What Buyers and Sellers Get Wrong in PM Acquisitions with Patrick Hurley
In this episode, I sat down with Stacey Salyer to break down acquisitions from a broker’s point of view – what actually determines whether a deal closes, stalls, or quietly dies in the messy middle.
This is a practical conversation about exposure vs off-market deals, valuation reality, deal structure, retention clauses, financing readiness, and the operational details that quietly carry the most risk.
In This Episode
We talk about:
What brokers actually do in PM acquisitions and why representation changes outcomes
Why “What’s my company worth?” is the wrong first question for sellers
What makes a PM business sellable long before it ever goes to market
Why serious buyers must be pre-qualified and how brokers assess readiness
The real differences between off-market and brokered deals
Common deal-breakers like clawbacks, employee retention clauses, and contract assignability
Asset sales vs stock purchases and how risk shifts for buyers and sellers
How buyers increase revenue per door without relying on fee increases
A critical insurance protection operators should implement now, not later