In this episode of the Acquisitions Academy Podcast, Mike Abramowitz sits down with Henry Galasso, Founder & President of East Coast Business Brokers, who has helped facilitate the sale of more than 1,100 businesses over the past two decades.

Henry shares insider knowledge from thousands of real-world transactions, explaining what separates successful buyers from those who lose deals. From SBA financing and business valuations to seller expectations and negotiation strategies, this episode is packed with practical advice for entrepreneurs looking to acquire a business.

Whether you're buying your first company, expanding through acquisitions, or preparing to sell your business, you'll gain valuable insights from one of the most experienced business brokers in the industry.

Quotes:

• The real reward isn't the paycheck—it's helping someone level up and become a business owner.

Takeaways:

• Henry explains that the greatest satisfaction in business brokerage comes from helping buyers become business owners and achieve their entrepreneurial dreams—not simply earning a commission.

• Henry recently closed a $6M sale of a niche Italian gourmet market, after holding the listing for about a year. It involved a high level of trust and hand-holding across months.

• The ultimate buyer lived in California, had never visited the store in person before closing, and still committed fully: moved his family cross-country, rented a home, and put down a 12% deposit.

Episode Timeline: 

[00:00] Intro & Show Setup
[00:37] Guest Introduction: Henry Galasso
[01:41] Loving the Work & Changing Lives
[02:36] Case Study: $6M Gourmet Italian Market Deal
[03:16] Deal Drama: Two Buyers, One Store
[04:48] Closing the Deal & Cross‑Country Move
[05:43] The Business Broker as “Life Changer”
[07:18] Buyer Psychology & Preventing Deals from Collapsing
[09:40] Do You Keep Lists of Buyers and Sellers?
[11:08] Database, Marketing Channels & CRM
[13:16] Sweet Spot Deals & “Boring” Businesses
[15:10] Home Services, War Economy & Roofing
[17:32] Businesses They Avoid
[18:58] How to Stand Out as a Buyer & Get a Deal
[23:23] Geographic Footprint & Expansion
[25:35] Origin Story & Culture at East Coast Business Brokers
[26:28] Legacy, Family, and Loving Your Work
[29:49] How to Connect with Henry & His Content
[30:35] Closing Reflections & Mutual Appreciation
[31:57] Book Mention & Final Wrap‑Up

Conclusion:

Business acquisitions are about much more than buying and selling companies—they're about creating opportunities, changing lives, and helping entrepreneurs achieve financial freedom. Throughout this conversation, Henry Galasso shares decades of firsthand experience and emphasizes the importance of preparation, trust, due diligence, and surrounding yourself with the right advisors. Whether you're a first-time buyer or an experienced investor, success comes from understanding the process, building strong relationships, and staying committed through every stage of the deal. If you're looking to acquire a business, this episode provides practical insights that can help you avoid costly mistakes and confidently navigate your next acquisition.

Ready to buy or sell a business? Get expert guidance from East Coast Business Brokers and turn your next move into a smart one.

Connect with Henry:
https://eastcoastbusinessbrokers.com/

📸 Instagram: https://www.instagram.com/sold_by_henrygalasso/
🎵 TikTok: https://www.tiktok.com/@soldbyhenrygalasso

Website: 

 https://jvdeals.cbrcapitalgroup.com

Have you ever wondered how people buy profitable businesses without having millions of dollars saved? In this episode, Mike Abramowitz sits down with Beau Eckstein—SBA loan advisor, franchise consultant, investor, and host of the Investor Financing Podcast—to break down how entrepreneurs, W-2 professionals, and first-time buyers can use SBA financing to acquire cash-flowing businesses.

Whether you're exploring your first acquisition or looking to scale through multiple business purchases, this conversation is packed with practical strategies and insider insights

Quotes:

• How to Buy a 1 Million Dollar Business with Little to No Money Down Using SBA Loans with Bo Eckstein

• SBA Financing Playbook for W2 Employees to Become Business Owners with the Triangle Method

• Cash Flow Not Collateral: How Bo Eckstein Uses SBA Loans to Fund Business Acquisitions

Takeaways:

1. SBA loans focus on cash flow, not just collateral. Approval is driven largely by the business’s ability to service debt and the strength of the borrower’s profile, rather than whether you own a house or have a lot of hard assets.

