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
Book Alone

Book Alone

Book Alone
Wealth Building 
Exit Strategies
Sell a Business Buy a Business 
(Read "Buyer Education")

Book and Software 
 

Book and 2 Software 


Book and Software 
 

Book Alone


Book Alone

Business Broker forms
Book of samples and software
Due Diligence Create or Improve a Business Brokerage Business Business Brokerage and 
M&A Documentation and Forms
IRS audit tools
Book and Software 
Business Broker software
Book and Software 
Business broker and M&A forms

  Business Valuation  

 
Book Alone
 

   
             

 
Book and Software
 

 

 

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:

Success Rate  

Information Source

Business owners

 2%  Our survey of 200+ business owners who attempted sale of their business on their own

Real estate brokers

5% Surveys conducted by Business Brokerage Press

Business brokers

14% to 25% Surveys conducted by Business Brokerage Press

Franchise re-sales

24% Surveys by Quick Print magazine of more than 5,000 quick print franchises

Sold from Internet web site

10%

Results published by the largest Business for Sale website (45,000 businesses listed for sale - 4,568 businesses sold)  

Investment bankers

90+% Our M&A manager's experience as director of M&A activities for a major 
Wall Street firm
     Business Selling System users 90+% Our experience since transitioning to our Business Selling System over 15 years ago

Using our Business Selling System, brokers typically sell 80% to 90%+ of your 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.:   

List the business,

Go

Advertise and create maximum exposure, attract buyers, obtain offer(s)

Set

Prepare for a closing (inspections, title search etc) 

Ready

 

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

Determine optimum value, develop a profile of the ideal buyer and transaction structure, ratify timeliness of selling, 

 Ready

Prepare company for sale and develop a marketing plan designed to attract ideal candidate, assemble due diligence materials 

 Set

Begin selling activities maintaining utmost confidentiality, attract appropriate buyer, negotiate contract terms, co-ordinate closing activities

 Go

 

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.


How to Become the Best Business Broker in Town 232 pages of step by step instruction and examples to facilitate your  transition to a Fee Based Practice and become more effective selling businesses. Most importantly you will gain an understanding of why your collecting a retainer is in your client's best interest.  

Method Results

Presentation to "Listing" Ratio using "Real Estate" Model

One of Four (no Retainer)

Presentation to "Assignment" Ratio using "Wall Street" Model

One of Two (with a Retainer of $2,500 to $25,000)
60% would authorize selling after step 1 - Remainder would take steps to improve value and then sell, a few would decide not to sell and do something else instead

 


"A Complete Guide to Selling Your Business for the Most Money", without anyone knowing it's for sale 

Identification of proper buyer candidates 

Learn the secrets to writing compelling ads designed to attract your ideal buyer 

Identify the best advertising mediums

Employ process designed to assured to maintain confidentiality 

Fielding inquiries, internet - telephone

Interviewing techniques used by the pros

How to insure you know all about your candidate before they know the identity of your client

How to facilitate a non-binding offer without the deal going "legal" prematurely 

The proper sequence of the release of sensitive business records and information 

How to handle your buyer's request to interview customers, vendors, lenders and employees and much more

 


 

The Complete Guide to Buying Your Ideal Business, Paying a Fair Price  (Read as "The Complete Guide to Buyer Education) A practical step by step approach to the Safe Purchase of a business.  Case study examples drawn from actual sales experiences illustrate every major point.

Buyer Education

This book is essentially the "Buyer Education" training module we developed for the use by our brokers.  The results? Our effectiveness in placing buyer candidates into a business became dramatically better than the Business Brokerage's industry average.  By following the steps outlined in this book with the buyers combined with our system of preparing a business and it's ownership for sale resulted in an unbelievable increase in our effectiveness.

 

Approach Used to Acquire a Business Results

Success Rate

Internet - Individuals Buying Business using Major Business Buying Website

 400,000 registered buyers bought 4,568 companies*

1.14%

Average Business Broker's success in placing buyers into a small business

20 Buyers interviewed resulted in one offer Average of Three Offers for One Sale**

5.0%

Business Selling System Broker's average success rate

6 Buyers interviewed resulted in One SALE***

16.7%

Exceptional Business Selling System Broker's average success rate

1 Sale for every two Buyers interviewed***

50.0%

Pro-Active Business Acquisition Search
(Buying a Business that was Not for Sale)

Successful in essentially every attempt***

90.0+%


* 2011 Activity and results reported by a  major Business Buy/Sell website

** Business Brokerage Press Surveys

*** Our results over a period of 15 years


"How to Use IRS Audit Methods to Reveal the Real Earnings of any Private Company" 

IRS Field Audit Guides by Industry are on the CD and cover industries ranging from Architect to Veterinarians.  Learn how to read "between the lines" the way an IRS agent does.  Both the book and the information on the CD is in clear, plain, shirt sleeve English and not accounting jargon or code that is understood only by members of the "Financial Circle". This book and CD has been created especially for non-financial professionals and entrepreneur. 

