Welcome back to The BDO Show—where the best deals are born from strong partnerships, and "sus" financials are a non-starter!

This week, hosts Emily Detor and Ryan Kroge are joined by a Florida legend, Jackie Hirsch, a business broker with over 400 deals under her belt. Jackie holds nothing back, sharing hilarious war stories from the trenches and revealing the secrets to her unwavering partnership with Ryan and her success in the hyper-competitive world of Entrepreneurship Through Acquisition (ETA).

If you're a BDO, broker, or an aspiring business owner, you won't want to miss this discussion on:

• The Broker's Secret Weapon: Jackie pulls back the curtain on her legendary data room, explaining why her meticulously organized files and clear communication are the key to a fast closing.

• Addbacks: The Deal-Breaker: Learn why some lenders won't accept a single addback and why clarity is crucial to avoiding a month of "nitpicking" that can kill a transaction.

• The "Crisis Averted" Playbook: Ryan shares a recent story where a seller's messy bookkeeping almost tanked a deal—until a united front between the broker and lender saved the day.

• ETA is Exploding—But Not for Everyone: Jackie gives her unfiltered take on the massive growth of Entrepreneurship Through Acquisition and warns that while anyone can own a business, it doesn't mean they should.

• The Harder Path: Ryan and Jackie share why taking on difficult deals is what builds a reputation and a legacy, citing a 14-month-long deal with a landlord perpetually on a yacht that changed a family's life forever.

👉 Got a crazy broker story or a question about ETA? Tell us how you really feel in the comments or email us at TheBDOShow@ArtofSBA.com.

📺 Like, subscribe, and hit the bell—because a long-term approach is always in style!

The BDO Retreat is back for its fifth and final year, and this time, we’re taking you to Key Largo, Florida, on January 16th and 17th.

Join us for a weekend of BDO workshops, exclusive networking, and, as always, a few surprises: https://www.artofsba.com/bdo-retreat

🎙This episode is sponsored by: 

SBA Protection 

SBA Protection Quick Close Life Insurance is the fastest, easiest way to secure the insurance protection that your borrower needs for their SBA loan. Their process is simple, hassle-free, and only takes a few minutes of your borrower's time. For more information, visit their website https://sbaprotection.com/ or email Adam Bergen at Adam@SBAProtection.com.

Peak Business Valuation 

Our partner, Peak Business Valuation, has a free resource for BDO listeners, listing rule-of-thumb formulas for common SBA industries. Don't make the rookie mistake of missing the valuation at the prescreen phase. Go to peakbizval.com/bdoshow to get yours today.