How Ron Sold His Business For 11x EBITDA And Why Most Owners Can't

How Ron Sold His Business For 11x EBITDA And Why Most Owners Can't

In this episode Greg Forzani interviews Ron Farrell, our client and now one of our licensed coaches, a former insurance broker who built and sold his service-based business for an impressive 11x EBITDA multiple. Ron shares his journey from operating a traditional "book of business" model to building a scalable, profitable brokerage with strong systems, team, and culture. They discuss mindset shifts needed for service professionals (insurance, real estate, accounting, etc.) to transform their businesses into valuable, sellable assets rather than just personal commissions. Takeaways:  -             Predictable, stable profit percentages over multiple years are the #1 factor buyers look for — far more important than just revenue or client lists.  -             Owner bottlenecks destroy value: If you own all relationships and processes, the business has little value without you. Duplicate yourself through systems and team.  -             Shift mindset from "book of business" (sell for low multiple/commissions) to building a real business with healthy EBITDA and team that can run without the owner.  -             High customer retention (aim for 85%+) reduces stress, lowers acquisition costs, and drives predictable growth.  -             Invest in team: Better pay, merit-based bonuses, culture events, proper hiring (e.g., DISC profiles), and systems create tenure and consistency.  -             Retention and culture directly increase sale value — buyers pay premiums for businesses that continue thriving post-sale.  -             Service businesses with recurring revenue (like P&C insurance) have stronger sellability than one-off transaction models, but the principles apply across industries with longer cycles (real estate, mortgages).  -             Fear of managing people is common but costly — a strong team is what creates a real asset worth selling.  -             Sell to your natural network first; high-quality businesses attract multiple offers quickly without needing brokers.   Chapters: 00:00 — Introduction & Predictable Profit as the Key to Exit Value 02:25 — Ron’s Journey: From Buying a Small Book of Business to Scaling 05:50 — Mindset Shift: Book of Business vs. Real Sellable Business 10:11 — Duplicating Yourself & Building a Team/System 13:12 — Customer Retention Strategies & Industry Differences 17:19 — Staff Retention, Culture, Compensation & Merit-Based Bonuses21:56 — Building Culture, Handling Toxic Employees & Team Dynamics 27:10 — Specialization, Cross-Selling, "Building a Fence"Around Clients 34:16 — Buyer Perspective: Why Scalable Businesses Sell Faster & forMore 39:33 — Selling Tips & Natural Networks 43:21 — How to Contact Ron + Fun Lightning Round Questions (Travel,Motorcycles, Pickleball) Host is Greg Forzani. Our guest is Ron Farrell with GroundedGrowth Coaching LTD. www.GroundedGrowthCoaching.ca [http://www.GroundedGrowthCoaching.ca]  — Follow Us — Instagram: / forzanibusinesseducation Facebook: / forzanibusinesseducation Twitter: ⁠https://x.com/GregForzani⁠ ⁠ https://www.linkedin.com/in/gregforzani/⁠   — Business Training Program — www.forzanibusinesseducation.com/programs [http://www.forzanibusinesseducation.com/programs]   — Book a FREE Discovery Call —https://my.forzanibusinesseducation.com/widget/bookings/forzani-discovery-call — Want to become a licensed coach? Book a Discovery Call – ⁠https://my.forzanibusinesseducation.com/widget/bookings/coach-license-call⁠

