The Deal Board

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they break down why building the right team is critical when buying or selling a business, and how to find your key players. Tuning in, you'll learn why deals are not a solo act and the key roles every buyer or seller should consider, from internal management to external advisors. The conversation explores how the strength of the team already running the business, also known as management depth, impacts valuation and buyer confidence, and why having the right people in place can make or break a deal. They also walk through the role of a business broker and how brokers help set expectations, price businesses correctly, and guide deals from start to finish. Beyond brokers, they cover the importance of CPAs, attorneys, lenders, and financial advisors, emphasizing the need for experienced, deal-focused professionals. Tune in to learn how the right team can protect value and help you successfully close your next deal! Listing of the Week: A well-established hardscaping and landscaping business in the Chicago area is now available for purchase! Family-owned and operated for over 30 years, this business has been built by the same owner and generates approximately $250,000 in earnings. Priced at $825,000 and supported by a solid base of equipment and a long-standing reputation, this is an excellent opportunity for a buyer to step into a proven operation with room to grow as the owner prepares for retirement. For more information, call Tony Sansone, of Transworld La Grange, at (708) 571-3373 or email [email protected]. Deal of the Week: A thriving landscape design and maintenance business in South Shore, Massachusetts, has found the right buyer! With a strong reputation and experienced team, the business attracted a larger local company looking to expand. The buyer was able to seamlessly integrate the operation while retaining staff and minimizing disruption for customers, creating a strong fit for both sides. Another successful transaction for Transworld Boston! To learn more, call Brook Hartnett at (617) 860-4980 or email him at [email protected]. Key Takeaways From This Episode: [00:30] Today's topic: Building the right team. [01:30] Considering the type of business you're buying and its management depth. [04:18] Why you need a business broker during the buying and selling process. [12:05] The role of a CPA in preparing and supporting the deal. [14:15] Selecting the attorneys you'll need, depending on your business. [15:21] Choosing the right lender and understanding financing options. [18:41] Common mistakes to avoid when choosing your team. [20:35] How the right team protects value and keeps deals moving. [21:33] Why you need a financial advisor as a seller. [22:06] Deal of the Week: Brook Hartnett (Transworld Boston) sells a landscape design and maintenance business to a strategic local buyer. [23:49] Listing of the Week: Tony Sansone (Transworld La Grange) is selling a 30-year hardscaping and landscaping business with approximately $250,000 earnings. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] Brook Hartnett Tony Sansone #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "The first thing is, the broker is going to help set the expectations. The second thing is, they're going to help you set the price." — JT Tatem [0:06:02] "We have found that if the price is off over in excess of about 15%, the business will never sell." — Andrew Cagnetta [0:06:43] "The broker is working very hard to make sure that they find the right buyer to meet with. Because – you're not going to meet with 100 buyers. They're going to filter it down to the ones that they think are the most serious or best fitting, and then set up those meetings." — Andrew Cagnetta [0:10:57] "The broker in the beginning is the quarterback on the whole thing. And if they're doing a good job, they're communicating with the attorney, the CPA, the lender, all through the process. As the buyer and seller, you want to give them permission to do that." — JT Tatem [0:18:26]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they break down what serious buyers need to do before pursuing a business acquisition in a competitive market. They explain how buyers can position themselves to move quickly when the right opportunity arises, the steps for defining your search criteria, why understanding your role as an owner is key, and how to prepare effectively to work with brokers. They also cover how to present professionally to sellers, why a clean asset purchase agreement can be more effective than a vague letter of intent, and how the right lenders, attorneys, and advisers can help keep a deal moving toward a successful closing. Tune in to learn how to stand out as a credible buyer and improve your chances of getting the right deal. Listing of the Week: This week's Listing of the Week is a sensor manufacturing business represented by Johnathan Choe of Transworld Oregon Central. The business generates approximately $4,500,000 in revenue, has strong gross margins, and produces around $1,000,000 in annual net income depending on the year. It is a consistent business and is expected to go to market soon on a bid basis. For more information, contact Johnathan at [email protected] or call (541) 213-0234. Deal of the Week: This week's Deal of the Week is a molecular testing lab in Central Florida represented by Chris Redmond of Transworld Orlando. The business sold for $575,000, and the buyers saw value in the lab's billing setup, certifications, testing capabilities, and equipment, even though it was non-operational at the time of sale. The sellers are moving on to manufacture products for the medical industry, while the buyers plan to bring the lab back to life and resume billing immediately as part of their medical growth plans. For more information, contact Chris at [email protected] or call (407) 326-6990. Key Takeaways From This Episode: [00:30] Introduction to today's topic and what listeners can expect. [01:37] Learn about the importance of defining a clear buy box. [03:12] Explore the typical criteria that buyers should consider. [06:40] Hear about the common mistakes buyers often make. [10:34] Discover why geography, industry fit, and costs are essential aspects. [12:20] Find out how to show sellers you are serious about buying. [13:12] Advice for working with brokers to get access to the best deals. [18:03] Understand why sellers need to trust the buyers they are working with. [19:33] Uncover the secret to preparing an offer that closes the deal. [21:11] Why structure, the team, and due diligence are vital. [26:20] How to navigate a deal quickly and effectively from offer to closing. [28:36] Deal of the Week: Chris Redmond (Transworld Orlando) sold a molecular testing lab in Central Florida. [29:32] Listing of the Week: Johnathan Choe (Transworld Oregon Central) sold a promising sensor manufacturing business. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "I think one of the mistakes that buyers sometimes make is thinking that they're not going to have to work." — Andrew Cagnetta [0:06:47] "You have to know how much money you have available and you have to have that money available." — Andrew Cagnetta [0:12:24] "I think with the seller, – it's as much about you impressing them as it is them impressing you." — JT Tatem [0:16:13] "[If] you want to be seen as a serious buyer, put some money in an escrow account." — JT Tatem [0:20:52]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they bring you Part 2 of a conversation about the top 10 things you want to avoid when putting your business on the market. We start by recapping the first five points from the previous episode before diving into the next five. Starting with unpacking how to sell off old inventory, we discuss what it might look like to get it to a workable level. Next, we remind you just how important it is to take home the money, and describe what it means to be a positive seller. Finally, you'll hear our take on getting your business in the box. Join us today for all this and more! Listing of the Week: Don Bray, from Transworld Buffalo, is selling a medium-sized daycare center with real estate in the suburbs of Buffalo. It is currently listed with seven offers, and it has just sold for 1.275 million. If you are looking to sell a daycare, reach out to Don on (716) 395-1430 or send him an email on [email protected]. Deal of the Week: Justin Pines, based DC, Annapolis & Baltimore North, sold a virtual events and experiences business in just 65 days. It was sold to a business that was acquiring other event companies and adjacent companies who made an offer that beat the others. For more information, find Justin Pines on LinkedIn, call him on (610) 457-7110 or email him at [email protected]. Key Takeaways From This Episode: [00:53] A recap of the key points in the first episode of this two-part series. [01:45] Why it's important to sell off old inventory or get it to a workable level. [05:28] Taking home the money. [07:39] Choosing to be a positive seller. [10:01] Getting your business in the box. [17:55] Deal of the Week: Justin Pines, based in DC, Baltimore North, Indianapolis, sold a virtual events and experiences business in just 65 days. [20:54] Listing of the Week: Don Bray, from Transworld Buffalo, is selling a medium-sized daycare center with real estate in the suburbs of Buffalo. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "You have to walk around, and you have to decide what's personal to you and what really doesn't matter to the business [when selling]." — JT Tatem [0:05:54] "You have to get your business to the point where it makes financial sense to buy it." — JT Tatem [0:11:47] "You don't want to go to the market if the price is too low and leave money on the table, that doesn't make sense for anybody, and you don't want to go to market with a price that's too high and you don't get buyers to call or you don't get deals done." — Andrew Cagnetta [0:13:18]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are sharing advice for anyone selling their business and cautioning sellers against some common mistakes. Our experts are talking us through five of the ten most common mistakes sellers make when selling their businesses. From making sure records are in good order to cleaning up the appearance of the business, this episode is filled with pearls of wisdom for sellers. We even share some stories of our own selling disasters! To hear all this and so much more, be sure to press play now, and stay tuned for part two of this discussion! Listing of the Week: Garrick Foy from Transworld Flagstaff & Western Arizona is selling a third-generation construction business that's been around under its current ownership for just under 30 years for $3.25 million. The seller is looking for a really great buyer to take over the family legacy. For more information, call Garrick at (801) 380-5754 or email him [email protected]. Deal of the Week: Evgeniy Krasowski from Transworld Boston recently sold a bookkeeping company that was in high demand in New England. Evgeniy's challenge was to find the right buyer for this seller who had built a personal relationship with local businesses and wanted the next owner to do the same. This sale wasn't about the price; it was about finding the right fit. For more information, call Evgeniy at (508) 972-7986 or email him at [email protected]. Key Takeaways From This Episode: [00:00] Today's topic: mistakes to avoid as a seller. [01:47] The importance of getting your books and records in order. [05:15] Why you need to keep good books and records going forward. [08:45] The power of 'keeping your eye on the ball'. [10:43] Why you need to clean your business up when selling. [14:04] The concept of 'fix it or throw it out!' [18:52] Deal of the Week: Evgeniy Krasowski (Boston) sold a bookkeeping company in New England to a buyer who was the perfect fit. [21:43] Listing of the Week: Garrick Roy (Western Arizona) is selling a third-generation construction company for $3.25 million. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] JT Tatem Andrew Cagnetta #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "[Taking your foot off the gas] is a major mistake. You've got to, not only keep your foot on the gas, [but also] accelerate. – 'Pedal to the metal', as we said earlier, to keep the business growing." — JT Tatem [0:09:00] "You've got to run your business like it's not going to sell cause it may not sell." — JT Tatem [0:10:00] "Take pride in the appearance of [your business] – once you've listed it!" — Andrew Cagnetta [0:13:52] "[Buyers] are going to want everything they see." — Andrew Cagnetta [0:15:22]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they get back to the real purpose of this podcast: to educate buyers and sellers. While there's a lot of information out there telling sellers that they don't need a broker, this conversation is here to bust that myth! Join them as they unpack six steps that reveal the true value of having an advisor or a broker on your side. From getting proper evaluation to having a clear, defensible reason for your price, they explore how expert guidance can shape the outcome of a sale. They discuss how to manage confidentiality without killing momentum, why price is not always the most important factor, and how due diligence brings intense scrutiny from buyers, attorneys, and CPAs. Finally, they break down how a broker helps keep deals moving when issues arise, and why, in a complex process, having the right advisor on your side can make all the difference. Listing of the Week: Marc Lazarus from Northern New Jersey is selling a 20-year-old security business that is currently doing 12 million toppling revenue. With receivables included in the deal, it is priced at 4.4 million dollars. For more information, call Mark on (201)203-2771 or send him an email at [email protected]. Deal of the Week: Andrew Fillman from Transworld Detroit South resolved a conflict between seller and buyer to bring an offer up from $10,000 to $30,000 to bring about the best possible outcome for both parties. For more information, contact Andrew on (248) 565 - 5967 or email him at [email protected]. Key Takeaways From This Episode: [00:30] Why this podcast focuses on explaining why sellers really need a broker. [02:34] How having an advisor on your side can benefit your sale. [06:09] Why it is so important to get a proper evaluation and have a defensible reason for your price. [09:44] Managing confidentiality without killing momentum. [13:20] Why price is not always the most important factor in a sale. [15:31] Due diligence, buyer, attorney, and CPA scrutiny. [19:03] How a broker can keep things moving when issues arise. [22:21] Deal of the Week: Andrew Fillman resolved a conflict between seller and buyer by bringing the price up from $10,000 to $30,000. [24:16] Listing of the Week: Marc Lazarus is selling a 20-year-old security business in Northern New Jersey for $4.4 million. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "If you have one buyer, that means the buyer has you." — Andrew Cagnetta and JT Tatem [0:02:15] "When you've got someone coming to you as the buyer, — you don't know if the offer they're making is a good offer for you or not. You want someone who's going to make sure that you're positioning your business in the market with the price that makes the most sense for you." — JT Tatem [0:07:29] "Every good deal dies at least three times." — Andrew Cagnetta and JT Tatem [0:20:18]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy and JT focus on what it really takes to become a business buyer in today's market. With more professionals exploring entrepreneurship through acquisition, they revisit the 8 Ws of Goal Getting and apply the framework specifically to buyers looking to move from employment to ownership. JT walks through how to define your goal, clarify your true motivation, anticipate obstacles, and understand the education, advisors, and timeline required to close a deal. The episode also challenges the idea that buying a business is quick or hands-off, emphasizing that success depends on preparation, commitment, and doing the work. If you're considering buying a business and want a clearer path forward, tune in to hear how the 8 Ws can help you move from intention to action! Listing of the Week: A long-standing discount carpet, tile, and flooring business with over 50 years of success is available in Greater Cincinnati and Northern Kentucky. The sale includes the real estate, with a fully equipped showroom, warehouse, and office space that support efficient, profitable operations and add long-term investment value. With a strong reputation, established customer base, and trusted vendor relationships, the business offers immediate stability and clear growth opportunities in high-end custom design, commercial contracting, or eco-friendly flooring. For more information, call JT Harp and the team at (513) 725-7283 or email [email protected]. Deal of the Week: A photography business in Winder, Georgia, has successfully closed with a new owner after a long search for the right fit. First listed just before COVID-19, the business faced labor challenges and market uncertainty, leading the seller to pause the sale. Transworld Business Advisors of Lake Lanier stayed committed and ultimately matched the business with a buyer who had the talent to carry it forward. The deal closed in June, and the buyer and seller are already working together with strong synergy. For more information, call David Greeley at (770) 225-2910, extension 701, or email him at [email protected] Key Takeaways From This Episode: [00:30] Kicking off 2026 with the 8 Ws of Goal Getting for business buyers. [02:42] Framing the episode around entrepreneurship through acquisition. [04:45] The first W: writing your goal in clear, present-tense terms. [05:44] Two: Defining your "why" and uncovering the real motivation behind ownership. [07:00] Three: Identifying obstacles that can derail buyers before a deal closes. [07:46] Four: Skills and education buyers must develop before making an offer. [08:30] Five: Building the right deal team; advisors, lenders, attorneys, and CPAs. [09:34] Six: Mapping the steps from search to closing as a structured process. [10:38] Seven: Setting realistic timelines for financing, underwriting, and closing. [11:35] Eight: Why buying a business requires sustained effort, focus, and follow-through. [12:24] Deal of the Week: David Greeley (Lake Lanier, Georgia) closed a long-standing photography business with the right buyer after years of persistence. [15:29] Listing of the Week: JT Hart (Greater Cincinnati & Northern Kentucky) is selling a 50-year flooring business with real estate included. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] David Greeley JT Harp Legacy Flooring Bus + Real Estate | 50+ Years of Excellence! #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "Entrepreneurship through acquisition is a great way to go." — JT Tatem [0:04:00] "Why do you want to own a business? Is it just because it's the hot thing today, or do you see it as a ticket for building a financial empire for yourself?" — JT Tatem [0:05:46] "There's a complete deal team that you're going to need to assemble." — JT Tatem [0:09:22] "This is not for the faint of heart. This is like having another full-time job." — JT Tatem [0:10:12] "Timelines are essential in helping get the deal across the line." — JT Tatem [0:10:56]

