Frequently Asked Questions

We cannot and do not offer any assurance or guaranty that using our materials or The Deal Coach Package will deliver any results for you. We strongly recommend that you seek professional advice, and legal counsel as your ultimate guide in selling your business. The information and materials you will receive has been used successfully for decades (by an expert).

There is no particular “right size”. However, it tends to make more sense for smaller businesses when the sale would not justify a full broker fee and there are no complex issues to navigate. Generally, this would be a business that would have a sale value under $250,000 (or sold through the Deal Coach).

There is no particular “right size”. It is always best to use the services of a skilled and professional broker / intermediary. However, The Deal Coach Package empowers those who want to sell their business on their own. If the sale transaction is not highly complicated, a good fit might be sale values between $250,000 and $1,250,000 (possibly more).

With the materials, instructions and commentary you will have a better understanding of what to expect, and other insight you may be unaware of or unprepared for. Without being involved in your sale transaction we cannot guarantee that the Deal Coach Package materials will be entirely appropriate for your specific use, but we can assure you it will invoke thoughts and aid in your ability to address relevant subject matters. The Deal Coach Package comes as a package and cannot be purchased separately.

If you move forward with Deal Coach services within thirty days from receipt of your Deal Coach Sellable Ranges of Value, you will qualify for the *Deal Coach Bonus. After you have an agreed Offer to Purchase your business or a Letter of Intent to purchase your business (provided to us), you can receive additional Deal Coach guidance to help you prepare for and navigate the transaction down the home stretch toward Closing.

We have a longstanding (decades) impeccable reputation and we do not want that damaged. Therefore, if we believe a business or its owners may harm our reputation or does not serve our interest in helping others, we may decline placing the business on our websites or promoting it. We also reserve the right to remove any listing at any time.

Generally, yes you can convert to full service. It would require some discussion and a meeting to make certain we are a good fit for one another.

Oftentimes there is more “art” than science in deal-making. There are other parties involved and each will have differing thoughts, perspectives, personalities, goals, objectives, agendas, and temperaments. The “art of dealmaking” must encompass the knowledge of all the science needed for the assignment while also employing the soft-skills and deal-experience to coach, guide, and lead everyone toward the goal of closing. Having a professional who knows when and how best to execute on all the necessary steps and has the dedicated time to do so, can be critical.

Packaging, marketing, screening buyers, soliciting multiple offers, negotiating terms, preparing documents, schedules, agreements, contracts, constant communication and interacting with all the various advisors, and navigating the due diligence process becomes all-consuming. Having a professional allows the business owner to focus on operating the business while the sale process is underway. If the owner’s focus is diverted the performance of the business can decline and that will reduce buyers’ and lender’s interest and lower the offers being made (if any).

An ole’ adage is especially true for business sale transactions. “You don’t know, what you don’t know. And what you think you know, may not be so.” In other words, value is lost or gained at every step along the way. Without the professional you may still complete a transaction, but you may have given up a great deal in value or in terms or conditions without realizing it until after the sale, or perhaps never. In such a case then the other adage may prove true. “Ignorance is bliss.”

Your information is used by us to provide you with the products and services described and offered. If your business is sold, we may elect to share general details with valuation databases since they support the valuation and business brokerage industry. However, the information that would be shared is general in nature and your name and contact information would not be made available.

They will be sent electronically to your email address on file.

Sent us an email or contact our office.

The Deal Coach Package is a “package”. It comes as a package and cannot be purchased separately in any respect. The Deal Coach Package is inclusive of the: Sellable Ranges of Value, agreements, documents, information, tools, tips, templates, schedules, exhibits, samples, access to tutorial and educational videos, and the Deal Coach Bonus. The Sellable Ranges of Value, documents and materials, the Deal Coach Bonus, and access to videos cannot be purchased separately.

We cannot offer any assurance or guaranty that using our materials or The Deal Coach Package will deliver any results for you. The information and materials you will receive has been used successfully for decades (by an expert). We recommend that you seek professional advice, and legal counsel as your ultimate guide in selling your business.

There is no particular “right size”. However, it tends to make more sense for smaller businesses when the sale would not justify a full broker fee and there are no complex issues to navigate. Generally, this would be a business that would have a sale value under $250,000 (or sold through the Deal Coach).

There is no particular “right size”. It is always best to use the services of a skilled and professional broker / intermediary. However, The Deal Coach Package empowers those who want to sell their business on their own. If the sale transaction is not highly complicated, a good fit might be sale values between $250,000 and $1,250,000 (possibly more).

