Helping founders turn hard work into life-changing exits • Ex-restaurateur turned dealmaker • M&A advisor on 7 8-figure deals • Foodie|Golf rookie|BTC believer
Joined June 2025
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In 2026, you don’t need AI to 10x your business.
You need a business that a buyer actually wants to own. Here’s the framework I use to help owner-operators build premium, sellable businesses:
The 5 P’s of a Sellable Business (2026 Edition)
If you want a high multiple, you need these locked in:
1. Profit – Clean, consistent, ideally >15% margins. Recurring revenue? Even better.
2. Processes – Systems that run without you. SOPs, workflows, automations - get it out of your head.
3. People – A reliable second layer. Buyers don’t want to buy your job.
4. Positioning – Clear niche, strong brand, and a unique hook. Commodities get discounted.
5. Proof – Rock-solid books, clean financials, and data that builds confidence. Sloppy numbers kill deals.
I’ve sold businesses that ran on QuickBooks and spreadsheets, because they nailed these 5.
If you’re planning to sell in the next 12–36 months, start here. 2026 is the year to turn your business into an asset.
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Paul starts the year off with another banger!
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2 Dec 2025
Finding the right buyer isn’t about getting the highest number. It’s about getting the right outcome.
Here’s what I’ve seen after a decade in the trenches:
➡️The wrong buyer will nickel-and-dime you post-LOI.
➡️The right buyer will fight to close.
➡️The wrong buyer will see your business as a fixer-upper.
➡️The right one sees the foundation and wants to scale it.
This matters especially for owner-operators.
Because the “fit” shows up in:
1️⃣How earnouts are structured
2️⃣How they treat your team
3️⃣How they value your legacy
One of my best deals wasn’t the highest offer.
It was the buyer who understood the culture, backed the GM, and had a 10-year plan…not a 3-year flip. The seller told me 6 months later:
“Best decision I ever made.”
Remember: you’re not just selling numbers.
You’re handing over your life’s work. Choose accordingly.
If you’re thinking about selling someday, but don’t just want a spreadsheet buyer - follow me for grounded M&A advice.
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20 Nov 2025
Just read @STLChrisH latest newsletter and it is a must-read if you’re operating (or buying) anything with people and phones.
They’re shifting to an AI-led call center. And he’s honest about the panic, upside, and execution risk.
As a buyer, I love this.
It shows:
➡️Clear thinking under pressure
➡️Willingness to rethink sunk costs
➡️A path to higher margins lower churn
Change like this doesn’t just improve ops, it moves multiples. Smart operators make bold bets before they need to.
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19 Nov 2025
There are generally two types of buyer classes (with many flavours in between). The “Sophisticated Buyer Class” and the “Operator Buyer Class” - knowing who your ideal buyer is, and what they’re looking for, can be crucial for a successful transaction.
Most “Operator Class” buyers aren’t looking for a rocket ship. They want a solid boat that won’t tip when they step in.
Here’s what they care about:
✅Reliable cash flow
✅Simple business model
✅Clean, understandable financials
✅Transition support from the seller
✅Low working capital and CapEx needs
✅A business they can actively operate
Here’s what they fear:
🚫Specialized skills they don’t have
🚫Key staff quitting post-close
🚫Jumbled ops or cash flow complexity
🚫Revenue streams they can’t explain
🚫Major customer/culture shock from new ownership
Bottom line: If your business can run clean without you, it’s worth more than you think.
Want to prep your business to sell for more? Follow me here @exit_expert - I write for owner-operators who want strong exits.
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17 Nov 2025
Most owners think buyers want “potential. The truth is they don’t.
They want:
➡️Clean financials
➡️Recurring revenue
➡️Low owner dependence
➡️Clear growth levers
“Potential” without proof is just risk.
Make your business a machine, then it’s worth buying.
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14 Nov 2025
The unfortunate truth: Most business owners wait too long to sell.
Revenue’s flat. Team’s tired. The fire’s gone.
Buyers smell it.
The best exits happen when you still love the business, but know you’re ready for the next chapter.
That’s when your leverage is highest.
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12 Nov 2025
Your lawyer can make or break your exit.
The best ones:
• Kill the deal-breakers
• Spot the traps you missed
• Move fast when it matters
The worst ones?
They’ll fight for “perfect” docs… until your buyer walks.
Choose wisely.
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12 Nov 2025
Knowing the difference makes all the difference!
12 Nov 2025
Most owners talk about valuation as a multiple of EBITDA.
That’s fine. It’s a common starting point.
But buyers care more about free cash flow.
EBITDA shows profit.
Free cash flow shows what’s left after working capital, debt service and capital needs.
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10 Nov 2025
Most sellers start talking to buyers without knowing what their ideal buyer even looks like.
That’s like going on a date with no clue who you’re trying to marry.
Define your dream buyer before you list.
It’s the fastest way to avoid tire-kickers and lowballers
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2 Nov 2025
Tech icon and future president of the @Montreal_Expos
We need it!!
2 Nov 2025
I agree!
I was actually part of the is group trying to do that in 2022 until MLB rejected our offer.
This would have been step 1 to bringing the expos back!
montrealgazette.com/sports/b…
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29 Oct 2025
So many owners think buyers pay for potential, when in reality, they’re paying for the amount of risk
Mitigate risk, build systems, and you will maximize your valuation
29 Oct 2025
Valuation isn’t about what your business could be worth. It’s about how much risk a buyer sees in taking it over.
When I look at deals, the same 4 things drive 80% of adjustments:
1.Margin stability
2.Customer concentration
3.Working capital discipline
4.Owner dependency
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29 Oct 2025
Early bird gets the worm
Crush the day 🫡
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27 Oct 2025
No matter what these “business influencers” tell you - buying a business is hard work, and there’s no such thing as “passive”. It’s an inflated pipe dream in order for these people to sell you their courses or whatever bs “access” their shilling.
If you want to know what it really takes, Jackie breaks it down beautifully. This is from someone who has actual experience doing what she says she’s done. Be careful who’s advice you take, not all advice is created equal 😉
27 Oct 2025
I have had some great calls on the Absentee Pizza Business from some very qualified potential buyers. I’d like to make some comments about buying a business. Please keep in mind I have personally bought businesses, sold business I have started, and brokered hundreds of business. With this experience I might know something, and you’re welcome to disagree with me:
1. If a business is absentee owned and it is sub $5MM in sales, I’d recommend visiting the business at least once or twice a week and learning all aspects of the business.
2. If you are a first time business Buyer, I do not recommend buying a business and just throwing a few drops of water on it from a couple states a way.
3. One of my jobs as a business advisor is to advise the seller of who is the best fit to take over a business and the legacy. To preserve the staff, customers and vendors. If a Buyer isn’t willing to relocate to the business, I would be concerned with the long term success of that business.
4. Many businesses influencers will say you can run a business absentee, but I don’t recommend it for first time buyers. Those influencers will take your money all day long…I won’t. I want long term success for my clients. I don’t mind being real, and direct with them. They often challenge me which I can appreciate. Everyone wants the absentee dream. Who wouldn’t.
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27 Oct 2025
Incredibly grateful for this amazing community and being blessed to be this close to 500 followers. May have to re-introduce myself when I hit it!
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25 Oct 2025
Only Canadians will understand the significance here
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