Brokerage for Sellers of Professional Practices
The Brokerage Process
Seller Tips & Techniques
Seller Tips and Techniques
If you are a seller, then consider adhering to the following mandates,
as they will help secure a successful transaction:
Place A Reasonable Price On Your Practice.
An inflated figure either turns off or slows down potential buyers.
Determine the “fair market value” and then price the
practice accordingly. Set a “win-win” price.
- Carry on “Business As Usual.”
Keep your focused on the day-to-day demands that affect the sales,
costs, and profits. Address, in a timely fashion, buyer inquiries.
- Prepare For The Sale In
Adequate preparation generally reaps long-term dividends.
The Practice owners can help in the process by “housecleaning”
the facilities and perhaps attending to accounting matters.
- Anticipate Information
The Buyer And Their Financing May Require.
The buyer will need appraisals on major assets such as real estate.
Lenders will requere of at least three years of tax returns, the
most recent financial statements, and depreciation schedules.
- Achieve Leverage Rhrough
A good practice priced properly will create interest from several
buyers and create a competitive situation. Leverage the circumstances
to your advantage.
- Maintain Deal Flexibility.
Few deals are all-cash at closing. Consider accepting deferred payments.
Understand an offer from the buyer’s perspective.
- Negotiations - Don’t Dominate
Be prepared to learn that the buyer mat be used to having his way,
too. Whth your practice broker's help, deceda ahead of thme
“when to hold and when to fold.”
- Keep Time From Dragging Down
a Potential Deal.
Maintain the inquirer’s interest and keep the momentum going.
Understand an offer from the buyer's perspective.
- Be Willing To Stay Personally
Even if you are feeling burned-out, realize that the buyer may want
you to stay
within arm’s reach for awhile. Consult
with business brokers to determine how you can best effect a smooth
A seller’s ultimate objective is to obtain a successful transaction
by structuring the best overall deal in term of cash and terms.
Perhaps the most important initial matter the seller faces is the
choice of brokerage firm.
Our experience and background uniquely serve the interests of the
Business Brokerage Services
CBI, Certified Business Intermediary
Accounting & Tax Matters
CPA, Certified Public Accountant
Business Valuations Opinion
ABV, Accredited in Business
Real Estate Transfer Issues
Licensed Broker, Real Estate
The initial objective of our service is to market and
direct prospects to the seller’s business offering. The first
document viewed by the prospect is a “blind” Business
Profile summarizing the key financial and operating attributes of
the business. We subsequently screen the prospect as to its buying
motives, financial capacity, and suitability for purchasing the
Other matters of concern include: establishing procedures
for confidentiality, addressing fair market valuation issues, obtaining
nondisclosure agreements, sharing core documents, introduction of
the parties, communicating negotiation positions, complying with
due diligence requests, understanding and properly responding to
offers and -- most importantly -- creative deal structuring.
Our fiduciary duties are exclusively with our selling
client. In this regard we direct our acumen, our experience, and
our efforts towards a professional brokerage consulting service
that achieves the most advantageous transaction possible for the
seller under the circumstances.