The Deal Board

JT welcomes you to another episode of The Deal Board Podcast. This week, he sits down with Nellie Akalp, founder and CEO of CorpNet, to explore the entrepreneur behind the business and what it takes to evolve alongside a growing company. Nellie explains why buyers and sellers must treat business formation records, good standing, and ongoing compliance as essential parts of due diligence and a smooth transaction. She also reflects on selling her first company to Intuit, rediscovering purpose after the exit, and returning to entrepreneurship with a clearer sense of impact. They discuss why change feels uncomfortable, how owners can pivot during disruption, and why an accurate valuation and personal readiness matter before a sale. Nellie also shares how adaptability, collaboration, shared vision, and persistence helped CorpNet grow through a difficult second act. Tune in to learn how to build a compliant, resilient business without losing sight of the purpose and fulfillment that sustain the person behind it.

Listing of the Week:

JT Harp from Transworld Cincinnati presents a longstanding wood-products supplier serving contractors, builders, and commercial clients. The business operates from a 50-acre property that is included in the opportunity and provides substantial room for storage, expansion, and operational efficiency. The sale also includes the tangible assets, brand, reputation, client list, and an experienced employee base, making it suitable for a new entrant or an established operator seeking growth through acquisition. For more information, call JT Harp at (513) 725-7283 or email him at jharp@tworld.com. Deal of the Week:

Austin Zhao from Transworld South & West Texas shares the full-price sale of a seafood distributor and its cold-storage property. Established in 1999, the business reported $8.1 million in revenue and $405,000 in seller's discretionary earnings and operated from a warehouse of more than 23,000 square feet. The business sold for $1.45 million and the real estate for $3.4 million, bringing the total transaction to $4.85 million. The cash deal had no financing contingency, although the buyer arranged separate financing for the real estate. Austin spent three months consolidating four entities and four sets of financials, then kept the delayed closing on track by educating both parties and coordinating every participant. For more information, call Austin Zhao at (281) 630-6666 or email him at austin.zhao@tworld.com.

Key Takeaways From This Episode:

[00:30] Background on Nellie and how her business journey shaped her perspective on entrepreneurship.

[03:10] Explore how she balances strategy, financial oversight, team leadership, and daily problem-solving at CorpNet.

[04:48] Hear how CorpNet supports business formation, compliance, expansion, and closure.

[07:05] Learn which compliance checks buyers should make during due diligence.

[11:58] Hear why Nellie returned to entrepreneurship after selling her first company to Intuit.

[13:11] Consider how purpose and impact can extend beyond a business owner's company.

[15:18] Discover how Nellie handled the loss of identity and routine after her first exit.

[17:24] Deal of the Week: Austin Zhao closes a $4.85 million seafood distribution and real estate transaction after preparing four entities and guiding both parties through a delayed closing.

[23:25] Uncover why resisting change can prevent the growth entrepreneurship requires.

[25:38] Find out how an Intuit partnership discussion became an unexpected acquisition.

[27:44] Recognize how an accurate valuation and readiness can reduce seller's remorse.

[29:53] Appreciate why owners need to pivot and prepare a Plan B before problems arise.

[32:41] Gain insight into the traits, talent, and shared vision that help owners thrive.

[38:26] Nellie's advice for finding fulfillment when buying or selling a business.

[41:49] Listing of the Week: JT Harp presents a longstanding wood-products supplier with a 50-acre property, tangible assets, an experienced team, and room for expansion.

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 thedealboard@tworld.com

Nellie Akalp

Nellie Akalp on LinkedIn

CorpNet

Call CorpNet

Intuit

Austin Zhao

JT Harp

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"Purpose is really driven by your intent. You have to have intent, and the action follows the intent." — Nellie Akalp [0:13:13]

"You have to be comfortable with change because that's really what entrepreneurship is all about." — Nellie Akalp [0:24:23]

"But the time you create Plan B is not when you need it. It's before you need it." — JT Tatem [0:31:36]

"I don't believe in overnight success. I believe in passion because passion is what's going to make you successful." — Nellie Akalp [0:39:25]

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 mike@tworld.com.

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 mfriscia@tworld.com.

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 thedealboard@tworld.com

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 jharp@tworld.com. 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 tonyp@tworld.com.

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 thedealboard@tworld.com

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 lboswell@tworld.com.

Deal of the Week:

T. Patel bought a restaurant called The Bistro at St. Augustine Airport. With a background in hospitality, this gem was one Mr. Patel could not resist. The restaurant can seat 85 pax, and the new chef is creating a new special every week. For more information, call Richard Murray at (904) 903-2388 or email him at rmurray@tworld.com.

Key Takeaways From This Episode:

[00:00] Introducing today's guests and topic.

[01:24] How to educate sellers on prequalification for SBA financing.

[06:36] How Live Oak Bank considers add-backs with SBA financing.

[08:49] Why prequalification for SBA financing is beneficial.

[10:39] When they consider the buyer's experience.

[11:58] The benefit of selling a portion of a business through SBA financing.

[13:24] Listing of the Week: Linda Boswell (Dallas/Fort Worth Central) is selling a Spinal Implant Manufacturing Business/Technology Company in Texas for $1,600,000.

[15:59] What makes for a Preferred SBA Lender and how to recognize a good one.

[22:29] Why all lenders have different criteria and how prescreening works.

[25:35] Deal of the Week: Richard Murray (Jacksonville) sold The Bistro Restaurant located at St. Augustine Airport to entrepreneur T. Patel in cash.

[29:21] Important factors for sellers to understand when applying for SBA prescreening.

[31:12] How they evaluate seller/buyer salary and 'rainy day' funds during prequalification.

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 thedealboard@tworld.com

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 jharp@tworld.com.

Deal of the Week:

Taslim Machado from Transworld Detroit South shares the sale of a 24-year-old legacy laundromat in Wayne County, Michigan. The business was listed in November and closed in June, following a lengthy process shaped by the family's emotional transition and the buyer's financing needs. An early offer did not move forward because the sellers wanted an all-cash transaction and were not open to seller financing. The eventual buyer remained interested from November through closing, while Taslim helped manage expectations and bridge the gap between the sellers' legacy and the buyer's plans. For more information, contact Taslim at (248) 295-2722 or email her at tmachado@tworld.com.

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 thedealboard@tworld.com

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 mike@tworld.com. Deal of the Week:

A manufacturer of custom orthotics for dogs has found its new owner! Primarily selling its products online, this niche business generated $500,000 in annual revenue with $150,000 in seller's discretionary earnings (SDE). The business sold in just 60 days from listing to closing for $350,000, with the buyer putting $50,000 down and the remaining $300,000 financed over five years. Another successful transaction that brought together great people for a great outcome. To learn more, call Sherrye Coggiola at (864) 616-4325 or email her at stcogg@tworld.com.

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 thedealboard@tworld.com

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 estraus@tworld.com

Deal of the Week:

Eli Tatem of Transworld Western Carolinas shares the sale of a machine shop that had been operating for around 20 years. The seller had originally worked for the founder before buying the business himself and running it for about nine years. The buyer was a husband-and-wife engineering team with relevant industry contacts and the ability to grow the company through existing manufacturing relationships. The deal closed at around $250,000 with the help of an SBA loan through a local Greenville-area lender. For more information, call Eli at (864) 527-5995 or email him at etatem@tworld.com

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 thedealboard@tworld.com

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 mike@tworld.com or call him at (321) 287-0349

Deal of the Week:

Ryan Mortensen from Transworld Austin-Waco shares the sale of Rotten Apple, a land-clearing and excavation company with a strong referral-based reputation. The seller started the business after working as a rancher and building demand for excavation, road-building, pond-making, mulching, and land-clearing services across Texas. The business went to market at $3.1 million and was sold to a retired military buyer in Austin who wanted an outdoor, community-focused business with long-term family potential. The deal took 10 months to close overall, moved from letter of intent to closing in about 48 days, and was financed through an SBA loan with Bankwell. For more information, contact Ryan Mortensen at rmortensen@tworld.com 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 thedealboard@tworld.com

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 jharp@tworld.com or call him at (513) 725-728

Deal of the Week:

Alpesh "AJ" Jayswal from Transworld St. Charles shares a deal where he helped a seller secure an additional $550,000 after negotiations stalled. The seller's husband passed away during negotiations, and the buyer reduced the offer from $2.8 million to $1.8 million because of concerns around the transition. After reviewing the financials and completing a valuation, AJ advised the seller not to accept the reduced offer and stepped in to help negotiate. After several calls with the international buyer, including working through a language barrier and an interpreter, AJ helped raise the final price to $2.35 million and earned a success fee based on the additional value created. For more information, contact Alpesh "AJ" Jayswal at ajayswal@tworld.com 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 thedealboard@tworld.com

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 jharp@tworld.com.

Deal of the Week:

Chris "Chip" Redmond from Transworld Orlando shares the recent sale of a cell phone repair store to a buyer who was already a repair technician. The seller was semi-absentee and lived out of state, so the buyer's hands-on technical experience created an opportunity to reduce employee costs and improve profitability. The deal included a lease assignment rather than an extension, which means the buyer will need to revisit the lease when the current term expires. For more information, call Chris (Chip) Redmond at (407) 326-6990 or email him at chrisredmond@tworld.com.

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 thedealboard@tworld.com

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 chrisredmon@tworld.com Deal of the Week:

A 20+ year-old management consulting business with recurring revenue and nationwide clients has successfully sold for $2.2 million. Listed by 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 mfishman@tworld.com

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 thedealboard@tworld.com

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 jharp@tworld.com.

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 emilykrell@tworld.com

Key Takeaways From This Episode:

[00:30] Introducing today's guest, IBBA chairman, Jim Parker.

[02:33] An overview of the IBBA and its growth over the years.

[04:14] Why business brokerage has surged in visibility in recent years.

[04:50] The impact of baby boomer exits on buyer demand and deal flow.

[06:03] Efficiency and professional gains in brokerage and increases in market activity.

[09:44] Co-brokering, virtual deals, and the breakdown of geographic barriers.

[13:13] The value of IBBA conferences, networking, and industry relationships.

[18:17] How AI and younger buyers are shaping the future of acquisitions.

[20:25] The evolving balance between individual buyers and private equity in today's market.

[23:47] Florida's influence on the growth and evolution of the business brokerage industry.

[25:26] Updates on upcoming 2026 IBBA and BBF conferences.

[27:35] Deal of the Week: Emily Krell (Orlando) sold an underground utilities company through a $1.1M seller-financed deal to an out-of-state buyer.

[30:05] Listing of the Week: JT Harp (Cincinnati) is selling a well-established, profitable roofing company with turnkey operations and a strong reputation.

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 thedealboard@tworld.com

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 tsansone@tworld.com.

Deal of the Week:

A thriving landscape design and maintenance business in South Shore, Massachusetts, has found the right buyer! With a strong reputation and experienced team, the business attracted a larger local company looking to expand. The buyer was able to seamlessly integrate the operation while retaining staff and minimizing disruption for customers, creating a strong fit for both sides. Another successful transaction for Transworld Boston! To learn more, call Brook Hartnett at (617) 860-4980 or email him at dhartnett@tworld.com.

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 thedealboard@tworld.com

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 jchoe@tworld.com 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 credmond@tworld.com 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 thedealboard@tworld.com

#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 dbray@tworld.com. 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 jpines@tworld.com.

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 thedealboard@tworld.com

#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 gfoy@tworld.com. 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 ekrasowski@tworld.com.

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 thedealboard@tworld.com

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 Lazarusfrom 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 ml@tworld.com. 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 afillman@tworld.com.

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 thedealboard@tworld.com

#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 jharp@tworld.com.

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 dgreeley@tworld.com

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 thedealboard@tworld.com

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]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy and JT reflect on a major milestone: 15 years of franchising and the journey that took Transworld from a regional firm to a global brand. They walk through the limits of growing on their own, the need for partners with real ownership, and why franchising emerged as the right structure for sustainable expansion. The conversation breaks down what franchising actually requires, from documented systems and training to ongoing support and consistency across markets. Andy and JT also share lessons learned along the way, including early skepticism, defining moments with franchisees, and the importance of continual improvement. For business owners thinking about growth, this episode offers a grounded look at what it takes to scale without losing control. Tune in to hear how long-term vision and shared effort drive lasting growth!

Listing of the Week:

JT Harp, President and CEO of Transworld Business Advisors of Greater Cincinnati and Northern Kentucky, presents a fully outfitted brewery and taproom opportunity in a prime, high-traffic location. This turnkey space offers a complete build-out less than two years old, including a full bar, tap system, professionally designed kitchen, and an audio-visual setup with a private room for events. While no beer is currently brewed on site, the space is ideal for continuing a proven taproom model or introducing a new brand, menu, or concept. With strong area demographics and excellent visibility, this opportunity is ready for an owner with a fresh vision to step in and make it their own. For more information, call JT at (513) 725-7283 or email jharp@tworld.com.

Deal of the Week:

A Boston-area swim school franchise with five operating locations has successfully closed with a new owner. Built around a mission of water safety and swim education, the business attracted wonderful local families. After five years of ownership, the sellers chose to step back to spend more time with their children. The buyer, a local entrepreneur with a shared passion for swimming and water safety, proved to be a great fit. Despite the complexity of franchisor approval and coordinating leases with five pool facilities, the deal crossed the finish line smoothly. To learn more, call Brook Hartnett at (617) 860-4980 or email dhartnett@tworld.com.

Key Takeaways From This Episode:

[01:05] Looking back at the last 15 years of franchising at Transworld.

[03:52] Realizing they lacked the expertise to franchise and needed experienced partners.

[09:25] Why systems, documentation, and manuals are essential to franchising.

[12:00] How franchising helps you improve your processes over time.

[14:27] Reflecting on standout franchise moments over the past 15 years.

[16:54] What it took to grow Transworld into a global brand.

[20:33] Deal of the Week: Brook Hartnett (Boston) closed a five-location swim school franchise focused on water safety.

[23:03] Listing of the Week: A fully outfitted brewery and taproom in a high-traffic location, ready for a new owner's concept.

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 thedealboard@tworld.com

Brook Hartnett

JT Harp

Outfitted Brewery & Taproom Asset Sale – Fully Equipped, Turnkey

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"You need systems. You need something scalable. You need something that's reproducible." — Andrew Cagnetta [0:03:33]

"We realized we really needed someone to help us franchise, and quickly [realized] that franchising was a completely different industry." — Andrew Cagnetta [0:04:00]

"As you begin franchising, over time, you start getting better at your processes, because your franchisees are out there doing it, and they're coming up with another way that you didn't think of." — JT Tatem [0:12:08]

"Business isn't perfect. People aren't perfect. But once you get the systems, and you get everybody following it, it's magic." — Andrew Cagnetta [0:19:21]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are discussing all things interest rates. In this episode, you'll hear about the importance of keeping interest rates reasonable, how they have evolved over the last 50 years or so, what they want from global interest rate makers, and more! We delve into the negative impact high interest rates have on businesses before hearing a little bit about Andy and JT's personal experiences with interest rates. Finally, Andy and JT remind us why now is still a great time to borrow money. Thanks for tuning in!

