Do It Yourself with our 15-Step Guide. Everything you need to PRICE, PACKAGE, MARKET and SELL your business. Step-by-step process with all the forms, agreements, and examples for successfully selling any business under $2M.
This is the most comprehensive do-it-yourself guide ever written on how to sell a small business.
Selling a small business isn’t rocket science. Like everything you did to run your business, it involves good preparation, good processes, good guidance and support. Buy just the steps (chapters) you need at $99/ea, or purchase and download the entire guide for $1295 and save $190.
Click the + symbol to read more about each step and purchase the best practices, forms and examples.
Covers what should be done to put your financials and business records in order. There may also be small improvements that can be made which could boost your valuation. A little preparation goes a long way towards ensuring a faster sale at the price you want. Included in this step is a checklist for making improvements and assembling all necessary information which will be required by buyers. It also provides an online Q&A form for building a great profile, which feeds the teaser and prospectus (see below).
Covers how to value your business and price it right. There is no such thing as a stupid or desperate business buyer. They will have done their homework. They will know what your business is worth. You should know it within 10% and be prepared to defend it. This step shows you the tools and services available for performing a valuation based on data in your industry. It also includes a ‘Owners Estimate of Value’ Worksheet and a ‘Seller Discretionary Earnings (SDE)’ Worksheet, which shows prospective buyers how you arrived at your selling price. The SDE Worksheet also shows prospective buyers how much you *really* net, since your business is likely paying for certain expenses that a new owner would not incur.
Covers how to write a good blind teaser and provides two good examples. A blind teaser will be needed to list your business on the Business Listing Services. It’s also used as a tool when reaching out to qualified buyers. A blind teaser does NOT identify the name or location of your business. It’s called a “blind teaser” because it provides buyers with a high-level overview of the opportunity without divulging any specific or confidential details.
Covers how to write a good selling memorandum and provides a winning sample. A selling memorandum will be needed when first engaging interested and qualified buyers who sign your Non Disclosure Agreement (NDA). It provides them with all the relevant facts and figures on your business. It’s your primary selling document and is used by buyers to initially assess your business, determine if it is a match with their criteria and objectives, and make you an offer.
Covers best practices for signing an NDA and provides a winning sample. Before releasing confidential details on your business, or engaging with interested buyers, you should have them sign your NDA. You’ll also need to provide prospective buyers with a shareholder or owner consent to sell and a seller disclosure statement. After receiving your confidential financials and memorandum, a prospective buyer may decide not to pursue the purchase. A Letter of Destruction ensures the return or destroy all of your confidential materials. These are expected, perfunctory documents. Appropriate samples are included in this package.
Covers the best places to list your business for sale and the best practices for generating leads through the various Business Listing Services. There are several good sites and a bunch of worthless sites. It’s important to know the difference so you don’t waste time and money. Creating a GREAT listing profile is an art and a science. With more than 45,000 listings on the BLS at any one time, you’ll need to know how to breakthrough the clutter and grab the attention of prospective buyers. A winning profile example is included.
Covers how to identify, research, qualify, and initiate contact with prospective buyers. Listing your business on the BLS and waiting for buyers to contact you is but one strategy. The best strategy is identifying, qualifying and assembling a list of the most likely buyers of your business. This step shows you how to conduct a proactive outreach campaign to attract high quality suitors. Includes a detailed break down of the types of buyers and their motivations. Also includes sample outreach emails and phone messages.
Covers how to qualify interested buyers and get them to submit an offer. One of the annoyances of selling a business is having to field inquiries from tire kickers, lookie-loos, and people simply trying to collect competitive intelligence on you and your business. You can waste a lot of time if you don’t know how to spot them and reject them quickly, so you can devote the appropriate time and resources on engaging with serious and qualified buyers. Includes sample email to have inquirers sign and return your NDA, and a sample Personal Financial Statement that you can send to interested buyers to confirm they have the funds to make the acquisition.