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 [email protected]. 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 [email protected]. 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 [email protected] 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 [email protected]. 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 [email protected] or Caroline at [email protected]. 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 [email protected] 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 [email protected]. 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 [email protected]. 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 [email protected] 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 [email protected]. 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 [email protected]. 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 [email protected] 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 [email protected] 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 [email protected] or [email protected]. 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 [email protected] 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 [email protected] 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 [email protected] 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 [email protected] 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 JT welcome you to another episode of The Deal Board Podcast. This week, Andy speaks with Andrew Bab of Debevoise & Plimpton about the high-stakes world of healthcare mergers and acquisitions. From billion-dollar deal structures and the teams required to execute them, to the common reasons major transactions fall apart, Andy and Andrew unpack the complexity behind large-scale deals. They also explore how private equity's "dry powder" — the trillions of dollars firms keep in reserve to deploy into future deals — and the rise of AI-driven healthcare solutions are shaping the future of the industry. Tune in for an insider's view of what it takes to get big deals across the finish line and where opportunities are emerging in healthcare M&A! Listing of the Week: Rally de Leon, broker with Transworld Business Advisors of Raleigh, presents a premier cabinet refinishing franchise in a prime market. The down payment is priced at $149,900, and the business generates nearly $500,000 in sales with $85,000 in SDE last year. Because the current owners live two hours away, growth has been limited, but with local leadership, revenue could easily double. For more information, call Rally at (919) 602-0355 or email [email protected] Deal of the Week: Alexander Woo, broker with Transworld Business Advisors of Orange County, closed his first transaction: a long-standing hair salon. Though the business wasn't profitable, the seller needed a quick exit before relocating abroad. By repositioning it as a cost-effective alternative to starting a new salon, Alex secured a buyer within three months and closed escrow in two more. The buyer gained a ready-to-operate salon at a fraction of startup costs, while the seller moved stress-free. For more information, call Alexander at (714) 923-1222 or email [email protected] Key Takeaways From This Episode: [00:30] An overview of today's topic: Large M&A deals. [03:00] Introducing Andrew Bab and his path from investment banking to law and healthcare M&A. [07:04] The current state of healthcare and M&A amid market uncertainty, regulation, and healthcare antitrust hurdles. [09:55] Impact of increased interest rates and private equity's $2–3 trillion in "dry powder". [12:17] Why large deals require extensive legal, banking, and accounting teams. [16:19] Deal timelines: negotiation, signing, and regulatory approvals. [17:40] Common reasons deals collapse, including valuation disputes and antitrust concerns. [20:26] The impact of AI-driven solutions on healthcare M&A deals. [22:35] Challenges in healthcare, from staffing shortages to drug pricing pressures. [26:14] Deal of the Week: Alexander Woo (Orange County) sold a long-standing hair salon to a buyer who wanted an affordable way to enter the business before the seller's move abroad. [29:20] Listing of the Week: Rally De Leon (Raleigh) is selling a premier cabinet refacing franchise in a booming market with strong sales and growth potential. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] Andrew Bab Andrew Bab on LinkedIn Alexander Woo Email Alexander Woo Call Alexander Woo — (714) 923-1222 Rally de Leon Email Rally de Leon Call Rally de Leon — (919) 602-0355 Premier Cabinet Refinishing Franchise in Prime Market #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "One of the headwinds for healthcare now is growing regulation. One of the areas that Trump is not relaxing [is] in antitrust [and] healthcare." — Andrew Bab [0:08:01] "One reason deals die is a lack of agreement on the valuation of a certain aspect of the company." — Andrew Bab [0:17:45] "I think that they will be investing more in AI driven healthcare technologies. No question. Both in drug discovery [and] in the pharma space." — Andrew Bab [0:20:33] Longer Quotes: "You can get to a point where the antitrust authorities are signaling you that [they're going to give] you a second request. A second request is a multi million dollar process, because you've got to basically give every piece of paper that exists to the antitrust authorities. — So many people don't want to go through that, and they build into their agreements an ability to get out of the deal in that case." — Andrew Bab [0:19:35]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, we are joined by Eric Straus and Sam Curcio from Transworld Advisors Manhattan to discuss deal challenges and how to overcome them, live from New York's Theorist Podcast Studios. We reiterate why remembering the letters TKD is important, discuss the biggest underestimation of the deal process, why having the right tools is essential, and why ultimately hiring a professional can help you take your deal across the finish line. For more insights and advice on ensuring deal progression and success, be sure to tune into our conversation today! Listing of the Week: Matt Manavi from Transworld San Diego Central is selling a Telehealth-Enabled weight loss company with recurring revenue. It's very profitable and scalable, addressing patients nationwide. For more information, call Matt at (714) 923-1222 700 or email him at [email protected]. Deal of the Week: Eric Straus from Transworld New York sold a fashion brand with impeccable speed and efficiency for a young mother who needed a quick exit. They priced it very aggressively and appropriately, and eventually sold it to a father for his daughter-in-law. For more information, call Eric at (917) 719-5920 or email him at [email protected]. Key Takeaways From This Episode: [00:40] How to overcome deal challenges and keep the process moving along. [01:50] Remembering these three letters: TKD (time kills deals!) [03:10] Introduction to today's guests, Eric Straus and Sam Curcio from New York. [03:28] The biggest underestimation of the deal process. [04:20] Sam shares a recent deal they had challenges with. [05:55] The importance of having the right tools to apply. [07:00] Why hiring a professional can be essential to take your deal across the finish line. [11:20] Talking bluntly and having someone to get everyone else in line. [14:25] How New York deals compares with the rest of the country. [16:00] Top tips for people going through a deal. [19:08] Deal of the Week: Eric Straus from Transworld Advisors of Manhattan sold a fashion brand with impeccable speed and efficiency for a mother who needed a quick exit. [20:35] Listing of the Week: Matt Manavi from Transworld Business Brokers of Orange County, California, is selling a weight-loss company with Telehealth Medicine. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] Eric Straus Transworld Eric Straus on LinkedIn Eric Straus Phone (917) 719-5920 Sam Curcio on LinkedIn Sam Curcio Transworld Sam Curcio Phone (646) 470-9433 Theorist Podcast Studios NY #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "No deal goes smoothly. If you spend any time in this world, you'll realize that every deal has hair on it. You're dealing with people and people have personalities and it's a very emotional process." — Sam Curcio [0:03:55] "A broker's job is not about finding the buyer. A broker's job is about getting a deal across the finish line." — Eric Straus [0:06:03] "There's no question that hiring a good broker is worth the investment to help with the process. It's not an easy process, it's an emotional process — and having someone who's done it hundreds and hundreds of times obviously, is going to be beneficial." — Eric Straus [0:06:40]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are unpacking the deal killers that have the potential to stand between you and the dream of selling your business. Starting with the financials, we unpack the practicalities of good record-keeping before moving on to the realities of outgrowing your people. Next, we dive into the crucial role of up-to-date technology to support your business operations and explore the complex topic of pricing your business appropriately. Lastly, we discuss how to build a deal team that truly works for you. Join us as we lift the lid on each of these topics, sharing some pearls of wisdom to help you keep the deal dream alive! Listing of the Week: Frank Curcio of Transworld New York is selling a boutique clothing shop in the Hudson Valley that is close to mass transport and has plenty of parking. It is perfect for anybody with an eye for fashion and invites visitors to spend extra time browsing. For more information, call Frank at (845) 288-4733 or email him at [email protected]. Deal of the Week: DOTW - Ryan Armstrong Ryan Armstrong from Transworld Advisors of Phoenix sold a frame shop in a small town to a buyer who moved the business to a larger city and merged it with an antique furniture store. If you have a tough deal to sell, contact Ryan at (480) 447-3504 or [email protected]. Key Takeaways From This Episode: [00:40] How deal killers can crush your dream of selling your business. [01:38] Three ways to have good books and records. [08:17] What to look for when you want to know if your business has outgrown its people. [10:22] The role of relevant and up-to-date technology. [12:41] Why it is crucial to price your business appropriately. [15:55] Understanding the importance of having the right team. [18:10] Selecting the right deal team from Transworld. [19:56] Deal of the Week: Ryan Armstrong from Transworld Advisors of Phoenix sold a frame shop in a small town to a buyer who moved the business to a larger city and merged it with an antique furniture store. [21:31] Listing of the Week: Frank Curcio (New York) is selling a boutique clothing shop in the Hudson Valley. Links Mentioned in Today's Episode: The 3 Most Common Deal Killers The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "Don't ruin your dreams of selling your business!" — Andrew Cagnetta [0:1:17] "When you're an intermediary or you're going in and talking to that seller, you're probably going to have to carry some paper." — JT Tatem [0:13:44] "Pricing it right just brings it to market. We always say that you don't want to price it so low that you leave money on the table — that's not good for you as the seller, and you don't want to price it so high that nobody calls." — Andrew Cagnetta [0:15:02]

How long does it take to sell a business, and what's the right price to make it happen? Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they dig into the latest numbers shaping the business brokerage market. They unpack Transworld's record-breaking 2024 results, explore how deal multiples vary by earnings, and explain why correct pricing is the key to avoiding expired listings. During the conversation, they also discuss the influence of baby boomer retirements, the power of co-brokerage, and how buyer behavior is evolving in today's market. Looking ahead, Andy and JT share why 2025 is off to a strong start and why the second half of the year could be even better. Tune in and discover the data, trends, and strategies you need to navigate the market with confidence. Deal of the Week: Wayne Blease's sale of a diversified events business featuring two event centers, a chapel, a restaurant with catering, multiple B&Bs, and a fully built Western town. The business included over four acres of real estate. Sold for over $3M after a two-year search for the right buyer to preserve the seller's legacy. For more information, call Wayne at (713) 201-2346 or email him at [email protected]. Listing of the Week #1: Rupesh Bharad shares an exciting opportunity on a 75-year-old, high-end blinds and window treatment business with $750K in bottom-line earnings. Listed for $2.4M, with the option to purchase the real estate for an additional $1.6M. SBA financing options are available, making this a strong opportunity for buyers looking for a legacy business with real estate income potential. For more information, call Rupesh at (804) 835-6363 or email him at [email protected]. Listing of the Week #2: Rupesh Bharad is selling a 21-year-old, relocatable art and display business with $200K–$250K in bottom-line earnings. The sale is bank-financeable and listed for under three times its earnings. The business is also suitable for operation from any location. For more information, call Rupesh at (804) 835-6363 or email him at [email protected]. Key Takeaways From This Episode: [00:00] Introduction and what listeners can expect from this episode. [01:03] Celebrate success as Andy and JT announce $1B in transactions for 2024. [02:09] How generational shifts are creating a surge in business sales worldwide. [03:39] Why understanding the marketplace is key and what businesses often get wrong. [06:13] Find out why small businesses are still the backbone of the economy. [07:27] Trends in sellers owning business real estate and keeping it for rental income. [08:25] Why opening the market enhances seller outcomes and speeds up sales. [10:47] How stats guide strategies at Transworld and what drives multiples. [14:40] Navigating pricing when selling and the common mistakes sellers make. [17:36] Learn why sales can take several months and the danger of "testing the waters." [19:47] Projections for 2025 and why buyers must act quickly in today's market. [22:13] Deal of the Week: Wayne Blease talks about selling a Western-themed events business with multiple revenue streams. [24:26] Listing of the Week #1: Rupesh Bharad tells us about a 75-year-old window treatment business with an optional real estate purchase. [27:30] Listing of the Week #2: Rupesh Bharad is selling a relocatable art and display business with strong earnings and bank financing available. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] Florida Business Brokers Wayne Blease Rupesh Bharad #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "One of the deal killers is just [that] people don't understand the marketplace." — @acags [0:04:22] "The seller, when they hire, they don't care where the buyer comes from." — JT Tatem [0:09:29] "[Transworld] always [says] that the quality and quantity of earnings will drive multiples." — @acags [0:12:03] "Businesses are not going to be overpriced because people don't like to negotiate anymore." — @acags [0:16:24]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they celebrate a major milestone in The Deal Board's journey: its 200th episode! They reflect on launching the podcast back in 2018, share exciting stats (including over 50,000 downloads and more than 20,000 YouTube views), and discuss the evolution of business brokerage over the years. From pandemic pivots and global expansion to generational shifts and the rise of Exit Factor, this episode honors the Deal Board community and marks a bittersweet farewell for Jessica as co-host, who is focusing on Exit Factor and her new show, How I Sold. It also highlights The Deal Board's growing educational impact, international reach, and exciting future under new leadership! Listing of the Week: Thomas Milana (South Florida) is selling a well-established 20-year-old HVAC company with $6.7M in annual revenue and $600,000 in discretionary earnings. Asking price is $2.1M. The business handles both residential and commercial retrofits and is in high demand. For more information, contact Thomas at (561) 702-6867 or email [email protected] Key Points From This Episode: [00:35] Reflecting on how it all started at an IBBA conference in New Orleans in 2018. [02:32] Celebrating 50,000+ downloads and 20,000+ YouTube views. [03:31] How the pandemic became a catalyst for growth in business brokerage. [04:50] Early discussions on the "seller tsunami" trend. [05:46] Millennials and Gen X shifting from corporate careers to business ownership [06:55] The rise of exit planning as a strategic business phase. [08:02] Global expansion and how the podcast resonates internationally. [10:22] The podcast's influence on business buyers, sellers, and industry professionals. [12:26] New voices and guest hosts from across the Transworld network. [13:32] Shifting co-host duties as Jessica focuses on Exit Factor and How I Sold. [15:54] The podcast's future as a growing industry resource. [18:36] How loyal listeners use the podcast as a training tool and deal-saving resource. [22:23] Keeping up with trends, laws, financing, and the seller wave. [26:43] Deal of the Week: Joe Strickland (Lakeland, FL) closes on a Port St. Lucie daycare. [28:51] Listing of the Week: Thomas Milana (South Florida) is selling a $6.7M revenue HVAC company in South Florida. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us — (888) 719-9098 Email us [email protected] Andy Cagnetta Andy Cagnetta on X Jessica Fialkovich Jessica Fialkovich on X Exit Factor How I Sold Podcast International Business Brokers Association (IBBA) United Franchise Group (UFG) JT Tatem Joe Strickland Call Joe — (863) 559-7381 Email Joe — [email protected] Thomas Milana Call Thomas — (561) 702-6867 Email Thomas — [email protected] 'Get Cool Profits and Add-On This HVAC Opportunity' #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "We won't claim that we made buying businesses cool, but maybe we had some small part in the education process." — @jessfialkovich [0:06:26] "The podcast is a metaphor for business. – The podcast is building and it's accelerating on that J curve upwards. It's how businesses and industry are, too. Transworld and the business brokerage industry are just taking off." — @jessfialkovich [0:16:42] "Businesses need good support. The beauty of Exit Factor is that Transworld can give you that support when you've decided to sell." — @acags [0:17:01] "An educated consumer is our best customer." — @acags [0:22:58]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they take a deep dive into one of Transworld's hottest segments: construction. From small trade businesses to large-scale infrastructure firms, construction companies are a consistent force in the market and, as you'll discover from this conversation, they're ripe for sale. Tune in to find out what makes them so appealing to buyers, the common challenges of selling them, and how Transworld brokers can help you navigate complex deals to deliver successful outcomes! Listing of the Week: Thomas Milana (Transworld Fort Lauderdale) is selling a well-established, 20-year-old HVAC business in South Florida. With $6.7 million in annual revenue and $600,000 in discretionary earnings, the company specializes in both residential and high-demand commercial retrofits. The asking price is $2.1 million. It includes rolling stock and a strong reputation in the market. For more information, call Thomas at (561) 702-6867 or email [email protected]. Deal of the Week: Dan Tomlin (Transworld Jacksonville) closed a $2.4 million deal for a construction management company specializing in high-end owner's rep services. The seller had stringent buyer criteria, leading to a highly selective process with over 40 prospects considered. The eventual buyer, a Navy veteran with shipbuilding experience, was a perfect fit. Creative financing and a working capital structure helped seal the deal. Contact Dan at (904) 800-7355 or email [email protected]. Key Points From This Episode: [00:24] Why construction is Transworld's #2 sector by volume and #1 by total dollars. [02:17] How demand stays strong across residential, commercial, and infrastructure. [03:47] 4M+ US construction-related businesses, many owned by retiring baby boomers. [04:50] High-demand specialty trades like HVAC, plumbing, and electrical. [06:14] Customer concentration and licensing as key deal considerations. [08:35] Earnouts and seller transitions to ease buyer concerns and improve deal terms. [10:38] Common industry challenges: seasonality, economic cycles, and cash flow variability. [12:55] Reasons that work-in-progress and working capital must be carefully calculated. [14:35] The value of confidentiality and an experienced agent to screen unqualified buyers. [16:52] Scalable, financeable businesses, with strong buyer interest and high ROI potential. [18:28] How even small, unsophisticated firms can sell well with strong buyer upside. [20:45] Listing of the Week: Tom Milana is selling a $6.7M HVAC company in Florida. [22:14] Deal of the Week: Dan Tomlin sold a construction management firm for $2.4 million. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta Andy Cagnetta on X JT Tatem Thomas Milana Get Cool Profits and Add-On This HVAC Opportunity Dan Tomlin #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "[The construction industry] is almost 5% of the US GDP, and it's the second largest segment that we sell – But as far as dollars are concerned, it is by far the biggest thing." — @acags [0:03:16] "If you do have a construction business, both work-in-progress and working capital will have to be not only addressed, but included." — @acags [0:13:32] "It's tough to control the confidentiality piece. You want a Transworld agent – who [does] all the vetting of the buyers up front and then only bringing those who are suited for that particular purchase – to the seller, and protecting the seller from an onslaught of inquiries." — JT Tatem [0:15:09] "[Construction] is an industry that's not going away. It's consistent. It performs year after year after year. There may be some [seasonal highs and lows], but it's never going to stop." — JT Tatem [0:16:31]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, Andy sits down with Jessica and business exit strategist Kelly Chess to explore the fast-growing Exit Factor franchise. They dive into how Exit Factor helps business owners increase valuation, clean up financials, and develop exit strategies that maximize returns. Kelly also highlights the importance of clean financials, documentation, and having a coach to guide long-term planning. With over 90 territories sold in just 18 months, Exit Factor is quickly becoming a go-to for entrepreneurs looking to build and sell smarter. To learn how to turn your business into a more valuable, sellable asset, tune in today! Listing of the Week: AJ Ramsey (Eastern North Carolina) is selling a high-volume commercial roofing business serving top national production builders. The business generates $24M in revenue with $1.6M in earnings. For more information, call AJ at (919) 325-6611 or email [email protected]. Deal of the Week: Guillermo Birmingham (Richmond, VA) sold a struggling kebab restaurant that was transformed by new ownership into a thriving Mexican eatery doing $2.2M in revenue in its first year. Guillermo even helped the buyer secure licenses and create buzz that packed the place on opening day. To learn more, call Guillermo at (202) 410-1555 or email [email protected]. Key Points From This Episode: [00:54] How Exit Factor has expanded to 22 states and 93 territories in under two years. [02:31] Helping business owners uncover untapped value in their operations. [03:00] Coaching and accountability as a cornerstone of Exit Factor's process. [04:08] Leveraging market data to boost value and monetize hidden opportunities. [06:48] Exit Factor's 62-point qualitative assessment explained. [08:33] Addressing sellers' post-exit identity and long-term goals. [11:06] Optimizing profit, operations, and team structure ahead of the sale. [11:57] Why clean financials are non-negotiable for serious buyers. [13:06] Ideal timeline: one to five years for a strong, well-documented exit. [17:25] Coaching as a mirror to break bad habits and unlock potential. [18:30] Listing of the Week: AJ Ramsey is selling a $24M commercial roofing business in the Southeast [19:52] Deal of the Week: Guillermo Birmingham sold a local kebab house that became a $2.2M Mexican restaurant success. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Jessica Fialkovich on X Kelly Chess on LinkedIn Email Kelly at [email protected] Call Kelly on (954) 495-2775 Exit Factor AJ Ramsey Listing: Large, Award-Winning, SE US Commercial Roofing Contractor Guillermo Birmingham #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "A great entrepreneur is creative. They're always trying different things. What we've been able to do with Exit Factor, with the sister relationship with Transworld, [is that] we actually know the formula to unlock value, whereas a lot of business owners don't." — @jessfialkovich [0:03:35] "[Exit Factor works] with people who aren't quite ready to sell yet. It might be [3 to 5 years], and we can develop a relationship with them. We can get to know them and what their goals are, not only valuation-wise, but what comes after the sale. That's an important piece of it." — Kelly Chess [0:08:07] "[Going] through this process to learn what it's like to value your business – brings a whole other level to the way that [business owners make] decisions moving forward and the kind of strategies that they're bringing in." — Kelly Chess [0:16:12]

Andy and Transworld Managing Director, Alan Kaye, welcome you to another episode of The Deal Board Podcast. This week, they dive into the complexities of selling nonprofit organizations and the governance issues that often complicate these transactions. With more nonprofits looking to transition ownership or restructure, understanding how boards operate (and sometimes obstruct) these deals is more critical than ever. Andy and Alan break down how nonprofit sales differ from for-profit deals, common red flags with board members, and what buyers need to know about compliance, asset transfers, and valuation. Whether you're a nonprofit leader, a board member, or a buyer looking into mission-driven entities, this episode is packed with valuable insights! Listing of the Week: Eric Straus (New York) is selling a virtual events business that specializes in team-building experiences for remote sales teams. The company ships cooking kits to participants nationwide or globally, then hosts live chef-led Zoom sessions for group cooking events. With about $1.5 million in revenue and $500K in seller's discretionary earnings, the business grew rapidly during COVID and continues to perform well with minimal marketing, mostly through word of mouth. The asking price is $1.4 million with some seller financing available. For this and other opportunities, email Eric at [email protected] or call him at (917) 719-5920. Deal of the Week: Andres Ghersi (South and West Texas) closed a surprising deal on a niche spiritual business specializing in selling healing rocks and providing Reiki massages. Despite initial doubts about its marketability, the business was profitable and sold for $80,000 to a devoted client already familiar with its offerings. This sale highlights the value of targeting passionate customers within a unique market. For more information, contact Andres at [email protected] or call him at (832) 507-6522. Key Points From This Episode: • [01:29] The myth that nonprofits can't be sold. • [02:44] Common ways that boards can block or stall deals. • [05:44] Key legal and governance considerations for nonprofit sales. • [06:37] Using an external facilitator to resolve conflicts and guide sale discussions. • [08:12] Replacing ineffective chairs to refocus and energize boards. • [09:45] Strategies to align board members with the mission, strategy, and sale. • [12:15] Guidelines for building a skilled, diverse board that isn't resistant to change. • [16:00] How creative deals can maximize returns and ease transitions. • [18:35] Listing of the Week: Eric Straus is selling a thriving virtual team-building events business with $1.5M revenue and strong growth potential. • [20:05] Deal of the Week: Andres Ghersi sold a profitable spiritual healing business focused on Reiki and healing rocks for $80,000. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta Andy Cagnetta on X Alan Kaye Alan Kaye on LinkedIn Call Alan on 954-558-8058 Email Alan at [email protected] Eric Straus Andres Ghersi #thedealboard #transworldbusinessadvisors #businesssales #businessexit Quotes: "Warning signs that a board is now dysfunctional [are] there's frequent infighting, there's a lack of unified vision, [and] there's overstepping operational boundaries." — @acags [0:04:07] "People don't realize that it's the board that makes the decisions for the organization, it's not the individuals. You have to have the right type of people that are going to support it and that are going to further the goals of the organization." — Alan Kaye [0:09:33] "One of the hardest things about serving on a nonprofit board – is its members are leaders in themselves. – When you get a bunch of leaders in a room, they don't like to follow a lot. Having those skills of being able to mediate and being able to negotiate is very important." — @acags [0:15:01]

Transworld Business Advisors welcomes you to another episode of The Deal Board Podcast! This week, Andy and guests dive into the main takeaways from the recent Transworld by the Numbers Conference, where brokers and industry experts shared strategies for building better businesses. In this episode, they welcome Ryan Armstrong, Certified Business Intermediary (CBI), to share practical startup advice for new entrepreneurs. Taylor Bombardiere, Business Broker with Transworld Colorado, also joins the show to discuss how brokers and business owners can request client reviews to strengthen their online presence. They also talk with Jenn Armstrong of Transworld Phoenix as she breaks down one of the biggest misconceptions among business owners and explains why proactive planning is key to a successful exit. They also talk to JT Tatem of Transworld Business Advisors, who shares leadership insights and the three business leaders he would most like to have lunch with. This episode also features Listing of the Week from Ray Ives of Transworld Schaumburg, showcasing an exceptional opportunity in the fleet repair and heavy machinery sector. Finally, Deal of the Week spotlights a cross-border success, as Henry Ziff of Transworld UK discusses his recent sale of a lift maintenance business to a leading private equity group. Join the conversation to discover tips and expert advice to help you grow, manage, and successfully exit your business. Tune in now! Listing of the Week: Ray Ives presents an exciting opportunity to acquire a well-established fleet repair and heavy machinery business in Schaumburg. The company has been serving a diverse and loyal client base for over 25 years and generates over $1 million in annual discretionary earnings. With tenured employees, a reputation for quality service, and real estate included in the $5.5 million listing price, this opportunity is ideal for a strategic buyer. For more information, contact Ray Ives at (630) 743-9988 or email [email protected]. Deal of the Week: Henry Ziff recently closed the sale of a UK-based lift maintenance business to a mid-market private equity group focused on technical compliance rollups. This international deal, valued in the mid single-digit million pound range, was structured as a retirement sale for three founding brothers, with two remaining on board for the transition. The sale demonstrates Transworld's ability to conduct global buyer searches and deliver strong outcomes for clients. Thinking of buying or selling a business? Contact Henry Ziff at +44 203 911 1059 or email [email protected]. Key Points From This Episode: • [00:00] Introduction to today's guests and what listeners can expect from the episode. • [06:56] Ryan explains how founders can scale smartly and why tracking KPIs is critical. • [08:31] Taylor's best practices for requesting client reviews and building an online presence. • [13:57] Listing of the Week: Ray Ives is selling a well-established fleet repair and heavy machinery business in Schaumburg. • [15:16] Jenn uncovers the biggest misconceptions business owners have about selling. • [17:21] Discover JT's leadership lessons and the three business leaders he admires. • [19:20] Deal of the Week: Henry Ziff recently closed the sale of a UK-based lift maintenance business to a mid-market private equity group. • [21:00] Closing comments and how to reach out to Transworld Business Advisors. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Ryan Armstrong Taylor Bombardiere Email Taylor Bombardiere at [email protected] Jenn Armstrong JT Tatem Exit Factor Exit Planning Institute Exit Planning Summit Traction: Get a Grip on Your Business Eat That Frog! Ray Ives Henry Ziff #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "I always think that the biggest impediment to people's success is paralysis by analysis." — Andy Cagnetta [0:04:25] "[The business was] successful once we shrunk – down [our focus] a little bit." — Ryan Armstrong [0:08:13] "The first thing that most people do when they – [are] figuring out if they are going to buy or sell a business is Google." — Taylor Bombardiere [0:08:58] "Make sure you have all the right people in place [before you sell]." — Jenn Armstrong [0:16:54] "People is what runs your business." — JT Tatem [0:18:51]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they check in with Transworld brokers from across the U.S. to get a pulse on the market as Q2 2025 kicks off. Guests Rupesh Bharad, Sam Curcio, Matt Friscia, Scott Hislop, Bill Kleinschrodt, and Johnathan Choe share updates from their regions, highlighting rising buyer demand, increased seller activity, and creative deal structures becoming more common. They also discuss SBA lending shifts, tariff concerns, and why strong financials matter more than ever. This week's Listing of the Week features a long-established screen print shop in Florida, and the Deal of the Week spotlights the sale of four med spas to a local entrepreneur. Tune in for expert insights, trends to watch, and actionable advice for buyers and sellers alike! Listing of the Week: This Fort Lauderdale screen print shop has been serving individuals and businesses for over 20 years, offering specialty services for flat, round, and irregular surfaces, often on rush orders. The sale comes with over $100,000 in equipment. Annual revenue is approximately $200,000, with $30,000 in discretionary earnings. It is listed at $150,000. The owner is retiring and seeks a cash buyer. For more information, contact Jake Tobin at (954) 999-2233 or [email protected] for more info. Deal of the Week: A local entrepreneur in Virginia acquired four med spa locations for $1,2 million, despite not being from the industry. The deal closed with 75% SBA financing, a 10% seller note, and 10% down from the buyer. The seller will stay on for 90–180 days to support the transition. Thanks to creative structuring and a strong team effort by Andy Shah, Neil Gulati, and Rupesh Bharad, this deal was a win for both sides. To learn more, call Rupesh at (804) 835-6363 or email [email protected]. Key Points From This Episode: • [00:23] Introducing today's guests from across the US: Rupesh Bharad, Sam Curcio, Matt Friscia, Scott Hislop, Bill Kleinschrodt, and Johnathan Choe. • [02:50] Q1 feedback from our guests on buyer and seller activity in their respective regions. • [03:49] Johnathan Choe on the uptick in activity on the West Coast. • [04:35] Scott's observations, including a 21% increase in buyer activity during Q1. • [05:36] Bill's report on growth trends in the Deep South post-COVID. • [07:33] Matt's insights on Q1 trends in Chicago and manufacturing in the Midwest. • [08:33] Sam Curcio on why it's an excellent time to do business in New York. • [09:33] Rupesh's insights from the Washington, DC and West Virginia area. • [11:19] Reflections and analysis of Q1 trends from across the US. • [13:09] What our guests expect to see in Q2 and Q3 of 2025. • [22:18] Parting words of advice to buyers and sellers for the rest of 2025. • [29:02] Listing of the Week: Jake Tobin (Fort Lauderdale) is selling a long-established screen print shop with specialty capabilities and over $100,000 in equipment. • [30:52] Deal of the Week: Rupesh Barard (Richmond, Virginia) sold four med spa locations to a local entrepreneur in a creatively structured $1,2 million deal. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Sam Curcio Matt FrisciaScott Hislop Bill Kleinschrodt Johnathan ChoeJake TobinJake Tobin emailCall Jake Tobin on (954) 999-2233Rupesh Bharad Rupesh Bharad emailCall Rupesh Bharad on (804) 835-6363 Andy ShahNeil Gulati #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "For buyer activity [in] our first quarter, we're 21% higher than we were a year ago in the first quarter." — Scott Hislop [0:05:18] "I always tell agents [to] be creative. Try to help transition corporate people and show them [the] right business." — Rupesh Bharad [0:10:37] "Not every business is going to be perfect. It's going to have some warts on it. If it was perfect, it probably wouldn't be for sale right now. " — Matt Friscia [0:22:57] "For our sellers out there: prepare. The more prepared you are, the better chance you're going to have to sell your business, and for a higher value. That's a big thing that we see across a lot of our deals, is that the owners that are prepped have higher value exits that happen faster." — Sam Curcio [0:23:12] "We do a lot with [first-time buyers]. We have to be able to guide them in a way that puts them in the right spot [at] the right time but also educate them to make sure that when their guts [are] churning and they know that's the one for them that [they are] ready to act quick and not delay." — Bill Kleinschrodt [0:23:52] "There is such an asymmetric understanding of what it takes to buy and sell a business, and if you're doing it for the first time on either side, you're learning as you go. You need a

