Latest / The Buyer & Seller Podcast with Fexingo: Business Brokers, Exits, and Private Sales Explained
The Earnout Trap in Small Deal Pricing
Most business owners think a higher EBITDA multiple means a richer exit. But in this episode, Lucas and Luna dig into why the actual multiple paid often matters less than how the deal is structured — specifically the earnout. They walk through a real 2026 case where a boutique IT staffing firm agreed to a headline multiple of 7 times EBITDA with a heavy earnout component, only to see the buyer lean on the owner to push revenue into the earnout period, dragging down the final payout. They break down how earnouts shift risk from buyer to seller, why they're now baked into nearly half of…
The skinny
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