The M&A Mastermind Podcast

The M&A Mastermind Podcast - Episode 38 - Sell Side Reps & Warranty Insurance

In this week’s installment, join host Nick Olsen as he sits down with Rob Margeton, Co-Founder of Ryco Advisors as they delve into the dynamic world of M&A transactions and unveil the game-changing benefits of sell-side reps and warranty insurance policies.
Unlock the secrets of how these policies, steeped in historical significance, revolutionize deal timelines and empower sellers to navigate the complex landscape of negotiations with confidence and finesse.
Rob sheds light on the strategic advantages, unravels the mysteries surrounding policy costs and the application process, and unveils the transformative impact on deal negotiations. Learn more about risk mitigation and discover why educating clients and stakeholders is paramount for harnessing the full potential of these invaluable tools.
Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.
Some of the key takeaways of this episode include:
1) Sell-side reps and warranty insurance policies are beneficial for mitigating risk and expediting M&A transactions.
2) Educating clients and stakeholders about the benefits of these policies is crucial for their successful implementation.
3) The cost of these policies is relatively low compared to the potential benefits, making them a valuable tool for sellers in M&A transactions.
 
About the show:
The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.
The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.
With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.
Chapters:
00:00 Introduction to M&A Mastermind Podcast and Guest Introduction
03:26 Impact of Reps and Warranty Insurance on Deal Timelines
05:38 Benefits of Sell-Side Reps and Warranty Insurance for Sellers
08:19 Educating Clients and Stakeholders on Sell-Side Reps and Warranty Insurance
15:12 Coverage and Claims of Sell-Side Reps and Warranty Insurance Policies
20:50 Buyer Acceptance and Resistance to Sell-Side Reps and Warranty Insurance
25:27 Threshold and Cost Considerations for Sell-Side Reps and Warranty Insurance Policies
27:20 Conclusion and Contact Information
Keywords:
Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, reps and warranty insurance, transaction, deal timeline, risk mitigation, policy cost, deal negotiations, client education
Check out all of our episodes at: https://cornerstoneia.com/podcast/.

The M&A Mastermind Podcast - Episode 37 - What are the Components of a Perfect Acquisition?

In this episode Nick Olsen sits down with Ben Mackay from Evolve Capital. Together, they discuss the essence of the perfect business or opportunity in the M&A landscape. Unraveling the complexities of acquisitions, they uncover the key attributes and components that transform a business into the holy grail of acquisition targets.
 
Some of the key takeaways of this episode include:
The importance of relationships in the M&A industry
Key attributes and components that make a business an ideal acquisition target
The significance of trust and effective communication in the deal process
 
Keywords
M&A, acquisition, business opportunity, Evolve Capital, holy grail, relationships, deal structure, communication, critical services, business dynamics, trust

The M&A Mastermind Podcast - Episode 36 - M&A Market Update Q1 2024

In this episode of the M&A Mastermind podcast, host Nick Olsen interviews Bob Dunn from GF Data about the latest trends in lower and middle market M&A. They discuss the GF Data reports, which provide valuation information across different transaction sizes and industries.
Some key takeaways from the conversation are:
1) Deal volume is recovering, with a significant increase expected in the coming quarters, driven by private equity exits.
2) Interest rates are stabilizing, which is positive for the market.
3) Manufacturing has been hit hard on the debt side, while business services and retail are showing signs of recovery.
Chapters
00:00 Introduction and Background
02:37 Overview of GF Data and Reports
05:35 Insights from the M&A Report: Deal Volume and Valuations
10:33 Deal Structures and Creative Financing
21:33 Analysis of the Leverage Report and Debt Coverage
27:20 Predictions and Projections for the Future of the Market
30:11 Closing Remarks and Call to Action
Keywords M&A, trends, GF Data, reports, valuation, deal volume, interest rates, manufacturing, business services, retail

The M&A Mastermind Podcast - Episode 35 - Sale Leasebacks in M&A

In this episode of the M&A Mastermind podcast, host Nick Olsen interviews Dan Andrews, the managing partner and CEO of Tempus Realty Partners, about sale leasebacks in M&A transactions. They discuss the benefits and considerations of sale leasebacks, the timing and planning involved, and the potential tax advantages. Andrews emphasizes the importance of understanding the real estate involved in a transaction and determining if a sale leaseback is a good fit. He also highlights the limited pool of buyers for sale leasebacks and the need for proper due diligence and financing. Overall, the episode provides valuable insights for M&A advisors and business owners considering sale leasebacks.
Takeaways
Sale leasebacks should be considered in virtually every M&A transaction involving real estate.
Timing and planning are crucial for successful sale leasebacks, and it is often best to sell the real estate before selling the business.
Working with a specialized buyer, such as Tempus Realty Partners, can increase the likelihood of a successful sale leaseback.
Proper due diligence, including property condition assessments, environmental assessments, and surveys, is essential to mitigate risks.
Long-term leases with market-rate rent and annual increases of around 3% are typically the most attractive to buyers.
Sale leasebacks can offer tax advantages, such as 1031 exchanges, if properly planned and executed.
Chapters
00:00 - Introduction and Overview
09:38 - Timing and Planning for Successful Sale Leasebacks
26:49 - The Limited Pool of Buyers for Sale Leasebacks
35:38 - Optimizing Value with Long-Term Leases
Sale leasebacks, M&A transactions, real estate, timing, planning, tax planning, due diligence, financing

