Marketer of the Day with Robert Plank: Business Growth & Entrepreneur Stories

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Oct 2026

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Marketer of the Day with Robert Plank is a daily business podcast for entrepreneurs, solopreneurs, consultants, agency owners, coaches, authors, speakers, and expert-led service businesses that want real growth without hype. Each episode features candid interviews with founders, marketers, creators, authors, and business owners who share the stories, systems, mistakes, and breakthroughs behind their success. You’ll hear practical ideas on business growth strategy, marketing strategy, authority building, podcasting, SEO, email marketing, social media, LinkedIn, lead generation, AI for business, automation, delegation, SOPs, productivity, leadership, and building predictable revenue without burning out. If you want to simplify your marketing, amplify your message, systemize your success, and become more confident about getting your business noticed, Marketer of the Day gives you daily insights and entrepreneur stories you can use to grow smarter.

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October 23, 202629 min

1685: Biotech Startup Success with Dr. Kevin J. Scanlon

Turning scientific discoveries into successful businesses takes more than technical expertise; it requires translating complex ideas into value that customers, partners, and investors can understand. In this episode, biotech entrepreneur and scientist Dr. Kevin J. Scanlon discusses how AI can help researchers work with vast amounts of information and explore possibilities in areas such as drug discovery. He also emphasizes that AI is most useful when people ask thoughtful questions, evaluate its output, and bring their own expertise to the process. As information accelerates, staying focused and analytical is essential to avoid distractions and identify what matters. Scanlon revisits the discovery of penicillin to show how years of preparation helped Fleming recognize the significance of an unexpected observation. The story offers a powerful reminder that breakthroughs often depend on curiosity, experience, and persistence not chance alone. For Scanlon, character is central to building a strong team and a successful company. He values people who are motivated, hardworking, open to criticism, and committed to learning. Because no founder can manage every part of a company, entrepreneurs need skilled teammates they can trust, from scientists and marketers to operations leaders. Scanlon shares how his relationship with Dr. Eric Finzi grew from academic advising into years of mentorship as Finzi developed a company. Their example shows that asking for guidance is most effective when entrepreneurs think critically, apply what they learn, and return with better questions. Mentors can offer experience and direction, but curiosity and follow-through help entrepreneurs make their own decisions. https://youtu.be/P0-Kwoe_6EQ?si=nA-mQczuQoS_V-w0 Moving from science to entrepreneurship also means learning business fundamentals, especially financial projections, company evaluation, and how investors assess a venture. Scanlon explains that investors pay attention to whether a CEO listens, understands the business, builds a capable team, and responds thoughtfully to questions. He encourages entrepreneurs to ask why investors raise particular questions so they can better understand the risks and expectations behind funding decisions. His book, The Hybrid Entrepreneur, offers a framework for evaluating and starting companies, including assessing the product, team, business model, and exit plan. Scanlon stresses that building a business takes time and that finding the right mentor or investor is a matter of fit. Guided by Peter Drucker’s emphasis on asking the right questions, this episode offers practical insight for scientists seeking to turn research into a viable business. Quotes: “You have to be selective, and you have to be analytical in interpreting the data or asking the right questions.” “A good quality of an entrepreneur is that they can listen, they can understand what the information is, they can analyze it, and they can get more information.” “You can be focused and you can have it organized, but you can also go down the wrong path, so keeping that balance is very critical.” Contact Details: Looking For answers you Can Trust? Discover Reliable DNA Testing with International Biosciences Connect with Dr. Kevin J. Scanlon on LinkedIn for Biotech Innovation and Entrepreneurship Insights The Hybrid Entrepreneur on Amazon

