Buying a business is rarely a one-person process.

You may be the person purchasing the company and ultimately running the business, but getting from “I found a business” to “I own the business” requires the right people around you.

Business brokers help source opportunities. CPAs analyze financials. Attorneys review purchase agreements. Valuation professionals help determine what a business may be worth. Lenders evaluate the financing. Insurance professionals address coverage requirements. And experienced advisors can help identify potential problems before they become expensive.

The right network can make the difference between simply finding a business and successfully closing one.

Business Acquisition Is a Team Sport

Many first-time acquisition entrepreneurs assume their first step should be finding a lender.

It usually isn’t.

Before a lender can evaluate a transaction, there needs to be a transaction worth evaluating.

That means understanding:

• What type of business you want to acquire
• Which industries fit your experience
• What geographic markets make sense
• How much liquidity you have available
• What type of financing you may need
• What professionals you’ll need during due diligence
• How the purchase will be structured
• Whether the business generates enough cash flow to support the proposed debt

This is where a strong professional network becomes valuable.

At ThinkSBA, the goal is to help entrepreneurs understand the business acquisition and financing process while connecting them with resources that can help move a transaction forward.

The objective isn’t simply to find more contacts.

It’s to connect the right people at the right time.

Start With the Right Business Broker

For many acquisition entrepreneurs, the business broker is one of the first important relationships they develop.

A good broker can help buyers identify opportunities, understand seller expectations, and navigate the early stages of a transaction.

But not every business is going to be appropriate for every buyer.

A business may have attractive financials but operate in an industry you don’t understand.

Another may fit your experience perfectly but have cash flow that doesn’t support the purchase price.

The goal isn’t to look at every business available.

The goal is to find the right business.

That requires knowing what you’re looking for before you begin searching.

ThinkSBA can be a resource for entrepreneurs who are evaluating acquisition opportunities and trying to understand what financing considerations should be evaluated before moving too far into the process.

Build Your Advisory Team Early

Once you identify an opportunity, the number of professionals involved in the transaction typically increases.

Your advisory team may include:

CPA or Tax Advisor

A CPA can help review tax returns, financial statements, add-backs, and other financial information.

Understanding the quality of the company’s historical earnings is critical when determining how much debt the business may be able to support.

Business Attorney

An attorney can help review purchase agreements, entity structures, representations and warranties, and other legal aspects of the transaction.

Business Valuation Professional

A valuation can provide an independent perspective on the value of the business and help identify potential discrepancies between the seller’s asking price and the underlying economics.

Quality of Earnings and Due Diligence Professionals

For larger or more complex transactions, additional financial due diligence may help validate reported earnings and identify risks that aren’t immediately obvious from tax returns alone.

Insurance Advisor

Insurance becomes particularly important when lenders require specific coverage as part of the financing.

Commercial Real Estate Professionals

If the acquisition includes owner-occupied commercial real estate, the transaction introduces additional considerations such as appraisal, environmental review, title, and real estate financing.

Lender or Financing Advisor

Finally, the financing professional helps determine how the transaction can potentially be funded.

The important thing is that these professionals shouldn’t operate in isolation.

The strongest transactions are built around communication between the advisors.

The Lender Shouldn’t Be the First Person You Call

One of the biggest misconceptions among first-time buyers is that getting an SBA loan simply means completing an application.

It doesn’t.

A lender evaluates the entire transaction.

That includes the buyer, the business, the purchase price, cash flow, proposed debt, industry, management plan, liquidity, and overall structure.

Consider two buyers purchasing similar businesses.

Buyer A

• Limited management experience
• Minimal liquidity
• No clear transition plan
• Seller handles most of the day-to-day operations
• Little preparation before approaching lenders

Buyer B

• Relevant industry experience
• Strong liquidity
• Clear operating plan
• Existing management staying after closing
• Seller transition plan
• Thorough understanding of the company’s financials

The businesses may be nearly identical.

But the lender’s evaluation of the two transactions may be very different.

The deal isn’t just about the business. It’s also about the buyer’s ability to successfully operate it.

How to Get Into the Right Lender Pipeline

There is an important distinction between finding a lender and finding the right lender.

Not every SBA lender has the same credit appetite.

One lender may be highly active in business acquisitions.

Another may focus heavily on owner-occupied commercial real estate.

Another may have experience with franchises.

Another may be more comfortable with certain industries, transaction sizes, borrower profiles, or geographic markets.

That’s why sending the same deal to every bank isn’t necessarily the best strategy.

Before approaching lenders, buyers should understand several important questions.

Does the Cash Flow Support the Proposed Debt?

Historical and adjusted cash flow are central to the financing conversation.

Does the Buyer Have Sufficient Liquidity?

Available cash and other financial resources can affect the feasibility and structure of a transaction.

Does the Buyer Have Relevant Experience?

If direct industry experience is limited, the buyer needs to demonstrate how they intend to successfully operate the company.

Is the Purchase Price Supportable?

A strong business can still become a difficult financing opportunity if the purchase price doesn’t align with the company’s financial performance.

Is the Transaction Structured Correctly?

