A great Interview with Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast

 

If you think a big EBITDA number alone will get you a big exit… you’re in for a rude awakening.

In this episode, John sits down with longtime business advisor David Barnett—who’s helped sell hundreds of companies—to break down what actually drives value when it’s time to sell your business.

From misunderstood multiples to messy financials, from distressed sales to “built-to-sell” winners, this conversation pulls back the curtain on how deals really get done—and why most owners leave money on the table.

Because the reality is simple:

 Buyers aren’t just buying your profit… they’re buying how confident they are that profit will continue without you.

 What you’ll learn in this episode:

 Why EBITDA alone doesn’t determine your valuation 

 The 2 questions every buyer asks before making an offer 

 How poor systems, bad margins, and owner-dependence kill deals 

Most businesses don’t sell because they weren’t built to sell. 

If you want a real shot at a high-value exit, this episode is your roadmap.

LIVE - How a Business Broker Dominates One Industry with Bryan Baese

 

What happens when a business broker focuses on just one industry?

New Livestream guest – Bryan Baese

I’m happy to have Bryan join me on a live broadcast.

Bryan is a business broker who specializes exclusively in auto repair shops, and he’s built a strong business by focusing on a single niche.

Tune in as we discuss industry-specific business brokerage, how specialization can create real opportunity, and the biggest mistakes business owners make when preparing to sell.

We’ll also explore how the buyer landscape is changing and what it means for brokers and sellers today.

This is a ‘must see event’ for anyone interested in business brokerage, buying or selling a business, or building expertise in a specific industry.

Find Bryan online here: https://www.rpmshopsales.com/ 

BDC vs SBA: The Truth About Buying a Business in Canada

 

**New Video Alert!

Are you an American thinking about buying a business in Canada? Or a Canadian wondering how the BDC compares to the SBA?

In this video, I break down:

Whether Americans can legally buy Canadian businesses

*How BDC financing actually works (and why it’s NOT the SBA)

*The biggest cross-border tax trap most buyers completely miss

*Why a great deal can quickly become a bad one after taxes

If you're considering international business acquisition, this is a must-watch before making an offer.

Watch the video here: https://youtu.be/gq9dM_bsvz4 

Cheers

See you over on YouTube

David C Barnett

Seller Financing Explained: Turning a Business Sale into Income

 Many business owners are surprised to learn they won’t receive all their money upfront when selling their business. In small business transactions, seller financing—also known as a vendor take-back (VTB) note—is common and often necessary.

But beyond helping close a deal, a seller note can serve a much bigger purpose: ongoing income.

Why Seller Financing Is Often Required https://youtu.be/PO1M-_wq-m4 

Most buyers don’t have enough cash to purchase a business outright. Banks also prefer sellers to have “skin in the game,” which makes financing more accessible.

Without seller financing:

• Fewer qualified buyers exist

• Deals take longer to close

• Final sale prices often decline

In short, offering financing increases the chances of a successful exit.

Think Like an Investor, Not Just a Seller

Instead of viewing a seller note as a compromise, it should be seen as an investment in the buyer’s success.

This means evaluating:

• The buyer’s experience and background

• Their plan to operate the business

• Cash flow projections and debt capacity

Approaching the deal this way helps reduce risk and improves the likelihood of being paid consistently.

Structuring the Note for Success

One common mistake sellers make is demanding fast repayment terms.

While it may seem safer, aggressive timelines can:

• Strain the business’s cash flow

• Increase the risk of default

• Jeopardize the entire deal

A well-structured note allows the buyer enough breathing room to operate successfully—protecting your investment.

A Reliable Source of Income

Seller financing can become a predictable income stream, often used as part of a retirement plan.

Compared to traditional savings accounts with minimal returns, seller notes typically offer significantly higher interest rates.

This creates an opportunity to:

• Generate steady monthly income

• Preserve long-term investments

• Maintain financial flexibility post-sale

Managing Risk After the Sale

Smart sellers don’t “set and forget” their note.