Basic contact information for you and your business, and the last three years of financial information (gross revenues, net profit/loss, owner’s salary, any paid; interest, business income tax, depreciation, and any amortization ).

Basic contact information for you and your business, and the last three years of financial information for reference (gross revenues, net profit/loss, owner’s salary, unusual or non-recurring income or expense items, any paid; interest, business income tax, depreciation, and any amortization ), and estimated value of real estate (if applicable).

You won’t need to send anything. We’ made it USER-FRIENDLY and easy to follow. Just complete the requested information online and we do the rest.

You should receive your report soon after completing the information, unless it requires a bit of tweaking on behalf of the valuation analyst. Once you start your online valuation you have 30 days to complete the information, or it will time out and you would need to start over and make another payment (if it’s the Deal Coach – Sellable Ranges of Value).

Without knowing specifically what is being compared it would be unfair to speculate. However, you should be aware that many are based upon “for sale” listings or on “sold” comps – and they are predominantly irrelevant and untrustworthy. There are many elements to properly developing a business valuation., and it is rarely deemed credible by trained and skilled valuation analysts to use a database of “listings for sale”. Why? Because people (including uncredible or misleading representatives) will “list” their business with unrealistic and overly inflated value and result in never being sold. If you get a “valuation” based on flawed information (although you may like the value presented) it will not serve you well in getting your business sold. Flawed information produces flawed results. The “sold” comps can also have elements that are misleading and askew. Some online “valuation calculators” only ask for your most recent year of financials, and that is highly inappropriate and incorrect. Why? Because no Buyer will purchase or value a business based on one year of financial information, nor will a lender provide funding to a Buyer based on just one year. Each level or type of our value ranges are based upon industry valuation approaches, methods, and techniques and coupled with what Buyers in the market will pay and what Lenders will loan to Buyers to purchase a business. Our value ranges are more of a “Practical” approach than a philosophical one – this helps you actually see your business rather than try to sell it.

Yes, we have access to market database details. We even utilize the same database and screens most commonly used by lenders who provide funding for buyers to purchase businesses.

Our founder has been performing business valuations for over 35 years and has earned credentials. He has performed valuations for the purposes found on this site, and for legal and litigation purposes as an expert witness. Oftentimes he will perform USPAP valuations, that is, in accordance with Uniform Standards of Professional Appraisal Practices (the Appraisal Foundation).

There are only three industry recognized Approaches (Asset, Income, and Market), and various Methods within each approach. For purposes of providing a FREE Market Value Snapshot or The Deal Coach – Sellable Ranges of Value the approaches and methods are limited (but far more accurate than “listings”, or cocktail discussions of “multiples, or a quick meeting with a “napkin approach”, or a one year online calculator).

The “sellable ranges of value” in our reports are based upon certain industry accepted valuation methods that produce a range of business values that are embraced by buyers and the lenders who are needed to fund the business purchase. Regardless of what value you want or what a buyer is willing to pay, ordinarily it’s a matter of what a lender will fund for the purchase (after the buyer invests capital). After decades of experience in the market of helping people value and buy and sell businesses, we have seen a lot of online “Free Valuations” being offered that oftentimes deliver inflated values and unrealistic expectations to those wanting to sell their business. This is done because it promotes what sellers want to hear and it entices them to “list” their business with a representative who will unlikely be able to deliver the value or they will get the seller “listed” and then try to gradually work the expectations of the seller downward (bait and switch). We believe this is inherently wrong and is a disservice to sellers. The question you must ask yourself is: “Do I want to get an inflated value to make me feel good, or do I want a value that will help me get my business sold?”

Your FREE Market Value Snapshot was developed from very limited information provided by you. It encompasses a broad range of values on the low and high end of what might be reasonably expected given the limited information. When developing the Deal Coach – Sellable Ranges of Value, you complete more detailed information about your business including financial information, various specific attributes of your business, recasting/adjusting of financials occurs, income measures are calculated, and more specific market conditions are imputed for arriving at a conclusion. In short, the Deal Coach – Sellable Ranges of Value are far more likely to align with the practical results of a correctly navigated sale process than that of the FREE Market Value Snapshot. We’re here to help you get your business SOLD so you can realize your goal of selling your business and collect that BIG check at closing! That all begins by having a market aligned range of value (sales price).

