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Selling a business is rarely derailed by poor negotiating tactics. More often, it comes down to preparation, flexibility, and a realistic understanding of what the other side is up against. That last part is harder than it sounds. Most sellers have spent years building something, and the number in their head reflects that history. A buyer sees a set of financial statements and a risk they're being asked to take on with their own capital and...

03 May, 2026

Buyers often spend a lot of time focused on the deal itself - price, terms, structure. Less time is spent really thinking what they actually want out of it. That distinction tends to matter more than it seems. Start With Your Own Motivations Before getting into tactics, it’s worth stepping back and understanding what you want out of the transaction. Most buyers are not driven by a single objective, and those motivations are rarely clean or separate. You...

02 May, 2026

Most people envision selling a small business as a straightforward transaction: a purchase price is agreed upon, the deal closes, and the seller walks away with the proceeds. In many cases, that's exactly how it works. But not every deal fits that model, particularly when parties agree on the value of the business as it has performed historically but differ on what comes next. When that gap exists, a holdback is one tool that can help. Rather...

07 April, 2026

Buying your first business is one of those decisions that feels equal parts exciting and a little overwhelming. For a lot of people, the appeal is obvious. You get control over your work, more upside financially, and the chance to build something that’s actually yours. But getting from “this sounds interesting” to actually owning a business takes more than instinct. It takes some structure, a bit of patience, and usually the right people around you. Here’s how...

14 March, 2026

Risk reduction is one of the strongest arguments for acquiring an existing business rather than starting from scratch. And it's true – you're buying a proven model with established customers, trained employees, vendor relationships, and brand recognition. You're not guessing whether the market exists or whether anyone will pay for what you're offering. The business has already answered those questions. Buying a business lowers risk, but it doesn’t remove it. Think of it as joining a...

18 February, 2026

Purchasing an existing business offers a level of predictability and stability that launching a startup simply cannot provide. No matter how innovative or well-researched a new business idea may be, it will always involve uncertainty. Even with meticulous planning and support, new ventures often fail. In contrast, an established business has a documented operating history and a track record you can evaluate before making a decision. The past performance of an existing company will give you...

10 January, 2026

Selling a business isn’t like selling a house. There’s no open house, no bidding wars, and no public listings on multiple websites. More importantly, there’s no guarantee that the highest offer produces the best outcome. The wrong buyer, even at the right price, can create downstream regrets. The real challenge isn’t finding a buyer. It’s understanding how each type of buyer actually changes the dynamics of a deal. The Competitor: Speed, Familiarity, and Real Risk Attached Selling to...

09 January, 2026

Once you begin applying for an SBA 7(a) loan, one question comes up quickly and repeatedly: What experience do you have in this line of business? This isn’t arbitrary. The SBA and its participating lenders are trying to assess execution risk. All things equal, a buyer with firsthand industry experience is statistically less likely to stumble in the first critical years of ownership. Prior business ownership strengthens the case further. That logic is sound. The difficulty comes when...

29 December, 2025

For decades, owning a professional practice followed a fairly rigid sequence. Newly licensed doctors, dentists, veterinarians, chiropractors, and optometrists joined as associates. After years of building clinical experience, savings, and local reputation, a smaller subset eventually considered buying a practice of their own. Ownership came later, often much later, largely driven by financial considerations. Large down payments, conservative underwriting, and the complexity of SBA-backed loans effectively pushed ownership into mid-career. Many capable doctors never crossed that...

24 December, 2025

For much of the last decade, the idea of a “Grey Tsunami” dominated coverage of small business ownership. As Baby Boomers, now about aged 62 to 80, retired en masse, we were told to expect an eye-watering handoff of wealth and assets to younger generations. Its effects would be felt across finance, real estate, and small business ownership. After all, Boomers own just over half of U.S. small businesses, according to Census data. The implication was...

23 December, 2025

When buyers begin exploring opportunities in New Mexico, they’re not only evaluating financials and systems; they’re imagining what it would feel like to step into a business rooted in a place with its own rhythm. Whether they’re moving here from Denver or Dallas or already living in Santa Fe, Albuquerque, or Las Cruces, they want something that feels both stable and has the potential for them to put their own stamp on. The businesses that rise...

14 December, 2025

Selling a small business is a significant milestone. It not only involves financial decisions, legal steps, and lender requirements, but it also introduces a set of emotions that can influence how the process unfolds. While every seller is different, certain patterns appear often enough that they're worth talking about. It is natural for a seller’s emotions to progress from early optimism, to fatigue during the heightened scrutiny of due diligence, to impatience as delays and follow-up...

13 December, 2025

Most first-time buyers come into the process with a stack of articles and checklists, but the actual experience of buying a business rarely matches the neat diagrams. To show what the journey really looks like, let’s follow Marcus and Paul as they work through the acquisition of Opus Bookstore, a long-standing community fixture that fits their investment criteria and their lifestyle goals. The Inquiry, the NDA, and the Personal Financial Statement After weeks of browsing listings, Marcus...

13 December, 2025

Your LinkedIn profile is your digital storefront. It tells your professional story before you ever say a word. Business owners who present themselves with clarity and professionalism immediately earn the trust of others. A polished profile should highlight your expertise and showcase your achievements. If you’re preparing for a sale, your profile can convey your company’s strengths and appeal to potential acquirers. If you’re exploring acquisitions, it can demonstrate your strategic vision. Either way, clarity and...

06 December, 2025

When you sell a business, the world tends to focus on the transaction: the price, the terms, the closing date. But what most people don’t see is the emotional journey behind the paperwork. For many New Mexico business owners, whether it’s a family-run automotive shop in Las Cruces or a copy and print shop in Albuquerque, selling isn’t just a financial decision. For most, it’s a life transition. At Sam Goldenberg & Associates (SGA), we’ve seen...

04 December, 2025