The M&A Mastermind Podcast - Episode 34 - How AI helps in M&A research

Join us for an insightful episode of The M&A Mastermind Podcast featuring Nevin Raj, COO and co-founder of Grata. Nevin delves into the indispensable role of software and intelligence in the M&A realm, shedding light on their significance in deal origination and business development. Learn firsthand why forging meaningful relationships and pinpointing the ideal companies upfront are pivotal for triumph in this competitive landscape.
Discover how AI is revolutionizing the industry, automating research processes, and furnishing invaluable insights to enhance efficiency and effectiveness. Nevin unveils Grata's cutting-edge AI product, ANA, designed to streamline desktop research while offering comprehensive market data and valuations. Don't miss this enlightening discussion, offering key takeaways on the future of M&A and the transformative potential of technology.
Takeaways
Software and intelligence are crucial in the M&A industry for deal origination and business development.
Building relationships and finding the right companies upfront is essential for success.
AI can automate research and provide valuable insights, saving time and improving efficiency.
Grata's new AI product, ANA, automates desktop research and provides market data and valuations.
M&A, software, intelligence, deal origination, business development, relationships, AI, automation, research, market data, valuations

The M&A Mastermind Podcast - Episode 33 - All things buy side

In this episode of the M&A Mastermind Podcast, Nick Olsen interviews Bobby Lewis, a partner at Business Acquisition and Merger Associates (BAMA), about the challenges and benefits of the buy side of M&A. Bobby shares insights on the importance of being a hunter and having strong sales and marketing skills in the buy side practice. He also emphasizes the need for a dedicated team and efficient tools to be successful in the buy side. Bobby discusses the importance of building relationships with private equity groups and leveraging existing networks to find good buyers. He also highlights the potential for the buy side to benefit the sell side practice by building a rich database of business owners and industry knowledge.
Takeaways
Being a successful buy side advisor requires strong sales and marketing skills and the ability to be a hunter.
Having a dedicated team and efficient tools is crucial for success in the buy side practice.
Building relationships with private equity groups and leveraging existing networks can help find good buyers.
The buy side can benefit the sell side practice by building a rich database of business owners and industry knowledge.
Chapters
00:00 Introduction
06:07 The Challenges of the Buy Side
13:24 Knowing Your Buy Side Client
25:34 Leveraging Relationships with Private Equity Groups
31:25 Utilizing the Buy Side to Benefit the Sell Side
35:58 Conclusion
M&A, buy side, sell side, business acquisition, private equity, market research, business development, team, tools, relationships

The M&A Mastermind Podcast - Episode 32 - Two Critical Business Decisions you Need to Get Right

In this episode of the True North M&A podcast, host Nick Olsen sits down with Don Montgomery, founder of True North M&A, to explore the critical roles and characteristics necessary for taking a company to the next level. Drawing from his 10 years of experience, Don shares insights into the role of a "hunter" in business development, emphasizing qualities such as integrity, adaptability, and empathy.
As they delve deeper into the discussion, Don reveals the importance of cultural fit and trustworthiness when selecting clients for M&A transactions. He highlights the significance of honesty, realism, and the capability to trust as essential traits in potential business owners.
Through personal anecdotes and industry insights, Don offers valuable advice on navigating the complex landscape of mergers and acquisitions, emphasizing the importance of building genuine relationships and understanding the unique dynamics of each client interaction.
Tune in to gain valuable insights into the world of M&A and discover the key ingredients for success in driving business growth and fostering meaningful partnerships.

The M&A Mastermind Podcast - Episode 31 - Utilizing Business Assessments for Client Acquisition

In this episode of the M&A Mastermind Podcast, Nick Olsen interviews Ryan Buist, a partner at Portage M&A Advisory, about the importance of business valuations in the M&A process. They discuss how valuations can help business owners plan for retirement, involve trusted advisors in the process, and ensure a smooth sale. Buist emphasizes the need for early valuations to allow for tax planning and value enhancement strategies. He also highlights the importance of building trust with clients and referral sources, and the role of valuations in qualifying leads. The episode concludes with a discussion on nurturing clients and staying top of mind for future opportunities. 
 
