The Deal Board

What Makes Buyers Walk Away from a Deal 12.08.2026 14dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they examine why buyers may walk away from a business even when the numbers look strong. They break down five common concerns: a business that depends too heavily on its owner, limited or unclear growth opportunities, operational risks, seller behavior that weakens trust, and a deal that no longer fits the buyer's personal goals. Andy and JT explain how undocumented processes, aging systems, key-employee dependence, capacity constraints, poor disclosure, and repeated renegotiation can make an otherwise attractive business feel too risky. They also discuss why buyers can become overwhelmed by the work involved and how a formal offer and escrow deposit can create stronger commitment than a letter of intent alone. Tune in to learn what buyers are assessing beyond the financials and how sellers can reduce uncertainty, preserve trust, and keep a promising deal moving toward closing. Listing of the Week: JT Harp from Transworld Cincinnati presents an established textile rental and sales company that has served commercial clients for more than 20 years. The company supports healthcare and hospitality businesses, schools, wellness centers, and other professional organizations, earning a strong reputation through dependable service and lasting customer relationships. With experienced employees, proven systems, a loyal customer base, and predictable revenue, this opportunity gives a new owner a stable foundation and room to expand into new markets or services. For more information, contact JT at (513) 725-7283 or email him at jharp@tworld.com. Deal of the Week: Taslim Machado from Transworld Detroit South shares the sale of a 24-year-old legacy laundromat in Wayne County, Michigan. The business was listed in November and closed in June, following a lengthy process shaped by the family's emotional transition and the buyer's financing needs. An early offer did not move forward because the sellers wanted an all-cash transaction and were not open to seller financing. The eventual buyer remained interested from November through closing, while Taslim helped manage expectations and bridge the gap between the sellers' legacy and the buyer's plans. For more information, contact Taslim at (248) 295-2722 or email her at tmachado@tworld.com. Key Takeaways From This Episode: [00:30] Today's topic: five reasons buyers walk away even when the numbers are strong. [01:26] Discover why owner dependence can make a business difficult to sell. [02:34] Learn how limited growth prospects and capacity constraints affect buyer interest. [05:03] Listing of the Week: JT Harp presents an established textile rental and sales company with predictable revenue and room to grow. [06:35] Explore what creates operational risk and weakens trust with the buyer. [09:58] Understand why buyers get cold feet when the commitment becomes real. [11:23] Hear how a formal offer and escrow deposit can strengthen buyer commitment. [11:59] Deal of the Week: Taslim Machado sold a 24-year-old Wayne County laundromat after managing financing and an emotional transition. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  JT Harp Taslim Machado #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "The buyer needs to see steady growth, a growth story, and/or a future opportunity." — JT Tatem [0:02:50] "Buyers aren't only looking at what the business has done, they're looking for that growth opportunity." — JT Tatem [0:03:55] "As an agent and an advisor, when you are dealing with a buyer and a seller, you want to get a commitment in the form of an asset purchase agreement." — JT Tatem [0:11:35] "We've had some sellers that are their own worst enemy." — Andrew Cagnetta [0:09:06]

AI and Business Brokerage: How Artificial Intelligence is Changing Deals 31.07.2026 18dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they dive into one of the biggest forces reshaping the M&A landscape: artificial intelligence. From streamlining due diligence and financial analysis to improving business valuations and uncovering growth opportunities, they explore how buyers, sellers, and brokers are already putting AI to work. They also discuss the risks of relying too heavily on automation, why human judgment remains essential in every transaction, and the importance of protecting confidential information when using AI tools. Finally, they examine how businesses across a range of industries can increase their value by using AI to improve efficiency while maintaining the human element that still drives successful deals. Tune in for practical insights into how AI is changing business brokerage and what it means for your next acquisition or exit. Listing of the Week: A medical practice in Lakeland, Florida, is now on the market, offering a unique opportunity for nurse practitioners or young medical residents looking to step away from the corporate healthcare environment. Operated by a nurse practitioner rather than a doctor, the owner currently earns around $70,000 while working part-time. With approximately 50% of revenue generated through cash payments and the remainder coming from well-paying insurance providers, this established practice offers strong income potential. For more information, call Michael Shea at (321) 287-0349 or email him at mike@tworld.com. Deal of the Week: A manufacturer of custom orthotics for dogs has found its new owner! Primarily selling its products online, this niche business generated $500,000 in annual revenue with $150,000 in seller's discretionary earnings (SDE). The business sold in just 60 days from listing to closing for $350,000, with the buyer putting $50,000 down and the remaining $300,000 financed over five years. Another successful transaction that brought together great people for a great outcome. To learn more, call Sherrye Coggiola at (864) 616-4325 or email her at stcogg@tworld.com. Key Takeaways From This Episode: [00:00] Outline of today's topic: How AI is changing the brokerage landscape. [01:38] AI tools that buyers, sellers, and brokers are already using. [03:21] Ways AI is speeding up due diligence and financial analysis. [05:28] Using AI to uncover growth opportunities after an acquisition. [07:37] The growing role of AI in business valuations. [10:29] Deal of the Week: Sherrye Coggiola (Western Carolinas) sold a manufacturer of custom dog orthotics in just 60 days. [11:31] The risks of overreliance on AI and the need for human judgment. [12:46] Protecting confidentiality when using AI during a transaction. [14:13] How AI is increasing the value of businesses that use it effectively. [17:22] Listing of the Week: Michael Shea (Tampa, Florida) is selling a part-time nurse practitioner-run medical practice in Lakeland. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com Michael Shea Michael Shea Email Michael Shea Phone Sherrye Coggiola Sherrye Coggiola Email Sherrye Coggiola Phone #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "AI is actually speeding up diligence and financial analysis too, because it's doing a good job up front and preparing it. And then as a buyer gets that information, they're starting to use those AI tools to be able to analyze the information that they're being given." — JT Tatem [0:03:27] "Using [AI] to help make the business better, obviously then results in a better value for the seller and a better opportunity for the buyer coming in." — JT Tatem [0:09:36] "There are some concerns about confidentiality as well." — Andrew Cagnetta [0:12:47] "[You] can't just go to the free ChatGPT and dump all this confidential information in there." — Andrew Cagnetta [0:12:58]

