The small business market isn’t quiet—it’s selective. We break down where real deals are getting done, why recurring revenue and sticky contracts pull top multiples, and how a subtle shift in SBA rates is reshaping buyer power and deal structures. From MSPs and janitorial services to landscaping and marketing firms, we explore the traits lenders love and buyers chase, and we contrast them with sectors fighting headwinds like restaurants, retail, and construction without maintenance contracts.

We also zoom in on the buyer landscape that’s fueling competition: corporate refugees, first-time buyers, hungry searchers with MBAs, and private equity moving downstream into the $500k to $1M cash flow range. That crowding lifts quality listings—especially when the exit process creates urgency. You’ll hear how we use a segmented, 13,000-strong buyer database to field multiple offers quickly, push highest-and-best terms, and evaluate more than price by weighing culture and leadership fit to protect teams and legacy.

If you’re a seller, you’ll get a practical roadmap to raise value before you list: clean books and documented add-backs, SOPs and cross-training to reduce owner dependency, long-term contracts to de-risk revenue, and real curb appeal that signals operational pride. We walk through valuation methods—equity, enterprise, asset, and liquidation—and show how creative structures can outperform a simple turnkey sale. We also call out modern deal killers and how to neutralize them: government disruptions in GovCon, labor shocks in construction, and tariff-driven margin pressure in manufacturing and distribution.

Whether you’re buying or preparing to sell, this conversation gives you the current playbook: what lenders need to see, how to compete as a buyer, and how to present a business that inspires confidence. If this resonates, subscribe, share it with a colleague, and leave a review—what should we dig into next?

Ready to explore your financing options? Visit horizonbrokers.com or call 703-910-7384 for personalized guidance on making your business acquisition dreams a reality.

Think your company is worth more than buyers will pay? We unpack the hard truths behind valuation, diligence, and deal risk so owners can protect price and actually close. Jeremy Wolf and Dustin Zeher walk through the exact steps they use to ground pricing in reality—industry benchmarking, NAICS alignment, live comps, and cash flow multiples that change with revenue scale. They explain why equipment and fixtures are typically included in the multiple, how buyer perception shapes value, and what to do when your “magic number” doesn’t match the market.

From there, we get surgical about financials. Clean books are the difference between a smooth SBA process and a stalled deal. You’ll hear how to make every dollar verifiable across tax returns, P&Ls, merchant statements, payroll reports, and bank statements, plus when recasting helps and when unverifiable cash forces a one-to-three-year reset. We also dig into confidentiality as a value shield—keeping employees, vendors, and clients calm until closing—and how to manage sensitive transitions with holdbacks, notes, or earnouts tied to client retention.

The diligence checklist goes beyond the basics: leases that match loan terms, vendor pricing and tariff exposure, customer contracts and backlog, workforce compliance, and licensing that may attach to individuals. We surface the biggest red flags—undocumented revenue, immigration issues, license gaps, and misrepresentations—and show sellers how to be transparent without oversharing too early. The playbook is simple but not easy: set expectations with data, run clean numbers, engage a seasoned CPA and attorney, and share the right details at the right time.

If you’re serious about selling or buying a small business, this guide will save you time, stress, and real money. Subscribe, share with an owner who needs it, and leave a review to tell us what topic you want next.

Ready to explore your financing options? Visit horizonbrokers.com or call 703-910-7384 for personalized guidance on making your business acquisition dreams a reality.

Ready to purchase your dream business but unsure how to fund it? The financing landscape can be complex, but understanding your options is the key to a successful acquisition.

SBA loans represent the most common path for small business acquisitions, though many buyers misunderstand how they work. These loans aren't provided directly by the Small Business Administration but rather guaranteed by them to lenders, reducing risk and making banks more willing to finance goodwill-heavy businesses. The process typically takes 60-90 days and requires extensive documentation from both buyer and seller. Current rates hover around 10-10.5% (prime plus 2.5-3 points) with terms of 7-10 years—reasonable considering the largely unsecured nature of these loans.

Seller financing plays a crucial role in many business acquisitions, typically representing 10-20% of the purchase price. When sellers finance part of the deal, it builds buyer confidence by demonstrating the seller's belief in both the business and the buyer's ability to operate it successfully. This arrangement also helps sellers manage their tax liability by spreading income over multiple years rather than taking a large capital gain all at once.

Alternative financing options expand possibilities for prospective buyers. Home Equity Lines of Credit (HELOCs) offer quicker access to capital with less scrutiny than business loans. The Rollover for Business Startups (ROBS) program allows entrepreneurs to use retirement funds tax-free by investing in their own business. Private lenders and private equity represent additional options, though each comes with distinct considerations regarding interest rates, minimum business size, and control.

The size of your down payment signals commitment to both lenders and sellers. While SBA loans typically require a minimum 10% down, putting more down reduces monthly payments and demonstrates greater commitment. For seller-financed deals, a substantial down payment becomes even more important, as sellers rarely finance more than 50% of the purchase price due to the inherent risk they're taking on the buyer's operational abilities.

As artificial intelligence continues to transform the business acquisition landscape, tools now help brokers analyze financials, develop valuations, and identify suitable matches. However, these technologies should complement rather than replace experienced professionals who understand market conditions and standard deal terms.

Ready to explore your financing options? Visit horizonbrokers.com or call 703-910-7384 for personalized guidance on making your business acquisition dreams a reality.

Ready to explore your financing options? Visit horizonbrokers.com or call 703-910-7384 for personalized guidance on making your business acquisition dreams a reality.