Selling Your Business: Key Questions and Answers
Selling your business is a significant decision. You’ve invested considerable time, money, and effort into building and running it—perhaps it even represents your life’s work. Now that you’ve decided it’s time to sell, getting the best professional advice is crucial. This is where working with a professional business broker can be the key to not just selling your business, but selling it at the best price and terms possible.
Here are some common questions sellers often ask, along with answers based on experience and expertise. If you have additional questions, don’t hesitate to consult your business broker.
What Can Business Brokers Do, and What Can’t They Do?
Business brokers are specialists who facilitate the smooth sale of businesses. It’s important to understand their capabilities as well as their limitations. A professional broker helps sellers price the business and structure the sale in a way that benefits both the buyer and seller. They can locate potential buyers, guide negotiations, and assist in completing the transaction.
However, a business broker isn’t a miracle worker who can sell an overpriced business. For a business to sell, it must be priced and structured appropriately. The market ultimately dictates what a business will sell for. The seller’s flexibility with terms and down payment options can also influence the selling price and the likelihood of a successful sale.
How Long Will It Take to Sell My Business?
On average, it takes about five to six months to sell most businesses. However, this is just an average—some businesses may take longer to sell, while others may sell more quickly. The quicker the broker has all the necessary information to market your business, the shorter the process is likely to be. Pricing the business right from the beginning also plays a major role. Some sellers overprice their businesses, thinking they can always lower the price later. Unfortunately, this strategy often backfires because buyers may avoid an overpriced listing entirely.
What Happens When There’s a Buyer?
When a buyer is seriously interested in your business, the broker will assist in preparing an offer. This offer may come with contingencies, such as a review of financial records, lease agreements, franchise agreements, or other important business details. The buyer’s offer will be presented for your consideration. You can accept the terms, make a counteroffer, or decline it altogether. Keep in mind, though, that the buyer can withdraw their offer at any time if negotiations don’t move forward.
Your broker will present all offers to you for consideration. The first offer might not be perfect, but it’s essential to review it carefully. Sometimes, the first offer can be the best one you’ll receive. While you shouldn’t accept just any offer, all offers deserve close examination.
Once you and the buyer agree on terms, the broker will help with satisfying any contingencies. It’s crucial to cooperate fully with the buyer during this stage to avoid any perceptions that you’re withholding information. Buyers may bring in outside advisors to review your business, and once all conditions are met, the final paperwork will be prepared and signed. After the sale is finalized, funds are distributed, and the buyer takes possession of the business.
How Can I Help Sell My Business?
You can assist in the process by fully cooperating with your broker and any other advisors, such as accountants or attorneys. Buyers will require up-to-date financial information, so it’s helpful to work with your accountant to provide this. If you have legal representation, make sure they’re familiar with the business sale process and are available to attend the closing, especially if you want a quick sale. Delays caused by your attorney’s schedule could give the buyer a chance to reconsider or amend their offer.
Ultimately, your team of advisors should all be working toward the common goal of selling your business at the best possible price and terms, while closing the deal as quickly as possible. Cooperation with all parties involved is key to a successful sale.
Copyright: Business Brokerage Press, Inc.
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The Critical Role of Storytelling in Selling a Business
Every business has a story to tell. In fact, selling a business involves the art of storytelling as you must pique interest and enthusiasm in the mind of the buyer. Through storytelling, you can convey not only the history of a business, but also its future.
Good business brokers and M&A advisors are storytellers who know how to relay the core truths and the core values of a given business. Storytelling is a fantastic way for business owners to let the world know more about their business, why it is special and what it can offer another owner in the future. A good business story will convey the future of the business and help a prospective owner see themselves as the lead character in an ongoing narrative. Great stories and great businesses are ones that can clearly present their truths and encourage the recipients of the story to take action.
When it comes to selling a business, the story must begin with the financials. As soon as a business broker begins working with a seller, they will collect as much information as possible about the business including financial information. The financials help to paint a picture of a business in a way that no other information truly can.
It is only once brokerage professionals have the financials in their hand that they can begin to craft the true and compelling story of the business. Once this information has been digested and analyzed, it can be presented in many forms including a confidential information memorandum or a confidential business review.