2. You can structure low money-down acquisitions on million-dollar deals. By combining high-leverage SBA financing with a seller note and a small equity investor, a qualified operator can take over a sizable business with very little personal cash.

Episode Timeline:

00:00 – Show intro and welcome to the Acquisitions Academy podcast

00:30 – Who Bo Eckstein is and why he was recommended as a guest

02:00 – How Bo got into lending and why he shifted to SBA

02:30 – Why the system is broken for W2 earners and introduction to the triangle method

03:20 – Triangle method explained: tax strategy, operating business, then real estate

04:00 – How SBA 7a can finance 90 percent of a business acquisition

04:40 – What lenders look at: cash flow, tax returns, DSCR, borrower profile

05:00 – Million-dollar deal example with 90 percent SBA and seller financing

05:20 – Adding an investor to cover the remaining equity and buy with no money out of pocket

06:40 – SBA eligibility limits and potential higher limits in certain industries

07:10 – Rent replacement using SBA to buy your operating location

08:00 – Personal guarantees for 20 percent plus owners and collateral expectations

08:40 – Clarifying that lack of collateral does not automatically kill a deal

10:00 – Why understanding which banks do what is critical for approvals

11:30 – Preferred lenders PLP status and why it matters

12:30 – Co-founding the National Association of SBA Loan Brokers

13:30 – Case study: 10 million dollar acquisition with blended capital stack

16:50 – Infinite banking, tax strategy, and From Paycheck to Freedom

20:50 – How Bo evaluates deals and operators for equity investments

24:10 – Business Ownership Coach, franchises, and matching people to models

26:20 – Importance of networking and getting in the right rooms like GoBundance

32:30 – Building a solid foundation versus chasing hockey-stick growth

36:00 – Legacy, fatherhood, and Bo’s mission to help 1 million entrepreneurs

39:30 – Final reflections and closing thoughts

40:00 – How to connect with Bo and join the free JV Deals community

Conclusion:

This episode delivers a clear, practical roadmap for using SBA financing to move from employee to business owner without needing a massive pile of cash or a large real estate portfolio. Bo Eckstein shows how to think in terms of cash flow, tax strategy, and structured capital stacks instead of simply chasing rentals or waiting for the perfect moment. By understanding the Triangle Method, how to work with lenders, and how to position yourself as a strong operator, you can pursue acquisitions that build predictable income and long-term wealth. Combined with Bo’s emphasis on character, discipline, and legacy, the conversation offers both the technical playbook and the mindset required to succeed in business buying.

Have you ever wondered why some businesses attract buyers and scale successfully while others remain stuck despite years of hard work? In this episode, I sit down with Tom Daly, founder of Fractional Financial Officers, to discuss the financial foundations that help businesses grow, create value, and prepare for a successful exit. Drawing from his experience in investment banking, private equity, entrepreneurship, and business acquisitions, Tom shares practical lessons for business owners at every stage.

Tom also shares a real-world case study involving a landscaping company that transformed its financial performance through better accounting, pricing strategies, and cash flow management. The improvements positioned the company for stronger growth and a more attractive valuation. Throughout the episode, Tom reinforces a simple but powerful message: business owners cannot effectively scale, acquire, or sell a company without fully understanding the numbers behind it.

Quotes: 

• “The investor puts up the money, the owner owns the equity, and the operator does the work.”

• “It’s a luxury to sit here and say, ‘Go hire a CFO,’ but if you’re making half a million dollars and a CFO costs 300–400k all-in, there goes all your profit for a non‑revenue‑generating hire.”

• “If you want to sell, the best thing you can do is have a growing, scaling business that’s not for sale.”

Takeaways: 

• Clarify your primary role: owner, investor, or operator.
  Most acquisition entrepreneurs start out doing all three, but scaling from $1M to $5M+ usually requires stepping back from day‑to‑day operations and acting more like an investor/owner who builds a team.

