The M&A Mastermind Podcast

Most exit plans only consider strategic buyers and private equity. Host Nick Olsen talks with Kelly Finnell, founder of EFS ESOP Consultants and author of "The ESOP Coach," about the third option: the employee stock ownership plan. Drawing on 45 years of experience, Kelly explains how ESOPs are financed and their major tax benefits. He also covers why they can pay more than private equity and how advisors can tell which clients are good candidates.

Key Topics:

What an ESOP is and how it works as a buyer

The tax benefits and planning strategies behind ESOPs

Common misconceptions about ESOPs, and the reality

The ESOP transaction process and how valuation works

The role of the deal team and advisors in ESOP transactions

Private equity's use of ESOPs as an exit strategy

Criteria for choosing ESOP candidates and timing considerations

About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.

Subscribe and never miss an episode: Apple Podcasts | Spotify | YouTube

Resources: EFS ESOP Consultants | Kelly Finnell on LinkedInlinkedin | Cornerstone International Alliance

Keywords: ESOP, employee stock ownership plan, business exit strategy, private equity, employee ownership, tax planning, Section 1042, business valuation, succession planning, corporate governance, ESOP process, deal team, ESOP feasibility study

Host Nick Olsen talks with Danny McKeon, founder and CEO of PrivSource, a vetted deal network and AI-powered buyer discovery platform for lower middle market M&A. Danny explains how he went from tech to private equity and family offices, and why he and two high school golf buddies bootstrapped PrivSource. He also covers where AI helps advisors build better buyer lists faster, and where it still needs a human to check the work.

Key Topics:

From tech to finance to founding PrivSource

Manual deal sourcing challenges in private equity

Using AI for deal and buyer discovery

Trust and partnership among startup co-founders

Bootstrapping vs. VC funding

Checking AI output for outdated or incorrect data

Why PrivSource focused on the lower middle market

Practical advice for M&A advisors using AI tools

About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.

Subscribe and never miss an episode: Apple Podcasts | Spotify | YouTube

Resources: PrivSource | Danny McKeon on LinkedIn | Cornerstone International Alliance

Keywords: deal sourcing, AI in M&A, private equity, lower middle market, deal network, buyer list, PrivSource, entrepreneurship, bootstrapped, private deals, AI buyer list, sell-side advisor, buyer discovery

Most AI projects never move the bottom line. Host Nick Olsen talks with Mike Fedorov, COO and co-CEO of Applied AI Labs, about using targeted AI fixes to create measurable EBITDA gains. They cover how AI is changing the economics of platform companies and the questions M&A advisors should ask before choosing any technology. Mike also shares how voice AI added more than $1 million a year in revenue for one client, delivered in weeks, not years.

Key Topics:

AI's role in operational improvements

Finding operational gaps for EBITDA growth

Strategic considerations for platform readiness

Rapid implementation of AI solutions in M&A

Measuring value and avoiding superficial AI projects

The fundamentals a business needs before adopting new technology

About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.

Subscribe and never miss an episode: Apple Podcasts | Spotify | YouTube

Resources: Applied AI Labs | Mike Fedorov on linkedin | Cornerstone International Alliance

Keywords: AI, EBITDA, M&A, operational excellence, platform readiness, AI in business, supply chain, operational gaps, technology implementation, business strategy, buy and build, AI agents, value creation

Real estate is often the most overlooked piece of a business sale, and one of the most common reasons deals fall apart at the closing table. Host Nick Olsen talks with Jason Bush, founder of Commercial Real Estate Strategic Advisory and a Certified Exit Planning Advisor, about how to analyze leased and owned real estate early. They cover spotting risky lease terms before they surface in due diligence and using real estate to increase total enterprise value instead of letting it become a blind spot.

Key Topics:

The importance of real estate in business valuation

How to analyze real estate during M&A

Common pitfalls in lease review and management

Strategies for aligning real estate with business goals

Proactive risk management in real estate transactions

The impact of lease terms on deal success

How to handle owned vs. leased real estate in a sale

Opportunities for lease renegotiation before a sale

About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.

Subscribe and never miss an episode: Apple Podcasts | Spotify | YouTube

Resources: Jason Bush on LinkedInlinkedin | Cornerstone International Alliance

Keywords: real estate, exit planning, M&A, business valuation, lease review, deal risk, real estate analysis, private equity, transaction strategy, commercial real estate, triple net lease, lease assignment, enterprise value

Why do some businesses grow revenue every year but never grow in value? Host Nick Olsen talks with Claire Mula, founder of Made for Scale and a certified Scaling Up coach, about the difference between scaling to grow and scaling to exit. Claire sold her own tech company for an eight-figure outcome in seven years. She covers how founders can build transferable value, reduce key-person risk, and use 1% improvements to drive big gains in profit and cash flow.

Key Topics:

The difference between scaling to grow and scaling to exit

How to build transferable value in a business

Key financial indicators for exit readiness

The importance of leadership and culture in scaling

Using the Scaling Up framework: People, Strategy, Execution, and Cash

Strategies to improve cash flow and profitability

Reducing founder reliance and key-person risk

The role of leadership team development in exit planning

About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.

Subscribe and never miss an episode: Apple Podcasts | Spotify | YouTube

Resources: Made for Scale | Find a Scaling Up Coach | Cornerstone International Alliance

Keywords: business scaling, exit strategy, transferable value, scaling up, business valuation, leadership, cash flow, growth, entrepreneurship, key person risk, exit readiness, power of one