Office Set-Up - 15 minutes

• Business Brokerage Name

• Business Brokerage Business And Expenses

• Work From Home or Office

• Where To Meet Buyers and Sellers

• Things You will Need To Start

Business Broker Troubleshooting - 30 minutes

• Why buyers need guidance

• Why buyers receive bad advice

• Who represents buyers

• Why sellers think everyone wants their business

• Why sellers need to be tempered after tours

• Why sellers resent low offers

Understanding Buyers - 45 minutes

• Learn as much as you can about buyers

• Why buyers are looking to buy their true reasons

• 3 Main buyer categories to understand a buyer's makeup

• 6 main buyer sub-categories to determine method of presenting a listing

• Examples & More

Finding Buyers - 30 minutes

• How to find your buyers and get them contacting you

• Who are the prime candidates to purchase your businesses for sale

• Your buyer pool and keeping them updated

• The 10 Internet - Networking-Referral Sources

• Social networking

• Examples & More

The Buyer Process - 45 minutes

This is our proprietary process where we will walk you through the entire buyer process from interview to offer. We will take a hypothetical buyer and walk the buyer through a specific business for sale listing until we've sold the business to this buyer. This process is designed for first time buyers and uses a very specific technique by moving the buyer through the 6 steps to offer. We make it seem like the real thing!

The Buyer Interview - 45 minutes

• Meeting The Buyer

• Three Steps to Qualifying The Buyer

• The Non-Disclosure

• The Broker Disclosure Notice

• The Memo Record of Showing

• Rights And Wrongs In Dealing With Buyer

Asset Purchase Agreement - 45 minutes

We completely review the Offer Agreement commonly referred to as The Asset Purchase Agreement. This agreement serves as the official offer and sales contract. The entire agreement is covered in full with a complete review of every contingency in the agreement.

Overcoming Buyer Objections - 45 minutes

We will review and overcome the 20+ main objections or concerns that you will get from buyers. Each objection will be covered in depth then overcome by the instructor.

Understanding Sellers - 30 minutes

• Who are the sellers?

• Understanding why they are looking to sell

• Feeling comfortable with them

• The 6 main reasons sellers sell

Understanding Seller's Industry and Business - 45 minutes

• Researching Industries

• Understanding The 6 main industries

• The 25+ questions a buyer will have for you and your seller

• Your ultimate questionnaire for the seller

Finding Sellers - 30 minutes

• What business database to use

• 6 Main Ways To Prospect we ll eliminate most of them

• The best direct marketing approach without cold calling

• Getting your marketing through to the seller every time

• Recycling industry after a business is sold

The Seller Interview - 30 minutes

• Meeting The Business Owner

• Gathering confidential information

• Business Market Valuation

• Touring The Business

The Seller Presentation - 15 minutes

• Role Play the initial presentation (we role play you as the seller and us as the broker)

• The presentation package

• The follow up

• Many have said they would have paid the entire Feel just for this presentation

The Seller Process - 45 minutes

This is our proprietary process where we will walk you through the entire seller process from interview to closing. We will walk through every step. This process is designed to understand the seller responsibilities and the 8 steps to closing. We make it seem like the real thing!

Overcoming Seller Objections - 30 minutes

We will review and overcome the 15+ main objections or concerns that you will get from sellers. Each objection will be covered in depth then overcome by the instructor.

Pricing A Business - Business Market Valuation - 45 minutes

• Pricing A Business so it is financeable to lenders.

• What Expenses Are Discretionary And Which Are Vital To The Business.

• Recasting The Financials

• Determining Seller's Cash Flow- SDC or SDCF

• What You Will Need To Get From Owner

• Determining An Asking Price

• Presenting Price to Seller

The Listing Agreement - 30 minutes

We completely review the Listing Agreement. This is the agreement where the seller hires you to sell his or her business. The entire agreement is covered in full with a complete review of every term in the agreement.

1. Buyer Interview 1 - qualification and confidentiality
2. Buyer Interview 2 - presenting a listing
3. Buyer Interview 3 - taking an offer
4. Seller Interview 1 - information gathering
5. Seller Interview 2  - the presentation
6. Seller Interview 3  - pricing the business
7. Seller Interview 4  - taking the listing