Martinka Consulting's Getting the Deal Done Podcast

Hosted by John & Jessica Martinka

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Episodes

236

Latest episode

Nov 2026

Language

EN-US

About the show

Informative insights and conversations with owners, CEOs, M&A dealmakers, and other professionals on lessons learned, tips, current business conditions, and more.

Listen to episodes

60 recent

November 12, 202648 min

Nick Anderson and John on Marketing, AI in Marketing, and More

Technology is giving small and midsize businesses access to marketing tools once reserved for much larger companies. Nick Anderson shares how One Accord works backward from its goal of 50 new clients to build a sales funnel and reach the right business owners. He discusses using frequent, useful content, AI agents, and website intent signals to find and engage potential customers. A LinkedIn post that spoke to a business owner’s immediate concern illustrates how helpful content can open the door to a client conversation. John and Nick also weigh the reach of digital marketing against the lasting value of trusted referrals and personal relationships. Quotes “The worst thing that a business can do for itself is stay anonymous, unless you’re a defense contractor.” “I can put my brand and my message in front of millions of people.” “I know that when the timing is right, I can help that person make at least 20% more on the sale of their company.” Takeaways Work backward from the growth goal: Nick starts with a target of 50 new clients, then calculates the conversations and audience reach needed to support it. Use useful content and AI to scale marketing: Frequent, relevant content can build awareness and attract prospects, while AI agents help manage research, content, SEO, and ads more affordably. Pair digital reach with trusted relationships: Online signals can help identify interested prospects, but personal introductions and referrals remain especially valuable for building trust and winning business. John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

November 9, 202633 min

Ensuring a Good Deal (That Gets Done) with Attorney Jerry Elliott

Portland business attorney Jerry Elliot shares how owners can prepare for a sale by addressing taxes, disputes, key relationships, ownership records, and their deal team well in advance. He explains the main purchase agreement issues for sellers, including price, payment terms, and post-closing liability. From the buyer’s perspective, he emphasizes predictability, due diligence, and securing the seller’s help with the transition. Jerry also discusses how hidden assumptions, unrealistic expectations, and communication breakdowns can derail deals and how experienced teams can help find common ground. He closes with the qualities he values in clients: honesty, reasonable expectations, and a willingness to consider legal advice. Quotes “The biggest challenge in any business deal are trying to figure out the hidden assumptions and unrealistic expectations on both sides.” “I never play games on due diligence. I will disclose everything.” “A good client is somebody who's smart, who's honest.” Takeaways Prepare well before selling. Allow one to three years to resolve tax issues and disputes, clarify ownership and partner relationships, organize records, and assemble an experienced deal team. Prioritize the deal’s real economics. Look beyond headline price to payment terms and potential post-closing liability; buyers should focus on predictability and a smooth transition. Make transparency and communication central. Disclose potential problems early, surface hidden assumptions and unrealistic expectations, and work with capable advisers to find common ground. John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

November 2, 202627 min

The Science of Scaling with Special Guest Blake Erickson

John talks with Blake Erickson, entrepreneur and co-author of The Science of Scaling , about helping businesses achieve exponential growth. Blake explains how ambitious “impossible” goals can reveal high-leverage opportunities and sharpen priorities. He shares why scaling often requires letting go of practices that once worked, focusing on what matters most, and pursuing growth with an approach mindset. Drawing on his experience building a door-to-door sales organization, Blake describes how partnerships and “wormholes” can help founders skip steps and accelerate progress. He also discusses Scaling.com’s work with established businesses and why founders should plan from their future vision rather than rely only on past performance. Quotes “When you truly go for scale, you begin realizing that you need to have singularity in your business and in your life.” “You have to be willing to just go believe that you can do it.” “Impossible goals force the most simple pathways. It forces you to see the highest leverage points that you can deploy.” Takeaways Set ambitious goals to reveal leverage. “Impossible” goals can help founders identify the people, capital, and opportunities that could make the biggest difference and let go of work that won’t move the business forward. Focus on what growth requires, not just what already works. Scaling may mean giving up familiar tasks or practices so the business can concentrate on its most important priorities. Build from a future vision and pursue leverage. Rather than simply extending past results, define the desired future and work backward using partnerships, talent, or other shortcuts to accelerate progress. John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

October 26, 202633 min

Entrepreneurship and its Lessons with Bobby Casey

Bobby Casey shares how his entrepreneurial upbringing and early ventures led him to build Global Wealth Protection and Business Anywhere. He explains how the platform helps entrepreneurs and real estate investors manage company formation, registered-agent services, and ongoing compliance. Casey advises new business owners to find their first customer before getting caught up in logos and other details, while also investing in sound legal guidance and bookkeeping. He discusses how his team uses AI to analyze business data and spot financial trends more quickly. Casey also describes how building a remote business has given him greater flexibility to travel, pursue his interests, and spend time with friends. Quotes “The only thing that's really important starting your business is getting a customer.” “Entrepreneurs are truly the economic engine of the world.” “Action beats over preparation every time.” Takeaways Get a customer before perfecting the details. Bobby Casey advises validating your idea by finding someone willing to pay for it before spending too much time on logos, business cards, or other early-stage polishing. Invest in the right foundations. Sound legal structuring and consistent bookkeeping can help prevent costly problems and give you useful insight into your business’s finances. Build systems that support the life you want. A capable team, remote operations, and streamlined processes can help a business run without the owner managing every detail and create more room for flexibility. John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

