Silver Tsunami: Boomer Exit Case Studies & Opportunities for the Next Generation

Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they speak to three guests, Peter Berg, Arthur Beisner, and Phillip Proctor, about their standout case studies regarding the Silver Tsunami – the wave of baby boomer business owners looking to exit. While many expected a mass sell-off, this trend has been happening more gradually, with owners holding on longer due to factors like high earnings and strong personal ties. Their conversation covers three compelling case studies: a PhD’s 40-year-old business, a CPA firm, and a $7M in revenue HVAC business. These stories highlight the emotional and financial challenges of selling, the benefits of going to market before you need to, and the value of younger buyers acquiring established businesses. Plus, don’t miss this week’s Deal of the Week, a high-margin pool service business sold for $525K, and the Listing of the Week, a $350K absentee-run furniture store in booming Palm Beach County. Tune in now to hear it all!

Listing of the Week:

 

Don’t miss this rare absentee-run business opportunity in Palm Beach County! Addison Goldin of Transworld Fort Lauderdale is representing a well-established furniture store, the owner of which is based in South America. With minimal owner involvement and steady earnings of $150,000 per year, this business is perfect for an investor seeking passive income. Plus, with the Palm Beach housing market on the rise, demand for furniture remains strong. Priced at just $350,000, this high-potential listing is expected to sell fast! For more information, call Addison Goldin at  [phone] or email him at [email protected].

 

Deal of the Week:

Michael Shea of Transworld Lakeland successfully facilitated the sale of a highly profitable pool service company in West Palm Beach! After 35 years of operation, the owners – who were looking to transition into retirement – found the perfect buyer through Transworld’s expert network. The new owner, a young entrepreneur with a private equity background, recognized the business’s unique financial advantages, including a smart 13-month billing cycle that contributed to above-average profit margins. The deal was structured with SBA financing and closed at $525,000, marking another successful transition of a strong service-based business. If you're considering buying or selling a pool service company, reach out to Michael Shea at (321)-287-0349 or [email protected].

 

Key Points From This Episode:

 

•    [00:23] Today’s topic: ‘The Silver Tsunami’ and the buying and selling of boomer businesses.

•    [05:31] An overview of Peter Berg’s case study of selling a 40-year-old business.

•    [12:14] Peter’s selling advice to those over 60 who are still in business.

•    [14:36] Arthur Beisner on selling a CPA firm five years before the seller wanted to retire.

•    [17:36] How they found the right buyer, the financial structure of the deal, and key takeaways.

•    [21:59] Arthur’s advice to older sellers: use a program like Exit Factor.

•    [23:03] Phillip Proctor’s insights on selling a $7M HVAC business.

•    [26:18] Finding a young, experienced buyer who recognized the company’s growth potential.

•    [28:46] How brokers, like Transworld, can help business owners make the ideal sale.

•    [30:20] Predictions for baby boomer selling trends.

•    [32:14] Deal of the Week: Michael Shea (Lakeland) sold a 35-year-old pool business in West Palm Beach for $525K.

•    [33:31] Listing of the Week: Addison Goldin (Fort Lauderdale) lists a $350K Palm Beach furniture store with $150K earnings that is largely absentee-run.

 

Links Mentioned in Today’s Episode:

 

The Deal Board Podcast 

Subscribe to The Deal Board Podcast YouTube Channel 

The Deal Board on LinkedIn

The Deal Board on Facebook

United Franchise Group 

Transworld Business Advisors 

Transworld on Linkedin 

Transworld on Facebook 

Call us on [phone] 

Email us at [email protected]

Exit Factor
‘Individual Business Buyers Are Flooding The Market’
Peter Berg | Transworld M&A
Peter Berg on LinkedIn
Peter Berg Email
Call Peter Berg at [phone]

Arthur Beisner | Transworld Colorado

Arthur Beisner on LinkedIn
Arthur Beisner Email
Call Arthur Beisner at [phone]
Phillip Proctor | Transworld West Palm Beach
Phillip Proctor Email

Call Phillip Proctor at [phone]
Addison Goldin | Transworld Fort Lauderdale

Addison Goldin on LinkedIn
Addison Goldin Email

Call Addison Goldin at [phone]

Michael Shea | Transworld Lakeland

Michael Shea on LinkedIn

Michael Shea Email
Call Michael Shea at (321)-287-0349

 

#thedealboard #transworldbusinessadvisors #businessbrokerage #sold #entrepreneurs

 

Quotes:

 

“He feels really good now. But I’ve got to tell you, there was a lot of hand-holding in that last month.” — Peter Berg [0:09:55]

 

“He never wavered, but he was extremely relieved when it was over, and extremely appreciative of the work that I did and the work that we did here at Transworld to get it done for him.” — Peter Berg [0:10:38]

 

“There is a mortality rate of deals, and I think you should do it sooner than later because it's going to take longer than you think.” — Peter Berg [0:12:38]

 

“He came to us at the right time, five years before he actually needed to sell. He had a five-year outlook on retirement. The fact that he got connected with us as early as he did, really put him in a really good situation.” — Arthur Beisner [0:21:01]

 

“The key takeaway is [to] go to market before you need to, and you're going to get a much better deal.” — Arthur Beisner [0:21:29]

 

“I took it upon myself to be very careful about who I would present to him as a potential buyer. And it became clear that it just needed someone who had experience in the field, but who was much younger – and willing to see the growth potential in this business.” — Phillip Proctor [0:26:44]

 

“This particular buyer – realized that, at their age and with their knowledge of technology, they could automate a lot, especially administratively behind the scenes, and make things really work.” — Phillip Proctor [0:27:36]