October 22, 202632 min

1684: Fundraising Strategies That Inspire Donors with John Lepp

Fundraising works best when donors can feel the difference their generosity makes. John Lepp, a fundraising strategist, author, and creative leader with more than 25 years of experience, explains why donor psychology and emotion matter in campaigns. He says charities can create meaningful moments by showing donors what their gifts make possible, rather than focusing only on the organization’s work. Because people often feel before they analyze, values-driven storytelling can help turn attention into action. John also notes that charitable giving has stagnated or declined over the past generation, making stronger donor connections increasingly important. This episode explores practical ways to make fundraising more human, memorable, and effective. Direct mail remains an underused channel, and John says the envelope has only seconds to earn a recipient’s attention. From the outside message to the letter and response device, each part should carry a consistent emotional thread and make giving simple. Rather than relying on a handwritten-looking envelope as a trick, fundraisers should build familiarity and deliver on the promise inside. Audience targeting matters too: John recommends focusing appeals on the right donors and segmenting lists strategically, while continuing to grow future audiences. He also cautions that AI can multiply marketing content, even though people’s capacity to consume it has not kept pace. Used thoughtfully as a sounding board or a way to solve problems, AI can support creative work without replacing care, judgment, and human connection. https://youtu.be/C1kPvH5Z1WU?si=Fh4oWRJMTmkPuCBG For a practical creativity exercise, John suggests defining the problem, the offer, and the story before choosing who, or what should tell it. Writing an appeal from an unexpected perspective, such as Santa Claus or even a bag, can loosen rigid thinking and reveal fresh storytelling possibilities. He encourages fundraisers to experiment, stay connected to their craft, and have the courage to try ideas that may feel unconventional. John’s new YourGivingTree.org is envisioned as a digital publishing platform for fundraising resources and thought leadership, with transparency about AI use. Through Agents of Good, he and his team help charities strengthen annual and individual giving across channels, including direct mail. His closing reminder, illustrated by a pie baked slowly at a lower temperature, is that lasting donor relationships and meaningful results take time. Quotes: “Charities have an opportunity to give donors massive releases of dopamine because at the end of the day, giving feels good. It feels great.” “The more it’s rooted in values and emotions, the more successful it’s going to be.” “You don’t have to be this square professional entity. No one wants a relationship with a boring professional, heavily branded anything, especially not a charity.” Contact Details: Ready to Inspire Donors and Boost Fundraising? Visit Agents of Good to Get Started Discover Fundraising Insights and Creative Ideas to Inspire Giving: Visit YourGivingTree.org Discover Smarter Fundraising Ideas with John Lepp Connect with John Lepp on LinkedIn for Fundraising Insights and Creative Inspiration Get Fresh Fundraising Insights and Donor Engagement Ideas from John Lepp on X Explore Fundraising Ideas and Donor-Focused Inspiration with John Lepp on Instagram Follow John Lepp on TikTok for Fundraising Tips and Inspiration

October 21, 202627 min

1683: Paid Social Video Production for Brands with Maddi Clarke

Branded content has to fit the platforms where audiences actually watch, and social media demands a different approach than traditional television advertising. In this episode, Maddi Clarke, founder and executive producer of Los Angeles-based Yada Yada Studio, explains how her team creates commercials and creative assets for paid digital media. Working with brands and agencies across categories from American Express and Mastercard to Gap and Lululemon, Yada Yada helps turn marketing goals into social-first video and photo production. Clarke’s career began as a production assistant and truck driver in New York City before taking her through reality TV, commercial production, freelance producing, and agency producing. Her background in finance and marketing helped her connect creative ideas with audience strategy, budgets, and the work required to bring a campaign to life. After seeing media investment shift from broadcast toward mobile and paid social, she founded Yada Yada in April 2024 to meet the need for production built specifically for digital platforms. Maddi explains why social campaigns call for platform-aware creativity including the right visual format, hook, and audience fit instead of simply repurposing a television spot. She describes how brand strategy, creative development, and production come together, from understanding where an audience spends time to shaping an idea around the available budget. The process can mean scaling back ambitious concepts while preserving the campaign’s central goal. Maddi also shares the entrepreneurial challenge of balancing client work with consistent sales activity amid the feast-or-famine cycle of production. After becoming deeply immersed in busy projects and letting business development slip, she learned to protect time for sales and build a dependable bench of freelance talent. These practices help the studio manage growth, adapt to changing workloads, and keep projects moving while serving clients. https://youtu.be/IfTcSXIlw5s?si=vl48PY_Vyu0GgV2A Team-building is another central theme, with Maddi drawing on trusted relationships and recommendations developed throughout her career. She looks for people who are hardworking, adaptable, collaborative, and open to constructive questions, while inviting them to improve the studio’s systems. Using freelance projects to assess fit gives both sides a chance to learn how they work together before making a longer-term commitment. Maddi defines Yada Yada’s promise through three pillars: speed, quality, and trust, which the team strives to deliver together rather than choosing only two. She connects that consistency to strong client relationships, noting that recurring clients account for about 90% of the studio’s current business. For agency creatives, producers, and brands seeking social video or photo production, this episode offers practical insights on building campaigns and teams that perform, and a simple reminder from Maddi: ask, because the worst answer may be no. Quotes: “Our job is to basically react and respond to that and fix it before somebody else finds out who’s gonna get mad. So that’s my whole job: putting out fires.” “Ninety percent of our business now is recurring business from clients who had a great experience and they come back.” “Why would you hire a production company that is making TV spots when you really need a production company who understands social?” Contact Details: Bring your Brand’s Boldest Ideas to Life with Yada Yada Studio Discover Maddi Clarke’s Creative Work and Bring your Brand’s Story to Life Connect with Maddi Clarke on LinkedIn for Creative Insights and Video Production Updates Follow Maddi Clarke on Instagram for Creative Inspiration

