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We Thought the Deal Was Done Until the Real Work Showed Up
Manage episode 490555520 series 3654290
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In this episode, we pull back the curtain on what actually makes a service business valuable—from strategic pricing and employee care to operational systems and SBA financing. This isn't theory. It's what we're learning firsthand while taking over a local plumbing company.
We get into the trenches—talking about the hidden leverage of SOPs, why price transparency matters more than ever, and how backend operations determine whether your business can scale or stall.
We also unpack real-world SBA changes, deal structures, and why goodwill might be the most misunderstood piece of small business valuations.
Whether you’re planning to buy a business, currently running one, or just thinking like an owner—this episode will challenge you to stop chasing revenue and start building real enterprise value.
📌 Key Topics:
✅ The three levers that drive business value (and which one is most overlooked)
✅ Why raising prices can actually retain great employees
✅ How perceived quality wins customers—even without changing your product
✅ What FF&E, inventory, and goodwill really mean in a valuation
✅ The latest SBA financing rules and how they impact your deal structure
✅ Why most businesses aren't ready for marketing (and what to fix first)
✅ The hard truth about buying vs. operating—and why finding the deal is just step one
The biggest wins come from the boring, behind-the-scenes work—if you're willing to build it right.
🎬 Chapters:
00:00 Bridging the Gap in Business Understanding
01:05 The Journey to Business Acquisition
08:30 Investing in Education for Business Success
14:56 The Importance of Due Diligence
17:20 Navigating the Underwriting Process
26:04 Understanding Negotiation Dynamics
30:45 Managing Employee Relations During Transition
36:03 Bridging the Gap in Underwriting
37:06 The Journey to Business Ownership
39:20 Understanding Business vs. Real Estate Underwriting
44:01 Investing in Education: The Value of Courses
50:27 The Importance of Community and Support
52:28 Risk Mitigation in Business Acquisition
53:24 Navigating the Due Diligence Process
01:01:40 Negotiating with Sellers: Finding Common Ground
01:07:13 Employee Retention and Transitioning Ownership
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