The Deal Board

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they examine why buyers may walk away from a business even when the numbers look strong. They break down five common concerns: a business that depends too heavily on its owner, limited or unclear growth opportunities, operational risks, seller behavior that weakens trust, and a deal that no longer fits the buyer's personal goals. Andy and JT explain how undocumented processes, aging systems, key-employee dependence, capacity constraints, poor disclosure, and repeated renegotiation can make an otherwise attractive business feel too risky. They also discuss why buyers can become overwhelmed by the work involved and how a formal offer and escrow deposit can create stronger commitment than a letter of intent alone. Tune in to learn what buyers are assessing beyond the financials and how sellers can reduce uncertainty, preserve trust, and keep a promising deal moving toward closing. 

 

Listing of the Week: 

JT Harp from Transworld Cincinnati presents an established textile rental and sales company that has served commercial clients for more than 20 years. The company supports healthcare and hospitality businesses, schools, wellness centers, and other professional organizations, earning a strong reputation through dependable service and lasting customer relationships. With experienced employees, proven systems, a loyal customer base, and predictable revenue, this opportunity gives a new owner a stable foundation and room to expand into new markets or services. For more information, contact JT at (513) 725-7283 or email him at jharp@tworld.com. 

 

Deal of the Week: 

Taslim Machado from Transworld Detroit South shares the sale of a 24-year-old legacy laundromat in Wayne County, Michigan. The business was listed in November and closed in June, following a lengthy process shaped by the family's emotional transition and the buyer's financing needs. An early offer did not move forward because the sellers wanted an all-cash transaction and were not open to seller financing. The eventual buyer remained interested from November through closing, while Taslim helped manage expectations and bridge the gap between the sellers' legacy and the buyer's plans. For more information, contact Taslim at (248) 295-2722 or email her at tmachado@tworld.com. 

 

Key Takeaways From This Episode: 

[00:30] Today's topic: five reasons buyers walk away even when the numbers are strong. 


[01:26] Discover why owner dependence can make a business difficult to sell. 


[02:34] Learn how limited growth prospects and capacity constraints affect buyer interest. 


[05:03] Listing of the Week: JT Harp presents an established textile rental and sales company with predictable revenue and room to grow. 


[06:35] Explore what creates operational risk and weakens trust with the buyer. 


[09:58] Understand why buyers get cold feet when the commitment becomes real. 


[11:23] Hear how a formal offer and escrow deposit can strengthen buyer commitment. 



[11:59] Deal of the Week: Taslim Machado sold a 24-year-old Wayne County laundromat after managing financing and an emotional transition. 


Links Mentioned in Today's Episode: 

The Deal Board Podcast  

Subscribe to The Deal Board Podcast YouTube Channel  

United Franchise Group  

Transworld Business Advisors  

Transworld on LinkedIn  

Transworld on Facebook  

Call us — (888) 719-9098  

Email us thedealboard@tworld.com  

JT Harp 

Taslim Machado 

#thedealboard #transworldbusinessadvisors #realestate #commercial 

Quotes: 

"The buyer needs to see steady growth, a growth story, and/or a future opportunity." — JT Tatem [0:02:50] 


"Buyers aren't only looking at what the business has done, they're looking for that growth opportunity." — JT Tatem [0:03:55] 

"As an agent and an advisor, when you are dealing with a buyer and a seller, you want to get a commitment in the form of an asset purchase agreement." — JT Tatem [0:11:35]

"We've had some sellers that are their own worst enemy." — Andrew Cagnetta [0:09:06]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they dive into one of the biggest forces reshaping the M&A landscape: artificial intelligence. From streamlining due diligence and financial analysis to improving business valuations and uncovering growth opportunities, they explore how buyers, sellers, and brokers are already putting AI to work. They also discuss the risks of relying too heavily on automation, why human judgment remains essential in every transaction, and the importance of protecting confidential information when using AI tools. Finally, they examine how businesses across a range of industries can increase their value by using AI to improve efficiency while maintaining the human element that still drives successful deals. Tune in for practical insights into how AI is changing business brokerage and what it means for your next acquisition or exit. 

