitable niches and building operational systems before expanding.

Q2: Why should owners prepare their business for sale even if they’re not selling?
A: Buyers want businesses that run without the owner. Pre-sale preparation—like clean financials, a strong team, and documented processes—makes a company more valuable and easier to run.

Q3: How can small business owners use debt wisely?
A: Debt is useful when tied to revenue-generating investments (like marketing or production capacity). It’s dangerous when used for overhead, perks, or non-essentials.

Q4: What surprises owners most during due diligence?
A: The depth of scrutiny. Buyers dig into financials, inventory, tax returns, and operations. Personal expenses hidden in the business often reduce value dramatically.

Q5: How do you know if it’s time to sell your business?
A: Compare the lump sum offer to expected profits over the next 5–10 years. If the offer provides greater certainty and value than holding, it’s likely the right time.

Connect with Mark Howley:
https://www.themarkhowleyshow.com/

Connect with Melissa:
Melissa Gragg   
https://www.valuationmediation.com/

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Thinking about selling your business—or scaling it to the next level?

In this episode of ValuationPodcast.com, host Melissa Gragg sits down with financial strategist and bestselling author Monica Garcia Duggal to break down her proven Financial BITES Method. With over 30 years of experience in investment banking, M&A, and helping entrepreneurs build wealth, Monica reveals how to prepare your company for growth, exit, and legacy.

Whether you’re a baby boomer business owner planning retirement, or a high-achieving entrepreneur looking to 10X your company, this conversation will give you actionable steps to avoid leaving money on the table, systematize your operations, and future-proof your business in the age of AI.

🔑 What You’ll Learn in This Episode:

• Why baby boomer business owners must plan their exit strategy 3–5 years in advance
• How the Financial Bytes Method (Budgeting, Investing, Taxes, Exit, SOPs) makes scaling and selling less overwhelming
• The role of consultants in rebranding, restructuring, and maximizing valuation
• Why buyers want turnkey businesses with clean operations and strong culture
• How AI and technology can double your company’s value (or put it at risk if ignored)

📣 Why This Episode Matters

Every business owner will eventually face the question: Grow, sell, or shut down? Monica Garcia-Dougal explains how to approach this crossroads with clarity, confidence, and a proven framework. From managing your financials to creating a business that runs without you, this episode is packed with strategies to help you scale, sell, and stay ready.

Q1: What is the Financial Bytes Method?
A1: It’s Monica Garcia-Dougal’s five-step system—Budgeting, Investing, Taxes, Exit Strategy, and SOPs—that helps entrepreneurs scale and prepare their companies for sale.

Q2: Why should baby boomer business owners plan their exit early?
A2: With 2.3 million small businesses changing hands, early planning maximizes value, ensures succession, and prevents rushed decisions.

Q3: How do consultants increase business value?
A3: Consultants bring outside perspective, improve systems, and rebrand operations—often adding multiples to a company’s final sale price.

Q4: What makes a business most attractive to buyers?
A4: Buyers look for turnkey operations with clean financials, standard operating procedures, strong culture, and minimal reliance on the owner.

Q5: How can AI impact business valuation?
A5: AI helps streamline operations, cut costs, and expand growth. Companies that embrace it often boost valuation, while those that resist risk falling behind.

Scaling, Selling & Staying Ready: The BITES Method | Business Valuation Podcast Monica Garcia Duggal

Connect with Monica: 
http://infinitione.com/about-us
https://www.linkedin.com/in/monicagduggal/

Melissa Gragg is a seasoned financial mediator and business valuation expert with over 20 years of experience. She specializes in helping couples and business partners navigate complex financial disputes during divorce and separation. As the founder of Bridge Valuation Partners and a key member of The Divorce Allies, Melissa offers neutral, third-party services including business valuations, pension assessments, income analysis, and strategic settlement planning. 

https://www.valuationmediation.com
https://www.thedivorceallies.com
http://www.MediatorPodcast.com
https://www.ValuationPodcast.com

Connect with Melissa:
Melissa Gragg  
Expert testimony for financial and valuation issues  
Bridge Valuation Partners, LLC  
[email protected]  
http://www.BridgeValuation.com  
Cell: (314) 541-8163

Support the show

Welcome to ValuationPodcast.com—a podcast and video series where we explore all things related to business valuation, financial transitions, and strategic planning.

