This is the Way Podcast

How to Become a Millionaire Faster Than You Think, with Ben Kelly | EP 76

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Ben Kelly is the President of Acquisition Ace, a leading firm specializing in business acquisitions and growth strategies. With a keen eye for identifying high-potential opportunities, Ben has successfully guided countless entrepreneurs and businesses through the complexities of acquisitions and scaling. His expertise lies in deal structuring, negotiation, and post-acquisition integration, making him a trusted authority in the field. Known for his strategic approach and dedication to client success, Ben has built a reputation as a dynamic leader passionate about helping businesses thrive in competitive markets.
In this conversation, Ben Kelly shares his journey from a military intelligence officer to a successful entrepreneur who has acquired multiple businesses with minimal investment. He discusses his strategies for finding and acquiring businesses, the importance of networking, and the criteria he uses to evaluate potential acquisitions. Ben emphasizes the significance of time management, recession-resistant industries, and the impact of AI on business valuation. He also provides insights into the valuation process, particularly focusing on Seller Discretionary Earnings (SDE) and the advantages of SBA loans for business acquisitions. In this conversation, Ben Kelly shares insights on business acquisition, focusing on the importance of understanding collateral, overcoming mental barriers, and the necessity of due diligence. He discusses common mistakes made by new acquirers, the potential use of 401k funds for acquisitions, and the tax benefits associated with structuring deals effectively. Additionally, he emphasizes the value of maximizing time as a business owner and approaches to finding off-market deals. The conversation concludes with an overview of the community he has built to support aspiring business acquirers.
Chapters
[00:00] The New American Dream: Ben Kelly's Journey
[10:08] Acquisition Strategies
[20:42] Valuation Insights
[32:41] Key Mistakes in Business Acquisition
[37:49] Using 401k for Business Acquisition
[39:37] Tax Benefits of Business Acquisition
[44:54] Approaching Off-Market Deals

Guide to Creating Multiple Revenue Streams (While Juggling a 9-to-5) - Sean Graham | EP 75

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Sean Graham is a founder, real estate investor, and registered CPA with expertise in scaling teams and leveraging the tax benefits of cost segregation studies. Their real estate journey began with investments in small multi-family properties, which eventually led to the launch of Maven Equities, a commercial real estate syndication company. As Maven Equities expanded, they implemented virtual assistants to scale operations efficiently. This experience inspired the creation of Maven Success, a company dedicated to helping other entrepreneurs source and manage quality overseas talent. Building on this momentum, Sean founded Maven Cost Seg, offering real estate investors access to cost segregation benefits at an affordable price. Alongside these ventures, they actively manage a portfolio of residential rental properties and invest in and develop self-storage facilities. With a professional background in public accounting, tax, and private equity, Sean brings a wealth of knowledge to the real estate and entrepreneurship space.
In this conversation, Sean Graham discusses his journey from a corporate CPA to a successful entrepreneur in real estate and cost segregation. He shares insights on managing contractors, the role of general partners in real estate syndication, and the importance of leveraging CPA expertise in real estate ventures. Sean emphasizes the balance between equity growth and cash flow, the transition from a W-2 job to entrepreneurship, and the significance of consistent content creation. He also reflects on financial management and learning from mistakes in real estate investments.
Chapters
[00:00] Intro
[03:12] Real Estate: The Gateway to Wealth
[11:53] Transitioning to Commercial Real Estate
[15:03] Understanding Syndication in Real Estate
[18:02] Tax Benefits and Cost Segregation Explained
[20:58] The Role of Virtual Assistants in Business
[23:59] Hiring Strategies for Global Talent
[37:16] Navigating Opportunities in Self Storage Investment
[44:25] Transitioning from W-2 to Entrepreneurial Freedom
[52:47] Advice for Aspiring Entrepreneurs on Financial Management
[59:22] Learning from Mistakes in Real Estate Investments

