Your business may not be worth what you think. Business value depends on market demand, location, cash flow, risk, deal terms, financing, and whether a buyer can successfully take over.
In this interview, veteran business broker Gregory Kovsky explains how buyers and sellers determine fair market value, why misleading comparables and unrealistic expectations kill deals, and how seller financing can increase confidence and support a successful transition.
Learn:
✔ What truly determines business value
✔ Why comparable sales can mislead
✔ How location affects valuation
✔ Why seller financing matters
✔ Which financial numbers owners should track
✔ How to prepare a business for sale
Entrepreneurship is not synonymous with starting from zero
Most entrepreneurship programming is built around the start-up story: identify an idea, validate demand, create a product and find customers. That path is important, but it is not the only way to become a business owner. Buying an existing company can provide customers, employees, equipment, supplier relationships and cash flow on the first day. It also creates a different set of risks that many would-be owners have never been taught to evaluate.
The ownership transition is already happening
Across many communities, established owners are considering retirement. Some businesses will pass to family members or employees. Others will be sold to outside buyers. Still others will quietly close because no successor is found. When an otherwise viable local company disappears, a community can lose jobs, services, supplier spending, tax revenue and accumulated know-how. Teaching acquisition entrepreneurship is therefore not only about individual opportunity; it is also a practical form of local economic development.
Buying reduces some risks and introduces others
An operating business has evidence. A buyer can examine sales history, margins, customer concentration, payroll, equipment, leases and working-capital patterns. Yet historical numbers do not make the opportunity safe. Buyers can overpay, misunderstand owner dependence, underestimate reinvestment, accept poor deal structures or discover that reported cash flow cannot support both the business and acquisition debt.
A useful session changes the questions people ask
Many prospective buyers begin with superficial questions: What type of business is exciting? How much revenue does it have? Can I afford the asking price? Better questions include: Why do customers continue to buy? Which relationships belong to the company rather than the seller? How much cash must remain in the business? What capital expenditures are approaching? Can the buyer replace the owner’s labour and still service the debt?
The topic should not become a sales pitch
Acquisition entrepreneurship is sometimes presented as a shortcut to wealth. That framing is hazardous. The educational objective should be judgment, not enthusiasm. Attendees should leave better able to reject a bad opportunity, not merely more motivated to find one.
Speaker resource: David C. Barnett speaks to entrepreneurs, lenders and economic development audiences about buying existing businesses, evaluating risk, understanding cash flow and structuring transactions that can survive after closing. He is the creator of the Business Buyer Advantage program which helps people buy a successful, mature, cash flowing business while controlling risk.
To celebrate the launch of my new book, Business and Asset Values,
I’m offering a series of special bulk-purchase packages through September
30, 2026.
The idea is simple:
Put useful books into the hands of your clients, colleagues,
employees, members or prospects — save substantially on the cost of each book —
and I’ll add opportunities to learn more from me at no extra cost.
These offers range from a private launch workshop all the way to
bringing me in for your own virtual client-facing event — or sitting down
together over a non-virtual dinner and spending the following morning working
on your business.
All packages include hardcover copies of Business And Asset
Values with standard shipping to one address in Canada or the continental
United States. (If you’re in another country, contact us for a price. See the bottom of the post)
The
September launch packages below give you substantial savings on every hardcover
book you purchase — with shipping included to one address — plus access
to me that isn’t available when you simply order copies from Amazon.
At
the regular Amazon.com hardcover price, 10 books would cost USD$399.90.
In
Canada, your delivered price works out to just CAD$39.90 per hardcover —
even though Amazon.ca currently charges more than CAD$50 for the paperback.
Your
organization can use the event to create value for its own relationships — and
put itself at the centre of the conversation.
Invite
business-owner clients.
Invite
people thinking about buying or selling businesses.
Invite
borrowers who need to better understand what lenders look at.
Invite
professional referral partners.
I’ll
deliver a useful session, take questions, and help you create an event that
positions your organization as the one bringing valuable expertise to
its clients and community.
And
you’ll have 100 hardcover books that can be distributed before the
session, given to attendees, sent to important clients, or used in your own
marketing.
In
other words, this package gives a professional practice, bank, credit union or
other organization a way to bring me in to do something promotional for you
and your relationships — while also putting 100 copies of the book into
circulation. (You could even affix your own branding, messaging and contact
info inside the front cover if you like. Just get stickers printed up.)
·200 hardcover copies of Business
And Asset Values, delivered to one address
·Dinner with me in person at a
nice restaurant
·A private three-hour consulting
session the following morning
Yes,
this one is intentionally audacious.
The
books aren’t really the whole offer anymore.
This is
for someone who wants to put 200 copies into circulation and spend
meaningful private time working with me on their business, deals or strategy.
Bring
the decisions, questions and opportunities that matter most to you.
We
might talk about:
·a business you own
·a business you’re considering
buying
·preparing a company for sale
·valuation
·financing
·deal structure
·asset values
·negotiations
·growth
·strategy
·or another issue within my
experience
You can
also include members of your leadership or professional team in the 1/ 2 day session.
The
dinner and consulting session can take place in Moncton, New Brunswick, or at a
mutually convenient location where I am already travelling.
If
you’d like me to travel somewhere specifically for your meeting, we can arrange
that separately with reasonable travel and accommodation expenses additional.
Maybe you’re a lender who wants commercial account managers and
important business clients to better understand value.
Maybe you’re an accountant or lawyer who regularly advises business
owners.
Maybe you’re a business broker who wants something valuable to put
into the hands of prospective sellers.
Maybe you’re an association looking for a meaningful member benefit.
