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]

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 [email protected].

Deal of the Week:

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 [email protected]

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.

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]

Jim Parker on LinkedIn

International Business Brokers Association (IBBA)

International Business Brokers Association (IBBA) Annual Conference 2026

Business Brokers of Florida (BBF) Conference 2026

Established Roofing Company | Proven Performance & Profitability

JT Harp

Emily Krell

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"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]

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 [email protected].

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 Brook Hartnett at (617) 860-4980 or email him at [email protected].

Key Takeaways From This Episode:

• [00:30] Today's topic: Building the right team.

• [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.

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]

Brook Hartnett

Tony Sansone

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"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]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they break down what serious buyers need to do before pursuing a business acquisition in a competitive market. They explain how buyers can position themselves to move quickly when the right opportunity arises, the steps for defining your search criteria, why understanding your role as an owner is key, and how to prepare effectively to work with brokers. They also cover how to present professionally to sellers, why a clean asset purchase agreement can be more effective than a vague letter of intent, and how the right lenders, attorneys, and advisers can help keep a deal moving toward a successful closing. Tune in to learn how to stand out as a credible buyer and improve your chances of getting the right deal.

Listing of the Week:

This week's Listing of the Week is a sensor manufacturing business represented by Johnathan Choe of Transworld Oregon Central. The business generates approximately $4,500,000 in revenue, has strong gross margins, and produces around $1,000,000 in annual net income depending on the year. It is a consistent business and is expected to go to market soon on a bid basis. For more information, contact Johnathan at [email protected] or call (541) 213-0234.

Deal of the Week:

This week's Deal of the Week is a molecular testing lab in Central Florida represented by Chris Redmond of Transworld Orlando. The business sold for $575,000, and the buyers saw value in the lab's billing setup, certifications, testing capabilities, and equipment, even though it was non-operational at the time of sale. The sellers are moving on to manufacture products for the medical industry, while the buyers plan to bring the lab back to life and resume billing immediately as part of their medical growth plans. For more information, contact Chris at [email protected] or call (407) 326-6990.

Key Takeaways From This Episode:

• [00:30] Introduction to today's topic and what listeners can expect.

• [01:37] Learn about the importance of defining a clear buy box.

• [03:12] Explore the typical criteria that buyers should consider.

• [06:40] Hear about the common mistakes buyers often make.

• [10:34] Discover why geography, industry fit, and costs are essential aspects.

• [12:20] Find out how to show sellers you are serious about buying.

• [13:12] Advice for working with brokers to get access to the best deals.

• [18:03] Understand why sellers need to trust the buyers they are working with.

• [19:33] Uncover the secret to preparing an offer that closes the deal.

• [21:11] Why structure, the team, and due diligence are vital.

• [26:20] How to navigate a deal quickly and effectively from offer to closing.

• [28:36] Deal of the Week: Chris Redmond (Transworld Orlando) sold a molecular testing lab in Central Florida.

• [29:32] Listing of the Week: Johnathan Choe (Transworld Oregon Central) sold a promising sensor manufacturing business.

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]

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"I think one of the mistakes that buyers sometimes make is thinking that they're not going to have to work." — Andrew Cagnetta [0:06:47]

"You have to know how much money you have available and you have to have that money available." — Andrew Cagnetta [0:12:24]

"I think with the seller, – it's as much about you impressing them as it is them impressing you." — JT Tatem [0:16:13]

"[If] you want to be seen as a serious buyer, put some money in an escrow account." — JT Tatem [0:20:52]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they bring you Part 2 of a conversation about the top 10 things you want to avoid when putting your business on the market. We start by recapping the first five points from the previous episode before diving into the next five. Starting with unpacking how to sell off old inventory, we discuss what it might look like to get it to a workable level. Next, we remind you just how important it is to take home the money, and describe what it means to be a positive seller. Finally, you'll hear our take on getting your business in the box. Join us today for all this and more!

Listing of the Week:

Don Bray, from Transworld Buffalo, is selling a medium-sized daycare center with real estate in the suburbs of Buffalo. It is currently listed with seven offers, and it has just sold for 1.275 million. If you are looking to sell a daycare, reach out to Don on (716) 395-1430 or send him an email on [email protected]. Deal of the Week:

Justin Pines, based DC, Annapolis & Baltimore North, sold a virtual events and experiences business in just 65 days. It was sold to a business that was acquiring other event companies and adjacent companies who made an offer that beat the others. For more information, find Justin Pines on LinkedIn, call him on (610) 457-7110 or email him at [email protected].

Key Takeaways From This Episode:

• [00:53] A recap of the key points in the first episode of this two-part series.

• [01:45] Why it's important to sell off old inventory or get it to a workable level.

• [05:28] Taking home the money.

• [07:39] Choosing to be a positive seller.

• [10:01] Getting your business in the box.

• [17:55] Deal of the Week: Justin Pines, based in DC, Baltimore North, Indianapolis, sold a virtual events and experiences business in just 65 days.

• [20:54] Listing of the Week: Don Bray, from Transworld Buffalo, is selling a medium-sized daycare center with real estate in the suburbs of Buffalo.

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]

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"You have to walk around, and you have to decide what's personal to you and what really doesn't matter to the business [when selling]." — JT Tatem [0:05:54]

"You have to get your business to the point where it makes financial sense to buy it." — JT Tatem [0:11:47]

"You don't want to go to the market if the price is too low and leave money on the table, that doesn't make sense for anybody, and you don't want to go to market with a price that's too high and you don't get buyers to call or you don't get deals done." — Andrew Cagnetta [0:13:18]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are sharing advice for anyone selling their business and cautioning sellers against some common mistakes. Our experts are talking us through five of the ten most common mistakes sellers make when selling their businesses. From making sure records are in good order to cleaning up the appearance of the business, this episode is filled with pearls of wisdom for sellers. We even share some stories of our own selling disasters! To hear all this and so much more, be sure to press play now, and stay tuned for part two of this discussion!

Listing of the Week:

Garrick Foy from Transworld Flagstaff & Western Arizona is selling a third-generation construction business that's been around under its current ownership for just under 30 years for $3.25 million. The seller is looking for a really great buyer to take over the family legacy. For more information, call Garrick at (801) 380-5754 or email him [email protected]. Deal of the Week:

Evgeniy Krasowski from Transworld Boston recently sold a bookkeeping company that was in high demand in New England. Evgeniy's challenge was to find the right buyer for this seller who had built a personal relationship with local businesses and wanted the next owner to do the same. This sale wasn't about the price; it was about finding the right fit. For more information, call Evgeniy at (508) 972-7986 or email him at [email protected].

Key Takeaways From This Episode:

• [00:00] Today's topic: mistakes to avoid as a seller.

• [01:47] The importance of getting your books and records in order.

• [05:15] Why you need to keep good books and records going forward.

• [08:45] The power of 'keeping your eye on the ball'.

• [10:43] Why you need to clean your business up when selling.

• [14:04] The concept of 'fix it or throw it out!'

• [18:52] Deal of the Week: Evgeniy Krasowski (Boston) sold a bookkeeping company in New England to a buyer who was the perfect fit.

• [21:43] Listing of the Week: Garrick Roy (Western Arizona) is selling a third-generation construction company for $3.25 million.

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 Tatem

Andrew Cagnetta

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"[Taking your foot off the gas] is a major mistake. You've got to, not only keep your foot on the gas, [but also] accelerate. – 'Pedal to the metal', as we said earlier, to keep the business growing." — JT Tatem [0:09:00]

"You've got to run your business like it's not going to sell cause it may not sell." — JT Tatem [0:10:00]

"Take pride in the appearance of [your business] – once you've listed it!" — Andrew Cagnetta [0:13:52]

"[Buyers] are going to want everything they see." — Andrew Cagnetta [0:15:22]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they get back to the real purpose of this podcast: to educate buyers and sellers. While there's a lot of information out there telling sellers that they don't need a broker, this conversation is here to bust that myth! Join them as they unpack six steps that reveal the true value of having an advisor or a broker on your side. From getting proper evaluation to having a clear, defensible reason for your price, they explore how expert guidance can shape the outcome of a sale. They discuss how to manage confidentiality without killing momentum, why price is not always the most important factor, and how due diligence brings intense scrutiny from buyers, attorneys, and CPAs. Finally, they break down how a broker helps keep deals moving when issues arise, and why, in a complex process, having the right advisor on your side can make all the difference.

Listing of the Week: Marc Lazarus from Northern New Jersey is selling a 20-year-old security business that is currently doing 12 million toppling revenue. With receivables included in the deal, it is priced at 4.4 million dollars. For more information, call Mark on (201)203-2771 or send him an email at [email protected]. Deal of the Week: Andrew Fillman from Transworld Detroit South resolved a conflict between seller and buyer to bring an offer up from $10,000 to $30,000 to bring about the best possible outcome for both parties. For more information, contact Andrew on (248) 565 - 5967 or email him at [email protected].

