• You want to find the right balance–not too high or low–that will attract buyers without scaring them off. But how do you do that? Set a price that’s reasonable and fair, based on the help of your business broker. We use professional valuation methods and tools to help present not only the best pricing model but also help you understand our valuation logic.


  • Carry on “business as usual” and don’t become so obsessed with the transaction that your attention wavers from day-to-day demands. This will affect sales, costs, and profits – all of which the buyer will be looking at when considering your business. The selling process could take as long as a year, so the buyer needs to see consistency in a healthy business throughout that time period.


  • Breaches of confidentiality can ruin a business deal. Expert intermediaries can help you navigate the process and keep the sale confidential.  This is important to maintain the value of your business.


  • Make sure everything is in order. This means making sure your financial records are complete for at least several years back, doing any legal or accounting “housecleaning,” and giving the plant or store a good sprucing-up.


  • Know what the buyer may request and have that information ready. This will help avoid any delays or issues that could potentially kill the deal. In order to obtain financing, the buyer may need appraisals on all assets as well as information to satisfy environmental regulations (when real estate is concerned). We can help you see what items you may need to have prepared.


  • Getting the best possible price for your company can be tricky. You may have heard of the term “buyer competition” but aren’t sure how it works or if it’s something you should use in order to get the best deal.


  • Business owners often make the mistake of wanting all-cash at the closing or refusing to accept contingent payments or an asset transaction. However, by doing so they can end up ruining the deal. It’s crucial that you listen to the advice of your business broker. They will be able to guide you through the process and help you make decisions that won’t wreck the deal. Remember, their knowledge of financing and tax implications is invaluable, so trust them to keep the deal on track.


  • Be prepared to learn that the buyer may be used to having his way, too. With your business broker’s help, decide ahead of time when “to hold” and when “to fold.” Most business owners know the importance of negotiation; however, many don’t realize that there is a big difference between “dominating” and “negotiating”. When you’re trying to sell your business, you need to be able to find a balance between the two.


  • In order to keep a potential business deal on track, it is important to be aware of the ways in which you can wreck it. This includes staying on schedule and keeping offers moving in a timely fashion. Working with a broker can help to ensure that buyers stay on track and momentum is maintained. Time kills deals.


  • The buyer may want you to stay within arm’s reach for a while. Sometimes it’s best to consult with your broker to determine how you can best effect a smooth transition. If you’re feeling burnt out get prepared mentally, to stay involved and help out during the transition period.
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