Episode #26: Brad Scoffin, Advanced Business Brokers

What happens when 73% of all privately held businesses need to change hands in the next decade, but most owners aren't remotely prepared? Brad Scoffin, partner at Advanced Business Brokers (ABB), joins hosts Adam Hayes and Bob Paden to unpack the real story behind the so-called "silver tsunami" and why the gap between what owners expect and what the market will pay is wider than most people think. Brad shares hard-won lessons from a decade of helping business owners navigate one of the most significant, and emotional, transactions of their lives. From sellers who sabotage deals three days before closing because they haven't figured out what comes next, to private equity firms dangling inflated offers they never intend to honor, this conversation pulls back the curtain on the messy reality of buying and selling businesses. The episode also dives into the rise of Entrepreneurship Through Acquisition (ETA), why the "buy a business and sit on your couch" fantasy is exactly that, and how AI-generated outreach is adding a new layer of noise to an already confusing marketplace. Brad breaks down why the simple math of multiples doesn't actually work the way most owners think it does and why running your business as if you could sell it tomorrow is the smartest thing you can do, whether you plan to exit or not. If you own a business or advise someone who does, this episode is essential listening.