DealQuest Podcast with Corey Kupfer

On this episode of the DealQuest Podcast, Grace Vandecruze joins me to share her remarkable journey from humble beginnings in Guyana, South America, to becoming a leading investment banker in the financial services industry. With over 20 years of experience, Grace brings a wealth of knowledge in mergers and acquisitions, financings, capital strategies, valuations, restructurings, and private placements. Throughout her career, Grace has been instrumental in numerous restructurings, debt and equity offerings, IPOs, M&A transactions, team mutualization, and regulatory projects within the global life and PNC reinsurance and insurance markets. Her personal story of resilience and professional insights offer invaluable lessons for listeners.THE INFLUENCE OF EARLY LIFE AND FINANCIAL SECURITYGrace recounts her early life in Guyana and the significant impact of her grandmother, who instilled in her the belief that she could achieve anything. Despite facing significant hardships, including a devastating house fire that left her family homeless, Grace's resilience and determination led her to a successful career in finance. Her personal experiences underscore the importance of insurance and financial security, fueling her passion for her work.FROM AUDITING TO INVESTMENT BANKINGGrace’s career path started in high school, leading her to major in accounting at Pace University. After working as a financial auditor at EY for five years, she sought more dynamic challenges, leading her to the Wharton Business School and an internship at Merrill Lynch. Grace's transition from auditing to investment banking saw her playing pivotal roles in the demutualization of major insurance companies like MetLife, John Hancock, Prudential, Manulife, and Sunlife.INSURANCE INDUSTRY INSIGHTSGrace provides an overview of the U.S. insurance market, noting its developed yet fragmented nature. She discusses key drivers for mergers, such as capital needs, regulatory requirements, and succession planning. Despite a current slowdown in M&A activity due to high-interest rates, the industry remains ripe for consolidation. Grace also highlights the impact of climate change on the insurance sector, influencing company decisions and M&A activity.SIGNIFICANT DEALS AND STRATEGIC APPROACHESGrace recounts facilitating a notable deal between Commercial Travelers and Berkshire Hathaway, showcasing her negotiation skills and ability to build valuable connections. Her strategic approach and deep industry knowledge have been instrumental in numerous high-stakes transactions. She later became Managing Director at Swiss Re and founded her own firm, Grace Global Capital. Her career challenges parallel her passion for mountain climbing, emphasizing the importance of mental resilience.TECHNOLOGICAL ADVANCEMENTS AND INDIUSTRY TRENDSGrace highlights the potential for AI to solve specific pain points in the insurance industry and drive significant value. Technological capabilities are crucial in acquisition transactions, exemplified by Microsoft's investment in OpenAI. The integration of AI and the emphasis on developing human capital are key trends shaping the insurance industryPERSONAL FINANCIAL PHILOSOPHYGrace shares insights from her book, "Homeless to Millionaire: Six Keys to Uplift Your Financial Abundance," focusing on financial empowerment and shifting from a scarcity mindset to one of abundance. She underscores the importance of rewriting one’s money story to overcome financial trauma.• • • For my full discussion with Grace Vandecruze, and more on this topic and topics not featured in this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON GRACE VANDECRUZE:LinkedInGrace Global Capital Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Corey Kupfer: DealQuest: Podcast: Blog & Social Media Blurb: Episode 299 (Solocast 67) Celebrating Milestones: Reflecting on DealQuest's Journey to the Top 1% In this celebratory solocast of the DealQuest Podcast, I take a moment to reflect on the incredible journey we've embarked on together. As we approach the 300th episode, marking nearly six years of insightful conversations and invaluable lessons, I want to extend my deepest gratitude to you, our listeners, and contributors.This episode is a heartfelt thank you to each one of you who has been part of our growth from a modest beginning to over 35,000 listens, placing us in the top 1% on Listen Notes. Kupfer PLLC: A Firm Built on Expertise and Niche Marketing: In this episode, I share the evolution of my firm, Kupfer PLLC, previously known as Kupfer & Associates, PLLC, and how we rebranded following the addition of my partner, Brian Megan. With offices in New York and Denver, our firm specializes in deals and corporate work, including: Mergers & Acquisitions (M&A), Joint Ventures, Contractual and Strategic Advisory Services. We cater to a diverse range of clients, from entrepreneurs to large corporations, focusing on niche marketing to build a strong reputation in the industry. Expertise in Deals and Corporate Services: Our firm’s extensive experience in corporate services encompasses entity formation, operating agreements, and employment agreements. We also handle ancillary business needs such as leasing, trademark work, and sophisticated tax services. We emphasize our expertise without generalizing, ensuring our marketing strategy remains focused and our reputation robust.Niche Expertise in RIA Space:I elaborate on our niche expertise in the registered investment advisor (RIA) space, where we assist breakaway brokers from major financial institutions in setting up their own independent advisory firms. This includes corporate structuring, contract work, and M&A, distinguishing us from typical regulatory compliance firms. Our unique approach and deep understanding of the RIA sector make us a leading firm in this rapidly growing industry.Speaking, Training, and Consulting:I also share insights into my speaking, training, and consulting company. I offer workshops on negotiating and deal-making, referencing my book, "Authentic Negotiating." Emphasizing the importance of providing value through content rather than self-promotion, I take this opportunity to inform new listeners about our firm’s capabilities. Our training sessions are designed to equip entrepreneurs and business leaders with the skills needed to navigate complex negotiations and achieve successful outcomes.Global Reach and Tax Capabilities:Our extensive network of attorneys and strong tax capabilities, both domestic and international, allow us to assist U.S. clients with foreign relationships and foreign companies operating in the U.S. This global reach enhances our ability to provide comprehensive services to our clients.Looking Ahead:I reaffirm my commitment to continue the podcast, aiming for many more episodes beyond the upcoming 300th milestone. Thank you to everyone who has supported us, and I look forward to bringing you more valuable content.Join us in this special solocast as we celebrate the milestones of DealQuest and look forward to the future with excitement and anticipation. Whether you're a long-time listener or just joining us, this episode is a testament to the power of community and the impact of shared knowledge.Tune in to Episode 299 - Solocast 67 to join the celebration and be part of our journey towards even greater heights.• • •For a comprehensive exploration of our services and niche expertise:Listen to the Full DealQuest Podcast Episode Here: https://www.coreykupfer.com/podcasts/dealquest-podcast-with-corey-kupfer • • •FOR MORE ON COREY KUPFER:[Corey Kupfer's LinkedIn](https://www.linkedin.com/in/coreykupfer/)[Corey Kupfer's Website](http://coreykupfer.com/)   Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

