The McFarland Method

Most people talk about what they do. Very few can explain the value it creates.In this episode, Alex and Byron use a simple real-world situation (a coworking space door that wouldn’t open after a power outage) to unpack a bigger point: value is often won or lost in the “small” details—customer experience, contingency planning, and the ability to anticipate problems before they become expensive.They connect that same value lens to careers, hiring, and coaching: why the people who get hired (and promoted) are the ones who can see outcomes for stakeholders—not just tasks. Byron also shares a story that shaped his work with entrepreneurs: most owners don’t sign planning documents because they’re not confident the plan actually does what they want it to do—leading to his principle, clarity to act with confidence.The conversation then shifts into how coaches can reduce cognitive load for owners, communicate with empathy + authority, and tie their work directly to what matters most: building a business that’s predictable, valuable, and transferable.Topics covered:• The “value game” and why most people miss it• How small breakdowns destroy customer trust (and retention)• Ownership mindset vs task mindset• Why owners don’t sign plans they don’t understand• Coaching as cognitive load reduction• Communicating for different decision-making styles• Why coaches should connect their work to business value and outcomes────────────────🎧 The McFarland Method helps business owners and coaches navigate succession, transferability, and exit planning.🔗 https://www.mcfarlandmethod.com/📩 Find us on LinkedIn: https://www.linkedin.com/company/mcfarland-method/

If you’re working inside a business and considering buying it, the first question isn’t “How do I structure the deal?” It’s “Am I actually ready for what ownership requires?”In this episode, Alex and Byron break down the real-world path to buying the business you work in, using a veterinary practice example to keep it practical. They introduce Byron’s ICBM framework (Individual capability, Bankability, Mindset), explain why debt changes everything, and why many would-be buyers underestimate the pressure that comes with ownership.They also outline a more bankable, staged approach to insider buyouts and why “easy” owner-financed deals can carry hidden risk for both buyer and seller.Topics covered:• The ICBM framework: Capability, Bankability, Mindset• The biggest “mirage” buyers fall for before taking on debt• Why leaders who can’t regulate under pressure lose talent fast• The common gaps in successor readiness: sales + cashflow• A staged buy-in structure banks are more likely to finance• Why many owner-financed deals are riskier than they look────────────────🎧 The McFarland Method helps business owners, coaches, and advisors navigate succession, transferability, and exit planning.🔗 https://www.mcfarlandmethod.com/📩 Join our LinkedIn community: https://www.linkedin.com/company/mcfarland-method/

Most owners think they know what their business is worth. Buyers usually see a very different number. In this episode, Alex and Byron get into transferable value, the part of the business a buyer can trust will survive without the owner.They share why traditional business advice misses the mark for small and mid-sized companies, and why people, leadership, and team dynamics end up driving more of the valuation than most owners expect.Topics covered:• Why perceived value and transferable value rarely match• The PRO framework: People, Risk, Opportunity• What made a recent 7× EBITDA sale possible• How leadership gaps show up instantly in diligence• Why attracting talent is now a core leadership skill, not a side task────────────────🎧 The McFarland Method helps business owners and coaches navigate succession, transferability, and exit planning.🔗 https://www.mcfarlandmethod.com/📩 Join our free LinkedIn community for coaches and advisors

Manufactured roles drive away A-players and tank your business valuation—here's how to fix it.When family members get plugged into leadership positions they're not qualified for, everyone suffers: the family member, the team, and ultimately your exit options. In this episode, Byron and Alex break down why these "manufactured roles" happen, how they quietly push out top talent, and what business owners (and their coaches) can do about it.Topics covered:What manufactured roles look like and why parents enable themWhy high performers leave when they see family dysfunctionThe real cost of two people doing one person's jobHow one partner buyout led to tripling revenue in six yearsWhy coaches get stuck holding the "crucial conversations" hot potato────────────────🎧 The McFarland Method helps business owners and coaches navigate succession, transferability, and exit planning.🔗 Website: https://www.mcfarlandmethod.com/📩 Join the conversation in our free LinkedIn community═══════════════════════════════════════CHAPTERS═══════════════════════════════════════0:00 Intro0:36 What is a manufactured role?2:34 Why parents enable unqualified successors4:20 How dysfunction pushes out A-players6:00 What top talent sees in interviews8:18 The recruiting red flags11:30 Coaching through ownership accountability15:00 Case study: The partner who wouldn't perform19:09 What happened after the buyout21:00 Why owners avoid crucial conversations24:02 The accountability chart litmus test25:30 Wrap-up + Coaches community preview

