How long does it take to sell a business, and what's the right price to make it happen? Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they dig into the latest numbers shaping the business brokerage market. They unpack Transworld's record-breaking 2024 results, explore how deal multiples vary by earnings, and explain why correct pricing is the key to avoiding expired listings. During the conversation, they also discuss the influence of baby boomer retirements, the power of co-brokerage, and how buyer behavior is evolving in today's market. Looking ahead, Andy and JT share why 2025 is off to a strong start and why the second half of the year could be even better. Tune in and discover the data, trends, and strategies you need to navigate the market with confidence.

Deal of the Week:

Wayne Blease's sale of a diversified events business featuring two event centers, a chapel, a restaurant with catering, multiple B&Bs, and a fully built Western town. The business included over four acres of real estate. Sold for over $3M after a two-year search for the right buyer to preserve the seller's legacy. For more information, call Wayne at (713) 201-2346 or email him at [email protected].

Listing of the Week #1:

Rupesh Bharad shares an exciting opportunity on a 75-year-old, high-end blinds and window treatment business with $750K in bottom-line earnings. Listed for $2.4M, with the option to purchase the real estate for an additional $1.6M. SBA financing options are available, making this a strong opportunity for buyers looking for a legacy business with real estate income potential. For more information, call Rupesh at (804) 835-6363 or email him at [email protected].

Listing of the Week #2:

Rupesh Bharad is selling a 21-year-old, relocatable art and display business with $200K–$250K in bottom-line earnings. The sale is bank-financeable and listed for under three times its earnings. The business is also suitable for operation from any location. For more information, call Rupesh at (804) 835-6363 or email him at [email protected].

Key Takeaways From This Episode:

• [00:00] Introduction and what listeners can expect from this episode.

• [01:03] Celebrate success as Andy and JT announce $1B in transactions for 2024.

• [02:09] How generational shifts are creating a surge in business sales worldwide.

• [03:39] Why understanding the marketplace is key and what businesses often get wrong.

• [06:13] Find out why small businesses are still the backbone of the economy.

• [07:27] Trends in sellers owning business real estate and keeping it for rental income.

• [08:25] Why opening the market enhances seller outcomes and speeds up sales.

• [10:47] How stats guide strategies at Transworld and what drives multiples.

• [14:40] Navigating pricing when selling and the common mistakes sellers make.

• [17:36] Learn why sales can take several months and the danger of "testing the waters."

• [19:47] Projections for 2025 and why buyers must act quickly in today's market.

• [22:13] Deal of the Week: Wayne Blease talks about selling a Western-themed events business with multiple revenue streams.

• [24:26] Listing of the Week #1: Rupesh Bharad tells us about a 75-year-old window treatment business with an optional real estate purchase.

• [27:30] Listing of the Week #2: Rupesh Bharad is selling a relocatable art and display business with strong earnings and bank financing available.

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]

Florida Business Brokers

Wayne Blease

Rupesh Bharad

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"One of the deal killers is just [that] people don't understand the marketplace." — @acags [0:04:22]

"The seller, when they hire, they don't care where the buyer comes from." — JT Tatem [0:09:29]

"[Transworld] always [says] that the quality and quantity of earnings will drive multiples." — @acags [0:12:03]

"Businesses are not going to be overpriced because people don't like to negotiate anymore." — @acags [0:16:24]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they celebrate a major milestone in The Deal Board's journey: its 200th episode! They reflect on launching the podcast back in 2018, share exciting stats (including over 50,000 downloads and more than 20,000 YouTube views), and discuss the evolution of business brokerage over the years. From pandemic pivots and global expansion to generational shifts and the rise of Exit Factor, this episode honors the Deal Board community and marks a bittersweet farewell for Jessica as co-host, who is focusing on Exit Factor and her new show, How I Sold. It also highlights The Deal Board's growing educational impact, international reach, and exciting future under new leadership!

Listing of the Week:

Thomas Milana (South Florida) is selling a well-established 20-year-old HVAC company with $6.7M in annual revenue and $600,000 in discretionary earnings. Asking price is $2.1M. The business handles both residential and commercial retrofits and is in high demand. For more information, contact Thomas at (561) 702-6867 or email [email protected]

Key Points From This Episode:

• [00:35] Reflecting on how it all started at an IBBA conference in New Orleans in 2018.

• [02:32] Celebrating 50,000+ downloads and 20,000+ YouTube views.

• [03:31] How the pandemic became a catalyst for growth in business brokerage.

• [04:50] Early discussions on the "seller tsunami" trend.

• [05:46] Millennials and Gen X shifting from corporate careers to business ownership

• [06:55] The rise of exit planning as a strategic business phase.