I’m Melissa Gragg, a financial mediator and valuation expert based in St. Louis, Missouri. In today’s episode, we’re stepping into a topic that doesn’t get discussed nearly enough: what happens when you suddenly come into wealth you didn’t create.

To help us unpack this, I’m joined by Myra Salzer, founder of The Wealth Conservancy in Boulder, Colorado, also known as The Inheritor’s Advocate. Myra has spent decades helping people navigate the emotional and practical challenges of receiving wealth—especially when they didn’t earn it directly.

Together, we’re talking about the emotional side of money, financial identity, legacy trauma, archetypes, and how fiduciary coaching can help people move from fear and confusion to confidence and control.

Key Takeaways
Sudden wealth is often met with shame, confusion, or isolation—not just celebration.

Inheritors, divorcees, and widows may feel unworthy or overwhelmed by the responsibility that comes with money they didn’t earn.

Inherited wealth is different from earned wealth—and requires a different mindset.

Wealth creators tend to operate with confidence and abundance; inheritors often operate from fear of loss and a scarcity mindset.

Most people aren’t taught how to handle wealth, especially when it arrives suddenly.

Financial education is rarely passed down, and even fewer people receive emotional preparation to handle family money dynamics.

Traditional financial advisors often miss the emotional and psychological needs of sudden inheritors.

Questions answered in this episode:
1. What is sudden wealth and why is it emotionally complicated?
Sudden wealth is when someone comes into a large sum of money—often through inheritance, divorce, or the death of a loved one. It's emotionally complicated because most people don’t feel equipped to manage the responsibility or explain it to others, and it often triggers shame, guilt, or confusion.

2. How is inherited wealth different from earned wealth?
Earned wealth usually comes with confidence, cause-and-effect thinking, and a sense of control. Inherited wealth, however, can feel like a burden, with fears around loss, judgment, or feeling undeserving. Inheritors often lack the financial literacy or emotional support needed to manage it.

3. What kind of support do people need when they inherit money?
Inheritors need more than investment advice. They need financial coaching that includes education, emotional support, and mindset work. This might involve money archetype assessments, values clarification, and learning how to set boundaries with family and advisors.

4. What questions should I ask when choosing a financial advisor after inheritance?
Ask if they are a fiduciary, how they are compensated, if they understand sudden wealth transitions, and whether they offer coaching alongside planning. Avoid firms that prioritize asset gathering over long-term client support.

5. Can you really ‘prepare’ for sudden wealth through inheritance or divorce?
Yes—but not in the traditional financial sense. You prepare by understanding your relationship with money, knowing your values, and building a support team that helps you stay grounded, not overwhelmed, when wealth arrives.

Myra Salzer
https://www.thewealthconservancy.com/
https://www.linkedin.com/in/myra-salzer/

Connect with Melissa:
Melissa Gragg  
Expert testimony for financial and valuation issues  
Bridge Valuation Partners, LLC  
[email protected]  
http://www.BridgeValuation.com  
Cell: (314) 541-8163

Support the show

AI is a Tool. A Negotiation Expert is a Weapon | Negotiation Strategy & Deal-Making

Hi, welcome to ValuationPodcast.com, a podcast and video series about all things business and valuation. I’m Melissa Gragg, a financial mediator and business valuation expert based in St. Louis, Missouri.

Today, I’m talking to Christine Nicholson, a multi-award-winning business mentor, speaker, and author. She’s also an expert in exit and succession planning and works with clients all over the world. She's based in the UK—so enjoy the delightful accent!

In this episode, we dive into the explosion of AI and how it intersects with deal-making. Why, in the age of AI, do you still need a negotiation expert in the room? If AI is the tool, a skilled advisor is the weapon. Christine and I unpack how sellers often unintentionally sabotage their own deals and why experts must act as shields to protect value, mitigate emotional risk, and maintain control in negotiations.

🔹 5 KEY TAKEAWAYS
Sellers Often Undermine Their Own Deals
Sellers unknowingly decrease their business’s value through emotional attachment, oversharing, and being unprepared.

AI Can’t Replace Human Nuance in Negotiations
While AI can provide data, it cannot account for emotions, nuance, or prevent a seller from saying the wrong thing at the wrong time.

Preparation = Leverage
Sellers who prepare valuations, identify weaknesses, and engage advisors early retain power and avoid getting steamrolled by sophisticated buyers.

