The Proven Business Sale Process That Gets Deals Done
Most brokers list businesses. I close them.
Selling your business isn't about creating a pretty listing and hoping for the best. It's about executing a battle-tested system that filters tire-kickers, surfaces serious buyers, and drives momentum from day one to wire transfer.
This is the exact process I use to sell businesses for maximum value with minimum stress, because you've only got one shot at this exit.
The 4-Phase Framework: From Valuation to Sold
PHASE 1: BUSINESS VALUATION AND MARKET POSITIONING
Discover What the Market Will Actually Pay
Most sellers anchor to the wrong number. They use emotion, outdated industry myths, or wishful thinking. The market doesn't care what you think it's worth - it pays for documented, transferable cash flow.
What Happens in Phase 1:
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Financial Recasting: I recast your P&Ls to show true Seller's Discretionary Earnings (SDE) or EBITDA. We add back owner salary, personal expenses, one-time costs - everything a buyer can pocket.
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Comparative Market Analysis: I analyze recent sales of similar businesses in your industry, location, and size range. Real comps, real multiples, real data.
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Market-Based Price Range: You get a defendable pricing strategy based on what buyers are actually paying right now - not inflated hope or deflated fear.
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Value Enhancement Review: If you're 6-12 months out from listing, I'll identify quick fixes that can boost your multiple before we go to market.
The Truth About Pricing: Overpriced listings sit. Underpriced listings leave money on the table. We price strategically—aggressive enough to maximize value, realistic enough to generate offers. Businesses that sell do so within 15% of asking price. If we're off by more than that, we won't get offers.
Your Investment in Success: Before listing, smart sellers invest $5K-$25K in exit prep — CFO services, operational manuals, HR compliance. Buyers pay premiums for clean books and smooth transitions. Skipping this step can cost you 2-4x more at closing.
PHASE 2: CONFIDENTIAL MARKETING AND BUYER ATTRACTION
Maximum Exposure, Zero Unwanted Attention
Your identity stays locked down until a qualified buyer signs an NDA and proves they have the money. No employees finding out. No competitors snooping. No customers getting nervous.
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What Happens in Phase 2:
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Document Collection (Week 1): You'll provide essential business data. This is non-negotiable. Good data = good deals. Missing data = dead deals.
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3 years of tax returns
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3 years of P&Ls and Balance Sheets
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Year-to-date financials
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Revenue breakdown by source
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List of Furniture, Fixtures & Equipment (FF&E)
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Employee roster with roles, tenure, and compensation
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Lease agreement
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Customer concentration data
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Seller Presentation (Week 1-2): Depending on your business size and complexity, we'll use one of two approaches to gather additional information about your business:
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Option A - Video Interview (Larger Businesses): We'll record a professional Zoom interview where you'll present your business to qualified buyers. This isn't a casual chat—it's your chance to sell the opportunity before you ever meet a buyer face-to-face.
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Option B - Seller Questionnaire (Smaller Businesses): You'll complete a detailed written questionnaire covering your business information and operations. This allows buyers to understand your business model, daily operations, revenue drivers, and growth opportunities.
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Marketing Strategy Development (Week 2-3): My team builds the marketing campaign behind the scenes:
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Coded Blind Listing: Generic description that protects your identity
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Confidential Information Memorandum (CIM): Professional business profile showcasing financials, operations, growth potential, and transition plan
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Targeted Buyer Outreach: Direct contact with pre-qualified buyers in my network and beyond: private investors, family offices, strategic acquirers
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Online Listing Platforms: Strategically placed listings on the most effective deal sites
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Weekly Check-Ins: I'll update you every week on buyer activity, marketing performance, and next steps. No ghosting. No surprises. Just consistent communication.
PHASE 3: BUYER SCREENING, NEGOTIATIONS AND OFFER MANAGEMENT
Turn Interest Into Signed Offers
Inquiries don't pay your bills. Closed deals do. This phase is where amateurs wash out and professionals shine.
What Happens in Phase 3:
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Initial Buyer Screening: Every inquiry goes through my filter:
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NDA Signature Required: No confidential details shared until confidentiality is locked.
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Financial Qualification: Proof of funds or lender pre-approval.
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Motivation & Fit Assessment: I vet their experience, timeline, and intent.
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First Buyer Call (Zoom): If a buyer passes screening, we schedule a call. You'll present the business while I manage the conversation flow.
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Site Visit and In-Person Meeting: Serious buyers want to walk the space. This is your chance to showcase operations and build rapport.
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Offer Submission: After the site visit, I request formal offers. Depending on the deal, buyers submit either:
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Letter of Intent (LOI): Non-binding outline of price, structure, timeline
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Business Sale Offer & Acceptance (BSOA): Binding offer with detailed terms
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Offer Analysis & Negotiation Strategy: You'll see every offer with my analysis:
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Apples-to-apples comparisons: Price, terms, contingencies, timelines
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Buyer strength assessment: Financial capability, experience, likelihood to close
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Counter-offer strategy: How to protect your price, terms, and timeline
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I negotiate on your behalf. You stay focused on running the business. I stay focused on maximizing your outcome.
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PHASE 4: DUE DILIGENCE, TRANSACTION MANAGEMENT AND CLOSING
From Accepted Offer to Funded Wire Transfer
This is where deals die or where they get saved by a broker who knows what they're doing.
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Most transactions fall apart in due diligence. Why? Disorganized data, slow responses, unrealistic buyer demands, attorney incompetence, landlord delays, financing issues. I've seen it all. And I know how to navigate it.
What Happens in Phase 4:
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Due Diligence Launch: Once the LOI/BSOA is signed, the clock starts. Speed matters. Delays kill momentum.
Common DD Document Checklist (but not limited to):
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Current year-to-date P&L (monthly P&L for trailing 12 months is ideal)
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Last 12 months of bank statements and credit card reports
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Accounts Receivable (AR) and Accounts Payable (AP) reports
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Vendor invoices for the last 12 months
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Employee payroll reports for the last 12 months
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Inventory report, FF&E list
Critical Rule: Fast information flow = fast closing. Delaying documentation delays your payday. Period.
Data Room Management: I organize everything in a secure digital data room. Buyers and their teams access what they need, when they need it. Controlled. Professional. Efficient.
Attorney Introduction & Purchase Agreement: If you don't have a transaction attorney yet, I'll introduce you to one. Not just any lawyer — someone who specializes in business sales, understands your deal size, and won't kill the transaction with over-lawyering.
Why My Recommended Attorneys?
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They know how to close deals, not just review them
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Communication is seamless, reducing delays
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They're matched to your deal type and industry
The purchase agreement drafts and negotiates through legal counsel while due diligence continues.
Coordinating the Close: While lawyers handle contracts, I'm coordinating:
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Landlord lease assignment or new lease negotiation
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Lender approvals and funding timelines (if buyer needs financing)
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Licensing transfers (liquor licenses, health permits, professional certifications)
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Final walkthrough and inventory verification
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Escrow setup and wire instructions
Closing Day: Attorneys finalize signatures (often virtual). Wires are sent. You get paid. The buyer takes ownership.
Post-Closing Transition: You'll spend time training the new owner. This is part of the deal. Help them succeed. Your reputation and earnout (if applicable) depend on it.
Why This Process Works?
Because it's built on three proven principles:
Preparation Beats Improvisation
Deals don't close by accident. They close because every step was planned, every document was ready, and every stakeholder knew their role.
Speed Equals
Strength
The market rewards momentum. Fast responses, organized data, and proactive management keep buyers engaged and confident.
Professional Execution Compounds Value
Every detail - from your Zoom background to the cleanliness of your location, either builds buyer confidence or creates doubt. Amateurs wing it. Professionals execute.
WHAT THIS MEANS TOU YOU
You're not just hiring a broker. You're hiring a quarterback.
I'll manage every player on the field: accountants, attorneys, lenders, landlords, buyers, and you. I'll anticipate problems before they surface. I'll keep deals moving when they stall. And I'll get you to the closing table with the best possible terms.
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Most business sales take 6-12 months from listing to close. The timeline depends on your price, industry, financial readiness, and external factors like landlord approvals and buyer financing.
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My process is designed to move efficiently without sacrificing value. I don't rush bad deals. I don't let good deals drag.