Chances of success in business sales multiply dramatically when owners and brokers work actively together through the entire process. I find that many automotive owners (and sellers in general) feel so engulfed in running their shops that they do very little to help the broker along the way. They presume their broker "does all that sales stuff."
Many owners tell themselves, hey, if I'm paying this guy a hefty commission, he better work for it. Which is true. Still, there is no commission if there is no sale. And we brokers are well aware of the prevailing statistics - more than 70% of business listings don't sell. That creates a pecking order, a priority system in the broker’s mind. You may not know it but it's possible the broker has you pegged as a business with a very low probability to sell and isn't spending any time on your listing.
Here are 7 ways sellers can get the most out of their brokers and increase their chances of crossing the finish line.
Verify the Marketing: Sadly, the vast majority of brokers do very little to actively and actually market your business for sale. In our internet universe, it's become almost standard practice for many brokers to post their business listings on a small handful of websites, then sit back and hope for the best. It’s important to understand what marketing methods are actually being employed. Ask if he does email blasts. Direct mail. Phone prospecting. In-person canvassing. Has he asked you which employees, competitors or neighbors may be important to call as potential buyers? And does he know who NOT to call to protect your confidentiality?
Consistent Contact: A broker will work harder when someone is watching. Most of us will hate to admit it but it's a simple reality. Owners will get better service, greater sales exposure, and ultimately better results, when they remain actively involved in the marketing and sales process. You should not go more than two weeks without speaking with your broker, even if it's simply to get a marketing update.
Information Check: Before hiring a broker to represent you and your business, ask detailed questions about how they market your business, how they find buyers, and how they will present the information. Make sure you review and approve the flyers, executive summaries and marketing pieces that go out. Don't presume the broker is getting it right. They often don't.
Anonymous Checkups: There's nothing wrong in a business owner checking up on his or her broker from time to time. Have a friend or colleague anonymously inquire about your business. See if your broker is returning calls promptly, giving accurate information, pointing up the benefits and advantages of your business. Determine if your broker is properly "selling it." Let the broker know what you found.
Staging Your Business: Realtors spend quite a bit of time and effort "staging" a home before putting it on the market. They have sellers not only clean and unclutter the home but sometimes repaint, re-carpet or re-landscape. Business owners should do the same. Whether you’re selling an auto repair shop, restaurant, manufacturing facility, pretty much all businesses can look better and project a more positive image with minor cosmetic improvements. It may seem insignificant but it signals to potential buyers that the business is being cared for and gives them more confidence.
Pay Upfront Fee: I know many of my broker colleagues vehemently disagree with the idea of charging a retainer or any type of upfront fee to business owners. The practice is more common in larger M&A transactions and on the East Coast. The prevailing attitude here in California is that Main Street retailers and small business owners will be turned off by an upfront fee and view the broker as a crook or an opportunist. Brokers often resist the upfront fee because it discourages listings and puts pressure on them to perform. As long as it’s not a huge amount, owners will get better results when they and their broker are invested fully. Paying a small fee spurs action and creates cooperation in a way that is more than worth it.
Price It Properly: Do yourself and your broker a huge favor. Price your business appropriately. Have reasonable expectations. Don't expect the broker to achieve an unbelievable price. One thing sellers often don't consider - when they demand an inflated price and demonstrate they're not willing to come off it, the broker won’t have much enthusiasm for working on your deal. You're not likely to get great service.
It mostly comes down to consistent, honest communication between owners and brokers. When you invest the time, it's much more likely to end in a pleasing sales experience.
About The Author: Brian Loring has been a broker since 2005, closing more than $150 Million in business and commercial transactions. He focuses on the automotive sector, providing unparalleled service to owners of repair, body, smog, tire, brake and lube shops in the LA and Ventura County areas. Brian can be reached direct at 818-973-2755.
|Helpful Resources To Assist In Selling And Buying California Businesses|
|Willard Michlin, CPA, Certified Fraud Examiner, Due Diligence Services
Willard Michlin, CPA #106752, offers buyers step by step training & assistance in doing Due Diligence Services when they are thinking of making an offer, or are in process of investigating a business purchase. He helps to determine the actual net profit even when there is cash. Call 805-428-2063.
|Diane Boudreau-Tschetter: Escrow And Bulk Sale Services
California Business Escrow, Inc. is a full service independent escrow company serving all of California and has expertise in a wide range of escrows. Our team prides itself on providing an exceptional escrow experience. For more info phone Diane Boudreau-Tschetter at 888-383-3331 or 209-838-1100.
