M&A Murders & Accusations: The Good the Bad and The Ugly of Selling Your Business

The advent of Artificial Intelligence (AI) is changing the way we do business. It has impacted the business of selling businesses as well. In this episode we go international as I interview a world renowned expert in business consulting, Dr. Joe O'Mahoney, Professor at Cardiff University in Whales about the impact of AI on business consulting and selling a business.  Dr. O'Mahoney shares valuable insight about the direction of and impact of AI on M&A transactions.  Visit us at:Bsalesgroup.comDesignMySale.com

Working Capital is something that all too often is the reason the sale of a business fails. This episode is designed for Business Brokers and M&A professionals to discuss the need for addressing Working Capital early on in the transaction to increase the likelihood of the transaction closing. Visit us at:Bsalesgroup.comDesignMySale.com

In this episode we discuss the Entrepreneurial Operating System (EOS) Worldwide and how Steele Kizerian, an EOS Integrator, helps business owners scale and prepare their businesses for a future sale. Visit us at:Bsalesgroup.comDesignMySale.com

This episode helps business owners prepare for a meeting with a buyer. As a M&A Advisor I often get asked by business owners what are some good questions to ask a buyer when they meet with them.  I have kept a list of good questions that my seller clients have asked buyers over the years and this episode reveals this list.  Meetings with buyers should include questions from buyers and questions from sellers.  You don't want to go to these meetings unprepared.  Smart sellers will not only answer a buyer's questions, they will have a list of questions to ask as well.  Buyers like working with smart sellers who have thought about what it is important to them.  Enjoy!Visit us at:Bsalesgroup.comDesignMySale.com

I have learned over the years that you never know everything. In this episode we go international with Canadian Scott Duke, the founder of Open Road. We talk about his services, what he does and how his process is unique in the business. Scott and I are in the same space in non-competing markets and do much of the same type of M&A work. Scott shares his insights about selling a business. Visit us at:Bsalesgroup.comDesignMySale.com

The initial step (some call it the Triggering Event) in Exit Planning or Financial Planning is doing a formal confidential valuation.  In this episode we talk about my company, My Biz Value and how we fill the much-needed gap of obtaining an affordable confidential valuation for your business.Visit us at:Bsalesgroup.comDesignMySale.com

In this episode you will learn about how the notion of Exit Planning got started and hear from the man who started it all back in the 90s. Peter Christman is an icon in the industry, having started the Exit Planning Institute and is known as the Father of Exit Planning. He is also an entertaining man to listen to with stories and examples.Visit us at:Bsalesgroup.comDesignMySale.com

If you plan to maximize the selling price of your business when you sell, Exit Planning is a must. In this episode I interview the man leading the nationwide charge to inform, educate and help advisors and business owners alike maximize the value of their business when they sell.  Scott Snider is President of the Exit Planning Institute (EPI). EPI offers a Certified Exit Planning Advisor (CEPS) designation for exit planning advisors who want to learn more about and implement exit planning into their practice.Visit us at:Bsalesgroup.comDesignMySale.com

As a business owner considering the sale of your business you should be thinking ahead about the tax ramifications of a sale.  About 10 years ago I was selling a trucking company and I won't repeat the words that came out of the mouth of the owner when he found out that Uncle Sam was going to take over $6 M of his hard-earned money.  I met Eric Veve and we utilized the Asset Exchange Structure to help the client understand the there were other ways of deferring taxes. This structure is not an elimination of tax, but, rather a deferral, allowing business owners to invest pre tax dollars treat the sale as an Installment Sale under Section 453 of the IRC.If you want to save money on taxes you will want to listen in to this episode and learn if it is right for you.Visit us at:Bsalesgroup.comDesignMySale.com

In this episode we cover an important and often overlooked topic of Working Capital and how it relates to the important IRS filing of forms 8594 (regular Asset Sale) or 8883 (with a Section 338(h)10 election).  We may be "geeking out" a bit here as we delve into these two important aspects of every transaction over $1.5 M, but these are things that you are going to want to know...your advisors may not even know about them.Visit us at:Bsalesgroup.comDesignMySale.com

In this episode we talk about what you need to do as a Seller to prepare for an important meeting with a buyer.  This episode compliments 3 other episodes about buyers: Questions Buyers Ask, Wow Your Buyers, and How to Answer Zinger Questions. Visit us at:Bsalesgroup.comDesignMySale.com

One little known, but powerful tool utilized to reduce taxes on the sale of a business is a Donor Advisor Fund (DAF). In the episode we interview  expert Micaela Weil of the Community Foundation of Utah and learn when a DAF works well and how to use it for not only tax savings, but charitable purposes.Visit us at:Bsalesgroup.comDesignMySale.com

You are in a meeting with an important buyer group. The meeting has gone well up until now.  Suddenly, from out of nowhere, one of the buyer's team asks you a very pointed and direct question.  You don't know how to respond. You've never thought about that before. Yikes!  I call these questions "Zingers". You can actually feel the energy leave the room as you meekly do your best to answer her question. Ah, "I've blown it" you say to yourself, but don't dare to verbalize the thought. ..This episode is about how to answer Zingers. Not only will you learn how to answer them, you will earn how to respond with POWER!  You will learn what tactics and tools to use to counter an attack question.  Learning these important things can save the sale of your business. Tune in, buckle up, and hold on for this important episode. Visit us at:Bsalesgroup.comDesignMySale.com

