Do you really want to sell your business?I have been working as a business broker in Florida for more than 16 years and there are many anecdotes that I have in mind to tell my grandchildren one day. Today I will go ahead to comment on the case of two different types of owners who want to sell their company and request our intermediation services.
The hypothetical events would take place more or less as follows:

1. The owner meets with the broker to express his desire to sell.
2. The broker proceeds to ask the owner the following questions and then these supposed dialogues take place:

SCENARIO ONE
Broker: Do you have the last 3 financial statements or, failing that, the Income Tax returns?
Owner: Yes, I do have the statements but they only show losses because I never thought of selling the company.

Broker: Is the lease contract likely to be transferred or replaced with a new one?
: Yes, the landlord is likely to be willing to sign a new contract but not under the same conditions.

Broker: Would you hire a professional appraiser to have an objective opinion on the market price of your firm?
Owner: No, I am not interested in spending on an appraisal because I am not willing to sell my business for less than "x" amount.

Broker: Are you willing to sign an exclusive representation agreement with the broker?
Owner: No, I do not want to sign any contract, but you can count on my commitment that I will respect the commission if you sell me the company. “My word is a document…”

SCENARIO TWO
Broker: Do you have the last 3 financial statements or Income Tax returns?
Owner: Yes, I do have tax returns and financial statements audited by a certified public accountant. My income is reflected in its entirety.

Broker: Is the lease contract likely to be transferred or replaced with a new one?
Owner: Yes, I have an excellent business relationship with the landlord and will most likely be willing to sign a new lease. If the buyer's references are adequate, it should be renewed, at least under the same conditions.

Broker: Would you hire a professional appraiser to have an objective opinion on the market price of your firm?
Owner: Of course, that way I will have the peace of mind of having sold at a reasonable price and in the right time according to my expectations.

Broker: Are you willing to sign an exclusive representation agreement with the broker?
Owner: Of course, in this way the broker will acquire a commitment that will allow him to promote the sale of my business through all the advertising means at his disposal and, above all, in a confidential manner.

3. The broker, without a doubt, will proceed to reject the businessman described in the first scenario and, gladly, will proceed to list the business of the owner who knew how to prepare his company for the sublime moment of its sale.
4. And, as is often the case when a deal is presented transparently in the market, it is very likely that after a short time the entrepreneur and the broker will be celebrating the closing of a successful operation with champagne.
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Author: Alfredo Gonzalez I      www.negociosenflorida.com

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