Covers how to deal with inquiries from buyer brokers and intermediaries. You need to be prepared to effectively deal with the professionals that the buyer has retained to help them acquire a business. This step provides tips on how to utilize buyer broker and intermediary connections and expertise, without incurring liability or derailing your deal. In the event you choose to retain one or more brokers to bring you buyers, a sample Broker Agreement is provided.
Covers how to engage with interested buyers when they conduct inspections of your business and records. What to tell them, or show them, and what not to tell them or show them. Knowing how to conduct yourself on phone calls and in meetings with interested buyers is part art and part science. You can also expect a number of phone calls and meeting with different partners and representatives of the buyers. These interactions can make or break a deal. An inspection checklist and management call FAQ are provided as examples.
Covers how to entertain offers, negotiate and counter offers. Provides samples of good offers and Letters of Intent, so you can compare and contrast best practices with what is presented to you by buyers or their brokers. This step breaks down the common terms you can expect to see in an offer. The offer may take several different forms depending upon the size and nature of your business. Samples included: Indication of Interest (IOI), Letter of Intent (LOI), and Term Sheet. Additional examples include Sample Offer Form, Sample Counter Offer Form, and Sample Escrow Agreement.
Covers what you can expect in the due diligence phase and how to prepare for it. This is where most deals fall apart, sometimes after many weeks or months of work to close the sale. Knowing how to navigate this process can mean the difference between crashing or closing the sale of your business. During this phase your business will likely be off the market. This guide helps you navigate the due diligence traps and keep the deal on the rails, while also keeping other interested buyers warm in case the deal falls apart. Included is a sample Due Diligence Folders List and Contingencies Often Asked for by Buyers.
Covers the terms and conditions in a good purchase and sale agreement. This step breaks down common terms and how to negotiate them. Provides a sample of a good purchase agreement. In most cases the buyer or the buyer’s broker or attorney will provide their form. This guide allows you to compare and contrast the agreement you are presented with against industry best practices.
Covers best practices for managing the transaction and the closing process. It would be nice if the buyer would just give you a check and you give him or her the keys, but it doesn’t work that way! There are all kinds of issues to settle at closing, like lease assignment, inventory reconciliation, and accounts receivables. This step shows you what to expect and how to navigate the process to ensure the deal closes. Samples included: Checklist of Possible Closing Documents and Actions, Sample Closing Costs Worksheet, Wire Instructions, Estoppel Request Form.
In most business sales, there is a transition period. You, as the owner, may have agreed to stay on for a while to help the new owner come up to speed. You may provide seller financing, which requires you to keep tabs on the business to ensure you get your payments. Your sale may also include an escrow “hold back” or “earn out” that pays you in the future based on certain agreed upon events or milestones. This step covers transition management best practices. It includes a sample Transitional Services Agreement and a Checklist of Items to Transfer Post-Closing.
After purchasing the step-by-step guide, you receive up to one hour of free support from a professional business broker. Call us if you have questions or need clarification on any of the DIY materials. The step-by-step guide and supporting examples and worksheets are self explanatory, but you are likely to have questions on how to apply the best practices to your particular situation. If you need more time and support, you can order it from the A’ la Carte Menu.
PRICE, DELIVERY, TERMS, AND ROI
PRICE: $99 per chapter or $1295 for the entire book (save $190).
DELIVERY: Delivered in PDF format. Examples are delivered in .docx and .xls for easy editing.
TERMS: Price due upon ordering. No refunds or returns. No resale or redistribution of the materials. Yours to keep and use exclusively for selling your own business.
ROI: Most business brokers learn these best practices and tools over many months at a cost of more than $5,000 assessed by the various associations and institutes that train business brokers. You get it all for a fraction of what most brokers pay to learn these best practices and buy the forms and templates. You’ll be as smart and as well equipped as most businesses brokers. Be your own broker and pocket the commission and fees you would have paid us or another broker.