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.”

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.

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.

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.

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.