If you’re reading this, you’ve likely built something substantial. A business netting between $200,000 and $2 million in profit isn’t just a "job": it’s an asset. In the Tampa Bay market, you’re in rare air. 👏 That alone is worth a nod of respect.
But here’s the unfiltered truth that most successful business owners aren’t told until it’s too late: Your business is only worth what a bank is willing to lend against it.
In the world of small-to-mid-sized business sales, the SBA (Small Business Administration) 7(a) loan is the engine that drives almost every transaction. If a lender looks at your books and sees a "red flag," it doesn't matter how much a buyer loves your brand or your culture. The deal will die on the vine.
As a licensed business broker in Tampa, with over 15 years of experience, I’ve seen enough "almost-deals" crumble because the seller wasn't SBA-ready. I’m Dave Britton, and at Lobo Business Sales LLC, we specialize in positioning your business so that lenders don't just approve the loan: they fight for it.
Let's dive into the financial checklist you need to "SBA-proof" your exit.
Why the SBA is the Gatekeeper of Your Exit
Most buyers in Hillsborough County looking for a profitable business aren't showing up with $3 million in cash. They are smart entrepreneurs who want to leverage their capital. They use SBA loans because it allows them to put down as little as 10% while the bank covers the rest.
If your business isn't "bankable," you limit your pool of buyers to "cash-only" investors. ❌ The Dangerous Path: Limiting your buyer pool usually means accepting a lower valuation or offering massive amounts of seller financing.
✅ The Smart Path: By making your business SBA-eligible, you open the door to dozens of qualified buyers, creating a competitive environment that drives your price up.
The "Clean Financials" Reality Check
I get it. As a business owner, your goal has likely been to minimize your tax liability. You have a great CPA who helps you find every legal deduction possible. But when it comes time to sell, those "deductions" can look like "losses" to a bank.
Lenders are looking for consistency and transparency. If you want to sell your business for sale in Tampa, FL for a premium multiple, you need to prove your earnings.
1. Three Years of Federal Tax Returns
The SBA requires the last three years of business tax returns. They will look at these side-by-side. If your 2024 revenue was $2M, but 2025 dipped to $1.5M, you better have a bulletproof explanation for why. Lenders hate "lumpy" revenue. They want to see a steady or upward trend.
2. Year-to-Date (YTD) Financials
Don't wait until April to see how you're doing. A lender will demand a YTD Profit & Loss (P&L) statement and a Balance Sheet that is no more than 60 to 90 days old. If we are in June and your last "clean" P&L is from December, the bank will hit the brakes.
3. Accounts Receivable & Payable Aging
Who owes you money, and how long has it been sitting there? If 40% of your AR is over 90 days old, a lender views that as "bad debt," not an asset. Keeping these reports clean is vital for a smooth Hillsborough county business broker transaction.
The Anatomy of the "Add-Back"
This is where the magic (and the headaches) happens. In brokerage terms, we look for your Seller’s Discretionary Earnings (SDE). This is the total financial benefit an owner derives from the business.
Lenders allow for certain "add-backs": expenses that a new owner wouldn't necessarily have to pay. However, you can't just throw everything into the "add-back" bucket and hope it sticks.
| ❌ What Lenders Reject | ✅ What Lenders Accept |
|---|---|
| Vague "Cash" income not on tax returns | Interest and Depreciation |
| "Personal" groceries or home repairs | Owner's Salary (one owner) |
| Family members on payroll who actually work | One-time legal fees or moving costs |
| "Marketing" that was actually a vacation | Valid health insurance premiums for the owner |
If you’re wondering, "Do I really know what my Tampa business is worth?" after looking at your add-backs, you aren't alone. You might find our article on why a broker price opinion matters helpful for navigating this specific hurdle.
The Ultimate SBA Financial Checklist
Before you list your business for sale in Tampa, FL, run through this checklist. If you can’t check these boxes today, we need to talk before you go to market.
- Three years of complete business tax returns (including all schedules).
- Three years of personal tax returns (for any owner with 20%+ stake).
- Interim P&L and Balance Sheet (Current within 60 days).
- Debt Schedule: A list of all current business loans, equipment leases, and lines of credit.
- Lease Agreement: Does your landlord allow for a lease assignment? Banks won't lend if the business has no place to operate.
- Inventory List: A realistic valuation of saleable inventory (not stuff that’s been in the back of the warehouse since 2018).
- AR/AP Aging Reports: To prove the liquidity of your working capital.
Why "No-Pressure" Positioning Wins the Day
Selling your business is not like selling your house. You can't just put a sign in the yard and wait for the highest bidder. It’s a high-stakes game of chess, and if you move too fast without a strategy, you’ll lose a piece of your legacy.
At Lobo Business Sales LLC, we don’t believe in the "list it and pray" method. We use a no-pressure positioning approach. What does that mean for you?
- Confidentiality First: We ensure your employees, competitors, and customers don't find out you're selling until the ink is dry.
- SBA Pre-Qualification: Before we ever show your business to a buyer, we often run your numbers by our network of SBA lenders. We want to know exactly how much they will lend before we set a price.
- Maximum Value: We help you identify the "hidden" value in your business that isn't on the tax return, ensuring you don't leave money on the table.
If you’re a Tampa business broker seeker, you've likely seen many firms that just want to grab your listing and move on. We take the time to ensure your financials are bulletproof because we know that’s the only way to get you to the finish line.
You can read more about why local expertise beats a DIY approach in our guide on why Tampa Bay business owners should hire a licensed broker.
The Tampa Advantage in 2026
The Tampa/Hillsborough area is currently a "Gold Rush" for business sales. We are seeing a massive influx of out-of-state buyers: specifically from the Northeast and California: who are looking for profitable, established companies with $200K+ net profit.
These buyers are sophisticated. They have the down payments, and they have the experience. But they also have high expectations for financial clarity. If you are positioned correctly, you can command a premium multiple. If not? You’re just another "for sale by owner" statistic.
Meet Your Strategy Partner: Dave Britton
Selling your business is one of the most significant financial events of your life. You aren't just selling "a business." You’re selling your time, your freedom, and your next chapter. You deserve an ally who has been in the trenches for over 15 years.
Dave Britton – Business Broker
With over 15 years of experience in the Florida market, Dave Britton and the team at Lobo Business Sales LLC have helped hundreds of business owners navigate the complexities of exits, valuations, and SBA financing. Dave's approach is simple: provide the unfiltered truth, use data-driven positioning, and never pressure a client into a deal that isn't right for them.
Your Next Steps
Don't wait until you're "burned out" to start thinking about these financials. The best time to SBA-proof your business was three years ago. The second best time is today.
Whether you're ready to sell in the next six months or you're just starting to think about your five-year plan, let's have a confidential, no-pressure conversation. We can look at your current financials and give you a roadmap for how to maximize your value in the eyes of a lender.
Ready to see where you stand?
- Visit us: LoboBusinessSales.com
- Call Dave directly: (813) 395-9552
- Explore more: Check out our Tampa Bay small business market outlook to see where your industry stands.
You’ve done the hard work of building the business. Let us do the hard work of getting it sold. You finally get to live life with time AND money in hand. Let’s make it happen. 🎲
Leave a Comment