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Personal Goodwill has always been a fascinating subject, impacting the sale of many small to medium-sized businesses – and possibly even larger companies. How is personal goodwill developed? An individual starts a business and, during the process, builds one or…
Mass Mutual Life Insurance Company provided the following survey results based on family-owned businesses. Although the survey was conducted several years ago, the results are still quite revealing, and still applicable. • Four out of five companies are still controlled by…
New accounting rules may require that acquirers and acquiring companies report earnout agreements as liabilities. Joel Johnson, president of Orchard Partners Inc., in his article, “Earnouts,” published by Valuation Strategies, states: “In a given year, 2% – 3% of announced…
The following are situations where the price was not the deciding issue in the successful sell of a business. The ultimate buyer may be the only one who really understands the situation. A business intermediary really understands the issues and…
Basically, there are three major negotiation methods. 1. Take it or leave it. A buyer makes an offer or a seller makes a counter-offer – both sides can let the “chips fall where they may.” 2. Split the difference. The buyer and…
Due diligence is generally considered an activity that takes place as part of the selling process. It might be wise to take a look at the business from a buyer’s perspective in performing due diligence as part of an annual…
A solid, factual and compelling offering memorandum maximizes the chances of not only selling a business, but obtaining the highest possible price. An offering memorandum is also referred to as the selling memorandum, a confidential descriptive memorandum, or simply as…
Important questions to ask when looking at a business…or preparing to have your business looked at by prospective buyers. • What’s for sale? What’s not for sale? Does it include real estate? Are some of the machines leased instead of owned?…
A January 2004 survey conducted by the DAK Group/Rutgers found the following breakdown of why businesses are for sale: Reasons To Sell Risk reduction 44% Competition or market changes 41% External pressures 27% Lifestyle factors (age, health, etc.) 14% Lack of capital 9% Ownership/management…
The closing is the formal transfer of a business. It usually also represents the successful culmination of many months of hard work, extensive negotiations, lots of give and take, and ultimately a satisfactory meeting of the minds. The document governing…
Another important factor relating to the asking price is the amount of cash involved in the sale. There is an old saying that the higher the full-price, the lower the down payment – and vice-versa. The sale of almost any…
Many business owners would like to receive all-cash for their business when selling. And yet they are often told that this is really not possible. Why? Most people are accustomed to financing just about everything – home, car, vacation home,…
Gregory Prekupec is a lawyer and strategic adviser specializing in corporate transactions, including share and asset deals, mergers, acquisitions, and amalgamations. He also has extensive experience advising Canadian and international franchisors across industries such as quick-service restaurants, retail, hospitality, education, manufacturing, and technology. Gregory collaborates with franchisors, master franchise owners, franchisees, and multi-unit franchisees to facilitate their national and international growth while ensuring brand protection and compliance with franchising regulations.
Gregory is passionate about celebrating his clients’ successes, and when he’s not advising them on corporate growth or franchising, you’ll find him enjoying a round of golf.
Aman Sodhi is a finance expert with 16+ years of experience helping clients get approved. He began his career at Scotiabank and TD Bank, gaining deep insight into banking and financial solutions.
Aman is a Founding Member of Money Tree Lending Group, Business Development Manager at Money Tree Lending Mortgages, and owner of Life Image Media. He’s also an investing partner in C & M Hospitality and has extensive experience in commercial real estate and short-term rental properties.
A University of Waterloo graduate in Accounting & Financial Management, Aman combines expertise, creativity, and a client-first approach to deliver results. Outside of work, he enjoys traveling, exploring new restaurants with his family, and cheering on Toronto’s Leafs, Raptors, and Jays.
Liz MacRae is the Co-Founder of Village Wellth, a Deal Management platform helping buyers acquire and grow small businesses. Before launching Village Wellth, Liz worked as a business broker and exit planning advisor, where she adapted a traditional brokerage model to include an exit planning division and ultimately sold the firm in 2021.
She has personally acquired three businesses and exited two, giving her first-hand experience on both sides of the table. Today, Liz brings that perspective to building technology, partnerships, and educational resources that equip buyers to succeed in their acquisition pursuits. She is passionate about making entrepreneurship through acquisition more accessible while fostering stronger ecosystems for brokers, sellers, and buyers alike.
Scott has worked Scott has worked with hundreds of owners to maximize the value of their businesses. Beyond leading the OpnRoad team, he serves as the Lead Advisor on our M&A transactions. Scott is an active board member of the International Business Brokers Association ® and regularly educates 250+ Realtors through the British Columbia Real Estate Association ®. He also serves as the VP of Sales for Capitaliz – a fast-growing SaaS company servicing the global exit planning industry. Some of Scott’s past experiences include: – Purchased and scaled Revelstoke Property Services 10x with Eve Duke, and sold to a private equity firm in 2018 – Founded StokeFM radio station in 2011 – Served on Revelstoke City Council for 4 years Outside of work, Scott enjoys a good surf trip down south and fresh power days in the alpine in Revelstoke, BC.
