The Deal Board podcast is a place for small business owners and entrepreneurs to learn the best way sell a business or buy a business. Business Exit Experts, Andy Cagnetta and JT Tatem, lead discussions with expert business brokers, M&A professionals, and entrepreneurs that have sold a business or bought a business. Whether you are looking to learn how to sell a business, information on business valuation, or how to buy a business – The Deal Board gives you the behind the scenes of the entire mergers and acquisitions world.
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Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they sit down with Tammy Roberts and John Wahl from Live Oak Bank to discuss all things SBA financing. Tuning in, you'll hear all about the most important things for sellers to know about prequalification for SBA financing, the benefits of prequalification, how a buyer's experience comes into play, and more! You'll be reminded that not all SBA lenders are created equal, and hear from our expert guests how you can find a good Preferred Lender. From the different criteria lenders have, to the prescreening for SBA financing, to the actual role of the SBA, this episode touches on it all. To learn more about the nuances of SBA financing, be sure to press play now!
Listing of the Week:
A Spinal Implant Manufacturing Business/Technology Company, including four patents and 510(k) FDA compliance, is on the market in Texas for $1,600,000. The owner is willing to stay on for a few months as a consultant, and the business is relocatable. This deal includes over $500,000 in inventory. Linda is looking for offers from strategic buyers who have access to spine surgeons. For more information, call Linda Boswell at (817) 755-1026 or email her at lboswell@tworld.com.
Deal of the Week:
T. Patel bought a restaurant called The Bistro at St. Augustine Airport. With a background in hospitality, this gem was one Mr. Patel could not resist. The restaurant can seat 85 pax, and the new chef is creating a new special every week. For more information, call Richard Murray at (904) 903-2388 or email him at rmurray@tworld.com.
Key Takeaways From This Episode:
[00:00] Introducing today's guests and topic.
[01:24] How to educate sellers on prequalification for SBA financing.
[06:36] How Live Oak Bank considers add-backs with SBA financing.
[08:49] Why prequalification for SBA financing is beneficial.
[10:39] When they consider the buyer's experience.
[11:58] The benefit of selling a portion of a business through SBA financing.
[13:24] Listing of the Week: Linda Boswell (Dallas/Fort Worth Central) is selling a Spinal Implant Manufacturing Business/Technology Company in Texas for $1,600,000.
[15:59] What makes for a Preferred SBA Lender and how to recognize a good one.
[22:29] Why all lenders have different criteria and how prescreening works.
[25:35] Deal of the Week: Richard Murray (Jacksonville) sold The Bistro Restaurant located at St. Augustine Airport to entrepreneur T. Patel in cash.
[29:21] Important factors for sellers to understand when applying for SBA prescreening.
[31:12] How they evaluate seller/buyer salary and 'rainy day' funds during prequalification.
"My top request from sellers in order to prequalify their listing with your brokers is clean financials and current financials." — John Wahl [0:01:34]
"Prequalified businesses provide a larger audience of buyers, I believe." — John Wahl [0:09:33]
"A misconception is that the SBA gives money. The SBA is not the lender; they're almost like an insurance company." — Tammy Roberts [0:21:54]
What Makes Buyers Walk Away from a Deal
Season 1 · Episode 224
Wednesday, August 12, 2026 • Duration 14:46
Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they examine why buyers may walk away from a business even when the numbers look strong. They break down five common concerns: a business that depends too heavily on its owner, limited or unclear growth opportunities, operational risks, seller behavior that weakens trust, and a deal that no longer fits the buyer's personal goals. Andy and JT explain how undocumented processes, aging systems, key-employee dependence, capacity constraints, poor disclosure, and repeated renegotiation can make an otherwise attractive business feel too risky. They also discuss why buyers can become overwhelmed by the work involved and how a formal offer and escrow deposit can create stronger commitment than a letter of intent alone. Tune in to learn what buyers are assessing beyond the financials and how sellers can reduce uncertainty, preserve trust, and keep a promising deal moving toward closing.
