The Buyer & Seller Podcast with Fexingo: Business Brokers, Exits, and Private Sales Explained

In this episode, Lucas and Luna break down the sale of a small Florida pool service company that achieved an 18x EBITDA multiple — nearly unheard of for a non-tech business. The secret wasn't technology or brand; it was a simple annual contract structure that turned unpredictable summer jobs into institutional-grade recurring revenue. They walk through the exact numbers: $240,000 in annual recurri...

Lucas and Luna break down the remarkable sale of a two-person printer repair company in Omaha that achieved a 14x EBITDA multiple. The secret wasn't revenue growth — it was a 'service ladder' that locked clients into annual contracts for managed print services, toner replenishment, and hardware maintenance. The owner, a former HP technician, spent three years converting one-off repair calls into r...

In this episode of The Buyer & Seller Podcast, Lucas and Luna break down why cleaning and janitorial service businesses consistently achieve premium sale multiples of 12x to 16x EBITDA. Using a real case study of a regional commercial cleaning firm that sold for 15x EBITDA in late 2025, they explore the three structural advantages that drive multiples higher: pure recurring revenue, low capital in...

Lucas and Luna dive into the sale of a small SaaS company in the construction project management space, which achieved a 20x EBITDA multiple by converting one-time licenses to annual subscriptions. They break down the specific steps the founder took: identifying the right buyer (a strategic acquirer with a complementary product), renegotiating contracts mid-cycle, and cleaning up the customer chur...

In this episode, Lucas and Luna break down the sale of a high-end hair salon chain in Austin, Texas, that achieved a 10x EBITDA multiple — far above the typical 4-6x for personal services. The key was transforming a walk-in, appointment-based business into one with 60% recurring membership revenue, modeled on the gym membership playbook. They walk through the pre-sale financial restructuring, cust...

Lucas and Luna break down the exit of a mid-size garage door installation and repair company in Phoenix that sold for 15 times EBITDA in early 2026. The key driver? A custom-built routing and scheduling platform that slashed dispatcher hours from 40 to 12 per week and reduced fuel costs by 22 percent. They walk through how the software was developed, how buyers valued it as a proprietary technolog...

In this episode, Lucas and Luna dive into the real story behind a small bakery chain that sold for 15 times EBITDA — not because it had the best croissants, but because it turned its recipes into legally protected intellectual property. They walk through how the owner systematized ingredient sourcing, baking processes, and even the look of the final product, then copyright- and trademark-protected...

In this episode of The Buyer & Seller Podcast, Lucas and Luna dive into the specific playbook that allowed a mid-sized landscaping company in the Pacific Northwest to sell at 8x EBITDA — a full multiple above the industry average. They break down the exact contract structures, customer retention strategies, and operational changes that transformed a seasonal business into a recurring-revenue machi...

In this episode, Lucas and Luna break down how a 12-person managed IT services provider in Greenville, South Carolina, sold for 18 times EBITDA — nearly double the industry average — by converting its client base from break-fix to 100 percent recurring contracts over eighteen months. They walk through the three specific changes the owner made: a tiered pricing model with hardware-as-a-service add-...

Episode 48 of The Buyer & Seller Podcast dives into the sale of Sweet Rise Artisan Bakery, a regional bakery chain that sold for 15 times EBITDA by turning its recipes and processes into defensible intellectual property. Lucas breaks down how the owner, Maria Contreras, documented every recipe with precise measurements and temperatures, trademarked the brand name and product names, and secured tra...

In this episode, Lucas and Luna dissect the sale of a mid-sized private school in the Pacific Northwest that achieved a 15x EBITDA multiple—well above the typical 6-8x for education businesses. The key was replacing month-to-month tuition billing with multi-year enrollment contracts, which transformed variable revenue into predictable recurring income. They walk through how the school overhauled i...

In this episode of The Buyer & Seller Podcast, Lucas and Luna break down how a small janitorial services company based in suburban Atlanta achieved a 12x EBITDA multiple by solving its biggest operational headache: employee turnover. The firm, CleanLine Services, had churn rates above 150 percent per year, which crushed profitability and scared off buyers. Over three years, the founder implemented...

