Building and Protecting Your Business Worth

Hosted by Thomas J. Perrone, CLU,CIC

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154

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Aug 2026

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About the show

“Building and Protecting Your Business Worth Podcast” brings together ideas from successful small business owners, and professionals from many different industries to share strategies and ideas to help create business growth, increased profits, and to protect your business worth from the “What If’s Of Life”. The podcast will share ideas of how to unlock your “Business DNA”, creating more efficient business decisions, leisure time, and more fun in your business.

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September 18, 2026Episode 1597 min

The Plan That Only Exists in Your Head

EPISODE SUMMARY The Plan That Only Exists in Your Head Why Undocumented Growth Plans Quietly Sabotage Business Value Overview In this episode, Tom Perrone, CLU, CIC — founder of New England Consulting Group of Guilford and creator of the GWT Planning System® (Growth, Wealth, Transition) — shares a pattern he has seen repeat itself across five decades of consulting with business owners: the most valuable plans in the company never make it out of the owner's head. Tom explains that when he asks clients about their future plans for growth and transition, the answer is almost always the same: “it's all in my head.” An idea that lives only in one person's mind isn't a plan — it's a thought. And a thought that's never written down, shared, or delegated can't be executed by anyone else. Key Discussion Points A real plan has to be documented and shared — verbal intentions don't count as a growth or transition strategy, no matter how clear they feel to the owner. Tom recounts a recent client conversation where he recommended the owner build a written blueprint and share it with his growing middle-management team, along with his accountant, attorney, and other advisors. The same objection comes up year after year: “I haven't gotten around to formulating my plans as of yet” — what Tom calls his own version of Groundhog Day. Without communication and delegation, a business loses growth momentum and begins to decline — employees can't execute a direction they were never given. Owners consistently describe their business as their most valuable asset, yet many don't extend that same seriousness to documenting how it will grow or transition. Reflection Questions for Listeners • Does your business have a written growth plan, or is it all in your head? • If it's in your head, why keep it there? • If you have a written growth plan, what motivated you to create it? • Have you been through this with your company — what was the biggest problem it created? Takeaway The businesses that hold their value — and successfully transition it — are the ones whose owners get their plans out of their heads and onto paper, where their team and advisors can actually help carry them out. About the Host Thomas J. Perrone, CLU, CIC is President and Founder of New England Consulting Group of Guilford, Inc., with over 50 years of experience helping business owners with 5–50 employees plan for growth, wealth, and transition through his proprietary GWT Planning System®. He is the author of ""Unlocking Your Business DNA" Download your Free Report: Building Your Business on Purpose https://www.allclients.com/Form3.aspx?Key=8E855B7C5649CAE229B85BC054E007C6 tperrone@necgginc.com

September 11, 2026Episode 15810 min

Controlled Sale vs. Auction Sale of a Small Business

Controlled Sale vs. Auction Sale of a Small Business When the time comes to sell your business, there’s a critical question many owners don’t consider early enough: Do you want the widest possible group of buyers competing for your business—or a carefully selected group of buyers negotiating under your control? Those are the two basic approaches explored in this episode: a Controlled Sale and an Auction Sale . An auction can create strong competitive pressure and may produce a higher price. It also provides broader market feedback about what buyers are willing to pay. But it can come with greater exposure, higher costs, more management time, confidentiality concerns, and the possibility of deal fatigue. A controlled sale takes a different approach. Instead of broadly marketing the business, the owner and advisors identify a smaller group of qualified strategic or financial buyers. Information is carefully controlled, negotiations are managed more closely, and the seller generally maintains greater control over timing and the process. For many small and lower-middle-market businesses, confidentiality can be especially important. A rumor that the company is for sale can affect employees, customers, suppliers, and the owner’s reputation in the community. That doesn’t mean a controlled sale is always the right answer. An auction may make more sense when the business is highly desirable, has unique assets or strong growth, has a broad pool of potential buyers, or when the owner places maximum price ahead of discretion and certainty. Hybrid approaches can also create competition while maintaining tighter control over information. The larger lesson is that selling a business isn’t simply about finding a buyer. It’s about deciding how you want the sale process to work before the process begins. For many small-business owners, a well-planned controlled sale may provide the right balance between protecting confidentiality, maintaining leverage, reducing disruption, and achieving strong economics. But the right strategy depends on the individual company, its industry, its buyer market, and the owner’s objectives. If you’re thinking about selling your business—whether that’s next year or five years from now—the time to understand your options is before you put the business on the market . The goal isn’t simply to sell your business. It’s to sell it on your terms. Tom Perrone - www.bpbpgrp.com/tom tperrone@necgginc.com download free report “Growing Your Business ON Purpose” https://www.allclients.com/Form3.aspx?Key=8E855B7C5649CAE229B85BC054E007C6

