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Start giftingBuilt to Sell
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Learn moreA business parable about how to create a start-up that won't trap you when you want to sell it.
According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own.
To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his advertising agency. Alex turns to Ted, an entrepreneur and old family friend, who encourages Alex to pursue three criteria to make his business sellable:
* Teachable: focus on products and services that you can teach employees to deliver.
* Valuable: avoid price wars by specializing in doing one thing better than anyone else.
* Repeatable: generate recurring revenue by engineering products that customers have to repurchase often.
John Warrillow is the founder of The Value Builder System, a simple method for improving the value of a company offered via a global community of advisors who have earned their Certified Value Builder qualification. John's bestselling book Built to Sell: Creating a Business That Can Thrive Without You was recognized by both Fortune and Inc. Magazine as one of the best business books of 2011, and has been translated into twelve languages. John is also the host of Built to Sell Radio, ranked by Forbes Magazine as one of the world's ten best podcasts for business owners. In 2015, John wrote another bestselling book, The Automatic Customer: Creating a Subscription Business in Any Industry. Prior to founding The Value Builder System, John started and exited four companies, including one acquired by a public company. He lives with his family in Toronto.