Practical guides on buying, selling, and valuing businesses in Los Angeles — written by a broker who does this every day.
How businesses are valued, what drives multiples up or down, and why professional valuations matter.
Read article →SDE multiples by industry, what buyers are willing to pay, and how to maximize your sale price.
Read article →The 10 key drivers that buyers pay premium for — and how to strengthen them before you list.
Read article →The three main methods, earnings multiples, asset-based, and market comparables, and when each applies.
Read article →The true owner benefit of a small business, how it's calculated and why buyers value on it.
Read article →The profitability metric used to value larger businesses, how it's calculated and how it differs from SDE.
Read article →The key difference is owner compensation, which metric applies to your business, and why it matters.
Read article →The expenses added back to profit to reveal true earnings, legitimate vs. aggressive, and why buyers scrutinize them.
Read article →EBITDA normalized for one-time and owner-discretionary items to show true ongoing earning power.
Read article →Adjusting financials to show true ongoing performance, the process behind SDE and Adjusted EBITDA.
Read article →Why buyers pay for earnings, not top-line revenue, and why margin, not size, drives value.
Read article →The intangible value above tangible assets, brand, customers, reputation, and how it's valued and taxed.
Read article →Most small businesses sell for 2x-4x SDE and mid-market for 3x-7x EBITDA, what drives the multiple, by industry.
Read article →Owner dependency, customer concentration, declining revenue, messy books, the value killers, and how to fix them.
Read article →A practical 1-3 year plan, reduce owner dependency, build recurring revenue, and clean up financials.
Read article →See your business through a buyer's eyes, verified earnings, a risk-based multiple, financing math, and return.
Read article →Ideally annually or every few years, plus before a sale or major change, and why regular valuations pay off.
Read article →Three years of tax returns and financials, year-to-date figures, add-back detail, a preparation checklist.
Read article →Differences in add-backs, multiples, and data, and how to spot a broker inflating the number to win your listing.
Read article →When a second opinion helps, broker opinions vs. formal appraisals, and how to compare without chasing the highest.
Read article →Pricing on revenue, trusting online calculators, mishandling add-backs, and emotional pricing, and how to avoid them.
Read article →A step-by-step guide to selling your business in the LA market — from valuation to closing escrow.
Read article →The complete step-by-step process from the decision to sell through closing escrow.
Read article →Everything to do 1-3 years before listing — financials, operations, legal, staffing, and more.
Read article →Business timing vs. market timing, peak value signals, and why waiting for "perfect" often backfires.
Read article →Realistic timelines by stage, what speeds deals up, and what causes them to stall.
Read article →A complete checklist, financial records, legal and corporate documents, the lease, contracts, and operations.
Read article →Blind profiles, NDAs, buyer screening, and controlled information release, the system that protects your business.
Read article →Generally not until the deal is done, why, plus when and how to tell your team.
Read article →Usually not until after closing, how to handle key accounts, contract consents, and the transition.
Read article →The LOI, due diligence, financing, the purchase agreement, escrow, and closing, from offer to done.
Read article →What the buyer examines, what you provide, and how to come through with your deal intact.
Read article →The transition period, seller-note payments, the non-compete, escrow holdbacks, and your next chapter.
Read article →Overpricing, poor preparation, bad timing, and breaking confidentiality, and how to avoid each.
Read article →An honest look at what it takes, the risks of going it alone, and when FSBO actually works.
Read article →Overpricing, poor financials, owner dependency, and weak marketing, the top reasons, and how to fix them.
Read article →Clean financials, recurring revenue, low owner dependency, and diversified customers, sell to match.
Read article →It's about terms, not just price, know your walk-away, use the levers, and negotiate from strength.
Read article →Yes, but valued differently, on assets, revenue, or turnaround potential. Who buys, and how to position it.
Read article →The full step-by-step process, from defining your criteria to financing, due diligence, and closing.
Read article →What first-time buyers need to know about choosing, financing, and safely closing on a business.
Read article →Down payment, closing costs, working capital, and reserves, and how SBA and seller financing change the math.
Read article →How a seller note works, why buyers and sellers use it, typical terms, and how it fits with SBA loans.
Read article →Financial, legal, and operational checks, the full document checklist, and what to do when problems surface.
