Letters of Intent | Why Your Business Is Worth Less Than You Think (And How to Fix It)

Why Your Business Is Worth Less Than You Think (And How to Fix It)

January 21, 2026 / 27:53/E41

"Price is what you pay. Value is what you get." But how do you determine that value? In this masterclass episode of Letters of Intent, Pankaj and Sahil are joined by Stephen Bethel, a veteran business appraiser and broker with decades of experience.

They dive deep into the art and science of valuation, exposing the biggest mistakes founders make (like treating their business as a "personal ATM"), why "unsexy" industries like porta-potties are often better investments than tech unicorns, and why the commercial real estate market might be facing a 30% correction. If you plan to sell your business one day, this conversation will tell you exactly how to get it "wedding ready."

Takeaways

Don't Be a Personal ATM: If you run personal expenses through your business to lower taxes, don't expect a high valuation when you sell. Buyers won't pay for "add-backs" they can't verify.
Recast Your Financials: Before selling, hire a CPA to "recast" your financials. Presenting clean, adjusted numbers on letterhead builds trust and value.
The "Dirty" Business Advantage: Simple, unsexy businesses (pallet companies, car washes, solid waste) often trade at better multiples and have more stable cash flow than flashy tech startups.
Real Estate Trap: If you own the building your business operates in and don't pay yourself market rent, your EBITDA is artificially high. A buyer who has to pay rent will value your business much lower.
Commercial Real Estate Warning: Stephen predicts a potential 25-30% drop in commercial real estate prices over the next 18-24 months due to negative absorption and high interest rates.
Get "Wedding Ready": Selling a business is like getting married or selling a car. You need to clean it up, organize your contracts, and make sure the "restroom isn't a dump"—because buyers judge the unseen by the seen.

Soundbites

"If you're screwing the IRS, maybe I'm going to get screwed too."
"Simpler the business and the dirtier the business, the better it is."
"Everyone thinks their house is worth a whole bunch... My business is different... you're like, yeah, well, maybe not."
"I've seen a lot of software companies go nowhere... I haven't made money in four years, we're going to break even in two."
"It's kind of like getting in shape to go get married... you gotta look good."
"Everyone looks at it as basically a private ATM... but on the flip side, I also want my cake and eat it too."

Keywords

Business Valuation, Stephen Bethel, M&A, Commercial Real Estate, EBITDA, Exit Strategy, Small Business, Entrepreneurship, Due Diligence, Financial Planning, Carbon Law Group

Guest
Stephen Bethel (Frazier Capital)