What if the real value of a business isn’t found in the financials alone—but in the story, struggle, and identity of the person who built it? Are you truly helping clients prepare for a transition, or simply waiting and hoping the timing works out when it’s finally time to sell?

Too often, deals stall or fail not because the numbers are wrong, but because the owner isn’t ready. Exit timing, emotional readiness, and personal identity are deeply intertwined—and ignoring those factors can derail even the most “qualified” opportunity. Preparing a business for sale often means preparing the owner for change, letting go, and stepping into a new chapter long before the market forces the decision.

In this episode, Oliver Kotelnikov sits down with Sally Bergensen for an honest conversation about what really happens behind the scenes of an exit. Together, they explore why founders wait too long to transition, how brokers can build trust beyond the transaction, and what it takes to guide clients through both the tactical and human sides of selling a business.

If you’re ready to move from deal-maker to trusted advisor, subscribe for more conversations like this—and share this episode with a peer who’s willing to rethink what real success looks like in today’s business brokerage landscape.

Guest Links:
LinkedIn: https://www.linkedin.com/in/sally-bergesen/
Company: https://www.ibainc.com
Email: sally@ibainc.com

• (00:00:00) - The Next Venture
• (00:00:33) - Next Venture Alliance: Oliver Kotelnikov
• (00:01:25) - Meet Sally Bergeson
• (00:03:26) - How I met the man who changed my life
• (00:09:03) - Baked With Love: Olga Proski's Story
• (00:14:23) - Why Business Owners Are Leaving Their Business
• (00:19:40) - Cold Water Plunge
• (00:23:49) - How to Stop Complaining About Technology
• (00:27:01) - Discussing the Right Deal for Showtime
• (00:28:30) - The Importance of Industry Agnostic Business
• (00:32:52) - A Taste of the Transition
• (00:35:50) - Real Estate Broker: The Human Element
• (00:40:12) - BUSINESS BROKERS PRAYER
• (00:41:42) - The Whidbey Island Buyer
• (00:43:05) - Letting Things Breathe
• (00:45:59) - When to Sell a Real Estate Property?
• (00:48:51) - How To Sell a Physical Business to an AI Investor
• (00:53:16) - The Disconnect Between The Buyer and Seller
• (00:58:19) - Don't Know Everything About Your Business Before Talking to the Owner
• (01:02:29) - When to Sell Your Business?
• (01:06:30) - Exiting Your Business: Timing is Key
• (01:12:07) - How To Sell a Construction Property With a Millennial Buyer
• (01:15:49) - Oliver on Work-Life Balance
• (01:21:16) - Steve Jobs on Hard Work and the
• (01:26:15) - The Conditions for Entrepreneurial Success
• (01:30:10) - Balance in Work and Life
• (01:32:59) - Will AI Have an Impact on Construction?
• (01:37:58) - Top 5 Recommendations
• (01:39:05) - Steve Jobs on His Bucket List
• (01:43:55) - Top 3 Business Ideas of the Next 20 years
• (01:50:10) - Married Parents on Social Media
• (01:54:07) - Sally on the Next Venture Alliance Podcast

What if being a great business broker isn’t just about precision and process—but about judgment, humility, and trust? Are you leading clients through uncertainty, or relying solely on numbers and expertise to speak for themselves?

The longer you’re in this profession, the clearer it becomes: the real value isn’t in having every answer upfront. It’s in knowing how to navigate ambiguity, build credibility through honesty, and say, “I don’t know yet—but I’ll figure it out.” The brokers who stand out aren’t just technically sound—they’re adaptable, people-first advisors who guide clients with integrity when outcomes aren’t guaranteed.

In this episode, Oliver Kotelnikov sits down with Billy Poll, a seasoned commercial real estate advisor with decades of experience in the Pacific Northwest. Together, they explore the balance between art and science in brokerage, the importance of being a well-rounded generalist, and how market surprises—even trends like the rise of pickleball facilities—reveal deeper lessons about adaptability, intuition, and client trust. The conversation also touches on mentorship, resilience, and how long-term relationships are built far beyond a single transaction.

If you’re ready to move beyond spreadsheets and become a truly indispensable advisor, this episode is for you. Subscribe for more real-world insights, and share this conversation with a fellow broker who’s committed to building trust, creating lasting partnerships, and elevating their impact in the market.

