Business Staging Is The New Way To Effectively Sell A Business For Top Dollar

For Business Owners Looking To Cash Out For Top Dollar, Business Staging Is Now Neccesary

business staging

With Tsunami of Baby Boomer Business Owners Looking To Sell and Retire, Business Staging Will Become a Necessity.

The Massive Wave of Baby Boomer Business Owners Retiring And Placing Their Businesses Up For Sale.  Competition For Buyers Is Fierce. The Landscape For Selling a Business Is Shifting Like No Other Time In History.

Are You Ready For It?

Research indicates that more than $10 trillion Dollars in Baby Boomer Owned Businesses will be passed down or sold by 2025.

According to, the nation’s largest online business sales database,  a startling 50,000 Baby Boomer Owned Businesses will be coming on the market over the next 8 years creating a buyers market unlike anything we have ever seen in history.

This is Unfortunate Because Trillions of Dollars in Value Will be Lost, and Business Staging Will Be The Best Way To Mitigate Risk and Increase Your Chances of Selling a Business for Top Dollar.

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Documents for Selling a Business

When planning on selling your business, it’s important for you to have all of the required documents for selling a business together

documents for selling a business

Documents For Selling a Business

When you’re planning on selling your business, it’s vitally important for you to consider the fact that a buyer is going to look for clear, concise answers to the questions they are going ask.
The FIRST question is going to be bottom line profits. It is imperative for you to provide them with comprehensive, organized, documented and solid bookkeeping that demonstrates current and historical performance of your business.

If you haven’t got them already, it is critical for you to do so BEFORE you place the business up for sale. You will need a minimum of the past 3 years financial statements. P&L’s, Balance Sheets, and Tax Returns. If you can’t provide them, don’t bother listing your business for sale because all it will do is waste your, and other peoples time.
So roll-up your sleeves, get the paperwork together and get it done.

I strongly suggest you hire an accountant / CPA to do it for you because it will lend huge credibility to the numbers.

Professionally audited financials often have more validity and the potential to increase your asking price.

While Financial information is the number one thing a buyer will look at, the following is a list of other items and information they will want to see, so you might as well get it all together beforehand.

  • It will save a huge amount of time, eliminate a lot of aggravation and questions, and will make the whole process go much more smoothly.

Below is a list of Documents Required for Selling a Business.

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The Quick and Easy Way To Value a Small Business

There is a lot of bologna, spin, gimmicks and fast talking out there when it comes to valuing a small business.

The Quick and Easy Way To Value a Small Business

There is a lot of bologna, spin, gimmicks and fast talking out there when it comes to valuing a small business.

In the next couple paragraphs, I’m going throw it all under the bus and share with you the Quick and Easy Way To Value A Small Business in a straight-forward and professional manner.

Easy Way To Value a Small Business

Let me be clear – You need to keep in mind one simple fact: a business is only worth what someone else is willing to pay for it. Not a penny more and not a penny less.

That being said, there is no science to placing a value on a business.

First of all, the “Asking Price” for a business is usually too high.

Second of all, a buyer almost always thinks the asking price too high as well.

The key to establishing some sort of realistic asking price, the first thing that needs to be done is get the numbers together.

This formula applies a factor to the previous year(s) Owner Benefit figure to arrive at a purchase price. The Owner Benefit figure is a combination of several factors:

Pre Tax Profit + Owner’s Salary + Additional Owner Perks + Interest + Depreciation = total Owner Benefit.

After you have the final number, all you need to do is go on and run comparable sales data. They make it so simple a 3rd grader can do it in about 10 minutes.

There is no real “Rule-of-Thumb” for a multiple of earnings because some will sell for 1-time owner benefit, while others will sell at 6 and 7 times.

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Business Lessons From Selling My House

Your Business GPA Score is Very Important When Selling Your Business.

This is a story from an associate of mine Burt.
He is a business value building coach with

Business GPA Score

He tells a story about selling his house and I wrap it up with comparing it to selling a business and why you need to know your Business GPA Score.

