The Deal Board

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] 

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 [email protected].    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 [email protected].    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 [email protected]   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] 

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 [email protected].  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 [email protected].    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 [email protected]  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] 

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 [email protected]  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 [email protected]    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 [email protected]   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]