Fueling Deals

Mary Ann Buchanan is the CEO and a co-founder of RIA Match, a consultancy and digital platform that offers succession planning assistance and growth solutions to financial advisors. Mary Ann has worked in the wealth management industry for more than thirty years, and she is an experienced speaker and respected industry panelist.In her thought leadership work, Mary Ann specializes in overcoming human bias in succession planning, mergers, and acquisitions by using a systematic approach to help clients make good decisions. She has been quoted in the Wall Street Journal, InvestmentNews, Financial-planning.com, Financial Advisor IQ, and RIAbiz. She has written articles for WealthManagement.com, OnWallStreet.com and Investment News.What You Will Learn:Mary Ann shares her lifelong love of business and discusses reading the Wall Street Journal at around twelve years old. She talks about joining the oldest brokerage firm in Washington, D.C. straight out of college, and she shares the valuable lessons she learned there

David Shriner-Cahn is the host of Smashing the Plateau, a massively successful podcast dedicated to guiding entrepreneurs to build consistent, stable, recurring revenue. Smashing the Plateau has been featured in Forbes Magazine’s “Three Podcasts to Power Up Your Ultra-Lean Business”, as well as Inc. Magazine’s “5 Entrepreneurs That Will Change the Way You Communicate”.Over the course of more than 400 episodes of his podcast, David has shared critical strategies, wisdom and personal experiences to help business leaders smash their own plateaus and accelerate the growth of their organizations. In his consulting business, he advises his clients with that same impressive body of knowledge to help supercharge their growth potential.On this episode of Fueling Deals, David and I talk about the unique challenges businesses face after the merger or acquisition is complete. Merging teams and differing cultures, losing talent and insider knowledge, and dealing with fears and instability are just some of the issues busin

My name is Corey Kupfer and I’ve been doing deals and negotiating professionally for more than 30 years, both as a successful entrepreneur and as an attorney. My goal is to help you strategize, plan for, find, and complete deals that will help your company grow faster. This is called “inorganic growth”, and it differs from the traditional slower, organic growth you’re probably familiar with. In this episode, we will be reviewing some of the deals I myself have been involved in, and the prevailing themes of patience, pacing, asking questions, dealing with blanket statements, and maintaining relationships.What You Will Learn:I explain how investment bankers and business brokers operate and how they can help you locate deals. I also share other options for finding deals that don’t involve these professionals, including networking and speaking with professionals in your life.Learn why being serious and committed to finding a deal involves having a plan and dedicating resources to your effort. You must have clear

David Bach is a top trusted financial expert, nine-time New York Times bestselling author, motivational speaker, successful entrepreneur, and founder of FinishRich media. David’s most successful work as an author includes his Finish Rich and Automatic Millionaire series of books, translated into more than 19 languages and with more than 7 million total books in print. David is also a frequent national television guest and contributor.David’s accolades and accomplishments seem truly endless. He has been recognized as a “thought leader of the year in the RIA industry” by WealthManagement.com in 2018, and he currently serves as the Co-Founder and Director of Advisor and Investor Education with AE Wealth Management, one of America’s fastest growing RIA firms with more than $6 billion in total platform assets. Over the course of two decades, David’s work has taught more than a hundred million people how to better manage their finances, be smarter with their money, and truly obtain wealth.What You Will Learn:David

Joining me in this episode are J2 Solutions founder and managing partner Vijay Khatnani; 1-800-GOT-JUNK franchisee Judy Briggs; Morris Creative Group owner Chuck Morris; Walton Financial founder Scott Walton; and Payton Bolin founder and Chief Marketing Officer Jane Bolin. These five remarkable entrepreneurs are here to share their individual stories, linked by the common thread of inorganic growth of their businesses through deals.What You Will Learn:The roundtable guests share unique details about their businesses and the industries they operate in. Each operates their business under a different model, with family businesses, partnerships and franchises all represented.Hear about a variety of business growth deals including acquisitions, business partnerships, franchises and services for equity deals.You’ll learn how each business owner grew their business inorganically using deals, regardless of what industry they operate in. In spite of their differences, deals were a viable growth strategy for each busin

John Furey is the founder of Advisor Growth Strategies, a consultancy that helps business owners advance their financial advisory firms. John has worked with more than 200 firms, helping them structure new entities and optimize their business performance. John created the think tank aRIA (alliance for Registered Advisors), connecting seven top industry firms to improve and advance the RIA industry. John is also a respected thought leader, having written for publications including The Wall Street Journal, Barron’s, Investment News, and many more. John has been recognized as one of the 25 Most Influential People in Wealth Management.What You Will Learn:John shares how he founded Advisor Growth Strategies as a go-to resource for professionals in the financial advisor industry. John describes the services and guidance his organization provides to its clients.John describes the types of deals and transactions his organization has been involved in, with a wide range of values. He explains why most of the transactio

