Millionaire University Built to Sell: What Makes a Trade Business Sellable? | Patrick Lange (MU Classic)
Jan 17, 2026
In this enlightening discussion, Patrick Lange, a seasoned business broker specializing in HVAC and trades, reveals crucial insights on making businesses sellable. He highlights the dangers of hiding profits, emphasizing how it can harm valuation. Patrick shares the four pillars of a sellable business, the impact of retiring baby boomers on market opportunities, and the growing attraction of service-based businesses. He also details the ideal revenue range for acquisitions, negotiation tactics, and the significance of clean financials in attracting buyers.
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Build A Business Not An Owner-Job
- Get yourself out of the van: remove the owner from daily operations to create a sellable business.
- Focus on service/repair, clean books, and strong customer care to attract buyers.
Trades Became More Attractive Post-COVID
- Trades are recession-resistant and became more attractive after COVID highlighted essential service demand.
- Air conditioning shifted from luxury to necessity, strengthening buyer interest in HVAC businesses.
Clean Books; Get A Valuation Now
- Clean up financials and stop hiding profits if you plan to sell; buyers value transparent, consistent books.
- Get a professional valuation early so you know realistic targets and can plan improvements.