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Strategies for Successfully Buying or Selling a Business
Expanded New Second Edition!

This book provides the information that minimizes financial risk and reveals how the buyer or seller can get the upper hand when negotiating the purchase or sale of any business. Information that can literally spell the difference between success and failure for business buyers and sellers.




Table of Contents

  • Foreword
  • Introduction

Chapter 1: Business Valuation

  • Difficulties In Selling A Business Without A Broker
  • The Fair Deal Versus The Best Deal
  • Rules Governing Business Brokers
  • Finding A Good Business Broker
  • Commissions And Fees
  • Key Questions To Ask A Business Broker
  • Listing Agreements
  • Open Agency Listing
  • Exclusive Agency Listing
  • Exclusive Right to Sell Listing
  • Facts And Figures About Businesses For Sale

Chapter 2: Business Valuation

  • A Business Is An Investment
  • Ways Of Purchasing A Business
  • Hold Harmless Agreement
  • Tangible And Intangible Assets
  • Five Step Method To Valuing A Business
  • Capitalization Of Available Cash Flow
  • Other Ways Of Valuing A Business
  • Examples Of Businesses With Typical ROI's
  • Details Of Valuing The Business
  • Examples Of Income Reconstruction Items
  • Examples Of Expense Reconstruction Items
  • Unreported Cash Sales
  • Financing The Purchase Of The Business
  • Variables In The Business Valuation
  • Comparing Business Operating Statistics
  • Key Business Ratios
  • Business Valuation Rules Of Thumb

Chapter 3: Buyers Seeking Sellers

  • Examine Your Motivations To Buy A Business
  • Sources Of Information On Businesses For Sale
  • Motivation For Sellers To Sell
  • Buying An Existing Franchise
  • Turnaround Situations
  • Business Location
  • Number Of Businesses For Sale
  • Key Questions To Ask A Business Seller
  • Checklist Of Steps For Buying A Business

Chapter 4: Accomplishing Due Diligence

  • The Due Diligence Process
  • Examination And Review
  • Interviews And Discussions
  • Confirmation, Verification and Validation
  • Calculations, Computations And Analysis

Chapter 5: Sellers Seeking Buyers

  • The Best Time To Sell A Business
  • Preparing A Business For Sale
  • Deciding Whether To Use A Business Broker
  • Buyer's Financial Qualification Statement
  • Types Of Potential Buyers
  • Facing The Issue Of "Holding Paper"
  • If You've Decided To Do It Yourself
  • Checklist Of Steps For Selling A Business

Chapter 6: Conducting Negotiations

  • The Three-Step Negotiation Process
  • Essential Information Buyers Need
  • Finding The Skeletons
  • Key Factors In Negotiation
  • Earnest Money Agreement
  • Identifying Rights To Be Assigned
  • Structuring The Business Sale
  • Covenant Not To Compete
  • Seller's Consulting Contract
  • Financing Considerations
  • Seller Financing Considerations
  • Working With The Deal Killers
  • Handling Buyer/Seller Anxiety
  • Counteroffers
  • The Purchase And Sale Agreement
  • Why Some Businesses Don't Sell
  • Additional Considerations For A Franchise

Chapter 7: Closing The Deal

  • The Buyer's Responsibilities
  • The Seller's Responsibilities
  • The Business Broker's Responsibilities
  • Closing Checklist
  • Chapter 8: Post-Sale And Other Issues
  • Take Possession Of The Business
  • Maintain The Status Quo
  • Other Important Steps To Take
  • Preparing A Business Plan
  • Help After The Business Sale
  • In Summary

Appendix A Strategic Laws Of The Business Buying And Selling Jungle
Appendix B Hold Harmless Agreement
Appendix C Earnest Money Agreement/Letter Of Intent
Appendix D Confidentiality Agreement
Appendix E Buyer's Financial Qualification Statement
Appendix F Covenant Not To Compete
Appendix G Business Purchase and Sale Agreement
Appendix H Glossary of Terms
Appendix I Reader Feedback Request


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