The Deal Board Andy Cagnetta & Jessica Fialkovich

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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Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they welcome JT Tatem to discuss the importance of goal setting. This year is the fourth time that JT has joined the podcast to share his knowledge on the fantastic art of goal-getting! Learn how to reach your goals by following the actionable steps JT outlines in this conversation.


Listing of the week: Ryan Eastwood (Texas) is selling an Industry Leading Meat Company. The owner has been operating it for two years—fully owner absentee. The selling price is $5 million. The SDE is about $250,000. Reach out to Ryan at ryaneastwood@tworld.com.


Key takeaways:
[2:40] If you spend so much time planning for a vacation, why wouldn’t you do the same with your personal and business goals?
[3:52] JT summarizes what he has been discussing regarding goal setting.
[6:08] The 8 Ws. Firstly, Write down your goal.
[7:14] Why do I want to pursue this particular goal?
[7:40] Where are the obstacles going to be?
[7:56] What must I learn to help me achieve my goal?
[8:11] Who can help me get the goal done?
[8:22] The Way: Describe your steps to reach your goal.
[8:37] When am I expecting to accomplish my goal?
[8:52] Work!
[12:30] JT exemplifies how to use the 8Ws.
[18:04] Whatever amount you think it will take to reach your goal, add 20%. (It never takes as little as you want it to.)
[20:20] Add the steps you must commit to reach your goal to your calendar and then do those tasks on time.
[22:17] Begin with the end in mind.
[25:16] Comparative analysis: What is more important to you?
[32:35] Have milestones set along the way, and when you achieve them, celebrate!
[34:37] Deal of the week: Paul J Vento (Union Middlesex County, New Jersey) just sold an Italian restaurant. The business was sold for $725,000. Good deals for good people!
[41:40] Listing of the week: Ryan Eastwood (Texas) is selling a custom beef company. The owner has been operating it for two years—fully owner absentee. The selling price is $5 million. The SDE is about $250,000.




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


Learn more about JT Tatem.
Listen to “2022: Goal Setting”, “Business Goals for 2021”, and “Setting and Executing Your Goals”.
Contact Paul Vento at paulvento@tworld.com or call (973) 568-4723.
Reach out to Ryan Eastwood at ryaneastwood@tworld.com
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Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are joined by an amazing young couple who share their inspiring entrepreneurial journey, hoping to motivate others to follow their dreams and pursue their business goals. A genuinely inspiring business story filled with actionable advice.


Listing of the week: Iain Mackie (Vancouver, Washington) is selling a truck-mounted heavy equipment manufacturer. The company offers three designs, which he owns. This business can provide road maintenance to anyone. This company needs an investment in marketing to scale its profits. Asking price $680,000. Email Iani at iainmackie@tworld.com or call (360) 921- 8942


Key takeaways:


[1:29] Sam and Ray Taylor are recurrent Transworld clients; they grew and brought each company they owned to the next level.


[10:00] Deal of the week: Solomon Padilla (Atlanta Peachtree) just closed an excellent deal on a healthcare company. The selling process took 14 months to work on some challenging matters, including the IRS, two banks, and six attorneys. The buyer had a business in the same industry. The asking price was $2.7 million, and the selling price was $3 million.


[15:26] Sam and Ray Taylor join Andrew.


[15:49] Ray shares how their entrepreneurial career started.


[16:57] What was Ray’s first business? A lawn maintenance company that started during his teen years.


[18:01] Ray describes how they sold their first business.


[20:30] Sam is really the secret weapon!


[21:05] How did they build their second business?


[24:50] When Ray no longer feels challenged, he moves on to the next business, which is why he is commonly known as a serial entrepreneur.


[26:54] One year later, they sold their Tree Business for $1.6 million (3 and ½ years ago).


[27:44] They recently sold a site development company for $ 3.5 million.


[30:05] The most crucial aspect is that Sam and Ray kept close contact with their business broker, John, throughout the years, doing business evaluations along the way.


[32:09] Sam and Ray advise those starting their own business.


[35:27] Your business broker will remain with you during the deal transition and after the closing; this relationship really matters.


[36:59] Listing of the week: Iain Mackie (Vancouver, Washington) is selling a truck-mounted heavy equipment manufacturer. The company offers three designs, which he owns. This business can provide road maintenance to anyone. This company needs an investment in marketing in order to really scale its profits. Asking price $680,000. Email Iain at iainmackie@tworld.com or call (360) 921- 8942.


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 Solomon Padilla at (770)766 9855.


Email Iain Mackie at iainmackie@tworld.com or call (360) 921- 8942.


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