If you are presently a business broker or if you are considering entering the field then this information is for you. Allow me to share a bit of how my business brokerage office changed from the typical office selling 1 of 5 to 1 of 7 listings to essentially selling them all!
Business brokers generally accept a success rate of 14% to 25% in selling their listings as normal. Yet you don’t hear anyone bragging, “We sell 25% of our listings” even though that’s about as good as it gets. That is unless you are using our Business Selling System, then you will be successful 90+% of the time. Hard to believe but it’s true!
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About the book
We want you to have this book and software, not only so you can make more money, but also for you to become more professional and effective selling businesses!
Yes, we want you to:
- Make more money,
- Gain more respect and prestige as a business professional plus
- Have more time for your family and friends.
This book and software contain a compilation of lessons learned and experience gained selling more than 2,000 businesses. This valuable information is not available anywhere else.
It became apparent that business owners who were seriously considering the sale of their business liked our multi step process as evidenced by the increase in our signing new clients and their willingness to pay a retainer.
Business Owners preferred to pay us a retainer and use the “Three Step” process rather than the
“Work for Free” method used by Real Estate brokers and a majority of Business Brokers.
A transcript of the presentation that has business owners asking “How much does this cost” is included in Chapter five. We never had to ask for a retainer to receive one and neither will you when you follow the instructions outlined in this chapter.
The Book: “Become the Best Business Broker in Town” – 232 pages of step by step instruction and examples to facilitate your becoming more effective selling businesses.
Some of the topics covered in the book include:
“I have known and worked with Ted for over 10 years now. His excellent reputation in the Business Brokerage and Mergers and Acquisitions Industries are second to none and very well deserved.
He possesses the rare blend of financial genius, marketing skills and personal integrity that are evident in everything he publishes. His vast experiences as a Business Broker and Business Valuator come through on every page.
Anyone interested in entering the business brokerage profession, or taking their practice to a higher level would benefit greatly from reading Ted’s books and applying his processes in their practice”.
Mark Wood, CBI,
Effective and Unique Listing Presentation:
We knew we were on the right track when business owners began asking how we got paid. Remember we did not start out not wanting to collect fees or retainers. Later, we learned we had to charge in order to obtain the client and, later still, we had to develop a formula to use to determine the correct amount to charge. We noticed we often would loose clients interest by not charging or by charging too little – seldom because we charged too much! We share that formula with you in the book.
The ratio of Presentation to Contract of my top people eventually leveled off at 2 to 1. Yes, for every two presentations they would land one fee paying client! The entire staff’s (averaged 20) closing ratio, including the rookies, averaged 3 to 1. In any event, our Fee Based closing ratio was better than was our Free Based one!
The Software: Professional Advantage
Report Writer: Software to produce our work product. The exact same software we developed and refined, over a fifteen year period, especially for our fee based practice. The book provides you with the different buyers’ rationales and motivations. The software crunches the numbers the same way buyers of small and mid size businesses will. Our Report Writer software has been designed to be used by the Non-Financial Professional and is very easy to use. Simply enter numbers into a template and the software will automatically:
- Develop a comprehensive financial analysis of the business designed to provide 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)
- Illustrate the price and terms different types of buyers would be willing to pay today and why (the range of values can be staggering)
- 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
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. This alone can increase the perception of the value of the business and the price you can get for it.
Document Pack: The CD-ROM includes all the documentation that has been designed especially for use with our unique Three Step Process. This family of documents is not available anywhere else. Our Three Step process will not work with the listing agreements and other forms you are presently using.
Three Sample Reports: The sample reports will help you as you create reports of your own. The samples include retail, service and manufacturing/distribution businesses representing small, medium and large private companies. Having completed reports to review facilitates a fast track understanding of why your work will be extremely valuable to your client. The first sample is an example of a basic report – The retainer collected, $1,500 The second and third reports are essentially the same but with more research and customization – The retainers collected, $5,000 and $25,000
Marketing Tools: Sample solicitation letters, post cards, flyers and brochure for you to adapt to your use in marketing your services are also available for your customization on the CD-ROM.
Everything you need to become more effective selling businesses is provided in this package. The combination of our books, software and examples will help you understand and, of equal if not more importance, believe in the value of your services.
How much does “Become the Best Business Broker in Town” program 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 businesses for uncooperative seller’s?
- 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?
- How much better will you feel being the respected professional you always wanted to be?