• [08:02] Global expansion and how the podcast resonates internationally.

• [10:22] The podcast's influence on business buyers, sellers, and industry professionals.

• [12:26] New voices and guest hosts from across the Transworld network.

• [13:32] Shifting co-host duties as Jessica focuses on Exit Factor and How I Sold.

• [15:54] The podcast's future as a growing industry resource.

• [18:36] How loyal listeners use the podcast as a training tool and deal-saving resource.

• [22:23] Keeping up with trends, laws, financing, and the seller wave.

• [26:43] Deal of the Week: Joe Strickland (Lakeland, FL) closes on a Port St. Lucie daycare.

• [28:51] Listing of the Week: Thomas Milana (South Florida) is selling a $6.7M revenue HVAC company in South Florida.

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]

Andy Cagnetta

Andy Cagnetta on X

Jessica Fialkovich

Jessica Fialkovich on X

Exit Factor

How I Sold Podcast

International Business Brokers Association (IBBA)

United Franchise Group (UFG)

JT Tatem

Joe Strickland

Call Joe — (863) 559-7381 Email Joe — [email protected]

Thomas Milana

Call Thomas — (561) 702-6867

Email Thomas — [email protected]

'Get Cool Profits and Add-On This HVAC Opportunity'

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"We won't claim that we made buying businesses cool, but maybe we had some small part in the education process." — @jessfialkovich [0:06:26]

"The podcast is a metaphor for business. – The podcast is building and it's accelerating on that J curve upwards. It's how businesses and industry are, too. Transworld and the business brokerage industry are just taking off." — @jessfialkovich [0:16:42]

"Businesses need good support. The beauty of Exit Factor is that Transworld can give you that support when you've decided to sell." — @acags [0:17:01]

"An educated consumer is our best customer." — @acags [0:22:58]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they take a deep dive into one of Transworld's hottest segments: construction. From small trade businesses to large-scale infrastructure firms, construction companies are a consistent force in the market and, as you'll discover from this conversation, they're ripe for sale. Tune in to find out what makes them so appealing to buyers, the common challenges of selling them, and how Transworld brokers can help you navigate complex deals to deliver successful outcomes!

Listing of the Week:

Thomas Milana (Transworld Fort Lauderdale) is selling a well-established, 20-year-old HVAC business in South Florida. With $6.7 million in annual revenue and $600,000 in discretionary earnings, the company specializes in both residential and high-demand commercial retrofits. The asking price is $2.1 million. It includes rolling stock and a strong reputation in the market. For more information, call Thomas at (561) 702-6867 or email [email protected].

Deal of the Week:

Dan Tomlin (Transworld Jacksonville) closed a $2.4 million deal for a construction management company specializing in high-end owner's rep services. The seller had stringent buyer criteria, leading to a highly selective process with over 40 prospects considered. The eventual buyer, a Navy veteran with shipbuilding experience, was a perfect fit. Creative financing and a working capital structure helped seal the deal. Contact Dan at (904) 800-7355 or email [email protected].

Key Points From This Episode:

• [00:24] Why construction is Transworld's #2 sector by volume and #1 by total dollars.

• [02:17] How demand stays strong across residential, commercial, and infrastructure.

• [03:47] 4M+ US construction-related businesses, many owned by retiring baby boomers.

• [04:50] High-demand specialty trades like HVAC, plumbing, and electrical.

• [06:14] Customer concentration and licensing as key deal considerations.

• [08:35] Earnouts and seller transitions to ease buyer concerns and improve deal terms.

• [10:38] Common industry challenges: seasonality, economic cycles, and cash flow variability.

• [12:55] Reasons that work-in-progress and working capital must be carefully calculated.

• [14:35] The value of confidentiality and an experienced agent to screen unqualified buyers.

• [16:52] Scalable, financeable businesses, with strong buyer interest and high ROI potential.

• [18:28] How even small, unsophisticated firms can sell well with strong buyer upside.

• [20:45] Listing of the Week: Tom Milana is selling a $6.7M HVAC company in Florida.