Listing of the Week:
JT Harp from Transworld Cincinnati presents an established textile rental and sales company that has served commercial clients for more than 20 years. The company supports healthcare and hospitality businesses, schools, wellness centers, and other professional organizations, earning a strong reputation through dependable service and lasting customer relationships. With experienced employees, proven systems, a loyal customer base, and predictable revenue, this opportunity gives a new owner a stable foundation and room to expand into new markets or services. For more information, contact JT at (513) 725-7283 or email him at jharp@tworld.com.
Deal of the Week:
Taslim Machado from Transworld Detroit South shares the sale of a 24-year-old legacy laundromat in Wayne County, Michigan. The business was listed in November and closed in June, following a lengthy process shaped by the family's emotional transition and the buyer's financing needs. An early offer did not move forward because the sellers wanted an all-cash transaction and were not open to seller financing. The eventual buyer remained interested from November through closing, while Taslim helped manage expectations and bridge the gap between the sellers' legacy and the buyer's plans. For more information, contact Taslim at or email her at .
AI and Business Brokerage: How Artificial Intelligence is Changing Deals
Episode 223
Friday, July 31, 2026 • Duration 18:58
Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they dive into one of the biggest forces reshaping the M&A landscape: artificial intelligence. From streamlining due diligence and financial analysis to improving business valuations and uncovering growth opportunities, they explore how buyers, sellers, and brokers are already putting AI to work. They also discuss the risks of relying too heavily on automation, why human judgment remains essential in every transaction, and the importance of protecting confidential information when using AI tools. Finally, they examine how businesses across a range of industries can increase their value by using AI to improve efficiency while maintaining the human element that still drives successful deals. Tune in for practical insights into how AI is changing business brokerage and what it means for your next acquisition or exit.
Listing of the Week:
A medical practice in Lakeland, Florida, is now on the market, offering a unique opportunity for nurse practitioners or young medical residents looking to step away from the corporate healthcare environment. Operated by a nurse practitioner rather than a doctor, the owner currently earns around $70,000 while working part-time. With approximately 50% of revenue generated through cash payments and the remainder coming from well-paying insurance providers, this established practice offers strong income potential. For more information, call Michael Shea at (321) 287-0349 or email him at mike@tworld.com.
Deal of the Week:
A manufacturer of custom orthotics for dogs has found its new owner! Primarily selling its products online, this niche business generated $500,000 in annual revenue with $150,000 in seller's discretionary earnings (SDE). The business sold in just 60 days from listing to closing for $350,000, with the buyer putting $50,000 down and the remaining $300,000 financed over five years. Another successful transaction that brought together great people for a great outcome. To learn more, call at or email her at .
Real Deal Breakdown: Why Transactions Fall Apart
Season 1 · Episode 222
Friday, July 17, 2026 • Duration 25:03
Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they break down the real reasons business transactions fall apart and what buyers, sellers, and advisors can do to avoid them. They discuss how unrealistic expectations can create problems before a transaction even begins, and why the marketplace ultimately determines a business's value. Andy and JT explore what happens when financials do not hold up during due diligence and how small inconsistencies can create bigger doubts. They also discuss why clear communication is essential to maintaining momentum and the issues that can slowly erode buyer confidence and derail a deal. Tune in to learn how preparation, communication, and realistic expectations can help keep a deal moving toward the finish line.
Listing of the Week:
Eric Straus of Transworld NY shares a virtual events business that can be operated from anywhere. The company provides remote team-building experiences for distributed workforces, including activities like cake pop decorating sessions hosted over Zoom. The business was started during COVID, has continued to grow, and is generating approximately $1.1 million in revenue with around $450,000 in seller's discretionary earnings. The asking price is $1.3 million, including inventory. For more information, call Eric at (917) 719-5920 or email him at estraus@tworld.com
Deal of the Week:
Eli Tatem of Transworld Western Carolinas shares the sale of a machine shop that had been operating for around 20 years. The seller had originally worked for the founder before buying the business himself and running it for about nine years. The buyer was a husband-and-wife engineering team with relevant industry contacts and the ability to grow the company through existing manufacturing relationships. The deal closed at around $250,000 with the help of an SBA loan through a local Greenville-area lender. For more information, call Eli at or email him at
Selling Your Business Without a Broker: Pros, Cons, & Steps in the Process
Season 1 · Episode 221
Monday, June 22, 2026 • Duration 18:50
Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they explore what happens when a business owner tries to sell their business without a broker and why saving on commission can come with real costs. They discuss how selling a business can quickly become a second full-time job, why owners need to keep running the business during the sale process, and how taking your eye off operations can reduce value before the deal is even done. Andy and JT also break down some of the biggest risks sellers face when going it alone, mispricing pitfalls to avoid, when to share confidential financials, how to vet buyers, and how to navigate last-minute retrades. They explain how brokers help protect confidentiality, manage buyer requests, maintain deal momentum, and keep sellers focused through a transaction. Tune in to learn why selling a business may be possible without a broker, but rarely advisable when your largest asset and next chapter are on the line.
