In this episode of the Business Builder Way, I sat down with Ed O’Sullivan, a business broker and former fireplace shop owner from Bucks County, Pennsylvania. Ed and his wife didn’t set out to become brokers. They started by buying a business themselves. It wasn’t glamorous. But it had good bones. Over the past ten years, they have polished it. Added systems. Built a team. Expanded the product line. And then, when it was thriving, they sold it. Now, Ed helps other business owners do the same. He shared what makes a business truly sellable. And what gets in the way. We talked about cleaning up the books. Building a business that doesn’t rely on the owner. Creating documented processes. And how a few changes can sometimes add hundreds of thousands of dollars to a sale. Ed also told the truth. About the mistakes he made. About what he didn’t know. And how he’s now helping others avoid those same traps. If you’ve ever wondered what it takes to exit well, or just want to build a stronger business, this is one to sit with. Timestamps 00:00 – 00:16 - Business is about relationships: trust must be earned by investing in clients. 00:16 – 01:45 - Meet Ed O’Sullivan. He and his wife went from medical sales to buying a small fireplace shop, growing it over a decade, and selling it for a strong return. 01:45 – 02:31 - After selling, they realised they loved the process, so they started helping other owners do the same. 27:56 – 33:07 - Most businesses don’t sell. Clean books and less owner dependency add value. Messy financials and risky contracts scare buyers and banks. 41:13 – 44:42 - One business added $800K in value by lowering risk. Ed’s advice: build a business someone wants to buy, not just one you’re ready to leave. Learn more about Ed and VR Brokers: https://www.vrbusinessbrokers.com/ 🎧 Listen to the Business Builder Way Podcast: https://podcasts.apple.com/us/podcast/the-business-builder-way/id1651043424