October 20, 202655 min

1682: Moving Company Costs and Hiring Tips with Yuriy Margolin

Moving can look like a simple trip from point A to point B, but professional moves involve labor, insurance, packing, regulations, and delivery logistics. In this episode, Yuriy Margolin, owner of MovingSalesProfessionals.com and host of Let’s Talk Moving, shares more than 23 years of moving-industry experience. After beginning his sales career at 17, Yuriy built a specialized call center in 2018 to help moving companies improve sales and serve customers professionally. He explains why he enjoys teaching sales teams and helping businesses strengthen their approach to sales. His advice is useful for consumers planning a move as well as owners looking to grow a moving company. The discussion shows how informed decisions, realistic expectations, and qualified professionals can make a move go more smoothly. Yuriy breaks down what moving costs cover and why unusually low quotes deserve scrutiny. Professional movers bring equipment, trained labor, and accountability, while a DIY or day-labor option may leave customers managing truck rental, damage risks, and other responsibilities themselves. For long-distance moves, delivery timing can be affected by driver schedules, route conditions, shared truck space, access limitations, and required stops, so delivery windows should be understood as estimates. He explains that moving blankets help prevent scratches, but fragile items such as glass, dishes, and TVs need appropriate protection. The episode also explores the difference between brokers and carriers, DOT/FMCSA verification through Company Snapshot, and researching reviews across multiple sources. Yuriy discusses limited liability coverage, full-value protection, deductibles, packing requirements, and why reimbursement may reflect an item’s current value rather than its original purchase price. https://youtu.be/HoIuRrDCAE0?si=CjTeQDuDwBwBM5vW Beyond consumer moving advice, Yuriy shares lessons for moving-company owners who outsource sales. He cautions against micromanaging sales representatives and urges owners to allow an adjustment period while maintaining clear standards and choosing reputable clients. On marketing, he advocates consistent social media and podcast content to build awareness and attract organic leads, contrasting them with increasingly costly, less-exclusive third-party leads. He also highlights distinctive video content that can help a local company stay top of mind when someone needs a mover. To close, Yuriy offers a sales lesson: don’t assume people will say no, and bring humor into the interaction. Listen for practical guidance on moving company sales, choosing a mover, avoiding surprises, and building trust through education and consistent marketing. Quotes: “If the delivery window sounds too good to be true, it probably is. If the cost for the move sounds too good to be true, it probably is.” “Companies need to care about their brand. If you don’t care about what it is that you’re putting out in the world, what are you really doing?” “Don’t assume that people are going to say no to you, and always have a little bit of humor to go along with it." Contact Details: Turn More Moving Leads Into Booked Jobs: Get Started Today! Boost your Moving Business with Sales Tips from Let’s Talk Moving on Apple Podcasts! Connect with Yuriy Margolin on LinkedIn to Explore His Professional Experience and Insights! Explore Expert Insights on Let’s Talk Moving on Spotify! Get Sales Tips and Moving Industry Insights on the Moving Sales Professionals YouTube Channel