• [22:14] Deal of the Week: Dan Tomlin sold a construction management firm for $2.4 million.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us on (888) 719-9098

Email us at [email protected]

Andy Cagnetta

Andy Cagnetta on X

JT Tatem

Thomas Milana

Get Cool Profits and Add-On This HVAC Opportunity

Dan Tomlin

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"[The construction industry] is almost 5% of the US GDP, and it's the second largest segment that we sell – But as far as dollars are concerned, it is by far the biggest thing." — @acags [0:03:16]

"If you do have a construction business, both work-in-progress and working capital will have to be not only addressed, but included." — @acags [0:13:32]

"It's tough to control the confidentiality piece. You want a Transworld agent – who [does] all the vetting of the buyers up front and then only bringing those who are suited for that particular purchase – to the seller, and protecting the seller from an onslaught of inquiries." — JT Tatem

[0:15:09]

"[Construction] is an industry that's not going away. It's consistent. It performs year after year after year. There may be some [seasonal highs and lows], but it's never going to stop." — JT Tatem [0:16:31]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, Andy sits down with Jessica and business exit strategist Kelly Chess to explore the fast-growing Exit Factor franchise. They dive into how Exit Factor helps business owners increase valuation, clean up financials, and develop exit strategies that maximize returns. Kelly also highlights the importance of clean financials, documentation, and having a coach to guide long-term planning. With over 90 territories sold in just 18 months, Exit Factor is quickly becoming a go-to for entrepreneurs looking to build and sell smarter. To learn how to turn your business into a more valuable, sellable asset, tune in today!

Listing of the Week:

AJ Ramsey (Eastern North Carolina) is selling a high-volume commercial roofing business serving top national production builders. The business generates $24M in revenue with $1.6M in earnings. For more information, call AJ at (919) 325-6611 or email [email protected].

Deal of the Week:

Guillermo Birmingham (Richmond, VA) sold a struggling kebab restaurant that was transformed by new ownership into a thriving Mexican eatery doing $2.2M in revenue in its first year. Guillermo even helped the buyer secure licenses and create buzz that packed the place on opening day. To learn more, call Guillermo at (202) 410-1555 or email [email protected].

Key Points From This Episode:

• [00:54] How Exit Factor has expanded to 22 states and 93 territories in under two years.

• [02:31] Helping business owners uncover untapped value in their operations.

• [03:00] Coaching and accountability as a cornerstone of Exit Factor's process.

• [04:08] Leveraging market data to boost value and monetize hidden opportunities.

• [06:48] Exit Factor's 62-point qualitative assessment explained.

• [08:33] Addressing sellers' post-exit identity and long-term goals.

• [11:06] Optimizing profit, operations, and team structure ahead of the sale.

• [11:57] Why clean financials are non-negotiable for serious buyers.

• [13:06] Ideal timeline: one to five years for a strong, well-documented exit.

• [17:25] Coaching as a mirror to break bad habits and unlock potential.

• [18:30] Listing of the Week: AJ Ramsey is selling a $24M commercial roofing business in the Southeast

• [19:52] Deal of the Week: Guillermo Birmingham sold a local kebab house that became a $2.2M Mexican restaurant success.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us on (888) 719-9098

Email us at [email protected]

Jessica Fialkovich on X

Kelly Chess on LinkedIn

Email Kelly at [email protected]

Call Kelly on (954) 495-2775

Exit Factor

AJ Ramsey

Listing: Large, Award-Winning, SE US Commercial Roofing Contractor

Guillermo Birmingham

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"A great entrepreneur is creative. They're always trying different things. What we've been able to do with Exit Factor, with the sister relationship with Transworld, [is that] we actually know the formula to unlock value, whereas a lot of business owners don't." — @jessfialkovich [0:03:35]

"[Exit Factor works] with people who aren't quite ready to sell yet. It might be [3 to 5 years], and we can develop a relationship with them. We can get to know them and what their goals are, not only valuation-wise, but what comes after the sale. That's an important piece of it." — Kelly Chess [0:08:07]

"[Going] through this process to learn what it's like to value your business – brings a whole other level to the way that [business owners make] decisions moving forward and the kind of strategies that they're bringing in." — Kelly Chess [0:16:12]

Andy and Transworld Managing Director, Alan Kaye, welcome you to another episode of The Deal Board Podcast. This week, they dive into the complexities of selling nonprofit organizations and the governance issues that often complicate these transactions. With more nonprofits looking to transition ownership or restructure, understanding how boards operate (and sometimes obstruct) these deals is more critical than ever. Andy and Alan break down how nonprofit sales differ from for-profit deals, common red flags with board members, and what buyers need to know about compliance, asset transfers, and valuation. Whether you're a nonprofit leader, a board member, or a buyer looking into mission-driven entities, this episode is packed with valuable insights!

Listing of the Week:

Eric Straus (New York) is selling a virtual events business that specializes in team-building experiences for remote sales teams. The company ships cooking kits to participants nationwide or globally, then hosts live chef-led Zoom sessions for group cooking events. With about $1.5 million in revenue and $500K in seller's discretionary earnings, the business grew rapidly during COVID and continues to perform well with minimal marketing, mostly through word of mouth. The asking price is $1.4 million with some seller financing available. For this and other opportunities, email Eric at [email protected] or call him at (917) 719-5920.