Real Deal Breakdown: Why Transactions Fall Apart 17.07.2026 25dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they break down the real reasons business transactions fall apart and what buyers, sellers, and advisors can do to avoid them. They discuss how unrealistic expectations can create problems before a transaction even begins, and why the marketplace ultimately determines a business's value. Andy and JT explore what happens when financials do not hold up during due diligence and how small inconsistencies can create bigger doubts. They also discuss why clear communication is essential to maintaining momentum and the issues that can slowly erode buyer confidence and derail a deal. Tune in to learn how preparation, communication, and realistic expectations can help keep a deal moving toward the finish line. Listing of the Week: Eric Straus of Transworld NY shares a virtual events business that can be operated from anywhere. The company provides remote team-building experiences for distributed workforces, including activities like cake pop decorating sessions hosted over Zoom. The business was started during COVID, has continued to grow, and is generating approximately $1.1 million in revenue with around $450,000 in seller's discretionary earnings. The asking price is $1.3 million, including inventory. For more information, call Eric at (917) 719-5920 or email him at estraus@tworld.com Deal of the Week: Eli Tatem of Transworld Western Carolinas shares the sale of a machine shop that had been operating for around 20 years. The seller had originally worked for the founder before buying the business himself and running it for about nine years. The buyer was a husband-and-wife engineering team with relevant industry contacts and the ability to grow the company through existing manufacturing relationships. The deal closed at around $250,000 with the help of an SBA loan through a local Greenville-area lender. For more information, call Eli at (864) 527-5995 or email him at etatem@tworld.com Key Takeaways From This Episode: [00:00] Outline of today's topic: why business deals can fall apart. [01:19] Learn how unrealistic expectations can hurt a deal. [04:02] Hear how expectations around timelines create problems. [05:45] Understand why financial inconsistencies can damage buyer trust. [08:22] Discover why communication is essential to keeping deals alive. [10:29] Why sellers should prepare key documents before making an offer. [12:33] Listing of the Week: Eric Straus (Transworld NY) is selling a growing virtual events business with strong margins and location flexibility. [14:27] Explore why owner dependency can become a major red flag for buyers. [17:37] Uncover how decision fatigue and emotion can affect buyers and sellers. [22:09] Deal of the Week: Eli Tatem (Transworld Western Carolinas) sold a long-running machine shop to a husband-and-wife engineering team. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098 Email us thedealboard@tworld.com  Eli Tatem at Transworld Western Carolinas Eli Tatem Email Eli Tatem Phone Eric Straus at Transworld NY Eric Straus Email Eric Straus Phone #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "One inconsistency, one thing that is not correct, can make the buyer doubt the whole deal." — Andrew Cagnetta [0:05:58] "Deals don't collapse overnight, – it's a slow fade." — JT Tatem [0:09:57] "If you have the ability to show everybody how your business is operated and you have an operational plan, I think that could go a long way." — Andrew Cagnetta [0:17:09] "Buyers, sometimes, they hesitate because of risk." — JT Tatem [0:19:38] "We know that many deals don't fall apart just because of numbers. They fail because someone else feels uncomfortable making that final decision. " — JT Tatem [0:21:50]

Selling Your Business Without a Broker: Pros, Cons, & Steps in the Process 22.06.2026 18dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they explore what happens when a business owner tries to sell their business without a broker and why saving on commission can come with real costs. They discuss how selling a business can quickly become a second full-time job, why owners need to keep running the business during the sale process, and how taking your eye off operations can reduce value before the deal is even done. Andy and JT also break down some of the biggest risks sellers face when going it alone, mispricing pitfalls to avoid, when to share confidential financials, how to vet buyers, and how to navigate last-minute retrades. They explain how brokers help protect confidentiality, manage buyer requests, maintain deal momentum, and keep sellers focused through a transaction. Tune in to learn why selling a business may be possible without a broker, but rarely advisable when your largest asset and next chapter are on the line. Listing of the Week: Mike Shea from Transworld Tampa presents a pizza parlor in Tampa Bay's Pinellas County. This local franchise brand has a strong community reputation and consistently generates around $980,000 to $990,000 in revenue. The business is positioned as a strong opportunity for a family operator, with an attractive plaza location, high road frontage, ample parking, some sit-down capacity, and takeout accounting for most sales. For more information, contact Mike Shea at mike@tworld.com or call him at (321) 287-0349 Deal of the Week: Ryan Mortensen from Transworld Austin-Waco shares the sale of Rotten Apple, a land-clearing and excavation company with a strong referral-based reputation. The seller started the business after working as a rancher and building demand for excavation, road-building, pond-making, mulching, and land-clearing services across Texas. The business went to market at $3.1 million and was sold to a retired military buyer in Austin who wanted an outdoor, community-focused business with long-term family potential. The deal took 10 months to close overall, moved from letter of intent to closing in about 48 days, and was financed through an SBA loan with Bankwell. For more information, contact Ryan Mortensen at rmortensen@tworld.com or call him at (817) 290-5664. Key Takeaways From This Episode: [00:00] Discover why selling without a broker can cost more than it saves. [02:05] Learn why owners need to keep running the business during a sale. [02:47] Explore how overpricing and unvetted buyers can stop a deal before it starts. [07:30] Deal of the Week: Ryan Mortensen sold Rotten Apple, a Texas excavation business, to a retired military buyer through an SBA-financed deal. [10:36] Find out why confidentiality is one of the biggest reasons to use a broker. [13:15] Understand how due diligence can become a second full-time job. [14:42] Hear why experience and stamina matter when getting a deal to closing. [17:03] Listing of the Week: Mike Shea presents a Tampa Bay pizza parlor with strong local revenue, takeout sales, and family-operator potential. [17:54] Final takeaways and closing comments. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  Mike Shea at Transworld Tampa Mike Shea Email Ryan Mortensen at Transworld Austin-Waco Ryan Mortensen Email #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "The most important thing you can do whilst owning your business is keep running it." — Andrew Cagnetta [0:02:05] "One of the number one reasons businesses do not sell is because they don't know how to price it." — Andrew Cagnetta [0:02:48] "The buyer's going to make a request to you as a seller, that you may not know when to say no to." — JT Tatem [0:12:13]

