The Deal Board

Hosted by Andy Cagnetta & JT Tatem

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Oct 2026

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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.

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November 6, 2026Episode 23045 min

Navigating Uncertainty: The Power of Flexibility

JT welcomes you to another episode of The Deal Board Podcast. This week, JT speaks to Anthony Coniglio, president and CEO of NewLake Capital Partners, whose experience across banking, transactions, and business ownership gives him a practical perspective on leading when the path ahead changes. In their conversation, Anthony explains why sound decisions start with knowing what the business is trying to accomplish and staying open to what customers, employees, and the wider market are saying. He also unpacks the habits that help leaders keep learning, respond with confidence, and build organizations that are less dependent on any one person. They explore what it means to guide a company without pretending every outcome can be predicted, and he explains the value of clarity, resilience, and purposeful leadership. Tune in to discover how a flexible mindset can help you make stronger decisions and create a more durable business. Listing of the Week: Michael Shea from Transworld Tampa presents a professionally branded Florida gutter-installation company that addresses the recurring property damage caused by the state ' s heavy rain. The business has consistently generated millions in revenue, produces about $500,000 in owner earnings, and is offered for $1.5 million, with SBA financing expected soon. For more information, call Michael at (321) 287-0349 or email mike@tworld.com . [Text Wrapping Break] [Text Wrapping Break] Deal of the Week: Julie Barlow from Transworld Dallas/Fort Worth Central shares the sale of a Tarrant County auto-repair shop that had operated for 26 years and earned approximately $315,000 annually. Strong books and consistent historical performance supported a sale price of about $973,000. When a lender questioned one quarter of weaker results, Julie documented nearby construction, confirmed its timeline with the city, and supplied prior-year financials to demonstrate the business ' s normal performance. A strong buyer-seller relationship and regular communication helped the parties work through the remaining hurdles and reach the closing table. For more information, call Julie at (817) 556-7534 or email jbarlow@tworld.com . Key Takeaways From This Episode: [01:11] Meet Anthony and hear how his professional experiences shaped his outlook . [03:46] Discover why flexibility matters more than trying to predict the market. [04:45] Learn how NewLake adapted when market shifts and COVID disrupted its plan. [ 09 : 00 ] Explore why M&A deals can appear dead several times before gaining traction. [10:45] Understand how a clear strategic " why " strengthens decisions and alignment. [12:20] Hear how explaining each transaction process reduces surprises and anxiety. [16:27] Uncover why waiting for better timing can expose owners to greater risk. [ 18 : 56 ] Listing of the Week: Michael Shea presents a branded Florida gutter installer generating millions in revenue, approximately $500,000 in owner earnings, and an asking price of $1.5 million. [20:14] How to a pply a listen-learn-decide cycle to keep moving through uncertain ty . [22: 44 ] Consider how broad experience and a generalist mindset improve judgment. [27:0 1 ] Recognize why leaders must stay close to customers and market change. [28:59] Find out how management by ' walking around ' builds relationships and awareness. [33:33] Explore why open-ended questions receive more honest and useful feedback. [39:59] Final takeaways and Anthony ' s advice on understanding their ' why ' . [42:28] Deal of the Week: Julie Barlow sells a 26-year-old Tarrant County auto-repair shop for about $973,000 after documenting a construction-related earnings dip and keeping buyer and seller aligned. 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 Anthony Coniglio on LinkedIn NewLake Capital Partners NewLake Capital Partners on LinkedIn NewLake Capital Partners on X Michael Shea Julie Barlow #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes : " Timing is for the birds, just to be blunt, in my opinion. " — Anthony Coniglio [0:03:46] " You have to be flexible. You have to be adaptive to the environment in order to be successful. " — Anthony Coniglio [0:04: 19 ] " A deal kind of has to die four or five times before it really gets traction. " — Anthony Coniglio [0:09:27] " Take capital when it ' s available. " — Anthony Coniglio [0:17:04] " The best way to get people to care about the company is to care about the people. " — Anthony Coniglio [0:39:06] " Understand your why. " — Anthony Coniglio [0:40:0 1 ]