September 2, 2026Episode 1579 min

Internal vs. External Sale: Choosing the Right Path to Exit Your Business

Internal vs. External Sale: Choosing the Right Path to Exit Your Business Every business owner will eventually exit their business. The real question is how that exit will happen. In this episode, we examine the two primary paths for selling a business: an internal sale to a family member, management team, partner, or employees, and an external sale to a strategic buyer, private equity group, financial buyer, or outside individual. We explore the major differences between the two approaches—including business value, purchase price, cash at closing, financing, timing, confidentiality, risk, and legacy . Internal sales may provide greater continuity and preserve the culture of the business, but they can involve lower purchase prices and payments spread over time. External sales may provide a higher price and more cash at closing, but they also involve due diligence, outside buyers, and potentially significant changes to the business. One of the most important issues discussed is business value . Before deciding how to exit, an owner needs to understand what the business is truly worth and the difference between what an internal buyer may be able to pay and what an external buyer might offer. The episode also provides important questions every owner should consider: Do you want the business to remain in the family or with the existing management team? Do you need maximum cash at closing? Is there a qualified internal buyer who can realistically finance the purchase? How much risk are you willing to accept by financing the sale? Is maximizing price more important than preserving your legacy? How much time do you have to prepare for your exit? The key takeaway is simple: don’t wait until a buyer appears to decide how you want to leave your business. Through the GWT Planning System®—Growth, Wealth, and Transition— business owners can work toward building transferable value and preparing for either an internal or external sale. The objective is to be in a position where you are negotiating from strength rather than necessity. Your exit strategy should be a choice—not something that happens to you. definitieve guide to value drivers https://www.allclients.com/Form3.aspx?Key=1B6940C5217F2B2D305C987C963F85D2 Tom's Calendar https://fantastical.app/b5bhcvxwev-lPTY/call-meetings-general-copy For linkedin the video https://youtu.be/EsI_-BD5wzg

August 26, 2026Episode 1568 min

The One-Way Buy-Sell Agreement

The One-Way Buy-Sell Agreement Host: Thomas J. Perrone, CLU, CIC In this episode of Building and Protecting Your Business Worth , Thomas J. Perrone discusses the one-way buy-sell agreement and how it can help business owners address the financial and ownership consequences of an unexpected death. The discussion focuses on the importance of having a clear plan for transferring a business interest, providing liquidity to a deceased owner’s family, protecting the continuing business, and properly funding the agreement. A buy-sell agreement is only part of the solution. Business owners also need to consider how the obligation will be funded and whether the funding remains adequate as the value of the business changes . The key message is simple: Don’t wait for a death or other unexpected event to determine what happens to your business. Plan for the transition before the crisis occurs. Building and Protecting Your Business Worth with Thomas J. Perrone, CLU, CIC provides practical strategies for helping business owners build, protect and ultimately transition the value they have created. tperrone@necgginc.com www.bpbpgrp.com/tom Comprehensive Business Planning Guide https://www.allclients.com/Form3.aspx?Key=085C1A5F1121A256989D66680CE82809

