In this episode, Jeff, Lou, and Nancy discuss: 

• Deal Structures: Cash is King
• Thinking straight and not just falling in love with an opportunity. 
• Incorporating the risk of breakage. 
• What stands out when you look at a firm’s financials. 
• Why people buy and sell and looking at it as a process. 

Key Takeaways: 

• There is a risk in both ways - there is a risk if the owner is too involved in the business, but there is also a risk if the owner has no involvement in the business. 
• Look at the debt and see what is going on with the interest - this will tell you more information than just the P&L. 
• You need to be thinking about what makes you and your business attractive as the seller. 
• Not all investments and expenses are created equal. 

"When you take a look at the process of buyers and sellers, people need to reflect on the fact that actually is a process and not an event." —  Jeff Concepcion