This is the audio version of “How a 27-Year Business Failed — And the Financial Warning Signs Owners Miss.”

In this episode, Sara Vaziri and business coach Ellie Marshall discuss a real-world example of a long-established business that ultimately failed after decades of operation, and what business owners can do to avoid a similar outcome.

They explore the financial warning signs many owners overlook, why profitability matters more than revenue alone, and how changing market conditions, rising costs, increased competition, and poor financial visibility can quietly erode a company's foundation.

The conversation covers the importance of understanding financial statements, monitoring key performance indicators (KPIs), reviewing net profit regularly, and making data-driven decisions instead of relying solely on instinct.

Ellie shares practical insights from her work helping business owners improve profitability, strengthen operations, and create businesses that can operate more effectively without constant owner involvement.

The discussion highlights an important reality for business owners preparing for growth, succession, ownership transition, M&A, or a future sale:

A business that does not consistently generate profit becomes increasingly difficult to grow, transfer, or sell.

Strong financial management is not only about surviving today. It is about protecting future value and building a business that can thrive beyond the owner.

Key topics:

• Business profitability
• Net profit
• Financial statements
• Profit and loss statement
• Balance sheet
• Financial KPIs
• Pricing strategy
• Business coaching
• Business turnaround
• Business growth
• Business value
• Financial discipline
• Risk reduction
• Exit planning
• Succession planning
• Building a business beyond the owner

For the full video conversation, watch on YouTube:

Host:
Sara Vaziri, MBA, MSc, CBB, CBI
Zoom Business Brokers
(949) 426-5067
sara.vaziri@zbbcorp.com

M&A Advisor, Award-Winning Certified Business Broker, Founder and Office Broker of Zoom Business Brokers, specializing in selling manufacturing, B2B, contractor, wholesale, 3PL, and financial-related businesses in California.

More Information:
https://www.linkedin.com/in/saravaziri/

Guest:

Ellie Marshall, MBA
Coach Ellie Marshall
(978) 844-6349
ellie@coachelliemarshall.com
www.coachelliemarshall.com

Award-winning business coach with an MBA in Finance from Columbia Business School and more than 25 years of experience helping HVAC, plumbing, and home service business owners improve profitability, strengthen operations, and create sustainable growth.

She specializes in financial management, operational systems, leadership development, business profitability, cash flow protection, and helping owners build businesses that can operate successfully without constant owner involvement.

More Information:
https://www.linkedin.com/in/elliesmarshall/

https://www.coachelliemarshall.com/

Disclaimer:

This show is for informational purposes only and does not constitute legal, tax, accounting, valuation, investment, financial, or business brokerage advice. Please consult your own qualified advisors before making business decisions.

#BusinessProfitability #BusinessValue #ExitPlanning #SuccessionPlanning #BusinessOwners

This is the audio version of “How a PEO Helps Business Owners Reduce HR, Payroll, and Compliance Risk.”

In this episode, Sara Vaziri and Ailene Dewar Costello discuss how Professional Employer Organizations (PEOs) help growing businesses manage HR, payroll, compliance, employee benefits, workers’ compensation, and employment-related risk.

They explain what a PEO is, how the co-employment model works, and why many business owners begin feeling increasing pressure from workforce management as their companies grow. The conversation explores common HR challenges, compliance obligations, employee retention concerns, workers’ compensation management, and how stronger HR systems can help business owners focus on growth instead of administration.

Ailene shares practical insights into how PEOs can provide access to broader employee benefits, reduce liability exposure, improve operational efficiency, and help businesses create scalable people-management systems.

The discussion highlights an important reality for business owners preparing for growth, succession, ownership transition, M&A, or a future sale:

People systems are business systems.

The more dependent a company is on the owner to manage every employee issue, compliance requirement, and HR challenge, the harder it may be to scale, transfer, or transition that business in the future.

Key topics:

• Professional Employer Organizations (PEOs)
• HR compliance
• Employee management
• Payroll administration
• Co-employment
• Employee benefits
• Workers’ compensation
• EPLI insurance
• Employment law risk
• HR outsourcing
• Employee retention
• Business scalability
• Operational efficiency
• Risk reduction
• Ownership transition
• Business succession
• Building a business beyond the owner

For the full video conversation, watch on YouTube:https://youtu.be/A4qmVE6vO3c

Host:
Sara Vaziri, MBA, MSc, CBB, CBI
Zoom Business Brokers
(949) 426-5067
sara.vaziri@zbbcorp.com

M&A Advisor, Award-Winning Certified Business Broker, Founder and Office Broker of Zoom Business Brokers, specializing in selling manufacturing, B2B, contractor, wholesale, 3PL, and financial-related businesses in California.

