{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.53,"endTime":13.32,"body":"I talk with a lot"},{"speaker":"Matt Wolach","startTime":10.53,"endTime":13.32,"body":"of software founders every week."},{"speaker":"Matt Wolach","startTime":13.35,"endTime":17.73,"body":"And of course, the goal for most"},{"speaker":"Matt Wolach","startTime":13.35,"endTime":17.73,"body":"is to have an incredible exit,"},{"speaker":"Matt Wolach","startTime":17.73,"endTime":21.27,"body":"right? So you can have that"},{"speaker":"Matt Wolach","startTime":17.73,"endTime":21.27,"body":"amazing dream reach, you can get"},{"speaker":"Matt Wolach","startTime":21.27,"endTime":24.69,"body":"to that fun, like rich state"},{"speaker":"Matt Wolach","startTime":21.27,"endTime":24.69,"body":"that everybody thinks of, I'm"},{"speaker":"Matt Wolach","startTime":24.69,"endTime":27.24,"body":"making millions of dollars and"},{"speaker":"Matt Wolach","startTime":24.69,"endTime":27.24,"body":"I've got an island or whatever"},{"speaker":"Matt Wolach","startTime":27.24,"endTime":30.39,"body":"it is, that is your dream. But"},{"speaker":"Matt Wolach","startTime":27.24,"endTime":30.39,"body":"how do you get there? How do you"},{"speaker":"Matt Wolach","startTime":30.39,"endTime":34.2,"body":"set up your business to achieve"},{"speaker":"Matt Wolach","startTime":30.39,"endTime":34.2,"body":"that exit? And who can help you"},{"speaker":"Matt Wolach","startTime":34.23,"endTime":38.19,"body":"along the way to until you get"},{"speaker":"Matt Wolach","startTime":34.23,"endTime":38.19,"body":"to that exit? And at that point,"},{"speaker":"Matt Wolach","startTime":38.19,"endTime":40.77,"body":"when you're selling? Who's going"},{"speaker":"Matt Wolach","startTime":38.19,"endTime":40.77,"body":"to be the person who's going to"},{"speaker":"Matt Wolach","startTime":40.77,"endTime":43.56,"body":"actually facilitate how do they"},{"speaker":"Matt Wolach","startTime":40.77,"endTime":43.56,"body":"actually make it all happen?"},{"speaker":"Matt Wolach","startTime":43.59,"endTime":45.84,"body":"Fortunately, I talked to"},{"speaker":"Matt Wolach","startTime":43.59,"endTime":45.84,"body":"Christine McDannell, she is"},{"speaker":"Matt Wolach","startTime":45.84,"endTime":48.93,"body":"awesome. She's with The Magnolia"},{"speaker":"Matt Wolach","startTime":45.84,"endTime":48.93,"body":"Firm, and she helped sellers of"},{"speaker":"Matt Wolach","startTime":48.93,"endTime":51.69,"body":"companies understand how to set"},{"speaker":"Matt Wolach","startTime":48.93,"endTime":51.69,"body":"up their company be ready for"},{"speaker":"Matt Wolach","startTime":51.69,"endTime":54.03,"body":"the exit how to go through the"},{"speaker":"Matt Wolach","startTime":51.69,"endTime":54.03,"body":"process, and to make sure"},{"speaker":"Matt Wolach","startTime":54.03,"endTime":57.42,"body":"they're maximizing that"},{"speaker":"Matt Wolach","startTime":54.03,"endTime":57.42,"body":"valuation so you get the most to"},{"speaker":"Matt Wolach","startTime":57.42,"endTime":59.88,"body":"achieve your dream. Definitely"},{"speaker":"Matt Wolach","startTime":57.42,"endTime":59.88,"body":"listen to this one if you're an"},{"speaker":"Matt Wolach","startTime":59.91,"endTime":62.88,"body":"owner of a software company,"},{"speaker":"Matt Wolach","startTime":59.91,"endTime":62.88,"body":"because she gives some great"},{"speaker":"Matt Wolach","startTime":62.88,"endTime":65.7,"body":"advice on what you can do to be"},{"speaker":"Matt Wolach","startTime":62.88,"endTime":65.7,"body":"ready to exit."},{"speaker":"Intro/ Outro","startTime":66.45,"endTime":69.69,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":66.45,"endTime":69.69,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":69.69,"endTime":72.78,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":69.69,"endTime":72.78,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":72.78,"endTime":76.74,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":72.78,"endTime":76.74,"body":"exit brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":76.74,"endTime":81.63,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":76.74,"endTime":81.63,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":81.63,"endTime":82.2,"body":"Wallach."},{"speaker":"Matt Wolach","startTime":82.62,"endTime":86.04,"body":"Hello, welcome it"},{"speaker":"Matt Wolach","startTime":82.62,"endTime":86.04,"body":"Scale Your SaaS. I'm super"},{"speaker":"Matt Wolach","startTime":86.04,"endTime":88.2,"body":"excited to have you here. Thank"},{"speaker":"Matt Wolach","startTime":86.04,"endTime":88.2,"body":"you for being here. If you're"},{"speaker":"Matt Wolach","startTime":88.2,"endTime":90.93,"body":"watching on YouTube, thank you"},{"speaker":"Matt Wolach","startTime":88.2,"endTime":90.93,"body":"for that. If you're listening on"},{"speaker":"Matt Wolach","startTime":90.93,"endTime":93.48,"body":"the podcast network, thank you"},{"speaker":"Matt Wolach","startTime":90.93,"endTime":93.48,"body":"for that as well. My name is"},{"speaker":"Matt Wolach","startTime":93.48,"endTime":97.05,"body":"Matt, and we are here to help"},{"speaker":"Matt Wolach","startTime":93.48,"endTime":97.05,"body":"you scale your SaaS so you can"},{"speaker":"Matt Wolach","startTime":97.05,"endTime":99.24,"body":"understand the right"},{"speaker":"Matt Wolach","startTime":97.05,"endTime":99.24,"body":"methodologies for building an"},{"speaker":"Matt Wolach","startTime":99.24,"endTime":102.27,"body":"incredible process. You can"},{"speaker":"Matt Wolach","startTime":99.24,"endTime":102.27,"body":"close a lot of deals, make a"},{"speaker":"Matt Wolach","startTime":102.27,"endTime":106.44,"body":"great awesome company and then"},{"speaker":"Matt Wolach","startTime":102.27,"endTime":106.44,"body":"exit to your dreams. And that is"},{"speaker":"Matt Wolach","startTime":106.44,"endTime":109.71,"body":"what we will be talking about"},{"speaker":"Matt Wolach","startTime":106.44,"endTime":109.71,"body":"today that exit and how to set"},{"speaker":"Matt Wolach","startTime":109.71,"endTime":112.59,"body":"yourself up for the exit. And"},{"speaker":"Matt Wolach","startTime":109.71,"endTime":112.59,"body":"that's why I'm really delighted"},{"speaker":"Matt Wolach","startTime":112.59,"endTime":114.96,"body":"to be joined by Christine"},{"speaker":"Matt Wolach","startTime":112.59,"endTime":114.96,"body":"McDaniel. Christine, how're you"},{"speaker":"Matt Wolach","startTime":114.96,"endTime":115.41,"body":"doing?"},{"speaker":"Christine McDannell","startTime":115.74,"endTime":117.69,"body":"I'm good,"},{"speaker":"Christine McDannell","startTime":115.74,"endTime":117.69,"body":"Matt, I love the energy that you"},{"speaker":"Christine McDannell","startTime":117.69,"endTime":119.16,"body":"bring to the show. That's"},{"speaker":"Christine McDannell","startTime":117.69,"endTime":119.16,"body":"awesome."},{"speaker":"Matt Wolach","startTime":120.03,"endTime":122.1,"body":"Thank you. And I"},{"speaker":"Matt Wolach","startTime":120.03,"endTime":122.1,"body":"know that you have that same"},{"speaker":"Matt Wolach","startTime":122.1,"endTime":124.62,"body":"energy. So I'm really looking"},{"speaker":"Matt Wolach","startTime":122.1,"endTime":124.62,"body":"forward to today. Let me make"},{"speaker":"Matt Wolach","startTime":124.62,"endTime":126.75,"body":"sure that everybody knows who"},{"speaker":"Matt Wolach","startTime":124.62,"endTime":126.75,"body":"you are, Christine. So"},{"speaker":"Matt Wolach","startTime":127.11,"endTime":129.51,"body":"Christine, guys, you're gonna"},{"speaker":"Matt Wolach","startTime":127.11,"endTime":129.51,"body":"want to definitely follow her"},{"speaker":"Matt Wolach","startTime":129.51,"endTime":132.69,"body":"and get to know her. She is the"},{"speaker":"Matt Wolach","startTime":129.51,"endTime":132.69,"body":"founder, business intermediary"},{"speaker":"Matt Wolach","startTime":132.69,"endTime":136.98,"body":"and broker at the Magnolia firm."},{"speaker":"Matt Wolach","startTime":132.69,"endTime":136.98,"body":"She's a lifetime entrepreneur"},{"speaker":"Matt Wolach","startTime":136.98,"endTime":140.79,"body":"that has put in the work she"},{"speaker":"Matt Wolach","startTime":136.98,"endTime":140.79,"body":"started acquired and sold 20"},{"speaker":"Matt Wolach","startTime":140.85,"endTime":144.81,"body":"plus of her own businesses and"},{"speaker":"Matt Wolach","startTime":140.85,"endTime":144.81,"body":"now helps others do the same."},{"speaker":"Matt Wolach","startTime":145.02,"endTime":148.05,"body":"The Magnolia firm is a highly"},{"speaker":"Matt Wolach","startTime":145.02,"endTime":148.05,"body":"specialized boutique business"},{"speaker":"Matt Wolach","startTime":148.05,"endTime":150.78,"body":"brokerage firm supporting"},{"speaker":"Matt Wolach","startTime":148.05,"endTime":150.78,"body":"entrepreneurs through the finish"},{"speaker":"Matt Wolach","startTime":150.78,"endTime":154.26,"body":"line of the most important steps"},{"speaker":"Matt Wolach","startTime":150.78,"endTime":154.26,"body":"they will ever take selling"},{"speaker":"Matt Wolach","startTime":154.29,"endTime":157.47,"body":"their company. And having been"},{"speaker":"Matt Wolach","startTime":154.29,"endTime":157.47,"body":"through that process myself, I"},{"speaker":"Matt Wolach","startTime":157.47,"endTime":160.11,"body":"can tell you, it is very"},{"speaker":"Matt Wolach","startTime":157.47,"endTime":160.11,"body":"important that you have somebody"},{"speaker":"Matt Wolach","startTime":160.11,"endTime":162.36,"body":"who knows what they're doing"},{"speaker":"Matt Wolach","startTime":160.11,"endTime":162.36,"body":"helping you out. Christine,"},{"speaker":"Matt Wolach","startTime":162.36,"endTime":163.83,"body":"thanks so much for coming on the"},{"speaker":"Matt Wolach","startTime":162.36,"endTime":163.83,"body":"show."},{"speaker":"Christine McDannell","startTime":164.25,"endTime":165.84,"body":"Of course."},{"speaker":"Christine McDannell","startTime":164.25,"endTime":165.84,"body":"Thanks for having me."},{"speaker":"Matt Wolach","startTime":166.53,"endTime":169.08,"body":"Absolutely. So tell"},{"speaker":"Matt Wolach","startTime":166.53,"endTime":169.08,"body":"me what's going on with you"},{"speaker":"Matt Wolach","startTime":169.08,"endTime":170.22,"body":"lately? And what's coming up?"