Listing of the Week:

Sam Curcio from Transworld Business Advisors, NY, has a great manufacturing business for sale in Brooklyn. It's been around for over 20 years, they work with great Fortune 500 clients, and the seller is looking to retire. They're doing over $6.5 million in revenue, and there is already a ton of interest in the business. For more information, call Sam at (646) 470-9433 or email him at scurcio@tworld.com. Deal of the Week:

Bob and Caroline Kelliher from Transworld Business Advisors, Western and Central Washington, recently sold a plumbing HVAC company with cash and seller financing. There were a few challenges with this sale as the seller was quite erratic and eventually ended up in prison, but after some struggles, they managed to sell. For more information, call Caroline at (425) 531-0042 or Bob at (509) 558-7150 or email Bob at bkelliher@tworld.com or Caroline at ckelliher@tworld.com.

Key Takeaways From This Episode:

[00:00] Overview: interest rates and keeping them reasonable.

[01:50] A brief history of our recent interest rate changes.

[07:59] Our big plea to interest rate makers of the world.

[13:59] What happens when interest rates get too high for businesses.

[18:16] Closing remarks from Andy and JT.

[22:59] Deal of the Week: Bob and Caroline Kelliher (Transworld Western and Central Washington) sold a plumbing HVAC company with cash and seller financing.

[29:40] Listing of the Week: Sam Curcio (Transworld NY) is selling a manufacturing business with over 20 years of experience and more than $6.5 million in revenue per year.

Links Mentioned in Today's Episode:

Sam Curcio Listings

Bob Kelliher Listings

Caroline Kelliher Listings

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 thedealboard@tworld.com

Andy Cagnetta on LinkedIn

Andy Cagnetta on X

JT Tatem on LinkedIn

JT Tatem on X

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"[Interest rates] affect so many things; from credit card debt to car loans." — @acags [0:09:30]

"Interest rates being too high – certainly puts Main Street at more risk." — @thepromoking_ [0:12:27]

"It's still a great time to borrow money!" — @acags [0:18:16]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are speaking to Seth Greene from Market Domination about all things podcasting! Tuning in, you'll hear all about Seth's passion for podcasting, how to be consistent as a podcaster, some tools you can use to put it together, the value of production companies, and so much more! We delve into how often you should air your show before discussing how to break up topics in your podcast. Finally, Seth tells us all about how you can get in touch with him and his team at Market Domination and how to get hold of his bestselling book, The Ultimate Guide to Growing Your Business with a Podcast. Thanks for listening!

Deal of the Week:

Brook Hartnett from Transworld Business Advisors, Boston recently sold an auto repair shop on the South Shore of Massachusetts. The company had been operating for about 20 years, and the owner was transitioning into retirement. Brook managed to find a buyer with experience in this industry. For more information, call Brook at (617) 860 4980 or email him at dhartnett@tworld.com.

Listing of the Week:

Ryan Armstrong from Transworld Business Advisors, Phoenix. Ryan has a great listing for a large fabrication business with an operations manager and employees on the market for $1.8 million. The land is also available for this listing. For more information, call Ryan at (480) 447 3504 or email him at rarmstrong@tworld.com.

Key Takeaways From This Episode:

[00:00] Overview: the power of podcasting as a lead magnet nowadays.

[07:08] Welcoming Seth Greene and his history of podcasting.

[11:52] Seth shares some tips for how podcasters can be consistent.

[15:28] Some of the tools Seth advises people to use to put podcasts together.

[20:10] The value of having a production company to help with your podcast.

[25:48] How often to air your show and how to organize your topics and episode numbers.

[28:26] Seth tells us about a discount for his book for our listeners

[29:57] Deal of the Week: Brook Hartnett sold

[31:14] Listing of the Week: Ryan Armstrong

Links Mentioned in Today's Episode:

Ryan Armstrong Listings

Brook Hartnett Listings

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 thedealboard@tworld.com

Seth Greene on LinkedIn

Get in touch with Seth

The Ultimate Guide to Growing Your Business with a Podcast

Market Domination

Market Domination Email Address

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"[Podcasting] is the fastest growing form of media right now in the country." — Seth Greene [0:08:10]

"I think podcasting is the greatest networking tool ever invented." — Seth Greene [0:20:31]

"I would say, air [your podcast] every single week!" — Seth Greene [0:26:26]

Andy and JT welcome you to another episode of The Deal Board Podcast. In this special 'government shutdown' edition, Andy sit down with a panel of Transworld leaders — Aaron Fox (Boston, MA), Samuel Curcio (Manhattan, NY), Scott Hislop (Minnesota), Diane Hartz Warsoff (Utah), and Johnathan Choe (Ohio / Los Angeles / Oregon) — to break down how the SBA loan portal shutdown impacts business buyers and sellers. The group explains why lenders cannot fund without an SBA loan number, how IRS pulls and other federal services create delays, and what end‑of‑year timing means for underwriting, leases, and re‑approvals. They also share real-world stories, discuss their concerns around companies with government contracts, and explore why some people expect a week of 'chaos' when systems reopen. Finally, the panel offers practical steps owners can take to keep documents current, push legal work forward, and ways to contact their representatives to help stop the closure. Tune in for a clear look at what is happening in the market right now and what owners need to do to keep deals on track.

Listing of the Week:

Addison Goldin, from Transworld Business Advisors of Fort Lauderdale, presents a long‑running sign shop in Miami, a classic 'baby‑boomer' business opportunity. The company has been operating for over 35 years with a stable team and approximately $150,000 in owner's earnings (SDE). The asking price is $360,000 and includes a bucket truck, production equipment, and robust franchisor training and support. The seller is willing to provide meaningful transition support and is open to solid seller financing; the business could qualify for SBA financing. For more information, contact Addison at (954) 289-2115 or agoldin@tworld.com. Deal of the Week:

Chris Redmond, from Transworld Business Advisors of Orlando, closed the sale of a commercial cleaning company. The business had lost a major client (nearly 90% of revenue) last year, but the seller rebuilt accounts, enabling a successful exit. The deal involved an E‑2 visa buyer relocating to the Orlando area, a co‑broker arrangement with a local BBF broker, and a cash transaction. The sellers are heading to Philadelphia to spend more time with family. For more information, contact Chris at (407) 326-6990 or chrisredmond@tworld.com.

Key Takeaways From This Episode:

[00:00] Overview: the federal government shutdown and its impact on SBA-backed deals.

[03:40] Why banks cannot fund without a number from the portal since its closure.

[06:01] Complications around lease timing and the risk of deals rolling past year‑end.

[07:36] Unpack the impact of the inevitable 'week of chaos' when systems reopen.

[08:55] Issues around tax returns and why banks will not accept returns from the seller.

[10:22] Explore why many deals could slide a week or two and still close without issues.

[12:41] Find out about the unintended consequences of the closure on loans.

[13:26] Findings from an SBA report on the amount and implications of loans on standby.

[14:28] Hear practical solutions to help small business owners navigate the closure.

[17:55] Deal of the Week: Chris Redmond (Orlando) sold a commercial cleaning company to an E‑2 visa buyer with cash and co-brokered.

[19:08] Listing of the Week: Addison Goldin (Fort Lauderdale) is selling a Miami sign shop, which includes franchise training and seller support.

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 thedealboard@tworld.com

Aaron Fox

Samuel Curcio

Scott Hislop

Diane Hartz Warsoff

Johnathan Choe

The Small Business Administration (SBA)

'SBA Releases State-Level Analysis of Shutdown Impact on Small Business Lending'

Addison Goldin

Addison Goldin on LinkedIn

Chris Redmond

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"I think the biggest part that's scaring us is now we're getting into a situation where we can't get what we need to close. And – there's some major implications on these deals if they roll over into 2026 instead of closing in December." — Aaron Fox [0:06:56]

"If it would come to an end next week, there's probably a week of chaos with an SBA, just with the mass amount of volume of inquiries that they're going to get, but then they expect it to settle down." — Scott Hislop [0:08:07]

"I think we're going to start seeing more impact [on] businesses that are using resources like small business development centers that are funded through the SBA." — Diane Hartz Warsoff [0:09:52]

"The SBA did release a report of how many loans and total value [are] essentially on standby, and they're estimating over 4800 loans have been put on standby, which would equate to about $2.5 billion that was not distributed to small businesses." — Samuel Curcio [0:13:27]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy sits down with Bob and Caroline Kelliher of Transworld Business Advisors of Western and Central Washington to explore what it's really like to run a business as a couple. From running a 10,000-square-foot party supply store and later expanding to multiple locations, to teaching at Le Cordon Bleu and now helping entrepreneurs buy and sell companies through Transworld, the Kellihers have turned decades of shared experience into a thriving partnership. They discuss how they divide responsibilities, balance home and work life, and why mutual respect and clear communication keep both their marriage and ventures strong. Tune in for an honest, funny, and heartfelt look at partnership in work and in life!

Listing of the Week:

JT Harp, President and CEO of Transworld Business Advisors of Greater Cincinnati and Northern Kentucky, presents a legacy bakery that's been a beloved community staple for decades. Known for its loyal customer base and strong brand equity, this turnkey operation includes retail, wholesale, catering, and optional real estate. With infrastructure, staff, and supplier relationships already in place, it's ready for a new owner to grow and modernize. For more information, contact JT at (513) 725-7283 or jharp@tworld.com

Deal of the Week:

A cozy three-room inn in historic Roslyn, Washington, famously known as the filming location for Northern Exposure, has been sold again! Once a 19th-century dental office, the property was first sold after Bob and Caroline Kelliher met the buyers by chance at a local pub. This time, a local pastor and his family purchased the inn, eager to run a small, community-focused business. With multiple offers and plenty of local interest, it sold above asking with cash and seller financing. To learn more, call Bob at (509) 558-7150 or Caroline at (425) 531-0042, or email them at bkelliher@tworld.com or ckelliher@tworld.com.

Key Takeaways From This Episode:

[00:30] Introducing today's guest topic: What it's really like to run a business as a couple with Bob and Caroline Kelliher.

[03:11] How they met while working together, began their first venture, and divided their roles.

[05:46] Expanding to multiple locations, launching "Sweet Caroline's" bakery, and teaching their kids entrepreneurship.

[06:24] Their years working apart: Caroline's near-decade teaching at Le Cordon Bleu and Bob's time working in Las Vegas.

[07:06] How they started working together again: finding their next chapter together with Transworld, and how they divide their roles.

[10:34] Their top advice for couples in business: define roles and leave emotion out.

[11:45] Why they view entrepreneurship as a lifestyle, not just a career.

[13:41] Deal of the Week: Bob and Caroline Kelliher (Western & Central Washington) sold a historic three-room inn in Roslyn, WA, to a local pastor and his family.

[17:08] Listing of the Week: JT Harp (Cincinnati, Northern Kentucky) is selling a long-standing community bakery with a strong brand and loyal customers.

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 thedealboard@tworld.com

Bob Kelliher

Bob Kelliher email

Call Bob at (509) 558-7150

Caroline Kelliher

Caroline Kelliher email

Call Caroline at (425) 531-0042

JT Harp

Legacy Bakery with Decades of Success – Real Estate Option

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"I'd say, leave the emotion out and focus on the goal — the common goal." — Caroline Kelliher [0:10:42]

"I don't think all husbands and wives can pull this off, but if you can, it's amazing. It's definitely worth trying." — Bob Kelliher [0:10:52]

"We are of service in a way. I love the job so much because I'm helping people get to retirement. I'm helping that first-time business owner own their own business. I remember when I did that, it was the most amazing thing." — Bob Kelliher [0:12:00]

"I think everybody should own their own company at some point. And if it doesn't work out, you will learn so much from it that you'll be a better person for whatever you do in the future." — Bob Kelliher [0:12:15]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy sits down with return guest, Seth Greene, from Market Domination, to discuss a powerful lead-generation tool that helps business owners turn their content into qualified leads. Seth explains how his "Unlimited Leads for Life" software automates hours of manual prospecting: analyzing profiles, starting conversations, and nurturing relationships across multiple platforms without losing the human touch. He shares practical tips for using LinkedIn more effectively, how AI can support authentic outreach, and why so many professionals are missing opportunities by not leveraging their existing networks. Seth also highlights creative ways the tool is being used for fundraising and charitable campaigns, proving its potential beyond traditional sales. Tune in to learn how to leverage your network, automate smarter, and build genuine connections that drive real results!

Listing of the Week:

A 100-year-old irrigation company in the Chicago area is now available through Matt Friscia of Transworld Business Advisors of La Grange. This long-established, union-based business serves both residential and commercial clients, including several downtown rooftop accounts. With steady earnings, a strong reputation, and a skilled team in place, it offers a rare chance to own a proven, profitable operation. The asking price is around $600,000, with solid six-figure earnings. To see all their listings, visit tworld.com/lagrange or contact Matt at (708) 328-8886 or mfriscia@tworld.com

Deal of the Week:

A thriving IV hydration franchise on the Gulf Coast has sold in a $1.1 million deal, just six months after opening! The seller, a nurse who launched the business to quick success, chose to sell so she could focus on starting a family. Despite the short operating history, Bill Kleinschrodt of Transworld Business Advisors of the Gulf Coast secured SBA financing, proving that profitable young businesses can sell fast with the right support. Backed by strong lender relationships across Alabama, Mississippi, and Louisiana, Bill and his team got the deal done. To get in touch with Bill, email gulfcoast@tworld.com or phone (251) 237-1030.

Key Takeaways From This Episode:

[00:30] Introducing return guest, Seth Greene, and today's episode topics.

[02:13] A breakdown of Seth's new lead-generation tool that automatically turns content and social media connections into qualified leads.

[08:16] Seth's automated lead generation pipelines for multiple businesses.

[08:54] Your guide to building four core flows for connecting on social media.

[10:20] The ideal candidates for Seth's lead generation tool.

[10:52] How the software delivers leads to you.

[12:04] Privacy, public data, and why social networks are ideal for this kind of outreach.

[13:55] How Seth's software uses relationship-based communication to break through to recipients at scale.

[17:06] Seth's contact details and how to get a Deal Board discount for his services.

[18:41] Bill Kleinschrodt (Gulf Coast) sold a thriving IV hydration franchise in a $1.1M SBA-financed deal.

[20:27] Matt Friscia (La Grange) is selling a 100-year-old, union-based irrigation company in Chicago.

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 thedealboard@tworld.com

Seth Greene on LinkedIn

Market Domination LLC

Unlimited Leads for Life

Bill Kleinschrodt

Matt Friscia

Profitable $1M+ Landscape Irrigation Company - $200k SDE

#thedealboard #transworldbusinessadvisors #realestate #commercial

Quotes:

"[The prospecting] worked, but it was a lot of time-consuming, manual labor, and obviously the more successful I got, the quicker I ran out of time." — Seth Greene [0:04:41]

"We built software that does the same thing [and does the labor for you]. You will literally watch your mouse move on the screen." — Seth Greene [0:06:10]

"We now literally have 1000s of users running this software every single day." — Seth Greene [0:08:18

"If you, or your competitors, are running paid social media advertising, like Facebook [or] LinkedIn ads, – I could go put this on their ad and say, 'Give me everybody who interacted with their ad and put them into my software.'" — Seth Greene [0:12:12]

Andy and Jessica welcome you to another episode of The Deal Board. Today they are diving deep into a topic that relates to all business owners seeking to grow their business effectively. They are joined by two experts with whom they had incredible interviews:

Dan Huber (Minnesota) is selling a manufacturing company in the fence industry including a 60,000 square foot building listed at $1.643 million, the business is listed at $7.5 million. SDE: $1.7 million. Clean books! Call Dan Huber at (612) 616-2307 or email dhuber@tworld.com Key takeaways: [4:05] Kizzy Parks talks about federal contracts and how she started in that field. [6:41] What are the positive effects government contracts can have on small businesses? [7:58] Small businesses are not too small to get a government contract. [9:24] Are government contracts suited for some industries more than others? [10:45] Kizzy talks about the biggest pitfalls in her experience with government contracts. [13:04] What is the first step into the process of acquiring government contracts? [17:44] Kizzy talks about her consulting practice and how she helps business owners. [21:20] Listing of the week: Waldemar Halek (Ontario) shares about the new Transworld Business Advisors office in Toronto, Canada and a manufacturing small business for sale, a company that has been running for over 20 years. Asking price: CDN$5.2 million. Annual sales: CDN$6.5 million. SDE: Over CDN$1 million. EBITDA: CDN$800,000. An inventory worth of CDN$1 million is included. [25:25] Carl Gould from 7Stage Advisors [26:03] Carl talks about his personal story into the entrepreneurial world. [32:28] Carl shares about the biggest mistakes he sees entrepreneurs falling into. [35:15] What should people think about when they are considering selling? [38:01] Carl shares a synopsis of his books: Blueprint for Success, The 7 Stages of Small Business Success, and Biz Dev Done Right. [41:36] Carl offers a free growth analysis and five strategies on how to grow your business for The Deal Board listeners at 7Stage Advisors. [42:13] Listing of the week: Dan Huber (Minnesota) is selling a manufacturing company in the fence industry including a 60,000 square foot building listed at $1.643 million, the business is listed at $7.5 million. SDE: $1.7 million. Clean books! Mentioned in this 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) 711-9018 Email us thedealboard@tworld.com Email Kizzy Parks at kparks@kpcimc.com Call Waldemar Halek at (647) 946-2605 or email whalek@tworld.com Visit TWorld.com/Ontario 7Stage Advisors Call Dan Huber at (612)616-2307 or email dhuber@tworld.com

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Andy and Jessica welcome you to another episode of The Deal Board. This time they are sharing with you a business owner story with Bryan Clayton from GreenPal and Barry Sloane from Newtek Business Services. Both are sharing their successful business stories in times of pandemic. There is a way to grow your business into the valuation you want to get, listen to this episode and find out how! Listing of the week: Sam Curcio (New York) is selling a clothing retailer in NY city with three locations; they offer a green solution for clothing shopping by selecting vintage pieces with the highest quality and best trend. They do 20% of their sales online. Total sales of $3.5 million. SDE: Over $1.6 million. Listing price: $8 million (down payment of $6.5 million). The business is pre-qualified by two SBA lenders. It comes with $212,000 worth of inventory. Call Sam at (646) 470-9433 or email scurcio@tworld.com. Key takeaways: [5:53] Barry Sloane, CEO of Newtek Business Services, talks about the new services his business is providing. [9:05] This might be the perfect timing to sell and buy businesses. [9:46] Barry explains why his program is good for people with either big or small balances that do not conform with the SBA standards. [10:33] Barry shares his perspective on the current situation for businesses. [12:29] How is Newtek helping people save money? [15:59] Deal of the week: Jenna Porzillo (Bel Air, Maryland) closed a deal in the home brewery business that has been in business for 30 years. [19:14] Bryan Clayton, CEO, and co-founder of GreenPal. [20:08] Bryan talks about who he is and what he is passionate about. [22:21] Bryan shares about the first time he thought of preparing to sell his business. [24:37] Bryan shares the lessons he learned in the process of exiting his business. [27:14] How was the transition process with the new buyers? [29:31] When did Bryan start thinking about his new venture? [31:44] What is Bryan's secret to start businesses and grow them quickly? [34:20] What are the biggest challenges Bryan faced at GreenPal? [37:54] Bryan talks about his most recommended books for entrepreneurs who want to grow their businesses. [40:19] Listing of the week: Sam Curcio (New York) is selling a clothing retailer in NY city with three locations. Total sales of $3.5 million. SDE: Over $1.6 million. Listing price: $8 million (down payment of $6.5 million). The business is pre-qualified by two SBA lenders. It comes with $212,000 worth of inventory. Mentioned in this 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) 711-9018 Email us thedealboard@tworld.com Newtek Business Services GreenPal Bryan Clayton on Linkedin Call Jenna Porzillo at (443) 654-5013 or email jporzillo@tworld.com Call Sam Curcio at (646) 470-9433 or email scurcio@tworld.com

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Andy and Jessica welcome you to another episode of The Deal Board! In today's episode, they will dive deep into retirement, how to be prepared for it by planning and setting an effective exit plan, on business and personal levels. This topic is affecting business owners and their long-term plans too, as a result of them keeping their businesses longer than they normally would do, retiring later in life, since they cannot find an income or investment that could provide financial security. Andy and Jessica are joined by Cindy Couyoumjian, author of Redefining Financial Literacy: Unlocking the Hidden Forces of Your Financial Future, who shares her knowledge to help you get the maximum value for your business and achieve the retirement you dreamed of. Listing of the week: Thomas Kelsey (Fayetteville, North Carolina). Hemp store located in North Carolina that has connections with farms and manufacturers that ensures the quality of their product. Profit: $70,000. Asking price: $220,000. Open for seller financing. Reach Thomas at tkelsey@tworld.com or call him at (910) 300-5130. Key takeaways: [3:08] Why do you want to plan your business exit? [4:10] When should you start to plan your exit? [5:15] People want to continue the legacy and planning is crucial in order to achieve it. [7:07] Jessica talks about her program called Prep to Sale. [8:10] What to do to get the maximum value for your business. [9:53] Don't believe everything you see online in regards to business valuations, it is better to be unhappy than unrealistic. [11.20] What is owner-absentee? [13:00] Select the right team to get your deal done. [16:30] Why you should plan in advance. [17:55] Deal of the week: Meili Myles (Utah) sold a consigning furniture store that also offers new furniture. They had been in business for 20 years. Owners already knew the buyer but hired a broker to take care of every detail. Purchase price: $562,000 (cash deal) SDE: Close to $300,000. [21:46] Cindy Couyoumjian shares why she wrote her book: Redefining Financial Literacy [23:22] Cindy talks about the REALM model. [27:02].Where do you put your money after selling your business? [27:54] There is a way to get higher withdrawal rates. [29:30] People are scared of the macroeconomic world, Cindy shares her perspective on the subject. [34:01] Listing of the week: Thomas Kelsey (Fayetteville, North Carolina). Hemp store located in North Carolina that has connections with farms and manufacturers that ensures the quality of their product. Profit: $70,000. Asking price: $220,000. Open for seller financing. Reach Thomas at tkelsey@tworld.com or call him at (910) 300-5130. Mentioned in this 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) 711-9018 Email us thedealboard@tworld.com Redefining Financial Literacy: Unlocking the Hidden Forces of Your Financial Future, by Cindy Couyoumjian Cynergy Financial Free Consultation with Cindy Couyoumjian 1-888-210-8777 Prep to Sell Program Reach Meili Myles at (801)707-1957 or email mmyles@tworld.com Reach Thomas Kelsey at tkelsey@tworld.com or call him at (910) 300-5130.

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We are all excited to get back to business, but for certain, there is a little hesitancy and whiplash, that is the reason why Andy and Jessica are bringing some ideas to today's episode about how to approach the current concerns for businesses to prepare for this back-to-normal phase. Listing of the week: Chip Redmond (Central Florida) is selling a franchise that currently has 20 units specialized in healthy fresh food and juices, this particular shop is located in South Florida. They did $931,000 in sales in 2019. Price: $395,000. SDE: $190,000. Call Chip Redmond at (321) 299-6867 or email him at chrisredmond@tworld.com. Key takeaways: [1:50] What is going to happen in the future of office place? Virtual, in-office, or hybrid? [4:07] A lot of time has been saved and applied more productively since remote working became the norm. [4:44] Consumers are now used to having things delivered to their door. [6:00] Andy and Jessica talk about the video conferencing abilities and preparedness. [8:30] Can you imagine everyone being back to the office and being on Zoom at the same time? [10:19] Many businesses have pivoted during the pandemic, coming out with new products, but are they making money with them? Will this still be a useful resource after the pandemic? [12:52] Returning to profitability. [14:55] What about the psychological factor? Let's not underestimate the anxiety everyone will experience going back to "normal." [18:11] There is going to be a boom in the economy. [20:53] Do you need to adapt your marketing strategies to this new phase? [22:28] This might be the time to start considering an exit plan. [25:11] Deal of the week: Nathaniel Ernest-Jones (South Florida) sold an engineering company based in the South of Miami. It took over two years to get to the closing table. Price: $1.3 million. [29:20] Listing of the week: Chip Redmond (Central Florida) is selling a franchise that currently has 20 units specialized in healthy fresh food and juices. Price: $395,000. SDE: $190,000. Mentioned in this 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) 711-9018 Email us thedealboard@tworld.com Email Nathaniel Ernest-Jones at nate@tworld.com Call Chip Redmond at (321)299-6867 or email him at chrisredmond@tworld.com

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Andy and Jessica welcome you to a very special episode, the 100th! The Deal Board Podcast has aired one hundred shows, bringing you the most valuable business information hand in hand with the experts in the industry. This episode is dedicated to honoring all those guests and the audience by bringing the top 10 business tips that are shared by 10 business experts. There has never been a better time to buy, sell, or even expand your business; listen to this episode and get the advantage of these succulent tips. Listing of the week: Chip Redmond (Central Florida) is selling a 35-year-old general constructing company. Gross sales 2020: $7 million. Asking price: $605,000. SDE: $381,000 (in 2020). Excellent books and records and many projects for this year. Call Chip at (321) 299-6867 or email him at chrisredmond@tworld.com. Key takeaways: [5:05] Tip # 1: Keith Roberts: Make the most out of your time. Be productive, not just busy. [7:48] Keith shares where he is at today and how he got there. [8:59] Tip # 2: Andrea Kimpel (AFK Marketing): Market yourself and build your personal brand using social media and the available resources in 2021. [13:44] Tip # 3: Marty Fishman: Identify Key Value Drivers. [18:16] Tip # 4: John Wahl (Live Oak Bank): Use your cash wisely and make sure you are working with experts. [21:25] John talks about the significance of the fee wage loans. [24:46 Tip # 5: Laurie Sallarulo (Junior Achievement South Florida): Get involved in your community. [29:03] Tip # 6: Chris "Chip" Redmond: Keep it short and simple. [31:04] Tip # 7: Nicole Kowanetz (Palm Beach Poppins): Build better vendor relationships. [34:15] Tip # 8: Henry Ziff (Transworld Business Advisors UK): Grow through acquisition. [36:17] Henry explains how to start the process of growing through acquisition. [38:16] Tip # 9: JT Tatem: Be the mayor! Get known in the local community. [41:17] JT shares three actionable tips. [43:33] Tip # 10: Mike Shea: It is not how much money you make, but how much you keep. Cash flow is crucial! [49:03] Andy and Jessica talk about their favorite tips. [52:26] Deal of the week: Dustin Audet (Rocky Mountains) just sold a women's boutique located in a tourist town. SDE: $120,000. Sold at $220,000 plus inventory to a local businesswoman. [55:29] Listing of the week: Chip Redmond (Central Florida) is selling a 35-year-old general constructing company. Gross sales 2020: $7 million. Asking price: $605,000. SDE: $381,000 (in 2020). Excellent books and records and many projects for this year. Mentioned in this 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) 711-9018 Email us thedealboard@tworld.com 100 Ways to Be a Better Entrepreneur, Entrepreneur magazine Email Dustin Audet at daudet@tworld.com or call (970) 618-9330 Call Chip Redmond at (321) 299-6867 or email him at chrisredmond@tworld.com.

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Andy and Jessica welcome you to another episode of The Deal Board Podcast. In today's episode, they are joined by Carl Allen, who is with the Dealmaker Wealth Society and is also the author of The Business Giveaway: How To Acquire A Quality, Established Business For Zero Cash: Veteran Business Acquirer Reveals "Secret" Formula For The First Time. Carl talks about leveraged buy-outs in a constantly changing environment, how growth through acquisition should really be a strategy for all business owners, and how to implement it in a small business environment. You Are Invited to Celebrate 100 Episodes with The Deal Board! The 100th episode is just about to happen; one hundred episodes delivering valuable information on how to buy, sell and run a business. To celebrate this special occasion, Andy and Jessica are going to put together an episode with100 Business Tips, and they will do it by having a little contest. You need to go to The Deal Board Podcast, click on the link to The Deal Board YouTube Channel, subscribe, and comment on this episode your best business tip. The best ten tips will be brought onto the show and you will have the chance to go live in the hundredth episode that will be launched on March 18th and win a special prize. Listing of the week: Stephen Blain (Western North Carolina) is selling four vacation homes located in Haywood County, North Carolina. Valued at $1.86 million. These properties are booked weeks and months in advance, and 50% of their customer base are repeat customers. Super clean books and an outstanding reputation. Business value: $300,000. SDE: $110,000. Email Stephen at sblain@tworld.com or call him at (828) 528-5251. Key takeaways: [5:29] Deal of the week: Dustin Audet (Rocky Mountains) recently sold a 30-year-old landscaping business. Sold at $1.35 million in an SBA deal with two buyers. [8:28] Carl Allen from Dealmaker Wealth Society [8:54] Carl shares some of his background and story. [16:03] Carl talks about the origins of the Dealmaker Wealth Society. [17:15] Carl helps people minimize the risk when buying a business. [18:56] Understanding the seller psychology. [20:30] Why businesses don't sell. [22:32] Unrealistic expectations disturb business sales. [22:51] Scaling an existing business by acquisition. [26:38] Carl gives advice to anyone interested in getting into the mindset for buying or selling this year. [28:26] Listing of the week: Stephen Blain (Western North Carolina) is selling four vacation homes located in Haywood County, North Carolina. Valued at $1.86 million. Super clean books and an outstanding reputation. Business value: $300,000. SDE: $110,000. Mentioned in this 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) 711-9018 Email us thedealboard@tworld.com Call Dustin Audet at (970) 618-9330 or email daudet@tworld.com Email Stephen at sblain@tworld.com or call him at (828) 528-5251 Trainwithcarl.com/dealroom Tweetables: "Buying a business is one of the most underappreciated ways to get money." #thedealboard #transworldbusinessadvisors #business #growingthroughacquisition "A business advice from Carl Allen: Buy, don't stop." #thedealboard #transworldbusinessadvisors #business #growingthroughacquisition "About one in 11 businesses that list for sale actually transacts." #thedealboard #transworldbusinessadvisors #business #growingthroughacquisition "Anything valuable in life takes a lot of work." #thedealboard #transworldbusinessadvisors #business #growingthroughacquisition

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Andy and Jessica welcome you to another episode of The Deal Board Podcast. In today's episode, they are joined by the experts to dive deep into small business solutions and some of the most relevant issues business owners are facing nowadays. Devin Miller, from Miller IP Law, is sharing about his own business and how he decided to disrupt the IP Law arena. Tracey Bissett, from Bissett Financial Fitness, is talking about books and records, which is the number one trending topic in regards to business success. Mark Tremblay, from Transworld's office, located in Boston, is sharing his knowledge about labor at a small business, which can be the biggest headache for business owners. Listing of the week: Justin Lefebure (Central Florida) is selling a roofing repair business that has been in business for about 30 years and has a great reputation. This business does $800,000 in sales, has an SDE: $250,000, and the asking price is $550,000. The seller offers to finance, but it also has pre-approval from three different banks through SBA. Call Justin at (772) 925-2675 or email jlefebure@tworld.com. Key takeaways: [3:42] Devin Miller, from Miller IP Law. [4:00] Devin shares tips for small business owners about IP (Intellectual Property). [6:28] Devin explains the possible consequences of not paying attention to copyrights and trademarks. [9:00] Devin speaks about the difference between copyrights and trademarks. [10:28] How does Miller IP Law help people? [13:47] Deal of the week: Aaron Fox (North Boston) sold a daycare after solving many challenges imposed by the strike of COVID-19. Sold at 2.1 multiple of the SDE, with a total price of $1 million. [19:20] Tracey Bissett, from Bissett Financial Fitness. [20:37] What are the biggest mistakes entrepreneurs make when it comes to their finances? [21:44] If you have delegated all your financial information and decisions, what is the first step to start getting involved? [22:44] Tracey explains how to really start making money in your business. [25:46] Can you articulate the big numbers in your business? [26:34] Tracey talks about what really matters in a financial statement. [29:54] Tracey shares the areas in which entrepreneurs tend to excel. [32:18] What do business entrepreneurs need to be accountable for when it comes to their finances? [34:20] EBITDA cannot be a true reflection of a business. [36:00] Tracey gives advice to all business owners that want to start to straighten up their finances. [38:19] Listing of the week: Justin Lefebure (Central Florida). Roofing repair business that has been in business for about 30 years and has a great reputation. This business does $800,000 in sales, has an SDE: $250,000, and the asking price is $550,000. The seller offers to finance, but it also has pre-approval from three different banks through SBA. [41:22] Mark Tremblay (Boston) talks about his previous business and how he overcame the issue of labor. [44:16] How to assure you are giving remarkable service. [45:36] Mark recommends young people to get into a small business. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Call Aaron Fox at (781) 773-8922 or email afox@tworld.com Call Justin Lefebure at (772) 925-2675 or email jlefebure@tworld.com Call Mark Tremblay at (617) 299-9796 Miller IP Law Fee Strategy Meeting Meet Devin Miller Bissett Financial Fitness Money Meeting Agenda Tracey Bissett on Linkedin

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You Are Invited to Celebrate 100 Episodes with The Deal Board!