October 19, 202622 min

1681: Western Fiction and Justice at El Paso with Dr. Larry Beauchamp

Larry Beauchamp’s life has taken him from Air Force service to 27 years of pastoral ministry and, today, to serving nursing home residents through music. After pastoring seven churches, primarily small, rural congregations he continued his ministry at the Armed Forces Retirement Home in Gulfport, Mississippi. His background also includes Air Force recruiting and computer operations, graduate study in Christian counseling, and two doctorates. That varied path shaped a storyteller grounded in service, faith, and care for others. In this episode, Larry discusses Justice at El Paso, Texas, the fourth book in his Western fiction Justice series. The series follows Jimmy Snyder and his family as they pursue a new life in Texas and face challenges involving justice, family, and the law. Larry traces his move from writing about Christian living to Western fiction to his admiration for author William Johnstone. Reading Johnstone’s Western novels inspired him to use chapter-opening teasers and suspenseful endings that encourage readers to keep turning pages. Those techniques support a planned six-book story arc, with each installment designed to stand on its own while continuing Jimmy Snyder’s journey. The novels begin with the Snyder family leaving Alabama for Texas, where the promise of land brings new beginnings as well as danger. Across the series, Jimmy grows from a lawman in Humble, Texas, into a family man confronting increasingly complex challenges. Larry also previews the planned sixth and final book, Justice Returns to Texas, in which Jimmy is called back into service as a U.S. Marshal. https://youtu.be/kfEmdQ7MmoQ?si=jTokkRrBUugo1xVy Alongside writing, Larry is reaching readers through book events and an AI-generated cinematic trailer on his website. He plans to sell his books at Humble’s Good Oil Days festival on October 17 and Atmore’s Williams Station Day on October 24. The conversation also explores the values that guide his life, including his belief that a person’s character is revealed when no one else is watching. He shares a lesson he has carried since 1986: a lie can ultimately steal a person’s character by drawing them into living a lie. For readers who enjoy classic Western fiction, family sagas, and stories about justice, Beauchamp offers a look at the inspiration and ideas behind his series. Discover Justice at El Paso, Texas, and the rest of the Justice series at LarryBeauchamp.com. Quotes: “If a man lies to you, he’ll steal your character, because if you go with what he has lied to you about, it’s going to destroy your character because you’re going to be living a lie.” “You just go in and see what the lay of the land is and go with that and let the people worship and serve and try not to butt them around.” “It makes my book come alive to me. It may not mean a lot to other people, but to me it makes my book come alive.” Contact Details: Explore Larry Beauchamp’s Website for More Insights and Inspiration! Justice at El Paso, Texas on Amazon Justice At Tyler, Texas on Amazon Justice at Brownwood, Texas on Amazon

October 16, 202623 min

1680: Commercialization Drift and Preventing Business Failure with Jeffrey L. Josephson

Business initiatives often lose their way not because leaders lack ambition, but because they lose sight of the opportunity they set out to serve. Marketing strategist, author, inventor, and entrepreneur Jeffrey L. Josephson has spent more than four decades helping organizations identify market opportunities, launch products, accelerate growth, and improve profitability. He distills a viable market opportunity into three essentials: a prospect, a need, and a solution that can reach and serve that prospect. Without access to the prospect, an actionable need, or a workable solution, he says, the opportunity is incomplete. Josephson and his team used AI to examine roughly 400 documented business initiatives, including startups, turnarounds, new-market efforts, and growth projects. The research found that while about 90% of leaders could state their goals, gaps in customer understanding, competitive logic, and positioning were widespread. About two-thirds of the leaders studied could not clearly articulate their customers and the needs they serve, half lacked a clear reason customers should choose them, and 80% did not know how they wanted to be perceived in the market. Josephson connects these clarity gaps with increased risk of failure and calls the drift away from the original opportunity during implementation “commercialization drift.” Misalignment such as sales and marketing arguing over who the market is can signal that a business is losing its shared direction. Monitoring alignment across teams, he says, can help leaders detect trouble three to six months before it appears in financial results. That makes governance and accountability important: executives and investors need to keep communication clear across organizational silos rather than simply hand teams a strategy and manage quarterly numbers. He also challenges familiar business claims, including the idea that an Ideal Customer Profile is a universal necessity and the widely repeated claim that 57% of a buying decision is complete before a prospect speaks to sales. https://youtu.be/liXdlyZuw0g?si=5kHolU3knrXQGeSG Instead, Josephson urges leaders to question received wisdom and return to evidence, the market, and the fundamentals of matching a real need with a solution. At LeadGen.com/research, executives can complete an approximately eight-to-ten-minute assessment of a business initiative to identify possible causes of success or failure and explore how to address drift. Josephson says respondents can receive their assessment results, and the tool is designed to help clarify what may be holding an initiative back. More research, methodologies, and statistics are available at JVMinc.com, while LeadGen.com/research provides the assessment. He is also writing Commercialization Drift: Why Business Initiatives Fail and How to Architect Success, which develops the ideas behind the research. His enduring guidepost is simple: find a need and fill it. Quotes: “If you don't have a need, if you don't have a solution, and you don't have a prospect that you can get to, you don't have an opportunity. But if you do, you should be able to make money.” “Any market opportunity really starts with three things; a product, a prospect, and a need.” “There are a lot of approaches to marketing and business today that are just absolute nonsense. They are made-up fantasies.” Contact Details: Grow your Sales with Smarter Lead Generation at LeadGen.com Discover Smarter Business Solutions with JVM Inc. Explore Smarter Strategies for Business Growth with the LeadGen Initiative Study Connect with the Jeffrey L. Josephson on LinkedIn for Sales and Growth Insights! Commercialization Drift: Why Business Initiatives Fail and How to Architect Success on Amazon

