Mar 20, 2020
How do you sell your business for maximum value? Robert Hirsch from Freedom Factory, discusses the Secrets of Selling Your Business for Maximum Value".
Listen to the podcast, watch the video, or read the transcript below.
Additional Videos From Freedom Factory
Transcript of Podcast
What are the Secrets of Selling Your Business for Maximum Value?
Hi, it's Robert Hirsch from Freedom Factory. And I wanted to talk to you about a really important subject. And these are really the secrets of selling a business for maximum value. And so, at Freedom Factory, we do a lot of the work for you in terms of what it takes to be able to sell your business.
And we have a great partnership, and I'll get into that in a little bit, but more than anything else what we do is help you craft your best story, and when you're crafting a story, it needs to make sense to buyers. It needs to make sense on why you're selling, why you started it, why the business has grown.
What are your sustainable competitive advantages or your key differentiators in the marketplace? Some people call that unique selling proposition, but we need to create a story that answers more questions than it creates. When you create stories buyers hit the brakes and it slows down. As we've talked about a lot, time kills all deals. So it's really working with the right broker that's going to help you craft that story. Also, when you're selling your business, be super authentic and true to who you are. We're in my backyard now in the mountains of Colorado, and it is a gorgeous, yet slightly chilly all day. I was up here and we're thinking about it. I'm answering these emails and I'm like, . Why don't I just go outside and shoot a video and I'm not in the office. I put on a sport coat because it was cold. But I get to authentically be myself. And when you're authentically yourself, people can feel it and hopefully you feel that now.
And when you're selling your business, we want to make sure your buyers feel that. That's unbelievably important. And so I often talk about when you pick a broker, it's a partnership. You need to make sure the business is going. The number one reason that deals fall apart is because something changes. Your sales drop off a cliff. You don't hit your projections, et cetera, et cetera, et cetera.
You want to make sure that every time you give a buyer a set of
projections, you need to have an already hit. I speak virtually,
but you want to make sure that you're going to hit it otherwise,
just be a little less optimistic. But we want to create a track
record of success with our buyers where we systematically exceed
their expectations. I've had sellers tell me at the end, they say,
Robert, this is my best sales month ever. Do I really want to sell
it? And I'm like, Huey, this is exactly the time to sell it. You're
on a high, you're on the home stretch, you're selling it for
maximum value. And this is just making the buyer feel more
comfortable with their decision.
And not only are you getting paid once, but you're getting paid once, plus your multiple, right?
So if you sell it once, you get the money from that. If you sell it on a four times multiple, you're actually making five times that. It's great. These are the best problems to have. When you have a business broker, you want to make sure that you find the best one that's going to be able to drive the most value. We've taken businesses and been able to reposition them. We've been able to recast their financials. We've been able to literally over triple the selling price of the business to what they expected coming in from their EBIDTA.
This is really different than a realtor or a broker for real estate. Ultimately when you're selling real estate, you're limited by the appraisal value. So even if you have the greatest broker in the world, it's not going to make that much of a difference compared to at an average broker, maybe five or 10% but when you're talking about doubling or tripling your price, you need to take all the information that's available to you. Put it together. Find the right partner, and then go to market together.
The broker, he or she is going to be selling your business. And that's all we do here at Freedom Factory. You the entrepreneur, are going to be running your business and making sure that we stick the landing to drive it through to a successful completion. If you have questions on this or anything like it, why don't you give us a call here at Freedom Factory? We'd love to talk to you about it. I'm Robert Hirsch. Thank you so much for spending your valuable time with us and we'll talk to you soon.
Also, Follow Freedom Factory here
Best Business Brokers- video portfolio
Available on Youtube: