For our 150th episode, host Nick Olsen welcomes Bob Verdun, CEO of Scaling Up, to share how he turned an unsolicited private equity offer into double the price through a full auction process — and the "core four" tenets that made his company resilient enough to grow straight through the Great Recession. In Part 1 of this two-part conversation, Bob breaks down deal structuring, recurring revenue, and why so many owners obsess over EBITDA while ignoring the multiple that really drives enterprise value. Key Topics: Business exit strategies and the auction process How to increase business valuation and multiples Lessons from Bob Verdun's own sale of CFI The importance of strategic deal structuring and terms Building resilient and scalable businesses The role of recurring revenue and diversification Strategic buyers versus financial buyers How storytelling can influence valuation A preview of Bob's new book, Scaling Up Valuation Scaling Up Profits, a free program for cash flow optimization About the Show:The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions. Subscribe and never miss an episode: Apple Podcasts | Spotify | YouTube Resources: Scaling Up | Cornerstone International Alliance Keywords: business valuation, exit strategy, private equity, scaling up, enterprise value, deal structuring, business growth, M&A, coaching, scaling up profits

Host Nick Olsen talks with Denise Logan, "The Seller Whisperer," about the emotional transition every business owner faces when selling a company — a transition that's often overlooked, ignored, or mishandled by even the best deal teams. A former lawyer and mental health professional who made her own unplanned exit from her law firm, Denise shares real deal stories, practical advisor tips, and the brain science behind why fear can derail an otherwise strong transaction. Key Topics: Emotional transition in business sales Role of advisors in owner psychology Common emotional challenges during a sale Strategies for supporting owners emotionally Understanding owners' needs beyond financials Impact of emotional health on deal success Case studies of emotional hurdles in sales Brain science behind decision-making in sales About the Show:The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions. Subscribe and never miss an episode: Apple Podcasts | Spotify | YouTube Resources: The Seller's Journey by Denise Logandeniselogan | Denise Logan's Website | Cornerstone International Alliance Keywords: business sale, emotional intelligence, owner transition, seller's journey, business exit, mental health, deal negotiation, owner psychology

Host Nick Olsen brings together both sides of a completed M&A deal — business owner Merry Korn and her investment banker, Sharon Heaton of sbLiftOff. Merry built Pearl Interactive Network into a 1,300-employee social enterprise before selling it with Sharon's guidance, and together they share the strategic planning, trust-building, and market realities behind a successful GovCon exit. Key Topics: Building a social enterprise with over 1,300 employees Strategic exit planning from the start Choosing the right M&A advisor and building trust Market factors affecting business valuation Importance of team and culture in the sale process About the Show:The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions. Subscribe and never miss an episode: Apple Podcasts | Spotify | YouTube Resources: Fired to Inspired by Merry Korn firedtoinspired | sbLiftOff sbliftoff | Merry Korn on LinkedIn linkedin | Sharon Heaton on LinkedIn linkedin | Cornerstone International Alliance Keywords: GovCon M&A, lower middle market exit planning, selling a social enterprise, M&A advisor trust, business valuation, buyer selection, M&A deal structure

In this episode, Etinosa Agbonlahor, behavioral economist and CEO of Decision Alpha, joins host Nick Olsen to share how behavioral economics can transform pricing strategy for business owners and advisors — from perceived value to the pricing confidence gap and where AI is taking pricing next. Key Topics: Behavioral economics in pricing Understanding customer value perception Pricing strategies for business growth and exit The confidence gap in pricing decisions Future trends: AI and transparency in pricing About the Show:The M&A Mastermind Podcast delivers actionable insights and strategies for lower middle market dealmakers. Hosted by Nick Olsen, each episode features leading industry experts sharing knowledge on deal management, market intelligence, and strategic partnerships to help M&A advisors and business owners navigate the deal lifecycle. Subscribe: https://www.youtube.com/@cornerstone_intl_allianceFind all episodes: https://cornerstoneia.com/podcast/cornerstoneia Resources:Decision Alpha Website | Etinosa Agbonlahor on LinkedIn | Free Pricing Playbook | Nick Olsen LinkedIn | Cornerstone International Alliance Keywords: behavioral economics, pricing strategy, business valuation, customer perception, decision making, market differentiation, exit strategy, AI in pricing, mergers and acquisitions, lower middle market

In this episode, Catherine Lang-Cline, longtime CEO of Portfolio Creative, joins host Nick Olsen to share how she prepared her business for a successful sale after 20 years — from mentor advice and team timing to choosing the right M&A advisor and buyer. Key Topics: Deciding to sell after 20 years Preparing a business to run without the owner The mentor advice that shaped her exit strategy When (and why) to tell your team about a sale Choosing the right M&A advisory team Strategic vs. financial buyers Why multiple offers matter The mental and identity side of letting go Advice for business owners considering a sale About the Show:The M&A Mastermind Podcast delivers actionable insights and strategies for lower middle market dealmakers. Hosted by Nick Olsen, each episode features leading industry experts sharing knowledge on deal management, market intelligence, and strategic partnerships to help M&A advisors and business owners navigate the deal lifecycle. Subscribe: https://www.youtube.com/@cornerstone_intl_allianceFind all episodes: https://cornerstoneia.com/podcast/cornerstoneia Resources:Catherine Lang-Cline LinkedIn | Catherine Lang-Cline's Website & Book | Nick Olsen LinkedIn | Cornerstone International Alliance Keywords: exit planning, business valuation, selling a business, lower middle market, mergers and acquisitions, M&A, deal structure, M&A advisors, buyer selection, private equity, sell side, business owner, women in business