October 15, 202625 min

1679: Startup Validation and Revenue Growth with Tash Jefferies

Startup founders can spend months building a product before discovering that customers don’t want it or won’t pay for it. In this episode, five-time founder and ecosystem advisor Tash Jefferies shares how to validate startup ideas and build businesses around real customer problems. Tash, the founder behind Money Engine and author of Solve Problems, Make Money, Repeat, helps founders find problems that align with their skills and experience. She explains why understanding the customer’s pain is essential for consistent revenue and a stronger path to product-market fit. She also warns about “zombie pilots,” where people use a product without becoming paying customers. Her advice is to test assumptions early, learn from customers, and make sure there is a clear reason they would buy. A clear value proposition can make sales conversations more effective and help founders avoid jargon-filled product demos. Tash recommends leading with the customer’s desired outcome, such as saving time or increasing revenue, rather than explaining the technology behind the product. Before marketing, founders should validate their ideal customer profile, clarify their value proposition, and identify the channels their customers actually use. She also advises keeping the marketing funnel simple, with a free resource, an accessible low-cost offer, and a higher-value next step. A shorter funnel is easier to test and repeat, making it simpler to learn what converts prospects into customers. The episode offers practical guidance on startup marketing, customer discovery, sales messaging, and revenue growth. https://youtu.be/Zn11AzKQbK8?si=_u-hcEJ49HTgcp9J Tash is also developing affordable, self-directed courses to help aspiring entrepreneurs validate an idea while keeping their jobs and income. Beyond business growth, she emphasizes founder wellness as an important part of building a sustainable company. She shares how sleep, nutrition, exercise, rest, and time with friends and family help her maintain balance while working with founders around the world. Her message challenges the all-nighter culture and encourages entrepreneurs to care for themselves as they build. Whether you’re exploring a startup idea or looking to improve your existing business, this conversation offers actionable ways to test, sell, and grow with purpose. Find Tash Jefferies on LinkedIn and learn more about her work at MoneyEngine.co. Quotes: “How about you keep your job, you keep making money, and let’s validate your idea as you go along. And then only after you see that you’re able to get traction, then make that jump.” “The shorter you can make it, and the more steps you can remove, the easier you can get your money engine going.” “For me, the money is part of my data. If I’m doing a talk, or if I don’t think I’m going to be able to activate new clients from it, I just don’t do it.” Contact Details: Turn Your Ideas Into Profit: Start Today at MoneyEngine.co! Connect with Tash Jefferies on LinkedIn for Insights to Grow your Business and Boost Profits! Follow Tash on X for Money-Making Insights and Proven Strategies to Grow your Business! Follow Tash Jefferies for Simple Tips to Feel your Best! Follow Tash on Instagram for Money Tips and Wellness Insights to Help you Thrive! Solve Problems. Make Money. Repeat on Amazon

