Screening, Scaling & Selling: Gregory Kovsky of International Business Associates (IBA) Explains

In this episode of The Entrepreneur’s Logbook, Zachary speaks with Gregory Kovsky, President and CEO of International Business Associates (IBA). Drawing on more than three decades in the brokerage world, and having personally facilitated over 300 transactions worth $1–30 million each, Gregory walks us through the art and science of selling a company.  He explains how he grew IBA into the Pacific Northwest’s largest business brokerage firm, with ten offices in Washington and Oregon and a 50-year track record of 4,400 completed deals. Zach and Gregory dig into the mindset shift needed to view a business sale as an investment rather than a single payday.  They discuss the three pillars that enhance enterprise value: working on, not in, your company, maintaining crystal-clear financials, and positioning for future growth or expansion. Along the way, Gregory shares cautionary tales of owners who fell into common traps such as overlooking process documentation, underestimating buyer financing requirements or failing to articulate a compelling growth story.  Finally, they unpack IBA’s step-by-step approach, from realistic valuation and buyer screening to deal structuring and closing.  Gregory offers practical takeaways for entrepreneurs planning their exit today: build a standout management team, detail your operations and digital presence, and always frame your business in terms of its long-term potential.  Timestamps Screening and Hiring Quality Talent to Scale Your Business – 02:50 2. Viewing Your Business Sale as an Investment & Conducting a Valuation – 07:05 3. Three Key Drivers to Enhance Exit Value (Work On the Business, Financial Clarity, Growth Potential) – 15:16 4. Balancing Historical Performance with Future Potential (Tesla Analogy) – 16:37 5. Pre-Exit Checklist: Clean Financials, SOPs, and Strong First Impressions – 26:36 Connect with Gregory https://ibainc.com/ https://www.linkedin.com/in/gregory-kovsky-460aab7/ Sponsored by We Feature You PR - Helping entrepreneurs build thought leadership through strategic podcast placements and launching their own shows. Ready to amplify your voice? Get in touch today. Subscribe & Review: If you enjoyed this episode, please subscribe and leave a review on your favorite podcast platform! Chapters (00:00:00) - The Entrepreneur's Lockbook Podcast(00:01:04) - Meet Gregory Kofsky, President and CEO of International Business Associates(00:01:56) - How to Sell Your Business.(00:06:30) - Why I Didn't Sell My Business(00:06:56) - The Process of Selling a Business(00:13:23) - When to Sell Your Company?(00:14:53) - 3 Mistakes Business Owners Make When Trying to Sell Their Company(00:20:37) - Should You Buy a Retirement Business?(00:26:00) - Selling Your Business: 3 Tips For Success(00:29:06) - How to Sell Your Business