This week’s Misfit Entrepreneur is Ryan Goral. Ryan is the Founder of G-Spire Group, a company focused on helping entrepreneurs, executives and small business owners acquire companies. Ryan has over 15 years of experience focused on working with small businesses. In addition to providing creative financing solutions, Ryan’s expertise is centered in adding value to entrepreneurs and executives with all aspects of executing their organization’s growth and mergers and acquisitions strategies. Ryan has an MBA in Entrepreneurship and is credentialed with just about all the top M&A organizations out there.
I asked him to come on the show because of his unique expertise in helping companies BUY other businesses. Many times, we talk about selling your business, but some of the best opportunities to grow your business or further its success come in the form of acquiring and it requires a different skillset and understanding to do it right – and that’s where Ryan can really help.
Ryan grew up in Colorado and played division 1 basketball at University of Denver. When he graduated, all he knew is he liked business and went through a few roles. He gravitated toward sales. He had a real interest in the buying and selling of businesses after seeing how things went when his dad sold his business. He wanted to find a way to help companies grow and build sustainable businesses to sell. He went into investment banking lending into mergers and acquisitions to get a good base. He got his MBA and then launched his first business, but it failed. He went back into M&A, and it became very clear that there was huge gap in smaller to lower middle cap businesses that have great operators needing the expertise of what the large businesses could afford. Ryan decided he would become a fractional M&A advisory to small and mid-sized businesses.
Why should business owners consider buying other businesses to help them scale and grow?
What does a good candidate to buy look like?
At the 15 min mark, we talk about the up-front work prior to doing an acquisition.
What should a business do to make sure they are in the best position to succeed in completing and after an acquisition?
Talk to us about what is most important in setting up a deal and the structure for an acquisition…
What are some of the risks? Where are the mistakes made?
Where do deals breakdown?
At the 31 min mark, Ryan shares some other insights and tips. Entrepreneurs should strive to become an owner vs. an operator.
Big lessons from your entrepreneur journey?
Any big lessons from playing sports at a high level that you’ve used in your entrepreneur journey?
Best Quote: Entrepreneurs should strive to become an owner vs. an operator.
Ryan's Misfit 3:
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This week’s Misfit Entrepreneur is Maat Petrova. Maat has an incredible story. She went from having nothing and being on welfare to creating a multi-million-dollar business in just a few years. The business is called FemMagic and is a luxury feminine hygiene company. As she has grown the company, she has expanded to teaching and empowering women to accomplish their true potential.
Now, I am not someone who can sit back and discuss feminine hygiene products. That’s definitely not my area, but I can spot a unique entrepreneur that’s harnessed their misfit side and made the most of it. And that’s why I’ve asked Maat to come on today – to tell her story and share the lessons she learned going from essentially poverty to millions in a short few years.
Maat started off in New York as a single mom with 3 daughters who could barely pay her rent. She moved to Georgia after completing her graduate degree. What she thought would work in Georgia as services for holistic health, did not. So, she pivoted and went online in 2015. She started with online course she had worked on I grad school for self-care. A year later, she launched her first feminine hygiene product. In the span of just a few years, she went from making nothing to millions selling and making products from her kitchen table.
What was the catalyst that turned things for you and put you on the path to success?
Talk to us about mindset. How did you learn to think differently and not give up?
At the 13 min mark, she shares a story of how this came to use one day when she was running late with her kids, etc.
At the 14 min mark, we have a discussion on changing mindset.
You went through a big change in your teens that really changed you. Can you tell us about it?
You’ve built your brand organically to multi-millions in just a few years. How did you do it?
Talk about how you market and drive traffic….
Best tips to sell online?
Best Quote: Most people find it hard to accept or look at their dark mindset and negative character traits. Their counter-productive mindset.