Most management buyouts fail before they even reach the bank. Why? Because owners haven't transferred the most critical asset: client relationships.In this episode of The McFarland Method, Byron McFarland and Alex tackle the uncomfortable truth about business succession. If you walked away tomorrow, would your clients stay? Would the bank finance the buyout? Most owners assume their management team can take over—but when it's time to structure the deal, the gaps become painfully clear.What You'll Learn:Why bankers reject management buyouts (and what they're really evaluating)The difference between reactive project managers and proactive relationship managersHow to identify if relationships have actually been transferred to your successorsThe psychological barriers that prevent key employees from developing businessWhat predictable behavior patterns create bankable revenue streamsHow owners can measure progress in relationship handoffsKey Takeaway: A business can only be sold to management when relationships, leadership, and business development no longer depend on the owner. Predictable behavior builds predictable revenue—and predictable revenue is bankable.Episode Series Context:Episode 1: Predictability drives valuationEpisode 2: Ownership mindset creates predictabilityEpisode 3: Transferring relationships to build bankable valueJoin the Coaching Community: Access the full members-only segment covering the shadow side of succession—when relationships genuinely don't transfer and you have to deliver hard truths to business owners.🔗 Connect with The McFarland Method coaching community on LinkedIn for exclusive content and deeper coaching conversations.Subscribe for weekly episodes on transferable business value and the people systems that drive it.0:00 - Introduction: The Uncomfortable Truth About Management Buyouts1:03 - Episode Overview: Succession, Transferability & Bankable Exits2:00 - Where Relationship Transfer Problems First Appear2:35 - The Simple Question That Reveals Everything3:37 - The Banker's Perspective: What They're Really Evaluating5:08 - Why Bankers Avoid Direct Confrontation6:37 - The Coach's High-Value Opportunity in Succession Planning8:10 - Identifying Who Owns Key Client Relationships10:45 - From Project Manager to Relationship Manager13:20 - The Psychology of Humility vs. Self-Promotion15:30 - Proactive vs. Reactive: The Critical Mindset Shift18:57 - Starting Small: The First Conversation with an Existing Client20:06 - Building Conscious Mastery in Subject Matter Experts21:42 - How Owners Know Relationship Transfer Is Working23:07 - From Fewer Calls to Independent Contracts24:00 - The Transferable Truth: Why This Matters for Any Business Sale24:42 - Episode Recap: Predictability, Ownership & Relationship Transfer25:33 - Preview: When Succession Plans Are Based on Wishful Thinking26:15 - Closing & Call to Action

In episode two of The McFarland Method, Alex and Byron unpack the story of a single construction employee who created roughly $15 million in enterprise value without owning a single share of the business. They explore how this key player took a company from $40 to $90 million in revenue by cracking complex, committee-based B2B sales, upgrading project management, and quietly transforming the firm’s entire operating system – all while being tied to the company by nothing more than a W2 and an annual bonus.You’ll learn Byron’s five-part Ownership Mindset / OCB framework (altruism, conscientiousness, and other ownership-style behaviors), and how to run a quick diagnostic this week: identify the people already acting like owners, then ask whether you’re treating them like employees or like partners. The episode breaks down non‑financial “ownership treatment” (agency, autonomy, and time freedom), why post‑COVID talent expects a compelling “why” instead of a purely transactional deal, and how retention of these standout contributors directly affects valuation multiples and exit outcomes.For coaches, Alex and Byron preview the members-only segment where they dig into the messy realities: what to do when the owner is the problem, how well‑intended compensation and bonus plans actually drive ownership behavior out of the building, and practical ways to coach founders through blind spots around equity, profit sharing, and long-term incentives. Tune in to learn how to spot your 15‑million‑dollar employees, protect them from “free agency” every bonus cycle, and design relationships that build durable value for both the owner and the people already thinking like partners.00:00 - Introduction: The $15 Million Employee01:01 - Acting Like Owners vs. Being Treated Like Owners03:19 - How One Employee Transformed the Business05:40 - Breaking Into B2B Committee-Based Sales07:27 - Compensation, Bonus Risks, and “Free Agency”09:00 - The Search for Long-Term Retention and Wealth-Building12:01 - Ownership Mindset: Five Key Behaviors (OCB Framework)16:49 - When Owners Aren’t Aware of Risks18:17 - What Standout Contributors Want: Equity, Autonomy, and Agency22:33 - How to Diagnose and Treat Employees Like Partners24:05 - The Post-COVID Shift: Why “Why” Matters26:03 - Calculating Individual Contribution to Enterprise Value27:45 - Invitation vs. Recognition—Building Ownership Culture29:45 - Members-Only Segment Preview: When the Owner Is the Problem30:23 - Live Q&A, Office Hours, and Community Closing

In this inaugural episode of "The McFarland Method," Alex and Byron McFarland delve into the critical role of business valuation and the factors that influence it. They explore why business coaches prioritize valuation, the importance of predictability in earnings, and how buy-in from key employees can significantly impact a company's value. Through engaging discussions, they highlight the linkage between leadership vision, operational systems, and the multiplier effect on business value. Whether you're a business owner or a coach, this episode offers valuable insights into enhancing your business's worth by focusing on predictability and team alignment. Tune in to discover how to leverage these elements for sustainable growth and success.00:00 Introduction: Why Talk About Business Value01:14 How Business Coaches Impact Value02:12 How Business Value Is Determined04:54 The Core Drivers of Predictability07:43 Recapping Predictability Factors08:40 The Role of Vision and Leadership10:22 Finding and Fixing the Pain Points11:49 The Missing Link: Connecting Actions to Value13:05 The Two Levers of Business Value15:39 People, Buy-In, and Predictability17:20 What Is Buy-In, Really?17:54 How Buy-In Affects Predictability20:19 Research-Backed Impact of Buy-In21:09 The Invisible Link to Tangible Value22:12 Closing Thoughts: Transparency Builds Trust22:44 Listener Q&A: Measuring Predictability25:11 Q&A: Starting Conversations About Buy-In26:16 Wrap-Up: Episode Reflection & Next Steps