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Using “multiples” to value a business may be a disservice to both the seller and buyer. “Multiples” may not represent the real value of the business.

Multiples are generally median or average values published in the BBF MLS or in Pratt Stats/Deal Stats. However, these are just convenient “midpoints” that do not represent any specific transaction. These multiples are based on historical information, a different market area, a different economic environment, a different seller’s perspective, etc. Unless the transaction being “valued” is truly an average transaction, then using these multiples is misleading.

These multiples are applied to recent historical financial performance of the business (transaction being contemplated).

What is the “real” value of a business? Standard concepts/definitions used credentialed valuation specialists to value a business are:

Future economic benefits are important relevant facts in valuing a transaction and are based on:

A Real-Life Example:

This was a rapidly growing business in a mature industry but in a growing market. The following graphs show historical performance and statistically projected growth.

This business should have been “valued”, given knowledge of all the relevant facts, based on future economic benefits. Even though the industry was mature the market area was growing in both population and economic prosperity and the business was growing due to identification of a niche in the market, good management and “sweat equity”. This resulted in increasing transactions, stable to slightly increasing revenue per transaction and increasing gross revenue. Bottom-line was increasing also due to reduction in early year start-up costs. There were substantial future economic benefits in the business.

Nonetheless, the buyer wanted to focus on multiples of historical performance. Why?

I recently completed a comprehensive program of next-level professional education, achieving the Master Certified Business Intermediary designation. In this inaugural Masters cohort, I was fortunate to learn with some of the industry’s most professional and vastly experienced business intermediaries and M&A advisors worldwide; in addition to that, the professors that taught each course were the best of the best, names that anyone in our industry would recognize instantly. I share all of this to set the context for where I’m going in this article.

The last segment of this course was focused on ethics and professionalism. One could question the need for a discussion on this topic when there was an easily combined three hundred-plus years of experience and undoubtedly professionalism amongst my peers. What could be taught about ethics to this level of intermediaries and M&A advisors? When, in fact, we only explored a small portion of the subject that could have been worthy of further examination.

These discussions sparked thoughts that made me reflect on the years of my practice and the people I have encountered not only as a broker of record for my firm but also, probably more importantly, over these past three years as chairman of the Business Brokers of Florida. The subject goes beyond the people working directly in our industry as it expands into associates in affiliates, we work with daily to get our deals done.

During the four-hour discussion, we discussed several different topics of what ethics and professionalism mean to teach us as a group of individuals accountable to our principles to keep and maintain those standards. We all saw common ground on the theological proverb of “do unto others, as you would have them, do unto you“ as a guiding principle to what should be the foundation of everyone’s character. In a perfect world, this would be nice.

The challenge with this practice of thought is that one risks dealing with individuals with their own thoughts and opinions based upon their own life experiences, spheres of influence, and, hopefully, theological upbringing. Some folks may be guided by cultural effects shaping their approach to what many would consider right or wrong. So, what one person feels was a usual way of life may be utterly offensive to another.

In our discussion groups, we challenged each other and the associations we connected to formulate something that reaches beyond the word “ethics,” as we felt that this doesn’t truly encompass the vast avenues of guiding principles or “code,” as it were. Our discussion groups dissected over twenty-five industry-specific topics, from “balancing the relationships between our principals” to “incentives or detriments that could affect the outcome of our deals” and much more impactful subjects on what we encounter daily. We could all agree that even though we do our best in our firms and deals, not everyone we deal with will have that same mindset. When faced with situations that are questionable in a deal or others as it pertains to something dubious in character, it is up to each of us to take a couple of steps back, reassess the circumstances, and confront the matter with a moral high ground.

Those who don’t operate in the realm of steadfast moral character stand out as the thorn in any industry or society and are what causes people to distrust one another. I pray that we can develop into a society of brothers and sisters, all working toward a common goal of greatness for each other and ourselves. It all starts with us doing our best to inspire and encourage others through our examples of virtuous character. This is the foundation for us as individuals and in our professional standards of practice in our firms and associations.

