David C Barnett Small Business and Deal Making M&A SMB

Hosted by David C Barnett

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About the show

I discuss buying, selling, financing and managing small and medium sized businesses either alone or with guests. I've started, bought, sold and closed businesses. Author of three best-selling business books; 'Invest Local: a guide to superior investment returns in your own community,' 'Franchise Warnings: What you really need to know before you buy' and 'How To Sell My Own Business: A guide to selling your own business without paying a broker's commission.' all available as well as 5 other books on Amazon or from www.DavidCBarnett.com

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60 recent

October 26, 202629 min

Business Buying Pitfalls: Why You Should Walk Away

- Join David's email list, RECEIVE 7 FREE GIFTS!!- https://www.DavidCBarnettList.com In this video, I explain how pressure, sunk costs, and emotional attachment can turn a business acquisition into a costly mistake. You’ll learn why walking away is a buyer’s greatest leverage, how full-time searching creates scarcity, and why overpaying can damage cash flow for years. I also examine the acquisition entrepreneur identity trap, why buyers ignore low appraisals and due-diligence warnings, and how focusing on closing can replace the more important question: Does this investment still make sense? Discover why every major change in the facts should make you reevaluate the business from scratch. A successful search does not always end with a purchase. Sometimes protecting your capital and continuing to search is the smartest decision. **** CHAPTERS 0:00 The Anatomy of a Bad Acquisition 1:29 SBA Rules and the Overpayment Problem 4:46 The Acquisition Entrepreneur Identity Trap 6:40 The Dangers of Full-Time Searching 12:27 Overcoming the Sunk Cost Fallacy 20:06 The Antidote: Re-evaluating Every Deal **** Do Business with David using these incredible internet links... - David's Blog where you can find hundreds of free videos and articles, https://www.DavidCBarnett.com - Book a call with David and let him help you with your project, https://www.CallDavidCBarnett.com - Learn how to buy a successful and profitable business in a risk-controlled way https://www.BusinessBuyerAdvantage.com - Get help selling your business, https://www.HowToSellMyOwnBusiness.com ----- #BuyABusiness #BusinessAcquisition #Entrepreneurship #SmallBusiness #BusinessOwnership #DueDiligence #BusinessValuation #RiskManagement #AcquisitionEntrepreneurship #BusinessBuyer #BusinessAdvice #SBA #SearchFunds #Dealmaking #CashFlow Youtube music licensing code: 5PJWQOE5ZZHTQSRY

October 23, 20261 hr 12 min

Your Business Isn't Worth What You Think It Is with David Barnett

Do you know what your business is actually worth to a buyer, or just what it’s worth to you? On this episode of the Vital Wealth Strategies Podcast, host Patrick Lonergan welcomes back David C. Barnett, one of the show’s very first guests, to unpack one of the most important questions every entrepreneur eventually faces: “What is my business worth?” David is a business consultant, author, and equipment appraiser who has sold 36 businesses as a broker, spent years as a banker, and has advised on more than a thousand deals. In his new book, Business and Asset Values, he explains why business valuation is never a single number but a conclusion tied to a decision, and why owners, buyers, lenders, and advisors can all arrive at different, defensible answers for the same company. Patrick and David dig into why a business can be highly profitable for its current owner yet worth far less to the next one, what goodwill really means, how lenders evaluate a deal through debt service coverage and SBA guidelines, and how machinery and equipment values can shift overnight. David also shares what he calls the most lucrative exit strategy available to business owners, and the exact steps an entrepreneur should take today to position a company for a sale ten years from now. Whether you plan to sell, buy, or simply build a stronger and more transferable business, this conversation will change how you think about enterprise value and exit planning. For more tax strategy and wealth-building tools, explore the resource vault at vitalwealth.com/resources, and share the questions you want answered on future episodes at vitalwealth.com/questions. Key Takeaways: Value is a conclusion, not a number. What a business is worth depends on who is asking, for what purpose, and under what assumptions and terms. Buyers ask two questions. First, what is the demonstrable, provable cash flow? Second, will that cash flow continue under new ownership? Profitability is not transferability. A business that depends on its owner shrinks its pool of buyers and lowers its price. Goodwill has to be proven. Real goodwill shows up as higher margins than competitors, not as years of history or a well-known name. Volatile businesses shouldn’t carry debt. Lumpy, project-based cash flow usually calls for equity, seller financing, or staged transactions instead. Lenders look for strong debt service coverage. 1.25x is the minimum, many banks want 1.5x, and David prefers 2.0x for smaller Main Street deals. Four of the top five reasons owners sell are unplanned. Burnout, divorce, and poor health rank ahead of retirement, so being sale-ready protects your options. The most lucrative exit is retiring to ownership. Build the systems, team, and reporting so the business runs without you while you keep the cash flow. Exit tax planning takes years. Many strategies to reduce tax on a sale require multiple years of advance preparation.

