Shows
Touchstone TalksEp 15: Financial Readiness - What it Really Means for M&A SuccessIn this episode, Janice O’Reilly, CPA, CGMA, Partner at AAFCPAs, discusses what financial readiness really means for business owners when the time comes to sell their business. With the day-to-day demands of running a company, many owners focus on their financials primarily for tax purposes, often without realizing how those same numbers will be viewed by a potential buyer.Janice explains the key financial data points buyers focus on during a transaction, including how revenue is recorded, expenses are allocated, working capital is assessed, and liabilities or accruals can surface late in the process.By...
2026-02-1226 min
The Shift Spotlight!The Exit Advantage: Deborah Agrafojo on Building a Sellable Business🔥 𝗘𝘅𝗶𝘁 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗦𝗲𝗰𝗿𝗲𝘁𝘀 𝗘𝘃𝗲𝗿𝘆 𝗖𝗘𝗢 𝗡𝗲𝗲𝗱𝘀 🔥Scaling, selling, and stepping back without white-knuckling the wheelWhat if the best exit strategy starts years before you ever think about leaving?Deborah Agrafojo of Touchstone Advisors joins The Shift Spotlight™️ for a sharp, no-fluff conversation on how founders and CEOs can build businesses that are valuable, transferable, and far less stressful to run.This episode is a masterclass for owners who want options. Whether that means scaling, selling, or simply getting their life back.In this conversation, we cover:🚪 Why exit planning should begin long before you are “ready”⏳ The 3-year preparation window that separates great exits from broken deals...
2026-02-1028 min
Touchstone TalksEp 14: Marketing for Business Owners - Fill the Funnel, Nurture Leads, Close FasterIn this episode, Deborah sits down with Susan Catalano, Managing Partner of JQLaCorte, LLC, a full-service digital marketing agency supporting financial, professional services, and manufacturing businesses. Susan breaks down why marketing is one of the most important growth levers for business owners, helping fill the top of the funnel, nurture leads over time, and ultimately make it easier for sales teams to close. She explains the balance between traditional marketing and digital marketing, emphasizing that the “right” mix depends on where your customers actually are. Susan also shares what business owners can expect when building a marketing engine from typi...
2026-01-2930 min
Touchstone TalksTouchstone Talks: Ep. 13 - From Idea to Exit: Building a Business That LastsIn this episode, David Wallace, author of Build Your Own Business(BYOB) and Program Manager for Exit AdvantageSM discusses how his book guides entrepreneurs from idea and passion to execution and building businesses that can grow beyond the founder. He shares the importance of early self-reflection to assess whether entrepreneurship is truly the right fit, market understanding, and planning, as well as shifting from working in the business to working on it through strong teams, processes, and structure. Wallace also explains how Exit Advantage helps owners strengthen their businesses to increase value, emphasizing that growth requires adaptation, clear goals...
2026-01-1525 min
Touchstone TalksTouchstone Talks: Ep. 12 - Demystifying ESOPs: What Business Owners Need to Know Before SellingDemystifying ESOPs: What Business Owners Need to Know Before SellingIn this episode, Deborah is joined by Rich Glassman of ESOP Plus LLP. Rich shares his extensive knowledge of Employee Stock Ownership Plans (ESOPs), what he considers to be the best-kept secret in the tax code. Learn why ESOPs are a good option to explore when selling your business.Rich breaks down what an ESOP is, how it works and how it benefits the seller and the company. He addresses some misconceptions including complexity, cost and risk as well as future requirements and costs for...
2026-01-0133 min
Touchstone TalksTouchstone Talks: Ep. 11 - M&A - Taking Control of Your ‘Online Assets’ Pre and Post SaleIn this episode, Rick Vidallon, Creative Director @ VISIONEFX, discusses how businesses can better manage and protect their digital or online assets . He emphasizes the importance of maintaining control over domains, logins, hosting accounts, and passwords, especially when selling or acquiring a company. It highlights best practices such as keeping an updated inventory of online assets, ensuring owners, not just managers, retain essential access. It emphasizes the value of updating websites regularly, ensuring accurate online listings, and using SEO best practices so search engines can properly recognize and rank a business. Even older sites can retain credibility, but fresh content...