Read article →What an SBA 7(a) loan finances, requirements, ~10% down, the process and timeline, and how to get approved faster.
Read article →Messy financials, customer concentration, owner dependency, and evasive sellers, what each warning sign means.
Read article →The avoidable errors that derail buyers, from shopping without financing to running out of cash after closing.
Read article →The essential questions about financials, why the owner is selling, customers, and operations, plus the answers that should worry you.
Read article →Compare risk, cost, financing, and speed to profit, and which path fits your goals.
Read article →It's about more than price, seller financing, earnouts, transition, allocation, and using leverage.
Read article →Brand support, costs and royalties, control, financing, and resale value compared.
Read article →The reality: truly zero-down is rare, but low-money-down deals through standby seller notes are achievable.
Read article →The P&L, balance sheet, and cash flow, how to get from net income to SDE, and the red flags to watch for.
Read article →Typically six months to a year, the timeline stage by stage, and what speeds it up or slows it down.
Read article →Durable cash flow, low owner dependency, diversified customers, growth upside, and the right price and structure.
Read article →Cash flow, leverage, debt paydown, and returns, plus the risks of acquisition investing and how to start.
Read article →Roll-ups, portfolios, and vertical integration, when you're ready for a second, and how to finance and manage them.
Read article →The two-phase model, economics, and who it's for, raising capital to find, acquire, and run a business.
Read article →The dealbreakers that should end a deal, distinguishing them from cold feet, and how to walk away the right way.
Read article →The complete guide: programs, what they finance, rates and terms, the ~10% down payment, eligibility, and costs.
Read article →The go-to loan for buying a business, what it finances, amounts and terms, and 7(a) vs. 504.
Read article →What lenders look for in you and the business, credit, experience, cash flow, guarantees, and collateral.
Read article →Generally a ~10% equity injection, part of which a standby seller note can cover. How the down payment works.
Read article →How long an SBA loan takes, typically 60-90 days, the timeline stage by stage, and how to speed approval.
Read article →Eligible for-profit operating companies vs. the industries the SBA excludes, and the decisive cash-flow test.
Read article →How a seller note works with an SBA loan, standby rules, and how it counts toward your equity injection.
Read article →Messy financials, weak cash flow, a low valuation, and lease issues, the pitfalls that stall deals, and how to avoid them.
Read article →The full checklist, personal financial statement, tax returns, business financials, and the deal documents.
Read article →Get pre-qualified, buy clean financials, use a Preferred Lender, organize documents, and respond quickly.
Read article →Who must sign, what personal liability and collateral mean, why it's required, and how to think about the risk.
Read article →How veterans can use SBA financing to buy a business, available benefits, and why military experience is an asset.
Read article →That they take forever, need perfect credit, or require huge down payments, the reality behind each misconception.
Read article →The common reasons, whether to appeal or reapply, trying another lender, and alternative financing paths.
Read article →The guarantee fee, lender fees, valuation, legal and escrow costs, and how many can be financed into the loan.
Read article →Types of buyers, how broker networks work, and why confidential marketing beats going public.
Read article →BizBuySell, broker networks, confidential listings — where buyers actually look and how to reach them.
Read article →What brokers actually do, the real risks of going it alone, and when representation pays for itself.
Read article →Valuation, confidential marketing, buyer screening, negotiation, and deal management, the full role explained.
Read article →From valuation to closing and transition, the full step-by-step process a broker runs on your behalf.
Read article →Success-based commissions (around 10% for small businesses), the Lehman scale, and retainers, explained.
Read article →Experience, valuation approach, fees, marketing, buyer network, and who handles your deal, what to ask.
Read article →Experience, honesty, discretion, buyer network, negotiation skill, and deal management, how to recognize one.
Read article →Blind profiles, marketplaces, buyer databases, and direct outreach, all while protecting confidentiality.
Read article →Financial capacity, financing readiness, experience, and intent, why buyer screening protects you.
Read article →The broker learns your business and goals, discusses valuation and process, and reviews the agreement.
Read article →What each means, and why an exclusive listing with a broker you trust is usually the better choice.
Read article →What an LOI is, what it does, where it fits in the deal, and why it's mostly non-binding.
