The Deal Board

JT welcomes you to another episode of The Deal Board Podcast. This week, he is joined by Ulf Arnetz, founder, CEO, and chairman of Howwe Technologies, to explore how business leaders can turn strategy into measurable execution. With four strategic exits and decades of experience building technology companies, Ulf shares why the right idea, timing, management team, and culture drive sustainable growth. He explains how clear priorities, honest feedback, employee commitment, cross-functional collaboration, and AI can help leaders close the gap between vision and results while building long-term value. Tune in to learn how to create clarity, build momentum, and prepare a stronger business for its next stage or eventual exit.

Listing of the Week:

Michael Shea from Transworld Tampa presents a lawn service in the Pasco County and Land O' Lakes area with an even mix of residential and commercial accounts. The $150,000 asking price includes a full equipment package, and the owner has consistently taken home $77,000. Subcontractors support the larger homeowners' association projects, and the owners are motivated to move on to their next opportunity. For more information, contact Michael at (321) 287-0349 or [email protected].

Deal of the Week:

Matt Friscia from Transworld La Grange shares the two-year sale of a franchise learning center that his office had sold once before. After several prospects—including international buyers who could not secure financing—the franchisor introduced a strategic buyer who completed an all-cash purchase. Matt explains how the second owner's limited availability weakened the financial performance and reduced the eventual sale price, reinforcing the need for buyers to have enough time to run the business and a plan for replacing key operators. For more information, contact Matt Friscia at (708) 328-8886 or [email protected].

Key Takeaways From This Episode:

• [01:57] Meet Ulf Arnetz and hear how his entrepreneurial career led to successful exits.

• [04:00] Discover how Howwe Technologies helps CEOs turn strategy into impact.

• [06:53] Learn which factors led to his success across different companies and industries.

• [08:02] Explore how leaders can build culture around consistency, trust, honesty, and fun.

• [09:57] Listing of the Week: Michael Shea presents a $150,000 Pasco County lawn service with equipment and balanced residential and commercial work.

• [11:33] Understand why the same cultural principles apply to small and large organizations.

• [13:34] Hear Ulf's leadership lessons he carried through multiple companies and exits.

• [15:26] Find out how clear expectations and honest feedback help employees.

• [17:52] Uncover the common reasons that strong strategies often fail during execution.

• [24:17] Consider how CEOs can connect strategy to frontline implementation.

• [28:10] Insight into why businesses hit growth ceilings and how leaders can refocus priorities.

• [35:16] His advice for owners preparing to sell within the next year.

• [38:48] Connect with Ulf and learn more about Howwe Technologies.

• [40:19] Deal of the Week: Matt Friscia sells a franchise learning center after a two-year process and shares a lesson about owner involvement.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

Ulf Arnetz on LinkedIn

Howwe Technologies

Michael Shea

Matt Friscia

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"You must be very early, too early, actually, and you must have the best product." — Ulf Arnetz [0:07:07]

"I think it's very important to stand for something, whatever that is, but that you have a firm line, you have a firm direction and style all the time." — Ulf Arnetz [0:08:15]

"I think it's very important that you're honest, you listen to people, [and] you create trust." — Ulf Arnetz [0:08:59]

"You shouldn't say one thing and act in a different way." — Ulf Arnetz [0:12:55]

JT welcomes you to another episode of The Deal Board Podcast. This week, he is joined by Kayon Graham, founder of K. Graham Accounting & Advisory, LLC, to explore why financial clarity is essential for running, growing, and eventually selling a business. With years of experience in accounting, auditing, and compliance, Kayon explains how organized records and tailored financial reporting help owners understand what their numbers really mean. The conversation covers separating personal and business finances, looking beyond the bank balance, and budgeting for the full cost of hiring. JT and Kayon also discuss recording business loans, preparing clean books for buyer due diligence, and building a strong reputation ahead of a future sale. They unpack why breaking down revenue and costs by product or service can reveal underperforming areas and help owners focus on what is profitable. Tune in to learn how better financial visibility can support smarter decisions and build long-term business value!