 

Listing of the Week: 

 

A medical practice in Lakeland, Florida, is now on the market, offering a unique opportunity for nurse practitioners or young medical residents looking to step away from the corporate healthcare environment. Operated by a nurse practitioner rather than a doctor, the owner currently earns around $70,000 while working part-time. With approximately 50% of revenue generated through cash payments and the remainder coming from well-paying insurance providers, this established practice offers strong income potential. For more information, call Michael Shea at (321) 287-0349 or email him at mike@tworld.com.  Deal of the Week: 

 

A manufacturer of custom orthotics for dogs has found its new owner! Primarily selling its products online, this niche business generated $500,000 in annual revenue with $150,000 in seller's discretionary earnings (SDE). The business sold in just 60 days from listing to closing for $350,000, with the buyer putting $50,000 down and the remaining $300,000 financed over five years. Another successful transaction that brought together great people for a great outcome. To learn more, call Sherrye Coggiola at (864) 616-4325 or email her at stcogg@tworld.com. 

 

Key Takeaways From This Episode: 

 

[00:00] Outline of today's topic: How AI is changing the brokerage landscape. 


[01:38] AI tools that buyers, sellers, and brokers are already using. 


[03:21] Ways AI is speeding up due diligence and financial analysis. 


[05:28] Using AI to uncover growth opportunities after an acquisition. 


[07:37] The growing role of AI in business valuations. 


[10:29] Deal of the Week: Sherrye Coggiola (Western Carolinas) sold a manufacturer of custom dog orthotics in just 60 days. 



[11:31] The risks of overreliance on AI and the need for human judgment. 


[12:46] Protecting confidentiality when using AI during a transaction. 


[14:13] How AI is increasing the value of businesses that use it effectively. 


[17:22] Listing of the Week: Michael Shea (Tampa, Florida) is selling a part-time nurse practitioner-run medical practice in Lakeland. 


 

Links Mentioned in Today's Episode: 

 

The Deal Board Podcast  

Subscribe to The Deal Board Podcast YouTube Channel  

United Franchise Group  

Transworld Business Advisors  

Transworld on LinkedIn  

Transworld on Facebook  

Call us — (888) 719-9098  

Email us thedealboard@tworld.com 

Michael Shea 

Michael Shea Email 

Michael Shea Phone 

Sherrye Coggiola 

Sherrye Coggiola Email 


Sherrye Coggiola Phone 

 

#thedealboard #transworldbusinessadvisors #realestate #commercial 

 

Quotes: 

 

"AI is actually speeding up diligence and financial analysis too, because it's doing a good job up front and preparing it. And then as a buyer gets that information, they're starting to use those AI tools to be able to analyze the information that they're being given." — JT Tatem [0:03:27] 

 

"Using [AI] to help make the business better, obviously then results in a better value for the seller and a better opportunity for the buyer coming in." — JT Tatem [0:09:36] 

 

"There are some concerns about confidentiality as well." — Andrew Cagnetta [0:12:47] 

 

"[You] can't just go to the free ChatGPT and dump all this confidential information in there." — Andrew Cagnetta [0:12:58]

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they break down the real reasons business transactions fall apart and what buyers, sellers, and advisors can do to avoid them. They discuss how unrealistic expectations can create problems before a transaction even begins, and why the marketplace ultimately determines a business's value. Andy and JT explore what happens when financials do not hold up during due diligence and how small inconsistencies can create bigger doubts. They also discuss why clear communication is essential to maintaining momentum and the issues that can slowly erode buyer confidence and derail a deal. Tune in to learn how preparation, communication, and realistic expectations can help keep a deal moving toward the finish line. 