The 100th episode is just about to happen; one hundred episodes delivering valuable information on how to buy, sell, and run a business. To celebrate this special occasion, Andy and Jessica are going to put together an episode with 100 Business Tips, and they will do it by having a little contest. You need to go to The Deal Board Podcast, click on the link to The Deal Board Youtube Channel, subscribe, and comment on this episode your best business tip. The best ten tips will be brought onto the show and you will have the chance to go live in the hundredth episode that will be launched on March 18th and win a special prize.

Description: Andy and Jessica are very proudly welcoming you to another episode of The Deal Board Podcast. In today's episode, they are sharing with you the ultimate buyers' playbook for 2021. 2020 has left an incredible opportunity by the SBA incentives that have been allowing buyers to leverage themselves into deals, giving six months on principal and interest.

Listing of the week: Art Warsorff (Utah County) is selling a high-end restaurant takeout that was doing great pre-COVID-19. The owner created a special menu during COVID-19 that was particularly good for takeout and delivery, maintaining this way the relationship with customers, and keeping the business alive and blossoming. Asking price: $780,000 (the owner is willing to self-finance a portion of it). The business made $400,000 in 2019 and close to that also in 2020. Email Art at utahcounty@tworld.com or call (801) 557-6713.

Key takeaways:

[4:55] What is going on in 2021?

[5:15] Jessica talks about the incentives to take a new SBA loan.

[9:50] Why is this a life-time opportunity?

[13:07] There is competition for deals but that doesn't mean there aren't businesses to buy.

[13:50] You could get a really sizable business with the SBA loan, from 9 to 15 million dollars, depending on the deal.

[14:08] Some businesses experienced a boom as a result of the 2020 crisis.

[16:01] Deal of the week: Raymond Copell (Fort Lauderdale) sold a restaurant with a drive-thru, a sale that took almost five years of consistency, persistence, and clear communication. Asking price: $850,000. Sold at $600,000 with a cash deal.

[21:14] Jonathan Wilson from Nature's Expert

[22:18] Jonathan talks about how a lot of industries are going through a different phase where there is an old and a new type of ownership.

[24:56] Jonathan shares about the companies he purchased over the last five years.

[32:29] Jonathan talks about the opportunities he sees in the current marketplace.

[34:01] Subscribe to Transworld's BizMatch.

[35:09] Listing of the week: Art Warsorff (Utah County) is selling a high-end restaurant takeout. Asking price: $780,000; the owner is willing to self-finance a portion of it. The owner made $400,000 in 2019 and close to that also in 2020.

[38:28] Andy and Jessica answer listeners' questions (Q).

[38:30] Q1: What guidelines does the SBA use to qualify a business for a loan?

[40:22] Q2: Do banks accept seller financing as part of the down payment?

[41:20] Q3: Does the 90% guarantee reduce the Personal Guarantee in collateral?

[42:11] Q4: Does the SBA financing include businesses without real estate?

[42:32] Q5: Can you purchase real estate with the SBA program?

[43:45] Q6: Does experience matter?

[44:24] Q7: What are we seeing in terms of selling prices and multiples of EBITDA? Is it stable or increasing?

[45:34] Q8: Why should sellers care about the waves of owners selling their businesses?

[47:15] Q9: Are the SBA loans asked by the target business or by the person who is buying it?

[47:45] Q10: Can you buy a business with no money down?

[49:38] Q11: Can SBA loans be used to buy out a business partner?

[51:39] Q12: Are there any restrictions for buyers residing outside of the U.S.?

[52:45] Q13: Can the SBA loan be used by employees?

[53:29] Q14: What is the typical closing cost in addition to the down payment?

[54:30] Q15: Can you use your IRA for the 10% down payment?

[54:51] Q16: If you have good credit, do you still need to have personal collateral?

[55:40] Q17: Does Transworld release any valuation metrics on a monthly or quarterly basis in regard to current valuations in the marketplace?

[56:11] Q18: Do PPP dollars issued to a seller on Round Two have to roll over to the new owner?

[57:12] Q19: Does Transworld have offices in Atlanta, Georgia?

[57:25] Q20: Can an SBA loan be taken by a company instead of an individual?

[57:55] Q21: Are sellers hesitating to sell as a result of waiting for the PPP forgiveness?

[58:22] Q22: Should the EBITDA and SDE multiples equal each other?

[59:54] Q23: Why banks avoid doing smaller deals.

[1:01:01] Q24: What is included in the SDE?

[1:03:01] Q25: Are there any cons of an SBA loan?

Mentioned in this Episode:

The Deal Board Podcast

United Franchise Group

Transworld Business Advisors

Transworld on Linkedin

Transworld on Facebook

Call us — 1-888-711-9018

Email us thedealboard@tworld.com

Sign in at Transworld Biz Match

Call Raymond Copell at (954) 464-6290.

Email Art Warsoff at utahcounty@tworld.com or call (801) 557-6713

Tweetables:

"We are in a market that is both beneficial for buyers and sellers." #thedealboard #transworldbusinessadvisors #2021 #opportunities #businessadvice

"Right now, with the SBA incentives, you are getting money for free to buy a business."

#thedealboard #transworldbusinessadvisors #2021 #opportunities #businessadvice

"If you could navigate last year being a regular business, then the sky's the limit."

#thedealboard #transworldbusinessadvisors #2021 #opportunities #businessadvice

Andy and Jessica are accompanied in today's episode by JT Tatem from Transworld Business Advisors of North and South Carolina to talk about the business goals for this brand new year, JT is an expert in goal setting and business sales, and he is providing the tools to start 2021 on the right foot. Many aspects of the business environment have changed as a result of a turbulent 2020, including a noticeable spike in business buyers, so if you are considering buying a business in 2021, you can't miss this episode! Listing of the week: Michael Shea is selling a business in the cleaning and janitorial space: Porter Service and Exterior Cleaning Company. Asking price: $700,000. Cashflow: $300,000. Sign up at Michael Shea Buyer Matching Program. Email at mike@tworld.com or at (321) 287-0341. Key takeaways: [2:30] Some of the reasons why to buy a business in 2021. [4:17] If your goal is to buy a business, how can you achieve your goal? [8:17] Starting a business takes commitment. [8:41] The eight Ws of goal-getting [9:50] Write: Write down what you want. [14:01] Why: Identify your reasons to become a business owner. [16:13] Where: Identify where the obstacles are going to be. [18:17] What: What do you need to learn? [20:44] Who: Who is going to help you? [22:26] The Way: You need a game plan. [25:13] When: What is your timeline? Is it realistic? [27:43] Work: You are going to have to work hard. [32:40] These are ways to make it easier for your broker to find the best deal for you. [24:44] Deal of the week: Aaron Fox (North Boston) sold a local grocery store. The buyer was attracted to this business by the pandemic. Sold through a full SBA loan at three times its SDE. [39:47] Listing of the week: Michael Shea is selling a business in the cleaning and janitorial space: Porter Service and Exterior Cleaning Company. Asking price: $700,000. Cashflow: $300,000. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Listen to "Everything You Need to Know About Buying a Business" Contact JT Tatem at jttatem@tworld.com, call (864) 315-8998, or visit Tworld.com/upstatesc/ or Tworld.com/ashevillewnc/ Call Aaron Fox at (781) 773-8922 or email at afox@tworld.com Sign up at Michael Shea Buyer Matching Program. Email at mike@tworld.com or at (321) 287-0341

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Andy and Jessica welcome you to another episode of the Deal Board. In today's episode, they talk about the key takeaways from the turbulent and uncommon 2020. They share the lessons learned from a year that we will all keep in our memories, a year that taught us a lot about making deals under a different weather; a year that showed that adaptability, flexibility, and preparedness are fundamental in a constantly-changing world. Listing of the week: Tracy Peterson (Delmarva). Retail store that has been two years in business in Delaware, great location in a commercial area. Total sales: $415,000. SDE: $140,000. Asking price: $284,000; there is an inventory of $80,000 that can be part of the negotiation. Call (410) 543-2299 or email tpeterson@tworld.com. Key takeaways: [3:20] Takeaway # 1: Human connection is crucial. [6:05] Takeaway # 2: Cash is king. [9:10] Takeaway # 3: Changes happen fast. [11:42] Takeaway # 4: Sometimes surviving is winning. [16:26] Takeaway # 5: Small business is really the backbone of the economy. [18:41] Takeaway # 6: It pays to be nice. [21:50] Takeaway # 7: We can use technology to our advantage and be more efficient. [24:52] Takeaway # 8: We all have a much better idea of what the truth is. [27:14] Takeaway # 9: Be more charitable and help your community. [30:27] Takeaway # 10: Be grateful and live life to the fullest. [34:27] Deal of the week: Aaron Fox (North Boston) sold a Tax Preparation Company. Full SBA financed. SDE: $100,000. Sold at two times multiple. [37:55] Listing of the week: Tracy Peterson (Delmarva). Retail store that has been two years in business in Delaware, great location in a commercial area. Total sales: $415,000. SDE: $140,000. Asking price: $284,000; there is an inventory of $80,000 that can be part of the negotiation. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Call Aaron Fox at (781) 773-8922 or email afox@tworld.com Call Tracy Peterson at (410) 543-2299 or email tpeterson@tworld.com

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Andy and Jessica welcome you to another episode of The Deal Board. Today you will hear two great interviews with special entrepreneurial characters who share their business' stories, Devin Miller from IP Law and Ray Scaug from Rainier Business Intelligence. You will also hear about extremely helpful services for business owners that are either ready to sell or buy a business. You already know the importance of keeping neat books and records, but you don't have to do all this work by yourself! In today's episode, you will hear from one of the companies that can assist you in getting your business's financial story ready for a great deal.

Listings of the week: Chip Redmond (Central Florida) sells an e-business focused on the automotive aftermarket selling performance and racing parts. Asking price: $290,000. SDE: $30,000 but there is $225,000 in inventory; these products have a 70% margin which makes it an amazing business. Email Chip at chrisredmond@tworld.com or call (321) 299-6867.

Key takeaways:

[5:29] Devin Miller, IP Law.

[5:53] Devin shares how he got started in his career as a lawyer.

[8:37] Devin talks about how he helps his clients.

[12:10] Devin talks about other businesses he was involved in.

[16:00] Devin extends his advice to people interested in starting or buying a business.

[19:28] Deal of the week: Diane Hartz Warsoff (Utah County) sold a hamburger franchise that successfully pivoted during COVID-19. The buyer was relocating to Utah in March and had a background in the fast-food industry and wanted to join a new business with a couple of partners. Sold at $299,000. SDE: $100,000 per year.

[23:43] Raymond Scaug from Rainier Business Intelligence.

[24:45] Ray talks about his background and how he got involved in Rainier.

[30:01] Businesses that have their financial information to share at the moment of selling will sell for more money.

[31:05] The number one reason businesses won't get third-party financing is because of the lack of good books and records.

[38:52] Listing of the week: Chip Redmond (Central Florida) sells an e-business focused on the automotive aftermarket selling performance and racing parts. Asking price: $290,000. SDE: $30,000 but there is $225,000 in inventory.

Mentioned in this Episode:

The Deal Board Podcast

United Franchise Group

Transworld Business Advisors

Transworld on Linkedin

Transworld on Facebook

Call us — (888) 711-9018

Email us thedealboard@tworld.com

Free Strategy Meeting

IPlaw

Meet Devin

Call Diane Hartz Warsoff (01) 694-4844 or email utahcounty@tworld.com

Call Ray Scaug at (614) 270-0609 or email rscaug@rainierbi.com

Rainier Business Intelligence

Email Chip Redmond at chrisredmond@tworld.com or call (321) 299-6867.

