The Deal Board Andy Cagnetta & Jessica Fialkovich

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they follow up on episode 156 with the second part of the top ten negotiation strategies you must know. They describe how to use the most effective techniques to communicate with clients and achieve the results you are seeking.

Listing of the week: Anthony O'Neil (Bellingham) has a unique listing; he sells a 51-key hotel on the main highway in Cowlitz County, Washington, priced at $8.6 million. Contact Anthony at aoneil@tworld.com or call him at (206) 226-3430.

Key takeaways:
[1:08] Strategy #1: Mirroring or labeling.
[2:47] Jessica shares when she uses mirroring by synchronizing her breathing with the client’s pace.
[3:43] Labeling is essential when you are in a negotiation.
[5:56] Strategy #2: Sometimes, you need to go deeper into the organization or try to find another negotiator.
[10:38] Strategy #3: Smaller concessions.
[12:15] Strategy #4: Uneven numbers make the negotiation look more authentic.
[14:19] Someone must be the weakest link in the deal.
[15:08] If you can’t get a concession, get a promise instead.
[17:50] Strategy #5: You don’t matter; you must show empathy for the other party.
[22:25] Deal of the week: Jennifer and Ryan Armstrong (Phoenix) sold an electrical company that was in business for 30 years.
[23:57] Listing of the week: Anthony O'Neil (Bellingham) has a unique listing; he sells a 51-key hotel on the main highway in Cowlitz County, Washington, priced at $8.6 million. Contact Anthony at aoneil@tworld.com or call him at (206) 226-3430.

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

Listen to Negotiation Strategies You Must Know (Part 1)
Contact Jennifer and Ryan Armstrong at transworld.com/phoenix or call (760) 802-7945 or email rarmstrong@tworld.com
Contact Anthony O’Neil at aoneil@tworld.com or call him at (206) 226-3430

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they record from the Bahamas, chilling and relaxing while discussing how to help Baby Boomers understand what it takes to retire; for that, they bring the tales from the experience of Transworld Business Advisor’s best franchisees.

Listing of the week: JT Tatem is selling a signage business that has been running for over ten years; it is a great owner-operating model. The company makes almost $2 million in annual revenue, and nearly $300,000 is SDE. It is listed at $975,000. The business has a great location and a fantastic reputation and brand! Call JT at (864) 315-8998 or email at jt1@tworld.com.

Key takeaways:
[3:12] Seventy-five trillion dollars will be transferred from Baby Boomers to the Xers and the Millennials.
[5:32] In the next 5 to 10 years, all Baby Boomers will have to retire, and these businesses will have to be sold or transferred.
[7:26] Many Gen Xers and Millennials want to buy a business.
[7:42] Baby Boomers, be aware it might get harder to sell your business.
[9:40] Get prepared; it takes time to sell your business.
[14:19] Aaron Fox (Boston) shares a very personal story.
[17:02] First, any seller should know why he is selling.
[18:30] Michael Berry (Indiana) shares a retirement story with the audience.
[20:03] Bill Kleinschrodt (Gold Coast, Alabama) tells the story of selling for retirement.
[23:41] Bob Kelliher (Central and Western Washington) shares a story about someone he helped retire.
[27:08] Deal of the week: Blake Hickman (Raleigh) sold a $2.3 million e-commerce tactical gear business.
[29:11] Jennifer Fox (Boston) brings a couple of successful retirement stories.
[32:05] Johanne Sharp Sermania (Philadelphia Mainline) shares on a recent closing that helped clients retire.
[34:47] Jonathan Choe (Oregon Central) talks about retirement.
[38:00] Nick Mastrodicasa (Alaska) talks about how he helps people retire.
[40:06] Rupesh Bharad (Virginia) shares his favorite retirement story so far.
[43:23] Tony Khoury (Eastern North Carolina) shares a story about someone who thought his business was worth nothing.
[45:50] Listing of the week: JT Tatem is selling a signage business that has been running for over ten years; it is a great owner-operating model. The company makes almost $2 million in annual revenue, and nearly $300,000 is SDE. It is listed at $975,000.