Deal of the Week:

Andres Ghersi (South and West Texas) closed a surprising deal on a niche spiritual business specializing in selling healing rocks and providing Reiki massages. Despite initial doubts about its marketability, the business was profitable and sold for $80,000 to a devoted client already familiar with its offerings. This sale highlights the value of targeting passionate customers within a unique market. For more information, contact Andres at [email protected] or call him at (832) 507-6522.

Key Points From This Episode:

• [01:29] The myth that nonprofits can't be sold.

• [02:44] Common ways that boards can block or stall deals.

• [05:44] Key legal and governance considerations for nonprofit sales.

• [06:37] Using an external facilitator to resolve conflicts and guide sale discussions.

• [08:12] Replacing ineffective chairs to refocus and energize boards.

• [09:45] Strategies to align board members with the mission, strategy, and sale.

• [12:15] Guidelines for building a skilled, diverse board that isn't resistant to change.

• [16:00] How creative deals can maximize returns and ease transitions.

• [18:35] Listing of the Week: Eric Straus is selling a thriving virtual team-building events business with $1.5M revenue and strong growth potential.

• [20:05] Deal of the Week: Andres Ghersi sold a profitable spiritual healing business focused on Reiki and healing rocks for $80,000.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us on (888) 719-9098

Email us at [email protected]

Andy Cagnetta

Andy Cagnetta on X

Alan Kaye

Alan Kaye on LinkedIn

Call Alan on 954-558-8058

Email Alan at [email protected]

Eric Straus

Andres Ghersi

#thedealboard #transworldbusinessadvisors #businesssales #businessexit

Quotes:

"Warning signs that a board is now dysfunctional [are] there's frequent infighting, there's a lack of unified vision, [and] there's overstepping operational boundaries." — @acags [0:04:07]

"People don't realize that it's the board that makes the decisions for the organization, it's not the individuals. You have to have the right type of people that are going to support it and that are going to further the goals of the organization." — Alan Kaye [0:09:33]

"One of the hardest things about serving on a nonprofit board – is its members are leaders in themselves. – When you get a bunch of leaders in a room, they don't like to follow a lot. Having those skills of being able to mediate and being able to negotiate is very important." — @acags [0:15:01]

Transworld Business Advisors welcomes you to another episode of The Deal Board Podcast! This week, Andy and guests dive into the main takeaways from the recent Transworld by the Numbers Conference, where brokers and industry experts shared strategies for building better businesses. In this episode, they welcome Ryan Armstrong, Certified Business Intermediary (CBI), to share practical startup advice for new entrepreneurs. Taylor Bombardiere, Business Broker with Transworld Colorado, also joins the show to discuss how brokers and business owners can request client reviews to strengthen their online presence. They also talk with Jenn Armstrong of Transworld Phoenix as she breaks down one of the biggest misconceptions among business owners and explains why proactive planning is key to a successful exit. They also talk to JT Tatem of Transworld Business Advisors, who shares leadership insights and the three business leaders he would most like to have lunch with. This episode also features Listing of the Week from Ray Ives of Transworld Schaumburg, showcasing an exceptional opportunity in the fleet repair and heavy machinery sector. Finally, Deal of the Week spotlights a cross-border success, as Henry Ziff of Transworld UK discusses his recent sale of a lift maintenance business to a leading private equity group. Join the conversation to discover tips and expert advice to help you grow, manage, and successfully exit your business. Tune in now!

Listing of the Week:

Ray Ives presents an exciting opportunity to acquire a well-established fleet repair and heavy machinery business in Schaumburg. The company has been serving a diverse and loyal client base for over 25 years and generates over $1 million in annual discretionary earnings. With tenured employees, a reputation for quality service, and real estate included in the $5.5 million listing price, this opportunity is ideal for a strategic buyer. For more information, contact Ray Ives at (630) 743-9988 or email [email protected].

Deal of the Week:

Henry Ziff recently closed the sale of a UK-based lift maintenance business to a mid-market private equity group focused on technical compliance rollups. This international deal, valued in the mid single-digit million pound range, was structured as a retirement sale for three founding brothers, with two remaining on board for the transition. The sale demonstrates Transworld's ability to conduct global buyer searches and deliver strong outcomes for clients. Thinking of buying or selling a business? Contact Henry Ziff at +44 203 911 1059 or email [email protected].

Key Points From This Episode:

• [00:00] Introduction to today's guests and what listeners can expect from the episode.

