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The $4 Million Haircut

Built To Sell Radio Episode # 297

In 1994, Robert Hartline started selling phones in the back of his car. By 2019, he had built Absolute Wireless into a chain of 56 wireless stores and 350 employees.

Hartline was able to systematize his business while he grew by creating employee onboarding videos and delegating key processes (download your copy of The Definitive Guide to Standard Operating Procedures).

The business was a success and Hartline was riding high up until early 2020. The pandemic hit, and two of his wireless carriers merged, leaving Hartline’s business spinning out of control.

In this episode, you’ll discover:

  • Why Hartline’s acquirer dropped their offer by $4 million.

  • How to motivate your sales team.

  • How supplier dependence undermines the value of your business.

  • Why selling your shares is often preferable to selling your assets.

  • The one thing Hartline would do differently if he could rewind 2020 (his answer may surprise you).

  • “75 Hard” and how Hartline is using it to toughen his resolve.

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More About Robert Hartline

Robert Hartline went from selling cell phones from the trunk of his car in college in Murfreesboro, TN in 1994 to building a chain of 56 wireless stores called Absolute Wireless. For two years in a row, Absolute Wireless was recognized as the fastest-growing company in Middle Tennessee, at their peak employing 350 employees and with just under $100 million in revenue. In December of 2020, Robert sold his wireless stores to focus on his software companies. Robert is currently CEO of Call Proof, an app for outside salespeople he started in 2012 which helps sales organizations track the daily activities of field salespeople.

Robert lives with his wife and two young boys in Nashville, TN. Robert enjoys: learning new technology, surfing, skiing and lots of travel…


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