Selling a business is one of the most significant financial decisions an entrepreneur will ever make—but many owners don't understand how the process really works until it's too late.
In this episode of Growth Without Referrals, Mark Ferguson sits down with Aaron Kroll, Founder of Sterling Point Advisors, to discuss what business owners should know before taking their company to market.
Aaron shares how Sterling Point applies institutional investment banking processes to lower middle market businesses while maintaining the personal relationships that business owners need during one of the most emotional transactions of their lives.
You'll also learn:
- Why referrals still drive most of Sterling Point's growth
- How boutique advisory firms compete with larger investment banks
- The biggest misconceptions business owners have about company valuation
- Why EBITDA—not assets—often determines business value
- How private equity has transformed the lower middle market
- The growing popularity of partnership and rollover equity transactions
- What owners should understand before signing a Letter of Intent
- Why timing can dramatically impact the value of your business
Whether you're planning an exit in the next year or simply want to understand how today's M&A market works, Aaron provides practical insights every business owner should hear.
Key Takeaways
• Why lower middle market companies deserve institutional-quality representation
• How strong client relationships create long-term referral businesses
• The biggest valuation mistakes owners make
• Understanding EBITDA and why it matters
• How private equity evaluates businesses
• Why education is one of the most valuable services an M&A advisor provides
• How to prepare before entering a sale process
• Trends shaping the future of mergers and acquisitions