Read article →Price and structure, contingencies, exclusivity, transition, and timeline, the essential components.
Read article →Keep it clear and focused, balance specificity with flexibility, and mark the binding provisions.
Read article →Vague terms, unclear binding language, mishandled exclusivity, and rushing, the errors that derail deals.
Read article →How the no-shop clause works, why buyers want exclusivity, and what's a fair period for sellers.
Read article →Deal terms are usually non-binding, but exclusivity and confidentiality bind, why the distinction matters.
Read article →Working capital, inventory true-ups, earnouts, and holdbacks, why the final price can differ.
Read article →Negotiate the whole deal, know your priorities, use leverage, and keep momentum, for buyers and sellers.
Read article →Not automatically, evaluate the terms, buyer quality, and financing, but a strong first offer can be your best.
Read article →A complete checklist, financial, legal, operational, employee, lease, and tax items to verify before buying.
Read article →Reconciling financials to tax returns, verifying add-backs, and testing revenue quality, how buyers confirm the numbers.
Read article →Entity standing, liens, contracts and assignability, litigation, licenses, and IP, what attorneys review.
Read article →The roster, compensation, key-employee retention, worker classification, and liabilities, verifying the team.
Read article →Remaining term, options, assignability, and rent, why the lease can make or break a location-dependent deal.
Read article →Verifying tax compliance, uncovering liabilities, clearances, and avoiding successor liability.
Read article →Unverifiable earnings, undisclosed liabilities, lease problems, and a dishonest seller, what ends deals.
Read article →Renegotiating, holdbacks and indemnities, adjusted terms, or walking away, how issues get resolved.
Read article →Rushing, trusting the seller's numbers, skipping advisors, and re-trading in bad faith, how to run diligence right.
Read article →Poor preparation, hiding problems, slow responses, and inflated add-backs, how sellers survive buyer scrutiny.
Read article →How the neutral escrow holder holds funds, coordinates conditions, and protects both buyer and seller.
Read article →Preparation, responsiveness, the right team, and a planned transition, the playbook for a smooth close.
Read article →The liability and tax differences, and why buyers usually prefer asset sales in small-business deals.
Read article →The purchase agreement, bill of sale, assignments, promissory note, and non-compete, what each one does.
Read article →Final documents are signed, funds are disbursed, and ownership transfers, what to expect when a deal closes.
Read article →Typically a few weeks to a couple of months, what financing, clearances, and licenses do to the timeline.
Read article →What escrow fees cover, who pays (often split), typical amounts, and the other closing costs to budget for.
Read article →Financing, lease and landlord issues, license transfers, and tax clearances, the delays, and how to avoid them.
Read article →How business-email-compromise scams work, why you must verify wiring instructions by phone, and what to do if targeted.
Read article →Common causes, what happens to the deposit, whether it can be revived, and how to protect yourself.
Read article →Building wealth by buying a business instead of starting one, the models, why it works, and how to start.
Read article →Acquiring multiple businesses in one industry to build scale and capture multiple arbitrage.
Read article →How PE firms buy, improve, and sell businesses, and what selling to private equity means for an owner.
Read article →Patient, long-term capital that buys and holds, what family offices want and how they differ from PE.
Read article →The structure serious acquirers use to own a portfolio, liability protection, tax efficiency, and capital allocation.
Read article →Semi-passive ownership is achievable with the right business and management, the realistic picture.
Read article →Cash flow, leverage, and reinvestment compounding over time, plus structures to pass wealth to the next generation.
Read article →Start years early, know your options, maximize value, and plan taxes, so you exit on your terms.
Read article →Part of the price tied to future performance, why they're used, how they're structured, and the dispute risk.
Read article →Delivering the business with normal working capital, the peg, the true-up, and how it's negotiated.
Read article →Dividing the price across asset classes for tax, why buyers and sellers have opposing preferences.
Read article →Why the seller agrees not to compete, typical scope and duration, enforceability, and California's rules.
Read article →How the seller helps hand off the business, duration, scope, compensation, and why they protect value.
Read article →Stay bonuses, retention agreements, timing and communication, keep the team that makes the business valuable.
Read article →Start years early, deal structure and allocation, installment sales, and strategies to keep more of your proceeds.
