Steve Denny (Innovative Business Advisors) and Ron West (Business Brokerage Press) hosted a live stream on May 7th at 3pm EST, designed for business brokers looking to master the art of selling businesses—one industry at a time.
They covered essential topics like industry-specific KPIs, valuation multiples, and financial benchmarks to help brokers effectively market and price a business for sale. Attendees learned the key pre-listing questions to ask sellers, the non-financial metrics that impact value, and practical pricing tips for closing deals. They also explored buyer traits that lead to successful transactions and highlighted red flags to watch for throughout the process. Actionable strategies were shared to help elevate brokerage practices and keep brokers one step ahead in the business sale process.
That Wednesday’s live stream focused on HVAC companies, featuring guest speaker Patrick Lange of Business Modification Group. Patrick started out as a financial advisor, then built a successful pool cleaning business. Later, he became a business broker, and while helping sell an HVAC company, he ended up buying it himself. That move helped him discover his true niche—selling HVAC and plumbing businesses. In the past six years, he sold over 130 of them. Patrick is an old-school guy who does business the traditional way—no gimmicks or tricks. His philosophy is to educate and give back. With over 300 articles, more than 80 educational videos, and dozens of speaking events, he’s become a well-known name in the HVAC space.
Whether attendees were new or experienced, the session helped them close more deals and guide their clients with confidence.