Bruce Eckfeldt is a consultant, coach, author, and speaker on organizational development and performance management. Originally an architect, he was a pioneer in the use of computer-aided design and 3D modeling. He later transitioned to software design and development, converting his spatial problem-solving skills to informational architecture and user experience design of digital software products.What You Will Learn:How Bruce’s winding career path led him to become an entrepreneur and start his first business in 2002How Bruce’s business managed to land on the Inc. 500 list within five years of its foundingWhy “acqui-hiring” key people, rather than building from the ground up, was critical to the accelerated growth of Bruce’s companyWhat advantages inorganic growth strategies like acqui-hiring offer over organic growth-over-timeHow to ensure that your culture and values align with the teams you’re interested in acquiring–BEFORE the deal goes throughWhy scaling your business requires forethought and careful d

My name is Corey Kupfer and I’ve been doing deals and negotiating professionally for more than 30 years, both as a successful entrepreneur and as an attorney. My goal is to help you strategize, plan for, find, and complete deals that will help your company grow faster. This is called “inorganic growth”, and it differs from the traditional slower, organic growth you’re probably familiar with. In this episode, we will be reviewing some of the deals I myself have been involved in, and the prevailing themes of patience, pacing, asking questions, dealing with blanket statements, and maintaining relationships.What You Will Learn:I discuss the importance of patience and why it is a valuable tool in any deal. I share how I’ve worked to have my clients take a step back sometimes to improve the clarity of the deal and to allow time to gather information and align the parties on the context of the deal.I share why it is important to allow a deal to proceed at its own pace and momentum, without trying to artificially spe

Phil Buchanan is the Executive Chairman of the Board for Cannon Financial Institute, and one of the most highly regarded wealth management experts in the field today. He is a keynote speaker, trainer, consultant and business coach. With Cannon Financial Institute, Phil and his team teach business leaders, wealth managers and others the skills they need to thrive in their roles and accelerate the growth of their organizations.What You Will Learn:Phil shares how he got involved in the business world as an early teen. His first deal was bartering working on a farm for cattle that he was able to sell, and he considers it to be one of the best deals he ever made.Phil explains why adding assets or revenue shouldn’t be the only consideration when evaluating a deal. Client impact and culture compatibility are more important than the impact of the deal on your bottom line, in most cases.Phil shares case studies of deals he has observed firsthand, in particular, deals focused only on the money that resulted in major di

Brian Smith has charted his own course to become one of the great entrepreneurial success stories of our time.In 1978, he imported six pairs of sheepskin boots from Australia, with a dream to build a business where every American would eventually be wearing the product.That is how one of the world’s most recognizable brands began, and sales of UGG products have exceeded a billion dollars in each of the past six years.Today, Brian enjoys guiding entrepreneurs and business professionals on their journey to success by sharing lessons he learned while building the UGG brand.What You Will Learn:Brian discusses his early interest in entrepreneurship that led to the founding of UGG, and he shares how his book, The Birth of a Brand: Launching Your Entrepreneurial Passion and Soul, ultimately brought him to a career as a highly regarded business speaker.Brian shares how he came up with the idea that became UGG by recognizing a lack of sheepskin boots on the market in America, and he shares how he drummed up $20,000 in

John Bly is the founder and CEO of LBA Haynes Strand PLLC, a widely-respected CPA firm. Since 2004, John has completed eleven CPA firm acquisitions and four fitness franchise acquisitions.He is also the co-founder of LBA Haynes Strand Capital Advisors LLC, which provides advisory services focusing on the capital needs of small and mid-sized companies. John is a speaker and business consultant specializing in mergers and acquisitions, as well as the author of Cracking the Code: An Entrepreneur’s Guide to Growing Your Business Through Mergers and Acquisitions for Pennies on the Dollar. John is truly an expert in deals, experienced as an advisor to others as well as a principle in his own business.What You Will Learn:John explains why he decided to grow his firm inorganically through acquisitions, in a field where acquisitions are viewed as the domain of the Big Four firms and not something that smaller firms typically consider.John discusses why he left his position with PricewaterhouseCoopers and struck out on

My name is Corey Kupfer and I’ve been working in the business of negotiations for more than 30 years, both as a successful entrepreneur and as an attorney. My goal is to help you strategize, plan for, find, and complete deals that will help your company grow rapidly. This is called “inorganic growth”, and it differs from the traditional, often slower, organic growth you’re probably familiar with.What You Will Learn:Learn why Gannett elected to acquire search marketing software maker WordStream for $150 million, and what benefits Gannett expects to receive from the deal. I also review IBM’s 2018 acquisition of Red Hat for $33 billion, in an effort to expand and grow their open source capacity and cloud dominance.I examine Oracle’s acquisition of DataFox for an undisclosed value, with the intention of increasing their capacity for Artificial Intelligence to analyze business data. I also look at Twilio’s $2 billion acquisition of SendGrid to expand their cloud platform as an all-in platform for business growth.L

