Inside the Mind of an Acquirer: The Case for Unsexy
“Jon Pole owns 19 radio stations around the country. Most have been acquired from an existing owner,” shares Sam Thompson a Minneapolis business broker and the president of M&A firm Transitions In Business. “In this episode we’ll cover what buyers look for in traditional businesses, keeping the team intact post sale, and how to keep your business value high even though your industry isn’t trendy.”
What makes someone want to buy an “unsexy” business?
Jon Pole has acquired 19 traditional radio stations. On paper, it’s an industry many assume is in decline. But for an experienced buyer like Pole, these deals are less about media trends and more about community, cash flow, and culture.
In this edition of Built to Sell Radio, part of our Inside the Mind of an Acquirer series, you discover how to:
- Understand what professional buyers look for in traditional businesses.
- Position your company for someone who values consistency over hype.
- Justify a five-to-seven-times multiple in a slow-growth market.
- Replace emotional equity with operational systems.
- Keep your team intact post-sale—without triggering mass exits.
- Avoid being undervalued just because your industry isn’t trendy.
- Simplify your exit for a smoother, cleaner handoff.
If you run a Main Street company—or a traditional business in an industry that’s lost its shine—this episode shows how an acquirer sees your value, even when others don’t.