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Welcome to the Service Business Mastery Podcast!
Visit our website for more episodes and insights! https://www.servicebusinessmastery.com
In this episode of the Service Business Mastery podcast, host Tersh Blissett talks with Gregg Schonhorn, partner at and Business Development Advisor SF&P Advisors and expert in selling service businesses. They talk about how Gregg helps owners get ready to sell by building strong teams, fixing money issues, and planning ahead. Gregg shares how profits, leadership roles, and smart systems raise business value. He explains how using automation, AI, and good financial habits can attract buyers and avoid common mistakes. Gregg also shares tips on what buyers look for and how to grow a business worth selling.
This conversation focuses on Gregg Schonhorn’s work helping business owners prepare their companies for sale. Gregg shares why strong profits, clear roles, and solid systems raise a business’s value. He explains how planning ahead, cutting extra costs, and building a good team make selling easier. The discussion highlights how automation, AI, and smart money habits attract buyers and lead to better deals in the service industry.
In this episode, here's what you can expect to learn:
Why early planning and strong profits boost your business value.
How cutting waste and fixing money mistakes helps before selling.
What buyers look for in your team, systems, and finances.
How AI and automation can improve your business for a sale.
Why building a solid team makes your company easier to sell.
Timestamps ⏰
00:00 - Episode Recap
02:43 - Meet Gregg Schonhorn from SF&P Advisors
03:13 - What SF&P Does: Selling Service Businesses
04:18 - Why Business Owners Overvalue Their Companies
05:57 - Understanding Rolled Equity and Business Partnerships
07:26 - How Buyers Use Debt and Cash in Deals
08:12 - Timeline: When Do PE Firms Sell?
09:55 - Common Business Issues Before Selling
11:19 - Overpaying the C-Suite and Fixing Expenses
12:25 - Hitting Revenue Walls and Business Growth Stages
14:10 - When to Get Lean or Grow Carefully
16:29 - What It Means to Be “Too Lean” for Buyers
17:54 - Comparing HVAC vs Roofing Business Maturity
18:54 - Why Missing Team Roles Can Hurt Valuation
24:22 - Proven Growth and Repeatable Results
26:10 - Why Residential Business Models Get Higher Value
28:43 - Will AI Change Business Multiples?
31:46 - How Buyers Ask About Your Tech Stack
33:02 - CTOs and the Future of Service Business Tech
34:10 - Gregg on Why You’re Ahead with Automation
37:47 - Accrual-Based Accounting and Financial Clarity
37:21 - Understanding KPIs for Your Stage of Growth
40:35 - Final Advice: Plan Early and Keep Improving
If you enjoyed this chat with Gregg Schonhorn, please leave us a review (5 stars would mean a lot 😉).
📩 Want to connect with Gregg Schonhorn? Reach out via email at gregg@SFPadvisors.com or call him directly at 973-919-5509.
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