Listing of the Week:
Mike Shea from Transworld Tampa presents a pizza parlor in Tampa Bay's Pinellas County. This local franchise brand has a strong community reputation and consistently generates around $980,000 to $990,000 in revenue. The business is positioned as a strong opportunity for a family operator, with an attractive plaza location, high road frontage, ample parking, some sit-down capacity, and takeout accounting for most sales. For more information, contact Mike Shea at mike@tworld.com or call him at (321) 287-0349
Deal of the Week:
Ryan Mortensen from Transworld Austin-Waco shares the sale of Rotten Apple, a land-clearing and excavation company with a strong referral-based reputation. The seller started the business after working as a rancher and building demand for excavation, road-building, pond-making, mulching, and land-clearing services across Texas. The business went to market at $3.1 million and was sold to a retired military buyer in Austin who wanted an outdoor, community-focused business with long-term family potential. The deal took 10 months to close overall, moved from letter of intent to closing in about 48 days, and was financed through an SBA loan with Bankwell. For more information, contact Ryan Mortensen at or call him at .
Why Owners Should Common-Size Their Financials
Season 1 · Episode 220
Monday, June 8, 2026 • Duration 21:54
Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they talk about why business owners should common-size their financials and use percentages, benchmarks, and trends to better understand how their business is performing. They explain why buyers are not just looking at revenue, but also at margins, cost of goods sold, labor costs, operating expenses, and long-term profitability trends. Andy and JT discuss how common sizing can make financials easier to understand, how owners can compare their business to industry benchmarks, and why sellers should review their numbers regularly rather than waiting until they are ready to sell. They also explore how tools like QuickBooks, industry databases, and artificial intelligence can help owners spot problem areas, model improvements, and prepare stronger financial packages for buyers. Tune in to learn how clearer financials can build buyer confidence, support a stronger valuation, and help owners position their business for a better sale.
Listing of the Week:
JT Harp from Transworld Cincinnati presents a rare towing and recovery business in the Midwest with more than $3.5 million in top-tier tow trucks, heavy recovery rigs, and specialty equipment. The business has diverse revenue streams across light, medium, and heavy-duty towing, accident recovery, and truck and equipment leasing. With longstanding contracts, an experienced team, steady inbound leads from commercial and municipal sources, and strong asset value, this turnkey opportunity offers built-in stability and room for continued growth. For more information, contact JT Harp at jharp@tworld.com or call him at (513) 725-728
Deal of the Week:
Alpesh "AJ" Jayswal from Transworld St. Charles shares a deal where he helped a seller secure an additional $550,000 after negotiations stalled. The seller's husband passed away during negotiations, and the buyer reduced the offer from $2.8 million to $1.8 million because of concerns around the transition. After reviewing the financials and completing a valuation, AJ advised the seller not to accept the reduced offer and stepped in to help negotiate. After several calls with the international buyer, including working through a language barrier and an interpreter, AJ helped raise the final price to $2.35 million and earned a success fee based on the additional value created. For more information, contact Alpesh "AJ" Jayswal at or call him at .
How Sellers Can Pre-Qualify Their Business for an SBA Loan
Season 1 · Episode 219
Monday, May 18, 2026 • Duration 24:52
Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they explore why sellers should prequalify their businesses for Small Business Administration (SBA) financing before taking them to market. They discuss how prequalification can make a listing more attractive to buyers, why lenders want to see clean and current financials, and what sellers need to prepare before approaching a bank. Andy and JT also explain what a pre-screening letter does and does not guarantee, and why the buyer still needs to qualify based on credit, experience, available down payment, citizenship, and ability to operate the business. They delve into the importance of tax returns, profit and loss statements, balance sheets, seller's discretionary earnings, addbacks, business summaries, and transparency. They also explain how SBA-style preparation can still help sellers in markets outside the United States, even where government-backed small-business lending is unavailable. Tune in to learn how the right preparation can make your business easier to finance, market, and get across the finish line.