While there is no denying the role of facts and the financials in painting a picture of a business, it is not the only factor. Emotions undoubtedly play a role in the decision-making process. A good story is one that is able to seize upon the imagination and help the recipient of the story see themselves in the story.
A prospective buyer has to be able to see themselves owning the business in question. In fact, the buyer has to be the hero of the story, who takes over the business and guides it into a very successful future. Like all successful sales, it is necessary to sell not just the physical item—in this case, a business—but also the dream that accompanies it. It is key to convey to the buyer how they will benefit from owning the business.
If you are planning to sell your business and can successfully convey to a prospective owner how he or she will benefit from owning your business, then much of the battle is already won. An experienced business broker can help owners cultivate, shape and present the right story for their business, and achieve the optimal selling price in the process.
Copyright: Business Brokerage Press, Inc.
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How Inexperience Can Impact Your Business Sale
The lessons learned through hands-on experience are often irreplaceable. When it comes to selling or transferring ownership of a business, inexperience can be particularly troublesome. Many business brokers and M&A advisors have observed firsthand the jeopardy business owners can face when they either attempt to sell their business on their own or engage someone without the proper experience. For instance, holding an MBA or a law degree cannot substitute for the years of tangible experience that brokerage professionals possess. Selling a business is a complex process, and there is simply no substitute for experience. Let’s examine some common errors stemming from inexperience.
First on the list is the failure to involve the CFO. An inexperienced party should not handle financial details, as serious buyers will want to meet with your CFO. This meeting will be part of the due diligence process, so it’s essential to involve your CFO early on. Organizing a meeting between your CFO and a prospective buyer is a smart move, as it demonstrates transparency regarding your financials. Inexperience in the financial realm can be highly detrimental.
While failing to include your CFO early can be a big mistake, incorrect financials can be equally problematic. An inexperienced party should not handle your offering memorandum due to the potential for errors. What might seem like a minor error on paper can be perceived differently by a potential buyer. Omitting key information could ultimately harm a buyer’s trust or lead to a reduced bid. The financial information of your business tells a story, and it’s crucial that this story is accurate and up-to-date.
The first two inexperience-related problems can cause a deal to fall apart or result in a lower final offer, but the next issue is even more severe. An inexperienced party may not understand the importance of a confidentiality agreement or may fail to execute it properly. This can be more problematic than it first sounds.
In fact, the significance of a confidentiality agreement alone justifies working with an experienced business broker when selling your business. Without it, key employees, customers, suppliers, and even competitors might learn that your business is for sale. This disclosure could lead to chaos: key employees might seek other positions, customers might take their business elsewhere, and competitors might seize the opportunity to gain the upper hand. Maintaining confidentiality is paramount when selling your business.
Inexperience can make any endeavor more challenging. But given the high stakes involved in selling a business, relying on those without adequate experience is risky. Inexperience can do more than jeopardize a deal—it can potentially harm your business.
Copyright: Business Brokerage Press, Inc.
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Unraveling the Complex Realities of Valuations
Determining an accurate valuation for a company is far from straightforward. It involves a range of complex, and often rapidly changing, factors. The challenge is compounded by the fact that some aspects of valuation are inherently subjective. This means that different professionals might ultimately arrive at different conclusions. Despite these challenges, we can establish ways to navigate the valuation process effectively.
One key factor to consider is the ownership structure of the company. A company that is partially or fully employee-owned, for instance, may be perceived as less marketable. Many owners may not realize that Employee Stock Ownership Plans (ESOPs) can significantly impact the overall value of a company, however, this is true as well.
Intellectual property (IP) is another crucial element that comes into play with a valuation. Assessing the value of patents, trademarks, and copyrights can be challenging but is essential for an accurate valuation. The value of these intangible assets plays a significant role in the overall assessment of a company’s worth.
Technological advancements can also influence a company’s valuation. Companies, especially those focused on technology, may face obsolescence due to rapid technological changes. Even businesses outside the tech sector can be affected by technological disruptions. If a business is approaching the end of its life cycle, its valuation is likely to reflect that reality. Additionally, vulnerabilities to supply chain disruptions can negatively impact a company’s valuation.
The diversity and range of products and services offered by a company are important valuation factors as well. A company with a single product or service may be harder to value than one with a diverse product portfolio. Generally, companies with greater product diversity are valued higher. Similarly, companies with a broader customer base are often valued more favorably compared to those reliant on a few key customers.
