Episode Summary
In this episode, host Pete Bush welcomes CJ Aulet to explore why exit planning isn’t something to save for the future—it belongs in the present. They unpack how education, strategic planning, and clear assessments help business owners protect value, reduce risk, and prepare for life’s inevitable transitions. CJ shares his journey back to Baton Rouge, his role as a CFO/COO-for-hire, and his mission to help owners close the profit, value, and wealth gaps. Together, Pete and CJ highlight the importance of building an advisor ecosystem, focusing on both offense (growing EBITDA) and defense (de-risking for buyers), and starting early to achieve a truly confident exit.
Key Takeaways
- Exit planning is essential at every stage—not just at retirement.
- Education is lacking: most owners underestimate the work needed for a successful sale.
- Every business will exit—planned or unplanned, voluntary or involuntary.
- Knowledge without application = missed opportunities.
- Two levers drive value: adjusted EBITDA and the multiple buyers are willing to pay.
- Lifestyle vs. growth business: owners must clarify which path they’re on.
- De-risking matters: concentrated customers, weak depth charts, or undocumented processes lower multiples.
- Simple ≠ easy: small, consistent strategies yield big improvements.
- Collaborative ecosystems win: CPAs, bankers, wealth advisors, and specialists all play vital roles.
Chapters
- 00:00 – Introduction: Pete sets the stage—why CEPA, why this podcast, and why exit planning is a present-tense issue.
- 02:15 – Meet CJ Aulet: CJ shares his “emergency sabbatical,” his return to Baton Rouge, and his CFO/COO-for-hire work.
- 03:55 – Positioning & purpose: Helping owners understand the value of planning and building stronger communities.
- 05:35 – Exit planning today: From “end-of-career” myth to daily discipline; knowledge vs. execution gap.
- 08:50 – Intangible capitals: Why culture, systems, and people drive revenue more than top-line obsession.
- 09:55 – Consolidation & private equity: Why PE and angel capital are coming down-market and what it means for owners.
- 11:45 – The advisor bus: Who sits on it (CPA, banker, wealth advisor, M&A experts) and where CJ adds value (strategic planning + value enhancement).
- 15:10 – Taking vitals: CJ’s assessment approach—quantitative (cash flow) and qualitative (owner goals).
- 17:40 – Offense & defense: Improving EBITDA while de-risking to strengthen multiples.
- 20:40 – Consequences of not planning: Concentrated wealth in one asset = high risk; competitors are planning even if you aren’t.
- 23:30 – The Value Builder tool: Why a baseline is critical and how to use it to close gaps.
- 25:00 – Simple vs. easy: Planning is straightforward but requires discipline.
- 29:15 – The “hired gun” role: CJ’s rewarding work fixing businesses and returning owners to the joy of why they started.
- 30:40 – Reading list: As a Man Thinketh and daily Bible study.
- 31:05 – How to reach CJ: Email and advisor-referral collaboration/
Notable Quotes
- “Every business will eventually sell.”
- “Knowledge unapplied is why I exist.”
- “If you aren’t planning, your competitor is.”
- “Simple doesn’t mean easy.”
- “Baseline value today—then close the profit, value, and wealth gaps over time.”
Resources & Next Steps
- Baseline your business: Use Value Builder or similar tools to establish starting scores.
- Quarterly cadence: Focus on one urgent-but-important initiative every 90 days.
- Build your bench: CPA + banker + wealth advisor + operators (CFO/COO-for-hire).
- Address the 5 D’s: Death, Disability, Divorce, Disagreement, Distress—plan around life’s inevitabilities.
Connect
- Guest — CJ Aulet
- Email: cjaulet@boulomai.com
- Host — Pete Bush, CFP®, CEPA® (Horizon Financial Group)
- Email: pbush@horizonfg.com
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Disclosure
The views depicted in this material are for information purposes only and are not necessarily those of Cetera Advisors LLC. They should not be considered specific advice or recommendations for any individual. Pete Bush is a registered representative offering securities and advisory services through Cetera Advisors LLC, Member FINRA/SIPC, a broker-dealer and registered investment advisor. Cetera Advisors LLC is under separate ownership from any other named entity. The guest on this episode is not affiliated with or registered with Cetera Advisors LLC. Any information provided by our guest is in no way related to Cetera Advisors LLC or its registered representatives.
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