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Invest and Scale

Invest and Scale

Gabo Murillo
Negocio

Invest and Scale Podcast is a show about entrepreneurial investors. Gain practical insights into investing in small businesses from emerging and leading players in mergers and acquisitions and alternative investments.

38 - EP38 A Deal Where Both Sides Won: Miller Hilliard on Creative Financing and Preserving a 40-Year Legacy
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  • 38 - EP38 A Deal Where Both Sides Won: Miller Hilliard on Creative Financing and Preserving a 40-Year Legacy

    Welcome to another episode of Invest & Scale! Gabriel Murillo sits down with Miller Hilliard of Surety Bond Solutions, a Baton Rouge surety agency serving construction companies across the Gulf South. Miller wasn’t looking for a deal. It found him through a weekly lunch table of business owners he’d joined with his grandfather since he was a teenager.

    Miller explains why he walked away from owning a State Farm agency and breaks down his owner-financed earn-out: join as an employee, double the company in five years, then acquire it with no debt overhead. He also covers two years of cold outreach that went nowhere, the COVID-era pivot that broke it open, and how he rewrote his own job description.

    If you’re an acquisition entrepreneur interested in creative deal structures, seller relationships, or growing through reputation instead of price, this one is for you.

    00:55 Growing up around business owners

    03:23 Choosing the State Farm path

    04:19 Running an agency six months out of college

    05:58 The deal finds Miller

    06:49 Why retention changed everything

    11:00 Luck and being in the right rooms

    11:57 The seller’s heart in the deal

    15:46 Double the company in five years

    17:50 Leaving State Farm

    19:29 Telling the team from day one

    21:45 Mentors, doubters, and advisors

    26:17 Imposter syndrome and constant learning

    29:34 COVID and changing the sales approach

    35:07 Redefining the owner’s role

    39:01 Industry groups and peer networks

    41:01 Lessons for the next acquisition

    44:35 Final advice for acquisition entrepreneurs

    1. Early Exposure to Ownership

    – From age 15, Miller joined his grandfather’s standing lunch with business owners decades older, and sold RVs through college.

    2. The State Farm Route

    – He worked for a State Farm agent at LSU and entered agent training. When the owner’s daughter died unexpectedly, Miller ran the agency for about a year with no formal authority.

    3. An Unexpected Opportunity

    – His grandfather mentioned Miller’s plans at lunch. The next day, a man from that table called: he wanted Miller to buy his company.

    4. Why Surety Stood Out

    – State Farm lost about 10% of its book yearly. Randy’s agency lost two or three clients in a decade, because surety runs on relationships, not price.

    5. The Seller’s Heart in the Deal

    – Randy had sold once and bought the company back when the buyer failed his clients and employees. This time, protecting them mattered more than the check.

    6. An Earn-Out Structure

    – Miller had five years as an employee to double the company. Then Randy would owner-finance 100% of the sale through an earn-out, terms agreed upfront. No big debt for Miller, and likely a better return for Randy.

    7. Transparency With the Team

    – Employees knew from day one Miller would buy the company. Randy framed it as long-term job security and still serves on the leadership team.

    8. Mentors and Advisors

    – Some called it too good to be true. Miller leaned on mentors, his banker, CPA, and attorney: the paperwork should simply say what both parties already agreed to.

    9. Two Hard Years and a Pivot

    – Large contractors all said “I’ve had my guy for 40 years.” During COVID he targeted brand-new small contractors instead, and the company doubled in about two and a half years.

    10. Redefining the Owner’s Role

    – A new salesperson, a VP, outsourced accounting, and AI automations freed Miller to be the magnet that draws people to the business.

    11. Building Through Networks

    – Miller is active in AGC, the Louisiana Surety Association, EO, Alpha Strategic Partners, and Bros with Goals. He rarely asks for business, focusing on being useful.

    12. Looking Ahead

    – Next he’s targeting local competitors, building creative offers around what matters most to each seller.

    13. Final Advice

    – Borrowing from Alex Hormozi: fear is a mile wide and an inch deep. Take the leap, lean on advisors, and trust your gut.

    Mon, 28 Sep 2026 - 45min
  • 37 - EP37 Partnering for Success: Jimmy Rousey Shares Keys to Purposeful Business Growth and Legacy

    Welcome to another episode of Invest & Scale! In today’s conversation, we sit down with Jimmy Rousey, a seasoned entrepreneur and mentor whose journey from small‑town beginnings to billion‑dollar growth is built on grit, faith, and generosity. He reflects on decades of acquisitions, lessons from both wins and failures, and why values‑aligned partnerships are essential in business.

    Jimmy also shares the principles guiding his decisions, his approach to mentorship, and the inspiration behind his book Call to Care, which challenges us to integrate faith, purpose, and generosity into every investment. Whether you’re an acquisition entrepreneur, investor, or seeking purpose‑driven insights, this episode delivers wisdom you won’t want to miss.