Ultimately, this course strengthened my confidence by realizing that the folks I have worked closely with over the years meet and even exceed those standards. I couldn’t be more honored and humbled to witness and be a part of this transformation in our Business Brokers of Florida membership. We continue to set the standard… professionalism at its core.

If you work in the field of business brokerage you most likely have heard of the “E-2 Investment Visa”. However, this program is little understood and there are many misconceptions. In the following article I attempt to clarify what this program is and how we as business brokers are uniquely qualified to offer assistance.

The E-2 visa is an investment based nonimmigrant visa, which allows citizens of certain Countries to live and work in the USA by investing in an existing U.S. business. By buying a US based business the E-2 applicant gains the right to live and work in the United States for a limited period of time. Usually, two years with the possibility of subsequent 2-year extensions. There is no limit to the potential number of extensions. The spouse and unmarried children (under 21) of the applicant may also join them in the US. Once here the spouse can apply for permission to work.

There is a second type of investment visa known as the EB-5. This differs in two important respects from the E-2. First of all, the amount of required investment for an EB-5 is significantly higher. Secondly the EB-5 is an immigrant program offering permanent residency to the investor. In this article I will focus on the E-2 program as this is the one you will most likely encounter.

The E-2 program requires a “substantial investment”, but no specific amount is set by law, so this is somewhat open to interpretation.

It is important to understand the type of business that will qualify for an E-2 investment. I look for small businesses with W2 employees. A business that can provide an income to support the investor and his/her family. The applicant will need to provide the immigration service with a business plan. They will want to establish a Company, typically LLC and obtain a Federal Tax number – EIN. Next a bank account should be opened in the United States. This can be a difficult step and the investor will likely need to be present to do this. Lastly the funds for the investment should be deposited in the Bank. These funds will need to be “sourced” to show their origin.

At this time the applicant will complete their due diligence on the business and accomplish the other normal steps of an acquisition. The attorney now submits the application to the Immigration Service. In the penultimate step the applicant will be called for an interview at the Embassy in their Country of origin. If everything goes well at the interview the Visa will be approved.

When working with an E-2 applicant my advice is that they retain a US based Immigration Attorney. This is a complex process, and the applicant will require assistance from an experienced Lawyer. I will not work with an E-2 applicant until they have engaged the attorney and put us in contact as we must work together.

The role of the business broker is critical in this process. We located a suitable business and made the necessary introductions. As with any deal we guide buyers and sellers through the process. The process from beginning to end will typically take six months or more. So, patience on the part of all parties is required. However, once an E-2 investor is committed I have never seen them back out of a deal due to cold feet.

The commitment of the buyer and the special circumstances involved make this a very rewarding deal for the Broker to bring to a successful close.

Yi Lee is an immigration lawyer with the law firm of David Vedder in Daytona Beach. In preparation for this article, I asked him several questions. I found his answers so informative that I have included the discussion below.

Anthony John Rigney is the owner and Broker with Quorum Business Advisors, LLC. He entered the business brokerage industry in 2008 and has been a member of the BBF since that time. For several years he served as President of the North Florida District.

Orchestrating the progress of the BBF as usual, the Board of Directors met on the 22nd of September 2023, in the first in-person session since 2019. It was the first of many future third-quarter face-to-face board meetings. The meeting format was scheduled where the board of directors met in the morning half of the session. Then, the afternoon session was open to all members. It was a pretty good turnout for the open session, with many of the BBF’s top business brokers in attendance, asking questions and providing welcomed suggestions.

We had a full slate of items that needed to be discussed. Some of these items spun off into committees and task forces requiring further in-depth review and discussions to bring back to the board. Beyond the usual financial and Executive Director reports, we had a few items of note. Still, the one that stands out the most is the approval of the agreement and the funding for next year‘s BBF conference at the Caribe Royale in Orlando on August 24 and 25. Many exciting things are happening in the BBF that will soon be announced, so I encourage you to watch for communications through our newsletters and emails.