In this insightful episode of the DealQuest Podcast, I have the pleasure of speaking with Courtenay Shipley, the founder and chief planologist of Retirement Planology. With a unique blend of expertise in investment analysis, plan design, and employee education, Courtenay’s firm is at the forefront of consulting and advisory services for corporate-sponsored retirement plans.Courtenay Shipley’s firm, Retirement Planology, specializes in consulting and advisory services for corporate-sponsored retirement plans, including 401(k), 403(b), and 457 plans. Her firm helps companies manage fiduciary responsibilities and best practices to ensure these plans serve both the organization and its employees. With her multiple designations, including accredited investment fiduciary and certified exit planning advisor, Courtenay emphasizes the importance of retirement plans in attracting and retaining key talent. Understanding the Role of Retirement Plans in M&A Courtenay explains the intricacies of handling retirement plans in M&A transactions. She highlights the critical differences between asset sales and stock sales and the due diligence required to navigate these deals successfully. Asset sales typically leave retirement plans with the seller, while stock sales transfer them to the buyer, making thorough examination essential to avoid hidden risks. Common Challenges and Solutions in Retirement Plan Management Courtenay discusses common mistakes in retirement plan management, such as improper employee enrollment and payroll system mishandling. She advises outsourcing to specialists, like ERISA attorneys, for thorough review and proper handling of retirement plans. Ensuring accurate records and compliance is crucial to preventing future complications. The Impact of Retirement Plans on Employee Retention Effective communication and planning during M&A can significantly impact employee satisfaction and retention. Courtenay emphasizes the need for competitive and compliant retirement and health plans to ensure successful post-acquisition integration. Properly managed retirement plans can prevent employee turnover and dissatisfaction. Current Trends and Legislative Changes We touch on recent legislation, including the SECURE Acts, which aim to expand retirement plan coverage to long-term part-time employees. These changes are designed to increase retirement savings through employer-sponsored plans, which are more effective than individual IRAs. Insights on Personal and Professional Freedom Courtenay also shares her personal views on the significance of freedom, particularly the freedom of choice in spending time, both presently and in retirement planning. Proper retirement plans provide employees with choices and security, contributing to overall satisfaction.Courtenay Shipley emphasizes the importance of anticipating potential issues related to retirement plans during M&A, maintaining compliance, and clear communication to ensure smooth transitions and employee satisfaction. Her insights highlight the need for expertise, preparation, and strategic planning in managing retirement plans within corporate transactions.Join us for Episode 298 as we delve into the world of retirement plans and their pivotal role in mergers and acquisitions. Whether you're an entrepreneur, business leader, or simply interested in corporate retirement strategies, this episode offers valuable insights into navigating these complex deals.Tune in to Episode 298 to learn more about Courtenay Shipley’s strategic approach to retirement plans and how it can benefit your organization.• • •For an in-depth understanding of Courtenay Shipley’s expertise and the intricacies of retirement planology: Listen to the Full DealQuest Podcast Episode Here: [https://www.coreykupfer.com/podcasts/dealquest-podcast-with-corey-kupfer]• • •FOR MORE ON COREY KUPFER:[Corey Kupfer's LinkedIn](https://www.linkedin.com/in/coreykupfer/)[Corey Kupfer's Website](http://coreykupfer.com/) Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

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 important to avoid being taken advantage of and to be aware of the money you are investing in your deals, so that you get the right return on your investment. Resources: Website: www.ramonray.com Twitter: @ramonray Instagram: www.instagram.com/ramonraysmallbiztech/

The DealQuest Podcast remastering series continues as I take it all the way back to not only the very first podcast guest, David DeVoe, but the very first episode ever — and there’s no better topic than wealth management. The wealth management industry has seen significant growth and evolution over the years, with a focus on consulting, investment banking, and valuation becoming key areas of expertise. Founder of DeVoe & Co, David DeVoe, is no stranger to this growth and expansion. With over 35 years of experience in supporting deal-driven growth for businesses, David has more than proven that he’s not only a veteran of the industry, but a leading expert on all these areas of growth. Consulting in Wealth ManagementConsulting plays a crucial role in the wealth management industry, providing strategic guidance and support to wealth managers in making important decisions. Wealth management consulting firms offer a range of services, including succession planning, governance, equity migration, incentive compensation plans, HR, and product development and segmentation. These services are designed to help wealth managers make informed decisions that align with their long-term business goals and objectives. One of the key benefits of consulting in wealth management is the ability to provide tailored solutions to address the unique challenges and opportunities faced by wealth managers. By leveraging the expertise of consulting firms, wealth managers can gain valuable insights and recommendations that can help them navigate complex business decisions and drive sustainable growth. Investment Banking in Wealth ManagementInvestment banking is another critical area in the wealth management sector, focusing on facilitating mergers, acquisitions, and strategic transactions for wealth management