Millionaire University Built to Sell: What Makes a Trade Business Sellable? | Patrick Lange (MU Classic)
Jan 17, 2026
In this enlightening discussion, Patrick Lange, a seasoned business broker specializing in HVAC and trades, reveals crucial insights on making businesses sellable. He highlights the dangers of hiding profits, emphasizing how it can harm valuation. Patrick shares the four pillars of a sellable business, the impact of retiring baby boomers on market opportunities, and the growing attraction of service-based businesses. He also details the ideal revenue range for acquisitions, negotiation tactics, and the significance of clean financials in attracting buyers.
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Clean Books; Get A Valuation Now
- Clean up financials and stop hiding profits if you plan to sell; buyers value transparent, consistent books.
- Get a professional valuation early so you know realistic targets and can plan improvements.
Be Everywhere Your Buyers Are
- Invest in content marketing and industry presence so sellers know and trust you when ready to sell.
- Use trade shows, articles, YouTube, and speaking to stay top of mind in your niche.
Owners Often Misjudge Their Business Value
- Many business owners overestimate value and lack guidance, leaving retirement plans at risk.
- Early education and planning prevent heartbreaking last-minute realizations about unsellable businesses.