Brad Coffman @Valorembb
I help business owners in Florida, Georgia & Tennessee sell their business for what it's really worth. CBI, CM&AP. Clean books, quiet process, max price. ValoremBrokers.com Florida, Georgia, Tennessee Joined December 2025-
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Two owners sell for the same price and walk away with very different money. The difference is structure. Asset sale or stock sale, how the non compete is written, who eats the taxes. The headline number gets the attention. The terms decide what you actually keep.
The pattern is simple. Buyers pay for earnings they can prove, spread across customers, backed by clean records. Get your books and add backs in order before the study ever starts. If you want to see where you stand, the free BOV in the bio is a good first step.
Here is what they mostly ignore. Your projections. Your story about next year. The new location you keep meaning to open. A buyer pays for proven earnings, not the upside you promise. Sell the track record, because that is the part they will actually underwrite.
When a buyer gets serious about your business, they run a quality of earnings study. It is the deepest look anyone will ever take at your books. Here is what they actually dig into, what they quietly ignore, and how to be ready before they start.
Most owners decide to sell the year they are burned out. That is the worst time to get the best price. The owners who pick a number and a rough timeline three to five years out fix the small things buyers pay for, and they walk away with more when they do sell.
When should you tell your team you're selling the business? Short answer in under a minute. #SmallBusiness #ExitPlanning
Messy books do not just annoy a buyer. They cost you money. When a buyer cannot tie your numbers to your bank deposits, they assume the worst and price it into the offer. Owners who reconcile every month often keep an extra half turn to a full turn of SDE at closing.
Working capital is the money tied up in the day to day, mostly receivables and inventory. Buyers expect enough of it to come with the business so it runs from day one. Owners who forget this watch it come straight out of the price at closing.
Your tax return is not what your business is worth. Buyers pay off SDE, your profit plus the money the company spends that is really for you. Salary, vehicle, phone, one time legal. Add those back and the real number often runs 30 to 50 percent above the return.
Most owners think buyers look at the sales number first. They do not. Buyers look at how much the business leans on the owner. A business that runs without you in the building every day is worth more and it sells faster. Build the thing so it does not need you.
The pattern is simple. Deals close when the seller keeps the business steady and the broker clears the path ahead of every deadline. If you want to know what your ninety days would look like, the free BOV in the bio is a good place to start.
The last two weeks are final conditions and the closing statement. Everyone confirms the numbers, the prorations, and the money movement. If the first eighty days were done right, closing day is quiet. Quiet is exactly what you want on closing day.
A business sale does not close the day you sign the LOI. The real work is the ninety days after. Here is what happens in that window, what the seller owns, and what the broker owns, so nothing catches you by surprise at the closing table.
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