I have found a handful of businesses that have done exceptionally well in###-###-#### This is often in the service industry as a result of the uptick in construction needs throughout Covid. One particular business I am looking at had a 30% increase in profits from '19 to '20 and then a 20% decrease from '20 to '21.

How do you get brokers and sellers to realize that the increase in profits is not sustainable and the multiple should not be based on a great year that was out of the ordinary? It is hard to tell people that their baby is ugly. What are the best ways you have been able to communicate this without hurting feelings?

It seems to me that part of this should be the broker's role and it would help them close more deals. If not, they'll continue at the rate they are going selling 30% of the businesses that they list.