 


Business Selling Tool Kit

Software to produce: Valuations, Marketing Materials, Confidential Business Reviews, Financing and SBA Loan Proposals

 


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
"The Complete Guide to Business Valuation when 
Buying or Selling a Private Company"

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 $75.00 Value Free with your purchase


Frequent Question
- "I plan to sell relatively small businesses at first and then gradually move up to larger ones." Would the  Business Broker's Selling System be appropriate for my use or would it be overkill?   

Answer - Certainly it's appropriate and would not be overkill!  The majority of the more than two thousand businesses we sold using the Business Broker's Selling System process were Main Street businesses i.e.: Hardware stores, Florists, Restaurants, Retailers etc.  What we have accomplished is to make the process used to sell the largest businesses appropriate when selling the smallest.  Best for you to start off on the right foot and avoid getting into bad and counter productive habits that will be hard or impossible to break later.

 


Our Guarantee
We're so sure that you will value our Business Selling System and that it will pay for itself many times over that we back it with a no questions asked money back guarantee.  If you're not satisfied simply return the materials and we will issue you a full refund. 


How much does "Business Broker's Selling System" cost?
That's the wrong question.  The more important questions are:

  • How much MORE MONEY will you be able to EARN by selling essentially all of your listings?  

  • How many hours will you save by not trying to sell uncooperative seller's businesses?

  • How much better will it be to be paid for all that you do

  • How many more referrals will you receive from bankers, accountant, lawyers and others by employing a 
    more professional approach to selling their clients/friends businesses?

Have Questions?
Give us a call using our toll free number 1-888-556-8118 with any questions you may have regarding our "Business Broker's Selling System" and we'll do our best to answer them for you.  


Purchase Options

Each component of our Business Broker's Selling System is available for purchase individually either as a download or hard copy.

 

Free Bonus

Mentoring/Coaching - Three hours of free Telephone Consultation with the author himselfYES - 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
G
etting 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.

   100% Satisfaction Guarantee.  
If you are not satisfied with your purchase for any reason - 
Simply return the materials and receive a Prompt and 
Courteous Refund of Your Entire Purchase Price  

- No Questions Asked -

YES!

Send me my very own "Business Broker Business Selling System" TODAY

The Books:

Hard Copy

Download

"Wealth Building Exit Strategies for Owners of Private companies"   

75  

"The Complete Guide to Business Valuation when Buying or Selling a Private Company"

75  

"How to be the Best Business Broker in Town"

75  

"The Complete Guide to Selling Your Business  for the Most Money" 

75  

 Bonus Book - "The Complete Guide to Buying Your Ideal Business and Paying a Fair Price"  (This is the "Buyer Education" program that increased our Buyer In to Sale Ratio to 6 to 1 - Yes One sale for every six buyer candidates interviewed)
A $75.00 Value

$75

FREE

 

FREE

Bonus Book - "How to Use IRS Audit Methods to Reveal the Real Earnings of any Private Company" A $45.00 Value

$45

FREE

FREE

The Software:

"Professional Advantage Report Writer"  Business Valuation, Pricing and Transaction Structuring Software for the Non-Financial Executive

295  

"Buy a Business - Tool Kit" CD ROM Which Includes:

  *  MBA on a Disk  -- Business Analyzer and Financial Audit Software

  *  SBA Loan Proposal Generator  

125  

"DealMaker docs" - Samples of all the contracts, forms and other documentation and wordings required to sell a business and run a brokerage office.  Includes M&A documentation as well as Main Street forms and contracts  Scores of special contingencies that will cover most any buyer or seller concern or special situation

295  

Bonus Software -"IRS Audit Tools on Disk" - Audit Field Manuals by type of business plus Compilation of Tax Return Data by type business and organization structure
an $85.00 Value

$85

FREE

 

FREE

Bonus Software - Sell A Business Tool Kit - Selling Aides - Buyer Profiling Matrix  Forms, Letters, Contracts, Worksheets and Checklists, List of Buyers - 
a $125.00 Value

$125

FREE

 

FREE

FREE Shipping using USPS Priority Mail 
(Approximately 5 pounds) Regular cost $25.00

$25

FREE

 

FREE

A Total Value of 

You Save

$1,245

-$348

$995

-$248

Final Low Price

$897 $747

The IRS Tax Return Data and the IRS Field Agent Audit Guide files are huge and therefore impractical to download.   We will therefore, send you a CD ROM containing the entire Business Buying System (including the IRS Field Agent Audit Guides) by USPS Priority Mail. 


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

Extra Bonus  3 Hours of Consultation with the author himself. a $300 Value FREE

Order the Entire Package Today 

 Hard Copy


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