M&A Launchpad

From 13 Franchises to Freedom: Kristie Shifflette on Scaling & Exiting with Success

In this episode of the M&A Launchpad Podcast, hosts Feras Moussa and Casey Minshew welcome Kristie Shifflette, who shares her inspiring journey from corporate America to becoming a successful franchisee with Orange Theory Fitness.
Kristie dives into the challenges and triumphs of scaling her business to 13 locations, her experience navigating private equity, and the critical role of sales and team development in driving success. She also opens up about her post-exit chapter—new ventures in health and wellness, lessons learned, and how she’s redefining success after building and selling a thriving business.
This episode is packed with insights for entrepreneurs, franchise operators, and anyone considering private equity partnerships or planning for an eventual exit.
 
Key Takeaways
· It doesn’t really matter where you start; it’s how you finish.
· Sales and people development are crucial for business success.
· Pre-sales strategies can lead to profitability from day one.
· Having control over an area can provide a competitive advantage.
· Building a strong team structure is essential for scaling.
· Private equity can provide opportunities for growth and expansion.
· Understanding your numbers is key to executing a successful business strategy.
· Self-awareness is important in recognizing when to pivot or step back.
· Creating systems and processes can make a business more attractive to buyers.
· Empowering consumers with knowledge can lead to better health outcomes.
 
Connect with Kristie Schifflette
LinkedIn: https://www.linkedin.com/in/kristie-shifflette-0761353/
 
M&A Launchpad Conference
The M&A Launchpad Conference is where acquisition entrepreneurs, investors, and operators come together for a full day of deal-making, networking, and insights from industry leaders.
📍 Chicago, IL 📅 Saturday, October 25, 2025 🎟️ Tickets & Info: https://www.malaunchpad.com 💸 Use code LAUNCH for $200 off
 
Additional Resources
Watch our archive of video interviews on YouTube: https://www.youtube.com/@malaunchpad Contact the hosts: info@equitylaunchpad.com Learn more: https://equity-launchpad.com
 
About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions.The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community.Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Building Exit-Ready Businesses with Jason Kruger

In this episode of the M&A Launchpad Podcast, hosts Casey Minshew and Ben Suttles sit down with Jason Kruger, President at Signature Analytics (a Citrin Cooperman Company). Jason shares his journey from Deloitte to entrepreneurship, scaling Signature Analytics, and ultimately navigating its acquisition. 
This conversation digs into the fundamentals of building a business with the end in mind—why intentional growth, strong documentation, and client diversification are critical to maximizing valuation. Jason also unpacks how AI is transforming accounting and decision-making, and what entrepreneurs should do today to position their companies for a smoother, more profitable exit. 
Whether you’re buying, selling, or still scaling, Jason’s insights will give you a clear roadmap for creating enterprise value that lasts. 
 
Key Takeaways 
Intentional Growth – Plan for your exit early and build a company that operates independently of the founder. 
Systems & Documentation – Formal processes add tangible value and buyer confidence. 
Diversification – Avoid client concentration risk to stabilize revenue and valuation. 
AI in Accounting – Emerging tools are streamlining reporting and empowering real-time decisions. 
 
Connect with Jason Kruger 
LinkedIn: https://www.linkedin.com/in/jason-kruger/ 
Email: JKruger@citroencooperman.com 
 
Don’t Miss the M&A Launchpad Conference 
Join us in Chicago on October 25, 2025 for the flagship M&A Launchpad Conference—a one-day experience bringing together searchers, independent sponsors, capital partners, and M&A advisors. Networking, panels, and deal flow, all under one roof. 
Register now at: https://www.malaunchpad.com Use code LAUNCH for $150 off your ticket. 
 
Additional Resources 
Access our full archive of podcast and video interviews: https://www.malaunchpad.com/podcast 
Connect with the hosts at Equity Launchpad: info@equitylaunchpad.com 
Learn more about M&A opportunities: https://www.equity-launchpad.com 
About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions.The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community.Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Why 80% of Businesses Fail to Sell | Exit Planning Tips with Adam Koos