firms. Investment banking firms in the wealth management industry play a pivotal role in helping firms buy, sell, or merge, providing valuable support in negotiating deals and identifying potential acquirers or sellers. In addition to facilitating transactions, investment banking firms also offer strategic guidance and support to wealth managers, helping them navigate the complexities of the deal-making process. This includes evaluating the financial aspects of the transaction, conducting due diligence, and structuring deals to maximize value for all parties involved. Valuation in Wealth ManagementValuation is an essential component of wealth management, providing a comprehensive assessment of the economic value of a firm. Valuation firms in the wealth management industry utilize sophisticated models, such as discounted cash flow analysis, to determine the fair market value of a wealth management firm. This process involves analyzing the financial performance, assets, and future cash flows of the firm to arrive at a defensible valuation. The role of valuation in wealth management extends beyond determining the value of a firm for potential transactions. It also helps wealth managers gain a deeper understanding of their firm's financial health, identify areas for improvement, and make informed decisions regarding growth and expansion strategies. By leveraging valuation services, wealth managers can gain valuable insights into the true value. • • • For my full discussion with David DeVoe, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON DAVID DEVOE:https://www.linkedin.com/in/david-devoe-665375/https://www.devoeandcompany.com/david-devoe-bio Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

In this insightful solocast of the DealQuest Podcast, I delve into the nuances of the dealmaker's mindset, a topic I recently presented at the Entrepreneurs' Organization Global Leadership Conference in Singapore. This episode is a treasure trove for entrepreneurs and business leaders looking to expand their horizons beyond the conventional entrepreneurial mindset. I emphasize the often-overlooked mindset of dealmakers and how it can significantly enhance business growth and problem-solving capabilities. The Entrepreneur vs. Dealmaker Mindset: While the entrepreneurial mindset is widely recognized for its emphasis on risk-taking, vision creation, and innovation, the dealmaker's mindset remains less explored. Dealmakers utilize strategic tools such as mergers and acquisitions (M&A), joint ventures, and strategic alliances to drive growth and solve business challenges. Strategic Deals as a Growth Lever: The episode illuminates how strategic deals such as mergers and acquisitions, joint ventures, and alliances can be potent tools for business expansion.Instead of relying solely on organic growth, businesses can leverage joint ventures, strategic alliances, or even employee-sharing arrangements. For instance, Kupfer shares his experience of his firm temporarily sharing attorneys with another firm to address staffing needs. The ‘Acqui-hire’ Strategy: The concept of ‘acqui-hire’, a strategic move to acquire entire teams instead of individual hires, which can revolutionize how businesses tackle talent acquisition. This can benefit entrepreneurs who wish to concentrate on their passions without the administrative burdens of running a business. It can also be useful for established business owners looking to simplify their roles while continuing to contribute meaningfully to their companies through such strategic acquisitions. Workshop Revelations: We unpack the dealmaker mindset with practical applications. Participants shared their biggest business challenges and explored potential deals as solutions. Common issues included talent acquisition, market expansion, and overall growth.Here's a powerful shift: just like there's an app for almost everything, there's often a "deal" for business problems. This approach encourages looking beyond traditional organic growth strategies.For example, talent acquisition struggles can be addressed through acquisitions or "acqui-hire" deals. Companies acquire entire companies to secure their talented teams, offering a solution to the challenge of hiring top talent. Shifting Mindsets: The key takeaway is the mindset shift from thinking solely as an entrepreneur to also thinking as a dealmaker. Recognize that there's often a deal that can address specific business challenges. By adopting this perspective and exploring various types of deals, businesses can unlock creative solutions, accelerate growth, and thrive in today's dynamic market.Join us in this insightful solocast as I unravel the layers of the dealmaker mindset and its impact on entrepreneurial success. Whether you’re an aspiring entrepreneur or a seasoned business owner, this episode is a must-listen for anyone looking to think outside the box and propel their business forward.Tune in to Episode 295 - Solocast 66 to discover how you can harness the power of deals to overcome your business hurdles and achieve new heights.• • •For a comprehensive exploration of the dealmaker's mindset and practical applications:Listen to the Full DealQuest Podcast Episode Here: https://www.coreykupfer.com/podcasts/dealquest-podcast-with-corey-kupfer • • •FOR MORE ON COREY KUPFER:[Corey Kupfer's LinkedIn](https://www.linkedin.com/in/coreykupfer/)[Corey Kupfer's Website](http://coreykupfer.com/) Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

On this episode of the DealQuest Podcast, I had the pleasure of hosting guest Sunny Vanderbeck, sharing his insights on conscious capitalism, the importance of not selling out, and the transformative power of writing down your goals and intentions. As an investor, entrepreneur, best-selling author, and former military leader, Sunny is the co-founder of Satori Capital, a multi-strategy investment firm that operates on the principles of conscious capitalism. With over 35 years of experience in deal-driven growth, Sunny has a wealth of knowledge to share with business owners, executives, and leaders looking to expand their businesses and create value without compromising their values. CONSCIOUS CAPITALISMSunny brings up the concept of conscious capitalism in his practices. What is conscious capitalism? It involves prioritizing value creation and extraordinary outcomes for stakeholders over simply chasing profile. At Satori Capital, they are fully committed to the idea of conscious capitalism – and so is Sunny. The approach to conscious capitalism involves ensuring that customers, employees, and suppliers are happy and satisfied, which ultimately leads to more sustainable and successful business outcomes, especially in the event of a sale. Conscious capitalism is the human experience within a deal, and companies have the chance to create more freedom in the world, and leave a positive fingerprint through their commitment to conscious capitalism. SELLING WITHOUT SELLING OUT As