There Are Always Three Deals
Sellers should define a “Green Deal” (ideal), a “Yellow Deal” (acceptable), and a “Red Deal” (walk-away) ahead of negotiations to avoid regret.

Weekly, Topic-Focused Meetings Improve Outcomes
Structured, single-issue discussions minimize stress and confusion and give sellers time to prepare and maintain control over the process.

🔹 TOP Q&A FROM EPISODE
Why should I avoid being the one to negotiate my business sale directly?
Sellers often become emotional and overshare, weakening their leverage and potentially lowering the sale price.

What’s the biggest mistake business owners make when approached with an unsolicited offer?
Responding too quickly without valuation prep or emotional detachment—often leading to underpricing and unfavorable terms.

How can emotional attachment hurt my business valuation?
It clouds judgment, causes sellers to speak subjectively, and signals risk to buyers who are only focused on ROI.

What’s the benefit of having an expert in the room during business negotiations?
Experts act as a shield—framing answers, controlling narrative, and preventing harmful disclosures that could devalue the deal.

How do I prepare my business for an unsolicited offer?
Conduct regular valuations, understand your “walk-away” terms, and work with advisors to identify and fix red flags before buyers do.

What is a working capital adjustment in business sales?
It’s the amount of cash or assets that need to remain in the business post-sale. Misunderstanding this can cost sellers hundreds of thousands.

What’s the difference between business valuation and value?
Valuation is a number; value includes the full package—team, scalability, processes, and buyer fit—which affects what someone will pay.

Connect with Christine:
https://www.linkedin.com/in/christine-nicholson/
https://christinenicholson.co.uk/

Connect with Melissa:
Melissa Gragg  
Expert testimony for financial and valuation issues  
Bridge Valuation Partners, LLC  
[email protected]  
http://www.BridgeValuation.com  
Cell: (314) 541-8163

https://www.valuationmediation.com
https://www.thedivorceallies.com
http://www.MediatorPodcast.com
https://www.Val

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Employment Law For Business Owners with Gary Martoccio - Business Valuation Podcast Video Series | Valuation Expert Melissa Gragg

Welcome to ValuationPodcast.com, your go-to podcast and video series for all things business and valuation. I’m your host, Melissa Gragg, a valuation mediator and expert based in St. Louis, Missouri. In this episode, I’m joined by Gary Martoccio, a seasoned employment attorney representing employees across nine states, based in Tampa, Florida.

Today, we dive deep into employment law for business owners, exploring how to proactively prevent employment-related claims, what at-will employment really means, the nuances of employee contracts, and practical steps both employers and employees can take to protect their interests. We also discuss the evolving landscape around DEI programs, remote work accommodations, and how recent shifts in enforcement by the EEOC may impact your business or career.

Key Takeaways
1️⃣ At-Will Employment Isn’t Absolute
Employers can terminate employees without cause in at-will states, but discrimination, retaliation, and statutory protections (like FMLA) still create liability if mishandled.

2️⃣ Proper Documentation Protects Employers
Maintaining clear records of performance issues, warnings, and objective reasons for termination can greatly reduce the risk of wrongful termination claims.

3️⃣ Severance Agreements & Mediation Clauses Can Help
Offering severance with a release of claims or requiring mediation in contracts are proactive ways to resolve disputes before they escalate.

4️⃣ Treatment of Departing Employees Matters
How you handle terminations — including being respectful, not contesting unemployment, and giving neutral references — can deter former employees from pursuing claims.

5️⃣ DEI and Remote Work Laws Are Evolving
Shifts in the EEOC’s enforcement priorities around diversity programs and remote work accommodations mean employers need to stay informed and adjust practices accordingly.

This episode can answer these questions:

• What does “at-will employment” really mean for employers and employees?
• Can an employee still sue for wrongful termination in an at-will state?
• How can small business owners avoid wrongful termination lawsuits?
• What should be included in an employment contract for at-will employees?
• Are non-compete and non-solicitation agreements enforceable today?
• How does timing of termination affect wrongful termination claims?
• What documentation should employers keep before firing an employee?
• Can I include a mediation clause in an employment agreement?
• What are the new trends or changes in DEI and employment law?
• Should I offer a severance agreement to avoid employment lawsuits?
• How does the EEOC’s stance on DEI programs affect employers?
• What should employees do if they think they were wrongfully terminated?
• Do large or small businesses face more employment law claims?

