TCF373: Build a Valuable Business with John Warrilow

From The Contractor Fight with Tom Reber Tom Reber

Even if you have no plans to sell your business, you should build it so that others want to buy it! Tom’s guest today is John Warrilow, author of Built to Sell, The Automatic Customer, and most recently, The Art of Selling Your Business which is based on concepts from his Build to Sell podcast. John reveals the secrets of building a business that’ll have buyers knocking at your door!

In this episode, we talk about…

The secret sauce of recurring revenue
Niching down and the Trojan Horse effect
How offering highly differentiated services builds your value
The essence of building a valuable company is that it works without you
Recognizing the value of freedom vs. wealth creation
Why sales is the toughest role to fill
Sell less to sell more: Productize your service by offering programs and packages
Inject as much or more pride in building a company than you do in your job
Qualities of an ideal sales person and the ultimate job of any sales manager
3 Drivers of Company’s Value :

Hub & Spoke
Recurring Revenue
Growth potential

Running a company is not a life sentence and it’s okay if you want to sell it

Links to resources:

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