The Deal Board Andy Cagnetta & Jessica Fialkovich

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 jfullerton@tworld.com 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 thedealboard@tworld.com
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 alawson@tworld.com 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]

Andy and Jessica welcome you to another episode of The Deal Board Podcast. Today, they have the opportunity to feature a past business owner who worked with Transworld to review their entrepreneurial story from start to finish! Joining them is Laura Haftel from tugboat & the bird, a unique and high-end boutique that offers a curated selection of kids’ clothing, toys, gifts, and more. In this episode, Laura shares how she came to own a children’s boutique, how the decisions we make during economic downturns set us up for success in good times, and why she decided to retire after 22 years in the business. You’ll also find out where the name came from, how to distinguish between noise and useful feedback about your business, why the customer experience is so crucial, and so much more!
 
Listing of the Week:
 
Brian Martin from Transworld Business Advisors of Dallas Fort Worth Central is selling a pizza franchise with good brand recognition in North Collin County, Texas. A buyer will likely need a $250,000 cash down payment to close the deal, along with some available bank or seller financing. Email Brian Martin at bmartin@tworld.com or call him on (214)695-1223.
 
Key Points From This Episode:
 
•    [03:58] What led Laura to become a store owner after being a buyer for Macy’s and the Gap.
•    [07:23] A valuable lesson on protecting your assets and income when the market is down.
•    [08:52] How Laura’s business adapted and innovated in response to COVID-19.
•    [14:05] Where the name, tugboat & the bird, came from and what the boutique was like when she bought it from the original owners.
•    [16:50] When to tune out the noise and when to take on valuable feedback.
•    [17:36] Insight into why Laura decided to retire after meeting her initial goals.
•    [21:38] A glimpse at the future: what’s next for Laura after 22 years at tugboat & the bird?
•    [22:57] Why providing shoppers with “the right experience” is so valuable.
•    [24:00] Laura’s practical, why-focused advice for aspiring entrepreneurs.
•    [26:02] Deal of the Week: How Tina Wright, Owner and President of Transworld Business Advisors of Raleigh, walked the owner of a traffic equipment distribution company through the sale of his business and provided him with the support he needed.
•    [28:45] Listing of the Week: Brian Martin (Dallas Fort Worth Central) is selling a pizza shop in North Collin County, Texas. Interested buyers should have a $250,000 cash down payment, plus available bank or seller 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 thedealboard@tworld.com 
Laura Haftel on LinkedIn
tugboat & the bird
tugboat & the bird on Instagram
tugboat & the bird on Facebook
The Little Book of Bull Moves in Bear Markets
Email Tina Wright on twright@tworld.com or call her on (919)-605-2854
Email Brian Martin at bmartin@tworld.com or call him on (214)695-1223
 
#thedealboard #transworldbusinessadvisors #realestate #commercial
 
Quotes:
 
“[The] theory that I always have [is to] just keep your shelves stocked and be better than anybody else. People are always going to want to spend money on their kids.” — Laura Haftel [0:12:45]
 
“When you’ve got a small, local, family-owned business, there’s just nothing like it – People still want to come in, they want to have an experience, – they want to touch and feel the product. – If you provide the right experience, I don’t think there’s anything that will ever take [its place].” — Laura Haftel [0:23:18]
 
“You have to be really confident in what you’re doing. I

Andy and Jessica welcome you to another episode of The Deal Board Podcast. Today, they discuss how AI can best benefit buyers and sellers. Their guest, Josh Levine, from Private Market Labs, shares his expertise in helping clients take advantage of new technologies to present businesses for sale, assist buyers in the process of looking for the ideal company, and identify great business opportunities.
 
Listing of the week: Brian Martin (Dallas) is selling a company that started in the 1980s. This enterprise software for club management has over 100 customers and runs over $2 million in customer transactions. The listing price is $3 million. Email Brian at bmartin@tworld.com or call (214) 695-1223.
 