• You don’t need a full-time CFO to get CFO-level insight.
  For companies doing $500k–$60–70M in revenue, a fractional model can provide bookkeeping, controller, and CFO services at a fraction of the cost while still delivering accurate books, forecasting, and strategic guidance.

  
  

Episode Timeline:

0:00 – Podcast intro and Tom’s background
2:21 – Early businesses and founding FFO
7:26 – The Owner Investor Operator framework
11:11 – Fractional finance and FFO services
12:22 – Partnerships, capital, and SBA financing
17:22 – Off-market deals and seller psychology
20:12 – Landscaping business turnaround case study
24:36 – Managing owners who resist change
28:48 – Working with Tom and FFO
30:10 – Value creation, leadership, and closing thoughts

Conclusion: 

This episode is a masterclass in financial readiness for acquisitions and exits, especially for entrepreneurs playing in the small and lower–middle market. Tom shows that deal success is less about clever structures and more about clean books, clear roles, realistic leverage, and real relationships. Whether you’re a first‑time buyer, an independent sponsor, or a tired operator thinking about selling, his frameworks and case studies offer a practical blueprint for creating a business, buyers actually want to own.

Above all, the conversation reinforces that finance is not just compliance—it’s the lens through which you decide what to buy, how to run it, and when (and how) to sell. Getting that lens clear early can mean the difference between a “job you own” and a real wealth‑building asset.

Links:

• Fractional Financial Officers (FFO): https://FFOfficers.com – Learn more about Fractional Financial Officers and how their expert financial leadership services can help your business grow.

• LinkedIn: https://linkedin.com/in/thomas-daly-504b82164/ – Connect with Tom Daly for more insights on finance, leadership, and business strategy.

What if the business you're about to buy looks profitable on paper—but the books are quietly hiding the truth?

In this episode of the Acquisitions Academy Podcast, Mike sits down with Candace Galiffa, founder of NewWay Accounting, a CPA who specializes in bookkeeping, financial reporting, and year-round tax strategy for small business owners and entrepreneurs.

Coming from a family of small business owners, Candace has seen firsthand what it takes to build a company—and what it takes to evaluate one. She breaks down the red flags and green flags every buyer should watch for, starting with the biggest red flag of all: a seller who can't produce a real set of financial statements.

The conversation covers why net profit, not revenue, is the number that actually matters; when messy books can be repaired versus when to walk away entirely; why business owners need an accountant year-round rather than once a year; and the very real risks of leaning too hard on DIY and AI bookkeeping tools—illustrated by a costly real-world example.

On the strategy side, Candace explains how entity structure (single-member LLC, S corp, or C corp), bonus depreciation, Section 179, and cost segregation can change your tax outcome after an acquisition—and the material-participation trap that catches passive real estate investors. She also shares how to prepare for an exit by aligning your financials with your target price and timing deductions deliberately.

Whether you're acquiring your first business, scaling your current one, or preparing to sell, this episode will help you read the numbers that matter and build the right financial team around you.

Quotes:

“Revenue is great, but it doesn't pay the bills. The most important number is net profit.”

“Bookkeeping isn't overly sexy, but it is the number one tax strategy.”

“There's no ceiling. Anything you have a passion for, you can build a business for.”

Takeaways:

No financial statements is the biggest red flag

A business worth buying should provide a full P&L, balance sheet, and prior-year tax return so the numbers can be reconciled—because tax returns generally don't lie.

Net profit matters more than revenue

Revenue doesn't pay the bills; the bottom line is what you actually take home, and it's often what drives the multiple you're paying.

Episode Timeline:

00:00 Podcast Welcome

01:51 Meet Candace Galiffa

03:08 Red Flags And Green Flags

05:05 Repair Or Walk Away

06:41 Why Year-Round Accounting

07:13 Right-Sizing The Service

09:42 The DIY And AI Question

10:09 When AI Gets It Wrong

11:12 Bookkeeping Is Non-Negotiable

12:46 Tax Strategy After You Buy

13:15 Choosing Your Entity

14:00 Bonus Depreciation And Cost Seg

15:48 How New Way Helps

16:06 Booking A Consultation

16:35 Preparing To Sell

18:07 Connecting Buyers And Sellers

20:16 Plan Your Taxes Ahead

21:01 Mompreneur And Legacy

24:11 Where To Find Candace

24:39 Final Outro

Conclusion:

Candace Galiffa's message is refreshingly direct: in any acquisition, the books tell the real story. A clean set of financial statements, a focus on net profit over revenue, and basic tax compliance separate a buyable business from a costly mistake. And once you own a business, the right entity structure, depreciation strategy, and proactive year-round planning can meaningfully change what you keep. Whether buying, scaling, or preparing to sell, the throughline is the same—surround yourself with professionals who can read the numbers, and make financial decisions on purpose rather than by accident.

