- Go Tools"
Exit Strategies that Build Business Value
How to Sell a Business
Business Exit Strategy Software
Sell a Business Software
a Well Kept Secret You
Need to Know. . .
businesses will never be sold! Why?
are attempted using an ineffective process and without proper preparation
To 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
14% to 25%
Surveys conducted by Business Brokerage
Surveys by Quick Print magazine of more
than 5,000 quick print franchises
Our M&A manager's experience as
director of M&A activities for a major
Wall Street firm
Selling System users
Our experience since
transitioning to our Business Selling System over 15 years ago
If large companies could be sold
ninety plus percent of the time why couldn’t small and mid-size businesses
enjoy similar success? I wanted to
find a way for us to become more effective helping people to buy or sell a
private business. The Business
Selling System is the result of our
efforts. 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
Business Selling System improved results to better than 90%!
did we do it? (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 to one that
was appropriate for selling smaller private companies. The result was 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
You Know Why
how it works:
One - Ready!
your business were 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). 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:
acquirers active in the marketplace ranging from most appropriate to those
to be avoided
range of company value by type of acquirer
that could be implemented, long and short term, to enhance Company value
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
to the type buyer identified as willing to pay the optimum price and having
the ability to bring the Company to a new level
a "Roll Up" campaign to grow the Company through strategic
sell now but implement steps to enhance Company value for sale at a later
nothing at all
book and the software that comprises the Ready portion or Step One of the
Wealth Building Exit Strategies and Business
Selling System 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,
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
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.
Question - I own a relatively small business. Would the Business
Selling System be appropriate for my use or would it be
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, 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.
One of the
Business Selling System provides you with the same quality
companies expect and Private companies deserve
of Step One
with any task, painting a house for example, 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 95% in selling our client's companies. Remember it's Ready,
Aim, Fire! not Fire, Aim, Ready!
experience gained in the sale of more than 2,000 private businesses without
committing to sell by signing a
how to identify the type of buyer
willing to pay top dollar for your business and how to avoid the rest
value – Learn how to increase your company’s value without having to show more
to choose to sell on your own,
with the help of a broker/intermediary or perhaps not sell at all
One Tools - Book and Software:
Book - "Are You Creating Wealth or Just Making Money"
of books have been written on making small businesses more profitable but,
until now, essentially none on how to make a Private business MORE
VALUABLE. This book shows you how and tells you why.
Planning Tips and Wealth Building Exit Strategies
to keep the business in the family even when no family member is
qualified or willing to replace the founder
one company, as part of their exit strategy, DOUBLED THEIR VALUATION in
less than one year.
the value of a business with earnings of $100,000 can 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
of Wealth Creation and Wealth Preservation Tips
to Identify and Attract the best buyer - Example and explanations of
why a business's value will vary dramatically depending upon the type of
buyer you attract
role of financing and value attainment
here to see the Table of
that you MAXIMIZE and OBTAIN the WEALTH that's LOCKED
in your business at whatever point in time you decide to sell
book will show you how to employ Public company techniques to create
extraordinary wealth with your business or franchise.
Here are some of the topics the book covers.
Public company strategies to dramatically increase the value of your
to avoid traps and mistakes that literally cost business owners hundreds of
thousands in unrealized value
financial factors that impact your business’ value
to increase your business’ value without increasing declared profits
(besides re-casting or normalizing earnings)
you can make to maximize your company’s value before you put it on the
market - both short and long term
complete and comprehensive description of the types of buyers in today’s
marketplace and how they determine value.
to determine which type buyer will be best for your business and pay
you the most money and how to avoid the rest
reasons why selling a business is different from selling essentially
anything else you can imagine and how to capitalize upon the differences.
overview of the process a savvy business person employs to sell his/her
One Software: Successor
Identification, Business Valuation and
Transaction Structuring software.