Key takeaways:
[1:44] Ask Chat GPT to write you an intro letter as a buyer and a profile.
[3:50] Your website needs to be updated; Jasper AI can help you improve that content.
[5:54] To find the kind of businesses you are looking for, for example, you can ask Chat GPT: What type of business should I buy if I like to be outdoors?
[9:39] You can use AI and some research tools to identify opportunities in your industry.
[11:17] You no longer have to take meeting notes; AI can do it for you.
[14:00] Deal of the week: Eric Mendelsohn (New York) sold an auto body shop in New Jersey dedicated to the repair of classic cars. This deal included Real Estate. The seller was ready to retire, and the buyer was from the same field.
[18:20] Josh Levine from Private Market Labs joins the conversation about AI supporting your business.
[19:05] Josh introduces himself and Private Market Labs.
[21:01] Josh shares how he got into this business.
[24:30] Josh explains how Private Market Labs helps clean data.
[26:40] Josh talks about the newest technology that is coming in the near future.
[30:05] Josh shares his perspective regarding the investment space.
[31:14] What is the best way for a buyer to engage?
[35:25] Josh talks about their podcast, Private Market Insights.
[37:46] Listing of the week: Brian Martin (Dallas) is selling a company that started in the ’80s. This enterprise software for club management has over 100 customers. This company runs over $2 million in customer transactions. The listing price is $3 million.
 
Mentioned in this Episode:
The Deal Board Podcast
Subscribe to The Deal Board Podcast YouTube Channel
United Franchise Group
Transworld Business Advisors
Transworld on LinkedIn
Transworld on Facebook
Call us — (888) 719-9098
Email us thedealboard@tworld.com
 
Call Eric Mendelsohn at (516) 840-3516 or email emendelsohn@tworld.com.
Email Brian at bmartin@tworld.com or call (214)695-1223. 
 
Find Josh Levine on Linkedin.
 
Tweetables:
“Having a good buyer profile will save you a lot of money.” #thedealboard #transworldbusinessadvisors #AI #buy #sell #business
 
“You no longer have to take meeting notes; AI can do it for you. It’s a huge time saver!” #thedealboard #transworldbusinessadvisors #AI #buy #sell #business
 

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they discuss the main reason businesses fail to sell: overpricing. Pricing your business can sometimes be emotional; it is usually subjective, but today, Andy and Jessica address objective evidence, numbers, statistics, and research they have done over the years while they guided thousands of sales. Listen to this episode and discover why overpricing a business is the most common way to prevent it from selling.
 
Listing of the week: Julie Barlow (Dallas) just listed a business for anyone interested in the fitness and wellness industry, personal training, or helping people be healthy and fit. Julie sells a franchised fitness studio with a great location. The business is priced at $50,000 ($100,000 in paid equipment is already there!). Call Julie at (817) 556- 7534 or email her at jbarlow@stworld.com. 
 
Key takeaways:
[3:52] Reason No.1 why an overpriced business won’t sell: Educated Buyers
[8:13] Jessica explains the profile of most business buyers.
[8:37] Selling a business is a process.
[9:32] Reason No.2 why an overpriced business won’t sell: The culture is changing
[11:56] The chances of negotiating are now less frequent.
[12:38] Reason No.3 why an overpriced business  won’t sell: There is no tolerance for what is considered unreasonable
[16:20] Reason No.4 why an overpriced business won’t sell: Care for the first impression 
[17:16:] Reason No.5 why an overpriced business won’t sell: Buyers have a fear of offending the sellers
[22:50] Andy and Jessica discuss how businesses are sold once they are pulled out of the market to be later introduced with a better price (with slim margins!)
[26:30] Jessica shares a valuable example. 
[28:29] You can’t rely on your intuition; consult with Transworld Business Advisors to know the right price for your business.
[29:30] Deal of the week: Linda Boswell (Dallas) shares a heartwarming story! She sold a blow-dry bar right before bankruptcy. 
[32:30] Listing of the week:  Julie Barlow (Dallas) sells a franchised fitness studio with a great location. The business is priced at $50,000 ($100,000 in paid equipment is already there!). 
 
Mentioned in this Episode:
The Deal Board Podcast
Subscribe to The Deal Board Podcast YouTube Channel
United Franchise Group
Transworld Business Advisors
Transworld on Linkedin
Transworld on Facebook
Call us — (888) 719-9098
Email us thedealboard@tworld.com
 
Call Linda Boswell at (817)755-1026 or email lboswell@tworld.com 
Call Julie Barlow at (817) 556- 7534 or email her at jbarlow@stworld.com

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are discussing a recurrent and always important topic: valuation. Reaching an accurate value for their business is the primary concern of many business owners, and is a crucial element to consider while thinking about exiting a business.


In this conversation, Andy and Jessica dive deep into add-backs and share their expert advice to use them favorably for your valuation process.


Listing of the week: Aaron Wills is selling an HVAC company that has been in business for more than two decades The real estate is owned by the business and it has two income-producing properties. The asking price is $800,000 for the business and the real estate is just over $1 million. Call Aaron (817)725-7221 or email awills@tworld.com.


