If you think a big EBITDA number alone will get you a big exit… you’re in for a rude awakening.

In this episode, John sits down with longtime business advisor David Barnett—who’s helped sell hundreds of companies—to break down what actually drives value when it’s time to sell your business.

From misunderstood multiples to messy financials, from distressed sales to “built-to-sell” winners, this conversation pulls back the curtain on how deals really get done—and why most owners leave money on the table.

Because the reality is simple:
Buyers aren’t just buying your profit… they’re buying how confident they are that profit will continue without you.

What you’ll learn in this episode:

Why EBITDA alone doesn’t determine your valuation
The 2 questions every buyer asks before making an offer
How poor systems, bad margins, and owner-dependence kill deals

Most businesses don’t sell because they weren’t built to sell.

If you want a real shot at a high-value exit, this episode is your roadmap.

Connect with David Barnett:
👉 https://www.davidcbarnett.com/

Connect with John:
👉 https://x.com/thehvacjack

💡 Yelp — A Smarter Way to Win Leads

Google costs are up. Lead quality is down. You’re paying more for less.

Meanwhile, Yelp generated 125M+ home service leads last year—and powers results across ChatGPT, Google AI, Apple Maps, and Alexa.

Less competition. Higher intent.

👉 Book a call: https://business.yelp.com/ownedandoperated

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If you enjoyed this episode, leave a 5-star review—it helps us reach more operators building real businesses.

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John Wilson, CEO of Wilson Companies
Jack Carr, CEO of Rapid HVAC

📌 Disclaimer: Some links may include UTM parameters or affiliate relationships, meaning we may earn a commission if you make a purchase. Episodes may feature sponsors, but all opinions expressed are our own.

What Buyers Actually Look for When Buying a Business

Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast

What Buyers Actually Look for When Buying a Business