the author of Selling Without Selling Out: How to Sell Your Business Without Selling Your Soul, Sunny knows what it’s like to feel like you have to give more of yourself than you’d like when selling your business. Sunny believes in the need for business owners to consider more than just the financial gain when selling their business, and to prioritize the well-being of their team, customers, and community in which the business operates. Business owners should reflect on what they truly care about and write down their intentions and desires for the future of their business. This practice allows for a more holistic and conscious decision-making process when it comes to selling a business. This practice also stresses the importance of finding the right investors who share the same values and visions for the business. Finding a group of like-minded investors who understand and appreciate the long-term value creation and are willing to invest in patient capital allows business owners to ensure that their business is in the hands of the right investors. Specifically ones who align with their values and are committed to maximizing value in a way that resonates with the business owner’s ethos. Sunny's approach to conscious selling resonates with the core principles of ethical entrepreneurship, highlighting the importance of considering the impact of a business sale on all stakeholders involved. Through real-life anecdotes and practical advice, he provides a roadmap for business leaders to navigate the challenges and quandaries associated with selling a business or taking on a financial partner while preserving their integrity and values. To learn more about Selling Without Selling Out: How to Sell Your Business Without Selling Your Soul, check it out on Amazon today: https://www.amazon.com/Selling-Without-Out-Sell-Business/dp/1733632700 • • • For my full discussion with Sunny Vanderbeck, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON SUNNY VANDERBECK:https://www.linkedin.com/in/sunnyv/https://www.satoricapital.com/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

In this special remastered episode of the DealQuest Podcast, I’m excited to revisit an early discussion with guest David Kalow. David introduces us to the importance of leveraging strategy for intellectual property (IP) for business success. With more than 35 years of experience as a lawyer working in the science and technology field, David has become one of the leading voices in intellectual property business. LEVERAGING STRATEGY FOR INTELLECTUAL PROPERTYAccording to David, most companies, especially startups and small businesses, are not fully utilizing the potential of their intangible assets. He states that intellectual property – including patents, trademarks, copyrights, and trade secrets – is crucial for creating value and driving revenues. There is a misconception that IP is exclusively reserved for large corporations. Nothing could be further from the truth: Companies of ANY size can benefit from leveraging IP, as it is often their most valuable asset. Whether it's through licensing agreements, joint ventures, or strategic alliances, businesses can unlock new opportunities and revenue streams by effectively leveraging their IP assets. By doing so, they not only protect their creations but also establish a solid foundation for sustainable growth and expansion. OVERCOMING MISCONCEPTIONS AND MAXIMIZING IP OPPORTUNITIESOne of the largest misconceptions surrounding IP is the cost and complexity of IP protection. Patents may seem expensive, there are cost-effective strategies for startups and small businesses to initiate their IP journey. By aligning IP initiatives with their budget and business goals, companies can embark on a path towards securing their innovations and creating a robust IP portfolio. It’s important to remember there are many forms of IP, including but not limited to: Trademarks Copyrights Trade secrets Trade dress Design patents Database rights Because of the diversity of forms of IP, David asserts that businesses need to adopt a comprehensive approach to IP protection. By understanding the full spectrum of IP assets available to them, companies can capitalize on a wide range of opportunities, from licensing their technology to safeguarding their brand identity, thereby enhancing their market position and value proposition. NAVIGATING THE IP LANDSCAPE AND EMBRACING DEAL-DRIVEN GROWTHAs with any sector of business, the IP landscape is evolving every single day. As such, companies need to embrace IP for deal-driven growth. IP is not just a legal matter but a strategic imperative for businesses seeking to thrive in a competitive environment. By integrating IP considerations into their deal-making processes, companies can forge mutually beneficial partnerships, expand their market reach, and capitalize on new revenue streams. Because of the transformative potential of IP in driving business growth, entrepreneurs are empowered to harness their creativity and innovation to achieve sustainable success. By embracing a proactive and strategic approach to IP, companies can navigate the complexities of the IP landscape and capitalize on the myriad opportunities available to them, ultimately propelling their growth trajectory and solidifying their position in the market. • • • For my full discussion with David Kalow, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON DAVID KALOW:https://www.linkedin.com/in/david-kalow-07196b1/ https://www.aiche.org/community/bio/david-kalow Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

On this episode of the DealQuest Podcast, Darren Horwitz joins me to discuss his extensive experience in guiding Fortune 500 and growth global brands and how branding intersections with deals. As founder of TenTen Group, a leading brands implementation firm that helps organizations plan, build, and manage brand changes, Darren is an excellent source to understanding branding and how that translates into dealmaking, With over 35 years of experience as a successful entrepreneur, professional negotiator, and attorney, Darren is dedicated to helping businesses strategize, plan for, find, and complete deals that will help them grow faster. THE IMPACT OF BRANDING ON DEAL VALUEWhen considering an acquisition or merger, it's essential to evaluate the target company's brand strength and viability. A recognizable and well-established brand can significantly impact the perceived value of the deal. Darren emphasizes the need for brand due diligence as part of the overall assessment process. By understanding the target company's brand equity, market positioning, and customer perception, acquirers can make informed decisions about the deal's potential impact on their own brand portfolio. Additionally, a comprehensive brand assessment can reveal opportunities for brand synergy and alignment, ultimately enhancing the value proposition of the deal. BRAND IMPLEMENTATION IN DEAL