The Deal Board

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they take a closer look at what's really happening in the business sale market. Recent industry data shows that deal volume is down, but buyer demand remains strong for profitable, well-run businesses. So what's driving the slowdown, and what does it mean for buyers and sellers? In this episode, Andy and JT explore shifting buyer expectations, growing competition from private equity, and why first-time buyers should consider starting small rather than waiting for the perfect business. They also discuss how recent SBA lending changes could affect transactions, why clean financial records matter more than ever, and what makes a business attractive in today's market. With valuations holding steady despite fewer deals, they explain why now can still be a good time to buy or sell. Tune in for practical insights on navigating today's market.    Listing of the Week:    A family-owned ice cream shop in the Tampa area is now available for purchase! In business for over 40 years, this nostalgic local favorite has won awards for its hot dogs and chili recipes and has remained in the same family since it was established. Generating over $1 million in annual gross sales, with approximately $200,000 in seller's discretionary earnings (SDE), the business is listed for $450,000. With its long history and old-fashioned charm, this is a great opportunity for buyers looking to own an iconic local eatery and potentially keep it in the family for generations to come. For more information, contact Chris "Chip" Redmond of Transworld Orlando at (407) 326-6990 or email him at [email protected].  [Text Wrapping Break]Deal of the Week:    Berk Sener of Transworld North DFW recently sold an established DOT compliance and drug and alcohol testing business with two locations in Texas. Operating for more than 30 years, the business had recurring revenue and long-standing customer relationships, making it an attractive opportunity for buyers. The owner was ready to retire but wanted to make sure the business went to the right person. After receiving several offers, she ultimately chose a strategic buyer who already knew the industry. Their experience and expertise gave her confidence that they could take the business forward and continue the legacy she had built over three decades. To learn more, call Berk at (945) 400-3099 or email him at [email protected].    Key Takeaways From This Episode:    [01:45] Today's topic: What's Really Happening in the Business Sale Market?  [02:18] Why deal volume is declining despite strong buyer demand for profitable businesses.  [05:43] Growing competition between private equity firms and individual buyers.  [08:00] Rising valuation multiples and the impact of financing on business prices.  [09:14] Why first-time buyers should consider starting small and growing through acquisitions.  [12:43] How more educated buyers are raising expectations for business quality and financial records.  [15:35] Listing of the Week: Chris "Chip" Redmond (Central Florida) is selling a 40-year-old ice cream shop in the Tampa area for $450,000.  [17:27] Why buying an established business still requires hard work and hands-on involvement.  [21:54] New SBA lending requirements and why accurate financial records matter more than ever.  [29:00] How business valuations remain resilient despite lower transaction volumes.  [32:21] Why now can still be a good time to sell a business.  [35:02] Deal of the Week: Berk Sener (North DFW) sells a 30-year-old DOT compliance and drug testing business with two Texas locations to a strategic buyer.  [37:08] Final thoughts on why now can be a good time to buy or sell a business.    Links Mentioned in Today's Episode:    The Deal Board Podcast   Subscribe to The Deal Board Podcast YouTube Channel   United Franchise Group   Transworld Business Advisors   Transworld on LinkedIn   Transworld on Facebook   Call us — (888) 719-9098   Email us [email protected]   Chris "Chip" Redmond at Transworld  Chris "Chip" Redmond email — [email protected]  Chris "Chip" Redmond phone — (407) 326-6990  Berk Sener at Transworld  Berk Sener email — [email protected]  Berk Sener phone — (945) 400-3099    #thedealboard #transworldbusinessadvisors #realestate #commercial    Quotes:    "I think there's not a lack of buyer demand. I think there's a lack of quality product that's coming to the marketplace." — Andrew Cagnetta [0:02:54]    "Now [less experienced buyers] are competing with people that know how to do this, and are doing it multiple times, and they could be losing some of the deals by waiting." — JT Tatem [0:07:43]    "What I don't want you to do is try to find the perfect business at $2 million, take out an SBA loan on your first business, and lose it all. I'd rather [you] buy a business for $75,000 that barely makes money, but you learn a whole bunch." — Andrew Cagnetta [0:10:27]    "And what you know and I know is inconsistencies lead to deals dying." — Andrew Cagnetta [0:23:46]    "You want to sell your business when it's on the upswing." — Andrew Cagnetta [0:33:12] 

