your effectiveness as a business broker with this unique "Practice
Become the Best
Business Broker in Town
to sell essentially all your listings
especially for Business Brokers, and others Selling Businesses
you are presently a business broker or if you are considering entering the
field then this information is
for you. Allow me to introduce
myself and 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! That was fifteen years ago.
name is Ted Burbank and I began my business brokerage career late in 1979. Back
then, and even today, business brokers 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!
reality is that Businesses
are listed with the
subliminal expectation that they will not be sold!
me share with you the catalyst of our transition from a usual business
brokerage office where businesses are listed with the expectation
that the majority will not be sold to one where the assumption is essentially every listing
will sell. My wife and I were at
a party and someone asked what I did for a living. Quite
a few people gathered around as I explained that I sold businesses. After
answering all the usual questions such as “What’s the best business to
be in today?” I still had an
audience so I continued and pointed out that many entities sold
businesses. In fact Century 21
sold more businesses than any other organization.
I was quick to add that those numbers were purely a function of
their size and not their effectiveness.
example if every other Century 21 office sold one business a year that
might represent several thousand sales.
But – they sell less than one of twenty of their listings for an
effectiveness rate less than a five percent.
Business brokers typically will sell one in five to seven of their
listings. However, (drum roll
please) my office was successful in selling one in four of our listings.
adulation and praise was short lived as on the drive home my wife asked
“Is it true that you sell one of four listings?”
"Why yes indeed."
I replied – my chest expanding with pride. "Yes
the past seven years I have assisted scores of my business owner
clients in first maximizing the value of their businesses and then
selling them to the most appropriate acquirer by following Ted’s
Methods and Principles.”
Camerota, JD, CBI,
was unprepared for her foundation shaking reply.
“You mean to say you only satisfy twenty five percent of your customers?” Oh
wow! I never looked at it that way. What
other professional has a success rate that low?
Perhaps a baseball pitcher’s batting average, but I couldn't
think of anything else.
I was really troubled and decided that we would find a way to improve our
effectiveness. It’s not easy being married to an intelligent woman.
took over a year for us to come up with the solution to the low
effectiveness problem. Our effectiveness rate went from twenty five percent
over ninety and now I want to share with you just how we did it with this
book and software package. Oh, by the way, we also changed from
"Free Based" to Fee Based practice - yes, everyone of our
clients now pays us a retainer. It was not our intention to
change to charging fees but it turns out to be what our clients
wanted, accept they didn't know it until they heard our presentation
Owners, their attorneys and accountants love our three step
approach. In fact, when we launched our "Take an
Advisor to Lunch" campaign to familiarize attorneys, accountants
and others in the "Deal Stream" with our new process.
The most common reaction was "How else would you do it?"
When we explained the usual business broker's approach their typical response
was "Not with my clients."
were able to increase our Listing to Sale Ratio by a HUGE factor
using the methods provided in this program"
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!
we want you to:
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.
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
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
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
Book: "Become the Best Business Broker in
- 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:
How the process
evolved from Free Based to Fee Based
from Wall Street applied to Main Street
Why the business
brokerage terms and language you use has to change
services including a sample presentation
Types of buyers
and what they might pay and why
How to identify
and then find the "right buyer"
to effectively match buyers with sellers
How to manage
buyer and seller expectations
techniques in developing the report
strategies for small and mid size businesses that you can employ to expand
and much more
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.
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.
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
knew we were on the right track when business owners began asking how we got
paid. Remember we did not start out wanting to collect fees.
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!
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
The Software: Professional Advantage
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:
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)
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.
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
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.
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
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
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.
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.
much does "Become the Best Business Broker in Town" program cost?
WRONG QUESTION. The more important questions are:
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
more professional approach to selling their clients/friends businesses?
much better will you feel being the respected professional you always wanted
Wait -- YES, There's More!
Bonus Book &
Software a $200.00
can We possible tell You
about Selling a Business that
You Don’t Already Know?
not much. .
but maybe enough so you too will sell 90%+ of your Listings
know the information and tools the book and software contain are
vitally important to your becoming the “Best Business Broker in
Town” and that’s why we are offering to give
you both the book and software FREE as part of your purchase.
book reveals the details of a New and Revolutionary Three Step Method
of selling a business that is dramatically more effective than the
ineffective Real Estate Sales Model used by essentially everyone
attempting to sell a business.
is the Only Book of its kind - You Cannot find this information anywhere
Many books have been written by Attorneys,
Accountants and others offering advice from their technical points of
reference. Unfortunately their counsel is framed within the ineffective
Real Estate Model." The
very process that has contributed to the disastrous End Game results of so
many Business Owners who never sell their business for meaningful dollars.
you need to become more effective selling businesses is provided in this
combination of our books, software and examples will help you fully
understand and, of equal if not more importance, believe
in the value of your services.
are we Giving You this Information Free of
Because you and your team
need to understand why the overwhelming majority of listings are never
We fear that without this
information the majority of your listings will not get sold
You need to know why
conventional selling methods do not work when selling a business
You need to understand the
Ten Reasons why selling a business differs from the sale of anything else
and what you need to know and do before you attempt the sale of another listing
We want you to enjoy the
Benefits of employing a more effective and professional method of selling
small and mid-size companies
Listings Have No Value Until They Sell!
Unfortunately, Most Listings Do NOT SELL*
is This So?
Why don't most listings get sold? The reasons are both simple and
complex and can be summarized – Wrong
Process and Improper Preparation. We have turned the spotlight
of reality on the problem and outline the straightforward solutions in
this book and software package.
want you have a copy of this important book because we know all to well that you
cannot enjoy BIG PAY DAYS unless you sell your listing.
This book and software combo provides a step by step roadmap to
your selling 90%+ of your listings quickly and quietly.
The "eye opening"
information the book contains is essential information that you and your
team really need before you take
The effectiveness of those attempting the sale of a
Private business does not present a pretty picture. Most all who attempt
it fail. First, you
need to know why this is so and secondly, how to make sure you are
successful selling your listings.
Selling businesses becomes much easier
and profitable once you understand that it is nothing like
selling Real Estate or anything else for that matter.
The sale of a small business has its very own unique set of rules.
Once you recognize and understand these rules your effectiveness
in selling your listings will rise dramatically.
Brokerage Press annual surveys
summarize success in selling businesses by those doing the selling:
Our survey of 200+
business owners who attempted sale of their business on their own
Real estate brokers
Surveys conducted by
Business Brokerage Press
Surveys conducted by
Business Brokerage Press
Surveys by Quick Print
magazine of more than 5,000 quick print franchises
Sold from Internet web site
Results published by the
largest Business for Sale website (45,000 businesses listed for sale -
4,568 businesses sold)
Our M&A manager's
experience as director of M&A activities for a major
Wall Street firm
Business Selling System users
Our experience since
transitioning to our Business Selling System over 15 years ago
our Business Selling System, brokers typically sell at least 8 of every 10 listings .
can our " Business Selling System"
methods be do superior to those employed by the
majority of business brokers and essentially all Business Brokerage
(The short version)
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."
process employed by essentially everyone attempting to sell a business is
based upon a Real Estate Model i.e.:
List the business,
Advertise and create
maximum exposure, attract buyers, obtain offer(s)
Prepare for a closing
(inspections, title search etc)
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,
Prepare company for sale and develop a
marketing plan designed to attract ideal candidate, assemble due
Begin selling activities maintaining
utmost confidentiality, attract appropriate buyer, negotiate
contract terms, co-ordinate closing activities
to the Story
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.
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
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.
attorneys, accountants, bankers and other referral sources appreciated our
process as it insured that the business owner (their client/friend) had
all the information they needed to make an informed and intelligent decision regarding
the sale of their business.
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
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.
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.
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, which
included a subtle Buyer Education Process, the office
average improved to One of Six buyers into the office would not just make
an offer but would actually purchase a business.
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
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.
The report generated by the
program’s software helps you help your business owner make an informed
decision regarding the sale of his\her business.
When your client ratifies the timeliness of selling their business
and they understand and are satisfied with the probable price and terms,
it's time to begin selling the business.
book provides a road map illustrating how to overcome the personal,
emotional and financial issues that make selling a business unique 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
Learn the secrets to
writing compelling ads designed to attract the ideal buyer
Identify the best
advertising mediums to use for the type buyer you wish to attract
Employ process designed to
assured to maintain confidentiality and obtain an optimum price
used by the pros
How to insure you know
everything you need to know about your candidate before they know your
How to facilitate a taking
an offer without the deal going "legal" prematurely
The proper sequence of the
release of your client’s sensitive business records and information
How to handle a buyer's
request to interview customers, vendors, lenders and employees and much
Business Brokers - "How
to Become the Best Business Broker in Town's"
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 Best Business Broker in Town's Selling System can change
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 "How to Become the Best Business Broker
in Town's" books
Ways to Obtain Your Books and Software
|Either Hard Copies or
Download to your computer
The Book –
How to Become the Best Business Broker in Town
The Book -Step by Step Guide to Selling a
Business for the Most Money – Quickly and Quietly
The Software –Sell a Business Tool Kit
Download Entire Package
Postage and Handling a
$20.00 Value (3.5 lbs)
Final Low Prices
you order hard copies we will email you a download of the book(s) so
don’t have to wait for the mailman to begin benefiting from this
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 -
Give us a call if
you still are unsure or have any questions or concerns - Call 508.794.1200
Additional tools to assist you in
becoming the Best Business Broker in Town
to Cash the
Biggest Check of Their Life
Wealth building exit strategies for private business owners
and Buy Their
Ideal Business and
Pay a Fair Price
Hard to Find a Good Business to Sell
indicate that approximately 25% of business owners are considering
selling their company. Only 5% (less in a bad economy) have decided
to sell and, as you know, the majority of them have waited too long;
allowed the business to decline and have little left to sell.