    00:00 Defining the triple bottom line

    06:32 First time acquiring a business

    08:38 Building a diverse investment portfolio

    11:59 Navigating SBA loan programs

    16:11 Partnering on investment deals

    18:34 Discussing startup execution challenges

    20:30 Being bold and handling setbacks

    25:49 The importance of earning respect

    27:07 Unexpected impact of book sales

    31:18 Defining personal financial contentment

    1. Early Career and Banking

    - Jimmy grew up in a small town, skipped college, and pursued real estate and auctioneering before meeting Jess Correll. He joined First Southern National Bank when it held $21M in assets; it later grew to $1.2B.

    2. Culture and Faith

    - He realized all assets belonged to God, donated 10% of pre‑tax earnings to a foundation, and embraced the triple bottom line. The bank thrived even after his retirement.

    3. Mentorship

    - Jimmy distinguishes workplace mentorship from deeper faith‑based mentoring. Guided by Jess Correll and others, he continues mentoring students and prison ministry participants.

    4. Acquisition Mindset

    - Inspired by entrepreneurial banking initiatives, he bought and turned around troubled banks, expanded into royalties, land, oil, and equities, and stressed the importance of strong partners.

    5. Partnership Lessons

    - Success included a $7.5M investment sold for $120M. Failures became education. He identifies four partner types and emphasizes vetting and spending time with them.

    6. Debt and Lending

    - Jimmy advocates financial stability, avoiding excessive debt, and quick repayment of SBA 7A loans. Compass Financial principles guided borrowers toward healthier outcomes.

    7. Deal Structures

    - He prefers equal capital plus industry knowledge partnerships, is cautious with sweat equity, and notes differences between venture risk and acquisitions.

    8. Startups vs. Existing Businesses

    - His track record: 0 for 13 in startups. Execution and distribution matter more than ideas; superior products failed without strong distribution.

    9. Faith in Business

    - Prayer and Christian principles were integrated voluntarily. Employees ran support funds, Compass classes, and generosity initiatives in a non‑coercive environment.

    10. Call to Care

    - Encouraged by his wife, Jimmy authored Call to Care, a framework for growing people professionally, emotionally, and spiritually. CARE stands for Calling, Attitude, Respect, Excellence. He shares humility about failures and family traditions teaching generosity.

    11. Growth and Legacy

    - He redefines growth by asking “how much is enough?” and focuses on giving rather than accumulating. Conferences on generosity reinforced contentment. His legacy centers on love and spiritual encouragement for family.

    12. Hope and Encouragement

    - Mentorship is rooted in hope. Prison ministry examples show transformation. Encouragement is a powerful investment in others.

    13. Advice for Entrepreneurs

    - Integrate faith, mission, and business. Avoid money‑only focus; honor God in ventures. Transforming business culture post‑acquisition shows perseverance leads to success.

    14. Closing Thoughts

    - Jimmy advises: get facts, ask questions, avoid emotional decisions, and pray. Keep God central in business. The episode closes with thanks and encouragement.

    Tue, 16 Jun 2026 - 46min
  • 36 - EP36 Creating Wealth Through Service: Systems, Sales, & Giving Back

    Welcome to episode 36 of Invest & Scale! In this episode, we dive into mergers and acquisitions, personal growth, and the lessons learned from buying, building, and flipping businesses — all while living with purpose and adventure.

    Our guest, Zach, shares his journey from growing up on a farm to navigating finance, entrepreneurship, and consulting. From the Chicago Board of Trade to buying his first business at 28, Zach’s story is packed with honest insights and practical frameworks.

    He explores how real value lies not just in numbers, but in people, vision, and purpose. From consulting distressed companies to global travel and charitable work, Zach highlights the mindsets and emotional intelligence that create freedom in business and life.

    If you’ve ever wondered what it truly takes to scale, or how to separate self-worth from net worth, this episode is full of inspiration and actionable advice.

    Grab your headphones and enjoy this powerful conversation — only on Invest & Scale.

    00:00:11 – 00:02:37: Guest’s Background and Entry into M&A

    00:02:37 – 00:06:27: Learning by Doing and Early Deals

    00:06:27 – 00:12:58: Building Community, Criteria, and Philosophy

    00:12:58 – 00:19:26: Personal Purpose, Giving Back, and Lifestyle Design

    00:19:26 – 00:23:07: Managing, Scaling, and Investing Focus

    00:23:07 – 00:29:50: Prioritizing Opportunities and Human Factor

    00:29:50 – 00:36:32: Frameworks, Scaling, and Emotional Resilience

    00:36:32 – 00:45:53: Insights on Detachment, Vision, and Scaling

    00:45:53 – 00:52:10: Money, Value, and Mindset Shifts

    00:52:10 – 00:55:05: Advice for Aspiring Acquirers & Business Owners

    00:55:05 – End: Future Vision and Closing Thoughts

    - Grew up on a farm, started learning about money in high school via Peter Lynch’s book.

