In this Sell Side Shorts episode, we break down the real mechanics behind how small-to-mid-sized businesses are bought and sold beyond the simple “cash at close” model everyone thinks of.

Michael walks through common deal structures, including:

• 💵 Cash at Close — the straightforward “check at closing” approach

• 🧾 Seller Notes — when sellers effectively finance part of the deal to bridge valuation or risk

• 📈 Earn-Outs — tying a seller’s payout to the future performance of the business

You'll hear why these structures exist, how they allocate risk between buyer and seller, and the tax implications sellers should understand when evaluating their sale options.

Whether you're considering selling your company or just want to understand how deals actually get done in the real world, this episode gives a clear, concise look at modern transaction strategies.

Michael sits down with Scott Smith, founder of True Network Advisors and executive at Patriot Growth Insurance, for a candid, deep-dive into how a “lifestyle business” became a 90+-agency enterprise—and what owners need to know before they sell. Scott traces his path from starving insurance salesperson in Atlanta to building Metro Benefit Consultants, returning to Alabama, and ultimately launching True Network Advisors in 2016 after a peer study-group inspired a bigger idea: a founder-run association laser-focused on helping independent agencies grow.

They unpack the pivotal moment when True’s collaboration model evolved into an industry roll-up, culminating in the formation of Patriot Growth Insurance in 2019. Scott shares what he wishes he’d known going into private equity: why deal structure matters more than headline price, how to evaluate buyers (and their PE sponsors), the danger of “squeezing” a valuation you can’t operate to, and why sellers must protect operating room post-close. He also covers the emotional side of exit—deciding what you really want the next 5–10 years to look like, shifting from “me” to “we,” and taking quiet control of a process that can otherwise run you.

On this installment of Sell Side Shorts, we’re breaking down the essentials of working capital in a transaction. Using a simple car dealership analogy, we explore why buyers expect a business to come with “enough fuel in the tank” to keep running after the deal closes.

You’ll learn:

• The basic formula behind working capital (current assets minus current liabilities.

• Why buyers look at 12-month averages to set a fair target.

• Common adjustments, like excess cash or deficits, impact negotiations.

• How escrow and purchase agreements address gaps between buyer and seller expectations.

Whether you’re preparing to sell or just want to understand how working capital impacts deal value, this episode gives you a straightforward overview of a complex but critical topic.

In this episode of The Sell Side Podcast, host Michael welcomes Wilbur Ellis, a seasoned investment banker with deep roots in Huntsville. Wilbur shares his journey from speechwriting in Washington, D.C., to law and business school at the University of Virginia, and ultimately into decades of investment banking experience with firms like Morgan Keegan, Dane Rauscher Wessels, RBC Capital Markets, and Stephens.

Together, Michael and Wilbur explore the unique challenges and opportunities facing family-owned businesses as they prepare for succession or sale. They discuss the differences between working with large public companies versus founder-led businesses, the importance of early planning, and how strategies like succession planning, pre-sale preparation, and understanding the buyer universe can maximize value.

Wilbur also reflects on memorable deals, lessons learned, and why helping family businesses transition successfully has become his passion. The conversation highlights how their partnership is bringing expanded capabilities to Kill Point, offering family business owners not just transaction expertise but long-term advisory support designed to protect and grow value ahead of an exit.

If you’re a founder, family business owner, or simply interested in the nuances of middle-market M&A, this episode offers valuable insights into preparing for a successful transition.

https://www.linkedin.com/in/michael-k-stanley-jr-mba-cexp™-30916131/

On this episode of Sell Side Shorts, we dive into one of the most important – and often overlooked – aspects of selling your business: choosing the right professional team. For many founder-owners, the sale of their company is a once-in-a-lifetime event. While it’s new territory for them, the professionals they bring to the table handle these complex transactions every day.

We break down the key players every owner should consider:

• M&A Attorney – to negotiate letters of intent, purchase agreements, and ensure deals get across the finish line.

• Tax Advisor/CPA – to keep a close eye on the numbers and structure the deal in the most tax-efficient way.

• Investment Banker – to craft the story, market the business, attract multiple buyers, and drive competitive pricing.

• Wealth Advisor – to plan for what comes after the sale, ensuring the proceeds are allocated wisely and aligned with the owner’s long-term financial goals.

Together, these professionals form more than just a checklist – they’re a team. When they know each other and work seamlessly, the process runs smoothly, negotiations are stronger, and the outcome is better for the seller. We also discuss why aligning incentives and fees is critical to making sure everyone is rowing in the same direction.

Whether you’re just beginning to think about an exit or are already deep into planning, this episode will give you the clarity and confidence to start building your own winning team.

On this episode of The Sell Side Podcast, host Michael Stanley sits down with Hayden Worsham, fourth-generation leader of Worsham Brothers, a Corinth, Mississippi–based general contractor celebrating 80 years in business. Hayden shares the company’s remarkable origin story—launched in 1945 with $1,500 by three Ole Miss–trained civil engineers fresh from World War II—and how Worsham evolved from highways and bridges to a boutique commercial contractor serving Mississippi, Alabama, Tennessee (with work in Kentucky and Arkansas).

Hayden traces his own path—from civil engineering and national consulting work to high-growth GC experience in Atlanta—before returning home in 2022 to acquire the firm through a company-first, metrics-driven earn-out. He details the turnaround playbook: doubling down on people, restoring confidence with weekly wins, and modernizing operations with integrated project management and accounting systems so field teams can make real-time decisions on site.

The conversation tackles resilient culture (decades-long employee tenures), the value of a boutique GC experience, and a disciplined view of growth—prioritizing strategic partners, healthy pace, safety, communication, and doing what you say you’ll do. If you’re interested in succession, buying a family business, or how a mid-market contractor differentiates in the Mid-South, this one’s a masterclass in legacy, leadership, and operational excellence.

n this installment of Sell Side Shorts, we break down three essential pieces of the M&A process: teasers, SIMs (Confidential Information Memorandums), and the all-important financials.

We start with the teaser — a one-page, anonymized overview that highlights the key points of your business and sparks initial buyer interest. From there, we explain the SIM, the more detailed document provided after interest is shown and an NDA is signed, which tells the full story of your business with history, financials, and strategy.

Finally, we dive into why financials receive so much attention early in the preparation phase. Numbers ultimately tell the story to potential buyers, and presenting them clearly and effectively can make all the difference in showing the true value of your business.

If you’re preparing for a sale, this episode gives you a straightforward look at how these documents fit together and why they matter in setting the stage for a successful deal.

In this episode of The Sell Side Podcast, host Michael Stanley sits down with Rob Murphy, co-founder of Vervic, to unpack his unconventional journey into the recruiting world.

Rob shares how he went from struggling to land a sales job in early 2020 to launching a recruiting firm in the middle of COVID — and growing it into a successful, people-first company. He discusses the steep learning curves of both recruiting and business ownership, the importance of building a team you truly enjoy working with, and how an unexpected merger with Passion HR transformed their slow-and-steady lifestyle business into a fast-growing, $10M vision.

From lessons on hiring only top performers to navigating culture merges, Rob offers candid insights for entrepreneurs considering inorganic growth, building strong company cultures, and finding the right people to go into business with.

If you’re interested in recruiting, HR, or the realities of scaling a service business, this episode delivers both the strategy and the human side of growth.

https://www.vervichr.com