More Information:
https://www.linkedin.com/in/saravaziri/

Guest:
Ailene Dewar Costello, CBPA, aPHR
Vice President of Sales, California | Engage PEO
(714) 393-2297
adewar@engagepeo.com

Ailene has extensive experience in human resources, recruiting, workers’ compensation, healthcare, employee benefits, and compliance. She helps business owners, CEOs, CFOs, and founders strategically manage human capital so they can focus on growth, talent retention, operational efficiency, and long-term business success.

More Information:
https://www.linkedin.com/in/ailenedewar/

Disclaimer:
This show is for informational purposes only and does not constitute legal, employment, tax, accounting, valuation, investment, or business brokerage advice. Please consult your own qualified advisors before making any decisions.

#PEO #HRCompliance #BusinessGrowth #OwnershipTransition #BusinessOwners

This is the audio version of “Why GAAP Accounting Matters When Selling a Business.”

In this episode, Sara Vaziri and Diane E. Wittenberg, CPA, discuss how GAAP accounting and financial transparency can influence business value, buyer confidence, and transaction readiness.

They explain what GAAP accounting is, why it was created, and how it helps business owners present a clearer and more reliable picture of company performance. The conversation also explores the differences between cash basis and accrual accounting, reviewed and audited financial statements, and how accurate financial reporting can support better business decisions.

Diane shares practical insights into how buyers, lenders, and investors evaluate financial information and why stronger reporting can reduce risk, improve credibility, and potentially increase the value of a business.

The discussion highlights an important reality for business owners preparing for succession, ownership transition, M&A, or a future sale:

Financial statements are more than a record of the past.

They are often one of the first tools buyers use to determine the quality, sustainability, and transferability of a business.

Key topics:
• GAAP accounting
• Financial transparency
• Business valuation
• Cash basis vs. accrual accounting
• Revenue recognition
• Inventory accounting
• Audited financial statements
• Reviewed financial statements
• Buyer confidence
• Financial reporting
• Business value drivers
• M&A readiness
• Risk reduction
• Exit planning
• Ownership transition
• Business succession
• Building a business beyond the owner

For the full video conversation, watch on YouTube:

https://youtu.be/Csq3v8ZqAH0

Host:
Sara Vaziri, MBA, MSc, CBB, CBI
Zoom Business Brokers
(949) 426-5067
sara.vaziri@zbbcorp.com

M&A Advisor, Award-Winning Certified Business Broker, Founder and Office Broker of Zoom Business Brokers, specializing in selling manufacturing, B2B, contractor, wholesale, 3PL, and financial-related businesses in California.

More Information:
https://www.linkedin.com/in/saravaziri/

Guest:
Diane E. Wittenberg, CPA
Partner | Haskell & White LLP

Direct: (949) 450-6334
dwittenberg@hwcpa.com
https://www.hwcpa.com

Diane has more than 40 years of experience serving public, private, and nonprofit organizations and specializes in audit, advisory, M&A, IPO, and compliance services.

Disclaimer:
This show is for informational purposes only and does not constitute legal, financial, tax, accounting, investment, valuation, or business brokerage advice. Please consult your own qualified advisors before making any decisions.

#GAAPAccounting #BusinessValuation #ExitPlanning #OwnershipTransition #BusinessOwners

This is the audio version of “How Business Valuation Really Works.”

In this episode, Sara Vaziri and Gordon Lin discuss how valuation professionals determine what a business is worth and the factors that can significantly influence enterprise value.

They break down the difference between a business valuation and a formal business appraisal, explain what EBITDA measures, and walk through the three primary valuation approaches: market, income, and asset-based valuation.

Gordon also shares insights into how buyers, investors, and valuation professionals evaluate risk, future cash flows, company size, profitability, growth potential, recurring revenue, and customer concentration when assessing a business.

The conversation highlights why valuation is not just about current earnings. It is also about sustainability, transferability, and how well a business can perform beyond its current owner.

Key topics:
• Business valuation
• Business appraisal
• Enterprise value
• EBITDA
• Market approach valuation
• Income approach valuation
• Asset-based valuation
• Business value drivers
• Growth and profitability
• Key person risk
• Owner dependency
• Recurring revenue
• Customer concentration
• Business sale readiness
• M&A preparation
• Exit planning
• Succession planning
• Building a business beyond the owner

For the full video conversation, watch on YouTube:

Host:
Sara Vaziri, MBA, MSc, CBB, CBI
Zoom Business Brokers
(949) 426-5067
sara.vaziri@zbbcorp.com

M&A Advisor, Award-Winning Certified Business Broker, Founder and Office Broker of Zoom Business Brokers, specializing in selling manufacturing, B2B, contractor businesses, wholesale, 3PL, and financial-related businesses in the State of California.