We’ve been representing clients from a wide range of industries for over 35 years. We are recognized regionally and nationally. We have experience working with “mainstreet” businesses and lower middle-market companies (M&A – mergers & acquisitions). We’ve negotiated and navigated transactions with various types of buyers (individuals, entrepreneurs, partners, investors, net-worth buyers, and private equity groups). We’ve worked with various types of lending (senior, junior, and mezzanine). We’re not the new kids on the block, and we have both educational and experience-based credentialing specifically related to the sale of businesses.

Oftentimes there is more “art” than science in deal-making. There are other parties involved and each will have differing thoughts, perspectives, personalities, goals, objectives, agendas, and temperaments. The “art of dealmaking” must encompass the knowledge of all the science needed for the assignment while also employing the soft-skills and deal-experience to coach, guide, and lead everyone toward the goal of closing. Having a professional who knows when and how best to execute on all the necessary steps and has the dedicated time to do so, can be critical.
Packaging, marketing, screening buyers, soliciting multiple offers, negotiating terms, preparing documents, schedules, agreements, contracts, constant communication and interacting with all the various advisors, and navigating the due diligence process becomes all-consuming. Having a professional allows the business owner to focus on operating the business while the sale process is underway. If the owner’s focus is diverted the performance of the business can decline and that will reduce buyers’ and lender’s interest and lower the offers being made (if any).

An ole’ adage is especially true for business sale transactions. “You don’t know, what you don’t know. And what you think you know, may not be so.” In other words, value is lost or gained at every step along the way. Without the professional you may still complete a transaction, but you may have given up a great deal in value or in terms or conditions without realizing it until after the sale, or perhaps never. In such a case then the other adage may prove true. “Ignorance is bliss.”

First is a real market sellable range of values, that if used, should entice buyers to work with you on a sale. Certainly, pushing your opportunity out to our database that we’ve built over several decades helps. Many in our database are professionals and have circles of influence with those who may be interested in acquiring a business. Finally, you will be empowered by receiving instructions and commentary regarding the documents, samples, agreements, tips, tools insight, schedules, exhibits, editable forms and templates, and valuable information. You will also have access to over thirty tutorial and educational videos that will help coach and guide you through the sale process and with an understanding of the supplied materials.

With the materials, instructions and commentary you will have a better understanding of what to expect, and other insight you may be unaware of or unprepared for. Without being involved in your sale transaction we cannot guarantee that the Deal Coach Package materials will be entirely appropriate for your specific use, but we can assure you it will invoke thoughts and aid in your ability to address relevant subject matters. The Deal Coach Package comes as a package and cannot be purchased separately.

First you get the Deal Coach Package. Then after you forward to us an executed copy of an agreed Offer to Purchase or a Letter of Intent to purchase your business (with your buyer), and the contact information of the person / entity coordinating the closing, you can receive additional Deal Coach guidance to help you prepare for and navigate the transaction down the home stretch toward Closing. This Bonus will include various documents and agreements that you will need for closing the sale and associated tutorial and educational videos to explain and guide you through.

Generally, yes you can convert to full service, and likely at a reduced rate. It would require some discussion to make certain we are a good fit for one another.

We cannot offer any assurance or guaranty that using our materials or The Deal Coach Package will deliver any results for you. The information and materials you will receive has been used successfully for decades (by an expert). We recommend that you seek professional advice, and legal counsel as your ultimate guide in selling your business.

There is no particular “right size”. However, it tends to make more sense for smaller businesses when the sale would not justify a full broker fee and there are no complex issues to navigate. Generally, this would be a business that would have a sale value under $250,000 (or sold through the Deal Coach).

There is no particular “right size”. The Deal Coach Package empowers those who want to sell their business on their own. If the sale transaction is not highly complicated, a good fit might be business sale values between $250,000 and $1,250,000 (possibly more).

Most “mainstreet” businesses will take six months to a year, if they sell. There are no two businesses or sales that are the same. Just a few of the variables include: motivations of the parties, lending environment, price, terms, conditions, approvals, lease arrangements, SBA approvals, real estate issues, environmental concerns, employee retention issues, quality of the assets and the financials, what is included and excluded in the sale, etc.

For larger or more complex transactions it also varies. There are a few critical elements to expediting a sale: use a professional to navigate the process, have the appropriate sellable ranges of value, properly prepare the business in advance for marketing and due diligence, and be open-minded and negotiable.

They will be sent electronically to your email address on file.

We will forward contact information of buyer prospects who have inquired about your business to your email on file. It will be up to you to follow up and make contact with the prospective buyer.

