The Deal Board

The Deal Board podcast is a place for small business owners and entrepreneurs to learn the best way sell a business or buy a business. Business Exit Experts, Andy Cagnetta and JT Tatem, lead discussions with expert business brokers, M&A professionals, and entrepreneurs that have sold a business or bought a business. Whether you are looking to learn how to sell a business, information on business valuation, or how to buy a business – The Deal Board gives you the behind the scenes of the entire mergers and acquisitions world.

What Makes Buyers Walk Away from a Deal 08/12/2026

What Makes Buyers Walk Away from a Deal 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: 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 or email him at . Deal of the Week: 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 or email her at . 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:   Subscribe to           Call us — (888) 719-9098  Email us   #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] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/42391550

AI and Business Brokerage: How Artificial Intelligence is Changing Deals 07/31/2026

AI and Business Brokerage: How Artificial Intelligence is Changing Deals 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 at or email him at . 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 at or email her at . 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:   Subscribe to           Call us — (888) 719-9098  Email us #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] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/42185510

Real Deal Breakdown: Why Transactions Fall Apart 07/17/2026

Real Deal Breakdown: Why Transactions Fall Apart 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: 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 or email him at Deal of the Week: 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 or email him at 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:   Subscribe to           Call us — Email us   Eli Tatem 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] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/42120390

Selling Your Business Without a Broker: Pros, Cons, & Steps in the Process 06/22/2026

Selling Your Business Without a Broker: Pros, Cons, & Steps in the Process Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they explore what happens when a business owner tries to sell their business without a broker and why saving on commission can come with real costs. They discuss how selling a business can quickly become a second full-time job, why owners need to keep running the business during the sale process, and how taking your eye off operations can reduce value before the deal is even done. Andy and JT also break down some of the biggest risks sellers face when going it alone, mispricing pitfalls to avoid, when to share confidential financials, how to vet buyers, and how to navigate last-minute retrades. They explain how brokers help protect confidentiality, manage buyer requests, maintain deal momentum, and keep sellers focused through a transaction. Tune in to learn why selling a business may be possible without a broker, but rarely advisable when your largest asset and next chapter are on the line. Listing of the Week: from Transworld Tampa presents a pizza parlor in Tampa Bay’s Pinellas County. This local franchise brand has a strong community reputation and consistently generates around $980,000 to $990,000 in revenue. The business is positioned as a strong opportunity for a family operator, with an attractive plaza location, high road frontage, ample parking, some sit-down capacity, and takeout accounting for most sales. For more information, contact Mike Shea at or call him at Deal of the Week: from Transworld Austin-Waco shares the sale of Rotten Apple, a land-clearing and excavation company with a strong referral-based reputation. The seller started the business after working as a rancher and building demand for excavation, road-building, pond-making, mulching, and land-clearing services across Texas. The business went to market at $3.1 million and was sold to a retired military buyer in Austin who wanted an outdoor, community-focused business with long-term family potential. The deal took 10 months to close overall, moved from letter of intent to closing in about 48 days, and was financed through an SBA loan with Bankwell. For more information, contact Ryan Mortensen at or call him at . Key Takeaways From This Episode: [00:00] Discover why selling without a broker can cost more than it saves. [02:05] Learn why owners need to keep running the business during a sale. [02:47] Explore how overpricing and unvetted buyers can stop a deal before it starts. [07:30] Deal of the Week: Ryan Mortensen sold Rotten Apple, a Texas excavation business, to a retired military buyer through an SBA-financed deal. [10:36] Find out why confidentiality is one of the biggest reasons to use a broker. [13:15] Understand how due diligence can become a second full-time job. [14:42] Hear why experience and stamina matter when getting a deal to closing. [17:03] Listing of the Week: Mike Shea presents a Tampa Bay pizza parlor with strong local revenue, takeout sales, and family-operator potential. [17:54] Final takeaways and closing comments. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “The most important thing you can do whilst owning your business is keep running it.” — Andrew Cagnetta [0:02:05] “One of the number one reasons businesses do not sell is because they don’t know how to price it.” — Andrew Cagnetta [0:02:48] “The buyer’s going to make a request to you as a seller, that you may not know when to say no to.” — JT Tatem [0:12:13] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/41510305

Why Owners Should Common-Size Their Financials 06/08/2026

Why Owners Should Common-Size Their Financials Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they talk about why business owners should common-size their financials and use percentages, benchmarks, and trends to better understand how their business is performing. They explain why buyers are not just looking at revenue, but also at margins, cost of goods sold, labor costs, operating expenses, and long-term profitability trends. Andy and JT discuss how common sizing can make financials easier to understand, how owners can compare their business to industry benchmarks, and why sellers should review their numbers regularly rather than waiting until they are ready to sell. They also explore how tools like QuickBooks, industry databases, and artificial intelligence can help owners spot problem areas, model improvements, and prepare stronger financial packages for buyers. Tune in to learn how clearer financials can build buyer confidence, support a stronger valuation, and help owners position their business for a better sale. Listing of the Week: from Transworld Cincinnati presents a rare towing and recovery business in the Midwest with more than $3.5 million in top-tier tow trucks, heavy recovery rigs, and specialty equipment. The business has diverse revenue streams across light, medium, and heavy-duty towing, accident recovery, and truck and equipment leasing. With longstanding contracts, an experienced team, steady inbound leads from commercial and municipal sources, and strong asset value, this turnkey opportunity offers built-in stability and room for continued growth. For more information, contact JT Harp at or call him at Deal of the Week: from Transworld St. Charles shares a deal where he helped a seller secure an additional $550,000 after negotiations stalled. The seller’s husband passed away during negotiations, and the buyer reduced the offer from $2.8 million to $1.8 million because of concerns around the transition. After reviewing the financials and completing a valuation, AJ advised the seller not to accept the reduced offer and stepped in to help negotiate. After several calls with the international buyer, including working through a language barrier and an interpreter, AJ helped raise the final price to $2.35 million and earned a success fee based on the additional value created. For more information, contact Alpesh “AJ” Jayswal at or call him at . Key Takeaways From This Episode: [00:00] What common-sizing is and why it is important when selling a business. [01:30] Learn why percentages, benchmarks, and trends are essential. [03:58] Discover how inflation, tariffs, and labor costs can affect margins. [06:34] Listing of the Week: JT Harp presents a Midwest towing and recovery business with strong assets, diverse revenue, and turnkey growth potential. [08:51] Understand why buyers focus on margins, not just top-line revenue. [11:57] Find out why quarterly financial reviews help owners spot problems earlier. [14:02] Explore how AI tools can help owners identify pricing and margin opportunities. [15:05] Unpack how common sizing can build buyer confidence before a sale. [16:21] Deal of the Week: Alpesh “AJ” Jayswal helped a seller increase a stalled deal by $550,000 after stepping in to negotiate with an international buyer. [21:04] Andrew and JT’s final takeaways. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “The value of your business is what it’s going to make in the future, to a buyer.” — Andrew Cagnetta [0:01:04] “Benchmarking is a really great way of looking at businesses.” — Andrew Cagnetta [0:02:51] “Common-sizing actually means making it simple for people to understand what’s going on in a business.” — Andrew Cagnetta [0:02:57] “There are only two ways to be more profitable in any business, – drive sales [and] cut expenses.” — JT Tatem [0:10:51] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/41495530

How Sellers Can Pre-Qualify Their Business for an SBA Loan 05/18/2026

How Sellers Can Pre-Qualify Their Business for an SBA Loan Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they explore why sellers should prequalify their businesses for Small Business Administration (SBA) financing before taking them to market. They discuss how prequalification can make a listing more attractive to buyers, why lenders want to see clean and current financials, and what sellers need to prepare before approaching a bank. Andy and JT also explain what a pre-screening letter does and does not guarantee, and why the buyer still needs to qualify based on credit, experience, available down payment, citizenship, and ability to operate the business. They delve into the importance of tax returns, profit and loss statements, balance sheets, seller’s discretionary earnings, addbacks, business summaries, and transparency. They also explain how SBA-style preparation can still help sellers in markets outside the United States, even where government-backed small-business lending is unavailable. Tune in to learn how the right preparation can make your business easier to finance, market, and get across the finish line. Listing of the Week: from Transworld Cincinnati presents a thriving commercial glass contracting company with a strong reputation for precision, reliability, and craftsmanship. The company specializes in high-end glazing, storefronts, and complete glass systems for major regional projects. With skilled crews, long-term client relationships, and established systems, this turnkey opportunity is positioned for continued profitability and growth. For more information, call JT on or email him at . Deal of the Week: from Transworld Orlando shares the recent sale of a cell phone repair store to a buyer who was already a repair technician. The seller was semi-absentee and lived out of state, so the buyer’s hands-on technical experience created an opportunity to reduce employee costs and improve profitability. The deal included a lease assignment rather than an extension, which means the buyer will need to revisit the lease when the current term expires. For more information, call Chris (Chip) Redmond at or email him at . Key Takeaways From This Episode: [00:30] Introduction and what listeners can expect from today’s show. [01:19] Discover why a prequalification is essential when selling a business. [04:29] Learn how pre-screened listings help clarify down payment and loan structure. [05:43] Find out why banks rely on three years of tax returns for cash flow. [07:49] The importance of current financials, balance sheets, and profit and loss statements. [08:28] How discretionary earnings and EBITDA apply to different types of business buyers. [09:51] Explore why documented addbacks and expenses need to be explained. [11:53] Deal of the Week: Chris “Chip” Redmond from Transworld Orlando sold a cell phone repair store to a buyer with repair technician experience. [13:49] Understand why messy bookkeeping can make SBA financing harder. [16:07] Whether it is worth hiring outside bookkeeping for your financials. [17:45] Get a breakdown of what buyers need to qualify for SBA financing. [19:52] Hear how partners and guarantees can affect closing a deal. [21:06] Uncover why SBA-style preparation helps sellers in any market. [22:54] Listing of the Week: JT Harp from Transworld Cincinnati presents a commercial glass contracting company with skilled crews, long-term client relationships, and strong growth potential. [24:06] Closing comments and final takeaways. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “I think a [prequalification] helps the buyers understand that this is financing ready.” — Andrew Cagnetta [0:02:57] “The banks – live and die by tax returns.” — Andrew Cagnetta [0:05:43] “Doing all [the preparation] work upfront on the seller's part, gives the seller a lot more confidence that you are going to market now with a business that’s ready.” — JT Tatem [0:11:29] “The buyer has to be qualified to run the business.” — Andrew Cagnetta [0:19:05] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/41252890