Links:

Website: https://www.newwayaccounting.com/

Instagram: @NewWayAccounting

Community: JVDeals.CBRCapitalGroup.com

What if the wealth you spent a lifetime building could be slashed by 40% the moment you're gone—simply because you never planned for it?

In this episode of the Acquisitions Academy Podcast, Mike sits down with Ericka Heiser, owner of Heiser Valuation Services in Sioux City, Iowa, and a business appraiser with nearly 20 years of experience, to demystify business valuation for estate, gift, and transaction purposes.

Most entrepreneurs pour years into building wealth and almost no time into protecting it. Then the “proverbial bus” hits, and a business with no succession plan can saddle heirs with an estate tax bill they can only pay by liquidating the very assets the owner worked a lifetime to build. As Ericka explains, the good news is that with the right team and the right planning, that fate is avoidable—and for sharp buyers, the businesses that didn't plan can become real acquisition opportunities.

A Certified Valuation Analyst, Ericka breaks down why estate and gift planning requires a coordinated team of a CPA, an estate attorney, and a valuation analyst, and how valuations shift when control versus minority interests are involved. She explains why “rule of thumb” multiples like three-to-five-times EBITDA can be dangerously misleading, unpacks Warren Buffett's “moat” concept and how it drives the multiple, and walks through the importance of normalizing EBITDA before any transaction.

Quotes:

• "If you have any wealth at all, you need to be planning."

• "Three to five—there's no math, no science, no history behind it."

• "Don't leave money on the table—but price it to actually sell."

Takeaways:

1. Anyone with meaningful wealth—even at 40—should plan early, because failing to do so can force heirs to liquidate assets to cover estate taxes of up to 40%.

1. Effective estate and gift planning relies on a CPA, an estate attorney, and a valuation analyst working together—not any one professional in isolation.

1. “Three-to-five-times EBITDA” ignores industry, company specifics, and—critically—which EBITDA you're actually multiplying.

1. Buffett's concept explains the spread: a hard-to-replicate business (like a beverage distributorship) commands a far higher multiple than one that's easy to recreate (like a residential lawn service).

1. Normalize EBITDA by adjusting owner compensation, rent, and personal expenses to fair-market levels, and understand the deal mechanics—a synergistic buyer pays more, and selling assets vs. equity changes the tax outcome.

Episode Timeline:

00:00 Welcome And Intro

02:42 Estate And Gift Planning Team

05:38 Gifting And Fair Market Value

09:00 What Counts As An Estate

12:39 The Cost Of No Plan

14:46 Choosing The Right Pros

16:10 The Rule-Of-Thumb Trap

18:33 Buffett's Moat Concept

23:23 Normalizing EBITDA

25:51 Preparing To Sell

30:16 Pricing It To Sell

34:08 Connect With Ericka

Conclusion:

Ericka Heiser's expertise cuts through the guesswork that surrounds business valuation. Whether the goal is transferring wealth to the next generation, preparing for an eventual sale, or spotting an acquisition where the prior owner never planned, the throughline is the same: real analysis beats rules of thumb. By assembling the right professional team, planning early, normalizing the numbers, and pricing based on genuine cash flow rather than a wishful retirement figure, owners protect their wealth and give every transaction—on either side—the best chance of success.

Links:

Website: https://www.heiservaluation.com/

LinkedIn: https://www.linkedin.com/in/ericka-heiser-1a220219/

Email: ericka@heiservaluation.com

Phone: (605) 390-4611

Community: JVDeals.CBRCapitalGroup.com