SCENARIOSIn deal scenarios such as spin-offs or rebranding initiatives, the strategic implementation of brand changes is crucial. Darren shares real-world examples of working with Fortune 500 companies like GE to support their brand transition during a spin-off. He highlights the concept of defining a "brand MVP" – the essential elements that need to be in place on day one of the transition. By planning and executing brand changes with precision and agility, organizations can minimize disruption and maintain brand continuity throughout the deal process. This proactive approach to brand implementation ensures a seamless transition for both internal and external stakeholders, fostering confidence and trust in the evolving brand identity. BRANDING CONSISTENCY AND GROWTH STRATEGIESBranding consistency is crucial for growth strategies, especially in the context of mergers, acquisitions, and spin-offs. Consistency in branding ensures that a company’s identity and messaging remain clean and unified, which in turn helps build trust and recognition amongst customers, employees, and stakeholders. In the case of mergers and acquisitions, the acquiring company should assess the brand value of the target company, and identify opportunities for improvement. This could involve evaluating the target company’s brand management and implementation practices, as well as identifying any weaknesses or areas needing enhancement. Ultimately, the power of branding consistency lies in the ability to create a cohesive and compelling brand experience, which can drive growth and success for the company – especially in the context of deal-driven growth strategies. • • • For my full discussion with Darren Horwitz, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON DARREN HORWITZ:https://www.linkedin.com/in/darrenhorwitz/https://www.tentengroup.com Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

In continuance with the DealQuest Podcast episode remastering project, I’m sharing with you one of my earlier solocasts regarding licensing deals. In this episode, you’ll find not only the basics of licensing deals, but the various types of deals that can be executed through licensing, including large complex mergers and acquisitions, capital raising, joint ventures, strategic alliances, real estate, affiliate ship deals, and more. Furthermore, the potential for recurring income through the use of intellectual property. A lot to cover, but necessary for understating licensing deals as a whole and a surefire way of utilizing licensing deals so they can help your company grow faster. UNDERSTANDING THE BASICS OF LICENSING DEALS Licensing deals are a powerful tool for business growth, allowing entrepreneurs and business leaders to expand their reach and generate recurring income. Entrepreneurs can easily double and triple their income and even expand their business tenfold or more through strategic licensing deals. As such, licensing deals are a lucrative yet underutilized opportunity for businesses. Licensing allows individuals or companies to grant others the right to use their intellectual property, technology, or content in exchange for a fee. But there’s even more that goes into a licensing deal than just the usage to consider. Licensing deals are complex, and entrepreneurs need to consider: Licensing fees and royalties, and the need for clear parameters, including exclusivity, minimums, and control over the use of the licensed property. IDENTIFYING OPPORTUNITIES FOR LICENSING INTELLECTUAL PROPERTYIdentifying opportunities for licensing intellectual property is paramount to success when it comes to utilizing intellectual property (or “IP” for short). There are opportunities for entrepreneurs to license inventions, products, software, processes, and other forms of intellectual property to larger companies with the capability to manufacture, distribute, and further develop the licensed assets. But, when it comes to usage of IP, entrepreneurs need to be aware of the fact that it’s not a cheap endeavor. You must understand the parameters and industry standards for royalty rates in licensing agreements. Researching and learning about the usual royalty rates for licensing specific types of content or inventions within your industry is one of the biggest tools to prepare you when making IP deals. You must also be confident in setting your own clear parameters for exclusivity and minimum revenue requirements in licensing agreements to protect your interests of licensors. LEVERAGING LICENSING DEALS FOR BUSINESS GROWTH AND EXPANSIONFolks, I’m not going to sugarcoat it – there is exponential potential for growth and expansion in IP deals. Not only as a licensee but as a licensor. You can generate recurring income and expand your reach by licensing your own IP to other companies, both within and outside your industry. Through this, entrepreneurs can create opportunities for collaboration with competitors and companies with complementary capabilities, providing you with access to new markets and distribution channels. Again, do your own due diligence with your IP, and learn what industry norms are when it comes to fees, as well as create your own clear parameters for quality control and brand protection. Licensing deals can provide ongoing opportunities for innovation and product development, allowing licensors to continually evolve and improve their intellectual property while generating income through licensing deals. • • • For my full discussion, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

As is the case with many guests of the DealQuest Podcast, this week’s guest, Richard Parker, never envisioned himself as a dealmaker. Parker's journey into the world of dealmaking, however, began early at the age of 12 when he launched his first business endeavor, delivering newspapers and selling subscriptions in his local community. This early venture instilled in him the fundamentals of sales and marketing, laying the groundwork for his future endeavors. Throughout his career, Parker has been actively involved in numerous transactions, assuming roles as both buyer and seller. Each deal has provided invaluable insights, shaping his approach to deal making and bolstering his expertise in the field. Today, Parker is committed to assisting others in realizing their entrepreneurial aspirations. Through his programs and consultations, he shares his wealth of knowledge and experience, empowering individuals to achieve their dreams of business ownership – and he’s here to share this the keys of knowledge base with us today. 