Business Owners and Divorce: Protecting Value and Avoiding Costly Mistakes with Kelly Lise Murray 05/08/2026

Business Owners and Divorce: Protecting Value and Avoiding Costly Mistakes with Kelly Lise Murray JT welcomes you to another episode of The Deal Board Podcast. This week, JT is joined by Kelly Lise Murray to unpack what happens when divorce intersects with business ownership. With decades of experience in family law and wealth disputes, Kelly explains why valuation in a divorce is rarely straightforward and often depends on the quality and balance of evidence presented. The conversation explores how courts approach business value differently from the open market, why relying on incomplete or one-sided information can shape outcomes, and how legal strategy, timing, and documentation all play a critical role. JT and Kelly also discuss the risks of letting disputes drag on, the cost of litigation versus early agreement, and why selling the business can sometimes provide the clearest path forward. They close with practical advice for business owners facing divorce, from cleaning up financials to treating the process like a business transaction. Tune in to learn how to protect value and navigate one of the most complex scenarios a business owner can face! Listing of the Week: (Central Florida) is offering a in the healthcare insurance space, built on recurring revenue from Medicare Advantage plans. The business is driven by established relationships with major carriers, including United, Humana, Freedom, and Aetna, with 2025 figures verified directly from 1099s provided by the insurance companies. Listed at $415,000, this opportunity is well-suited for an insurance agent or agency looking to expand its footprint in the Central Florida market with reliable, repeat income. For more information, call Chris (Chip) Redmond at or email him at Deal of the Week: A 20+ year-old management consulting business with recurring revenue and nationwide clients has successfully sold for $2.2 million. Listed by of Transworld Business Advisors, the business generated strong interest, with hundreds of NDAs and multiple offers. An initial deal with a private equity buyer fell through during extended due diligence after attempts to renegotiate. After returning to market, the seller found the right fit in an independent buyer whose full-price offer aligned with expectations. Following another intensive due diligence and SBA process, the deal closed successfully, supported by a strong buyer-seller relationship and the seller’s commitment to a smooth transition. For more information, call Marty Fishman at or email Key Takeaways From This Episode: [00:29] Introducing Kelly Lise Murray and today’s focus on divorce and business ownership. [02:25] How to ensure a smooth business transition during a divorce. [04:20] Real-world case example highlighting the cost of getting it wrong the first time. [06:43] Reflections on the high divorce rates in the US, especially among older couples. [08:37] How valuation is approached during divorce, either through mediation or courts. [10:25] The critical role of documentation and presenting strong, balanced valuation evidence. [14:26] Why it’s best to agree with your spouse on valuation in court and sell if you can. [18:33] Strategic considerations when one or both spouses are active in the business. [23:54] How valuation evidence, like tax returns, is scrutinized during divorce proceedings. [26:17] The importance of timing, mediation, and early agreement in reducing costs. [28:36] Practical steps for business owners, including cleaning up financials. [32:41] The role of prenuptial and postnuptial agreements in protecting business assets. [34:03] Final advice on seeking legal guidance and preparing to defend business value. [35:53] Details on how to get in touch with Kelly and her podcast Wealth Litigated. [37:18] Deal of the Week: Marty Fishman (Fort Lauderdale) sells a 20+ year-old management consulting business for $2.2M after a complex process. [39:31] Listing of the Week: Chris “Chip” Redmond (Central Florida) is selling a Medicare Advantage–driven insurance book of business with recurring revenue, listed at $415,000. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “When you're selling, you're trying to find that one buyer. When you're divorcing, you have extra eyes on those documents.” — Kelly Lise Murray [0:02:50] “You want to put all your effort into the trial level, the first round, because on appeal, the appellate court can only look at evidence in the record from the trial level, and that trial court has a lot of discretion.” — Kelly Lise Murray [0:03:16] “Do we want to spend hundreds of 1000s of dollars on experts and lawyers fighting? – What if the business is worth $200,000? Do you want to spend 75,000 to 100,000 total, arguing about it?” — Kelly Lise Murray [0:27:12] “Anyone going through a divorce needs to treat it like a business transaction.” — Kelly Lise Murray [0:31:21] “It's really important with business and other high-value assets to get the legal advice first and then, second, the business advice, and decide: ‘What are the documents I have? What else do I need to defend my valuation of this business?’” — Kelly Lise Murray [0:34:48] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/41215050

The State of Business Brokerage and Why IBBA Is Important With Jim Parker 04/14/2026

The State of Business Brokerage and Why IBBA Is Important With Jim Parker Andy welcomes you to another episode of The Deal Board Podcast. This week, he sits down with Jim Parker, chairman of the International Business Brokers Association (IBBA), to explore how the business brokerage industry is evolving in today’s market. With more buyers entering the space and a wave of baby boomer owners preparing to exit, Jim shares why business brokerage has moved into the spotlight and how increased professionalism, better technology, and broader access to capital are changing the deal landscape. The conversation covers the growth and strengths of the IBBA, the value of networking and collaboration among brokers, and how tools like AI are beginning to improve efficiency behind the scenes. They also discuss shifts in buyer behavior, including the rise of younger entrepreneurs and acquisition-focused teams competing alongside private equity. Tune in to hear what’s driving today’s market, where the industry is headed, and how brokers and business owners can stay ahead! Listing of the Week: An in the Greater Cincinnati and Northern Kentucky area is now available for purchase. With a long-standing reputation for quality craftsmanship, this business delivers strong, consistent profits and impressive seller’s discretionary earnings. Offering a full suite of services, including roofing, gutters, siding, and custom sheet metal work, the company serves both residential and large commercial clients. With a skilled team, turnkey operations, and well-maintained equipment already in place, this is an excellent opportunity for an industry buyer or investor to step into a proven, reliable operation with continued growth potential. For more information, call at or email him at . Deal of the Week: An underground utilities company in Central Florida has been successfully sold through a creative, seller-financed deal. After 45 years in business and a challenging year that ruled out SBA financing, the seller partnered with a motivated, out-of-state buyer eager to enter the industry. The buyer offered $100,000 over asking to secure seller financing, with $200,000 paid at closing and $900,000 financed by the seller. The seller will remain involved to train and mentor the buyer, ensuring a smooth transition. A great outcome for both sides! To learn more, contact at or email Key Takeaways From This Episode: [00:30] Introducing today’s guest, IBBA chairman, Jim Parker. [02:33] An overview of the IBBA and its growth over the years. [04:14] Why business brokerage has surged in visibility in recent years. [04:50] The impact of baby boomer exits on buyer demand and deal flow. [06:03] Efficiency and professional gains in brokerage and increases in market activity. [09:44] Co-brokering, virtual deals, and the breakdown of geographic barriers. [13:13] The value of IBBA conferences, networking, and industry relationships. [18:17] How AI and younger buyers are shaping the future of acquisitions. [20:25] The evolving balance between individual buyers and private equity in today’s market. [23:47] Florida’s influence on the growth and evolution of the business brokerage industry. [25:26] Updates on upcoming 2026 IBBA and BBF conferences. [27:35] Deal of the Week: Emily Krell (Orlando) sold an underground utilities company through a $1.1M seller-financed deal to an out-of-state buyer. [30:05] Listing of the Week: JT Harp (Cincinnati) is selling a well-established, profitable roofing company with turnkey operations and a strong reputation. Links Mentioned in Today’s Episode:   Subscribe to           Call us —   Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “Forty-one percent of all small business owners right now in the United States were born before 1964.” — Jim Parker [0:05:27] “It just seems like the last couple of years, there are so many good quality buyers out there looking to buy businesses, more than ever.” — Jim Parker [0:06:31] “Since COVID, I think the walls have been ripped down. People are doing things more virtually now. Brokers are selling businesses out of state. Everything is broken down.” — Jim Parker [0:10:06] “I'm really excited about what AI is going to be able to do for us and [in] return, what it’s going to do for our buyers and what it's going to do for our sellers.” — Jim Parker [0:19:02] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/40870605

Why the Right Team Makes or Breaks a Deal 03/25/2026

Why the Right Team Makes or Breaks a Deal Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they break down why building the right team is critical when buying or selling a business, and how to find your key players. Tuning in, you’ll learn why deals are not a solo act and the key roles every buyer or seller should consider, from internal management to external advisors. The conversation explores how the strength of the team already running the business, also known as management depth, impacts valuation and buyer confidence, and why having the right people in place can make or break a deal. They also walk through the role of a business broker and how brokers help set expectations, price businesses correctly, and guide deals from start to finish. Beyond brokers, they cover the importance of CPAs, attorneys, lenders, and financial advisors, emphasizing the need for experienced, deal-focused professionals. Tune in to learn how the right team can protect value and help you successfully close your next deal! Listing of the Week: A well-established hardscaping and landscaping business in the Chicago area is now available for purchase! Family-owned and operated for over 30 years, this business has been built by the same owner and generates approximately $250,000 in earnings. Priced at $825,000 and supported by a solid base of equipment and a long-standing reputation, this is an excellent opportunity for a buyer to step into a proven operation with room to grow as the owner prepares for retirement. For more information, call , of Transworld La Grange, at or email . Deal of the Week: A thriving landscape design and maintenance business in South Shore, Massachusetts, has found the right buyer! With a strong reputation and experienced team, the business attracted a larger local company looking to expand. The buyer was able to seamlessly integrate the operation while retaining staff and minimizing disruption for customers, creating a strong fit for both sides. Another successful transaction for Transworld Boston! To learn more, call at or email him at . Key Takeaways From This Episode: [00:30] Today’s topic: Building the right team. [01:30] Considering the type of business you’re buying and its management depth. [04:18] Why you need a business broker during the buying and selling process. [12:05] The role of a CPA in preparing and supporting the deal. [14:15] Selecting the attorneys you’ll need, depending on your business. [15:21] Choosing the right lender and understanding financing options. [18:41] Common mistakes to avoid when choosing your team. [20:35] How the right team protects value and keeps deals moving. [21:33] Why you need a financial advisor as a seller. [22:06] Deal of the Week: Brook Hartnett (Transworld Boston) sells a landscape design and maintenance business to a strategic local buyer. [23:49] Listing of the Week: Tony Sansone (Transworld La Grange) is selling a 30-year hardscaping and landscaping business with approximately $250,000 earnings. Links Mentioned in Today’s Episode: Subscribe to   Call us — (888) 719-9098 Email us #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “The first thing is, the broker is going to help set the expectations. The second thing is, they're going to help you set the price.” — JT Tatem [0:06:02] “We have found that if the price is off over in excess of about 15%, the business will never sell.” — Andrew Cagnetta [0:06:43] “The broker is working very hard to make sure that they find the right buyer to meet with. Because – you’re not going to meet with 100 buyers. They're going to filter it down to the ones that they think are the most serious or best fitting, and then set up those meetings.” — Andrew Cagnetta [0:10:57] “The broker in the beginning is the quarterback on the whole thing. And if they're doing a good job, they’re communicating with the attorney, the CPA, the lender, all through the process. As the buyer and seller, you want to give them permission to do that.” — JT Tatem [0:18:26] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/40618410

