Rob Julien, founder of Fair Market and seasoned M&A advisor, joins Brandon for a straight-talking conversation about what it really takes to sell a trades or home service business — and why most owners wait too long to think about it. From building transferable value and finding the right buyer to legacy planning, key man risk, and the tax advantages most Canadians don't know they have, this episode is essential listening for any business owner who wants to exit on their own terms.

🎯 What You'll Learn:

• Understand why 80% of businesses brought to market never sell — and how to be in the other 20%
• Start building transferable value now, not when you're ready to retire
• Identify the hidden risks that quietly kill a deal before it even starts
• Find the right buyer for your business — not just the highest bidder
• Use Canada's Lifetime Capital Gains Exemption to save hundreds of thousands in taxes
• Know when and how to tell your team you're thinking about selling
• Explore selling to your own employees as a powerful exit strategy
• Build systems that protect your business today — not just at exit

🔑 Key Topics Covered:

✅ Why Waiting Too Long Is the #1 Seller Mistake✅ Transferable Value vs. Paper Value✅ Key Man Risk & the Diminishing Power of One✅ Finding the Right Buyer — Strategic vs. Individual Investors✅ Canada's Lifetime Capital Gains Exemption✅ Employee Buyouts — An Overlooked Exit Strategy✅ Disclosing Weaknesses Upfront to Build Trust✅ De-Risking Your Business Before It's Too Late

👤 Featured Guest:Rob Julien — Founder & M&A Advisor | Fair Market🌐 Website: www.fair-market.ca💼 LinkedIn: Rob Julien

🎙️ About The Open Concept:Your go-to podcast for construction industry insights, trade business strategies, and leadership advice that actually works.

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