Why Owners Should Common-Size Their Financials 08.06.2026 21dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they talk about why business owners should common-size their financials and use percentages, benchmarks, and trends to better understand how their business is performing. They explain why buyers are not just looking at revenue, but also at margins, cost of goods sold, labor costs, operating expenses, and long-term profitability trends. Andy and JT discuss how common sizing can make financials easier to understand, how owners can compare their business to industry benchmarks, and why sellers should review their numbers regularly rather than waiting until they are ready to sell. They also explore how tools like QuickBooks, industry databases, and artificial intelligence can help owners spot problem areas, model improvements, and prepare stronger financial packages for buyers. Tune in to learn how clearer financials can build buyer confidence, support a stronger valuation, and help owners position their business for a better sale. Listing of the Week: JT Harp from Transworld Cincinnati presents a rare towing and recovery business in the Midwest with more than $3.5 million in top-tier tow trucks, heavy recovery rigs, and specialty equipment. The business has diverse revenue streams across light, medium, and heavy-duty towing, accident recovery, and truck and equipment leasing. With longstanding contracts, an experienced team, steady inbound leads from commercial and municipal sources, and strong asset value, this turnkey opportunity offers built-in stability and room for continued growth. For more information, contact JT Harp at jharp@tworld.com or call him at (513) 725-728 Deal of the Week: Alpesh "AJ" Jayswal from Transworld St. Charles shares a deal where he helped a seller secure an additional $550,000 after negotiations stalled. The seller's husband passed away during negotiations, and the buyer reduced the offer from $2.8 million to $1.8 million because of concerns around the transition. After reviewing the financials and completing a valuation, AJ advised the seller not to accept the reduced offer and stepped in to help negotiate. After several calls with the international buyer, including working through a language barrier and an interpreter, AJ helped raise the final price to $2.35 million and earned a success fee based on the additional value created. For more information, contact Alpesh "AJ" Jayswal at ajayswal@tworld.com or call him at (630) 544-0611. Key Takeaways From This Episode: [00:00] What common-sizing is and why it is important when selling a business. [01:30] Learn why percentages, benchmarks, and trends are essential. [03:58] Discover how inflation, tariffs, and labor costs can affect margins. [06:34] Listing of the Week: JT Harp presents a Midwest towing and recovery business with strong assets, diverse revenue, and turnkey growth potential. [08:51] Understand why buyers focus on margins, not just top-line revenue. [11:57] Find out why quarterly financial reviews help owners spot problems earlier. [14:02] Explore how AI tools can help owners identify pricing and margin opportunities. [15:05] Unpack how common sizing can build buyer confidence before a sale. [16:21] Deal of the Week: Alpesh "AJ" Jayswal helped a seller increase a stalled deal by $550,000 after stepping in to negotiate with an international buyer. [21:04] Andrew and JT's final takeaways. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  Alpesh "AJ" Jayswal JT Harp QuickBooks Online | Intuit #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "The value of your business is what it's going to make in the future, to a buyer." — Andrew Cagnetta [0:01:04] "Benchmarking is a really great way of looking at businesses." — Andrew Cagnetta [0:02:51] "Common-sizing actually means making it simple for people to understand what's going on in a business." — Andrew Cagnetta [0:02:57] "There are only two ways to be more profitable in any business, – drive sales [and] cut expenses." — JT Tatem [0:10:51]

How Sellers Can Pre-Qualify Their Business for an SBA Loan 18.05.2026 24dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they explore why sellers should prequalify their businesses for Small Business Administration (SBA) financing before taking them to market. They discuss how prequalification can make a listing more attractive to buyers, why lenders want to see clean and current financials, and what sellers need to prepare before approaching a bank. Andy and JT also explain what a pre-screening letter does and does not guarantee, and why the buyer still needs to qualify based on credit, experience, available down payment, citizenship, and ability to operate the business. They delve into the importance of tax returns, profit and loss statements, balance sheets, seller's discretionary earnings, addbacks, business summaries, and transparency. They also explain how SBA-style preparation can still help sellers in markets outside the United States, even where government-backed small-business lending is unavailable. Tune in to learn how the right preparation can make your business easier to finance, market, and get across the finish line. Listing of the Week: JT Harp from Transworld Cincinnati presents a thriving commercial glass contracting company with a strong reputation for precision, reliability, and craftsmanship. The company specializes in high-end glazing, storefronts, and complete glass systems for major regional projects. With skilled crews, long-term client relationships, and established systems, this turnkey opportunity is positioned for continued profitability and growth. For more information, call JT on (513) 725-7283 or email him at jharp@tworld.com. Deal of the Week: Chris "Chip" Redmond from Transworld Orlando shares the recent sale of a cell phone repair store to a buyer who was already a repair technician. The seller was semi-absentee and lived out of state, so the buyer's hands-on technical experience created an opportunity to reduce employee costs and improve profitability. The deal included a lease assignment rather than an extension, which means the buyer will need to revisit the lease when the current term expires. For more information, call Chris (Chip) Redmond at (407) 326-6990 or email him at chrisredmond@tworld.com. Key Takeaways From This Episode: [00:30] Introduction and what listeners can expect from today's show. [01:19] Discover why a prequalification is essential when selling a business. [04:29] Learn how pre-screened listings help clarify down payment and loan structure. [05:43] Find out why banks rely on three years of tax returns for cash flow. [07:49] The importance of current financials, balance sheets, and profit and loss statements. [08:28] How discretionary earnings and EBITDA apply to different types of business buyers. [09:51] Explore why documented addbacks and expenses need to be explained. [11:53] Deal of the Week: Chris "Chip" Redmond from Transworld Orlando sold a cell phone repair store to a buyer with repair technician experience. [13:49] Understand why messy bookkeeping can make SBA financing harder. [16:07] Whether it is worth hiring outside bookkeeping for your financials. [17:45] Get a breakdown of what buyers need to qualify for SBA financing. [19:52] Hear how partners and guarantees can affect closing a deal. [21:06] Uncover why SBA-style preparation helps sellers in any market. [22:54] Listing of the Week: JT Harp from Transworld Cincinnati presents a commercial glass contracting company with skilled crews, long-term client relationships, and strong growth potential. [24:06] Closing comments and final takeaways. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  LoanBud Chris "Chip" Redmond JT Harp #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "I think a [prequalification] helps the buyers understand that this is financing ready." — Andrew Cagnetta [0:02:57] "The banks – live and die by tax returns." — Andrew Cagnetta [0:05:43] "Doing all [the preparation] work upfront on the seller's part, gives the seller a lot more confidence that you are going to market now with a business that's ready." — JT Tatem [0:11:29] "The buyer has to be qualified to run the business." — Andrew Cagnetta [0:19:05]