Lessons From My Business Buying Journey - Craig Dickens, CEO | EP 74

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Craig is a serial and parallel entrepreneur. He has invested in dozens of companies, first as an operator and then as an investor. He has participated in virtually every business dynamic from start-up to IPO, merger to acquisition. Having previously partnered with other family offices, private equity, taken one company public, and sold another company to a public company, Craig has deep relationships and experience across the investing landscape as well as access to growth and acquisition capital around the globe.
Merit Investment Bank guides successful business owners in the complex process of creating wealth and extracting value from their businesses through dream exits, strategic acquisitions, or raising growth capital.
If your company is above $20M, we help you get to the next level or your next act! ---
🔷 Is your net worth tied up in your business and you want to unlock liquidity to pursue new challenges, diversify wealth, retire or enjoy more freedom? We have helped many business owners go from millionaires "on paper" to multi-millionaires "in the bank", enabling them to pursue their passions and live the life they want.
🔷 Has your business hit a plateau, struggling with profits, or impacted by the current situation or a market trend? We have pioneered a proven rapid value building methodology called Grow Fast & Exit Profitably! ® which has helped business owners achieve oversized exit values. For those owners not ready to sell their business, JD Merit provides access to growth capital to fuel your growth.
🔷 Are you wondering how to exit/sell well? When is the right time? How to unlock liquidity in a way that you will not regret down the road? How to find someone with the right relationships with buyers? We are experienced advisors and unintimidated negotiators that help you to extract the maximum value from the business that you have poured your life’s work into.
Chapters
[00:00] Intro
[02:55] Acquisition vs. Startup: The Growth Dilemma
[06:03] The Subscription Economy: Trends and Insights
[11:52] Evaluating Business Models: Buy vs. Build
[14:59] Organic vs. Inorganic Growth Strategies
[21:00] Navigating Industry Risks and Opportunities
[34:41] Detective Work in Business Transactions
[39:51] Entering New Markets Without Experience
[43:29] Creative Funding Strategies for Acquisitions
[46:31] Common Mistakes in Business Acquisitions
[47:40] Understanding Working Capital
[51:13] A Roadmap for Deal Flow and Analysis
[56:11] Preparing for Business Acquisition
[01:00:56] Advice for Aspiring Entrepreneurs

Is This the End of Remote Work? Amazon’s Risky Move Explained | EP 73

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In this conversation, Artin and Michael discuss the implications of Amazon's decision to require corporate employees to return to the office full-time. They explore the potential consequences for remote work, the challenges of leadership in a hybrid environment, and the importance of adapting to new workplace dynamics. The discussion also touches on generational differences in leadership styles and the impact of proximity bias on career advancement. In this conversation, Michael and Artin explore the evolving dynamics of team collaboration in a post-pandemic world, discussing the challenges and benefits of remote work, the importance of in-person interactions, and the need for clear accountability in performance management. They also touch on mental health considerations in the workplace and speculate on the future of work at major companies like Amazon.
Chapters
[00:00] Intro
[15:02] Leadership in a Remote World
[29:53] Navigating Career Paths
[27:00] Navigating Remote Work Challenges
[30:22] The Importance of In-Person Collaboration
[34:56] Redefining Office Mandates
[39:26] Accountability and Performance Management

Masterclass: 7 Steps to a $500K/Year Coaching Business with Ryan Musselman | EP 72

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Ryan Musselman is the CEO of Coaches Who Close, an organization dedicated to empowering coaches to build high-ticket, profitable coaching businesses. Through strategic frameworks and actionable insights, Ryan equips coaches with the skills to craft compelling $10K+ offers, create transformative client experiences, and scale their impact. With a focus on building meaningful and sustainable enterprises, Ryan helps coaches not only enhance their financial success but also achieve greater personal fulfillment and freedom in their professional lives.
In this conversation, Ryan Musselman, CEO of Coaches Who Close, shares his journey from corporate America to building a successful coaching business. He discusses the importance of content strategy, the balance between niche and broad marketing, and his unique approach to client acquisition through the Create-A-Client protocol. Ryan emphasizes the significance of crafting irresistible offers and making clients feel safe in their buying decisions, ultimately leading to sustainable business growth. In this conversation, Ryan shares his journey of overcoming imposter syndrome, scaling his coaching business with a single effective funnel, and the importance of live coaching and community. He emphasizes the need to simplify complex concepts for clients and reflects on the mistakes made during his entrepreneurial journey, advocating for focused learning and execution.
Chapters
[00:00] Intro
[01:51]Transition from Corporate to Solopreneurship
[06:45] Niche vs. Broad Content Strategy
[08:50] The 99 and the 9: Coaching Models Explained
[12:30] The Coaching Anthem: A New Approach to Sales
[19:29] Create-A-Client Protocol: Building Relationships
[24:11] Crafting Irresistible Offers for Clients
[31:20] Overcoming Imposter Syndrome in Business
[36:15] Scaling with One Effective Funnel
[47:10] Learning from Mistakes and Embracing Simplicity

How Daniel Botero Builds 6-Figure Career Coaches – Fast | EP 71

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In this conversation, Daniel Botero shares his journey from corporate America to becoming a successful career coach. He discusses the evolving role of books in establishing authority, the importance of networking, and how he transitioned to helping career coaches grow their businesses. Daniel emphasizes the significance of finding a niche and adapting to market changes, particularly in the context of international students seeking employment. His insights provide valuable lessons for aspiring entrepreneurs and coaches. In this conversation, Daniel Botero shares his journey from corporate America to becoming a successful career coach. He discusses the fears and challenges he faced, the importance of grit and control in navigating career transitions, and the strategies that have led to his success. The conversation also delves into the significance of conviction in sales, the balance between corporate roles and personal branding, and the tools and platforms that can help aspiring entrepreneurs build their businesses. Daniel emphasizes the value of community and learning from others, as well as the importance of providing structured support to clients in their coaching journeys.
Chapters
[00:00] Intro
[02:52] The Journey to Becoming a Career Coach
[09:01] The Importance of Networking and Relationships
[15:11] Navigating Challenges in the Coaching Business
[17:56] Finding Success in a Niche Market
[24:31] The Importance of Grit in Career Coaching
[39:17] Building a Six-Figure Coaching Business
[42:22] Leveraging LinkedIn for Business Growth
[45:55] Recommended Reads for Aspiring Entrepreneurs