Listing of the Week:

JT Harp from Transworld Greater Cincinnati and Northern Kentucky presents an established pizza and food service brand with solid in-store revenues, a loyal customer base, and a flexible licensing model. Designed for convenience stores, gas stations, retail locations, and other non-traditional venues, the licensing program offers room to expand an already proven concept. With repeat business, an established growth foundation, and no franchise fees, this turnkey opportunity could suit an experienced operator, an investor, or a strategic partner ready to scale the brand. For more information, call JT Harp at (513) 725-7283 or email him at [email protected]. Deal of the Week:

Tony Padavich from Transworld Reno shares the sale of a property management company with approximately 120 doors under management. The seller had built strong local relationships and was ready to move on to something new. The listing attracted an offer by the second day, two more on day three, and ultimately around five or six offers, prompting a bidding window. The transaction closed within two weeks, with Tony reporting a sale price of at least $600,000, subject to a month-end recalculation based on 21 times the monthly management fees. A fast-moving deal and a happy outcome for the seller! For more information, call Tony Padavich at (775) 301-1425 or email him at [email protected].

Key Takeaways From This Episode:

• [00:30] Introducing Kayon Graham and her background in accounting and compliance.

• [03:59] Learn how bookkeeping and tailored financial reports help owners get financial clarity.

• [05:57] Discover why separating personal and business finances is essential.

• [08:21] Understand why a bank balance does not tell the full financial story.

• [11:20] Listing of the Week: JT Harp presents an established pizza and food service brand with a flexible licensing model and room to grow.

• [13:43] Find out how to know when to bring in an accounting professional.

• [14:30] Advice for tracking expenses, receivables, loans, and tax obligations.

• [17:10] Typical loans that businesses have and where they appear in financial reporting.

• [20:09] Explore the importance of addressing liabilities and outstanding debt.

• [23:06] Preparing for a future sale and what buyers look for when reviewing financial records.

• [26:53] Kayon shares her approach to building long-term value for clients.

• [28:56] Why revenue and cost of goods help reveal margins for each product or service.

• [31:12] Hear why a professional outside perspective can help owners plan their next steps.

• [33:30] How to connect with Kayon and explore her accounting and advisory services.

• [34:52] Deal of the Week: Tony Padavich sells a Reno property management company within two weeks for a reported minimum of $600,000, with a final price recalculation pending.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

Kayon Graham

Kayon Graham on LinkedIn

JT Harp

Tony Padavich

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"When you have a clear financial picture, you can make better decisions." — Kayon Graham [0:08:29]

"[Tracking financials] is a combination of looking at what's going on [now], and looking ahead." — Kayon Graham [0:15:02]

"When the financial information is broken down to such a detailed level, you can actually see what's going on." — Kayon Graham [0:30:10]

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 [email protected].

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 [email protected].

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.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

Tammy Roberts on LinkedIn

John Wahl on LinkedIn

Live Oak Bank

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"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]

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 [email protected].

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 (248) 295-2722 or email her at [email protected].

Key Takeaways From This Episode:

• [00:30] Today's topic: five reasons buyers walk away even when the numbers are strong.

• [01:26] Discover why owner dependence can make a business difficult to sell.

• [02:34] Learn how limited growth prospects and capacity constraints affect buyer interest.

• [05:03] Listing of the Week: JT Harp presents an established textile rental and sales company with predictable revenue and room to grow.

• [06:35] Explore what creates operational risk and weakens trust with the buyer.

• [09:58] Understand why buyers get cold feet when the commitment becomes real.

• [11:23] Hear how a formal offer and escrow deposit can strengthen buyer commitment.

• [11:59] Deal of the Week: Taslim Machado sold a 24-year-old Wayne County laundromat after managing financing and an emotional transition.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

JT Harp

Taslim Machado

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"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]

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 [email protected]. 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 Sherrye Coggiola at (864) 616-4325 or email her at [email protected].

Key Takeaways From This Episode:

• [00:00] Outline of today's topic: How AI is changing the brokerage landscape.

• [01:38] AI tools that buyers, sellers, and brokers are already using.

• [03:21] Ways AI is speeding up due diligence and financial analysis.

• [05:28] Using AI to uncover growth opportunities after an acquisition.

• [07:37] The growing role of AI in business valuations.

• [10:29] Deal of the Week: Sherrye Coggiola (Western Carolinas) sold a manufacturer of custom dog orthotics in just 60 days.

• [11:31] The risks of overreliance on AI and the need for human judgment.

