Blueprint for Wealth

by Wayne M. Zell

Build a Business That Can Run Without You | Ed Offterdinger

Description Your buyer will ask about your leadership team before they ask about anything else. Most owners answer the same way: someone in sales, someone in operations, and me. Build a business that can run without you, and the answer changes. Ed Offterdinger spent almost a decade at Arthur Andersen, then led Beers + Cutler as chief executive and managing partner through the 2009 merger that created Baker Tilly. Today he is co-founder and chairman of AO People Partners, where he coaches chief executives and leadership teams, and he is co-author of "Conscious, Capable, and Ready to Contribute." In this episode of Blueprint for Wealth, Ed and Wayne Zell cover why the people side is usually the biggest hole in an exit plan, the three-year timeline for closing it, why the value gap is almost always a chief financial officer, the one interview question Ed has used for twenty years to spot a leader who keeps growing, what employee turnover really costs, how to decide between an inside and an outside successor, and why every owner needs a plan for the day after the sale. CHAPTERS 00:00 The question that sets your price 00:25 Meet Ed Offterdinger, from Arthur Andersen to Baker Tilly 05:32 Why he trained as a coach at Georgetown 07:31 Inside the book: Conscious, Capable, and Ready to Contribute 11:32 Growth mindset and the one interview question 14:16 Conscious capitalism, and why it pays 18:00 Culture when private equity is the buyer 22:41 The value gap and the missing CFO 27:16 When to hire a CFO, and why it hurts 32:05 Life after the sale, and your successor 36:41 Own, Model, and Drive CONNECT WITH ED AO People Partners: https://aopeoplepartners.com Book: Conscious, Capable, and Ready to Contribute RESOURCES FROM WAYNE Take the Exit Readiness Assessment: https://www.hub.blueprintforwealth.org ABOUT BLUEPRINT FOR WEALTH Wayne Zell talks with entrepreneurs and the advisors who help them about building value, protecting what they have built, and exiting on their own terms. #ExitPlanning #BusinessSuccession #LeadershipDevelopment

E297

Sep 12, 2026

40:05

What Is Your Business REALLY Worth? | Business Valuation Explained

The episode demystifies common misconceptions about valuations, explaining key concepts like valuation multiples and discounted cash flow analysis. Wayne Zell converses with Ryan Berry about the intricacies of business valuation and its critical role in the selling process. Ryan highlights the impact of customer concentration on business value and addresses why valuations can seem costly. They explore the essential value drivers for lower to mid-market firms and the significance of a strong management team in enhancing valuation. Strategies for increasing business valuation are also discussed. The episode wraps up with contact information for the McLean Group and a teaser for future episodes.

E296

Jun 25, 2026

27:02

Harnessing AI in Recruitment: Insights from People Science with Christine Nichlos

In this episode of Blueprint for Wealth, Wayne Zell sits down with Christine Nicholas, founder and CEO of People Science, to discuss entrepreneurship, resilience, talent acquisition, AI, and what it really takes to build a business that can grow beyond its founder. Christine shares candid stories about breaking through barriers, surviving major business disruptions, and developing her technology, Hiregate, to reshape the future of recruiting and organizational value.

E295

Apr 30, 2026

28:11

Entrepreneurial Insights: Team Building, Adaptability, and Strategic Exits with Mihir Desai

Wayne Zell engages Mihir Desai in a conversation about his impressive entrepreneurial journey and achievements. Mihir shares valuable lessons from early failures and the importance of pivoting strategies. They discuss the significance of building a cohesive management team and recruiting based on cultural fit, as well as the role of mentorship and advisors in fostering business growth. The episode delves into adapting to unexpected changes, creating an agile company culture, and motivating employees through effective reward systems. Mihir emphasizes empirical decision-making, optimizing team dynamics, and considerations for business valuation and exit strategies.

E294

Mar 24, 2026

34:41

Building Success in MedSpa: Hormone Therapy, GLP1, Botox and Business Insights

Cassie Lane discusses her journey in the med spa industry, detailing the services offered at Cassie Lane MedSpa (GLP1, Botox, Injectables) and the benefits of hormone replacement therapy. They explore market insights on GLP-1 medications and the challenges of managing a med spa team. Cassie shares her approach to growth and values-driven decisions, as well as the impact of COVID and private equity in the medical field. The conversation covers her exploration of a business sale and associated costs, membership program liability, and future business options including phantom stock. They also discuss employee retention strategies, concluding with contact information and closing thoughts. cassielane.com

E293

Feb 14, 2026

33:32

Navigating Real Estate: Insights, AI's Role, and Advice for Aspiring Entrepreneurs