    - Studied finance in college, worked for a real estate investor, then at Chicago Board of Trade as a broker.

    - Became a valuation consultant after sending out thousands of resumes, eventually worked at Willamette Management.

    - Gained deep expertise in quantitative and qualitative aspects of valuing businesses and intangible assets.

    - Bought a pool company in his late 20s with minimal funds—put down payment on a credit card.

    - Learned hands-on about sales and marketing, applied forensic accounting to organize finances.

    - Flipped the company in a year, implemented systems and processes for remote management.

    - Started a real estate investing community in Phoenix with 1,000+ members.

    - Began offering accounting services to fill a gap for real estate investors and entrepreneurs.

    - Developed the “Fossum” framework: Finance, Operations, Sales, and Marketing.

    - Uses this framework to identify and fix problems in distressed businesses, building teams around each area.

    - Early goals: travel, help people, make money; found fulfillment by giving back, especially to children’s causes.

    - Founded “Learn and Grow Rich” to marry financial education with meaningful impact.

    - Embraces location independence: travels while running businesses, currently based in Colombia.

    - Finds deeper fulfillment and financial success by slowing down and fostering intentionality.

    - Currently invests in AI and systems that clarify financial reporting and planning for clients and portfolio companies.

    - Helps CEOs see multiple years ahead instead of focusing only on the next month.

    - Believes the value lies increasingly in human relationships and emotional intelligence, not just systems or AI.

    - Highlights importance of emotional intelligence in business success and scaling.

    - Encourages clients to define their “enough”—using budgeting and envisioning their dream lifestyle to determine true financial freedom.

    - Money is fundamentally a medium of exchange—value traded, not just currency.

    - Clients who reinvest in themselves and personal growth tend to be most successful.

    - Business success stems from understanding and providing real value and solving real problems.

    - Use budgets and plans to clarify vision and enable delegation.

    Mon, 23 Jun 2025 - 56min
  • 35 - EP35 How Danny Sanchez Grew South Florida’s Largest Florist Through Acquisitions and Strategic Mindset

    Welcome back to another episode of I&S! Today, host Gabriel Murillo sits down with Danny Sanchez, a serial entrepreneur whose journey took him from bussing tables and managing GameStop to building one of the largest floral retail operations in South Florida—and the nation.

    Danny shares how he stumbled into his first business acquisition, demystifies SBA loans, and reveals what it takes to scale through buying, selling, and integrating businesses.

    He and Gabriel dive into creative deal structures, lessons from acquiring everything from doctor’s offices to flower shops, and the mindset shifts needed to grow from small business owner to major player.

    Whether you're an experienced entrepreneur or just curious, you’ll leave this episode with real insights on acquisitions, resilience, and planning your next big move. Let’s dive in!

    00:00 Self-Education and Preparing for Success

    05:51 Leveraging SBA for Challenging Acquisitions

    07:45 SBA Process: Challenges & Changes

    13:09 Business Expansion through Acquisitions

    15:47 Entrepreneur's Business Acquisition Journey

    18:13 Doctors: Business Challenges and New Ventures

    20:10 Creative Deal Structures and Financing

    25:56 Scaling Business for Investor Trust

    27:43 "Pitfalls of High-Interest Asset Loans"

    32:05 "Bet on Yourself: Embrace Setbacks"

    34:24 Turning Challenges into Opportunities

    38:25 Grateful Success in Medellin

    41:11 "Navigating Business Growth Challenges"

    44:50 Demystifying Venture Capital Deals

    47:52 Strategic Growth and Financial Management

    49:23 Preparing Business for Sale

    1. Introduction and Background

    - Danny Sanchez’s early life: Born in New York, moved to Miami at age five

    - Initial career path: Attempt at computer animation, realizing limitations

    2. Early Entrepreneurial Journey

    - Exploration of franchise opportunities: The story of 1-800-Flowers.com franchise- Challenges of buying the first business without capital

    3. Entering the Acquisition World

    - Introduction to SBA loans and small business acquisitions

    - Navigating the SBA 7(a) loan process

    4. Risk, Mindset, and Personal Guarantees

    - Balancing personal risk in acquisitions over multiple deals

    - The importance of discipline, vision, and ongoing evolution in business

    5. Criteria and Process for Acquisitions

    - Danny’s acquisition criteria: Flexible on deal size, focuses on opportunity

    - Examples of recent deals (e.g., buying for $80k then merging/closing stores)

    6. Lessons Learned & Shifts in Acquisition Strategy

    - Challenges of buying businesses tied too closely to a single owner/doctor

    - Importance of building sellable businesses (brand structure, not personal names)