Business acquisitions, commercial real estate purchases, partner buyouts, working capital, and expansions can require different financing strategies.

Are Potential Problems Being Addressed Early?

Finding a problem before underwriting is much better than discovering it after a lender has already invested significant time reviewing the transaction.

Why Relationships Matter in SBA Lending

A borrower may complete one or two acquisitions during their career.

A lender may review hundreds of transactions.

That experience gap matters.

An experienced financing professional can help borrowers understand how a transaction may be viewed by a lender and what information needs to be presented.

This doesn’t guarantee approval.

It does, however, help entrepreneurs approach the financing process with a better understanding of what lenders need to evaluate.

ThinkSBA is designed to be a resource for entrepreneurs, business buyers, and business owners navigating SBA financing and business acquisitions.

Rather than treating financing as an isolated step, ThinkSBAprovides educational resources that help entrepreneurs better understand the acquisition and financing process.

How ThinkSBA Can Help

More Than a Loan Resource

ThinkSBA can help entrepreneurs understand the financing side of a transaction before they reach the lender.

The platform provides educational resources and tools designed to help business buyers and owners evaluate potential financing scenarios.

Business Acquisition Resources

Entrepreneurs considering an acquisition can use ThinkSBA to better understand how factors such as purchase price, cash flow, equity injection, and financing structure can affect a potential transaction.

SBA Loan Education

ThinkSBA provides educational content covering SBA 7(a), SBA 504, business acquisitions, commercial real estate, and other financing topics.

This helps buyers become more familiar with the terminology and requirements they will encounter throughout the financing process.

Financing Calculators

ThinkSBA also provides tools that can help entrepreneurs evaluate potential financing scenarios, including:

• Business Acquisition Calculator
• Debt Refinance Calculator
• Real Estate Mortgage Calculator
• Working Capital Loan Calculator
• Seller Discretionary Earnings Loan Calculator

These tools are intended to help entrepreneurs better understand the numbers before entering the formal financing process.

Deal Preparation

Perhaps one of the most important benefits is helping entrepreneurs understand what needs to be prepared before approaching a lender.

That can include thinking through:

• Purchase price
• Cash flow
• Liquidity
• Equity injection
• Debt service
• Business experience
• Financial statements
• Tax returns
• Real estate
• Due diligence
• Transaction structure

The better prepared you are before entering the lender pipeline, the better positioned you are to have a productive financing conversation.

ThinkSBA and the Professional Network Behind the Deal

ThinkSBA is also connected to the broader ThinkSBA network, led by Ryan Smith.

Ryan Smith is the Principal and Founder of ThinkSBA and has more than two decades of commercial banking experience.

His background includes commercial lending, relationship management, treasury management, branch management, SBA financing, business acquisitions, lower middle-market M&A, owner-occupied commercial real estate, startups, and business expansion.

Ryan has successfully assisted hundreds of commercial loan applicants and has closed more than $255 million in commercial loans since 2020.

His experience also extends beyond lending.

Ryan is a Sky Zone Trampoline Park franchise owner, giving him firsthand experience on the ownership side of the table.

That combination of banking and business ownership provides a different perspective when discussing acquisition financing.

A Nationwide Network Built Around the Transaction

Over time, Ryan and ThinkSBA have developed relationships throughout the acquisition and financing ecosystem.

That network includes relationships with:

• Business brokers
• SBA lenders
• Conventional lenders
• CPAs
• Attorneys
• Wealth advisors
• Business valuation professionals
• Investors
• Acquisition entrepreneurs
• Insurance professionals
• Real estate professionals
• Other trusted transaction advisors

The network has also included nationally recognized franchise operators, self-funded searchers, attorneys, CPAs, wealth advisors, and IT security professionals.

The purpose isn’t to create a directory of professionals.

It’s to create connections when a transaction requires a particular resource.

For Business Brokers: Help Your Buyers Get to Closing

Business brokers play an important role in the acquisition ecosystem.

A broker may find the buyer and seller, but financing can ultimately determine whether the transaction closes.

ThinkSBA can be a resource for brokers who want their buyers to better understand SBA financing and the preparation required before approaching a lender.

Brokers can use ThinkSBA as an educational resource for buyers who need to learn more about:

• SBA financing
• Business acquisition loans
• Owner-occupied real estate
• Working capital
• Debt refinancing
• Business cash flow
• Financing calculators
• Loan qualification considerations

The goal is simple:

Your listing doesn’t just need a buyer. It needs a buyer who can get financed.

For Acquisition Entrepreneurs: Build Your Network Before You Need It

First-time buyers often begin building their advisory team after they find a business.

A better approach is to start earlier.

Build relationships with:

• Business brokers
• CPAs
• Attorneys
• Lenders
• Valuation professionals
• Insurance advisors
• Other acquisition entrepreneurs

Then, when the right opportunity appears, you’re not starting from scratch.

You already know who to call.

For Investors and Searchers

Investors and acquisition entrepreneurs can also benefit from having access to a broader network.

Whether you’re an experienced investor, self-funded searcher, first-time acquisition entrepreneur, or strategic buyer, relationships can help you navigate opportunities more efficiently.