One item brought up for discussion and unanimously approved by the board was to re-classify/re-name our organization and the wording and acronym that we use to describe our association’s functions from an MLS to the BLS. For many years, we have been utilizing the URL BBFMLS.com. However, MLS or “multiple listing service” is something that typically represents residential or commercial real estate. The BBF, owning the BBFBLS.com, makes it official that we are a Business Listing Service. We start BBF down the path once again as a leader in the industry with the first official BLS in the world.

During the open session of this meeting, we took nominations from across the state district by district. As it was ratified a few years ago in our bylaws, the election process for the BBF Board of Directors and District Advisory Committees now would be conducted by a nomination by individuals across the state for each district. When we implemented this change, we voted as a board to allow any BBF member to sit on the Board of Directors, not just a broker of record. This change allows many more individuals to step up and get on the ballot this year. I’m excited to see this year‘s nominations go out for a vote. You’re going to see a lot of great brokers. Step up into leadership positions to help shape the future of the BBF. So, watch for the election ballot for your state board of directors and district advisory committees over the next few weeks.

What I truly love about being a part of leadership in the BBF is working with such great minds and experienced Brokers. I have built a strong relationship with each individual on the board for the past several years, and it’s good to know that we don’t always see eye to eye. It’s good that we challenge each other and our traditional thoughts so we can introduce fresh ideas. Even though we get along in many different ways, aligning our morals, ethics, and business attitude is critical. We continue to share insight with each other of our personal experiences and ideas to safeguard the future of the BBF and to put it in a stronger position for future leadership to maintain.

I couldn’t be prouder to be a part of laying out the plans for a better, much stronger BBF. I hope that at least one or two of you who read this decide you want to be a part of what makes our association the best. An individual can help out in many ways, even if it’s sitting in on a committee or a task force or dedicating a little bit more time and getting involved in leadership. I hope it encourages several of you to step up and be a part of the leadership and help shape the future of the BBF.

For years, I’d heard the saying: “The riches are in the niches.” Although I believed it, fear prevented me from truly adopting it in my business brokerage practice. I kept asking myself:

Though I often considered specializing, I’d revert to listing any business that came my way. However, I met brokers who thrived by focusing on a particular niche. Six years ago, I chose to specialize, and it became the best decision for me.

Why I Chose My Niche: I focused on heating and air businesses. My decision was based on my personal experience owning such a company and understanding its intricacies. I also relocated to a region with low sales volume in this sector. After thorough research, I realized there was potential. A niche doesn’t only mean focusing on an industry like HVAC; it could also be location-based, gender-based, or even based on specific buyer groups. The crucial aspect is to be perceived as the ‘go-to’ or ‘best’ in that niche.

Benefits of Specializing:

1. Value Addition: Specializing ensures I deeply understand my clients’ businesses, which wasn’t the case when I was a generalist.
2. Focused Marketing: My marketing budget targets a single industry, which increases its efficiency and visibility.
3. Targeted Buyers: My potential buyer list has grown specific and valuable since switching.
4. Industry Visibility: I participate in all industry events, making sure potential clients recognize me.
5. Expertise: My specialization has positioned me as the industry expert, a strong selling point against competitors.
6. Deep Knowledge: I focus solely on the nuances of the heating and air business, ensuring I’m always informed.
7. Strong Online Presence: I’ve made sure that anyone looking for a specialist in my niche finds me first on all platforms.
8. Building a Brand: Embracing a niche allows me to craft a clear and compelling brand narrative.

While I’m obviously biased, I genuinely believe in the value of specializing. If you’re contemplating narrowing your focus, I hope my journey inspires you. I’m here to assist, so don’t hesitate to get in touch.

Patrick Lange is with Business Modification Group based out of Horseshoe Beach, Florida. He specializes in the sale of heating and air companies nationwide. Patrick is the current North Florida Chapter President.