},{"speaker":"Christine McDannell","startTime":171.15,"endTime":173.58,"body":"Yes, so"},{"speaker":"Christine McDannell","startTime":171.15,"endTime":173.58,"body":"believe it or not, even with the"},{"speaker":"Christine McDannell","startTime":173.58,"endTime":178.32,"body":"scary R word, which is recession"},{"speaker":"Christine McDannell","startTime":173.58,"endTime":178.32,"body":"or the bank fallout that was"},{"speaker":"Christine McDannell","startTime":178.32,"endTime":182.79,"body":"very recent. If people are still"},{"speaker":"Christine McDannell","startTime":178.32,"endTime":182.79,"body":"buying companies and more so"},{"speaker":"Christine McDannell","startTime":182.79,"endTime":186.75,"body":"than ever, it's a still hot hot"},{"speaker":"Christine McDannell","startTime":182.79,"endTime":186.75,"body":"seller's market, you know,"},{"speaker":"Christine McDannell","startTime":186.75,"endTime":188.61,"body":"people wind I'm not just saying"},{"speaker":"Christine McDannell","startTime":186.75,"endTime":188.61,"body":"that, because I'm in the"},{"speaker":"Christine McDannell","startTime":188.61,"endTime":192.54,"body":"industry, people want to have,"},{"speaker":"Christine McDannell","startTime":188.61,"endTime":192.54,"body":"you know, more stability, right?"},{"speaker":"Christine McDannell","startTime":192.54,"endTime":194.67,"body":"And these are cash flowing"},{"speaker":"Christine McDannell","startTime":192.54,"endTime":194.67,"body":"businesses. So let me be"},{"speaker":"Christine McDannell","startTime":194.67,"endTime":200.1,"body":"specific. So people are"},{"speaker":"Christine McDannell","startTime":194.67,"endTime":200.1,"body":"acquiring cash flowing, stable,"},{"speaker":"Christine McDannell","startTime":200.22,"endTime":202.62,"body":"you know, companies that still"},{"speaker":"Christine McDannell","startTime":200.22,"endTime":202.62,"body":"showing growth through these"},{"speaker":"Christine McDannell","startTime":202.62,"endTime":205.38,"body":"times. Those are the ones that"},{"speaker":"Christine McDannell","startTime":202.62,"endTime":205.38,"body":"people are picking up very"},{"speaker":"Christine McDannell","startTime":205.38,"endTime":205.98,"body":"quickly."},{"speaker":"Matt Wolach","startTime":206.85,"endTime":208.95,"body":"Yeah, and I totally"},{"speaker":"Matt Wolach","startTime":206.85,"endTime":208.95,"body":"agree. That's something that I"},{"speaker":"Matt Wolach","startTime":208.95,"endTime":211.08,"body":"had to go through learning. But"},{"speaker":"Matt Wolach","startTime":208.95,"endTime":211.08,"body":"it's also something that you"},{"speaker":"Matt Wolach","startTime":211.08,"endTime":213.81,"body":"know, as a coach who helps"},{"speaker":"Matt Wolach","startTime":211.08,"endTime":213.81,"body":"people put in the right process"},{"speaker":"Matt Wolach","startTime":213.81,"endTime":217.2,"body":"of scaling and, and growing,"},{"speaker":"Matt Wolach","startTime":213.81,"endTime":217.2,"body":"people come to me because they"},{"speaker":"Matt Wolach","startTime":217.23,"endTime":219.33,"body":"realize, hey, we're coming to"},{"speaker":"Matt Wolach","startTime":217.23,"endTime":219.33,"body":"exit, I want to make sure we"},{"speaker":"Matt Wolach","startTime":219.33,"endTime":223.11,"body":"increase our cash flow, we"},{"speaker":"Matt Wolach","startTime":219.33,"endTime":223.11,"body":"increase our sales and, of"},{"speaker":"Matt Wolach","startTime":223.11,"endTime":226.71,"body":"course, our revenues and"},{"speaker":"Matt Wolach","startTime":223.11,"endTime":226.71,"body":"profits. So absolutely. I'm glad"},{"speaker":"Matt Wolach","startTime":226.71,"endTime":228.66,"body":"that you mentioned that because"},{"speaker":"Matt Wolach","startTime":226.71,"endTime":228.66,"body":"it is really important for"},{"speaker":"Matt Wolach","startTime":228.66,"endTime":229.8,"body":"buyers to have that right."},{"speaker":"Christine McDannell","startTime":230.31,"endTime":232.23,"body":"Without a"},{"speaker":"Christine McDannell","startTime":230.31,"endTime":232.23,"body":"doubt. And yeah, what you do,"},{"speaker":"Christine McDannell","startTime":232.26,"endTime":235.86,"body":"it's like I love if people go to"},{"speaker":"Christine McDannell","startTime":232.26,"endTime":235.86,"body":"somebody like you before they"},{"speaker":"Christine McDannell","startTime":235.86,"endTime":239.82,"body":"come to us. What ends up"},{"speaker":"Christine McDannell","startTime":235.86,"endTime":239.82,"body":"happening is they come to me and"},{"speaker":"Christine McDannell","startTime":239.82,"endTime":243.36,"body":"they say, Hey, I wanted to sell"},{"speaker":"Christine McDannell","startTime":239.82,"endTime":243.36,"body":"my business yesterday. So we're"},{"speaker":"Christine McDannell","startTime":243.36,"endTime":246.45,"body":"scrambling to try to position it"},{"speaker":"Christine McDannell","startTime":243.36,"endTime":246.45,"body":"the best that we can maybe their"},{"speaker":"Christine McDannell","startTime":246.45,"endTime":249.12,"body":"systems and I know we'll talk"},{"speaker":"Christine McDannell","startTime":246.45,"endTime":249.12,"body":"about like what they need to do"},{"speaker":"Christine McDannell","startTime":249.12,"endTime":252.72,"body":"now to position for great exit"},{"speaker":"Christine McDannell","startTime":249.12,"endTime":252.72,"body":"so they don't leave money on the"},{"speaker":"Christine McDannell","startTime":252.72,"endTime":256.35,"body":"table. But yeah, somebody like"},{"speaker":"Christine McDannell","startTime":252.72,"endTime":256.35,"body":"you to get in there first and"},{"speaker":"Christine McDannell","startTime":256.35,"endTime":259.62,"body":"systematize and really, you"},{"speaker":"Christine McDannell","startTime":256.35,"endTime":259.62,"body":"know, make it like a well oiled"},{"speaker":"Christine McDannell","startTime":259.62,"endTime":263.25,"body":"machine will add that much more"},{"speaker":"Christine McDannell","startTime":259.62,"endTime":263.25,"body":"value to that that exit number"},{"speaker":"Christine McDannell","startTime":263.25,"endTime":264.12,"body":"at the end of the day."},{"speaker":"Matt Wolach","startTime":265.14,"endTime":267.75,"body":"Yeah, I love it. I"},{"speaker":"Matt Wolach","startTime":265.14,"endTime":267.75,"body":"totally agree. I want to go back"},{"speaker":"Matt Wolach","startTime":267.75,"endTime":270.36,"body":"what gave you the idea to start"},{"speaker":"Matt Wolach","startTime":267.75,"endTime":270.36,"body":"the Magnolia firm?"},{"speaker":"Christine McDannell","startTime":271.11,"endTime":273.93,"body":"Well, I"},{"speaker":"Christine McDannell","startTime":271.11,"endTime":273.93,"body":"myself have built and sold a lot"},{"speaker":"Christine McDannell","startTime":273.93,"endTime":277.77,"body":"of companies. So I'm over the"},{"speaker":"Christine McDannell","startTime":273.93,"endTime":277.77,"body":"last 19 years. Multiple"},{"speaker":"Christine McDannell","startTime":277.77,"endTime":282.09,"body":"startups, multiple exits,"},{"speaker":"Christine McDannell","startTime":277.77,"endTime":282.09,"body":"acquisitions, roll ups. That's"},{"speaker":"Christine McDannell","startTime":282.09,"endTime":284.97,"body":"That's my game. That's what I've"},{"speaker":"Christine McDannell","startTime":282.09,"endTime":284.97,"body":"been doing. And I did have a"},{"speaker":"Christine McDannell","startTime":284.97,"endTime":287.76,"body":"business broker business"},{"speaker":"Christine McDannell","startTime":284.97,"endTime":287.76,"body":"intermediary, my very first"},{"speaker":"Christine McDannell","startTime":287.76,"endTime":290.85,"body":"exit. And then after that, I'm"},{"speaker":"Christine McDannell","startTime":287.76,"endTime":290.85,"body":"like, Look, I started the"},{"speaker":"Christine McDannell","startTime":290.85,"endTime":293.4,"body":"company from scratch. I'm a"},{"speaker":"Christine McDannell","startTime":290.85,"endTime":293.4,"body":"marketer, I'm a salesperson, why"},{"speaker":"Christine McDannell","startTime":293.4,"endTime":297.78,"body":"can't I sell my own company? And"},{"speaker":"Christine McDannell","startTime":293.4,"endTime":297.78,"body":"so they're on after I was doing"},{"speaker":"Christine McDannell","startTime":297.78,"endTime":300.78,"body":"all my own transactions even"},{"speaker":"Christine McDannell","startTime":297.78,"endTime":300.78,"body":"along with the law. larger ones."},{"speaker":"Christine McDannell","startTime":301.05,"endTime":304.02,"body":"And then my friends started"},{"speaker":"Christine McDannell","startTime":301.05,"endTime":304.02,"body":"coming to me and having me help"},{"speaker":"Christine McDannell","startTime":304.02,"endTime":307.32,"body":"them with their exits about a"},{"speaker":"Christine McDannell","startTime":304.02,"endTime":307.32,"body":"year and a half ago. And yeah,"},{"speaker":"Christine McDannell","startTime":307.32,"endTime":310.83,"body":"just like okay, I guess this is"},{"speaker":"Christine McDannell","startTime":307.32,"endTime":310.83,"body":"what I'm doing next. So launch"},{"speaker":"Christine McDannell","startTime":310.83,"endTime":312.03,"body":"the Magnolia firm."},{"speaker":"Matt Wolach","startTime":312.84,"endTime":314.73,"body":"Very cool. And you"},{"speaker":"Matt Wolach","startTime":312.84,"endTime":314.73,"body":"told me before we started"},{"speaker":"Matt Wolach","startTime":314.73,"endTime":316.8,"body":"recording, you were a SAS owner"},{"speaker":"Matt Wolach","startTime":314.73,"endTime":316.8,"body":"as well, right?"},{"speaker":"Christine McDannell","startTime":317.19,"endTime":318.93,"body":"That was"},{"speaker":"Christine McDannell","startTime":317.19,"endTime":318.93,"body":"the last venture that was the"},{"speaker":"Christine McDannell","startTime":318.93,"endTime":323.28,"body":"hardest. I know. I said, I could"},{"speaker":"Christine McDannell","startTime":318.93,"endTime":323.28,"body":"speak to the SAS community."},{"speaker":"Christine McDannell","startTime":323.85,"endTime":328.23,"body":"Yeah, three years didn't hit"},{"speaker":"Christine McDannell","startTime":323.85,"endTime":328.23,"body":"revenue, was still able to exit"},{"speaker":"Christine McDannell","startTime":328.23,"endTime":330.81,"body":"it. But it was like pennies on"},{"speaker":"Christine McDannell","startTime":328.23,"endTime":330.81,"body":"the dollar, we'd raised a lot of"},{"speaker":"Christine McDannell","startTime":330.81,"endTime":334.74,"body":"capital. I mean, I was lucky in"},{"speaker":"Christine McDannell","startTime":330.81,"endTime":334.74,"body":"the sense for two things that I"},{"speaker":"Christine McDannell","startTime":334.74,"endTime":340.08,"body":"was it was the heydays of, you"},{"speaker":"Christine McDannell","startTime":334.74,"endTime":340.08,"body":"know, 2018 to 2020 2019. The"},{"speaker":"Christine McDannell","startTime":340.08,"endTime":343.77,"body":"valuations were off the charts,"},{"speaker":"Christine McDannell","startTime":340.08,"endTime":343.77,"body":"you know, for my SAS company to"},{"speaker":"Christine McDannell","startTime":343.77,"endTime":348.93,"body":"be 1010 months old, pre revenue"},{"speaker":"Christine McDannell","startTime":343.77,"endTime":348.93,"body":"to be worth $10 million is like,"},{"speaker":"Christine McDannell","startTime":349.05,"endTime":353.7,"body":"unheard. Like, it made no sense"},{"speaker":"Christine McDannell","startTime":349.05,"endTime":353.7,"body":"to me. But I just went with it."