Potential connections can include:

Business Brokers → Acquisition Opportunities

Lenders → Financing

CPAs → Financial Analysis

Attorneys → Transaction Structure

Valuation Professionals → Business Value

Insurance Advisors → Coverage

Other Entrepreneurs → Experience & Perspective

No single relationship replaces proper due diligence or professional advice.

But having access to the right professionals can make the process more organized.

For Trusted Advisors: Become Part of the Network

The network isn’t only for buyers.

If you are a:

• Business broker
• CPA
• Attorney
• Business valuation professional
• Wealth advisor
• Insurance professional
• Investor
• Lender
• Consultant
• Real estate professional

and you work with entrepreneurs, business owners, buyers, or sellers, there may be opportunities to collaborate.

A transaction often creates needs that extend beyond financing.

The right professional introduced at the right time can help solve a problem before it becomes a roadblock.

Get Ahead of the Lender

One of the biggest advantages of building your network early is understanding what needs to happen before the lender sees the deal.

Ask yourself:

Are my financial statements ready?

Have I reviewed the tax returns?

Do I understand the company’s cash flow?

Do I have enough liquidity?

Is the purchase price supportable?

Do I understand how the business will be operated after closing?

Have I identified the professionals I need for due diligence?

Do I understand what financing structure I’m pursuing?

Have I identified potential issues before submitting the transaction?

These questions don’t guarantee financing.

But they can help you avoid entering the lender process unprepared.

The Goal Isn’t to Know Everyone

Building a network doesn’t mean collecting hundreds of contacts.

It means knowing who to call when a specific problem appears.

You may need a CPA who understands acquisitions.

You may need an attorney familiar with asset purchases.

You may need a valuation professional.

You may need a lender comfortable with a particular industry.

You may need additional working capital.

You may need help evaluating owner-occupied commercial real estate.

You may need someone who understands how to prepare a transaction before it reaches underwriting.

The value of a network isn’t the number of people in it.

The value is knowing which person belongs in the conversation at the right time.

Don’t Build Your Team After You Find the Deal

The strongest acquisition entrepreneurs start building relationships before they submit an offer.

They understand their target industry.

They develop relationships with brokers.

They establish relationships with professional advisors.

They understand their financial capacity.

And they learn what lenders will expect before they’re under a deadline.

That preparation can make the acquisition process significantly more organized.

From Search to Closing

The process often looks something like this:

Source the Opportunity

↓

Evaluate the Business

↓

Build the Advisory Team

↓

Conduct Due Diligence

↓

Structure the Transaction

↓

Prepare the Financing Package

↓

Identify the Appropriate Lender

↓

Underwriting

↓

Closing

Financing shouldn’t be treated as something that happens separately from the acquisition.

Financing is part of the acquisition.

The Industries Behind the Deals

Business acquisitions aren’t limited to one type of company.

Transactions within the broader network have included businesses across industries such as:

Healthcare

Assisted living, residential care, home health care, and medical spas.

Professional Services

Law firms, CPA firms, engineering, architecture, and IT security.

Consumer & Franchise

Restaurants, franchise restaurants, salons, pet stores, retail, and car washes.

Industrial & Service Businesses

Plumbing, landscaping, construction, wholesale distribution, and property management.

Other Industries

Hospitality, gas stations and convenience stores, trucking routes, event planning, bail bonds, pool routes, HOA services, and weather advisory firms.

Industry experience can matter when evaluating an acquisition, particularly when the buyer is entering an unfamiliar sector.

What Makes a Strong Acquisition Team?

A strong acquisition team doesn’t necessarily have the most professionals.

It has the right professionals for the transaction.

At different stages, you may need different expertise.

The business broker helps you find the opportunity.

The CPA helps you understand the financials.

The attorney helps protect the transaction.

The valuation professional helps assess value.

The lender evaluates financing.

The insurance advisor addresses coverage.

And the buyer brings everything together with a plan to operate the business successfully.

ThinkSBA can help you understand where financing fits into that process and provide resources to help you prepare.

Final Thoughts: Your Network Can Be Your Competitive Advantage

Finding a good business is important.

Having sufficient liquidity is important.

Getting the right financing is important.

But the people surrounding the transaction can be just as important.

You don’t need to know everything about buying a business.

You need to know who to call when you don’t.

Build relationships before you need them.

Find the right business broker.

Assemble your advisory team.

Understand your financing options.

Learn what lenders look for.

And prepare your transaction before it reaches underwriting.

Because when the right opportunity finally appears, you don’t want to start building your team.

You want your team ready to go.

How ThinkSBA Can Help

ThinkSBA is designed to give entrepreneurs access to the education, tools, and resources they need to better understand SBA financing and the business acquisition process.

Whether you’re just beginning your search, evaluating a specific acquisition, working with a business broker, or preparing to approach a lender, ThinkSBA can help you take the next step with more information and a clearer understanding of the financing process.

Explore ThinkSBA’s acquisition resources, financing calculators, and educational guides to start preparing for your next transaction.

The right deal starts with the right preparation.

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