In summary, accurately valuing a company requires a balance of art and science. It involves both intuitive judgment and analytical rigor. Collaborating with a skilled business broker or M&A advisors can help navigate the complexities of valuation and ensure a thorough and accurate assessment.
Copyright: Business Brokerage Press, Inc.
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What You Need to Know About Family Business Legacy and Transition
Family businesses are quite common. Estimates suggest there are more than 5 million family businesses in the United States alone. While family businesses are prevalent, this does not diminish their unique nature, as a family business often plays a central role in the family’s identity. Family members are typically deeply attached to the business and its achievements. They may see their own futures intertwined with it.
Owners of family businesses are generally very invested in their ventures and view them as part of their legacy. Consequently, sellers often hope to find buyers who will appreciate and continue their legacy. It is common for sellers to seek buyers who share their vision for the business.
Adding to the complexity, about one-third of family business owners never plan to retire. As a result, many family businesses lack a succession or exit plan, which can lead to instability and potentially jeopardize the business’s future. It is advisable for family business owners to work with business brokers to develop an exit strategy well before retirement.
Retirement will eventually become an unavoidable reality for nearly all business owners. Many are surprised to learn that the average lifespan of a family-owned business is just 24 years. Moreover, only about 40% of family-owned businesses are passed down to the next generation. Even more striking, only 13% of family-owned businesses make it to the third generation, and beyond that, the survival rate drops to a mere 3%.
There are also challenges associated with selling a business to a family member. One major disadvantage is that sellers often receive less value when doing so. Additionally, family-owned businesses may involve multiple family members in the decision-making process, which can complicate the sale.
On the other hand, selling to a third party might result in family members losing their jobs or struggling with a new management structure. Overall, buying or selling a family business is a complex process that differs from other types of business transactions.
In conclusion, sellers will benefit greatly from seeking the advice and assistance of a brokerage professional. Business brokers and M&A advisors understand the intricacies of selling a family-owned business and can identify the right buyers. Finding the right buyer can significantly streamline the sales process and lead to better outcomes.
Copyright: Business Brokerage Press, Inc.
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The Invaluable Benefits of Working with A Business Broker
One of the worst mistakes any business owner can make is neglecting their business during the sales process. It is quite common for sellers to become overwhelmed, lose focus, and see their business suffer as a result. The last thing any business owner wants is for their business to encounter problems right before it is put up for sale. Fortunately, there are straightforward and effective steps that business owners can take to avoid this potential pitfall.
Maintaining Business Operations
Ensuring that your business is ready to be sold means making sure everything is in top condition before the business is placed on the market. In short, you don’t want to make any major changes to the way your business normally functions. Your hours of operation, inventory levels, and other key business factors should remain as stable as possible. To put it another way, everything should be “business as usual” until you have officially sold your business.
Maintaining a “business as usual” environment can, of course, be easier said than done. Juggling the operation of your business while finding and negotiating with a buyer can be remarkably difficult. Working with a business broker or M&A advisor is a savvy way to take the pressure of selling a business off your shoulders. This allows you to focus on what you do best—operating your business. If you are like most business owners, you’ve never sold a business before, and this means you’ll have a steep, and potentially painful, learning curve.
Handling Logistics
A brokerage professional can assist you with every aspect of the sales process. From determining how much your business is worth and what the market will allow to maintaining confidentiality, a business broker or M&A advisor has the experience to properly prepare and position your business for sale.
It is difficult to overstate the tremendous importance of maintaining confidentiality. Business brokers are experts in this area, ensuring that you don’t lose key employees, vendors, or clients during the process. Employees, management, vendors, and clients may become nervous and look for new options if they learn that your business is being sold.
Sharing Valuable Advice
Brokerage professionals can also help you make a range of key decisions in advance. For example, buyers will often pay more if the seller is willing to stay on after the sale to train them. Additionally, a deal may be more likely if a seller is willing to provide financing. Knowing in advance how you will handle these important issues is critical, and a business broker can guide you toward the optimal decisions.
Selling a business is a complicated process. It makes sense for business owners to take steps toward selling their business well in advance. The sooner you talk to a brokerage professional about what you need to do to sell your business, the better off you are likely to be.
Copyright: Business Brokerage Press, Inc.
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