October 26, 2026Episode 22938 min

Business Sale Market Update: Why Strong Businesses Still Attract Buyers

Andy and JT welcome you to another episode of The Deal Board Podcast. This week, they take a closer look at what's really happening in the business sale market. Recent industry data shows that deal volume is down, but buyer demand remains strong for profitable, well-run businesses. So what's driving the slowdown, and what does it mean for buyers and sellers? In this episode, Andy and JT explore shifting buyer expectations, growing competition from private equity, and why first-time buyers should consider starting small rather than waiting for the perfect business. They also discuss how recent SBA lending changes could affect transactions, why clean financial records matter more than ever, and what makes a business attractive in today's market. With valuations holding steady despite fewer deals, they explain why now can still be a good time to buy or sell. Tune in for practical insights on navigating today's market . Listing of the Week: A family-owned ice cream shop in the Tampa area is now available for purchase! In business for over 40 years, this nostalgic local favorite has won awards for its hot dogs and chili recipes and has remained in the same family since it was established . Generating over $1 million in annual gross sales, with approximately $200,000 in seller's discretionary earnings (SDE), the business is listed for $450,000. With its long history and old-fashioned charm, this is a great opportunity for buyers looking to own an iconic local eatery and potentially keep it in the family for generations to come. For more information, contact Chris "Chip" Redmond of Transworld Orlando at (407) 326-6990 or email him at chrisredmond@tworld.com . [Text Wrapping Break] Deal of the Week: Berk Sener of Transworld North DFW recently sold an established DOT compliance and drug and alcohol testing business with two locations in Texas. Operating for more than 30 years, the business had recurring revenue and long-standing customer relationships, making it an attractive opportunity for buyers. The owner was ready to retire but wanted to make sure the business went to the right person. After receiving several offers, she ultimately chose a strategic buyer who already knew the industry. Their experience and expertise gave her confidence that they could take the business forward and continue the legacy she had built over three decades. To learn more, call Berk at (945) 400-3099 or email him at bsener@tworld.com . Key Takeaways From This Episode: [01:45] Today ' s topic: What ' s Really Happening in the Business Sale Market? [02:18] Why deal volume is declining despite strong buyer demand for profitable businesses. [05:43] Growing competition between private equity firms and individual buyers. [08:00] Rising valuation multiples and the impact of financing on business prices. [09:14] Why first-time buyers should consider starting small and growing through acquisitions. [12:43] How more educated buyers are raising expectations for business quality and financial records. [15:35] Listing of the Week: Chris "Chip" Redmond (Central Florida) is selling a 40-year-old ice cream shop in the Tampa area for $450,000. [17:27] Why buying an established business still requires hard work and hands-on involvement. [21:54] New SBA lending requirements and why accurate financial records matter more than ever. [29:00] How business valuations remain resilient despite lower transaction volumes. [32:21] Why now can still be a good time to sell a business. [35: 02 ] Deal of the Week: Berk Sener (North DFW) sells a 30-year-old DOT compliance and drug testing business with two Texas locations to a strategic buyer. [ 37:08 ] Final thoughts on why now can be a good time to buy or sell a business. 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 Chris "Chip" Redmond at Transworld Chris "Chip" Redmond email — chrisredmond@tworld.com Chris "Chip" Redmond phone — (407) 326-6990 Berk Sener at Transworld Berk Sener email — bsener@tworld.com Berk Sener phone — (945) 400-3099 #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes : " I think there's not a lack of buyer demand. I think there's a lack of quality product that's coming to the marketplace. " — Andrew Cagnetta [0: 02 : 54 ] " Now [less experienced buyers] are competing with people that know how to do this, and are doing it multiple times, and they could be losing some of the deals by waiting. " — JT Tatem [0:0 7 : 43 ] " W hat I don't want you to do is try to find the perfect business at $2 million, take out an SBA loan on your first business, and lose it all. I'd rather [you] buy a business for $75,000 that barely makes money, but you learn a whole bunch. " — Andrew Cagnetta [0:1 0 : 27 ] " And what you know and I know is inconsistencies lead to deals dying . " — Andrew Cagnetta [0: 23 : 46 ] " You want to sell your business when it's on the upswing. " — Andrew Cagnetta [0: 33 : 12 ]