2025-12-1827 min
Touchstone TalksTouchstone Talks: Ep. 10 - Navigating Employment Law: Protecting Your BusinessIn this episode, employment attorney Bob Brody of Brody and Associates explains key employment-law issues business owners often overlook—from the National Labor Relations Act and protected employee activity to compliance challenges, I-9 requirements, and the importance of proactive audits. With a practice focus on labor, employment and benefits, he discusses how early employment-law preparation can strengthen a company’s position during a sale, and how tools like non-competes, non-solicits, and confidentiality agreements protect a business. Bob also touches on modern challenges such as AI, remote work, and training gapstouchstoneadvisors.comlinkedin.com/company/touc...
2025-12-0437 min
Touchstone TalksTouchstone Talks: Ep. 9 - Inside the SBA Loan Process: Insights for Entrepreneurs and First-Time BuyersIn this episode, Michelle Orr of Live Oak Bank shares her decades of experience working in SBA lending and partnering with entrepreneurs looking to acquire businesses. She explains what makes Live Oak’s process unique and her quarterback-style approach from prequalification through closing. Michelle outlines key SBA rules, deal structures, limits, and expectations for both first-time buyers and seasoned acquirers, as well as common red flags such as unstable revenue trends, customer concentration, and heavy seller dependence. She walks listeners through timelines, diligence requirements, and transition planning, emphasizing the importance of proactive communication and building the right team of ad...
2025-11-2029 min
Touchstone TalksTouchstone Talks: Ep. 8 - Protecting What You’ve Built: Estate Planning Insights for Business OwnersIn this episode, trust and estate attorney Michael Clear, Partner of Wiggin and Dana discusses how thoughtful estate planning can help business owners preserve and protect the wealth created through a lifetime of work. He explains the strategic use of trusts—revocable and irrevocable—to minimize estate taxes, provide asset protection, and ensure family continuity. Clear emphasizes the importance of starting planning well before a sale—ideally two or more years in advance—to take advantage of valuation discounts and tax benefits. With a counselor’s mindset, he guides clients through not just the technical but also the personal aspects of...
2025-11-0628 min
The M&A Mastermind PodcastHow Operations Create Value - Episode 107In this episode of the M&A Mastermind podcast, Nick Olsen interviews Deborah Agrafojo, an expert in operations and business valuation. They discuss how effective operations can significantly enhance a company's value, the importance of assessing operational health, and the Exit Advantage program designed to help business owners prepare for successful exits. Deborah shares insights on key performance indicators that buyers look for, the significance of collaboration among advisors during transactions, and strategies for building operational value ahead of an exit. The conversation also touches on the Touchstone Talks podcast, which focuses on operational efficiency and exit strategies for...
2025-10-3026 min
Touchstone TalksTouchstone Talks: Ep 7 - M&A Attorneys - Better for your teamIn this episode, we sit down with Brad Malicki, an experienced M&A attorney with Halloran Sage to discuss the crucial role legal counsel plays in getting a deal to the finish line. Whether you’re buying or selling, the goal is always the same—negotiate to “yes” and close the deal in a way that works for both sides.Our guest explains why having the right attorney—one who understands M&A transactions—is essential. From interpreting the Letter of Intent to drafting detailed agreements that prevent future disputes, an experienced M&A attorney knows how to ask the r...
2025-10-2333 min
Touchstone TalksTouchstone Talks: Ep 6 - Show Me the Earnings! Why QoE MattersIn this episode, Deborah sits down with Jason Correia, a Principal at CLA and an expert in Quality of Earnings (QoE) analysis for M&A transactions. Jason breaks down why QoE reports are essential for verifying the accuracy of financials, understanding true cash flow, and normalizing earnings to reflect what a business will really look like under new ownership.Discussed are key topics like normalizing owner-related expenses, determining net working capital, and how these analyses impact deal value and negotiations. Jason also shares insights from his career journey—from auditing to M&A—and how his team...