Business Owners and Divorce: Protecting Value and Avoiding Costly Mistakes with Kelly Lise Murray 08.05.2026 41dk

JT welcomes you to another episode of The Deal Board Podcast. This week, JT is joined by Kelly Lise Murray to unpack what happens when divorce intersects with business ownership. With decades of experience in family law and wealth disputes, Kelly explains why valuation in a divorce is rarely straightforward and often depends on the quality and balance of evidence presented. The conversation explores how courts approach business value differently from the open market, why relying on incomplete or one-sided information can shape outcomes, and how legal strategy, timing, and documentation all play a critical role. JT and Kelly also discuss the risks of letting disputes drag on, the cost of litigation versus early agreement, and why selling the business can sometimes provide the clearest path forward. They close with practical advice for business owners facing divorce, from cleaning up financials to treating the process like a business transaction. Tune in to learn how to protect value and navigate one of the most complex scenarios a business owner can face! Listing of the Week: Chris "Chip" Redmond (Central Florida) is offering a Book of Business in the healthcare insurance space, built on recurring revenue from Medicare Advantage plans. The business is driven by established relationships with major carriers, including United, Humana, Freedom, and Aetna, with 2025 figures verified directly from 1099s provided by the insurance companies. Listed at $415,000, this opportunity is well-suited for an insurance agent or agency looking to expand its footprint in the Central Florida market with reliable, repeat income. For more information, call Chris (Chip) Redmond at (407) 326-6990 or email him at chrisredmon@tworld.com Deal of the Week: A 20+ year-old management consulting business with recurring revenue and nationwide clients has successfully sold for $2.2 million. Listed by Marty Fishman of Transworld Business Advisors, the business generated strong interest, with hundreds of NDAs and multiple offers. An initial deal with a private equity buyer fell through during extended due diligence after attempts to renegotiate. After returning to market, the seller found the right fit in an independent buyer whose full-price offer aligned with expectations. Following another intensive due diligence and SBA process, the deal closed successfully, supported by a strong buyer-seller relationship and the seller's commitment to a smooth transition. For more information, call Marty Fishman at (754) 224-3134 or email mfishman@tworld.com Key Takeaways From This Episode: [00:29] Introducing Kelly Lise Murray and today's focus on divorce and business ownership. [02:25] How to ensure a smooth business transition during a divorce. [04:20] Real-world case example highlighting the cost of getting it wrong the first time. [06:43] Reflections on the high divorce rates in the US, especially among older couples. [08:37] How valuation is approached during divorce, either through mediation or courts. [10:25] The critical role of documentation and presenting strong, balanced valuation evidence. [14:26] Why it's best to agree with your spouse on valuation in court and sell if you can. [18:33] Strategic considerations when one or both spouses are active in the business. [23:54] How valuation evidence, like tax returns, is scrutinized during divorce proceedings. [26:17] The importance of timing, mediation, and early agreement in reducing costs. [28:36] Practical steps for business owners, including cleaning up financials. [32:41] The role of prenuptial and postnuptial agreements in protecting business assets. [34:03] Final advice on seeking legal guidance and preparing to defend business value. [35:53] Details on how to get in touch with Kelly and her podcast Wealth Litigated. [37:18] Deal of the Week: Marty Fishman (Fort Lauderdale) sells a 20+ year-old management consulting business for $2.2M after a complex process. [39:31] Listing of the Week: Chris "Chip" Redmond (Central Florida) is selling a Medicare Advantage–driven insurance book of business with recurring revenue, listed at $415,000. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com Kelly Lise Murray on LinkedIn Wealth Litigated Marty Fishman Insurance Agency Book of Business for Sale – Health Care Chris "Chip" Redmond #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "When you're selling, you're trying to find that one buyer. When you're divorcing, you have extra eyes on those documents." — Kelly Lise Murray [0:02:50] "You want to put all your effort into the trial level, the first round, because on appeal, the appellate court can only look at evidence in the record from the trial level, and that trial court has a lot of discretion." — Kelly Lise Murray [0:03:16] "Do we want to spend hundreds of 1000s of dollars on experts and lawyers fighting? – What if the business is worth $200,000? Do you want to spend 75,000 to 100,000 total, arguing about it?" — Kelly Lise Murray [0:27:12] "Anyone going through a divorce needs to treat it like a business transaction." — Kelly Lise Murray [0:31:21] "It's really important with business and other high-value assets to get the legal advice first and then, second, the business advice, and decide: 'What are the documents I have? What else do I need to defend my valuation of this business?'" — Kelly Lise Murray [0:34:48]

The State of Business Brokerage and Why IBBA Is Important With Jim Parker 14.04.2026 32dk

