➡️ Get Glen's book 📕 Glen Cooper on Business Brokerage Book https://www.amazon.com/Glen-Cooper-BUSINESS-BROKERAGE-Doesnt-ebook/dp/B0FLF28CJX/

How do you figure out what your business is really worth? Many business owners assume there's a simple formula—but the reality is that business valuation is one of the most misunderstood parts of selling a company.

In this episode, I break down the valuation framework I've used for nearly 50 years as a business broker to help owners price their businesses with confidence.

You'll learn the difference between **EBITDA** and **Seller's Discretionary Earnings (SDE)**, why most small businesses sell based on SDE instead of EBITDA, how earnings multiples really work, and when inventory and real estate should (and shouldn't) be added to your valuation.

I also explain why buyers are purchasing your future—not your past—and why understanding that mindset can dramatically improve your asking price and negotiation strategy.

Whether you're planning to sell your business next year or simply want to understand what it's worth today, this episode will give you a practical foundation that every business owner should know.

**In this episode, you'll discover:**

* The difference between EBITDA and Seller's Discretionary Earnings (SDE)

* Why most small businesses sell for 2–4× earnings

* How to calculate a realistic asking price

* When inventory and real estate add value—and when they don't

* Why future earnings matter more than historical financials

* The four principles that drive small business valuation

If you're serious about maximizing the value of your business before you sell, this episode is the perfect place to start.

**Subscribe** for more practical strategies on buying, selling, valuing, and growing small businesses from nearly five decades of experience in business brokerage.

➡️ Get Glen's book 📕 Glen Cooper on Business Brokerage Book - https://www.amazon.com/Glen-Cooper-BUSINESS-BROKERAGE-Doesnt-ebook/dp/B0FLF28CJX/

If you're trying to learn how to sell a business, most of the traditional sales advice you've heard may actually be hurting your chances of success.

In this episode, I challenge the outdated "Always Be Closing" approach and introduce a more effective strategy for today's buyers: Listen, Teach & Lead.

You'll discover why active listening creates trust, how the "Yes, and..." method improves negotiations, and how understanding the eight key value drivers can help you position your business more effectively with buyers and lenders.

Whether you're preparing to sell your company now or simply want to maximize its future value, this episode will help you better understand buyer psychology, business value, and negotiation strategy.

In this episode you'll learn:

• Why traditional sales tactics often fail when selling a business

• How active listening creates stronger buyer relationships

• The difference between "Yes, and..." and "Yes, but..." negotiations

• The 8 value drivers buyers and lenders evaluate

• How to position your business for maximum perceived value

• Why consultative selling produces better outcomes for both parties

If you want to learn how to sell a business successfully while creating a true win-win outcome, this episode is for you.

➡️ Get Glen's book 📕 Glen Cooper on Business Brokerage Book - https://www.amazon.com/Glen-Cooper-BUSINESS-BROKERAGE-Doesnt-ebook/dp/B0FLF28CJX/

Most business owners think their valuation is determined by revenue, profit margins, and financial statements. They're only partially right.

In this episode of What's Your Business Really Worth?, I reveal why your business elevator pitch can have a direct impact on how buyers perceive the value of your company.

After decades of helping business owners buy and sell companies, I've learned that the way you communicate your business often matters just as much as the numbers.

I break down the powerful Purpose, Promise, Offer, Difference framework and explain how to answer difficult buyer questions with confidence, justify your asking price, and position your business as a premium opportunity.

Whether you're planning to sell next year or ten years from now, this episode will help you understand how a well-crafted business elevator pitch can increase buyer confidence and maximize business value.

🔥 In this episode you'll learn:

📍 Why buyers ask the same questions repeatedly

📍 How your answers influence perceived business value

📍 The Purpose, Promise, Offer, Difference framework

📍 How to justify your asking price without sounding defensive

📍 What separates highly desirable businesses from average ones

If you're serious about selling your business for maximum value, this is an episode you won't want to miss.