The Deal Room

This week on the Deal Room Podcast, Joanna Oakey is joined by a remarkable entrepreneur Kody Thompson. From founding Lightning Sites (on a budget of $250!) to scaling it into a multimillion-dollar business, this story is as inspiring as it is unique. In this episode, Kody shares his journey into entrepreneurship, revealing how his early experiences and values shaped his approach to business, team-building, and ultimately, a successful exit. Kody shares his journey from navigating growth on a shoestring budget, the decision-making process behind his strategic move to subscription-based services, and key skills that have propelled his company to incredible heights and an outstanding exit. Kody also dives into the emotional and practical aspects of selling a business, offering invaluable insights and lessons learned about preparing for exit, the importance of a strong team culture, and the lessons learned from navigating the sale process. Whether you're an aspiring entrepreneur, a business owner contemplating an exit, or simply intrigued by the intersection of personal values and business success, this episode is packed with wisdom, strategies, and heartfelt advice from Kody's entrepreneurial journey. Get your earbuds ready - we can’t wait to hear what you think of this Deal Room Podcast episode! Tune in now. ABOUT THIS GUEST Kody Thompson is the visionary entrepreneur behind WorkPod, an innovative company revolutionising how businesses scale through offshore staffing solutions. With a unique journey from youth pastor to successful business mogul, Kody's entrepreneurial path is as inspiring as it is unconventional. He founded Lightning Sitez on a modest budget, transforming it into a multimillion-dollar enterprise through strategic moves like adopting a subscription-based service model. Today, as the driving force behind WorkPod, Kody leverages his extensive experience to assist businesses in achieving scalable growth by building efficient offshore teams. His insights into entrepreneurship, team building, and business strategy make him a sought-after figure in the business community. Connect with Kody Thompson via LinkedIn Find out more about WrkPod

This week on the Deal Room Podcast, we're thrilled to have Dave Jenyns, the mastermind behind "Systemology," joining us to share his expertise in the realm of business systemisation. At first glance, the concept of implementing systems and processes in your business might seem like a straightforward activity and part of business operations or business continuity. However, the depth and impact of such initiatives can have on a business extend far beyond the surface, significantly influencing a business's valuation, the ability to scale, and appeal (or otherwise) to potential buyers. In this compelling episode, Dave discusses the monumental difference that well-structured systems and processes can make in preparing your business for a successful sale.  For any owners or entrepreneurs involved in the business sector, whether you're contemplating selling your business, or simply fascinated by the idea that systems can actually add value to it when the time comes this episode is packed with invaluable insights and actionable advice. Get your earbuds ready and tune in to this episode of the Deal Room Podcast for our deep dive into the world of business systems and why they can lead to an amplified exit. ABOUT THIS GUEST In 2016, David successfully systemised himself out of his business, one of Australia’s most trusted digital agencies, melbourneSEOservices.com. He hired a CEO and stepped back from the daily operations. Through this process he became a systems devotee – founding systemHUB & SYSTEMology. Today, his mission is to free all business owners worldwide from the daily operations of running their business.  Recognised as a high achieving entrepreneur, you will find many of David’s keynote presentations on YouTube including: TEDx, WordCamp and Problogger. In this episode, Abhishek shares some insights from the front line of finance including the current the state of the market in the world of finance for buying businesses, the role preparation plays in successfully securing finance for a business deal, common mistakes and how to avoid them, and also his thoughts on creative financing options available right now - including how buyers can secure funding without using their own securities.

This week on the Deal Room Podcast, we are back with part 2 of our State of the Market series with Paolo Lencioni and Chris Babich, two healthcare experts who bring their insights and expertise in veterinary and medical practice businesses to the forefront.  Picking up where they left off  - the conversation delves into differences in valuations, earnouts, and other unique aspects of exits and acquisitions in these fields. From the financial intricacies of medical and veterinary practices to the challenges of startups and accreditation costs, Chris and Paolo share valuable insights and comparisons between the two industries. The episode ends with a reflection on what each sector can learn from the other. Tune in for an in-depth look at the complexities and opportunities within medical and veterinary practice sales. This episode is a must-listen for those interested in the healthcare industry or looking to buy/sell a business in this very broad sector - Paolo and Chris's knowledge and experience provide a unique perspective on the similarities and differences between the two parts of this fascinating sector,  and really bring to light the challenges and opportunities of buying and selling businesses within it. Get your earbuds ready - we can’t wait to hear what you think of this Deal Room Podcast episode!  Tune in now.