August 25, 2026Episode 15518 min

The Plan for Details: The Missing Piece in Most Business Plans

Most business owners have an Action Plan —they know how to generate sales, serve customers, manage employees, and keep cash flow moving. But many have never developed what Thomas J. Perrone calls a “Plan for Details.” In this episode, Thomas explains why the details behind the day-to-day operation of a business can have a tremendous impact on its ultimate value and the owner’s financial future. The Plan for Details focuses on four critical areas: Growth — increasing the value and strength of the business. Protection — preparing for the unexpected, including the death or disability of an owner or key employee. Equity Creation and Distribution — turning business success into personal wealth outside the company. Exit and Transition — preparing for the eventual day when the owner is no longer running the business. Thomas also discusses one of the biggest challenges facing business owners: “You don’t know what you don’t know.” Missed opportunities involving key employees, company culture, systems, cash flow, taxes, business value, and succession can become expensive when they are discovered too late. A major theme of the episode is that a buyer wants to purchase a business—not purchase a job. The less dependent a company is on its owner, the more attractive it can become to a future buyer. Thomas introduces the GWT Business Planning System and its 30-Day Business Planning Pathway, designed to help owners identify the areas that deserve attention without becoming overwhelmed by a complicated planning process. The ultimate objective isn’t simply to build a bigger business. It is to build value, protect that value, create wealth outside the business, and give the owner the freedom to eventually leave the business on their own terms. Key takeaway: Your Action Plan gets the business moving. Your Plan for Details determines what happens after it starts moving. Lets Discuss: Toms Calendar Free Download; The Planning GWT PLANNING SYSTEM® Guide Article: Where you are- Where you Could Be Tperrone@necgginc.com

August 19, 2026Episode 15415 min

The Cheapest Way to Fund a Buy-Sell Agreement

PODCAST EPISODE SUMMARY The Cheapest Way to Fund a Buy-Sell Agreement Podcast: Building and Protecting Your Business Worth Episode Length: ~11 minutes Topic: Business succession planning, buy-sell agreements, life insurance funding Related Episode: Part 1: Breaking a 50/50 Partnership Deadlock Episode Overview A $4 million business, split 50/50 between two partners. One partner dies unexpectedly, and his widow now owns half the company — she wants her money out, not a seat at the table. This episode breaks down the three ways to fund a buy-sell agreement — cash, borrowing, and life insurance — and runs the real math on why one option comes in roughly 74% cheaper than the rest. Show Notes Most business owners think a buy-sell agreement has them covered. It doesn't — not on its own. A buy-sell agreement names the price and the terms for what happens when a partner leaves, but it says nothing about how the money actually gets paid. That gap is where succession plans quietly fail. This episode walks through a $4 million business owned 50/50, with a $2 million buyout obligation, and compares the three ways owners typically try to fund it: Cash — sounds simple, but fully self-funding a $2M buyout means setting aside an entire decade of profit, with nothing left for growth — and no protection if the triggering event happens early. Borrowing — a bank loan or note can cover the gap, but at roughly $800K in interest over ten years, plus collateral, personal guarantees, and payments due even in a downturn. Life insurance — a policy funds the buyout for a fraction of the cost, with full coverage in place from day one. The episode shows the math on why this option runs about 74% cheaper than the next best alternative. The episode also covers how to structure the policy correctly (cross-purchase vs. entity purchase), the more advanced trust-owned insurance strategy for larger estates, key person insurance as a separate protection for the business itself, and the four most common — and most expensive — mistakes owners make when setting this up. Key Takeaways A buy-sell agreement without a funding mechanism is not a complete plan — it names a price, not a payment method. Cash funding is the slowest and most fragile option: a decade to fund fully, and exposed if the event happens early. Borrowing works but is expensive — roughly $800K in interest on a $2M note — and comes with collateral and personal guarantee risk. Life insurance is the most cost-effective option in the scenario discussed, roughly 74% cheaper than the alternatives, and is fully funded immediately. How the policy is owned (cross-purchase vs. entity purchase, and whether a trust is used) has real tax consequences and should not be drafted from a generic template. Key person insurance is a separate tool from buy-sell funding — it protects the business itself, not the ownership transfer. The most common mistakes: buying term insurance that expires, misaligned policy ownership, outdated valuations, and not confirming a partner's insurability early. Notable Quotes “ The agreement is what. It does nothing about the how.” “ Cash funding only works in one scenario — if you never need it.” “ Cash starves the business, and debt mortgages it.” Who Should Listen Business owners in a partnership or multi-owner structure, especially those who already have a buy-sell agreement in place but haven't confirmed how it would actually be paid for. Related Episode Part 1 of this series: Breaking a 50/50 Partnership Deadlock — what happens when a living partner wants out, rather than passing away, and how a shotgun clause can force a fair exit. Resources: Download the free report: The Cheapest Way To Fund Your Buy and Sell Agreement Video: What To Do When Your Partner Wants Out Need to discuss: Toms Calendar Thomas J. Perrone, CLU, CIC | New England Consulting Group of Guilford, Inc. | tperrone@necgginc.com | 203-530-6615

August 10, 2026Episode 15315 min

What to Do When Your Business Partner Wants Out (50/50)!