More Information:
https://www.linkedin.com/in/saravaziri/

Guest:
Gordon Lin
Managing Partner | Libra Value Partners
M: 626.376.5544
glin@libravaluepartners.com
www.libravaluepartners.com
https://www.linkedin.com/in/c-gordon-lin-a1b734/

Disclaimer:
This show is for informational purposes only and does not constitute legal, financial, tax, investment, valuation, or business brokerage advice. Please consult your own qualified advisors before making any decisions.

#BusinessValuation #BusinessAppraisal #BusinessValue #ExitPlanning #BusinessOwners

This is the audio version of “Working Capital in a Business Sale: What Owners Miss.”

In this episode, Sara Vaziri and Raymond Skaug discuss why working capital becomes such an important part of buying and selling a business.

They break down what working capital means, what is typically included, and why buyers pay close attention to inventory, accounts receivable, accounts payable, cash flow, and the working capital peg during a transaction.

Raymond explains why a profitable business can still create cash problems after closing, especially when receivables are slow, inventory turns unevenly, or the buyer needs operating cash in the first 90 days.

They also discuss how cash management, vendor terms, excess inventory, obsolete inventory, and receivable collection can affect buyer confidence, business valuation, and deal readiness.

Key topics:
• Working capital
• Business sale preparation
• Business valuation
• Cash flow management
• Profit vs. cash
• Accounts receivable
• Inventory management
• Accounts payable
• Working capital peg
• Cash conversion cycle
• Buyer risk
• SBA acquisition loans
• Deal readiness
• M&A preparation
• Selling a business
• Building a business beyond the owner

For the full video conversation, watch on YouTube:
https://youtu.be/aJx2TXA12cU

Host:
Sara Vaziri, MBA, MSc, CBB, CBI
Zoom Business Brokers
(949) 426-5067
sara.vaziri@zbbcorp.com
M&A Advisor, Award-Winning Certified Business Broker, Founder and Office Broker of Zoom Business Brokers, specializing in selling manufacturing, B2B, contractor businesses, wholesale, 3PL, and financial-related businesses in the State of California.

More Information:
https://www.linkedin.com/in/saravaziri/

Guest:
Raymond Skaug, CVA, MBA
CEO of BizProValue
614-270-0609
ray@bizprovalue.com
www.bizprovalue.com
https://www.linkedin.com/in/ray-skaug-74466314/

Disclaimer:
This show is for informational purposes only and does not constitute legal, financial, tax, investment, valuation, or business brokerage advice. Please consult your own qualified advisors before making any decisions.

#WorkingCapital #BusinessValuation #SellingABusiness #ExitPlanning #BusinessOwners

This is the audio version of “Exit Planning for Business Owners: Build Value, Reduce Risk, and Prepare to Sell.”

In this episode, Sara Vaziri and Maylia Tsen discuss why selling a business successfully starts long before a buyer makes an offer.

They break down how exit planning helps business owners prepare their company for sale, succession, ownership transition, and long-term continuity. Maylia explains why a profitable business may still not be ready to sell if the owner is too central to operations, financial reporting is not clean, contracts are not in place, or customer concentration creates buyer risk.

They also discuss how business owners can identify hidden red flags, improve business value, prepare emotionally for life after the sale, and reduce the risks that can lower valuation or stop a deal from moving forward.

Maylia also shares a real-world example where early exit planning helped owners move from an $11 million offer to a $19 million sale with the same buyer.

Key topics:
• Exit planning
• Preparing a business for sale
• Business succession planning
• Business valuation
• Business value building
• Owner dependency
• Customer concentration risk
• M&A preparation
• Business sale red flags
• Ownership transition
• Partner alignment
• Financial reporting
• Legal contracts
• Estate planning
• Deal readiness
• Building a business beyond the owner

For the full video conversation, watch on YouTube:
https://youtu.be/Jaoj7s3G3gw

Host:
Sara Vaziri, MBA, MSc, CBB, CBI
Zoom Business Brokers
(949) 426-5067
sara.vaziri@zbbcorp.com
M&A Advisor, Award-Winning Certified Business Broker, Founder and Office Broker of Zoom Business Brokers, specializing in selling manufacturing, B2B, contractor businesses, wholesale, 3PL, and financial-related businesses in the State of California.