In this episode of the M&A Launchpad Podcast, hosts Feras Moussa and Casey Minshew sit down with Adam Koos, founder of Elevate and Exit and Libertas Wealth Management. With a unique background in both psychology and finance, Adam helps business owners prepare for the biggest decision of their lives—selling their company. 
From the emotional side of letting go of a business to the hard numbers that make or break a deal, Adam shares why most owners wait too long to plan an exit—and how that mistake leaves millions on the table. He dives into consultative selling, minimizing key-person risk, and how to structure businesses for a smoother, more profitable transition. 
If you’re buying, selling, or just starting to think about succession planning, this conversation will give you practical takeaways and a new lens for approaching the exit process. 
In this episode, we discuss: 
Why 80% of businesses never sell—and what owners can do differently 
The role of psychology in exit planning (and why it matters as much as finance) 
Top mistakes owners make before going to market (and easy fixes to de-risk) 
How to prepare years in advance for the best valuation and smoothest deal 
Legacy, taxes, and life after the sale—what every seller should consider 
Consultative selling and building rapport with owners as a buyer 
Connect with Adam Koos 
LinkedIn: https://www.linkedin.com/in/adamkoos 
Exit Planning Firm: https://elevateandexit.com 
Financial Advisory Firm: https://libertaswealth.com  
The M&A Launchpad Conference 
Join us on October 25, 2025 in Chicago for the M&A Launchpad Conference — a one-day event designed for acquirers, operators, investors, and advisors. Learn from headliners, connect with dealmakers, and walk away with practical insights to accelerate your M&A journey. 
Get $150 off your ticket with code LAUNCH at: https://malaunchpad.com 
 
Additional Resources 
Watch more interviews on YouTube: https://www.youtube.com/@equitylaunchpad 
Connect with hosts Casey Minshew & Feras Moussa: mailto:info@equitylaunchpad.com 
Learn more about investing, scaling, or selling a business: https://equity-launchpad.com 
About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions.The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community.Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Six Acquisitions in Three Years with Ryan Sullivan

In this episode of the M&A Launchpad Podcast, hosts Ben Suttles and Feras Moussa sit down with Ryan Sullivan, Co-Founder of North Park Group, to unpack how he and his partner built a private equity firm from the ground up—acquiring six businesses in three years. Ryan shares practical insights on deal structuring, using real estate as a lever, leveraging SBA financing, and why a strong network and clear investor relations strategy matter at every stage of growth. 
Key Topics Discussed: 
Starting a private equity firm and buying the first business 
Innovative real estate strategies and leveraging SBA loans 
Maintaining and growing a high-value network in M&A 
Practical approaches to deal structuring and investor relations 
Connect with Ryan Email: RyanS@northparkgroup.net Website: https://northparkgroup.com 
M&A Launchpad Conference Join us at the M&A Launchpad Conference on October 25, 2025, at The Westin Chicago River North. It’s the premier event for acquirers, operators, and investors to connect, learn, and grow. Use code LAUNCH at malaunchpadconference.com for $150 off your ticket. 
Additional Resources 
Watch our archive of video interviews on YouTube: https://www.youtube.com/@malaunchpad 
Get in touch with the hosts: info@equity-launchpad.com  
Explore partnerships to acquire, scale, or sell a business: https://equity-launchpad.com 
About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions.The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community.Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Building Powerful Brand Stories & M&A Strategies with Mark Tarchetti

In this episode of the M&A Launchpad Podcast, hosts Ben Suttles and Feras Moussa welcome special guest Mark Tarchetti, a veteran in the consumer products industry. Mark has held senior roles at global giants like Unilever and now runs his own boutique consulting firm, helping companies unlock the true potential of their brands. 
 
The discussion dives deep into how major companies build and maintain strong brand stories, the psychology of mergers and acquisitions, and how to apply these insights to your own business ventures. Mark also shares why consumer research is critical to growth and how to preserve brand legacy during acquisitions. 
In this podcast episode, we discuss: 
 
Building a strong brand story and strategy 
Insights into the psychology of mergers and acquisitions 
The role of consumer research in driving business growth 
How to maintain brand integrity and legacy during acquisitions 
 
You can connect with Mark: LinkedIn: https://www.linkedin.com/in/mark-tarchetti-312b88164/ Website: https://www.alchemy-rx.com/ 
 
Additional Resources: 
Access our archive of video interviews on YouTube: https://www.youtube.com/@malaunchpad  
Get in touch with show hosts Ben Suttles and Feras Moussa at: info@equity-launchpad.com  
Looking to invest in M&A opportunities or partner with an advisor to acquire, scale, or sell your business? Meet our community in-person at the M&A Launchpad Conference https://malaunchpad.com — Use code LAUNCH for $150 off your ticket to the M&A Launchpad Conference. 
About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Deferred Sales Trust & Passive Income Strategies with Brett Swarts

