A Proven Business Selling System
Our revolutionary process improved results to better than 90%!
If Public companies can be sold ninety plus percent of the time why can’t small and mid-size businesses enjoy similar success? We wanted to find a way for business owners to become more successful selling their business and we did it!. The Book, “The Complete Guide to Selling Your Business fro the Most Money,” is the cornerstone of our Business Selling System. It took several years and a lot of persistence but the results were well worth it. Our success and the success of those using our unique Business Selling System to sell a business improved to better than 90%. In business, as in life, there are winners and losers. We want to help you assure your place in the winner’s circle of life. That is why we have developed the “Business Selling System.”
How did we do it? (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 to one that was appropriate for selling smaller private companies. The result was what we now call “The Business Selling System.”
The process employed by essentially everyone (business owners, franchisors, real estate and business brokers) attempting to sell, a business is based upon a Real Estate Model.
Real Estate Model
Fire – List the business for sale
Aim – Advertise, create maxime exposure, tour buyers, obtain offer(s)
Ready – Prepare for a closing (inspections, title search etc)
The secret to the Business Selling System’s success is that it is based upon a Wall Street Model.
Wall Street Model
Ready – Determine optimum value, develop a profile of the ideal buyer and transaction structure, ratify timeliness of selling,
Aim – Prepare company for sale and develop a marketing plan designed to attract ideal candidate, assemble due diligence materials
Fire – Begin selling activities maintaining utmost confidentiality, attract appropriate buyer, negotiate contract terms, co-ordinate closing activities
Were your business a public company and selling the company or a division were under consideration, your first step would be for your board of directors to bring in your investment bankers (read business broker or business intermediary). The company would probably have scores of attorneys and accountants on staff and they would eventually be drawn upon to draw documents and address taxation issues but the board of directors is not ready for that just yet.
The investment bankers are brought in because of their expertise in the marketplace and your board needs real-time market place information in order that intelligent decisions can be made (and shareholder lawsuits avoided). The board needs to know, among other things:
- Identify acquirers active in the marketplace ranging from most appropriate to those to be avoided
- The range of company value by type of acquirer
- Steps that could be implemented, long and short term, to enhance Company value
Armed with the investment banker’s report the board can make informed decisions. Based upon their view of what’s in the Company’s best interests they might decide to:
- Sell to the type buyer identified as willing to pay the optimum price and having the ability to bring the Company to a new level
- Begin a “Roll Up” campaign to grow the Company through strategic acquisitions
- Not sell now but implement steps to enhance Company value for sale at a later date
- Do nothing at all
|“Are You Creating Wealth or Just Making Money?”
Wealth Building Exit Strategies for Owners of Small Businesses
The book and the software that comprises the Ready portion or Step One of the Wealth Building Exit Strategies are designed to provide you with the same information investment bankers provide their Public company clients. After completing your Step One review you will be in a position to Decide upon the course of action that will best serve your interests.
Will it be:
- It’s time to sell, Conditions and the Price are right,
- Design and implement a Wealth Building Exit Strategy
- Delay selling in order to increase value and/or attract a successor who will pay a better price and sell later,
- Not to sell and just keep going on
- Liquidate and close it down
Our experience is that approximately 60% of the business owners will decide to sell and continue on the selling path. The majority of the remaining 40% choose to delay selling in order to increase value and then sell.
Frequent Question – I own a relatively small business. Would the Business Selling System be appropriate for my use or would it be overkill?
Answer – Certainly not overkill! The majority of the more than two thousand businesses we sold using the Business Selling System process were Main Street businesses i.e.: Hardware stores, Printers, Florists, Restaurants etc. What we have been able to do is to make the process used to sell the largest businesses appropriate when selling the smallest.
Step One provides you with the same quality pre-sale information Public companies expect and Private companies deserve
Benefits of the Ready Phase
As with any task, painting a house for example, the quality of the outcome is directly proportionate to the quality of the preparation. Unfortunately, human nature is to forge ahead with the task and then, if all is not going as planned, read the instruction manual.
The Step One process is the crucial foundation upon which the successful sale of your business depends. It is this foundational step that helped increase our effectiveness to more than 90% in selling our client’s companies. Remember it’s Ready, Aim, Fire! not Fire, Aim, Ready!
- Access experience gained in the sale of more than 2,000 private businesses without committing to sell by signing a listing agreement
- Learn how to identify the type of buyer willing to pay top dollar for your business and how to avoid the rest
- Maximize value – Learn how to increase your company’s value without having to show more profit.
- Freedom to choose to sell on your own, with the help of a broker/intermediary or perhaps not sell at all.
Selling, or buying, a Private business does not present a pretty picture. Most all who attempt it fail, even the professionals! First, you need to know why this is so and; secondly, how make sure you are successful in selling your business or that of your client. You need to know how to avoid the mistakes and traps that lay ahead ready to catch and destroy the uninformed business seller.
The book is designed to walk you through the process one step at a time. “Inch by inch it’s a cinch.” Avoid the temptation to skip what may appear mundane and uninteresting segments. Each piece is a link in the chain of events that must be completed if a successful sale (or any sale at all) is to be consummated. Selling a business is not difficult once you understand that it is NOTHING like selling real estate or anything else for that matter.
If you own a relatively small company and want to cash in now and don’t want to spend a lot of time preparing for sale; implementing a few of the Tips found in the book (that do not take any time at all) could still easily add $100,000 to your valuation.
If you own a larger company and are planning to exit your business in a year or more then you can add Millions to your Valuation with some preparation and effort as outlined in the books chapters.