},{"speaker":"Christine McDannell","startTime":353.7,"endTime":358.08,"body":"And we raised on a 10 million"},{"speaker":"Christine McDannell","startTime":353.7,"endTime":358.08,"body":"cap. And so it was a wild ride,"},{"speaker":"Christine McDannell","startTime":358.08,"endTime":362.01,"body":"it was 90 hour weeks is no"},{"speaker":"Christine McDannell","startTime":358.08,"endTime":362.01,"body":"sleep. It was it was the most"},{"speaker":"Christine McDannell","startTime":362.01,"endTime":364.59,"body":"stress I've had in my life for"},{"speaker":"Christine McDannell","startTime":362.01,"endTime":364.59,"body":"three years. But the second"},{"speaker":"Christine McDannell","startTime":364.59,"endTime":367.71,"body":"thing that came out of it was"},{"speaker":"Christine McDannell","startTime":364.59,"endTime":367.71,"body":"now I can help SAS companies"},{"speaker":"Christine McDannell","startTime":367.71,"endTime":371.97,"body":"exit, right. I know the game, I"},{"speaker":"Christine McDannell","startTime":367.71,"endTime":371.97,"body":"know, the raising capital. And"},{"speaker":"Christine McDannell","startTime":371.97,"endTime":375.24,"body":"to that point to, you know, I"},{"speaker":"Christine McDannell","startTime":371.97,"endTime":375.24,"body":"know you have very savvy"},{"speaker":"Christine McDannell","startTime":375.27,"endTime":379.05,"body":"listeners and followers. But"},{"speaker":"Christine McDannell","startTime":375.27,"endTime":379.05,"body":"some people now are coming to us"},{"speaker":"Christine McDannell","startTime":379.05,"endTime":382.98,"body":"and saying, you know, because"},{"speaker":"Christine McDannell","startTime":379.05,"endTime":382.98,"body":"they raised on a 10 million cap"},{"speaker":"Christine McDannell","startTime":382.98,"endTime":386.31,"body":"or whatever it was on a certain"},{"speaker":"Christine McDannell","startTime":382.98,"endTime":386.31,"body":"valuation. Okay, well, I raised"},{"speaker":"Christine McDannell","startTime":386.34,"endTime":389.4,"body":"I just raise capital two years"},{"speaker":"Christine McDannell","startTime":386.34,"endTime":389.4,"body":"gone. 15, you know, my company"},{"speaker":"Christine McDannell","startTime":389.4,"endTime":392.28,"body":"was worth 15 million, I want to"},{"speaker":"Christine McDannell","startTime":389.4,"endTime":392.28,"body":"sell it right now for 15"},{"speaker":"Christine McDannell","startTime":392.28,"endTime":395.94,"body":"million. And I'm like, Yeah,"},{"speaker":"Christine McDannell","startTime":392.28,"endTime":395.94,"body":"that's not what you can get for"},{"speaker":"Christine McDannell","startTime":395.94,"endTime":399.63,"body":"your company as a purchase"},{"speaker":"Christine McDannell","startTime":395.94,"endTime":399.63,"body":"price. So So sometimes, you"},{"speaker":"Christine McDannell","startTime":399.63,"endTime":403.68,"body":"know, I do have to educate"},{"speaker":"Christine McDannell","startTime":399.63,"endTime":403.68,"body":"people in the sense that, that,"},{"speaker":"Christine McDannell","startTime":403.71,"endTime":406.53,"body":"yeah, that doesn't necessarily"},{"speaker":"Christine McDannell","startTime":403.71,"endTime":406.53,"body":"mean your company, somebody's"},{"speaker":"Christine McDannell","startTime":406.53,"endTime":408.0,"body":"gonna pay that much for a"},{"speaker":"Christine McDannell","startTime":406.53,"endTime":408.0,"body":"company."},{"speaker":"Matt Wolach","startTime":408.84,"endTime":411.3,"body":"Yeah, I'm sure it's"},{"speaker":"Matt Wolach","startTime":408.84,"endTime":411.3,"body":"important for somebody to have"},{"speaker":"Matt Wolach","startTime":411.3,"endTime":414.6,"body":"that person to kind of really"},{"speaker":"Matt Wolach","startTime":411.3,"endTime":414.6,"body":"kind of level set with them and"},{"speaker":"Matt Wolach","startTime":414.6,"endTime":417.24,"body":"get their expectations in the"},{"speaker":"Matt Wolach","startTime":414.6,"endTime":417.24,"body":"right place, right? Because so"},{"speaker":"Matt Wolach","startTime":417.24,"endTime":420.27,"body":"many of us founders, were always"},{"speaker":"Matt Wolach","startTime":417.24,"endTime":420.27,"body":"like, Oh, my company's worth"},{"speaker":"Matt Wolach","startTime":420.51,"endTime":423.87,"body":"this and this, and it's really"},{"speaker":"Matt Wolach","startTime":420.51,"endTime":423.87,"body":"more about the market the data,"},{"speaker":"Matt Wolach","startTime":423.87,"endTime":426.09,"body":"right? What what do you look at"},{"speaker":"Matt Wolach","startTime":423.87,"endTime":426.09,"body":"when you're looking at the"},{"speaker":"Matt Wolach","startTime":426.09,"endTime":428.1,"body":"valuation of a company?"},{"speaker":"Christine McDannell","startTime":428.76,"endTime":430.98,"body":"Yeah, I"},{"speaker":"Christine McDannell","startTime":428.76,"endTime":430.98,"body":"mean, out the gate, it's going"},{"speaker":"Christine McDannell","startTime":430.98,"endTime":434.88,"body":"to be that baseline of profit"},{"speaker":"Christine McDannell","startTime":430.98,"endTime":434.88,"body":"EBIT a seller, SD, whatever you"},{"speaker":"Christine McDannell","startTime":434.88,"endTime":437.52,"body":"want to call it, you know,"},{"speaker":"Christine McDannell","startTime":434.88,"endTime":437.52,"body":"sellers, discretionary income,"},{"speaker":"Christine McDannell","startTime":438.39,"endTime":441.78,"body":"earnings, I mean, at the bottom"},{"speaker":"Christine McDannell","startTime":438.39,"endTime":441.78,"body":"of the bottom line of, you know,"},{"speaker":"Christine McDannell","startTime":441.78,"endTime":444.69,"body":"all the money you bring in, and"},{"speaker":"Christine McDannell","startTime":441.78,"endTime":444.69,"body":"then you take out and we're"},{"speaker":"Christine McDannell","startTime":444.69,"endTime":447.6,"body":"adding back your ad back. So"},{"speaker":"Christine McDannell","startTime":444.69,"endTime":447.6,"body":"obviously, you guys are running"},{"speaker":"Christine McDannell","startTime":447.6,"endTime":450.81,"body":"stuff for your business,"},{"speaker":"Christine McDannell","startTime":447.6,"endTime":450.81,"body":"everybody knows it. So we add"},{"speaker":"Christine McDannell","startTime":450.81,"endTime":453.54,"body":"that back into that bottom,"},{"speaker":"Christine McDannell","startTime":450.81,"endTime":453.54,"body":"because then the multiples based"},{"speaker":"Christine McDannell","startTime":453.54,"endTime":456.3,"body":"off of that, that's number one,"},{"speaker":"Christine McDannell","startTime":453.54,"endTime":456.3,"body":"that's kind of my base or"},{"speaker":"Christine McDannell","startTime":456.3,"endTime":460.47,"body":"baseline. I'm not a fan of"},{"speaker":"Christine McDannell","startTime":456.3,"endTime":460.47,"body":"people just strictly saying it's"},{"speaker":"Christine McDannell","startTime":460.47,"endTime":464.58,"body":"a multiple of your profit it is,"},{"speaker":"Christine McDannell","startTime":460.47,"endTime":464.58,"body":"first off that that what your"},{"speaker":"Christine McDannell","startTime":464.58,"endTime":466.71,"body":"company is worth is what"},{"speaker":"Christine McDannell","startTime":464.58,"endTime":466.71,"body":"somebody's willing to pay for"},{"speaker":"Christine McDannell","startTime":466.71,"endTime":470.46,"body":"it. I've said that forever. And"},{"speaker":"Christine McDannell","startTime":466.71,"endTime":470.46,"body":"it is so true no matter what,"},{"speaker":"Christine McDannell","startTime":470.49,"endTime":473.16,"body":"okay, that's what your company"},{"speaker":"Christine McDannell","startTime":470.49,"endTime":473.16,"body":"is truly worth what someone's"},{"speaker":"Christine McDannell","startTime":473.16,"endTime":476.28,"body":"willing to pay. But okay, we're"},{"speaker":"Christine McDannell","startTime":473.16,"endTime":476.28,"body":"going to take that that net"},{"speaker":"Christine McDannell","startTime":476.28,"endTime":479.25,"body":"profit as a baseline, but then"},{"speaker":"Christine McDannell","startTime":476.28,"endTime":479.25,"body":"I'm going to check, I'm going to"},{"speaker":"Christine McDannell","startTime":479.25,"endTime":482.37,"body":"start adding on to that, right,"},{"speaker":"Christine McDannell","startTime":479.25,"endTime":482.37,"body":"like, what's your reputation,"},{"speaker":"Christine McDannell","startTime":482.37,"endTime":486.0,"body":"like how many years in business,"},{"speaker":"Christine McDannell","startTime":482.37,"endTime":486.0,"body":"the longevity of your team, your"},{"speaker":"Christine McDannell","startTime":486.0,"endTime":490.71,"body":"systems in place, all that"},{"speaker":"Christine McDannell","startTime":486.0,"endTime":490.71,"body":"stuff, it comes into play. And"},{"speaker":"Christine McDannell","startTime":490.71,"endTime":494.37,"body":"that's what we start putting"},{"speaker":"Christine McDannell","startTime":490.71,"endTime":494.37,"body":"into a package and, and"},{"speaker":"Christine McDannell","startTime":494.37,"endTime":496.71,"body":"marketing the company for sale."},{"speaker":"Christine McDannell","startTime":494.37,"endTime":496.71,"body":"Just like if you're raising"},{"speaker":"Christine McDannell","startTime":496.71,"endTime":499.83,"body":"capital, you need to put a lot"},{"speaker":"Christine McDannell","startTime":496.71,"endTime":499.83,"body":"of work into how you're going to"},{"speaker":"Christine McDannell","startTime":499.83,"endTime":504.33,"body":"position it for sell. And I"},{"speaker":"Christine McDannell","startTime":499.83,"endTime":504.33,"body":"don't even see like decks done"},{"speaker":"Christine McDannell","startTime":504.33,"endTime":506.46,"body":"when a company is going to"},{"speaker":"Christine McDannell","startTime":504.33,"endTime":506.46,"body":"market for sale. They don't even"},{"speaker":"Christine McDannell","startTime":506.46,"endTime":509.01,"body":"do a pitch deck. And I'm like,"},{"speaker":"Christine McDannell","startTime":506.46,"endTime":509.01,"body":"Yeah, but you'll do one to raise"},{"speaker":"Christine McDannell","startTime":509.01,"endTime":513.63,"body":"all this capital, this slick"},{"speaker":"Christine McDannell","startTime":509.01,"endTime":513.63,"body":"deck and this presentation. So"},{"speaker":"Christine McDannell","startTime":513.63,"endTime":516.54,"body":"yeah, it's been, that's the part"},{"speaker":"Christine McDannell","startTime":513.63,"endTime":516.54,"body":"we do for people."},{"speaker":"Matt Wolach","startTime":517.53,"endTime":520.56,"body":"Awesome. So what"},{"speaker":"Matt Wolach","startTime":517.53,"endTime":520.56,"body":"exactly would an advisor like"},{"speaker":"Matt Wolach","startTime":520.56,"endTime":523.32,"body":"you like if somebody's like,"},{"speaker":"Matt Wolach","startTime":520.56,"endTime":523.32,"body":"Okay, I'm starting to get there."