Key takeaways:
[1:25] How much money does your business make?
[1:47] Jessica discusses the two earning amounts you should consider while starting a valuation: EBITDA and SDE.
[3:10] Different ways of minimizing your earnings to pay less taxes.
[4:18] Transworld’s philosophy is a little conservative, and Jessica and Andy explain why.
[7:31] Things that, by definition, are add-backs: The first one is INTEREST.
[8:04] TAXES
[9:12] APPRECIATION/AMORTIZATION
[10:36] OFFICER SALARY (one)
[11:11] W2 SALARY
[11:40] OWNER PERKS
[13:52] TELEPHONE and CELL PHONE EXPENSES
[15:32] REAL ESTATE
[19:34] PAYROLL
[20:40] DONATIONS
[21:32] DUES and SUBSCRIPTIONS
[22:45] BAD DEBT
[23:40] ONE-TIME NON-RECURRING EXPENSES
[24:51] LOSING or ADDING A BIG CUSTOMER
[25:42] EQUIPMENT LEASES
[26:07] PENALTIES
[26:34] Check large numbers!
[27:15] Jessica discusses adding personal expenses.
[33:30] Deal of the week: Daren Bucklin (Portland) sold a vocational school that has been in business since 2008, training front-line caregivers. The company was sold to a large University looking forward to expanding, for $900,000.
[35:26] Listing of the week: Aaron Wills is selling an HBAC company that has been in business for more than two decades The real estate is owned by the business and it has two income-producing properties. The asking price is $800,000 for the business and the real estate is just over $1 million.


Mentioned in this Episode:
The Deal Board Podcast
Subscribe to The Deal Board Podcast YouTube Channel
United Franchise Group
Transworld Business Advisors
Transworld on Linkedin
Transworld on Facebook
Call us — (888) 719-9098
Email us thedealboard@tworld.com


Call Daren Bucklin at (503) 820-0063 or email dbucklin@tworld.com
Call Aaron Wills at (817) 725-7221 or email awills@tworld.com


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Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they interviewed Transworld’s business advisor, Diamond Performers. With their successful deals and large commissions in 2023, they earned a lot of money, and they share how they did it, their tricks, expertise, and hard work that helped them achieve these outstanding results.


Listing of the week: Beth Chea (Boston) sells a franchise sandwich shop in the New England Market. The shop has other locations in Maine and New Hampshire. The asking price is $1,050,000. Email Beth at bchea@tworld.com.


Key takeaways:
[4:55] What does it take to be successful? Bobbi Coffey (Houston) shares her perspective.
[7:45] Steve Merrit (Texas) talks about his first deal: what he learned from it and how it affected his career.
[11:02] Austin Zhao talks about how he earned the greatest commission.
[17:59] Bobbi shares the key to her success as a broker: Always be looking to improve!
[21:36] Steve shares how he approaches sellers and buyers about valuation.
[25:40] Regarding due diligence, Austin shares the most important thing to look for from a brokerage perspective.
[29:24] Quick lighting round of tips for business owners who are thinking of exiting their businesses this year.
[31:49] Deal of the week: Aaron Wills (Dallas, Fort Worth Central) sold a window glassing company. The owner was 82 years old and was a resident in an assisted living facility. It was the last thing he had with his wife, who passed years ago. The business was sold for $125,000. The buyer was a customer who had a vertical business in window repair.
[34:55] What got Gary Goldwasser into the business brokerage business?
[35:50] Tom Jones shares how he started in the business brokerage field.
[38:26] Gary shares the story of his first deal.
[40:01] Tom talks about how he decided to move from North Carolina to Florida.
[42:13] Tom discloses the key to his success.
[44:18] What has changed for Tom since his beginning at Transworld?
[46:51] Gary talks about technology as a great tool to promote brokers’ growth and scaling.
[48:33] Gary emphasizes the importance of education. 
[49:42] Tom has always been skillful in dealing with people inside of a deal; he shares the main aspects to consider while in a business transaction.
[52:02] Patience is a vital characteristic of a great broker.
[52:30] Gary and Tom advise new brokers.
[56:22] Listing of the week: Beth Chea (Boston) sells a franchise sandwich shop in the New England Market. The shop has other locations in Maine and New Hampshire. The asking price is $1,050,000.


Mentioned in this Episode:
The Deal Board Podcast
Subscribe to The Deal Board Podcast YouTube Channel
United Franchise Group
Transworld Business Advisors
Transworld on LinkedIn
Transworld on Facebook
Call us — (888) 719-9098.
Email us thedealboard@tworld.com.


Email Aaron Wills at awill@tworld.com or call (817) 725-7221.
Email Beth Chea at bchea@tworld.com
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