Since 2014 entrepreneurs have been engaging Jim to maximize the value of their businesses and minimize the hassle and risk through the complex process of buying and selling their businesses. Owners of medium and large private businesses rely on his commitment to maintain confidentiality through the process, meaning that the community, your staff, customers and/or suppliers will not know that your business is seeking a transition. As such, the general and day-to-day operations are not impacted by the change. He is able to guide them through all the steps in the transition process to arrive at a successful completion – allowing all parties to monitor the ongoing success of the transaction. Jim works closely with a team of professionals on your behalf, that can include: accountants, bankers, business coaches, insurance experts, lawyers and wealth planners, keeping your best interests top of mind. Please do not hesitate to contact Jim for your buying or selling needs.
Pratik Mehta is a CPA, and CM&AA who has spent his entire career working with small and mid-sized businesses. He began his journey at Grant Thornton LLP, advising clients across multiple industries on assurance, tax, and strategy. Today, he helps business owners navigate complex transactions and achieve successful exits with confidence. With deep technical expertise and a practical, client-focused approach, Pratik is passionate about unlocking value for entrepreneurs at every stage of the deal.
A Business Broker, lifelong learner, and proud single dad of two daughters, I’ve built my career on resilience, curiosity, and a passion for structuring deals. Born in India and raised in Canada, I started investing at 17 and experienced the highs and lows of markets firsthand—lessons that shaped my approach to business and life.
After careers in tech and digital marketing, I discovered my true passion: helping people navigate business transactions. I joined Sunbelt Canada as a Business Broker in Edmonton, eventually buying the office and growing it into the largest, most active in the network.
Along the way, I earned my CBI (2021) and mCBI (2024), and in 2020 was named #1 Business Broker in Canada. I thrive on working with professional teams to create successful deals, while always keeping family first.
Pino is the President of Pacific Mergers and Acquisitions Inc. and Sunbelt Business Brokers Pacific Inc. He holds an MBA and a variety of certifications including Master Lifetime Certified Business Intermediary, Certified M&A Professional, Lifetime Mergers and Acquisitions Master Intermediary, Certified Machinery & Equipment Appraiser, Certified Senior Business Analyst, and with over two decades of experience, in business brokerage and M&A Advisory.
Pino resides in Vancouver with his spouse and actively contributes to the industry as a member of the IBBA having served as Chair of the Board in 2012 and 2024. He is also involved with M&A Source, Cross Border Associates, Euromergers and Transeo.
Throughout his business brokerage career, Pino has been honored with several prestigious awards including the Fellow of the IBBA, the Tom West Award, Lifetime CBI, and multiple Chairman’s awards and one of the first members to be inducted into the IBBA Hall of Fame. Beyond his extensive experience in Business Brokerage and M&A, he is an equity partner in several businesses across manufacturing, retail, and technology sectors.
From John’s years in M&A he brings insight, not only as a highly trained broker and realtor, but also as a former business owner. John has personally owned several businesses and successfully sold them. John’s area of expertise is representing sell-side transactions in British Columbia. Selling lower middle market privately held enterprises. Market values range from $500K to $50M. As a business broker his sales stats are impressive. John has successfully brought 90% of the businesses he has brokered to completion. (Typically, success rates on businesses listed is only 35-40% sold). John attributes his success to his history as a former business owner, working with viable businesses, completing valuations in-house, cutting through the legal jargon and knowing how best to negotiate the deal to a successful close. The rest he credits to best practices and a global marketing network. John is a member in good standing with both the International Business Brokers Association (IBBA) and M&A Source. NAI Commercial has more than 325 local offices worldwide. Together, NAI Commercial and John are a hard-hitting team.
Varun Sehgal, CPA, is a Partner at Think Accounting, a full-service boutique accounting firm. He advises growth-oriented entrepreneurs as a Fractional CFO and Tax strategist.
Varun also works closely with business buyers and sellers on M&A transactions, helping them navigate financial clarity, tax efficiency, and long-term growth.
With over two decades of experience in commercial financial services, Oliver Akerblom has been a trusted advisor to entrepreneurs across diverse industries since 2001. In his current role as Business Transfer Manager at Desjardins, he specializes in the strategic financing of business mergers and acquisitions, providing expert guidance to front-line teams throughout the organization.
Oliver’s mandate includes coaching and training on business transfer best practices, with a focus on project qualification, strategic planning, and optimal borrowing structures. His work is driven by a commitment to supporting the long-term success and sustainability of Canadian enterprises through thoughtful, well-structured financial solutions.
As the owner of Equitas Business Brokers Limited, Ron Hunter specializes in guiding the sale and acquisition of mid-sized to lower mid market businesses in Ontario, along with his team of 4 other outstanding advisors.
With expertise in deal structuring, market positioning, negotiation and business valuation, Ron navigates clients through every stage of the transaction-ensuring confidentiality, clarity, and results. HIs approach blends rigorous financial analysis with a deep understanding of market dynamics to achieve successful, win-win outcomes
He previously was a partner group owning the Coldwell Banker Master Franchise in Canada, and currently owns a successful Coldwell Banker Franchise in Hamilton, Ontario. Ron is a CPA (Ontario) and recently successfully completed the exams to become a Business Certified Appraiser (BCA) with the International Society of Business Appraisers (ISBA).
