# The Art of the Exit: Maximizing Valuation & Avoiding Deal Killers with Gregory Kovsky

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Text version: https://stenobird.com/podcast/the-exit-presented-by-flippa-2008365/the-art-of-the-exit-maximizing-valuation-avoiding-deal-killers-with-gregory-kovsky.md
Podcast: [The Exit - Presented By Flippa](https://stenobird.com/podcast/the-exit-presented-by-flippa-2008365)
Published: 2026-01-19T10:00:24+00:00
Episode link: https://soundcloud.com/theexitpodcast/the-art-of-the-exit-maximizing-valuation-avoiding-deal-killers-with-gregory-kovsky
Audio file: http://dts.podtrac.com/redirect.mp3/feeds.soundcloud.com/stream/2249943593-theexitpodcast-the-art-of-the-exit-maximizing-valuation-avoiding-deal-killers-with-gregory-kovsky.mp3
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Duration seconds: 2062

## Resource

Want a quick estimate of how much your business is worth? With our free valuation calculator, answer a few questions about your business, and you’ll get an immediate estimate of the value of your business. You might be surprised by how much you can get for it: https://flippa.com/exit -- Are you building your business with the end in mind? Whether you are ready to sell tomorrow or five years from now, understanding the mechanics of a successful exit is crucial for every founder. This week on The Exit, Steve sits down with Gregory Kovsky, President and CEO of IBA, the Pacific Northwest’s oldest business brokerage firm. With over 25 years of experience and thousands of transactions under his belt, Gregory breaks down the complex game theory of M&A. We dive deep into the specific timing of when to sell, how to "run through the tape" to maximize your multiple, and why selling a business actually requires making four separate sales to four different stakeholders. If you want to avoid leaving money on the table or getting killed in due diligence, this episode is your playbook. In This Episode, You’ll Learn: The "Four Sales" Theory: Why you aren't just selling to the buyer—you also have to sell the CPA, the Attorney, and the Bank. The Two Prime Windows: Why Jan-June and Labor Day-Thanksgiving are the golden seasons for M&A activity. Valuation Multiples 101: How to move the needle from a 4x to a 7x multiple by diminishing risk. The Fatal Mistake: Why failing to disclose material facts (like a competitor moving in across the street) is the fastest way to invite litigation. Pre-Exit Hygiene: Simple fixes—from website refreshes to cleaning up the "boneyard"—that create a strong first impression. The "Marathon" Mindset: Why you must keep your foot on the gas even during negotiation…

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## Transcript

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