In this installment of Sell Side Shorts, host Michael Stanley breaks down one of the most important — and often misunderstood — parts of the M&A process: the Quality of Earnings (QofE) report.

Michael explains what a QofE report is, why buyers rely on it during due diligence, and how it impacts the final valuation of a business. From verifying revenue recognition and profitability to identifying potential risks or inconsistencies in financial reporting, this episode gives business owners a behind-the-scenes look at how buyers evaluate a company before closing a deal.

The conversation also covers the difference between buy-side and sell-side QofEs, why project-based and seasonal businesses should strongly consider completing a sell-side QofE before going to market, and how a proactive approach can help reduce surprises, retrading, and stress later in the process.

Whether you’re preparing to sell your business or simply want a better understanding of how buyers assess EBITDA and company value, this episode offers practical insight into one of the most critical financial steps in a successful transaction.

In this episode of the Sell Side Podcast, we sit down with Wilbur to take a deeper dive into one of the most active areas in private equity today: roll-up strategies in fragmented service industries.

We break down why sectors like landscaping, HVAC, pest control, and pool services have become prime targets for investors—and what makes these businesses so attractive for acquisition and growth.

From recurring revenue and customer retention to EBITDA, multiples, and working capital, this conversation walks through the key factors that drive valuation and buyer interest. We also explore the differences between residential and commercial revenue, why maintenance contracts matter more than installs, and how operational efficiencies can dramatically increase a company’s value.

Beyond the numbers, we cover what buyers are really looking for—strong teams, clean financials, low customer concentration, and scalable systems—and how business owners can position themselves for a successful exit.

Finally, we break down the different types of buyers—from strategic acquirers to private equity groups and family offices—and what each path means for life after the deal.

If you own or operate a service-based business, this episode is packed with insights on how to grow, scale, and ultimately maximize the value of what you’ve built.

🎙️ Listen now to learn how small businesses are being transformed into major opportunities through smart strategy and consolidation.

In this episode of Sellside Shorts, Michael Stanley breaks down key estate tax considerations business owners should think about before selling their company. He explains the current estate tax exemption thresholds, why a successful sale can quickly create taxable estate issues, and how early planning can make a major difference in preserving wealth for your family.

Using a recent real-world example, Michael walks through how a business owner couple used Spousal Lifetime Access Trusts (SLATs) and early valuation planning to transfer equity before a sale, helping reduce future estate tax exposure. This episode is a practical overview of why exit planning should include more than just the transaction itself and why involving an estate attorney early can lead to meaningful tax savings and smoother family outcomes.

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