Hey MR buyer, MRS buyer - DO THIS 03/11/2026

Hey MR buyer, MRS buyer - DO THIS Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they break down what serious buyers need to do before pursuing a business acquisition in a competitive market. They explain how buyers can position themselves to move quickly when the right opportunity arises, the steps for defining your search criteria, why understanding your role as an owner is key, and how to prepare effectively to work with brokers. They also cover how to present professionally to sellers, why a clean asset purchase agreement can be more effective than a vague letter of intent, and how the right lenders, attorneys, and advisers can help keep a deal moving toward a successful closing. Tune in to learn how to stand out as a credible buyer and improve your chances of getting the right deal. Listing of the Week: This week’s Listing of the Week is a sensor manufacturing business represented by of Transworld Oregon Central. The business generates approximately $4,500,000 in revenue, has strong gross margins, and produces around $1,000,000 in annual net income depending on the year. It is a consistent business and is expected to go to market soon on a bid basis. For more information, contact Johnathan at or call . Deal of the Week: This week’s Deal of the Week is a molecular testing lab in Central Florida represented by of Transworld Orlando. The business sold for $575,000, and the buyers saw value in the lab’s billing setup, certifications, testing capabilities, and equipment, even though it was non-operational at the time of sale. The sellers are moving on to manufacture products for the medical industry, while the buyers plan to bring the lab back to life and resume billing immediately as part of their medical growth plans. For more information, contact Chris at or call . Key Takeaways From This Episode: [00:30] Introduction to today’s topic and what listeners can expect. [01:37] Learn about the importance of defining a clear buy box. [03:12] Explore the typical criteria that buyers should consider. [06:40] Hear about the common mistakes buyers often make. [10:34] Discover why geography, industry fit, and costs are essential aspects. [12:20] Find out how to show sellers you are serious about buying. [13:12] Advice for working with brokers to get access to the best deals. [18:03] Understand why sellers need to trust the buyers they are working with. [19:33] Uncover the secret to preparing an offer that closes the deal. [21:11] Why structure, the team, and due diligence are vital. [26:20] How to navigate a deal quickly and effectively from offer to closing. [28:36] Deal of the Week: Chris Redmond (Transworld Orlando) sold a molecular testing lab in Central Florida. [29:32] Listing of the Week: Johnathan Choe (Transworld Oregon Central) sold a promising sensor manufacturing business. Links Mentioned in Today’s Episode: Subscribe to Call us — (888) 719-9098 Email us #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “I think one of the mistakes that buyers sometimes make is thinking that they’re not going to have to work.” — Andrew Cagnetta [0:06:47] “You have to know how much money you have available and you have to have that money available.” — Andrew Cagnetta [0:12:24] “I think with the seller, – it’s as much about you impressing them as it is them impressing you.” — JT Tatem [0:16:13] “[If] you want to be seen as a serious buyer, put some money in an escrow account.” — JT Tatem [0:20:52] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/40397100

10 Mistakes to Avoid When Selling a Business: Part 2 02/25/2026

10 Mistakes to Avoid When Selling a Business: Part 2 Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they bring you Part 2 of a conversation about the top 10 things you want to avoid when putting your business on the market. We start by recapping the first five points from the previous episode before diving into the next five. Starting with unpacking how to sell off old inventory, we discuss what it might look like to get it to a workable level. Next, we remind you just how important it is to take home the money, and describe what it means to be a positive seller. Finally, you’ll hear our take on getting your business in the box. Join us today for all this and more! Listing of the Week: , from Transworld Buffalo, is selling a medium-sized daycare center with real estate in the suburbs of Buffalo. It is currently listed with seven offers, and it has just sold for 1.275 million. If you are looking to sell a daycare, reach out to Don on or send him an email on . Deal of the Week: , based DC, Annapolis & Baltimore North, sold a virtual events and experiences business in just 65 days. It was sold to a business that was acquiring other event companies and adjacent companies who made an offer that beat the others. For more information, find , call him on or email him at . Key Takeaways From This Episode: [00:53] A recap of the key points in the first episode of this two-part series. [01:45] Why it’s important to sell off old inventory or get it to a workable level. [05:28] Taking home the money. [07:39] Choosing to be a positive seller. [10:01] Getting your business in the box. [17:55] Deal of the Week: Justin Pines, based in DC, Baltimore North, Indianapolis, sold a virtual events and experiences business in just 65 days. [20:54] Listing of the Week: Don Bray, from Transworld Buffalo, is selling a medium-sized daycare center with real estate in the suburbs of Buffalo. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “You have to walk around, and you have to decide what’s personal to you and what really doesn’t matter to the business [when selling].” — JT Tatem [0:05:54] “You have to get your business to the point where it makes financial sense to buy it.” — JT Tatem [0:11:47] “You don’t want to go to the market if the price is too low and leave money on the table, that doesn’t make sense for anybody, and you don’t want to go to market with a price that’s too high and you don’t get buyers to call or you don’t get deals done.” — Andrew Cagnetta [0:13:18] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/40234435

10 Mistakes to Avoid When Selling a Business (Part 1) 02/11/2026

10 Mistakes to Avoid When Selling a Business (Part 1) Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are sharing advice for anyone selling their business and cautioning sellers against some common mistakes. Our experts are talking us through five of the ten most common mistakes sellers make when selling their businesses. From making sure records are in good order to cleaning up the appearance of the business, this episode is filled with pearls of wisdom for sellers. We even share some stories of our own selling disasters! To hear all this and so much more, be sure to press play now, and stay tuned for part two of this discussion! Listing of the Week: from Transworld Flagstaff & Western Arizona is selling a third-generation construction business that’s been around under its current ownership for just under 30 years for $3.25 million. The seller is looking for a really great buyer to take over the family legacy. For more information, call Garrick at or email him . Deal of the Week: from Transworld Boston recently sold a bookkeeping company that was in high demand in New England. Evgeniy’s challenge was to find the right buyer for this seller who had built a personal relationship with local businesses and wanted the next owner to do the same. This sale wasn’t about the price; it was about finding the right fit. For more information, call Evgeniy at or email him at . Key Takeaways From This Episode: [00:00] Today’s topic: mistakes to avoid as a seller. [01:47] The importance of getting your books and records in order. [05:15] Why you need to keep good books and records going forward. [08:45] The power of ‘keeping your eye on the ball’. [10:43] Why you need to clean your business up when selling. [14:04] The concept of ‘fix it or throw it out!’ [18:52] Deal of the Week: Evgeniy Krasowski (Boston) sold a bookkeeping company in New England to a buyer who was the perfect fit. [21:43] Listing of the Week: Garrick Roy (Western Arizona) is selling a third-generation construction company for $3.25 million. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “[Taking your foot off the gas] is a major mistake. You’ve got to, not only keep your foot on the gas, [but also] accelerate. – ‘Pedal to the metal’, as we said earlier, to keep the business growing.” — JT Tatem [0:09:00] “You’ve got to run your business like it’s not going to sell cause it may not sell.” — JT Tatem [0:10:00] “Take pride in the appearance of [your business] – once you’ve listed it!” — Andrew Cagnetta [0:13:52] “[Buyers] are going to want everything they see.” — Andrew Cagnetta [0:15:22] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/40076150

Why Sellers Need a Broker: Back to Basics with Andrew Cagnetta and JT Tatem 01/28/2026

Why Sellers Need a Broker: Back to Basics with Andrew Cagnetta and JT Tatem Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they get back to the real purpose of this podcast: to educate buyers and sellers. While there’s a lot of information out there telling sellers that they don’t need a broker, this conversation is here to bust that myth! Join them as they unpack six steps that reveal the true value of having an advisor or a broker on your side. From getting proper evaluation to having a clear, defensible reason for your price, they explore how expert guidance can shape the outcome of a sale. They discuss how to manage confidentiality without killing momentum, why price is not always the most important factor, and how due diligence brings intense scrutiny from buyers, attorneys, and CPAs. Finally, they break down how a broker helps keep deals moving when issues arise, and why, in a complex process, having the right advisor on your side can make all the difference. Listing of the Week: from Northern New Jersey is selling a 20-year-old security business that is currently doing 12 million toppling revenue. With receivables included in the deal, it is priced at 4.4 million dollars. For more information, call Mark on (201)203-2771 or send him an email at . Deal of the Week: from Transworld Detroit South resolved a conflict between seller and buyer to bring an offer up from $10,000 to $30,000 to bring about the best possible outcome for both parties. For more information, contact Andrew on (248) 565 - 5967 or email him at . Key Takeaways From This Episode: [00:30] Why this podcast focuses on explaining why sellers really need a broker. [02:34] How having an advisor on your side can benefit your sale. [06:09] Why it is so important to get a proper evaluation and have a defensible reason for your price. [09:44] Managing confidentiality without killing momentum. [13:20] Why price is not always the most important factor in a sale. [15:31] Due diligence, buyer, attorney, and CPA scrutiny. [19:03] How a broker can keep things moving when issues arise. [22:21] Deal of the Week: Andrew Fillman resolved a conflict between seller and buyer by bringing the price up from $10,000 to $30,000. [24:16] Listing of the Week: Marc Lazarus is selling a 20-year-old security business in Northern New Jersey for $4.4 million. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “If you have one buyer, that means the buyer has you.” — Andrew Cagnetta and JT Tatem [0:02:15] “When you’ve got someone coming to you as the buyer, — you don’t know if the offer they’re making is a good offer for you or not. You want someone who’s going to make sure that you’re positioning your business in the market with the price that makes the most sense for you.” — JT Tatem [0:07:29] “Every good deal dies at least three times.” — Andrew Cagnetta and JT Tatem [0:20:18] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/39911910