October 16, 2026Episode 22843 min

The Entrepreneur Behind the Business

JT welcomes you to another episode of The Deal Board Podcast. This week, he sits down with Nellie Akalp, founder and CEO of CorpNet , to explore the entrepreneur behind the business and what it takes to evolve alongside a growing company. Nellie explains why buyers and sellers must treat business formation records, good standing, and ongoing compliance as essential parts of due diligence and a smooth transaction. She also reflects on selling her first company to Intuit, rediscovering purpose after the exit, and returning to entrepreneurship with a clearer sense of impact. They discuss why change feels uncomfortable, how owners can pivot during disruption, and why an accurate valuation and personal readiness matter before a sale. Nellie also shares how adaptability, collaboration, shared vision, and persistence helped CorpNet grow through a difficult second act. Tune in to learn how to build a compliant, resilient business without losing sight of the purpose and fulfillment that sustain the person behind it. Listing of the Week: J T Harp from Transworld Cincinnati presents a longstanding wood-products supplier serving contractors, builders, and commercial clients. The business operates from a 50-acre property that is included in the opportunity and provides substantial room for storage, expansion, and operational efficiency. The sale also includes the tangible assets, brand, reputation, client list, and an experienced employee base, making it suitable for a new entrant or an established operator seeking growth through acquisition. For more information, call JT Harp at (513) 725-7283 or email him at jharp@tworl d .com . Deal of the Week: Aus t in Zhao from Transworld South & West Texas shares the full-price sale of a seafood distributor and its cold-storage property. Established in 1999, the business reported $8.1 million in revenue and $405,000 in seller ' s discretionary earnings and operated from a warehouse of more than 23,000 square feet. The business sold for $1.45 million and the real estate for $3.4 million, bringing the total transaction to $4.85 million. The cash deal had no financing contingency, although the buyer arranged separate financing for the real estate. Austin spent three months consolidating four entities and four sets of financials, then kept the delayed closing on track by educating both parties and coordinating every participant. For more information, call Austin Zhao at (281) 630-6666 or email him at austin.z h ao@tworld.com . Key Takeaways From This Episode: [00:30] Background on Nellie and how her business journey shaped her perspective on entrepreneurship. [03:10] Explore how she balances strategy, financial oversight, team leadership, and daily problem-solving at CorpNet . [04:48] Hear how CorpNet supports business formation, compliance, expansion, and closure. [07:05] Learn which compliance checks buyers should make during due diligence. [11:58] Hear why Nellie returned to entrepreneurship after selling her first company to Intuit. [13:11] Consider how purpose and impact can extend beyond a business owner's company. [15:18] Discover how Nellie handled the loss of identity and routine after her first exit. [17:24] Deal of the Week: Austin Zhao closes a $4.85 million seafood distribution and real estate transaction after preparing four entities and guiding both parties through a delayed closing. [23:25] Uncover why resisting change can prevent the growth entrepreneurship requires. [25:38] Find out how an Intuit partnership discussion became an unexpected acquisition. [27:44] Recognize how an accurate valuation and readiness can reduce seller's remorse. [29:53] Appreciate why owners need to pivot and prepare a Plan B before problems arise. [32:41] Gain insight into the traits, talent, and shared vision that help owners thrive. [38:26] Nellie's advice for finding fulfillment when buying or selling a business. [41:49] Listing of the Week: JT Harp presents a longstanding wood-products supplier with a 50-acre property, tangible assets, an experienced team, and room for expansion. 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 Nellie Akalp Nellie Akalp on LinkedIn Corp N et Cal l CorpNet Intu i t Austin Zh a o JT Har p #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "Purpose is really driven by your intent. You have to have intent, and the action follows the intent." — Nellie Akalp [0:13:13] "You have to be comfortable with change because that's really what entrepreneurship is all about." — Nellie Akalp [0:24:23] " But the time you create Plan B is not when you need it. It ' s before you need it ." — JT Tatem [0:31:36] " I don ' t believe in overnight success. I believe in passion because passion is what ' s going to make you successful ." — Nellie Akalp [0:39:25]

