Otis Florence has been working for himself since he was eighteen, starting and selling one business after another. Somewhere in there, a man who had just stepped off a city bus got to talking with him at the corner and said he wanted to buy the company Otis was running. About thirty days later, he did. That sale is what pushed Otis into what he does now, helping other people buy and sell companies.
He is direct about the thing most sellers get wrong, which begins with whether you actually have a reason to sell that a buyer will believe. We get into what makes a business genuinely worth listing, and what Otis learned standing on the other side of the same deals he used to be pitched and never quite trusted.