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

Call Aaron Fox at (781) 773- 8922 or email aaron@tworld.com
Email Michael Berry at mike.berry@tworld.com or call (317) 564-4777.
Call Bill Kleinschrodt at (251)237-1030.
Call Bob Kelliher at (509) 558-7150 or email bkelliher@tworld.com
Call Blake Hickman at (919) 578-6360 or email him at bhickman@tworld.com
Call Jennifer Fox at (978) 286-8922 or email jfox@tworldma.com
Call Johanne Sharp Sermania at (610) 783-3555 or email jsharp@tworld.com
Call Jonathan Choe at (541) 213-0234 or email him at jchoe@tworld.com
Call Nick Mastrodicasa at (907) 529-2403 or email him at nickm@tworld.com
Call Rupesh Bharad at (804) 835-6363 or email him at rupesh@tworld.com
Call Tony Khoury at (252) 347-9606 or email him at tkhoury@tworld.com
Call JT Tatem at (864) 315-8998 or email at jt1@tworld.com

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are discussing the best negotiation strategies they have learned over the years. Andy has taught negotiation tactics for almost two decades to people in the business brokerage field and contractors, inspectors, high schoolers, and nonprofit executives. Andy and Jessica share the most interesting business examples, showing how to apply these strategies and the benefits resulting from their usage and detriment when ignoring them. Stay tuned for the second part of this conversation with five more invaluable strategies you will immediately incorporate into your personal and professional practice.

Listing of the week: JT Tatem (South Carolina) sells a Home Health Care business located in Greenville. The listing price is $2.1 million. This company has $1.8 million annual revenue. Husband and wife started it 4 years ago and it now has 35 caregivers plus an office manager. Medicaid just increased its budget and handles checks to this business every single Friday. Buyers don’t need a healthcare background. Find more about this amazing opportunity; call JT Tatem. (864) 315-8998 or email him at jttatem@tworld.com.

Key takeaways:
[4:29] Negotiation Strategy #1: Shut up! Or Listen 80% of the time.
[8:04] Negotiation Strategy #2: The extreme anchor.
[10:28] Negotiation Strategy #3: The flinch.
[15:16] Negotiation Strategy #4: Feed the ego.
[19:06] Negotiation Strategy #5: Be professional.
[21:31] Hire an intermediate if you want to remove yourself from the negotiation to make sure you won’t become emotional.
[22:42] Deal of the week: Matt Manavi (Orange County, California) shares how he sold an HVAC in the most interesting way. Buyers paid $5.25 million upfront, all cash.
[26:01] Listing of the week: JT Tatem (South Carolina) sells a Home Health Care business in Greenville. The listing price is $2.1 million and has $1.8 million annual revenue. Husband and wife started this company 4 years ago; it now has 35 caregivers plus an office manager.

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

Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss
Reach out to Matt Manavi at mmanavi@tworld.com or visit tworld/orange 
Call JT Tatem. (864) 315-8998 or email him at jttatem@tworld.com

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are discussing the huge post-pandemic recovery that has been evident in the United States, and they are contrasting and comparing with some of Transworld's franchisees overseas to see how their journey in rebuilding their economies has been.
 
Listing of the week: Greg Torgeson (Alaska) is selling a mechanical contractor for HVAC with 6.5 million dollars in sales, 1 million dollars in SDE, and 2 million dollars in Real estate, and it is listed for 6.9 million dollars. This business works in residential and commercial areas and has been in business for 30 years. Email Greg at gregt@tworld.com or call (907) 854-0543.