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
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)
the price and terms different types of buyers would be willing to pay today
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
the best type of buyer to attract as well as the type(s) of buyers you
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 business in a most professional way, which by itself,
can raise the value of your business and the price you can get for it.
Business Valuations and Transaction Structuring
sample business valuations will help you as you value your own company.
The samples include retail, service and manufacturing/distribution businesses representing
small, medium and large private companies. Having
completed valuations to review facilitates a fast track understanding of this
mysterious subject. The combination of our book and the valuation examples
will help you determine and, of equal if not more importance, defend the
value of your business.
not what you get but, more importantly, what you get to keep that is
important. The Transaction Structuring portion of our software makes
calculating fairness and workability of a deal's structure a simple and
automated process. Make sure the business stays sold and that the
transaction does not fail because of faulty deal structure.
valuation methods are those actually used by the different types of
who purchased more than 2,000 businesses from us
case study - A company we represented for developed a valuation range
from $165,000 to $1,000,000. The best price the client could expect at
that time would be $450,000 but, if our recommendations were implemented to make
the company attractive to a different class of buyer, the million dollar number
could be realized. Our client decided to implement the recommendations.
Eighteen months later we sold the company for $1,000,000 even though company
Earnings and Balance Sheet were essentially unchanged.
Two and Three - Set, Go
Book - Step by Step Guide to Selling a
How to "Sell
it Quickly but. . . Don't
Let Anyone Know It's For Sale"
(How to Sell Your Business for the Most Money -
without anyone knowing it's for sale)
are satisfied with the value your business has attained, 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.
book explains and walks you through the entire process one step at a time:
of proper buyer candidates
the secrets to writing compelling ads designed to attract your ideal buyer
the best advertising mediums
process designed to assured to maintain confidentiality
inquiries, internet - telephone
techniques used by the pros
to insure you know all about your candidate before they know your identity
to facilitate a non-binding offer without the deal going "legal"
proper sequence of the release of your sensitive business records and
to handle your buyer's request to interview customers, vendors, lenders and
employees and much more
is the only book of its kind. There are a lot of books on the subject
written by attorneys, accountants and others who have been involved in the game
as technical advisors and therefore are written from their technical point of
view. The information they offer is valuable but will not provide you the
"on the field and in the game guidance" you need to score your
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 credentials but lack
real world, on the ground savvy required to sell small to medium size private
business. If you are a business
broker click here to access information we developed just for you.
of some of the questions the book addresses
you give your Tax Returns to a prospective buyer before you have their
can safely predict that one of the first things a prospective buyer will request
to see is your tax returns. In reality, your tax returns should not be
handed out until you are satisfied with several issues. For example: Are they
the right type of buyer? Do they have the skills and resources your
business requires of a new owner? How much are they willing to pay? Will
you have to participate in financing the sale? How much will you receive
after taxes are paid? How much training will you be expected to provide? How
long will you be required to stay on after the sale?
much information you should release before you have an offer is detailed in the
book. When should a prospective buyer be allowed to speak with your
vendors, your major customers? When should you provide your customer list?
How should you handle a request to interview your key employees? These and
other questions regarding the release of sensitive business information is fully
addressed in the book.
information can you safely provide a prospective buyer before you
have an offer?
type and amount of initial information you should provide will vary with the
size and complexity of your business. A simple one page business
description might be all that is required for a coffee shop whereas a Prospectus
or Offering Memorandum of twenty or more pages is more usual for manufacturing
or distribution businesses. The CD-Rom contains three sample selling
documents ranging from a one page version to one with twenty pages.
realize that producing an effective information sheet or prospectus for your
business can be a daunting task. That's why three different templates are
included to make the job easy if you choose to sell your business on your own.