Key Takeaways From This Episode:

• [00:30] Why this podcast focuses on explaining why sellers really need a broker.

• [02:34] How having an advisor on your side can benefit your sale.

• [06:09] Why it is so important to get a proper evaluation and have a defensible reason for your price.

• [09:44] Managing confidentiality without killing momentum.

• [13:20] Why price is not always the most important factor in a sale.

• [15:31] Due diligence, buyer, attorney, and CPA scrutiny.

• [19:03] How a broker can keep things moving when issues arise.

• [22:21] Deal of the Week: Andrew Fillman resolved a conflict between seller and buyer by bringing the price up from $10,000 to $30,000.

• [24:16] Listing of the Week: Marc Lazarus is selling a 20-year-old security business in Northern New Jersey for $4.4 million.

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]

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"If you have one buyer, that means the buyer has you." — Andrew Cagnetta and JT Tatem [0:02:15]

"When you've got someone coming to you as the buyer, — you don't know if the offer they're making is a good offer for you or not. You want someone who's going to make sure that you're positioning your business in the market with the price that makes the most sense for you." — JT Tatem [0:07:29]

"Every good deal dies at least three times." — Andrew Cagnetta and JT Tatem [0:20:18]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy and JT focus on what it really takes to become a business buyer in today's market. With more professionals exploring entrepreneurship through acquisition, they revisit the 8 Ws of Goal Getting and apply the framework specifically to buyers looking to move from employment to ownership. JT walks through how to define your goal, clarify your true motivation, anticipate obstacles, and understand the education, advisors, and timeline required to close a deal. The episode also challenges the idea that buying a business is quick or hands-off, emphasizing that success depends on preparation, commitment, and doing the work. If you're considering buying a business and want a clearer path forward, tune in to hear how the 8 Ws can help you move from intention to action!

Listing of the Week:

A long-standing discount carpet, tile, and flooring business with over 50 years of success is available in Greater Cincinnati and Northern Kentucky. The sale includes the real estate, with a fully equipped showroom, warehouse, and office space that support efficient, profitable operations and add long-term investment value. With a strong reputation, established customer base, and trusted vendor relationships, the business offers immediate stability and clear growth opportunities in high-end custom design, commercial contracting, or eco-friendly flooring. For more information, call JT Harp and the team at (513) 725-7283 or email [email protected].

Deal of the Week:

A photography business in Winder, Georgia, has successfully closed with a new owner after a long search for the right fit. First listed just before COVID-19, the business faced labor challenges and market uncertainty, leading the seller to pause the sale. Transworld Business Advisors of Lake Lanier stayed committed and ultimately matched the business with a buyer who had the talent to carry it forward. The deal closed in June, and the buyer and seller are already working together with strong synergy. For more information, call David Greeley at (770) 225-2910, extension 701, or email him at [email protected]

Key Takeaways From This Episode:

• [00:30] Kicking off 2026 with the 8 Ws of Goal Getting for business buyers.

• [02:42] Framing the episode around entrepreneurship through acquisition.

• [04:45] The first W: writing your goal in clear, present-tense terms.

• [05:44] Two: Defining your "why" and uncovering the real motivation behind ownership.

• [07:00] Three: Identifying obstacles that can derail buyers before a deal closes.

• [07:46] Four: Skills and education buyers must develop before making an offer.

• [08:30] Five: Building the right deal team; advisors, lenders, attorneys, and CPAs.

• [09:34] Six: Mapping the steps from search to closing as a structured process.

• [10:38] Seven: Setting realistic timelines for financing, underwriting, and closing.

• [11:35] Eight: Why buying a business requires sustained effort, focus, and follow-through.

• [12:24] Deal of the Week: David Greeley (Lake Lanier, Georgia) closed a long-standing photography business with the right buyer after years of persistence.

• [15:29] Listing of the Week: JT Hart (Greater Cincinnati & Northern Kentucky) is selling a 50-year flooring business with real estate included.

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]

David Greeley

JT Harp

Legacy Flooring Bus + Real Estate | 50+ Years of Excellence!

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"Entrepreneurship through acquisition is a great way to go." — JT Tatem [0:04:00]

"Why do you want to own a business? Is it just because it's the hot thing today, or do you see it as a ticket for building a financial empire for yourself?" — JT Tatem [0:05:46]

"There's a complete deal team that you're going to need to assemble." — JT Tatem [0:09:22]

"This is not for the faint of heart. This is like having another full-time job." — JT Tatem [0:10:12]

"Timelines are essential in helping get the deal across the line." — JT Tatem [0:10:56]