September 25, 2026Episode 22742 min

Creating Clarity, Momentum, and Long-Term Business Value

JT welcomes you to another episode of The Deal Board Podcast. This week, he is joined by Ulf Arnetz, founder, CEO, and chairman of Howwe Technologies, to explore how business leaders can turn strategy into measurable execution. With four strategic exits and decades of experience building technology companies, Ulf shares why the right idea, timing, management team, and culture drive sustainable growth. He explains how clear priorities, honest feedback, employee commitment, cross-functional collaboration, and AI can help leaders close the gap between vision and results while building long-term value. Tune in to learn how to create clarity, build momentum, and prepare a stronger business for its next stage or eventual exit. Listing of the Week: Michael Shea from Transworld Tampa presents a lawn service in the Pasco County and Land O ' Lakes area with an even mix of residential and commercial accounts. The $150,000 asking price includes a full equipment package, and the owner has consistently taken home $77,000. Subcontractors support the larger homeowners ' association projects, and the owners are motivated to move on to their next opportunity. For more information, contact Michael at (321) 287-0349 or mike@tworld.com . Deal of the Week: Matt Friscia from Transworld La Grange shares the two-year sale of a franchise learning center that his office had sold once before. After several prospects — including international buyers who could not secure financing — the franchisor introduced a strategic buyer who completed an all-cash purchase. Matt explains how the second owner ' s limited availability weakened the financial performance and reduced the eventual sale price, reinforcing the need for buyers to have enough time to run the business and a plan for replacing key operators. For more information, contact Matt Friscia at (708) 328-8886 or mfriscia@tworld.com . Key Takeaways From This Episode: [01:57] Meet Ulf Arnetz and hear how his entrepreneurial career led to successful exits. [04:00] Discover how Howwe Technologies helps CEOs turn strategy into impact. [06:53] Learn which factors led to his success across different companies and industries. [08:02] Explore how leaders can build culture around consistency, trust, honest y , and fun. [09:57] Listing of the Week: Michael Shea presents a $150,000 Pasco County lawn service with equipment and balanced residential and commercial work. [11:33] Understand why the same cultural principles apply to small and large organizations. [13:34] Hear Ulf ' s leadership lessons he carried through multiple companies and exits. [15:26] Find out how clear expectations and honest feedback help employees . [17:52] Uncover the common reasons that strong strategies often fail during execution. [24:17] Consider how CEOs can connect strategy to frontline implementation. [28:10] I nsight into why businesses hit growth ceilings and how leaders can refocus priorities. [35:16] His advice for owners preparing to sell within the next year. [38:48] Connect with Ulf and learn more about Howwe Technologies. [ 40 : 19 ] Deal of the Week: Matt Friscia sells a franchise learning center after a two-year process and shares a lesson about owner involvement. 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 Ulf Arnetz on LinkedIn Howwe Technologies Michael Shea Matt Friscia #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes : " You must be very early, too early, actually, and you must have the best product. " — Ulf Arnetz [0:07:0 7 ] " I think it ' s very important to stand for something, whatever that is, but that you have a firm line, you have a firm direction and style all the time. " — Ulf Arnetz [0:08:1 5 ] " I think it ' s very important that you ' re honest, you listen to people, [and] you create trust. " — Ulf Arnetz [0:08:59] " You shouldn ' t say one thing and act in a different way. " — Ulf Arnetz [0:12:5 5 ]

September 18, 2026Episode 22636 min

Financial Clarity: Building a Strong Business Through Better Visibility

JT welcomes you to another episode of The Deal Board Podcast. This week, he is joined by Kayon Graham, founder of K. Graham Accounting & Advisory, LLC, to explore why financial clarity is essential for running, growing, and eventually selling a business. With years of experience in accounting, auditing, and compliance, Kayon explains how organized records and tailored financial reporting help owners understand what their numbers really mean. The conversation covers separating personal and business finances, looking beyond the bank balance, and budgeting for the full cost of hiring. JT and Kayon also discuss recording business loans, preparing clean books for buyer due diligence, and building a strong reputation ahead of a future sale. They unpack why breaking down revenue and costs by product or service can reveal underperforming areas and help owners focus on what is profitable. Tune in to learn how better financial visibility can support smarter decisions and build long-term business value! Listing of the Week: JT Harp from Transworld Greater Cincinnati and Northern Kentucky presents an established pizza and food service brand with solid in-store revenues, a loyal customer base, and a flexible licensing model. Designed for convenience stores, gas stations, retail locations, and other non-traditional venues, the licensing program offers room to expand an already proven concept. With repeat business, an established growth foundation, and no franchise fees, this turnkey opportunity could suit an experienced operator, an investor, or a strategic partner ready to scale the brand. For more information, call JT Harp at (513) 725-7283 or email him at jharp@tworld.com . Deal of the Week: Tony Padavich from Transworld Reno shares the sale of a property management company with approximately 120 doors under management. The seller had built strong local relationships and was ready to move on to something new. The listing attracted an offer by the second day, two more on day three, and ultimately around five or six offers, prompting a bidding window. The transaction closed within two weeks, with Tony reporting a sale price of at least $600,000, subject to a month-end recalculation based on 21 times the monthly management fees. A fast-moving deal and a happy outcome for the seller! For more information, call Tony Padavich at (775) 301-1425 or email him at tonyp@tworld.com . Key Takeaways From This Episode: [00:30] Introducing Kayon Graham and her background in accounting and compliance. [03:59] Learn how bookkeeping and tailored financial reports help owners get financial clarity. [05:57] Discover why separating personal and business finances is essential. [08:21] Understand why a bank balance does not tell the full financial story. [11:20] Listing of the Week: JT Harp presents an established pizza and food service brand with a flexible licensing model and room to grow. [13:43] Find out how to know when to bring in an accounting professional. [14:30] Advice for tracking expenses, receivables, loans, and tax obligations. [17:10] Typical loans that businesses have and where they appear in financial reporting. [20:09] Explore the importance of addressing liabilities and outstanding debt. [23:06] Preparing for a future sale and what buyers look for when reviewing financial records. [26:53] Kayon shares her approach to building long-term value for clients. [28:56] Why revenue and cost of goods help reveal margins for each product or service. [31:12] Hear why a professional outside perspective can help owners plan their next steps. [33:30] How to connect with Kayon and explore her accounting and advisory services. [34:52] Deal of the Week: Tony Padavich sells a Reno property management company within two weeks for a reported minimum of $600,000, with a final price recalculation pending. 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 Kayon Graham Kayon Graham on LinkedIn JT Harp Tony Padavich #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: "When you have a clear financial picture, you can make better decisions." — Kayon Graham [0:08:29] "[Tracking financials] is a combination of looking at what's going on [now], and looking ahead." — Kayon Graham [0:15:02] "When the financial information is broken down to such a detailed level, you can actually see what's going on." — Kayon Graham [0:30:10]