Goal Getting for Buyers: Turning Ownership Plans Into Action 01/14/2026

Goal Getting for Buyers: Turning Ownership Plans Into Action Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy and JT focus on what it really takes to become a business buyer in today’s market. With more professionals exploring entrepreneurship through acquisition, they revisit the 8 Ws of Goal Getting and apply the framework specifically to buyers looking to move from employment to ownership. JT walks through how to define your goal, clarify your true motivation, anticipate obstacles, and understand the education, advisors, and timeline required to close a deal. The episode also challenges the idea that buying a business is quick or hands-off, emphasizing that success depends on preparation, commitment, and doing the work. If you’re considering buying a business and want a clearer path forward, tune in to hear how the 8 Ws can help you move from intention to action! Listing of the Week: A with over 50 years of success is available in Greater Cincinnati and Northern Kentucky. The sale includes the real estate, with a fully equipped showroom, warehouse, and office space that support efficient, profitable operations and add long-term investment value. With a strong reputation, established customer base, and trusted vendor relationships, the business offers immediate stability and clear growth opportunities in high-end custom design, commercial contracting, or eco-friendly flooring. For more information, call and the team at or email . Deal of the Week: A photography business in Winder, Georgia, has successfully closed with a new owner after a long search for the right fit. First listed just before COVID-19, the business faced labor challenges and market uncertainty, leading the seller to pause the sale. Transworld Business Advisors of Lake Lanier stayed committed and ultimately matched the business with a buyer who had the talent to carry it forward. The deal closed in June, and the buyer and seller are already working together with strong synergy. For more information, call at , extension 701, or email him at Key Takeaways From This Episode: [00:30] Kicking off 2026 with the 8 Ws of Goal Getting for business buyers. [02:42] Framing the episode around entrepreneurship through acquisition. [04:45] The first W: writing your goal in clear, present-tense terms. [05:44] Two: Defining your “why” and uncovering the real motivation behind ownership. [07:00] Three: Identifying obstacles that can derail buyers before a deal closes. [07:46] Four: Skills and education buyers must develop before making an offer. [08:30] Five: Building the right deal team; advisors, lenders, attorneys, and CPAs. [09:34] Six: Mapping the steps from search to closing as a structured process. [10:38] Seven: Setting realistic timelines for financing, underwriting, and closing. [11:35] Eight: Why buying a business requires sustained effort, focus, and follow-through. [12:24] Deal of the Week: David Greeley (Lake Lanier, Georgia) closed a long-standing photography business with the right buyer after years of persistence. [15:29] Listing of the Week: JT Hart (Greater Cincinnati & Northern Kentucky) is selling a 50-year flooring business with real estate included. Links Mentioned in Today’s Episode:   Subscribe to         Call us —   Email us #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “Entrepreneurship through acquisition is a great way to go.” — JT Tatem [0:04:00] “Why do you want to own a business? Is it just because it's the hot thing today, or do you see it as a ticket for building a financial empire for yourself?” — JT Tatem [0:05:46] “There's a complete deal team that you're going to need to assemble.” — JT Tatem [0:09:22] “This is not for the faint of heart. This is like having another full-time job.” — JT Tatem [0:10:12] “Timelines are essential in helping get the deal across the line.” — JT Tatem [0:10:56] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/39728420

15 Years of Franchising: Lessons Learned Building Transworld 12/24/2025

15 Years of Franchising: Lessons Learned Building Transworld Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy and JT reflect on a major milestone: 15 years of franchising and the journey that took Transworld from a regional firm to a global brand. They walk through the limits of growing on their own, the need for partners with real ownership, and why franchising emerged as the right structure for sustainable expansion. The conversation breaks down what franchising actually requires, from documented systems and training to ongoing support and consistency across markets. Andy and JT also share lessons learned along the way, including early skepticism, defining moments with franchisees, and the importance of continual improvement. For business owners thinking about growth, this episode offers a grounded look at what it takes to scale without losing control. Tune in to hear how long-term vision and shared effort drive lasting growth! Listing of the Week: , President and CEO of Transworld Business Advisors of Greater Cincinnati and Northern Kentucky, presents a in a prime, high-traffic location. This turnkey space offers a complete build-out less than two years old, including a full bar, tap system, professionally designed kitchen, and an audio-visual setup with a private room for events. While no beer is currently brewed on site, the space is ideal for continuing a proven taproom model or introducing a new brand, menu, or concept. With strong area demographics and excellent visibility, this opportunity is ready for an owner with a fresh vision to step in and make it their own. For more information, call JT at or email . Deal of the Week: A Boston-area swim school franchise with five operating locations has successfully closed with a new owner. Built around a mission of water safety and swim education, the business attracted wonderful local families. After five years of ownership, the sellers chose to step back to spend more time with their children. The buyer, a local entrepreneur with a shared passion for swimming and water safety, proved to be a great fit. Despite the complexity of franchisor approval and coordinating leases with five pool facilities, the deal crossed the finish line smoothly. To learn more, call at or email . Key Takeaways From This Episode: [01:05] Looking back at the last 15 years of franchising at Transworld. [03:52] Realizing they lacked the expertise to franchise and needed experienced partners. [09:25] Why systems, documentation, and manuals are essential to franchising. [12:00] How franchising helps you improve your processes over time. [14:27] Reflecting on standout franchise moments over the past 15 years. [16:54] What it took to grow Transworld into a global brand. [20:33] Deal of the Week: Brook Hartnett (Boston) closed a five-location swim school franchise focused on water safety. [23:03] Listing of the Week: A fully outfitted brewery and taproom in a high-traffic location, ready for a new owner’s concept. Links Mentioned in Today’s Episode:   Subscribe to         Call us —   Email us #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “You need systems. You need something scalable. You need something that's reproducible.” — Andrew Cagnetta [0:03:33] “We realized we really needed someone to help us franchise, and quickly [realized] that franchising was a completely different industry.” — Andrew Cagnetta [0:04:00] “As you begin franchising, over time, you start getting better at your processes, because your franchisees are out there doing it, and they're coming up with another way that you didn't think of.” — JT Tatem [0:12:08] “Business isn't perfect. People aren't perfect. But once you get the systems, and you get everybody following it, it’s magic.” — Andrew Cagnetta [0:19:21] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/39527895

Interest Rates 12/10/2025

Interest Rates Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are discussing all things interest rates. In this episode, you’ll hear about the importance of keeping interest rates reasonable, how they have evolved over the last 50 years or so, what they want from global interest rate makers, and more! We delve into the negative impact high interest rates have on businesses before hearing a little bit about Andy and JT’s personal experiences with interest rates. Finally, Andy and JT remind us why now is still a great time to borrow money. Thanks for tuning in! Listing of the Week: from Transworld Business Advisors, NY, has a great manufacturing business for sale in Brooklyn. It’s been around for over 20 years, they work with great Fortune 500 clients, and the seller is looking to retire. They’re doing over $6.5 million in revenue, and there is already a ton of interest in the business. For more information, call Sam at or email him at . Deal of the Week: and from Transworld Business Advisors, Western and Central Washington, recently sold a plumbing HVAC company with cash and seller financing. There were a few challenges with this sale as the seller was quite erratic and eventually ended up in prison, but after some struggles, they managed to sell. For more information, call Caroline at or Bob at or email Bob at or Caroline at . Key Takeaways From This Episode: [00:00] Overview: interest rates and keeping them reasonable. [01:50] A brief history of our recent interest rate changes. [07:59] Our big plea to interest rate makers of the world. [13:59] What happens when interest rates get too high for businesses. [18:16] Closing remarks from Andy and JT. [22:59] Deal of the Week: Bob and Caroline Kelliher (Transworld Western and Central Washington) sold a plumbing HVAC company with cash and seller financing. [29:40] Listing of the Week: Sam Curcio (Transworld NY) is selling a manufacturing business with over 20 years of experience and more than $6.5 million in revenue per year. Links Mentioned in Today’s Episode:   Subscribe to           Call us — Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “[Interest rates] affect so many things; from credit card debt to car loans.” — [0:09:30] “Interest rates being too high – certainly puts Main Street at more risk.” — [0:12:27] “It’s still a great time to borrow money!” — [0:18:16] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/39354365

Podcasting with Seth Greene 11/26/2025

Podcasting with Seth Greene Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are speaking to Seth Greene from Market Domination about all things podcasting! Tuning in, you’ll hear all about Seth’s passion for podcasting, how to be consistent as a podcaster, some tools you can use to put it together, the value of production companies, and so much more! We delve into how often you should air your show before discussing how to break up topics in your podcast. Finally, Seth tells us all about how you can get in touch with him and his team at Market Domination and how to get hold of his bestselling book, The Ultimate Guide to Growing Your Business with a Podcast. Thanks for listening! Deal of the Week: from Transworld Business Advisors, Boston recently sold an auto repair shop on the South Shore of Massachusetts. The company had been operating for about 20 years, and the owner was transitioning into retirement. Brook managed to find a buyer with experience in this industry. For more information, call Brook at or email him at dhartnett@tworld.com. Listing of the Week: from Transworld Business Advisors, Phoenix. Ryan has a great listing for a large fabrication business with an operations manager and employees on the market for $1.8 million. The land is also available for this listing. For more information, call Ryan at or email him at . Key Takeaways From This Episode: [00:00] Overview: the power of podcasting as a lead magnet nowadays. [07:08] Welcoming Seth Greene and his history of podcasting. [11:52] Seth shares some tips for how podcasters can be consistent. [15:28] Some of the tools Seth advises people to use to put podcasts together. [20:10] The value of having a production company to help with your podcast. [25:48] How often to air your show and how to organize your topics and episode numbers. [28:26] Seth tells us about a discount for his book for our listeners [29:57] Deal of the Week: Brook Hartnett sold [31:14] Listing of the Week: Ryan Armstrong Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “[Podcasting] is the fastest growing form of media right now in the country.” — Seth Greene [0:08:10] “I think podcasting is the greatest networking tool ever invented.” — Seth Greene [0:20:31] “I would say, air [your podcast] every single week!” — Seth Greene [0:26:26] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/39181440