October 19, 202626 min

The Trials and Tribulations of Being a Third Generation Owner with Daniella Devine

Daniella Devine shares how she became the third-generation owner of Peacock Floors, a San Francisco commercial flooring business. After working in city government and returning to her family’s company, she bought the business from her father and hired a general manager before closing to support the transition. She discusses the realities of taking over, including unexpected operational problems, customer challenges, and the need for more working capital than she initially expected. Daniella also describes buying a self-serve car wash near Phoenix and the financing difficulties that left her with costly 24% interest-only payments. Her advice for prospective buyers is to carefully analyze cash flow and accounts receivable, secure financing before setting a closing date, and prepare for long customer payment cycles. Takeaways: Plan for more working capital than you expect. Analyze cash flow, accounts receivable, and customer payment terms not just the business’s stated earnings. Don’t rush financing or set an artificial closing date. Make closing contingent on securing suitable funding, and compare loan options carefully. Prepare for the realities of ownership. Plan for post-close operational problems, customer transitions, and the people needed to keep the business running and growing. You can reach Daniella via https://thedanielladevine.com/ John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

October 12, 202640 min

What Has the SBA Done Now? With Special Guest Lisa Forrest

Lisa Forrest of Northwest Bank breaks down why the SBA is tightening lending standards amid rising defaults and considering higher loan limits. She explains the new Quality of Earnings requirement for business acquisitions priced at $3 million or more, including how these reports can assess add-backs and working capital. The conversation covers updated rules for seller transitions, seller-note refinancing, debt-service coverage, and the borrower’s minimum personal contribution toward the down payment. Lisa also shares practical challenges in acquiring landscaping, e-commerce, and trade-services businesses, emphasizing the importance of understanding labor, seasonality, and company culture. The discussion closes with guidance on investor participation and trusts, and a reminder that careful preparation can help buyers build a stronger path to business ownership. Takeaways : Expect more rigorous underwriting: Acquisitions priced at $3 million or more require a Quality of Earnings report, and first-time buyers’ debt-service coverage must include seller-note payments and be based on historical performance—not projections. Plan the equity carefully: The 10% minimum down payment remains, but at least 5% must come from the borrower or guarantor’s personal resources. Investor distributions and trust guarantees are also subject to limits. Look beyond the numbers when assessing a deal: Seller involvement can help or hinder a transition, while labor, seasonality, revenue patterns, and cultural fit can pose significant challenges in industries such as landscaping and trade services. John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

October 8, 202610 min

Myths of Business Valuation

John Martinka unpacks common myths around small business valuation with clear examples and practical warnings. He explains how overpaying and undercapitalization can turn acquisitions into “zombie” operations struggling with debt and stagnant growth. The AAA lens addbacks, assumptions, and adjustments helps reveal where rosy projections and unproven efficiencies can mislead buyers and sellers. Listeners learn why rules of thumb like “twice sales” fail, why small firms can’t command big-company multiples, and how profits not potential ultimately set prices. Real-world anecdotes drive home that valuation is part art, part science, and grounded in demonstrated performance. John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

October 5, 202632 min

Jake the Wizard Tlapek on Why Too Many Brands Make the Business Invisible

Jake the Wizard went from Air Force IT to creative director to agency owner, and along the way he figured out that most businesses stop at colors, logos, and fonts instead of giving their brand an actual personality. He argues the analytics era is winding down as privacy rules tighten and social platforms turn into television, which means the brands that win now are the ones that connect emotionally rather than optimize a dashboard. On AI, his position is blunt: it's a tool, not an employee, and the moment you hand over the vision and the goals, you've lost control of your brand use it like an extremely skilled but emotionally inept intern. His book, Eight Dominoes , distills ten years of client work into an eight-step messaging framework built on the idea that nobody actually wants your product, they want what sits on the other side of it. He closes with the story behind his seven-figure turnaround: a post-COVID low point, a choice between payroll and his mortgage, and a mandate from his wife to stop looking for a job and start taking real risks. Quotes from the Wizard: ● "I have one rule when it comes to marketing: tell the truth, or at least don't lie." ● "Social media isn't social media anymore... It's our new TV." ● "Joy begets joy, and so fun businesses get fun clients and they grow." You can reach Jake via; Company Website: thewizard.marketing LinkedIn: https://www.linkedin.com/in/jake-tlapek John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

October 1, 20267 min

10 Things NOT to do if You Want to Increase Company Value

A short educational episode for owners, advisors, and even business buyers. Simply, do these things and wonder why others don't see the same value you do in your business. John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

September 28, 202625 min

Exit With Style, Grace, and More Money - Chapter 7 - It's Not a Deal Until the Lawyers are Done

Chapter Seven covers: Your Entity Makes a Difference It’s a Complicated Contract You Promise to Tell the Truth, the Whole Truth, and Nothing But the Truth The Buyer Also Promises to Tell the Truth Included is a paragraph by paragraph overview of a purchase and sale agreement with my (layman's) explanation of what is being done. John Martinka Jessica Martinka Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly. https://nokomisadvisory.com/ https://www.martinkaconsulting.com/ https://www.gddpodcast.buzzsprout.com https://www.youtube.com/c/JohnAMartinka/videos 425-515-4903

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