• [06:56] Ryan explains how founders can scale smartly and why tracking KPIs is critical.

• [08:31] Taylor's best practices for requesting client reviews and building an online presence.

• [13:57] Listing of the Week: Ray Ives is selling a well-established fleet repair and heavy machinery business in Schaumburg.

• [15:16] Jenn uncovers the biggest misconceptions business owners have about selling.

• [17:21] Discover JT's leadership lessons and the three business leaders he admires.

• [19:20] Deal of the Week: Henry Ziff recently closed the sale of a UK-based lift maintenance business to a mid-market private equity group.

• [21:00] Closing comments and how to reach out to Transworld Business Advisors.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us on (888) 719-9098

Email us at [email protected]

Ryan Armstrong

Taylor Bombardiere

Email Taylor Bombardiere at [email protected]

Jenn Armstrong

JT Tatem

Exit Factor

Exit Planning Institute

Exit Planning Summit

Traction: Get a Grip on Your Business

Eat That Frog!

Ray Ives

Henry Ziff

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"I always think that the biggest impediment to people's success is paralysis by analysis." — Andy Cagnetta [0:04:25]

"[The business was] successful once we shrunk – down [our focus] a little bit." — Ryan Armstrong [0:08:13]

"The first thing that most people do when they – [are] figuring out if they are going to buy or sell a business is Google." — Taylor Bombardiere [0:08:58]

"Make sure you have all the right people in place [before you sell]." — Jenn Armstrong [0:16:54]

"People is what runs your business." — JT Tatem [0:18:51]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they check in with Transworld brokers from across the U.S. to get a pulse on the market as Q2 2025 kicks off. Guests Rupesh Bharad, Sam Curcio, Matt Friscia, Scott Hislop, Bill Kleinschrodt, and Johnathan Choe share updates from their regions, highlighting rising buyer demand, increased seller activity, and creative deal structures becoming more common. They also discuss SBA lending shifts, tariff concerns, and why strong financials matter more than ever. This week's Listing of the Week features a long-established screen print shop in Florida, and the Deal of the Week spotlights the sale of four med spas to a local entrepreneur. Tune in for expert insights, trends to watch, and actionable advice for buyers and sellers alike!

Listing of the Week:

This Fort Lauderdale screen print shop has been serving individuals and businesses for over 20 years, offering specialty services for flat, round, and irregular surfaces, often on rush orders. The sale comes with over $100,000 in equipment. Annual revenue is approximately $200,000, with $30,000 in discretionary earnings. It is listed at $150,000. The owner is retiring and seeks a cash buyer. For more information, contact Jake Tobin at (954) 999-2233 or [email protected] for more info.

Deal of the Week:

A local entrepreneur in Virginia acquired four med spa locations for $1,2 million, despite not being from the industry. The deal closed with 75% SBA financing, a 10% seller note, and 10% down from the buyer. The seller will stay on for 90–180 days to support the transition. Thanks to creative structuring and a strong team effort by Andy Shah, Neil Gulati, and Rupesh Bharad, this deal was a win for both sides. To learn more, call Rupesh at (804) 835-6363 or email [email protected].

Key Points From This Episode:

• [00:23] Introducing today's guests from across the US: Rupesh Bharad, Sam Curcio, Matt Friscia, Scott Hislop, Bill Kleinschrodt, and Johnathan Choe.

• [02:50] Q1 feedback from our guests on buyer and seller activity in their respective regions.

• [03:49] Johnathan Choe on the uptick in activity on the West Coast.

• [04:35] Scott's observations, including a 21% increase in buyer activity during Q1.

• [05:36] Bill's report on growth trends in the Deep South post-COVID.

• [07:33] Matt's insights on Q1 trends in Chicago and manufacturing in the Midwest.

• [08:33] Sam Curcio on why it's an excellent time to do business in New York.

• [09:33] Rupesh's insights from the Washington, DC and West Virginia area.

• [11:19] Reflections and analysis of Q1 trends from across the US.

• [13:09] What our guests expect to see in Q2 and Q3 of 2025.

• [22:18] Parting words of advice to buyers and sellers for the rest of 2025.

• [29:02] Listing of the Week: Jake Tobin (Fort Lauderdale) is selling a long-established screen print shop with specialty capabilities and over $100,000 in equipment.