Welcome to The Deal Board Podcast, Transworld Business Advisors official podcast. This week, they're joined by valuation expert Ray Skaug of BizProValue, along with Transworld Business Advisors Ryan Armstrong (Phoenix) and Jenn Taylor (West Central Ohio), for a deep dive into how business valuations are made in today's market. Moving beyond outdated "multiple of earnings" shortcuts, the conversation explores how BizProValue's cloud-based platform empowers brokers to analyze up to five years of tax returns in seconds, produce standardized, accurate reports, and present data in a way that builds trust with buyers, sellers, and lenders alike. Tuning in, you'll learn how automation streamlines due diligence, how forecasting tools can help buyers plan for growth, and why precision and transparency are key to closing deals. If you want to discover what truly drives business value (and how to present it with confidence), this episode is packed with practical tools and expert insight you won't want to miss! Listing of the Week: Taylor Bombardiere is selling a well-known café and bakery in one of Denver's most desirable neighborhoods. This established business offers a full menu of fresh pastries, coffee, deli items, and breakfast sandwiches, with over a decade of steady growth. With $165,000 in seller's discretionary earnings and a listing price of $375,000, this opportunity is ideal for an aspiring café owner or an operator looking to expand their portfolio. For more information, contact Taylor at 303-519-7578 or [email protected]. Deal of the Week: Jenna Roesch and Jeff Konieczko from Transworld Business Advisors in Ontario recently closed the sale of a family-owned plastics manufacturing and distribution company. Specializing in custom molds made from PET and PC materials, the company had been operating successfully for over 12 years, serving industries from pharmaceuticals to personal care. The deal involved a smooth transition with the retiring founder and the son remaining involved post-sale, reflecting a win-win outcome for all parties. For inquiries, contact the Transworld Business Advisors Ontario office at 909-552-7003, or email Jeff at [email protected] or Jenna at [email protected]. Key Points From This Episode: • [01:40] Insight into BizProValue's unique approach and platform features. • [03:40] Ryan explains how standardized evaluations improve accuracy. • [04:22] Jenn's take on how automation simplifies agent workflows. • [05:25] Benefits of real-time, dynamic data analysis for responsive decision-making. • [07:57] The impact of buyers being more educated: transparency matters! • [09:24] Why lenders prefer cloud-based tools over Excel worksheets. • [11:06] The power of AI-driven uploads and data organization. • [13:01] Ways that faster due diligence builds repeat buyer confidence. • [15:42] A case study of when poor data caused a deal to fall apart. • [17:37] Using valuations to manage seller expectations. • [18:47] Growing demand for tools that clarify value in uncertain times. • [20:40] How trust in the numbers builds trust in deals. • [21:27] A message to baby boomers: understand the true value of your business. • [23:21] How BizBuyValue can help buyers forecast success and focus strategy. • [24:58] Your free 21-day BizProValue trial and training opportunities. • [27:11] Listing of the Week: Taylor Bombardiere (Transworld Dallas Fort Worth Central) is selling a popular café and bakery with $165K cashflow. • [28:37] Deal of the Week: Jenna Roesch and Jeff Konieczko (Transworld Ontario, CA) closed a family-owned plastics manufacturing business sale. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Ray Skaug on LinkedIn Email Ray at [email protected] BizProValue Jenn Taylor Call Jenn on 614-265-3933 Email Jenn at [email protected] Ryan Armstrong Call Ryan on 480-447-3504 Email Ryan at [email protected] Taylor Bombardiere Jenn Armstrong Jenna Roesch Jeff Konieczko #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "As times change, your information and analysis needs to change. – To be able to do that very quickly gives power to a broker. The broker who has that power and responsiveness is head and shoulders above somebody who's trying to crank out something by hand in an Excel workbook." — Ray Skaug [0:07:36] "That's how you get to a million dollars in revenue with less stress and more success: by automating data collection." — Ray Skaug [0:12:16] "When we have something tangible in front of them – [and] we're bringing hard evidence in a great platform, the sellers are more likely to be in a healthier range to sell than believing they're worth – more than the market's willing to bear." — Jenn Ta

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they explore the surge of Millennials and Gen Z buying "boring" small businesses (such as sawmills, packaging companies, and HVAC services) as Baby Boomers retire and sell their long-held enterprises. They discuss the shift in generational ownership, the appeal of steady cash-flowing businesses over startups, and how younger buyers are using technology to modernize legacy operations. The conversation also covers the importance of relationship-building during business transitions and debunks common myths around "no-money-down" deals. Tune in to learn how this generational shift is reshaping the business-for-sale landscape (and how you can get in on the action)! Listing of the Week: Taylor Bombardiere presents a rare opportunity to acquire a thriving specialty retail business just 30 to 40 minutes outside of downtown Denver. This established business features two high-performing divisions: one focused on fine jewelry and the other on antique and premium firearms. Generating $357,000 in annual cash flow, it's listed at $1.2 million, with the real estate also available for $1.8 million. With little to no competition within a 10-mile radius and a prime high-traffic location, the business enjoys strong community support and a reputation for excellence. For more information, contact Taylor at (303) 519-7578 or [email protected]. Deal of the Week: Jenn Armstrong and Philip Handke celebrate the successful sale of a nail salon in Scottsdale, Arizona, Phil's second nail salon deal in just six months. This back-to-back success highlights the strong demand for well-run, service-based businesses in the Phoenix metro area. While the sale prices remain undisclosed, this latest deal showcases Transworld's ability to match quality first-time buyers with thriving local businesses. To learn more, contact Phil at (480) 390-7916, [email protected], or find him on LinkedIn! Key Points From This Episode: • [00:45] How Boomers are flooding the market with small businesses for sale as they retire. • [03:28] Why Millennials and Gen Z are stepping up as buyers in record numbers. • [06:52] The shift from startup culture to buying boring businesses for cash flow and stability. • [08:09] Misconceptions about "zero money down" deals and seller financing. • [08:59] Buying an existing business versus launching a new one. • [09:25] The scalability and tech-savviness younger buyers bring to legacy operations. • [11:30] Why successful deals depend on strong relationships between buyer and seller. • [14:19] Reasons that sellers are more likely to choose prepared, personable buyers. • [19:12] The importance of being picky about who you take business-buying advice from. • [20:46] Real-world examples of boring businesses for sale, from sawmills to spray foam, towing, medical supplies, recycling, and more! • [27:55] Listing of the Week: Taylor Bombardiere (Transworld Dallas Fort Worth Central) is selling a specialty retail biz near Denver, offering fine jewelry, collectible firearms, and optional real estate. • [29:27] Deal of the Week: Jenn Armstrong and Philip Handke (Transworld Phoenix) celebrate the sale of Phil's second nail salon deal in just six months! Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta JT Tatem Forrester's 'The State Of Business Buying, 2024' Report BizBuySell Insight Report 'Making It Work: In Search of a Boring Business' Taylor Bombardiere Jenn Armstrong Philip Handke Philip Handke on LinkedIn #thedealboard #transworldbusinessadvisors #businesssales #businessexit Quotes: "[Millennials] are coming into the market fast and furious, saying, 'What can I acquire? [Where] can I start?' But there's a whole wave of education online that says, don't start [from scratch]. Buy a cash-flowing business, a boring cash-flowing business." — JT Tatem [0:03:14] "[Buying] a business is a much less risky proposition than starting a new business and maybe even getting a job." — Andy Cagnetta [0:09:04] "[Interact with the seller] face to face, have a conversation, shake their hand. – There are businesses that get sold sight unseen, – [but] most businesses, you don't buy that way." — JT Tatem [0:12:41] "There's tons of boring businesses out there that you can buy." — Andy Cagnetta [0:25:49]

Andy and JT Tatem, President of Transworld Business Advisors, welcome you to another episode of The Deal Board Podcast. This week, they're joined by industry experts to discuss the evolving landscape of buying a business in today's market. They explore the challenges and opportunities buyers face, from increased competition to changing financing options. The conversation covers key strategies for leveraging SBA loans, how economic downturns can create ideal buying conditions, the benefits of franchising as a business acquisition strategy, and the importance of choosing the right business advisor. With insights from experienced business brokers like Taylor Bombardiere, Marty Fishman, and Tatiana DeMoraes, this episode breaks down what buyers need to know to navigate the modern marketplace successfully. Whether you're a first-time buyer or a seasoned investor, you'll gain actionable strategies, expert insights, and real-world success stories to help you make informed decisions and discover new opportunities in the business buying market! Listing of the Week: Bond Chaiprasit is offering the right buyer a rare opportunity to acquire a world-renowned beauty school established in 2006. This well-established institution has a strong reputation and a proven track record of success in the beauty education industry. With a skilled team in place and a steady stream of students, no prior experience is required to take over this thriving business. Priced at $4.5 million, the deal has already been pre-approved by multiple banks, making financing more accessible. For more information, call Bond Chaiprasit at (925) 914-0546 or email [email protected]. Deal of the Week: Hollie Choe recently sold an established and profitable preschool in Washington County, Oregon, for $150,000! With strong community roots, a previous owner with 20 years of experience, and seller discretionary earnings of $79,000, this was a fantastic opportunity for a qualified new owner with several local preschools in the area to step into a well-run business. Thinking of buying or selling a business? Contact Hollie Choe at (541) 920-9026 or [email protected]. Key Points From This Episode: • [01:08] Today's topic: buying a business in today's market. • [03:59] Reasons that right now is a prime time to buy a business. • [07:58] How to leverage the low down payments and fast approvals of SBA loans. • [10:31] Why economic downturns present an ideal opportunity to acquire a business. • [17:53] Choosing the right broker or advisor and getting the right education. • [22:50] Benefits of franchising and how to locate the ideal venture. • [27:07] Buying vs. building a business: pros and cons with Taylor Bombardiere. • [34:40] Listing of the Week: Bond Chaiprasit (Transworld North San Gabriel Valley) is selling a world-renowned beauty and cosmetology franchise school that was featured in a Hollywood blockbuster movie! • [36:44] Three questions that every business buyer asks Marty Fishman. • [38:34] Deal of the Week: Hollie Choe (Transworld Oregon Central) sold an established and profitable preschool with strong community roots in Washington County, Oregon. • [39:49] Five actionable tips for buying a business with Tatiana DeMoraes. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta JT Tatem Small Business Administration (SBA) Loans Email Taylor Bombardiere at [email protected] Bond Chaiprasit Marty Fishman Hollie Choe Tatiana DeMoraes #thedealboard #transworldbusinessadvisors #businesssales #businessexit Quotes: "Times of economic uncertainty [are] a great time to buy a business." — Andy Cagnetta [0:12:28] "The advantage of working with an intermediary [or] advisor is they may have an inventory of – businesses they can show you. Rather than go search for all of those on your own, align yourself with someone who has inventory they can show you." — JT Tatem [0:21:57] "What are some of the pros when it comes to buying a business versus building it? One of the main things you get immediately when you buy a business is cashflow. Cashflow is king." — Taylor Bombardiere [0:27:54] "In pricing a business, there's science and there's art." — Marty Fishman [0:37:44] "Your broker knows who is in the industry that are deal-makers and not deal-killers. You want [to hire] people that are knowledgeable." — Tatiana DeMoraes [0:42:46]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are joined by Marty Fishman and Tom Milana from Transworld Fort Lauderdale and David Moore from Acclivity Financial to explore how to get deals done. It's a competitive market for buyers right now, and if you have the finances for an all-cash deal, it might just give you the edge; it could even help you get a discount on your purchase! Tuning in, you'll hear about two successful cash deals, one for a FedEx route in Miami and another for a garbage shoot repair and maintenance business. Discover the benefits of a cash deal, like faster closing times and fewer complications, and what you can expect as a buyer or seller. To end, David Moore provides an update on the SBA loan process and the current state of financing. Tune in to learn how to find the best financing option for your business and get the deal done! Listing of the Week: An incredible opportunity to acquire two well-established home improvement businesses in eastern Pennsylvania, including real estate, is now available. No prior industry experience is needed, as both businesses have a strong, experienced team in place and outstanding local reputations. With seller discretionary earnings exceeding $850,000 on $3.2 million in sales for 2024 (and 2025 sales already up 10%), this is a profitable and growing operation. Priced at $2.5 million, the deal has already been pre-approved by multiple banks, making financing more accessible. For more information, call Gina Chapman at (804) 446-0345 or email [email protected]. Deal of the Week: A niche trash and linen chute maintenance business has officially sold for $3.3 million! Listed in September, the deal faced an initial setback when the first buyer fell through, but persistence paid off. A strategic buyer stepped in, financing the real estate in cash and securing a business with strong financials, $665,000 in seller discretionary earnings on $3 million in revenue. With 6,000 active clients and over 300 service contracts, this business stood out as one of the only providers of its kind in the state. Thanks to solid financials and a smooth due diligence process, the final sale price held firm. To learn more, contact Jake Tobin at (954) 999-2233 or [email protected]. Key Points From This Episode: • [02:28] Marty Fishman shares the details of an all-cash deal for a FedEx route in Miami. • [04:01] The benefits of all-cash deals, including faster closing times and fewer complications. • [07:43] Listing of the Week: Gina Chapman (Richmond Virginia) is selling two home improvement companies in eastern Pennsylvania. • [08:57] Tom Milana on an all-cash deal for a garbage shoot repair and maintenance business. • [12:02] How cash deals can save the buyer money. • [14:12] Deal of the Week: Jake Tobin (Fort Lauderdale) successfully closed the sale of a niche trash and linen chute maintenance business for $3.3 million. • [17:32] Some background on David Moore and Acclivity Financial. • [20:40] The current state of deal flow and financing. • [23:38] A breakdown of Acclitivity Financial's offerings as an SBA lender. • [25:34] Predictions for market growth, younger buyers, SBA loans and more. • [31:27] What to expect from Acclivity's USDA lending and SBA programs. • [34:06] Parting advice for entrepreneurs in the current economy. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Marty Fishman Gina Chapman Tom Milana Jake Tobin David Moore Acclivity Financial #thedealboard #transworldbusinessadvisors #businesssales #businessexit Quotes: "Typically we see sellers having to take 20% of a discount on an all-cash deal, and once again, it just takes one of the processes out of the deal, and you can move up the timeline all the more." — Marty Fishman [0:05:01] "These buyers are paying 10 to 12% interest rates. A deal this size would have been a $50,000 plus closing fee to the lender. They're saving a fortune by paying cash." — Tom Milana [0:12:28] "I'm surprised by – the money that these younger [people] are making. – And they don't want to give it up, but they want to start their own business. – They just don't want to have one location. They want to have several." — David Moore [0:26:38] "The nice thing is, the SBA sets all the rules, and it's supposed to be a level playing field, so it comes down to execution, and we're comfortable with where we are in our space and what we're doing." — David Moore [0:33:24] "From an entrepreneur standpoint, I think that people just need to decide what they really want to do. What are they passionate about? You don't necessarily have to buy a business. You could start one up. There's franchises, there's a variety of avenues." — David

Andy welcomes you to another episode of The Deal Board Podcast. This week, they are joined by Ryan Mortenson to interview prolific Broker Linda Boswell. Next, Sam Curcio from Transworld New York interviews the legendary Business Broker and entrepreneur Eric Straus. Join these industry leaders as they discuss two epic business stories and share a wealth of essential advice for people who are just getting started on their entrepreneurial journeys. From Linda's love of drop letters and the essential quality she attributes her success to, to Eric's early experiences of entrepreneurship and the principles that have led his way, this conversation is packed with wisdom you can apply today. Thanks for listening! Listing of the Week: Addison Goldin is selling a beauty salon in North Broward County that offers every service from nails to tattoos, hair, and more. This could be a quick deal for someone looking for an easy way to start their portfolio. For more information, call Addison at (954) 289 2115 or email him at [email protected]. Deal of the Week: Michael Shae sold a retail store and interior design practice on the Gold Coast of Florida for $1.6 million dollars. The seller was a near-retiree who had built an exceptional business, and it has been sold to a buyer who had bought multiple other businesses from Transworld. For more information, call Mike on (813) 331 5414 or email him at [email protected]. Key Points From This Episode: • [02:13] Ryan Mortenson welcomes Linda Boswell and she shares her origin story in business brokerage. • [06:35] The story of the first business she brought to close using a drop letter. • [07:15] Her most recent memorable sale of a water survey business. • [08:15] Linda's view on what sets a successful business broker apart: follow-up. • [10:11] Why Linda believes that more drop letters and more direct mail are key to success. • [11:50] Her goal to help other business brokers grow in the future and the one quality she attributes her success to. • [15:08] The story of the cosmetic distribution business Linda sold using a translator. • [16:18] Sam Curcio introduces Eric Straus and his prolific background as an entrepreneur and broker. • [17:47] His background and early experiences of entrepreneurship before starting a business. • [23:11] The story of his exponential growth and what he learned along the way. • [26:55] Key principles and strategies he has applied at every juncture. • [29:27] Advice Eric would give to young entrepreneurs who are just getting started. • [33:17] Deal of the Week: Michael Shea sold a retail store and interior design practice on the Gold Coast of Florida. • [34:41] Listing of the Week: Addison Goldin. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Ryan Mortensen Linda Boswell Eric Straus Sam Curcio Michael Shea Addison Goldin #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "[To be a broker], I think you need to have a very even temperament, — [because] it can be an emotional rollercoaster." — Linda Boswell [0:13:07] "My dad taught me a great lesson — If you don't have a collections problem, you're not selling hard enough." — Eric Straus [0:22:43] "Whether you're buying a business or starting a business, you have to assume the revenue isn't going to be there early on." — Eric Straus [0:25:17]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they speak to three guests, Peter Berg, Arthur Beisner, and Phillip Proctor, about their standout case studies regarding the Silver Tsunami – the wave of baby boomer business owners looking to exit. While many expected a mass sell-off, this trend has been happening more gradually, with owners holding on longer due to factors like high earnings and strong personal ties. Their conversation covers three compelling case studies: a PhD's 40-year-old business, a CPA firm, and a $7M in revenue HVAC business. These stories highlight the emotional and financial challenges of selling, the benefits of going to market before you need to, and the value of younger buyers acquiring established businesses. Plus, don't miss this week's Deal of the Week, a high-margin pool service business sold for $525K, and the Listing of the Week, a $350K absentee-run furniture store in booming Palm Beach County. Tune in now to hear it all! Listing of the Week: Don't miss this rare absentee-run business opportunity in Palm Beach County! Addison Goldin of Transworld Fort Lauderdale is representing a well-established furniture store, the owner of which is based in South America. With minimal owner involvement and steady earnings of $150,000 per year, this business is perfect for an investor seeking passive income. Plus, with the Palm Beach housing market on the rise, demand for furniture remains strong. Priced at just $350,000, this high-potential listing is expected to sell fast! For more information, call Addison Goldin at (954) 289-2115 or email him at [email protected]. Deal of the Week: Michael Shea of Transworld Lakeland successfully facilitated the sale of a highly profitable pool service company in West Palm Beach! After 35 years of operation, the owners – who were looking to transition into retirement – found the perfect buyer through Transworld's expert network. The new owner, a young entrepreneur with a private equity background, recognized the business's unique financial advantages, including a smart 13-month billing cycle that contributed to above-average profit margins. The deal was structured with SBA financing and closed at $525,000, marking another successful transition of a strong service-based business. If you're considering buying or selling a pool service company, reach out to Michael Shea at (321)-287-0349 or [email protected]. Key Points From This Episode: • [00:23] Today's topic: 'The Silver Tsunami' and the buying and selling of boomer businesses. • [05:31] An overview of Peter Berg's case study of selling a 40-year-old business. • [12:14] Peter's selling advice to those over 60 who are still in business. • [14:36] Arthur Beisner on selling a CPA firm five years before the seller wanted to retire. • [17:36] How they found the right buyer, the financial structure of the deal, and key takeaways. • [21:59] Arthur's advice to older sellers: use a program like Exit Factor. • [23:03] Phillip Proctor's insights on selling a $7M HVAC business. • [26:18] Finding a young, experienced buyer who recognized the company's growth potential. • [28:46] How brokers, like Transworld, can help business owners make the ideal sale. • [30:20] Predictions for baby boomer selling trends. • [32:14] Deal of the Week: Michael Shea (Lakeland) sold a 35-year-old pool business in West Palm Beach for $525K. • [33:31] Listing of the Week: Addison Goldin (Fort Lauderdale) lists a $350K Palm Beach furniture store with $150K earnings that is largely absentee-run. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Exit Factor'Individual Business Buyers Are Flooding The Market'Peter Berg | Transworld M&APeter Berg on LinkedInPeter Berg EmailCall Peter Berg at (754) 224-3144 Arthur Beisner | Transworld Colorado Arthur Beisner on LinkedIn Arthur Beisner Email Call Arthur Beisner at (720) 259-5099 Phillip Proctor | Transworld West Palm Beach Phillip Proctor Email Call Phillip Proctor at (561) 763-3199Addison Goldin | Transworld Fort Lauderdale Addison Goldin on LinkedInAddison Goldin Email Call Addison Goldin at (954) 289-2115 Michael Shea | Transworld Lakeland Michael Shea on LinkedIn Michael Shea Email Call Michael Shea at (321)-287-0349 #thedealboard #transworldbusinessadvisors #businessbrokerage #sold #entrepreneurs Quotes: "He feels really good now. But I've got to tell you, there was a lot of hand-holding in that last month." — Peter Berg [0:09:55] "He never wavered, but he was extremely relieved when it was over, and extremely appreciative of the work that I did and the work that we did here at Transworld to get it done for him." — Peter Berg [0:10:38] "There is a mortality rate of deals, and I th

Andy and Jessica welcome you to another episode of The Deal Board Podcast. While we often discuss buying, selling, and running businesses, we rarely dive into the day-to-day realities of being a successful business broker and M&A advisor. This week, you'll hear tips, tales, and industry insights from top Transworld brokers, Dustin Audet, Ryan Mortensen, Julie Barlow, and Taylor Bombadiere. Together, they explore what it takes to thrive in this industry, from managing workloads and stress to building strong client relationships and closing deals. They also share expert strategies for confidential listings, effective networking, and adapting to a rapidly evolving market. Whether you're a business owner looking to sell, an aspiring broker, or an entrepreneur exploring new opportunities, this episode is packed with actionable takeaways to help you navigate the business buying and selling process with confidence. Tune in to take your next step toward success! Listing of the Week: A well-established underground utility contractor in Los Angeles County is now available for purchase. With $2.1 million in contracts secured for 2025, an SDE of $570,000 (projected to reach $650,000 this year), and a listing price of $2.4 million, this business offers strong growth potential. A Class A General Engineering Contractor License is required, but the seller has already identified a qualifying employee. Motivated to sell due to relocation, this is a prime opportunity for buyers looking for a profitable and scalable operation! For more information, call Jonathan Cheung at (626) 864-3369 or email him at [email protected]. Deal of the Week: A beloved French bakery in South Shore, Massachusetts, has found its perfect new owner! With a strong reputation and a dedicated team in place, this well-established business was an incredible opportunity for the right buyer. After nearly purchasing another business that wasn't the right fit, the buyer (who lived just blocks away and had fond memories of the bakery) was connected to this listing. The deal was successfully closed with SBA financing, thanks to expert coordination between the buyer, seller, lender, and attorneys. Another great match made through Transworld Boston! To learn more, call Brook Hartnett at (631) 965-9073 or email him at [email protected]. Key Points From This Episode: • [03:27] Why consistent prospecting and networking are key to long-term success. • [05:10] Structured time management and non-negotiable calendar habits to manage stress. • [06:10] The limitless earning (and learning) potential that business brokerage offers • [08:22] Ways that Transworld's team culture fosters collaboration over competition. • [10:31] Grit, tenacity, optimism, and other essential traits for a successful business broker. • [12:45] Dustin's top book recommendations and the lessons he's learned from them. • [15:53] What drives Dustin: insight into the big, audacious goals he has set for 2025! • [19:08] Utilizing social media as an untapped resource for reaching buyers and sellers. • [22:51] How Julie's introduction to business brokerage as a buyer sparked a new career path. • [25:49] Leveraging personal experience to become a stronger, more empathetic broker. • [27:56] Building stronger brokers through a collaborative culture, mentorship, and support. • [32:15] Reasons that networking and relationship-building are more effective than cold calling. • [35:52] Why matching buyers and sellers is about so much more than just the financials. • [40:48] Tenacity, creativity, and other attributes that will help brokers succeed in the long run. • [44:40] Taylor's tips for maintaining confidentiality by using strategic marketing, NDAs, and buyer vetting to protect sellers and maximize value. • [50:13] Listing of the Week: Jonathan Cheung (Transworld Beach Cities & Torrance) is selling an underground utility contractor in LA County with $2.1M in contracts for 2025. • [51:42] Deal of the Week: Brook Hartnett (Transworld Boston) sold a beloved 30-year-old French bakery to a local buyer through SBA financing. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Ryan Mortensen Ryan Mortensen on LinkedIn Dustin Audet Dustin Audet on LinkedIn Never Split the Difference: Negotiating as If Your Life Depended on It Ryan Serhant Owning Manhattan Sell It Like Serhant: How to Sell More, Earn More, and Become the Ultimate Sales Machine Jocko Willink A New Earth: Awakening to Your Life's Purpose Julie Barlow Julie Barlow on LinkedIn Master Networks Taylor Bombardiere Taylor Bombardiere Email Taylor Bombardiere on LinkedIn Jonathan Cheung Jennifer Fox Brook Hartnett #thedealboard #transworldbusinessadvisors #tworld #businesssales Quotes

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they sat down with Chris Hurn, President of Community Bankshares, to discuss his insights from the forefront of business banking today. Touching on market trends, we unpack what you can do today to ensure the future sale of your business including the SPA process, financing, and more. Next, Taylor Bombardiere joins the episode to get into the finer details of what due diligence is and why it is important. The conversation covers a lot of ground; including bank and buyer sign-off, preparing your business for a sale, and making sure that any potential due diligence issues are resolved even before you hit the market. Join us today to hear all this and more! Listing of the Week: Johnathan Zsittnik sold an electric contractor business to a strategic buyer who had just received his master electrician license. For more information, call Johnathan on (978) 472 4385 or email him at [email protected]. Deal of the Week: Karl Taft is selling a nostalgic 1950s-style diner in Waco, where delicious scratch-made meals and desserts are served in a charming setting. This beloved establishment holds a liquor license, is supported by a dedicated long-term staff known for exceptional service, and enjoys a prime location just blocks from a popular national tourist attraction. For more information, contact Karl Taft on (817) 677-9988 or via email at [email protected]. Key Points From This Episode: • [00:22] Why the topic of future-proofing your deals is so pertinent. • [03:05] Chris Hurn's career journey, analysis of the market today, and predictions for the future. • [09:05] Portional business sales, profit margins, financing and more. • [13:09] Insights from business banking and loans at the start of 2025. • [17:44] The trend towards younger borrowers and tangential growth. • [18:52] How to prepare for the SPA process. • [24:00] Taylor Bombardiere on due diligence. • [28:11] Due diligence from a seller's perspective. • [31:50] Listing of the Week: Karl Taft (Dallas Fort Worth) is selling a 1950s style diner. • [32:30] Deal of the Week: Johnathan Zsittnik sold an electric contractor business Links Mentioned in Today's Episode: Taylor Bombardiere Taylor Bombardiere Email Chris Hurn on LinkedIn Chris Hurn Email Karl TaftKarl Taft Email Karl Taft on LinkedIn Johnathan ZsittnikJohnathan Zsittnik Email The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] #thedealboard #transworldbusinessadvisors #businessbrokerage #tworld #buyabusiness #sellabusiness Quotes: "I've always been a big believer in specializing and not trying to be all things to all people." — Chris Hurd [0:14:07] "If you're thinking of selling your business, it's really important to have as many of your processes and procedures as systematized as possible" — Chris Hurd [0:20:54] "The main goal for due diligence truly is to get through the end of it and make sure that everything that they've found matches up with what they want." — Taylor Bombardiere [0:26:18]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, you'll hear from two franchisee favorites, Hollie Choe and Jennifer Fox, in their conversation on all things franchising. They start by breaking down the definition of a franchise, what makes it an excellent model, and why buying a franchise is such a popular path for entrepreneurs. Discover everything you need to know to get started, like how to choose the right franchise, the costs associated with buying a franchise, and the legal considerations you need to take into account. To end, Hollie and Jennifer discuss key pitfalls to watch out for, what they wish they had done differently when purchasing their franchises, and why they love being part of a franchise. Tune in now to learn everything you need to know about buying franchising from Hollie and Jennifer! Listing of the Week: Jonathan Cheung (North San Gabriel Valley, Beach Cities, and Torrance) and his business partner, Calvin Tampubolon, have Code Ninjas franchises on offer. As the world's largest STEM for kids franchise, Code Ninjas boasts over 300 locations across the US, Canada, and the UK. Franchisees manage physical centers in retail spaces and can expand by providing classes at schools and community centers. With its strong business model and mission-driven purpose, Code Ninjas presents a unique opportunity for aspiring owners. Jonathan and Calvin will soon list two additional franchises in Los Angeles County. For more information, call Jonathan at (626) 864-3369 or email him at [email protected]. Deal of the Week: Jonathan Cheung (North San Gabriel Valley, Beach Cities, and Torrance) and his business partner Calvin Tampubolon, recently helped a fellow Code Ninjas franchisee secure a purchase agreement for two centers in LA County. Initially, only one center was listed for sale, but within two months, they reached an agreement with a buyer, including the right of first refusal (ROFR) for the second center. During due diligence, the buyer chose to acquire both centers and three weeks later, a final purchase agreement was signed for both. To learn more, call Jonathan at (626) 864-3369 or email him at [email protected]. Key Points From This Episode: • [00:23] Introducing today's guests and topic: Hollie Choe and Jennifer Fox on franchising. • [02:02] What to expect from today's conversation on franchising. • [03:03] The definition of a franchise, and why it's such a good option. • [05:07] Jennifer's experience with Transworld and how franchises support you. • [07:34] Key steps for preparing to buy a franchise and essential questions to consider. • [10:41] Cost considerations and fees to be aware of when selecting a franchise. • [12:08] Why you need to ask how much time you will be putting into your franchise. • [13:16] What Hollie and Jennifer would have done differently on their franchise journeys. • [15:17] Legal considerations you need to take into account. • [17:40] Why being part of a franchise was a great choice for Hollie and Jennifer. • [20:13] Listing of the Week: Jonathan Cheung (North San Gabriel Valley, Beach Cities, and Torrance) discusses deals involving Code Ninjas franchises. • [21:38] Deal of the Week: Jonathan Cheung (North San Gabriel Valley, Beach Cities, and Torrance) breaks down the sale of two Code Ninja centers by one owner. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Exit Factor Hollie ChoeHollie Choe on LinkedInJennifer FoxJennifer Fox on LinkedIn Jonathan Cheung Jonathan Cheung on LinkedIn Jonathan Cheung Email Call Jonathan Cheung at (626) 864-3369 Calvin Tampubolon Calvin Tampubolon on LinkedIn Call Calvin Tampubolon at (310) 765-1658 Code Ninjas #thedealboard #transworldbusinessadvisors #tworld #businessbrokerage Quotes: "A franchise is a great option because it has a proven model. There are people that have come before you that have done it and that they have been successful, so they have systems in place to make sure that you can do it right." — Jennifer Fox [0:03:46] "What type of business do you want? [Do you want a] service business, do you want a retail business? You really need to understand what you are looking for." — Jennifer Fox [0:10:11] "One of our pitfalls was underestimating the cost of the ongoing [operations]." — Hollie Choe [0:13:42]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are once again joined by JT Tatem, President of Transworld Business Advisors, to share the 8 W's of Goal-Getting, an actionable system to turn your ambitious goals into achievements! From writing down your intentions to tackling the all-important "work," JT delivers relatable examples and expert tips for entrepreneurs looking to grow, buy, or sell a business in the year ahead. If you've ever struggled to move from planning to action, this episode will equip you with the tools you need to break through obstacles and keep your goals on track. Tune in and get ready to become the ultimate goal-getter in 2025! Listing of the Week: Ryan Armstrong is selling a booming med spa business in Arizona. With $1.5 million in sales and $350,000 in SDE, this turnkey opportunity comes fully equipped with a nurse practitioner on staff. Priced at $1.5 million, financing is already set up, making it easier than ever to step into this thriving industry. For more information, call Ryan at (480) 447-3504 or email him at [email protected]. Deal of the Week: Michael Shea recently sold a 40-year-old general mechanic shop in St. Petersburg, Florida. With nearly $2 million in revenue and over $350,000 in cash flow, the business was sold for $900,000 through an SBA loan. The buyer, an industry professional, was able to step in and manage the business smoothly. To learn more, contact Michael at (407) 745-0466 or email him at [email protected]. Key Points From This Episode: [03:35] The 8 W's of goal-setting: from writing down goals to doing the work. [06:43] Delegation tips from JT: can someone else do it as well as (or better than) you? [07:50] Why it's important to stay organized, be committed, and leave room for adjustment. [10:03] How to manage time, prioritize tasks, and stay motivated by "eating a frog." [11:39] A poignant reminder that hard work is unavoidable! [13:11] Accountability partners to keep you on track and help you get it done. [15:51] Reasons that planning and preparation (with a healthy dose of flexibility) is key. [19:52] What it looks like to apply the 8 W's to selling or buying a business. [24:14] Why adaptability and readiness are essential for unexpected opportunities. [27:05] Listing of the Week: Ryan Armstrong (Transworld Phoenix) is selling a thriving med spa business in Arizona, generating $1.5 million in sales and $350,000 in SDE. [28:38] Deal of the Week: Michael Shea (Transworld Lakeland) sold a highly profitable 40-year-old general mechanic shop in St. Petersburg, Florida, for $900,000 through an SBA loan. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] JT Tatem JT Tatem on LinkedIn JT Tatem on Instagram Ep 163: Goal Setting and Getting Principles: The 8 Ws of Goal Setting Ep 143: Setting and Executing Your Goals: Eight Ws for a Successful 2023 Eat That Frog! The Flip Side #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "If someone can do it as good as me, better than me, or good enough, I'm going to delegate it to them." — JT Tatem [0:06:59] "[Brian Tracy] would say that a perfect plan delayed indefinitely is beaten by an imperfect plan implemented immediately." — JT Tatem [0:11:55] "Distractions are going to come one way or the other. Your job is to decide whether or not you're going to let them come in and invade [your time]. Keep the appointment with yourself." — JT Tatem [0:14:59]

