There's a common belief that selling a business is the ultimate jackpot—a one-time windfall that guarantees wealth and success. But is that the reality?

David C. Barnett, Business Valuation Specialist at Advantage Liquidity Partners Ltd., has spent over a decade helping buyers and sellers navigate the real challenges of business transactions. He brings clarity to what makes a business sellable, how market dynamics really work, and why selling may sometimes be a bonus rather than a necessity.

In this episode, you'll hear honest, actionable advice about exit planning, risk, leverage, and the evolving role of technology in deal-making. If you're a business owner, buyer, or advisor, this conversation will reshape how you think about buying, selling, and preserving value.

In this episode, you will:

• Learn how AI tools can speed up deal sourcing and buyer profiling

• Understand how to assess and manage risk when financing a business purchase

• Hear the limitations of exit planning and the importance of execution

Highlights:
(00:00) Meet David C. Barnett

(02:18) Exit planning reality check

(09:57) AI and valuation

(18:32) Overpriced listings & unrealistic expectations

(20:48) Shifting buyer demographics

(26:38) SBA leverage: low defaults, big hidden risks

(35:56) Seller financing, internal successors, and trust-based deals

Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/

Follow David: https://www.linkedin.com/in/davidbarnettmoncton/

Explore his website: www.DavidCBarnett.com
Subscribe to his YouTube: https://www.youtube.com/@DavidCBarnett

Learn more about Advantage Liquidity Partners Ltd.: https://www.businessandassetvalues.com/

Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders

The small business market is stabilizing, but the story beneath the surface is complex.

In this episode, host Ed Mysogland breaks down the Q1 2026 data from BizBuySell and DealStats, revealing trends in transaction volumes, valuations, and buyer behavior. From the rise of new buyers to the influence of AI, Ed explains what these numbers mean for business owners considering a sale and how size, industry, and financing influence value.

In this episode, you will:

• Understand how small business transactions are trending in 2026

• See which industries and deal sizes are commanding premiums

• Identify financing and buyer trends that affect sale strategies

Highlights:
(00:00) Overview of Q1 2026 market data and trends
(01:16) What stabilization in the market means for owners
(04:09) The impact of AI and "corporate refugees"
(05:48) Interest rates, private equity, and big money in small business
(11:50) Key insights on valuation and market opportunities
(13:58) Next steps for owners preparing to sell

Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/

Explore the BizBuySell Insight Report 2026: https://drive.google.com/file/d/1WMKmrgmwzl4il2wVcRTbsxXw-CotSPjq/view?usp=sharing

Explore the DealStats Value Index Q1 2026: https://drive.google.com/file/d/1fPT-Hdzs9DMlb701IJ9FSv_8p1Y8w-S-/view?usp=sharing

Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders

Being a hands-on business owner is not the humble brag you think it is. To buyers, it signals a red flag: decisions bottlenecked at the owner, undocumented processes, fragile customer relationships, and a business that struggles to function without constant oversight.

John Seiffer, founder of CEO Boot Camp and author of Output Thinking, explains why owner dependency drastically limits growth, transferability, and exit value. After decades of coaching founders across industries, he shares how many businesses run well day to day but break down during a transition. He introduces output thinking as a way to define results instead of tasks, replacing intuition-driven execution with repeatable outcomes.

In this episode, you will:

• Understand why hands-on ownership reduces value and complicates exits

• Learn how output thinking helps businesses scale and transfer

• See how systems and defined outcomes make a business more attractive to buyers

Highlights:
(00:00) Meet John Seiffer
(05:43) Stages of business growth
(15:35) Output Thinking: a new approach
(17:33) What to look for when hiring employees
(19:13) Defining quality and documenting operating procedures
(24:48) Building trust and transitioning leadership
(29:58) Preparations to make your business exit-ready
(33:33) Division of labor in sales
(35:18) Evolving business ownership

Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/

Follow John:
Connect via email: john@ceobootcamp.com
Learn more about CEO Boot Camp: https://ceobootcamp.com/
Learn more about Output Thinking by John Seiffer: https://a.co/d/am77udg
Learn about the Exit-Ready Intensive program: https://rgahub.samcart.com/referral/zw7Z7UJK/b23xiwJ0paFyeSlt

Follow Ed:
Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/
Instagram: https://www.instagram.com/defendersofbusinessvalue/
Facebook: https://www.facebook.com/bvdefenders

A successful corporate executive leaves his high-paying job to buy a business, only to face a disaster leading to lawsuits and financial turmoil. That painful experience taught Ted Leverette valuable lessons and set him on the path to becoming the Business Buyer Advocate.

In this episode, Ted shares his decades of experience, revealing what buyers really look for in a deal. He explains how buyers evaluate businesses, the importance of mastering the marketplace, and the critical role of due diligence in making smart acquisitions. Ted also discusses the emotional side of buying a business and how understanding the psychology of both buyers and sellers can make or break a deal.

Tune in to learn how to think like a buyer and maximize the value of your business in today's competitive market.

In this episode, you will:

• Discover how buyers assess risk and why many businesses fail to impress serious acquirers

• Learn the importance of systems, documentation, and reducing owner dependency before selling

• Understand the mindset of buyers and sellers and how they affect negotiations

Highlights:

(00:00) Meet Ted Leverette

(04:00) What buyers want and what sellers must prepare

(10:35) Building credibility through online presence and proof of funds

(16:08) Avoiding common acquisition mistakes

(19:53) The hidden market of business deals

(22:02) Red flags and deal breakers for buyers

(24:05) The psyche of buyers and sellers

(30:15) Myths and misconceptions about buying a business

Follow Ted:

Connect on LinkedIn: https://www.linkedin.com/in/tedleverette/

Website: https://partneroncall.com/

Check out Ted's books on Amazon: https://www.amazon.in/stores/Ted-J.-Leverette/author/B0BWS84J26?ref=ap_rdr&shoppingPortalEnabled=true

Follow Ed:

Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/

Instagram: https://www.instagram.com/defendersofbusinessvalue/

Facebook: https://www.facebook.com/bvdefenders

Most buyers slow down in their sixties. But not Gary Hentschel. He's out buying companies, doubling their value, and selling them again.