Starting a Coaching Business from Scratch: Fiverr to Multi-6 Figures - Dr Kyle Elliot | EP 70

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In this conversation, Dr. Kyle Elliott shares his remarkable journey from a college side hustle on Fiverr to building a successful six-figure coaching business. He discusses the importance of continuous learning, the value of relationships in client acquisition, and the tailored coaching process he employs to help tech executives. Dr. Elliott emphasizes the significance of delivering exceptional client experiences, overcoming imposter syndrome, and the proactive approach to networking. He also reflects on the lessons learned throughout his entrepreneurial journey, including the importance of seeking mentorship and the value of gradual growth in business.
Chapters
[00:00] Intro
[05:59] Client Acquisition
[08:58] The Coaching Process
[14:49] Navigating Confidence and Imposter Syndrome
[18:03] The Importance of Networking and Proactive Outreach
[21:01] Leveraging LinkedIn
[23:57] Scaling the Business
[27:13] Strengths in Entrepreneurship: Asking for Help
[33:01] Lessons Learned: Mistakes and Growth

Trump's Bet on Elon Musk: Can He Really Streamline Government? | EP 69

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In this conversation, Michael and Artin debate the feasibility of Donald Trump's proposal to create a government efficiency commission led by Elon Musk. They explore the complexities of government operations, the challenges of implementing efficiency, and the role of leadership in driving change. The discussion also touches on historical attempts at government reform, the importance of cultural change, and the metrics used to measure efficiency. They conclude by discussing the significance of accountability, the role of coaches in business, and strategies for overcoming perfectionism in entrepreneurship.
 
Chapters [00:00] Intro [03:09] The Challenge [05:54] The Role of Leadership [12:07] Cultural Change and Its Impact [20:51] The Importance of Accountability [26:57] Starting a Business with Efficiency in Mind [33:06] The Importance of Market Validation [35:55] Building a Brain Trust for Success

Journey to a Multi 6-Figure Linkedin Business at Just 22 - Julius Bieliaus | EP 68

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In this conversation, Julius shares his journey from uncertainty to building a successful lifestyle business leveraging LinkedIn and email marketing. At just 22 years old, he discusses his strategies for personal branding, audience engagement, and creating sustainable work-life balance while aiming for a million-dollar revenue in 2025. He emphasizes the importance of investing in personal growth, understanding client needs, and optimizing business processes to achieve success.
Chapters
[00:00] Introduction
[03:00] Building a Lifestyle Business
[06:03] Investing in Personal Growth
[09:03] Core Focus: Personal Branding and Sales Funnels
[11:58] Finding the Right Audience on LinkedIn
[17:57] Overcoming Age Bias in Business
[23:55] Optimizing Team Structure and Efficiency
[26:56] Content Creation Strategy
[29:51] Attracting Ideal Clients
[32:58] Leveraging Tools and Automation
[38:54] Final Thoughts

From Idea to 8-Figure Exit: A Tech Entrepreneur's Story - Henry Woodman | EP 67

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Henry Woodman, the founder of Ice Portal, shares his journey of turning a simple idea into an eight-figure payday. He discusses the experience of having a lucrative exit and the freedom it brings. Woodman explains that Ice Portal is a software technology company that collects, manages, sizes, tags, categorizes, and distributes hotel photos to travel websites worldwide. He talks about the challenges he faced, including near bankruptcy and lawsuits, and how he overcame them. Woodman emphasizes the importance of listening to customers and adapting to their needs. Henry Woodman shares his experience with the exit strategy and acquisition process of his company, Ice Portal. He discusses how he was approached by strategic buyers and negotiated a deal that met his financial goals. Woodman emphasizes the importance of being prepared and disciplined in business, as well as being aware of opportunities and solving problems. He also reflects on the mindset shift he experienced as he matured as an entrepreneur, realizing that material possessions and impressing others were not as important as financial security and personal happiness. Woodman concludes by discussing his current passion project, a TV series based on a book he acquired many years ago.
Chapters
[00:00] Intro
[01:03] The Freedom of Financial Success
[03:04] Ice Portal: A Software Technology Company
[06:26] The Journey of Building and Selling Ice Portal
[16:41] Overcoming Challenges and Learning from Failures
[22:42] Navigating the Exit Strategy and Acquisition Process
[25:58] The Importance of Preparedness and Discipline in Business
[29:08] Finding Opportunities and Solving Problems
[45:37] From Book Acquisition to Passion Project