Why You Should Love Hate Comments

What?! Bad comments are not bad? In this episode, Jeremy Wagner opens up about how important good messaging is in marketing, why building a real organic presence on social media matters, and how tough it can be to grow a business without losing your way. He shares his own stories of reinventing himself, making hard calls, and why understanding your numbers is a game-changer for success. We also talk about where AI fits into marketing these days and why organic strategies can often beat paid ads. We get into the real stuff — personal branding, building trust, riding social media algorithms, and the emotional side of creating content. Plus, Jeremy gives practical, affordable advice for small businesses that want to market better without blowing their budget. Takeaways - Messaging is crucial for successful marketing. - Building an organic presence is more sustainable than paid ads. - Making hard decisions is essential for business growth. - Personal growth and confidence are tied to business success. - Understanding numbers helps in making informed decisions. - AI can enhance marketing efforts but should be used wisely. - Paid ads can lead to short-term gains but are costly long-term. - Personal branding accelerates trust and exposure. - AI can enhance marketing strategies but may impact authenticity. - Overcoming fear of visibility is essential for success. - Affordable tools can help small businesses thrive. - Modeling successful strategies can lead to quick wins. Chapters 00:00 The Importance of Messaging in Marketing 02:07 Building Fame Through Social Media 06:06 Navigating Business Challenges and Reinvention 10:05 Making Hard Decisions for Growth 14:07 Personal Growth and Confidence in Business 17:56 Understanding Numbers and Forecasting Success 22:04 The Role of AI and Organic Strategies in Marketing 29:56 The Value of Organic Marketing vs Paid Advertising 32:02 Building Brand Recognition and Trust 34:01 The Power of Personal Branding 35:57 Navigating AI in Marketing 38:50 Understanding Algorithms and Engagement 44:08 The Role of Emotion in Content Creation 49:02 Overcoming Fear of Visibility 50:56 Affordable Marketing Solutions for Small Businesses Host is Greg Forzani. Our guest is Jeremy Wagner www.ImpactSocial.io IMPACT Social – 90% done for you social media management. — Follow Us — Instagram: / forzanibusinesseducation Facebook: / forzanibusinesseducation Twitter: ⁠https://x.com/GregForzani⁠ ⁠https://www.linkedin.com/in/gregforzani/⁠ — Business Training Program — www.forzanibusinesseducation.com/programs — Book a FREE Discovery Call —https://my.forzanibusinesseducation.com/widget/bookings/forzani-discovery-call — Want to become a licensed coach? Book a Discovery Call – ⁠https://my.forzanibusinesseducation.com/widget/bookings/coach-license-call⁠ Disclaimer: The More Profit Less Stress podcast is provided for informational and entertainment purposes only. The content, opinions, and views expressed by the hosts, guests, or contributors are their own and do not necessarily reflect those of More Profit Less Stress podcast, its producers, or affiliates. The information shared is not intended as professional financial, legal, tax, or business advice and should not be relied upon for making business decisions. Listeners should consult qualified professionals, such as financial advisors, accountants, or attorneys, for advice tailored to their specific circumstances. More Profit Less Stress Podcast, its hosts, guests, and producers assume no liability for any actions taken or not taken based on the content of this podcast. All content is provided “as is” without warranties of any kind, express or implied, regarding its accuracy, completeness, or applicability. Any reliance on the information provided is at the listener’s own risk.