},{"speaker":"Matt Wolach","startTime":523.56,"endTime":527.82,"body":"How do you guys help? Or anybody"},{"speaker":"Matt Wolach","startTime":523.56,"endTime":527.82,"body":"who's helping like an advisor on"},{"speaker":"Matt Wolach","startTime":527.82,"endTime":529.41,"body":"a buying or selling transaction?"},{"speaker":"Christine McDannell","startTime":530.01,"endTime":532.29,"body":"Yeah, so"},{"speaker":"Christine McDannell","startTime":530.01,"endTime":532.29,"body":"we're mostly on this sell side."},{"speaker":"Christine McDannell","startTime":532.5,"endTime":535.23,"body":"We do actually double sided"},{"speaker":"Christine McDannell","startTime":532.5,"endTime":535.23,"body":"transactions a lot because a"},{"speaker":"Christine McDannell","startTime":535.23,"endTime":538.26,"body":"buyer comes to us unrepresented."},{"speaker":"Christine McDannell","startTime":535.23,"endTime":538.26,"body":"So I'm usually helping both"},{"speaker":"Christine McDannell","startTime":538.26,"endTime":542.58,"body":"sides, which I actually love to"},{"speaker":"Christine McDannell","startTime":538.26,"endTime":542.58,"body":"do. So yeah, we're just kind of"},{"speaker":"Christine McDannell","startTime":542.64,"endTime":545.73,"body":"a hand holding our seller, you"},{"speaker":"Christine McDannell","startTime":542.64,"endTime":545.73,"body":"know, we want to come with a an"},{"speaker":"Christine McDannell","startTime":545.73,"endTime":548.1,"body":"asking, we're not going to"},{"speaker":"Christine McDannell","startTime":545.73,"endTime":548.1,"body":"pressure them. It's their"},{"speaker":"Christine McDannell","startTime":548.1,"endTime":551.88,"body":"company, like I never ever want"},{"speaker":"Christine McDannell","startTime":548.1,"endTime":551.88,"body":"to bully or pressure a seller"},{"speaker":"Christine McDannell","startTime":551.88,"endTime":556.08,"body":"into taking a lower price, or"},{"speaker":"Christine McDannell","startTime":551.88,"endTime":556.08,"body":"taking them to market and then"},{"speaker":"Christine McDannell","startTime":556.08,"endTime":559.44,"body":"pushing them down on price. I've"},{"speaker":"Christine McDannell","startTime":556.08,"endTime":559.44,"body":"seen that done in this industry,"},{"speaker":"Christine McDannell","startTime":559.44,"endTime":564.0,"body":"which is really sad to watch. So"},{"speaker":"Christine McDannell","startTime":559.44,"endTime":564.0,"body":"yeah, we collectively agree on a"},{"speaker":"Christine McDannell","startTime":564.0,"endTime":566.85,"body":"go to market price, right? It's"},{"speaker":"Christine McDannell","startTime":564.0,"endTime":566.85,"body":"got to be a reasonable price."},{"speaker":"Christine McDannell","startTime":567.12,"endTime":569.97,"body":"And they could stay true to that"},{"speaker":"Christine McDannell","startTime":567.12,"endTime":569.97,"body":"number for as long as they want,"},{"speaker":"Christine McDannell","startTime":570.0,"endTime":572.91,"body":"you know, and based on market"},{"speaker":"Christine McDannell","startTime":570.0,"endTime":572.91,"body":"conditions, and if they're"},{"speaker":"Christine McDannell","startTime":572.91,"endTime":575.58,"body":"patient, I don't you know,"},{"speaker":"Christine McDannell","startTime":572.91,"endTime":575.58,"body":"that's fine. We don't have to"},{"speaker":"Christine McDannell","startTime":575.58,"endTime":578.46,"body":"lower the price. Even if"},{"speaker":"Christine McDannell","startTime":575.58,"endTime":578.46,"body":"everybody's telling us hey, it's"},{"speaker":"Christine McDannell","startTime":578.46,"endTime":582.21,"body":"too high. It's too high. You"},{"speaker":"Christine McDannell","startTime":578.46,"endTime":582.21,"body":"know, we we relay that to our"},{"speaker":"Christine McDannell","startTime":582.21,"endTime":585.39,"body":"seller, like hey, here's the"},{"speaker":"Christine McDannell","startTime":582.21,"endTime":585.39,"body":"objections we're getting, or,"},{"speaker":"Christine McDannell","startTime":585.42,"endTime":589.44,"body":"Hey, you're too You're involved"},{"speaker":"Christine McDannell","startTime":585.42,"endTime":589.44,"body":"too and for your listeners."},{"speaker":"Christine McDannell","startTime":589.65,"endTime":592.47,"body":"Another thing you want to work"},{"speaker":"Christine McDannell","startTime":589.65,"endTime":592.47,"body":"out, you know while you're doing"},{"speaker":"Christine McDannell","startTime":592.47,"endTime":595.95,"body":"this planning is working"},{"speaker":"Christine McDannell","startTime":592.47,"endTime":595.95,"body":"yourself out of the company. So"},{"speaker":"Christine McDannell","startTime":595.95,"endTime":599.4,"body":"we see the company I'm sure you"},{"speaker":"Christine McDannell","startTime":595.95,"endTime":599.4,"body":"see that I'm sure that's what"},{"speaker":"Christine McDannell","startTime":599.4,"endTime":603.21,"body":"you come in help them fix is"},{"speaker":"Christine McDannell","startTime":599.4,"endTime":603.21,"body":"that you're so like the"},{"speaker":"Christine McDannell","startTime":603.21,"endTime":605.79,"body":"company's wrapped around you, if"},{"speaker":"Christine McDannell","startTime":603.21,"endTime":605.79,"body":"you were not there, that company"},{"speaker":"Christine McDannell","startTime":605.79,"endTime":608.31,"body":"would fall apart. So are you"},{"speaker":"Christine McDannell","startTime":605.79,"endTime":608.31,"body":"just the only one doing the"},{"speaker":"Christine McDannell","startTime":608.31,"endTime":611.22,"body":"bizdev? Like you're the one"},{"speaker":"Christine McDannell","startTime":608.31,"endTime":611.22,"body":"landing all the big clients, you"},{"speaker":"Christine McDannell","startTime":611.22,"endTime":613.8,"body":"know, if that's the case, you"},{"speaker":"Christine McDannell","startTime":611.22,"endTime":613.8,"body":"got to put somebody in for"},{"speaker":"Christine McDannell","startTime":613.8,"endTime":617.1,"body":"bizdev position, take yourself"},{"speaker":"Christine McDannell","startTime":613.8,"endTime":617.1,"body":"out of it. Because again, when"},{"speaker":"Christine McDannell","startTime":617.1,"endTime":619.2,"body":"somebody goes by your company,"},{"speaker":"Christine McDannell","startTime":617.1,"endTime":619.2,"body":"they're gonna say, well, shoot,"},{"speaker":"Christine McDannell","startTime":619.2,"endTime":621.99,"body":"it's wrapped around you and you"},{"speaker":"Christine McDannell","startTime":619.2,"endTime":621.99,"body":"can't leave, or you're gonna"},{"speaker":"Christine McDannell","startTime":621.99,"endTime":624.87,"body":"have a long urn out like a four"},{"speaker":"Christine McDannell","startTime":621.99,"endTime":624.87,"body":"year earnout, which I'm telling"},{"speaker":"Christine McDannell","startTime":624.87,"endTime":628.32,"body":"you do not we will not let our"},{"speaker":"Christine McDannell","startTime":624.87,"endTime":628.32,"body":"sellers do that we won't let"},{"speaker":"Christine McDannell","startTime":628.32,"endTime":631.23,"body":"them do really any error now,"},{"speaker":"Christine McDannell","startTime":628.32,"endTime":631.23,"body":"but you want to avoid that."},{"speaker":"Matt Wolach","startTime":632.19,"endTime":634.35,"body":"I totally agree."},{"speaker":"Matt Wolach","startTime":632.19,"endTime":634.35,"body":"That's something I do help with."},{"speaker":"Matt Wolach","startTime":634.35,"endTime":636.9,"body":"And just to add some"},{"speaker":"Matt Wolach","startTime":634.35,"endTime":636.9,"body":"piggybacking on that,"},{"speaker":"Matt Wolach","startTime":637.26,"endTime":640.77,"body":"absolutely. In the early days, I"},{"speaker":"Matt Wolach","startTime":637.26,"endTime":640.77,"body":"highly recommend that founders"},{"speaker":"Matt Wolach","startTime":640.77,"endTime":643.14,"body":"are the ones who do the sales,"},{"speaker":"Matt Wolach","startTime":640.77,"endTime":643.14,"body":"it's really important for you to"},{"speaker":"Matt Wolach","startTime":643.14,"endTime":646.32,"body":"get to know your market and your"},{"speaker":"Matt Wolach","startTime":643.14,"endTime":646.32,"body":"buyer and what they want what"},{"speaker":"Matt Wolach","startTime":646.32,"endTime":648.72,"body":"they need. It helps you"},{"speaker":"Matt Wolach","startTime":646.32,"endTime":648.72,"body":"understand marketing messaging"},{"speaker":"Matt Wolach","startTime":648.72,"endTime":651.24,"body":"helps you understand your sales"},{"speaker":"Matt Wolach","startTime":648.72,"endTime":651.24,"body":"process helps you build out the"},{"speaker":"Matt Wolach","startTime":651.24,"endTime":656.28,"body":"product even better to fit them."},{"speaker":"Matt Wolach","startTime":651.24,"endTime":656.28,"body":"But once you get that, you need"},{"speaker":"Matt Wolach","startTime":656.28,"endTime":658.56,"body":"to make sure you shift it to"},{"speaker":"Matt Wolach","startTime":656.28,"endTime":658.56,"body":"somebody else, you need to have"},{"speaker":"Matt Wolach","startTime":658.56,"endTime":661.71,"body":"the right process right formulas"},{"speaker":"Matt Wolach","startTime":658.56,"endTime":661.71,"body":"in place, the right playbooks,"},{"speaker":"Matt Wolach","startTime":661.71,"endTime":664.26,"body":"so you can bring somebody in,"},{"speaker":"Matt Wolach","startTime":661.71,"endTime":664.26,"body":"they can take over, they can"},{"speaker":"Matt Wolach","startTime":664.26,"endTime":667.08,"body":"walk through that exact same"},{"speaker":"Matt Wolach","startTime":664.26,"endTime":667.08,"body":"thing, sell just as well as you"},{"speaker":"Matt Wolach","startTime":667.08,"endTime":669.39,"body":"which a lot of founders have"},{"speaker":"Matt Wolach","startTime":667.08,"endTime":669.39,"body":"trouble with getting that next"},{"speaker":"Matt Wolach","startTime":669.39,"endTime":672.15,"body":"person to sell as well as them"},{"speaker":"Matt Wolach","startTime":669.39,"endTime":672.15,"body":"with the right process. You can"},{"speaker":"Matt Wolach","startTime":672.15,"endTime":675.84,"body":"do it, but you need them selling"},{"speaker":"Matt Wolach","startTime":672.15,"endTime":675.84,"body":"as well as you and then that is"},{"speaker":"Matt Wolach","startTime":675.84,"endTime":678.54,"body":"a very sellable business,"},{"speaker":"Matt Wolach","startTime":675.84,"endTime":678.54,"body":"because you're not involved in"},{"speaker":"Matt Wolach","startTime":678.54,"endTime":681.06,"body":"something that somebody else can"},{"speaker":"Matt Wolach","startTime":678.54,"endTime":681.06,"body":"take over. I totally agree with"},{"speaker":"Matt Wolach","startTime":681.06,"endTime":681.99,"body":"you. Great point. Christine."},{"speaker":"Christine McDannell","startTime":682.74,"endTime":684.21,"body":"Cool,"},{"speaker":"Christine McDannell","startTime":682.74,"endTime":684.21,"body":"thanks. Yeah."