Read article →HVAC companies sell for 2.5x-5x SDE. How recurring maintenance contracts and technician retention drive the multiple.
Read article →Plumbing businesses sell for 2x-4.5x SDE. Why service and repair work commands more than new construction.
Read article →Restaurants sell for 1.5x-3x SDE, or ~25-40% of sales. Why the lease is often worth more than the profit.
Read article →Med spas sell for 3x-6x SDE. How memberships, injector retention, and the medical director structure set the price.
Read article →Contractors sell for 2x-4x SDE plus assets and backlog. How CSLB licensing and bonding capacity affect the deal.
Read article →Manufacturers sell for 3x-6x EBITDA plus assets. Why customer concentration is the number-one swing factor.
Read article →Gyms and studios sell for 2x-3.5x SDE. How recurring membership revenue and churn determine value.
Read article →Roofers sell for 2.5x-5x SDE. Why recurring maintenance beats storm-chasing, and how warranties factor in.
Read article →Auto shops sell for 2x-3.5x SDE — and the real estate is often the bigger prize. How to structure the deal.
Read article →Dental practices sell for 60-85% of collections, or 4x-7x EBITDA for DSO buyers. How payer mix and associates drive value.
Read article →Bakeries sell for 2x-3x SDE. Why wholesale and B2B accounts are worth more than a retail-only counter.
Read article →Childcare centers sell for 2.5x-4x SDE, often plus real estate. How enrollment and licensed capacity drive value.
Read article →Dry cleaners sell for 2x-3x SDE, but environmental (perc) liabilities and commercial accounts can swing the price.
Read article →Ecommerce sells for 2.5x-4x SDE, with strong DTC brands reaching 4x-5x+. How brand ownership and channel mix drive value.
Read article →Landscapers sell for 2x-3.5x SDE. Why recurring maintenance contracts beat one-time design-build work.
Read article →RCFEs and assisted living are valued on occupancy, EBITDA or cap rate, and real estate. How payer mix drives the price.
Read article →Chiropractic practices sell for 60-75% of collections, or 1.5x-3x SDE. How owner dependency and cash-wellness models matter.
Read article →Cleaning companies sell for 2x-4x SDE. Why recurring commercial janitorial contracts are worth more than residential.
Read article →Printers sell for 2x-3.5x SDE plus equipment. Why packaging, signage, and wide-format beat commodity print.
Read article →Franchise units resell for 2.5x-4x SDE, adjusted for brand strength, royalties, and remaining term. What buyers pay for.
Read article →The process plus California's rules on escrow, seller disclosure, employment law, sales tax, and capital gains.
Read article →The buyer's guide to California, escrow and bulk-sale rules, license transfers, employment diligence, and financing.
Read article →How the seller's permit, local licenses, professional licenses, and ABC liquor licenses transfer in a sale.
Read article →What sellers must disclose, material facts, financial accuracy, and why transparency protects you from liability.
Read article →Bulk-sale law, notice to creditors, licensed escrow holders, and the typical California closing timeline.
Read article →Final pay and PTO payout, Cal-WARN, at-will rehiring, wage-and-hour risk, and successor considerations.
Read article →Tax on tangible assets, the occasional-sale rules, successor liability, and the CDTFA tax-clearance certificate.
Read article →Landlord consent, assignment vs. sublease, personal guarantees, and why the lease can make or break your deal.
Read article →The federal requirements plus California factors, licensing, lease terms, environmental review, and higher prices.
Read article →California taxes gains as ordinary income, how allocation, installment sales, and planning affect what you keep.
Read article →Local market insight for Valencia, Newhall, Saugus, and Canyon Country, plus the steps to sell for full value.
Read article →Local guidance for Thousand Oaks, Simi Valley, Oxnard, Camarillo, and Ventura, and how to sell for top value.
Read article →The local market, what to look for across the SCV, financing, and the California steps to close.
Read article →Home services, healthcare, and essential recurring-revenue businesses, and what makes them strong acquisitions here.
Read article →How businesses are valued here, SDE and EBITDA multiples, industry ranges, and local factors that move your price.
Read article →Buyer types, confidential marketing, and broker networks, why the right buyers, not the most, get deals done.
Read article →Every business is different. Let's have a confidential conversation about your specific situation.
Talk to Martin