In today’s special episode on The Deal Room Podcast, host Joanna Oakey discusses the essentials of contracts - from what actually classifies as a contract, to the challenges that come from advising on them. She highlights the importance of ensuring you include just the right amount of details in contract, and the risks linked to too much information early in the deal-making stage. Joanna provides her legal insights into the intricacies of heads of agreement documents, stressing the need to include necessary details without exposing parties (or yourself) to undue legal risks. Additionally, she uses employee entitlements and its implications on negotiations and the agreement's outcome to demonstrate where some business brokers go wrong. Whether you're a business owner, business broker or simply interested in the mechanics of business transactions and exits, this episode provides valuable perspectives and insights on navigating the legal considerations in business sales and acquisitions. Get your ears ready - and tune in for another episode of The Deal Room Podcast.

This week on the Deal Room Podcast, we are back with another episode from the State of the Market series with Joanna Oakey. Today, we are joined by two industry experts - Paolo Lencioni and Chris Babich, who bring their insights and expertise in veterinary and medical practice businesses to the forefront in this two-part series.  While the business models in medical, dental, and veterinary practices may seem similar on the surface, the reality is that they have significant differences that impact operations, valuations, and sales approaches. In this episode, you’ll hear Paolo Lencioni, from APL Accountants sharing his insights into the veterinary industry, discussing the stability and low insolvency risk of veterinary practices, along with his take on the corporatisation of this sector. Chris Babich, reflects on decades of experience in medical practice sales and valuations, contrasting Veterinary industry with the broader medical field, focusing on valuation metrics, buyer profiles, and the impact of corporate ownership on patient care and business health.  This episode is a must-listen for those interested in the healthcare industry or looking to buy/sell a business in this very broad sector - Paolo and Chris's knowledge and experience provide a unique perspective on the similarities and differences between the two parts of this fascinating sector,  and really bring to light the challenges and opportunities of buying and selling businesses within it.

In this episode of The Deal Room Podcast, we sit down with Dr. David Penn, a trailblazer in both the dental industry and the business world. Dr. Penn shares his unique journey from dentist to founder of $95million empire with Southern Cross Dental Labs. Dr. Penn discusses his innovative approach to the dental industry, including his strategy for overseas manufacturing and market positioning. Dr. Penn talks about the challenges of positioning in the context of innovation, sharing his take on finding your place in relation to price and quality specturm. He explores the importance of understanding market perception, as well as maintaining a competitive edge in the market. This episode is a great first-hand look at the process of innovating,  how innovation can reshape an industry and provides practical insights for entrepreneurs and business professionals.

In this special replay of one of our jargon buster episodes, Joanna Oakey clears up some confusion around “Term Sheets” and the many variations that are floating around in the world of business sales and acquisitions.  If you have ever wondered what the difference is between an Memorandum of Understanding (“MOU”), Letter of Intent (“LOI”), Term Sheet, Non Binding Indicative Offer (“NBIO”) and where a Heads of Agreement fits into the picture, then listen in to this episode as we break through the jargon, clear up the confusion and dish out a couple of essential tips along the way.

In this week’s release of the Deal Room Podcast - we’re back with a State of the Market series episode - where host, Joanna Oakey interviews Jenny Chellew, an expert in the hospitality and tourism industry, and a business broker advising on sales and acquisitions of motels.  Jenny highlights the role of occupancy rates, technology and property in the context of tourism and accommodation business sales, and also a number of opportunities for buyers in this sector. She touches on enhancing guest experiences (tip: get rid of your potholes!) and operational efficiency in accommodation businesses. She also digs into some of the critical differences between freehold and leasehold businesses - and how they can best prime themselves for a smooth sale. This episode is a must-listen for those interested in the hospitality industry, offering practical insights into the motel and accommodation sector. Jenny's knowledge and experience provide a unique perspective on the challenges and opportunities in this field. ABOUT OUR GUEST Jenny Chellew is an accredited Business Broker at Better Business Brokers, Australia and brings over 17 years of experience in property management and real estate. She leverages her firsthand knowledge of real estate and property management to facilitate the acquisition and sale of tourism and accommodation businesses - anything from hotels and motels to caravan parks and holiday units. Connect with Jenny Chellew via LinkedIn. To find out more visit https://www.betterbusinessbrokers.com.au/

