The Apex Business Advisors Podcast

Today we explore how buyers and sellers can move from constant negotiation to a collaborative team during due diligence, closing and the post-close transition. Topics include ride-alongs to build rapport, prepping buyers for lender interviews, common attorney roadblocks, and why engagement and transition planning matter.

Key takeaways: foster trust through joint communication and shared goals, coach buyers before lender interviews,...

Today we're talking about the evolving world of business lending resulting from the recent SOP changes by the SBA. Effective since June 1st, the banks are trying to re-define their lending criteria, particularly in the wake of economic uncertainty. The conversation covers how debt coverage ratios are pivotal in lending decisions and how banks are now scrutinizing buyer backgrounds and financial strength more than ever.

Whether you'...

 In this episode, we dive into the intricacies of engagement agreements and their role in business sales. Learn why maintaining accurate information is crucial when entering into engagement agreements and how these documents have evolved over time to safeguard both sellers and buyers.

Join us as we explore the main components of engagement agreements, including the exclusive right to sell, commission structures, and the importance ...

In this episode of the Apex Business Advisors podcast, Andy and Doug discuss the complications that arise when business owners mix personal expenses with company finances. The episode sheds light on the impact of excessive personal add backs, a common issue in the business sales process, and how it affects potential deals.

Listeners will gain insight into a current case where a business is facing valuation challenges due to high pe...

In this episode of the Apex Business Advisors podcast, Andy and Doug dive into a unique business transaction that saw the closing of the same business twice within a few years. The business's new journey unfolds as the owners found it necessary to sell again due to lifestyle and professional changes.

The discussion offers insight into the complexities of such transactions, highlighting critical factors including the importance of h...

The conversation dives deep into the benefits of IRS-approved structured installment sales as a simple, straightforward method for deferring taxes, compared to the more complex and risky deferred sales trusts. Andy and Doug explain how these financial arrangements can help sellers defer taxes, the required conditions for setting them up, and the potential pitfalls of deferred sales trusts if not properly structured.

Listeners can a...

In this best of episode of the Apex Business Advisors podcast, Andy and Doug dive deep into the often misunderstood world of tax management strategies within business transactions. The discussion unravels the complexities of end-of-year equipment and inventory purchases used to minimize tax liabilities. We share real-world anecdotes on how these seemingly beneficial decisions can backfire, affecting net income, business valuation, ...

Today, we introduce you to the newest member of our team, Dave Pilcher. Dave joins Apex with a diverse background in business management and subprime lending, bringing with him a wealth of knowledge and experience in dealing with businesses and potential buyers.

In this episode, Dave talks about his transition into the advisory role and his passion for helping business owners prepare for a sale. With insights gathered from years of...

Today we're talking about the various waves of marketing in business sales, from leveraging existing contacts to targeted outreach and industry buyers. The episode also explores the importance of engagement agreements, the role of advisors, and the dynamics of buyer interest changes.

Whether you're a buyer, seller, or simply interested in the business sales process, this episode offers a comprehensive look at the strategies used by...

Andy shares a cautionary tale about the pitfalls of relying solely on accountants for business valuations, illustrating with a case where an accountant's valuation was significantly higher than its market value. The episode emphasizes the importance of engaging certified business appraisers and experienced brokers to ensure realistic pricing and seamless transactions.

This episode is a must-listen for business owners and aspiring e...

In this episode, Andy and Doug discuss the risks and pitfalls of attempting to sell your business without professional guidance, as shared in a cautionary tale about a seller who lost a major client due to a botched DIY sale. They discuss the importance of leveraging professional networks and expertise, emphasizing the value of contacts and the right timing for sharing information during the sales process.

We explore the common mis...

In this engaging episode of the Apex Business Advisors podcast, we're joined by our longtime friend, Stephen Heiner. Stephen, a trusted colleague since 2017, brings unique insights into the world of entrepreneurship.

The conversation explores the emotional aspects of buying and owning a business, highlighting how this journey is much more than just a financial venture. Drawing from Scott Greenberg's book 'The Wealthy Franchisee', w...

This week, we dive into the dynamics of business sales efficiency and address a paradox many sellers face: can a deal be closed too quickly?

Our conversation centers around the swift under-contract achievement by broker Jay Kvasnicka, sparking discussions on pricing strategies and seller apprehensions. We touch on how full-price offers within weeks can raise concerns about valuation, even when the numbers align perfectly.

This epis...

In this episode, we dive into the evolving dynamics of buyer-seller meetings, particularly in the post-COVID era, and how technology has reshaped the negotiation landscape.

We share personal anecdotes and insights from recent experiences with buyer-seller meetings, highlighting changes in traditions and the new norms established in the business world. We discuss the importance of words, tone, and body language during these meetings...

We welcome back a familiar voice, Jason Moxness, who recently transitioned from a long banking career into the business brokerage world. Jason, a well-known figure in the banking and SBA sector, joins Apex as a knowledgeable advisor and shares his insights on navigating economic challenges such as tariffs, which have both positive and negative impacts on businesses.

Listeners will learn from Jason's inspiring journey, spanning over...

Andy and Doug dive into the complexities of deal closings, discussing the dynamics and challenges that come with the territory. Listeners are taken through the journey of recent closings, including a rapid cash deal that concluded in under two weeks and the hurdles associated with a protracted six-month deal.

We explore the role of cash buyers in the current marketplace and the speed and efficiency they bring to transactions. Mainl...