Today Lucas and Luna break down a specific case: a single-location dental practice in suburban Chicago that sold in Q1 2026 at 11x EBITDA, a full two to three turns above the median multiple for dental practices. The seller was 59, looking to exit in 18 months, but the practice was over-reliant on Medicaid and had an outdated fee schedule. Over twelve months they renegotiated with insurers, shifte...

In this episode, Lucas and Luna break down the sale of a regional commercial laundry company that served hotels, hospitals, and restaurants. The business had steady revenue but a low valuation — until the owner renegotiated its top customer contracts from month-to-month to multi-year agreements. We walk through how that simple shift raised recurring revenue visibility, attracted a strategic buyer,...

In this episode of The Buyer & Seller Podcast, Lucas and Luna examine how a mid-sized roofing company in Phoenix achieved a 9x EBITDA exit by doing something unusual: creating detailed, standardized blueprints for every job. Most roofers operate with rough estimates and verbal agreements, which kills deal value. The owner invested $15,000 in a year-long process to document every project, including...

In this episode of The Buyer & Seller Podcast, Lucas and Luna break down how a midsize landscaping company in the Pacific Northwest sold for 7.5 times EBITDA — a full two turns higher than the industry average — by converting its seasonal, one-off client base into a subscription-style contract book. They walk through the exact operational and financial changes the owner made over 18 months: standa...

Lucas and Luna break down the story of a regional security guard firm that sold for 11x EBITDA — roughly double the industry average — by transforming its revenue mix from hourly billings to long-term recurring contracts. They walk through how shifting just 35% of revenue to multi-year agreements changed the risk profile, attracted a strategic buyer in the facility services space, and added $2.3 m...

Lucas and Luna dive into a case study of a boutique management consulting firm that sold for 14 times EBITDA — nearly double the industry average. The secret? The founder fired his bottom 10% of clients by revenue two years before the sale, eliminating the most demanding, lowest-margin accounts. This freed up senior talent, improved net promoter scores, and boosted EBITDA margins from 18% to 34%....

Episode 39 of The Buyer & Seller Podcast digs into the story of a mid-sized hardware store in Ohio that closed at 7.1 times EBITDA despite having zero physical inventory count in its final financials. Lucas and Luna walk through how the seller's messy books — inventory tracked by memory, handwritten purchase logs, and a garage full of unopened pallets — nearly killed the deal. They explain the wor...

In this episode, Lucas and Luna break down how a regional pest control company with $2.8 million in EBITDA sold for nearly 12 times earnings — a multiple more typical of software businesses. The key? Recurring revenue from service contracts. Lucas walks through the deal structure, the buyer's logic, and the specific financial adjustments that lifted the multiple. Luna questions whether the premium...

In this episode, Lucas and Luna explore the story of a family-owned machine shop in Ohio that sold for 6x EBITDA without using a business broker. They break down the seller's DIY approach: how he prepared financials, found a buyer through industry contacts, and negotiated the deal himself. Along the way, they discuss the risks and rewards of selling without a broker, including valuation pitfalls,...

In this episode of The Buyer & Seller Podcast, Lucas and Luna examine a mid-sized regional retail chain that achieved a 12x EBITDA sale by restructuring its lease portfolio before going to market. They walk through the actual lease terms that were dragging the valuation down — above-market rents, co-tenancy clauses, and personal guarantees — and how the seller renegotiated or bought out eight leas...

In this episode of The Buyer & Seller Podcast, hosts Lucas and Luna examine how a family-owned tire and auto service chain in suburban Ohio achieved an 8x EBITDA sale by front-loading a data room that took most buyers two weeks to verify. They walk through the specific documents the seller prepared, why the buyer waived the usual 45-day exclusivity period, and how the deal structure saved both sid...

Episode 34 of The Buyer & Seller Podcast digs into the messy reality of selling a seasonal business. Lucas and Luna examine a real deal: a pool maintenance and repair company in Phoenix that averaged just $400k in EBITDA during summer months but posted losses each winter. The seller struggled for two years with buyers offering 3-4x peak earnings. Then a private equity-backed roll-up came in with a...

Lucas and Luna unpack the sale of a specialized HVAC scheduling software company that fetched an eye-popping 15x revenue multiple — nearly double the typical SaaS range. They walk through how the firm's 80 percent recurring revenue base, low churn of 3 percent, and a single dominant buyer created a perfect bidding environment. The episode reveals why private equity firms pay up for predictable rev...