245 Marc Adams / Why 9 Out of 10 Business Owners Never Sell Their Business

In this episode of Elite Advisor Podcast, Sten Morgan sits down with Marc Adams, founder of Acquisitions4you and author of Secrets to 10Xing Your Business and Cashing Out Tax Free, to unpack a hard truth most business-owner clients never hear: nine out of ten businesses never actually sell. Marc explains why the dream of owning a business so often becomes a prison, how fees and taxes quietly eat half the sale price in states like California and New York, and how his "double and exit" approach aims to double a company's value in about six months without equity dilution, debt, or personal guarantees. For advisors, this is a masterclass in the business-owner conversation: the options every owner should understand, why most only face the math too late, and how giving the business its own dedicated meeting can set you apart. If you want to serve owners with more confidence, this one will change how you frame the exit. **In This Episode** - Nine out of ten businesses never sell - and owners rarely find out until they are six months from the exit and the math no longer works. - Leakage is the silent killer: between professional fees and taxes, an owner can keep as little as half the sale price. Get leakage down toward 10% and everything changes. - The "double and exit" idea: group similar businesses into a larger entity that commands a bigger multiple, so owners walk away with more without diluting, borrowing, or signing personal guarantees. - Know the roll-up math: when PE or VC takes half your business, you have to double it just to get back to even. Understand the second bite, earnouts, and where AI adds risk. - The advisor's edge: you do not have to be the expert in every exit path, but a great advisor can lay out all the options and give the business its own conversation. **Episode Timestamps** 00:00 - Introduction 01:40 - Serving Business Owners: The Opportunity and the Intimidation 02:16 - The "Double and Exit" Framework 03:15 - The Origin: A Diagnosis and a Son's Question 08:02 - Why the Dream Becomes a Prison 13:17 - Why Owners Don't Realize 9 in 10 Never Sell 20:46 - How Roll-Ups Work and Who Actually Wins 27:10 - The Advisor's Move: Give the Business Its Own Meeting **Get the Free Episode Companion Guide:** Want the cheat sheet for this episode? We turned the biggest ideas into a one-page companion guide - the exit-value framework, key takeaways, and three action steps. Grab your free copy here: https://gobeelite.com/elite-advisor-podcast-companion-page?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\245\marc\adams **Free Resources for Financial Advisors:** Want to become a more elite advisor? Get our free course on how to become an Elite Advisor, plus training videos that show you how to whiteboard ideas with clients using real examples. Get the free resources here: https://gobeelite.com/elite-advisor-path-resources?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\245\marc\adams **Get the Free Book: Value First Prospecting** Most advisors were trained to sell first and hope trust shows up later. Value First Prospecting shows you how to create demand, lead with ideas, and turn first meetings into strategy conversations instead of sales meetings. You can claim a free copy of Sten Morgan's book, Value First Prospecting. Just cover shipping. Get the book here: https://gobeelite.com/free-book?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\245\marc\adams **Attend How to Charge LIVE:** How to Charge LIVE is our in-person training where advisors get the reps, feedback, and proven system to start charging for advice and clearly communicate their value. Learn more about How to Charge LIVE here: https://www.howtochargelive.com?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\245\marc\adams **Join Elite Plus:** Elite Plus is for advisors who are done dabbling and ready to become Elite. Inside Elite Plus, you get proximity, accountability, real-time coaching, and a complete operating system to help you remove resistance and grow at a higher level. Join Elite Plus here: https://eadvisornetwork.com/join-ean?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\245\marc\adams **Connect With Elite Advisor Network** Website: https://www.eliteadvisornetwork.com?utm\source=shownotes&utm\medium=podcast&utm\campaign=ep\245\marc\adams Podcast: https://podcasts.apple.com/us/podcast/the-elite-financial-advisor-podcast-with-sten-morgan/id1601321140 LinkedIn: https://www.linkedin.com/company/elite-advisor-network YouTube: https://www.youtube.com/@EliteAdvisorNetwork **Subscribe** Subscribe for more conversations, training, and practical ideas to help financial advisors reject average and become elite. #EliteAdvisorNetwork #FinancialAdvisor #StenMorgan #BusinessOwners #ExitPlanning #FinancialPlanning #AdvisorGrowth