Andy welcomes you to another episode of The Deal Board Podcast. This week, he sits down with Jim Parker, chairman of the International Business Brokers Association (IBBA), to explore how the business brokerage industry is evolving in today's market. With more buyers entering the space and a wave of baby boomer owners preparing to exit, Jim shares why business brokerage has moved into the spotlight and how increased professionalism, better technology, and broader access to capital are changing the deal landscape. The conversation covers the growth and strengths of the IBBA, the value of networking and collaboration among brokers, and how tools like AI are beginning to improve efficiency behind the scenes. They also discuss shifts in buyer behavior, including the rise of younger entrepreneurs and acquisition-focused teams competing alongside private equity. Tune in to hear what's driving today's market, where the industry is headed, and how brokers and business owners can stay ahead! Listing of the Week: An established roofing company in the Greater Cincinnati and Northern Kentucky area is now available for purchase. With a long-standing reputation for quality craftsmanship, this business delivers strong, consistent profits and impressive seller's discretionary earnings. Offering a full suite of services, including roofing, gutters, siding, and custom sheet metal work, the company serves both residential and large commercial clients. With a skilled team, turnkey operations, and well-maintained equipment already in place, this is an excellent opportunity for an industry buyer or investor to step into a proven, reliable operation with continued growth potential. For more information, call JT Harp at (513) 725-7283 or email him at jharp@tworld.com. Deal of the Week: An underground utilities company in Central Florida has been successfully sold through a creative, seller-financed deal. After 45 years in business and a challenging year that ruled out SBA financing, the seller partnered with a motivated, out-of-state buyer eager to enter the industry. The buyer offered $100,000 over asking to secure seller financing, with $200,000 paid at closing and $900,000 financed by the seller. The seller will remain involved to train and mentor the buyer, ensuring a smooth transition. A great outcome for both sides! To learn more, contact Emily Krell at (352) 246-2266 or email emilykrell@tworld.com Key Takeaways From This Episode: [00:30] Introducing today's guest, IBBA chairman, Jim Parker. [02:33] An overview of the IBBA and its growth over the years. [04:14] Why business brokerage has surged in visibility in recent years. [04:50] The impact of baby boomer exits on buyer demand and deal flow. [06:03] Efficiency and professional gains in brokerage and increases in market activity. [09:44] Co-brokering, virtual deals, and the breakdown of geographic barriers. [13:13] The value of IBBA conferences, networking, and industry relationships. [18:17] How AI and younger buyers are shaping the future of acquisitions. [20:25] The evolving balance between individual buyers and private equity in today's market. [23:47] Florida's influence on the growth and evolution of the business brokerage industry. [25:26] Updates on upcoming 2026 IBBA and BBF conferences. [27:35] Deal of the Week: Emily Krell (Orlando) sold an underground utilities company through a $1.1M seller-financed deal to an out-of-state buyer. [30:05] Listing of the Week: JT Harp (Cincinnati) is selling a well-established, profitable roofing company with turnkey operations and a strong reputation. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  Jim Parker on LinkedIn International Business Brokers Association (IBBA) International Business Brokers Association (IBBA) Annual Conference 2026 Business Brokers of Florida (BBF) Conference 2026 Established Roofing Company | Proven Performance & Profitability JT Harp Emily Krell #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "Forty-one percent of all small business owners right now in the United States were born before 1964." — Jim Parker [0:05:27] "It just seems like the last couple of years, there are so many good quality buyers out there looking to buy businesses, more than ever." — Jim Parker [0:06:31] "Since COVID, I think the walls have been ripped down. People are doing things more virtually now. Brokers are selling businesses out of state. Everything is broken down." — Jim Parker [0:10:06] "I'm really excited about what AI is going to be able to do for us and [in] return, what it's going to do for our buyers and what it's going to do for our sellers." — Jim Parker [0:19:02]

Why the Right Team Makes or Breaks a Deal 25.03.2026 25dk

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

Hey MR buyer, MRS buyer - DO THIS 11.03.2026 31dk

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

10 Mistakes to Avoid When Selling a Business: Part 2 25.02.2026 23dk

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

10 Mistakes to Avoid When Selling a Business (Part 1) 11.02.2026 23dk

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

Why Sellers Need a Broker: Back to Basics with Andrew Cagnetta and JT Tatem 28.01.2026 26dk

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 ml@tworld.com. Deal of the Week: Andrew Fillman from Transworld Detroit South resolved a conflict between seller and buyer to bring an offer up from $10,000 to $30,000 to bring about the best possible outcome for both parties. For more information, contact Andrew on (248) 565 - 5967 or email him at afillman@tworld.com. Key Takeaways From This Episode: [00:30] Why this podcast focuses on explaining why sellers really need a broker. [02:34] How having an advisor on your side can benefit your sale. [06:09] Why it is so important to get a proper evaluation and have a defensible reason for your price. [09:44] Managing confidentiality without killing momentum. [13:20] Why price is not always the most important factor in a sale. [15:31] Due diligence, buyer, attorney, and CPA scrutiny. [19:03] How a broker can keep things moving when issues arise. [22:21] Deal of the Week: Andrew Fillman resolved a conflict between seller and buyer by bringing the price up from $10,000 to $30,000. [24:16] Listing of the Week: Marc Lazarus is selling a 20-year-old security business in Northern New Jersey for $4.4 million. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "If you have one buyer, that means the buyer has you." — Andrew Cagnetta and JT Tatem [0:02:15] "When you've got someone coming to you as the buyer, — you don't know if the offer they're making is a good offer for you or not. You want someone who's going to make sure that you're positioning your business in the market with the price that makes the most sense for you." — JT Tatem [0:07:29] "Every good deal dies at least three times." — Andrew Cagnetta and JT Tatem [0:20:18]