Maybe your professional practice wants to host a client event that
people will actually be interested in attending.
Or maybe you simply know a lot of people who would benefit from
understanding how business and asset values really work.
Books are unusual promotional items.
People don’t throw them away very easily.
They sit on shelves.
They get passed along.
They get referred to.
What if your business card or personal note with cell number was
inside the front cover?
And when someone eventually has to make a decision involving the
value of a business or an asset, I want Business And Asset Values to be
the book within reach.
They are available through September 30, 2026, and then
they’re gone.
All packages include hardcover copies of Business And Asset
Values and standard shipping to one address in Canada or the continental
United States. Applicable taxes are additional. (Contact us for any other
country.)
If you’d like to put Business and Asset Values into the hands
of your clients, colleagues, members, employees or prospects — save
substantially on the books — and get some direct access to me at the same time,
choose the package that makes the most sense for you:
In this video, I explore the growing world of embedded business financing and why small business owners need to understand the real cost before accepting an instant funding offer.
We discuss merchant cash advances, APR, fixed fees, daily repayments, cash flow pressure, and financing offered through platforms already deeply integrated into your business.
Convenience doesn't necessarily mean good financing. A lender deciding that you can repay the money is very different from determining whether borrowing it is actually good for your business.
Before accepting any business financing offer, calculate the true APR, understand its impact on your cash flow, and compare it with bank loans, credit unions, SBA programs, supplier credit, equipment financing, and other alternatives.
The idea of buying a business without using any of your own cash sounds attractive—and in some situations, it may be possible.
But there's an important distinction:
Using none of your own cash is very different from having no financial resources at all.
Successful acquisitions still require lenders, sellers, or investors to believe there is enough financial strength behind the transaction.
Cash Flow Isn't Enough
Imagine a business generates $200,000 in EBITDA and the proposed financing requires roughly $100,000 in annual debt payments.
The cash flow may appear sufficient.
But lenders don't evaluate acquisitions based on cash flow alone. They also want to understand the buyer's equity, collateral, experience, and ability to survive if the business performs worse than expected.
Why Lenders Want Buyer Equity
Banks generally want buyers to have meaningful financial exposure to the transaction.
If the buyer contributes nothing, lenders may wonder what prevents that buyer from walking away when the business encounters difficulty.
Having equity at risk creates alignment between the buyer and lender.
Asset-Based Lending Has Limits
Some buyers attempt to finance acquisitions using the assets already inside the target business.
Equipment, inventory, and receivables can certainly support financing, but asset-based lenders generally focus on liquidation value, not the full retail or market value of those assets.
That often means:
Less financing than expected
Higher borrowing costs
Additional collateral requirements
Owning valuable equipment does not automatically create enough financing to purchase the entire company.
Seller Financing Can Fill the Gap
If lenders provide only part of the purchase price and the buyer contributes little or nothing, the remaining financing often has to come from the seller.
That can require the seller to:
Finance a significant percentage of the deal
Accept a secondary lending position
Trust the buyer's operating ability
Take considerable repayment risk
Understandably, many unrelated sellers may be uncomfortable accepting that level of exposure.
Where "No Money Down" Deals Really Come From
Some buyers successfully acquire companies while using very little cash from their personal bank account.
But they may still have access to:
Home equity
Existing business assets
Investment resources
Insurance cash value
Outside investors
Strong personal or corporate balance sheets
So while little cash may change hands from the buyer personally, substantial financial resources are still supporting the transaction.
Existing Business Owners Have an Advantage
Buyers who already own profitable companies may have more financing options.
Instead of viewing the acquisition as an entirely new venture, a lender may evaluate the combined financial strength of the existing company and the business being acquired.
Strong cash flow, assets, and equity in an existing operation can make financing significantly easier.
Focus on Financial Strength, Not Marketing Claims
A good business acquisition isn't about finding a clever way to avoid contributing money.
It's about creating a financing structure where the buyer, seller, and lenders are comfortable with the risks involved.
The strongest transactions combine adequate cash flow, reasonable debt, sufficient equity, and buyers who have the resources to handle unexpected problems.
Key Takeaways
Buying a business without using much personal cash can be possible, but that doesn't mean the buyer brings nothing to the transaction. Lenders and sellers still expect financial strength, equity, collateral, or other resources that reduce their risk.
👉 Want deeper dives like this? Join my email list at DavidCBarnettList.com for early access to videos, insights, and 7 free bonus gifts.
In this "best-of" interview, I sit down with lending advisor Marshall Lebovitz to explore financing options for businesses that don't fit traditional bank lending criteria.
We discuss why healthy and growing businesses can still be considered "unbankable," asset-based lending, working capital, accounts receivable and inventory financing, alternative lenders, and why the cheapest loan isn't necessarily the best financing solution.
Marshall also explains how to evaluate the real cost of borrowing, recognize potentially dangerous loan structures, and understand your business from a lender's perspective before you start looking for capital.
New SBA rules for buying a business take effect October 1, 2026—and there's already plenty of confusion about what they actually mean.
In this video, I break down the major SBA changes affecting business acquisitions, including the 10% equity injection requirement, seller financing, investor capital, debt service coverage, Quality of Earnings reports, real estate amortization, and longer seller transition periods. I also explain why I believe many of these changes could actually benefit first-time business buyers.
The goal shouldn't be to buy the biggest business possible with the least amount of your own money. It's to acquire a good business with enough financial resilience to survive after closing.
If you're planning on buying a business with an SBA loan, understanding these new rules—and discussing your specific deal with an experienced SBA lender—is essential.
