Building a Sellable Business Series

In the next 37 episodes, we will cover all the aspects that make a business more valuable to potential buyers when it comes time to sell it. To start the series, click here.

April 26, 2018

Minimizing Negative Tax Implications When Selling a Business – Post #30

In our Building a Sellable Business series, you’ve publicized your intent to sell your business. You’ve given your sales presentation and received a buyer’s Letter of Intent to purchase your business. As you determine how you will get paid upon the sale of your company, you’re getting into the financial terms of negotiations now. Friends, you must know that if money is changing hands, taxes follow. Sellers who understand that the purchase price is only the beginning of sales negotiations soon find themselves trying to figure out how to minimize negative tax implications when selling a business.

April 19, 2018

Top 5 Ways of Getting Paid When Selling a Business – Post #29

Upon issuance of the Letter of Intent, the formal sale of your business begins. Buyer and seller teams are currently negotiating the terms and details of the purchase agreement. If you’re like me, you’re probably worried about a lot of things at this point, especially money. With all the time, energy, and money you’ve invested into your business over the years and with all the money you’re paying professionals to help you sell your business, how and when do you get paid? Those are legitimate questions, friends. So in this episode, I want to walk you through the top five ways of getting paid when selling a business.

April 12, 2018

Don’t Let the Thrill of a Letter of Intent to Buy Your Business Cost You – Post #28

You have finally reached the stage where the actual selling of your business begins. One of my attorney friends actually calls this stage “the first of many battles” in the “war we’re going to wage.” Your potential buyers become intentional buyers. Once they see the value of your business, buyers will issue a Letter of Intent to purchase your company. Negotiations begin. If buyer and seller teams reach agreements beneficial to both parties, you win the first battle in the formal business sale. As I’ve done before, let me implore you to listen to your legal counsel. Rely on your transition team to guide you through the landmines. This is an exciting time! However, don’t let the thrill of a Letter of Intent to buy your business cost you. Take this first step in the formal business sale cautiously.

April 5, 2018

What’s The Best Way to Sell Your Business? Auction or Private Sale? – Post #27

We’ve been discussing the actual sales process in our Building a Sellable Business series. Once you’ve assembled your team and hired a sales facilitator, you all work together towards the end. You estimate your business’s actual value. It’s now time to choose the best way to sell your business… can you make the most money by selling your company through a public auction or a private sale?

March 29, 2018

Your Business Sales Presentation: Putting the Sales into the Sale – Post #26

You’ve built your company into a valuable asset, and you’re ready to sell. If you’ve found a potential buyer and compiled your business’s “playbook”. You’re ready to make your sales pitch. All of your years of hard work have come to fruition, and you get one opportunity to make the biggest presentation of your life. Ultimately, your Business Sales Presentation has to be flawless so that the buyer sees your company the same way you see it. This is where you put the “sales into the sale.” You want to do such a good job presenting your company to the potential buyer that he will make you an offer, and a fair offer at that.

March 22, 2018

The value of a business pitch book to sales offers

March 22, 2018

How to Create A Business Pitchbook for Presenting Real Value – Post #25

It’s finally time to get this business sold. Using our football analogy from previous episodes, you’ve got to get through the buyer’s defensive line to reach the goal. So what offense do you run? Show them your business pitchbook. Seeing how strong, and well thought out your business is will help you break through those low ball offers.