I remember the exact moment it hit me.

I was standing in a mechanical room that smelled like burnt dust and old insulation, staring at a rooftop unit that had seen better decades.

My knees hurt.

My phone wouldn’t stop buzzing.

And I thought, “Alright… maybe it’s time to sell this thing.”

Not the unit.

The business.

If you’re in HVAC, you already know the grind. Early mornings. Late nights. Emergency calls right when you sit down for dinner. It adds up.

So when you finally decide to sell, you want to do it right.

Not just fast.

Not just easy.

You want maximum value.

And that’s where choosing the right business broker becomes the difference between a solid exit and a regret that sticks with you for years.

Let me walk you through what I learned the hard way.

Why Selling an HVAC Business Is Different

HVAC companies aren’t like flipping a random online store.

Buyers look at very specific things:

• Recurring maintenance contracts
• Service vs install revenue mix
• Technician retention
• Fleet condition
• Local reputation

You’re not just selling numbers.

You’re selling a machine that either runs smoothly without you… or falls apart the second you step away.

That’s why your broker matters.

A lot.

The First Broker I Talked To… Big Mistake

I went with the first guy who sounded confident.

Nice suit.

Fast talker.

Said he could “get multiple offers within 30 days.”

Cool.

Except he didn’t understand HVAC at all.

He priced my business like it was a generic service company. No adjustment for recurring revenue. No attention to seasonality. No clue how valuable my maintenance agreements were.

Result?

• Crickets for weeks
• Lowball offers
• One buyer who asked if I “also did plumbing”

That’s when I realized something important.

Something I realized by spending time reading the content on Business Broker Finder, is that not all brokers are built the same.

What to Look for in a Business Broker (That Actually Matters)

1. Industry Experience Is Not Optional

You want someone who understands HVAC specifically.

Not just “service businesses.”

Not “small businesses.”

HVAC.

Here’s what they should already know:

• How to value maintenance contracts
• Why technician retention affects multiples
• What buyers expect in terms of systems and SOPs
• Seasonal revenue swings and how to position them

Ask them directly:

• “What HVAC deals have you closed in the past 2 years?”
• “What multiples are HVAC companies getting right now?”

If they hesitate, move on.

2. They Should Talk About Buyers Before You Do

A good broker already knows who might buy your company.

They don’t wait for the listing.

They have relationships.

Types of buyers they should mention:

• Private equity firms rolling up HVAC companies
• Local competitors expanding territory
• Strategic buyers building regional brands

If your broker says, “We’ll just list it and see what happens,” that’s a red flag.

You’re not selling a used truck.

3. Valuation Should Feel Like a Breakdown, Not a Guess

When my second broker stepped in, it was a completely different experience.

He didn’t throw out a number.

He built it.

Here’s what he looked at:

• EBITDA adjusted for owner add-backs
• Recurring maintenance revenue
• Customer concentration
• Growth trends over 3 years

He explained every piece.

It made sense.

And more importantly, it gave me confidence.

You want a broker who can justify your price to a skeptical buyer without breaking a sweat.

4. Marketing Strategy Should Be Specific

This part surprised me.

I assumed brokers just “list the business.”

That’s not enough.

A strong broker should outline:

• How they create a confidential information memorandum
• Where they quietly market your business
• How they screen buyers before sharing details

Ask them:

• “How do you protect confidentiality?”
• “How do you attract serious buyers only?”

Because the last thing you want is your techs finding out you’re selling from a random email leak.

Trust me.

That gets awkward fast.

5. Deal Structure Knowledge Is Where Money Is Made

This is where things get real.

The best broker I worked with didn’t just focus on price.

He focused on structure.

That includes:

• Cash at close
• Seller financing
• Earnouts
• Transition periods

Here’s the thing most people miss.

A higher offer isn’t always better.

A $2M deal with shaky terms can be worse than a $1.7M deal that actually closes clean.

Your broker should help you navigate that.

Not just celebrate the highest number.

Questions You Should Ask Before Signing Anything

Keep it simple.

Ask these five:

1. How many HVAC businesses have you sold recently?
2. What was the average multiple on those deals?
3. Who are the most likely buyers for my company?
4. How will you market my business confidentially?
5. How do you handle negotiations and deal structure?

