What does it really take to exit a business successfully—and profitably? In this episode, Bruce Eckfeldt interviews Neil Schaffer, CEO of Carlton Advisors, on his experience scaling companies through M&A, raising over $40 million in strategic capital, and executing billion-dollar exits. Neil shares the real metrics buyers care about, the dangers of founder burnout, and why the emotional side of selling is just as critical as the financials. If you're a founder thinking about your next move, this is your exit planning playbook.
Key Takeaways:

• Exits require emotional readiness—ask what you want from the transaction.
  
• Strategic buyers often pay more than financial buyers—understand their value drivers.
  
• The 1,000-day exit plan ensures time for operational and financial preparation.
  
• Valuation ≠ buyability—culture and competitive advantage often seal the deal.
  
• Raising capital? Your story, not just your spreadsheet, sells the investment.
  
• Equity vs. debt: Choose based on market conditions, cash flow, and growth stage.
  
• Founders must systematize knowledge—buyers don’t pay for what's only in your head.
• Treat exit strategy as a quarterly strategic planning item, not a one-time event.

Links & Resources

• Neil Schaffer
  

  • Email: https://carltonadvisorsllc.com

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