October 14, 202628 min

1678: Podcast Growth Through Community with Dr. Brad Miller

Independent podcasters often start with a strong idea, but sustaining a show can be difficult when they create alone and receive little feedback. Dr. Brad Miller, founder of PodIndy, helps creators build connection, belonging, and momentum through accessible podcast training and community. Based in Indianapolis, PodIndy grew from a local meetup into an event drawing podcasters from several states. It welcomes new and podcast-curious creators, as well as independent hosts covering subjects from local politics to Taekwondo. Brad explains that peer support, show reviews, and shared learning can help creators feel less isolated and stay motivated. His central message is that relationships and a sense of belonging can make podcasting more sustainable. To stand out, a podcast needs a clear point of view and a format listeners can recognize. Brad illustrates this with CancerComedy.com, where humor, interviews, stories, and devotional reflections explore coping with cancer through hope and humor. He emphasizes that a lighthearted tone can coexist with serious, thoughtful work. Across his own shows, including Beyond Adversity and Daily Bible Refresh, new interests and life changes have inspired fresh directions. His experience shows how systems, purpose, and service can help creators keep publishing through challenges and avoid burnout. Rather than repeating the same approach, podcasters can adapt, find support, and reconnect with the people they hope to serve. https://youtu.be/tOdYEyjL2Mc?si=2LKcSShnxRZfGdpF Brad also shares his AX process: take action, connect with a higher power and other people, think strategically, and serve. He says serving others can bring fulfillment and give creative work a stronger purpose. These ideas will be part of PodIndy on November 7, 2026, in Indianapolis, with sessions also streamed on YouTube. Featured speakers include Cliff Ravenscraft, Dave Jackson, John Lee Dumas, and AI educator Craig Van Slyke. The event focuses on practical podcast training, community, and helping independent creators grow their shows and impact. Whether you are launching a podcast or looking to sustain one, this discussion offers ideas for building connections, finding your format, and making the work worth it. Want help keeping your own show consistent? My DFY Podcast team handles editing, show notes, publishing, and promotional content while you focus on the conversations. See podcast production plans ↗. Quotes: “Every podcast I’ve done, I’ve seen people get connected to something greater than themselves and have some fun doing it, and I love to see that happen.” “The best way to make a personal connection still remains person to person, one to one in live environments.” “Everybody has a choice in how they handle adversity. You can either kind of go down with it, or you can choose to pivot and get better.” Contact Details: Take Your Podcast to the Next Level with PodINDY! Finding Laughter, Hope, and Strength Through Cancer: Explore Cancer and Comedy Connect with Dr. Brad Miller on LinkedIn and Discover New Insights, Ideas, and Opportunities! Ready for Fresh Inspiration and Meaningful Insights? Follow Dr. Brad Miller on Facebook Listen to Cancer and Comedy on Apple Podcasts Listen to Cancer and Comedy on Spotify Subscribe to Cancer and Comedy on YouTube for Uplifting Stories

October 13, 202628 min

1677: LinkedIn Sales Prospecting That Wins Jobs with Mike Shelah

After losing his sales job, Mike Shelah faced a series of life-changing challenges, including his wife’s car accident and a stomach cancer diagnosis. Instead of returning to work that left him unfulfilled, he chose to reconnect with the restaurant industry, taking a food-runner role he genuinely enjoys. Mike shares how that decision helped him find meaning and community during an uncertain period. He also reflects on a 30-year sales career and the toll of workplaces that value constant prospecting while offering little support when results dip. His experience offers a candid look at career setbacks, resilience, and choosing work that fits your values. At the center of his outlook is a lesson drawn from Marcus Aurelius and popularized by Ryan Holiday: the obstacle is the way. Mike explains how he used LinkedIn to identify managed IT companies within 30 miles of his Maryland home and pursue a cybersecurity sales opportunity. Rather than relying only on job listings, he built a focused prospect list and reached out directly to a business owner. He personalized the email by mentioning a strong mutual connection in the subject line, which helped open the door to a coffee meeting. That focused, relationship-based approach led to an offer and shows how LinkedIn prospecting can support a targeted job search. Mike argues that everyone needs to learn how to sell themselves, whether they plan to work in sales, launch a business, or find a job. He describes a résumé as a record of your history, while emphasizing that positioning yourself in front of the right opportunities is what creates momentum. https://youtu.be/tIF2GN2QKSE?si=Vy4R4wzz4NVY4wSB The discussion also explores what makes marketing content effective: it should make clear what is being offered and give the intended audience a reason to act. Mike contrasts memorable, funny advertising with messaging that actually motivates a purchase or other response. Drawing on ideas associated with Seth Godin, he encourages marketers to identify their distinct appeal and speak to a clearly defined audience. He also shares his interest in coaching, including helping new graduates strengthen their professional presence and communication. Listeners can find Mike Shelah on LinkedIn and hear more of his sales stories and insights on his podcast, Life of a Salesman. This episode is for professionals navigating career change, entrepreneurs building a network, and marketers looking to make their message more meaningful. Quotes: “Companies don't want to hire salespeople; they want to hire prospectors, but they're really unwilling to tell you that in the job description.” “The obstacle that is in front of us, that is our impasse, becomes the way forward. The obstacle is the way.” “Your resume is not going to get you hired; You get yourself the job by positioning yourself in front of the opportunities.” Contact Details: Give Your Dental Practice the IT It Deserves: Partner with DTC Today Connect with Mike Shelah on LinkedIn and Discover Fresh Ideas to Grow your Business! Follow Mike Shelah on X for Sales Tips that Win More Clients! Follow Mike Shelah on Facebook and Unlock Strategies to Win More Clients and Close More Deals! Ready to win more clients? Follow Mike Shelah on Instagram for Sales Strategies that Drive Results! Listen to Life of a Salesman on Spotify for Proven Tips to Attract Clients and Boost Sales! Discover the Sales Secrets that Close More Deals with Life of a Salesman on Apple Podcasts!

