When business owners think about a successful sale, many focus on the purchase price. But sophisticated dealmakers know the real question is what the seller actually retains after taxes, structure, and transition planning. 

In this episode of the CVBBA Insights Podcast, host Heather Valeri, CBI, CEPA sits down with Richard B. “Rick” Chess, Counselor at Law, Past President of CVBBA, to discuss practical strategies for preserving wealth in business and real estate transactions.

Together, they explore how 1031 exchanges, tax planning, and smart deal structuring can help business owners, brokers, and deal partners think beyond the headline number and focus on true net proceeds. Rick shares insights on when a 1031 exchange may be relevant, how it can create opportunities for reinvestment, and why early coordination between brokers, attorneys, tax professionals, and other advisors is essential.

This conversation is especially valuable for business brokers, real estate professionals, deal teams, and business owners who want to better understand the intersection of transaction strategy, taxes, and long-term wealth preservation.

What a 1031 exchange is and why it matters in certain transactions

How tax strategy can significantly affect a seller’s true net proceeds

Why brokers and advisors should think beyond sale price alone

Common planning considerations when real estate is involved in a deal

The importance of assembling the right professional team early

How business owners can make more informed decisions before going to market

This episode offers a practical look at how thoughtful planning can help clients protect value, reduce surprises, and create more strategic outcomes at closing and beyond.

Subscribe to the CVBBA Insights Podcast on your favorite streaming platform so you never miss an episode.

If you found this episode helpful, please leave a positive review. It helps us grow the show and reach more professionals across the business brokerage and deal-making community.

If you are interested in being a guest on the CVBBA Insights Podcast, please contact:

Interested in learning more about the Carolinas Virginia Business Brokers Association?

Heather Valeri, CBI, CEPA

CEO, Meridian Business Advisors

Richard B. “Rick” Chess

Every experienced business broker has a story about the "deal from hell"—the one that turned into a soap opera or hit a legal landmine no one saw coming. In this episode, host Colette Kemp is joined by veteran transactional attorneys Lisa Crandall and Tad Cook of PLG Law. Together, they pull back the curtain on why some deals stay clean while others spiral into expensive chaos.

Learn how to stop playing the "hero" in a failing deal and start playing the expert who spots red flags before they explode. Whether you are a broker, a buyer, or a seller, this masterclass provides the roadmap to keeping your deals on track and your reputation intact.

The Hero Trap: Why trying to "save" a deal can sometimes lead to crossing legal lines.

Early Warning Signs: How to recognize the subtle "drama" indicators before they derail a closing.

The Broker's Boundary: What you should (and absolutely should NOT) be doing to protect yourself and your clients legally.

Building a Cleaner Process: How to structure your very first conversation to ensure a smooth exit months down the line.

The "Drama-Free Deal" Checklist: Key questions every broker should ask upfront to vet a deal’s viability.

Colette Kemp (Host): Founder of SureStep Business Advisors and CVBBA Board Member. With 15 years of experience growing and exiting a multi-million-dollar service business, Colette now helps owners ensure they are operationally and emotionally ready for exit.

Lisa Crandall (Guest): Attorney at PLG Law specializing in complex commercial transactions, M&A, securities, and franchising. Lisa is licensed in 7+ jurisdictions and serves as a leader in the North Carolina Bar Association.

Tad Cook (Guest): Attorney at PLG Law with over 25 years of experience in sophisticated debt financing and business sales across industries like IT, manufacturing, and trucking.

Sponsorship Opportunities

Heather Valeri, CBI, CEPA, CVG

Learn More About CVBBA

Subscribe & Review

Follow CVBBA on LinkedIn or Facebook

Episode Overview

In this conversation, Colette Kemp interviews Phil Bongiorno, an expert in the home healthcare industry. They discuss the various niches within senior care, the regulatory landscape, and the future growth of the industry. Phil emphasizes the importance of understanding compliance, operations, and the payer mix for brokers looking to navigate this sector effectively. The conversation highlights the increasing demand for home healthcare services and the opportunities available for business brokers in this evolving market.

Guest Contact Information

Phil Bongiorno

Moderator Contact Information

Colette Kemp, ACB

Sponsorship Opportunities

Heather Valeri, CBI, CEPA, CVG

Learn More About CVBBA

Subscribe & Review

In this episode of the CVBBA Insights Podcast, we bring you the recording of CVBBA Vision 2026, featuring incoming President AJ Ramsey.

Moderated by Colette Kemp and Heather Valeri, this conversation outlines the strategic priorities, growth initiatives, and leadership vision guiding the Carolinas Virginia Business Brokers Association (CVBBA) into 2026.

The discussion addresses industry tailwinds such as the Silver Tsunami, evolving deal dynamics, member value creation, governance, and how brokers can maximize ROI from their CVBBA membership.

