Too many investors get seduced by EBITDA and end up buying the wrong business. In this episode, Sam Penny dives deep into what really matters when you're buying: fit . Because even a profitable business will eat you alive if the values, leadership style, or vision don’t align with you. Drawing from 25 years of real-world experience buying, building, and selling businesses, Sam introduces the Buyer Fit Framework —a simple but powerful tool to evaluate whether a business truly suits who you are an...
Jul 28, 2025•19 min•Ep. 13
Most business owners think their business will sell because of the numbers — the profit, the growth, the potential. But step into a business broker’s world, and you'll find that's not what kills deals. It’s fear. In this episode of Built to Sell | Built to Buy , host Sam Penny is joined by Australia’s #1 business broker Sally Stuart , who sold 35+ businesses in just the past two years. Together, they unpack exactly why businesses don't sell — even when the financials look strong — and what actua...
Jul 23, 2025•50 min•Ep. 12
🎧 Episode Summary: Think your business will sell because it's profitable? Think again. In this powerhouse episode, business coach and advisor Sam Penny reveals the real reason businesses sell—and why the ones that should sell often don't. Spoiler: It's not EBITDA. It's not your P&L. It’s not even your systems. It’s alignment . Buyers don’t just want a business that makes money—they want one that feels like home . One that reflects their values, their leadership style, their vision for the f...
Jul 21, 2025•27 min•Ep. 11
Episode Summary: In this critical episode of the Built to Sell | Built to Buy podcast, business coach Sam Penny dives deep into one of the most overlooked (yet most expensive) parts of buying a business: risk . Not revenue. Not growth potential. Risk — and how to spot it, quantify it, and price it into your offer. Whether you're a first-time buyer or a seasoned investor, this session will change how you think about due diligence. Sam breaks down the 3 categories of risk every acquirer must asses...
Jul 14, 2025•40 min•Ep. 10
🚨 Thinking about selling your business — now or in a few years? This episode is your blueprint. 🚨 Join business coach Sam Penny as he dives deep into the real reason deals fall apart — risk. Not revenue. Not EBITDA. Not potential. But perceived risk. In this session, Sam Penny dives into how to properly de-risk your deal when preparing to sell. Making your business bulletproof involves removing yourself from daily tasks and ensuring smooth operations. By focusing on de-risking the deal, you ma...
Jul 07, 2025•54 min•Ep. 9
Sam Penny delves into the intricacies of due diligence in business acquisitions, emphasizing the importance of interpreting data beyond the surface level. He outlines key questions buyers should ask, identifies financial and operational red flags, and discusses common seller tricks. Through a real case study, he illustrates how thorough due diligence can save buyers from overpaying and highlights the necessity of asking the right questions to uncover hidden risks. The session concludes with acti...
Jun 30, 2025•43 min•Ep. 8
In this session, Sam Penny discusses the critical role of numbers in selling a business, emphasizing that while branding and storytelling are important, the financials ultimately drive valuation. He outlines key metrics to measure, improve, and present effectively to potential buyers, introducing the core value formula and the eight value drivers that influence business valuation. The session also covers actionable steps for business owners to enhance their valuation and the importance of presen...
Jun 23, 2025•39 min•Ep. 7
In this episode of Built to Sell | Built to Buy , business coach and entrepreneur Sam Penny unpacks the exact steps to unlock the full potential of your business — whether you're preparing to scale, step back, or eventually sell. If you’re stuck in the weeds, still wearing all the hats, and wondering why your business hasn’t hit the next level, this is the blueprint. Sam reveals how to escape survival mode and instead design a business that’s scalable, transferable, and built to thrive without y...
Jun 18, 2025•9 min•Ep. 6
Most founders know the chaos—they just don’t realise the cost. In this episode of Built to Sell , Sam Penny unpacks how business systems create not just calm—but serious valuation upside. He shares a practical framework for documenting, delegating, and automating your operations, explains why Standard Operating Procedures (SOPs) don’t need to be boring, and shows how buyers view predictability as profit. This isn’t about making things “corporate.” It’s about building a business that runs without...
Jun 16, 2025•35 min•Ep. 5
In this episode of Built to Sell | Built to Buy , Sam Penny interviews Nigel Hall , a seasoned entrepreneur and investor, about the critical shift of making oneself redundant in business. They discuss the importance of surrounding oneself with capable people, the role of trust and delegation, and the necessity of systems and automation in achieving business independence. Nigel shares insights on business valuation, common pitfalls owners face, and the significance of setting clear goals for tran...
Jun 11, 2025•24 min•Ep. 4
While most buyers obsess over financials, the real value of a business often lies deeper—within its systems. In this episode, Sam Penny breaks down the hidden signals that business systems reveal during due diligence. You’ll learn how to spot red flags, recognise green flags, assess system maturity, and ask the questions that separate savvy investors from those who unknowingly buy chaos. Whether you're buying your first business or your fifth, this episode will sharpen your lens and help you mak...
Jun 09, 2025•30 min•Ep. 3
Trailer: Welcome to Built to Sell | Built to Buy Hosted by Sam Penny , entrepreneur, adventurer, and Coach for the Brave . If you're a business owner thinking about selling, or an investor ready to buy, this podcast is your edge. Each week, we give you the tools to make smarter decisions, build more valuable businesses, and avoid the expensive mistakes most people make. Tuesdays - Strategy episodes with actionable frameworks on systemising, increasing value, and preparing for sale or acquisition...
Jun 08, 2025•1 min
You didn’t start your business to become its most overworked employee. In this Built to Sell episode, Sam Penny reveals how business owners can step out of the daily grind without losing control — and how doing so dramatically improves valuation, freedom, and long-term growth. Using his proven 3-phase roadmap (Delegation → Systemisation → Empowerment), Sam shares how to transition from being a day-to-day operator to becoming the true architect of your business. 🔑 What You’ll Learn: How removing...
May 23, 2025•41 min•Ep. 2
Too many buyers think they're purchasing a business — but what they're really buying is a full-time job. In this episode of Built to Buy , Sam Penny breaks down how to spot owner-independent businesses — the ones that don’t rely on the founder to survive and scale. Whether you’re buying your first business or your fifth, this episode will sharpen how you assess, value, and filter opportunities. 🎯 What You’ll Learn: Why owner-dependence is the #1 acquisition risk How to identify businesses that ...
May 23, 2025•23 min•Ep. 1