 

Listing of the Week: 

Eric Straus of Transworld NY shares a virtual events business that can be operated from anywhere. The company provides remote team-building experiences for distributed workforces, including activities like cake pop decorating sessions hosted over Zoom. The business was started during COVID, has continued to grow, and is generating approximately $1.1 million in revenue with around $450,000 in seller's discretionary earnings. The asking price is $1.3 million, including inventory. For more information, call Eric at (917) 719-5920 or email him at estraus@tworld.com 

Deal of the Week: 

Eli Tatem of Transworld Western Carolinas shares the sale of a machine shop that had been operating for around 20 years. The seller had originally worked for the founder before buying the business himself and running it for about nine years. The buyer was a husband-and-wife engineering team with relevant industry contacts and the ability to grow the company through existing manufacturing relationships. The deal closed at around $250,000 with the help of an SBA loan through a local Greenville-area lender. For more information, call Eli at (864) 527-5995 or email him at etatem@tworld.com 

 

Key Takeaways From This Episode: 

[00:00] Outline of today's topic: why business deals can fall apart. 


[01:19] Learn how unrealistic expectations can hurt a deal. 


[04:02] Hear how expectations around timelines create problems. 


[05:45] Understand why financial inconsistencies can damage buyer trust. 


[08:22] Discover why communication is essential to keeping deals alive. 


[10:29] Why sellers should prepare key documents before making an offer. 



[12:33] Listing of the Week: Eric Straus (Transworld NY) is selling a growing virtual events business with strong margins and location flexibility. 


[14:27] Explore why owner dependency can become a major red flag for buyers. 


[17:37] Uncover how decision fatigue and emotion can affect buyers and sellers. 


[22:09] Deal of the Week: Eli Tatem (Transworld Western Carolinas) sold a long-running machine shop to a husband-and-wife engineering team. 


 

Links Mentioned in Today's Episode: 

 

The Deal Board Podcast  

Subscribe to The Deal Board Podcast YouTube Channel  

United Franchise Group  

Transworld Business Advisors  

Transworld on LinkedIn  

Transworld on Facebook  

Call us — (888) 719-9098 

Email us thedealboard@tworld.com  

Eli Tatem at Transworld Western Carolinas 

Eli Tatem Email  

Eli Tatem Phone 

Eric Straus at Transworld NY 

Eric Straus Email 


Eric Straus Phone 

 

#thedealboard #transworldbusinessadvisors #realestate #commercial 

 

Quotes: 

"One inconsistency, one thing that is not correct, can make the buyer doubt the whole deal." — Andrew Cagnetta [0:05:58] 

"Deals don't collapse overnight, – it's a slow fade." — JT Tatem [0:09:57] 

"If you have the ability to show everybody how your business is operated and you have an operational plan, I think that could go a long way." — Andrew Cagnetta [0:17:09] 

"Buyers, sometimes, they hesitate because of risk." — JT Tatem [0:19:38] 

"We know that many deals don't fall apart just because of numbers. They fail because someone else feels uncomfortable making that final decision. " — JT Tatem [0:21:50]

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: 

Mike Shea 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 mike@tworld.com or call him at (321) 287-0349
 
Deal of the Week: 

Ryan Mortensen 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 rmortensen@tworld.com or call him at (817) 290-5664. 

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: 

The Deal Board Podcast  

Subscribe to The Deal Board Podcast YouTube Channel  

United Franchise Group  

Transworld Business Advisors  

Transworld on LinkedIn  

Transworld on Facebook  

Call us — (888) 719-9098  

Email us thedealboard@tworld.com  

Mike Shea at Transworld Tampa 

Mike Shea Email 

Ryan Mortensen at Transworld Austin-Waco 

Ryan Mortensen Email 

#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]

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: 

JT Harp 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 jharp@tworld.com or call him at (513) 725-728
 
Deal of the Week: 

Alpesh "AJ" Jayswal 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 ajayswal@tworld.com or call him at (630) 544-0611. 

 

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: 

The Deal Board Podcast  

Subscribe to The Deal Board Podcast YouTube Channel  

United Franchise Group  

Transworld Business Advisors  

Transworld on LinkedIn  

Transworld on Facebook  

Call us — (888) 719-9098  

Email us thedealboard@tworld.com  

Alpesh "AJ" Jayswal 

JT Harp 

QuickBooks Online | Intuit  

 


#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]