*Episode length:** ~12 minutes **Topic:** Business succession planning, partnership deadlocks, shotgun clauses 50-50% Partner-The Shot-Gun Clause You and your partner own a business fifty-fifty. One day he sits you down and says, "I'm done. I want out." You can't fire him — he owns half. You can't ignore him — he's still a decision-maker. In this episode, we break down why 50/50 partnerships deadlock so easily, and the one clause that can force a fair exit before it turns into a lawsuit. Description: Most owners only plan for a buy-sell agreement in the context of a partner dying. Almost nobody plans for what happens when a partner is very much alive and simply wants out — and wants their money now. That gap is what this episode is about. We start with why a fifty-fifty split, despite sounding perfectly fair, is actually a partnership with no tiebreaker. One vote for, one against — and when they cancel out, the company stalls. That structure works fine day-to-day, but the moment one partner wants to exit, the other becomes a veto. From there, we walk through the two things that actually cause deadlocks: valuation and funding. Using a $4 million business as an example, we show how an accountant's number ($400K, at 1× earnings) and a partner's own appraiser ($2M, at 5×) can land a million dollars apart — and why "fair market value" is a phrase that starts lawsuits, not one that settles them. Then we cover the money problem: paying a $2M buyout over time costs half the company's annual profit for a decade; borrowing it adds hundreds of thousands in interest and personal guarantees; funding it in advance with life insurance avoids both. The centerpiece of the episode is the shotgun clause — a mechanism where either partner names a price for the whole business, and the other must choose to buy at that price or sell at it. We explain why this forces both sides to be honest about the number, why it's the closest thing to self-enforcing fairness in a partnership, and why it has to be signed the same day as the partnership agreement — not after someone already wants out. We close with a three-step action plan: find your deadlock clause, lock in a valuation formula, and have the conversation with your partner before you need to.What to Do When Your Business Partner Wants Out (50/50) ## Key Takeaways 1. A 50/50 split has no tiebreaker — it works fine day-to-day but becomes a veto the moment a partner wants to exit. 2. Most buy-sell agreements name a price philosophy but never resolve what happens when the two sides can't agree on a number. 3. Valuation gaps are common and predictable: the buying side wants a low multiple, the selling side wants a high one — and both are "right" from their own seat. 4. Funding a buyout matters as much as agreeing on the price — cash starves the business, debt mortgages it, and insurance funds it in advance without either cost. 5. The shotgun clause forces honesty: whoever names the price might end up on either side of the deal, so lowballing or overpricing both carry risk. 6. The shotgun clause only works well if it's signed while both partners are calm and fair-minded — not after a partner already wants out. 7. The fix starts with three concrete steps: find the clause (or the gap), lock in a valuation formula, and have the conversation early. ## Notable Quotes - "He's not just a co-owner anymore — he's a veto." - "'I want out' and 'here's your money' are two very different sentences." - "The shotgun makes both sides name a fair number — because you never know which side of the deal you'll end up on." ## Who Should Listen Business owners in a 50/50 or other equal partnership structure, especially those whose partnership agreement has never been tested by an actual exit. ## Related Episode Part 2 of this series: *The Cheapest Way to Fund a Buy-Sell Agreement* — a deeper dive into cash vs. borrowing vs. life insurance, with the real math on why one option runs roughly 74% cheaper than the rest. Resources: Download our Free Buy and Sell Agreement Guide and Checklist DOWNLOAD HERE DISCUSSION CALL. : wish to discuss your situation? Toms Calendar Learn how our GWT Planning System® can help you design the right Buy and Sell Agreement. Go to my website. LEARN MORE: www.bpbpgrp.com/tom Blog Article: Seven Things Buyers May Pay More for When Purchasing a Business tperrone@necgginc.com 203 530 6615

August 3, 2026Episode 15217 min

The Hidden Dangers Every Business Owner Needs to Address!

