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.

The path to successful business ownership often begins with acquisition rather than starting from scratch. But how do you ensure you're making the right choice when investing substantial capital into someone else's creation?

Dustin Zeher, a veteran business broker, breaks down the essential elements that smart buyers prioritize when evaluating potential business acquisitions. The conversation begins with defining your "buy box"—the critical criteria that will guide your search, including industry preferences, size requirements, and lifestyle considerations. Should you seek a business demanding your full-time attention, or one that allows for semi-absentee ownership? These fundamental questions lay the groundwork for a successful match.

Perhaps the most revealing insight comes when discussing the common mistakes buyers make. Many focus exclusively on revenue figures or chase businesses they lack passion for, setting themselves up for eventual burnout. Zeher emphasizes that sustainable success requires both genuine interest in the business and a thorough understanding of its financial health—specifically its cash flow or Seller's Discretionary Earnings (SDE).

The conversation delves deep into evaluating cash flow sustainability, identifying red flags like customer concentration risks and owner dependency, and exploring financing options from SBA loans to seller financing. Particularly fascinating is the discussion of company culture and how it impacts acquisition success. Zare shares a compelling example where a seller accepted $20,000 less than the highest offer because they believed the buyer would better preserve their company's culture and take care of their team.

Whether you're contemplating your first business purchase or looking to expand your portfolio, this episode provides invaluable guidance on approaching acquisitions strategically rather than emotionally. Ready to find your perfect business match? Listen now and discover how to evaluate opportunities like a seasoned professional.

Call Horizon Business Brokers at 703-910-7384 or visit horizonbrokers.com to begin your exit planning journey today.

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.

What's your business really worth? If you're like most entrepreneurs, the answer in your head might be dramatically different from marketplace reality.

Cash flow drives business value—this fundamental truth anchors our deep dive into valuation methodologies. But as we explore with Business broker Dustin Zeher, numerous factors beyond profit statements determine what buyers will pay. From tangible assets and inventory to risk assessment and industry positioning, valuing a business requires sophisticated analysis rather than simple formulas.

The episode demystifies technical aspects of valuation that confuse even savvy business owners. We distinguish between SDE (Seller's Discretionary Earnings) multiples that typically range from 2-3.5x for individual buyers versus EBITDA multiples of 3-5x applied in corporate acquisitions. This distinction alone explains why many owners misunderstand their company's market value.

Perhaps most enlightening is our exploration of the recasting process—where financial statements get adjusted to reveal a business's true earning potential. From normalizing owner compensation to adding back personal expenses incorrectly categorized as business costs, recasting provides the clearest picture of what a new owner might actually earn. We also examine how real estate considerations can dramatically impact valuation, potentially doubling the capital requirements for potential buyers.

Whether you're years from selling or actively planning an exit, understanding valuation fundamentals helps you make strategic decisions that maximize long-term value. Give this episode a listen, then share your valuation questions or experiences in the comments below. Your business journey doesn't end with valuation—it's just the beginning of your next opportunity on the horizon.

Call Horizon Business Brokers at 703-910-7384 or visit horizonbrokers.com to begin your exit planning journey today.

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 sell your business? Not so fast. The path to a successful exit starts long before you put up the "for sale" sign.

Dustin Zeher of Horizon Business Brokers reveals the critical behind-the-scenes preparation that makes businesses irresistible to buyers. From financial preparation to operational independence, this episode dives deep into maximizing your sale value while minimizing potential roadblocks.

Financial transparency emerges as the cornerstone of business valuation. Dustin shares a sobering reality: that $100,000 in unreported cash might save you $30,000 in taxes today, but could cost you $300,000 in sale value tomorrow. He walks through proper expense categorization and why certain practices raise red flags with buyers and lenders alike.

The episode tackles the uncomfortable truth many owners face: "Is your business too dependent on you?" Buyers pay premium prices for businesses that operate smoothly without the owner's constant presence. Dustin explains how to systematically reduce owner-dependence through team-building, documentation, and strategic delegation.

Beyond financial strength and operational independence, we explore the concept of business "curb appeal" - the often-overlooked elements that create positive first impressions with potential buyers. From clean facilities to organized documentation, these details signal a professionally-managed enterprise ready for new ownership.

Whether you're planning to sell in six months or six years, implementing these strategies today will dramatically impact your eventual exit value. Listen now to discover how to position your business for maximum value when that perfect buyer comes along.

Call Horizon Business Brokers at 703-910-7384 or visit horizonbrokers.com to begin your exit planning journey today.

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.

Selling your business might be one of the most significant financial decisions you'll ever make, and understanding the process from start to finish is crucial to maximizing your return. This comprehensive episode pulls back the curtain on the entire business sales journey, from early planning stages to post-sale transitions.

Did you know most business owners dramatically underestimate how long it takes to sell a company? The national average hovers between 8-12 months, though with proper preparation and experienced guidance, this timeline can be shortened to 5-7 months. We explore why early planning—ideally 1-3 years before your intended exit—creates significant advantages when it's time to sell.

One of the most eye-opening discussions centers on financial transparency and its impact on valuation. We share a real-world example of how keeping $100,000 in cash transactions "off the books" might save $30,000 in taxes annually but could potentially cost you $250,000 in business value when selling. This shortsighted approach represents one of the most common yet easily avoidable mistakes business owners make.

Confidentiality emerges as another critical element in successful business sales. We break down the sophisticated approaches professional brokers use to market businesses without revealing identifying information, why this matters to your ongoing operations, and how proper vetting of potential buyers protects your interests throughout the process.

The episode also demystifies complex topics like the difference between asset and stock sales, explaining why buyers and sellers typically prefer different structures and how these decisions impact both parties. As we approach closing day, we identify common roadblocks that can delay or derail transactions at the eleventh hour and provide practical strategies to avoid these pitfalls.

Whether you're actively planning to sell or simply want to understand how to maximize your business value for a future exit, this episode delivers actionable insights from over two decades of transaction experience that will help you navigate the complex journey of selling your business with confidence.

For more information visit www.horizonbrokers.com or call (703) 910-7384.

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.

Discover the secrets of business brokerage straight from the experts. Jeremy Wolf and I, Dustin Zeher, pull back the curtain on the world of buying and selling businesses. With a focus on the professional and blue-collar services sectors, we unravel the fundamental steps of business valuation and the complexities of exiting a business. This episode promises to enlighten you about the critical role that a robust network of accountants, attorneys, and lenders plays in ensuring successful transactions. Whether you're an entrepreneur about to embark on this journey or a seasoned professional, our discussion will offer indispensable insights into navigating the brokerage landscape.

Join us as I share my experiences as a young entrepreneur facing a field dominated by seasoned professionals. We tackle common hurdles that business owners often encounter, such as unrealistic valuations and inadequate financial records, with practical advice to help aspiring entrepreneurs and those looking to sell their businesses. My journey, ignited by an entrepreneurial spirit at the ripe age of 21, serves as a testament to the power of dedication and reliability in building a reputation. This episode aims to inspire, educate, and connect with the broader business community, offering valuable knowledge and insights that you can apply in your own entrepreneurial endeavors.

For more information visit www.horizonbrokers.com or call (703) 910-7384.

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.