JT welcomes you to another episode of The Deal Board Podcast. This week, he sits down with Nellie Akalp, founder and CEO of CorpNet, to explore the entrepreneur behind the business and what it takes to evolve alongside a growing company. Nellie explains why buyers and sellers must treat business formation records, good standing, and ongoing compliance as essential parts of due diligence and a smooth transaction. She also reflects on selling her first company to Intuit, rediscovering purpose after the exit, and returning to entrepreneurship with a clearer sense of impact. They discuss why change feels uncomfortable, how owners can pivot during disruption, and why an accurate valuation and personal readiness matter before a sale. Nellie also shares how adaptability, collaboration, shared vision, and persistence helped CorpNet grow through a difficult second act. Tune in to learn how to build a compliant, resilient business without losing sight of the purpose and fulfillment that sustain the person behind it.    Listing of the Week:  JT Harp from Transworld Cincinnati presents a longstanding wood-products supplier serving contractors, builders, and commercial clients. The business operates from a 50-acre property that is included in the opportunity and provides substantial room for storage, expansion, and operational efficiency. The sale also includes the tangible assets, brand, reputation, client list, and an experienced employee base, making it suitable for a new entrant or an established operator seeking growth through acquisition. For more information, call JT Harp at (513) 725-7283 or email him at [email protected].  Deal of the Week:  Austin Zhao from Transworld South & West Texas shares the full-price sale of a seafood distributor and its cold-storage property. Established in 1999, the business reported $8.1 million in revenue and $405,000 in seller's discretionary earnings and operated from a warehouse of more than 23,000 square feet. The business sold for $1.45 million and the real estate for $3.4 million, bringing the total transaction to $4.85 million. The cash deal had no financing contingency, although the buyer arranged separate financing for the real estate. Austin spent three months consolidating four entities and four sets of financials, then kept the delayed closing on track by educating both parties and coordinating every participant. For more information, call Austin Zhao at (281) 630-6666 or email him at [email protected].    Key Takeaways From This Episode:  [00:30] Background on Nellie and how her business journey shaped her perspective on entrepreneurship.  [03:10] Explore how she balances strategy, financial oversight, team leadership, and daily problem-solving at CorpNet.  [04:48] Hear how CorpNet supports business formation, compliance, expansion, and closure.  [07:05] Learn which compliance checks buyers should make during due diligence.  [11:58] Hear why Nellie returned to entrepreneurship after selling her first company to Intuit.  [13:11] Consider how purpose and impact can extend beyond a business owner's company.  [15:18] Discover how Nellie handled the loss of identity and routine after her first exit.  [17:24] Deal of the Week: Austin Zhao closes a $4.85 million seafood distribution and real estate transaction after preparing four entities and guiding both parties through a delayed closing.  [23:25] Uncover why resisting change can prevent the growth entrepreneurship requires.  [25:38] Find out how an Intuit partnership discussion became an unexpected acquisition.  [27:44] Recognize how an accurate valuation and readiness can reduce seller's remorse.  [29:53] Appreciate why owners need to pivot and prepare a Plan B before problems arise.  [32:41] Gain insight into the traits, talent, and shared vision that help owners thrive.  [38:26] Nellie's advice for finding fulfillment when buying or selling a business.  [41:49] Listing of the Week: JT Harp presents a longstanding wood-products supplier with a 50-acre property, tangible assets, an experienced team, and room for expansion.    Links Mentioned in Today's Episode:  The Deal Board Podcast   Subscribe to The Deal Board Podcast YouTube Channel   United Franchise Group   Transworld Business Advisors   Transworld on LinkedIn   Transworld on Facebook   Call us — (888) 719-9098   Email us [email protected]   Nellie Akalp  Nellie Akalp on LinkedIn  CorpNet  Call CorpNet  Intuit  Austin Zhao  JT Harp    #thedealboard #transworldbusinessadvisors #realestate #commercial    Quotes:  "Purpose is really driven by your intent. You have to have intent, and the action follows the intent." — Nellie Akalp [0:13:13]    "You have to be comfortable with change because that's really what entrepreneurship is all about." — Nellie Akalp [0:24:23]    "But the time you create Plan B is not when you need it. It's before you need it." — JT Tatem [0:31:36]    "I don't believe in overnight success. I believe in passion because passion is what's going to make you successful." — Nellie Akalp [0:39:25]   

JT welcomes you to another episode of The Deal Board Podcast. This week, he is joined by Ulf Arnetz, founder, CEO, and chairman of Howwe Technologies, to explore how business leaders can turn strategy into measurable execution. With four strategic exits and decades of experience building technology companies, Ulf shares why the right idea, timing, management team, and culture drive sustainable growth. He explains how clear priorities, honest feedback, employee commitment, cross-functional collaboration, and AI can help leaders close the gap between vision and results while building long-term value. Tune in to learn how to create clarity, build momentum, and prepare a stronger business for its next stage or eventual exit.  Listing of the Week:  Michael Shea from Transworld Tampa presents a lawn service in the Pasco County and Land O' Lakes area with an even mix of residential and commercial accounts. The $150,000 asking price includes a full equipment package, and the owner has consistently taken home $77,000. Subcontractors support the larger homeowners' association projects, and the owners are motivated to move on to their next opportunity. For more information, contact Michael at (321) 287-0349 or [email protected].  