Goal Getting for Buyers: Turning Ownership Plans Into Action 14.01.2026 17dk

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

15 Years of Franchising: Lessons Learned Building Transworld 24.12.2025 25dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy and JT reflect on a major milestone: 15 years of franchising and the journey that took Transworld from a regional firm to a global brand. They walk through the limits of growing on their own, the need for partners with real ownership, and why franchising emerged as the right structure for sustainable expansion. The conversation breaks down what franchising actually requires, from documented systems and training to ongoing support and consistency across markets. Andy and JT also share lessons learned along the way, including early skepticism, defining moments with franchisees, and the importance of continual improvement. For business owners thinking about growth, this episode offers a grounded look at what it takes to scale without losing control. Tune in to hear how long-term vision and shared effort drive lasting growth! Listing of the Week: JT Harp, President and CEO of Transworld Business Advisors of Greater Cincinnati and Northern Kentucky, presents a fully outfitted brewery and taproom opportunity in a prime, high-traffic location. This turnkey space offers a complete build-out less than two years old, including a full bar, tap system, professionally designed kitchen, and an audio-visual setup with a private room for events. While no beer is currently brewed on site, the space is ideal for continuing a proven taproom model or introducing a new brand, menu, or concept. With strong area demographics and excellent visibility, this opportunity is ready for an owner with a fresh vision to step in and make it their own. For more information, call JT at (513) 725-7283 or email jharp@tworld.com. Deal of the Week: A Boston-area swim school franchise with five operating locations has successfully closed with a new owner. Built around a mission of water safety and swim education, the business attracted wonderful local families. After five years of ownership, the sellers chose to step back to spend more time with their children. The buyer, a local entrepreneur with a shared passion for swimming and water safety, proved to be a great fit. Despite the complexity of franchisor approval and coordinating leases with five pool facilities, the deal crossed the finish line smoothly. To learn more, call Brook Hartnett at (617) 860-4980 or email dhartnett@tworld.com. Key Takeaways From This Episode: [01:05] Looking back at the last 15 years of franchising at Transworld. [03:52] Realizing they lacked the expertise to franchise and needed experienced partners. [09:25] Why systems, documentation, and manuals are essential to franchising. [12:00] How franchising helps you improve your processes over time. [14:27] Reflecting on standout franchise moments over the past 15 years. [16:54] What it took to grow Transworld into a global brand. [20:33] Deal of the Week: Brook Hartnett (Boston) closed a five-location swim school franchise focused on water safety. [23:03] Listing of the Week: A fully outfitted brewery and taproom in a high-traffic location, ready for a new owner's concept. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com Brook Hartnett JT Harp Outfitted Brewery & Taproom Asset Sale – Fully Equipped, Turnkey #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "You need systems. You need something scalable. You need something that's reproducible." — Andrew Cagnetta [0:03:33] "We realized we really needed someone to help us franchise, and quickly [realized] that franchising was a completely different industry." — Andrew Cagnetta [0:04:00] "As you begin franchising, over time, you start getting better at your processes, because your franchisees are out there doing it, and they're coming up with another way that you didn't think of." — JT Tatem [0:12:08] "Business isn't perfect. People aren't perfect. But once you get the systems, and you get everybody following it, it's magic." — Andrew Cagnetta [0:19:21]

Interest Rates 10.12.2025 31dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are discussing all things interest rates. In this episode, you'll hear about the importance of keeping interest rates reasonable, how they have evolved over the last 50 years or so, what they want from global interest rate makers, and more! We delve into the negative impact high interest rates have on businesses before hearing a little bit about Andy and JT's personal experiences with interest rates. Finally, Andy and JT remind us why now is still a great time to borrow money. Thanks for tuning in! Listing of the Week: Sam Curcio from Transworld Business Advisors, NY, has a great manufacturing business for sale in Brooklyn. It's been around for over 20 years, they work with great Fortune 500 clients, and the seller is looking to retire. They're doing over $6.5 million in revenue, and there is already a ton of interest in the business. For more information, call Sam at (646) 470-9433 or email him at scurcio@tworld.com. Deal of the Week: Bob and Caroline Kelliher from Transworld Business Advisors, Western and Central Washington, recently sold a plumbing HVAC company with cash and seller financing. There were a few challenges with this sale as the seller was quite erratic and eventually ended up in prison, but after some struggles, they managed to sell. For more information, call Caroline at (425) 531-0042 or Bob at (509) 558-7150 or email Bob at bkelliher@tworld.com or Caroline at ckelliher@tworld.com. Key Takeaways From This Episode: [00:00] Overview: interest rates and keeping them reasonable. [01:50] A brief history of our recent interest rate changes. [07:59] Our big plea to interest rate makers of the world. [13:59] What happens when interest rates get too high for businesses. [18:16] Closing remarks from Andy and JT. [22:59] Deal of the Week: Bob and Caroline Kelliher (Transworld Western and Central Washington) sold a plumbing HVAC company with cash and seller financing. [29:40] Listing of the Week: Sam Curcio (Transworld NY) is selling a manufacturing business with over 20 years of experience and more than $6.5 million in revenue per year. Links Mentioned in Today's Episode: Sam Curcio Listings Bob Kelliher Listings Caroline Kelliher Listings The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  Andy Cagnetta on LinkedIn Andy Cagnetta on X JT Tatem on LinkedIn JT Tatem on X #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "[Interest rates] affect so many things; from credit card debt to car loans." — @acags [0:09:30] "Interest rates being too high – certainly puts Main Street at more risk." — @thepromoking_ [0:12:27] "It's still a great time to borrow money!" — @acags [0:18:16]

Podcasting with Seth Greene 26.11.2025 32dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are speaking to Seth Greene from Market Domination about all things podcasting! Tuning in, you'll hear all about Seth's passion for podcasting, how to be consistent as a podcaster, some tools you can use to put it together, the value of production companies, and so much more! We delve into how often you should air your show before discussing how to break up topics in your podcast. Finally, Seth tells us all about how you can get in touch with him and his team at Market Domination and how to get hold of his bestselling book, The Ultimate Guide to Growing Your Business with a Podcast. Thanks for listening! Deal of the Week: Brook Hartnett from Transworld Business Advisors, Boston recently sold an auto repair shop on the South Shore of Massachusetts. The company had been operating for about 20 years, and the owner was transitioning into retirement. Brook managed to find a buyer with experience in this industry. For more information, call Brook at (617) 860 4980 or email him at dhartnett@tworld.com. Listing of the Week: Ryan Armstrong from Transworld Business Advisors, Phoenix. Ryan has a great listing for a large fabrication business with an operations manager and employees on the market for $1.8 million. The land is also available for this listing. For more information, call Ryan at (480) 447 3504 or email him at rarmstrong@tworld.com. Key Takeaways From This Episode: [00:00] Overview: the power of podcasting as a lead magnet nowadays. [07:08] Welcoming Seth Greene and his history of podcasting. [11:52] Seth shares some tips for how podcasters can be consistent. [15:28] Some of the tools Seth advises people to use to put podcasts together. [20:10] The value of having a production company to help with your podcast. [25:48] How often to air your show and how to organize your topics and episode numbers. [28:26] Seth tells us about a discount for his book for our listeners [29:57] Deal of the Week: Brook Hartnett sold [31:14] Listing of the Week: Ryan Armstrong Links Mentioned in Today's Episode: Ryan Armstrong Listings Brook Hartnett Listings The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  Seth Greene on LinkedIn Get in touch with Seth The Ultimate Guide to Growing Your Business with a Podcast Market Domination Market Domination Email Address #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "[Podcasting] is the fastest growing form of media right now in the country." — Seth Greene [0:08:10] "I think podcasting is the greatest networking tool ever invented." — Seth Greene [0:20:31] "I would say, air [your podcast] every single week!" — Seth Greene [0:26:26]