|Mark Chatow, Esq.: Legal Services For Buying, Selling Businesses
Mark has a broad range of small business purchase & sale experience from analyzing potential acquisition targets to successfully guiding buyers and sellers through the purchase & sale of small businesses. Mark can assist with contracts, negotiations, legal matters, etc. Reach Mark at 949-478-8393.
|Helen Yoo: Escrow & Bulk Sale Services - Southern California
New Century Escrow, Inc. is a fully licensed & bonded independent escrow company. Over 20 years combined experience in handling bulk escrow transactions. Multi-lingual staff that speaks your language, including Korean, Chinese, Vietnamese. Call Helen Yoo direct at 626-890-1151.
|Peter Siegel, MBA - SBA Loans, Non SBA Financing Assistance
For over 25 years I have provided niche business purchase financial advisory and loan placement services with SBA and Non-SBA Loans, Retirement Plan Conversions, Private Investors, etc. Financing amounts available: $20K to $7MM. Call today to get pre-qualified or receive financing: 866-270-6278.
|Brad Steinberg, Broker - Laundromat Specialists
PWS is the leading laundromat broker in California. Since 1968 PWS has brokered over 2,500 laundromat sales. With over 90 employees dedicated to the coin laundry industry, PWS has 18 licensed agents, a 3 person in-house finance department, 10 service technicians and a 20 person parts department.
|Mike Brewer: Liquor License Brokers, ABC Consulting Services
Liquor license brokerage and consulting services. We provide: Alcohol License Transfers Application Consulting & Processing, Liquor License Purchases & Sales, City Zoning Permits & Land Use Entitlements, Public Convenience or Necessity Findings and Letters. Phone Mike Brewer direct at 800-437-1100.
|Ranvir S. Sandhu, Esq. - Legal Services For Buyers And Sellers
I've worked at top Bay Area law firms and have extensive experience with business entity formation, mergers, dissolutions, conversions, employment matters, including experience in reviewing and negotiating transactional documents such as leases and purchase agreements.
|Related Articles, Events, Blog Posts, Discussions, Videos, Interviews|
|Differences Between Business Appraisers, CPA's, And Due Diligence Experts
What are the differences between a Business Appraiser, CPA auditor and Due Diligence Expert - and why should you care? Insights from Willard Michlin, CPA in his latest BizBen blog post that will be useful for someone engaged in, or planning to conduct due diligence in the future
|Purchase A Business With Limited Or No Cash - Financing Tips For Buyers
Purchasing a business with no money down can be difficult, but not impossible. Financing a business purchase or down payment can often be accomplished with these strategies from Peter Siegel, MBA (Business Purchase Financing Expert, ProBuy & ProSell Program Advisor with BizBen) at 866-270-6278.
|Getting An SBA Loan To Buy A Small Business: Dispelling Some Major Myths
When seeking SBA loan financing many potential business buyers have wrong information about the process of securing the best financing to buy a business. Peter Siegel, MBA (at 866-270-6278) a business purchase financing expert delves into the myths and facts regarding SBA loan financing.
|Podcast/Vlog: Business Purchase Financing Chat: SBA Loan, Non SBA Financing
Ever wonder what is involved in obtaining business purchase financing to buy a business or franchise? Peter Siegel, MBA who has over 20 years advising and obtaining all types of financing for business buyers in this video/podcast - SBA loans, Non-SBA Financing, Alternative Financing Sources.
|Due Diligence Checklist: 10 Key Items To Investigate When Buying Businesses
Buying a California small business involves reviewing due diligence checklists so buyers can learn enough to determine whether to proceed with a deal. Here's a due diligence checklist. Peter Siegel, MBA (BizBen ProBuy Advisor & Business Purchase Financing Expert) at 866-270-6278 shares his views.
|Who Really Represents The Business Buyer In A Deal? Does Dual Agency Work?
Who really represents the buyer? The selling broker or agent through dual agency? Many brokers and agents weigh in on this Discussion on BizBen. Bottom line is all business buyers need to know who really represents them and has their best interest at heart when seeking and negotiating on deals.
|Thinking About Selling A Small Business? Know These 8 Factors That Matter
The likelihood of selling a business is often determined by external factors in the marketplace. Here are eight influences on how easy, or difficult it might be when selling a small California business. Peter Siegel at 866-270-6278 (BizBen ProSell Program) explains these factors for owner/sellers.
|Business Purchase Financing Expert Gives Tips On Proving Cash Flow
What are the actual "provable" adjusted net earnings (cash flow) of a small to mid-sized business being purchased? Buyers need to look carefully at all financial info for the "real" adjusted net income or cash flow. Peter Siegel, MBA (business purchase financing expert) at 866-270-6278 explains.
|See All News, Tips And Events|