How to Sell Your Plumbing Business for Maximum Value

Thinking about selling your plumbing business? Whether you’re planning your exit now or years down the road, you need the right strategy to get the best deal. In this episode, I sit down with the experts at Commonwealth M&A to break down everything you need to know about selling your business for maximum value.

Plumbing Pros, listen up. If you’re still grinding in your business every day, under the impression that no one will ever want to buy it—or that it’s not worth much—this episode of Potty Talk is your wake-up call. Richard Behney, The Million Dollar Plumber, sits down with Rick Calabrese and Joe Bergen of Commonwealth Mergers & Acquisitions to drop some serious gold nuggets on why you’re sitting on a gold mine and how to cash it in.

Whether you’re thinking about exiting in 2 years or 10, this is must-know information.

Your Plumbing Business Is More Valuable Than You Think

Still think being a plumber is just a blue-collar job? Think again. The New York Times recently highlighted a new reality: the next generation of American millionaires isn’t coming from Wall Street—it’s coming from Main Street. And at the top of that list? Plumbers.

Why? Because plumbing businesses—when run right—are cash-generating machines. And in today’s climate, private equity firms are actively seeking out plumbing companies to buy. Multiples are at an all-time high, and well-run service businesses are commanding serious money.

Richard Behney said it best:

“You’re literally sitting on a gold mine.”

But to cash in, your business needs to be built to sell. That means getting out of the truck, systemizing your operations, and running your business like an asset—not a job.

Think Like an Investor, Not Just a Plumber

This episode hammers home the mindset shift every owner must make: You don’t own a job, you own a business. And a real business runs without you.

Joe Bergen explains it perfectly:

“If your business can’t operate without you, you don’t own a business—you own a job.”

And no one wants to buy a job.

That means:

• Getting out of the truck.

• Building a team.

• Implementing standard operating procedures (SOPs).

• Tracking KPIs that actually matter (hello, Hourly Value Index).

Systemize, Delegate, and Document

Buyers don’t just want numbers. They want to see systems, people, and predictability. The more you can reduce risk in your business, the more attractive (and valuable) it becomes.

What Increases Your Valuation?

• SOPs and operational playbooks.

• High employee retention and clear org charts.

• Customer diversification (residential > new construction).

• Clean, consistent financials.

“You’d never buy a car that needs the old owner in the passenger seat. Same goes for your business.” — Joe Bergen

Selling Takes Time—Start Planning Now

Selling your plumbing business isn’t like flipping a truck. It’s a 6–9 month process (minimum). And the most intense part? Due diligence.

Rick Calabrese describes it bluntly:

“Due diligence is like a full-blown colonoscopy. Everything gets looked at.”

So don’t wait until you’re burnt out or desperate. Start setting the foundation now. Commonwealth M&A even offers free business assessments for owners who are starting to think about selling in 1–3 years.

Multiples Are Higher Than Ever—But Only If You’re Set Up Right

Rick and Joe shared that private plumbing platforms are selling for double-digit EBITDA multiples. That’s massive. But it’s not for everyone. If you’re still chasing low-margin commercial work or flying blind without KPIs, your valuation will suffer.

Want to maximize your sale price? You need:

• At least 75% residential service revenue.

• Documented SOPs and workflows.

• Daily KPI tracking (yes, like MDP’s HVI metric).

• Minimal owner dependency.

Real Million-Dollar Stories

Richard doesn’t just teach this—he’s lived it. He sold his own plumbing company and now helps others do the same. In the episode, he shares how one of his clients went from butchering chickens at night to an eight-figure exit in just three years.

That’s not a pipe dream. That’s the power of systems, mindset, and mentorship.

Ready to Talk Strategy?

If this episode lit a fire under you, don’t ignore it. Whether you’re 1 year or 10 years away from selling, the time to start preparing is now.

👉 Book a free strategy call with my team.

Your business is your biggest asset. Don’t just work in it—work on it. Build it to sell. And when you do, you’ll not only make money now—you’ll make life-changing money later.