October 22, 202651 min

PREMIERE Are Franchises Still a Good Investment in 2026 with Giuseppe Grammatico

Is buying a franchise still a smart move in 2026? New Premiere Interview guest – Giuseppe Grammatico I’m happy to have Giuseppe back for another conversation. Giuseppe is known as The Franchise Guide and helps aspiring entrepreneurs find franchise opportunities that match their goals, finances, and lifestyle. Tune in as we discuss what's changing in the franchise market in 2026, how AI and private equity are reshaping franchising, and why more owners are expanding into multiple locations and brands. We’ll also talk about semi-absentee ownership, franchise financing, the importance of due diligence, and the biggest misconceptions about passive income in franchising. This is a ‘must see event’ for anyone interested in buying a franchise, expanding a business, or exploring entrepreneurship through franchising. Be sure to join the premiere. Set yourself a reminder on YouTube here: https://youtu.be/lityrCF_P4Y We’ll be premiering October 22, 2026 AT 2:30 PM Atlantic Time 1:30 Eastern Time See you there! David C Barnett

October 19, 202625 min

Terrified of losing your job? Buying a business might be the wrong move

- Join David's email list, RECEIVE 7 FREE GIFTS!!- https://www.DavidCBarnettList.com **New Video Alert! Afraid of losing your job? Buying a business may look like a fast path to income and control—but fear can lead to a very expensive mistake. In this video, I explain why job-loss anxiety alone is a poor reason to acquire a company. You’ll learn how employment risk differs from business ownership risk, why finding the right business can take years, and how rushed buyers turn uncertainty into acquisition compulsion. I also examine three buyer types—the paralyzed buyer, agency-driven buyer, and fatalistic buyer—and explain how to prepare while still employed by building skills, reducing expenses, accumulating capital, researching industries, and speaking with lenders. If you have already been laid off, discover why you should pursue employment, consulting, entrepreneurship, and acquisition opportunities simultaneously. Cheers **** Chapters: 0:00 Is Job Insecurity a Reason to Buy a Business? 1:05 The Reality of Modern Job Security 4:40 The Hidden Risks of Financial Concentration 8:59 Comparing Employee and Owner Risks 11:44 Three Types of Business Buyers 18:21 What to Do If You've Already Been Laid Off **** Do Business with David using these incredible internet links... - David's Blog where you can find hundreds of free videos and articles, https://www.DavidCBarnett.com - Book a call with David and let him help you with your project, https://www.CallDavidCBarnett.com - Learn how to buy a successful and profitable business in a risk-controlled way https://www.BusinessBuyerAdvantage.com - Get help selling your business, https://www.HowToSellMyOwnBusiness.com ----- #JobSecurity #Layoffs #CareerChange #BuyABusiness #BusinessAcquisition #Entrepreneurship #SmallBusiness #BusinessOwnership #RiskManagement #AcquisitionEntrepreneurship #BusinessBuyer #BusinessAdvice #CareerAdvice #FinancialPlanning #Dealmaking Youtube music licensing code: 5PJWQOE5ZZHTQSRY

October 16, 202636 min

The 'Unfocused Buyer' Trick That Wins Deals Without Overpaying with David C. Barnett

In this episode of the Buying Online Businesses podcast, Jaryd Krause interviews David Barnett, an author, educator, and former business broker with over 20 years of experience buying, selling, financing, and managing small businesses. They explore concepts from David's 11th book, Business and Asset Values, diving into how opinions, personal situations, and emotions influence how people value businesses. The discussion highlights strategies for becoming an "unfocused" buyer to avoid costly emotional mistakes, objectively assessing a business's build-versus-buy replacement costs, navigating competition from strategic buyers or private equity firms, and using a sales mindset to help buyers secure better terms.

October 15, 202638 min

PREMIERE Green Pal helps lawn care providers with Bryan Clayton

- Join David's email list, RECEIVE 7 FREE GIFTS!!- https://www.DavidCBarnettList.com Website: https://www.yourgreenpal.com/ Find Bryan on LinkedIn: https://www.linkedin.com/in/bryan-clayton-a96b33214/ How Can GreenPal Help Lawn Care Providers Find Customers and Get Paid? New Premiere guest – Bryan Clayton I’m happy to have Bryan join me for a prerecorded interview premiering on YouTube. Bryan is the co-founder and CEO of GreenPal, a nationwide marketplace that connects homeowners with local lawn care professionals. Tune in as we discuss finding new customers, building efficient routes, pricing services, receiving faster payments, managing customer relationships, and growing from an owner-operated lawn care business into a larger company. Bryan also shares how he grew a landscaping company to more than $10 million in annual sales before building GreenPal without outside investment. This is a ‘must see event’ for lawn care providers, landscaping entrepreneurs, home-service operators, and anyone building a local service business. **** CHAPTERS 0:00 The Tech Startup Disrupting Lawn Care 2:43 Scaling a Traditional Landscaping Business 4:36 The Economics of Small Lawn Care Operations 8:57 The Awkward Middle of Business Growth 13:17 Why Route Density Determines Your Profit 24:49 Bootstrapping vs Venture Capital Realities 31:31 Who Really Owns the Customer Relationship? **** Do Business with David using these incredible internet links... - David's Blog where you can find hundreds of free videos and articles, https://www.DavidCBarnett.com - Book a call with David and let him help you with your project, https://www.CallDavidCBarnett.com - Learn how to buy a successful and profitable business in a risk-controlled way https://www.BusinessBuyerAdvantage.com - Get help selling your business, https://www.HowToSellMyOwnBusiness.com ----- #SmallBusiness #Entrepreneurship #LawnCareBusiness #LawnCare #LandscapingBusiness #BusinessGrowth #SmallBusinessOwner #Startup #ServiceBusiness #GreenPal Special Xero offer: Get 90% off for 6 months using this link: https://referrals.xero.com/DavidCBarnett_xero . Terms & Conditions apply.* See the video of my Xero story here: https://youtu.be/LfaGUfwStqo Youtube music licensing code: 5PJWQOE5ZZHTQSRY