Maat's Misfit 3:
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This week’s Misfit Entrepreneur is Mike Smerklo. Mike is a serial entrepreneur, investor, and founder of Next Coast Ventures, a unique venture capital firm that focuses on emerging companies heling them in the critical stage to hyper growth. After working in investment banking at Morgan Stanley, Mike was then recruited by Marc Andreessen and Ben Horowitz to one of their new startups. In 2003, Mike purchased ServiceSource, a 30-person tech services startup and over the next 12 years grew it to a 3000 person publicly traded company with over $300 million in revenue and a market value of $1 billion.
After exiting the company, he founded Next Coast, investing in over 40 startups to date and recently wrote the best-seller, Mr. Monkey and Me.
Needless to say, Mike has a wealth of experience as an owner/operator and investor, and I am excited for him to share it with you.
Mike grew in a rough part of Toledo, Ohio. He was raised by a single mom and had a simple goal which was to just get out. His mom focused him on education as no one had to gone to college in the family. He listened and ended up going to Miami of Ohio. After college, he went to E&Y as an auditor and found quickly he hated it. He then went to Lehman Brothers in investment banking. It sucked the life out of him, but he learned a lot before going to business school and then eventually out to Silicon Valley. He worked for Andreessen Horowitz, bought and ran ServiceSource until he sold it and the “retired” to Austin, Texas. Retirement didn’t last long before he started Next Coast.
What makes a great business?
You wrote Mr. Monkey and Me as a story of your journey with ServiceSource and lessons learned. Take us through the different lessons you learned.
Take us through each element of the shape formula and define them.
At the 14 min mark, we talk more about SHAPE and persistence more in depth.
Lessons from working with Andreessen Horowitz that have really helped in your success?
40+ investments at Next Coast. Talk to us about your model and what you look for when investing a company.
What are market trends and things that are upcoming that entrepreneurs should be focused on?
Where do you see the future of work and the changes that will happen?
Another big trend is monetizing data.
What is software 3.0 and how it is changing growth models…
What do you think is most important for entrepreneurs to focus on in their business?
Best advice for entrepreneurs just starting out?
Best Quote: Great entrepreneurs can’t imagine the world without their solution.
Mike's Misfit 3:
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This week’s Misfit Entrepreneur is David Garofalo. David has 30 years of experience in the creation and growth of over 15 multi-billion-dollar sustainable mining businesses across multiple continents and has led the largest merger in gold mining history valued at $32 billion dollars. That’s a heck of a track record. If that is not enough, David is still at it. He now serves as CEO and Chairman of Gold Royalty Corp, a precious metals-focused royalty and streaming company. The Company acquires royalties, streams and similar interests at varying stages of the mine life cycle to build a balanced portfolio offering near, medium and longer-term attractive returns for our investors.
David has won just about every award in the mining industry possible as well as awards such as Canada’s CFO of the year. While we have had guests come on to discuss the gold and precious metals markets before, the thing that interested me most about David was the way he put his new company together and the wealth of experience he has gained in building not one, but over 15 billion-dollar companies, and I can’t wait for him to share all he’s learned on his journey!
Ticker Symbol: GROY
David started out as a CPA in the 80’s with Deloitte and cut his teeth there. He was in the mining sector and learned the business from the ground up. Over the course of his career, he has been involved in the construction of 15 mines across the world with the majority of his time in the C-Suite.
What is your secret for continued success?
Is there a formula or set of principles that you’ve used consistently to build your companies?
At the 8 min mark, David talks more about the mining business and minimizing risk and lessons on how to manage it.
Thoughts on dealing with the stress and risk of running a business. How do you handle that?
Talk to us about your latest company.
State of the state in the mining industry? What are some of the keys to successfully investing in it?
At the 24 min mark, David and I have a great conversation on rates and the FED and the differences between now and the past. Especially with the debt the US has now compared the past. It’s great to just listen.
Thoughts on how businesses can thrive in an environment of prolonged inflation and higher costs?
One thing to note is that in a bull market for precious metals, silver performs better than gold. So, it has potential for a lot of upside.
Prediction for when precious metals go parabolic?
Later in 2022.
Best advice on M&A and selling/acquiring business?
David tells the story of his $32 Billion merger with Newmont.