Tweetables:

"To sell a business you have to have good books and records and if you haven't been working on them, there are companies that can help you." #thedealboard #transworldbusinessadvisors #business #selling #buying

"If you want to know how to do something, ask a busy person." #thedealboard #transworldbusinessadvisors #business #selling #buying

"Having good financial information to share at the moment of selling is worth a lot of money." #thedealboard #transworldbusinessadvisors #business #selling #buying

"When you minimize risk in the cash flow, value increases." #thedealboard #transworldbusinessadvisors #business #selling #buying

"Most businesses that list, don't sell, and the reason is that either they are not prepared to sell or have horrible books and records." #thedealboard #transworldbusinessadvisors #business #selling #buying

Andy and Jessica welcome you to a very special episode since Transworld Business Advisors is celebrating 10 years of franchising! For this occasion, you will hear the testimonies of people that make it possible. The stories you will hear in today's episode are filled with amazing experiences that have contributed to their tremendous growth. Many are responsible for taking Transworld Business Advisors across the world. Let's celebrate together a decade of growing and doing good deals for good people! Listing of the week: Chris "Chip" Redmond (Central Florida). Heavy-duty truck and equipment and auto repair shop, nice niche in equipment category. Unique location. The business made over $800,000 in sales last year and the SDE is $232,000. The two owners are ready to retire. Call Chip at chrisredmond@tworld.com or call (321) 299-6867. Key takeaways: [5:47] Marc Lazarus (Passaic County, New Jersey) shares how he became a Transworl's franchisee. [10:09] Marc describes where Transworld is now compared to 2010. [12:35] Alex Ledford, Financial Analyst at Transworld Business Advisors. [15:32] Deal of the week: Aaron Fox (North Boston). Precision Plastics Manufacturing Company. The buyer was experienced in the field. The deal closed with blended financing with SBA and seller finance. SDE: $400,000. Sold at two and a half multiples. [20:12] Greg Nowak, Sales Coordinator, talks about the current very busy market. [23:30] Greg shares his view about Transworld's future. [24:42] Listing of the week: Chris "Chip" Redmond (Central Florida). Heavy-duty truck and equipment and auto repair shop, nice niche in equipment category. Unique location. The business made over $800,000 in sales last year and the SDE is $232,000. The two owners are ready to retire. [27:55] Cory Hibbard, Director Of Operations, Consulting Division at United Franchise Group. [28:41] Cory shares his journey with Transworld for the past six years. [29:36] One of Transworld's major focuses has been on advancing along with the progress of technology. [32:10] Cory and Andy talk about the opportunities that the COVID-19 crisis has left. [33:28] Cory shares his vision for Transworld's future. [34:14] Ray Titus, CEO of United Franchise Group. [35:12] Ray had a vision for Transworld Business Advisors and that vision became a reality. [38:45] Ray talks about the moment Signarama went worldwide. [41:32] In October 2020, nine businesses were turned into franchises. [43:56] Ray shares his vision for the next ten years for Transworld Business Advisors and United Franchise Group. [45:50] The key ingredient for success is trust. [47:40] Bill Luce, President of Transworld Business Advisors. [48:14] These ten years have been better than anyone could have imagined. [51:32] The best ideas come from the franchisees. [53:07] Bill shares what excites him about the future for Transworld Business Advisors. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Call Marc Lazarus (Passaic County) at (201) 370-9600 or email ml@tworld.com Call Aaron Fox (North Boston) at (781) 773-8922 or email afox@tworld.com Email Chris "Chip" Redmond (Central Florida) at chrisredmond@tworld.com or call (321) 299- 6867.

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Andy and Jessica welcome you to another episode of The Deal Board. Today, they are going to talk about why now is the best time to buy a business. Yes! Now. In the middle of a pandemic, even though the uncertainty. There are plenty of reasons to be an entrepreneur and lots of opportunities rising at this particular moment in history. The current market is creative and dynamic with many buyers and businesses ready to be acquired. In this episode, you will hear some great interviews from actual buyers and sellers who will share their selling experiences during COVID-19. Also, Michael Shea gives the main reasons why now is a great time to buy a business. Listings of the week: Michael Ziff (UK, London). Jewelry business with six shops on the South coast of England, established in 1982. Great opportunity for international buyers. Asking Price: 2.28 million pounds (1.5 million upfront). Contact Michael at mziff@tworlduk.com or call (004) 7712-867215 Key takeaways: [8:05] Leo Sharky, recent buyer of an HVAC company [8:19] Leo talks about his background in business and how he became the owner of an HVAC company. [11:48] Leo shares what he found attractive about this particular deal. [15:45] Leo shares another outstanding aspect of this deal. [16:55] Leo shares what he learned during the process of buying a business in the middle of a pandemic. [18:52] Leo talks about his new business. [20:25] Deal of the week : Gary Goldwasser (Rocky Mountains) sold a large landscape/nursery in the Denver metro area that was making $8.9 million in revenue before COVID-19. The buyer raised all the capital from a private equity firm; the deal was structured into three parts: money upfront, the buyer kept 20% equity of the business, and the option for each to sell at any time. SDE: $5 million. Final Price: $18.3 million. [26:18] Dave Mena from Militello's Italian bakery shares how he got into business. [29:55] Dave shares why he didn't want to start a business from scratch again. [31:51] How to best approach the market place. [33:51] Dave shares the specifics about the transition from the previous to his new business. [36.00] Listing of the week: Michael Ziff (UK, London) Jewelry business with six shops on the South coast of England, established in 1982. Great opportunity for international buyers. Asking Price: 2.28 million pounds (1.5 million upfront). [38:42] Michael Shea (Central Florida) explains why this is a good time to buy a business. [42:41] Michael shares what he considers are the first steps in looking for a business. [46:33] Michael shares some "prophetic" videos he found from 2008/9. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Jay Moody HVAC Contact Gary Goldwasser at gary@tworld.denver.com or call (303) 748-7420 Militello's Italian Bakery Contact Michael Ziff at mziff@tworlduk.com or call (004) 771-286-7215 Reach Michael Shea at mike@tworld.com or call (321) 287-0349.

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In today's episode, Jessica and Andy are bringing two entrepreneurs that are sharing their exit stories. You will hear personal experiences of how the business sale affected their lives. Will Moore is now the owner of Moore Momentum but he founded one of the original food delivery services back in 2008 before Uber was part of our lives. Jennifer Diaz is also sharing a unique story; she just sold her autobody business, which is only the tip of the iceberg of an incredible story as an entrepreneur which started when she was 18 years old. This show aims to help you in developing and growing a successful business, by listening to the stories of entrepreneurs and how they got into business, made them grow, and finally sold it. Listings of the week: Mike Hall (Raleigh) is selling a Dry Cleaner with a great reputation. Asking Price: $355,000, SDE: $168,000. Call Mike at (199) 424-1927 or email mhall@tworld.com. Key takeaways: [3:51] Will Moore, founder of Doorstep Delivery and Moore Momentum. [4:30] Will shares some of his entrepreneurial journey. [10:35] Growing the business in order to sell it later at a better price. [12:20] A multimillionaire business starts the same way that all businesses start. [12:52] Will talks about growth strategies. [15:37] Will talks about the meaning of Tier 2 and 3 markets. [16:58] Why did Will decide to grow through acquisition? [17:56] Will explains how he was affected as an owner while exiting his business and shares his advice to other entrepreneurs. [20:48] Will talks about Moore Momentum, his current business. [22:24] Will shares the "five cores." [26:55] What is the legacy you are leaving? [28:13] You have to enjoy the journey if you want to be happy and successful. [30:05] Deal of the week: Gary Goldwasser (Denver) sold a large landscape/nursery in the Denver metro area that was making 8.9 million dollars in revenue before COVID-19. The buyer raised all the capital from a private equity firm; the deal was structured into three parts: money upfront, the buyer kept 20% equity of the business, and the option for each to sell at any time. SDE: $5 million. Final Price: $18.3 million. [35:52] Jennifer Diaz, a great Transworld customer, shares how she got into business. [39:33] From a hair salon to an autobody business. [43:22] Jennifer is currently in the medical field, where her passion is. [48:15] Jennifer gives her advice to young women considering becoming entrepreneurs. [51:20] Listing of the week: Mike Hall (Raleigh) is selling a Dry Cleaner with a great reputation. Asking Price: $355,000, SDE: $168,000. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Moore Momentum Moore Momentum on Instagram 5 Core Life on Instagram Contact Gary Goldwasser at gary@tworld.denver.com or call (303) 748-7420. Call Mike Hall at (199) 424-1927 or email mhall@tworld.com.

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In today's episode, Andy and Jessica are talking about the businesses that are still doing great through the pandemic. Your hosts are bringing the experts who are delivering their insights in regards to industries such as the swimming pool, janitorial, and auto repair businesses that became three of the most benefited sectors in 2020. Listen to this episode to know what is still selling, but even more, which industries have been more profitable than there were before March 2020. Listing of the week : Chris "Chip" Redmond (Central Florida) is selling a seven-chair barbershop and two chairs in the back area set for tattooing. Listing Price: $20,000. The owner earned $34,000 last year. Contact Chip at (321)299-6867 or email chrisredmond@tworld.com Key takeaways: [2:20] Jessica addresses the booming in the construction and the swimming pool business during the pandemic. [2:48] Andy talks about the opportunity that the janitorial business had because of the pandemic. [3:39] The auto repair industry has seen a major increase due to the "staycations" and road trips people have started due to the restrictions for traveling abroad. [6:24] Michael Shea talks about the booming of the pool industry. [11:48] What is the worth of a swimming pool company? [17:48] Deal of the week: Michael Shea sold a 50-year-old sign manufacturer at Orlando, listed at $145,000 and sold for $130,000 in the middle of a pandemic. [21:23] John Woodhull from the janitorial and commercial cleaning services industry. [21:45] John talks about his background. [22:41] What are the type of services that the janitorial and commercial cleaning services provide? [25:47] John talks about the trends in the commercial cleaning industry during the pandemic. [28:40] Growing your business through acquisition. [31:18] Suggestions for people considering entering the commercial cleaning industry. [35:02] John shares how valuation looks right now for commercial cleaning services companies. [37:54] Listing of the week: Chris "Chip" Redmond (Central Florida) is selling a seven-chair barbershop and two chairs in the back area set for tattooing. Listing Price: $20,000. The owner earned $34,000 last year. [40:20] Aaron Fox (North Boston) is talking about auto body shops. [42:31] Aaron talks about the intricacies of the auto body industry. [45:16] Aaron explains why auto body shops really make a lot of money. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Call Michael Shea at (321) 287-0349 or visit yourfloridabusinessbroker.com Call John Woodhull at (720) 339- 7050 or email john@tworlddenver.com Contact Chip Redmund at (321)299-6867 or email chrisredmond@tworld.com Call Aaron Fox at (781) 773-8122 this listing has appeared in a previous show.

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Andy and Jessica are bringing to you the 10 questions you want to ask your business broker. Listen to today's episode to find the reasons why you should work with a business broker and how you can benefit from this decision. Selling a business is a complicated task and the experience of a business broker can make a substantial difference in a deal. Selling your business might be the biggest transaction of your life, you need expert advice and guidance to assure a successful deal. Listings of the week: Justin Lefebure (Central Florida). Transmission/Mechanic shop for sale. Seller is retiring and is ready to finance. The owner is asking for a $100,000 down payment, he delivers a $750,000 building, $100,000 worth of assets, and a $500,000 worth of business. Financed for 15 to 20 years. Call Justin at (772) 925-2675 or email jlefebure@tworld.com. Key takeaways: [1:10] What is business brokerage? [3:46] Business brokers are really for middle to small size businesses. [4:50] Selling a business is a complicated process. [7:46] You hire a business broker for his or her experience. [10:15] Some valuations require specific methodologies. [11:48] How do you hire a business broker? [13:05] Ten questions that you have to ask your business broker before you list them with Micheal Shea. [13:32] Question #1: How many deals have you done in your career? [14:24] Question #2: How often do you co-broker? [16:10] Question #3: How much money are you spending on marketing? [16:52] Question #4: Do you have a specialty? [18:12] Question #5: How big is your firm? [19:26] Question #6: Can you show me the competition for my business? [20:32] Question #7: Will I have to hold paper or seller financing? [21:28] Question #8: How long on average does it take to sell? [22:39] Question #9: Which websites are you on and how do you market my business? [24:07] Question #10: What is your commission? [26:59] Deal of the week: Raymond Copell sold an insurance business. A deal that began years ago, and sold for three times the book value. [30:48] Listing of the week: Justin Lefebure (Central Florida). Transmission/Mechanic shop for sale. Seller is retiring and is ready to finance. The owner is asking for a $100,000 down payment, he delivers a $750,000 building, $100,000 worth of assets, and a $500,000 worth of business. Financed for 15 to 20 years. [33:56] Deal of the week: Peter Berg. A logistics company that was sold in the middle of the pandemic. Price: $600,000. Sold: $580,000. Seller note: $100,000 for one year. Paid the entire sum in one year. Online closing. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Call Michael Shea (321) 287-0349 Michael Shea YouTube Channel Email Ray Copell at ray@tworld.com or call (954) 464- 6290 Call Justin Lefebure at (772) 925-2675 or email jlefebure@tworld.com. Call Peter Berg (954) 907-3007 or email pberg@transworldma.com

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Andy and Jessica are touching a very recurrent topic: Private Equity. Many sellers are asking questions such as:

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Andy and Jessica welcome you to the third part of the series in regard to buying a business. While transiting through the COVID-19 crisis the market has turned into a buyers' field. This series is meant to bring together all the best information from previous episodes that buyers must have in order to be prepared to buy a business. You will hear about topics such as growth through acquisition, financing options, demographics, baby boomers, and the result of what is going to happen post-COVID-19, among other great valuable information for buyers and businesses interested in expanding. Listen to this episode for some timeless information about how to buy a business, resources, and tactics. Listing of the week: Chris "Chip" Redmond (Central Florida) is selling a seven-chair Barber Shop and two chairs in the back area set up for tattooing. The owner wants to move to a different business. Price: $20,000. 2019 earnings: $34,000. Call Chip at (321) 299-6867 or email chrisredmond@tworld.com Key takeaways: [4:40] Poor books and records can kill a deal. [6:02] What to do if you don't have good books and records. [7:23] Have a good CPA and stop hiding cash. [8:45] Erin Bean talks about a case of a Nail Salon in Florida. [10:46] Deal of the week: Steven Hanson (San Diego) sold a business from a couple who created an accessory that could be used in all types of vehicles. They had brought their product into the market and wanted to retire. The buyer came from a similar industry. [13:55] Ross Haymes brings a case from a pavement repair company that kept great records. [16:28] Ross gives advice to sellers who have significant add-backs in a deal. [17:24] Linnea Westlake talks about overcoming challenges with poor books and records. [21:53] Deal of the week: Raymond Copell recently sold an insurance business for three times the book value. Clean books and records were substantial to get the deal done. [25:51] Many businesses rely on seller financing. [29:13] Everybody wants to leverage their money. [30:22] What is seller financing? [31:46] Andy talks about the flexibility involved in seller financing in opposition to the bank's terms and conditions. [32:43] Andy shares how seller financing is a tool to purchase a business. [35:40] Deborah Carman (Boca Raton) attorney [36:40] 20% to 30% of the deals are cash. [37:02] Buyer feels he is a partner with the seller when there is seller financing. [38:08] Creativity is needed when structuring a deal. [39:15] How is the seller protected? [41:07] Communication is the best way to resolve issues between sellers and buyers. [44:45] Listing of the week: Chris "Chip" Redmond (Central Florida) is selling a seven-chair Barber Shop and two chairs in the back area set up for tattooing. Price: $20,000. 2019 earnings: $34,000. [47:01] Andy and Jessica explain why having a legal partner is essential in a deal. [52:13] Jonathan Langer, from Izbiky and Associates, Colorado. [52:31] Jonathan shares examples of legal issues that buyers should be prepared for. [54:42] Everything starts with a letter of intent; Jonathan shares other documents that could be needed in a deal. [57:45] The biggest risks while buying/selling a business and how to protect yourself from a legal standpoint. [1:02:01] There are different market terms for each transaction. [1:03:03] Jonathan explains the issue of different style alignments. [1:04:39] Look for an attorney who is according to your market segment. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Email Ray Copell at ray@tworld.com or call (954) 464- 6290. Get in touch with Deborah Carman phone: 561-392-7031 or email: info@carmanlegal.com Call Chip Redmond at (321) 299-6867 or email chrisredmond@tworld.com Call Jonathan Langer at (303) 850-7080 or email jonathan@izbikylaw.com