Government Shutdown Impact on Small Business SBA Loans - What Owners Need to Know 12.11.2025 21dk

Andy and JT welcome you to another episode of The Deal Board Podcast. In this special 'government shutdown' edition, Andy sit down with a panel of Transworld leaders — Aaron Fox (Boston, MA), Samuel Curcio (Manhattan, NY), Scott Hislop (Minnesota), Diane Hartz Warsoff (Utah), and Johnathan Choe (Ohio / Los Angeles / Oregon) — to break down how the SBA loan portal shutdown impacts business buyers and sellers. The group explains why lenders cannot fund without an SBA loan number, how IRS pulls and other federal services create delays, and what end‑of‑year timing means for underwriting, leases, and re‑approvals. They also share real-world stories, discuss their concerns around companies with government contracts, and explore why some people expect a week of 'chaos' when systems reopen. Finally, the panel offers practical steps owners can take to keep documents current, push legal work forward, and ways to contact their representatives to help stop the closure. Tune in for a clear look at what is happening in the market right now and what owners need to do to keep deals on track. Listing of the Week: Addison Goldin, from Transworld Business Advisors of Fort Lauderdale, presents a long‑running sign shop in Miami, a classic 'baby‑boomer' business opportunity. The company has been operating for over 35 years with a stable team and approximately $150,000 in owner's earnings (SDE). The asking price is $360,000 and includes a bucket truck, production equipment, and robust franchisor training and support. The seller is willing to provide meaningful transition support and is open to solid seller financing; the business could qualify for SBA financing. For more information, contact Addison at (954) 289-2115 or agoldin@tworld.com. Deal of the Week: Chris Redmond, from Transworld Business Advisors of Orlando, closed the sale of a commercial cleaning company. The business had lost a major client (nearly 90% of revenue) last year, but the seller rebuilt accounts, enabling a successful exit. The deal involved an E‑2 visa buyer relocating to the Orlando area, a co‑broker arrangement with a local BBF broker, and a cash transaction. The sellers are heading to Philadelphia to spend more time with family. For more information, contact Chris at (407) 326-6990 or chrisredmond@tworld.com. Key Takeaways From This Episode: [00:00] Overview: the federal government shutdown and its impact on SBA-backed deals. [03:40] Why banks cannot fund without a number from the portal since its closure. [06:01] Complications around lease timing and the risk of deals rolling past year‑end. [07:36] Unpack the impact of the inevitable 'week of chaos' when systems reopen. [08:55] Issues around tax returns and why banks will not accept returns from the seller. [10:22] Explore why many deals could slide a week or two and still close without issues. [12:41] Find out about the unintended consequences of the closure on loans. [13:26] Findings from an SBA report on the amount and implications of loans on standby. [14:28] Hear practical solutions to help small business owners navigate the closure. [17:55] Deal of the Week: Chris Redmond (Orlando) sold a commercial cleaning company to an E‑2 visa buyer with cash and co-brokered. [19:08] Listing of the Week: Addison Goldin (Fort Lauderdale) is selling a Miami sign shop, which includes franchise training and seller support. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  Aaron Fox Samuel Curcio Scott Hislop Diane Hartz Warsoff Johnathan Choe The Small Business Administration (SBA) 'SBA Releases State-Level Analysis of Shutdown Impact on Small Business Lending' Addison Goldin Addison Goldin on LinkedIn Chris Redmond #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "I think the biggest part that's scaring us is now we're getting into a situation where we can't get what we need to close. And – there's some major implications on these deals if they roll over into 2026 instead of closing in December." — Aaron Fox [0:06:56] "If it would come to an end next week, there's probably a week of chaos with an SBA, just with the mass amount of volume of inquiries that they're going to get, but then they expect it to settle down." — Scott Hislop [0:08:07] "I think we're going to start seeing more impact [on] businesses that are using resources like small business development centers that are funded through the SBA." — Diane Hartz Warsoff [0:09:52] "The SBA did release a report of how many loans and total value [are] essentially on standby, and they're estimating over 4800 loans have been put on standby, which would equate to about $2.5 billion that was not distributed to small businesses." — Samuel Curcio [0:13:27]

