On-Demand Agency M&A Training
Control (and Maximize) Your Agency Exit
3-part “Exit-Prep” workshop recorded live, and now available on-demand
From agency advisor Karl Sakas, exited agency owner Mike Belasco, and 7 more speakers
Recorded live—and now available on-demand
As an agency owner, are you carefully managing your family’s #1 financial asset?
You work with a financial planner to optimize your retirement portfolio, and you hired a CPA to help cut your tax bill. But for most independent agency owners, their agency is likely their family’s #1 or #2 financial asset. After all, what else is producing 6-7 figures in annual income—plus a potential 7- or 8-figure payday?
- Do you have an exit plan for your agency? Don’t rely on luck—the Exit Planning Institute notes that “only 20 to 30% of businesses that go to market actually sell.”
- Thinking of passing the agency on to your kids? Harvard Business Review noted: “70% of family-owned businesses fail or are sold before the second generation gets a chance to take over.”
- Want to wait on this ’til you’re ready to retire? That’s probably too late; the exit process can take several years—and require more emotional energy than you might expect.
Fortunately, you can learn the ins and outs, from M&A insiders and agency owners who exited—and then take steps today to control (and maximize) your agency exit.
How? Join agency advisor Karl Sakas and exited agency owner Mike Belasco for their 3-part workshop, now available on demand: How to Control (and Maximize) Your Agency Exit.
Your Instructors:
Karl Sakas
Agency Advisor
As an agency advisor and coach, Karl has helped 600+ firms on every inhabited continent. He helps independent agency owners “Work Less, Earn More”—including exit prep—while rewarding key agency employees. In addition to his 1:1 consulting and coaching, Karl has written three books on agency growth—and shared agency advice at INBOUND, Traffic & Conversion Summit, Content Marketing World, Digital Marketer, SoDA, and the Bureau of Digital.
Mike Belasco
Exited Agency Owner
Mike Belasco founded the eCommerce digital marketing agency Inflow in 2007, earning three Inc. 5000 awards and five “Denver’s Fastest-Growing Private Company awards.” He founded ConversionIQ with a partner in 2009, selling to Inflow in 2014. After almost 17 years of serving as Inflow’s Founding CEO, Mike sold Inflow in 2023. Mike now spends his time consulting with agencies and as an acquisition entrepreneur buying and selling digital properties.
As Seen In
During the 3-part on-demand workshop, you’ll learn…
What valuation your agency might sell for today.
6 ways to potentially add $1,000,000 to your valuation
What 4 agency sellers wish they’d known before their exit (plus live Q&A to get their answers to your questions)
How to potentially make millions of dollars—without ever selling your agency
How to grow your current valuation to hit your long-term exit target (e.g., $5MM, $10MM, or more)
How to get paid more, thanks to government subsidies
What agency holding companies—and other acquirers—look for when they buy firms like yours (plus live Q&A to get their answers to your questions)
Why messing-up one key hire can delay your exit by 18 months
The specific type of acquirer who’s happy for you to be relaxing on the beach, 1-2 years early
How to pick a CPA and attorney who won’t kill the deal
What to do today if we want to sell the agency in less than a year
Speakers:
In addition to Karl Sakas and Mike Belasco, confirmed speakers and panelists include:
Guest Experts (Session 1 & 3)
Jonathan Baker
M&A advisor at Punctuation
Pradeep Nalluri
Former CEO of Beam, the $100 million agency division at Tiny
Panelists (Session 2)
Agency Sellers
Agency Buyers
Emily Schmitz
Exited from MedVoice PR, to Hahn Health & Nutrition
Khaleelah Jones
Advisor, former agency owner, and twice-exited founder
Nick Yorchak
Exited from Big Footprint Digital, to Fusion92
Gabriel Murillo
Agency owner + acquirer via Easton Digital
Hugh Boston
Investment banker, and former M&A head for Interpublic Group
The Format:
Our three-part virtual agency M&A workshop is:
- Remote: The virtual format (on-demand videos, plus assignments via Teachable) mean you don’t need to travel. More time with your family, and less money on flights and hotels. Or perhaps, more money for “fun” travel.
- Bite-Size: The recordings for the 3 sessions are ~2 hours each. You can fit that into your busy schedule (plus some time for homework, to accelerate your progress).
- Structured: Karl Sakas has been leading training events for 25 years. We’ve designed the program to benefit a wide range of learning styles. You also get a bespoke workbook, to organize your homework exercises.
- Varied: You get a wide range of perspectives, to help you customize your list of next steps. The lead presenters are Karl Sakas (working directly with 600+ agencies on every inhabited continent, including firms that exited or that are currently seeking an exit) and Mike Belasco (veteran agency owner who exited, and who’s now acquiring new businesses). Agency M&A expert Jonathan Baker (Punctuation) is joined as a guest expert in Session 1. You’ll hear from a panel of agency sellers and buyers in Session 2, sharing what they wish they’d known before doing the deal. And you can “choose your own adventure” in Session 3, with advice on how to increase your future valuation—plus insights from former agency acquirer Pradeep Nalluri.
