Nikonomics - The Economics of Small Business

224 - Business Broker Reveals Which Businesses AI Can't Touch (Buy These Now) with Jackie Ossin Hirsch

Aug 29, 2025

Join Jackie Ossin Hirsch, a savvy business broker from Crown Atlantic, as she unpacks the current M&A landscape guided by her $40 million transaction success. Discover the impact of new SBA loan rules for first-time buyers and the types of cashflow-generating businesses attracting today’s investors. Jackie shares insightful stories about common pitfalls in acquisitions, the evolving influence of AI, and the essential role of trust in negotiations. Whether you're eyeing HVAC businesses or the emerging private chef market, her advice is priceless!

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INSIGHT

Perpetual Seller’s Market

The market for small businesses is structurally a seller's market with more buyers than sellers.
Jackie Ossin Hirsch says this has been true for decades and shapes deal dynamics and competition.

INSIGHT

SBA Tightening Reversed Recent Looseness

SBA rule tightening moved deal terms back toward older norms and reduced creative seller financing.
Jackie notes banks now often require seller personal guarantees or standby seller notes, squeezing some buyers.

ADVICE

Use 20% Down To Unlock Other Lenders

If you can put 20% down you can often avoid SBA loans and use traditional lending.
Consider using higher cash down to access different lenders and terms instead of constrained SBA options.

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Join me, Nik (https://x.com/CoFoundersNik), as I interview business broker Jackie Hirsch (https://x.com/SMBJackieHirsch) to get the real lay of the land in the current M&A market and small business acquisition landscape.

Jackie, whose Florida business brokerage company did over $40 million in transactions last year, shares crucial insights on SBA loan changes 2024 and how new SBA 7a program rules are impacting first-time business buyers and licensed businesses like HVAC companies and survey businesses.

We dive deep into why it's always been a seller's market in lower middle market deals and discuss common, costly business acquisition mistakes, like a buyer who lost millions because of due diligence delays and poor SBA lender choices. Jackie pulls back the curtain on the kinds of cashflow-generating businesses attracting private equity and individual buyers today, from materials testing companies to underground construction and the booming private chef services market.

This business broker interview explores how AI impact on business is shaping the acquisition landscape and why, even with tariffs 2024 and market uncertainty, there are always small business deals to be made. You won't want to miss her incredible "real deal" stories about business deal interventions and sellers with criminal backgrounds, highlighting why building a strong seller relationship and business deal negotiation skills are paramount to getting any M&A transaction across the finish line.

Perfect for entrepreneurs, business buyers, search fund professionals, and anyone interested in entrepreneurship through acquisition or business valuation strategies.

Questions This Episode Answers:

What recent SBA policy changes are affecting business acquisitions and seller financing?
How can first-time buyers avoid "boneheaded mistakes" in an M&A deal and business due diligence?
What types of profitable businesses are currently attracting the most buyers in a seller's market?
How is AI automation impacting different business sectors and acquisition strategies?
Why is building a strong seller relationship so crucial for closing business deals and post-acquisition success?
What are the new SBA standby rules for seller notes and personal guarantees?
Which recession-proof businesses and AI-resistant businesses are trending in 2024 business market?