Business Broker Education and Training

built upon experience gained in selling more than 2,000 businesses

Finally! How to sell a business information and direction based upon experience, not theory. 

Wealth Building  Exit Strategies	Sell a Business	Buy a Business  (Read "Buyer Education")
Due Diligence	Create or Improve a Business Brokerage Business	Business Brokerage and  M&A Documentation and Forms

If you are considering becoming a Business Broker or Business Intermediary you need to know the sobering facts that the typical approach to selling businesses produces less than satisfactory results. 

To summarize success in selling businesses by those doing the selling:

Using our Business Selling System, brokers typically sell 9 of every 10 listings .   

How can our " Business Selling System" methods be so superior to those employed by the majority of business brokers and essentially all Business Brokerage Franchisors  (The short version)

Our Merger and Acquisition (M&A) division manager came to us from Merrill Lynch where he was vice president in charge of M&A activities for Private companies.  What we did was essentially modify the Wall Street process (where they satisfy essentially all of their clients) to one that was appropriate for selling smaller private companies.  The result is what we now call "The Business Selling System."  

The process employed by essentially everyone attempting to sell a business is based upon a Real Estate Model i.e.:   

The secret to the Business Selling System's success is that it is based upon a Wall Street Model i.e.:

More to the Story

The dramatic increase in our effectiveness rate however, is due to more than a revised "Firing Order." Here are some of the additional factors that contributed to our increased effectiveness and profitability.

• Only Viable Businesses were listed.  Business owners who had waited too long and/or did not have a viable business to sell would not "list" with us.  Apparently they realized that they would be sending us on a fools errand and wouldn't mind wasting our time and money but would not waste theirs by paying the retainer that began the three step process (and was refunded upon sale). Our Presentation to Closing Ratio actually went up under the new Three Step Method and, as an added bonus, we no longer had the un-saleable or problem listings diluting our efforts in selling the viable businesses we represented.
  

• Increase in the Number of Referrals from other professionals. Our referrals increased dramatically as more and more professionals in the "Deal Stream" became familiar with our "Three Step Process."  They particularly appreciated our controlled and deliberate approach (that involved them in the process from the beginning).  With the Real Estate Method, the First Step (FIRE) encourages business owner's to make a "Blind Decision to Sell" by Signing a Listing Agreement without all the decision making facts and information in place.  The attorneys, accountants, bankers and other referral sources appreciated the information we provided the business owner: information upon which they could make an informed and intelligent decision regarding selling their business. 
  

• Enhanced Cooperation and Respect by all.  No longer did we have business owner's who refused or were reluctant to provide tax returns etc.  Nasty telephone calls from attorneys regarding any number of issues typically revolving around the fact that the business owner realized selling was not in their best interests disappeared .  THE PROBLEM our process solved - the Listing Agreement they signed calls for FULL PAYMENT OF YOUR COMMISSION if they decide not to sell.  Our Three Step Method provides the business owner with the realities of the marketplace including likely price and TERMS before they commit to selling (Step Two).  It is only after all involved have a clear picture of the likely outcome that we ask for authorization to sell the business.  
  

• We Expected to Sell Every Business. The relationship between expectations and reality is very close.  The attitude and office environment improved tremendously.  Not because we were all making much more money but rather because of the pride and satisfaction that comes with doing an important, life changing tasks successfully.
  

• Increased Ability to Attract and Retain Talented Associates, your most valuable asset.  I was fortunate to have a talented core to collaborate with in the development of  this 'New System."  Success breeds success and the office staff and our services expanded to a point where we made the decision to build our own office building - one that would suit our unique needs and accommodate the growing staff.  
  

• Dramatically Increased our Effectiveness in Placing Buyers.  My top three associates would consistently place one of every two buyers they worked with into a business.   To understand just how incredible that is you have to know the business brokerage community's standard is that one in twenty buyers will make an offer and it would take three offers to conclude a sale.  After we made the change, the office average improved to of six buyers into the office would not just make an offer but would actually purchase a business. 
  

• Added Pro-Active Paid Searches to our arsenal. This also included acting as an in-house M&A department for small corporations who could not afford a full-time in house M&A department of their own.  A couple of our associates decided to specialize in this end of the business
  

• We Were in Control of the Process. No longer were we wasting time with un-saleable businesses and un-cooperative business owners.  Buyers were cooperative and following our "Safe Business Buying Process."   We began living a somewhat normal life: no more weekends and late nights away from our families.

Our Broker Training and Education Resources are divided into four categories: 

1. Background, foundational information and materials, 

2. Step by step "How to" instruction regarding process and procedure, 

3. Software to produce: Valuations, Due Diligence Reviews, Marketing materials, Confidential Business Reviews, Financing and SBA Loan Proposals, 

4. Office setup materials and procedure info i.e.: Office Policy, Code of Ethics, Independent Contractor Agreements, Letters, contracts and forms required in the transfer of businesses 

System Components:

"Are You Creating Wealth or Just Making Money?" 
Finding good businesses to sell is hard to do.  The information this book provides can  help change that by allowing you to be more than just the business broker.  You will be able to provide the same Investment Banker Quality Wealth Building Intelligence that Public Companies expect and Private Companies deserve. You will essentially be providing Investment Banker quality intelligence to owners of small and mid-size businesses as they build their exit strategies and succession plans.. 