Keith MacKenzie is the founder and Managing Partner of Chinook Business Advisory Ltd. After navigating a few of his own exits and completing his MBA studies, Keith is able to distill complex M&A concepts into clear, practical steps.
Keith, along with the team at Chinook has helped more than 400 owners achieve successful exits over the last 15 years. He is also a co-founder of Business Broker HQ, a 1,400-member community offering support for main-street business brokers
As a Certified Business Intermediary, Erin facilitates the confidential sale of companies between buyers and sellers. She is currently serving as the Chairperson for the International Business Broker’s Associations (IBBA) Board of Governors. As an intermediary for Cii Advisors and as the Chief Business Analyst for BizGro Partners, she navigates the entire business sale transaction process of various sizes from mainstreet to lower middle market, conducting closings across all of the US.
Erin has taught classes for the IBBA in marketing and valuation, as well as administered several seminars for the Business Brokers of Florida on all various topics relating to business brokerage. Her foundation in marketing and franchising alongside an MBA from University of Florida has helped propel her career as a highly successful business intermediary for over a decade.
She resides in South Florida with her 3 adult children, enjoys golfing, fitness, and leadership opportunities with her church.
August Milazzo is the founder of ClientsIO, the leading agency in business broker lead generation. Since launching the company in 2020, August has spearheaded the investment of millions into marketing research and innovation, assembling a a world-class team of experts to help business brokers consistently generate high-quality seller leads.
Under August’s leadership, ClientsIO has become the go-to partner for growth-minded brokers looking to scale. With a clear mission to empower brokers to achieve extraordinary success, the company delivers proven strategies that connect brokers with motivated sellers month after month.
August is a recognized authority in digital advertising and B2B lead generation, with deep expertise in Facebook Ads, funnel design, and outbound strategy.
Steve Schmidt is based in Montreal, Quebec, where he lives with his wife of 38 years. He has 3 grown children and 4 grandchildren. He studied at Concordia University, where he received a BA in English Literature and an MBA. When he joined Investiprise as an advisor, he recognized the value of industry-specific knowledge and got his CBI, and continues to love to learn from his peers in the IBBA.
Steve has worked for the corporate world in semiconductor sales, has owned a cabinet manufacturer, and has extensive Board experience in the non-profit sector. His French-Canadian mother blessed him with two languages, and his immigrant father taught him about hard work. As a dedicated networker and a skilled communicator, he brings company buyers and owners together so that a negotiation is a collaborative, beneficial process for all parties.
Michelle N. MondorfMichelle is a partner in the corporate and commercial practice group, with experience in secured transactions, drafting and negotiating commercial agreements, and general corporate matters.
Michelle has acted as counsel to clients who operate in several different industries, including automotive, insurance, transportation, professional health services, financial services and manufacturing.
Before joining Loopstra Nixon in 2015, Michelle completed her articles at a well respected Toronto firm then became legal counsel for a privately held holding company with operations in a variety of industries including food and beverage, automotive, real estate and financial industries.
Michelle received an Honours Bachelor of Arts degree from Acadia University before earning her LL.B at the University of Windsor. She is a member of both the Canadian and Ontario Bar Association and the Law Society of Upper Canada.
Greg Kells, Certified Business Intermediary, Life Member Institute of Business Appraisers, Certified Machinery and Equipment Appraiser, Certified Senior Business Analyst, Business Certified Appraiser, Mergers & Acquisitions Master Intermediary, Fellow of the IBBA, Licensed Business/Real Estate Broker, is President of Sunbelt Business Brokers Inc. (Canada) www.sunbeltcanada.com His focus on Sunbelt’s development has made Sunbelt the premiere Canadian Business Brokerage, dominating local markets through superior services, delivered by professional brokers, using effective marketing programs and supported by appropriate technology, training, large national and international networks, and proven methodology.
Mr. Kells is an international entrepreneur with extensive business development, marketing, and management experience. He started the Canadian operations of Sunbelt Business Brokers in 2001 and, in addition to opening more than 30 offices in Canada, he has developed business brokerage in other countries.
Greg is very much a hands-on CEO and his skills and experience are a significant asset to colleagues and clients. He has been a guest lecturer at Harvard, Yale, and Duke Universities as well as at numerous Canadian Colleges. He enjoys mentoring and is involved in teaching at Sunbelt, for the International Business Brokers Association, the National Equipment and Business Brokers Institute and the Society of Business Analysts.
He is the supportive husband to contemporary artist Gayle Kells and is the proud father of three children and three Grandchildren. Greg is involved in his community on various levels including being the President of the International Business Brokers Association – Canada www.IBBACanada.com , Chair of the Canadian Institute of Nature, founding Chair of the Canadian Institute for Conflict Resolution , and Chair of the National Aquatics Institute www.NAQC.CA He has been a candidate for leadership of Ontario and is active in numerous community organizations. Greg has been voted Ottawa Business Person of the year 5 times in the past 6 years.