5 GOLDEN RULES OF DEALMAKINGIn his years as a dealmaker, Richard has created his own formula for a set of guiding principles that he adheres to when assessing potential business opportunities. These principles have played a pivotal role in his success, and as such, he encourages others to develop their own criteria for evaluating deals. Parker's five golden rules are outlined as follows: Sales and Marketing Driven: Richard prioritizes businesses that are driven by robust sales and marketing strategies, recognizing that revenue generation is fundamental to business success. High Margins: He seeks out businesses with high profit margins, understanding that such margins facilitate increased profitability and long-term sustainability, providing resilience against challenges and fostering opportunities for strategic growth. Element of Exclusivity: Richard looks for businesses offering an element of exclusivity in their products or services, whether through unique offerings or territorial advantages. This exclusivity confers a competitive edge and enhances the business's overall value. Demand in Place: He gives preference to businesses with established demand in the market, recognizing the costliness and difficulty of creating demand from scratch. Investing in businesses with proven market demand mitigates risk and enhances potential returns. Not Competing on Price: Richard steers clear of businesses that compete solely on price, recognizing the inherent pitfalls of such a strategy in the long term. Instead, he focuses on businesses that offer value and differentiation in the marketplace. THE IMPORTANCE OF SPECIFICITY IN DEAL CRITERIAWhen crafting deal criteria, Richard states that it is imperative to be precise and deliberate about the factors that hold the most significance. Richard believes that generic criteria can result in vague and unproductive assessments of potential deals, and he advises dealmakers to look deeply and pinpoint the specific quality and attributes crucial for success in a business venture. For instance, rather than simply expressing a general preference for enjoying one’s work, it hold more weight to identify the underlying motivation behind the desire. Perhaps it stems from a passion for working with children, which can then be translated into a specific criterion pertaining to businesses specializing in children’s products or services. By adopting a specific and intentional approach to defining deal criteria, dealmakers can effectively evaluate potential opportunities and align them with their unique strengths and interests. HOW TO BUY A GOOD BUSINESS AT A GREAT PRICEAre you looking into making serious business purchases? Need a good place to start on how to go about it? Luckily enough, Richard offers a course for just this. The How To Buy a Good Business at a Great Price course featured on Richard’s website is a course designed to help individuals who are thinking about buying a business or franchise. he course provides a comprehensive 548-page guide, along with ancillary resources and interactive tools. It also includes a proprietary valuation software program developed using data from successful and unsuccessful business transactions. Be sure to check out the How to Buy a Good Business at a Great Price course: https://richardparker.com/course/ • • • For my full discussion with Richard Parker, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON RICHARD PARKER:https://www.linkedin.com/in/richparker1/https://richardparker.comhttps://diomo/com Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Mergers and acquisitions, one of the best ways to grow your business, but sometimes it feels like trying to assemble a puzzle in a hurricane - exhilarating, chaotic, and you might end up missing a few pieces. That’s why I’m excited to have Scott Bushkie on this episode of the DealQuest Podcast. Scott is a managing partner and Founder of Cornerstone Business Services, a firm that specializes in offering exit strategies, managing sell- and buy-side transitions, and providing valuations within the lower middle market. With a primary focus on businesses with revenue ranging from $5 to 150 million and an EBITDA between $1 to 15 million, Cornerstone Business Services have collaborated with private equity firms, family offices, and strategic buyers. Scott himself dons over 25 years of experience in providing exit strategies, sell- and buy-side transitions, and valuations. Scott is a go to man to help you turn your hurricane puzzle into a carefully crafted masterpiece, ensuring that all the pieces fit together seamlessly for a successful outcome. STRATEGIC SELLINGStrategy is something we discuss often on the DealQuest Podcast, and in the context of selling, strategy in identifying and targeting specific buyers or investors who can bring the most value to a company is no less important. Business owners need to shift their mindset from just building a successful business organically to thinking like a dealmaker. Successful entrepreneurs and business owners need to focus on creating a valuable and transferable company, rather than just taking cash out of it. This involves planning early, building a team of advisors, and understanding the various options available for exiting the business. For Scott, one of the biggest moves when it comes to strategy is having “the conversation” about exiting the business early on. Business owners should feel encouraged to explore their options and start making well-informed decisions about their future exit strategy – there are more options available than just simply giving their business to children or selling to a local buyer. THE COST OF DOING IT WRONGHolding out too long could cost 40% of a company's value and make it unsaleable. Many businesses sell at a low rate due to mistakes, but educating business owners can increase their chances of success. The issue is that owners often keep their intentions confidential and try to figure things out alone, leading to overspending and poor results. Working with trusted advisers and partners can help increase odds of success. Unsolicited offers may seem perfect for tired entrepreneurs, but they should be cautious and consider consulting trusted advisers before making a decision. ENSURING A FAIR DEALEntrepreneurs might initially feel a sense of relief when they receive interest from a potential buyer for their business. It's crucial, however, to recognize that this doesn't always translate into the most favorable deal. Buyers may capitalize on the seller's emotional connection to the business by telling them what they want to hear. That's why it's so important to collaborate with a professional who can help navigate the complexities of selling a business and secure a fair deal. To maximize the value of their business and prevent leaving money on the table, sellers should consider creating a sense of urgency and scarcity. Scott also emphasizes the significance of professional buyers who are adept at securing advantageous deals for themselves. It's essential for sellers to have a clear understanding of the true market value of their business. To learn more about ensuring a fair deal and navigating the M&A landscape, check out the book Finish Strong: Sell Your Business on Your Terms by Scott Bushkie: https://www.cornerstone-business.com/finishstrong/ • • • For my full discussion with Scott Bushkie, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON SCOTT BUSHKIE:https://www.cornerstone-business.com/https://www.linkedin.com/in/scottbushkie/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

