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DealFlowCircle
Claim This Podcastby Adrian from DealFlowCircle
6 episodes
Updated Daily
Accepts GuestsHas Sponsors
7
Podcast Authority
BetaPoorBased on show quality, social media presence, reviews, charts, and more
Quality15
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7
Podcast Authority
BetaPoorBased on show quality, social media presence, reviews, charts, and more
Quality15
Social0
YouTube0
Engagement0
5
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1
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13
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excellent
Episode Length
17 minutes
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Recent Episodes
February 17, 2025
Pricing your Business right
<p>Welcome back to Deal Flow Circle. In our Business Exit Strategy series, we help you navigate the complexities of selling your business. Today we're tackling a critical question for every business owner: <strong>How do you price your business for a successful sale</strong>? It’s a delicate balance; you want to get what your business is worth but also attract serious buyers. In this episode, we'll explore the key elements of pricing your business right, ensuring you don't leave money on the table while still attracting a buyer.</p> <p>Many business owners struggle with pricing because of emotional attachment or a lack of understanding of valuation methods. This episode will help you look at your business from a buyer's perspective and determine the price that will attract buyers and meet your financial goals.We’ll begin by emphasizing the need to <strong>get your financial statements in order</strong>. If your business records are informal, it's essential to work with a bookkeeper or accountant to prepare formal records for the current year and the previous three years, if your business is that old. We’ll review the importance of having an accurate <strong>income statement</strong> showing your gross revenue, costs, and profits or losses each year, as well as a <strong>balance sheet</strong> that shows the net worth of your business.Next, we'll explain the need to <strong>list and price all physical assets</strong> of your business, including furnishings, fixtures, equipment, and inventory. The worth of tangible assets is important to buyers, who will require a complete asset list with purchase prices and current market values. If the value of your tangible assets is close to the likely sale price, you may decide that liquidation is a better option.</p> <p>Then, we will dive into the concept of <strong>seller's discretionary earnings (SDE)</strong>, also called annual earnings or cash flow. This is a recast income statement that reflects the true earnings of your business. The SDE is a primary factor in pricing your business, and we will discuss how to calculate it by making adjustments to net income.</p> <p>We will also cover the use of an <strong>earnings multiple</strong> in business valuation. Most small businesses sell based on a multiple of <strong>1-4 times the annual SDE</strong>, with the multiple determined by the attractiveness of the business. We will discuss factors that affect the earnings multiple including:</p> <p>●<strong>Recent performance</strong> of the business over the past 2-3 years</p> <p>●<strong>Ease of transition</strong> for a new owner</p> <p>●The quality of your <strong>financial records</strong></p> <p>●The strength and diversity of your <strong>clientele</strong></p> <p>●The strength of your <strong>staffing</strong></p> <p>●The quality and location of your <strong>facilities</strong></p> <p>We'll also explore how to <strong>estimate your purchase price</strong> by multiplying your SDE by the estimated earnings multiple and comparing it to prices of similar businesses. We will emphasize the importance of doing some price checking on sites like www.bizbuysell.com and through industry contacts. We will also emphasize that your asking price will need to account for the fact that buyers negotiate downward.Finally, we’ll touch on the importance of understanding that the purchase price is usually less than the asking price and the subject of seller-buyer negotiations. In fact, businesses usually sell for around <strong>90% of their asking price</strong>.</p> <p>By the end of this episode, you'll have a solid understanding of how to price your business effectively, using a combination of tangible assets, discretionary earnings, and market comparisons, ensuring you get what you deserve without losing buyers because of an unrealistic asking price.</p> <p>So, if you're ready to learn how to price your business for a successful sale, join us. This episode is for you.</p>
February 3, 2025
Prepping for a Big Sale
<p>Welcome back to Deal Flow Circle. In our Business Exit Strategy series, we equip you with the knowledge and tools you need for a successful business sale. Today, we're diving into a critical phase of the selling process: <strong>preparing your business for sale</strong>. Don't let a weak spot scare off potential buyers. In this episode, we’ll show you how to identify and address your business's shortcomings and assemble the necessary documentation for a smooth sale.</p> <p>Many business owners feel hesitant about selling their business because they are aware of its weaknesses. However, it's important to realize that every business has areas that can be improved. The key is to <strong>identify these areas and address them before offering your business for sale</strong>. This episode will guide you through the process of assessing your business, making necessary improvements, and assembling the documentation that buyers will expect to see.</p> <p>We'll begin by discussing how to <strong>assess the condition of your business as a sale prospect</strong>. Is your business <strong>financially solvent</strong>, able to consistently cover costs and expenses from sales revenue? Does your business offer <strong>distinct and superior products or services</strong>1? Does your business have <strong>modern facilities and equipment</strong>, and are leases long-term and transferable? Do you have a <strong>staff that customers or clients know and trust</strong>, and are there <strong>employee contracts</strong> to ensure a smooth transition? Is your <strong>staffing policy</strong> outlined in an employment manual? Does your business have a <strong>long-standing and loyal clientele</strong>? Is your business known and well-regarded? We’ll help you use a checklist to identify areas of your business that are strong, adequate, or in need of improvement. Next, we’ll discuss how to <strong>flag the areas of your business in need of improvement</strong>. </p> <p>We'll guide you through a series of questions to determine if each weakness is significant enough to warrant action:</p> <p>●Is the weakness in an area of <strong>high importance</strong> to the success of your business?