Mindy Diamond is the president, CEO and founder of Diamond Consultants, specializing in recruiting financial advisors. Through her relationship-driven methods, Mindy helps individuals and organizations maximize their potential. She has contributed to the Wall Street Journal, New York Times, CNBC and other national media outlets. She is also a respected keynote speaker, podcast host, and thought leader.What You Will Learn:Learn how the industry landscape has changed through Mindy’s career, and how her deals have evolved in the last five years to focus more on independence.Mindy shares her experiences with potential buyers who reach out to her to find a seller partner but can’t answer the question of what differentiates them from their competitors.Mindy explains what makes a “good deal”, and she discusses why there is a problem with values incongruence in the wealth management industry that can sometimes cause a deal to be a mismatch.Learn why self-awareness and clarity of your goals is the secret to doing the

A money business insider, Joel’s a long-time venture capitalist and hedge fund manager (gobbledygook for professional investor) who lives in a Shark Tank world like on TV. Since selling his publishing company to a Fortune 500, Joel keynotes conferences worldwide, delivering business strategies and the inside track for money and success to business executives and their teams.What You Will Learn:Learn how Joel was drawn to the finance world and the lessons he learned over the course of his career that he now teaches to others.Joel shares the stumbling blocks he has observed in business leaders trying to raise capital for their organizations, as well as best practices for creating deals and getting to yes.Learn the secrets of structuring a deal, understanding it well enough to explain it, and convincing your potential investors to take the chance on you.Joel shares how the Trump tax cuts have created the potentially most powerful tax shelter in American history, allowing you to invest 1031 exchange and capital g

Ramon Ray is a four-time entrepreneur, speaker and bestselling author. His work has been featured in the New York Times, Fox Business, MSNBC and other national media, he has been recognized on the WeWork “40 over 40” list, and he is the author of over ten thousand articles and blog posts and four books on business. Ramon is also the editor and founder of Smart Hustle Magazine and the founder of the website smallbiztechnology.com.What You Will Learn:Ramon shares how his career path began with a desire as a child to join the FBI, and how he has worked his way through entrepreneurship to teaching other business leaders and brands.Learn how Ramon does marketing deals with sponsors and brands, and hear his case study of a typical deal he would do, how he would help the brand, and how he would structure the deal.Learn why “micro-influencing” is a powerful and cost-effective tool. Ramon shares strategies for effectively using influencers to market your event, product, service or business.Ramon explains why it is imp

My name is Corey Kupfer, and I’d like to welcome you to my first ever solo episode of Fueling Deals. This episode is all about understanding the concepts and terms you’ll need to know to complete a merger, acquisition, joint venture, strategic alliance, licensing agreement, or other types of business-to-business deal.What You Will Learn:Learn how acquisitions, true mergers, acqui-hires, and tuck-ins can help you rapidly scale your business, bring new talent to your teams, and increase your revenues.Learn how business agreements such as company and contractual joint ventures can help you expand, enter new markets, and tackle challenges your business wouldn’t be able to handle as easily alone.Learn how brand deals like licensing, affiliate deals and referral arrangements can help you generate money, get brand recognition, and generate new clientele for your business.I also spotlight some of the upcoming topics I’ll be talking about on Fueling Deals with my guest experts.Resources:About Corey: coreykupfer.c

David DeVoe is the managing partner of DeVoe & Company, a consulting firm founded in 2011 to help wealth management companies optimize their businesses. Since its launch, DeVoe & Company has helped to support hundreds of firms through valuations, consulting work, merger and acquisition guidance, and investment banking engagements.What You Will Learn:David shares how entered the business world when he “accidentally” founded a clothing company selling surfer clothes during his senior year at UC Berkeley, selling his products in several surf shops and three Nordstrom locations.David discusses the important lessons he learned when his second business venture failed dramatically, and he explains why he learned more from his failure than from his previous success.Learn how David’s current work applies the deep experience he and his team have developed to their clients’ problems, and what sort of work they do to help guide organizations through mergers and acquisitions, tuck-in deals, succession deals and mo

This podcast is about getting deals done! Corey Kupfer is an expert strategist, dealmaker and business consultant with more than 30 years of professional negotiating experience as a successful entrepreneur and attorney. The founder and president of Authentic Enterprises, LLC and the Authentic Business Academy, Corey is dedicated to inspiring authenticity in business on topics such as authentic negotiating, authentic deal-making, and how to build authentic business relationships. See acast.com/privacy for privacy and opt-out information.