You talked about you built your core team. How have you created a culture for the team to want to come together again and again?
Any specific traits you feel are most important to succeed in today’s world?
Any other important leadership lessons people should know?
Best advice for an entrepreneur just starting out?
Best Quote: Surround yourself with people that have integrity, the right attitude, and right skillsets needed to help you build your business.
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Hello Misfit Nation! Welcome to another edition of "Lessons for Hannah!"
Many years ago, I introduced a new format that alongside our regular episodes called “Lessons for Hannah.” Hannah is my daughter and one of the main inspirations for the Misfit Entrepreneur. I wanted to have a place where she could go and learn from her daddy and his Misfit friends throughout her life….even after I am gone. If you haven’t listened to the first episode of "Lessons for Hannah," I urge you to as it gives some more background and tells the amazing story of how Hannah came to be in our lives.
Lessons for Hannah are short, very useful, and sometimes comical lessons, that I want to share with you and give to Hannah to help in your lives. Because I want Hannah to have these for her life, I’m going to speak as though I am talking directly to her. These episodes are a lot of fun and if you think there is a lesson that we should include in these episodes, please don’t hesitate to send it over to us at support@misfitentrepreneur.com. We’d love to share it.
This Week's Lesson for Hannah
Hannah,
Sometimes I come across things that are just too good not to share. As you know I spend a lot of time on these lessons thinking them through to give you the best advice I can. Every now and then I find a resource where it’s been done for me. I recently saw a post on Twitter from handle named LegacyBuilder_. The post was titled, “Every father should teach his daughter these 20 lessons.”
After reading the title, I could not help but check it out. As I read through them, I felt they were spot on, so I want to share them with you.
Here they are.
Hannah, I really could not have said those any better and hope you use them in your life.
I love you,
Dad
Best Quote: Dad will always love you. No matter what you do or where you go. No matter how you act or what you say. I promise to be the person that gives you the tough love you need and provides a place where you always feel safe. Always and forever. That’s a promise.
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This week’s Misfit Entrepreneur is Jason White. Jason knows how to create a niche. He is the founder of The Federal Code, a business that teaches the secrets of winning federal government contracts with no certification, no business history, using minimal startup cost, and using subcontractors to support new contracts — the same way he does it. Jason currently manages over 40 Federal Government Contracts worth over $37 million. And the students he’s taught have successfully won over $30 million in contracts. J
ason is a great example of how to find a unique need, create a niche, maximize it, and then teach others to do it and help them find their financial freedom. I’ve asked him on today to share how he does it and what he’s learned along the way.
@IamJasonWhite_ on Instagram
Jason never set out to do what he does. In fact, he was not a good path to success at the time. The opportunity literally fell into his lap. He was working at a gas station in 2008 and his friend came in to get something and told him that he was about to get a federal contract in trucking. Instead, the guy was arrested that night and went to prison. But, the idea stuck in Jason’s head. He decided to see if he could get a contract and started going down the rabbit hole. It took him 3 years before he got his first contract.
Talk to us about Federal contracts. How does your business work?
How do you find a contract? How do you get started?
Are there some types of contracts that are better than others? How do you distinguish?
How do you win a contract?
How many bids/submissions do you typically do before winning?
What is the typical profit margin on a contract?
How you find the companies/resources to fulfill your contracts?
What causes people to fail in Federal contracting?
How do you handle working with these subcontractors?
At the 27 min mark, Jason walks through an example of a recent contract and how he got it and managed it.
Anything else we should know about Federal contracting?
Talk to us about your entrepreneur journey – what made you go from gas station attendant to committing to this and figuring it out?
Talk to us about playing to long game. You didn’t get your first contract for 3 years.
At the 38 min mark, we have a great conversation on being driven.
Best Quote: Stop being motivated and started being driven. When you are driven, you don’t care what gets in the way, if you get sick, whatever, you push through.
