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Navigating Uncertainty: The Power of Flexibility

Business Ownership Buying Selling Episode 230 November 6, 2026

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The Deal Board Podcast

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Transcript

JT welcomes you to another episode of The Deal Board Podcast. This week, JT speaks to Anthony Coniglio, president and CEO of NewLake Capital Partners, whose experience across banking, transactions, and business ownership gives him a practical perspective on leading when the path ahead changes. In their conversation, Anthony explains why sound decisions start with knowing what the business is trying to accomplish and staying open to what customers, employees, and the wider market are saying. He also unpacks the habits that help leaders keep learning, respond with confidence, and build organizations that are less dependent on any one person. They explore what it means to guide a company without pretending every outcome can be predicted, and he explains the value of clarity, resilience, and purposeful leadership. Tune in to discover how a flexible mindset can help you make stronger decisions and create a more durable business.

Listing of the Week:

Michael Shea from Transworld Tampa presents a professionally branded Florida gutter-installation company that addresses the recurring property damage caused by the state’s heavy rain. The business has consistently generated millions in revenue, produces about $500,000 in owner earnings, and is offered for $1.5 million, with SBA financing expected soon. For more information, call Michael at (321) 287-0349 or email [email protected].

Deal of the Week:

Julie Barlow from Transworld Dallas/Fort Worth Central shares the sale of a Tarrant County auto-repair shop that had operated for 26 years and earned approximately $315,000 annually. Strong books and consistent historical performance supported a sale price of about $973,000. When a lender questioned one quarter of weaker results, Julie documented nearby construction, confirmed its timeline with the city, and supplied prior-year financials to demonstrate the business’s normal performance. A strong buyer-seller relationship and regular communication helped the parties work through the remaining hurdles and reach the closing table. For more information, call Julie at (817) 556-7534 or email [email protected].

Key Takeaways From This Episode:

[01:11] Meet Anthony and hear how his professional experiences shaped his outlook.
[03:46] Discover why flexibility matters more than trying to predict the market.
[04:45] Learn how NewLake adapted when market shifts and COVID disrupted its plan.
[09:00] Explore why M&A deals can appear dead several times before gaining traction.
[10:45] Understand how a clear strategic “why” strengthens decisions and alignment.
[12:20] Hear how explaining each transaction process reduces surprises and anxiety.
[16:27] Uncover why waiting for better timing can expose owners to greater risk.
[18:56] Listing of the Week: Michael Shea presents a branded Florida gutter installer generating millions in revenue, approximately $500,000 in owner earnings, and an asking price of $1.5 million.
[20:14] How to apply a listen-learn-decide cycle to keep moving through uncertainty.
[22:44] Consider how broad experience and a generalist mindset improve judgment.
[27:01] Recognize why leaders must stay close to customers and market change.
[28:59] Find out how management by ‘walking around’ builds relationships and awareness.
[33:33] Explore why open-ended questions receive more honest and useful feedback.
[39:59] Final takeaways and Anthony’s advice on understanding their ‘why’.
[42:28] Deal of the Week: Julie Barlow sells a 26-year-old Tarrant County auto-repair shop for about $973,000 after documenting a construction-related earnings dip and keeping buyer and seller aligned.