• [30:52] Deal of the Week: Rupesh Barard (Richmond, Virginia) sold four med spa locations to a local entrepreneur in a creatively structured $1,2 million deal.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us on (888) 719-9098

Email us at [email protected]

Sam Curcio

Matt FrisciaScott Hislop

Bill Kleinschrodt

Johnathan ChoeJake TobinJake Tobin emailCall Jake Tobin on (954) 999-2233Rupesh Bharad

Rupesh Bharad emailCall Rupesh Bharad on (804) 835-6363

Andy ShahNeil Gulati

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"For buyer activity [in] our first quarter, we're 21% higher than we were a year ago in the first quarter." — Scott Hislop [0:05:18]

"I always tell agents [to] be creative. Try to help transition corporate people and show them [the] right business." — Rupesh Bharad [0:10:37]

"Not every business is going to be perfect. It's going to have some warts on it. If it was perfect, it probably wouldn't be for sale right now. " — Matt Friscia [0:22:57] "For our sellers out there: prepare. The more prepared you are, the better chance you're going to have to sell your business, and for a higher value. That's a big thing that we see across a lot of our deals, is that the owners that are prepped have higher value exits that happen faster." — Sam Curcio [0:23:12] "We do a lot with [first-time buyers]. We have to be able to guide them in a way that puts them in the right spot [at] the right time but also educate them to make sure that when their guts [are] churning and they know that's the one for them that [they are] ready to act quick and not delay." — Bill Kleinschrodt [0:23:52]

"There is such an asymmetric understanding of what it takes to buy and sell a business, and if you're doing it for the first time on either side, you're learning as you go. You need a good broker who's experienced and who can get the job done." — Johnathan Choe [0:25:57]

Welcome to The Deal Board Podcast, Transworld Business Advisors official podcast. This week, they're joined by valuation expert Ray Skaug of BizProValue, along with Transworld Business Advisors Ryan Armstrong (Phoenix) and Jenn Taylor (West Central Ohio), for a deep dive into how business valuations are made in today's market. Moving beyond outdated "multiple of earnings" shortcuts, the conversation explores how BizProValue's cloud-based platform empowers brokers to analyze up to five years of tax returns in seconds, produce standardized, accurate reports, and present data in a way that builds trust with buyers, sellers, and lenders alike. Tuning in, you'll learn how automation streamlines due diligence, how forecasting tools can help buyers plan for growth, and why precision and transparency are key to closing deals. If you want to discover what truly drives business value (and how to present it with confidence), this episode is packed with practical tools and expert insight you won't want to miss!

Listing of the Week:

Taylor Bombardiere is selling a well-known café and bakery in one of Denver's most desirable neighborhoods. This established business offers a full menu of fresh pastries, coffee, deli items, and breakfast sandwiches, with over a decade of steady growth. With $165,000 in seller's discretionary earnings and a listing price of $375,000, this opportunity is ideal for an aspiring café owner or an operator looking to expand their portfolio. For more information, contact Taylor at 303-519-7578 or [email protected].

Deal of the Week: Jenna Roesch and Jeff Konieczko from Transworld Business Advisors in Ontario recently closed the sale of a family-owned plastics manufacturing and distribution company. Specializing in custom molds made from PET and PC materials, the company had been operating successfully for over 12 years, serving industries from pharmaceuticals to personal care. The deal involved a smooth transition with the retiring founder and the son remaining involved post-sale, reflecting a win-win outcome for all parties. For inquiries, contact the Transworld Business Advisors Ontario office at 909-552-7003, or email Jeff at [email protected] or Jenna at [email protected].

Key Points From This Episode:

• [01:40] Insight into BizProValue's unique approach and platform features.

• [03:40] Ryan explains how standardized evaluations improve accuracy.

• [04:22] Jenn's take on how automation simplifies agent workflows.

• [05:25] Benefits of real-time, dynamic data analysis for responsive decision-making.

• [07:57] The impact of buyers being more educated: transparency matters!

• [09:24] Why lenders prefer cloud-based tools over Excel worksheets.

• [11:06] The power of AI-driven uploads and data organization.

• [13:01] Ways that faster due diligence builds repeat buyer confidence.

• [15:42] A case study of when poor data caused a deal to fall apart.

• [17:37] Using valuations to manage seller expectations.

• [18:47] Growing demand for tools that clarify value in uncertain times.

• [20:40] How trust in the numbers builds trust in deals.

• [21:27] A message to baby boomers: understand the true value of your business.

• [23:21] How BizBuyValue can help buyers forecast success and focus strategy.

• [24:58] Your free 21-day BizProValue trial and training opportunities.

• [27:11] Listing of the Week: Taylor Bombardiere (Transworld Dallas Fort Worth Central) is selling a popular café and bakery with $165K cashflow.

