Here are some steps you can take to make sure you are working with someone that will guide you through the process of selling your business:

1. Check the broker’s experience and ask specific questions about theit last few successful transactions. Does the broker tend to work with the buyer or seller? What went right and what went wrong during their last similar-sized transaction? Can you talk to his/her last business owner customer as a reference? How long has your broker been selling businesses in the local area on a full-time basis? And don’t just look at the name of the brokerage company – many larger firms are successful based on the work of just a few agents. The rest of the agents tend to wash through an organization in less than a year.

2. Check the broker’s website and marketing collateral. How are their brochure and website? If the broker does not have a website, they are far behind the times. The internet has become the broker’s primary method of finding prospective buyers for your business. Is the site well written, attractive and easy to navigate or is a ‘do-it-yourself’ job? If a brokerage hasn’t invested in a decent website and professional brochures, they will not invest their own ongoing education or the advertising necessary to attract a buyer for your company.

3. Ask about the broker’s membership in professional business sales organizations and his/her state licenses as needed to market businesses for sale. A membership an appropriate local or national professional association means the broker was committed enough to this profession that he/she spent the time and money to maintain his membership. Having a real estate license is required in many states for business brokerage, and although important legally, it does not mean the broker’s focus is the sale of businesses. Do your homework to be sure the broker specializes in business sales and not residential or commercial real estate.

4. Agree on the listing price before you sign the marketing agreement. Your broker should be able to explain the most customary valuation techniques for your industry and have data on comparative sales for your review. A good broker will give you an opinion of value before asking for a marketing agreement.

5. Don’t fall for the ‘broker tricks of the trade’. If a broker tells you he/she has a buyer for your business without first really getting to know your firm, be wary. If a broker tells you he/she can get your asking price or more on after a brief meeting, be skeptical. And if a broker requires any upfront payment, be afraid.

VR is a merger and acquisition and valuation firm positioned to facilitate your company’s M&A activity. VR provides a range of specialized professional services to middle market companies that most business brokers or small office M&A firms cannot. These high level services are typically found in much larger investment banks and M & A firms that charge very large up front fees. At VR, we believe that our compensation should be primarily based upon the success of our intermediary services. Because of that, you will not be pitched exorbitant packaging fees from salespersons at seminars. Rather, you will work closely with one of our principals whose income is dependent upon their ability to properly package, market, and sell your company. Our financial success is directly tied to successful management of your transaction.

Middle market companies with revenues from $2 million to $75 million, which comprise our core M&A work, need and deserve the same level of service that large firms can access. Therefore, our selling process is very similar to what you may expect from a large investment bank. Valuation, packaging, marketing, negotiation, transaction management, and managing expectations are all key elements of a successful transaction. We work with your professional advisors, and we help you achieve a transaction structure that meets your goals and objectives. Our motto is “Adding value through seamless transaction management”.

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