In this episode of the M&A Launchpad Podcast, hosts Feras Moussa and Casey Minshew are joined by Brett Swarts, founder of Capital Gains Tax Solutions and an expert in sophisticated tax planning strategies. Brett dives deep into the mechanics of the Deferred Sales Trust (DST), breaking down how it empowers entrepreneurs and investors to preserve their wealth, defer taxes, and generate truly passive income. The conversation covers why traditional exit strategies often fall short, the importance of legacy and mission in financial planning, and how the largest wealth transfer in history is creating unprecedented opportunities for proactive entrepreneurs. If you're preparing for an exit or looking to create long-term financial freedom, this is a must-listen.
In this podcast episode, we discuss:
· Why tax planning should be at the forefront of every entrepreneur’s strategy
· The Deferred Sales Trust (DST) explained—how it works and who it’s for
· How to create passive income streams through advanced tax structures
· Why legacy planning starts with understanding your family’s mission and values
· The biggest mistakes entrepreneurs make when exiting their business
· How DSTs can be used for real estate, businesses, crypto, and more
· Building a team of experts to navigate complex transactions
· The government’s role in wealth transfer and how to plan accordingly
· Why the time to plan your exit is before you sell
Guest Contact Info: LinkedIn: https://www.linkedin.com/in/brett-swarts/ Website: https://capitalgainstaxsolutions.com/meet-brett/ Additional Resources:
· Learn more about Equity Launchpad and how they help buyers and sellers navigate acquisitions: https://www.equity-launchpad.com
· Contact Casey Minshew or Feras Moussa at info@equitylaunchpad.com
· Looking to buy or sell a business? Equity Launchpad can help guide you through your acquisition or exit strategy.
· Don’t miss the next M&A Launchpad Conference – October 2025 in Chicago (Date and location TBD). Visit https://www.malaunchpad.com to learn more and join the waitlist.
About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions.The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community.Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Hard Lessons in Buying, Scaling, and Exiting with Carl Kleimann

In this episode of the M&A Launchpad Podcast, hosts Casey Minshew and Ben Suttles are joined by Carl Kleimann, a proven entrepreneur with deep experience in scaling and exiting small businesses. Carl takes us through his business journey—from losing a $200K client, to navigating private equity partnerships, to launching his current venture, Moffitt Services.  
He dives into the real-world lessons of leadership, the pivotal role of PEOs (Professional Employer Organizations), and why humility and a servant mentality are essential traits for any founder. Whether you're considering your first acquisition or preparing for an exit, Carl’s insight will change the way you think about business, leadership, and long-term growth.  
Key Topics Discussed 
How Carl lost a $200,000 customer—and bounced back• Why leadership with humility leads to better business outcomes• What every entrepreneur should know about exit strategy • The upside (and downside) of private equity • The role of PEOs in helping small businesses stay competitive • How to maintain relationships through the stress of acquisitions • Why continuous learning is key to long-term entrepreneurial success • Carl’s new venture: Moffitt Services and what he’s building next  
Guest Contact Info 
LinkedIn: https://www.linkedin.com/in/carlkleimann/ • Website: https://www.moffittservices.com • Email: online@moffittservices.com 
Additional Resources 
Contact the Hosts – Casey Minshew & Ben Suttles: info@equity-launchpad.com • Learn more at: https://www.equity-launchpad.com• Attend the M&A Launchpad Conference – Coming October 2025 (Date & Location TBD) Get your ticket at https://www.malaunchpad.com and use code LAUNCH for $150 off 
About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions.The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community.Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Inside SBA Lending: Strategies for Business Buyers with Matthias Smith

