03 Apr Built to Sell: From $40K to 8 Figures — How Murray Kent Sold His Electrical Conduit Business for 6.2x EBITDA
In this episode of Built to Sell Radio, you discover how to negotiate a clean exit with no earn-out complications and no equity rollover.
You’ll learn:
Why posting the eight drivers next to your desk changes the decisions you make every day
How Murray reduced his biggest customer from 50% of revenue to the low 20s — and why even that required extra meetings to satisfy the buyer
The counterintuitive reason a surprisingly high offer should make you more cautious, not less
How Murray turned a proposed earn-out into a simple 12-month warranty holdback worth less than 5% of the sale price
Why Murray broke the news to staff in small groups rather than a town hall — and how he kept each group from spoiling it for the next
Why open-book management and profit sharing made his team part of the business, not just employees of it
What Murray wishes he had known going in: the one negotiation skill no podcast can fully prepare you for