Government Shutdown Impact on Small Business SBA Loans - What Owners Need to Know 11/12/2025

Government Shutdown Impact on Small Business SBA Loans - What Owners Need to Know Andy and JT welcome you to another episode of The Deal Board Podcast. In this special ‘government shutdown’ edition, Andy sit down with a panel of Transworld leaders — Aaron Fox (Boston, MA), Samuel Curcio (Manhattan, NY), Scott Hislop (Minnesota), Diane Hartz Warsoff (Utah), and Johnathan Choe (Ohio / Los Angeles / Oregon) — to break down how the SBA loan portal shutdown impacts business buyers and sellers. The group explains why lenders cannot fund without an SBA loan number, how IRS pulls and other federal services create delays, and what end‑of‑year timing means for underwriting, leases, and re‑approvals. They also share real-world stories, discuss their concerns around companies with government contracts, and explore why some people expect a week of ‘chaos’ when systems reopen. Finally, the panel offers practical steps owners can take to keep documents current, push legal work forward, and ways to contact their representatives to help stop the closure. Tune in for a clear look at what is happening in the market right now and what owners need to do to keep deals on track. Listing of the Week: , from Transworld Business Advisors of Fort Lauderdale, presents , a classic ‘baby‑boomer’ business opportunity. The company has been operating for over 35 years with a stable team and approximately $150,000 in owner’s earnings (SDE). The asking price is $360,000 and includes a bucket truck, production equipment, and robust franchisor training and support. The seller is willing to provide meaningful transition support and is open to solid seller financing; the business could qualify for SBA financing. For more information, contact Addison at or . Deal of the Week: , from Transworld Business Advisors of Orlando, closed the sale of a commercial cleaning company. The business had lost a major client (nearly 90% of revenue) last year, but the seller rebuilt accounts, enabling a successful exit. The deal involved an E‑2 visa buyer relocating to the Orlando area, a co‑broker arrangement with a local BBF broker, and a cash transaction. The sellers are heading to Philadelphia to spend more time with family. For more information, contact Chris at or . Key Takeaways From This Episode: [00:00] Overview: the federal government shutdown and its impact on SBA-backed deals. [03:40] Why banks cannot fund without a number from the portal since its closure. [06:01] Complications around lease timing and the risk of deals rolling past year‑end. [07:36] Unpack the impact of the inevitable ‘week of chaos’ when systems reopen. [08:55] Issues around tax returns and why banks will not accept returns from the seller. [10:22] Explore why many deals could slide a week or two and still close without issues. [12:41] Find out about the unintended consequences of the closure on loans. [13:26] Findings from an SBA report on the amount and implications of loans on standby. [14:28] Hear practical solutions to help small business owners navigate the closure. [17:55] Deal of the Week: Chris Redmond (Orlando) sold a commercial cleaning company to an E‑2 visa buyer with cash and co-brokered. [19:08] Listing of the Week: Addison Goldin (Fort Lauderdale) is selling a Miami sign shop, which includes franchise training and seller support. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “I think the biggest part that's scaring us is now we're getting into a situation where we can't get what we need to close. And – there’s some major implications on these deals if they roll over into 2026 instead of closing in December.” — Aaron Fox [0:06:56] “If it would come to an end next week, there's probably a week of chaos with an SBA, just with the mass amount of volume of inquiries that they're going to get, but then they expect it to settle down.” — Scott Hislop [0:08:07] “I think we're going to start seeing more impact [on] businesses that are using resources like small business development centers that are funded through the SBA.” — Diane Hartz Warsoff [0:09:52] “The SBA did release a report of how many loans and total value [are] essentially on standby, and they're estimating over 4800 loans have been put on standby, which would equate to about $2.5 billion that was not distributed to small businesses.” — Samuel Curcio [0:13:27] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/39007560

The Power of Partnership: How Couples Succeed in Business 10/29/2025

The Power of Partnership: How Couples Succeed in Business Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy sits down with Bob and Caroline Kelliher of Transworld Business Advisors of Western and Central Washington to explore what it’s really like to run a business as a couple. From running a 10,000-square-foot party supply store and later expanding to multiple locations, to teaching at Le Cordon Bleu and now helping entrepreneurs buy and sell companies through Transworld, the Kellihers have turned decades of shared experience into a thriving partnership. They discuss how they divide responsibilities, balance home and work life, and why mutual respect and clear communication keep both their marriage and ventures strong. Tune in for an honest, funny, and heartfelt look at partnership in work and in life! Listing of the Week: , President and CEO of Transworld Business Advisors of Greater Cincinnati and Northern Kentucky, presents a that’s been a beloved community staple for decades. Known for its loyal customer base and strong brand equity, this turnkey operation includes retail, wholesale, catering, and optional real estate. With infrastructure, staff, and supplier relationships already in place, it’s ready for a new owner to grow and modernize. For more information, contact JT at or Deal of the Week: A cozy three-room inn in historic Roslyn, Washington, famously known as the filming location for Northern Exposure, has been sold again! Once a 19th-century dental office, the property was first sold after and met the buyers by chance at a local pub. This time, a local pastor and his family purchased the inn, eager to run a small, community-focused business. With multiple offers and plenty of local interest, it sold above asking with cash and seller financing. To learn more, call Bob at or Caroline at , or email them at or . Key Takeaways From This Episode: [00:30] Introducing today’s guest topic: What it’s really like to run a business as a couple with Bob and Caroline Kelliher. [03:11] How they met while working together, began their first venture, and divided their roles. [05:46] Expanding to multiple locations, launching “Sweet Caroline’s” bakery, and teaching their kids entrepreneurship. [06:24] Their years working apart: Caroline’s near-decade teaching at Le Cordon Bleu and Bob’s time working in Las Vegas. [07:06] How they started working together again: finding their next chapter together with Transworld, and how they divide their roles. [10:34] Their top advice for couples in business: define roles and leave emotion out. [11:45] Why they view entrepreneurship as a lifestyle, not just a career. [13:41] Deal of the Week: Bob and Caroline Kelliher (Western & Central Washington) sold a historic three-room inn in Roslyn, WA, to a local pastor and his family. [17:08] Listing of the Week: JT Harp (Cincinnati, Northern Kentucky) is selling a long-standing community bakery with a strong brand and loyal customers. Links Mentioned in Today’s Episode:   Subscribe to           Call us — Email us   Call Bob at Call Caroline at #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “I'd say, leave the emotion out and focus on the goal — the common goal.” — Caroline Kelliher [0:10:42] “I don't think all husbands and wives can pull this off, but if you can, it's amazing. It’s definitely worth trying.” — Bob Kelliher [0:10:52] “We are of service in a way. I love the job so much because I'm helping people get to retirement. I'm helping that first-time business owner own their own business. I remember when I did that, it was the most amazing thing.” — Bob Kelliher [0:12:00] “I think everybody should own their own company at some point. And if it doesn't work out, you will learn so much from it that you'll be a better person for whatever you do in the future.” — Bob Kelliher [0:12:15] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/38823755

AI Marketing Tools with Seth Greene 10/15/2025

AI Marketing Tools with Seth Greene Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy sits down with return guest, Seth Greene, from Market Domination, to discuss a powerful lead-generation tool that helps business owners turn their content into qualified leads. Seth explains how his “Unlimited Leads for Life” software automates hours of manual prospecting: analyzing profiles, starting conversations, and nurturing relationships across multiple platforms without losing the human touch. He shares practical tips for using LinkedIn more effectively, how AI can support authentic outreach, and why so many professionals are missing opportunities by not leveraging their existing networks. Seth also highlights creative ways the tool is being used for fundraising and charitable campaigns, proving its potential beyond traditional sales. Tune in to learn how to leverage your network, automate smarter, and build genuine connections that drive real results! Listing of the Week: is now available through of Transworld Business Advisors of La Grange. This long-established, union-based business serves both residential and commercial clients, including several downtown rooftop accounts. With steady earnings, a strong reputation, and a skilled team in place, it offers a rare chance to own a proven, profitable operation. The asking price is around $600,000, with solid six-figure earnings. To see all their listings, visit or contact Matt at or Deal of the Week: A thriving IV hydration franchise on the Gulf Coast has sold in a $1.1 million deal, just six months after opening! The seller, a nurse who launched the business to quick success, chose to sell so she could focus on starting a family. Despite the short operating history, of Transworld Business Advisors of the Gulf Coast secured SBA financing, proving that profitable young businesses can sell fast with the right support. Backed by strong lender relationships across Alabama, Mississippi, and Louisiana, Bill and his team got the deal done. To get in touch with Bill, email or phone (. Key Takeaways From This Episode: [00:30] Introducing return guest, Seth Greene, and today’s episode topics. [02:13] A breakdown of Seth’s new lead-generation tool that automatically turns content and social media connections into qualified leads. [08:16] Seth’s automated lead generation pipelines for multiple businesses. [08:54] Your guide to building four core flows for connecting on social media. [10:20] The ideal candidates for Seth’s lead generation tool. [10:52] How the software delivers leads to you. [12:04] Privacy, public data, and why social networks are ideal for this kind of outreach. [13:55] How Seth’s software uses relationship-based communication to break through to recipients at scale. [17:06] Seth’s contact details and how to get a Deal Board discount for his services. [18:41] Bill Kleinschrodt (Gulf Coast) sold a thriving IV hydration franchise in a $1.1M SBA-financed deal. [20:27] Matt Friscia (La Grange) is selling a 100-year-old, union-based irrigation company in Chicago. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “[The prospecting] worked, but it was a lot of time-consuming, manual labor, and obviously the more successful I got, the quicker I ran out of time.” — Seth Greene [0:04:41] “We built software that does the same thing [and does the labor for you]. You will literally watch your mouse move on the screen.” — Seth Greene [0:06:10] “We now literally have 1000s of users running this software every single day.” — Seth Greene [0:08:18 “If you, or your competitors, are running paid social media advertising, like Facebook [or] LinkedIn ads, – I could go put this on their ad and say, ‘Give me everybody who interacted with their ad and put them into my software.’” — Seth Greene [0:12:12] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/38591600