},{"speaker":"Matt Wolach","startTime":685.29,"endTime":687.33,"body":"So you mentioned"},{"speaker":"Matt Wolach","startTime":685.29,"endTime":687.33,"body":"that sometimes you're working"},{"speaker":"Matt Wolach","startTime":687.33,"endTime":689.97,"body":"with buyer and seller, I think"},{"speaker":"Matt Wolach","startTime":687.33,"endTime":689.97,"body":"that's great. How do you balance"},{"speaker":"Matt Wolach","startTime":689.97,"endTime":692.85,"body":"the needs and interests? When"},{"speaker":"Matt Wolach","startTime":689.97,"endTime":692.85,"body":"you are working with both of"},{"speaker":"Matt Wolach","startTime":692.85,"endTime":694.71,"body":"them? How do you make sure that"},{"speaker":"Matt Wolach","startTime":692.85,"endTime":694.71,"body":"everything kind of aligns?"},{"speaker":"Christine McDannell","startTime":695.4,"endTime":697.83,"body":"Yeah, I'm a"},{"speaker":"Christine McDannell","startTime":695.4,"endTime":697.83,"body":"really big fan of winwin. I"},{"speaker":"Christine McDannell","startTime":697.83,"endTime":701.01,"body":"know, some people, you know,"},{"speaker":"Christine McDannell","startTime":697.83,"endTime":701.01,"body":"don't don't think that's even"},{"speaker":"Christine McDannell","startTime":701.01,"endTime":704.16,"body":"possible. But I disagree with"},{"speaker":"Christine McDannell","startTime":701.01,"endTime":704.16,"body":"that point that people make."},{"speaker":"Christine McDannell","startTime":705.03,"endTime":708.18,"body":"It's it's definitely what you"},{"speaker":"Christine McDannell","startTime":705.03,"endTime":708.18,"body":"know, it takes some"},{"speaker":"Christine McDannell","startTime":708.21,"endTime":711.24,"body":"negotiations, it takes them a"},{"speaker":"Christine McDannell","startTime":708.21,"endTime":711.24,"body":"little bit of give maybe on each"},{"speaker":"Christine McDannell","startTime":711.24,"endTime":714.72,"body":"side to get to that point. But"},{"speaker":"Christine McDannell","startTime":711.24,"endTime":714.72,"body":"it can be a win win, right for"},{"speaker":"Christine McDannell","startTime":714.72,"endTime":718.47,"body":"both parties, you know, and f"},{"speaker":"Christine McDannell","startTime":714.72,"endTime":718.47,"body":"being having high integrity and"},{"speaker":"Christine McDannell","startTime":718.47,"endTime":721.56,"body":"ethics, and I have to be able to"},{"speaker":"Christine McDannell","startTime":718.47,"endTime":721.56,"body":"sleep at night, like I have to"},{"speaker":"Christine McDannell","startTime":721.56,"endTime":725.7,"body":"be so there's there, I have to"},{"speaker":"Christine McDannell","startTime":721.56,"endTime":725.7,"body":"know I'm doing best for both"},{"speaker":"Christine McDannell","startTime":725.7,"endTime":728.91,"body":"parties, a lot majority of our"},{"speaker":"Christine McDannell","startTime":725.7,"endTime":728.91,"body":"buyers Believe it or not, are"},{"speaker":"Christine McDannell","startTime":728.91,"endTime":732.81,"body":"first time business owners, you"},{"speaker":"Christine McDannell","startTime":728.91,"endTime":732.81,"body":"know, they're leaving corporate,"},{"speaker":"Christine McDannell","startTime":732.93,"endTime":736.26,"body":"they got you know, COVID gave"},{"speaker":"Christine McDannell","startTime":732.93,"endTime":736.26,"body":"them that taste of freedom. And"},{"speaker":"Christine McDannell","startTime":736.26,"endTime":738.96,"body":"then they go back to the office."},{"speaker":"Christine McDannell","startTime":736.26,"endTime":738.96,"body":"And now they're like, Look, I"},{"speaker":"Christine McDannell","startTime":738.96,"endTime":741.57,"body":"just I'm ready to kind of strike"},{"speaker":"Christine McDannell","startTime":738.96,"endTime":741.57,"body":"out on my own. So that's"},{"speaker":"Christine McDannell","startTime":741.57,"endTime":744.3,"body":"exciting. So a lot of times, and"},{"speaker":"Christine McDannell","startTime":741.57,"endTime":744.3,"body":"I'm passionate, even more"},{"speaker":"Christine McDannell","startTime":744.3,"endTime":746.49,"body":"passionate about helping"},{"speaker":"Christine McDannell","startTime":744.3,"endTime":746.49,"body":"somebody that's getting into"},{"speaker":"Christine McDannell","startTime":746.49,"endTime":748.11,"body":"entrepreneurship for the first"},{"speaker":"Christine McDannell","startTime":746.49,"endTime":748.11,"body":"time."},{"speaker":"Matt Wolach","startTime":749.31,"endTime":751.14,"body":"I love it,"},{"speaker":"Matt Wolach","startTime":749.31,"endTime":751.14,"body":"definitely, it's super cool to"},{"speaker":"Matt Wolach","startTime":751.14,"endTime":754.02,"body":"see somebody take that venture"},{"speaker":"Matt Wolach","startTime":751.14,"endTime":754.02,"body":"and kind of that feels like a"},{"speaker":"Matt Wolach","startTime":754.02,"endTime":756.69,"body":"leap to them. But something that"},{"speaker":"Matt Wolach","startTime":754.02,"endTime":756.69,"body":"you and I both know, is going to"},{"speaker":"Matt Wolach","startTime":756.69,"endTime":760.02,"body":"be a fantastic journey and a lot"},{"speaker":"Matt Wolach","startTime":756.69,"endTime":760.02,"body":"of learning along the way. But I"},{"speaker":"Matt Wolach","startTime":760.02,"endTime":762.9,"body":"want to ask you, of course, as a"},{"speaker":"Matt Wolach","startTime":760.02,"endTime":762.9,"body":"software founder, if you're"},{"speaker":"Matt Wolach","startTime":762.9,"endTime":766.56,"body":"aiming for an exit, we want to"},{"speaker":"Matt Wolach","startTime":762.9,"endTime":766.56,"body":"maximize that exit. So what are"},{"speaker":"Matt Wolach","startTime":766.56,"endTime":769.65,"body":"some of the things that software"},{"speaker":"Matt Wolach","startTime":766.56,"endTime":769.65,"body":"leader can do early on, to kind"},{"speaker":"Matt Wolach","startTime":769.65,"endTime":772.47,"body":"of make sure they're set up for"},{"speaker":"Matt Wolach","startTime":769.65,"endTime":772.47,"body":"a great exit down the road?"},{"speaker":"Christine McDannell","startTime":773.97,"endTime":775.8,"body":"So again,"},{"speaker":"Christine McDannell","startTime":773.97,"endTime":775.8,"body":"there's different stages. So"},{"speaker":"Christine McDannell","startTime":775.8,"endTime":778.95,"body":"obviously, you guys are, you"},{"speaker":"Christine McDannell","startTime":775.8,"endTime":778.95,"body":"know, you're trying to scale up,"},{"speaker":"Christine McDannell","startTime":778.95,"endTime":782.91,"body":"right, you're putting every"},{"speaker":"Christine McDannell","startTime":778.95,"endTime":782.91,"body":"penny into marketing and growth"},{"speaker":"Christine McDannell","startTime":782.91,"endTime":786.96,"body":"and systems and all that fun"},{"speaker":"Christine McDannell","startTime":782.91,"endTime":786.96,"body":"stuff. So I don't expect to see"},{"speaker":"Christine McDannell","startTime":786.99,"endTime":790.08,"body":"a lot to the bottom, if"},{"speaker":"Christine McDannell","startTime":786.99,"endTime":790.08,"body":"anything, right. It's not, you"},{"speaker":"Christine McDannell","startTime":790.08,"endTime":793.53,"body":"know, especially not the first"},{"speaker":"Christine McDannell","startTime":790.08,"endTime":793.53,"body":"or second year. So you know,"},{"speaker":"Christine McDannell","startTime":793.53,"endTime":795.51,"body":"you're you're kind of maybe"},{"speaker":"Christine McDannell","startTime":793.53,"endTime":795.51,"body":"putting people on the platform"},{"speaker":"Christine McDannell","startTime":795.51,"endTime":799.65,"body":"for free and getting, you know,"},{"speaker":"Christine McDannell","startTime":795.51,"endTime":799.65,"body":"you know, doing a lot of SAFS."},{"speaker":"Christine McDannell","startTime":799.65,"endTime":801.63,"body":"That's how they start, right,"},{"speaker":"Christine McDannell","startTime":799.65,"endTime":801.63,"body":"they put you on for free, and"},{"speaker":"Christine McDannell","startTime":801.63,"endTime":804.63,"body":"then they start charging a"},{"speaker":"Christine McDannell","startTime":801.63,"endTime":804.63,"body":"little down the road. So so that"},{"speaker":"Christine McDannell","startTime":804.63,"endTime":808.41,"body":"makes sense. But then at year"},{"speaker":"Christine McDannell","startTime":804.63,"endTime":808.41,"body":"three, and pass that, you know,"},{"speaker":"Christine McDannell","startTime":808.41,"endTime":810.63,"body":"we need to start seeing the"},{"speaker":"Christine McDannell","startTime":808.41,"endTime":810.63,"body":"profit, especially for"},{"speaker":"Christine McDannell","startTime":810.63,"endTime":813.81,"body":"positioning for an exit within"},{"speaker":"Christine McDannell","startTime":810.63,"endTime":813.81,"body":"fi a lot of people are trying to"},{"speaker":"Christine McDannell","startTime":813.81,"endTime":817.98,"body":"do five years, which we've seen,"},{"speaker":"Christine McDannell","startTime":813.81,"endTime":817.98,"body":"you know, you know, millennials,"},{"speaker":"Christine McDannell","startTime":817.98,"endTime":821.19,"body":"Gen Z, you know, they don't"},{"speaker":"Christine McDannell","startTime":817.98,"endTime":821.19,"body":"expect to own a company for 20"},{"speaker":"Christine McDannell","startTime":821.19,"endTime":824.25,"body":"years, like that's never gonna"},{"speaker":"Christine McDannell","startTime":821.19,"endTime":824.25,"body":"happen. A lot of our recent"},{"speaker":"Christine McDannell","startTime":824.25,"endTime":829.05,"body":"clients, they're in there, the"},{"speaker":"Christine McDannell","startTime":824.25,"endTime":829.05,"body":"youngest is like 24, our average"},{"speaker":"Christine McDannell","startTime":829.05,"endTime":833.28,"body":"right now is like 33 to 35 year"},{"speaker":"Christine McDannell","startTime":829.05,"endTime":833.28,"body":"olds that are exiting their"},{"speaker":"Christine McDannell","startTime":833.28,"endTime":836.19,"body":"first company, they've had it"},{"speaker":"Christine McDannell","startTime":833.28,"endTime":836.19,"body":"for six years, it's profitable,"},{"speaker":"Christine McDannell","startTime":836.22,"endTime":839.07,"body":"they had a great run at it, they"},{"speaker":"Christine McDannell","startTime":836.22,"endTime":839.07,"body":"just don't have the skill set to"},{"speaker":"Christine McDannell","startTime":839.07,"endTime":842.4,"body":"take it to the next level. And"},{"speaker":"Christine McDannell","startTime":839.07,"endTime":842.4,"body":"be there like the startup"},{"speaker":"Christine McDannell","startTime":842.4,"endTime":845.22,"body":"person, they're the idea"},{"speaker":"Christine McDannell","startTime":842.4,"endTime":845.22,"body":"visionary person, so they're"},{"speaker":"Christine McDannell","startTime":845.22,"endTime":847.71,"body":"ready to get to the next, you"},{"speaker":"Christine McDannell","startTime":845.22,"endTime":847.71,"body":"know, start the new thing from"},{"speaker":"Christine