In this special episode of The Deal Room Podcast, our host, Joanna Oakey dives into financing for buying businesses and tips for preparing for finance live with Abhishek Maharaj, Partner and Broker at Winquote SME Finance. In this episode, Abhishek shares some insights from the front line of finance including the current the state of the market in the world of finance for buying businesses, the role preparation plays in successfully securing finance for a business deal, common mistakes and how to avoid them, and also his thoughts on creative financing options available right now  - including how buyers can secure funding without using their own securities. This episode is essential listening for brokers and any buyers out there considering their options and wondering what finance might look like. Get your earbuds ready for this live episode of the Deal Room Podcast. ABOUT OUR GUEST Abhishek Maharaj is a Partner and Broker at Winquote. He brings more than a decade of institutional, corporate and consumer lending experience to the table and a decade with Winquote SME. Knowing firsthand how confusing and complex financing options can be, he takes pride in his ability to discuss the complex world of finance in an easy to digest bite-sized way for clients and business brokers.  Connect with Winquote Broker, Abhishek via Linkedin Winquote SME has helped business owners secure funding to grow or sustain their business for more than 20+ years.  To find out more visit https://www.winquote.com.au/

In this special episode of The Deal Room Podcast, recorded live at the 2023 AIBB national conference, Aron Rubulis and Matt Ensing join Joanna to dive into the fascinating world of AI in business broking. They share market trends they're seeing with their broker clients and how AI is being adopted in their marketing and general business practices. They also discuss the challenges brokers face in using AI tools effectively (including when NOT to use it or depend on it) and share their thoughts on the future of AI in business broking, AND they even throw Joanna a curve ball and ask if the rumours are true - will Ai be replacing lawyers any time soon? So buckle up and get ready for a deep dive into all things AI, automation and business broking on this LIVE episode of the TDR Podcast! ABOUT OUR GUEST Our guests today are Chief Executive Officer, Aron Rubulis and Matt Ensing, Head of Business Development, leading the team at Aro Software. Aro has been pioneering Australian Real Estate Technology since 2008. Aro Software works with more than 4000 real estate agents & business brokers across Australia to set up their business marketing systems to ensure their listings stand out in today’s competitive marketplace. They have a free 47-point checklist to show brokers how to get started today. Visit https://www.businessbrokercrm.online/   Connect with Aron on LinkedIn & Matt on Linkedin

Welcome back to another episode of the Deal Room Podcast! On today’s episode, our host Joanna Oakey is joined by one of the most seasoned experts in business sales and acquisitions - Jonathan Jay, founder of the Deal Maker’s Academy (UK). Jonathan has bought and sold 70+ businesses over the years - and in this episode he sits down with Joanna to share the A-Z on business sales and acquisitions. Jonathan draws on his experience and shares the key lessons he has learnt including common mistakes for buyers to watch out for and his thoughts on what makes a successful acquisition (including how to identify the ‘right’ kind of business when you’re looking to purchase). He emphasises the need for clear systems and processes; this is a critical step to ensuring a successful acquisition. Whether you’re looking to acquire a business for growth, to escape the ‘9-5’, or just interested in the possibility - this episode is packed with valuable insights.

Welcome back to the Deal Room Podcast! Today’s episode is part of the State of the Market Series - and host Joanna Oakey is joined by a seasoned expert in medical practice sales, Sally Stuart.  Sally shares her insights into the most recent industry trends, including the recent spike in interest in buying and selling, and the different types of sales possible in this sector. She dives into the many nuances of the medical industry - the generational changes that are at play, regional vs urban trends, and younger practitioners coming forward for clinic ownership where practitioners are ready to exit - but not entirely.  She also shares very practical tips on transitioning to exit, preparing your practice for market and first-hand lessons learned. Whether you're a busy doctor looking to step away from your practice or someone concerned about what to do when you retire, this episode is packed with valuable insights and advice. Get your earbuds ready - tune in now to The Deal Room Podcast with Sally Stuart. Connect with Sally Stuart Sally on LinkedIn Check out Argus LINK Business Broking!

In this episode of The Deal Room Podcast, host Joanna Oakey is joined by David Ferraz, the Managing Director at Argus Business Brokers and a seasoned expert in manufacturing, print, and wholesale industries. Connect with David Ferraz David on LinkedIn Check out Argus Business Brokers! Email David

Blake Hutchison, CEO of Flippa.com an online marketplace for online business entrepreneurs, owners and investors joins Joanna Oakey on The Deal Room Podcast, in another Innovation Series episode. He shares the what and how behind Flippa’s Ai algorithm, which is now matching 100,000+ buyers a month (generating $5.5m in deal value). Blake provides practical insights on how they’re using Ai (machine learning) to understand buyer intent, support valuations and generate business descriptions, and importantly, how this is solving a key challenge in the market - buyers losing interest. Connect with Blake Hutchison Blake on LinkedIn Check out Flippa!