Large M&A Deals 09/24/2025

Large M&A Deals Andy and JT welcome you to another episode of The Deal Board Podcast. This week, Andy speaks with Andrew Bab of Debevoise & Plimpton about the high-stakes world of healthcare mergers and acquisitions. From billion-dollar deal structures and the teams required to execute them, to the common reasons major transactions fall apart, Andy and Andrew unpack the complexity behind large-scale deals. They also explore how private equity’s “dry powder” — the trillions of dollars firms keep in reserve to deploy into future deals — and the rise of AI-driven healthcare solutions are shaping the future of the industry. Tune in for an insider’s view of what it takes to get big deals across the finish line and where opportunities are emerging in healthcare M&A! Listing of the Week: , broker with Transworld Business Advisors of Raleigh, presents a in a prime market. The down payment is priced at $149,900, and the business generates nearly $500,000 in sales with $85,000 in SDE last year. Because the current owners live two hours away, growth has been limited, but with local leadership, revenue could easily double. For more information, call Rally at or email Deal of the Week: , broker with Transworld Business Advisors of Orange County, closed his first transaction: a long-standing hair salon. Though the business wasn’t profitable, the seller needed a quick exit before relocating abroad. By repositioning it as a cost-effective alternative to starting a new salon, Alex secured a buyer within three months and closed escrow in two more. The buyer gained a ready-to-operate salon at a fraction of startup costs, while the seller moved stress-free. For more information, call Alexander at or email Key Takeaways From This Episode: [00:30] An overview of today’s topic: Large M&A deals. [03:00] Introducing Andrew Bab and his path from investment banking to law and healthcare M&A. [07:04] The current state of healthcare and M&A amid market uncertainty, regulation, and healthcare antitrust hurdles. [09:55] Impact of increased interest rates and private equity’s $2–3 trillion in “dry powder”. [12:17] Why large deals require extensive legal, banking, and accounting teams. [16:19] Deal timelines: negotiation, signing, and regulatory approvals. [17:40] Common reasons deals collapse, including valuation disputes and antitrust concerns. [20:26] The impact of AI-driven solutions on healthcare M&A deals. [22:35] Challenges in healthcare, from staffing shortages to drug pricing pressures. [26:14] Deal of the Week: Alexander Woo (Orange County) sold a long-standing hair salon to a buyer who wanted an affordable way to enter the business before the seller’s move abroad. [29:20] Listing of the Week: Rally De Leon (Raleigh) is selling a premier cabinet refacing franchise in a booming market with strong sales and growth potential. Links Mentioned in Today’s Episode:   Subscribe to           Call us — Email us   Call Alexander Woo — Call Rally de Leon — #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “One of the headwinds for healthcare now is growing regulation. One of the areas that Trump is not relaxing [is] in antitrust [and] healthcare.” — Andrew Bab [0:08:01] “One reason deals die is a lack of agreement on the valuation of a certain aspect of the company.” — Andrew Bab [0:17:45] “I think that they will be investing more in AI driven healthcare technologies. No question. Both in drug discovery [and] in the pharma space.” — Andrew Bab [0:20:33] Longer Quotes: “You can get to a point where the antitrust authorities are signaling you that [they’re going to give] you a second request. A second request is a multi million dollar process, because you've got to basically give every piece of paper that exists to the antitrust authorities. — So many people don't want to go through that, and they build into their agreements an ability to get out of the deal in that case.” — Andrew Bab [0:19:35] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/38338330

Deal Challenges and How to Solve Them 09/10/2025

Deal Challenges and How to Solve Them Andy and JT welcome you to another episode of The Deal Board Podcast. This week, we are joined by Eric Straus and Sam Curcio from Transworld Advisors Manhattan to discuss deal challenges and how to overcome them, live from New York’s Theorist Podcast Studios. We reiterate why remembering the letters TKD is important, discuss the biggest underestimation of the deal process, why having the right tools is essential, and why ultimately hiring a professional can help you take your deal across the finish line. For more insights and advice on ensuring deal progression and success, be sure to tune into our conversation today! Listing of the Week: from Transworld San Diego Central is selling a Telehealth-Enabled weight loss company with recurring revenue. It’s very profitable and scalable, addressing patients nationwide. For more information, call at or email him at . Deal of the Week: from Transworld New York sold a fashion brand with impeccable speed and efficiency for a young mother who needed a quick exit. They priced it very aggressively and appropriately, and eventually sold it to a father for his daughter-in-law. For more information, call at or email him at . Key Takeaways From This Episode: [00:40] How to overcome deal challenges and keep the process moving along. [01:50] Remembering these three letters: TKD (time kills deals!) [03:10] Introduction to today’s guests, Eric Straus and Sam Curcio from New York. [03:28] The biggest underestimation of the deal process. [04:20] Sam shares a recent deal they had challenges with. [05:55] The importance of having the right tools to apply. [07:00] Why hiring a professional can be essential to take your deal across the finish line. [11:20] Talking bluntly and having someone to get everyone else in line. [14:25] How New York deals compares with the rest of the country. [16:00] Top tips for people going through a deal. [19:08] Deal of the Week: Eric Straus from Transworld Advisors of Manhattan sold a fashion brand with impeccable speed and efficiency for a mother who needed a quick exit. [20:35] Listing of the Week: Matt Manavi from Transworld Business Brokers of Orange County, California, is selling a weight-loss company with Telehealth Medicine. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   Eric Straus Phone Sam Curcio Phone (646) 470-9433 #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “No deal goes smoothly. If you spend any time in this world, you’ll realize that every deal has hair on it. You’re dealing with people and people have personalities and it’s a very emotional process.” — Sam Curcio [0:03:55] “A broker’s job is not about finding the buyer. A broker’s job is about getting a deal across the finish line.” — Eric Straus [0:06:03] “There’s no question that hiring a good broker is worth the investment to help with the process. It’s not an easy process, it’s an emotional process — and having someone who’s done it hundreds and hundreds of times obviously, is going to be beneficial.” — Eric Straus [0:06:40] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/38155470

Top 5 Deal Killers with Andrew Cagnetta and JT Tatem 08/27/2025

Top 5 Deal Killers with Andrew Cagnetta and JT Tatem Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they are unpacking the deal killers that have the potential to stand between you and the dream of selling your business. Starting with the financials, we unpack the practicalities of good record-keeping before moving on to the realities of outgrowing your people. Next, we dive into the crucial role of up-to-date technology to support your business operations and explore the complex topic of pricing your business appropriately. Lastly, we discuss how to build a deal team that truly works for you. Join us as we lift the lid on each of these topics, sharing some pearls of wisdom to help you keep the deal dream alive! Listing of the Week: of Transworld New York is selling a boutique clothing shop in the Hudson Valley that is close to mass transport and has plenty of parking. It is perfect for anybody with an eye for fashion and invites visitors to spend extra time browsing. For more information, call Frank at or email him at . Deal of the Week: DOTW - Ryan Armstrong Ryan Armstrong from Transworld Advisors of Phoenix sold a frame shop in a small town to a buyer who moved the business to a larger city and merged it with an antique furniture store. If you have a tough deal to sell, contact at or . Key Takeaways From This Episode: [00:40] How deal killers can crush your dream of selling your business. [01:38] Three ways to have good books and records. [08:17] What to look for when you want to know if your business has outgrown its people. [10:22] The role of relevant and up-to-date technology. [12:41] Why it is crucial to price your business appropriately. [15:55] Understanding the importance of having the right team. [18:10] Selecting the right deal team from Transworld. [19:56] Deal of the Week: Ryan Armstrong from Transworld Advisors of Phoenix sold a frame shop in a small town to a buyer who moved the business to a larger city and merged it with an antique furniture store. [21:31] Listing of the Week: Frank Curcio (New York) is selling a boutique clothing shop in the Hudson Valley. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “Don’t ruin your dreams of selling your business!” — Andrew Cagnetta [0:1:17] “When you’re an intermediary or you’re going in and talking to that seller, you’re probably going to have to carry some paper.” — JT Tatem [0:13:44] “Pricing it right just brings it to market. We always say that you don’t want to price it so low that you leave money on the table — that’s not good for you as the seller, and you don’t want to price it so high that nobody calls.” — Andrew Cagnetta [0:15:02] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/37975425

Report on Marketplace with Andrew Cagnetta and JT Tatem 08/13/2025

Report on Marketplace with Andrew Cagnetta and JT Tatem How long does it take to sell a business, and what’s the right price to make it happen? Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they dig into the latest numbers shaping the business brokerage market. They unpack Transworld’s record-breaking 2024 results, explore how deal multiples vary by earnings, and explain why correct pricing is the key to avoiding expired listings. During the conversation, they also discuss the influence of baby boomer retirements, the power of co-brokerage, and how buyer behavior is evolving in today’s market. Looking ahead, Andy and JT share why 2025 is off to a strong start and why the second half of the year could be even better. Tune in and discover the data, trends, and strategies you need to navigate the market with confidence. Deal of the Week: sale of a diversified events business featuring two event centers, a chapel, a restaurant with catering, multiple B&Bs, and a fully built Western town. The business included over four acres of real estate. Sold for over $3M after a two-year search for the right buyer to preserve the seller’s legacy. For more information, call Wayne at or email him at . Listing of the Week #1: shares an exciting opportunity on a 75-year-old, high-end blinds and window treatment business with $750K in bottom-line earnings. Listed for $2.4M, with the option to purchase the real estate for an additional $1.6M. SBA financing options are available, making this a strong opportunity for buyers looking for a legacy business with real estate income potential. For more information, call Rupesh at or email him at . Listing of the Week #2: is selling a 21-year-old, relocatable art and display business with $200K–$250K in bottom-line earnings. The sale is bank-financeable and listed for under three times its earnings. The business is also suitable for operation from any location. For more information, call Rupesh at or email him at . Key Takeaways From This Episode: [00:00] Introduction and what listeners can expect from this episode. [01:03] Celebrate success as Andy and JT announce $1B in transactions for 2024. [02:09] How generational shifts are creating a surge in business sales worldwide. [03:39] Why understanding the marketplace is key and what businesses often get wrong. [06:13] Find out why small businesses are still the backbone of the economy. [07:27] Trends in sellers owning business real estate and keeping it for rental income. [08:25] Why opening the market enhances seller outcomes and speeds up sales. [10:47] How stats guide strategies at Transworld and what drives multiples. [14:40] Navigating pricing when selling and the common mistakes sellers make. [17:36] Learn why sales can take several months and the danger of “testing the waters.” [19:47] Projections for 2025 and why buyers must act quickly in today’s market. [22:13] Deal of the Week: Wayne Blease talks about selling a Western-themed events business with multiple revenue streams. [24:26] Listing of the Week #1: Rupesh Bharad tells us about a 75-year-old window treatment business with an optional real estate purchase. [27:30] Listing of the Week #2: Rupesh Bharad is selling a relocatable art and display business with strong earnings and bank financing available. Links Mentioned in Today’s Episode:   Subscribe to           Call us — Email us   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “One of the deal killers is just [that] people don’t understand the marketplace.” — [0:04:22] “The seller, when they hire, they don’t care where the buyer comes from.” — JT Tatem [0:09:29] “[Transworld] always [says] that the quality and quantity of earnings will drive multiples.” — [0:12:03] “Businesses are not going to be overpriced because people don’t like to negotiate anymore.” — [0:16:24] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/37770815

