{"id":1630,"date":"2019-04-12T15:23:07","date_gmt":"2019-04-12T21:23:07","guid":{"rendered":"https:\/\/www.sunbeltnetwork.com\/lake-charles-la\/?p=1630"},"modified":"2022-07-22T19:04:30","modified_gmt":"2022-07-22T19:04:30","slug":"youve-found-the-right-business-time-to-make-an-offer","status":"publish","type":"post","link":"https:\/\/www.sunbeltnetwork.com\/lake-charles-la\/youve-found-the-right-business-time-to-make-an-offer\/","title":{"rendered":"You&#8217;ve Found the Right Business: Time to Make an Offer!"},"content":{"rendered":"<p><span style=\"color: #000000;font-family: Calibri\">Greg Kells of Sunbelt Business Brokers discusses the impact, rewards and stages of business ownership. This article originally appeared as part of a series called <em>At the Broker\u2019s Table<\/em> published in the Ottawa Business Journal.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-medium wp-image-1582\" src=\"\/wp-content\/uploads\/sites\/101\/2022\/07\/timetobuy.jpg\" alt=\"Time to buy\" width=\"300\" height=\"161\" \/><\/p>\n<p><span style=\"color: #000000;font-family: Calibri\">You have been looking for a business, after reviewing the documentation provided by your business broker, your meetings and discussions with the business owner and your personal visit to the business you believe that you have found the business that is right for you.<\/span><\/p>\n<p><strong><span style=\"color: #000000;font-family: Calibri\">It is now time to make a <i>conditional, non-binding offer<\/i>.<\/span><\/strong><\/p>\n<p><span style=\"color: #000000;font-family: Calibri\">Yes, now\u2026 before due diligence.<\/span><\/p>\n<p><span style=\"color: #000000;font-family: Calibri\">There is no point in wasting your time, money and energy conducting diligence on a business <\/span><span style=\"color: #000000;font-family: Calibri\">without a reasonable agreement on the price, terms, closing date, training and transition program, vendor financing, security, assets being conveyed and other issues. Accept that the recast financials and other details your broker has provided about the business are correct. You have met with the owner and had an opportunity to ask many questions about the business prior to reaching this point.<\/span><\/p>\n<p><b><span style=\"color: #000000;font-family: Calibri\">What goes into an offer?<\/span><\/b><\/p>\n<p><span style=\"color: #000000;font-family: Calibri\">Whichever its form\u2014an Offer to Purchase or a Letter of Intent (LOI)\u2014the offer will be dated and signed, provide a time frame for response and commit both parties to confidentiality. The offer will:<\/span><\/p>\n<ul>\n<li><span style=\"color: #000000;font-family: Calibri\">lay out the price and terms the purchaser is prepared to offer<\/span><\/li>\n<li><span style=\"color: #000000;font-family: Calibri\">set a date for closing, with conditions and timelines to be met before closing (and perhaps <\/span><span style=\"color: #000000;font-family: Calibri\">some for after closing) <\/span><\/li>\n<li><span style=\"color: #000000;font-family: Calibri\">specify how and when the purchase price is to be paid and under what conditions<\/span><\/li>\n<li><span style=\"color: #000000;font-family: Calibri\">set out expectations for the seller<b>&#8216;<\/b>s responsibilities after closing, such as training of the purchaser or continuing employment<\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000000;font-family: Calibri\">Your business broker will help you in drafting the appropriate terms and conditions. Our offers always have contingencies that must be met prior to closing: buyer is able to obtain satisfactory financing, buyer is satisfied financial records of the business, and buyer is satisfied with terms of lease granted by landlord are just a few. The offer then has no more enforceability than a Letter of Intent or Memorandum of Understanding. Its purpose is to set out the terms for a legally binding agreement of purchase and sale that will be subsequently drafted by the lawyers.<\/span><\/p>\n<p><span style=\"color: #000000;font-family: Calibri\">This allows the parties to negotiate, through their business broker, to reach details acceptable to both parties without spending money on legal advisers until later in the process.<\/span><\/p>\n<p><b><span style=\"color: #000000;font-family: Calibri\">About the deposit<br \/>\n<\/span><\/b><span style=\"color: #000000;font-family: Calibri\">A deposit will be required as proof of intention. The deposit will be held in an escrow account. <\/span><span style=\"color: #000000;font-family: Calibri\">And it will be refunded if the deal does not \u201cproceed to close\u201d by engaging a transaction attorney to produce the purchase documents. <\/span><\/p>\n<p><span style=\"font-family: Calibri\"><span style=\"color: #000000\">You have probably been told that in negotiation you always want the other party to make the first offer. <i>Not so in purchasing a business, where your offer serves many purposes.<\/i><\/span><\/span><\/p>\n<p><span style=\"font-family: Calibri\"><span style=\"color: #000000\"><b>The offer begins the negotiating process and indicates the seriousness of your intent<\/b>.<br \/>\nThere <\/span><\/span><span style=\"color: #000000;font-family: Calibri\">is nothing wrong with making your first offer well below the asking price, if there is one, for the <\/span><span style=\"color: #000000;font-family: Calibri\">business. You have to start somewhere. Asking your broker what the seller will take is fruitless\u2014they will not really know until the seller accepts an offer.