Episode 293
10/1/26
Topic: From CEO to Exit: Hope Is Not an Exit Plan
Guests: Donnie Shelton & Dan Gordon, CPA & CEPA
In this episode we discuss:
Our sponsors Coalmarch by Workwave, PestSure, Voice for Pest, Forshaw & PestPac by WorkWave
PMP Industry Insiders Peer Groups & Conference
The inspiration behind the new book Dan co-authored with Brian Post, CPA & Matt Gordon, CPA: From CEO to Exit: The Ultimate Payday for Pest Control & Lawn Care Owners, which provides a roadmap for business owners looking to maximize their company's value
How it's a follow-up to his first book, From Technician to CEO: The Evolution of a High-Growth Pest Control and Lawn Care Company
The book's release date: Oct. 20, 2026, and Dan's offer to send pest and lawn owners a free copy
The evolution of the M&A landscape in the pest control industry and the increasing prevalence of private equity and strategic buyers
The "steakhouse math" phenomenon where owners create unrealistic expectations based on anecdotal stories about other businesses' sale multiples
How "hope is not an exit plan"
The importance of having a concrete plan for one's life and finances beyond the business before considering an exit
Certified Exit Planning Advisors and the three-legged stool concept for exiting, which balances personal assets, business sale proceeds, and post-exit life purpose
The differences between the wealth gap, the value gap, and the price gap that business owners must address
The problem with "napkin math" and how to understand multiples
The technical definition of adjusted EBITDA as a key metric for determining business cash flow and valuation
Resources mentioned:
Link to request your free copy of From CEO to Exit (pest and lawn owners only, please)
Dan's first book: From Technician to CEO: The Evolution of a High-Growth Pest Control and Lawn Care Company
Notable: "You don't ever want to sell your business on a day that you're having a bad day or a bad week... You want to have a carefully crafted plan." —Dan Gordon, CPA & CEPA
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