Celebrating 200 Episodes: The Story, The Stats, The Success 07/30/2025

Celebrating 200 Episodes: The Story, The Stats, The Success Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they celebrate a major milestone in The Deal Board’s journey: its 200th episode! They reflect on launching the podcast back in 2018, share exciting stats (including over 50,000 downloads and more than 20,000 YouTube views), and discuss the evolution of business brokerage over the years. From pandemic pivots and global expansion to generational shifts and the rise of Exit Factor, this episode honors the Deal Board community and marks a bittersweet farewell for Jessica as co-host, who is focusing on Exit Factor and her new show, How I Sold. It also highlights The Deal Board’s growing educational impact, international reach, and exciting future under new leadership! Listing of the Week: (South Florida) is selling a well-established 20-year-old with $6.7M in annual revenue and $600,000 in discretionary earnings. Asking price is $2.1M. The business handles both residential and commercial retrofits and is in high demand. For more information, contact Thomas at (561) 702-6867 or email Key Points From This Episode: [00:35] Reflecting on how it all started at an IBBA conference in New Orleans in 2018. [02:32] Celebrating 50,000+ downloads and 20,000+ YouTube views. [03:31] How the pandemic became a catalyst for growth in business brokerage. [04:50] Early discussions on the “seller tsunami” trend. [05:46] Millennials and Gen X shifting from corporate careers to business ownership [06:55] The rise of exit planning as a strategic business phase. [08:02] Global expansion and how the podcast resonates internationally. [10:22] The podcast’s influence on business buyers, sellers, and industry professionals. [12:26] New voices and guest hosts from across the Transworld network. [13:32] Shifting co-host duties as Jessica focuses on Exit Factor and How I Sold. [15:54] The podcast's future as a growing industry resource. [18:36] How loyal listeners use the podcast as a training tool and deal-saving resource. [22:23] Keeping up with trends, laws, financing, and the seller wave. [26:43] Deal of the Week: Joe Strickland (Lakeland, FL) closes on a Port St. Lucie daycare. [28:51] Listing of the Week: Thomas Milana (South Florida) is selling a $6.7M revenue HVAC company in South Florida. Links Mentioned in Today’s Episode:   Subscribe to           Call us — (888) 719-9098  Email us   Call Joe — (863) 559-7381 Email Joe — Call Thomas — (561) 702-6867 Email Thomas — #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “We won't claim that we made buying businesses cool, but maybe we had some small part in the education process.” — [0:06:26] “The podcast is a metaphor for business. – The podcast is building and it's accelerating on that J curve upwards. It's how businesses and industry are, too. Transworld and the business brokerage industry are just taking off.” — [0:16:42] “Businesses need good support. The beauty of Exit Factor is that Transworld can give you that support when you've decided to sell.” — [0:17:01] “An educated consumer is our best customer.” — [0:22:58] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/37597065

From the Ground Up: Selling Construction Businesses 07/16/2025

From the Ground Up: Selling Construction Businesses Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they take a deep dive into one of Transworld’s hottest segments: construction. From small trade businesses to large-scale infrastructure firms, construction companies are a consistent force in the market and, as you’ll discover from this conversation, they’re ripe for sale. Tune in to find out what makes them so appealing to buyers, the common challenges of selling them, and how Transworld brokers can help you navigate complex deals to deliver successful outcomes! Listing of the Week: (Transworld Fort Lauderdale) is selling a well-established, 20-year-old in South Florida. With $6.7 million in annual revenue and $600,000 in discretionary earnings, the company specializes in both residential and high-demand commercial retrofits. The asking price is $2.1 million. It includes rolling stock and a strong reputation in the market. For more information, call Thomas at or email . Deal of the Week: (Transworld Jacksonville) closed a $2.4 million deal for a construction management company specializing in high-end owner’s rep services. The seller had stringent buyer criteria, leading to a highly selective process with over 40 prospects considered. The eventual buyer, a Navy veteran with shipbuilding experience, was a perfect fit. Creative financing and a working capital structure helped seal the deal. Contact Dan at or email . Key Points From This Episode: [00:24] Why construction is Transworld’s #2 sector by volume and #1 by total dollars. [02:17] How demand stays strong across residential, commercial, and infrastructure. [03:47] 4M+ US construction-related businesses, many owned by retiring baby boomers. [04:50] High-demand specialty trades like HVAC, plumbing, and electrical. [06:14] Customer concentration and licensing as key deal considerations. [08:35] Earnouts and seller transitions to ease buyer concerns and improve deal terms. [10:38] Common industry challenges: seasonality, economic cycles, and cash flow variability. [12:55] Reasons that work-in-progress and working capital must be carefully calculated. [14:35] The value of confidentiality and an experienced agent to screen unqualified buyers. [16:52] Scalable, financeable businesses, with strong buyer interest and high ROI potential. [18:28] How even small, unsophisticated firms can sell well with strong buyer upside. [20:45] Listing of the Week: Tom Milana is selling a $6.7M HVAC company in Florida. [22:14] Deal of the Week: Dan Tomlin sold a construction management firm for $2.4 million. Links Mentioned in Today’s Episode:   Subscribe to           Call us on   Email us at   #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “[The construction industry] is almost 5% of the US GDP, and it’s the second largest segment that we sell – But as far as dollars are concerned, it is by far the biggest thing.” — [0:03:16] “If you do have a construction business, both work-in-progress and working capital will have to be not only addressed, but included.” — [0:13:32] “It's tough to control the confidentiality piece. You want a Transworld agent – who [does] all the vetting of the buyers up front and then only bringing those who are suited for that particular purchase – to the seller, and protecting the seller from an onslaught of inquiries.” — JT Tatem [0:15:09] “[Construction] is an industry that's not going away. It's consistent. It performs year after year after year. There may be some [seasonal highs and lows], but it's never going to stop.” — JT Tatem [0:16:31] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/37423645

Inside Exit Factor: Real Insights from the Franchise That Scales Businesses 07/02/2025

Inside Exit Factor: Real Insights from the Franchise That Scales Businesses Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, Andy sits down with Jessica and business exit strategist Kelly Chess to explore the fast-growing Exit Factor franchise. They dive into how Exit Factor helps business owners increase valuation, clean up financials, and develop exit strategies that maximize returns. Kelly also highlights the importance of clean financials, documentation, and having a coach to guide long-term planning. With over 90 territories sold in just 18 months, Exit Factor is quickly becoming a go-to for entrepreneurs looking to build and sell smarter. To learn how to turn your business into a more valuable, sellable asset, tune in today! Listing of the Week: (Eastern North Carolina) is selling a serving top national production builders. The business generates $24M in revenue with $1.6M in earnings. For more information, call AJ at or email . Deal of the Week: (Richmond, VA) sold a struggling kebab restaurant that was transformed by new ownership into a thriving Mexican eatery doing $2.2M in revenue in its first year. Guillermo even helped the buyer secure licenses and create buzz that packed the place on opening day. To learn more, call Guillermo at or email . Key Points From This Episode: [00:54] How Exit Factor has expanded to 22 states and 93 territories in under two years. [02:31] Helping business owners uncover untapped value in their operations. [03:00] Coaching and accountability as a cornerstone of Exit Factor’s process. [04:08] Leveraging market data to boost value and monetize hidden opportunities. [06:48] Exit Factor’s 62-point qualitative assessment explained. [08:33] Addressing sellers’ post-exit identity and long-term goals. [11:06] Optimizing profit, operations, and team structure ahead of the sale. [11:57] Why clean financials are non-negotiable for serious buyers. [13:06] Ideal timeline: one to five years for a strong, well-documented exit. [17:25] Coaching as a mirror to break bad habits and unlock potential. [18:30] Listing of the Week: AJ Ramsey is selling a $24M commercial roofing business in the Southeast [19:52] Deal of the Week: Guillermo Birmingham sold a local kebab house that became a $2.2M Mexican restaurant success. Links Mentioned in Today’s Episode:   Subscribe to           Call us on   Email us at   Email Kelly at Call Kelly on #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “A great entrepreneur is creative. They’re always trying different things. What we've been able to do with Exit Factor, with the sister relationship with Transworld, [is that] we actually know the formula to unlock value, whereas a lot of business owners don't.” — [0:03:35] “[Exit Factor works] with people who aren't quite ready to sell yet. It might be [3 to 5 years], and we can develop a relationship with them. We can get to know them and what their goals are, not only valuation-wise, but what comes after the sale. That's an important piece of it.” — Kelly Chess [0:08:07] “[Going] through this process to learn what it's like to value your business – brings a whole other level to the way that [business owners make] decisions moving forward and the kind of strategies that they're bringing in.” — Kelly Chess [0:16:12] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/37258185