If you got the Deal Coach Package you have the benefit of the *Deal Coach Bonus that provides additional help and guidance after you provide us an executed copy of an agreed Offer to Purchase or a Letter of Intent to purchase your business (with your buyer), and the contact information of the person / entity coordinating the closing. This will help you prepare for and navigate the transaction down the home stretch toward Closing. If you are a FSBO / DIY you can elect to convert to a Deal Coach Package, and in which case you may also have the benefit of the *Deal Coach Bonus. You can elect to convert to Full-Service brokerage with us, and likely at a discount, and we will manage the process through to Closing. Or you can put the buyer in touch with us to see how or if we might be able to help them.

For the Deal Coach Package up to twelve months, unless: (i) you request to have it removed, (ii) you notify us the business has been sold, (iii) we are court ordered to remove you, (iv) you request to have it extended beyond the initial twelve months, (v) you list your business with a broker or representative to help you sell your business, or (vi) we have reason to remove you.

Heading description, Industry, Type of Business, Years in Business, Revenues, Cash Flow, County, State, and Asking Price if you choose to have one (recommended for better results).

No.

We keep a copy of the Sellable Ranges of Value and the Market Value Snapshot reports and information you provide us for our records. We provide the report to you. We may provide it if legally required to or required under court order.

The Sellable Ranges of Value is based upon standard industry valuation approaches and methods coupled with current market conditions. If you do not like the value range conclusion that’s unfortunate, but you received the product you purchased, and therefore there is no refund. It’s almost impossible to imagine that you wouldn’t benefit from all the information, and the service provided. After you have been sent the Sellable Ranges of Value Report and access code, you will have received the documents, information, and had access to the videos made available to you, and therefore there are no refunds. You can potentially upgrade and convert to full service, and possibly with a discount. It would require some discussion to make certain we are a good fit for one another.

Our founder has owned, and continues to own business outside the brokerage industry, but that is not what qualifies our abilities. We have very specific valuation and brokerage training, education, and decades of experience doing deals. If they don’t have a long history of successful transactions representing others in a sale (them not included) – you should be concerned. Decision time: hire a novice or hire a long-tenured verifiable expert.

National brokers (franchises) sell business owners on the concept that they have access to a national and broad market to locate buyers among their many offices. The truth (especially for “mainstreet” businesses): the actual buyer is almost always going to come from the same region the business is located in (there are occasional exceptions), so doesn’t it make sense to use someone who knows your market. Also, most credible brokers / intermediaries (certainly us) has the same national market exposure through subscription websites where buyers tend to look. Many of the national (franchise) brokers come and go over time (their models often focus on recruiting “new blood” who tend to grow disenfranchised and leave , i.e, high turnover) and therefore many have little deal experience (especially true of businesses that are of higher value or more complex). Fee structures are generally the same for independent firms as non-nationals (in fact with all our credibility and experience we are below market rate).

Selling a business is NOTHING like selling real estate. Real estate is based upon a stationary asset that usually has a fairly rigid range of value relative to the area in which it is located and its condition. Commercial and rental properties will require some common practice calculations for income and expenses. A business is a dynamic asset that is continually adjusting to market requirements and influences, and therefore the value also changes based upon a multitude of elements. Imagine how a buyer’s or lender’s interest and perception of value might shift with only a few of the continually changing elements: Customer concentration, competitive concerns, positive or negative cash flow, condition of the assets, employee tenure, salaries and benefits, inventory, leases, orders or work in process, accounts receivable and payable, quality of financial statements, branding, vendor and supplier agreements, increasing or decreasing market demand for the product or service, achievable growth opportunities, etc. . . Someone trained, educated and experienced in all the elements will serve you best. The Deal Coach Package and the *Deal Coach Bonus will better prepare you for selling your business on your own. And you can always contact us to convert to full broker services.

We’ve been helping Buyers and Sellers for over thirty-five years. We have seen and heard the multitude of unfortunate stories about Buyers searching endlessly – literally for years! Most never buy a business while some are successful and live the American Dream of business ownership. In the Deal Coach Buyer Package, we share the fifteen most common and critical mistakes Buyers make that contribute to their failure in buying a business. You will receive these in written format as well as access to a video discussing each of the areas. This one document and video access alone can increase your probability of success and be one of your wisest investments leading to your ability to buy a business.

