Sell a Business

Financial Performance and Real Estate Questions

Financial Performance and Real Estate Questions

 Financial Performance and Real Estate Financial performance and real estate?!? How the heck are they related in a business sale?? Well, they aren’t, really – except that last week’s post got quite a few comments and they were mostly about two things: examining the financials and determining the best

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Help Your Clients Get Ready to Sell

Help Your Clients Get Ready to Sell

Prepare Your Sellers from Joe Caffrey on Vimeo. Prepare Your Clients – to Prepare Their Business! As a business broker, you MUST prepare your clients for the process of selling their business. I’ve done a number of posts and podcasts meant to help business owners get their businesses ready for

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Uncooperative Sellers

Uncooperative Sellers

Uncooperative Sellers: When to Walk Away You’ve got to wonder why, if they truly wanted to sell, some sellers can be uniquely uncooperative. Uncooperative sellers are a sign that a listing may become so difficult that you have to realize you’re likely going to be spinning your wheels with little

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Poker for Business Brokers: Know When to Fold ’em

Poker for Business Brokers: Know When to Fold 'em

When to Walk Away As professional business brokers, we have only two things to sell: our time and our expertise. It’s important to avoid selling either too cheaply but, with regard to your time, you’ve got to be able to tell as early as possible when you should walk away

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Strategic Buyers Need a Broker, too!

Strategic Buyers Need a Broker, too!

Strategic Buyers: Finding the Targets Here’s a true story about an acquisition. It’s not necessarily a pretty story but it illustrates why companies that want to acquire other businesses – “strategic buyers”, rather than “financial buyers” – need to engage the right advisors if they want the acquisition to be

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Business Brokers and Business Real Estate

Business Brokers and Business Real Estate

Business Brokers and Business Real Estate We often encounter business owners that ask about the wisdom of buying the real estate their business is in or buying real estate that they can move their business to, especially when their business is expanding. The decisions made about the acquisition or ownership

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Valuations: Extraordinary Expenses

Valuations: Extraordinary Expenses

Valuations: Extraordinary Expenses Over the past several weeks I’ve written several posts about valuing businesses. One was about defending your numbers. If you’re a broker doing valuations, you are guaranteed to encounter sellers with whom you’ll need to do just that. Another was about dealing with a stubborn seller and

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Valuations: Owner Benefits

Valuations: Owner Benefits

Valuations: Owner Benefits I did a post about 18 months ago that focused on “Discretionary Earnings” – what they are and how important they are to a business’ value. In that post I used two examples, one of which was a $12.99 subscription to Sports Illustrated magazine by the owner

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Valuation: The Ultimate Question

Valuation: The Ultimate Question

Valuations: The Ultimate Question Wow! Last week’s post got a TON of comments… and TWO tons of questions! That post, basically for business brokers, was a discussion about defending your numbers. That is, after valuing a business for a potential client, how do you explain that it isn’t you that

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Defending Your Numbers

Defending Your Numbers

Business Brokers: Defending Your Numbers We are, in many cases, the bearers of bad news. This is particularly true in the Main Street market; businesses with transaction values of less than $1 million. That is because many small business owners have worked on their business for many years – sometimes

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