• [28:37] Deal of the Week: Jenna Roesch and Jeff Konieczko (Transworld Ontario, CA) closed a family-owned plastics manufacturing business sale.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group

Transworld Business Advisors

Transworld on Linkedin

Transworld on Facebook

Call us on (888) 719-9098

Email us at [email protected]

Ray Skaug on LinkedIn

Email Ray at [email protected]

BizProValue

Jenn Taylor

Call Jenn on 614-265-3933

Email Jenn at [email protected]

Ryan Armstrong

Call Ryan on 480-447-3504

Email Ryan at [email protected]

Taylor Bombardiere

Jenn Armstrong

Jenna Roesch

Jeff Konieczko

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"As times change, your information and analysis needs to change. – To be able to do that very quickly gives power to a broker. The broker who has that power and responsiveness is head and shoulders above somebody who's trying to crank out something by hand in an Excel workbook." — Ray Skaug [0:07:36]

"That's how you get to a million dollars in revenue with less stress and more success: by automating data collection." — Ray Skaug [0:12:16]

"When we have something tangible in front of them – [and] we're bringing hard evidence in a great platform, the sellers are more likely to be in a healthier range to sell than believing they're worth – more than the market's willing to bear." — Jenn Taylor [0:18:10]

"You can be part of what's next for somebody else. If you find the right buyer, it could be a great opportunity to hand off your legacy to somebody else [who's] going to build their legacy on top of yours. – That's something you can be proud of." — Ryan Armstrong [0:22:49]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they explore the surge of Millennials and Gen Z buying "boring" small businesses (such as sawmills, packaging companies, and HVAC services) as Baby Boomers retire and sell their long-held enterprises. They discuss the shift in generational ownership, the appeal of steady cash-flowing businesses over startups, and how younger buyers are using technology to modernize legacy operations. The conversation also covers the importance of relationship-building during business transitions and debunks common myths around "no-money-down" deals. Tune in to learn how this generational shift is reshaping the business-for-sale landscape (and how you can get in on the action)!

Listing of the Week:

Taylor Bombardiere presents a rare opportunity to acquire a thriving specialty retail business just 30 to 40 minutes outside of downtown Denver. This established business features two high-performing divisions: one focused on fine jewelry and the other on antique and premium firearms. Generating $357,000 in annual cash flow, it's listed at $1.2 million, with the real estate also available for $1.8 million. With little to no competition within a 10-mile radius and a prime high-traffic location, the business enjoys strong community support and a reputation for excellence. For more information, contact Taylor at (303) 519-7578 or [email protected].

Deal of the Week:

Jenn Armstrong and Philip Handke celebrate the successful sale of a nail salon in Scottsdale, Arizona, Phil's second nail salon deal in just six months. This back-to-back success highlights the strong demand for well-run, service-based businesses in the Phoenix metro area. While the sale prices remain undisclosed, this latest deal showcases Transworld's ability to match quality first-time buyers with thriving local businesses. To learn more, contact Phil at (480) 390-7916, [email protected], or find him on LinkedIn!

Key Points From This Episode:

• [00:45] How Boomers are flooding the market with small businesses for sale as they retire.

• [03:28] Why Millennials and Gen Z are stepping up as buyers in record numbers.

• [06:52] The shift from startup culture to buying boring businesses for cash flow and stability.

• [08:09] Misconceptions about "zero money down" deals and seller financing.

• [08:59] Buying an existing business versus launching a new one.

• [09:25] The scalability and tech-savviness younger buyers bring to legacy operations.

• [11:30] Why successful deals depend on strong relationships between buyer and seller.

• [14:19] Reasons that sellers are more likely to choose prepared, personable buyers.

• [19:12] The importance of being picky about who you take business-buying advice from.

• [20:46] Real-world examples of boring businesses for sale, from sawmills to spray foam, towing, medical supplies, recycling, and more!

• [27:55] Listing of the Week: Taylor Bombardiere (Transworld Dallas Fort Worth Central) is selling a specialty retail biz near Denver, offering fine jewelry, collectible firearms, and optional real estate.

• [29:27] Deal of the Week: Jenn Armstrong and Philip Handke (Transworld Phoenix) celebrate the sale of Phil's second nail salon deal in just six months!

