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Why should I use a business Broker? |
 Buying a business is an important decision. You need someone who is properly trained and experienced in the complexities of buying a business so that you get through the process comfortably and efficiently. Business Brokers facilitate the buying and selling of businesses. The Broker will educate you, negotiate terms and act as a safeguard against all the emotions that come along with these types of transactions.
The Broker will manage each step of the process (finding a business, pricing the business, negotiations, documentation, due diligence, securing financing, etc) by confidentially coordinating the players including your attorney, your CPA and, most importantly, the Seller. The Broker will have already qualified the business for sale based on your criterion, which will save you time. The Broker will also have already worked with the Seller in gathering the necessary financial and company information. The Broker will do his or her best to prepare the Seller psychologically and logistically. The Seller pays for a Broker's services; so a Broker can structure a transaction that it is in the best interests of all parties.
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What can business Brokers do and what can't they do? |
Brokers can help you price and value your business. They can structure the sale, find the right Buyer, negotiate the sale, and coordinate closing. Brokers bring together all interested parties to get the sale completed with the least amount of friction. Brokers typically have success selling businesses if the business is priced in accordance with the market. If not, your Broker will have difficulty finding a Buyer and, therefore, reaching success.
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How are offers structured, and what kind of financing is available? |
Financing is available through the Seller, a bank, or the Buyer's personal resources (i.e., a family member). Seller financing is usually cheapest and easiest to procure and indicates to the Buyer that the Seller has confidence that the business will succeed. Also, loan fees don't exist, and the interest rate is usually lower than banks. The term, however, will often be shorter. Securing financing through the Seller is the most common business financing.
Banks will finance the purchase if the business has a solid financial foundation (i.e., strong earnings). Banks will require a lot of paperwork and documentation. There will be fees to administer the loan upfront to the Buyer. Bank loans have become increasingly popular and more available in recent years.
Family is also a source of financing. Financing is ultimately up to the Buyer, but there are obviously many issues that come along with financing through family member. There are also benefits, but you must weigh those benefits with the negatives.
The down payment varies depending on the type of Buyer, the Seller's circumstances and the Buyer's ability to put a payment down. A down payment will drive the sale of the business and can range from 15% to 50%. In most cases, the larger down payment offered the Seller, the lower the total price. However, the Seller will understand that a Buyer must keep some cash available for operations once the business is sold. Sellers prefer to receive all cash at closing. Finally, placing a down payment shows commitment to the lender because there is a vested financial interest in the success of the business.
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