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Let’s Make a Deal!

Greg Writer The economy is inching its way up and out of a recession.

And the sale of small businesses is jumping miles.

Although the recovering economy isn’t producing an abundance of jobs to please the average person looking for work, it is pleasing entrepreneurs by causing the buying and selling of small businesses to rise.

The amount of deals that were recorded on the marketplace website BizBuySell. com surged to 1,685 in the third period of 2013, that’s a whopping 42 percent more than that same period in 2012.

So, what’s causing the sudden increase?

There are a few different trends that are to credit. First, with the improvement of sales, many business owners who hunkered down through the recession are now eager to sell their small businesses too. They want to get in on the action while it’s hot and then retire.

Second, banks are increasing their lending. According to the U.S. Small Business Administration, 13 of the country’s largest banks expanded their lending by upwards of $17 billion in the past two years.

Whether you are a buyer or seller and want to jump into this trend, here are a few tips to remember.

TIPS FOR BUYERS:

1. Act Now. Although there are still an amplitude of outstanding deals available in the marketplace, the gap between asking prices and sale prices are closing due to improved company financials. If you wait too long, you may be too far behind any good deals. But, you don’t want to rush anything, either. Make sure you consider the business’s cash flow. It should cover your expenses AND your suitable salary. If it doesn’t, you may want to look elsewhere.

2.Don’t Get a Big Head. With the economy in the boom it is, it’s easy to get caught up in your desire to buy. If you become blind to reason, you may end up purchasing something that you can’t really afford. Don’t underestimated the true amount of money you need to buy to try to justify a compulsive purchase.

TIPS FOR SELLERS:

3.Think in Reality. Don’t go into selling your business with the mindset you will be selling it for pre-recession money (unless you have outperformed the recession). Potential buyers will evaluate your business based on the previous three to four years and that means they will be looking at how your business did during the recession. Even if your business grew tremendously in the past year (which is should do before going onto the market), if your sales plummeted during the recession, buyers will take both things into consideration, not just the good.

4.Know Your Needs. If you are planning on retiring from the money you receive from your sale, make sure you know exactly how much you will need to do so. Remember that you may be pocketing less money than you think due to the expiration of the Bushera tax cuts in 2012. The tax has increased to 39.6 percent. Do your calculation of your business’s worth with that percentage in mind, and compare it with the amount needed for you to retire.

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Robert L. Duncan – corporate strategy, and investor relations

Robert L. Duncan brings extensive experience in finance, corporate strategy, and investor relations to companies seeking growth and capital. He specializes in guiding businesses through the complexities of securing funding.

Duncan’s primary focus is on working with companies in the Food, Energy, Medical, and Housing sectors who are seeking growth capital. He plays a crucial role in assisting these borrowers in securing both loans and equity financing, leveraging his expertise to navigate financial markets. His responsibilities also include managing day-to-day operations and working with financial institutions on loan portfolios.

Earlier in his career, Mr. Duncan served as President and CEO of Pinnacle Investor Relations, LLC (2010-2015). In this capacity, he developed and executed impactful marketing and advertising campaigns for publicly held companies, presenting them directly to investors and investment managers. A testament to his strategic approach, he formulated campaigns that led to a 40% increase in firm revenues within a six-month period. He also has experience in client engagement and negotiation from his time as a Sales and Leasing Consultant at Mercedes Benz of Buckhead (March 2015-May 2018), where he consistently achieved recognition for his sales performance.

Robert Duncan’s academic background includes a Master of Business Administration from the University of South Carolina (1985). He shares his practical knowledge and insights as a frequent Guest Speaker at esteemed institutions, including the Clemson University Master of Accountancy Program (since 2023) and the University of Georgia Law School (since 2024), engaging with the next generation of financial and legal professionals.

Fadi Malouf – Strategic Buyer & Business Growth Architect

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Irina R. – Operations Manager | Digital Business Strategist

Irina R. is a seasoned Operations Manager with over 4 years of experience in project, team, and operations management for digital businesses, complemented by nearly a decade of leadership and management expertise as a B2B Account Manager at a French multinational universal bank and financial services company – Société Générale.

 

At Angel Investors Network, Irina plays a pivotal role in streamlining operations, optimizing workflows, and ensuring seamless execution of both internal and external projects.

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Luisa B. is an accomplished Web Designer and Marketing Design Strategist with over 5 years of experience in web design, creative design, and digital marketing. As the creative lead, she collaborates on planning, developing, and launching high-converting campaigns that drive business success.

At Angel Investors Network, Luisa guides the design team, developing high-impact design and marketing solutions that ensure brand consistency and contribute to the successful launch of projects fueling company growth. Her creative expertise and collaborative approach strengthen Angel Investors’ digital presence.

John Reighard, Partner & EVP

John Reighard is a Partner at Angel Investors Network, where he leverages his expertise in business development, networking, and investor relations to help entrepreneurs secure funding and scale their businesses. With a passion for connecting people and ideas, John plays a pivotal role in fostering strategic partnerships and guiding business owners toward sustainable success. In addition to his work with Angel Investors Network, he also owns and operates two other small businesses.

 

A Connector and Networking Extraordinaire, Business Coach/Consultant, and Inspirational Speaker, John is deeply committed to helping individuals and businesses achieve meaningful results. His mission is to empower entrepreneurs and leaders to create lasting impact through strategic growth, financial acumen, and powerful relationship-building.

 

John has trained with, been mentored by, and provided consulting services to some of the world’s top thought leaders in personal development and business transformation, including Jack Canfield (America’s #1 Success Coach and Founder of Chicken Soup for the Soul), Stephen Covey, T. Harv Eker, Bob Proctor, Blair Singer, Robert Kiyosaki, Neil Rackham, Marcia Wieder, and Roger (Bud) Seith. These experiences have shaped his ability to guide clients through personal and professional growth, helping them unlock their full potential.

 

Before joining Angel Investors Network, John took a sabbatical in 2002, living with his family in Norway, Portugal, and France—an enriching experience that followed 15 award-winning years in Silicon Valley. During his time in the tech industry, he worked for leading companies such as Lucent Technologies, Exodus Communications, Octel Communications, and Brady Corporation.

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With over 20 years of technology, systems, operations, and marketing experience, Mr. Barnes has advised over 1,000 companies, invested tens of millions in advertising campaigns, and helped companies generate over $1 billion in investment capital.

As the chairman of Angel Investors Network and founder of Digital Evolution Marketing Group, Mr. Barnes has worked with founders, entrepreneurs, and CEOs around the world to accelerate the growth of their businesses and achieve substantial exits. He’s a father, husband, veteran, business owner, advisor, and mentor, and his true passion in life his helping others achieve success, freedom, and autonomy in theirs.