The Truth About Selling Trades Businesses for Maximum Value with Gregg Schonhorn

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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: 

1. Why early planning and strong profits boost your business value.

2. How cutting waste and fixing money mistakes helps before selling.

3. What buyers look for in your team, systems, and finances.

4. How AI and automation can improve your business for a sale.

5. 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. Links & References:

LinkedIn: 

• Gregg Schonhorn

• SF&P Advisors

Website: 

• SF&P Advisors

This episode is kindly sponsored by:

• Free-2-grow

• Sera

• UpFrog

• CallRail

• CompanyCam Visit CompanyCam and use code SBM for a free 2-week trial, 1:1 training and account setup, and 50% off your first two months!

• MarketStorm

• Rilla

• Lace.ai

• Autobot.ai

Connect with us!

• Tersh Blissett

• Josh Crouch

• Join the Service Business Mastery Facebook group for more updates!

• Visit our website: www.servicebusinessmastery.com

Affiliate links:

• Castmagic

• StreamYard

• IfTTT

• Zyra Talk