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Andrew and Jessica have been doing this podcast for almost two years and they prepared this series of shows including the most relevant content for buyers. While slowly transiting the COVID-19 crisis, the current market belongs to buyers, those who want to acquire businesses, as well as businesses that want to expand by merging and acquisition. Listen to the best of the interviews that have taken place at The Deal Board Podcast. In this amazing series, you will hear a compilation of the information that you must have, a shortcut for business owners and buyers to get all that they need to make good deals among good people. Listing of the week: Robert Cunio (San Diego Central, California) is selling an over 20-year-old sign shop. Great business opportunity in the service business area, designing, manufacturing, and installing signs. Asking price: $210,000. SDE: $118,000. Call Robert at (888) 604-8221. Key takeaways: [4:55] Bill Luce and Damien Bekker join Andrew and Jessica to talk about franchising. [10:42] Damien Bekker from Signarama shares his experience in franchising. [12:50] Damien talks about deciding to join a franchise. [16:15] Damien shares about the second opportunity that came to him through Transworld Business Advisors. [18:03] Deal of the week: Carey Davis (New York City) sold internal medicine practice offices. A complicated sale that was successfully done. Price: $225,000, 50% down payment. Seller financed. [23:04] Bill Luce, President of Transworld Business Advisors, an expert in franchising. [23:45] How does franchising dominate every industry that it gets into? [24:56] What makes a good franchise buyer? [26:40] How to know which franchise is good for you. [28:40] Bill Luce shares his advice for new franchisees. [29:20] Deal of the week: Anthony Geronimo (Florida) sold a very successful dry cleaner. The buyer has an extensive hospitality background, eager to establish some roots. Property and business sold at $1,950,000. [32:56] The flippers [33:31] What is a flipper? [35:40] Baby Boomers selling their businesses will outnumber qualified buyers. [40:28] Jason Share, entrepreneur and buyer of several businesses. [41:21] Try to find businesses that you are comfortable with. [42:37] Be willing to take risks. [44:22] Can you grow the business? [45:01] Jason Share does not focus on price but rather on the ability to grow. [46:39] Jason talks about the opportunities for Millennials. [48:18] Listing of the week: Robert Cunio (San Diego Central, California) [51:35] Tom Jones [52:10] How are flippers different from other buyers? [54:12] When buyers are looking for a business with a short term in mind they are not looking for any particular type or size of business. [55:15] How long do flippers hold on to the acquired business? [55:59] Flippers do not get emotionally attached to their businesses. [57:55] Tom talks about the opportunities in the next two to five years with Baby Boomers retiring. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Call Carey Davis at (646) 707-4559 or email: cdavis@tworld.com Call Anthony F. Geronimo at (407) 745-0464 or email afgeronimo@tworld.com Call Robert Cunio at (888) 604-8221 Call Tom Jones at (754) 224-3111

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Andy and Jessica are starting with this episode a series of shows dedicated to outlining all the major aspects you need to know when buying a business. The current market belongs to the buyers while the U.S. slowly moves out of the COVID-19 pandemic. Stay tuned, since the following episodes will include a combination of different interviews that were done during almost two years of podcasts. This series includes timeless advice for business buyers seeking great advice, resources, and tactics. Listing of the week: Chris Redmond (Central Florida). Restaurant in business since 1976, located in Orlando. One-and-a-half-acre property and business are for sale for $2.3 million. An iconic Orlando location. Great for national franchise or developer. Call Chris at (321) 299-6867 or email chrisredmond@tworld.com Key takeaways: [5:50] Why downtimes can be the best times to buy a business. [8:00] Owning your business is more secure than having a job. [10:21] Reasons why now is the best time to buy a business. [11:17] Take advantage of the current flexibility on deal terms. [12:16] Buyers can dictate the terms of the deal. [13:22] Acquisition opportunities are really good deals for banks through the SBA program. [15:30] SBA is waving all payments on 7(a) microloans and 504 SBA loans that are generated before now until September 27th, 2020. [19:35] Baby Boomer businesses are entering the market. [21:19] Your home equity should be intact. [22:46] The pandemic opened a huge opportunity for synergistic or strategic buyers. [23:12] Take advantage of the reduced competition and the possibility of increasing your market share as a business owner. [26:15] There will be commercial real state space. [28:43] Uncertainty can be good for business, risk-takers will take the lead. [31:45] Listing of the week: Chris Redmond (Central Florida). Restaurant in business since 1976, located in Orlando. One-and-a-half-acre property and business are for sale for $2.3 million. An iconic Orlando location. Great for national franchise or developer. [34:22] 11 different ways to minimize the risk of buying a business. [34:50] 1. You are going to need a good attorney. [38:36] 2. Hire a good business accountant. [41:05] 3. Do your homework! [42:35] 4. Tuck the money away: Reserve money for the first year in business. [44:44] 5. It takes work to buy a business. [46:41] 6. Use a business broker. [49:30] 7. Have money on escrow or on a seller's note to take care of all liabilities. [51:18] 8. Don't make any changes in the business for at least six months. [53:41] 9. Insurance. [56:05] 10. Buy a business with good systems in place. [57:55] 11. Relationship with the seller post-transaction. [1:02:08] Carey Davis (New York City), when a buyer finds a broker: buy-side agreement. [1:06:34] Advice for buyers from Transworld Business Advisors' experts. [1:10:05] Deal of the week: Michael Shea talks about how he sold a 50-year-old sign manufacturer located in Orlando during COVID-19 times. [1:13:50] Trent Dailey, CEO and President of Insurance Managing Group, talks about how he grew his business through acquisition. [1:17:41] Trent Dailey shares how to ease the post-transaction period after acquiring a business to grow your business. [1:19:43] Trent Dailey gives advice to entrepreneurs who want to grow through acquisition. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Call Chris Redmond at (321) 299-6867 or email chrisredmond@tworld.com Call Michael Shea at (321) 287-0349 or email mike@tworld.com Email Trent Dailey at trent@insmgt.com

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Andy and Jessica welcome you to another live episode of The Deal Board Podcast. This episode is focused on larger transactions and mergers and acquisitions in regard to the buyer and the seller's sides. Peter Berg and Sunil Shenoy, two of the top experts of Transworld Business Advisors in the Mergers and Acquisitions department share their acknowledge and experience in the matter. Listing of the week: Albert Fialkovich (Colorado). Niche manufacturing business in Colorado. Agricultural industry. The company has been in business for over 50 years. $3 million in sales. Earnings over $1 million. Great opportunity to expand. Asking price: $5 million. Call Albert at (720) 370-6699 or email albert@tworld.com Key takeaways: [3:53] Has the M&A activity slowed since the strike of COVID-19? [6:49] People are looking for private equity groups as well as family offices. [8:38] This is not a new normal. [9:06] Will survivors get a higher multiple? [12:55] The changes in the lending environment. [15:04] It is definitely not a seller's market when it comes to funding. [15:56] PPP loans created a huge amount of work for the lenders. [17:30] Are newer private groups in a better place? [19:38] It is a good time for sellers. [20:28] Timelines now compared to the previous ones. [23:23] Sunil shares the detail of his most recent deal. [26:00] COVID-19 has caused a pause in construction. [27:40] Sunil talks about the current deal dynamics on the buy-side. [30:42] PPP loans require a lot of diligence. [31:33] Who wins: buyers or sellers? [36:53] What are the metrics and factors lenders are looking for? [39:05] General structure of earnouts in times of COVID-19. [42:08] Owners' compensations for deals in the private equity zone. [43:10] The buyers market during the pandemic. [45:20] What kinds of businesses are being looked out for outright purchases? [48:27] EBITDA after COVID-19. [54:45] Deal of the week: Sunil Shenoy (M&A division). One of the largest Christmas tree farms. A resilient business that has been operating for over 40 years. A challenging deal that took over a year. The biggest deal in Transworld Business Advisors history. [1:07:35] Listing of the week: Albert Fialkovich (Colorado). Niche manufacturing business in Colorado. Agricultural industry. The company has been in business for over 50 years. $3 million in sales. Earnings over $1 million. Asking price: $5 million. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Contact Sunil Shenoy (M&A division) Call Albert Fialkovich at (720) 370-6699 or email albert@tworld.com

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Andy and Jessica welcome you to another edition of a live podcast. The Paycheck Protection Program (PPP) loans are bringing up the subject of SBA financing for business acquisitions, Andy and Jessica are receiving the experts to dive deep into the opportunities this kind of loans are presenting in difficult times while coping with the financial impact that COVID-19 is creating. The SBA program has historically been a great way to bail out the economy and that is why, in today's episode, the future will be assessed with the company of the experts in business lending, John Wahl, from Live Oak Bank, and Lynn Singletary, from BankUnited. Listing of the week: Charles Palmer (Nashville). Family-owned Pizza Restaurant in business for 17 years. Italian menu, ample sitting space. Asking price $175,000. SDE $170,000 annually. Really motivated seller. Great potential. Call Charles Palmer (615) 962-4462 or email ppalmer@tworld.com Key takeaways: [4:25] What is SBA lending? [8:16] The only loans that the bank has been making in the last months are PPP loans. [9:10] The lenders are looking at what industry is asking for a loan and how it was affected by COVID-19. [10:10] How is PPP affecting what is going on right now in the business world? [11:48] The rules for forgiveness have not yet been issued in regard to PPP loans. [15:35] Lynn talks about the waiver of the SBA guarantees. [17:35] 7(a) loan is approved under the CARES act with 110 billion dollars. [17:58] There is a risk of dollars not being available, but it is pretty minimal and short term in nature. [18:35] John talks about the benefits that are available now and will be accessible in the near future. [21:45] What does a typical 7(a) SBA loan look like? [26:19] How PPP loans will be handled in the transference of a business? [29:07] Will PPP money be taxable? [30:10] Make sure you have clean financials. [31:30] PPP loans are only being issued to bank customers. [34:10] How interest rates are determined in these types of loans for business acquisitions. [36:23] What if someone wants to buy a business above the $5 million range through a bank loan? [37:55] John and Lyn talk about which loans can't be done through a bank right now. [41:55] The opportunity of buying businesses that go bankrupt. [43:54] Quickfire round questions [55:58] Deal of the week: Dustin Audet (Colorado). Liquor store specialized in Colorado products. The buyer had an E2 Visa. Listed price $99,000 plus inventory, sold at $50,000 including inventory. The buyer paid in cash. [1:00:50] Listing of the week: Charles Palmer (Nashville). Family-owned Pizza Restaurant in business for 17 years. Italian menu, ample sitting space. Asking price $175,000. SDE $170,000 annually. Really motivated seller. Great potential. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Call Lynn Singletary at (407) 731-9555 or email lsingletary@bankunited.com BankUnited Call John Wahl at (303) 551-4453 or email john.wahl@liveoak.bank Live Oak Bank Email Dustin Audet at dustin@tworlddenver.com or call (970) 618-9330 Call Charles Palmer (615) 962-4462 or email ppalmer@tworld.com

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Welcome to the second live episode of The Deal Board Podcast! Today Andy and Jessica are talking about what is the business world going to look like after COVID-19, in regard to valuations, buyers, sellers, advisors, and also the banks. COVID-19 is going to affect valuations and Andy and Jessica are sharing three different options based on different case scenarios. There will be challenges and opportunities for business owners and buyers, listen to this episode, and get ready for the near future. Listing of the week: Steve Wright (Raleigh). Great business to invest during COVID-19 times! Bakery and cafe. SBA approved. Annual revenue: $700,000. SDE: $211,000. Grown by 21% since the pandemic started. Listing price: $695,000. Visit tworld.com/raleigh or call Steve at (919) 603-4027. Key takeaways: [1:39] Quick overview of how businesses are valued. [2:45] The market method. [4:33] EBITDA valuations. [4:45] SDE valuations, what does it mean, and what is included in this business. [7:09] Recasting processes are meant to normalize businesses. [9:22] How COVID-19 is going to affect valuations. [9:52] The case of restaurant owners. [10:26] Option 1: The V Shape. The case if business reactivates very quickly increasing revenues at the same pace. [11:11] Valuations might look different in different regions. [12:10] Valuators might ignore the COVID-19 period and only base valuations on "normal" times. [13:49] The case of the businesses that are spiking in their sales during the pandemic. [16:48] Option 2: What is expected to happen to valuations if there is a hangover or the nation enters a recession. [19:30] Lots of business might be up for sale after COVID-19. [20:08] The possible issue with the SBA loans. [22:40] Banks want to lend money through the 7(a) program. [24:00] Andy talks about the business opportunities that are arising currently. [24:38] Quantity and quality of earnings. [25:27] Option 3: What happens if prices go up for certain businesses post-COVID-19? [28:49] Jessica gives suggestions for businesses to cope with the crisis. [29:23] What are the options and opportunities for restaurants? [30:58] The business is calculated based on a percentage of their assets. [35:37] The difference between this economic crisis and previous ones is that this time is worldwide; everyone is on the same boat. [36:20] The future will look different for all of us. [39:25] Andy and Jessica receive questions from the audience. [43:25] There is a trend about supporting small businesses. [52:51] Deal of the week: Nathan Willis (Denver, Colorado). Agricultural Manufacturing business. The seller was a multigenerational rancher who created a product that has been selling for the last three years. Revenue: $500,000 per year. SDE: $250,000. Price $500,000 and sold for a full cash offer. [56:08] Listing of the week: Steve Wright (Raleigh). Great business to invest during COVID-19 times! Bakery and cafe. SBA approved. Annual revenue: $700,000. SDE: $211,000. Grown by 21% since the pandemic started. Listing price: $695,000. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com The Deal Board Podcast Episodes 4 and 5 on Valuation and Recasting Get Your Business Survival Guide — Transworld Business Advisors Never Split The Difference: Negotiating As If Your Life Depended On It, by Chriss Voss Call Nathan Willis at (303)335-7126 or email nathan@tworlddenver.com Visit tworld.com/raleigh or call Steve Wright at (919) 603-4027

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In today's episode Andrew and Jessica will go into a deeper dive into valuation — they will talk about ten common mistakes people make while valuing their business. To bring some clarity to the topic of valuation, Andy and Jessica are bringing the experts to share their knowledge and experience in this field. Listen to this episode which is aimed for buyers and sellers to have a deeper understanding of business valuations. Listing of the week: Michael Ziff (London). Leather accessory business, in business for 15 years. Purchase Price: 1 million pounds; the owner wants 750,000 pounds upfront and the balance over a couple of years; he will stay to help develop the business. Email Michael Ziff at mziff@tworlduk.com or call (0044) 771-286-7215 Key takeaways: [3:02] 1: Add back distributions [5:10] 2: Only add back one owner's salary. [6:40] 3: You have to value each location as it was run by a business owner. [8:13] 4: Adding back personal credit card bills on top of the business' expenses. [11:04] 5: Adding balance sheet numbers on top of the cash flow valuation that has been calculated. [12:30] 6: Taking a multiple and applying it to the wrong number [14:09] 7: Applying the wrong multiple [14:50] 8: Adding back expenses for failed business ventures [16:50] 9: Playing the revenue in earnings' game of good years [18:00] 10: Not having any negative add-backs. [22:18] Paul Corrigan (North Shore Boston) [24:17] The secret is to look at valuation from the perspective of a nonbiased third party. [30:01] Paul Corrigan shares several valuation approaches to different businesses. [33:32] Paul Corrigan talks about the biggest mistakes he sees people make while valuating their businesses. [36:54] Deal of the week: Michael Shea (Central Florida). Printing shop. 40 years in business. The business was booming as a result of the COVID-19. 40% financed, the buyer got in the deal with $50,000. [40:32] Listing of the week: Michael Ziff (London). Leather accessory business, in business for 15 years. Purchase Price: 1 million pounds; the owner wants 750,000 pounds upfront and the balance over a couple of years; he will stay to help develop the business. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Rosetta Valuations (617) 320-4812 or paul.corrigan@rosetavaluation.com Call Michael Shea at (321) 287-0349 or email mike@tworld.com Email Michael Ziff at mziff@tworlduk.com or call (0044) 771-286-7215