Here is Burt’s Story:
Five years ago, almost on a whim, my spouse and I decided to leave Chicago and move to Charlotte, North Carolina while our children were still young.

When purchasing a house, I learned that the most important criteria was: location, location, location, and we listened.

We purchased a great house in a northern suburb of Chicago back in 1997. With only a 10-minute walk from Lake Michigan and about the same distance to our town square, it had the location part for sure.

Although the market was soft in 2011, I felt, because of the location our house would sell quickly, and fetch a good price. Guess what ….. It didn’t.

There was a lot of buzz resulting in many showings. But no offers. Not even low ball offers.
Loads of showings, but no offers. Talk about frustrating!

After reviewing the feedback from showings, we listened and learned.
Even though the house was well maintained,  it was outdated and  no-one was willing to buy the house and work on updating it.

So, we took it off the market for a short while and updated it.

  • We painted the kitchen and switched out some of the appliances,
  • We replaced the windows
  • Replaced the roof.
  • We re-did the bathrooms, etc.
  • Nothing structural, just updating and cosmetics.

As soon as we put it back on the market, we had multiple offers and sold it at the FULL asking price.

What does this have to do with selling a business?


If you take any 100 businesses that are up for sale,

  • 4 out of 100 will sell at the full asking price,
  • 16 will sell at a 30% – 50% discount, and
  • 80 of them will NEVER sell.

Wondering why such DISMAL statistics?

Just like a house, no-one is willing to buy a business and go through the time, expense and angst of updating a business.

They just want to move in.

According to the US Census Bureau there are presently 75 million Baby Boomers in America. Many of them are business owners thinking of retiring. And many of them want to cash in on the businesses that they have built over the past 20-30 years.

In a report from The Mead Consulting Group it is estimated that there are 9.5 million small-to-mid-size private businesses with annual revenue between $1 million to $75 million.

Typically these firms have 2 to 500 full-time employees. 65% to 75% of these businesses will go up for sale in the next 5-10 years but only 20% of them will actually find a buyer.

We are about to see a baby boomer business transition bubble, and the competition to sell a business is going to get fierce!

It took Bert 2.5 years to sell his house in Chicago. Had he LISTENED to a knowledgeable broker in the first place, he would have avoided a lot of pain, frustration and angst, and been able to move to North Carolina sooner.

Thousands of business owners are going to have a reality check when they decide to sell. About 80% of them will end up closing their doors with shattered dreams, and will be forced to cut coupons just to make ends meet.

It’s a shame and it doesn’t need to be that way.

You need  make sure your company stands out from the rest, “update” your company, and have a Business Exit Strategy in place.

How can they do this?

It all starts with a FREE 11 minute on-line questionnaire.

There is No Cost To You.

You will receive your Business GPA Score, complete with a brief description of your businesses strengths and weaknesses.

Get your Business GPA Score Today. After you take the survey, contact me and we can design a plan of action.


Other articles that might interest you:

Oliver Lazenby: “Way of Retiring baby boomers put their businesses on the market”, The Bellingham Business Journal, Sept. 28, 2015:

US Census Bureau, June 25, 2015: “Millennials Outnumber Baby Boomers and Are Far more Diverse”,

Stacy Cowley: Baby Boomers Ready to Sell Businesses to the Next Generation, NY Times, Aug. 19, 2015

The Mead Consulting Group: “Issues For Growth”,


Business and Vacations

How To Get Rich By Going On Long Vacations

business and vacations

The best thing you can do for your business is go on a long vacation.

How many times have you muttered the words “This Place Would Fall Apart If I Ever Took a Vacation.”

  • If you ask any 50 small business owners when was the last time they took a vacation for 3 or 4 weeks, you’ll be lucky to find more than 10. And out of them, you’d find it might have been the first vacation they had taken in a very long time.
  • If you ask the same 50 when was the last time they went on a 3 or 4 week vacation without a cell phone permanently planted into the side of their head, you’d be very hard pressed to find more than 1 or 2.