Guest Links:
Bio: https://www.nai-psp.com/our-team/billy-poll
LinkedIn: https://www.linkedin.com/in/billy-poll-60523871/
Company: www.nai-psp.com
Email: bpoll@nai-psp.com

• (00:00:00) - What Does It Take to Build a Startup?
• (00:00:33) - Venture Alliance
• (00:07:08) - How Do You Value Your Property?
• (00:13:43) - Bradley: Being a Trustful Advisor
• (00:18:54) - Real Estate Expert: Seattle and the Pacific Northwest
• (00:25:15) - Seattle Pickleball Player on Climate
• (00:30:23) - Do Pickleball and Tennis Have a Connection?
• (00:35:27) - Pickleball courts in Bellevue
• (00:40:43) - In the Elevator With Pickleball
• (00:42:53) - What's the Business model of a Pickleball Facility?
• (00:49:34) - Coffee and Pickleball
• (00:51:54) - Becoming a Million-Dollar Businessman
• (00:56:24) - How Long Did It Take to Get Started in Real Estate?
• (01:02:10) - Bob Stuard on Giving Back to the Brokerage
• (01:05:39) - Have You Had A Mentor?
• (01:10:55) - Seattle restaurant and commercial real estate
• (01:12:00) - Seattle Mayor Jenny Durkan on the city's vacancy
• (01:17:35) - Seattle isn't walkable, but it's close
• (01:20:58) - Reimagining Commercial Real Estate in Seattle
• (01:25:21) - Advertisements for the World Cup in Seattle
• (01:28:00) - Living Well With Both Your Girls
• (01:32:46) - Expert: Getting Out of the Business
• (01:33:45) - How to Cope With Your Phone
• (01:36:39) - Next Venture Alliance: Exploring Your Next Venture

What if real growth has less to do with spending more on marketing—and more to do with knowing when to let go? Are you building a business around certainty and control, or are you willing to recognize when it’s time for a new chapter—for both the company and yourself?

Indeed, true and sustainable success often comes from unexpected places. It’s not always about being the smartest person in the room or having the most polished strategy. It’s about curiosity, humility, and the courage to serve rather than simply sell. Sometimes the boldest move isn’t pushing harder—it’s stepping back so others, and the business itself, can rise to the next level.

In this episode, Oliver Kotelnikov sits down with serial entrepreneur Greg Frislie for a candid conversation on growth, leadership, and succession. Greg shares real-world lessons from building, scaling, and eventually stepping away from businesses like Cycle Central and Performance Footwear—offering hard-earned insights on grit, gut instinct, and knowing when to pass the baton. Together, they explore what business brokers and advisors must understand to better serve their clients—and themselves.

If this conversation challenged how you think about growth and leadership, subscribe for more unfiltered insights that help you move from deal-chasing to trusted advising. And if this episode sparked a shift in perspective, share it with a broker or advisor who’s ready to see what’s possible when you lead with purpose.

Guest Links:
LinkedIn: https://www.linkedin.com/in/greg-frislie-b571709
Company: https://bravenlyglobal.fluid.app/my/832c9a
Email: gfrislie@gmail.com

• (00:00:00) - What Does It Take to Build a Startup?
• (00:00:33) - Venture Alliance: The Human Side
• (00:02:17) - How to Get Out of the Trap of Auto Sales at 18
• (00:06:35) - Don't Push Your Kids to Go to College
• (00:10:47) - Top Gen Z Business Lessons
• (00:13:42) - Small Business Owners on the Transition
• (00:18:53) - What Made Your Business So Successful?
• (00:23:28) - Bicycle Store opens as a Trek Franchise in North America
• (00:27:41) - Trek Bicycle Store Buys Local Business
• (00:32:01) - Enterprising entrepreneurs take over Wenatchee footwear
• (00:34:30) - Fitting Shoes: A Main Street Business
• (00:39:26) - Retailer on Covid and the End of Business
• (00:44:53) - Retired Store Manager on His Last Day
• (00:45:45) - What Makes a Startup So Successful?
• (00:50:13) - How Important Is Your Gut? Acquisitions and Growth
• (00:55:15) - Living Well With Affluent People
• (00:59:30) - In the Elevator With Tom Ford
• (01:02:05) - E-commerce: The Future of Retail Business
• (01:06:45) - Top Business Executives: How Are Things Going?
• (01:12:11) - Delegate Yourself: The Key to Success
• (01:14:13) - Steve Jobs on Stepping Away From the Business
• (01:18:59) - Why Sell a Successful Business?: Joe and Carmen
• (01:22:40) - Discussing the Need for a Sale
• (01:26:37) - Retired Bicycle Salesman on Life After Work
• (01:30:44) - Riding solo for the first time
• (01:35:08) - Employees and the transition
• (01:35:27) - Bob and Corbin Still running their pool business
• (01:39:33) - Retirement Is Overrated
• (01:42:55) - Tim Ferriss: Faith
• (01:47:31) - The issue of customer service
• (01:50:02) - Naturopathic Supplements for Rheumatoid Arthritis
• (01:54:53) - Own Your Business
• (01:59:28) - You Can't Make It
• (02:02:22) - Carmen's World
• (02:06:29) - The Next Venture: A Parenting Tip