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Andy and Jessica welcome you to the first live episode. Today you will hear about the opportunities that the pandemic is bringing to the business world. We have been through crises before, and there always have been ways in which the economy is stimulated. When these difficult times pass you will have wish you have bought a business now. Listen to this episode for a deep understanding of how is the process of buying and selling a business and why it is now a great moment to buy a business. Listing of the week: Michael Shea (Central Florida). 30 years lighting distribution wholesale company which also does installation. Working all over Florida. Family-run business. The business is making $3.4 million in sales, $600,000 cashflow. Call Michael at (321) 287-0349 or email mike@tworld.com or visit tworld.com/michaelshea. Key takeaways: [3:36] Buying a business is not an easy process. [4:18] Buying a business is more secure than having a job. [5:34] To buy a business you need to get a team together. [6:17] Sellers might be extra motivated now. [6:27] Why is now a good time to buy a business? [7:12] Take advantage of the current buyer's market. [8:59] There is still a lot of money on the street. [9:42] How is the government injecting money into the system? [15:25] Baby Boomer businesses are entering the market. [19:12] There is going to be reduced competition. [22:18] There will be commercial real state space. [24:41] Uncertainty can be good. [25:02] Jessica and Andy answer the listeners' questions. [31:30] There will be uniques structures in seller financing. [32:25] It is never easy to get an SBA loan. [33:44] People sell for personal issues, not financial ones. [39:09] Buying an e-commerce business. [42:54] If you are a buyer right now, get in touch with a broker. [45:19] Deal of the week: Tony Khoury (Greenville). A 20-year business owned by a couple wanting to retire, seafood processing plant located on the coast of North Carolina, manufacturing plant, wholesales and retail operation, and restaurant. Listing price: $2.95 million. Sold at $50,000 more than the asking price. Seller financing with low-interest rates. [49:45] Listing of the week: Michael Shea (Central Florida) 30 years lighting distribution wholesale company which also does installation. Working all over Florida. Family run business. The business is making $3.4 million in sales, $600,000 cashflow. Mentioned in this Episode: The Deal Board Podcast United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us — (888) 711-9018 Email us thedealboard@tworld.com Call Tony Khoury (252) 347-9606 or email tkhoury@tworld.com Call Michael Shea to (321) 287-0349 or email mike@tworld.com or visit tworld.com/michaelshea

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Andy and Jessica are diving deep into the struggles that can arouse while buying or selling a business. First of all, having the right legal partner is crucial for a successful transaction; that is the reason why two great legal agencies are joining the conversation today to share their expertise and what is that you have to expect in a deal

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Today's episode is a special one; we are living through unprecedented times dealing with COVID-19, and Andy and Jessica are sharing a Survival Guide for Small Businesses. Certainly, the hospitality industry is one of the most affected by this pandemic, but this is a reality for all businesses, as a result of the domino effect started by closed stores which leave many other industries related to them, out of the picture too. Even if your business hasn't been yet directly affected by the COVID regulations, the effect might reach you soon.

In moments of crisis is always good to have a backup plan so you can survive different phenomena that can affect your business.

Listings of the week: Mike Hall (Raleigh). Transportation for children who can´t ride the school buses. Price: $6 million, SDE: $2,761.000. Call Mike Hall at (919) 424-1927 or email mhall@tworld.com.

Key takeaways:

[4:00] Andy and Jessica present The Bridge Plan as an acronym.

[4:05] B: Break even: Go over your expenses to survive for months.

[6:19] R: Reduce expenses.

[8:50] Take the time to understand what the options for your employees and your business are.

[9:48] I: Increase income.

[13:28] D: Disclose. In situations like this communication and honesty are crucial.

[16:12] G: Get to work and be great at it.

[18:12] Don't panic, instead, be the leader in your community.

[19:18] E: Excell. There will be huge opportunities after the crisis.

[24:45] Deal of the week: Al Fialkovich recently sold a business in a niche manufacturing company, related to the funeral services. The deal closed through an SBA loan. Price: $800,000.

[26:30] Listing of the week: Mike Hall (Raleigh). Transportation for children who can't ride the school buses. Price: $6 million, SDE: $2,761,000.

Mentioned in this Episode:

The Deal Board Podcast

United Franchise Group

Transworld Business Advisors

Transworld on Linkedin

Transworld on Facebook

Call us — (888) 711-9018

Email us thedealboard@tworld.com

Get your copy of The Bridge Plan

Call Al Fialkovich (720) 357- 6853 or email al@tworlddenver.com

Call Mike Hall at (919) 424-1927 or email mhall@tworld.com

Tweetables:

"The COVID 19 crisis is temporary and we have to resist through it." #thedealboard #transworldbusinessadvisors #covid #temporary #resist #business

"About COVID 19: All business owners are in this together." #thedealboard #transworldbusinessadvisors #covid #business #connections

"What can you do in your industry so you can increase your income?" #thedealboard #transworldbusinessadvisors #covid #increaseincome

"In times of crisis, communication and honesty are crucial." #thedealboard #transworldbusinessadvisors #covid #crisis #communication

"There will be huge opportunities after the crisis." #thedealboard #transworldbusinessadvisors

In today's episode, Andy, Jessica, and expert guests are diving deep into this topic. Brady Lee, from Accurate Franchise, shares how she has been helping people who are considering franchising their business to move forward successfully. Frank Berger, the CEO of You've Got Maids, talks openly about his success story and how he has been working with Transworld Business Advisors for the growth of the company

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Andy and Jessica are talking today about COVID19 and how it is already affecting the economy and small businessthey explain what we can expect in the upcoming months in terms of the effects that the virus is having on the businesses There are plenty of past data that can be taken under consideration Americans have gone through 9/11,hurricanes among other natural disasters,the economic downturn of 2009,but this is a little different;disasters are usually regional while this emergency is worldwide

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This episode is dedicated to talking about property management companies, specifically the market working with vacation rentals which have been growing industry due to the introduction of companies such as Airbnb, HomeAway, and Vrbo

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Andy and Jessica bring a very touchy subject to this episode, which is family transfers. Most small businesses are operated by families and a recurrent concern is if a business should or shouldn't be transferred to the upcoming generation

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In this episode, Andy and Jessica are sharing stories that reflect what to watch out for in a deal — those situations that you wish you are not involved in when closing a deal. Transworld Business advisors have a lot of "war stories" during the 40 years in assisting the sale of thousands of businesses. If mistakes are made when selling a business, its value can drastically be affected and even the ability to sell it at all

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Transworld Business Advisors receive thousands of buyers from around the world every year who are looking to buy a business. In this episode, Andry and Jessica talk about specifically the individual buyers seeking businesses and what exactly are they looking for. The typical profile is somebody who has worked for a corporation for ten to twenty years, has dreamed of buying a business, saved money for their retirement, and now are looking for income replacement; they are looking to buy themselves a job but within a business that they can grow.

If you are listening to this show as a business seller, the information you will hear will help you position your business to sell, and if you are a buyer, you will get ways to carve out some competitive advantage for yourself and have better chances of winning a deal.

Listing of the week: Carey Davis (New York). Major player in the wholesale importer and distributor of products grown in farms and fields around the country and imported from South America delivered to supermarkets, restaurants, and homes. The company started 15 years ago. Sales over $25 million per year, $9 million in expenses, $19 million in products, $1.2 million income. SDE: $2,250,000. Ready to get in the organic market. The asking price is $13.9 million. Financing is available. Contact Carey cdavis@tworld.com or call 646-707-4559.

Key takeaways:

[3:13] Buyers look for a business with established revenue.

[4:42] Keep good books and records.

[5:10] Buyers are looking to determine what the owner's engagement in the business is.

[9:12] Buyers look for stability in a changing market, a business that is recession-resistant.

[11:30] People hate change.

[11:49] The reputation of a business is easy to track.

[13:55] The type of business is a priority to buyers.

[15:49] What to do if you are thinking of franchising your business.

[16:13] Buyers are looking for businesses that have limited competition.

[18:56] Buyers are looking to leverage their capital.

[22:06] Buyers look for businesses that have professional advisors.

[27:05] Deal of the week: Joshua Sagman (South Florida). Deal in Puerto Rico. Consulting company. A complex deal that was solved creatively. The owner stayed on board for the transitional period. Sold for $199,000 in three payments. The owner benefits were $400,000 per year.

[32:23] Listing of the week: Carey Davis (New York) Major player in the wholesale importer and distributor of products grown in farms and fields around the country and imported from South America. SDE: $2,250,000. Ready to get in the organic market. The asking price is $13.9 million. Financing is available.

Mentioned in this Episode:

The Deal Board Podcast

United Franchise Group

Transworld Business Advisors

Transworld on Linkedin

Transworld on Facebook

Call us — 888-711-9018

Email us thedealboard@tworld.com

Contact Joshua Sagman at joshuasagman@tworld.com or call 561-707-8986

Contact Carey Davis at cdavis@tworld.com or call 646-707-4559

Tweetables:

"Absentee-owner business does not exist." #thedealboard #transworldbusinessadvisors #business #owner

"Buyers look for a business that can survive without the owner." #thedealboard #transworldbusinessadvisors #business #buyers #selling

"You want to create a business that has systems in place that are transferable to a new buyer." #thedealboard #transworldbusinessadvisors #business #selling

"The biggest danger in a deal is not getting it done." #thedealboard #transworldbusinessadvisors #business #deal #done

It is usual that during the first quarter of the year lots of buyers search for businesses; that is why Andy and Jessica are dedicating today's episode to teaching buyers how to win a deal. Tones of others like you have decided they want to be their own boss and step out of the world of corporate America, so it is crucial for you to be equipped with the best tools to reach the business you want and be able to acquire it

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Andrew and Jessica bring the perfect episode for those of you who have a business and consider the possibility of selling it in the future but are also looking for possible ways to increase its value.People always want more money for their business and these 10 ways to drive value are very easy to put in place and in a period of one to three years,the result will be visible on the valuation.If you get all 10 of these suggestions right,you are going to be in a great position to sell your business

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Andrew and Jessica recommend that you listen to Part 1 with the first 10 predictions before moving on with this episode which brings 10 more predictions that will help you get ready for what the future decade is bringing to the business arena. The next decade is going to be a great one for businesses and franchises; they will continue to thrive as well as business brokerage, which will be even more prolific

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Welcome to not only a new year but a new decade! It is the right time to start to see what the long-term future will bring. Andrew and Jessica are bringing their 20 predictions for the next decade, which include some solid information on how business brokerage and the way to sell a business will be affected, especially regarding the impact on small businesses. Enjoy this episode and get prepared for what this upcoming decade is preparing for entrepreneurs.

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Andy and Jessica are talking about the psychology of the business, specifically about the DISC system and the DISC profile with a couple of great experts on the matter: Dr. John Hayes, who is talking about how he uses DISC profile to motivate sales teams and in his work with companies (mostly franchisors and independent companies), and Mary Grothe, CEO of Sales BQ, who explains how to use a DISC profile if you are a buyer or seller of a business

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Andrew and Jessica want to celebrate the end of 2019 and the beginning of 2020 by presenting a market update regarding business sales. This year has been great in regards to business sales, especially for the sellers who benefited from the upswing of the economy. There also have been not-so-bright situations, as it was at the beginning of the year, the government shutdown which affected a few businesses

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Andy and Jessica are talking today about the janitorial industry, a wide one that spreads its services in several fields such as medical, hospitality, and industrial, just to name a few. The janitorial industry is one that can be called recession-proof; it provides stable cash flow and recurring monthly revenue.

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Andrew and Jessica welcome to this episode the leading experts in the topic of changing consumer models. You will hear an interview with Patrick Fore from fleat.net who aims to turn the restaurant business into what it used to be the "ice-cream man" coming to your door, the kind of purchase clients do because it is presented to them

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The landscaping industry is a great one. Transworld Business Advisors has contributed to the sale of many of these businesses throughout the years. Landscaping is an active business all year round, during summer providing their traditional lawn care services and on winter with snow removal. It is a great stable industry all across every market in the USA. Even though plowing turns out to be more profitable, the landscaping industry is a strong one, especially in tropical areas like Florida

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In this episode, Andy and Jessica are bringing expert guests to talk about how marketing can affect the sale of a business. Currently, there are so many opportunities regarding advertising for small businesses that it can be overwhelming for owners to decide which way they will choose to do it. There are plenty of new tech marketing ideas available to your business as well as all the traditional ways, and the truth is that the costs are now lower and some of them are even for free

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Andy went to Australia and had great interviews to fill you in about how buying and selling businesses in Australia looks like currently. Australia is providing great opportunities for American business aiming to expand, in this episode you will hear about how the small businesses are proliferating in that area

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Andy and Jessica have started this podcast because they realized there is not enough information about how to buy and sell a business, and one recurrent theme in this process is that people are scared, for some of the people engaging in purchasing a business for the first time and being involved in an unknown process, triggers uncertainty and insecurity

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This is going to be the first of two episodes where Andy and Jessica will talk about growing and doing business in Australia. Andy traveled to Australia and met with the experts during the United Franchise Group Expo. Australia is a huge market — 25 million people population which makes it into a great place to do business. In this episode, you will hear Australian business owners that have been able to expand, some of them through mergers and acquisitions.

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Andy and Jessica are bringing the experts to talk about all about insurance, an issue that comes in a variety of forms while selling a business, from workers comp to property insurance for hurricanes.

There can be real price differentials; things can change from year to year since the amount is based on your revenue, so if the company has grown its revenue or employee size, or even in the case that some companies can be underinsured and when is requoted, the numbers can double what the company was paying, affecting the bottom line SDE number and consequently the value of the company. A great insurance broker and partner in your deal is a must!

One of the guests talks about how different industries can be affected when talking about insurance since workers comp is a major insurance expense for some specific companies where employees are exposed to more accidents. In a different scenario, when there is financing involved, the owner is going to need health insurance.

You can't miss this episode, since lots of these topics are not usually addressed, and being informed about the insurance aspect will get you prepared to avoid unfortunate surprises when selling or buying a business.

Listing of the week: Joe Moorman (Richmond). Online company with a niche in the recruitment business, helping people find jobs all over the country. Price: $1.8 million. SBA pre-approved. Great growth opportunity. Call Joe at 757-785-0270 or email jmoorman@tworld.com.

Key takeaways:

[5:39] Michael Drath from Magaya Insurance.

[6:15] SBA loans and life insurance.

[8:50] Every deal has to be treated individually regarding insurance.

[10:07] Flood areas.

[10:57] The hurricane in the box.

[12:25] A case where the bank required flood insurance.

[14:03] Insurance that people should have in business.

[15:10] Protecting your investment through insurance.

[17:10] Deal of the week: Henry Ziff (UK). Small technology business in the beauty industry. £120,000. Seller financing 50/50. A great example of growing through acquisition.

[21:06] Mark Polk, client's advisor for the Buckner Company.

[24:50] Getting to know each client and his particular need according to the industry.

[25:43] The role of insurance in a business.

[28:01] Insurance can affect and even kill a deal.

