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SELLING YOUR BUSINESS

Should You Consider Selling Your Business?

Selling your business is a major decision! You have committed your time, money and energy to building this company. Business owners have many motives for wanting to sell. The most common reasons are:

burnout
retirement
desire for a new challenge
health problems
dissolution of partnership
lack of working capital
lack of a successor
divorce

You have decided that now is the right time to sell and you need the best professional guidance you can get. You want a team of professionals to assist you. This should include your accountant, attorney, a tax expert and a professional business broker. The right team can mean the difference between getting rid of your company and selling it for the very best price and terms.

How Much is the Business Worth?

Most sellers have some idea about what their business should sell for. This is taken into consideration, but the business broker is familiar with the local market, and by reviewing financial information can make a recommendation of what he thinks the business will sell for. A range is normally set with a high and low price.

In many cases, the way the sale of the business is structured, and the buyer’s experience and financial statement, can be more important than the actual selling price. Most businesses will sell if priced and structured properly.

Kane Business Brokers will review your business operation and its financial records, then use techniques proven in the Tucson area to assist you in determining the fair value of your business in today's marketplace. The sellers must realize that a buyer will only pay for what a business is worth today – not what it might be worth in the future.

We will prepare a professional outline of your business, describing its history, operations and all other aspects. We know that most privately held businesses prepare their financial information to minimize their taxes. We will assist you in recasting your records to show your business in the best financial light.

Finding the Right Buyer

Kane Business Brokers will guide you through the time-consuming process of finding the right buyer, negotiating the many details of the sale, and working closely with the accountants and attorneys involved.

We use many different methods and strategies for attracting potential buyers. Some of our methods are local advertising, the Internet, our 30-year customer base in the Tucson area, direct mail, and trade magazines.

We conduct personal interviews with prospective buyers to determine their individual requirements, goals and objectives. We also discuss the financial resources they have available to purchase a business.

The Phases of Selling a Business

We will help you through each of these phases:

Initial consultation about selling your business
Valuation of the company
Establishing the appropriate price, terms and security
Preparation of a comprehensive package for presentation
Qualifying potential buyers
Preparing the Deposit Receipt and Agreement
Negotiating the transaction
Assisting you through the complete close of Escrow

Confidentiality

Kane Business Brokers engages in transactions that require the utmost level of confidentiality, similar to the relationships of attorneys and CPAs with their clients.

We will not discuss any confidential details concerning your business over the telephone, nor will we give confidential information to potential buyers until they have signed a confidentiality and nondisclosure agreement.

Services

We schedule and attend all meetings between the seller and the buyer, and attend any meetings with other professionals. We write the Deposit Receipt and Agreement, deposit all Earnest money funds into Escrow and coordinate the closing with the Escrow officer. Then we stay involved until the transaction is successfully closed.

What You Can Do to Help Sell Your Business

It’s extremely important that you continue to run the business in an aggressive, growth-oriented way. Do not let up on business operations while your business is for sale. You should make most of your decisions based on the best interest of the long-term objectives of the company.

Maintain up-to-date financial information. Work with your accountant to provide monthly statements with year-to-date numbers. Buyers want real data, usually no more two months old.

Understand the tax implications before setting the selling price. This may very well require the assistance of a specialist in this field. Your company accountant is an expert at keeping the records of the company, but may not be completely up to date on some of the latest structures that can be employed to reduce your total tax burden. An effective tax plan can let you price the business much more attractively without sacrificing your total return. This is a critical step in developing a win-win transaction.

You should also be prepared to close quickly. Once an agreement is reached between buyer and seller, buyers generally want to close as soon as possible. It is a fact that businesses rarely improve between the time a seller signs a contract, and the closing. Customers, key employees and competitors may react in different ways when they hear of the sale. The sooner the new owner takes over, the sooner some of those fears and anxieties will go away. If there are actions that you have deferred, such as maintenance or repairs, you should take care of them at once. There will be a lot to do as the closing approaches -- so everything that can be done in advance of an offer should be done.

 

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