The Power of Partnership: How Couples Succeed in Business 29.10.2025 19dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy sits down with Bob and Caroline Kelliher of Transworld Business Advisors of Western and Central Washington to explore what it's really like to run a business as a couple. From running a 10,000-square-foot party supply store and later expanding to multiple locations, to teaching at Le Cordon Bleu and now helping entrepreneurs buy and sell companies through Transworld, the Kellihers have turned decades of shared experience into a thriving partnership. They discuss how they divide responsibilities, balance home and work life, and why mutual respect and clear communication keep both their marriage and ventures strong. Tune in for an honest, funny, and heartfelt look at partnership in work and in life! Listing of the Week: JT Harp, President and CEO of Transworld Business Advisors of Greater Cincinnati and Northern Kentucky, presents a legacy bakery that's been a beloved community staple for decades. Known for its loyal customer base and strong brand equity, this turnkey operation includes retail, wholesale, catering, and optional real estate. With infrastructure, staff, and supplier relationships already in place, it's ready for a new owner to grow and modernize. For more information, contact JT at (513) 725-7283 or jharp@tworld.com Deal of the Week: A cozy three-room inn in historic Roslyn, Washington, famously known as the filming location for Northern Exposure, has been sold again! Once a 19th-century dental office, the property was first sold after Bob and Caroline Kelliher met the buyers by chance at a local pub. This time, a local pastor and his family purchased the inn, eager to run a small, community-focused business. With multiple offers and plenty of local interest, it sold above asking with cash and seller financing. To learn more, call Bob at (509) 558-7150 or Caroline at (425) 531-0042, or email them at bkelliher@tworld.com or ckelliher@tworld.com. Key Takeaways From This Episode: [00:30] Introducing today's guest topic: What it's really like to run a business as a couple with Bob and Caroline Kelliher. [03:11] How they met while working together, began their first venture, and divided their roles. [05:46] Expanding to multiple locations, launching "Sweet Caroline's" bakery, and teaching their kids entrepreneurship. [06:24] Their years working apart: Caroline's near-decade teaching at Le Cordon Bleu and Bob's time working in Las Vegas. [07:06] How they started working together again: finding their next chapter together with Transworld, and how they divide their roles. [10:34] Their top advice for couples in business: define roles and leave emotion out. [11:45] Why they view entrepreneurship as a lifestyle, not just a career. [13:41] Deal of the Week: Bob and Caroline Kelliher (Western & Central Washington) sold a historic three-room inn in Roslyn, WA, to a local pastor and his family. [17:08] Listing of the Week: JT Harp (Cincinnati, Northern Kentucky) is selling a long-standing community bakery with a strong brand and loyal customers. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098 Email us thedealboard@tworld.com  Bob Kelliher Bob Kelliher email Call Bob at (509) 558-7150 Caroline Kelliher Caroline Kelliher email Call Caroline at (425) 531-0042 JT Harp Legacy Bakery with Decades of Success – Real Estate Option #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "I'd say, leave the emotion out and focus on the goal — the common goal." — Caroline Kelliher [0:10:42] "I don't think all husbands and wives can pull this off, but if you can, it's amazing. It's definitely worth trying." — Bob Kelliher [0:10:52] "We are of service in a way. I love the job so much because I'm helping people get to retirement. I'm helping that first-time business owner own their own business. I remember when I did that, it was the most amazing thing." — Bob Kelliher [0:12:00] "I think everybody should own their own company at some point. And if it doesn't work out, you will learn so much from it that you'll be a better person for whatever you do in the future." — Bob Kelliher [0:12:15]

AI Marketing Tools with Seth Greene 15.10.2025 22dk

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy sits down with return guest, Seth Greene, from Market Domination, to discuss a powerful lead-generation tool that helps business owners turn their content into qualified leads. Seth explains how his "Unlimited Leads for Life" software automates hours of manual prospecting: analyzing profiles, starting conversations, and nurturing relationships across multiple platforms without losing the human touch. He shares practical tips for using LinkedIn more effectively, how AI can support authentic outreach, and why so many professionals are missing opportunities by not leveraging their existing networks. Seth also highlights creative ways the tool is being used for fundraising and charitable campaigns, proving its potential beyond traditional sales. Tune in to learn how to leverage your network, automate smarter, and build genuine connections that drive real results! Listing of the Week: A 100-year-old irrigation company in the Chicago area is now available through Matt Friscia of Transworld Business Advisors of La Grange. This long-established, union-based business serves both residential and commercial clients, including several downtown rooftop accounts. With steady earnings, a strong reputation, and a skilled team in place, it offers a rare chance to own a proven, profitable operation. The asking price is around $600,000, with solid six-figure earnings. To see all their listings, visit tworld.com/lagrange or contact Matt at (708) 328-8886 or mfriscia@tworld.com Deal of the Week: A thriving IV hydration franchise on the Gulf Coast has sold in a $1.1 million deal, just six months after opening! The seller, a nurse who launched the business to quick success, chose to sell so she could focus on starting a family. Despite the short operating history, Bill Kleinschrodt of Transworld Business Advisors of the Gulf Coast secured SBA financing, proving that profitable young businesses can sell fast with the right support. Backed by strong lender relationships across Alabama, Mississippi, and Louisiana, Bill and his team got the deal done. To get in touch with Bill, email gulfcoast@tworld.com or phone (251) 237-1030. Key Takeaways From This Episode: [00:30] Introducing return guest, Seth Greene, and today's episode topics. [02:13] A breakdown of Seth's new lead-generation tool that automatically turns content and social media connections into qualified leads. [08:16] Seth's automated lead generation pipelines for multiple businesses. [08:54] Your guide to building four core flows for connecting on social media. [10:20] The ideal candidates for Seth's lead generation tool. [10:52] How the software delivers leads to you. [12:04] Privacy, public data, and why social networks are ideal for this kind of outreach. [13:55] How Seth's software uses relationship-based communication to break through to recipients at scale. [17:06] Seth's contact details and how to get a Deal Board discount for his services. [18:41] Bill Kleinschrodt (Gulf Coast) sold a thriving IV hydration franchise in a $1.1M SBA-financed deal. [20:27] Matt Friscia (La Grange) is selling a 100-year-old, union-based irrigation company in Chicago. Links Mentioned in Today's Episode: The Deal Board Podcast  Subscribe to The Deal Board Podcast YouTube Channel  United Franchise Group  Transworld Business Advisors  Transworld on LinkedIn  Transworld on Facebook  Call us — (888) 719-9098  Email us thedealboard@tworld.com  Seth Greene on LinkedIn Market Domination LLC Unlimited Leads for Life Bill Kleinschrodt Matt Friscia Profitable $1M+ Landscape Irrigation Company - $200k SDE #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "[The prospecting] worked, but it was a lot of time-consuming, manual labor, and obviously the more successful I got, the quicker I ran out of time." — Seth Greene [0:04:41] "We built software that does the same thing [and does the labor for you]. You will literally watch your mouse move on the screen." — Seth Greene [0:06:10] "We now literally have 1000s of users running this software every single day." — Seth Greene [0:08:18 "If you, or your competitors, are running paid social media advertising, like Facebook [or] LinkedIn ads, – I could go put this on their ad and say, 'Give me everybody who interacted with their ad and put them into my software.'" — Seth Greene [0:12:12]

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