October 12, 202623 min

Who is buying a Small Business in 2026?

- Join David's email list, RECEIVE 7 FREE GIFTS!!- https://www.DavidCBarnettList.com **New Video Alert! In this video, I examine a new BizBuySell survey revealing who is entering the business acquisition market, how buyers plan to finance their purchases, and what they're looking for in a business. The findings are interesting: 54% are first-time business owners, 46% identify as corporate refugees, and 59% are between 40 and 59 years old. We also explore why buyers prioritize profitability and recession resistance, how SBA loans and seller financing fit into acquisition plans, and why buying an established business can appeal to professionals seeking greater independence. I'll also share what these findings mean for first-time buyers, the challenges of relying on private investors, and why smaller communities may offer overlooked acquisition opportunities. Cheers **** Do Business with David using these incredible internet links... - David's Blog where you can find hundreds of free videos and articles, https://www.DavidCBarnett.com - Book a call with David and let him help you with your project, https://www.CallDavidCBarnett.com - Learn how to buy a successful and profitable business in a risk-controlled way https://www.BusinessBuyerAdvantage.com - Get help selling your business, https://www.HowToSellMyOwnBusiness.com ----- Youtube music licensing code: 5PJWQOE5ZZHTQSRY

October 9, 202644 min

Business and Asset Values Why Most Small Businesses Never Sell - David Barnett

David Barnett's Worst Investment Ever: Seven years after his first appearance discussing tax-related business losses, David returns for his third visit to unpack the biggest myth in small business acquisitions: that a wave of retiring baby boomers is about to flood the market with cheap businesses for sale. The real numbers tell a very different story, and most of what actually kills a deal has nothing to do with supply and demand. BIO: As an author, consultant, and international speaker, David C. Barnett has helped thousands of entrepreneurs avoid bad deals and close successful ones. LEARNING: Value is never a fixed number; it depends entirely on who is asking and why. "Success is not closing the deal. It is buying a successful cash-flowing business at a reasonable price that's going to allow you to get a reasonable rate of return—or you avoid a bad deal." - David Barnett

October 5, 202626 min

Tax Shields and Depreciation: Is the New Deduction Worth It?

- Join David's email list, RECEIVE 7 FREE GIFTS!!- https://www.DavidCBarnettList.com **New Video Alert! A big tax write-off sounds great—but should you always take the maximum deduction available? In this video, I explain depreciation, tax shields, accelerated depreciation, Canada's proposed Productivity Mega Deduction, and the U.S. concept of bonus depreciation. The important point is that accelerated depreciation doesn't necessarily create a bigger tax benefit. It can change when you receive that tax benefit. Using too much depreciation today could leave you with less protection from taxes in future years while you're still making loan payments. **** Do Business with David using these incredible internet links... - David's Blog where you can find hundreds of free videos and articles, https://www.DavidCBarnett.com - Book a call with David and let him help you with your project, https://www.CallDavidCBarnett.com - Learn how to buy a successful and profitable business in a risk-controlled way https://www.BusinessBuyerAdvantage.com - Get help selling your business, https://www.HowToSellMyOwnBusiness.com ----- #Depreciation #TaxDeductions #BusinessTaxes #SmallBusiness #BusinessOwner #BuyABusiness #BusinessAcquisition #CashFlow #TaxPlanning #Entrepreneurship Youtube music licensing code: 5PJWQOE5ZZHTQSRY

October 1, 202652 min

What's changing in the world of SBA lending with Ray Drew

What’s changing in the world of SBA lending? New Livestream guest – Ray Drew I’m happy to have Ray join me on a live broadcast. Ray is an SBA lending veteran and Chief Revenue Officer at Lendesca who has spent more than 15 years in the SBA lending industry. Tune in as we discuss recent SBA loan changes, what they mean for business buyers and small business owners, and how AI and new technology are changing the lending process. We’ll also talk about Ray’s move to Lendesca, his new role, and how the company is working to push SBA lending forward. Find Ray on LinkedIn: https://www.linkedin.com/in/raydrew4589/ or online: https://www.lendesca.com/ David C Barnett

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