More Information:
https://www.linkedin.com/in/saravaziri/

Guest:
Maylia Tsen
NAVIX Consulting Services
Planning Today for Tomorrow’s Exit
“Maximizing Your Valuation”
itsbusinessadvisor@gmail.com
(949) 637-2624
https://www.linkedin.com/in/maylia

Disclaimer:
This show is for informational purposes only and does not constitute legal, financial, tax, investment, or business brokerage advice. Please consult your own qualified advisors before making any decisions.

#ExitPlanning #BusinessSuccession #BusinessValue #OwnershipTransition #SellingABusiness

This is the audio version of “ESOP Exit Strategy: How Business Owners Can Sell to Employees Through an ESOP.”

In this episode, Sara Vaziri and Anthony Levi discuss how an ESOP, or Employee Stock Ownership Plan, can give business owners another path beyond selling to a strategic buyer, private equity, or family successor.

They break down how an ESOP can help owners sell their company to employees through a structured ownership transition, create liquidity over time, and remain involved while preparing the business for long-term continuity.

Anthony also explains when an ESOP may be a good fit, why positive cash flow matters, how sellers may receive payment, how the ESOP trust structure works, and why succession planning still matters even after the transaction begins.

They also discuss ESOP tax advantages, fair market valuation, strategic buyer comparisons, leadership transition, governance, and red flags that may make an ESOP the wrong path for certain businesses.

Key topics:
• ESOP exit strategy
• Employee Stock Ownership Plan
• Selling a business to employees
• Business succession planning
• Ownership transition
• Exit planning
• Business valuation
• ESOP tax advantages
• Seller liquidity
• Strategic buyer vs. ESOP
• Private equity alternative
• Leadership succession
• Governance and board oversight
• ESOP feasibility
• Building a business beyond the owner

For the full video conversation, watch on YouTube:

Host:
Sara Vaziri, MBA, MSc, CBB, CBI
Zoom Business Brokers
(949) 426-5067
sara.vaziri@zbbcorp.com

M&A Advisor, Award-Winning Certified Business Broker, Founder and Office Broker of Zoom Business Brokers, specializing in selling manufacturing, B2B, contractor businesses, wholesale, 3PL, and financial-related businesses in the State of California.

More Information:
https://www.linkedin.com/in/saravaziri/

Guest:
Anthony Levi
TENOR ESOP PARTNERS
Ph: (206) 369-0796
levi@tenoresop.com
linkedin.com/in/alevi

Disclaimer:
This show is for informational purposes only and does not constitute legal, financial, tax, investment, or business brokerage advice. Please consult your own qualified advisors before making any decisions.

#ESOP #ExitPlanning #BusinessSuccession #EmployeeOwnership #OwnershipTransition #SellingABusiness

This is the audio version of “Inventory Can Kill Deals: Why Inventory Control Matters Before Selling a Business.”

In this episode, Sara Vaziri and Marc Hamilton discuss why inventory management can become a major issue before a business sale, especially for manufacturing, importing, distribution, and inventory-heavy companies.

They break down why inventory may look like an asset on the balance sheet, but buyers may see risk if it is inaccurate, obsolete, overstocked, poorly organized, or dependent on the owner’s personal knowledge.

Marc also shares real business examples, including how RFID technology helped reduce manual receiving labor, how margin-based inventory decisions helped reduce excess stock, and why “weeks on hand” can reveal hidden inventory problems before they affect valuation or due diligence.

They also discuss how better inventory systems can improve cash flow, operational efficiency, buyer confidence, and business sale readiness.

Key topics:
• Inventory management
• Selling a business
• Business sale preparation
• Inventory valuation
• Excess inventory
• Obsolete inventory
• M&A due diligence
• Warehouse organization
• Operational efficiency
• Cash flow improvement
• Owner dependency
• Buyer risk
• Building a sellable business
• Preparing inventory before exit

For the full video conversation, watch on YouTube:
https://youtu.be/bzEH4KlYgL4

Host:
Sara Vaziri, MBA, MSc, CBB, CBI
Zoom Business Brokers
(949) 426-5067
sara.vaziri@zbbcorp.com

M&A Advisor, Award-Winning Certified Business Broker, Founder and Office Broker of Zoom Business Brokers, specializing in selling manufacturing, B2B, contractor businesses, wholesale, 3PL, and financial-related businesses in the State of California.

More Information:
https://www.linkedin.com/in/saravaziri/

Guest:
Marc Hamilton
Hamilton Management Consulting
https://hamiltonmc.net/
marc@hamiltonmc.net
(714) 206-8502

Disclaimer:
This show is for informational purposes only and does not constitute legal, financial, tax, investment, or business brokerage advice. Please consult your own qualified advisors before making any decisions.

#InventoryManagement #SellingABusiness #BusinessValuation #ExitPlanning #MergersAndAcquisitions #BusinessOwners