Welcome to a captivating journey through the world of selling your business. In this episode, we're diving deep into the vital knowledge you need to secure the successful sale of your business, while steering clear of common pitfalls that could put your sale at risk.Today's discussion revolves around a fascinating revelation: the four distinct personas you're bound to cross paths with during the process of selling your business. Picture this: you're about to uncover the secrets behind these personalities and understand why this knowledge is a game-changer for your selling strategy.Have you ever wondered why understanding these diverse personalities is essential? Why should you care about decoding the intricacies of different individuals when navigating the intricate process of selling a business? Brace yourself, because the answers lie in grasping what truly drives these unique characters, what ignites their passions, and how to expertly engage with their queries and curiosities.Let's delve into these four captivating personas:The Ship Captain/Rhino (CEO) - The Visionary TrailblazerThe Surfer (Sales) - Riding the Waves of EnthusiasmThe Lifeguard (Any Position) - Guardian of Goodness and ImpactThe Lap Swimmer (Accountant, Engineer, Attorney) - Precision in MotionBut wait, there's more! Discover the secrets of identifying these personalities in your potential buyers. Uncover the art of tailoring your responses to capture their imagination and enthusiasm. Join us as we reveal how to resonate with each personality type, enticing them to envision a future with your business at the helm.So, business owners, buckle up for an exhilarating expedition into the minds of these four intriguing personas. Master the art of interaction, influence, and igniting excitement as you venture forth in the quest to sell your business. Your journey starts now.Visit us at:Bsalesgroup.comDesignMySale.com

Letters of Intent (LOIs) are the hidden powerhouses in Mergers & Acquistions. These seemingly innocuous documents hold within them the potential to influence your financial outcome in ways that cannot be underestimated. Imagine a landscape where the right negotiation tactics within an LOI can add hundreds of thousands, or even millions of dollars to your bottom line. The art of negotiating a favorable LOI isn't just an option; it's a pivotal strategy in the grand symphony of selling your business. Delve into the secrets of LOIs with us, and you'll unlock the code to strategically navigating the tumultuous waters of selling a business. Our session demystifies the intricate web of components that make up an LOI, equipping sellers with indispensable insights. We dissect both the binding and non-binding clauses, ensuring that legal quagmires are left far behind. And that's not all – we illuminate the blind spots, those aspects often overlooked in LOIs that are vital shields for safeguarding your interests as a business owner. Join us as we embark on this illuminating journey into the heart of LOIs – a journey that could dramatically change  the outcome of the sale of your business. Visit us at:Bsalesgroup.comDesignMySale.com

Have you ever wondered what it's truly like to sell a business, especially when it's your first time? Get ready to uncover the secrets, challenges, and triumphs of this remarkable journey as we peel back the curtain and reveal the reality of selling a business through firsthand experiences of a fellow business owner who has successfully navigated the sales process. This is not your typical business advice session; this is a candid conversation filled with valuable insights straight from the heart of someone who has walked the path you're about to tread. Picture this: a seasoned business owner sharing the raw and unfiltered truth about their exhilarating journey from business ownership to business sale. Whether you're on the brink of selling or just contemplating the idea, this episode is a golden opportunity to gain invaluable firsthand knowledge from someone who has stood exactly where you're standing now. Don't miss out on this enlightening conversation that's tailor-made for business owners like you, looking to conquer the world of business sales with confidence and success. Your guide to selling awaits – let's embark on this journey together!Visit us at:Bsalesgroup.comDesignMySale.com

In this episode I interview Jeremy Willes, a lending expert who unveils important upcoming changes to SBA lending and what you need to learn if you are selliing your business and the buyer is using SBA to finance the transaction. For business buyers this episode contains useful information about obtaining an SBA loan. www.Bsalesgroup.comVisit us at:Bsalesgroup.comDesignMySale.com

In this episode we explore a powerful tax reduction and elimination strategy called Qualified Opportunity Zones (OZs).  Designed and requested by a group of billionnaires, these strategies were implemented to promote investment in rural areas, providing huge tax incentives to investors. My guest,  Blake E. Christian, brings over 35 years of experience providing tax consulting and compliance services to clients that include multinational, publicly-traded corporations and closely held owner-managed businesses. Throughout his entire career, Blake has specialized in federal, state, and local tax incentive programs. Blake is leading the firm’s efforts in providing tax consulting services for Qualified Opportunity Zones (OZ). Blake and the HCVT OZ Team have formed over 50 Qualified Opportunity Funds (QOF) and over 50 Qualified Opportunity Zone Businesses (QOZB). They have also advised hundreds of other investors and professionals regarding the complexities of formation, operation, semi-annual testing, and restructuring of QOFs and QOZBs.Visit us at:Bsalesgroup.comDesignMySale.com

I get asked all the time about what questions buyers will ask prior to a meeting or phone call.  After listening you will be informed and ready to answer the most common questions buyers ask. This episode prepares you for a meeting with the buyer.  I also share the main things NOT TO DO at a buyer meeting.  This may be the most useful information of the entire podcast.  Tune in and enjoy!Visit us at:Bsalesgroup.comDesignMySale.com

In this episode you will lear the 4 most imporant things you need to know when selling a business. Not knowing these 4 things has the potential to cost you millions when you sell your business. Spend 5 minutes to learn the things  you ABSOLUTELY NEED TO KNOW when selling your business. Visit us at:Bsalesgroup.comDesignMySale.com