EP 141: David Barnett on Selling Smart: Blind Spots, Buyer Psychology, and Real-World Value

There’s a common belief that selling a business is the ultimate jackpot—a one-time windfall that guarantees wealth and success. But is that the reality?

David C. Barnett, Business Valuation Specialist at Advantage Liquidity Partners Ltd., has spent over a decade helping buyers and sellers navigate the real challenges of business transactions. He brings clarity to what makes a business sellable, how market dynamics really work, and why selling may sometimes be a bonus rather than a necessity.

In this episode, you’ll hear honest, actionable advice about exit planning, risk, leverage, and the evolving role of technology in deal-making. If you’re a business owner, buyer, or advisor, this conversation will reshape how you think about buying, selling, and preserving value.

 

In this episode, you will:

• Learn how AI tools can speed up deal sourcing and buyer profiling

• Understand how to assess and manage risk when financing a business purchase

• Hear the limitations of exit planning and the importance of execution

 

Highlights:
(00:00) Meet David C. Barnett

(02:18) Exit planning reality check

(09:57) AI and valuation

(18:32) Overpriced listings & unrealistic expectations

(20:48) Shifting buyer demographics

(26:38) SBA leverage: low defaults, big hidden risks

(35:56) Seller financing, internal successors, and trust-based deals

 

Resources:
For past guests, please visit https://www.defendersofbusinessvalue.com/

Follow David: https://www.linkedin.com/in/davidbarnettmoncton/ 

Explore his website: www.DavidCBarnett.com
Subscribe to his YouTube: https://www.youtube.com/@DavidCBarnett

Learn more about Advantage Liquidity Partners Ltd.: https://www.businessandassetvalues.com/ 

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