You will receive over twenty-five documents (most editable), schedules, agreements, templates, tips, and insight from the Ole’ Pro. Just to identify a few topics, the Deal Coach Buyer Package includes: Early Stage Screening, the Sale Process Outline, Letter of Intent (To Purchase), Offer To Purchase, Disclosures, Due Diligence and Worklist Items, and the Buyer’s Lending Packet (to guide you to get the funding you need), and many others. But Do Not focus on the documents – that is short-sighted! The real value of the Deal Coach Buyer Package is the access to approximately twenty-five videos that explain not only the documents, but also includes lots of rich tips and insight on their use and the art of deal-making. It’s like sitting in an informal coaching session with someone who offers guidance from over thirty-five years of experience.
Packaging, marketing, screening buyers, soliciting multiple offers, negotiating terms, preparing documents, schedules, agreements, contracts, constant communication and interacting with all the various advisors, and navigating the due diligence process becomes all-consuming. Having a professional allows the business owner to focus on operating the business while the sale process is underway. If the owner’s focus is diverted the performance of the business can decline and that will reduce buyers’ and lender’s interest and lower the offers being made (if any).

An ole’ adage is especially true for business sale transactions. “You don’t know, what you don’t know. And what you think you know, may not be so.” In other words, value is lost or gained at every step along the way. Without the professional you may still complete a transaction, but you may have given up a great deal in value or in terms or conditions without realizing it until after the sale, or perhaps never. In such a case then the other adage may prove true. “Ignorance is bliss.”

(i) You will receive documents (most are editable), agreements, tools, templates, schedules, and forms, and (ii) You will be empowered with access to approximately twenty-five educational and tutorial videos that provides valuable tips, information and insight from an expert deal-maker with over thirty-five years of experience, and (iii) You will be better informed so you can avoid making so many of the common and critical mistakes that Buyers make that causes their failure in acquiring a business, and (iv) You will increase your probability of success in acquiring a business, and (v) You will be better organized in your approach and streamlined in your process so you are more efficient with your time and resources.

You should be asking yourself, “If so many try to buy a business and are not successful, then what is it they (or I) don’t know that causes the failure?” And further, “If I really want success in buying a business shouldn’t I be willing to invest such a small amount to increase my probability of success and gain the insight of thirty-five years of experience?”

This is difficult to answer with any certainty because there are so many variables that impact the timeline. However, once the Buyer and Seller are engaged in meaningful discussions, generally speaking, and assuming all is well-prepared, and the stars align, most “mainstreet” businesses will close on the sale in three to six months. For larger or more complex transactions it also varies. There are no two sale transactions that are the same. Just a few of the variables include: motivations of the parties, lending environment, price, terms, conditions, approvals, lease arrangements, SBA approvals, real estate issues, environmental concerns, employee retention issues, quality of the assets and the financials, what is included and excluded in the sale, the results of due diligence, the need to adjust any of the price or terms or conditions, the availability and access to the professionals involved, etc. . .

Yes! First, there is a business overview template that will assist with determining a value that you might want to consider offering on the business and how that value can be accepted and funded by lenders. Then you will also have editable forms for an Offer To Purchase and a Letter of Intent (To Purchase) that has been used for years and can most likely be used in your transaction. Each of the aforementioned is discussed in detail in the educational and tutorial videos you will have access to, including tips on how to present these to the Seller.

Yes! You will receive an outline for due diligence along with a worklist of items that you as a Buyer will need to execute on so you are prepared for the purchase, and the operation of the business going forward. This is discussed in detail in the educational and tutorial video you will have access to.

Getting approved funding for a business acquisition is unlike other lending people are more accustomed to. So, yes! You will receive a Buyer lending packet. This will guide you on what you will need to get funded. The educational and tutorial video you will have access to discusses funding in great detail. You will learn which type of lenders to approach, how lenders will view the transaction and why, what the funding process is like and why, what the lenders look for, what common restrictions and contingencies lenders put in place and why, how to properly prepare your package to present to the lenders, and generally what to expect. If you need additional assistance getting funded for your business acquisition you can contact our office to discuss your situation and to make certain we are a good fit for one another. Fees are based upon the assignment and project needs

There is no particular “right size”. The Deal Coach Buyer Package materials along with the educational and tutorial videos, can be used and applied whether you are acquiring a “mainstreet” business or a lower middle market company.

Generally, yes you can convert to full service or consulting. It would require some discussion and a meeting to make certain we are a good fit for one another. Fees are based upon the assignment and project needs.

Your information is used by us to provide you with the products and services described and offered. We may possibly contact you in the future if we have a have a sell-side client that might be of interest to you as a Buyer.

We will forward contact information of buyer prospects who have inquired about your business to your email on file. It will be up to you to follow up and make contact with the prospective buyer.

They will be sent electronically to your email address on file.