- Accessible: We recorded the live event, and you have access to the recordings, transcripts, and slides. The videos include closed captions, and we publish text transcripts for all there sessions.
- Actionable: In addition to actionable tips throughout, each of the three sessions included time for Q&A. Have questions beyond what was shared live? Reach out and we can help.
“Karl has guided hundreds of agency founders down the path of becoming an actual owner vs. being an employee in their own company. And he’s willing to show all of us the way. What’s amazing is he does this regardless of where we are in our entrepreneurial journey… He’s seen it all and has helped other owners through it.”
— Carl Smith, Owner, Bureau of Digital
What’s the goal of the agency M&A workshop?
We want you to get the best possible deal in selling your agency. This might include selling to an external party, selling all or part of the agency to an internal buyer, or deciding you don’t want to sell after all. Whatever you do, you’ll make a more-informed decision.
How will you benefit from the workshop?
You’ll learn how to get the best deal possible when you sell your agency—that is, to control (and maximize) your exit. “Best” is relative—if you need to sell in a year, you have less time to optimize things than selling in five years. You’ll learn how to potentially add $1,000,000 in valuation to your agency. You’ll hear what sellers (and buyers) wish they’d known before doing the deal. You’ll learn the types of buyers you might encounter, and the types of advisors you might hire. And all that in ~6 hours (plus some homework). Not bad!
Who’s the workshop for?
If you’re an agency owner who wants to sell your agency, this workshop is for you. This includes digital marketing agencies, dev shops, creative studios, video production houses, and anyone else providing similar services on a for-hire basis. It applies primarily to agency owners who are considering selling their agency in 1-3 years, 3-5 years, 5-10 years, or 10+ years. Most of the tips apply to agencies in the U.S.—for example, we’ll reference SBA loans (which are more generous than CSBFP loans in Canada). You’ll still want to hire an M&A advisor once you’re ready to put the agency on the market.
This isn’t for agency owners who expect valuations based on 10-20X EBITDA multiples. It’s not for people who want to sell within a few months; you’ll learn some new things, but there’s not much time to implement what you learn. If you’re outside the U.S., we estimate that 90% of the content will apply… but it will be harder for buyers to get financing. Then again, the workshop’s tips might be even more important for non-U.S. agencies.
What if we want to sell the agency in less than a year?
If you want to exit within a few months, you should talk to an M&A advisor first—like Jonathan Baker at Punctuation, our first guest speaker. The advice in Session 1 and Session 2 will help evaluate options. And the “increase your valuation” advice from Karl Sakas in Session 3 will help you get more from an earnout as you exit.
Get Your On-Demand Ticket:
On-Demand: $1,400 USD
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Frequently Asked Questions (FAQ)
Who's this for?
If you’re an agency owner who wants to sell your agency, this workshop is for you. It’s all about helping people get the best deal possible, whatever that might be.
This includes digital marketing agencies, dev shops, creative studios, video production houses, and anyone else providing similar services on a for-hire basis.
It applies primarily to agency owners who are considering selling their agency in 1-3 years, 3-5 years, 5-10 years, or 10+ years.
Most of the tips apply to agencies in the U.S.—for example, we’ll reference SBA loans. You’ll still want to hire an M&A advisor once you’re ready to put the agency on the market.
What does this cost?
The workshop is a flat $1,400 USD, plus sales tax where applicable.
Planning to send 3+ people from your agency? Contact us to get a group discount.
Is there a group discount?
If you’d like to send 3+ people from your agency (e.g., multiple equity partners), please contact us for a group discount.
Should I bring my business partner?
Yes—if you have a business partner (or partners), everyone would ideally join the workshop. You’ll get a shared language, plus built-in structure to have key conversations.
Planning to send 3+ people from your agency? Contact us to get a group discount.
How can we pay?
Teachable will request your payment info (most credit cards) and prompt you to sign up for the platform so you can access the recordings in the future. Depending on your geographic location, Teachable may charge sales tax.
If you plan to send 3+ people from your agency and want a group discount, email concierge@sakasandcompany.com for help.
Should we buy a ticket if we aren't sure we want to exit?
Yes, probably. Unless you plan to close your agency when you retire, it helps to know your options. In Karl’s coaching, some clients go from “must sell” to “let’s keep it,” while others go from “run this forever” to “let’s sell.”
Can I buy a ticket for someone else?
Yes, you can buy a ticket for someone else. Select the “Send as a gift” checkbox on the checkout page. (Here’s a screenshot from Teachable.) Now, you can add their email address and an optional note. They’ll immediately receive a notification.
What if we want to sell in less than a year?
If you want to sell within a few months, you should talk to an M&A advisor—like Jonathan Baker at Punctuation, our first guest speaker at the workshop. The advice in Session 1 and Session 2 will help. And you can use the Session 3 advice on “increase your valuation” to hel grow your earnout.