Welcome & Opening Remarks 

President Introduction

The Silver Tsunami

Why CVBBA Matters

Core Goals & Strategic Priorities

Expanding CVBBA’s Reach

2025 Key Accomplishments

What’s Ahead for 2026

Membership Values & Benefits

Volunteering with CVBBA

Save the Date

Closing Thoughts from the President

AJ Ramsey, CBI, M&AMI

AJ Ramsey is a Transworld Senior Business Advisor with over 30 years of experience across corporate and small business environments. His background includes building, operating, and selling both domestic and international organizations, bringing deep operational and transactional expertise to his leadership role at CVBBA.

Colette Kemp, ACB

Heather Valeri, CBI, CEPA, CVG

Colette Kemp, ACB

Heather Valeri, CBI, CEPA, CVG

AJ Ramsey, CBI, M&AMI

Interested in sponsoring the CVBBA Insights Podcast Series?

Interested in joining CVBBA or learning more about the association?

If you found this episode informative, please subscribe to the CVBBA Insights Podcast and leave a positive review. It helps us grow awareness and continue delivering high value content to the business brokerage community.

What if your most valuable ROI in 2026 isn’t financial but relational?

In this episode of the CVBBA Insights Podcast, host Heather Valeri, CBI, CEPA sits down with Larry Long Jr. to challenge how brokers, lenders, and deal partners think about growth, business development, and relationships.

Together, they redefine ROI as Return on Intention and explore why authentic, relationship-first strategies consistently outperform transactional networking, especially on LinkedIn.

Larry shares his personal and professional journey of overcoming early self-doubt, navigating business failure, and rebuilding momentum through consistency, authenticity, and purpose. The conversation blends inspiration with practical application, offering brokers real-world strategies they can implement immediately.

- Why authentic relationships create compounding ROI in brokerage and deal-making

- How consistency beats motivation in business development

- Lessons from business failure and how to pivot with intention

- Why LinkedIn works best when used for connection, not conversion

- Larry’s powerful 3-Minute Challenge for intentional outreach

- How to show up with clarity, purpose, and confidence in 2026

This episode is especially relevant for professionals who rely on trust, credibility, and long-term relationships to close deals and not just leads or algorithms.

Jolt!: Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness

By Larry Long Jr. - Amazon.com : jolt! get zapped

Subscribe to the CVBBA Insights Podcast on your favorite streaming platform so you never miss an episode.

If you found this episode insightful or inspirational, please leave a positive review! It helps us grow the show and reach more professionals in our industry.

If you are interested in being a guest on the CVBBA Insights Podcast, please contact:

Heather Valeri

Interested in learning more about the Carolinas Virginia Business Brokers Association?

Heather Valeri, CBI, CEPA

Larry Long Jr.

Most brokers eventually face it: a deal that goes sideways fast. Emotions spike, communication breaks down, and what once looked like a smooth closing suddenly feels impossible.

In this episode of the CVBBA Thrive in ’25 Podcast, host Colette Kemp (SureStep Business Advisors) is joined by Sheryl Vazquez (CRE & Business Brokerage Specialist) to unpack a real transaction that nearly collapsed, and the exact steps Sheryl took to revive it.

From misaligned expectations to miscommunication between parties, you’ll hear how a seasoned broker navigated complexity, rebuilt trust, and guided both buyer and seller back to the closing table.

This episode is a masterclass in problem-solving, deal psychology, and the power of an experienced broker helping to manage the emotions of buyers and sellers.

-The early warning signs that a deal is about to “run away”

-How to deescalate emotional sellers and buyers before irreversible damage occurs

-Communication resets that rebuild trust when the relationship is strained

-Structuring creative solutions when financing, timing, or expectations clash

-Post-mortem lessons for preventing deal breakdowns in the future

Whether you’re new to dealmaking or a seasoned intermediary, this story highlights the skill, patience, and strategic thinking required to keep complex transactions alive.

Sheryl Vazquez | CRE & Business Brokerage Specialist

Contact Sheryl

Commercial Real Estate/Business Broker

CSG Capital, powered by EXP Commercial

919-619-6863

[email protected]

www.csgcapitals.com

Host's Contact

Call or Text (804)-920-8897

Visit us online or connect with me on social

If this episode gave you fresh insight into deal rescue strategies:

Subscribe to the CVBBA Thrive in ’25 Podcast

Host: Heather Valeri, CBI, CEPA — Meridian Business Advisors

In this new episode of the CVBBA Thrive in ’25 Podcast, host Heather Valeri sits down with seasoned business broker and long-time CVBBA/IBBA leader Dustin Zeher to discuss the top five lessons every new broker needs to hear.

Whether you're just getting started or you’re looking to sharpen your process, Dustin delivers real-world, actionable insights drawn from 15+ years of experience, thousands of buyer conversations, and hundreds of completed transactions.

This episode is packed with practical advice, operational discipline, and the hard-earned lessons that separate top-performing brokers from everyone else.

