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The Six-Figure Business Broker
Getting Started
Introduction (6:59)
Getting Setup to Work as a Business Broker (11:16)
Documents
Working With Buyers
What Buyers Want (3:09)
The Keys to Working With Buyers (8:57)
First-Time Buyers (17:12)
Working With Experienced Buyers (5:19)
Procedure to Follow While Working With Buyers
Call Buyers Immediately
Qualify Your Buyers (12:22)
Search for Businesses (8:56)
Have Buyers Sign an NDA (5:02)
Send Buyers The Initial Information (24:06)
Contact The Listing Agent
Don't Lose Buyers by Ignoring Them
Push for an Offer (5:22)
Arrange a Showing (11:19)
How to Set a Business Offer Price (8:57)
Submit an Offer (11:31)
Do Buyers Need an Attorney (2:22)
Due Diligence and Pre-Closing Matters (36:47)
Working With Buyers Who Need a Visa (6:19)
Working With Buyers Who Need Financing (7:35)
Assisting Buyers With Purchasing a Franchise (1:58)
Working With Sellers
Prepare for the Listing Appointment
Take Your Time With Sellers to Gain Their Trust
Listing Businesses is the Key to Brokering Success
Procedure to Follow When Working with Sellers
Answer Your Telephone or Miss Out on Sales
Evaluate Whether You Want the Listing
Get a Signed Listing Agreement or Retainer Agreement (14:27)
Gathering The Necessary Information For a Valuation (5:06)
Earnings Recast (5:25)
Setting a Business Value For Sellers (22:02)
Sellers Who Give Terms Are More Likely to Sell (4:05)
Unreported Cash Revenue (7:21)
Sellers Always Price Too High
Get Your Listings Prequalified for SBA Financing (4:29)
Create an Offering Memo (5:01)
Advertise and Market The Listing
Keep an Open Line of Contact With Your Sellers
Easy vs. Difficult Businesses to Sell
Prequalify Buyers Before Meeting Your Sellers
Agency and Representation (6:19)
Make Counter-Offers Quickly
Due Diligence (10:20)
What to do if Due Diligence Doesn't Go Well
After Due Diligence, Before Closing
Post Closing Buyer Training
Marketing and Sales
How Many Businesses do You Have to Sell (9:06)
Sell Existing Listings
Advertise House Listings
Get Listings
Postcards And Letters
Website, SEO and Google AdWords
Network
In Closing
Final Thoughts
Postcards And Letters
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