Succession Plans and Exit Strategies need the real world, marketplace based information that only you will be in a position to provide.  Using the information this book and software combo provides, you will become involved in sale preparation early on as a key member Exit Strategy Planning Team.  The book reveals little know methods, factors and techniques that can dramatically increase the value of any company.  Applying this information will place you head and shoulders above typical business brokers.

Professional Advantage Report Writer is the exact same software we developed and refined over a twenty year period especially for our fee based practice. Buyer Identification and Business Valuation - This program has been designed to be used by the Non-Financial Professional and is very easy to use.  The books provide you with the different buyers' rationales and motivations. The software will crunch the numbers the same way the different buyers of small and mid size businesses will.  Simply enter numbers into a template and the software will automatically: 

• Illustrate the price and terms different types of buyers would be willing to pay today and why

• Show how much financing your seller would be expected to provide and, if they were to insist upon a cash price, 
  what an all cash price might be  

• Identify the best type of buyer to attract as well as the type(s) of buyers you should avoid.  

• Transaction Structuring Model – Allows you to compute “what if” scenarios by changing down payments, interest rates or terms etc and calculate your ROI and Fairness Testing so you can get back to the negotiating table quickly

• Develop a comprehensive financial analysis of your business designed to give you a view of your client company's from the outside in   (An accountant would have to charge much more than the cost of our program for this feature alone)

• Don't let the ease of use fool you.  This is very powerful software and an exceptional tool that is highly valued and used by MBAs, CPAs and other financial professionals all over the world. With our software you'll be able to present your client's business in a most professional way.  The professional and comprehensive materials and reports you produce representing your client company increase a buyer's confidence.  Increased confidence leads to reduction in a buyer's perception of the risk involved.  The lower the perceived risk the higher the perceived value. 

Buy a Business Tool Kit  We originally produced and assembled this software especially for first time business buyers but many financial professionals, business brokers, intermediaries and advisors to entrepreneurs have purchased the program and found it of benefit in their practices.  I made sure, however, that the software could be used by non-financial and financial professionals alike to assure the program would benefit the most people.  The Buy a Business Tool Kit consists of  several interactive components that cover the entire acquisition process from start to finish. 

Deal Maker docs  

Office setup materials and documentation designed for use with our unique Business Selling System.  Typical listing agreements etc. simply do not fit  and are counter productive to successful deal making.  In fact, typical Real Estate based Business Brokerage forms etc do not work with our more effective Three Step approach.

The ONLY product of its kind  The program reflects experience gained in  THOUSANDS of  negotiations and more than twenty years of use.  Thousands of hours have been invested in development so that you will have the right document, wording, condition or contingency at your fingertips in minutes.  Imagine just how long it would take you to create just one of the contracts from scratch or imagine how much your attorney would have to charge you to do it for you.

• Entering Business Brokerage - In addition to all the forms and contracts you will ever need to sell a business, the CD-ROM also contains - an Office Policy Manual, Independent Contractors Agreement, Co-Broke Agreement and the Business Brokerage Code of Ethics.

• Upgrading to Mergers & Acquisitions (M&A) - Deal Maker docs has all the paperwork you require to do the larger deal using  M&A language and protocol. 

• Contingencies and Special Wordings alone are worth the entire price.  Unique situations often necessitate special language. Perhaps the agreement with the business owner should be modified with special language to assure your being paid.  The sale of a business in bankruptcy or where proceeds will not satisfy secured creditors are examples.  Contingencies regarding license transfers, timing the release of sensitive information, presenting multiple offers simultaneously are but a few examples.  It is really nice to have ready made, time tested language at your finger tips in the pressure packed environment called "deal-making."

Added Bonus - The Book "In $ Out of Business. . . Happily"

The previously unwritten rules for buying, selling and valuing a private business.  Determine the right price for any private or family businesses (with sales between $100,000 and $20,000,000). Case studies illustrate why different buyers pay different prices. Explains why individual motivations and perspectives may be more important than “the numbers” when making value and buy/sell decisions. This is the only resource of its kind. Based on marketplace experience, not theory. A $65.00 Value Free with your purchase

100% Risk Free Guarantee

If you are not satisfied with the materials for any reason, we will refund your entire purchase price;

No questions asked.

Free Bonus

Mentoring/Coaching - Three hours of free Telephone Consultation with the author himself.  YES - Three hours one to one consultation time to help you get your practice off on the right foot, get a deal done, review your Marketplace Position and Summary of Values Report or Marketing Memorandum or simply answer questions regarding issues as they occur.  Access a level of experience and expertise that can only be obtained through the completion of more than 2,000 transactions.

P.S.

Business Brokers - The Business Broker's Business Selling System's methods and techniques are designed to assure you get paid for all you do, sell essentially all of your listings, obtain more referrals and live a more stress free life.  Wouldn't you really enjoy having all these benefits and, as an additional bonus - Become the professional you always wanted to be.  It is not an over statement to assert that applying the principles of the Business Broker's Business Selling System can change your life!

P.P.S
Getting into Business Brokerage? - Start on the right foot.  Avoid the mistakes and traps that essentially all beginners will make without the information found only in the Business Broker's Business Selling System and nowhere else.  No need to wait six or more months for your fist deal to close. Start earning good money right away providing valuable "Marketplace Intelligence" that will impress your clients and their advisors as well.  Set yourself apart from the pack by providing valuable information and perspective other professionals are unable to deliver.

Entire Program - Seven Books and Five Software programs plus three hours of one on one consultation with the author himself.  

Shipping via USPS Priority Mail included.

For additional information or for answers to any questions you may have Call:  888.556.8118 or 508.794.1200

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