To produce your company's prospectus you simply input your company information
into the appropriate template provided on the CD-Rom.
three samples are examples of:
The amount and kind of information that is safe for you to reveal
Comprehensive enough for a buyer to make an offer to purchase
Information is presented in a professional format that positions you as a savvy
Seller Financing really necessary?
or not you decide to provide Seller Financing depends upon several factors
primary of which are the quality of the buyer you attract and the price and
terms offered. Our experience selling more than 2,000 private businesses
indicates that business owners who offer to participate in the financing
get higher prices for their businesses than do those owners who dig in their
heels and insist upon an all cash deal. You can diminish and
perhaps eliminate the need for seller financing by following several common
sense steps as outlined in the book.
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.
a Business - Tool Kit
addition to the book and Buyer Identification and Business Valuation software, Sell
a Business Tool Kit includes:
Pack, all of the paperwork you’ll need to complete the buy/sell/transfer
process all on CD-Rom ready for your customization.
selling documents or Prospectus
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 - (Important
should you decide to sell on your own)
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.
Tool Kit Selling Aides are divided into seven section:
is 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.
tool 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
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
Maker's Road Map and Check List
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.
Guide to Maintaining Confidentiality
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.
on the CD is a List of Buyers
a Business CD provides you with a list of scores of Investor Groups
currently seeking small and mid-size private companies to acquire or Joint
Venture with. The latter is often an ideal alternative to an immediate sale. The
Investor group provides resources necessary to bring the company to the next
level with present ownership providing the industry specific expertise.
Then, after mutually agreed upon goals are met, the company is sold and sale
price split according to a predetermined formula. This type of an
arrangement usually proves very lucrative as the missing resources provided by
the Investor Group typically increase the Company's valuation dramatically.
The System will also show you how to identify and attract Strategic buyers
of Web Sites
constantly updated listing of the multiple websites that feature businesses for
sale (some are free).
you are not sure that selling is imminent but you want to get started with the
preparation process - Step One is available as a stand alone
You have confirmed that a sale of
your business is timely and have decided to proceed with a sale.
The next steps are to:
Profile of your Ideal Buyer
availability of financing - terms and amounts plus lender's qualification
organize “Due Diligence” materials
step is the basically pulling all the loose ends together, creating marketing
materials and preparing for "Due Diligence." All of this must be
completed before you attempt to attract your buyer. The book "How
to Sell Your Business Without Anyone Knowing it's For Sale" will
guide you step by step through the selling process. You will learn how to
create compelling marketing materials using the outlines and examples found on the CD ROM.
preparation has increased
your chances of success by as much as 500%!
are finally ready to pull the trigger. You
are fully prepared to begin selling your business.
Remember the 7 Ps: Proper
Prior Preparation Prevents Pitifully Poor Performance.
preparation for arriving at this point you have:
the characteristics or profile of your ideal buyer,
a fair price and suitable terms,
lenders willing to provide acquisition financing for your buyer,
taxation consequences and understand how to best structure the sale,
marketing materials that fully describe your opportunity,
a complete Due Diligence package
you have created a Profile of your ideal buyer candidate you are better prepared
to write appropriate ads and advertise and search in the right places.
following the information and techniques outlined in our Wealth
Building Exit Strategies and Business
Selling System, a business will
sell at the targeted price
and terms with three or less exposures thereby maintaining utmost
confidentiality. Using the Business
your chances of success.
helps insure that you can sell
Services and Benefits
best "Action Option"
don't have to commit to selling by signing a listing agreement
in order to get this information
Insider Information our Business
Selling System provides puts you in a position to
make informed and intelligent decisions regarding the action option
that best suits your individual situation.
Examples of typical
Action Options business owners
Design and activate a Wealth
Building Exit Strategy - then sell
Implement changes to enhance
value and then sell when the time is right
Sell on your own – no
assistance – perhaps to a buyer already in hand
Sell on your own using our coaching services
Sell using a broker –
Commission will range between 8 to 12% of sale price.