    - Acquisition growth: From first retail shop to over 20+ shops

    7. Creative Deal Structuring

    - SBA loan structure: Down payments, amounts seller can finance

    - Evaluating creative models like stock deals, roll-ups, and seller financing

    8. Exploring Alternative Financing & Roll-Up Models

    - Sale/leaseback and asset-based loans: High-interest pitfalls, relevance to business type

    - Experiences from business brokering: Insights from broad industry exposure

    9. Mindset, Scaling, and Leadership

    - Mindset shifts needed for scaling to $100M+

    - Systems building: Importance of procedures, departments, and organizational structure

    10. Attachment, Identity, and Business Purpose

    - Personal reflections on ego, accomplishment, and gratitude

    - Building a company with measurable accomplishments and lasting impact

    11. Looking Forward: Expansion and Growth Strategy

    -Private equity, venture capital, and family office involvement

    - Learning from venture-backed deals, confidence in pitching investors

    12. Embracing Technology and SaaS Initiatives

    - Development of SaaS tools for the floral industry (Shopify app)

    - Integration of tech and AI for operational efficiency

    13. Advice for First-Time Buyers and Acquirers

    - Trusting instincts: Walking away from deals with red flags

    - The value of consulting experts for financial strategy and preparing for potential exits

    Wed, 18 Jun 2025 - 57min
  • 34 - EP 34 Scaling Success: Brendan Hsu on Mentoring, Investing, and Building Business Flywheels

    Welcome to Episode 34 of the "Invest & Scale" podcast, where we dive into the dynamic world of growing businesses with our insightful guest, Brendan Hsu. Brendan, an entrepreneur with a portfolio of seven companies, joins our host, Gabriel, to unravel the strategies behind scaling successful businesses. Throughout this episode, Brendan shares his journey of building Aerial Canvas, a real estate media company, from the ground up to a $7 million powerhouse. He discusses the pivotal roles of sales, team building, systems, and process optimization in driving growth. Brendan further delves into how he has ventured into mentorship, helping over 70 agency owners double their businesses by offering them a blueprint for success.

    Listen in as Brendan reveals the art of leveraging multiple businesses, fostering partnerships, and investing mindfully to create a lucrative and sustainable entrepreneurial ecosystem. Together, Gabriel and Brendan explore the nuances of business operations, the importance of equity agreements, and the decision-making process behind investing capital wisely. Don't miss this captivating conversation that promises to equip you with actionable insights for scaling your business to new heights.

    00:00 Scaling Aerial Canvas to Success

    06:31 Premium Real Estate Media Solutions

    13:32 "Maximizing Impact Through Mentorship"

    19:00 Leveraging for Outsized Portfolio Growth

    25:48 "Negotiate Your Worth: Self-Advocacy"

    28:02 Equity Misunderstandings in Business Negotiations

    32:45 Streamlining Workflows with Virtual Staffing

    38:24 Real Estate Market Crash Survivor

    47:58 Understanding Equity and Perspective

    51:36 Equity Vesting and Deal Structuring

    58:48 Modernizing Small Service Businesses

    01:01:56 Investing with Personal Due Diligence

    - Discussion on the three pillars of growth: sales, team, systems, and processes.

    - Overview of consulting services and other business topics covered.

    - Description of Aerial Canvas, a real estate media company, and its growth from $15k a month to scaling it to $7 million a year.

    - Discussion on mentorship and consulting company for agency owners.

    - Investment in various tangential businesses including virtual staffing, video editing, and software development.

    - Explanation of real estate media production as a tech-enabled service rather than a marketplace.

    - Insight into employment structures and company benefits.

    - Comparison of the company’s high-quality service approach versus other local, less specialized solutions.

    - Discussion on scaling, hiring practices, and market adaptation.

    - Exploration of personal and business partner dynamics.

    - Brendan's passion for startups and business innovation.

    - Challenges of working with employees versus entrepreneurs.

    - Investment in business partners and the importance of mutual value sharing in partnerships.

    - Examples of creative deals and failures.

    - Selling and buying businesses as part of Brendan's ventures.

    - Overview of equity dynamics, rev share, and phantom stock.

    - Discussion on the challenges and best practices in partner negotiations.

    - Importance of clear deliverables, vesting, and exit clauses in equity deals.

    - Decision-making process regarding deploying capital into various ventures.

    - Insights on structuring deals, leveraging experience, and learning from mentorship.

    - Advice for newcomers to buying, scaling, or selling businesses.

    - Importance of learning from experienced professionals.

    - Reflection on personal experiences and future investment considerations.


    Resources:

    https://www.linkedin.com/in/brendanhsu/

    https://www.aerialcanvas.com/


    Mon, 03 Mar 2025 - 1h 04min
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