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This week’s Misfit Entrepreneur is Craig Swanson. Craig Swanson is an entrepreneur, business coach, and co-founder of the online learning platform CreativeLive. Creative live went from a $100 startup to raising over $50 Million in VC funding becoming a massive success. After leaving CreativeLive, Craig has become the secret weapon behind course creators and business owners such as Sue Bryce, Susan Stripling, and Kaisa Keranen by helping them into the multi-million-dollar mark and even acquisition! Craig is also the board chair of the Seattle Entrepreneurs Organization Accelerator.
I’ve always loved digital assets as a business model. An entrepreneur can take their expertise in an area and have the ultimately scalability with a digital product, course, etc. And Craig has perfected the model. I am excited to get into all of this with him and to share all of his wisdom and experience from his incredible entrepreneur journey.
www.CraigSwanson.org
Follow Craig on LinkedIn
Craig started his first business after dropping out of college providing IT services to graphic design companies in Seattle. He did this for 25 years. And then he spun off an internal project which was Creative Live and built it up to massive success. He left there in 2016 and started what he does now - a small investment and incubator company with a fund that invests in and partners with a select few online creators per year to build niche platforms. He also serves his role in EO and is part of their accelerator program.
Talk to us about building a digital business. What should we know?
How does someone identify the market and see if there is a fit? How do you test the market?
At the 9 min mark, Craig gives an example of how they test a market with a client. It’s best to just listen.
Which type of product makes the best digital business?
What is the process you go through to build the business around the product?
What are the best ways to market and sell a digital business?
What are some ways to build an audience from scratch?
How do you grow an email list?
How do you build a personal brand the right way?
4 elements to scale any business?
Any tips on how to create the value ladder?
At the 36 min mark, Craig gives an example of how they do this…
What are the traits of good, high performing businesses vs. those that underperform?
At the 42 min mark, Craig and I talk about how businesses are much like life as they grow and gain experience.
From your journey, what do you feel are you most important and impactful lessons you’ve learned?
Best Quote: A lot of people in business become so fixated on the thing they have built that they want to sell that they stop listening to what the market is telling them that the market really wants
Craig's Misfit 3:
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This week’s Misfit Entrepreneur is Mariusz Skonieczny. Mariusz is the founder of MicroCap Explosions and the author of 11 books on the subject of investing. Mariusz has carved out a unique niche investing in microcap companies where the institutions don’t play, and the retail investors don’t focus. And it’s very lucrative. Over the course of a decade Mariusz personally turned $10k into over $7 million investing in Microcaps and now he teaches others to do what he does. I’ve always loved exploring unique niches with the entrepreneurs that find and maximize them, and I’m excited for Mariusz to share his journey and more about the Microcap niche with you in this episode. Mariusz Skonieczny on YouTube Mariusz philosophy is to go where others can’t go or don’t want to go. You have to be very picky about where you are going to be competitive and look for the best place where you can have an edge. Mariusz was born in Poland and grew up there focused on sports. He came to the US in his late teens and wanted to play basketball. He was not good enough and it broke his heart. He was not competitive enough…not to mention he could hardly speak English. This experience led him to discover and look for unique niches that don’t have a lot of competition. He gravitated toward investing. At first, he did what most people do and invested in blue chip stocks. As he found, if you do what everyone else does, it doesn’t pay that well. He then heard an interview with Warren Buffett where Warren talked about how investors need to look for unique opportunities that other investors don’t or won’t invest in and that set him on the path to do what he does now in the microcap space. What is a microcap investment? Companies that have market capitalization of less than $200 million. These are companies in which all the shares outstanding multiplied by the price are less than $200 million. Most of the time, these companies’ stocks trade less than $5. Some of them get a negative connotation of being “penny stocks.” What matters is the business behind them and that is the key – if there is a good business behind that has a path to grow, then it can offer a good opportunity. These companies are publicly traded, but usually on secondary exchanges such as Toronto or OTC. There is less competition there as well. A lot of the companies “grow up” on these exchanges and then move over to the larger ones like the Nasdaq, etc. How do you find a microcap opportunity? You