In this episode
What Is the Process for Buying or Selling? How Long Does It Take | ft. Tom Howard
- How to determine what your business is actually worth (hint: it’s not just revenue)
- Why selling takes 4–12 months—and what delays it
- How “quality of earnings” reports can protect your valuation
- What earn-outs, equity rollovers, and private equity deals really look like
- Common pitfalls when selling—and how to avoid getting lowballed or blindsided
Thinking about selling your business—or acquiring one—but not sure where to start?
In this episode of The Site Shed, Matt Jones continues his conversation with Tom Howard, the trade business heavyweight who scaled his company from $1.6M to $100M. This time, they zero in on the step-by-step process of selling (or buying) a trade business.
From understanding your business valuation to negotiating with private equity firms, Tom shares the lessons, wins, and warning signs from his own deals—including how he once turned down an offer that cost him $2 million (on purpose).
If you’re considering an exit or acquisition, this episode is pure gold.
In this episode of The Site Shed, Matt Jones continues his conversation with Tom Howard, the trade business heavyweight who scaled his company from $1.6M to $100M. This time, they zero in on the step-by-step process of selling (or buying) a trade business.
From understanding your business valuation to negotiating with private equity firms, Tom shares the lessons, wins, and warning signs from his own deals—including how he once turned down an offer that cost him $2 million (on purpose).
If you’re considering an exit or acquisition, this episode is pure gold.
Key Takeaways
- Know your EBITDA: Your business is valued based on earnings—not top-line sales. Get familiar with your numbers.
- Get a clean financials audit: Bring in a third-party accountant before going to market to avoid surprises during due diligence.
- Brokers matter: A great broker can attract serious buyers—including private equity—not just tire kickers.
- You don’t have to take the highest offer: Culture fit, team impact, and long-term plans can matter more than cash.
- It’s not just a sale—it’s a strategy: Whether you want out or want to stay involved, structure your deal accordingly.
Who Should Listen?
- Trade business owners considering an exit
- Entrepreneurs looking to buy or merge with other businesses
- Operators who want to understand valuations, brokers, and private equity
- Anyone preparing their financials for potential sale or investment
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