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group

Transworld Business Advisors

Transworld on LinkedIn

Transworld on Facebook

Call us on (888) 719-9098

Email us at [email protected]

Andy Cagnetta

JT Tatem

Forrester's 'The State Of Business Buying, 2024' Report

BizBuySell Insight Report

'Making It Work: In Search of a Boring Business'

Taylor Bombardiere

Jenn Armstrong

Philip Handke

Philip Handke on LinkedIn

#thedealboard #transworldbusinessadvisors #businesssales #businessexit

Quotes:

"[Millennials] are coming into the market fast and furious, saying, 'What can I acquire? [Where] can I start?' But there's a whole wave of education online that says, don't start [from scratch]. Buy a cash-flowing business, a boring cash-flowing business." — JT Tatem [0:03:14]

"[Buying] a business is a much less risky proposition than starting a new business and maybe even getting a job." — Andy Cagnetta [0:09:04]

"[Interact with the seller] face to face, have a conversation, shake their hand. – There are businesses that get sold sight unseen, – [but] most businesses, you don't buy that way." — JT Tatem [0:12:41]

"There's tons of boring businesses out there that you can buy." — Andy Cagnetta [0:25:49]

Andy and JT Tatem, President of Transworld Business Advisors, welcome you to another episode of The Deal Board Podcast. This week, they're joined by industry experts to discuss the evolving landscape of buying a business in today's market. They explore the challenges and opportunities buyers face, from increased competition to changing financing options. The conversation covers key strategies for leveraging SBA loans, how economic downturns can create ideal buying conditions, the benefits of franchising as a business acquisition strategy, and the importance of choosing the right business advisor. With insights from experienced business brokers like Taylor Bombardiere, Marty Fishman, and Tatiana DeMoraes, this episode breaks down what buyers need to know to navigate the modern marketplace successfully. Whether you're a first-time buyer or a seasoned investor, you'll gain actionable strategies, expert insights, and real-world success stories to help you make informed decisions and discover new opportunities in the business buying market!

Listing of the Week:

Bond Chaiprasit is offering the right buyer a rare opportunity to acquire a world-renowned beauty school established in 2006. This well-established institution has a strong reputation and a proven track record of success in the beauty education industry. With a skilled team in place and a steady stream of students, no prior experience is required to take over this thriving business. Priced at $4.5 million, the deal has already been pre-approved by multiple banks, making financing more accessible. For more information, call Bond Chaiprasit at (925) 914-0546 or email [email protected].

Deal of the Week:

Hollie Choe recently sold an established and profitable preschool in Washington County, Oregon, for $150,000! With strong community roots, a previous owner with 20 years of experience, and seller discretionary earnings of $79,000, this was a fantastic opportunity for a qualified new owner with several local preschools in the area to step into a well-run business. Thinking of buying or selling a business? Contact Hollie Choe at (541) 920-9026 or [email protected].

Key Points From This Episode:

• [01:08] Today's topic: buying a business in today's market.

• [03:59] Reasons that right now is a prime time to buy a business.

• [07:58] How to leverage the low down payments and fast approvals of SBA loans.

• [10:31] Why economic downturns present an ideal opportunity to acquire a business.

• [17:53] Choosing the right broker or advisor and getting the right education.

• [22:50] Benefits of franchising and how to locate the ideal venture.

• [27:07] Buying vs. building a business: pros and cons with Taylor Bombardiere.

• [34:40] Listing of the Week: Bond Chaiprasit (Transworld North San Gabriel Valley) is selling a world-renowned beauty and cosmetology franchise school that was featured in a Hollywood blockbuster movie!

• [36:44] Three questions that every business buyer asks Marty Fishman.

• [38:34] Deal of the Week: Hollie Choe (Transworld Oregon Central) sold an established and profitable preschool with strong community roots in Washington County, Oregon.

• [39:49] Five actionable tips for buying a business with Tatiana DeMoraes.

Links Mentioned in Today's Episode:

The Deal Board Podcast

Subscribe to The Deal Board Podcast YouTube Channel

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group

Transworld Business Advisors

Transworld on Linkedin

Transworld on Facebook

Call us on (888) 719-9098

Email us at [email protected]

Andy Cagnetta

JT Tatem

Small Business Administration (SBA) Loans

Email Taylor Bombardiere at [email protected]

Bond Chaiprasit

Marty Fishman

Hollie Choe

Tatiana DeMoraes

#thedealboard #transworldbusinessadvisors #businesssales #businessexit

Quotes:

"Times of economic uncertainty [are] a great time to buy a business." — Andy Cagnetta [0:12:28]

"The advantage of working with an intermediary [or] advisor is they may have an inventory of – businesses they can show you. Rather than go search for all of those on your own, align yourself with someone who has inventory they can show you." — JT Tatem [0:21:57]

"What are some of the pros when it comes to buying a business versus building it? One of the main things you get immediately when you buy a business is cashflow. Cashflow is king." — Taylor Bombardiere [0:27:54]

"In pricing a business, there's science and there's art." — Marty Fishman [0:37:44]

"Your broker knows who is in the industry that are deal-makers and not deal-killers. You want [to hire] people that are knowledgeable." — Tatiana DeMoraes [0:42:46]