Connect with Gary

Gary's Website

Melissa Gragg is a seasoned financial mediator and business valuation expert with over 20 years of experience. She specializes in helping couples and business partners navigate complex financial disputes during divorce and separation. As the founder of Bridge Valuation Partners and a key member of The Divorce Allies, Melissa offers neutral, third-party services including business valuations, pension assessments, income analysis, and strategic settlement planning. 

https://www.valuationmediation.com
https://www.thedivorceallies.com
http://www.MediatorPodcast.com
https://www.ValuationPodcast.

Support the show

Empowering Creatives: How to Build Community, Strategy, and Success for Artists - Kre8 Spaces, LLC - ValuationPodcast.com

Welcome to ValuationPodcast.com, a podcast and video series covering all things business and valuation. I’m Melissa Gragg, a financial mediator and valuation expert based in St. Louis, Missouri.

Today’s episode is a truly inspiring one. We’re joined by Quintrel Brown, Dwayne Ferguson, and Christian Boyd—three creative entrepreneurs and founders of Kre8 Spaces, a production studio and community hub designed to empower artists, creators, and entrepreneurs. Their mission? To provide the tools, mentorship, and consistent support needed for sustainable creative and financial success.

These three aren’t just running a studio—they’re building a movement. From mentorship to grants, production tools to business strategy, they’re changing the way creatives launch and grow. Whether you’re a young artist, a seasoned entrepreneur, or just someone passionate about supporting the arts, you’ll want to hear their story.

Key Takeaways:

1. Community Is the Catalyst
Kre8 Spaces was founded on a shared mission to uplift creatives—especially young and underserved artists—by providing not only tools but also mentorship and connection. Real growth happens in community, and this space gives artists a place to collaborate, stay accountable, and build lasting relationships.

2. Strategy Over Stardom
Talent and tools aren’t enough. The team emphasizes the importance of having a clear strategy: knowing your end goal, setting short-term targets, and building consistency. Viral moments mean little without the foundation to sustain and monetize them.

3. Resources Go Beyond Equipment
While Kre8 Spaces offers state-of-the-art gear (like 4K cameras, podcast studios, and backdrops), the real value lies in what surrounds it: grant education, legal support, workshops, and mentorship. Creatives gain access to an ecosystem that helps them build sustainable income streams.

4. Creativity Drives Economic Impact
Investing in the arts uplifts entire communities. From tourism to tech, fashion to architecture, creativity fuels innovation and local pride. By supporting artists, cities like St. Louis can retain talent and stimulate cultural and economic growth.

5. Start Small, Stay Consistent, Show Up
Perfection isn’t required—action is. The founders stress that many creators stall waiting for ideal conditions. Instead, focus on building momentum, learning from missteps, and aligning with people who elevate your mission. Success is built through persistence and presence.

Visit Kre8 Spaces

Connect with Quintrel

Connect with Dwayne

Connect with Christian

Melissa Gragg is a seasoned financial mediator and business valuation expert with over 20 years of experience. She specializes in helping couples and business partners navigate complex financial disputes during divorce and separation. As the founder of Bridge Valuation Partners and a key member of The Divorce Allies, Melissa offers neutral, third-party services including business valuations, pension assessments, income analysis, and strategic settlement planning. 

https://www.valuationmediation.com
https://www.thedivorceallies.com
http://www.MediatorPodcast.com
https://www.ValuationPodcast.com

Connect with Melissa:
Melissa Gragg  
Expert testimony for financial and valuation issues  
Bridge Valuation Partners, LLC  
[email protected]  
http://www.BridgeValuation.com  
Cell: (314) 541-8163

Support the show

Hi, welcome to ValuationPodcast.com, a podcast and video series about all things related to business and valuation. My name is Melissa Gragg, and I'm a financial mediator and valuation expert in St. Louis, Missouri.

We're speaking today with Mark Howley about small business success and exit strategies, and his passion is in talking about business, growing business, and public speaking. He also has a podcast that we'll talk about later, but today he's going to share his story about building a business with the exit in mind.

And quite frankly, you guys hear me talking about this a lot—not only how do you grow a business, start a business, and market a business, but if you're not thinking about the end in mind, then I think we get distracted by the pretty logos and all of the fun social media. But quite frankly, there's really a process of starting a business—and then, how are you going to exit or monetize it at the end?