Key Takeaways: 
Business valuations are crucial for helping business owners plan for retirement and ensuring they are comfortable with the sale price of their business. 
 
Involving trusted advisors, such as wealth planners, accountants, and lawyers, in the valuation process can help build trust and ensure a smooth sale. 
 
Early valuations allow for tax planning and value enhancement strategies to increase the value of the business. 
 
Building trust with clients and referral sources is essential for success in the M&A industry. 
 
Nurturing clients and staying top of mind through value-added services can lead to future opportunities. 
 
Chapters: 
00:00 Introduction and Guest Introduction 
04:06 The Role of Valuations in Portage's Firm and Client Acquisition 
09:25 Revenue Generation and Benefits of Valuations 
16:31 The Importance of Trusted Advisors and Accountants 
28:08 Plug for Portage's Podcast and Conclusion 
 
Key Topics: M&A, business valuations, retirement planning, trusted advisors, tax planning, value enhancement, qualifying leads, nurturing clients

The M&A Mastermind Podcast - Episode 30 - Are Projections Necessary?

Welcome to another enlightening episode of the M&A Mastermind Podcast, your ultimate destination for navigating the latest industry trends and strategies to elevate your M&A practice. I'm your host, Nick Olsen, Managing Director of Cornerstone International Alliance, the premier international alliance of M&A firms specializing in the lower middle market. In this episode, we're joined by a true mastermind in the world of M&A, Teddy Saltzstein, Partner at Six Pillars Partners based in Dallas.
Teddy brings a wealth of experience to the table, having transitioned from Deloitte to private equity and even stepping into the tech startup arena as a CEO. With a Bachelor's and Master's degree from the University of Texas under his belt, Teddy's journey through various sectors has provided him with unique insights into the intricacies of M&A.
In our engaging conversation, Teddy shares invaluable insights into the importance of realistic projections in M&A transactions. We explore how projections serve as the cornerstone for evaluating future cash flows and determining the growth potential of a business. Teddy emphasizes the significance of data-driven projections, urging M&A advisors to focus on tangible metrics such as historical performance, lead generation, and customer retention.
As we delve deeper, Teddy sheds light on the critical role of management team involvement in shaping projections and aligning growth expectations. He underscores the need for transparency and collaboration between buyers and sellers to ensure shared understanding and realistic forecasts.
Moreover, Teddy provides actionable advice for M&A advisors on crafting compelling narratives around projections, emphasizing the importance of articulating growth strategies and addressing potential challenges upfront. By adopting a thorough approach to due diligence and embracing open communication, advisors can empower buyers and sellers to make informed decisions and drive successful M&A outcomes.
Tune in to gain invaluable insights from Teddy Saltzstein on navigating projections and unlocking growth opportunities in M&A transactions. Whether you're a seasoned M&A professional or an aspiring advisor, this episode offers invaluable guidance for mastering the art of M&A strategy and execution.
To learn more about Teddy Saltzstein and Six Pillars Partners, visit their website at sixpillarspartners.com. Don't miss out on this insightful episode of the M&A Mastermind Podcast!

The M&A Mastermind Podcast - Episode 29 - The Importance of Networking

In this episode of the M&A Mastermind Podcast, host Nick Olsen sits down with Mark Stephenson, President and Co-founder of Cube Business Media, to explore the intricate world of M&A events, conferences, and trade shows. With over 30 years of experience in the industry, Mark shares invaluable insights into the dynamics of networking and strategic planning within the M&A landscape.
From his journey in the events and trade show business to founding Cube Business Media in 2015, Mark provides a firsthand account of the evolution of M&A events and the strategies that have propelled his success. Together, they delve into the significance of authentic connections, strategic networking techniques, and overcoming challenges in the M&A arena.
Mark's expertise extends to advising entrepreneurs and business owners on large-scale exit strategies, drawing from his own experience of selling a business to a public U.S. company in 2007. He emphasizes the importance of preparation and the role of M&A advisors in maximizing the value of a business sale.
The conversation also explores the inception of the Business Transition Forum, a conference dedicated to helping business owners navigate the complexities of transitioning their businesses. Mark sheds light on the challenges of maintaining confidentiality while providing a platform for entrepreneurs to learn and network effectively.
As they reflect on the impact of the COVID-19 pandemic on M&A events, Mark discusses the strategic shift towards integrating growth strategies into conferences, attracting a wider audience of business owners.
Throughout the episode, listeners gain actionable insights and real-world examples, making it a must-listen for M&A professionals looking to enhance their networking skills and stay ahead in the ever-evolving landscape of mergers and acquisitions.
Tune in to gain insider insights and practical strategies for navigating M&A events and maximizing opportunities in the marketplace.