Sell Your Business at a Premium by Understanding Buyer Financing [Ep.202]

When many entrepreneurs go to sell their business, they're
more focused on their business than on the
buyer.
Understanding how buyers approach an acquisition,
particularly when it comes to funding and deal structure, can
help you position your business for the most profitable
exit. In this
episode of The Opportunity podcast, Greg breaks down how buyers
actually think when evaluating an acquisition and why financing
plays such a critical role in deal outcomes. While sellers often
fixate on valuation, buyers are just as focused on how they will
pay for the business and how much risk they are taking on.


Greg walks us through how SBA loans can allow buyers to
bring more cash to the table, and why small mistakes with these
loans by sellers often cause deals to fall apart. He also
explores alternative funding options like revenue-based financing
and how buyers use leverage and other people's money to acquire
businesses more efficiently.


The conversation dives into seller financing and earnouts,
not as compromises, but as powerful deal-making tools that can
expand the buyer pool and unlock higher overall valuations. Greg
also shares why setting up a US entity can make your business
more attractive to buyers, especially for international
sellers.


If you're thinking about selling in the next few years,
this episode will help you start positioning your business as a
scalable, buyer-friendly machine that buyers can confidently
finance and pay a premium for.
Topics Discussed in this episode:


Thinking like a buyer and understanding buyer financing
tools (00:52)


SBA loans and how they dramatically increase money
upfront (03:21)


The biggest SBA mistake sellers make and how deals fall
apart (04:31)


Alternative funding options like revenue-based financing
(06:31)


How buyers use leverage and other people's money to
acquire businesses (08:19)


Seller financing and earnouts as deal-making tools
(09:53)


Why setting up a US entity can dramatically improve exit
outcomes (14:34)


Positioning your business as a scalable, buyer-friendly
machine (16:03)

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Sit back, grab a coffee, and learn how to make your
business 'funding friendly'.