Carl Allen Podcast on Sales Whisperer

Carl Allen Podcast on Sales Whisperer

Business Broker Benefits and Selection, Buyer, Deal Structure, Preparing to Sell Your Business
I listened to this Podcast with Carl Allen on https://www.thesaleswhisperer.com/blog/carl-allen-entrepreneur hosted by Wes Schaeffer. As always I enjoy Podcasts and conversations about buying and selling businesses. Some of this Podcast is great, and one all business owners should listen too and the reason I am recommending is that he is going to give you some rather harsh reality of selling your business. This Podcast was telling buyers how to take advantage of people selling their business. Reference point 1 – Carl Allen quotes a statistic there are 20 million business in North America and at any point, 2 Million are for sale, he claims roughly 1 in 13 sells. Wither it is higher or lower is always debatable, I would say he is drumming home the point though, most businesses…
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Tom Hannon – Featured On Built To Sell

Tom Hannon – Featured On Built To Sell

Advisors, Buyer, Deal Book, Deal Structure, Due Diligence, Factors Affecting Business Saleability, Preparing to Sell Your Business, Sale Process, Tax Implications of Selling a Business, Transition, Valuation, Why Sell
From the Built to Sell Podcast Description of the Show - Tom Hannon started FPD to create and distribute niche publications. He grew the company to $3M in revenue over 18 months, when a family illness prompted him to reach out to acquirers. His company was valued at $2.1M and received four offers, but he ended up walking away with $1.5M. Hannon candidly shares why he left money on the table, and what he would do differently if he had a re-do. In this episode, you’ll learn: • One trick the acquirer played on Hannon that dramatically devalued his business • How Hannon used a third-party valuation to keep the price as firm as possible • When not to overplay your hand in a negotiation with an acquirer One reason…
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Danger of market timing the sale of your business

Danger of market timing the sale of your business

Deal Structure, Sale Process, Strategy
The other day I was speaking with a successful CEO in his fifties who runs a heating and air conditioning company generating eight million dollars in revenue and over one million dollars in profit before tax. Even though he was tired and nearing burnout, he was planning to wait another five to seven years before selling his business because he “wanted to sell at the peak of the next economic cycle.” On the surface, his rationale seems to make sense. If you speak with mergers and acquisitions professionals, they’ll tell you that an economic cycle can impact valuations by up to “two turns,” which means that a business selling for five times earnings at the peak of an economic cycle may go for as low as three times earnings at…
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Is Now the Time To Sell Your Business?

Is Now the Time To Sell Your Business?

Deal Structure, Exit Planning and Its Benefits, Sale Process, Uncategorized
Have you been thinking about selling your business but just can’t decide if now is the best time?  Do you find yourself repeatedly analyzing the economic situation and wishing you had a crystal ball? There are positive signs and there are negative signs…. If you’re still up in the air and can’t quite decide whether or not to hit the eject button, here are five reasons you might want to consider getting out now. You’re less interested in fighting the good fight A lot of business owners took the Great Recession in the teeth. If you’ve got your business stabilized and the prospect of possibly having to fight through another recession leaves you panic-stricken, it could be time for you to get out. 2. The worst is behind you Let’s…
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CAUTION: DO NOT POKE THE GIANT 

CAUTION: DO NOT POKE THE GIANT 

Deal Structure, Factors Affecting Business Saleability, Preparing to Sell Your Business
On June 1, 2011, both Floyd’s Coffee Shops in Portland, Oregon were busier than usual. The regulars were elbowed out of the way by new customers visiting the store for the first time to redeem their coupon and get $10 worth of coffee for $3. This tempting offer was made because Floyd’s had been picked as the first-ever Google Offers “deal.” Google Offers is the company’s first baby step into the world of “social buying” style promotions where a special, limited time offer is made by a business hoping that the deal will spread virally and thereby introduce a new legion of customers to their business. Google, of course, did not invent the deal-of-the-day category; they were goaded into it after their generous $6 billion dollar offer to buy Groupon…
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Four Traps to Avoid When an Acquirer Comes Calling

Four Traps to Avoid When an Acquirer Comes Calling

Buyer, Deal Structure
You may be eager to sell your business, and happy to have an acquirer comes calling and is at your doorstep, but what’s it like when an acquirer starts looking inside every inch of your business? Most professional acquirers will have a checklist of questions – both objective and subjective – that they need answered before getting serious about buying your company. Examples of objective questions include: When does your lease expire and what are the terms? Do you have consistent, signed, up-to-date contracts with your customers and employees? Are your ideas, products and processes protected by patent or trademark? What kind of technology do you use, and are your software licenses up to date? What are the loan covenants on your credit agreements? How are your receivables? Do you…
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