Selling Non-Profits and Board Issues 06/18/2025

Selling Non-Profits and Board Issues Andy and Transworld Managing Director, Alan Kaye, welcome you to another episode of The Deal Board Podcast. This week, they dive into the complexities of selling nonprofit organizations and the governance issues that often complicate these transactions. With more nonprofits looking to transition ownership or restructure, understanding how boards operate (and sometimes obstruct) these deals is more critical than ever. Andy and Alan break down how nonprofit sales differ from for-profit deals, common red flags with board members, and what buyers need to know about compliance, asset transfers, and valuation. Whether you're a nonprofit leader, a board member, or a buyer looking into mission-driven entities, this episode is packed with valuable insights! Listing of the Week: (New York) is selling a virtual events business that specializes in team-building experiences for remote sales teams. The company ships cooking kits to participants nationwide or globally, then hosts live chef-led Zoom sessions for group cooking events. With about $1.5 million in revenue and $500K in seller’s discretionary earnings, the business grew rapidly during COVID and continues to perform well with minimal marketing, mostly through word of mouth. The asking price is $1.4 million with some seller financing available. For this and other opportunities, email Eric at or call him at (917) 719-5920. Deal of the Week: (South and West Texas) closed a surprising deal on a niche spiritual business specializing in selling healing rocks and providing Reiki massages. Despite initial doubts about its marketability, the business was profitable and sold for $80,000 to a devoted client already familiar with its offerings. This sale highlights the value of targeting passionate customers within a unique market. For more information, contact Andres at or call him at (832) 507-6522. Key Points From This Episode: • [01:29] The myth that nonprofits can’t be sold. • [02:44] Common ways that boards can block or stall deals. • [05:44] Key legal and governance considerations for nonprofit sales. • [06:37] Using an external facilitator to resolve conflicts and guide sale discussions. • [08:12] Replacing ineffective chairs to refocus and energize boards. • [09:45] Strategies to align board members with the mission, strategy, and sale. • [12:15] Guidelines for building a skilled, diverse board that isn't resistant to change. • [16:00] How creative deals can maximize returns and ease transitions. • [18:35] Listing of the Week: Eric Straus is selling a thriving virtual team-building events business with $1.5M revenue and strong growth potential. • [20:05] Deal of the Week: Andres Ghersi sold a profitable spiritual healing business focused on Reiki and healing rocks for $80,000. Links Mentioned in Today’s Episode: Subscribe to Call us on Email us at Call Alan on Email Alan at #thedealboard #transworldbusinessadvisors #businesssales #businessexit Quotes: “Warning signs that a board is now dysfunctional [are] there's frequent infighting, there’s a lack of unified vision, [and] there’s overstepping operational boundaries.” — [0:04:07] “People don't realize that it's the board that makes the decisions for the organization, it's not the individuals. You have to have the right type of people that are going to support it and that are going to further the goals of the organization.” — Alan Kaye [0:09:33] “One of the hardest things about serving on a nonprofit board – is its members are leaders in themselves. – When you get a bunch of leaders in a room, they don't like to follow a lot. Having those skills of being able to mediate and being able to negotiate is very important.” — [0:15:01] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/37055095

Business by the Numbers: Top Takeaways and Tactical Tips 06/06/2025

Business by the Numbers: Top Takeaways and Tactical Tips Transworld Business Advisors welcomes you to another episode of The Deal Board Podcast! This week, Andy and guests dive into the main takeaways from the recent Transworld by the Numbers Conference, where brokers and industry experts shared strategies for building better businesses. In this episode, they welcome Ryan Armstrong, Certified Business Intermediary (CBI), to share practical startup advice for new entrepreneurs. Taylor Bombardiere, Business Broker with Transworld Colorado, also joins the show to discuss how brokers and business owners can request client reviews to strengthen their online presence. They also talk with Jenn Armstrong of Transworld Phoenix as she breaks down one of the biggest misconceptions among business owners and explains why proactive planning is key to a successful exit. They also talk to JT Tatem of Transworld Business Advisors, who shares leadership insights and the three business leaders he would most like to have lunch with. This episode also features Listing of the Week from Ray Ives of Transworld Schaumburg, showcasing an exceptional opportunity in the fleet repair and heavy machinery sector. Finally, Deal of the Week spotlights a cross-border success, as Henry Ziff of Transworld UK discusses his recent sale of a lift maintenance business to a leading private equity group. Join the conversation to discover tips and expert advice to help you grow, manage, and successfully exit your business. Tune in now! Listing of the Week: presents an exciting opportunity to acquire a well-established fleet repair and heavy machinery business in Schaumburg. The company has been serving a diverse and loyal client base for over 25 years and generates over $1 million in annual discretionary earnings. With tenured employees, a reputation for quality service, and real estate included in the $5.5 million listing price, this opportunity is ideal for a strategic buyer. For more information, contact Ray Ives at (630) 743-9988 or email . Deal of the Week: recently closed the sale of a UK-based lift maintenance business to a mid-market private equity group focused on technical compliance rollups. This international deal, valued in the mid single-digit million pound range, was structured as a retirement sale for three founding brothers, with two remaining on board for the transition. The sale demonstrates Transworld’s ability to conduct global buyer searches and deliver strong outcomes for clients. Thinking of buying or selling a business? Contact Henry Ziff at +44 203 911 1059 or email . Key Points From This Episode: • [00:00] Introduction to today’s guests and what listeners can expect from the episode. • [06:56] Ryan explains how founders can scale smartly and why tracking KPIs is critical. • [08:31] Taylor’s best practices for requesting client reviews and building an online presence. • [13:57] Listing of the Week: Ray Ives is selling a well-established fleet repair and heavy machinery business in Schaumburg. • [15:16] Jenn uncovers the biggest misconceptions business owners have about selling. • [17:21] Discover JT’s leadership lessons and the three business leaders he admires. • [19:20] Deal of the Week: Henry Ziff recently closed the sale of a UK-based lift maintenance business to a mid-market private equity group. • [21:00] Closing comments and how to reach out to Transworld Business Advisors. Links Mentioned in Today’s Episode: Subscribe to Call us on Email us at Email Taylor Bombardiere at #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “I always think that the biggest impediment to people’s success is paralysis by analysis.” — Andy Cagnetta [0:04:25] “[The business was] successful once we shrunk – down [our focus] a little bit.” — Ryan Armstrong [0:08:13] “The first thing that most people do when they – [are] figuring out if they are going to buy or sell a business is Google.” — Taylor Bombardiere [0:08:58] “Make sure you have all the right people in place [before you sell].” — Jenn Armstrong [0:16:54] “People is what runs your business.” — JT Tatem [0:18:51] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/36895900

Across the Table: Market Pulse & Q1 Recap from Transworld Brokers Nationwide 05/21/2025

Across the Table: Market Pulse & Q1 Recap from Transworld Brokers Nationwide Andy and Jessica welcome you to another episode of The Deal Board Podcast. This week, they check in with Transworld brokers from across the U.S. to get a pulse on the market as Q2 2025 kicks off. Guests Rupesh Bharad, Sam Curcio, Matt Friscia, Scott Hislop, Bill Kleinschrodt, and Johnathan Choe share updates from their regions, highlighting rising buyer demand, increased seller activity, and creative deal structures becoming more common. They also discuss SBA lending shifts, tariff concerns, and why strong financials matter more than ever. This week’s Listing of the Week features a long-established screen print shop in Florida, and the Deal of the Week spotlights the sale of four med spas to a local entrepreneur. Tune in for expert insights, trends to watch, and actionable advice for buyers and sellers alike! Listing of the Week: This Fort Lauderdale screen print shop has been serving individuals and businesses for over 20 years, offering specialty services for flat, round, and irregular surfaces, often on rush orders. The sale comes with over $100,000 in equipment. Annual revenue is approximately $200,000, with $30,000 in discretionary earnings. It is listed at $150,000. The owner is retiring and seeks a cash buyer. For more information, contact at or for more info. Deal of the Week: A local entrepreneur in Virginia acquired four med spa locations for $1,2 million, despite not being from the industry. The deal closed with 75% SBA financing, a 10% seller note, and 10% down from the buyer. The seller will stay on for 90–180 days to support the transition. Thanks to creative structuring and a strong team effort by , , and , this deal was a win for both sides. To learn more, call Rupesh at or email . Key Points From This Episode: • [00:23] Introducing today’s guests from across the US: Rupesh Bharad, Sam Curcio, Matt Friscia, Scott Hislop, Bill Kleinschrodt, and Johnathan Choe. • [02:50] Q1 feedback from our guests on buyer and seller activity in their respective regions. • [03:49] Johnathan Choe on the uptick in activity on the West Coast. • [04:35] Scott’s observations, including a 21% increase in buyer activity during Q1. • [05:36] Bill’s report on growth trends in the Deep South post-COVID. • [07:33] Matt’s insights on Q1 trends in Chicago and manufacturing in the Midwest. • [08:33] Sam Curcio on why it’s an excellent time to do business in New York. • [09:33] Rupesh’s insights from the Washington, DC and West Virginia area. • [11:19] Reflections and analysis of Q1 trends from across the US. • [13:09] What our guests expect to see in Q2 and Q3 of 2025. • [22:18] Parting words of advice to buyers and sellers for the rest of 2025. • [29:02] Listing of the Week: Jake Tobin (Fort Lauderdale) is selling a long-established screen print shop with specialty capabilities and over $100,000 in equipment. • [30:52] Deal of the Week: Rupesh Barard (Richmond, Virginia) sold four med spa locations to a local entrepreneur in a creatively structured $1,2 million deal. Links Mentioned in Today’s Episode: Subscribe to Call us on Email us at Call Jake Tobin on Call Rupesh Bharad on #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: “For buyer activity [in] our first quarter, we’re 21% higher than we were a year ago in the first quarter.” — Scott Hislop [0:05:18] “I always tell agents [to] be creative. Try to help transition corporate people and show them [the] right business.” — Rupesh Bharad [0:10:37] “Not every business is going to be perfect. It's going to have some warts on it. If it was perfect, it probably wouldn't be for sale right now. ” — Matt Friscia [0:22:57] “For our sellers out there: prepare. The more prepared you are, the better chance you're going to have to sell your business, and for a higher value. That's a big thing that we see across a lot of our deals, is that the owners that are prepped have higher value exits that happen faster.” — Sam Curcio [0:23:12] “We do a lot with [first-time buyers]. We have to be able to guide them in a way that puts them in the right spot [at] the right time but also educate them to make sure that when their guts [are] churning and they know that's the one for them that [they are] ready to act quick and not delay.” — Bill Kleinschrodt [0:23:52] “There is such an asymmetric understanding of what it takes to buy and sell a business, and if you're doing it for the first time on either side, you're learning as you go. You need a good broker who's experienced and who can get the job done.” — Johnathan Choe [0:25:57] /episode/index/show/94d411fe-056b-4c97-9770-28fa598e5dc0/id/36661085

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