60% Of Businesses Will Experience A Cyber Attack In 2026

In this episode, we sit down with Kelly from The I.T. Company and talk about something every small business owner needs to hear: cybersecurity. The I.T. Company specializes in helping businesses unlock time and profits through secure, AI-powered IT strategy, AI Consulting, Cybersecurity & Managed Intelligence. Most small companies think “it’ll never happen to us” because they’re not a big target. But the truth is, hackers love going after smaller businesses — they’re easier to attack and still worth the payoff. We cover the biggest risks right now (especially email hacks and AI-powered scams), why employee training is often more important than fancy software, and what actually happens when things go wrong financially. We also talk about backups, cyber insurance, cloud vs. on-premise solutions, and how to choose the right IT support so you’re not just buying tech — you’re building real protection and trust.It’s a practical, eye-opening conversation with some good laughs at the end (including a debate on which superhero would be best for business). If you own a small business, this one’s worth a listen. Chapters 00:00 Understanding Cybersecurity Risks for Small Businesses 03:02 The Importance of Employee Training in Cybersecurity 05:51 Assessing Risk Tolerance and Cybersecurity Strategies 09:01 The Financial Impact of Cyber Attacks 11:57 Statistics and Trends in Cyber Attacks 15:03 The Role of AI in Cybersecurity 18:08 Common Cybersecurity Threats and Examples 20:57 Best Practices for Small Business Cybersecurity 23:58 The Importance of Insurance and Backup Strategies 26:59 Hiring the Right IT Company for Cybersecurity 35:12 Essential Cybersecurity Practices 38:32 Cloud vs On-Premise Security 41:28 Choosing the Right Tools for Security 45:56 Cost-Effective Cybersecurity Solutions 48:08 Building Trust in IT Relationships 52:24 The Importance of Communication in IT 57:25 Lessons from Sports in Business 01:01:16 Superheroes in Business: A Fun Perspective Host is Greg Forzani. The guest is our client Kelly Paisley with The I.T. Company www.theitco.ca. The I.T. Company - Helping businesses unlock time and profits through secure, AI-powered IT strategy | AI Consultant | Cybersecurity & Managed Intelligence. — Follow Us — Instagram: / forzanibusinesseducation Facebook: / forzanibusinesseducation Twitter: ⁠https://x.com/GregForzani⁠ ⁠https://www.linkedin.com/in/gregforzani/⁠ — Business Training Program — www.forzanibusinesseducation.com/programs — Book a FREE Discovery Call —https://my.forzanibusinesseducation.com/widget/bookings/forzani-discovery-call — Want to become a licensed coach? Book a Discovery Call – ⁠https://my.forzanibusinesseducation.com/widget/bookings/coach-license-call⁠ Disclaimer: The More Profit Less Stress podcast is provided for informational and entertainment purposes only. The content, opinions, and views expressed by the hosts, guests, or contributors are their own and do not necessarily reflect those of More Profit Less Stress podcast, its producers, or affiliates. The information shared is not intended as professional financial, legal, tax, or business advice and should not be relied upon for making business decisions. Listeners should consult qualified professionals, such as financial advisors, accountants, or attorneys, for advice tailored to their specific circumstances. More Profit Less Stress Podcast, its hosts, guests, and producers assume no liability for any actions taken or not taken based on the content of this podcast. All content is provided “as is” without warranties of any kind, express or implied, regarding its accuracy, completeness, or applicability. Any reliance on the information provided is at the listener’s own risk.

Men's Mental Health And Business

June is Men’s Mental Health Awareness Month and we sit downto open up an important conversation. We delve into the challenges faced by business owners,including financial struggles, the impact on personal relationships, and the importance of support networks. We talk about the weight of societal expectations, the needfor physical activity as a mental health tool, and the significance of planning for business exit. We emphasize the importance of understanding the intersection of business and household goals, and the necessity of seeking help and breaking stereotypes around masculinity and vulnerability.    Takeaways   -             Startup businesses often operate at a deficit in their first year. -             Business owners face unique pressures that can lead to feelings of isolation. -             The strain of financial issues can severely impact personal relationships. -             Support networks, like mastermind groups, are crucial for mental health. -             Stereotypes about masculinity can hinder men from seeking help. -             Physical activity is an effective way to combat stress and depression. -             Aligning business goals with household goals fosters better relationships. -             Planning for an exit strategy is essential for business owners. -             Commitment to long-term goals is vital for business success. -             Personal challenges during business transitions can be mitigated with support.   Chapters   00:00 Navigating Startup Struggles 06:03 The Weight of Expectations 16:31 Impact of Business on Relationships 23:04 The Importance of Support Networks 28:05 Breaking Stereotypes and Seeking Help 35:46 Physical Activity as a Mental Health Tool 36:13 Understanding Business and Household Goals 48:59 Creating Owner Independence 55:05 Commitment to Business Goals 01:01:10 Planning for Business Exit 01:10:04 Personal Challenges in Business Transition   Hosts are Greg Forzani.   Our guests are  Todd Fyfe ⁠www.predictably.ca⁠ and Ron Farrel www.groundedgrowthcoaching.ca    — Follow Us — Instagram: / forzanibusinesseducation Facebook: / forzanibusinesseducation Twitter: ⁠https://x.com/GregForzani⁠ ⁠ https://www.linkedin.com/in/gregforzani/⁠ — Business Training Program — www.forzanibusinesseducation.com/programs [http://www.forzanibusinesseducation.com/programs] — Book a FREE Discovery Call —https://my.forzanibusinesseducation.com/widget/bookings/forzani-discovery-call — Want to become a licensed coach? Book a Discovery Call – ⁠https://my.forzanibusinesseducation.com/widget/bookings/coach-license-call⁠     Disclaimer: The More Profit Less Stress podcast is provided for informational and entertainment purposes only. The content, opinions, and views expressed by the hosts, guests, or contributors are their own and do not necessarily reflect those of More Profit Less Stress podcast, its producers, or affiliates. The information shared is not intended as professional financial, legal, tax, or business advice and should not be relied upon for making business decisions. Listeners should consult qualified professionals, such as financial advisors, accountants, or attorneys, for advice tailored to their specific circumstances. More Profit Less Stress Podcast, its hosts, guests, and producers assume no liability for any actions taken or not taken based on the content of this podcast. All content is provided “as is” without warranties of any kind, express or implied, regarding its accuracy, completeness, or applicability. Any reliance on the information provided is at the listener’s own risk.