can find them on stock screeners, but Mariusz goes to an exchange like the Canadian Stock exchange that has 700 companies and spends the time to evaluate each one to find the best. 80-90% are not great companies. He will whittle it down to the top 50 or so, then find the top 10% out of those and then do full diligence to decide the best one. He’s willing to do the work where others don’t. What are the criteria you look for in a microcap? Don’t invest in trash companies! Find the diamond with high quality revenue. Recurring revenue is critical. The business model offering should have high switching costs meaning it is hard for a client to drop the offering. The business should have high margin revenues with gross profit margins above 50%. The business should also have a long runway and growth trajectory. How do you predict the success and growth rate of an opportunity? Each business will be different. An example is Voxster which focuses on the real estate industry. At the 17 min mark, Mariusz discussed Voxster’s business model and how he evaluated the company to invest in it. How do you manage risk? The best thing you can do to manage risk is to invest quality companies with proven business models and profitability. You must also not overpay for them. Most companies are too expensive. You must have patience and be selective. How do you determine value, so you don’t overpay? You can look at multiples of revenue or income. With smaller companies, net income is not the best way because they grow faster and sacrifice profitability by investing it back into the company for the growth. 1-3x revenue is a good rule of thumb when it comes to the stock price and how it is trading. How do you stay in an investment? Years – typically 5-6 If you are a businessperson or entrepreneur, you know it takes time to grow. Play the long game. Anything else we should know about microcaps? You must have patience. You must have tolerance for volatility. You can get homeruns if you don’t overpay. What other lessons have you learned on your entrepreneur journey? If you see a problem, don’t wait for others to solve – see if you can be the one to do it. Or look for companies that solve problems and become part of the journey by investing in them. Best Quote: If you see a problem, don’t wait for others to solve it – see if you can be the one to do it. Mariusz's Misfit 3: Think independently. You don’t need others’ approval to do what it is you want to do in business or investing. Do not worry about what others think.
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This week’s Misfit Entrepreneur is Bryan Clayton. Bryan created the “Uber of Lawncare,” GreenPal. It is a company that makes it easy to connect homeowners with lawn care professionals with the touch of a button. Bryan and his team built the company from scratch to over $20 million in revenue, serving 300,000+ customers in just a few years and their story has been featured everywhere from entrepreneur magazine to INC and Harvard Business Review. Prior to GreenPal, Bryan founded Peachtree Inc, and grew it to $10 million before it was acquired.
For anyone out there who has had a good idea for a business, but didn’t act on it because they weren’t sure how to make it a reality or didn’t have the experience needed to do it, Bryan is proof that it is absolutely possible. In fact, it is probably easier than you think. And that is why I brought Bryan on – to share how it is possible and what he learned in making GreenPal a reality.
@BryanMClayton on Instagram
Bryan wants you to know that if he can do it, you can do it. He’s spent 22 years as an entrepreneur in one industry, lawn care. He started a lawnmowing business in high school and continued to build it through college and then over the period of 15 years built it to over $10 million in revenue. He sold it in 2013.
He took some time off and after a while started to look at what to do next. He thought there should be an app to make it easier for people find lawn care professionals. He didn’t know what he didn’t know and over the last 10 years has built GreenPal.
Talk to us about how you did it and figure things out…
Biggest lessons from building your businesses?
What did you do to help you grow in your business that other could use?
Talk to us about how you did your SEO and organic search strategy vs. buying ads…
What did you do that got you noticed?
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How do you start a business with no money?
Talk to us about playing the long game?
Thoughts from your experience selling and exiting a business?
What should people know about the lawn and landscape industry?
Best Quote: Genius gets mistaken for consistency. There are very, very few overnight successes.
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Many years ago, I introduced a new format that alongside our regular episodes called “Lessons for Hannah.” Hannah is my daughter and one of the main inspirations for the Misfit Entrepreneur. I wanted to have a place where she could go and learn from her daddy and his Misfit friends throughout her life….even after I am gone. If you haven’t listened to the first episode of "Lessons for Hannah," I urge you to as it gives some more background and tells the amazing story of how Hannah came to be in our lives.
