Tom West's 
Complete Guide to 
Business Brokerage

About the Guide

This book belongs in every business broker's library, regardless of how long you have been in business and especially if you're just getting into the field.

This new publication is the definitive book on business brokerage. It covers all aspects of the field; from how to take a listing, to managing the office. Whether you're just beginning your business brokerage career, a seasoned veteran, sole practitioner or office manager, you will definitely learn and profit from this excellent book. Actually, we prefer to call it a hands-on operations manual, because that's just what it is.

422 pages, copyright 2002, Third Edition, 8.5" x 11"

This publication contains over 40 years of very successful business brokerage experience:

  • Introduction to business brokerage

  • How the numbers work

  • The office: location and layout

  • What do you charge?

  • Getting ready to meet prospective sellers

  • Prospecting for business listings

  • Listing businesses

  • Pricing the business

  • Marketing and advertising

  • Working with the buyers

  • Selling the business

  • Closing the sale

  • Recruiting sales persons for your office

  • Managing the business brokerage office

This book is an absolute must have for every business broker's professional library to stay "on top of your game." And, it's a veritable GOLD MINE of information for those of you just getting into this very dynamic and extremely lucrative field!

About the Author
Mr. Tom West is the publisher of, "The Business Broker," and, "Mergers and Acquisitions Today," newsletters. He has written or co-written numerous books including, "Business Brokerage Basics," the "Business Brokerage: Managing For Profit," the "Handbook of Business Valuation," and "The Business Reference Guide." He is the founder, past president, and former executive director of the International Business Brokers Association (IBBA). He is a frequent lecturer and seminar leader for business owners, prospective buyers and the professional business brokerage community. Mr. West is probably the most knowledgeable individual in the country today concerning the issues of buying or selling small to mid-sized businesses.

Author's Comments
I believe this book provides much of what you need to be successful in business brokerage. It also provides the key ingredients on managing your business, whether you are a sole practitioner or managing an office of 25 agents. Also, as I mention in the first section, if you're considering entering the industry, this book contains the "rules of the road," the basics as I call them. If you're not comfortable with the information in this book, perhaps you should rethink your decision.

This book is a real "how-to" program. It contains very little theory. Although I try to answer the "why" most of the book is focused on "doing." My feeling is that if you don't make money in a fairly short period of time, you won't be around too long. If you make money and become successful then there is plenty of time for you to search for the answer to why. Business brokerage is a hands-on, "get-out-and-do-it" business. Many people have not been successful because they spent much of their time trying to figure it out or working on their business plan. This book contains the "nuts and bolts" of the business.

I have taken the best of my Business Brokerage Basics and Business Brokerage: Managing For Profit, revised, deleted, rewritten, and added a lot of new material including five new sections. The graphic designer, has given the book a refreshing format that makes it very easy to read.

I have incorporated throughout the book reprints of my Old Pro columns and articles from The Business Broker newsletter. I have done this because I think they provide a different viewpoint of the material discussed, or an amplification of it. Although I wrote the Old Pro columns, they reflect the thoughts and viewpoint of my mentor G.R. (Russ) Wright. I subsequently married his daughter who now works with me. She was very quick to point out when I would write something not quite the way her father would have phrased it by saying, "My father wouldn't have said that." My highest compliments are from those who knew "The Old Pro" and agree that he was just the way I describe him in the column and that I have captured the essence of what he would have said in exactly the way he would have said it (with only a slight exaggeration). I also feel that these columns add the all important human aspect of the business, and that the knowledge imparted is as relevant today as it was years ago. Russ died in 1990. He was my mentor, my father-in-law and my friend. This book could not have been written without him.

Although this book contains the very essence of the business, I think that there is much for the experienced business broker in this book. Whether you are actively selling businesses, or managing an office, you will profit from reading this book. A lot of it will be familiar, but I'm confident that there will be a lot of knowledge or information you don't have, or forgot. This new publication contains 35 years of business brokerage experience.

If you are just entering the business, Welcome! It's a wonderful business, financially rewarding and a lot of fun. Master the basics and follow them and you're off to the first step to a successful business brokerage career.

Only $129.00 plus $10.00 shipping and handling