How many time
have you wished you could have gotten to these business owners
sooner? The information in this book can get you into the game while
the company still has value and is growing. Add several additional
arrows to your quiver; it will no longer only be "let me sell your
Business Owners With Their Exit Strategies
involved as the business owner begins preparing to exit his/her
company. Only you can bring the Marketplace Realities to the
planning sessions. You will provide Private business owners with the same
valuable marketplace intelligence Investment Bankers provide Public
Companies. Scores of advisors, books and articles are available
to help a Private business owner increase profitability with few if any
resources focusing upon increasing value. Your expertise (enhanced
by the information in this book) can be that resource.
a Valuable Exit Strategy Advisor
know the marketplace better than any other exit strategy advisor. You
might say you are the Private company equivalent of the Public company
Investment Banker. You, as well as the Investment Banker, are the marketplace
expert. You know the buyers, what and how much they will pay, the buyers
to be avoided and those to be attracted. Most important of all; you know
the correct process to follow to maximize and obtain maximum value for the
Business Has No Value Unless it’s Sold!
Most Private Businesses
book will open your eyes to just how valuable your experience and expertise,
enhanced by the information the book provides, can be to business
owners. Some of the wonderful expertise you will be able to
to keep the business in the family even when no family member is
qualified or willing to replace the founder
to DOUBLED THEIR VALUATION in less than one year.
Dynamic Principle that can cause the Value of a business with earnings of $100,000
to range from a hundred
thousand dollars to MORE THAN TWO MILLION DOLLARS!
a simple graph can add more than $100,000 to a business's sale price
to Identify Profile of their Ideal Acquirer
role of seller financing and value attainment - Calculate the difference
between Price with and without a component of seller financing
to Sell the Business Without Anyone Knowing It's For Sale
The book illustrates 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.
* Annual surveys by Quick Print magazine and others indicate that 75% of
private businesses are closed or sold at asset liquidation values
Hard to Find a Good Business to Buy
foundational element of our Business Acquisition System shows you how to
walk your buyer through the buying process step by step making sure they
are protected every step of the way.
of the first issues addressed is How to Identify the Ideal Business.
We have devoted an entire chapter to this subject and developed a matrix
for your buyer's use to screen businesses for suitability.
Guide to Buying Your Ideal Business and Paying a Fair Price"
walks you through the Business Buying Process one step at a time.
Each major point is illustrated with a case study of an actual sale.
Guide Your Buyer Through the Business Buying Process
their chances of actually being successful in buying their first
business. In addition, for those buyers willing to conduct a pro
active search for their ideal business, the book includes Exclusive
Instructions on how to Buy a Business that's NOT For Sale
the guidance the book provides both you and your buyer will be able to:
businesses that fit your buyer. Ideally businesses that have
"All the Right Things Wrong" with them
to find a business to buy that's not for sale (an estimated twenty
percent of all business owners are considering sale but are not yet
listed with a broker)
questions to ask so you don't waste time and money reviewing
businesses that don't "fit" you or your lifestyle - cut
right to the quick without offending either the seller nor the sellers
the four key questions used by the Pros to determine profitability
before seeing " the books" - Save hundreds of hours and
perhaps thousands of dollars in professional fees analyzing businesses
a) will not support your lifestyle or b) you cannot afford to
how to determine the real profits of any business, especially cash
businesses, using methods employed by savvy business buyers
all the right questions of the seller without aggravating him or her
the collected data as would a financial professional
Win-Win Offers and Counter-Offers quickly and confidently
your buyer can obtain the best advice (and it's usually free)
eliminate businesses that do not fit your buyer's personality or
fail to meet their income needs
top brokers consistently placed 1 of every 2 buyers they worked with
into a business. The office average was 1 buyer in 6 would buy a
business. Not bad when the industry's average is 20 buyers will
produce 1 offer and it will take 3 offers to sell a business.