Andy and Jessica take a break from The Deal Board Podcast as Calvin Tampubolon and Jonathan Cheung step in as hosts. This week, they speak to Venndigm cofounder Oommen Thomas about the growing importance of intellectual property valuations and specifically, the role of IP valuations in mergers and acquisitions. After defining IP valuation, explaining why it matters, and detailing its role in M&As, Oommen walks us through his approach to IP valuation in M&A transactions. Then, we learn where IP valuations sit in the due diligence process, how valuations are affected by market conditions, common pitfalls to avoid, and how to improve one's IP value before a merger or acquisition. To end, Oommen implores listeners always to remember the power of perception in big money deals. Listing of the Week: Eli Tatem (Western Carolinas) is selling a profitable trucking company with explosive growth potential of over $14 million in revenue annually! The fleet of over 40 modern trucks is well-maintained, ensuring reliable and efficient deliveries nationwide. A strong team of drivers has never been an issue for this company, and The Office Team is tooled up and ready to help the new owner take the company to the next level. For more information, call Eli at (864) 527-5995 or email him at [email protected] Deal of the Week: Brook Hartnett (Boston) sold a storage container leasing business that has been running for 50 years. The seller was willing to let of the company amidst other business opportunities, and the buyer is a first-timer who wants to build his entrepreneurial profile before leaving his current job. For more, call Brook at (631) 965-9073 or email him at [email protected] Key Points From This Episode: • [00:00] Why IP valuation is a hot topic, and why it will remain prevalent for years to come. • [02:26] Transworld's Calvin Tampubolon and Jonathan Cheung step in as today's hosts. • [03:47] Welcoming Oommen Thomas as he explains who he is and what he does. • [06:30] Defining intellectual property valuation and unpacking why it matters. • [09:27] Understanding the role of IP in mergers and acquisitions. • [11:07] Oommen details his approach to IP valuation in M&A transactions. • [16:15] The specific IP-related issues that should be addressed in the due diligence phase. • [18:11] How market conditions affect IP valuations. • [21:55] Real-world examples of how intellectual property valuations influence M&A deals. • [23:45] Common pitfalls to avoid in IP valuations for M&As. • [27:55] How a business can improve its IP value before pursuing an M&A. • [29:55] Oommen's final thought for listeners explores the importance of perception. • [34:46] Listing of the Week: Eli Tatem (Western Carolinas) is selling a profitable trucking company with explosive growth potential. • [37:35] Deal of the Week: Brook Hartnett (Boston) sold a storage container leasing business in Massachusetts. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us at (888) 719-9098 Email us at [email protected] Calvin Tampubolon Calvin Tampubolon on LinkedIn Call Calvin Tampubolon at (909) 561-6771 or email [email protected] Jonathan Cheung Jonathan Cheung on LinkedIn Call Jonathan Cheung at (626) 864-3369 or email [email protected] Oommen Thomas on LinkedIn Call Oommen Thomas at (510) 685-3375 or email [email protected] Venndigm Project SkillStrong KPMG US | Careers Northeastern University #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "[IP valuation] is an essential topic for entrepreneurs, investors, and anyone interested in maximizing the value of their intangible assets." — Calvin Tampubolon [0:02:37] "Most people are focused on the number of the valuation, but perhaps more important is the story behind the valuation." — Oommen Thomas [0:08:12] "The thing about IP is that its value is not just dependent on the economy. If somebody comes up with an alternate technology that can do what you do much more efficiently, all of a sudden your highly valuable IP that was highly valuable yesterday, is no longer valuable today." — Oommen Thomas [0:19:57] "If you don't do your due diligence, you're going to pay a price." — Oommen Thomas [0:24:54] "Just because you've got a patent or just because you've established a trade secret doesn't mean that it's all yours; you have to actively be engaged in protecting it and realizing value from it." — Oommen Thomas [0:32:16]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they sat down with Dr. Joe Oravecz to unpack the importance of having adequate mental health protocols in the workplace and more specifically, ensuring that executives stay on top of their mental health. To begin, Joe walks us through the work of the National Alliance on Mental Illness, or NAMI, where he serves as the CEO of their Broward County outfit. Then, we explore some of the challenges that leaders grappling with their mental health face, the financial implications of having poor mental health protocols in the office, the lingering effect of the global pandemic, and the importance of executives leading the mental health charge by example. Lastly, Dr. Joe shares key insights into the process of prioritizing one's mental health, how to find the right resources, the rewards of having efficient mental health structures in place, and the importance of starting with prevention. Listing of the Week: John Fullerton (Omaha South) is selling a custom home improvement production facility. With a proven track record of quality craftsmanship and exceptional service, this well-equipped operation boasts a strong market presence and a loyal customer base. The business offers a turnkey solution with state-of-the-art facilities, a comprehensive range of services, and ample growth potential. This is an excellent opportunity to acquire a profitable and reputable enterprise with a solid foundation and opportunities for expansion. For more information, call John at (402) 213-9945 or email him at [email protected]. Deal of the Week: Michael Shea (Tampa and Orlando) just sold a well-run vacation rental company. Having already formed a relationship from operating in similar circles, the seller reached out to Michael and expressed his desire to sell ahead of his impending retirement. Within 24 hours, Michael had 14 (full price!) offers, and the eventual buyer was someone who'd been trying to buy from Michael for about a year. The seller and buyer both relied on Michael's experience and Transworld's reputation to get the deal over the line. For more information, call Michael at (321) 287-0349 or email him at [email protected]. Key Points From This Episode: • [00:00] Why today's episode is vital for all business leaders. • [04:03] Dr. Joe Oravecz introduces himself and explains what happens at NAMI. • [10:57] The financial implications of workplaces without mental health support systems. • [14:30] COVID-19's lasting effect on the mental health of students entering the workforce. • [18:23] How helping employees with their mental health struggles will lead to more retention. • [21:36] Why prioritizing your mental health is a laborious, constant, yet rewarding process. • [24:19] How leaders can improve mental health protocols in their workplaces. • [27:00] Exploring mental health prevention, and why executives need to lead by example. • [29:18] Where leaders and other employees can find mental health resources. • [31:44] Key takeaways from today's conversation. • [34:56] Listing of the Week: John Fullerton (Omaha South) is selling a well-established custom home improvement production facility. • [36:48] Deal of the Week: Michael Shea (Tampa and Orlando) sold a wonderful vacation rental company. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us at (888) 719-9098 Email us at [email protected] Dr. Joe Oravecz Dr. Joe Oravecz on LinkedIn Dr. Joe Oravecz on Instagram Dr. Joe Oravecz on X NAMI Broward County The 2024 NAMI Workplace Mental Health Poll #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "A business can only succeed as far as [its] leader can." — Jessica Fialkovich [0:01:12] "It really takes leadership from the top to walk the talk about mental health because if you don't do it at the top, then your employees and your entire team will not feel safe even talking about it." — @DrJoeO [0:05:17] "There's now more strength behind talking about mental health than there is weakness." — @DrJoeO [0:20:48] "For those [who] are thinking about, 'Well, maybe I should talk to somebody,' then do it." — @DrJoeO [0:33:01] Longer Quotes: "Just asking the question is progress. — Because of where we are and where mental health is and the whole vernacular and the conversation in society at this time, now's the time that you actually have permission to ask that [mental health] question of yourself; of your C-suite; of your team, because that will be welcomed." — @DrJoeO [0:25:24]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are joined by Damion Lupo, a highly-accomplished author, financial mentor, and host of The Financial Underdogs podcast. Damion believes that winning starts by failing, and today's conversation begins by unpacking his incredible philosophy before learning about his role as the Chief Investment Officer at FrameTec. Today's guest also shares valuable information on the easy-to-forget intricacies that led to his astounding success in business, and Taylor Bombardiere of Transworld Colorado steps in with short but powerful advice on how to defeat that niggling imposter syndrome. Thanks for listening! Listing of the Week: Matt Friscia is selling a highly profitable and 5-year established ride-share company with over 200 fleet vehicles. With a regular cash flow of over $800,000 and multiple real estate attachments, this is definitely an opportunity worth exploring! For more information, call Matt Friscia at (708) 328-8800 or email him at [email protected] or [email protected]. Deal of the Week: Hollie Choe and Jeff Jones sold an established, community-favorite, family-owned online candle and specialty business. It was founded from a passion and love for specialty candle products, and it garnered a relatively large and dedicated Facebook following. The business grew over time with tenured staff in place who were devoted to selling quirky and fun high-quality products, and Hollie and Jeff were able to find the perfect buyer who preserved the legacy of the business. For more information, call Hollie Choe at (541) 920-9026 or email her at [email protected], and speak to Jeff Jones at (541) 920-9026 or email him at [email protected]. Key Points From This Episode: • [00:00] We love doing entrepreneurial interviews, and today's is all about failing forward. • [02:50] Introducing Damion Lupo and his incredible philosophy about failing to win. • [07:58] A look at how he manages his role and responsibilities at FrameTec. • [13:28] Noteworthy tools and strategies from his road to business success. • [27:12] Listing of the Week: Matt Friscia (Illinois) is selling a highly profitable and 5-year established ride-share company with over 200 fleet vehicles. • [28:22] Taylor Bombardiere from Colorado shares advice on defeating imposter syndrome. • [34:51] Deal of the Week: Hollie Choe and Jeff Jones (Oregon) preserved the legacy of a community-loved, family-owned candle specialty business. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Damion Lupo Damion Lupo on LinkedIn Damion Lupo on X Damion Lupo on YouTube The Financial Underdogs FrameTec Matt Friscia Taylor Bombardiere Taylor Bombardiere on LinkedIn Hollie Choe Jeff Jones #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "What was true is that these are all gifts, all these experiences, these failures, if you will. People think it's like you win or you fail but actually, you win or you learn." — @damionlupo [0:05:39] "When you disconnect from being concerned about the failures and you fall in love with the process, magic happens. That's the key; you have to have enough failures to where it doesn't even phase you [anymore]." — @damionlupo [0:07:00] "One of the key ways to fail is to be doing too many things at once." — @damionlupo [0:18:01] "Deeply trusting and loving the process of your impact on the world – that's where life opens up." — @damionlupo [0:23:20] "As long as you're getting better by one little bit each and every day, that's a win." — Taylor Bombardiere [0:29:56]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they discuss the complicated issue of confidentiality during the sales process and when to tell your employees that you're selling the company. Most owners want to do right by their employees when they decide to sell, which is why they might feel compelled to be transparent and include their workers in the selling process. Today they get into why you are actually doing your employees a disservice if you tell them that you're selling, the upheaval this can cause, and what you should do instead. They also share several war stories of sales that went awry after owners told their employees they were selling, including a drop in value that exceeded three million dollars. Don't miss this essential conversation on confidentiality, transparency, and how to navigate the sales process! Listing of the Week: Art Warsoff is selling a prominent full-service roofing business in Utah. The business is listed for $1,649,000 and the down payment is $1,484,000. Last year it earned over $600,000 in SDE, and we're excited to see what next year will bring. The company has been established for over 40 years. Practically everyone in Utah has heard of them, which means the company has done some excellent branding. They also have a full team of people that can handle all sorts of services. For more information call Art at (385) 342-3883 or email him at [email protected] Deal of the Week: Pat Bass tells us how he took a 20-year-old pharmacy to market and successfully procured a qualified buyer. The buyer and seller had an instant connection; another wonderful example of brokers doing good deals for good people. The pharmacy was in a small Ohio town with a population of just over 1700 people. Regardless of the size of your business, or your town, if you're a business owner and you're considering selling, let us work for you. For more information call Pat at (614) 265-3933 or email him at [email protected] Key Points From This Episode: • [00:00] An overview of today's topic: keeping your sale confidential from your employees. • [01:37] Why confidentiality is important and what to do before the sale. • [04:50] What to do during the sales process when you're listed. • [07:45] Four key things that can happen when you reveal to employees that you're selling. • [12:44] How a coaching business went from a three-and-a-half million valuation to selling for $220,000 after telling her leadership team about the sale. • [14:47] The challenges of selling a family business, and the big risk one pair of owners took when they told their children about the sale. • [17:52] What happened when the owner of a successful awning business told their primary employee they wanted to sell. • [19:44] How and when to break the news to your employees that the sale is closed. • [21:40] Listing of the Week: Art Warsoff (Utah county) is selling a prominent full-service roofing business in Utah. [23:14] Deal of the Week: Pat Bass (West Central Ohio) tells us about finding the perfect buyer for a beautiful small-town pharmacy in Ohio. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on LinkedIn Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Exit Factor Art Warsoff Pat Bass #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "Early departure is probably the number one negative effect we see with revealing the sale process." — @jessfialkovich [0:08:38] "The employees are probably going to be revered by the new owner, be celebrated, maybe even get promotions and salary raises. Don't tell them now. It will lead to people leaving, and we've seen it [happen], unfortunately." — @acags [0:08:49] "I don't know why it happens like this, but anybody that tells their employees before the sale causes major disruption. – [But] I have never seen a major disruption or a mass exodus once the deal has already been done." — @acags [0:10:54]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they speak to author Erin McHugh about the USA's hottest sport: pickleball! In this fun and unusual episode, they dive into all things pickleball, including Transworld's sponsorship of its official governing body, USA Pickleball, and find out what made Erin so obsessed with it that she wrote a book about it! You'll also learn more about the rules of this challenging and inclusive sport, how to get started with buying pickleball equipment, and where Erin sees the sport going in the future. Finally, the "pickleball evangelist" herself shares some words of wisdom for anyone who wants to pick up a pickleball paddle. Thanks for tuning in! Listing of the Week: Charles Daucourt presents a wonderful opportunity to own an incredible premier outdoor lighting company in Hampton Roads, Virginia. This business has been a household name in the Hampton Roads community for over 20 years! With a revenue of $1 million, this listing offers the buyer an amazing asking price of just $850,000. This is truly a great deal! For more information, email Charles at [email protected] or call him at (757) 231-6557. Deal of the Week: Charles Daucourt recently sold a kitchen and bath business with three locations. In September 2023, the seller was not ready to sell but in January 2024, he called Charles back and signed with him. It took about eight months to sell the business for $2 million and it is doing $4 million in revenue. Charles found the perfect local buyer and used a mixture of SBA loans and seller financing to secure this opportunity. To learn more, email Charles at [email protected] or call him at (757) 231-6557. Key Points From This Episode: • [00:00] An overview of today's topic: Transworld's USA Pickleball sponsorship. • [03:37] Some highlights from our interview with author, Erin McHugh. • [04:09] Deal of the Week: Charles Daucourt (Richmond, Virginia) sold a multi-location kitchen and bath business to the perfect local buyer. • [05:42] Listing of the Week: Charles Daucourt (Richmond, Virginia) is selling a household-name outdoor lighting business in Hampton Roads. • [06:51] Welcoming "pickleball evangelist," Erin McHugh to the show. • [07:59] What made her write her book, Pickleball is Life, and how often she plays. • [12:34] The extensive rules in this fun and challenging sport. • [15:36] Erin's advice for buying equipment to start playing pickleball. • [19:11] Her predictions for the future of pickleball. • [23:16] Words of wisdom for anyone wanting to get started! Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] USA Pickleball Charles Daucourt Erin McHugh on LinkedIn Erin McHugh on Instagram Pickleball is Life: The Complete Guide to Feeding Your Obsession #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "If you look around, you'll see parents with their kids playing [pickleball] all the time. It's become a real family sport." — Erin McHugh [0:10:42] "[Pickleball is] very competitive, but it's full of laughs!" — Erin McHugh [0:13:56] "Get out there and play [pickleball]! Find a friend, find anybody who plays!" — Erin McHugh [0:23:20]