Deal of the Week:  Matt Friscia from Transworld La Grange shares the two-year sale of a franchise learning center that his office had sold once before. After several prospects—including international buyers who could not secure financing—the franchisor introduced a strategic buyer who completed an all-cash purchase. Matt explains how the second owner's limited availability weakened the financial performance and reduced the eventual sale price, reinforcing the need for buyers to have enough time to run the business and a plan for replacing key operators. For more information, contact Matt Friscia at (708) 328-8886 or [email protected].  Key Takeaways From This Episode:  [01:57] Meet Ulf Arnetz and hear how his entrepreneurial career led to successful exits.  [04:00] Discover how Howwe Technologies helps CEOs turn strategy into impact.   [06:53] Learn which factors led to his success across different companies and industries.  [08:02] Explore how leaders can build culture around consistency, trust, honesty, and fun.  [09:57] Listing of the Week: Michael Shea presents a $150,000 Pasco County lawn service with equipment and balanced residential and commercial work.  [11:33] Understand why the same cultural principles apply to small and large organizations.  [13:34] Hear Ulf's leadership lessons he carried through multiple companies and exits.  [15:26] Find out how clear expectations and honest feedback help employees.   [17:52] Uncover the common reasons that strong strategies often fail during execution.  [24:17] Consider how CEOs can connect strategy to frontline implementation.  [28:10] Insight into why businesses hit growth ceilings and how leaders can refocus priorities.  [35:16] His advice for owners preparing to sell within the next year.  [38:48] Connect with Ulf and learn more about Howwe Technologies.  [40:19] Deal of the Week: Matt Friscia sells a franchise learning center after a two-year process and shares a lesson about owner involvement.  Links Mentioned in Today's Episode:  The Deal Board Podcast   Subscribe to The Deal Board Podcast YouTube Channel   United Franchise Group   Transworld Business Advisors   Transworld on LinkedIn   Transworld on Facebook   Call us — (888) 719-9098   Email us [email protected]  Ulf Arnetz on LinkedIn  Howwe Technologies  Michael Shea  Matt Friscia  #thedealboard #transworldbusinessadvisors #realestate #commercial  Quotes:  "You must be very early, too early, actually, and you must have the best product." — Ulf Arnetz [0:07:07]  "I think it's very important to stand for something, whatever that is, but that you have a firm line, you have a firm direction and style all the time." — Ulf Arnetz [0:08:15]  "I think it's very important that you're honest, you listen to people, [and] you create trust." — Ulf Arnetz [0:08:59]  "You shouldn't say one thing and act in a different way." — Ulf Arnetz [0:12:55] 

JT welcomes you to another episode of The Deal Board Podcast. This week, he is joined by Kayon Graham, founder of K. Graham Accounting & Advisory, LLC, to explore why financial clarity is essential for running, growing, and eventually selling a business. With years of experience in accounting, auditing, and compliance, Kayon explains how organized records and tailored financial reporting help owners understand what their numbers really mean. The conversation covers separating personal and business finances, looking beyond the bank balance, and budgeting for the full cost of hiring. JT and Kayon also discuss recording business loans, preparing clean books for buyer due diligence, and building a strong reputation ahead of a future sale. They unpack why breaking down revenue and costs by product or service can reveal underperforming areas and help owners focus on what is profitable. Tune in to learn how better financial visibility can support smarter decisions and build long-term business value!  Listing of the Week:  JT Harp from Transworld Greater Cincinnati and Northern Kentucky presents an established pizza and food service brand with solid in-store revenues, a loyal customer base, and a flexible licensing model. Designed for convenience stores, gas stations, retail locations, and other non-traditional venues, the licensing program offers room to expand an already proven concept. With repeat business, an established growth foundation, and no franchise fees, this turnkey opportunity could suit an experienced operator, an investor, or a strategic partner ready to scale the brand. For more information, call JT Harp at (513) 725-7283 or email him at [email protected].   Deal of the Week:  Tony Padavich from Transworld Reno shares the sale of a property management company with approximately 120 doors under management. The seller had built strong local relationships and was ready to move on to something new. The listing attracted an offer by the second day, two more on day three, and ultimately around five or six offers, prompting a bidding window. The transaction closed within two weeks, with Tony reporting a sale price of at least $600,000, subject to a month-end recalculation based on 21 times the monthly management fees. A fast-moving deal and a happy outcome for the seller! For more information, call Tony Padavich at (775) 301-1425 or email him at [email protected].  Key Takeaways From This Episode:  [00:30] Introducing Kayon Graham and her background in accounting and compliance.  [03:59] Learn how bookkeeping and tailored financial reports help owners get financial clarity.  [05:57] Discover why separating personal and business finances is essential.   [08:21] Understand why a bank balance does not tell the full financial story.  [11:20] Listing of the Week: JT Harp presents an established pizza and food service brand with a flexible licensing model and room to grow.  [13:43] Find out how to know when to bring in an accounting professional.  [14:30] Advice for tracking expenses, receivables, loans, and tax obligations.  [17:10] Typical loans that businesses have and where they appear in financial reporting.  [20:09] Explore the importance of addressing liabilities and outstanding debt.   [23:06] Preparing for a future sale and what buyers look for when reviewing financial records.  [26:53] Kayon shares her approach to building long-term value for clients.   [28:56] Why revenue and cost of goods help reveal margins for each product or service.  [31:12] Hear why a professional outside perspective can help owners plan their next steps.  [33:30] How to connect with Kayon and explore her accounting and advisory services.  [34:52] Deal of the Week: Tony Padavich sells a Reno property management company within two weeks for a reported minimum of $600,000, with a final price recalculation pending.  Links Mentioned in Today's Episode:  The Deal Board Podcast   Subscribe to The Deal Board Podcast YouTube Channel   United Franchise Group   Transworld Business Advisors   Transworld on LinkedIn   Transworld on Facebook   Call us — (888) 719-9098   Email us [email protected]   Kayon Graham  Kayon Graham on LinkedIn  JT Harp  Tony Padavich  #thedealboard #transworldbusinessadvisors #realestate #commercial  Quotes:  "When you have a clear financial picture, you can make better decisions." — Kayon Graham [0:08:29]  "[Tracking financials] is a combination of looking at what's going on [now], and looking ahead." — Kayon Graham [0:15:02]  "When the financial information is broken down to such a detailed level, you can actually see what's going on." — Kayon Graham [0:30:10] 

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they sit down with Tammy Roberts and John Wahl from Live Oak Bank to discuss all things SBA financing. Tuning in, you'll hear all about the most important things for sellers to know about prequalification for SBA financing, the benefits of prequalification, how a buyer's experience comes into play, and more! You'll be reminded that not all SBA lenders are created equal, and hear from our expert guests how you can find a good Preferred Lender. From the different criteria lenders have, to the prescreening for SBA financing, to the actual role of the SBA, this episode touches on it all. To learn more about the nuances of SBA financing, be sure to press play now!     Listing of the Week:  A Spinal Implant Manufacturing Business/Technology Company, including four patents and 510(k) FDA compliance, is on the market in Texas for $1,600,000. The owner is willing to stay on for a few months as a consultant, and the business is relocatable. This deal includes over $500,000 in inventory. Linda is looking for offers from strategic buyers who have access to spine surgeons. For more information, call Linda Boswell at (817) 755-1026 or email her at [email protected]. Deal of the Week:  T. Patel bought a restaurant called The Bistro at St. Augustine Airport. With a background in hospitality, this gem was one Mr. Patel could not resist. The restaurant can seat 85 pax, and the new chef is creating a new special every week. For more information, call Richard Murray at (904) 903-2388 or email him at [email protected].    Key Takeaways From This Episode:  [00:00] Introducing today's guests and topic.  [01:24] How to educate sellers on prequalification for SBA financing.  [06:36] How Live Oak Bank considers add-backs with SBA financing.    [08:49] Why prequalification for SBA financing is beneficial.   [10:39] When they consider the buyer's experience.   [11:58] The benefit of selling a portion of a business through SBA financing.   [13:24] Listing of the Week: Linda Boswell (Dallas/Fort Worth Central) is selling a Spinal Implant Manufacturing Business/Technology Company in Texas for $1,600,000.   [15:59] What makes for a Preferred SBA Lender and how to recognize a good one.   [22:29] Why all lenders have different criteria and how prescreening works.   [25:35] Deal of the Week: Richard Murray (Jacksonville) sold The Bistro Restaurant located at St. Augustine Airport to entrepreneur T. Patel in cash.   [29:21] Important factors for sellers to understand when applying for SBA prescreening.   [31:12] How they evaluate seller/buyer salary and 'rainy day' funds during prequalification.     Links Mentioned in Today's Episode:  The Deal Board Podcast   Subscribe to The Deal Board Podcast YouTube Channel   United Franchise Group   Transworld Business Advisors   Transworld on LinkedIn   Transworld on Facebook   Call us — (888) 719-9098   Email us [email protected]   Tammy Roberts on LinkedIn  John Wahl on LinkedIn  Live Oak Bank  #thedealboard #transworldbusinessadvisors #realestate #commercial  Quotes:  "My top request from sellers in order to prequalify their listing with your brokers is clean financials and current financials." — John Wahl [0:01:34]  "Prequalified businesses provide a larger audience of buyers, I believe." — John Wahl [0:09:33]  "A misconception is that the SBA gives money. The SBA is not the lender; they're almost like an insurance company." — Tammy Roberts [0:21:54]