Built to Sell: A conversation with author John Warrillow

I wrote about one of my favourite books of 2011, Built to Sell by John Warrillow, on the blog while ago. (You can check out the review here.)

It’s such a fantastic book for any entrepreneur building a business, whether you want to exist via a sale or just have a business that can work without you.


As I said in the original post:

In Built to Sell, he tells the story of a hypothetical business owner, Alex Stapleton, owner of the Stapleton Marketing Agency, a graphics design house.

Alex is just like most service-based business, struggling for leverage, passive income (in the corporate sense) and a potential buyer, because the business can’t run without him. For guidance, Alex turns to an entrepreneur and old family friend, Ted, who through a series of quasi-coaching sessions, lays out an easy-to-follow plan that enables Alex to transform his business.

BUT I owe you all an apology.

See, I recorded a conversation with John about the book and some of the key takeaways he shares through Alex’s journey; but I forgot to post it on the blog.

It wasn’t until a few weeks ago, when I was having a Twitter conversation about it, that I realised it never got posted.

They say good things come to those who wait… and in the 26-minute recording you can listen to below, John and I chat about:

• What are the 3 core things that make a sellable business
• What’s the secret to really separating yourself from your business
• How you can apply ideas in the book to create recurring revenue



Pete Williams is an entrepreneur, author, and marketer from Melbourne, Australia.

Before being honored “Australia’s Richard Branson” in media publications all over the continent, Pete was just 21 years old when he sold Australia’s version of Yankee Stadium, The Melbourne Cricket Ground For Under $500! Don’t believe it? You will! Check out the story in the FAQ section (it really is our most asked question).

Since then, he’s done some cool stuff like write the international smash hit ‘How to Turn Your Million-Dollar Idea Into a Reality’ (+ the upcoming ‘It’s Not About the Product‘) and he’s created a bunch of companies including Infiniti Telecommunications, On Hold Advertising, Simply Headsets and Preneur Group.

Lots of other people think he’s pretty good too! He’s been announced as the Global Runner-Up in the JCI Creative Young Entrepreneur Awards for 2009, the Southern Region Finalist in the Ernst & Young 2010 Entrepreneur of the Year, and a member of SmartCompany’s Top 30 Under 30.

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