November 25, 2020  
 
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How to Sell to a Business

 

Selling a Family Restaurant

Market shifts affect business values and the family restaurant market has been exceptionally volatile. Here's what you'll need to know to sell a family restaurant during challenging economic times.

We hear it all the time: "I'm waiting until the economy recovers to list my business."
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Success is a factor of preparation, execution and a keen eye for the market. As a business seller, you need to go into the process with the mental goal of presenting your business in the best possible light.

Buyer Concessions

Sellers aren't the only ones who can make concessions in a business sale. In many instances, sellers can request buyer concessions. For example, if the buyer needs seller financing, you can leverage a five-year loan to push for a higher sales price. Although you won't see all of the proceeds upfront, you'll earn interest on the balance and realize a higher price than you would in an all cash deal. Like seller concessions, buyer concessions should be addressed during negotiations, before the preparation of a Letter of Intent.

Leveraging External Resources

Rarely, if ever, do owners sell a family restaurant without outside assistance. Brokers can be an important resource for your sale, especially if you are unfamiliar with the business-for-sale marketplace. Additionally, you may want to hire professionals for legal, valuation and other functions before you put your business on the market. The benefit of soliciting outside assistance early is that seemingly small decisions now can have big consequences later. By consulting professionals throughout the sale of your family restaurant, you can avoid painful tax and legal complications both before and after closing.

Preparing for What's Next

So you've decided to sell your family restaurant. That's great -- but have you considered what's next? Are you moving on to another business venture? Are you retiring? many sellers find themselves ill-equipped to handle life after their business and fail to understand that their future plans can influence the sale process. We frequently encounter business sellers who haven't thought enough about their futures to know whether certain concessions (e.g seller financing) are a real possibility. As a result, they make bad decisions during the sale and experience less-than-optimal outcomes.

More Exit Planning Articles

Given your interest in exit planning and in family restaurants, you might find these additional resources to be of interest.

Marketing a Family Restaurant

Why Hire an Exit Planning Consultant

Terms of Investment Banking Agreement

Role of Location In Selling a Business


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