They stay engaged by:

• Monitoring financial performance

• Reviewing reports regularly

• Watching for early warning signs

Because sellers know the business better than anyone, they are often in the best position to protect their investment.

A Better Way to Close Deals

Seller financing isn’t just a tool to complete a transaction—it’s a strategic way to maximize value and create income.

By thinking like an investor and structuring the deal properly, sellers can turn part of the sale into a long-term financial asset.

If you want to learn more about creative private investments, check out my book Invest Local — available on Amazon or as a PDF from DCBBooklist.com 

Key Takeaways

Seller financing can transform a business sale into a reliable income stream when structured properly. By evaluating the buyer and prioritizing sustainable cash flow, sellers can reduce risk while improving deal success.

👉 Want deeper dives like this? Join my email list at DavidCBarnettList.com for early access to videos, insights, and 7 free bonus gifts.

LIVE Small Team Leadership: From Corporate to Entrepreneur with Lisa Even

 

What happens when you leave corporate and suddenly have to do everything yourself?

New Livestream guest- Lisa Even

I’m happy to have Lisa join me on a live broadcast.

Lisa works with business leaders and teams, helping them navigate leadership challenges, build strong cultures, and manage the realities of running small teams.

Tune in as we discuss the transition from corporate to small business, what it really takes to manage a team where everyone wears multiple hats, and how to handle common challenges like family dynamics, promotions, and team culture.

This is a ‘must see event’ for anyone managing a small team or growing a business.

Find Lisa online at https://www.linkedin.com/in/lisa-even-have-good-ripple-effect-0778b112/

or https://www.LisaEven.com 

LOI vs Offer vs Term Sheet: How to Buy Business the Right Way

**New Video Alert!

What’s the difference between an LOI, a term sheet, and an offer when buying a business?

If you’re trying to buy a small business, understanding how to structure your offer is critical.

In this video, I break down the key differences between these documents, what should be included, and how to avoid costly mistakes that can kill deals before they even get started.

Watch the video here: https://youtu.be/UAefk3FMTU8 

Cheers

See you over on YouTube

David C Barnett

 

Why Working Capital Mistakes Kill Business Sales

One of the biggest reasons business sales fail has nothing to do with profit—it’s a misunderstanding of working capital.

Many business owners believe that if their company is valued at a multiple of earnings, that number represents what they’ll walk away with. It doesn’t.

That number is enterprise value—the value of the cash flow assuming everything needed to run the business is included. https://youtu.be/on4RmO0egMM 

The Missing Piece: Working Capital

Working capital includes cash, receivables, and inventory required to operate the business.

If a buyer has to inject additional money after the purchase to keep things running, their total investment increases—and the deal quickly stops making sense.

For example, a business priced at $900,000 may actually require $1.1M+ when working capital is added. Buyers will either lower their offer or walk away.

Why Deals Fall Apart

From a buyer’s perspective, working capital is no different than equipment. If a key asset is missing, they must replace it—and adjust the price accordingly.

This is where many sellers go wrong. They assume:

• Cash is “theirs”

• Receivables belong to them

• Working capital is separate from the sale

In reality, it’s part of what makes the business function.

The Real Fix: Prepare Early

The root issue is often poor balance sheet management—too much inventory, slow collections, or excess cash tied up in operations.

To fix this:

• Streamline inventory

• Improve receivables collection

• Reduce unnecessary capital needs

Most importantly, start early. Buyers rely on historical data, so improvements should be made well before going to market.

A Smarter Way to Think About Value

If you want to sell successfully, think like a buyer.

Ask yourself:
Would I pay this price and still earn a reasonable return after funding the business?

If the answer is no, the deal won’t work—no matter what a broker says.

Key Takeaways

Working capital is essential to business operations and must be included in the value buyers are paying for. If not properly managed, it will reduce offers or prevent a sale entirely.

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👉 Want deeper dives like this? Join my email list at DavidCBarnettList.com for early access to videos, insights, and 7 free bonus gifts.