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The Business Broker's Resource Handbook

by Tom West and Ron West
252 pages, paperback with online access to brokerage forms
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The most extensive and complete resources handbook for the Business Brokerage Industry in the United States today.

This book is written by Tom West the most knowledgeable business broker in the country, founder and long-time president of the International Business Brokers Association and generally considered to be the father of modern business brokerage in the United States today.

This first edition is guaranteed to be must-reading for any business broker and anyone considering entering the business brokerage industry. It is loaded with inside information not available anywhere else. An unprecedented look behind the scenes of an entire industry.

This Handbook includes online access to 39 different forms and information sheets specifically needed in the business brokerage industry! Each form is provided in duplicate as either a Fill-in-the-Blanks on your computer or print first and Fill-in-the-Blanks by hand. Either way, the forms can even be customized with your own business heading information. This online access to business brokerage forms is by itself well worth the price of this superb Handbook!

Chapters in this Business Brokerage Handbook include:

The Listing Process - Contains all sorts of information including sample document wording, seller letters and postcards, seller brochures, forms and checklists.

The Buying Process (Buying a Business) - Similar to the information contained in the Listing Process but focused on all of the buyer side of the sale necessary put the deal together.

Closing the Sale - Critical information for actually closing a sale and earning the commission. Includes everything from Purchase Offers, Confidentiality Agreements, Term sheets, Letters of Intent to the actual clauses needed to complete a solid Purchase and Sale Agreement.

Pricing and Valuation Topics - The basic methods of valuation are reviewed with an emphasis on the most popular Seller's Discretionary Earnings Method used by most business brokerage firms.

Business Brokerage Issues - This extensive section of the Handbook covers all aspects of the business brokerage profession including (for example); licensing, corporate stock vs. asset sale issues, various other legal issues, forms, sample wording, and sample business letters.

Benchmarking the Business Brokerage Office - This is a goldmine of information for those considering getting into the business brokerage profession and existing brokers who want to see how they are doing relative to their competition! Many charts, statistics and other data that make up a business brokerage business. Topics covered include (for example):

  • Number of Closed Deals
  • Commissions Earned
  • Number of Agents in an Office
  • Number of Listings
  • Number of Potential Buyers
  • Office Expenses
  • Commission Rates
  • Subjective Office Factors
  • Income Calculator Worksheet
  • A Model Office
  • The Typical Business Broker
  • What Businesses Sell
  • Operational Checklist
  • Attributes of a Five-Star Office
  • Information You Should Know (about your inventory)

This Handbook also contains online access to many forms and checksheets (approximately 45 different items) for your use and customization, such as:

  • Listing Agreement
  • Listing Letter Agreement
  • Amendment to Listing Agreement
  • Corporate Resolution of Authority Form
  • Retainer Agreement
  • Seller's Acknowledgement Form
  • Seller's Businesss Disclosure Form
  • Request for Addition Information
  • Pre-Listing Checklist
  • Marketing Checklist
  • Seller's Estimated Proceeds Worksheet
  • Selling Postcard/Sold Postcard
  • Buyer Acknowledgement Agreement
  • Buyer Interview Worksheet
  • Buyer Cash Requirements Worksheet
  • Buyer Registration Form
  • Buyer Representation Form
  • Confidentiality Agreement
  • Non-Disclosure Agreement
  • Record of Business Showing Form
  • Typical Buyer Questions
  • Email Follow-ups
  • Offer to Purchase Form
  • Assignment of Lease Form
  • Beneficiary Statement Form
  • Broker Checklist/Business Checklist
  • Closing Worksheet
  • Contingency Removal
  • Observation Period Agreement
  • Income Calculator Worksheet
  • Business Operational Checklist
  • Commission Calculation Worksheet
  • and more!
About the Author

Mr. Tom West is the publisher of "The Business Broker" and "Mergers and Acquisitions Today" newsletters. He has written or co-written numerous books including "Brokerage Basics," "Business Brokerage: Managing For Profit" and the "Handbook of Business Valuation". He is a founder, past president, and former executive director of the International Business Brokers Association (IBBA). He is a frequent lecturer and seminar leader. Mr. West is probably the most knowledgeable individual in the country today concerning the issues of buying or selling small to mid-sized businesses.

An observation from Russell L. Brown, author of "Strategies for Successfully Buying or Selling a Business," and "Preparing Your Business for Sale" and "BizPricer Business Valuation Software."

"This book is an absolute bargain at only $149. I don't know where else this extensive detailed information about the business brokerage industry is available for any price. And I absolutely guarantee you that the extensive business brokerage forms available online are worth the price of this Handbook by themselves. If you believe that knowledge is power, and you want to know more than the next person about your business sale transaction, then I urge you to purchase this handbook!"
Russell L. Brown

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