{"podcast":{"title":"Built to Sell Radio","slug":"built-to-sell-radio-3693","podcast_index_feed_id":3693,"rss_url":"https://builttosell.libsyn.com/rss","website_url":"http://builttosell.com/radio","image_url":"https://static.libsyn.com/p/assets/3/c/5/4/3c540c97997e1129bafc7308ab683e82/Built_to_Sell_Radio_Cover_Art_1400x1400_JPEG.jpg","author":"Hosted by John Warrillow, the creator of The Value Builder System™.","episode_count":562,"summary":"Built to Sell Radio is a weekly podcast for business owners interested in selling a business. Each week, we ask an entrepreneur who has recently sold a business why they decided to sell their business, what they did right and what mistakes they made through the process of exiting their business. Built to Sell Radio is the ultimate insider's guide to approaching the most important financial transaction of your life.","last_synced_at":"2026-07-03T14:17:47.601524+00:00","page_url":"https://stenobird.com/podcast/built-to-sell-radio-3693"},"episode":{"title":"Ep 539 Deal Collapsed at LOI, Sold for 6x EBITDA Anyway","slug":"ep-539-deal-collapsed-at-loi-sold-for-6x-ebitda-anyway","published_at":"2026-03-27T05:00:00+00:00","page_url":"https://stenobird.com/podcast/built-to-sell-radio-3693/ep-539-deal-collapsed-at-loi-sold-for-6x-ebitda-anyway","show_page_url":"https://stenobird.com/podcast/built-to-sell-radio-3693","url":"https://builttosell.libsyn.com/ep-539-deal-collapsed-at-loi-sold-for-6x-ebitda-anyway","audio_url":"https://traffic.libsyn.com/secure/builttosell/707b_John_Warrillow_-_J_Richards_-_A_-_V1.mp3?dest-id=269159","summary":"Jay Richards spent five months deep in an acquisition process. He had a letter of intent. He had mentally checked out. He was planning what came next. Then issues surfaced in diligence and the deal collapsed. This week on Built to Sell Radio, Jay walks John Warrillow through the full story of selling Imagen Insights, a qualitative research platform with clients like Visa, Google, and Amazon, and how you discover how to navigate two very different acquisition conversations and come out the other side with a deal you are genuinely happy with. You'll learn why : an LOI means far less than you think, and how problems in your books can kill a deal founders who shop their company can signal desperation, and what Jay did instead the eventual buyer valued the business on EBITDA instead of revenue, and why that worked in Jay's favor Jay accepted an earn-out worth more than half the deal, and why he was comfortable with it handing out equity without vesting created a problem at the worst possible moment a long-standing accountant relationship does not guarantee clean books, and how this nearly killed the deal the moment the DocuSign came through did not bring relief, but a flood of new ideas","meta_description":"Jay Richards spent five months deep in an acquisition process. He had a letter of intent. He had mentally checked out. He was planning what came next. The…","key_points":[],"chapters":[],"topics":[],"duration_seconds":2742,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/built-to-sell-radio-3693/episodes/ep-539-deal-collapsed-at-loi-sold-for-6x-ebitda-anyway/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/built-to-sell-radio-3693/ep-539-deal-collapsed-at-loi-sold-for-6x-ebitda-anyway.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}