Listing of the Week:
JT Harp from Transworld Cincinnati presents a thriving commercial glass contracting company with a strong reputation for precision, reliability, and craftsmanship. The company specializes in high-end glazing, storefronts, and complete glass systems for major regional projects. With skilled crews, long-term client relationships, and established systems, this turnkey opportunity is positioned for continued profitability and growth. For more information, call JT on (513) 725-7283 or email him at jharp@tworld.com.
Deal of the Week:
Chris "Chip" Redmond from Transworld Orlando shares the recent sale of a cell phone repair store to a buyer who was already a repair technician. The seller was semi-absentee and lived out of state, so the buyer's hands-on technical experience created an opportunity to reduce employee costs and improve profitability. The deal included a lease assignment rather than an extension, which means the buyer will need to revisit the lease when the current term expires. For more information, call Chris (Chip) Redmond at or email him at .
Business Owners and Divorce: Protecting Value and Avoiding Costly Mistakes with Kelly Lise Murray
Season 1 · Episode 218
Friday, May 8, 2026 • Duration 41:02
JT welcomes you to another episode of The Deal Board Podcast. This week, JT is joined by Kelly Lise Murray to unpack what happens when divorce intersects with business ownership. With decades of experience in family law and wealth disputes, Kelly explains why valuation in a divorce is rarely straightforward and often depends on the quality and balance of evidence presented. The conversation explores how courts approach business value differently from the open market, why relying on incomplete or one-sided information can shape outcomes, and how legal strategy, timing, and documentation all play a critical role. JT and Kelly also discuss the risks of letting disputes drag on, the cost of litigation versus early agreement, and why selling the business can sometimes provide the clearest path forward. They close with practical advice for business owners facing divorce, from cleaning up financials to treating the process like a business transaction. Tune in to learn how to protect value and navigate one of the most complex scenarios a business owner can face!
Listing of the Week:
Chris "Chip" Redmond (Central Florida) is offering a Book of Business in the healthcare insurance space, built on recurring revenue from Medicare Advantage plans. The business is driven by established relationships with major carriers, including United, Humana, Freedom, and Aetna, with 2025 figures verified directly from 1099s provided by the insurance companies. Listed at $415,000, this opportunity is well-suited for an insurance agent or agency looking to expand its footprint in the Central Florida market with reliable, repeat income. For more information, call Chris (Chip) Redmond at (407) 326-6990 or email him at chrisredmon@tworld.com
Deal of the Week:
A 20+ year-old management consulting business with recurring revenue and nationwide clients has successfully sold for $2.2 million. Listed by of Transworld Business Advisors, the business generated strong interest, with hundreds of NDAs and multiple offers. An initial deal with a private equity buyer fell through during extended due diligence after attempts to renegotiate. After returning to market, the seller found the right fit in an independent buyer whose full-price offer aligned with expectations. Following another intensive due diligence and SBA process, the deal closed successfully, supported by a strong buyer-seller relationship and the seller's commitment to a smooth transition. For more information, call Marty Fishman at or email
The State of Business Brokerage and Why IBBA Is Important With Jim Parker
Season 1 · Episode 217
Tuesday, April 14, 2026 • Duration 32:23
Andy welcomes you to another episode of The Deal Board Podcast. This week, he sits down with Jim Parker, chairman of the International Business Brokers Association (IBBA), to explore how the business brokerage industry is evolving in today's market. With more buyers entering the space and a wave of baby boomer owners preparing to exit, Jim shares why business brokerage has moved into the spotlight and how increased professionalism, better technology, and broader access to capital are changing the deal landscape. The conversation covers the growth and strengths of the IBBA, the value of networking and collaboration among brokers, and how tools like AI are beginning to improve efficiency behind the scenes. They also discuss shifts in buyer behavior, including the rise of younger entrepreneurs and acquisition-focused teams competing alongside private equity. Tune in to hear what's driving today's market, where the industry is headed, and how brokers and business owners can stay ahead!
