The Real Deal: Why Buyers and Sellers Never Agree on Value - ValuationPodcast.com

Topics in this episode

Lower middle market M&A Business exit strategy small business valuation buyer vs seller expectations EBITDA multiples explained

Episode notes

Hi, welcome back to ValuationPodcast.com - a podcast and video series about all things related to business and valuation. I’m Melissa Gragg, a financial mediator and business valuation expert in St. Louis, Missouri. In today’s episode, I’m joined by David C. Barnett - an international speaker, author, consultant, and one of the most respected voices in the world of buying, selling, financing, and managing small and medium-sized businesses. Together, we take a deep dive into what really happens in the lower middle market and Main Street business transactions. Most owners hear headlines about billion-dollar acquisitions, but the reality for the majority of business owners is very different. We break down how buyers actually think about value, why sellers often misjudge what their business is worth, and how emotional expectations, financing realities, and risk perception all collide during a deal. We also explore why many businesses never sell, what drives real valuation multiples in this space, and how sellers can better prepare themselves for a successful and realistic exit. This conversation is a grounded, eye-opening look at the “real deal” behind business valuation and M&A.