Wayne Zell welcomes Joe Killinger to discuss his extensive background in real estate and the evolution of the brokerage industry, highlighting the concerning agent dropout rate. They explore the impact of COVID-19 on interviewing with brokerage firms and offer tips for entering the commercial real estate market, including the role of AI. Joe shares his motivation and key advice for new agents, while addressing the challenges and opportunities faced by young entrepreneurs. The episode emphasizes the importance of communication and a deep understanding of entrepreneurship.. 0:00 Introduction and Joe Killinger's background in real estate 1:46 Evolution of the real estate brokerage industry and agent dropout rate 5:06 Interviewing with brokerage firms and the impact of COVID-19 10:42 Tips for entering the commercial real estate market and the role of AI 16:10 Joe's motivation and key advice for new agents 21:46 Challenges and opportunities for young entrepreneurs 23:00 Importance of communication and understanding entrepreneurship 25:37 Contact information and closing remarks

E292

Dec 30, 2025

26:28

Mastering Outsourcing: Strategies to Scale, Boost Business Profit & Efficiency

Wayne Zell is joined by Kirsten Graham to explore the essentials of outsourcing for small businesses. Key Points include: - Outsourcing can significantly reduce costs and increase profit margins by leveraging global talent for tasks such as bookkeeping, software management, and marketing. - Business owners should focus on hiring for specific skill sets rather than searching for a "magic unicorn" who can do everything, ensuring the right person is in the right role. - Effective documentation and the creation of standard operating procedures (SOPs) are crucial for maintaining business continuity and building value into your business. They delve into the roles and origins of virtual assistance, addressing privacy concerns and challenges with bookkeeping and CRM. The discussion highlights software integration for business management and the strategic use of outsourcing to enhance company value. Kirsten shares insights on cultivating a dynamic global team and documenting processes for operational efficiency. They discuss how outsourcing can combat burnout and facilitate scaling, emphasizing quality control and task prioritization. The episode also covers team building and assessing outsourcing profitability.

E290

Oct 9, 2025

28:40

Phil Risher's Insights: Digital Marketing Strategies and Growth for Home Service Businesses

Wayne Zell dives into the world of digital marketing with Phil Rischer, focusing on strategies tailored for home service businesses. They discuss effective lead management and nurturing client relationships while addressing the challenges of balancing traffic sources and scaling operations. Phil highlights essential tools for CRM and lead management, and the importance of building a cohesive marketing and sales team. The conversation explores operational efficiency, success metrics, and the distinction between marketing and sales in terms of lead quality. They also touch on business growth and exit strategies.

E289

Jul 27, 2025

27:36

Innovating for Tomorrow: Carlo Rivis on Technology, AI, and Entrepreneurial Strategies

Wayne Zell welcomes Carlo Rivis to discuss his entrepreneurial journey and early projects. They explore the business ecosystem and the educational impact on technology adoption, providing examples of working with visionaries and overcoming challenges. The conversation delves into the future of technology, AI, and global adoption, examining political influences on technological development. Carlo shares insights into achieving market fit through innovations like recyclable storage batteries and solving market needs through technology. They discuss cross-industry innovation strategies and creating roadmaps for niche market strategies, concluding with contact details for further engagement.

E288

Jun 9, 2025

34:12

USAID Contractor: Jacey Spratt: Resilient Leadership Adaptation and Growth in Professional Challenges

After the termination of thousands of USAID employees, Jacey Spratt found herself without a job. As a professional coach and business leader she discusses her involvement with USAID, including its work and the criticisms it faces. The conversation navigates the impact of government changes on USAID professionals and Jacey's own adaptation strategies and future plans. Jacey shares insights into her coaching, support initiatives, and resources, offering strategies for resilience and professional adaptation for her USAID cohorts. She provides valuable advice on the broader applicability of her coaching skills. Chapters: 0:00 Introduction of the podcast and guest Jacey Spratt 0:31 Jacey Spratt’s background, expertise, and educational qualifications 2:03 Jacey’s professional journey, recent challenges, and USAID’s role 4:44 USAID’s work and addressing criticisms 7:51 Impact of government changes on professionals 10:21 Jacey’s adaptation and future plans 13:11 Jacey’s coaching, support initiatives, and resources 18:31 Strategies for resilience and professional adaptation 24:33 Jacey’s advice and the broader applicability of his coaching skills 27:11 Contacting Jacey and Wayne's closing remarks Key Points: - Resilience and adaptability are crucial in navigating sudden professional disruptions, allowing individuals to pivot and find new opportunities despite initial setbacks. - Support networks and community efforts, such as coaching seminars and peer encouragement, significantly aid in overcoming job loss and career upheavals by providing a sense of agency and practical assistance. - Focusing on what one can control, taking small actionable steps, and maintaining physical and mental well-being are essential strategies for rebuilding and thriving after experiencing significant career challenges.

E287

May 15, 2025

29:34

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