#1 Overlooked Exit Strategy: Selling Your Agency to a Team Member with Natalie Henley | Ep #878
If you're an agency owner fantasizing about walking away with a payout and your legacy intact but dread the PE sharks or culture-killing acquirers, this is your playbook.
Natalie Henley didn’t just survive buying out her boss. She turned it into the best thing that ever happened to her and her agency.
What You’ll Learn
- Why internal acquisitions can be a smarter, smoother exit
- Common mistakes agency owners make when selling
- A step-by-step of how Natalie financed and structured the deal
- The mindset shift that helped her scale post-COVID
- How to prep a team member to take over (without scaring them off)
Key Takeaways
- Selling to a team member can protect your legacy and your people
- Trust and transparency speed up the deal (Natalie closed in 30 days!)
- You don’t have to get an SBA loan—there are creative structures
- Ownership transitions work better when you ease people into them
- Start grooming potential buyers by exposing them to real numbers early
- If you’re burned out, selling isn’t the only answer.
Natalie Henley, CEO of Volume Nine, is here to unpack how she bought out her agency’s founder. Not through PE, not through M&A, but as a trusted insider who built her path from employee to owner. Natalie shares the behind-the-scenes story of how she structured the deal without needing an SBA loan, the mindset shifts she had to make, and how the agency survived both Google’s algorithm changes and COVID-19 cratering their top clients.
In this episode, we’ll discuss:
Grooming your #2 to become your successor, or become the one buying.
Avoiding mistakes that slow down or kill an internal exit.
Using creative financing (HELOCs, owner carry notes, balloon payments) to structure the deal.
Knowing when an employee has what it takes to run the agency.
Preserving trust and team stability during a leadership transition.
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Sponsors and Resources
This episode is brought to you by Wix Studio: If you’re leveling up your team and your client experience, your site builder should keep up too. That’s why successful agencies use Wix Studio — built to adapt the way your agency does: AI-powered site mapping, responsive design, flexible workflows, and scalable CMS tools so you spend less on plugins and more on growth. Ready to design faster and smarter? Go to wix.com/studio to get started.
Links:
Natalie’s free AI and SEO grader tool: geo.v9digital.com
Want to know what your agency is worth? Check out the Agency Valuation Calculator
The overlooked exit strategy: selling your agency to a team member…
Natalie started as an employee in a boutique digital firm. When it got acquired by Volume Nine, she climbed the ranks the old-school way: by taking on every problem no one else would. Over time, she ran the company. Then COVID hit.
The agency’s revenue cratered. Clients disappeared. The founder wanted out.
But instead of flipping to a stranger, he turned to Natalie.
The “Oh Shit” Moment and the Deal That Followed
When the founder came to Natalie with the offer to buy, he already had the groundwork laid. He'd called the bank, scoped out an SBA loan, and gave her a number. Natalie didn’t have a pile of cash sitting around, but she did have grit, resourcefulness, and inside knowledge of the business.
She didn’t take the SBA route.
Instead, she pieced together a creative financing stack:
A HELOC for the down payment
An owner-carry note
A balloon payment at the end
The company is paying for itself over time. No brokers. No middlemen. Just a fair, fast, founder-to-founder deal.
Why This Worked (And Why Most Don’t)
Natalie had already been:
Running the company
Exposed to the numbers
Made a co-owner years earlier
This wasn't a random promotion. It was a trust-built, stress-tested evolution. And it mattered. Because when the deal closed, the culture didn’t collapse. The clients stayed. The team believed.
What if the best buyer for your agency is already on your team?
If you’re feeling done, but still care about your agency, selling to a team member might be the cleanest win.
Here’s how to set it up:
Start grooming your #2 now. VP → President → Co-owner → Buyer.
Expose them to EBITDA, profitability, client churn…. everything.
Stress-test them: give scary responsibilities and see how they show up.
Be fair. Don’t squeeze every dime. The goal is continuity and peace of mind.
Don’t wait until you’re burned out. Move before it’s a fire drill.
Agency ownership is a wild ride. If you're looking for a graceful exit that doesn’t torch your legacy, this might be it. And if you’re the #2? Start acting like the owner today. You never know when the keys will be offered.
As Natalie said, “If you care about your team and the agency’s legacy, you owe it to yourself to consider your employees as potential buyers. Even if they say no, at least you gave them a shot.”
Do You Want to Transform Your Agency from a Liability to an Asset?
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