Listing of the Week:
An established roofing company in the Greater Cincinnati and Northern Kentucky area is now available for purchase. With a long-standing reputation for quality craftsmanship, this business delivers strong, consistent profits and impressive seller's discretionary earnings. Offering a full suite of services, including roofing, gutters, siding, and custom sheet metal work, the company serves both residential and large commercial clients. With a skilled team, turnkey operations, and well-maintained equipment already in place, this is an excellent opportunity for an industry buyer or investor to step into a proven, reliable operation with continued growth potential. For more information, call JT Harp at (513) 725-7283 or email him at jharp@tworld.com.
Deal of the Week:
Why the Right Team Makes or Breaks a Deal
Season 1 · Episode 216
Wednesday, March 25, 2026 • Duration 25:16
Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they break down why building the right team is critical when buying or selling a business, and how to find your key players. Tuning in, you'll learn why deals are not a solo act and the key roles every buyer or seller should consider, from internal management to external advisors. The conversation explores how the strength of the team already running the business, also known as management depth, impacts valuation and buyer confidence, and why having the right people in place can make or break a deal. They also walk through the role of a business broker and how brokers help set expectations, price businesses correctly, and guide deals from start to finish. Beyond brokers, they cover the importance of CPAs, attorneys, lenders, and financial advisors, emphasizing the need for experienced, deal-focused professionals. Tune in to learn how the right team can protect value and help you successfully close your next deal!
Listing of the Week:
A well-established hardscaping and landscaping business in the Chicago area is now available for purchase! Family-owned and operated for over 30 years, this business has been built by the same owner and generates approximately $250,000 in earnings. Priced at $825,000 and supported by a solid base of equipment and a long-standing reputation, this is an excellent opportunity for a buyer to step into a proven operation with room to grow as the owner prepares for retirement. For more information, call Tony Sansone, of Transworld La Grange, at (708) 571-3373 or email tsansone@tworld.com.
Deal of the Week:
A thriving landscape design and maintenance business in South Shore, Massachusetts, has found the right buyer! With a strong reputation and experienced team, the business attracted a larger local company looking to expand. The buyer was able to seamlessly integrate the operation while retaining staff and minimizing disruption for customers, creating a strong fit for both sides. Another successful transaction for Transworld Boston! To learn more, call at or email him at .
"The buyer needs to see steady growth, a growth story, and/or a future opportunity." — JT Tatem [0:02:50]
"Buyers aren't only looking at what the business has done, they're looking for that growth opportunity." — JT Tatem [0:03:55]
"As an agent and an advisor, when you are dealing with a buyer and a seller, you want to get a commitment in the form of an asset purchase agreement." — JT Tatem [0:11:35]
"We've had some sellers that are their own worst enemy." — Andrew Cagnetta [0:09:06]
"AI is actually speeding up diligence and financial analysis too, because it's doing a good job up front and preparing it. And then as a buyer gets that information, they're starting to use those AI tools to be able to analyze the information that they're being given." — JT Tatem [0:03:27]
"Using [AI] to help make the business better, obviously then results in a better value for the seller and a better opportunity for the buyer coming in." — JT Tatem [0:09:36]
"There are some concerns about confidentiality as well." — Andrew Cagnetta [0:12:47]
"[You] can't just go to the free ChatGPT and dump all this confidential information in there." — Andrew Cagnetta [0:12:58]
"One inconsistency, one thing that is not correct, can make the buyer doubt the whole deal." — Andrew Cagnetta [0:05:58]
"Deals don't collapse overnight, – it's a slow fade." — JT Tatem [0:09:57]
"If you have the ability to show everybody how your business is operated and you have an operational plan, I think that could go a long way." — Andrew Cagnetta [0:17:09]
"Buyers, sometimes, they hesitate because of risk." — JT Tatem [0:19:38]
"We know that many deals don't fall apart just because of numbers. They fail because someone else feels uncomfortable making that final decision. " — JT Tatem [0:21:50]
[00:00] What common-sizing is and why it is important when selling a business.
