As the “Silver Tsunami” of retiring Baby Boomers crashes into the marketplace, the intersection of business brokerage and commercial real estate has never been more critical. Yet, few professionals possess the dual expertise to navigate both worlds effectively. Enter Tom Crumpton, based just outside of Atlanta, who not only holds the rare distinction of being both a Certified Commercial Investment Member (CCIM) and a Certified Business Intermediary (CBI) but has also just stepped into the role of President of the Georgia Association of Business Brokers (GABB).
We sat down with Crumpton to get an in-depth look at the state of the business brokerage market, his vision for GABB, and how joining eXp Commercial has radically expanded his ability to serve clients nationally.
The Market Reality: Why the “Silver Tsunami” Hasn’t Flooded Inventory Yet
The statistics are staggering: 41% of privately held companies are owned by Baby Boomers, meaning nearly half of America’s private businesses are held by individuals aged 61 to 81. The average owner is 70 years old. Logically, the market should be flooded with listings. But Crumpton, whose firm Business Acquisitions, Inc. specializes in the “blue-collar market” of manufacturing, distribution, and specialty contractors, sees a more nuanced reality.
Crumpton explains that what is stopping some of those owners from selling is that the market has not been good for business. Many of these owners, after years of growth, have now suffered from an economy where their profits are less, so their businesses are worth less, he shared.
Rather than selling at a discount, many owners are holding on for another year or two to rebuild their financials. When they do decide to sell, the challenge shifts to valuation. With interest rates affecting buyer power, there is often a gap between an owner’s perceived value and what a bank will finance.
“I am still waiting for the seller that thinks their business is worth less than it is,” Crumpton jokes. His solution for 2026? Brutal honesty coupled with financial literacy. By explaining how lenders underwrite deals, he helps owners understand that their “baby” might not be worth what they think, but that a professional valuation can still maximize their exit.
“A complete valuation of their business value helps most owners to understand where the price and value come from. Also, explaining how lenders finance loans helps the owner to understand how his value just won’t work. Good SBA lender relationships are important here, and fortunately we are blessed to have incredible ones as GABB members.”
A Vision for GABB: Education and National Partnership
As the newly elected President of GABB, Crumpton’s mandate is clear: elevate the profession. His primary goal for the year is to finalize a strategic partnership with the International Business Brokers Association (IBBA).
“This will allow our membership access to the benefits of the IBBA and current IBBA members access to our organization,” he says. It’s a move that ensures business brokers in Georgia have access to the same high-level education and resources as their national counterparts.
The eXp Commercial Advantage: National Expansion
While Crumpton has been a fixture in real estate since 1979, his move to eXp Commercial last year marked a pivotal shift in his business model. eXp Commercial’s proprietary Interstate Transaction platform has allowed him to expand his business beyond Georgia and support clients across the nation.
“We were recently able to list and sell a business outside of Georgia by partnering with licensed eXp Commercial professionals in that state,” Crumpton reveals. “Without eXp Commercial’s national collaboration network, I couldn’t have completed that sale.”
The benefits have snowballed quickly. Crumpton is now marketing national franchises across state lines, mentoring agents in Florida, and even working on deals in Massachusetts — opportunities that arose directly from eXp networking events.
Perhaps most notably, eXp’s global platform has allowed him to reach international buyers. By collaborating with eXp agents in other countries, he works on complex transactions where foreign purchasers acquire a U.S. business or property as part of their broader relocation plans. It’s awfully fulfilling to help a family make a major life transition,” he says.
Bridging the Divide: Advice for the “Dabblers”
With the market heating up, many commercial advisors are tempted to “dabble” in business sales. Crumpton’s advice is blunt: Don’t.
“It is much harder than it looks,” he warns. “The databases for comparables, financing, marketing platforms, valuation software, etc., are all different.”
Instead, he champions the collaborative model that eXp facilitates. He points to a current deal where he is partnering with a CCIM and SIOR broker in another state who recognized they didn’t have the tools to sell the business component of a deal.
For Crumpton, the dual CCIM and CBI designation is a testament to the rigorous education required to do the job right. He notes that he knows only one other person with both designations, and telling of the caliber of talent the company attracts, they are also with eXp.
The Human ROI
For all the talk of interest rates, valuations, and national platforms, Crumpton’s drive remains personal. He recalls the difference between selling a building and selling a business.
“When I sell a business for the 65-year-old owner and he can now send his grandchildren to any college they want… it’s life-changing for his next generation,” Crumpton says. “That is a different kind of fulfillment.”
Ready to learn more? Get in touch with Tom today.
This article is for informational purposes only and should not be construed as financial advice or a solicitation to make investment decisions.