In this episode, Stephen Marks, founder of Emmersion Capital, joins host Nick Olsen to break down Latin America's macroeconomic shifts, cross-border M&A opportunities, and what lower middle market advisors and investors get wrong about the region. Key Topics: Latin American macroeconomic shifts Cross-border investment opportunities Impact of the Mercosur trade agreement Risks and misconceptions in Latin America Opportunities in healthcare, technology, and manufacturing Venezuela market outlook and risks Brazil and Colombia market insights Private equity and family office strategy in Latin America About the Show:The M&A Mastermind Podcast delivers actionable insights and strategies for lower middle market dealmakers. Hosted by Nick Olsen, each episode features leading industry experts sharing knowledge on deal management, market intelligence, and strategic partnerships to help M&A advisors and business owners navigate the deal lifecycle. Subscribe: https://www.youtube.com/@cornerstone_intl_allianceFind all episodes: https://cornerstoneia.com/podcast/ Resources:Stephen Marks LinkedIn | Emmersion Capital | Nick Olsen LinkedIn | Cornerstone International Alliance Keywords: Latin America, cross-border investment, private equity, lower middle market, family offices, Mercosur, Venezuela, Brazil, Colombia, mergers and acquisitions, investment banking, business valuation, sell my business

In this episode, Leo Toscano, Managing Director of Excelia and partner of Cornerstone International Alliance, shares insights on the Brazilian M&A market, cross-border opportunities, and key industries driving growth. Discover how Brazil's unique economic landscape offers lucrative prospects for international investors and advisors. Key Topics: Brazilian M&A market evolution Cross-border transaction advantages Hot industries: healthcare, education, agribusiness Impact of economic reforms on deals Opportunities for international investors Tax and labor complexities in Brazil Role of Cornerstone Alliance in Brazil Future trends in Brazilian M&A About the Show: The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions. Tune in Every Week: Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585 Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ  Find all our episodes at https://cornerstoneia.com/podcast/ Resources: Excelia - M&A Advisory Firm Cornerstone International Alliance   Connect on LinkedIn: Nick Olsen Leonardo Toscano Cornerstone International Alliance Excelia Keywords: Brazil, M&A, cross-border transactions, investment opportunities, private equity, economic reform, mergers & acquisitions, sell side, buy side, valuation

In this episode, Jason Kramer of Cultivize shares insights on how to fix leaky sales funnels, implement effective follow-up processes, and leverage AI and CRM tools to nurture long-term relationships in M&A and sales. Key  Topics: Sales funnel leaks and how to fix them Importance of process and technology in sales Effective follow-up strategies and cadence Using AI for prospect research and outreach CRM best practices and common mistakes Long-term nurturing in long sales cycles Metrics to analyze for sales process improvement Building buy-in for new processes About the Show: The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions. Tune in Every Week: Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585 Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ  Find all our episodes at https://cornerstoneia.com/podcast/ Resources: AfterTheLead.com CornerstoneIA.com Keywords: Mergers & acquisitions, M&A, sell side, buy side, valuation, sell my business, business sale, sales funnel, follow-up, CRM, process improvement, AI, lead nurturing, sales strategy

In this episode, Laurie Barkman, a seasoned exit strategist and author, shares insights on business transition, exit planning, and building transferable value. She discusses common pitfalls, the importance of succession planning, and how business owners can prepare for a successful exit. Key Topics Business transition and exit planning Common pitfalls in business transfer Building transferable business value Succession planning and owner dependency Employee bench and leadership development Timing and communication during exit Choosing the right buyer and exit options Internal vs external transfer of business Tools and resources for exit planning About the Show: The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions. Tune in Every Week: Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585 Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ  Find all our episodes at https://cornerstoneia.com/podcast/ Resources The Business Transition Handbook - https://lauriebarkman.me/book Succession Stories Podcast - https://podcasts.apple.com/us/podcast/succession-stories/id123456789 Business Transition Sherpa - https://btsherpa.com Laurie Barkman - LinkedIn - https://www.linkedin.com/in/lauriebarkman/ Keywords: Exit planning, business transition, succession, value creation, ownership transfer, business sale, exit strategy, business growth, leadership, entrepreneurship, mergers & acquisitions, M&A, sell side, buy side, valuation

This episode features Renee Russo discussing exit planning, succession strategies, and the importance of early preparation for business owners. She emphasizes the need for a comprehensive team approach, addressing emotional and structural challenges, and leveraging AI for future success. Key  Topics: Exit planning importance Succession conversation barriers Business valuation and transferability Team and advisory collaboration Future of exit planning with AI About the Show: The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions. Tune in Every Week: Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585 Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ  Find all our episodes at https://cornerstoneia.com/podcast/ Resources:   Exit Planning Institute - https://exitplanninginstitute.com ReadyToRiseBook.com - https://ReadyToRiseBook.com DriveValue.com - https://drivevalue.com Connect: LinkedIn - https://linkedin.com/in/reneerusso Keywords: Mergers & acquisitions (M&A), exit planning, succession, business owner, valuation, advisory, AI, business transition, preparation, team, wealth management, sell side, buy side, valuation