The Hidden Dangers Every Business Owner Needs to Address! Every business owner faces problems, but the greatest risk may be failing to identify the issues that can quietly limit business growth, reduce company value, and restrict future options. In this episode, Thomas J. Perrone explains the One Page Solution, a simple process for identifying important business and transition issues, establishing priorities, recognizing roadblocks, and taking practical steps toward a solution. You will learn why business growth and business transition are closely connected, how to determine whether you have a transferable business or simply a successful job, and why planning early can create more choices for your future. The goal is not to solve every problem at once. Identify the right problem. Create a practical solution. Take one step at a time. Thomas J. Perrone, CLU,CIC 203 530 6615 tperrone@necgginc.com WEBSITE Want to discuss, give a call: Download the free report: Growing Your Business On Purpose

July 31, 2026Episode 14814 min

What Buyers Really Look For When Buying Your Business!

**Building and Protecting Your Business Worth** **Episode: What Buyers Really Look For** What Buyers Really Look For When Buying Your Business! You think your business is worth $10m - but you’re only being offered $5m! Learn how to fix the Seven deal killers before you exit your business. What makes one business sell for a premium while another struggles to attract buyers? In this episode of **Building and Protecting Your Business Worth**, Tom Perrone shares the key factors sophisticated buyers look for when evaluating a business. Drawing on insights from John Brown's *Cash Out and Move On* and the GWT Planning System, Tom explains why buyers pay for certainty—not just profits. You'll learn how predictable cash flow, strong financial reporting, a capable management team, documented systems, diversified revenue, and future growth opportunities can dramatically increase your company's value. He also discusses common deal killers that can reduce purchase price or derail a transaction entirely. Whether you're planning to sell in two years or twenty, this episode provides practical strategies to help you build a business that is more valuable, more transferable, and less dependent on you. **To learn more, download our free reports and resources at Business Owners Viewpoint, and subscribe for more insights on building, protecting, and maximizing your business worth.** resources: Youtube: Business Owners Getting This Wrong: A trapped retirement! Download your Free Business Building Guide: Download www.bpbpgrp.com/tom 203 530 6615 https://fantastical.app/b5bhcvxwev-lPTY/call-meetings-general tperrone@necgginc.com

July 31, 2026Episode 15110 min

Letting Go Of The Vine! Growing Your Business ON Purpose!

Building and Protecting Your Business Worth Letting Go of The Vine! Hosted by Thomas J. Perrone, CLU, CIC Building and Protecting Your Business Worth is the show for owners of businesses with 5 to 50 employees who've built something real — and now want to make sure it keeps growing, holds its value, and doesn't fall apart the moment they step away from it. Host Tom Perrone, President and Founder of New England Consulting Group of Guilford, Inc. and creator of the GWT Planning System® (Growth, Wealth, Transition), brings over 50 years of experience helping business owners tackle the problems that quietly stall growth — cash flow squeezes, key-person risk, an owner who's still the bottleneck for every decision, and a business that's hard to value or hand off when the time finally comes. Each episode breaks down practical, no-fluff strategies for building a business that creates real personal wealth, not just revenue — one that can run without you standing in the middle of it, and one that's actually worth something when you're ready to sell, transition, or pass it on. Expect real frameworks, plain talk, and the occasional uncomfortable truth about what's really holding your business back. New episodes help you build the business — and protect what it's worth. Today, we focus on words of wisdom from Gino Wickman, author of Traction. We spend out time discussing “next level managment” and passing the ‘things that grew your business to the next level managment”, for a number of reasons which we will cover. “Letting go of the vine” Recourses of this topic Video: Your Business Isn't Worth What You Think-Here's Why Download your ebook "Unlocking Your Business DNA" Visit Our Website Traction: get a Grip on Your business: Wish to discuss: Lets discuss, here is my calendar: Download Growing Your Business ON Purpose Thomas J. Perrone, CLU,CIC 203.530.6615 tperrone@necgginc.com