Beyond the Deal: Larry Goff on Relationships, Tax Strategy, and the Owner’s Next Chapter | Ep. 160

Investment banking is known for being transactional. Larry Goff believes it should be relational. On this episode of The M&A Mastermind Podcast, host Nick Olsen talks with Larry, partner and managing director at Republic Capital Group. Larry has spent more than 40 years in financial services and helped raise over $10 billion through retail distribution channels. He also brings an owner’s perspective from his restaurant investments. He explains why conviction drives persuasion and why understanding the client’s goals beyond price leads to better deals. He also explains how planning taxes before the sale, including with opportunity zones and 1031 exchanges, helps owners keep more of what they earn.

In This Episode, You’ll Learn:

  • Why “conviction is the heart and soul of persuasion,” and what that means for advisors
  • Why, without a relationship, you’d better be perfect
  • How to earn real trust with business owners selling the biggest asset of their lives
  • How to help clients choose between offers based on what matters to them beyond price
  • What running restaurants with 3,000 employees taught Larry about entrepreneurs and their teams
  • Why a people-first approach matters most in tough times
  • Key questions to ask owners and partners early in the sale process
  • Why spouses and minority partners should be part of the conversation from the start
  • How early tax planning, opportunity zones, and 1031 DSTs can change the outcome
  • How Republic builds referral relationships through conferences, CPA training, and a university intern program
  • Why the best advice is sometimes telling a client you’re not the right fit

About the Guest:

Larry Goff is a partner and managing director at Republic Capital Group, a middle market investment bank that specializes in M&A, capital markets, and private investments. Its clients include wealth and asset management firms, entrepreneurs, and private companies. Larry leads the firm’s Winter Park, Florida office and its capital markets work, focusing on tax strategies for clients. He has more than 40 years of experience in financial services and has helped raise more than $10 billion through retail distribution channels. Larry spent 25 years at CNL, where he helped build the firm’s capital markets group and raise over $9 billion. He then co-founded Triloma Financial Group and served as CEO of Triloma Securities. Triloma’s restaurant platform, Artistry Restaurants, has grown to more than 50 locations. Learn more at republiccg.com or connect with Larry on LinkedIn.

About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.

If you enjoyed this episode, please subscribe, rate, and leave a review. It helps more lower middle market dealmakers find the show.

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Related Episodes:

Why the Right Investment Banker is Worth 24% more Feat. John Langston | Ep. 152

On this episode of The M&A Mastermind Podcast, host Nick Olsen welcomes John Langston, Founder and CEO of Republic Capital Group, a boutique investment bank focused exclusively on the wealth and asset management industry.

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