Write their answers down.

Compare them.

You’ll start to see the difference pretty quickly.

My Turning Point

I almost went with that first broker.

If I had, I probably would’ve sold for less.

Or worse, not sold at all.

The second broker?

Different level.

We had multiple interested buyers within a few weeks.

Not hype.

Real conversations.

And the final deal came in stronger than I expected.

Not because the business magically changed.

Because the presentation, positioning, and negotiation did.

Common Mistakes HVAC Owners Make When Choosing a Broker

Let’s keep this real.

Here’s where people mess up:

• Choosing based on the lowest commission
• Going with someone just because they’re local
• Trusting confidence over actual experience
• Not asking for deal history
• Rushing the decision

You spent years building your company.

Don’t rush the exit.

Final Thoughts

Selling your HVAC company isn’t just a transaction.

It’s the last chapter of something you built from scratch.

Pick a broker who treats it that way.

Someone who understands the industry.

Someone who knows the buyers.

Someone who can walk you through the deal without making it feel like a gamble.

Because when it’s done right, you don’t just walk away with money.

You walk away knowing you didn’t leave anything on the table.

And that feeling?

Worth every bit of effort it takes to choose the right person.

What Really Went Down at the EMN Meeting: A Raw, Honest Review

Not Your Average EMN Meeting

You ever walk into a room and instantly feel like you’re about to either learn something life-changing… or get pitched the next Fyre Festival?

That was me walking into the EMN Meeting (here’s where you can find them on Tik Tok) this year.

I’d heard rumblings about it from a few folks in my circle — some calling it “the real-deal gathering for serious investors,” others whispering it was more smoke than fire. So I showed up, not with stars in my eyes, but definitely curious (and yeah, a little skeptical).

Spoiler: it wasn’t perfect, but it was something. And if you’re thinking about showing up next year, let me give you the no-spin version of what actually happened.

The Vibe: Somewhere Between Harvard Club and Basement MMA Gym

Okay, so picture this: you walk into the venue, and there’s this weird mix of tailored suits and Patagonia vests. Half the crowd looked like they just stepped off a CNBC set, the other half like they crushed a kettlebell workout and decided to talk macro afterward.

It was kind of beautiful.

You could tell immediately that this wasn’t your average rubber-chicken dinner conference. People were dialed in. Conversations weren’t surface-level small talk — we’re talking deep dives on debt cycles, energy infrastructure plays, the ethics of AI in investing. Some of it went over my head (I’m not ashamed — I zoned out halfway through a 20-minute tangent on uranium futures), but a lot of it was refreshingly raw.

And people weren’t just talking to hear themselves talk. You know how some finance events feel like an ego contest wrapped in buzzwords? This wasn’t that. I overheard one guy admit he was down 35% on a speculative play and ask for genuine feedback on what he missed. That kind of humility? Rare. And honestly, kind of badass.

The Speakers at the EMN Meetings: Heavy Hitters, No Hype

I’ve been to events where speakers basically just pitch their fund or their newsletter, throw out a few dramatic charts, and mic-drop. Thankfully, EMN Meetings don’t fall into that trap.

There was a solid lineup of thinkers who weren’t trying to sell you anything — just dropping knowledge like they were talking to old friends over a steak dinner.

One guy — we’ll call him the “Dealmaker in Denim” — broke down the psychology of distressed asset buying during economic downturns. His style was so casual, it almost felt like he was winging it, but every line hit. You could see notebooks flying open like people were studying for a test.

Another speaker laid out the emotional rollercoaster of selling his company during peak market mania. He didn’t sugarcoat it — talked about the guilt, the paranoia, even a weird phase where he got obsessed with gardening (we’ve all been there… right?).

It was the kind of storytelling that sticks with you because it was real. Not packaged. Not rehearsed.

The Crowd: Surprisingly Human (and Weirdly Generous)

You’d expect a bunch of finance nerds trying to one-up each other. What I got instead? A bunch of curious, humble, slightly eccentric humans.