<\/span><\/p>\n<p><b><span style=\"color: #000000;font-family: Calibri\">What to offer<br \/>\n<\/span><\/b><span style=\"color: #000000;font-family: Calibri\">When I started in business brokerage I was na\u00efve enough to think that I knew what a seller would accept. However, having had many sellers refuse offers that I thought they would take and many sellers accept offers that I believed they would refuse, I learned that my crystal ball did not work.<\/span><\/p>\n<p><i><span style=\"color: #000000;font-family: Calibri\">The only way to establish what the seller will take is to make an offer and find out.<\/span><\/i><\/p>\n<p><b><span style=\"color: #000000;font-family: Calibri\">The offer also helps us gauge the terms and conditions that you and the seller would each <\/span><\/b><b><span style=\"color: #000000;font-family: Calibri\">like.<br \/>\n<\/span><\/b><span style=\"color: #000000;font-family: Calibri\">Putting the terms and conditions you would like on paper, lets the seller then come back with <\/span><span style=\"color: #000000;font-family: Calibri\">their preferences and priorities. The offer and subsequent negotiations are done through your <\/span><span style=\"color: #000000;font-family: Calibri\">broker\u2014not directly. When the deal is done, you and the seller will have to work together for <\/span><span style=\"color: #000000;font-family: Calibri\">some period of time. You need to remain friendly and cordial. Given that you each start with <\/span><span style=\"color: #000000;font-family: Calibri\">opposing goals, you must work through your broker.<\/span><\/p>\n<p><span style=\"color: #000000;font-family: Calibri\">The offer will be conditional upon financing on terms acceptable to the purchaser and upon <\/span><span style=\"color: #000000;font-family: Calibri\">completion of due diligence\u2014financial diligence, operational diligence, market diligence, legal <\/span><span style=\"color: #000000;font-family: Calibri\">diligence, and so on\u2014to the satisfaction of the purchaser.<\/span><\/p>\n<p><b><span style=\"color: #000000;font-family: Calibri\">So, the offer is a starting point for negotiations and provides an opportunity to learn what is <\/span><\/b><span style=\"font-family: Calibri\"><span style=\"color: #000000\"><b>important to the seller.<br \/>\n<\/b>Your broker will present the offer to the seller, discuss it with them at <\/span><\/span><span style=\"color: #000000;font-family: Calibri\">length and assist them in preparing a counter offer.<\/span><\/p>\n<p><span style=\"color: #000000;font-family: Calibri\">Rarely is a first offer acceptable. Be open-minded to the seller<b>&#8216;<\/b>s concerns and do not be shy to <\/span><span style=\"color: #000000;font-family: Calibri\">put forward yours. The goal is not to beat the other side, though, but to arrive at an acceptable set of terms and conditions that will work for you <i>and <\/i>the seller.<\/span><\/p>\n<p><span style=\"color: #000000;font-family: Calibri\">Too often buyers miss out on great businesses because they are overly concerned with beating <\/span><span style=\"color: #000000;font-family: Calibri\">down the price. Keep in mind that most businesses increase revenue by 15% to 30% the first year after purchase. This is not because buyers are more experienced or know more than the seller. It is because they bring energy, a new perspective, different skills and enthusiasm to the business.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-1605 lazyloaded\" src=\"\/wp-content\/uploads\/sites\/101\/2022\/07\/greg-kells.jpg\" alt=\"Greg Kells\" width=\"108\" height=\"131\" \/><br \/>\nGreg Kells<br \/>\nSunbelt Business Brokers of Canada<\/p>\n<p>Gregory Kells, Mergers and Acquisitions Master Intermediary, Certified Business Intermediary, Life Member Institute of Business Appraisers, Certified Machinery and Equipment Appraiser, Certified Senior Business Analyst, Licensed Business\/Real Estate Broker, is President of Sunbelt Business Brokers Inc. (Canada). His focus on Sunbelt\u2019s development has made Sunbelt the premiere business brokerage in Canada. Gregory Kells is an international entrepreneur with extensive business development, marketing, and management experience. Mr. Kells started the Canadian operations of Sunbelt Business Brokers in 2002 and in addition to opening 27 offices in Canada he is developing business brokerage in 10 other countries.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Greg Kells of Sunbelt Business Brokers discusses the impact, rewards and stages of business ownership. This article originally appeared as part of a series called At the Broker\u2019s Table published in the Ottawa Business Journal. You have been looking for a business, after reviewing the documentation provided by your business broker, your meetings and discussions [&hellip;]<\/p>\n","protected":false},"author":16,"featured_media":11680,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[48],"tags":[],"class_list":["post-1630","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>You&#039;ve Found the Right Business: Time to Make an Offer! - Sunbelt of Lake Charles<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.sunbeltnetwork.com\/lake-charles-la\/youve-found-the-right-business-time-to-make-an-offer\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"You&#039;ve Found the Right Business: Time to Make an Offer! 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