[01:30] Learn why percentages, benchmarks, and trends are essential.
[03:58] Discover how inflation, tariffs, and labor costs can affect margins.
[06:34] Listing of the Week: JT Harp presents a Midwest towing and recovery business with strong assets, diverse revenue, and turnkey growth potential.
[08:51] Understand why buyers focus on margins, not just top-line revenue.
[11:57] Find out why quarterly financial reviews help owners spot problems earlier.
[14:02] Explore how AI tools can help owners identify pricing and margin opportunities.
[15:05] Unpack how common sizing can build buyer confidence before a sale.
[16:21] Deal of the Week: Alpesh "AJ" Jayswal helped a seller increase a stalled deal by $550,000 after stepping in to negotiate with an international buyer.
[00:30] Introduction and what listeners can expect from today's show.
[01:19] Discover why a prequalification is essential when selling a business.
[04:29] Learn how pre-screened listings help clarify down payment and loan structure.
[05:43] Find out why banks rely on three years of tax returns for cash flow.
[07:49] The importance of current financials, balance sheets, and profit and loss statements.
[08:28] How discretionary earnings and EBITDA apply to different types of business buyers.
[09:51] Explore why documented addbacks and expenses need to be explained.
[11:53] Deal of the Week: Chris "Chip" Redmond from Transworld Orlando sold a cell phone repair store to a buyer with repair technician experience.
[13:49] Understand why messy bookkeeping can make SBA financing harder.
[16:07] Whether it is worth hiring outside bookkeeping for your financials.
[17:45] Get a breakdown of what buyers need to qualify for SBA financing.
[19:52] Hear how partners and guarantees can affect closing a deal.
[21:06] Uncover why SBA-style preparation helps sellers in any market.
[22:54] Listing of the Week: JT Harp from Transworld Cincinnati presents a commercial glass contracting company with skilled crews, long-term client relationships, and strong growth potential.
"I think a [prequalification] helps the buyers understand that this is financing ready." — Andrew Cagnetta [0:02:57]
"The banks – live and die by tax returns." — Andrew Cagnetta [0:05:43]
"Doing all [the preparation] work upfront on the seller's part, gives the seller a lot more confidence that you are going to market now with a business that's ready." — JT Tatem [0:11:29]
"The buyer has to be qualified to run the business." — Andrew Cagnetta [0:19:05]
[00:29] Introducing Kelly Lise Murray and today's focus on divorce and business ownership.
[02:25] How to ensure a smooth business transition during a divorce.
[04:20] Real-world case example highlighting the cost of getting it wrong the first time.
[06:43] Reflections on the high divorce rates in the US, especially among older couples.
[08:37] How valuation is approached during divorce, either through mediation or courts.
[10:25] The critical role of documentation and presenting strong, balanced valuation evidence.
[14:26] Why it's best to agree with your spouse on valuation in court and sell if you can.
[18:33] Strategic considerations when one or both spouses are active in the business.
[23:54] How valuation evidence, like tax returns, is scrutinized during divorce proceedings.
[26:17] The importance of timing, mediation, and early agreement in reducing costs.
[28:36] Practical steps for business owners, including cleaning up financials.
[32:41] The role of prenuptial and postnuptial agreements in protecting business assets.
[34:03] Final advice on seeking legal guidance and preparing to defend business value.
[35:53] Details on how to get in touch with Kelly and her podcast Wealth Litigated.
[37:18] Deal of the Week: Marty Fishman (Fort Lauderdale) sells a 20+ year-old management consulting business for $2.2M after a complex process.
[39:31] Listing of the Week: Chris "Chip" Redmond (Central Florida) is selling a Medicare Advantage–driven insurance book of business with recurring revenue, listed at $415,000.