McDannell","startTime":847.71,"endTime":851.73,"body":"scratch. So yeah, I mean, I"},{"speaker":"Christine McDannell","startTime":847.71,"endTime":851.73,"body":"would say definitely net profit,"},{"speaker":"Christine McDannell","startTime":851.73,"endTime":856.77,"body":"once you can get to that point"},{"speaker":"Christine McDannell","startTime":851.73,"endTime":856.77,"body":"is super important. And then the"},{"speaker":"Christine McDannell","startTime":856.8,"endTime":861.0,"body":"team, so keeping your team happy"},{"speaker":"Christine McDannell","startTime":856.8,"endTime":861.0,"body":"is huge longevity, and then"},{"speaker":"Christine McDannell","startTime":861.0,"endTime":864.18,"body":"reputation. So of course the"},{"speaker":"Christine McDannell","startTime":861.0,"endTime":864.18,"body":"potential buyer is going to"},{"speaker":"Christine McDannell","startTime":864.18,"endTime":866.64,"body":"Google your company, they're"},{"speaker":"Christine McDannell","startTime":864.18,"endTime":866.64,"body":"going to look at the reviews,"},{"speaker":"Christine McDannell","startTime":866.67,"endTime":869.91,"body":"they're going to look at the"},{"speaker":"Christine McDannell","startTime":866.67,"endTime":869.91,"body":"social media comments, you know,"},{"speaker":"Christine McDannell","startTime":869.91,"endTime":873.24,"body":"do they like their product? What"},{"speaker":"Christine McDannell","startTime":869.91,"endTime":873.24,"body":"are the complaints and address"},{"speaker":"Christine McDannell","startTime":873.24,"endTime":876.69,"body":"those quickly? So I think that"},{"speaker":"Christine McDannell","startTime":873.24,"endTime":876.69,"body":"that those are the main and"},{"speaker":"Christine McDannell","startTime":876.69,"endTime":880.77,"body":"systems would be the last one"},{"speaker":"Christine McDannell","startTime":876.69,"endTime":880.77,"body":"like solid systems. I always"},{"speaker":"Christine McDannell","startTime":880.77,"endTime":884.07,"body":"love to say even in my"},{"speaker":"Christine McDannell","startTime":880.77,"endTime":884.07,"body":"companies, like right my"},{"speaker":"Christine McDannell","startTime":884.07,"endTime":886.95,"body":"playbook or the standard, you"},{"speaker":"Christine McDannell","startTime":884.07,"endTime":886.95,"body":"know, the procedures, the"},{"speaker":"Christine McDannell","startTime":886.95,"endTime":890.1,"body":"operating manual, whatever you"},{"speaker":"Christine McDannell","startTime":886.95,"endTime":890.1,"body":"want to call it, in my company,"},{"speaker":"Christine McDannell","startTime":890.13,"endTime":893.04,"body":"right at like a 10 year old can"},{"speaker":"Christine McDannell","startTime":890.13,"endTime":893.04,"body":"come in and run the company like"},{"speaker":"Christine McDannell","startTime":893.04,"endTime":896.82,"body":"run it like write it that detail"},{"speaker":"Christine McDannell","startTime":893.04,"endTime":896.82,"body":"then that's simplified. So if a"},{"speaker":"Christine McDannell","startTime":896.82,"endTime":900.18,"body":"10 year old came in, they can"},{"speaker":"Christine McDannell","startTime":896.82,"endTime":900.18,"body":"literally run the company so So"},{"speaker":"Christine McDannell","startTime":900.18,"endTime":903.18,"body":"in that takes time, and it's a"},{"speaker":"Christine McDannell","startTime":900.18,"endTime":903.18,"body":"living document, and but just"},{"speaker":"Christine McDannell","startTime":903.18,"endTime":904.71,"body":"make sure you do that from the"},{"speaker":"Christine McDannell","startTime":903.18,"endTime":904.71,"body":"start."},{"speaker":"Matt Wolach","startTime":905.67,"endTime":907.44,"body":"I love that. And I"},{"speaker":"Matt Wolach","startTime":905.67,"endTime":907.44,"body":"totally agree. That's something"},{"speaker":"Matt Wolach","startTime":907.44,"endTime":909.72,"body":"that I tried to help people"},{"speaker":"Matt Wolach","startTime":907.44,"endTime":909.72,"body":"with. And I've had some of my"},{"speaker":"Matt Wolach","startTime":909.72,"endTime":912.99,"body":"clients tell me that, hey, we"},{"speaker":"Matt Wolach","startTime":909.72,"endTime":912.99,"body":"had an exit, it was awesome. And"},{"speaker":"Matt Wolach","startTime":912.99,"endTime":917.22,"body":"because we had that process in"},{"speaker":"Matt Wolach","startTime":912.99,"endTime":917.22,"body":"place, and the playbook there,"},{"speaker":"Matt Wolach","startTime":917.43,"endTime":920.76,"body":"the buyers absolutely loved it."},{"speaker":"Matt Wolach","startTime":917.43,"endTime":920.76,"body":"And I think that's part of it."},{"speaker":"Matt Wolach","startTime":920.76,"endTime":923.31,"body":"You're right, like you said"},{"speaker":"Matt Wolach","startTime":920.76,"endTime":923.31,"body":"earlier, you know, your"},{"speaker":"Matt Wolach","startTime":923.31,"endTime":924.87,"body":"company's worth, whatever"},{"speaker":"Matt Wolach","startTime":923.31,"endTime":924.87,"body":"somebody's gonna pay, well,"},{"speaker":"Matt Wolach","startTime":924.87,"endTime":927.03,"body":"they're willing to pay more and"},{"speaker":"Matt Wolach","startTime":924.87,"endTime":927.03,"body":"you're willing to have, you're"},{"speaker":"Matt Wolach","startTime":927.03,"endTime":931.59,"body":"gonna have more buyers. If you"},{"speaker":"Matt Wolach","startTime":927.03,"endTime":931.59,"body":"have it set up. And it looks so"},{"speaker":"Matt Wolach","startTime":931.59,"endTime":934.2,"body":"good, it looks great. You've got"},{"speaker":"Matt Wolach","startTime":931.59,"endTime":934.2,"body":"the process lined out and looks"},{"speaker":"Matt Wolach","startTime":934.2,"endTime":936.87,"body":"like someone could just take"},{"speaker":"Matt Wolach","startTime":934.2,"endTime":936.87,"body":"over and make it happen. I have"},{"speaker":"Matt Wolach","startTime":936.87,"endTime":940.14,"body":"been both a buyer and a seller"},{"speaker":"Matt Wolach","startTime":936.87,"endTime":940.14,"body":"of companies like you,"},{"speaker":"Matt Wolach","startTime":940.14,"endTime":943.86,"body":"Christine. And I can totally"},{"speaker":"Matt Wolach","startTime":940.14,"endTime":943.86,"body":"agree with that. It's absolutely"},{"speaker":"Matt Wolach","startTime":943.86,"endTime":946.32,"body":"cool when you've got that"},{"speaker":"Matt Wolach","startTime":943.86,"endTime":946.32,"body":"process nailed,"},{"speaker":"Christine McDannell","startTime":946.35,"endTime":948.42,"body":"right?"},{"speaker":"Christine McDannell","startTime":946.35,"endTime":948.42,"body":"Yeah. And you will get out of"},{"speaker":"Christine McDannell","startTime":948.42,"endTime":951.93,"body":"that company even quicker, we"},{"speaker":"Christine McDannell","startTime":948.42,"endTime":951.93,"body":"just had a 3.5 million closed"},{"speaker":"Christine McDannell","startTime":951.93,"endTime":955.89,"body":"just two weeks ago, even with"},{"speaker":"Christine McDannell","startTime":951.93,"endTime":955.89,"body":"the banking drama, like the"},{"speaker":"Christine McDannell","startTime":956.13,"endTime":959.46,"body":"media tries to scare everybody,"},{"speaker":"Christine McDannell","startTime":956.13,"endTime":959.46,"body":"you know, our deal still closed"},{"speaker":"Christine McDannell","startTime":959.46,"endTime":962.28,"body":"two weeks later, and it was SBA"},{"speaker":"Christine McDannell","startTime":959.46,"endTime":962.28,"body":"loan, but the banks didn't get"},{"speaker":"Christine McDannell","startTime":962.28,"endTime":965.4,"body":"spooked, it was totally fine."},{"speaker":"Christine McDannell","startTime":962.28,"endTime":965.4,"body":"And that owner gets to leave in"},{"speaker":"Christine McDannell","startTime":965.4,"endTime":968.07,"body":"60 days, you know, he gets to"},{"speaker":"Christine McDannell","startTime":965.4,"endTime":968.07,"body":"train for 60 days, and he gets"},{"speaker":"Christine McDannell","startTime":968.07,"endTime":971.88,"body":"to write off to the sunset,"},{"speaker":"Christine McDannell","startTime":968.07,"endTime":971.88,"body":"because the company was so"},{"speaker":"Christine McDannell","startTime":971.88,"endTime":975.24,"body":"dialed, and he was only working"},{"speaker":"Christine McDannell","startTime":971.88,"endTime":975.24,"body":"about 10 hours a week, he was"},{"speaker":"Christine McDannell","startTime":975.24,"endTime":977.97,"body":"pretty, you know, all the way"},{"speaker":"Christine McDannell","startTime":975.24,"endTime":977.97,"body":"out of the company already, you"},{"speaker":"Christine McDannell","startTime":977.97,"endTime":981.12,"body":"know that, again, with those"},{"speaker":"Christine McDannell","startTime":977.97,"endTime":981.12,"body":"systems in place and those"},{"speaker":"Christine McDannell","startTime":981.12,"endTime":984.51,"body":"processes, then you're out,"},{"speaker":"Christine McDannell","startTime":981.12,"endTime":984.51,"body":"you're out of there, if they're,"},{"speaker":"Christine McDannell","startTime":984.51,"endTime":987.12,"body":"if those aren't in place, you're"},{"speaker":"Christine McDannell","startTime":984.51,"endTime":987.12,"body":"gonna, they're gonna want you to"},{"speaker":"Christine McDannell","startTime":987.12,"endTime":990.51,"body":"stick around for a year or two,"},{"speaker":"Christine McDannell","startTime":987.12,"endTime":990.51,"body":"the training is going to take"},{"speaker":"Christine McDannell","startTime":990.51,"endTime":993.33,"body":"longer, it's gonna be harder,"},{"speaker":"Christine McDannell","startTime":990.51,"endTime":993.33,"body":"you know, you're everything in"},{"speaker":"Christine McDannell","startTime":993.33,"endTime":997.11,"body":"your head. You know, and I'm one"},{"speaker":"Christine McDannell","startTime":993.33,"endTime":997.11,"body":"of those founders do, right?"},{"speaker":"Christine McDannell","startTime":997.11,"endTime":999.72,"body":"It's like, oh, it's in my head,"},{"speaker":"Christine McDannell","startTime":997.11,"endTime":999.72,"body":"like, that doesn't work. When"},{"speaker":"Christine McDannell","startTime":999.72,"endTime":1001.88,"body":"somebody buys your company,"},{"speaker":"Christine McDannell","startTime":999.72,"endTime":1001.88,"body":"you're gonna have to get it out"},{"speaker":"Christine McDannell","startTime":1001.88,"endTime":1002.84,"body":"of your head somehow."