Building and Protecting Your Business Worth

Hosted by Thomas J. Perrone, CLU,CIC

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161

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Oct 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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October 27, 202622 min

Building a Healthier Leadership Team: The Key to Better Business Performance

Guest: Shelby Marshall, Professional EOS Implementer® at EOS Worldwide Why do some businesses have great ideas, hardworking employees, and ambitious goals, yet struggle to achieve consistent results? The answer may lie not in how smart the business is, but in how well its leadership team works together. In this episode, host Thomas J. Perrone, CLU, CIC, welcomes Shelby Marshall of EOS Worldwide to discuss the importance of building a healthy leadership team. They explore why business owners and leaders often avoid difficult conversations, struggle with important decisions, and fail to hold themselves accountable for getting things done. Shelby shares insights into the connection between trust, communication, decision-making, and accountability—and how improving these areas can help businesses turn their vision into measurable results. For business owners, developing a healthy leadership team can be an essential step toward improving execution, strengthening the organization, and building a business that does not depend entirely on the owner to make every decision. In this episode, you’ll discover: Why leadership team health is just as important as business strategy. Why difficult conversations are often avoided and how to approach them. How leadership teams can make better decisions and embrace change. Why good ideas do not always translate into consistent execution. How to recognize a healthier leadership team and connect that progress to better business results. Connect with Our Guest Shelby Marshall Professional EOS Implementer® | EOS Worldwide Phone: (508) 308-1226 Email: shelby.marshall@eosworldwide.com Website: https://www.eosworldwide.com/shelby-marshall Connect with Your Host Thomas J. Perrone, CLU, CIC New England Consulting Group of Guilford, Inc. Consultant, Author, Podcast Host, and Creator of the GWT Planning System® Phone: 203-530-6615 Email: necgginc@icloud.com website: www.bpbpgrp.com/tom

October 14, 202622 min

Creating Business Strategies The Post-It Notes Way!

Creating Business Strategies The Post-It Notes Way! Guest Kristy Tupper , Founder and Business Strategy Consultant, Open Concept Strategy & Innovation (OCSI) Episode Overview After 30 years in corporate America, many of them in executive roles, Kristy Tupper founded Open Concept Strategy & Innovation to help small business owners get clear on where their business is headed. In this episode, she explains how executives and founders see a business differently, and why she combines business strategy, AI strategy, and leadership mentoring in one engagement rather than three separate hires. Kristy also tackles a common belief among owners: that AI strategy is only for big companies with big budgets. She shares how she makes it practical for solo founders and micro businesses. She describes her hands-on sessions, where a physical business model canvas, markers, and sticky notes help owners see their whole business laid out for the first time. She closes with a real example of a stuck founder and what changed once their business model came into focus. Topics Covered The gap between how executives and founders think about a business Why strategy, AI, and mentoring work best together Making AI useful and doable for small and micro businesses Mapping a business on a physical business model canvas A founder's story: from stuck to clear Takeaway for Business Owners Clarity about how your business actually works comes before growth, and the tools to get there are more accessible than most owners think. Connect with Kristy www.openconceptsi.com · kristy@openconceptsi.com · linkedin.com/in/kristytupper Building and Protecting Your Business Worth with Thomas J. Perrone, CLU, CIC · New England Consulting Group of Guilford, Inc. · 203-530-6615 · www.bpbpgrp.com/tom

October 7, 20268 min

Respecting Your Buy and Sell Agreement!

Respecting Your Buy and Sell Agreement! A Buy and Sell Agreement protects your company during a partner's exit. Learn why generic templates often fail business owners. Business succession planning requires more than a standard template found online. If you rely on hand-me-down documents, you risk significant conflict when a trigger event occurs, such as the death or departure of a partner. This short guide outlines why personalized planning is essential to keeping your company stable and your partners protected. We break down the specific components of a robust business exit strategy that actually stands up to legal scrutiny. By focusing on the details now, you ensure that your hard work translates into tangible assets rather than litigation or forced liquidation. tperrone@necgginc.com https://youtu.be/IQ8irS6jS1w

September 26, 202628 min

Creating Your Target Client Using Linkedin - The Effective Way!

BUILDING AND PROTECTING YOUR BUSINESS WORTH Podcast Episode Summary & Guest Brief Episode Guest | Brian C. Traichel — Founder, My Target Client Guest Focus | B2B Business Strategist | Brand Voice Consultant Episode Theme | Positioning Professionals for Sales Using LinkedIn Recording Date | Tuesday, September 22, 2026 — 9:00 AM PST (Zoom) Format | 15–20 minutes, 3–5 core discussion areas Host | Thomas J. Perrone, CLU, CIC Guest Bio Brian C. Traichel is the Founder of My Target Client, working with professionals under the banner "Positioning Professionals for Sales Using LinkedIn." He has used LinkedIn as a business development platform since 2006 and now advises clients on brand voice, relationship-based outreach, and using AI to support — not replace — genuine connection. • Phone: 619-887-0932 • Email: briantraichel@gmail.com • LinkedIn: linkedin.com/in/briantraichel Discussion Questions 1. You've been on LinkedIn since 2006 — before most people even knew what it was for. What's changed the most about how it actually works for business development? 2. A lot of people think of you as “the LinkedIn guy,” but you've said you're really not. So how do you describe what you actually do? 3. What's the biggest thing business owners get wrong about LinkedIn — the thing that's actually costing them opportunities without them realizing it? 4. Everyone talks about content and posting more. You seem to disagree with that advice. What's your actual take on how much someone should be posting? 5. If someone's about to have a first call with a new connection, what should they do in the ten minutes before that call to actually walk in prepared? 6. You use AI as part of your process now. Where does that actually fit into building a real relationship with someone — doesn't that feel like it defeats the purpose? 7. How do you find the right people to reach out to in the first place? What does that actually look like day to day? 8. A lot of people are afraid to reach out to someone they haven't talked to in years, or who they feel like they “missed their shot” with. What's your advice there? 9. You talk a lot about quality over quantity — going deep instead of wide. How does someone know if they're spreading themselves too thin on this platform? 10. If someone's listening to this and wants to get serious about LinkedIn for business development, what's the first thing they should do this week? Host Contact Thomas J. Perrone, CLU, CIC President & Founder, New England Consulting Group of Guilford, Inc. Email: tperrone@necgginc.com Phone: 203-530-6615

September 24, 20268 min

When Your Plans Don’t Work Together

When Your Plans Don’t Work Together Most business owners don’t have a planning problem—they have a coordination problem . They may have an estate plan, business plan, insurance, key employees, an accountant, an attorney, a financial advisor, and a banker. The problem is that these pieces often weren’t designed to work together. In this episode of Building and Protecting Your Business Worth , Tom Perrone shares what he has seen repeatedly over more than 50 years of working with business owners: the daily demands of running a business often push succession, protection, and transition planning into the future—until an unexpected event forces the issue. The solution isn’t necessarily another advisor. It’s having someone look at the whole picture and make sure the business, estate, insurance, key-person, and transition strategies are working toward the same outcome. We’ll explore four questions every business owner should be asking: What happens if something happens to me? What happens if I lose a key person? What happens if I no longer want to run the business? What happens if cash flow remains fragile? Building and protecting your business worth isn’t something to put off until “next year.” Small steps today can help you grow wealth, increase company value, protect what you’ve built, and create a successful transition . Download your Free Special Report Guide: Growing Your Business on Purpose https://www.allclients.com/Form3.aspx?Key=8E855B7C5649CAE229B85BC054E007C6 tperrone@necgginc.com

September 18, 20267 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, 202610 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, 20269 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, 20268 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, 202618 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

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