"A contractor will try to sell the business, maybe even retain a broker for that purpose, but then gets slapped in the face by harsh reality. He finds out that nobody is willing to pay much, if anything, for a company that is run not as a business, but as a job.
Ok, maybe I'm missing something here but what's the difference between a business and a job? Obviously a company that has assets such as a building and vehicles, inventory, employees and a customer base as well as a known presence will be worth more than a guy working out of his house with an old truck.
Is this what he is talking about?