Selling a Business in Florida: Brad Coffman’s Guide

Selling a business in Florida is not just a transaction; it is a structured process that blends valuation, financial preparation, buyer qualification, and regulatory compliance. With Florida ranking among the top states for business formation and relocation, sellers face strong buyer demand—but also higher competition and scrutiny. According to U.S. Census Bureau data, Florida has consistently ranked in the top three states for net domestic migration, which continues to fuel small and mid-market acquisition activity.

Brad Coffman, a business brokerage and M&A professional, emphasizes that successful exits are rarely accidental. They are the result of disciplined preparation, accurate pricing, and professional deal management.

Why Florida Is a Unique Market for Sellers

Florida’s business sales environment differs from many other states due to population growth, tourism-driven industries, and strong interest from out-of-state buyers.

Key Market Factors

• High buyer demand: Retirees, private investors, and strategic buyers actively seek Florida-based businesses.

• Diverse industries: Hospitality, car wash, healthcare services, logistics, and eCommerce are especially active.

• Cross-border transactions: Many buyers are not local, which increases the need for formal documentation and third-party verification.

Brad Coffman notes that sellers often underestimate how much buyer due diligence has intensified in recent years. Financial accuracy and documented operations now play a much larger role in closing deals.

Step One: Accurate Valuation Based on Real Data

One of the most common mistakes when selling a business in Florida is relying on online calculators or informal rules of thumb.

What Professional Valuation Considers

A defensible valuation typically includes:

• Seller’s Discretionary Earnings (SDE) or EBITDA

• Add-backs verified with financial records

• Industry-specific risk adjustments

• Market comparables from recent transactions

• Growth trends and customer concentration

For example, while many small businesses trade between 2.5x and 4x SDE, actual multiples vary widely depending on operational stability, management structure, and scalability. Pricing too high can stall listings, while pricing too low can cost owners years of earnings.

Brad Coffman’s approach centers on market-based valuation models, supported by transaction data and buyer behavior trends rather than assumptions.

Step Two: Financial and Operational Preparation

Serious buyers expect clean, well-documented businesses. Preparing early improves both deal speed and final value.

Financial Readiness Checklist

• Reconciled profit and loss statements

• Filed and matching tax returns

• Clear separation of personal and business expenses

• Documented payroll and contractor agreements

Operational Readiness Matters Too

Buyers also assess:

• Whether the owner is critical to daily operations

• Strength of management and staff retention

• Supplier contracts and customer agreements

• Systems for accounting, inventory, and CRM

Brad Coffman often stresses that businesses with transferable systems and reduced owner dependency typically command stronger multiples and close faster.

Step Three: Strategic Marketing Without Disruption

Confidentiality is critical when selling a business in Florida. Premature disclosure can impact staff morale, vendor relationships, and customer trust.

How Professional Marketing Works

A structured process usually includes:

• Blind listings that protect business identity

• Buyer pre-screening and financial qualification

• Controlled release of information through NDAs

• Targeted outreach to industry and investor buyers

This method protects the business while reaching buyers who are financially capable and operationally qualified.

Rather than casting a wide net, Brad Coffman’s process focuses on strategic buyer matching—connecting businesses with buyers whose experience and capital align with the opportunity.

Step Four: Buyer Qualification and Deal Structure

Not all offers are equal. Sellers benefit from evaluating both price and probability of closing.

What Should Be Evaluated in Offers

• Source of buyer financing

• Earnest money deposits

• Proposed transition period

• Contingencies and inspection scope

Data from IBBA market reports shows that a significant percentage of small business deals fail during due diligence, often due to financing or documentation issues. Filtering buyers early reduces this risk.

Brad Coffman places strong emphasis on deal structuring that balances seller protection with buyer feasibility, reducing last-minute renegotiations.

Step Five: Due Diligence and Closing Coordination

Once under contract, deals move into a legally and financially intensive phase.

Typical Due Diligence Areas

• Financial verification

• Lease and landlord approvals

• Asset and inventory confirmation

• Licenses and regulatory compliance

In Florida, certain industries also require:

• State and county license transfers

• Health department approvals

• Alcohol or specialty permits

Coordinating attorneys, lenders, CPAs, landlords, and licensing agencies requires detailed timelines and communication management.

Brad Coffman’s role during this phase focuses on maintaining momentum, resolving documentation gaps, and ensuring that both sides remain aligned until closing.

Common Mistakes Sellers Should Avoid

Even strong businesses can struggle to close if basic issues are overlooked.

Frequent Seller Errors

• Waiting too long to prepare financial records

• Overestimating business value based on emotion

• Accepting unverified buyer offers

• Delaying legal and tax planning

Early professional involvement helps avoid these problems and protects sellers from unnecessary price reductions later in the process.

The Role of Professional Brokerage Services

Selling a business in Florida involves far more than listing and negotiation. It requires coordinated expertise across valuation, marketing, buyer screening, and transaction management.

Brad Coffman’s service model integrates:

• Market-driven valuation analysis

• Confidential buyer outreach strategies

• Negotiation and deal structuring

• End-to-end closing coordination

This comprehensive approach allows business owners to focus on operating their companies while the transaction process moves forward efficiently and securely.

Final Thoughts

Selling a business in Florida can be highly rewarding, but only when approached with preparation and professional guidance. With strong buyer demand and competitive market conditions, sellers who invest in accurate valuation, clean financials, and structured deal management consistently achieve better outcomes.

Brad Coffman’s guide to selling a business in Florida reflects a practical, data-driven process designed to protect sellers, attract serious buyers, and support smooth closings. For business owners considering an exit, early planning and expert support remain the most reliable way to convert years of hard work into a successful transition.