[Ask Me Anything - with David Ferraz] In this episode of The Deal Room Podcast, our guest David Ferraz, Managing Director of Argus Business Brokers, asks host Joanna Oakey questions about common scenarios he has seen in Business Sales and Acquisitions. Joanna and David share their take on what happens when there are unexpected stock levels or value fluctuation right before settlement day… a scenario they’ve both seen wreak havoc on a deal. They cover different options they’ve seen used to deal with unanticipated stock scenarios in the contract at settlement. They also dig into the best approach to quantifying work-in-progress or WIP in a contract in both industrial/goods and service-based businesses. What happens to partially completed service or goods orders? Connect with David Ferraz David on LinkedIn Email David Check out Argus Business Brokers!

In this episode, our host Joanna Oakey answers a few insightful questions from Richard – which leads them to talk about trends in the market related to business asset sales vs share sales. They touch on the shift towards share sales, what they’re seeing in terms of potential challenges and complexities associated with each type of sale, and the strategies that can be done to protect all parties involved. They also explore the use of “at-risk” components, such as earnouts in deals and their increasing prevalence in both larger and smaller transactions. Both Joanna and Richard also emphasise the importance of staying informed about market developments and adapting to new trends in order to achieve a higher success rate on transactions. Have a question for Joanna? Our Ask Me Anything sessions are where your questions come to life. Send them to us at podcast@aspectlegal.com.au and tune in for expert answers.

Carl and our host Joanna Oakey talk through earnouts in the context of dental practice sales and the absolute importance of understanding the structure and terms of earnout agreements. They also dive into how the evolving market landscape impacts buyer dynamics and why early preparation is crucial for smoother transactions in this sector. There is so much in this episode for anyone in the dental sector and related industries - grab your earbuds, tune in and find out how to ensure you’re across what makes successful transactions and what you should be focusing on now, to maximise your practice when it’s (eventually) time to sell. Connect with Carl Burroughs Carl on LinkedIn Request an apppraisal Email Ray White Ray White Practice Sales Relevant Episodes [EP 251] State of the Market Series: A Dental Industry Spotlight with Carl Burroughs

This episode of The Deal Room Podcast features Richard Hemingway, Chair of the Bizstats committee Richard has a wealth of experience in the business sales and acquisitions industry - he’s involved in a range of businesses and with more than 30 years in CFO roles, including Australia, Asia, and NZ markets. In this discussion, Richard provides us with data and trends from Bizstats. Australia’s most comprehensive database of private business sale transactions. Together with host and Managing Partner of Aspect Legal, Joanna Oakey, Richard talks about the rise in the average turnover of businesses sold in the last six months, the trends relating to larger business sales and whether this relates back to larger deal sizes. He also drills into some of the key industry changes, AI's impact on valuation, the unexplored opportunities he’s seen emerge in recent times. Given the current state of the market his insights on what’s the data shows is happening in the market are absolutely relevant to business brokers, and small business owners in all industries and sizes. Connect with Richard Hemingway Richard on LinkedIn Connect with AIBB Check out Bizstats!

Welcome back to The Deal Room Podcast! In this special replay episode, we dive deep into some of the key differences you need to know when considering acquiring a franchise vs standard business. Our guest, Nicole Segal, Special Counsel at Aspect Legal and absolute guru on working with Franchisees and Franchisors, joins host Joanna Oakey to provide her invaluable insights on what happens in the world of Franchising Deal Rooms. Nicole and Joanna explore the essential distinctions between buying a franchise and a standard business, shed light on the advantages of each approach to acquiring a business. They delve into the crucial components of a franchise agreement that a buyer should be aware of, and how to ensure you're well-informed before making any decisions. Additionally, they touch on the Franchising Code of Conduct, with a special focus on some of the more recent changes that could impact your business strategies. If you're considering investing in a franchise or a standard business, this episode is a must-listen. Tune in for expert guidance from Nicole and Joanna, as they equip you with the knowledge you need to make informed choices in the dynamic world of business acquisition.

In this short sharp episode of The Deal Room Podcast we have an Ask Me Anything episode with guests, Hugo Martin and Harry Notaras, certified business brokers and registered business valuators at ABS Business Sales. The roles are reversed in this insightful episode, Hugo and Harry ask host Joanna Oakey her thoughts on a very common question - which is better, share sale or an asset sale? As you might expect, the answer is “it depends” - and Joanna expands on why, including the importance of getting the right tax advice at the right time, the need for effective strategies to convince a buyer of your proposed structure, and the importance of being properly prepped for sale. So tune in, and get ready for some valuable insights on the decision making process around share sales versus business sales, along with practical advice on mitigating risks throughout the process. If you would like to submit a question that you’d like us to answer, then please send it to us at podcast@aspectlegal.com.au. Connect with Hugo and Harry Hugo on LinkedIn Harry on LinkedIn Pinot Fridays on YouTube ABS Business Sales