This software has been designed to be used by the Non-Financial Entrepreneur (you may decide to acquire it for use by your accountant or other trusted advisor) and it is very easy to use. Simply enter numbers into a template and the software will automatically:
- Develop a comprehensive financial analysis of your business designed to give you a view of your company from the outside in (Your accountant would have to charge you much more than the cost of our program for this feature alone)
- Illustrate the price and terms different types of buyers would be willing to pay today and why
- Show how much financing you would be expected to provide and, if you 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
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 business in a most professional way, which by itself, can raise the value of your business and the price you can get for it.
Set, Go Book
“The Complete Guide to Selling Your Business for the Most Money” including How to “Sell it Quickly but. . . Don’t Let Anyone Know It’s For Sale“
When you are satisfied with the value your business has attained, and the amount of Cash to be on the Closing Table, it’s time to Cash In – Leave in Style with a Pile! The book provides a step by step road map illustrating how to overcome the personal, emotional and financial issues that make selling a business difficult and guides you through the process to the consummation of a successful sale.
- The book explains and walks you through the entire process one step at a time:
- 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 your identity
- How to facilitate a non-binding offer without the deal going “legal” prematurely
- The proper sequence of the release of your sensitive business records and information
- How to handle your buyer’s request to interview customers, vendors, lenders and employees and much more
This the only book of its kind.
There are a lot of books on the subject written by attorneys, accountants, brokers and others who have been involved in the game as technical advisors and therefore written from their technical point of view. Unfortunately their experience is based upon the ineffective “Fire, Aim, Ready” process that has contributed to the disastrous end game results of so many business owners. The information they offer is valuable but will not provide you the “winning game plan” you need to score your touchdown.
This is an excellent book for you to read even if you are planning to hire a broker/intermediary to sell your business.
Reason – The insider information will allow you to determine the business selling savvy of those you might interview. Many brokers/intermediaries have excellent professional credentials but may lack the real world and on the ground savvy required to sell small to medium size private business.
The Business Selling System software not only calculates the value of your business by type of buyer it also calculates the probable terms of sale i.e. usual buyer’s down payment, the amount of financing from outside lenders and the amount of financing you may be requested to provide. Armed with the tips contained in the book and the calculations provided by the software you now are able to make an informed decision as to how much if any seller financing you will be willing to offer.
Set, Go Software
Sell a Business – Tool Kit
In addition to the Books and Buyer Identification and Business Valuation software you need the Sell a Business Tool Kit which includes:
- Document Pack, all of the paperwork you’ll need to complete the buy/sell/transfer process all on CD-Rom ready for your customization.
- Selling Aides
- Sample selling documents or Prospectus
- List of Buyers
All the essential documents required to sell a business ~ Forms, Letters, Contracts, Special Contingencies, Checklists and Closing Documents all ready to be used as is or customized by you. All documents have been field tested in several thousand negotiations. All documents are designed to protect you fully during and after negotiations are completed.
Documents, checklists etc. are considered uninteresting and mundane by many. We can assure you they are vitally important in many subtle and not so subtle ways. Just having a checklist to assure that vital steps are not overlooked and costly traps are avoided is worth the cost of the program. Plus they are all on the Tool Kit’s CD-ROM ready to be customized by you with very little typing required.
The Tool Kit Selling Aides are divided into five section:
Business Profiling Matrix
Perhaps the most important tool in the kit. It is also the least understood element of the entire wealth creating or value building process. We often are too close to the business to clearly recognize its opportunities just as we are not the most accurate judge of the scope and limits of our own skills and talents. Once you have developed a clear picture and understanding of you and your company’s strengths and weaknesses (areas of opportunity), you can now develop an accurate profile of your ideal acquirer.
Buyer Profiling Matrix
A tool that simplifies the creation of the Ideal Buyer’s Profile. A key element in preserving confidentiality and obtaining premium value for a business begins with identifying your ideal buyer. The ideal buyer will recognize that “all the right things are wrong” and that they have the skills and resources required to take the business to the next level of prosperity.
Sample Prospectus or Selling Document
Three sample selling documents ranging from a one page version for the smallest businesses to one with twenty pages for a somewhat complex, larger business. Knowing how your target buyer thinks and how they approach the acquisition and valuation process is like your having a spy in the enemy’s camp. It’s not what they see but rather how they see it. Every business has its weaknesses or problem issues. The book explains how and why these factors help you define your best buyer. The examples and the Business Profiling Matrix will help you highlight how the “low spots” of your business can be made to represent a part of the exciting opportunity your business represents.
Deal Maker’s Road Map and Check List
The selling process must followed verbatim to assure success. Deviations from the process or the taking of short cuts will result in either a lost sale or sale at a diminished value. Leaving out even a seemingly minor step in the beginning can and usually does lead to bad results. The Tool Kit’s check lists and Road Map let you proceed with confidence to a successful sale.
A Guide to Maintaining Confidentiality
This guide is a critical part of Selling the Business Without Anyone Knowing It’s For Sale. We were able to limit the number of exposures to three or less following the elements of this all important guide. With this Tool you can learn all you need to know about a candidate before they even know it’s your company that’s for sale.
These books and software will help youTake Charge of the Value of Your Company and GO OUT in STYLE With a PILE and a SMILE
What you will receive:
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The information we have compiled for your benefit has been distilled from what we have learned by orchestrating more than Two Thousand Private Company sales and contains the Real World, “Ready, Aim, Fire” methodology that is not available anywhere else . The information is designed to help you, and your team of advisors, enter into the marketplace for private businesses fully prepared to win. We want you to be able to Maximize the Value of Your Company and, When the Time is Right, Sell your business: