Are you a full-time business broker professional?
When selecting a business broker, it is important to find one you like and trust. Ask about their education and experience. Ask the business broker about their professional affiliations and designations. Visit the office and see if it is what you expect – a professional environment backed with all of the necessary marketing and sales resources.
How do you value my business?
There is no simple method, but to approximate the value of your business, you should consider both its assets and earning power. The earning power of a business is defined as the annual pretax earnings plus owner’s salary and perks added back, which determines the real earning power or the Seller’s Discretionary Earnings (SDE). In some evaluation methodologies (Excess Earnings Method), this SDE has a manager salary, economic depreciation, return on working capital and return on operating assets deducted, then the balance is divided by the appropriate capitalization rate (usually in the 15% to 30%) before adding back working capital to determine the value of a business. Other valuation methodologies (Multiple of Discretionary Earnings Method) multiply the SDE by a risk number (multiplier) to determine value. Our business brokers typically use both types of methodologies to value a business. Also, market-based data (comps) can be used in conjunction with an SDE methodology so that they can serve as a “reality check.” Most buyers and lenders place extensive weight on the company’s ability to generate earnings. Therefore, it makes sense to use earnings methodologies to determine the value of a business and then use market-based data to check the reality of the value. As with most things in life, demand and asset value will also influence the business value. Desirable businesses and businesses with a large asset value command a premium.
Do you have an active database of buyers?
Successful business brokers enjoy a large “queue” of buyers. A large brokerage firm with many brokers has hundreds of buyers in queue. Find out if your broker has buyers looking to purchase a business like yours. In our experience, approximately 50% of our buyers come from the queue of buyers in the various brokers’ databases. You’ll have a better chance of selling if the broker already has buyers looking at businesses for sale.
How accessible are you once I agree to let you sell my business?
The lines of communication should always be open. The business broker is representing you and acting on your behalf and should be available for consultation as required. It’s reasonable to expect that your business broker will return messages or emails promptly and that you will be given regular updates.
How many buyer prospects will you typically talk to in selling a business?
A good broker keeps detailed records of every active prospective buyer that has passed through their screening process. Ask to see some samples of the broker’s buyer database files. These files will show how many buyers visited other businesses for sale. These records should include the prospect’s financial status and the kind of business each is looking to buy in terms of type, size, geographic area and other pertinent information. A successful broker will have prospects ready as soon as you list your company.
Do you have a highly effective website?
In today’s global marketplace, prospective buyers are no longer limited to a small geographical area. A buyer for your business could come from anywhere in the world, if your broker has an effective website and it is easy to find. The Internet is a powerful marketing tool. Check out your broker’s website. Is it easy to find? Is it easy to use? Does it project an efficient, professional image?
Are you a licensed or certified business broker?
Most states, including Georgia, require business brokers to have real estate licenses. Why? A real estate license forces the broker to understand the laws of agency and understand his/her fiduciary duty to you. Also, real estate is often included with the sale of a business.
In addition, many business brokers become certified intermediaries with certifications such as a Certified Business Intermediary (CBI) through the IBBA (International Business Brokers Association). These designations require many hours of coursework and continued education to maintain certification status.