Andy and Jessica dive back into a critical and timely subject: SBA funding and how it can help fuel business acquisitions. With a lineup of expert guests, they break down the most effective SBA funding programs currently available and address common misunderstandings about how the SBA supports small businesses. Hear practical insights from industry professionals like Ken Lowy of Newtek; who highlights cutting-edge business tools, and John Wahl of Live Oak Bank: who shares an overview of the bank's specialized lending services. Additionally, Ami Kassar of MultiFunding explores what the future holds for small business funding, and Robin Washienko of Huntington Bank discusses the current small business landscape. Join us to equip yourself with essential knowledge for securing SBA loans, improving your funding options, and fostering success in your small business. Tune in now! Listing of the Week: JT Tatem presents a great opportunity to own a popular sports bar in a high-traffic location. This sports bar has built a loyal customer base known for its vibrant atmosphere and dedicated clientele. This profitable business offers excellent growth potential for an experienced operator or an investor looking to break into the hospitality industry. For more information, email JT at [email protected] or call him at (864) 315-8998. Deal of the Week: Jeff Petersen (East Texas) closed a deal on a profitable metal building contractor located in Angelina County, Texas. This construction business, listed at $3.3 million with real estate included, had earnings of $537,527 and was sold with a $3 million down payment. Jeff's expertise helped both the buyer and seller navigate the complexities of the transaction, leading to a win-win outcome for both parties. To learn more, email Jeff at [email protected] or call him at (903) 422-6818. Key Points From This Episode: • [00:00] Introduction and overview of today's topic: SBA loans. • [01:15] Why the SBA is an invaluable resource for small businesses. • [01:40] Common misconceptions about the SBA's money-loaning capabilities. • [03:09] Learn about the top three SBA funding programs currently available. • [08:08] Ken Lowy unpacks Newtek's innovative business tools and services. • [11:08] John Wahl provides an overview of Live Oak Bank's offerings. • [13:27] Listing of the Week: JT Tatem is selling a legendary sports bar in Upstate, South Carolina. • [15:44] Discover the benefits of SBA-guaranteed loans for small businesses. • [20:41] Explore why working with an experienced SBA lending partner is vital. • [22:44] Ami Kassar provides insights on the future of funding for small businesses. • [25:33] Robin Washienko talks about the small business landscape in Huntington. • [28:00] Deal of the Week: Jeff Petersen sold a profitable metal building contractor in Angelina County, Texas, with real estate included. • [31:37] The minimum requirements to be eligible for SBA program support. • [34:56] Final important takeaways and closing comments. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta on X Jessica Fialkovich on X JT Tatem Jeff Petersen Small Business Administration (SBA) Ken Lowy on LinkedIn NewtekOne Call NewtekOne on (212) 356- 9500 John Wahl on LinkedIn Call John on (303) 551 4453 Email John Wahl Live Oak Bank Ami Kassar on LinkedIn MultiFunding Robin Washienko on LinkedIn Huntington National Bank #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "We would not have capital for small businesses in America without the SBA." — @jessfialkovich [0:01:31] "The nice thing about the SBA is [that] it is one of the few government programs that pays for itself." — @acags [0:07:05] "There is enough friction in the world, so [Newtek] wants to bring less friction for businesses." — Ken Lowy [0:10:39] "One of the SBA's purposes is to really protect and educate business owners." — @jessfialkovich [0:17:26] "[Huntington National Bank] feels [that] it is really important to help all small businesses achieve their goals." — Robin Washienko [0:26:31] "It is so important to work with a bank that is really well qualified in SBA lending." — @jessfialkovich [0:35:23]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they dive into the often-overlooked but critical topic of business insurance. While it may seem dry and even dull, having the right insurance policies in place is essential for business owners looking to protect themselves from unexpected risks. As the business landscape continues to evolve with new challenges; from data breaches to remote work and more, being adequately insured is more important than ever! In this episode, Andy and Jessica share 12 (and a half) different kinds of business insurance to consider, practical advice for assessing your protection needs, and tips for working with brokers to craft a tailored plan that fits your specific business requirements. You'll also hear from industry experts at the recent 2024 World Expo, hosted by our United Franchise Group (UFG) family, who offer invaluable guidance on navigating the complex world of business insurance. Whether you're preparing to sell, expand, or simply safeguard your assets, this episode is a must-listen for all business owners! Listing of the Week: Rupesh Bharad is selling a highly profitable home healthcare business generating $11 million in annual revenue with a team of over 160 providers across multiple states. With an EBITDA just shy of $1 million, this business offers the right buyer incredible value at the asking price of only $3 million! If you're interested in this fantastic opportunity, get in touch with Rupesh at (804) 835-6363 or email him at [email protected]. Deal of the Week: Shayan Manavi recently completed a heartwarming transaction involving a beloved dry-cleaning business in Dana Point, California. Securing escrow in just two months, Shayan helped the owners retire and return to Korea after 21 successful years in business. That's what we call brokering the American dream! To find out more about Shayan's exceptional service, call him at (949) 257-5871 or email him at [email protected]. Key Points From This Episode: • [00:23] Introducing today's topic: why insurance is a necessary tool for your business. • [03:07] Kicking off with general liability insurance: what it is and why it's so important. • [04:17] The scope of commercial property insurance and the need for a reliable agent. • [05:42] How workers' comp insurance protects both employees and employers. • [07:58] Businesses that should evaluate the need for commercial vehicle insurance. • [08:57] Health insurance requirements and how you can save some money. • [10:54] The need for professional liability (E&O) insurance in today's litigious environment. • [12:39] Listing of the Week: Rupesh Bharad (Richmond, VA) is selling a highly profitable, multi-state home healthcare business generating $11 million in annual revenue with a team of over 160 providers across multiple states • [14:02] Deal of the Week: Shayan Manavi (Orange, CA) sold a beloved dry cleaning company in Dana Point, California, enabling the owners to retire and return to Korea after 21 successful years in business. • [16:35] How D&O insurance shields directors and senior management from financial losses. • [18:15] The rising importance of cyber insurance as businesses face ever-evolving threats. • [19:56] Ways business interruption insurance can support you during unforeseen closures. • [22:02] Essential insurance for businesses that rely on specialized machinery or equipment. • [23:05] Why product liability and excess liability insurance are crucial for certain businesses. • [24:44] How reps and warranties insurance safeguards buyers and sellers during M&A. • [28:37] Hear from insurance experts Bilal Khan, Joe Perrett, and Michael Drath! Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta on X Jessica Fialkovich on X United Franchise Group (UFG) CFC Insurance Bilal Khan on LinkedIn Joe Perrett on LinkedIn BBI Insurance Corp Michael Drath on LinkedIn Call Michael on (954) 873-7997 or email him at [email protected] #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "A lot of times, your [insurance] agent can be your advocate when you have to eventually collect on a claim." — @acags [0:02:37] "If you're in certain industries like – roofing [or] anything in construction, workers' comp management is so important." — @jessfialkovich [0:07:21] "Cyber incidents change [from] year to year. [Cyber insurance] is not only a necessity, but it's [also] really important to understand your policy, what it covers, and what it doesn't." — @jessfialkovich [0:18:29] "At some point, you have to look at your total insurance costs and see what you need to be protected from and what you're willing to risk." — @jessfialkovich [0:2

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they continue their Back to the Basics of Business Sales series focused on the core principles of making successful and profitable business deals while debunking persistent myths in the brokerage and M&A world. In Part 1, we addressed certain myths about buying businesses, and today, we're discussing selling myths. Join us as we uncover the truth about business valuation, explore why business succession plans often fall short, emphasize the importance of keeping your business sale confidential and consulting with expert advisors, explain why a one-size-fits-all approach to listing your business just doesn't work, and much more. Don't miss out on these expert insights that will equip you with the knowledge to confidently navigate your business sale and avoid costly mistakes. To transform your selling strategy, tune in today! Listing of the Week: Ryan Armstrong is selling a specialty contracting and distribution company in Phoenix for $5.9 million, plus an additional $4.75 million in land. This established B2B contractor excels in a niche market, offering custom solutions for diverse commercial and industrial needs. For more details about this confidential listing, which presents a unique investment opportunity in a profitable market segment with significant growth potential, email Ryan at [email protected] or call him on his mobile at (760) 802-7945. Deal of the Week: Rupesh Bharad recently closed a challenging two-state truck stop deal that involved multiple licenses and franchises, including real estate licenses, liquor licenses, two Hardee's franchises, an auto sales business, and a mom-and-pop restaurant, all under one transaction! To learn more, contact Rupesh by calling him at (804) 835-6363 or emailing him at [email protected]. Key Points From This Episode: • [00:22] What to expect from Part 2 of the Back to the Basics of Business Sales series. • [01:28] Why you won't get multiple times your earnings for your small business. • [04:15] The essential role of comprehensive, up-to-date financial documentation. • [07:08] Common reasons why even the best-planned business successions fail. • [09:32] Fear of change and the importance of keeping your business sale confidential. • [12:02] How to implement a multi-faceted approach to listing your business. • [15:07] Listing of the Week: Ryan Armstrong (Phoenix) is selling an established B2B contractor with a strong presence in a niche market. • [16:40] Deal of the Week: Rupesh Bharad (Richmond, VA) closed a challenging two-state truck stop deal involving 20 different licenses, two franchises, and more! • [19:18] Stock versus asset sales: what the difference is and why it's important. • [21:32] Dispelling the myth that you can easily replace a partner to buy their shares. • [23:48] Why your business might be unique, but the process of selling it isn't. • [26:32] The value of having a skilled team of advisors to guide you through the deal. • [28:48] Reasons that business valuation is an art, not a science. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta on X Jessica Fialkovich on X Exit Factor #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "There are a lot of business selling myths. A lot of business owners come to us with preconceived notions of what they think they're going to get for their business, how the process works, [and] how quickly it will sell." — @acags [0:00:41] "People will make detrimental decisions to your business when they have a fear of change in place." — @jessfialkovich [0:10:46] "The good news is every business is different, but what we've seen year after year in talking about [pricing and the transfer of businesses is that] things are so similar. It follows a formula for pricing the business. It follows a process for selling the business." — @acags [0:24:35] "A valuation is a moving target. [What] everyone is trying to do is to create – a range of value for your company at a specific period in time." — @jessfialkovich [0:30:06]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week features part one of a two-part series, focusing on the fundamentals of making solid, profitable business deals and debunking persistent myths within the industry. For part one of the conversation, you'll learn all about the basics of buying businesses while part two is dedicated to the art of selling. Tune in for part one as Andy and Jessica cover the essentials of buying businesses and expose twelve surprising myths within the mergers and acquisitions space from the buyer's perspective. Be sure to listen in for part two where they turn their attention to the fundamentals of selling and dispel further misleading untruths in the mergers and acquisitions space. Join Andy and Jessica today as they get back to basics and bust some myths! Listing of the Week: Johnathan Choe is selling a 20-plus-year-old road safety business. Currently, the business is bringing in just over $2 million in revenue and is earning between $ 350,000 and $ 360,000 in SDE. The business is priced at $1.2 million. It's a solid business with a good reputation and presents an excellent opportunity to enter a particularly stable industry – we're going to be building and repairing roads for a long time, especially with the new infrastructure bill! For more information, call Johnathan at (541) 213-0234 or email him at [email protected] Deal of the Week: Doug Kose tells us about a call center for a network of franchisees that has been running along smoothly for over 15 years. With a team working from home, the business has remarkably low overheads. Previously estimated to be worth $1,1 million by another broker, Doug rated it as closer to $1,5 million and sold it at full price after only three months on the market! For more information call Doug at (865) 315-7327 or email him at [email protected] Key Points From This Episode: • [00:23] Introducing part one of our series on getting back to the basics regarding deals. • [00:46] Dispelling myths that stack the odds against you. • [02:21] Why there is no such thing as a fully absentee business. • [04:25] Jessica's pet peeve: expecting to buy a business with no money down. • [05:44] The unrealistic expectation that sweat equity alone will earn you a business. • [07:22] Reasons why it's a bad idea to play hardball with a seller. • [09:44] The dangers of trying to bypass CPAs and attorneys to save costs. • [11:29] What you need to know about third-party financing: why there are very few alternatives for financing outside Small Business Administration (SBA) Programs. • [14:41] Listing of the Week: Johnathan Choe (Oregon) is selling a highly reliable, niche road safety business. • [16:33] Deal of the Week: Doug Kose (Knoxville and Chattanooga) tells us about a profitable call center with low overheads. • [19:03] Pitfalls of trying to turn a business into a recurring revenue model after buying it. • [20:52] A reminder of why the perfect deal doesn't exist. • [22:42] Why vetting thousands of businesses to find the perfect one is unrealistic. • [25:31] Misguided expectations that brokers will flock to you the moment you announce that you're buying a business. • [27:53] Why you need to get your finances in order if you want to be an appealing buyer. • [30:12] The essential role of the broker and why you are unlikely to make a deal directly with the seller when it's for sale by owner (FSBO). • [33:04] What to expect from part two: getting back to basics from the seller's perspective and debunking myths about selling. Links Mentioned in Today's Episode: Small Business AdministrationSmall Business Administration Loans The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta on X Jessica Fialkovich on X #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "There's really no such thing as a fully absentee business." — @acags [0:03:40] "We are so lucky in the US to have a program like the SBA. The reality of it is, is, if we did not have the SBA, there would be little to no business funding for small businesses, acquisitions, startups, nothing." — @jessfialkovich [0:11:43] "Sometimes conventional financing is not as favorable to the owner as the SBA. So, if you're going to use third-party financing to acquire a business, SBA is the vehicle to do that." — @jessfialkovich [0:13:49] "There is no perfect business. – A business is a full-time thing, and nothing's perfect. There's always employee issues, there's always supply side issues, there's always things that you're going to have to manage." — @acags [0:21:44]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they unpack the mindset and strategies needed to tackle the many challenges entrepreneurs face. In today's conversation, Andy and Jessica share personal examples of hardship, what they learned from their experiences, and how they were able to succeed despite the obstacles. They also discuss their motivations for taking on difficult tasks, the strategies that helped them succeed, and the benefits they reaped from each experience. You'll discover the value of keeping an idea journal, why you should always work with an expert, resources to educate yourself on any subject, and why you should tackle a project one step at a time. Want to find out why it is essential to celebrate the small wins, take responsibility for your failures, and embrace tough challenges? Take action by tuning in today to turn your barriers into opportunities for growth and success! Listing of the Week: Fernando Mello is selling a 15-year-old wholesale pastry business in Miami. The business has a track record of servicing high-end hotels and restaurants. Not only that, but the business also has a retail side with 23 employees and a projected cash flow of $1,000,000. The owner, an expert pastry chef, is also willing to stay on or consult should the buyer need it. The listing is selling for a mere $2,000,000 and comes with financing options to meet any buyer's needs! For more information, call Fernando at (561) 609 7371 or email him at [email protected]. Deal of the Week: Rupesh Bharad shares exciting details about a well-established sign and graphic franchise that has thrived for 35 years. With only one owner throughout its history, the business is ready for a smooth transition, and the current owner is committed to assisting the buyer with a successful handover. Don't miss out on this fantastic opportunity! Give Rupesh a call at (804) 835-6363 or email him at [email protected] to find out more. Key Points From This Episode: • [00:40] An outline of today's topic: getting the hard things done. • [01:34] Andy shares details about a recent passion project he worked on: writing a musical. • [03:25] The concept of an idea journal and why it's important to put your ideas on paper. • [05:15] Why it is good to consult experts and mentors about your ideas first. • [08:10] Resources and recommendations to educate yourself on a subject. • [11:24] Breaking a project down into its components and setting milestones. • [13:35] Building resilience, overcoming a fear of failure, and other entrepreneurial lessons. • [18:46] Inspiring words to encourage you to take on difficult tasks. • [20:20] Listing of the Week: Fernando Mello is selling a profitable pastry business. • [21:52] Deal of the Week: Rupesh Bharad tells us about a sign and graphic franchise. • [23:20] Closing comments and final takeaways. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta on X Jessica Fialkovich on X #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "Someone has been there and done that before you. You can learn a lot through their experiences without having to make all the mistakes yourself along the way." — @jessfialkovich [0:07:24] "There is something about a conference that brings out the best in people for sharing ideas." — @acags [0:10:43] "One of the biggest things [about] success is learning how to fail." — @acags [0:14:49] "The biggest experts in [any field] are usually the most empathetic and welcoming people." — @acags [0:17:56]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they dive deep into the world of franchise opportunities and guide you through the process of purchasing your first one. They discuss how buying an existing franchise can help you save time and money on your investment, the significant benefits of acquiring a franchise with strong brand recognition, and essential aspects to consider before making your investment. Explore the key differences between buying an existing franchise and an independent business, the types of tests and approvals needed, licensing requirements, and the potential hidden fees. Gain insights into the advantages of multi-unit franchisees, the advantages of buying a struggling brand, investing in low-level brands, how to gain access to investing in well-known brands, and more. Don't miss this comprehensive guide to franchise resales and learn why your first franchise purchase could be your best investment yet. Tune in today! Listing of the Week: Kimberly Ramsey shares details about a small building materials manufacturing business in Eastern North Carolina, which has been operating successfully for seven years and generates consistent annual revenue. Currently expanding its distribution network, the business is priced at $849,000 with total revenue reaching $260,000. The sale includes real estate, making this an attractive opportunity for those looking to invest in a growing enterprise with a solid foundation and significant potential for expansion. For more information, call Kimberley at (919) 413-3392 or email her at [email protected]. Deal of the Week: Steve Merritt introduces a popular franchise in Houston, Southwest Texas, known for its solid track record of success. Despite experiencing a recent downturn, the brand is making a strong comeback in the market. This re-emerging brand offers a strong multiple with 15 existing stores and plans for additional locations. This is an excellent opportunity for investors looking to capitalize on a franchise poised for growth and expansion. For more details, contact Steve at [email protected] or call him at (713) 303-4668. Key Points From This Episode: • [00:56] Benefits and opportunities of buying an existing franchise. • [03:35] Time and costs associated with starting a typical company. • [05:50] Advantages of investing in a well-recognized brand. • [08:30] Listing of the Week: Kimberly Ramsey (North Carolina) is selling a rapidly growing building material manufacturer. • [09:50] Deal of the Week: Steve Merritt (South and West Texas) sold a popular and successful cookie concept franchise business. • [12:03] How buying a franchise differs from buying an independent business. • [15:11] The steps to growing a single brand through acquisition. • [18:26] Final takeaways on why you should consider buying a franchise. #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "Once a franchise starts to establish [brand recognition], they do deserve and ask for a premium." — @jessfialkovich [0:05:56] "Some of these brands are so highly desired that you can't just out and buy them unless you are already in the system." — @jessfialkovich [0:06:49] "[Buying a franchise] is a different process than buying an independent business – You are going to have to eventually deal with the franchisor and get approved." — @acags [0:12:13] "With a franchise resale, there could be some additional startup or transfer fees related to the training process." — @jessfialkovich [0:13:56] "If you can show [the franchise] that you are a good operator, you are going to have opportunities to build." — @acags [0:16:57]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are celebrating the professionals who play a vital role in safeguarding our economy: business brokers! In honor of National Business Broker's Appreciation Day in May, they interviewed top experts in the field to uncover the key attributes that define the best in the industry. Join them as they delve into the persistence needed to overcome numerous rejections, the importance of adaptability in a constantly changing market, the critical role of maintaining a positive outlook, the art of being an effective negotiator, and much, much more. Packed with valuable insights from some of the most accomplished business brokers, this episode offers a comprehensive look at the qualities that drive success in the world of business brokerage. Don't miss this opportunity to learn from the best in the business! Listing of the Week: Tom Morse is selling a leading pharmaceutical contract services company with a proven track record of excellence and a unique value proposition in the industry. Operating in a thriving biopharma hub in the Southeast, the company is strategically positioned to capitalize on the projected $24.8 billion pharmaceutical serialization market by 2031 and offers a compelling opportunity for personal and professional development for employees and significant growth potential for the ideal buyer. Don't miss the chance to acquire a reputable and profitable business with a solid foundation and immense growth opportunities! For more information, call Tom at (252) 227-9706 or email him at [email protected]. Key Points From This Episode: • [00:44] Why Transworld created National Business Broker's Appreciation Day. • [02:58] Reasons that business brokers need persistence to succeed. • [04:04] The role of strategic thinking in bringing buyers and sellers together. • [05:16] The adaptability required to overcome hurdles in the deal process. • [06:40] What it means to be relational and why it's so important. • [07:58] Honesty as a key characteristic of a great business broker. • [09:46] Listing of the Week: A leading pharma contract services company in the Southeast. • [11:25] Deal of the Week: Austin Zhao in Texas sold a major restoration business. • [14:29] How negotiation tactics can help business brokers find common ground. • [16:30] Why the best business brokers see the silver lining in every deal. • [18:11] Highlighting an often undervalued trait in business: empathy. • [20:01] The crucial role that experience and credibility play. • [22:00] Insight into the essential importance of confidentiality. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Andy Cagnetta on X Jessica Fialkovich on X Call Austin Zhao at (281) 630-6666 or email him at [email protected] #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "[Business brokers] must be persistent. [It] is a long, drawn-out process of buying and selling businesses, so you must be persistent, go out there, and almost be a pain in the butt!" — @acags [0:03:01] "Deals have hurdles. Deals will die, you'll have to resurrect them. You have to be able to navigate all the waves and the ups and downs of the rollercoaster." — @jessfialkovich [0:06:19] "When you build down what this profession is, negotiation is at the core of what [business brokers] do." — @jessfialkovich [0:16:15] "You need to be empathetic before you can be persuasive." — @acags [0:19:21]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are giving you an update on buyers. Following Andy's recent visit to the IBBA show, he confirms that the market is thriving and speaks to 14 attendees about the buying trends they are currently observing. Tune in to hear on-the-ground perspectives from brokers who are making waves in the industry today. We discuss buyer categories to look out for and the recurring trend of people leaving corporate America in the hope of building a better future through buying. You'll also hear about the kind of businesses that are most likely to sell in different states and how people are choosing to fund their purchases. The brokers also share some surprising insights on the biggest markets they see today and what they expect from the future. Don't miss this insightful conversation with some of the best in the business! Listing of the Week: Shayan Manavi from the Orange office of Transworld in Southern California is selling a playground audit and inspection company in Orange County, California. This is an opportunity to buy a business that puts you at the forefront of addressing the critical need for safer play spaces. A General Contractor B license and a Certified Playground Safety Inspector will be required to operate the business. The total price is $1,500,000. Contact Shayan on [email protected] or call him on (714) 923 1222 to find out more. Key Points From This Episode: [00:40] Insights from Andy's recent visit to the IBBA Show. [02:41] Buyer mindsets towards retail, out-of-the-box ideas, and looking for value. [03:21] Andy's induction as an inaugural Hall of Fame Member. [06:56] Shayan Manavi's observations on the current buyer climate. [09:30] Insights from Johnathan Choe on the kinds of buyers commonly found today. [14:03] Katie Holditch shares her thoughts on serious buyers today. [18:16] Three buyer categories according to Rupesh Bharad. [21:00] Jack Prostregna's perspective on buying habits and larger deals. [23:38] Buyer and financing trends with Paul Stanworth. [26:26] The trend of buyers emerging from corporate with Tony Khoury. [28:59] Shayan weighs in on the kinds of buyers he is seeing at the moment. [31:07] Observations from the State of Florida with John DeVries. [33:34] Buying trends observed by Tom Milana. [35:44] Doug Kose describes the plethora of buyers he has seen recently. [38:03] Trends in Phoenix and what sells best according to Jenn Armstrong. [40:00] Buyers associated with large deals and financing trends according to Darrin Blair. [41:40] How buyers differ depending on the size of the deal in question according to Steve Merrit. [43:25] A global perspective on buyers by Fernando Mello. [44:41] Deal of the Week: Highly Profitable Massage and Facial Franchise in Harris County. Links Mentioned in Today's Episode: IBBA The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Shayan Manavi Johnathan Choe Katie Holditch Katie Holditch on LinkedIn Rupesh Bharad Jack Prostregna on LinkedIn Paul Stanworth Tony Khoury John Devries Tom Milana Doug Kose Jenn Armstrong Darrin Blair Steve Merrit Fernando Mello #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "After COVID, — buyers are looking for recession-resistant businesses." — Shayan Manavi [0:08:32] "Right now, especially in Florida, service-based businesses are hot." — Jack Prostregna [0:22:31] "We're seeing a plethora of buyers, from the larger sized private equity, strategic buyers to more of the individuals that want to leave corporate America and be their own boss." — Doug Kose [0:35:44] "I get this question all the time, people are like, what's hot, what's hip, what's working? And really it's a good business." — Jenn Armstrong [0:38:08]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. Today, they speak about business for new or first-time entrepreneurs. Offering advice from their own experience and their observations, your hosts list a series of recommended business categories to consider for your first foray into business. They share resources for franchising, predictions for which industries will grow fastest in the coming years, and advice for lowering your overheads. You'll also hear Andy and Jessica's keys to success and their suggestions on approaching inventory, margins, profit, and more. This episode includes a few words of caution against first-time businesses with a high risk of failure, and advice on how to truly play to your strengths as a new entrepreneur. Join us today to hear all this and more. Listing of the Week: Two-store liquor and wine outlet offering a diverse range of quality wines and spirits along with stellar customer service. Consistent combined revenues of over $6M with an excellent reputation in a category that is recession-proof. Focus on wine, beer, and spirits in these spacious stores with an educated staff that can speak about different tastes and brands offered for sale. Real estate is available but not included in the sale price. $1.7M in combined inventory between both stores! Proof of funds and a buyer profile will be needed before serious discussion with the seller can begin. Email [email protected] or call him on (708) 328-8886. Key Points From This Episode: [00:29] The common question of how to navigate business as a first-time entrepreneur. [01:11] Jess and Andy's first businesses and what they would and would not recommend. [02:58] Benefits of choosing to franchise if you are new to business. [05:24] Resources for those looking to franchise including Entrepreneur Magazine. [06:10] Classic service-based industries that you could get involved with. [07:56] Deal of the Week: Tom Milana Construction. [08:45] How to approach the professional services category. [10:05] Why Andy and Jessica predict an upcoming boom of the health industry. [11:18] What it might look like to get involved in the growing pet industry. [13:32] Unexpected technological options that may lower your overheads. [16:37] Advice for entrepreneurs dreaming of a brick-and-mortar restaurant. [19:26] Keys to success including what to do about inventory, margin, and more. [24:52] Differentiating between trends and niches, and solid industries and long-lasting ideas. [27:39] The real purpose of every business. [30:43] Why it's a good idea to do what you know whether it relates to technical knowledge or your role. [31:46] Listings of the Week that would be great first-time businesses. [Text Wrapping Break]Links Mentioned in Today's Episode: Manufacturer and Installer of Custom Cabinets[Text Wrapping Break]Entrepreneur Magazine Franchise Center United Franchise Group PRIVI The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "If this is your first time in business, it's always great to have a partner and a partner who know what they are doing and a successful formula." — Andy Cagnetta [0:02:55] "Whatever you're thinking of potentially doing as your entrepreneurial track, there's probably a franchise already in that industry." — Jess Fialkovich [0:05:48] "Your first foray into entrepreneurship doesn't have to be a full-blown business with a ton of employees and a ton of overhead." — Jess Fialkovich [0:14:49] [Text Wrapping Break][Text Wrapping Break]"It's okay to fail, just don't fail so spectacularly that it hurts your family or whoever gave you the money to begin with." — Andy Cagnetta [0:22:49]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they delve into what you need to know to build a team to help you sell your business. Tuning in, you'll learn how to hire the necessary deal professionals from a CPA to a business broker, gain insight into the questions you should ask before you hire them, and find out how much all of this should cost you upfront. This episode also covers important systems and processes, red flags to be aware of, general advice for choosing the right people to support you, and just about everything else you need to know. For your comprehensive guide to assembling a dream team to facilitate the sale of your business, tune in today! Listing of the Week: Linda Boswell from Transworld Business Advisors of Dallas Fort Worth Central is selling a highly successful full-service insulation business specializing in spray foam and fiber products. The growth of this established, turn-key essential business has remained strong and continued to rise during recent economic downturns. It comes with high margins, highly capable crews, and plentiful opportunities. Buyers will need $950,000 (with seller finance if necessary). You can contact Linda via Transworld Business Advisors of Dallas / Fort Worth Central or call her on (817)-755-1026. Key Points From This Episode: [00:37] The four key people you need on your team. [02:08] Questions to ask deal professionals before you hire them. [05:17] Why the best advisors are as creative as they are experienced. [07:52] Differentiating between business brokers, M&A advisors, and investment bankers. [09:49] Reasons to choose a transaction specialist over an industry player. [12:43] Everything you need to know about cost evaluations and upfront fees. [18:15] Systems and processes that deal professionals should have in place. [21:05] General advice for finding the right people for your team. [23:57] Listing of The Week: Linda Boswell (Dallas Fort Worth) offers listeners the opportunity to buy a successful full-service insulation business in Dallas County with high margins and highly capable crews! [25:51] Deal of The Week: Charlie Scarlett (St. Louis) shares fascinating details from the recent sale of a historic bed and breakfast in Hannibal, Missouri, which features original Mark Twain memorabilia. Charlie ultimately sold the business for $1.2 million. Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] Contact Linda Boswell via Transworld Business Advisors of Dallas / Fort Worth Central or call her on (817)-755-1026 Email Charlie Scarlett at [email protected] or call him on (636)-400-5409 #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "Equally as important as selling your business for a big price is keeping that money over time." — Jessica Fialkovich [0:02:01] "Understanding the nuances of selling deals over and over again is very important. You're going to want someone who – has done this many times." — Andy Cagnetta [0:04:54] "How business transactions are niched is not by industry – It's by deal size." — Jessica Fialkovich [0:11:28] "When you're searching for the right broker or M&A advisor, your success needs to be aligned with their success. The majority of their income should be on the backend of the deal – so they're incentivized to get your business sold." — Jessica Fialkovich [0:16:52] "If your financial advisor, CPA, legal advisor, or business broker – [is] calm and they have good communication skills, that's probably going to be the right person to work with." — Andy Cagnetta [0:21:10]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they delve into the most recent BizBuySell Insight Report and explore how it reflects the statistics coming out of Transworld. Tuning in, you'll learn about some of the major overarching themes from the report, get Transworld's spin on them, and discover how volume and pricing are rising in surprising industries as 2024 business sales pick up steam. For an insider's look at the positive signs and indications for a strong year ahead, be sure to tune in today! Listing of the Week: John Fullerton, Business Advisor with Transworld Business Advisors and Senior Real Estate Broker for Transworld Commercial Real Estate Omaha, LLC, is selling the premier construction-related specialty niche business in Omaha. For $3 million, the buyer will benefit from a roster of satisfied and loyal clients who turn to this business for its specialized services, fostering enduring relationships and repeat business. Real estate is also available for the purchase price of $1.6 million. Email John at [email protected] or call him on (402)-213-9945. Key Points From This Episode: • [00:00] Positive correlations between Transworld stats and the BizBuySell Insight Report. • [01:49] How small business acquisitions in Q1 of 2024 grew 10% over the previous year. • [02:59] Ways that buyers normalized interest rates in 2023. • [04:16] One of the most surprising industries experiencing growth in business sales. • [06:39] Significant costs that many small businesses are struggling with right now. • [07:28] A controversial trend that is easing pressure on rising wage costs. • [08:49] The extraordinary impact of AI on small business performance. • [11:01] Exciting trends in retail acquisitions and what they suggest about the market. • [12:47] Signs of distress for service-based businesses, manufacturing, and other industries. • [14:01] Opportunities for buyers and sellers in what's shaping up to be a robust market. • [18:14] Listing of The Week: John Fullerton (Omaha South) offers buyers a unique opportunity to acquire a premier construction-related specialty niche business for $3M. • [20:11] Deal of The Week: Adam Lawson (Orlando) shares his deal on an established pizza parlor in Central Florida, sold by an Italian restauranteur who has been in the industry for 52 years! Links Mentioned in Today's Episode: The Deal Board Podcast Subscribe to The Deal Board Podcast YouTube Channel The Deal Board on LinkedIn The Deal Board on Facebook United Franchise Group Transworld Business Advisors Transworld on Linkedin Transworld on Facebook Call us on (888) 719-9098 Email us at [email protected] BizBuySell Insight Report Ep 167: Leveraging AI for Buying and Selling Businesses Ep 159: Artificial Intelligence: A Game Changer Ep 168: Seller Story: A Full-Circle Entrepreneurial Journey Email Adam Lawson at [email protected] or call him on (407)-893-1627 #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "The most positive thing – is that [business acquisition] is 3% up over Q4. Usually, Q4 is typically a stronger quarter than Q1. [It reflects] that there's a demand for business acquisitions." — Jessica Fialkovich [0:02:09] "[An] uptick in [retail acquisitions] suggests that more sellers are motivated to close deals." — Andy Cagnetta [0:11:31] "If you're a business owner [with] a well-managed business, strong financials, and you've positioned your profit and cashflow favorably, you're going to see a high demand for your business in 2024." — Jessica Fialkovich [0:16:17]