Build Your Business With An Exit Plan

In this conversation, our licensed coach Todd Fyfe shareshis journey from the retail footwear industry to real estate, emphasizing the importance of understanding business fundamentals. He discusses how his retail experience shaped his approachto real estate and the significance of having a comprehensive toolkit for success. We highlight the necessity of building a business with an exit strategy and the ripple effect that effective business coaching can have on individuals and their communities.   Takeaways -             Real estate is more than just selling houses; it's about understanding business fundamentals. -             Small actions can lead to significant outcomes in business. -             Having a complete toolkit is essential for success in any industry. -             It's crucial to analyze and understand the financial aspects of a business. -             Many business owners overlook the importance of an exit strategy. -             The math behind business operations is consistent across industries. -             Coaching can transform not just businesses, but the lives of their owners and employees. -             Understanding the intricacies of business can lead to greater profitability. -             A well-structured business can become a valuable asset for retirement. -             The right guidance can help business owners realize their full potential.   Chapters 00:00 Understanding Business Potential 03:01 From Footwear to Real Estate: A Journey 06:06 The Importance of Business Fundamentals 09:03 Transitioning to Business Coaching 11:46 The Magic of Business Tools 15:00 Building Valuable Assets in Business 19:43 The Reality of Business Failure 22:27 Building a Business with Value 25:09 Understanding the Business Component 28:30 The Importance of Exit Strategies 30:16 The Ripple Effect of Business Success 32:00 Tools for Business Growth 33:31 Business as a Means to an End 34:17 Personal Passions and Hobbies   Hosts are Greg Forzani and Dennis Taekema.   Our guest is  Todd Fyfe www.predictably.ca [http://www.predictably.ca]  — Follow Us — Instagram: / forzanibusinesseducation Facebook: / forzanibusinesseducation Twitter: https://x.com/GregForzani [https://x.com/GregForzani] https://www.linkedin.com/in/gregforzani/ [https://www.linkedin.com/in/gregforzani/] — Business Training Program — www.forzanibusinesseducation.com/programs — Book a FREE Discovery Call —https://my.forzanibusinesseducation.com/widget/bookings/forzani-discovery-call — Want to become a licensed coach? Booka Discovery Call – https://my.forzanibusinesseducation.com/widget/bookings/coach-license-call [https://my.forzanibusinesseducation.com/widget/bookings/coach-license-call]   Disclaimer: The More Profit Less Stress podcast is provided for informational and entertainment purposes only. The content, opinions, and views expressed by the hosts, guests, or contributors are their own and do not necessarily reflect those of More Profit Less Stress podcast, its producers, or affiliates. The information shared is not intended as professional financial, legal, tax, or business advice and should not be relied upon for making business decisions. Listeners should consult qualifiedprofessionals, such as financial advisors, accountants, or attorneys, for advice tailored to their specific circumstances. More Profit Less Stress Podcast, its hosts, guests, and producers assume no liability for any actions taken or not taken based on the content of this podcast. All content is provided “as is” without warranties of any kind, express or implied, regardingits accuracy, completeness, or applicability. Any reliance on the information provided is at the listener’s own risk.