Brokers will walk away with a clearer understanding of:

-Why joining your industry associations is not optional

-How the right professional network directly impacts your close rate

-How to avoid working with unmotivated or unrealistic sellers

-Why intake is the foundation of every successful deal

-The #1 operational habit that turns chaos into consistent closings

Dustin breaks down exactly what he wishes someone had told him earlier — and why brokers who master these fundamentals build stronger pipelines, faster momentum, and more predictable revenue.

Dustin Zeher, CBI, CM&AP

Office: 703-910-7384

Heather Valeri, CBI, CEPA

To learn more about the CVBBA, please check out our website, https://www.cvbba.com/

If you're interested in being a guest or learning more about CVBBA Insights, please reach out to Heather Valeri

Don’t forget to subscribe so you never miss an episode — and please leave a five-star review on your favorite podcast platform!

In this special edition of the CVBBA Thrive in ’25 Podcast, hosts Heather Valeri, CBI, CEPA of Meridian Business Advisors and Colette Kemp of SureStep Business Advisors sit down with one of the Southeast’s most trusted SBA lenders — Erica Gregg Parker, VP SBA Lending, Fidelity Bank — to unpack what the recent government shutdown really means for deal flow.

Brokers and business owners have been asking the same questions:

     - Are year-end closings still possible?

     - Are lenders tightening?

     - Will holiday slowdowns make Q1 2026 even worse?

     - What’s actually happening with underwriting timelines?

Erica breaks it all down — with clarity, candor, and insights only someone inside the lending world can provide.

You'll learn:

     - How the shutdown impacted SBA submissions and credit decisions

     - Whether 2025 closings are still realistic

     - What’s changing in bank appetite as we enter 2026

     - Why lenders are being more selective in Q4

     - What buyers and sellers must do now to avoid delays

     - Bold predictions for Q1–Q2 SBA lending in 2026

     - The most common deal-packaging mistakes brokers are making

     - How to prepare files so underwriting says “yes” faster

If you’re a broker, buyer, or business owner relying on SBA financing, this is the episode to get ahead of the next 90 days.

Subscribe, share, and stay informed — it matters more this year than ever.

Supplemental Links

     - www.SBA.gov

     - www.Sellyourway.com

     - www.IBBA.org

Co-Hosts Contact

Call or Text (804)-920-8897

Visit us online or connect with me on social

Welcome to the CVBBA podcast “Thrive in 25.”

In this episode, host Colette Kemp is joined by Michael Goddard, Senior SBA Business Development Officer at Fidelity Bank. Together, they explore the realities of SBA financing from a lender’s perspective — what brokers often overlook, and how to navigate deals more effectively.

They discuss the effects of the government shutdown on SBA loan processing, common misconceptions business brokers hold about SBA financing, and key factors that drive successful transactions. Michael also shares expert advice on buyer screening, maintaining clear communication throughout the process, and employing innovative lending strategies to close both small and large deals with confidence.

Tune in to gain actionable insights that will help you strengthen your SBA knowledge and improve your deal-making outcomes.

00:00 — Introduction to Thrive in 25

00:34 — Government Shutdown and SBA Lending

02:20 — Common Misconceptions in SBA Lending

05:29 — Key Insights for Business Brokers

07:56 — Top Mistakes by New Business Brokers

11:54 — Innovative Lending Strategies

13:34 — Conclusion and Contact Information

Michael Goddard

Senior SBA Business Development Officer – Fidelity Bank

 [email protected]

 336-514-5810

For questions about SBA financing or to connect directly with Michael, reach out via email or phone.

Think hiring offshore virtual assistants is safe from regulatory changes? Think again.

In this episode of the CVBBA Thrive in ’25 Podcast, Heather Valeri of Meridian Business Advisors joins Colette Kemp of SureStep Business Advisors to unpack the HIRE Act... draft legislation that could significantly change how business brokers and M&A advisors work with offshore talent in 2026.

You’ll hear how the proposed tariffs and new compliance measures could affect your margins, workflows, and staffing decisions, and what practical steps you can take now to stay ahead of the curve.

What You’ll Learn

What the HIRE Act actually is, and why it matters now, not later

How tariffs on offshore workers could impact your brokerage’s bottom line

Why the goal of re-skilling U.S. workers could backfire

Why this isn’t just about VAs, it's about all offshore services you may be using

Whether you rely on virtual assistants or you’re just starting to build your team, this conversation gives brokers the clarity they need to prepare for 2026 with confidence.

Host Heather Valeri  | Meridian Business Advisors

Award-winning business intermediary and advisor specializing in mid-market transactions and strategic growth planning.

Colette Kemp | SureStep Business Advisors

Business broker and accredited small business advisor.

If this episode helped you understand the potential impact of the HIRE Act:

Subscribe to the CVBBA Thrive in ’25 Podcast

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