},{"speaker":"Matt Wolach","startTime":1003.71,"endTime":1005.69,"body":"Yeah, it's very"},{"speaker":"Matt Wolach","startTime":1003.71,"endTime":1005.69,"body":"true. We think about it all the"},{"speaker":"Matt Wolach","startTime":1005.69,"endTime":1008.24,"body":"time. Right? So eventually,"},{"speaker":"Matt Wolach","startTime":1005.69,"endTime":1008.24,"body":"you're gonna have to stop"},{"speaker":"Matt Wolach","startTime":1008.24,"endTime":1011.9,"body":"thinking about easier said than"},{"speaker":"Matt Wolach","startTime":1008.24,"endTime":1011.9,"body":"done. I would agree. What would"},{"speaker":"Matt Wolach","startTime":1011.9,"endTime":1015.35,"body":"you say to some of the founders"},{"speaker":"Matt Wolach","startTime":1011.9,"endTime":1015.35,"body":"and leaders who are asking when"},{"speaker":"Matt Wolach","startTime":1015.35,"endTime":1017.87,"body":"is a good time to sell their"},{"speaker":"Matt Wolach","startTime":1015.35,"endTime":1017.87,"body":"business? You know, I'm sure"},{"speaker":"Matt Wolach","startTime":1017.87,"endTime":1020.45,"body":"that a lot of people are"},{"speaker":"Matt Wolach","startTime":1017.87,"endTime":1020.45,"body":"thinking, Hmm, should we sell"},{"speaker":"Matt Wolach","startTime":1020.45,"endTime":1022.55,"body":"now? Should we wait a year?"},{"speaker":"Matt Wolach","startTime":1020.45,"endTime":1022.55,"body":"Should we wait a few years?"},{"speaker":"Matt Wolach","startTime":1022.55,"endTime":1024.83,"body":"Like, when should we do it? What"},{"speaker":"Matt Wolach","startTime":1022.55,"endTime":1024.83,"body":"do you say if they ask you that"},{"speaker":"Matt Wolach","startTime":1024.83,"endTime":1025.22,"body":"question?"},{"speaker":"Christine McDannell","startTime":1025.64,"endTime":1028.1,"body":"I know what"},{"speaker":"Christine McDannell","startTime":1025.64,"endTime":1028.1,"body":"I wish, I tell everybody, I wish"},{"speaker":"Christine McDannell","startTime":1028.1,"endTime":1031.19,"body":"I had a crystal ball, right?"},{"speaker":"Christine McDannell","startTime":1028.1,"endTime":1031.19,"body":"Because we speak to some that"},{"speaker":"Christine McDannell","startTime":1031.19,"endTime":1034.43,"body":"aren't quite ready. They're just"},{"speaker":"Christine McDannell","startTime":1031.19,"endTime":1034.43,"body":"like, look, we're scaling, we're"},{"speaker":"Christine McDannell","startTime":1034.43,"endTime":1037.79,"body":"doing great. Like, you know, how"},{"speaker":"Christine McDannell","startTime":1034.43,"endTime":1037.79,"body":"about that, you know, we want to"},{"speaker":"Christine McDannell","startTime":1037.79,"endTime":1040.94,"body":"hit this exit number. So some"},{"speaker":"Christine McDannell","startTime":1037.79,"endTime":1040.94,"body":"people have a number in mind"},{"speaker":"Christine McDannell","startTime":1041.15,"endTime":1044.03,"body":"that they're working backwards"},{"speaker":"Christine McDannell","startTime":1041.15,"endTime":1044.03,"body":"from totally get it, you know,"},{"speaker":"Christine McDannell","startTime":1044.06,"endTime":1046.34,"body":"and a lot of times, it's that"},{"speaker":"Christine McDannell","startTime":1044.06,"endTime":1046.34,"body":"nine figure number, they just"},{"speaker":"Christine McDannell","startTime":1046.34,"endTime":1049.61,"body":"want to hit this, you know,"},{"speaker":"Christine McDannell","startTime":1046.34,"endTime":1049.61,"body":"eight or nine figure number, and"},{"speaker":"Christine McDannell","startTime":1049.61,"endTime":1052.88,"body":"then you know, they'll go"},{"speaker":"Christine McDannell","startTime":1049.61,"endTime":1052.88,"body":"towards that. But then I tell"},{"speaker":"Christine McDannell","startTime":1052.88,"endTime":1056.39,"body":"them, because right now, again,"},{"speaker":"Christine McDannell","startTime":1052.88,"endTime":1056.39,"body":"super hot seller's market, but"},{"speaker":"Christine McDannell","startTime":1056.39,"endTime":1060.29,"body":"what happens if now you're you"},{"speaker":"Christine McDannell","startTime":1056.39,"endTime":1060.29,"body":"work another year to grow it"},{"speaker":"Christine McDannell","startTime":1060.32,"endTime":1063.08,"body":"even more, and you put all that"},{"speaker":"Christine McDannell","startTime":1060.32,"endTime":1063.08,"body":"work in? And what if the market"},{"speaker":"Christine McDannell","startTime":1063.08,"endTime":1067.19,"body":"comes down, and but you grew it,"},{"speaker":"Christine McDannell","startTime":1063.08,"endTime":1067.19,"body":"so you're ending up with the"},{"speaker":"Christine McDannell","startTime":1067.19,"endTime":1070.37,"body":"same purchase price anyways. So"},{"speaker":"Christine McDannell","startTime":1067.19,"endTime":1070.37,"body":"again, I don't have a crystal"},{"speaker":"Christine McDannell","startTime":1070.37,"endTime":1073.79,"body":"ball. So there's no way for me"},{"speaker":"Christine McDannell","startTime":1070.37,"endTime":1073.79,"body":"to say if that's gonna happen or"},{"speaker":"Christine McDannell","startTime":1073.79,"endTime":1078.26,"body":"not, I have no clue. So what I"},{"speaker":"Christine McDannell","startTime":1073.79,"endTime":1078.26,"body":"tell people, it's when you start"},{"speaker":"Christine McDannell","startTime":1078.26,"endTime":1083.21,"body":"getting burned out, like, you're"},{"speaker":"Christine McDannell","startTime":1078.26,"endTime":1083.21,"body":"gonna have to kind of run the"},{"speaker":"Christine McDannell","startTime":1083.21,"endTime":1086.45,"body":"marathon, finish the marathon,"},{"speaker":"Christine McDannell","startTime":1083.21,"endTime":1086.45,"body":"you know, on the exit, you want"},{"speaker":"Christine McDannell","startTime":1086.45,"endTime":1089.87,"body":"to have high energy excitement,"},{"speaker":"Christine McDannell","startTime":1086.45,"endTime":1089.87,"body":"you know, you still enjoy the"},{"speaker":"Christine McDannell","startTime":1089.87,"endTime":1093.11,"body":"company, you don't hate it,"},{"speaker":"Christine McDannell","startTime":1089.87,"endTime":1093.11,"body":"you're not burned out, because"},{"speaker":"Christine McDannell","startTime":1093.11,"endTime":1095.42,"body":"it's going to be that much"},{"speaker":"Christine McDannell","startTime":1093.11,"endTime":1095.42,"body":"harder to sell it. Because you"},{"speaker":"Christine McDannell","startTime":1095.42,"endTime":1098.9,"body":"need that enthusiasm, to"},{"speaker":"Christine McDannell","startTime":1095.42,"endTime":1098.9,"body":"convince somebody else to buy"},{"speaker":"Christine McDannell","startTime":1098.9,"endTime":1102.53,"body":"it. You got due diligence to"},{"speaker":"Christine McDannell","startTime":1098.9,"endTime":1102.53,"body":"work through again, we try to"},{"speaker":"Christine McDannell","startTime":1102.53,"endTime":1105.41,"body":"make it as painless as possible,"},{"speaker":"Christine McDannell","startTime":1102.53,"endTime":1105.41,"body":"sometimes not the case. You got"},{"speaker":"Christine McDannell","startTime":1105.41,"endTime":1109.55,"body":"lawyers involved, you got"},{"speaker":"Christine McDannell","startTime":1105.41,"endTime":1109.55,"body":"sometimes banks involved. And so"},{"speaker":"Christine McDannell","startTime":1109.55,"endTime":1113.09,"body":"you got to tough that out for a"},{"speaker":"Christine McDannell","startTime":1109.55,"endTime":1113.09,"body":"couple of months. So yeah, it's"},{"speaker":"Christine McDannell","startTime":1113.09,"endTime":1115.79,"body":"just if you're burned out, it's"},{"speaker":"Christine McDannell","startTime":1113.09,"endTime":1115.79,"body":"not fair to your team, your"},{"speaker":"Christine McDannell","startTime":1115.79,"endTime":1118.82,"body":"clients. You know, if you if"},{"speaker":"Christine McDannell","startTime":1115.79,"endTime":1118.82,"body":"you're getting burned out,"},{"speaker":"Christine McDannell","startTime":1118.82,"endTime":1122.3,"body":"that's probably the time I would"},{"speaker":"Christine McDannell","startTime":1118.82,"endTime":1122.3,"body":"tell people to try to sell on"},{"speaker":"Christine McDannell","startTime":1122.3,"endTime":1126.77,"body":"the upward, obviously upwards to"},{"speaker":"Christine McDannell","startTime":1122.3,"endTime":1126.77,"body":"me. Yeah, before you're in,"},{"speaker":"Christine McDannell","startTime":1126.77,"endTime":1128.96,"body":"that's the hardest time because"},{"speaker":"Christine McDannell","startTime":1126.77,"endTime":1128.96,"body":"you're like, what we're doing so"},{"speaker":"Christine McDannell","startTime":1128.96,"endTime":1133.22,"body":"good, you know, this person was"},{"speaker":"Christine McDannell","startTime":1128.96,"endTime":1133.22,"body":"doing $100,000, you know, in his"},{"speaker":"Christine McDannell","startTime":1133.22,"endTime":1137.06,"body":"biggest month as it was under"},{"speaker":"Christine McDannell","startTime":1133.22,"endTime":1137.06,"body":"contract, and he's like, Oh, my"},{"speaker":"Christine McDannell","startTime":1137.06,"endTime":1140.36,"body":"gosh, this is so hard to sell it"},{"speaker":"Christine McDannell","startTime":1137.06,"endTime":1140.36,"body":"right now. It's making so much"},{"speaker":"Christine McDannell","startTime":1140.36,"endTime":1142.64,"body":"money. And I'm like, No, but"},{"speaker":"Christine McDannell","startTime":1140.36,"endTime":1142.64,"body":"this is the best time to sell"},{"speaker":"Christine McDannell","startTime":1142.64,"endTime":1142.94,"body":"it."},{"speaker":"Matt Wolach","startTime":1144.23,"endTime":1146.3,"body":"Your point? That's"},{"speaker":"Matt Wolach","startTime":1144.23,"endTime":1146.3,"body":"something I wouldn't think about"},{"speaker":"Matt Wolach","startTime":1146.3,"endTime":1149.12,"body":"either, but that's awesome. So"},{"speaker":"Matt Wolach","startTime":1146.3,"endTime":1149.12,"body":"what advice would you have for"},{"speaker":"Matt Wolach","startTime":1149.12,"endTime":1151.58,"body":"software leaders who are"},{"speaker":"Matt Wolach","startTime":1149.12,"endTime":1151.58,"body":"thinking about this? It's a"},{"speaker":"Matt Wolach","startTime":1151.58,"endTime":1153.98,"body":"future thing for them? What"},{"speaker":"Matt Wolach","startTime":1151.58,"endTime":1153.98,"body":"would you share with them?"},{"speaker":"Christine McDannell","startTime":1155.12,"endTime":1157.25,"body":"Yeah, I"},{"speaker":"Christine McDannell","startTime":1155.12,"endTime":1157.25,"body":"mean, I don't know if much after"},{"speaker":"Christine McDannell","startTime":1157.25,"endTime":1160.25,"body":"kind of the points I've already"},{"speaker":"Christine McDannell","startTime":1157.25,"endTime":1160.25,"body":"made that, you know, you just"},{"speaker":"Christine McDannell","startTime":1160.25,"endTime":1164.27,"body":"want to concentrate on that"},{"speaker":"Christine McDannell","startTime":1160.25,"endTime":1164.27,"body":"stuff. You want to, you know,"},{"speaker":"Christine McDannell","startTime":1164.3,"endTime":1167.36,"body":"start start laying out a plan."