Key takeaways:
[5:43] Ahmad Ibrahim (UAE) shares how great their new office is doing.
[7:04] One million in sales in less than one year and 300 million dollars in listings.
[7:55] What is currently happening in Dubai’s economy?
[9:45] Ahmad receives international buyers.
[12:03] Ahmad and Andy agree on Transworld’s Dubai office's immense potential.
[13:26] Luis Victoria (Puerto Rico) shares his background and how he became interested in Transworld.
[15:57] Luis discusses the opportunities he has seen in Puerto Rico.
[17:28] What value does Luis look to provide to the local Puerto Rican economy?
[24:23] Deal of the week: Ahmad Ibrahim (UAE Dubai) closed their first deal in record time (less than four weeks)! Ahmad sold a car garage, a business running for about seven years. The owner wanted to go back home since he wasn’t from Dubai, and the buyer had twenty years of experience working in the corporate world and was looking for an alternative job.
[28:22] Andy welcomes the first international partner, Henry Ziff.
[28:43] Henry shares news from the UK.
[30:39] Mary Soldano (Fundex) is a partner from Transworld in the funding area.
[33:29] Mary discusses the rules that have recently changed regarding SBA.
[36:10] Mary addresses the changes in stock sales.
[38:17] What kind of customers is Fundex looking for?
[39:30] Are banks getting tougher with valuations?
[42:48] Mary shares the deals they like to see at Fundex.
[44:09] Mary talks about the near future for SBA loans.
[45:25] Mary discusses the structure of her team at Fundex.
[46:35] Fundex assures they will provide an answer in two days, whether positive or negative, regarding giving you a loan.
[47:55] Sal Majzoub (Quebec) shares how dropping letters worked for his office and their continuous growth.
[50:30] Miguel Nebot (Spain) shares his journey with Transworld Business Advisors.
[53:08] What does Miguel see as the most significant opportunity for Transworld in Spain?
[54:57] What is Miguel’s plan for his first year as a Transworld Business Advisor’s franchisee?
[55:38] What impact could Miguel foresee Transworld have on the Spanish economy?
[57:11] Miguel advises anyone in Spain looking to sell or buy a business.
[59:33] Listing of the week: Greg Torgeson (Alaska) is selling a mechanical contractor for HVAC with 6.5 million dollars in sales, 1 million dollars in SDE, and 2 million dollars in Real estate, and it is listed for 6.9 million dollars.

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 Ahmad Ibrahim and email him at aibrahim@tworld.com or call +971-52224-3924.
Learn more about Luis Victoria and email him at lvictoria@tworld.com or call (939) 655-0607.
Learn more about Henry Ziff.
Learn more about Mary Soldano and email her at msoldano@fundexsolutions.com.
Learn more about Sal Majzoub.
Learn more about Miguel Nebot.
Learn more about Greg Torgeson and email gregt@tworld.com or call (907) 854-0543

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they are going back to basics! You often hear them discussing the importance of keeping good books and records, but how do you do it?! Andy and Jessica share the most practical and essential tips for you to use in your administration, increasing the value of your business. At the same time, you maximize your profit, having a clear view of the progression of your endeavor, and, most importantly, you can prove it to potential clients!

Max Emma joins Andy and Jessica from BooXkeeping.com, who introduces his company, which helps customers keep their books every month. Also, if you are looking to purchase a business, this franchise is an outstanding opportunity. Greg Crabtree joins the conversation about bookkeeping, sharing his expertise; he is the author of Simple Numbers, Straight Talk, Big Profits!: 4 Keys to Unlock Your Business Potential, and the CEO of Crabtree, Rowe & Berger.

Listing of the week: Jonathan Choe (Oregon Central) is selling a roofing company priced at $1.5 million, with an SDE of $550,000. This company has been in business for more than 20 years. To learn more about this one-of-a-kind deal, call Jonathan at (541) 213-0324 or email jcchoe@tworld.com.