In this episode of the M&A Launchpad Podcast, hosts Feras Moussa and Casey Minshew sit down with Mathias Smith, founder of Pioneer Capital Advisory and a seasoned expert in SBA financing. Mathias shares his entrepreneurial journey, from launching his own firm to helping countless buyers navigate the often-complex SBA process. He opens up about the real challenges of growing a new business, the power of social media for client acquisition, and why being proactive and well-informed is key when seeking financing for business acquisitions.
Whether you’re a first-time buyer or an experienced entrepreneur, Mathias offers practical insights into what it really takes to secure SBA funding and grow a business from the ground up.
In this podcast episode, we discuss:• Mathias’s background in SBA lending and why he started Pioneer Capital Advisory• How social media (especially Twitter) has helped grow his client base• Key steps for navigating the SBA process with confidence• Why a solid business plan and clear financials are essential• Using HELOCs creatively for business acquisitions• The value of having expert guidance through the SBA journey• Real-world challenges of scaling a new business and building a team• Staying adaptable and resilient through entrepreneurship
Connect with Mathias:Twitter:  @SBA_MatthiasWebsite: https://www.pioneercapitaladvisory.com
 Additional Resources:🎧 Watch more interviews and episodes on YouTube: /@malaunchpad💻 Learn more about Equity Launchpad: https://equity-launchpad.com🎟️ Get $150 off the M&A Launchpad Conference with code LAUNCH at: https://malaunchpad.com📬 Have a question or want to work with us? Reach out to Casey and Ben: info@equity-launchpad.com
About The M&A Launchpad:
The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions.
The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community.
Connect with M&A Launchpad:
🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Navigating Business Transactions with John Martinka

In this episode of the M&A Launchpad Podcast, hosts Feras Moussa and Casey Minshew sit down with John Martinka, a seasoned intermediary and advisor with nearly 30 years of experience in business transactions. John shares candid insights into how buyer and seller dynamics have evolved, the critical role of financial preparedness, and why experience is key to successful deals. 
The conversation highlights the importance of knowing your numbers, preparing a business for sale well in advance, and making incremental improvements that build real value — whether you’re buying for the long term or planning a strategic exit.  
For anyone thinking about buying, selling, or growing a business, this episode is packed with hard-earned wisdom and actionable advice. 
In this podcast episode, we discuss: 
The Role of Intermediaries in Business Transactions 
How Buyer and Seller Dynamics Have Changed Over the Years 
Why Financial Preparedness is Essential for Both Buyers and Sellers 
Navigating Buyer Sophistication — and Unsophistication 
Buy and Hold vs. Quick Flip Strategies 
How Sellers Can Prepare Their Business for a Successful Exit 
Why Experience is King in Business Transactions 
 
Connect with John: 
Website: https://www.martinkaconsulting.com/ 
YouTube: https://www.youtube.com/@JohnAMartinka 
Podcast: Getting the Deal Done https://podcasts.apple.com/us/podcast/martinka-consultings-getting-the-deal-done-podcast/id1550396853 
Mention this podcast and John will send you a copy of one of his books: Buying a Business That Makes You Rich, Growth by Acquisition, or Exit with Style, Grace & More Money 
Additional Resources: Watch more interviews and episodes on YouTube: https://www.youtube.com/@malaunchpad Learn more about Equity Launchpad: https://equity-launchpad.com Get $150 off the M&A Launchpad Conference with code LAUNCH at: https://malaunchpad.com Have a question or want to work with us? Reach out to Casey and Ben: info@equity-launchpad.com 
About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions.The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community.Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Empowering Women in M&A with Beki Darlin

In this powerful episode of the M&A Launchpad Podcast, hosts Casey Minshew and Ben Suttles sit down with Beki Darlin, President of WAEE and a trailblazer in the world of business acquisition and consulting for equity. Beki shares her inspiring journey in the M&A space and explains how she’s helping reshape what entrepreneurship and equity ownership look like for women. 
From creative deal structuring to overcoming gender bias, Beki offers actionable insights on the unique challenges—and opportunities—facing women in business. This episode is a must-listen for those looking to grow their business, invest smartly, and foster a stronger community of female founders and professionals in the M&A world. 
In this podcast episode, we discuss: 
Consulting for equity: What it is and how it works 
Navigating gender bias in business transactions 
Building a supportive network in M&A 
Opportunities for innovation in architecture and design 
Why community is key for women entrepreneurs 
Leveraging AI for business education and growth  
You can connect with Beki via LinkedIn: https://www.linkedin.com/in/beki-darlin/ 
Additional Resources: Watch more interviews and episodes on YouTube: https://www.youtube.com/@malaunchpad Explore the M&A Launchpad platform: https://equity-launchpad.com Get $150 off the M&A Launchpad Conference with code LAUNCH at: https://malaunchpad.com Have a question or want to work with us? Reach out to Casey and Ben: info@equity-launchpad.com 
About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/