• [12:46] Protecting confidentiality when using AI during a transaction.

• [14:13] How AI is increasing the value of businesses that use it effectively.

• [17:22] Listing of the Week: Michael Shea (Tampa, Florida) is selling a part-time nurse practitioner-run medical practice in Lakeland.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

Michael Shea

Michael Shea Email

Michael Shea Phone

Sherrye Coggiola

Sherrye Coggiola Email

Sherrye Coggiola Phone

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"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]

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 [email protected]

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 (864) 527-5995 or email him at [email protected]

Key Takeaways From This Episode:

• [00:00] Outline of today's topic: why business deals can fall apart.

• [01:19] Learn how unrealistic expectations can hurt a deal.

• [04:02] Hear how expectations around timelines create problems.

• [05:45] Understand why financial inconsistencies can damage buyer trust.

• [08:22] Discover why communication is essential to keeping deals alive.

• [10:29] Why sellers should prepare key documents before making an offer.

• [12:33] Listing of the Week: Eric Straus (Transworld NY) is selling a growing virtual events business with strong margins and location flexibility.

• [14:27] Explore why owner dependency can become a major red flag for buyers.

• [17:37] Uncover how decision fatigue and emotion can affect buyers and sellers.

• [22:09] Deal of the Week: Eli Tatem (Transworld Western Carolinas) sold a long-running machine shop to a husband-and-wife engineering team.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

Eli Tatem at Transworld Western Carolinas

Eli Tatem Email

Eli Tatem Phone

Eric Straus at Transworld NY

Eric Straus Email

Eric Straus Phone

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"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]

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 [email protected] 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 [email protected] or call him at (817) 290-5664.

Key Takeaways From This Episode:

• [00:00] Discover why selling without a broker can cost more than it saves.

• [02:05] Learn why owners need to keep running the business during a sale.

• [02:47] Explore how overpricing and unvetted buyers can stop a deal before it starts.

• [07:30] Deal of the Week: Ryan Mortensen sold Rotten Apple, a Texas excavation business, to a retired military buyer through an SBA-financed deal.

• [10:36] Find out why confidentiality is one of the biggest reasons to use a broker.

• [13:15] Understand how due diligence can become a second full-time job.

• [14:42] Hear why experience and stamina matter when getting a deal to closing.

• [17:03] Listing of the Week: Mike Shea presents a Tampa Bay pizza parlor with strong local revenue, takeout sales, and family-operator potential.

• [17:54] Final takeaways and closing comments.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

Mike Shea at Transworld Tampa

Mike Shea Email

Ryan Mortensen at Transworld Austin-Waco

Ryan Mortensen Email

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"The most important thing you can do whilst owning your business is keep running it." — Andrew Cagnetta [0:02:05]

"One of the number one reasons businesses do not sell is because they don't know how to price it." — Andrew Cagnetta [0:02:48]

"The buyer's going to make a request to you as a seller, that you may not know when to say no to." — JT Tatem [0:12:13]

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 [email protected] 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 [email protected] or call him at (630) 544-0611.

Key Takeaways From This Episode:

• [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.

• [21:04] Andrew and JT's final takeaways.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

Alpesh "AJ" Jayswal

JT Harp

QuickBooks Online | Intuit

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"The value of your business is what it's going to make in the future, to a buyer." — Andrew Cagnetta [0:01:04]

"Benchmarking is a really great way of looking at businesses." — Andrew Cagnetta [0:02:51]

"Common-sizing actually means making it simple for people to understand what's going on in a business." — Andrew Cagnetta [0:02:57]

"There are only two ways to be more profitable in any business, – drive sales [and] cut expenses." — JT Tatem [0:10:51]

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 [email protected].

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 (407) 326-6990 or email him at [email protected].

Key Takeaways From This Episode:

• [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.

• [24:06] Closing comments and final takeaways.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

LoanBud

Chris "Chip" Redmond

JT Harp

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"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]

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 [email protected] 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 Marty Fishman 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 (754) 224-3134 or email [email protected]

Key Takeaways From This Episode:

• [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.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us — (888) 719-9098

Email us [email protected]

Kelly Lise Murray on LinkedIn

Wealth Litigated

Marty Fishman

Insurance Agency Book of Business for Sale – Health Care

Chris "Chip" Redmond

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"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]