Welcome back to The Entrepreneur’s Journey. In this episode, Jason Gabrieli is joined by Anthony Hauser of Guaranteed Exit Partners to discuss how business owners in the skilled trades and home services can prepare for and maximize the value of a future sale. Drawing on his experience in investment banking and private equity, Anthony explains what buyers look for, what can derail a deal, and why creating competition among buyers can strengthen an owner’s position. They also cover practical steps owners can take before an exit, from reducing owner dependency and improving financial systems to addressing labor structure and understanding current M&A market trends.

Tune into this episode to also learn:

● [00:01:25] Anthony’s background at J.P. Morgan, GenStar Capital, and M South Equity Partners, and his experience buying, growing, and selling skilled-trade businesses.

● [00:04:55] Why private equity buyers say no to most deals and the value of understanding the factors that drive investment decisions.

● [00:07:18] The information advantage frequent private equity buyers have over an owner who may sell a business only once.

● [00:08:44] How Guaranteed Exit Partners uses a network of roughly 150 buyers to create competition without charging sellers a traditional sell-side fee.

● [00:12:54] Why owners receiving unsolicited offers should generally consider testing the broader market before accepting.

● [00:14:46] The difference between helping an owner who is ready to sell today and helping one prepare over the next 12 to 24 months.

● [00:17:58] Operational changes that can improve exit value, including reducing equipment costs, implementing ERP systems, and developing a management bench.

● [00:21:49] How owners can prioritize pre-exit investments based on their expected return and impact on valuation.

● [00:23:38] Why converting contract labor to W-2 employees can reduce perceived buyer risk in certain industries.

● [00:26:35] How revenue mix, recurring maintenance contracts, and other business characteristics can influence valuation multiples.

● [00:27:46] Anthony’s view of the 2026 M&A environment and why softer operating performance can sometimes increase acquisition activity among private equity-backed platforms.

● [00:30:00] The consolidation of private equity-backed skilled-trade platforms and why the number of competing buyers could decline over time.

● [00:33:00] Balancing an owner’s personal timing with business performance and broader market conditions when deciding when to sell.

● [00:35:45] Anthony’s advice for owners considering an exit within the next three years: determine what they need financially, then build a plan for getting the business there.

● [00:37:46] Why owners should not be afraid to begin conversations with financial, accounting, and M&A professionals well before they are committed to selling.

3 Things To Remember

1. Preparing a business for sale can also make it a stronger, less owner-dependent, and more valuable company while you continue to own it.
2. A competitive process can help establish the true market value of a business rather than relying solely on an unsolicited offer from a single buyer.
3. Owners considering an exit should understand both the financial outcome they need personally and the specific business improvements buyers will value before setting a timetable for a sale

Useful Links

Connect with Anthony Hauser: LinkedIn

Connect with Jason Gabrieli: LinkedIn

Editing and post-production work for this episode was provided by The Podcast Consultant (https://thepodcastconsultant.com)

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