August 26, 2026Episode 22535 min

SBA Financing with Live Oak Bank

Andy and JT welcome you to another episode of The Deal Board Podcast . This week, they sit down with Tammy Roberts and John Wahl from Live Oak Bank to discuss all things SBA financing. Tuning in, you ' ll hear all about the most important things for sellers to know about prequalification for SBA financing, the benefits of prequalification, how a buyer ' s experience comes into play, and more! You ' ll be reminded that not all SBA lenders are created equal, and hear from our expert guests how you can find a good Preferred Lender. From the different criteria lenders have, to the prescreening for SBA financing, to the actual role of the SBA, this episode touches on it all. To learn more about the nuances of SBA financing, be sure to press play now! Listing of the Week: A Spinal Implant Manufacturing Business/Technology Company, including four patents and 510(k) FDA compliance, is on the market in Texas for $1,600,000. The owner is willing to stay on for a few months as a consultant, and the business is relocatable. This deal includes over $500,000 in inventory. Linda is looking for offers from strategic buyers who have access to spine surgeons. For more information, call Linda Boswell at (817) 755-1026 or email her at lboswell@tworld.com . Deal of the Week: T. Patel bought a restaurant called The Bistro at St. Augustine Airport. With a background in hospitality, this gem was one Mr. Patel could not resist. The restaurant can seat 85 pax, and the new chef is creating a new special every week. For more information, call Richard Murray at (904) 903-2388 or email him at rmurray@tworld.com . Key Takeaways From This Episode: [00:00] Introducing today ' s guests and topic . [01:24] How to educate sellers on prequalification for SBA financing. [06:36] How Live Oak Bank considers add-backs with SBA financing . [08:49] Why prequalification for SBA financing is beneficial. [10:39] When they consider the buyer ' s experience. [11:58] The benefit of selling a portion of a business through SBA financing . [13:24] Listing of the Week: Linda Boswell (Dallas/Fort Worth Central) is selling a Spinal Implant Manufacturing Business/Technology Company in Texas for $1,600,000. [15:59] What makes for a Preferred SBA Lender and how to recognize a good one. [22:29] Why all lenders have different criteria and how prescreening works. [25:35] Deal of the Week: Richard Murray (Jacksonville) sold The Bistro Restaurant located at St. Augustine Airport to entrepreneur T. Patel in cash. [29:21] Important factors for sellers to understand when applying for SBA prescreening. [31:12] How they evaluate seller/buyer salary and ' rainy day ' funds during prequalification. 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 Tammy Roberts on LinkedIn John Wahl on LinkedIn Live Oak Bank #thedealboard #transworldbusinessadvisors #realestate #commercial Quotes: " My top request from sellers in order to prequalify their listing with your brokers is clean financials and current financials. " — John Wahl [0:01:34] " Prequalified businesses provide a larger audience of buyers, I believe. " — John Wahl [0:09:33] " A misconception is that the SBA gives money. The SBA is not the lender; they ' re almost like an insurance company. " — Tammy Roberts [0:21:54]

August 12, 2026Episode 22414 min

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: 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 l engthy 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: f ive 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 create s 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 ]

July 31, 2026Episode 22318 min

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 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]

July 17, 2026Episode 22225 min

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: 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 deal s alive . [10:29] W hy 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 ]

June 22, 2026Episode 22118 min

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: 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 ]