[31:10] Insurance affects the valuation of a business.

[32:49] Mark Polk gives advice to business owners.

[36:45] Why you should talk with your insurance advisor multiple times a year.

[37:59] Listing of the week: Joe Moorman (Richmond). Online company with a niche in the recruitment business, helping people find jobs all over the country. Price: $1.8 million. SBA pre-approved. Great growth opportunity.

Mentioned in this Episode:

United Franchise Group

Transworld Business Advisors

Transworld on Linkedin

Transworld on Facebook

Call us — 888-711-9018

Email us thedealboard@tworld.com

Call Michael Drath at 954-873-7997

Contact Henry Ziff at tworld.com UK or call 0203-911-1059

Call Mark Polk at 303-756-2014 or email mpolk@burkner.com

Call Joe Moorman at 757-785-0270 o email jmoorman@tworld.com

Tweetables:

"When you get an SBA loan, the buyer will need life insurance." #thedealboard #transworldbusinessadvisors #insurance #loan #lifeinsurance

"Insurance is part of the deal, you need it to sell your business." #thedealboard #transworldbusinessadvisors #insurance #deal #business

"Insurance is needed, everybody is vulnerable." #thedealboard #transworldbusinessadvisors #insurance

"A business never goes out of business for something they were properly insured for." #thedealboard #transworldbusinessadvisors #insurance #business

"Insurance can affect and even kill a deal." #thedealboard #transworldbusinessadvisors #insurance #deal #selling #business

Andy and Jessica are welcoming amazing guests today who will talk about how they grow their businesses through acquisition. They will dive deep into what the market looks like and how baby boomers are going to be retiring in the upcoming years, which will increase the market, unfolding a great opportunity to purchase a business to grow your own and even double it overnight

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If you are wondering how can you raise money for your business, Andy and Jessica are bringing great interviews in this episode, going over the right and wrong ways of raising capital. Listen to this episode for a deep understanding of the process of raising capital and what types of investors you need to look at, considering the different stages of your business, mainly focusing on the traditional small business raising capital

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Women entrepreneurship is growing out of control. Many economies across the world are seeing more women entrepreneurs than ever. Just in the U.S., there has been a 58% growth since 2007 in the number of women on businesses but the total number of new businesses has only grown 12%. In the UK it has grown 45% between 2013 and 2016. In the U.S., 12 million firms are owned by women, generating $1.7 trillion in sales and employing 9 million people

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Pet care is a huge industry, making worldwide over 200 billion dollars and over 55 billion in the United States. This is a very passion-driven business and this is one of its most important features, but anyone entering this industry has to consider that it is still a business. Andy and Jessica are bringing two amazing guests that are very knowledgeable in the industry of pet care, Tim Vogel who talks about SCENThound and Heidi Ganahl former owner Camp Bow Wow

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We all know that Baby Boomers are the largest generation in America and are also the largest generation that owns small businesses. It is speculated that two-thirds of the businesses in the market are owned by baby boomers, which would be equivalent to more than four million businesses, and now they are coming to the market. A lot of Baby Boomers are still focusing on growing their businesses but there is an increasing number of sales due to retirement

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It has been 52 episodes of the Deal Board Podcast, one year of talking about business, valuation, different locations around the world and especially helping small business owners to understand the different markets and to get them closer to closing better deals. Andy and Jessica are looking forward to a great second year; soon Transworld Business Advisors will be launching a new website as well as the recent opening of their YouTube Channel

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Andy and Jessica are bringing the experts to show what business sales look like when you are trading accounting and CPA practices. Ray Copell is one of the amazing guests; he has been in Transworld Business Advisors for 25 years. Ray has been a CPA and has participated in CPA sales as well as in legal practices, which have been sold more frequently these days with baby boomers selling their practices

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Andy and Jessica welcome the experts to give their input on this matter — two great business sellers, Nathan Willis and Allie Allman, who will share relevant information about their transactions, as well as negative and positive scenarios that they both had to go through during the selling process and Michael Altschuler, who started in the entrepreneurial world owning a family copy business and after decades of growth received an offer that could not be refused

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Being involved in your community and giving back can also be beneficial for your business. Transworld Business Advisors has been involved in charity since the beginning and this has had a tremendous impact on the business as well as on people's lives. Giving back creates possibilities by increasing your connections and at the same time, it is a source of education regarding the needs that your community has and that could have an impact on your small business

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Andrew and Jessica welcome the experts to discuss the hotel business industry. Robert Cunio, CBI, CBB, MBA, President of Transworld Business Advisors, San Diego Central and Dev Motwani who serves as President and CEO of Merrimac Ventures, a Fort Lauderdale based real estate firm that focuses on value-add investment and development opportunities. Property types owned and operated include hotels, condos, retail, office, and rental apartments primarily in South Florida

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The Southeast is a great place for doing business and lots of companies are deciding to relocate there. South Carolina, North Carolina, and Georgia constitute a really big small-business market. In South Carolina, 99.4% of businesses are small, in Georgia, it's 99.6% as well as in North Carolina. The population in this area has been constantly growing. Transworld has amazing brokers in the Southeast who will share their expertise about the market during this episode as well as Stearns Bank

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This episode is bringing all the information about doing business in Europe, about the style and some of the sales techniques people use in this latitude since some adaptations need to take place when it's time to do business with people that work differently in other countries. There are different communication patterns and it is something to be aware of when you are doing negotiations abroad, especially when every European country has its own negotiation style

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If you are thinking about relocation or maybe just an expansion from your current business into a new market, the Pacific Northwest is definitely one to consider. 99% of business in Washington alone are small, making it into one of the highest percentages in the U.S., the same small business orientation is seen in Oregon. The continuous growth in this area demonstrates the strength of the economy, which is projected to keep its growth for the rest of 2019 as well as 2020.

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Andrew and Jessica decided to go international again for this episode, France and the UK are the places in Europe where Transworld Business Advisors is setting its offices and making good deals for good people overseas too. In Europe, retail is very strong, there are plenty of small business everywhere and franchising is also blowing up significantly. The European experts from the UK and France, Michael Ziff and Carlo Paolucci, are giving their input about the economy in general

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The technology industry is a fascinating one; if you are in the tech community and industry you will find this episode very useful. Jessica and Andrew welcome to this episode some amazing guests, one of them being Aaron Houghton, a serial entrepreneur who has started an email/newsletter software that has been one of the largest players in the industry, and also Matt Jaffe, who has founded a number of different texter apps

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Publishing has made some major pivoting with online content, but the overarching message in this episode is that publishing is certainly not dead but, on the contrary, is very alive and thriving. Andrew and Jessica bring two amazing guests, one of them being Gary Press, who used to be the publisher of the South Florida Business Journal and is the best guy to talk about specialty publications. Andrew also talks with Jeanne Straus, CEO of Straus News, a network of community newspapers in the Northeast. The amount of content that is out in the world today has increased dramatically and the valuation of the publishing industry shows three to six times SDE or four to seven times EBITDA, which are really strong valuations for any industry. Listen to this episode and find out why the publishing industry is a resilient one.

Listing of the week: Treve Kinsey (Florida). Private Schools Guide. Listed at $499,000, making about $150,000 per year. Located in Florida, but it can be duplicated in any location. It is trademarked, potential national expansion, currently in three markets. Owners are ready to retire. Call Ray at 904-885-3277, or email dallman@tworld.com.

Key takeaways:

[5:58] Jeanne Straus CEO of Straus News.

[6:48] Why the publishing industry is a great one.

[8:45] Independently owned newspapers in New York.

[10:32] Print is far from dead.

[12:06] Profits from the publishing industry.

[13:45] Jeanne's advice to someone thinking of starting in the publishing world.

[15:08] Deal of the week: Patrick Bombardiere (Denver). Neighborhood Magazine. Lots of local advertisers and content. Buyer from the same time. 50/50 cash and seller carry, 2-year balloon. SDE $120,000. Listed at $350,000. Sold at $240,000.

[20:18] Gary Press, Lifestyle Media Group.

[21:30] The resilience of magazines.

[22:14] Gary's experience with the Business Journals.

[23:52] The magazines are a labor of love.

[25:58] The printing business pivoting to help clients better.

[28:21] Buying niche publications.

[30:58] Geo-fencing.

[31:59] What is in the near future for the publishing industry?

[33:34] The growth is in the digital world.

[35:45] Listing of the week: Treve Kinsey (Florida). Private Schools Guide. Listed at $499,000, making about $150,000 per year. Owners are ready to retire. Call Ray at 904-885-3277, or email dallman@tworld.com.

Mentioned in this Episode:

United Franchise Group

Transworld Business Advisors

Transworld on Linkedin

Transworld on Facebook

Call us — 888-711-9018

Email us thedealboard@tworld.com

Straus News

Email Gary Press at gpress@sfbwmag.com

Call Ray at 904-885-3277, or email dallman@tworld.com

Tweetables:

"People are still very much interested in the local news in print." #thedealboard #transworldbusinessadvisors

"Print is far from dead." #thedealboard #transworldbusinessadvisors

"While newspapers appear to be dead, magazines have proved to be very resilient." #thedealboard #transworldbusinessadvisors

Andrew and Jessica bring great guests today to talk about personal branding. In these days with Twitter, Instagram, and Facebook, it cannot be any easier to brand yourself. There are many companies destined to build a personal brand, but this industry has been around for a long time. There is a myth about not being able to sell a personal brand, but there can't be anything more personal than a psychology practice and Transworld Business Advisor has sold those.

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The fashion industry, more specifically the clothing industry, has gone through major changes over the last few decades. The fashion world is a very big business that has a lot of innovation and change and presenting tons of opportunities, especially for entrepreneurs and people who want to do business across borders. Andrew and Jessica are welcoming some amazing guests that will go deep into the details and strengths of this industry, Catherine Schepis, an expert who has her finger on the pulse of the fashion industry, and Emmee, who is a renowned icon in the fashion arena, as well as the owner of her own fashion line. Listen to this episode to discover the trends and great opportunities for young entrepreneurs that the fashion business is providing.

Listings of the week: Pete Sheehan (Hauppauge, Long Island). Bridal Saloon. a lot of growth potential. Motivated Seller. Price: $299,000, over a million dollars in sales. Inventory valued at $400,000. Located in midtown Manhattan. Contact Pete 516-631-2465 or email psheehan@tworld.com

Key takeaways:

[6:17] Catherine Schepis

[7:30] Catherine's journey in the fashion industry.

[9:31] The current support for young businesses.

[10:35] Collaboration is the trend in the fashion industry.

[13:25] Opportunities to buy small businesses and turn them around.

[15:03] Thinking outside the box.

[17:05] A hard beginning.

[17:48] Retail is not dead.

[19:35] Customers appreciate an authentic relationship.

[20:20] Existing brands are refocusing.

[20:45] Podcasting for branding.

[21:48] Deal of the week: Todd Albaum (Charlotte). Medical Spa. Beautiful place. Cash and seller-financing deal. Sold at $500,000.

[25:53] Emmee, TV show producer, author, fashion model, and clothing designer.

[27:06] Emmee talks about the pivoting in the fashion industry.

[28:20] Online purchase.

[29:15] The body image and self-esteem in the fashion world.

[31:01] Young designers learning to make clothes for all sizes.

[31:45] Inclusive fashion education.

[33:29] Flexibility to adapt to fast changes.

[34:55] Building loyal customers.

[35:18] Tips for getting into the fashion world.

[36:20] Benefits of having an inclusive line.

[36:55] The near future for Emmee.

[40:43] Listing of the week: Pete Sheehan (Hauppauge, Long Island). Bridal Salon. Motivated Seller. Price: $299,000, over a million dollars in sales. Inventory valued at $400,000. Located in midtown Manhattan.

Mentioned in this Episode:

United Franchise Group

Transworld Business Advisors

Transworld on Linkedin

Transworld on Facebook

Call us — 888-711-9018

Email us thedealboard@tworld.com

Lean Canvas Advisory

Contact Todd Albaum at talbaum@tworld.com

Supermodel Emmee on Instagram

Emmee Style

Call Pete Sheehan at 516-631-2465 or email psheehan@tworld.com

Tweetables:

"In the fashion business, if you have the passion, you can get exposure." #thedealboard #transworldbusinessadvisors #fashion #business

"Retail is not dead; there is a growth of small independent retailers." #thedealboard #transworldbusinessadvisors #retail #fashion #business

"Customers appreciate an authentic relationship." #thedealboard #transworldbusinessadvisors #customers #loyalty #authenticity #business

In this episode, Andrew and Jessica are diving deep into the fitness industry, to give you a look at what are the trends in this industry at the moment, and also what companies are selling for. They are bringing the experts to give valuable information and to talk about the trend of smaller studios, which are really thriving and being successful in the fitness industry versus the traditional big gyms since people are choosing something that is more compact and specialized

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This one is a very special episode, where you will hear about a company that started 40 years ago and just keeps on growing and succeeding: it is Transworld Business Advisors. Andrew talks about the founding story of Transworld Business Advisors, which started as a real estate business and became the great company of business brokers that it is today

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Andrew and Jessica are diving deep into the opportunities arising in the Mid-Atlantic region. They bring the experts from Transworld Business Advisors offices in Washington DC, Virginia, and Maryland to get the pulse of the market and see what businesses are selling for in this region. There are more than 20 million people in this area, 2 trillion dollars in GDP, 2 and-a-half million small businesses, which have shown a 2.5% growth rate in 2017

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Andrew and Jessica are continuing on this second episode, giving great information and resources for veterans that want to get into business. There are many opportunities awaiting and some amazing guests offer their knowledge and information about them, such as Rosy McDonough, Director of the Minority Business Office in Colorado, and Amanda Bainton from Military Office Association of America

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Veterans' owned businesses are a huge contribution to the economy. Veterans are college educated, have great knowledge about how to work in tough situations, and just are perfect entrepreneurs. Veterans' businesses are known to last longer and grow faster, also veterans are 30% more likely to employ other veterans creating great opportunities and successful businesses.

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Andrew and Jessica talk about the huge marketplace for virtually anything in the Northeast corner of the U.S. There are about 50 million residents and 3 trillion dollars in the GDP, called the largest megalopolis in the USA with 3.5 million small businesses according to the SBA, and also being one of the strongest and healthiest growth markets. Most of the states in this area have grown at a healthy three to four-and-a-half percent

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There are different experiences that sellers have when selling their business; Jessica and Andrew have seen 12 serious mistakes that can be made in this process and they address how to prevent them. Selling a business is not easy and having a great team, including a lawyer, an accountant, and a great intermediary are vital to assure a successful deal. There is a lot that great entrepreneurs don't know since they might build a profitable business but yet haven't been in the process of exiting

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If you are looking to purchase a business where real estate plays a major component in acquisition, this episode brings lots of valuable information. Andrew and Jessica bring John Wall, a lending expert from Live Oak Bank, who talks about financing real estate as part of the business acquisition

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As promised, Andrew and Jessica are bringing Robert Johnson back; on a previous episode the conversation with him about Minority Investment brought the concept of opportunity zones to the table. During this episode, Robert Johnson talks about how opportunity zones are related to the investment community in real estate and business acquisition.

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Robert Johnson, the President of Transworld Business Advisors in Chicago Downtown, is joining in as a host of this episode. He is the creator of a new economic model called Social Determinants of Wealth, the purpose of which is to reach out to communities where their members do not own the jobs they work in, and subsequently, all the gains tend to leave the community.

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