Your complete framework for finding, evaluating, financing, and closing profitable businesses.
📋 How to Use This Workbook
Print it out — this workbook is designed to be printed and filled in by hand during the summit. If you prefer digital, you can fill in information in advance to stay focused and get the most out of each session.
SECTION 01
Pre-Event Self-Assessment
Complete this section BEFORE the live call. Knowing your situation allows the panel to give you specific, actionable advice.
1.1 Your Acquisition Profile
1.2 Your Financial Position
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SBA loan
Seller financing
Private capital / investors
Personal loan or HELOC
All-cash (no financing)
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1.3 Your Target Business
Laundromat
Car Wash
HVAC
Plumbing
Electrical
Landscaping / Lawn Care
Cleaning / Janitorial
Auto Repair
Self-Storage
Dry Cleaning
Vending / ATM Routes
Pest Control
Roofing
Pool Service
Other
1.4 Your Current Deal Status
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1.5 Your Biggest Concerns
1.6 Your Questions for the Panel
SECTION 02
The Deal Evaluation Framework
Use this framework to evaluate any business acquisition opportunity.
Key Market Data
$842B
U.S. Home Services Market
12M
Boomer-Owned Businesses
55%
No Succession Plan
37%
Selling Within 2 Years
$10T
Wealth Transferring
10K/day
Boomers Turning 65
The 5-Minute Phone Screen
Before you spend hours analyzing a deal, run this quick screen with the seller or broker:
What's the annual revenue?✓ $250K–$5M✗ Below $250K
What's the SDE?✓ 15%+ of revenue✗ Below 10%
How long have you owned it?✓ 5+ years✗ Less than 2 years
Why are you selling?✓ Retirement, health✗ "Not making money"
How many employees?✓ 3+ (not counting owner)✗ Owner is only worker
% of revenue recurring?✓ 40%+✗ Below 20%
What's the asking price?✓ 2–4x SDE✗ Above 5x SDE
Where to Find Deals
SECTION 03
Deal Evaluation Scorecard
Score each dimension 1–10. A deal needs 60+ to be worth pursuing.
1. Revenue Quality
/ 10
2. Customer Concentration
/ 10
3. Owner Dependency
/ 10
4. Team Stability
/ 10
5. Asset Condition
/ 10
6. Market Position
/ 10
7. Financial Accuracy
/ 10
8. Growth Potential
/ 10
TOTAL SCORE
/ 80
60–80
Strong — Proceed
40–59
Dig Deeper
20–39
High Risk
Below 20
Walk Away
SECTION 04
The Due Diligence Death List
83-point checklist. Use during full due diligence — AFTER a deal scores 40+ on the Scorecard.
P&L statements for last 3 years — reviewed and verified
Balance sheet — current and accurate
Tax returns for last 3 years — match P&L
Bank statements for last 12 months — match reported revenue
Accounts receivable aging report — no significant overdue
Accounts payable aging report — no hidden liabilities
Revenue trend analysis — growth, flat, or declining?
Gross margin analysis — consistent or deteriorating?
SDE calculated and verified
Add-backs identified and validated
Cash vs. accrual accounting method identified
Seasonal revenue patterns documented
Credit card processing statements reviewed
Payroll records reviewed
Inventory valuation (parts, supplies, materials)
SECTION 05
Financial Analysis Templates
SDE calculation, revenue trend analysis, and post-acquisition cash flow projection.
5.1 SDE Calculation
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ADD BACK:
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SUBTRACT:
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5.2 Revenue Trend Analysis
Year 1 (oldest)
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%
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%
Year 2
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%
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%
Year 3 (most recent)
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%
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%
TTM (trailing 12 months)
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%
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%
5.3 Post-Acquisition Cash Flow
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#
SECTION 06
Tax Strategy & Entity Structuring
Notes from the CPA session. Entity structure, asset vs. stock purchase, and allocation strategy.
Asset Allocation Strategy
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SECTION 07
Financing Strategy Worksheet
Plan your financing structure and calculate debt service coverage.
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Your Financing Structure
Your cash (down payment)
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%
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SBA Loan
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%
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Seller Financing
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%
#
Private Capital
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%
#
Other
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%
#
Debt Service Coverage Ratio
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Negotiation Strategies (from Session)
SECTION 08
Home Service Valuation Calculator
SDE multiple method and comparable sales analysis.
SDE Multiple Method
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1.5x–2.5x
Owner-dependent, <$500K
2.5x–3.5x
Stable team, $500K–$1M
3.0x–4.0x
Strong brand, $1M–$3M
3.5x–5.0x
Scalable, $3M+
Comparable Sales
Comparable #1
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Comparable #2
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Comparable #3
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SECTION 09
The 90-Day Growth Playbook
Your day-by-day guide for the first 90 days after closing.
Week 1: Observe and Stabilize
Rule #1: Change nothing in Week 1.
Day 1: Meet every employee individually. Listen.
Day 2: Shadow the top technician on a service call.
Day 3: Review the schedule for the next 2 weeks.
Day 4: Meet the top 5 customers. Introduce yourself.
Day 5: Review all vendor relationships and contracts.
Day 6: Review the technology stack.
Day 7: Write your Week 1 assessment.
Month 1: Assess and Optimize
Audit pricing vs. market rates
Implement review request system (target: 10+ new Google reviews)
Optimize routing and scheduling (target: 15% less drive time)
Create upsell checklist for technicians (target: 10% higher avg ticket)
Audit marketing spend and ROI
Set up weekly cash flow reporting
Create key employee retention plan
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Month 2: Grow
Raise prices 10–15% on new customers
Add 1 new service line (e.g., maintenance agreements)
Launch Google Local Service Ads
Implement referral program ($50 bonus)
Approach 10 local property managers / commercial accounts
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Month 3: Scale
Hire 1 additional technician
Implement automated follow-up and review requests
Expand service area by 1 adjacent zip code
Partner with 3 complementary businesses
Push maintenance agreements to all existing customers
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SECTION 10
Live Deal Evaluation Notes
Take notes on every deal the panel evaluates — even if it's not yours.
My Deal (if evaluated)
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SECTION 11
Action Plan & Next Steps
Your post-Summit roadmap. Complete this during the final Q&A session.
Immediate Action Items (This Week)
30-Day Action Items
90-Day Goals
Key Contacts Made Today
Questions Still Unanswered
My Commitment Statement
Write one sentence that captures what you're committing to do as a result of the Summit:
This workbook is your operational manual. Use it on every deal. Refer back to it before every negotiation. The frameworks don't expire — the evaluation process, the due diligence checklist, and the growth playbook are evergreen.
Welcome to the Deal Room. Now go acquire something.