How will we benefit from the workshop?
You’ll learn how to get the best deal possible when you sell your agency—that is, to control (and maximize) your exit. “Best” is relative—if you need to sell in a year, you have less time to optimize things than selling in five years.
You’ll learn how to potentially add $1,000,000 in valuation to your agency. You’ll hear what sellers (and buyers) wish they’d known before doing the deal. You’ll learn the types of buyers you might encounter, and the types of advisors you might hire.
In the three session recordings, you’ll hear the questions asked during live Q&A with the nine speakers—including agency sellers, buyers, and advisors. We’ve gathered everyone in one “room” so you don’t have to.
How much of the workshop is focused on exiting, versus alternative paths?
We’ll cover options in Session 1, but 90-95% of the workshop will focus on selling the agency… because that’s what people want to know. If you do the workshop and decide not to sell, that’s still a potential win—instead of your wondering if you made the right choice.
What size should our agency be?
If you’re an agency owner who wants to sell your agency at some point, this workshop is for you—regardless of size.
Most of the advice assumes $250K+ in EBITDA. However, smaller agencies often are valued based on Seller Discretionary Earnings (SDE), which will be different from EBITDA at larger firms.
Some participants may conclude they want to wait longer to get a bigger exit. Others might decide to do a smaller exit (e.g., an acqui-hire), which we discuss in the workshop.
Can we join if we want to buy an agency?
The workshop focuses on sellers—but it helps to understand what others care about. The tips can help you potentially craft a win/win deal as you buy a firm. And although we won’t specifically dig into how to do an agency “rollup,” you might choose to sell your larger agency in the future. Several of the panelists and guest experts have purchased businesses, so you benefit from their experience.
Does this apply to agencies outside the U.S.?
We estimate that 90% of the content will apply to agencies outside the U.S. (e.g., what you can and can’t control; exit options; types of buyers; what the panel of sellers wish they’d done differently; how to grow your valuation; ways to add $1 million to your valuation, etc.).
Across the entire 3-session slide deck, one slide is U.S.-specific (about SBA loans) and another is U.S.-oriented (about EBITDA multiple ranges). The rest is more broadly applicable.
So, almost all of the “prepare to sell” advice would apply… but at the end of the day, government subsidies make it easier to borrow money. It’s harder for non-U.S. buyers to access financing to buy a business. This can lead to valuations at lower EBITDA multiples, or taking longer to sell.
In a sense, this makes the workshop even more important for agencies outside the U.S.—you might need to do more “tap dancing” than a U.S. agency, and you’ll likely need more lead time. The workshop is all about helping people get the best deal possible, whatever that might be.
Do we really have to do the "homework" exercises?
The homework is on the honor system, so Karl and Mike won’t be checking your work. That said, most things in life are “you get what you put into it”… and this is no exception.
Your agency is likely your family’s #1 asset. It’s worth spending a few hours to help you prepare for your ideal exit.
What's the refund policy?
The workshop is non-refundable, but you’re welcome to substitute another team member. Email concierge@sakasandcompany.com for help transferring your ticket.
Do you guarantee we'll sell our agency for seven or eight figures?
No one can guarantee a specific outcome—including an exit at a specific price and terms. But when you invest more time and effort in the workshop, you’re likely to see a stronger return.
While the workshop won’t dive into your agency’s specific details, our goal is to equip you with the tools and expertise needed to make the most of your agency exit.
After that, things are still a matter of timing and luck; you’ll still want to hire the right advisors when the time comes.
Is this 1:1 coaching?
The workshop is designed for those seeking a “DIY” solution. It doesn’t include private 1:1 consulting with Karl or Mike, but you’re welcome to ask them about that option afterwards.
The live workshop included a “Hot Seat,” where Karl provided free advice to one participant—live, in front of the group—in Session 3. You can likely apply at least some of this “Hot Seat” advice to your agency.
Can we ask questions live?
The workshop is on-demand, based on a live recording. You can’t ask new questions live… but odds are good that someone else asked the question before.
What if we want additional 1:1 advice?
Karl Sakas is available for 1:1 agency coaching and consulting. This includes the one-off ActionPath call (answers to your most-burning question), the Agency Growth Diagnostic (objective, expert advice on how to reach your goals), and Executive Coaching (for in-depth support as you grow). Interested? Reach out here.
Mike Belasco is available for consulting, including around SEO and analytics. Interested? You can reach him via LinkedIn.
What if I have a different question?
Glad to help! Email concierge@sakasandcompany.com with your question.
“Karl truly cares about the success of organizations and is just a really compassionate person who really cares about the work. He cares about agency owners. He gets it.” –Taylor
“Karl’s presentation wasn’t just a talk; it was an experience that got everyone fired up and ready to tackle their challenges head-on. Karl has a unique knack for making the complex feel simple and doable.” –Chris
“Karl is outstanding. He’s an expert not only at marketing but specifically at running agencies, large and small. His advice is clear, high impact, and focused on results and financial success.” –Julie