As a partner at The September Group and CEO at WSI Technologies, Gary brings decades of experience as a banker, entrepreneur, and operator. In this episode, he shares how he appraises businesses, what sellers get wrong about their company's value, and why good leadership matters when a business is up for sale.

In this episode, you will:

• Discover what buyers look for in a management team

• See how earnouts help keep deals on track

• Find out why sellers often misprice their businesses

Highlights:

(00:00) Meet Gary Hentschel

(03:31) The importance of good partnerships

(06:22) Navigating business acquisitions

(09:47) Evaluating business potential

(17:07) Risk management and deal structuring

(21:30) The role of earnouts and management teams

(29:03) First 60 days post-acquisition

(31:18) Learning from buyers, sellers, and advisors

(35:17) Current market trends and insights

Resources:

For past guests, please visit https://www.defendersofbusinessvalue.com/

Follow Gary:

Connect on LinkedIn: https://www.linkedin.com/in/gary-hentschel-3793487/

E-Mail: gfhentschel@gmail.com

Learn more about Gary's companies:

The September Group: http://theseptembergroup.com/

WSI Technologies: https://wsi-tech.com/

Follow Ed:

Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/

Instagram: https://www.instagram.com/defendersofbusinessvalue/

Facebook: https://www.facebook.com/bvdefenders

What really makes a business attractive to buyers? Buyers weigh more than just financials. They consider risk, operations, and whether the business can run without you.

Colin King and Joe Van Deman, Principals at Circle City Capital Group, Inc., know this firsthand. They've built a portfolio of 15 companies by acquiring businesses that many others have overlooked. Colin, a CPA and CFA, and Joe, a former Google employee, bring complementary skills for buying and growing companies. Their perspective offers owners a rare look at how serious buyers evaluate opportunities and negotiate deals.

In this episode, you will:

• Hear how buyers assess both financial and emotional factors in a deal

• Learn what makes a business unappealing to buyers right away

• Find out what makes a partnership last through tough deals

Highlights:

(00:00) Meet Colin King and Joe Van Deman

(02:29) How a Craigslist ad launched their partnership

(07:37) Lessons from their first chaotic acquisition

(11:32) What makes a business partnership work

(15:50) How Circle City Capital Group is different from private equity

(23:08) Turning risky businesses into profitable opportunities

(33:03) Favorite companies in their portfolio

(36:13) What instantly turns buyers off during negotiations

(44:20) The changes that make businesses more sellable

Resources:

For past guests, please visit https://www.defendersofbusinessvalue.com/

Follow Colin:

Connect on LinkedIn: https://www.linkedin.com/in/colin-king-cpa-cfa-37045a38/

Follow Joe:

Connect on LinkedIn: https://www.linkedin.com/in/joevandeman/

Check out their portfolio of companies:
Circle City Capital Group: http://circlecitycapitalgroup.com

Profit Mastery: http://profitmastery.net

The Vermont Flannel Company: https://www.vermontflannel.com/

Vermont Teddy Bear: https://vermontteddybear.com/

All American Clothing Co.: https://www.allamericanclothing.com/

Gusset Brand: https://gusset.com/

Silk Flower Depot: https://e-silkflowerdepot.com/

Dried Decor: https://www.drieddecor.com/

Montessori 'n Such: https://www.montessori-n-such.com/

Follow Ed:

Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/

Instagram: https://www.instagram.com/defendersofbusinessvalue/

Facebook: https://www.facebook.com/bvdefenders

Owners fixate on the purchase price of their exit, but the bigger loss to long-term income can come from how Social Security is handled. Get it wrong, and you can quietly lose six figures.

Thomas Drapala, Director of Strategic Partnerships at Registered Social Security Analysts (RSSA), explains why 96% of Americans leave money on the table when they treat Social Security as an afterthought. Drawing from his client work, he discusses how self-employment tax, entity structure, and "reasonable compensation" influence Social Security benefits. Thomas also walks through how RSSA's analysis helps owners save thousands of dollars a year in taxes, protect future benefits, and make Social Security a strategic part of their exit plan so it isn't ignored.

In this episode, you will:

• Understand why every owner should check their SSA earnings record and run an independent analysis before selling

• Learn what younger owners should do now to avoid losing benefits later

• See how RSSA analysis ties Social Security into your full exit and retirement plan

Highlights:

(00:00) Meet Thomas Drapala

(01:42) The shocking statistics on Social Security optimization

(03:32) Understanding Social Security rules and benefits

(05:49) Strategies for business owners to maximize Social Security

(13:37) Case study: The bagel store owner's Social Security optimization

(16:52) When it makes sense to bring in a Social Security expert

(24:12) How a full Social Security review is done

Follow Thomas:

Connect on LinkedIn: https://www.linkedin.com/in/thomas-drapala-rssa%C2%AE-878611207/

Email: thomas.drapala@rssa.com

Learn more about Registered Social Security Analysts: https://rssa.com/

Follow Ed:

Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/

Instagram: https://www.instagram.com/defendersofbusinessvalue/

Facebook: https://www.facebook.com/bvdefenders