Selling A Business
The Top 5 Myths of Selling a Business in Florida
Running a business is hard work, but selling a business can be just as hard.
If you’re like the majority of business owners out there, you have some preconceived notions of what goes into selling a business. Some of these notions are daunting and may be preventing you from making the leap to sell.
These same notions, though, may not be true at all. They may be myths.
To dispel these notions and calm your nerves, here are the top five myths of selling a business and what the actual reality is.
1. I Can Only Sell When the Market is Doing Well
One of the biggest myths business owners have is they should only sell when the market in general, or their specific industry, is “doing well.” They feel they will only get top dollar (or any dollar) for their company in a good state.
This simply isn’t true, though. Buyers will base their purchasing decisions on how your company is doing in relation to the industry, and what your company’s potential for success is.
Even if your industry isn’t doing as well as it has in the past, your company could still be very valuable. If, for example, you own proprietary technology, are very profitable and could grow even more substantially with investment, then how your industry is performing as a whole doesn’t matter so much.
2. I Will Receive What I Want for My Business
The second biggest myth is you will receive your asking price. Unfortunately, this just isn’t likely.
The sale of a business is a lot like a real estate transaction – there is a valuation that occurs on both sides, and a negotiation that takes place to arrive at the final price.
Commonly-accepted data suggests most companies won’t receive greater than 90 percent of their asking price in the sale of their business. You should keep this in mind when you first set out to sell. If it only makes sense for you to sell at your asking price, then it might not be realistic for you to sell at this time.
3. My Business Will Sell Quickly
Once you’ve made the decision to sell your business, you’d like to get it sold as quickly as possible. But expecting something to happen in a week, two weeks or even a month is probably unrealistic.
Are there cases where businesses sell that quickly? Sure, but the more common rule of thumb is a small business will take anywhere from six months to a year to sell.
It takes that long because you need to find a buyer who can not only afford to purchase your business but who is the right fit for you. While there are certainly those people out there, they aren’t as abundant as you might like. And once you finally find that right buyer, it takes time to negotiate and finalize the completion of the sale.
4. I Shouldn’t Worry About the Buyer’s Financing
You might not think so, but how your buyer intends to finance the cost is indeed a concern of yours. If your buyer has trouble securing financing, for example, then the sale could fall through.
Again, let’s make a comparison to real estate. When you sell a home, you are presented with an offer from potential buyers that includes not only the price they’re willing to pay, but how they intend to pay for it. A buyer who is paying all cash for your home (and can prove they have the funds) is a much more solid buyer than one who intends to get an FHA mortgage, for example.
In the same vein, people who intend to purchase your business with all cash are more attractive buyers from a financial standpoint than those who require financing. Because those people are rare finds, though, you could possibly help facilitate a deal by assisting the buyer in securing solid financing.
5. I Need to Leave the Business Once I Sell
The final top myth about selling a business is that once you sell, you will no longer have anything to do with the business.
When you sell your business, you do not have to sell the entire entity. In fact, you could choose to sell just a share of your business, and even retain a controlling stake if you want.
There are plenty of buyers who simply want to invest in good businesses that provide solid returns. They don’t want to be the person who runs the business, opting instead for contributing their thoughts in the decision-making process and providing funding to help the business achieve new goals.
You could even go the opposite route – selling the controlling interest in your company but remaining on in an advisory capacity and still having a stake in what you’ve built.
When you are making the decision to sell your business, keep these five myths in mind. Heeding the reality of each will help you be better prepared to sell your business for top dollar and make the entire process much more pleasant.
Sunbelt Business Brokers of West Palm Beach can help you prepare to sell your business in South Florida, guiding you from listing to closing. If you’re considering selling your business, get in touch with us today for a confidential, no obligation conversation.