Sad …… a person gets into business because they thought they would have

  • The freedom to do what they want,
  • The opportunity to make the kind of money they deserve, and
  • The ability to eventually retire on the fruits of their labor.

Yet, what most of them find, is they are held prisoner by the business – over-worked, underpaid and working for an unforgiving, un-appreciative jerk. Does this sound familiar?

If the scenario I just touched on through rings anywhere true to you, then the next thing I’m going to say is going to sting a little bit.

You don’t own a business ….
You own a job, and you have a micro-managing, insufferable boss, and that boss is you.

The best thing you can do for your business is go on a long vacation, because by doing so, you will be forced to put people in a more responsible position so the business will still be there when you return.

By going on a vacation, you will be taking that critical first step in weaning yourself out of the business, which makes your business more valuable to a buyer.

Even if you have no intention of selling your business anytime in the future, by taking this critical step, and weaning yourself out of the day to day operations, your life will become much better, and your business will take on a whole new life of its own.

Let me tell you a little story:

I had an uncle who was a home builder.
He and his partner could build a 2,000sf house in 30 days.
They started and delivered one house per week for over 20 years.

They made a lot of money while doing it, but my uncle was on the job every day – it killed him – he died at the ripe old age of 49.

  • He had a heck of a business, but he never went on a vacation because production would have stopped.
  • He was the one running the show on the framing side of the business and no-one else could do what he did.
  • His pride got in the way and he refused to teach anyone how to do what he did.

It cost him 4 marriages, and he was pretty much a compete stranger to his kids.

Had he trained a few people to do what he did, he would have been able to go on vacation and who knows …..

My point is this, you didn’t get into business to work yourself to death, you didn’t get into business to go through a few broken marriages, and you didn’t get into business to become a complete stranger to your kids.

You got into business because you believed it would give you the freedom to do what you  want, the opportunity to make the kind of money you deserve, and the ability to eventually retire on the fruits of your labor.

If you force yourself to go on a vacation, you will be forced to replace yourself with an employee.

It might not work out perfectly, and they might not be as good as you are, but if you give it time and train them, you will happily find yourself replaceable and you will have turned your job into a business, and you will have something to sell and retire when the time comes.

Go on a vacation – it might be one of the most valuable things you can do for your business.

If you need help coming up with a plan to fire the ungrateful boss, and turn your job into a business so you have something to sell in the future, call me

Business Value Video Series

Discover The One Simple Business Tool

That Can Help You  Take a Labor Intensive, Underperforming, Cash Sucking Business and Turn It Into a Low-Friction Operation That Uses Capital Efficiently, Operates Profitably &Prints Money Consistently, With a Solid Database of Reliable Customers That Buy Frequently

For your company to be valuable, even sellable one day, there’s a lot more to consider than just the bottom line.

Here are a few questions you need to ask yourself before putting your business up for sale

  • Will our customers continue buying?
  • Are we too dependent on a key employee or a key customer?
  • Will a new competitor start chipping away at our margins?
  • Could my company survive if I was away for a while?

Whether you intend to keep growing your business, sell it, or pass it along to others, it’s important to ask yourself these questions and to understand what drives up or underlines your company’s value.

That’s where the Value Builder’s Score comes in. 

It’s a proven system designed to show you how business is really going and identify areas that might be silently dragging down your company’s value.

The Value Builder’s Score is the first step in discovering the  One Simple Business Tool That Can Help You  Take a Labor Intensive, Underperforming, Cash Sucking Business and Turn It Into a Low-Friction Operation That Uses Capital Efficiently, Operates Profitably & Prints Money Consistently, With a Solid Database of Reliable Customers That Buy Frequently.

To learn more about the One Simple Tool, Click the link below and receive a Free 8 Part Video Series.

FREE 8 Part Video Series