On this episode of the DealQuest Podcast, I have guest Stephen Speer, the founder and CEO of eCommerce Lending Inc., a firm specializing in financing acquisitions, advisory, and search services in the online space. With a lending career spanning decades, Stephen and his team have utilized their expertise in assisting hundreds of entrepreneurs in achieving business acquisition success. As an e-commerce lender, guest speaker, and M&A instructor, he and his firm have funded over 500 transactions totaling over $1 million – making eCommerce Lending Inc. the top lender in the country in this very specialized niche. NAVIGATING THE COMPLEXITIES OF E-COMMERCE DEALSOne of the key takeaways of this episode is the importance of patience and strategic planning when navigating the complexities of e-commerce deals. There are various components in e-commerce deals that vary from brick-and-mortar businesses, but there are many similarities including the use of earn-outs, seller equity roles, and seller notes, especially in context of larger deals. Stephen emphasized the need for thorough due diligence and a deep understanding of the client's business goals and objectives. It’s about finding the right opportunity, and the need for buyers to be prepared to act quickly when they find it. Finding the right advisory services is also a crucial key when making the right deal, as they can guide clients through the deal process – from structuring the offer, to securing the right financing. By leveraging their expertise and industry knowledge, Stephen and his team empower clients to make informed decisions and capitalize on the opportunities within the e-commerce space. AI IN BUSINESS ACQUISITIONIn the last 2 years, artificial intelligence (AI) has grown rapidly in its use across all fields. The state of AI in the business world is still in its infancy, and currently focused primarily on seeking startup capital and venture capital. When discussing AI in business, some existing companies are buying startup AI companies, while others express fear and uncertainty of the technology. The potential impact of AI on society is both beneficial and potentially negative, and it requires much more exploration and understanding. One this is for certain for Stephen, AI cannot have the intricate expertise of M&A advisory and buyer representation when it comes to business acquisitions. Acquisitions are never straightforward, and AI lacks the human capability to work on deal structuring, negotiations, or deal financing. That said, educational technology is a growing segment with high multiples due to recurring revenue, while e-commerce is experiencing some softening, particularly in comparison to the software as a service (SaaS) segment. THE POWER OF ENTREPRENEURIAL MINDSETAs an entrepreneur himself, Stephen understands the power of an entrepreneurial mindset in driving deal-driven growth. His keys to the entrepreneurial mindset are patience, resilience, and adaptability, especially in the face of market uncertainties and evolving market landscapes. Stephen’s history from a young owner of a car detailing business to founding eCommerce Lending Inc. reflects the transformative power of entrepreneurship and the ability to seize opportunities in uncharted territories, Which is, arguably, a hallmark staple of an entrepreneur. • • • For my full discussion with Stephen Speer, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON STEPHEN SPEER:https://www.linkedin.com/in/stephenspeer/www.ecommercelending.com Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Negotiation: Not just a pivotal element in dealmaking, but a crucial skill to possess. Mastering the skill of negotiation can lead to deal-driven growth and success. The repercussions of failed negotiations, however, can be dire, often resulting in strained relationships, missed opportunities, and financial losses. On this episode of the DealQuest Podcast, I want to focus on the top six reasons negotiations fail. Understanding these reasons can help business owners, executives, and leaders navigate negotiations more effectively and achieve their objectives. By delving into the fundamental skill of negotiation, and how negotiations fail, I hope to equip individuals with the knowledge and strategies necessary to navigate complex business dealings effectively, all while fostering mutually beneficial outcomes and fortifying relationships for long-term success in the competitive nature of business. THE TOP SIX REASONS FOR FAILED NEGOTIATIONSBecoming a great negotiator isn’t just learning how to negotiate successfully, it also requires a deep understanding of the factors that can lead to negotiation failure. I’ve narrowed down the top six reasons that cause negotiations to fail: Lack of preparation Ego Fear Rigidity Becoming too emotional Lack of integrity To be fair, each of these reasons could easily take an episode each to unpack, however, learning to address these issues allows negotiators to enhance their negotiation skills and achieve deal-driven growth. BALANCING LIKABILITY AND OBJECTIVES FOR SUCCESSFUL DEALSBeyond the top 6 reasons for negotiation breakdown, there are other elements at play. For instance, the desire to be liked can lead to conceding on points one doesn't want to, especially if they haven't prepared or done their due diligence. This can be a pitfall for those who need approval from others, as it may cause individuals to make concessions that they shouldn't, especially if they have not clearly defined their objectives. The need for approval can cloud judgment and lead to decisions that are not aligned with one's goals. Focusing on achieving objectives rather than winning is key. Be careful not to fall in love with deals before they're completed. Listening more than talking allows negotiators to better understand the other party's needs, and setting up deals in a way that lets the other party feel like they've won can be a successful strategy. Simply put, to succeed in negotiations, as dealmaker you must prioritize achieving your objectives, listen more than you talk, and use the other party's need to feel like they've won against them. Ultimately, the key to successful negotiations lies in thorough preparation, understanding the other party's perspective, and maintaining a focus on achieving objectives rather than seeking approval or ego-driven victories. By addressing these pitfalls and approaching negotiations with clarity, detachment, and equilibrium, dealmakers can navigate the complexities of negotiations more effectively and achieve mutually beneficial outcomes. • • • For my full discussion, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