},{"speaker":"Christine McDannell","startTime":1164.3,"endTime":1167.36,"body":"So if you've been talking to"},{"speaker":"Christine McDannell","startTime":1167.36,"endTime":1170.63,"body":"people that they're two years"},{"speaker":"Christine McDannell","startTime":1167.36,"endTime":1170.63,"body":"in, and they they're going to x"},{"speaker":"Christine McDannell","startTime":1170.63,"endTime":1173.0,"body":"in five years, and again,"},{"speaker":"Christine McDannell","startTime":1170.63,"endTime":1173.0,"body":"they've just reverse engineered"},{"speaker":"Christine McDannell","startTime":1173.0,"endTime":1176.66,"body":"it, and they're on track,"},{"speaker":"Christine McDannell","startTime":1173.0,"endTime":1176.66,"body":"they'll just if needed, some of"},{"speaker":"Christine McDannell","startTime":1176.66,"endTime":1180.44,"body":"them are ahead of schedule,"},{"speaker":"Christine McDannell","startTime":1176.66,"endTime":1180.44,"body":"which is kind of cool to see. I"},{"speaker":"Christine McDannell","startTime":1180.44,"endTime":1184.7,"body":"think doing that is really cool."},{"speaker":"Christine McDannell","startTime":1180.44,"endTime":1184.7,"body":"Just build I mean my biggest tip"},{"speaker":"Christine McDannell","startTime":1184.7,"endTime":1187.25,"body":"to be honest, and I was really"},{"speaker":"Christine McDannell","startTime":1184.7,"endTime":1187.25,"body":"good about this with the"},{"speaker":"Christine McDannell","startTime":1187.25,"endTime":1189.68,"body":"software company for some reason"},{"speaker":"Christine McDannell","startTime":1187.25,"endTime":1189.68,"body":"I wasn't I think it was just all"},{"speaker":"Christine McDannell","startTime":1189.68,"endTime":1193.16,"body":"the hype is not just thinking"},{"speaker":"Christine McDannell","startTime":1189.68,"endTime":1193.16,"body":"about that exit number all the"},{"speaker":"Christine McDannell","startTime":1193.16,"endTime":1196.1,"body":"time. Okay, and I have a lot of"},{"speaker":"Christine McDannell","startTime":1193.16,"endTime":1196.1,"body":"friends making the mistake right"},{"speaker":"Christine McDannell","startTime":1196.1,"endTime":1199.7,"body":"now I'm gonna exit for five"},{"speaker":"Christine McDannell","startTime":1196.1,"endTime":1199.7,"body":"whatever 5 billion and all these"},{"speaker":"Christine McDannell","startTime":1199.7,"endTime":1202.7,"body":"crazy The numbers and and they"},{"speaker":"Christine McDannell","startTime":1199.7,"endTime":1202.7,"body":"just started. And I'm like,"},{"speaker":"Christine McDannell","startTime":1202.7,"endTime":1207.92,"body":"Look, if all you concentrate on"},{"speaker":"Christine McDannell","startTime":1202.7,"endTime":1207.92,"body":"is building an amazing product,"},{"speaker":"Christine McDannell","startTime":1208.19,"endTime":1211.88,"body":"amazing product, happy"},{"speaker":"Christine McDannell","startTime":1208.19,"endTime":1211.88,"body":"customers, if that's all you do"},{"speaker":"Christine McDannell","startTime":1211.88,"endTime":1215.24,"body":"that exit will, will come"},{"speaker":"Christine McDannell","startTime":1211.88,"endTime":1215.24,"body":"automatically. But if you're"},{"speaker":"Christine McDannell","startTime":1215.27,"endTime":1218.84,"body":"only only building it for the"},{"speaker":"Christine McDannell","startTime":1215.27,"endTime":1218.84,"body":"exit thinking about the exits,"},{"speaker":"Christine McDannell","startTime":1218.84,"endTime":1222.38,"body":"very distracting, you're in it"},{"speaker":"Christine McDannell","startTime":1218.84,"endTime":1222.38,"body":"for different reasons,"},{"speaker":"Christine McDannell","startTime":1222.41,"endTime":1224.54,"body":"obviously, you know, probably"},{"speaker":"Christine McDannell","startTime":1222.41,"endTime":1224.54,"body":"the money because you keep"},{"speaker":"Christine McDannell","startTime":1224.54,"endTime":1227.57,"body":"thinking about the money. I"},{"speaker":"Christine McDannell","startTime":1224.54,"endTime":1227.57,"body":"think that that's a harder"},{"speaker":"Christine McDannell","startTime":1227.57,"endTime":1228.98,"body":"route. To be honest,"},{"speaker":"Matt Wolach","startTime":1229.52,"endTime":1231.68,"body":"I would totally"},{"speaker":"Matt Wolach","startTime":1229.52,"endTime":1231.68,"body":"agree having that number in your"},{"speaker":"Matt Wolach","startTime":1231.68,"endTime":1235.01,"body":"head. And I've had founders that"},{"speaker":"Matt Wolach","startTime":1231.68,"endTime":1235.01,"body":"I work with that kind of have"},{"speaker":"Matt Wolach","startTime":1235.01,"endTime":1239.18,"body":"that and it takes you away from"},{"speaker":"Matt Wolach","startTime":1235.01,"endTime":1239.18,"body":"what really matters. And what"},{"speaker":"Matt Wolach","startTime":1239.18,"endTime":1242.42,"body":"really matters is if you deliver"},{"speaker":"Matt Wolach","startTime":1239.18,"endTime":1242.42,"body":"an outstanding product with"},{"speaker":"Matt Wolach","startTime":1242.42,"endTime":1245.06,"body":"great service, people are going"},{"speaker":"Matt Wolach","startTime":1242.42,"endTime":1245.06,"body":"to love you, and people are"},{"speaker":"Matt Wolach","startTime":1245.06,"endTime":1247.82,"body":"gonna come to you. And if enough"},{"speaker":"Matt Wolach","startTime":1245.06,"endTime":1247.82,"body":"people love you and come to you,"},{"speaker":"Matt Wolach","startTime":1247.85,"endTime":1250.61,"body":"which if you set up the right"},{"speaker":"Matt Wolach","startTime":1247.85,"endTime":1250.61,"body":"process, they will, then you're"},{"speaker":"Matt Wolach","startTime":1250.61,"endTime":1254.72,"body":"gonna have that great exit. So"},{"speaker":"Matt Wolach","startTime":1250.61,"endTime":1254.72,"body":"focus on what's really"},{"speaker":"Matt Wolach","startTime":1254.72,"endTime":1257.57,"body":"important, and what's gonna get"},{"speaker":"Matt Wolach","startTime":1254.72,"endTime":1257.57,"body":"you there instead of that, that"},{"speaker":"Matt Wolach","startTime":1257.57,"endTime":1262.82,"body":"final end result. I totally"},{"speaker":"Matt Wolach","startTime":1257.57,"endTime":1262.82,"body":"agree. So, Christine, this has"},{"speaker":"Matt Wolach","startTime":1262.82,"endTime":1265.25,"body":"been awesome. Thank you so much"},{"speaker":"Matt Wolach","startTime":1262.82,"endTime":1265.25,"body":"for everything and for sharing"},{"speaker":"Matt Wolach","startTime":1265.25,"endTime":1268.31,"body":"all of your wisdom. How can our"},{"speaker":"Matt Wolach","startTime":1265.25,"endTime":1268.31,"body":"audience learn more about you"},{"speaker":"Matt Wolach","startTime":1268.31,"endTime":1269.39,"body":"and then Magnolia firm?"},{"speaker":"Christine McDannell","startTime":1270.05,"endTime":1271.43,"body":"You could"},{"speaker":"Christine McDannell","startTime":1270.05,"endTime":1271.43,"body":"definitely check out the"},{"speaker":"Christine McDannell","startTime":1271.43,"endTime":1275.57,"body":"Magnolia firm.ca Oh, online."},{"speaker":"Christine McDannell","startTime":1271.43,"endTime":1275.57,"body":"That's our website. It's got a"},{"speaker":"Christine McDannell","startTime":1275.57,"endTime":1278.6,"body":"lot of fun stuff on there. But"},{"speaker":"Christine McDannell","startTime":1275.57,"endTime":1278.6,"body":"me personally, I'm great at"},{"speaker":"Christine McDannell","startTime":1278.6,"endTime":1281.51,"body":"LinkedIn. So feel free to"},{"speaker":"Christine McDannell","startTime":1278.6,"endTime":1281.51,"body":"connect with me there message me"},{"speaker":"Christine McDannell","startTime":1281.51,"endTime":1284.9,"body":"there happy to help. If you have"},{"speaker":"Christine McDannell","startTime":1281.51,"endTime":1284.9,"body":"any questions, any scenarios you"},{"speaker":"Christine McDannell","startTime":1284.9,"endTime":1287.39,"body":"want to run by me. I'm super"},{"speaker":"Christine McDannell","startTime":1284.9,"endTime":1287.39,"body":"passionate about"},{"speaker":"Christine McDannell","startTime":1287.39,"endTime":1289.79,"body":"entrepreneurship, as you can"},{"speaker":"Christine McDannell","startTime":1287.39,"endTime":1289.79,"body":"tell, you know, 19 years in the"},{"speaker":"Christine McDannell","startTime":1289.79,"endTime":1294.14,"body":"game and still still as excited"},{"speaker":"Christine McDannell","startTime":1289.79,"endTime":1294.14,"body":"as day one. It's a fun journey."},{"speaker":"Matt Wolach","startTime":1295.1,"endTime":1297.35,"body":"I love it. And"},{"speaker":"Matt Wolach","startTime":1295.1,"endTime":1297.35,"body":"we'll put all those links into"},{"speaker":"Matt Wolach","startTime":1297.35,"endTime":1301.13,"body":"the discussion. So everybody who"},{"speaker":"Matt Wolach","startTime":1297.35,"endTime":1301.13,"body":"is on the podcast or on YouTube,"},{"speaker":"Matt Wolach","startTime":1301.13,"endTime":1303.65,"body":"you'll see it down in the"},{"speaker":"Matt Wolach","startTime":1301.13,"endTime":1303.65,"body":"comments there. But Christine,"},{"speaker":"Matt Wolach","startTime":1303.65,"endTime":1305.69,"body":"this has been awesome. Thanks so"},{"speaker":"Matt Wolach","startTime":1303.65,"endTime":1305.69,"body":"much for coming in and sharing"},{"speaker":"Matt Wolach","startTime":1305.69,"endTime":1307.01,"body":"all this with us. No, of"},{"speaker":"Christine McDannell","startTime":1307.01,"endTime":1308.48,"body":"course"},{"speaker":"Christine McDannell","startTime":1307.01,"endTime":1308.48,"body":"Matt, thanks for having me out."},{"speaker":"Christine McDannell","startTime":1308.48,"endTime":1309.32,"body":"It was a blast."},{"speaker":"Matt Wolach","startTime":1309.89,"endTime":1311.9,"body":"Absolutely,"},{"speaker":"Matt Wolach","startTime":1309.89,"endTime":1311.9,"body":"likewise, and everybody else out"},{"speaker":"Matt Wolach","startTime":1311.9,"endTime":1314.24,"body":"there. Thank you for being here."},{"speaker":"Matt Wolach","startTime":1311.9,"endTime":1314.24,"body":"Really appreciate it. Make sure"},{"speaker":"Matt Wolach","startTime":1314.24,"endTime":1316.82,"body":"you're subscribed to the show."},{"speaker":"Matt Wolach","startTime":1314.24,"endTime":1316.82,"body":"You don't want to miss on any"},{"speaker":"Matt Wolach","startTime":1316.82,"endTime":1319.22,"body":"other awesome leaders like"},{"speaker":"Matt Wolach","startTime":1316.82,"endTime":1319.22,"body":"Christine coming in sharing"},{"speaker":"Matt Wolach","startTime":1319.22,"endTime":1321.53,"body":"their advice. So hit that"},{"speaker":"Matt Wolach","startTime":1319.22,"endTime":1321.53,"body":"subscribe, you'll be good to go."},{"speaker":"Matt Wolach","startTime":1321.83,"endTime":1323.66,"body":"And then we will see you next"},{"speaker":"Matt Wolach","startTime":1321.83,"endTime":1323.66,"body":"time. Take care"},{"speaker":"Intro/ Outro","startTime":1330.08,"endTime":1332.96,"body":"thanks for"},{"speaker":"Intro/ Outro","startTime":1330.08,"endTime":1332.96,"body":"listening to Scale Your SaaS for"},{"speaker":"Intro/ Outro","startTime":1332.96,"endTime":1336.47,"body":"more help on finding great leads"},{"speaker":"Intro/ Outro","startTime":1332.96,"endTime":1336.47,"body":"and closing more deals. Go to"},{"speaker":"Intro/ Outro","startTime":1336.68,"endTime":1338.15,"body":"Mattwolach.com"}]}