"When you're selling, you're trying to find that one buyer. When you're divorcing, you have extra eyes on those documents." — Kelly Lise Murray [0:02:50]
"You want to put all your effort into the trial level, the first round, because on appeal, the appellate court can only look at evidence in the record from the trial level, and that trial court has a lot of discretion." — Kelly Lise Murray [0:03:16]
"Do we want to spend hundreds of 1000s of dollars on experts and lawyers fighting? – What if the business is worth $200,000? Do you want to spend 75,000 to 100,000 total, arguing about it?" — Kelly Lise Murray [0:27:12]
"Anyone going through a divorce needs to treat it like a business transaction." — Kelly Lise Murray [0:31:21]
"It's really important with business and other high-value assets to get the legal advice first and then, second, the business advice, and decide: 'What are the documents I have? What else do I need to defend my valuation of this business?'" — Kelly Lise Murray [0:34:48]
An underground utilities company in Central Florida has been successfully sold through a creative, seller-financed deal. After 45 years in business and a challenging year that ruled out SBA financing, the seller partnered with a motivated, out-of-state buyer eager to enter the industry. The buyer offered $100,000 over asking to secure seller financing, with $200,000 paid at closing and $900,000 financed by the seller. The seller will remain involved to train and mentor the buyer, ensuring a smooth transition. A great outcome for both sides! To learn more, contact Emily Krell at (352) 246-2266 or email emilykrell@tworld.com
Key Takeaways From This Episode:
[00:30] Introducing today's guest, IBBA chairman, Jim Parker.
[02:33] An overview of the IBBA and its growth over the years.
[04:14] Why business brokerage has surged in visibility in recent years.
[04:50] The impact of baby boomer exits on buyer demand and deal flow.
[06:03] Efficiency and professional gains in brokerage and increases in market activity.
[09:44] Co-brokering, virtual deals, and the breakdown of geographic barriers.
[13:13] The value of IBBA conferences, networking, and industry relationships.
[18:17] How AI and younger buyers are shaping the future of acquisitions.
[20:25] The evolving balance between individual buyers and private equity in today's market.
[23:47] Florida's influence on the growth and evolution of the business brokerage industry.
[25:26] Updates on upcoming 2026 IBBA and BBF conferences.
[27:35] Deal of the Week: Emily Krell (Orlando) sold an underground utilities company through a $1.1M seller-financed deal to an out-of-state buyer.
[30:05] Listing of the Week: JT Harp (Cincinnati) is selling a well-established, profitable roofing company with turnkey operations and a strong reputation.
"Forty-one percent of all small business owners right now in the United States were born before 1964." — Jim Parker [0:05:27]
"It just seems like the last couple of years, there are so many good quality buyers out there looking to buy businesses, more than ever." — Jim Parker [0:06:31]
"Since COVID, I think the walls have been ripped down. People are doing things more virtually now. Brokers are selling businesses out of state. Everything is broken down." — Jim Parker [0:10:06]
"I'm really excited about what AI is going to be able to do for us and [in] return, what it's going to do for our buyers and what it's going to do for our sellers." — Jim Parker [0:19:02]
[01:30] Considering the type of business you're buying and its management depth.
[04:18] Why you need a business broker during the buying and selling process.
[12:05] The role of a CPA in preparing and supporting the deal.
[14:15] Selecting the attorneys you'll need, depending on your business.
[15:21] Choosing the right lender and understanding financing options.
[18:41] Common mistakes to avoid when choosing your team.
[20:35] How the right team protects value and keeps deals moving.
[21:33] Why you need a financial advisor as a seller.
[22:06] Deal of the Week: Brook Hartnett (Transworld Boston) sells a landscape design and maintenance business to a strategic local buyer.
[23:49] Listing of the Week: Tony Sansone (Transworld La Grange) is selling a 30-year hardscaping and landscaping business with approximately $250,000 earnings.
"The first thing is, the broker is going to help set the expectations. The second thing is, they're going to help you set the price." — JT Tatem [0:06:02]
"We have found that if the price is off over in excess of about 15%, the business will never sell." — Andrew Cagnetta [0:06:43]
"The broker is working very hard to make sure that they find the right buyer to meet with. Because – you're not going to meet with 100 buyers. They're going to filter it down to the ones that they think are the most serious or best fitting, and then set up those meetings." — Andrew Cagnetta [0:10:57]
"The broker in the beginning is the quarterback on the whole thing. And if they're doing a good job, they're communicating with the attorney, the CPA, the lender, all through the process. As the buyer and seller, you want to give them permission to do that." — JT Tatem [0:18:26]
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