Hey there, it's Corey Kupfer, your host at DealQuest, and I'm bringing yet another enlightening conversation your way. In this episode, I had the pleasure of engaging in a lively dialogue with none other than entrepreneur and best-selling author Mike Michalowicz. Together, we covered some pivotal aspects of entrepreneurship, business growth, and personal fulfillment.Welcome back to DealQuest, where we dive into the minds of successful entrepreneurs and business leaders. Today, I was beyond excited to have Mike Michalowicz join me—a prolific author and a significant figure in the entrepreneurial space. Mike Michalowicz's Fascinating Journey Mike Michalowicz, the brains behind bestsellers like Profit First, Clockwork, The Pumpkin Plan, and his latest masterpiece, Fix This Next, brings a wealth of experience to the table. By the time he hit his 35th birthday, Mike had already established and sold two companies, one to private equity and the other to a Fortune 500 giant. Currently, he's at the helm of his third multimillion-dollar venture, Profit First Professionals, a testament to his unwavering dedication and expertise in the entrepreneurial realm. Unveiling Entrepreneurial Insights Throughout our conversation on DealQuest, I guided Mike to delve into his past, exploring the unconventional origins of his entrepreneurial ambitions. From childhood dreams of being a garbage man to crafting a path as a successful entrepreneur and acclaimed author, Mike's journey is a testament to innovation, resilience, and a commitment to learning from every experience. The Hierarchy of Business Needs: Shifting Perspectives on Business Growth A pivotal moment in our discussion revolved around Mike's groundbreaking concept: the hierarchy of business needs. Inspired by Maslow's hierarchy of needs, Mike introduced a paradigm shift in understanding the fundamental pillars that drive business success. He elaborated on how sales, profit, order, impact, and legacy form the bedrock, each playing a crucial role in shaping a thriving business ecosystem. Navigating Challenges and Embracing Opportunities Mike also emphasized the challenge of pinpointing the most critical issues in business—a struggle faced by many entrepreneurs. He stressed the importance of thoughtful contemplation and strategic focus when tackling challenges, echoing my own perspective on dealing with business obstacles. Freedom as a Catalyst for Entrepreneurial Expression Our conversation culminated in a poignant reflection on freedom—an intrinsic value that propels Mike's entrepreneurial endeavors. For Mike, freedom goes beyond traditional definitions; it signifies the ability to positively influence and genuinely serve others, empowering him to express his unique talents in the entrepreneurial landscape.This dynamic dialogue between Mike Michalowicz and myself sheds light on the multifaceted world of entrepreneurship. From the foundational principles of business success to the nuances of personal fulfillment, our discussion aims to inspire entrepreneurs to navigate their journey with purpose, authenticity, and a profound understanding of the intricate relationship between business acumen and personal growth. • • • For my full discussion with Mike, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON MIKE MICHALOWICZ:https://mikemichalowicz.com/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!

This week on the DealQuest podcast, we have impressive guest, Jon Ostenson on. Jon is the CEO of FranBridge Consulting, a top 1% franchise consultant, and the best-selling author of Non-Food Franchising: The Better Path to Ownership. With over 35 years of experience as a successful entrepreneur, professional negotiator, and attorney, Jon draws on his background as a former Inc 500 franchise president and multi-brand franchisee to help his clients select their franchise investments. He is a frequent contributor on franchising to publications such as Forbes and Bloomberg, and his goal is to help businesses achieve deal-driven growth.FRANCHISING AS A BUSINESS MODELFranchising is not something we’ve commonly discussed on the DealQuest Podcast, but Jon’s insights and experience in franchising offers us substantial information on franchising. Franchising is a business model that allows individuals to own and operate their own business under the established brand and system of a larger parent company, known as the franchisor. Jon recognizes the appeal in franchising as a business model with many benefits for aspiring entrepreneurs. Jon views franchising as “starting on 3rd base”, which is effectively leveraging an established system and framework provided by franchisors. It works, however, and allows entrepreneurs to bypass the challenges of building a business from scratch, providing them with a head start in their entrepreneurial journey. Offering new and different freedom and control than building an entirely new business from the ground up. FOOD AND NON-FOOD FRANCHISINGWhen we think of a franchise, we commonly think of food, such as fast-food restaurants like McDonald’s or Subway – which can be a lucrative choice for those looking to go into franchising. Jon argues, however, that non-food franchising can require less capital upfront, fewer employees, less operating hours, and be less susceptible to consumer whims, leading to lighter investment and higher margins. By looking outside of the food industry, potential franchisees are provided a diverse array of investment options. Non-food franchises encompass a wide range of industries, including: Retail Service Healthcare ...and more!  THE BENEFITS AND CHALLENGES OF FRANCHISINGJon's passion for helping individuals achieve freedom through business ownership shines, but he also recognizes that like any deal, it has both benefits and challenges. The benefits of franchising include the ability to build an asset with potential exit value, tax benefits, and the opportunity to leverage a proven business model with support from the franchisor. Franchising also allows for diversification of a business portfolio and can provide a head start on starting a business with support, advertising, and a proven model. There are also challenges, however, associated with franchising. These include the potential for individual failure within the system, the need for a significant upfront investment, and the requirement to follow the franchisor's system and guidelines. Additionally, there may be challenges in securing financing for the franchise, and there is always a risk of business failure, as with any entrepreneurial endeavor. To learn more about franchising, sign up for FranBride’s newsletter, and receive a complimentary copy of the book Non-Food Franchising: The Better Path to Ownership by Jon Ostenson: https://franbridgeconsulting.com/• • •For my full discussion with Jon Ostenson, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON JON OSTENSON:https://www.linkedin.com/in/jonostenson/ Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive into the world of deal-driven growth today!