Key takeaways:
[4:34] Max Emma from BooXkeeping.com introduces himself and his business.
[7:08] Max discusses what companies should do to keep good books and records.
[8:22] BooXkeeping makes it easier for you; Max explains how.
[12:57] Some businesses’ Quickbooks are far from the truth.
[15:55] When you buy a business, hire a company to assist you in bookkeeping, and remember to start from zero, keep your files for the records, but don’t build upon them.
[17:23] How do business owners interact with BooXkeeping regularly?
[20:10] Max talks about the opportunity of buying a BooXkeeping franchise.
[25:20] BooXkeeping does not charge any money for consultation; if you want to learn more about them, call them!
[27:11] Deal of the week: Wendy Conway (St. Peters, Missouri) sold an automotive center three months after listing it; she had a contract on it, closing six months later at $1.3 million. Real Estate was included. The transaction was done through an SBA loan.
[29:24] Jessica introduces Greg Crabtree.
[30:20] Greg defines himself as a “Recovering accountant.”
[32:55] Why are your numbers lying to you? (And why you are the cause?)
[36:16] Once you are paying yourself as a business owner an adequate salary, you can start noticing the real financial state of your business.
[41:06] Greg talks about how to simplify HR decisions for growth.
[44:16] Greg explains the “baffle” concept.
[52:59] Listing of the week: Jonathan Choe (Oregon Central) is selling a roofing company priced at $1.5 million, with an SDE of $550,000. This company has been in business for more than 20 years.

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.
BooXkeeping.com
Call Wendy Conway at (636) 544-8422.
Learn more about Greg Crabtree.
Call Jonathan Choe at (541) 213- 0324 or email jcchoe@tworld.com.

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week they are live from the Transworld 2023 Conference in Orlando, Florida, so get ready to feel the excitement in the overall atmosphere! There are several significant takeaways from this year’s conference; one is the recollection of these twelve years of Transworld Business Advisors, making evident the many aspects that can change in a business over the years (AI wasn’t even on the radar two years ago and we certainly don’t know how things will look in a couple more years).
The Transworld family was also accompanied by many banks to this fantastic event since, no matter the current interest rates, businesses are still being sold all over the U.S. (and the world)! 
Key takeaways:
[3:57] Andy and Jessica share the highlights of the Transworld 2023 Conference in Orlando, Florida.
[7:02] What does “getting back to basics” really mean?
[13:21] Jessica talks about the evolution of the First Million Award.
[15:41] Andy and Jessica began to transmit from Orlando.
[16:41] JT Tatem talks about what Transworld looked like 13 years ago.
[20:36] What was different from watching others conducting their businesses versus doing it himself?
[25:17] What does JT Tatem see as things business owners don’t do and should be doing while launching their business?
[30:06] JT and Andy talk about planning, change, the speed of reaction, and the necessary flexibility as an entrepreneur.
[32:50] JT highlights the value of intention and advises not to lose your intensity.
[34:02] Deal of the week: Meili Myles (Utah) just sold a business that combines fine dining and outdoor adventure at a total price of $2.1M. This business has been in business for almost three decades.
[36:29] Jonathan Choe (Oregon Central) joins Andrew to discuss launching Transworld in a small area.
[39:30] Diane Hartz Warsoff, cofounder of Transworld Business Advisors in Utah County, Utah, shares her launch story.
[41:55] Steve Hanson (San Diego, Southern California) speaks of his launch story.
[45:33] Marc Lazarus, who has been with Transworld before it was even Transworld, shares his launch story.
[47:44] Bill Roland (Saint Louis) shares his launch story with Transworld after being a broker his entire life.
[50:16] Deal of the week: Wendy Conway (Saint Louis) sold an automotive center six months after listing for $1.3M; buyer and seller worked beautifully together. Real estate was included. An SBA loan was used for this purchase. Call Wendy at (636) 544- 8422.
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 JT Tatem at (864) 315-8998 or email jt1@tworld.com
Call Meili Myles at (801) 707-1857 or email mmyles@tworld.com
Call Steve Hanson at (858) 699-3346 or email shanson@tworld.com
Call Wendy Conway at (636) 544- 8422