Built to Sell, Backed by Experience: Why Founders Need Advisors Who’ve Been in the Trenches

When Mike Roth lost his child, everything about life, and business changed. He wasn’t just a successful entrepreneur anymore; he was a father trying to hold it together. His struggle to find someone who could really help him exit the business he’d built from scratch sparked something much bigger: the birth of V&R Capital.

And that’s exactly why his conversation with Jason on The Entrepreneur’s Journey podcast (Episode 24) hits home for so many founders and family business owners.

Mike doesn’t come from Wall Street. He didn’t start in private equity. He came up through Anheuser-Busch, slinging cables and computers, learning how businesses actually work from the ground up. And when the time came to sell his own company, he found the industry lacked something critical: advisors who understand what it’s like to sit in the owner’s seat.

“All Businesses Should Be Built to Sell, Even If They Never Do”

That’s one of the biggest lessons Mike now shares with clients through V&R Capital. If your business is built to sell, it’s optimized. It’s healthy. It’s scalable. That doesn’t mean you have to sell it, but it does mean you’ll have more options.

So what’s the first step?

According to Mike, it’s not calling a broker the moment you feel burnt out or ready to retire. The first step is preparation. And ideally, that starts years before a transaction takes place.

Thinking of Selling in 5 Years? You Might Need to Act in 2

Here’s the tough truth: the best exits aren’t fire sales. They’re orchestrated well in advance.

Many business owners think they’ll sell in five years and be out. But the reality is, many buyers want the owner to stick around for 2-3 years post-sale to transition leadership, retain relationships, and ensure continuity. That means if you want out in five years, you need to be in motion by year two.

And that’s why working with an experienced advisory team early is so crucial. V&R’s model isn’t just about finding a buyer, it’s about building a sellable business, increasing value, and ensuring a smooth path forward for you, your team, and your legacy.

The Hidden Dangers of DIY Deals

Too many business owners get approached directly by a buyer, see a flashy number on a check, and jump.

Mike and Jason warn against that. Without representation, you don’t just risk leaving money on the table, but you risk misunderstanding deal terms, underestimating tax consequences, and handing your life’s work to the wrong hands.

A good advisory team should protect you, educate you, and advocate fiercely on your behalf. That’s why V&R Capital not only partners closely with a seller’s CPA and financial advisor, they often invest their own capital into deals to show alignment.

“Every buyer has a banker and a financial advisor,” Mike says. “So should every seller.”

You’re Not the Buyer! So Stop Making Decisions Like One

This might sting, but it’s a game-changer:

Just because you think a new building, CRM, or CFO hire will increase your value… doesn’t mean it actually will.

V&R flips the script by engaging actual buyers early in the process, like a focus group, to understand what they’re really looking for. That way, owners can make strategic moves that add real market value, not just internal feel-good upgrades.

The Real Goal? Turn Sellers Into Family Offices

Mike’s vision isn’t just to help clients exit once. It’s to position them to invest again. This time from a place of financial strength.

He’s helped sellers become CEOs of new ventures, board members, or simply wise stewards of generational wealth. The dream is to go from operator to investor. And it starts by building a business that others want to buy.

Final Takeaway: This Should Be Safe, and It Should Be Fun

Selling a business is emotional. It’s complex. Sometimes, it’s heartbreaking.

V&R gets that. That’s why Mike and his team aim to make the process as human as it is strategic. “We’ve had grown men cry in our meetings,” he says. “We don’t take that lightly. We protect them.”

So if you’re a founder or family business owner, even if you’re just starting to think about what comes next, it might be time to build your advisory team.

Because when it comes to your business, your legacy, and your family’s future…there’s no room for guesswork.

 

102 WEST HIGH STREET, SUITE 200

GLASSBORO, NJ 08028

HFM Investment Advisors, LLC is a registered investment adviser. All statements and opinions expressed are based upon information considered reliable although it should not be relied upon as such. Any statements or opinions are subject to change without notice. Information presented is for educational purposes only and does not intend to make an offer or solicitation for the sale or purchase of any specific securities, investments, or investment strategies. All investments involve risk and are not guaranteed. Information expressed does not take into account your specific situation or objectives and is not intended as a recommendation appropriate for any individual. Listeners are encouraged to seek advice from a qualified tax, legal, or investment advisor to determine whether any information presented may be suitable for their specific situation. Past performance is not indicative of future performance.