During one of the coffee breaks (read: oxygen-and-espresso pit stop), I got into a chat with a guy wearing hiking boots and talking about a lithium play in Bolivia. I asked one mildly dumb question and instead of brushing me off, he launched into a 10-minute explanation that made it all click. Then he asked me about my portfolio, like my opinion mattered. That’s rare.

Another guy passed around a hand-drawn flowchart of how he thinks currency devaluation cycles actually play out — and it wasn’t even part of the presentation. Just something he whipped up at 2 a.m. in his hotel room because, and I quote, “I couldn’t sleep thinking about Zimbabwe’s central bank policies.”

You can’t make this stuff up.

The Downsides: Not All Rosy

Alright, it wasn’t all golden.

There were a couple of panels that dragged — one in particular felt like it was sponsored by Ambien. And the Wi-Fi? Let’s just say I hope nobody was trying to day trade during the sessions, because even the dial-up of 1997 would’ve been faster.

Also, if you’re not someone who thrives on intellectual chaos, some parts of the meeting might feel like a firehose to the face. There’s a LOT going on, and the schedule was tighter than a 90s sitcom episode. No fluff. No filler. Which I personally loved — but it’s not for everyone.

My Takeaway: Worth It, But Know Why You’re Going

Look, if you’re hoping for a clean PowerPoint-and-cocktails kind of event, EMN isn’t your scene. It’s gritty. It’s intense. It’s like drinking black coffee while reading a bearish market thesis at 3 a.m. — stimulating, but a bit jarring.

But if you’re the kind of person who gets more excited by nuance than noise… if you’d rather hear a 62-year-old private equity guy admit he was wrong about crypto than watch another Instagram, https://www.instagram.com/emn_meeting/,  of someone flashing their options gains… then yeah. This is your tribe.

You’ll walk away with a few new ideas, maybe a new friend, and — if you’re lucky — a conversation that’ll keep you up thinking for a few nights.

Final Thoughts: Will I Go Again?

Absolutely.

But next time, I’m bringing two things I didn’t have this time:

1. A notebook I don’t mind scribbling all over.

2. A better pair of shoes. (Walking 12,000 steps in loafers was not the play.)

If you ever get the chance to go to an EMN Meeting, go in with an open mind, a curious spirit, and maybe a little caffeine. You’ll leave smarter — and probably a little weirder, in the best way possible.

✌️ See you at the next one.

You know that feeling when you’re about to step onto the court before the biggest game of your life? 🏀 The lights are blinding, the crowd’s buzzing, your palms are sweaty (because, yes, even legends sweat). That’s exactly what it feels like when you’re getting ready to sell your business.

I’ve been there. Trust me—it’s a mix of excitement, fear, pride, and about a million “what-ifs” bouncing around in your head like rogue basketballs.

But here’s the deal: preparation isn’t just a nice-to-have; it’s the whole game. It’s how you win. And if you do it right, you’re not just selling a business—you’re setting yourself up for the next championship run in your life.

Let’s break it down, real talk style.

Know Why You’re Selling A Business

When I sold my first startup with the help of a broker I found on True Business Builders (way back when my haircut still looked like a bowl stuck on my head), everyone kept asking: “Why are you selling?”

At first, I gave the usual canned answers. “Time for new opportunities,” “Want to focus on other passions,” blah blah blah. 😅

But internally I knew: I had maxed out what I could personally bring to the table. The business deserved fresh energy.

👉 Takeaway:
Buyers will definitely ask why you’re selling. Be honest—but strategic. If it’s burnout, reposition it as “wanting to pass the torch to someone who can take it to the next level.” If it’s market timing, frame it as “capturing value at the peak to ensure the business’s strong future.” Spin it like a pro.

Get Your Financial House in Order

Imagine showing up to Game 7 of the Finals in sandals and board shorts. That’s what it’s like trying to sell a business with messy books.

One of my biggest rookie mistakes? Thinking I could just “explain away” a few weird accounting line items. NOPE. ❌

Buyers are sharks in suits. They smell financial chaos from a mile away. And the second they do? Lowball City.

Here’s what you need cleaned up before you even think about listing:

• Full profit and loss (P&L) statements for at least 3 years

• Balance sheets, cash flow statements, tax returns

• Normalizing your financials (removing one-time expenses or owner perks like that “business trip” to Aruba)

✅ Pro Tip: Hire a CPA who has experience with business sales. It’s worth every penny. You wouldn’t play in the NBA without a coach, right?

