What are buyers really looking for in today's deal market? In this episode of Transaction Talk, Jennifer Fox and Eric Sigman are joined by Steven Smith of Business Transfers & Strategies, a buy-side advisor who works closely with individual buyers, private equity groups, and strategic acquirers. He breaks down how each type of buyer approaches acquisitions and what drives their decisions, from growth potential and scalability to long-term alignment. The conversation also explores shifting industry trends, key risks shaping buyer behavior, and what can make or break a deal during the process. Throughout, Steven emphasizes a central theme: success in today's market comes down to fit, not just chasing the hottest industries. Tune in to hear the full scope of our conversation and what today's buyers are really looking for!

Key Points From This Episode:

• Welcoming returning guest, Steven Smith of Business Transfers & Strategies.
• Types of buyers: individuals, private equity groups, strategics, and family offices.
• What each type of buyer is looking for, from scalability to long-term fit.
• Key risks buyers assess: employees, customers, and industry factors.
• Industries that are gaining traction, like home services and electrical contracting.
• Why buyers must differentiate themselves in a crowded, competitive market.
• How tariffs and supply chain disruptions are impacting manufacturing deals.
• AI and automation as emerging factors in buyer decision-making.
• The importance of fit over chasing "hot" industries.
• How buyer background, skills, and experience shape what makes a "good fit."
• Common seller mistakes: poor financials, delays, and lack of transparency.
• Why communication and preparation can make or break a deal.

Tip of the Day: Don't chase industry, chase fit. The long-term value of a deal depends on how well you align with the business and your ability to improve it over time.

Links Mentioned in Today's Episode:

Steven Smith on LinkedIn

Business Transfers & Strategies
Jennifer Fox on LinkedIn

Eric Sigman on LinkedIn

Transaction Talk

Disclaimer:

The material on this site may be considered advertising under the rules of the Supreme Judicial Court of Massachusetts. This site is solely for informational purposes and provides general information only. Nothing on this site should be construed as legal advice or consultation either generally or in a particular case. Neither the receipt nor the distribution of materials constitutes the formation of an attorney-client relationship.

s there ever really a perfect time to sell your business, or does the best exit come down to preparation, performance, and knowing when not to wait? In this episode, Jennifer Fox and Eric Sigman welcome back Johnathan Zsittnik, Senior Manager and Business Broker at Transworld Boston, to discuss how to know when it is the best time to sell your business. Jonathan explains why waiting for the perfect time to sell can be risky, why selling when your business is in a stable financial state offers the best leverage and valuation, and the typical signs that it is time to sell. He shares why buyers should prioritize recent revenue and profit trends, why market conditions and supply chain stability can swing deals, and how a dependable staff makes a business more attractive. Jonathan also breaks down a clear approach to timing your retirement, how to plan effectively to avoid last-minute pressure-driven sales, and how to ensure that you sell on your own terms. Tune in to learn how to prepare for a successful and stress‑free business sale with Johnathan Zsittnik.

Key Points From This Episode:

• Introduction to Johnathan Zsittnik, Senior Manager and Business Broker at Transworld Boston.
• Why there is rarely a perfect time to sell a business, and why you should not wait.
• Learn how strong and growing financial performance attracts better offers.
• Discover why selling from a position of strength gives owners better leverage.
• Find out how earnouts can help bridge gaps in valuation when revenue has declined.
• Explore how supply chain stability can impact timing and valuation when selling.
• The importance of having experienced, reliable staff to share the workload.
• Uncover the common reasons why most owners decide to sell.
• What to take into account to ensure a smooth and effective transition.
• Johnathan highlights mistakes that owners should avoid when selling.
• Advice for owners who are considering selling and how to contact Johnathan.

Tip of the Day: Start early, talk to a broker or exit planner, and create a plan that allows you to sell by choice, not necessity.

Links Mentioned in Today's Episode:

Johnathan Zsittnik
Transworld Business Advisors Boston

Inside the Deal: How One Business Sale Really Happens with Boston Broker, Johnathan Zsittnik
Jennifer Fox on LinkedIn

Eric Sigman on LinkedIn

Transaction Talk

Disclaimer:

The material on this site may be considered advertising under the rules of the Supreme Judicial Court of Massachusetts. This site is solely for informational purposes and provides general information only. Nothing on this site should be construed as legal advice or consultation either generally or in a particular case. Neither the receipt nor the distribution of materials constitutes the formation of an attorney-client relationship.

Selling your business is likely the largest financial event of your life, yet many owners try to go it alone or wait until the last minute to prepare. In this episode, Jennifer Fox and Eric Sigman explain why a successful exit starts with building the right professional team. They break down how the right advisors can turn what might feel like a stressful, complex process into a smooth and profitable transition. From a business broker who guides the sale, to a CPA who helps navigate tax implications, to a skilled transaction attorney who protects your interests in the contracts, they outline the key roles every seller should have in place. In their discussion, they also highlight other important experts who can help safeguard your financial future and point out common mistakes owners make when assembling their advisory teams. Tune in to learn why deals are far less likely to fall apart when experienced M&A professionals are involved, and why starting to build your team early can make all the difference when it's time to sell.

Key Points From This Episode:

• Today's topic of conversation: building the right team.
• Jennifer unpacks who should be on your team, and why it matters.
• Why a business broker is an important member of your team.
• Working with your CPA, and how that makes the broker's job easier.
• The role of a transaction attorney (and why the right one is key!)
• How a financial advisor can support your transaction: understanding your financial situation.
• Other key players who have a role to play on your team.
• Jenn shares common mistakes made when compiling teams.
• A key takeaway from today's topic.

Tip of the Day: When selling your business, don't go it alone—build a team of experienced professionals to ensure you do it right and maximize the value of your deal.

Links Mentioned in Today's Episode:

Jennifer Fox on LinkedIn

Eric Sigman on LinkedIn

Transaction Talk

Disclaimer:

The material on this site may be considered advertising under the rules of the Supreme Judicial Court of Massachusetts. This site is solely for informational purposes and provides general information only. Nothing on this site should be construed as legal advice or consultation either generally or in a particular case. Neither the receipt nor the distribution of materials constitutes the formation of an attorney-client relationship.