Lessons for Hannah are short, very useful, and sometimes comical lessons, that I want to share with you and give to Hannah to help in your lives. Because I want Hannah to have these for her life, I’m going to speak as though I am talking directly to her. These episodes are a lot of fun and if you think there is a lesson that we should include in these episodes, please don’t hesitate to send it over to us at support@misfitentrepreneur.com. We’d love to share it.
This week’s Lesson for Hannah
Hannah, In this episode, I want to speak to you about choice. Not a lot of thought is put into choice in our lives, yet every day we make many choices. In fact, our lives consist of making choices over and over again. Most of the time, these choices are automatic. We don’t think about them. Our subconscious mind just reacts with the stored programming it has built up over the years. I’ve talked many times about our conditioning and how the subconscious mind is the most powerful part of our brain that runs us without us even knowing, or at least thinking about it.
It is important to understand how the subconscious works and how it is programmed because it directly affects our choices. Everyone is born with a clean slate when it comes to their minds. It is the influences and experiences we have in our lives, as well as some primal instinct, that shape how we think and act – effectively conditioning our minds. Sources of this conditioning come from all different areas: Parents, family, friends, culture, school, media, and many of the life experiences we have. For example, the first time you touch a hot stove and get burned, your subconscious registers that and the next time you are near a hot stove, you know not to touch it. Think about things you say or your thoughts – where do they come from? Have you ever noticed yourself saying things that your parents said to you repeatedly as child? Chance are you do. It is an automatic conditioned response, and your subconscious has them for pretty much everything in your life.
Most of the conditioning we get is positive, but we can pick up some things along the way that can hold us back or keep us from reaching out true potential. That is where choice comes in, in a big way. The biggest realization that changed my life and set me on path to reach potential people previously thought was impossible for me was when I learned that I could choose my thoughts. That I had a choice. I did not have to be run by programming built up over the years. And just as important was the understanding that the choices Imake every day, directly affect my path in all areas of my life. We are the sum of the choices we make.
First, I had to learn to recognize my programming and the responses (choices) that I was making throughout each day and start to ask myself if I truly agreed with those responses. Were those something I put in my mind or were they put there by another influence or experience I have had? I then had to ask myself if that was something I wanted to keep or get rid of. And, if I wanted to get rid of it, what was most important to replace it with. I admit this is not easy to do and is absolutely a lifelong commitment and journey. If you commit to it, it will be very awkward at first because you literally have to learn to do what I call “Stop, Ask, and Choose. You have to stop yourself when you recognize a thought or reaction that doesn’t seem to be in line with what you believe or what you want for yourself. You then have to ask yourself if you want to keep it as part of your life or not. And then, you have to choose whether to keep it or what you will replace it with. The first few times you do this, it will be very awkward stopping mid-sentence or mid-thought to ask these things of yourself, but the subconscious picks up things fast. After a few times, it will start to happen quickly and soon be just as normal as brushing your teeth or throwing a ball.
Once you understand how to live from true choice in your life, then the fun begins. Each day, you get to control your choices. Remember, you are the sum of the choices you make. You gain the ability to be intentional in the choices you make and find almost a hidden superpower inside of yourself. In fact, in some ways, it is not fair to those that haven’t figured this secret in their lives. Gaining control over your choices essentially allows you to level up any time you want. After all, it is a choice to do so. Of course, you have to do the work alongside the commitment you have made with the choice, but if you were not aware to the fact you even could choose this for yourself, it would not be possible.
Hannah, I hope you can see how important this lesson is for all areas of your life. And I hope that you can also see how growing yourself in the ability to control and choose your thoughts can give you such an advantage in your life. Like I said, the choice is the first step – you still have to do the work, but that is the exciting part as you make your way to your next level. Here’s to living from true choice in our lives.
I love you,
Dad
Best Quote: Gaining control over your choices essentially allows you to level up any time you want.
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