</p> <p>●Is the weakness likely to <strong>lessen a buyer’s interest or affect the price</strong> a buyer is likely to offer?</p> <p>●Is the <strong>cost of improving the condition</strong> likely to be less than the price concession the weakness is likely to force?</p> <p>●Can you implement necessary changes <strong>within the timeframe</strong> of your sale goal? </p> <p>Once you’ve identified your weaknesses, we will explore how to <strong>create a pre-sale action plan and timeline.</strong> For each weakness, you'll need to list the specific improvements necessary, and the resources you'll commit to the effort79. Then we'll help you create a timeline for completing improvements prior to launching your marketing campaign9.Then, we’ll discuss the importance of gathering <strong>necessary documentation</strong>. Buyers will expect to see "just the facts" about your business. You'll need to be ready to provide a range of documents that demonstrate the health and value of your business. </p> <p>We'll guide you through assembling the following kinds of documents:</p> <p>●<strong>Legal Documents</strong></p> <p>●<strong>Financial Documents</strong></p> <p>●<strong>Operational Documents</strong></p> <p>Finally, we’ll discuss the need for <strong>confidentiality</strong> throughout the pre-sale preparation process. It's important to <strong>share your sale intentions with key staff and outside consultants only as necessary</strong> and only when the news is accompanied by a non-disclosure or confidentiality agreement. If word gets out that you plan to sell your business, you risk creating uncertainty among employees, customers, and suppliers, which can devalue your business.</p> <p>By the end of this episode, you'll have a comprehensive plan for addressing your business’s shortcomings and assembling the necessary documents, so you can confidently move forward with the sale of your business. So, if you’re ready to prepare your business for a successful sale, join us. This episode is for you.</p>
January 27, 2025
Setting your sale outcome
<p>Welcome back to Deal Flow Circle. In our Business Exit Strategy series, we guide you through every phase of selling your business. Today we're focusing on a crucial step that sets the stage for a successful sale: <strong>defining your ideal sale outcome</strong>. What do you really want from this deal? This episode will help you establish clear goals that will steer you through the entire sales process.</p> <p>Many business owners begin the sales process without a clear vision of what they hope to achieve. As a result, they often react to offers rather than proactively pursuing their desired result. It’s important to define your ideal outcome before you begin marketing your business for sale. This episode will help you focus on your priorities, and develop a plan that aligns with your personal and professional goals.</p> <p>We’ll begin by emphasizing the importance of creating a <strong>statement of your desired sale outcome</strong>. Do you want to <strong>sell your business in part and remain involved</strong> with its operation? Do you want to <strong>sell your business in full and remain involved</strong>? Or do you want to <strong>sell your business in full and end all involvement</strong>? These are crucial questions that need to be addressed before proceeding with any sale plans.</p> <p>Next, we'll discuss the importance of setting a <strong>timeline objective</strong>. Do you want an <strong>immediate sale (0-6 months)</strong>, or are you comfortable with a timeline <strong>within a year</strong>, or perhaps <strong>within 1-3 years</strong>? Your desired timeline will affect how you approach preparing your business for sale and how you market your business.</p> <p>We’ll also explore the need to define your <strong>financial outcome objectives</strong>. How much can you realistically ask for your business, given its current condition? Most businesses sell at a multiple of <strong>1-4 times annual earnings</strong>, also called cash flow or seller’s discretionary earnings, with the multiple based on business condition and attractiveness to buyers. Are you prepared to accept a lower pricing multiple due to the current condition of your business, or are you willing to commit time and effort to strengthen your business to improve its likely pricing multiple? Also, are you <strong>willing to provide a seller-financed loan</strong> for a portion of the sale price, or do you <strong>require an all-cash payoff at closing</strong>?</p> <p>Then we'll explore your <strong>sale approach objectives</strong>. Have you already defined your likely buyer, or are you interested in selling to any qualified buyer, whether a business or an individual? Do you prefer or are you obligated to sell to a <strong>partner, key employee, employee group, or family member</strong>? Are you targeting a specific kind of buyer such as a <strong>supplier, competitor, or strategic business buyer</strong>? Or do you seek to sell to any buyer who has the <strong>financial and managerial capability</strong> to buy your business? Your answers will affect how you market your business.</p> <p>We’ll also discuss your <strong>after-sale objectives</strong> both for yourself and for your business. Do you want to <strong>stay involved with your business in a managerial capacity</strong> after its sale, or are you willing to remain involved over a <strong>post-sale transition period of 3-12 months</strong>? Do you prefer to sell to a buyer who plans to <strong>retain employees and cause little disruption</strong> in their lives, or are you willing to sell to a buyer with plans to merge, move, or significantly alter the business?</p> <p>Finally, we'll emphasize that while you may end up adjusting some of your objectives along the way, <strong>the outcome of this step puts your sale goal into words</strong> and sets your sale effort in the right direction.</p> <p>By the end of this episode, you'll have a clear understanding of how to define your ideal sale outcome and set specific, measurable goals that will guide you through every step of the sales process.</p> <p>So, if you're ready to take control of your business sale and achieve your ideal outcome, join us. This episode is for you.</p>
6 total episodes available
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This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
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