2025-10-0929 min
Touchstone TalksJoseph Jaffe: From Structure to Success: How EOS Helps Businesses GrowIn this episode, Deborah sits down with Joseph Jaffe—Professional EOS Implementer, Executive Leadership Coach, 6-time author, keynote speaker, and host of Joseph Jaffe is Not Famous and The Entrepreneur’s Journey.Joseph shares how entrepreneurs can break free from the myth that building a business must be painful. Through the Entrepreneurial Operating System (EOS), he helps leadership teams gain clarity and alignment, instill discipline and accountability, and foster trust and healthy collaboration.From reframing entrepreneurship as discovery instead of struggle to creating “harmonic resonance” among diverse personalities, Joseph offers insights for leaders who want to build...
2025-09-2527 min
Touchstone TalksTouchstone Talks: Ep 4 - Beyond the Numbers: Jeffrey Rich on the Human Side of M&AIn this episode, we sit down with Jeffrey Rich, one of the three partners at Touchstone, to delve into his journey from a proprietary trader on Wall Street to becoming a key figure in mergers and acquisitions. Jeffrey shares his experiences in the high-stakes world of finance and his transition into the M&A industry, highlighting the emotional and intellectual challenges he faced along the way. He discusses the philosophy behind Touchstone's team approach, the complexities of closing deals, and the factors that influence successful business exits. Jeffrey also reflects on his passion for working with business owners, the...
2025-08-2926 min
Touchstone TalksTouchstone Talks: Ep 3 - What's Your Number?In this episode, Carlos Salmon shares an inspiring journey from teaching tennis in the Hamptons to breaking into the world of finance. Through chance encounters, determination, and seizing opportunities, he reflects on lessons learned, career growth, and the unexpected turns that shaped his path. A story about ambition, resilience, and following doors that open when you least expect it.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production
2025-08-2928 min
Touchstone TalksTouchstone Talks: Ep 2 - Financial Preparations Impact Business ValueIn this episode, the conversation dives into the world of mergers and acquisitions through the lens of patience, process, and precision. The guest shares lessons on why shortcuts backfire, how attention to detail can make or break success, and what it really takes to achieve the best outcome in business transitions. It’s a candid discussion about discipline, resilience, and the mindset required to navigate big changes.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production
2025-08-2928 min
Touchstone TalksTouchstone Talks: EP 1 - The Ups and Downs Owners FaceIn this episode of Touchstone Talks, we sit down with Cosmo to explore his journey transitioning out of his business, 4All Promos. With Touchstone’s guidance, Cosmo found the right partnership to grow his company while giving him the freedom to move into what he calls “pretirement.” The conversation dives into lessons learned as a business owner, the challenges of letting go, and the exciting opportunities that come with redefining retirement.touchstoneadvisors.comlinkedin.com/company/touchstone-advisors-m-adirectlinemediaproductions.com/professional-podcast-production
2025-08-2927 min
Touchstone TalksTouchstone Talks: Bringing Business Owners Real Life AdviceTouchstone Talks delivers real-world insights from trusted advisors and professionals to help business owners prepare for the future. Each conversation is designed to guide owners through the key components of a successful exit strategy—always with the goal of maximizing the value of their life’s work. By educating and empowering business owners, we create the foundation for successful transitions and lasting impact.touchstoneadvisors.comdirectlinemediaproductions.com/professional-podcast-production
2025-08-2500 min
Marketing Myths and Magic - Exvadio NetworkEpisode 6- Marketing Your Business...For Sale with Deborah Agrafojo M&A AdvisorHow do you market your business when you're looking to sell? Marketing maven Liza Sivek talks with guest Deborah Agrafojo, an expert in mergers and acquisitions, about how to position your company to allow you to retire and how early you need to start.
2021-05-0734 min