Document, Document, Document: Systems Matter

When MJ left the Bulls, the team didn’t fall apart overnight. (Okay, maybe a little. 😬) Why? SYSTEMS.

Great businesses aren’t just a bunch of all-stars running around making magic. They’re machines built on repeatable processes.

Before you sell, start documenting everything like your life depends on it:

• Sales processes

• Marketing strategies

• Employee roles and responsibilities

• Vendor relationships

• Customer onboarding workflows

It’s not just for the buyer. It’s for your own sanity.

🎯 The goal: Make the business so turnkey that the buyer thinks, “Dang, I could run this thing from a beach in Maui if I wanted to.”

Boost Your Business Curb Appeal

When you’re selling your house, you plant some flowers, slap a fresh coat of paint on the door, and maybe bake some cookies before the open house (because who can resist cookies?).

Same deal with your business.

Little improvements = Big perceived value.

Here’s what I did before selling my last company:

• Updated the website (turns out buyers judge you just as hard as customers do)

• Streamlined operations (fewer expenses = higher margins = higher sale price)

• Polished the branding (new logos, updated messaging—tighten it all up)

Buyers aren’t just buying your cash flow. They’re buying the dream. So make it look irresistible.

Get Your Team (and Yourself) Mentally Ready

Real talk: Selling your business is emotional. You’ll feel like you’re breaking up with someone you built a life with. 💔

And your employees? They’ll be confused, scared, and maybe even a little hurt.

Be human about it.

Tips for prepping your team:

• Be as transparent as you can (without blowing the deal)

• Reassure them that their jobs are secure (if they are)

• Encourage loyalty to the business, not just to you personally

You want your buyer to inherit a functioning, motivated team. Not a ghost town full of resentful ex-employees.

Know Your Business’s Real Value

Listen, I love confidence. I built my career on a healthy dose of it.

But when it comes to selling, delusion kills deals.

I once thought a business I built was worth $10 million. (It wasn’t. It was closer to $5M. Painful, but true.)

Get a professional valuation from someone who isn’t your mom, your neighbor, or your Instagram followers.

Things that affect your value:

• Earnings (especially EBITDA—earnings before interest, taxes, depreciation, and amortization)

• Growth potential

• Industry trends

• Customer concentration (no buyer wants you making 80% of your revenue from one client)

📈 Solid numbers = Solid offers. No guesswork.

Build a Killer Transition Plan

No one wants to buy a business where the owner leaves on Day 1, leaving behind… well, chaos.

Have a transition plan ready:

• Will you stay on as a consultant for 3, 6, or 12 months?

• Are you willing to train the new owner?

• Will you help introduce key customers and vendors?

Showing that you’re committed to a smooth handoff will make you way more attractive as a seller.

It’s like mentoring the new draft pick who’s gonna take your place. You want them to succeed. (Because secretly, it reflects how awesome YOU were.)

Final Thoughts: It’s Your Legacy, Treat It That Way

Look, selling your business isn’t just a transaction. It’s a legacy move.

You’re handing over something you built, fought for, lost sleep over, and probably sacrificed more than a few weekends (and birthdays and vacations) to grow.

So treat the process with the respect it deserves. 🏆

Prepare like you’re getting ready for the NBA Finals. Every document, every system, every dollar cleaned up and shining like a championship ring.

Because when that wire transfer hits your account, and you walk out of your (former) office for the last time?

You’ll want to feel like you won — not like you just handed over your life’s work to the first person who flashed a check.

Game on. 🔥

Key Takeaways for Preparing Your Business for Sale

• Be clear on why you’re selling and have a smart answer ready.

• Get your financials organized — clean books = confident buyers.

• Document your operations so the business can run without you.

• Spruce up your brand and systems to boost perceived value.

• Support your team emotionally throughout the sale.

• Get a realistic valuation from a professional.

• Create a transition plan buyers can trust.

Ready to sell your business like a pro?
Get in, prepare like a champion, and make your next move the best one yet. 🏀🚀