Key Takeaways:

1. Build a Business You Understand Deeply

Mark emphasized the dangers of chasing business ideas you don’t know. He initially considered buying companies in industries he didn’t understand (like potato chips or trail mix) and quickly realized that deep domain expertise is crucial for long-term success. He succeeded by staying in the packaging industry where he already had knowledge, relationships, and leverage.

2. Bootstrap with Discipline and Realistic Expectations

Mark cut his salary by 40%, managed household expenses down to the diaper, and lived lean for four years while growing his company. His message: entrepreneurship is not glamorous at first. You need financial discipline, a clear budget, and the willingness to sacrifice comfort in exchange for long-term freedom.

3. Structure Your Business to Run Without You

One of the key factors that made Mark’s company valuable at exit was his team—not just his own leadership. Buyers aren’t looking to buy you; they want to buy a system with a team that can keep the business profitable after you're gone. Mark built a team with defined roles and documented processes that could operate without his daily involvement.

4. Expect the Sale Process to Be Grueling and Prepare for It

Selling a business is not a handshake deal. Mark shared how potential buyers will climb up your books, dig into every corner of your operation, and often reduce the final price in a "retrading" maneuver. He recommends having annual reviews, financial audits, and a strong attorney to survive due diligence and avoid getting steamrolled.

5. Know Your Value—Then Be Ready to Walk

When approached to sell, Mark didn’t bite at the first offer and wasn’t desperate to exit. This gave him negotiating power. He also warned entrepreneurs not to underestimate the emotional cost of letting go—or the financial risk if the buyer isn’t properly funded. His advice: Know your EBITDA, understand deal terms like holdbacks and earn-outs, and don’t sell unless the offer respects your value.

Connect with Mark - LinkedIn

Mark's Podcast and Website

Melissa Gragg
CVA, MAFF
Expert testimony for financial and valuation issues  
Bridge Valuation Partners, LLC  
[email protected]  
http://www.BridgeValuation.com  
http://www.ValuationPodcast.com  
http://www.MediatorPodcast.com  
https://www.valuationmediation.com  
https://www.thedivorceallies.com/
Cell: (314) 541-8163

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Importance of Communication and Marketing Alignment - Business Valuation & Mergers and Acquisitions

Welcome to ValuationPodcast.com, your hub for discussions about business and valuation. I'm your host, Melissa Gragg, a mediator and business valuation expert based in St. Louis, Missouri. In this episode, we're joined by Loretta Tarozaite from Las Vegas, a renowned executive presence strategist. We'll delve into the crucial roles of communication and marketing alignment in business, exploring how they contribute to investor confidence, particularly in scenarios like mergers and acquisitions.

Podcast Questions:
Can you explain how cohesive communication and marketing strategies can build investor confidence for companies preparing for mergers or acquisitions?

What is the difference between strategy and execution?

How does storytelling affect your company and leadership presence?

What's the difference between storytelling for personal vs. business brands?

What are the most common communication mistakes you see leaders make, and how do these missteps affect their personal brand and the company’s presence in the market?

Key Takeaways:
The Role of Executive Communication: Executives need to recognize the importance of their involvement in storytelling and brand messaging. Effective communication not only aligns with marketing but also enhances brand equity and leadership visibility, critical during phases like mergers and acquisitions.

Understanding Cohesion in Messaging: Cohesion in communication and marketing is essential. Disjointed messages can lead to confusion internally and externally, affecting brand perception and employee alignment with the company's vision.

Strategic Storytelling: Storytelling is not just about crafting a narrative; it's about making the company's mission relatable and transparent to its audience. This involves all levels of the organization to ensure the message resonates through every medium utilized.

The Importance of Consistent Reevaluation: Founders and executives should regularly review and refresh their communication strategies to ensure they remain relevant and impactful. This is particularly important for businesses contemplating significant transitions like selling the company.

Integrating Executive Teams in Storytelling: Storytelling should involve not just the founder but also key stakeholders within the company. This collective approach helps encapsulate diverse perspectives and ensures a richer, more comprehensive brand narrative.

Connect with Loreta:
[email protected]
https://www.loreta.today/

Connect with Melissa:
Melissa Gragg  
CVA, MAFF 
Expert testimony for financial and valuation issues  
Bridge Valuation Partners, LLC  
[email protected]  
http://www.BridgeValuation.com  
http://www.ValuationPodcast.com  
http://www.MediatorPodcast.com  
https://www.valuationmediation.com  
https://www.thedivorceallies.com/
Cell: (314) 541-8163

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