Our Nationwide Network of "Ready, Aim
Fire" brokers and intermediaries can help if you choose this option
sell – perhaps eventually just close the doors
Other – maybe give the
business to your brother in law :-)
to One Consultation - Free
coaching is included as part of your purchase. Use our toll free number to discuss valuing, value creation, selling, or buying a business with an
Mentor/Coaching Program (Optional)
If you decide you want to sell your
business by yourself and
save a broker’s commission but don't want to go it alone, we can be your coach
every step of the way – as much or as little as you want for a pre-agreed upon
flat fee. We will not
ask for a commission. Or,
nationwide network of brokers and intermediaries can sell your
business for you.
You’ll still have
access to these services even if you don’t decide to sell until several
years after you purchase your Business
Wealth Building - Business Selling System
is based upon the
experience gained in selling more than
two thousand businesses.
much does The Business
Selling System cost?
compare value, please consider the following:
Wealth Building Exit Strategies and the countless Value Preservation tips
the System contains are not to be found elsewhere and therefore are
Valuation of the quality included in this package alone will cost $2,500.00
to $25,000.00 or more and provide a value using methods preferred by the appraiser and not
necessarily used by the type buyer best suited for your business.
accountant would have to charge you a minimum of $1,000 just to place a rough
estimate of the sale price of your company and, unfortunately, will
not be based upon marketplace experience or knowledge.
trial and error approach to determining your ideal buyer could cause a
breach of confidentiality and possibly ruin your business
can run up thousands of dollars in un-necessary accounting and legal fees
dealing with inappropriate buyers.
A basic Business Valuation
software will generally cost between $150.00 and $500.00
of this in mind, you can readily see where the "Wealth Building
Exit Strategies and Business
components could easily cost many thousands of dollars.
If you want to maximize your business’ value and then sell your
company, perhaps yourself, either now or in the future, then it will be worthwhile for
you to acquire your own copy of our Business
If you are even remotely considering selling your
business in the next few years, there are many things
you should start doing now that can dramatically boost the value of your company.
we've learned only one thing from participating in the sale of 2,000
businesses it's the understanding that deciding to sell and then
selling one's company is not as easy. We
understand and that is why we developed this easy to use first step
towards ultimately selling your business. We want to make deciding when to sell, for how much and to whom,
easier for you. "Wealth Building Exit
Strategy and Business Selling System"
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
us do it all for you
what you see but doubt that you will have the time or perhaps the aptitude to
maximize the System's benefits. We can do
it all (or part) for you, give us a call so we can review your options
Buy the "System" for Your Advisors
Acquire our "Wealth Building Exit Strategy and Business
Selling System" for use by your team of exit strategy advisors.
The information contained in the books and software will be eye opening and
extremely valuable to them as they guide you through your life changing
suggestion should in no way suggest a lack of competence or professionalism in
the legal or accounting professions. However, your advisors need Real
World, on the ground intelligence regarding the marketplace for small and
mid-size businesses. Business schools teach Public Company M&A
protocols (Wall Street) and, unfortunately, the marketplace for Private
Companies (Main Street) has it's own unwritten (until now) rules and
advisors need the extraordinary insights, experience and Main Street
Intelligence the books and software reveal. They need this reality based
information if they are to advise you correctly in obtaining maximum value for
your business. Or, perhaps even more important; If you ever get to
sell your business at all. We have seen hundreds of Private Business Sales
squelched and millions of dollars in Value Lost because of inappropriate yet
well intended advice. Public Company protocols
and multiples are not appropriate when applied to the selling of Private
Companies. If you need proof in order to be convinced; please revisit
the success statistics at the beginning of this article.
advisors the advantage the insights we gained, while selling more than two
thousand businesses, will provide them. Give them our "Wealth
Building Exit Strategy and Business Selling System." Everyone,
especially you, will be glad you did; that is, after your advisors get over the
shocking realization that you didn't think they "knew it all." :-)
Give us a call using our toll free number 1-888-556-8118 with any
questions you may have regarding our "Wealth Building - Business
Selling System" and we'll do our best to answer
them for you. More
information regarding our Business Selling System