The M&A Mastermind Podcast

The M&A Mastermind Podcast - Episode 43 - Expanding Your Network: Key Bank Contacts for M&A Advisors

In this episode, Ned Miller and Jim Huerth dive into the strategic approaches M&A advisors can use to leverage the banking world for client acquisition and collaboration. They share insights on how to build strong, value-driven relationships with bankers. Discover the keys to successful networking, including focusing on bankers' needs, providing valuable education and insights, and understanding their target market.
Miller and Huerth discuss the power of referrals and the crucial role M&A advisors play in connecting bankers with the right clients. Learn how to position yourself as an asset, not a threat, and build a team of influencers to enhance your network. This episode is packed with practical advice on staying engaged with bankers, managing risk, and ultimately becoming an indispensable part of the banking world in the M&A industry.
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 Key takeaways include:
• Developing relationships with bankers is crucial for M&A advisors to succeed.
• M&A advisors should focus on the needs of bankers and provide value through education and insights.
• Understanding the banker's target market and identifying the right bankers to target is essential.
• Referrals play a significant role in building relationships with bankers.
• M&A advisors can help bankers find suitable clients and add value through their expertise. M&A advisors should view themselves as educators and focus on educating bankers
• Stay engaged with bankers by regularly sharing information and meeting in person
• Develop a team of influencers to provide specialized assistance
• Be mindful of managing risk and offer solutions to help banks mitigate risk
 
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 and Background of Guests
02:05 Sales Strategies in the M&A World
04:05 Leveraging and Networking with Banking Executives
05:01 Identifying the Right Bankers to Target
09:14 Networking Tactics for M&A Advisors
12:42 Building Relationships with Bankers
14:28 Assessing the Reputation of Bankers
23:59 The Importance of Referrals
26:12 Evaluating Bankers for Long-Term Relationships
27:30 The Importance of Intimacy and Face-to-Face Interactions
29:44 Evaluating Rainmakers and Their Market Approach
33:42 The Role of Visionary Commercial Bankers
38:35 Being an Asset to Bankers and Managing Fear
44:25 Takeaways and Conclusion
 
Keywords: Mergers and Acquisitions, M&A, Investment banking, corporate finance, Sell-side, Valuation, Due diligence, how to sell my business, M&A market trends, M&A advisors, banking world, client acquisition, collaboration, relationships, trusted advisor, networking, value, education, insights, target market, referrals, relationships, bankers, value, engagement, risk management

The M&A Mastermind Podcast - Episode 42 - Who Are the Influencers in Your Life?

In this week’s episode, join host Nick Olsen as he sits down with Joe Blackburn, founder of Lion’s Eye Coaching as they dive deep into the importance of influencers in our lives. Discover how cultivating strong, authentic relationships with both traditional and non-traditional influencers can catapult your M&A strategies to new heights.
Joe introduces the concept of "pillars"—those ideal clients who not only provide exceptional service but also pay optimally. He underscores the crucial elements of likeability, active listening, and the power of unsolicited referrals in fostering these invaluable connections. Blackburn shares his expert framework for engaging in meaningful conversations that prioritize serving over selling. He offers practical tactics for working with influencers, such as making courtesy introductions, offering unparalleled service, and adding a memorable wow factor to every interaction.
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 Key takeaways include:
Building relationships with influencers is crucial in the world of M&A
Pillars are ideal clients who pay you ideally and provide great service
Likeability, listening, and unsolicited referrals are key in influencer relationships
Non-traditional influencers, such as luxury jewelers and barbers, can have a significant impact on referrals
Use the F.O.R.M. framework (Family, Occupation, Recreation, Money) to have meaningful conversations and understand others
Create a think of me when statement to stay top of mind with influencers
Make courtesy introductions to influencers and offer service to them
Provide meaningful touches and a wow factor in relationships
Connect with influencers on a personal level and understand their values
 
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 and Overview
02:26 Building Relationships with Pillars
06:08 The Importance of Likeability and Listening
10:02 Non-Traditional Influencers: Expanding the Network
27:22 Building Relationships with Influencers
28:13 The F.O.R.M. Framework for Meaningful Conversations
29:41 Finding the Impact Point and Pivoting to Business
35:55 Creating a Think of Me When Statement
42:11 Making Courtesy Introductions and Offering Service
45:00 Providing Meaningful Touches and a Wow Factor
48:32 Connecting with Influencers on a Personal Level
 
Keywords:
Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, influencers, pillars, relationships, referrals, conversations, serving, selling, introductions

The M&A Mastermind Podcast - Episode 41 - Transparency and Ugliness

In this week’s episode, join host Nick Olsen as he sits down with Nick McLean, Co-Founder of Four Pillars Investors as they discuss the importance of transparency in the M&A process. Nick reveals how honesty and openness can transform the dynamic between buyers and sellers.
Nick shares compelling stories from his own experiences, illustrating how transparent practices build trust, set realistic expectations, and foster positive relationships. He doesn't shy away from the tough conversations, highlighting why M&A advisors must be candid with their clients—even when delivering unwelcome news.
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 Key takeaways include:
Transparency is crucial in the M&A process as it builds trust and sets realistic expectations between buyers and sellers.
M&A advisors should be upfront and honest with their clients, even if the news is not what they want to hear.
Open communication and addressing potential issues early on in the deal can help prevent misunderstandings and build a positive relationship.
Transparency is important for both buyers and sellers to ensure a successful and mutually beneficial transaction.
Being transparent about valuation, customer concentration, and deal structure can help align incentives and create a win-win situation for all parties involved.
 
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 and Background
03:15 The Importance of Transparency in M&A
08:05 Go Ugly Early: Addressing Potential Issues
14:26 Transparency in Valuation and Deal Structure
25:28 The Impact of Transparency on Stakeholders
32:44 Advice for M&A Advisors: Be Transparent and Realistic
41:14 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, transparency, trust, expectations, relationship, communication
 

M&A Mastermind Podcast - Episode 40 - Factors to Consider When Advising a client to Sell Now or Wait

In this week’s episode, join host Nick Olsen as he sits down with Kyle Griffith, Managing Partner of The NYBB Group as they discuss factors to consider when deciding if it’s the right time for a business owner to sell their company. Together, they delve into the crucial factors business owners need to weigh when making this big decision.
Kyle and Nick explore a comprehensive range of internal factors, such as cash flow, growth strategy, key management teams, profitability, customer concentration, and predictable revenue. They also examine external influences like market conditions, industry trends, the economic climate, political environment, competition, and industry drivers.
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 Key Takeaways include:
Internal factors to consider when deciding to sell a business include cash flow, growth strategy, and having a key management team in place.
External factors such as market conditions and industry trends also play a role in determining the right time to sell.
Staying connected with industry peers and joining organizations like Cornerstone International Alliance can provide valuable insights and opportunities for collaboration.
Selling a business when cash flows are on an upward trajectory is generally more appealing to buyers.
Proper valuation, benchmarking, and estate planning are important steps in preparing for a sale and maximizing value.
Business owners should stay informed about industry trends, participate in trade associations, and continuously assess their business to identify growth opportunities.
 
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 and Guest Introduction
03:19 The Value of Staying Connected and Joining Industry Organizations
08:20 Factors to Consider When Deciding to Sell a Business
12:39 Selling at the Right Time: Upward Cash Flow and Transition Planning
23:44 The Role of External Factors: Market Conditions and Industry Trends
26:16 External Factors and the Economic Climate
30:49 Competition and Growth Opportunities
35:46 Understanding Personal Motivations
38:10 Valuation, Benchmarking, and Estate Planning
43:41 Staying Informed and Identifying Growth Opportunities             
 
Keywords:
Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, internal factors, external factors, cash flow, growth strategy, key management team, industry trends, staying connected, political environment, competition, industry drivers, personal motivations, valuation, benchmarking, estate planning
 

The M&A Mastermind Podcast - Episode 39 - How to Catalyze Your Company to Appeal to Buyers

In this week’s episode, join host Nick Olsen as he sits down with Trever Acers, Managing Director of Objective Investment Banking and Valuation for an enlightening deep dive into the world of mergers and acquisitions. Acers unveils a unique client-centric approach that sets the stage for successful deals. Discover the spectrum of tactics to captivate buyers and the art of nurturing long-term relationships with business owners.
Trever shares his expert knowledge on proactive strategies and maintaining confidentiality, shedding light on the crucial role of post-acquisition economics in determining purchase prices. This conversation unpacks the complexities of M&A transactions, highlighting the strategic decisions that can make or break a deal. Learn about the significance of transparency, the educational journey through the M&A process, and the critical importance of avoiding distractions to maximize business value.
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 key takeaways include:
The importance of tailoring a strategy to maximize the outcome for each client
The impact of proactive strategies on achieving client objectives
The significance of confidentiality and transparency in the M&A process
The role of education and relationship-building in developing successful client-advisor partnerships
The importance of strategic decision-making in M&A transactions
The impact of distractions on business performance
 
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 Objective Investment Banking and Valuation
03:15 Maximizing Client Outcomes through Tailored Strategies
07:02 Proactive Strategies for Achieving Client Objectives
13:35 Confidentiality and Transparency in M&A
29:37 Strategic Decision-Making in M&A Transactions
33:10 Navigating Distractions and Maximizing Value
37:24 The Role of Advisors in M&A Transactions
41:30 Post-Acquisition Economics and Value Creation
 
Keywords
Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, proactive strategies, confidentiality, post-acquisition economics, transparency, education, strategic decision-making, distractions, maximizing value, business performance, sophisticated advisor

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