October 12, 202628 min

1676: Business and Asset Values for Small Business Sales with David C. Barnett

Business value is more than a number: it is a conclusion tied to a decision, shaped by cash flow, risk, market demand, asset quality, financing, and what buyers and sellers need. David C. Barnett, small-business transaction advisor, valuation expert, and author of Business and Asset Values: How Owners, Buyers, Sellers, Lenders, and Advisors Should Think About Small Business and Equipment Value, explains why a profitable company may still be difficult to sell. He opens with a hot-dog example showing that value shifts with a person’s needs, even when the item itself does not change. That simple story introduces substitution and the time value of money, key ideas behind business and equipment valuation. David makes complex appraisal concepts accessible through relatable stories and practical deal examples. This episode helps owners, buyers, lenders, and advisors understand what creates value and what can put a transaction at risk. Buyers and sellers may reach different conclusions about the same business because they have different goals, resources, and financing options. Goodwill is determined indirectly by considering the value supported by cash flow and the value of tangible assets. David also explains why disagreements about what is included in a sale such as accounts receivable and operating capital can complicate negotiations. Transferability matters because a small business may rely heavily on the owner’s leadership, relationships, and experience. A manufacturing-business example shows how excess inventory and debt that cash flow cannot support can turn a business into a “zombie” investment. In that case, a lawyer’s misinformed opinion derailed a deal that had taken years to make workable. https://youtu.be/TdnRYSZhn8E?si=B61ix7Ab4K_8SmGh Through examples like a pizzeria and comparisons with bonds, publicly traded stocks, and real estate, David shows how yield and transferability help explain differences in value. A small business buyer may face risks that someone investing in a large public company does not, including the challenge of stepping into the seller’s role. David argues that much of the wealth from a profitable small business comes from owning and operating it, rather than from the eventual sale. Health, changing interests, or loss of passion can make an exit the right choice, even when the business is doing well. The conversation also explores economist Ludwig von Mises’ view that consumer value judgments, not simply the cost of production, ultimately determine prices. For anyone planning to buy, sell, finance, appraise, or build a small business, this discussion offers a clearer foundation for understanding business and asset values. Quotes: “When you buy a small business, the leadership, the planning, the experience, all of that usually departs with the seller leaving, and the buyer steps in and has to fill that role.” “Goodwill can’t be figured out unless you know the value of the cash flow and the value of the tangible assets inside the business.” “The wealth-generating impact of small business is in owning a profitable small business. It’s not in the exit transaction.” Contact Details: Let's Create an Event your Audience will Remember! Book David as Your Next Speaker Make Smarter Business Decisions With Expert Insights: Join David’s Free Email List Discover Smarter Ways to Invest: Visit Invest Local Make Smarter Business Moves With David C. Barnett: Connect with David on LinkedIn Follow David C. Barnett on X for Smarter Business Insights Discover Practical Business Insights: Follow David C. Barnett on Facebook Level Up Your Business Knowledge: Follow David C. Barnett on Instagram Get Practical Small Business Advice: Subscribe to David’s YouTube Channel Business and Asset Values on Amazon