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This month we are talking to bestselling author John Warrillow, who is the author of the best-selling book Built to Sell: Creating a Business That Can Thrive Without You which was recognized by both Fortune and Inc. as one of the best business books of 2011 and just so happens to be one of John Lamerton’s favourite business books.
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Built to Sell – John Warrillow
John Warrillow is also the host of Built to Sell Radio, ranked by Forbes as one of the world’s 10 best podcasts for business owners. In 2015, John wrote another best-selling book, The Automatic Customer: Creating a Subscription Business in Any Industry. John completes the trilogy with his latest book, The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top.
Let’s get the house valued
Just because you book a valuation, doesn’t necessarily mean you are going to sell your house that month, the same applies to your retirement pot, you check it because you want it to be ready when you are ready, whether that’s to move house or to retire.
Well, John Warrillow believes that the same should apply to your business. You want to know if your business is on track to deliver your financial goals. So let’s get it valued – and then look to increase that value!
Scaling back

The pandemic has been a struggle for most business owners, but what many have realised is that actually, they are able to operate a much leaner business model, that perhaps you do not need offices and multiple overheads. And this in turn has seen a trend in more lifestyle businesses being created.
Subscription models are the way forward
John and Jason are HUGE fans of a subscription model, in fact, most of their businesses run on this model. But why do they like them so much?
Yes or No
How much time would you free up by being able to answer employees’ questions with a simple Yes or No answer? Learn the art of a “Yesable question”
So, do you want to sell your business?
You probably don’t, but how many of you would like to know you “COULD” sell your business if you wanted to? Making your business Built to Sell is the answer.
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#ALB74
Quotes from this episode:
“It all stems back from working on myself, and just having the courage to do it”
“For someone who fell into it, we seem to be doing alright at it, to be fair!”
“Over the years, I’ve managed to learn to focus on one thing or two things now. If you try and spin too many plates at one time, you get mediocre results in several things.”
“You need to develop the owner and not the business. Develop the owner and everything else falls into place.”
“Someone recommends a book to me. I buy it. I don’t procrastinate. I just buy it.”
Resources Mentioned:
- First Man In – Ant Middleton
- The One Percent Club
- Wim Hof Fundamentals
- Christian Simpson
- Bob Proctor
- The Rule of 3 and 10.
- Screw it, Let’s Do It
- Find James on Facebook
You might also like:
- 7 Ways To Get More Done In Less Time
- ALB 37 – The Man Who Turned 37p (And His Dad’s Ladder) Into a £100m Empire
- ALB 63 – The Man Who Walked Away From a £5m Business
- ALB 61 – Probably the Least Boring Book Coach in the World
- ALB 29 – How To Write (And Sell!) A Bestselling Book
- ALB 57 – The Man Who Stood on an IED
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Episode Highlights
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01:28 – A year’s worth of podcasting
05:47 – The theme of consistency
07:08 – Why the iTunes perspective isn’t everything
08:20 – Big fish versus smaller players
10:47 – Reviews and volume
14:18 – It pays to transcribe
17:51 – Why less can be more
20:57 – Sponsorship and how it works
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IF YOU ENJOYED BUILT TO SELL / JOHN WARRILLOW, YOU MAY ALSO LIKE:
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THE TOP 100 BOOKS THAT EVERY SMALL BUSINESS OWNER MUST READ:

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14 TAKEAWAYS FROM TOOLS OF TITANS:

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“Two normal blokes from Plymouth” John and Jason have been working together, building businesses for over two decades!
They’re the anti-gurus with a strong dislike of pseudo business psycho-babble. Their no-nonsense, straightforward approach with relatable and valuable advice has won them followers from all over the world. They’ve helped hundreds of business owners improve their businesses and lives.
The King of Can-do and the ‘Lazy’ Entrepreneur have a mountain of knowledge they’re happy to share.
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DON’T YOU WISH GROWING YOUR BUSINESS COULD BE LESS STRESSFUL?
Could you improve your business by just 1% this week? Note: I said “improve”, NOT “grow” your business – growth might not be what you need.
More customers, more leads, more staff, more stress might be the last thing you need.
You might actually need more profit. more margin. more leverage.
You might need more time, less stress, and a business that relies less on you as the “font of all knowledge and the god-like genius through which everything must flow”.
You might need a smaller team, fewer customers, and less products.
The One Percent Club won’t help you grow your business. It’ll help you IMPROVE it – 1% at a time. Baby steps. Steady, predictable improvement – towards the kind of business you wanted when you first started – one that delivers a fantastic lifestyle, and serves you rather than you serving it.
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John released his first book “Big Ideas… for Small Businesses” in 2017, and it shot straight to the #1 bestseller list for Small Business and Entrepreneurship on Amazon, outselling books by Richard Branson, Alan Sugar and Duncan Bannatyne combined.
Since then, it’s sold thousands and thousands of copies all over the world, and attracted more than 100 five-star reviews. But more importantly, it’s changed the lives of small business owners all over the world, who now understand that running a lifestyle business isn’t a bad thing.
I think you’ll like it…
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