Maximizing Your Business Value: Secrets to Selling Success | Marty Fahncke

In this episode of the Marketing Boost Solutions Podcast, Capt. Marco interviews Marty M. Fahncke, a seasoned world-class Marketer with over 30 years of experience in growing & scaling businesses, and over 20 years of experience in Mergers and Acquisitions. Marty has helped businesses scale to over $1 Billion in revenue and executed over $450 million in Mergers and Acquisitions transactions.

Marty shares his insights on when to sell a business, the importance of preparing a business for sale, and how businesses are valued. He also discusses the strategy of growing a business through acquisitions and the potential of owning multiple businesses through equity partnerships. Marty's wealth of experience and unique insights are sure to provide valuable food for thought, whether you're considering selling your business or looking for ways to scale.

Website: https://www.westboundroad.com/
Facebook: https://www.facebook.com/martyf
Linkedin: https://www.linkedin.com/in/martyfahncke/

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Timestamps:
Starting a Business and First Taste of Mergers and Acquisitions [00:02:07] Marty shares his experience of starting a business with friends and getting it acquired, as well as his subsequent involvement in mergers and acquisitions.
Selling a Business Due to External Factors [00:06:16] Marty emphasizes the importance of planning and positioning a business for sale, rather than being forced to sell due to external factors like lease expiration or financial calamity.
Staging a Business for Sale [00:09:44] Marty explains the concept of staging a business for sale, similar to staging a home, by ensuring clean financials, documented processes, and securing long-term contracts to increase value and attract potential buyers.
The importance of re-upping leases in advance [00:11:46] Discussing the impact of having long-term leases on the value of a business and the negotiation process with potential buyers.
Staging the business for sale [00:12:41] Explaining the importance of staging the business, including finances, personnel, processes, tools, and resources, to make it more attractive to prospective buyers.
The value of positioning your business as if it's for sale [00:14:53] Highlighting the benefits of preparing and positioning a business for sale, even if the owner has no immediate intention of selling, to improve the business's overall efficiency and financials.
The valuation of a business [00:21:32] Marty explains how businesses are valued based on revenue or profit, and the different factors that can impact the valuation.
The impact of business size on valuation [00:25:12] Marty discusses how the size of a business can affect the valuation multiple, using examples of businesses at different revenue levels.
Growing a business through acquisition [00:29:29] Marty shares the benefits of growing a business by acquiring similar businesses, highlighting the potential for immediate growth and increased profits.
Acquiring Direct Competitors or Supply Chain [00:32:32] Marty discusses the opportunity to acquire direct competitors or businesses in the supply chain to expand and strengthen your own business.
Acquiring Businesses with Marketing Expertise [00:36:00] Marty explains how acquiring businesses with solid products/services but poor marketing can be lucrative, allowing you to apply your marketing expertise to grow and increase their value.
Partnerships and Joint Ventures [00:39:47] Marty suggests that instead of wholly owning a business, you can enter into partnerships or joint ventures where you contribute your skills and expertise to help grow the business and earn equity in return.
The importance of leveraging and operating multiple businesses [00:43:26] Marty discusses the challenges of running multiple businesses and suggests leveraging or bringing in trusted operators to run them.
Determining the value of a business and long-term advisory [00:47:27] Marty talks about the common question of business valuation and offers both do-it-yourself methods and long-term advisory services for maximizing profits.