Buying your own business can be a complicated procedure... 
  
Throughout the buying process, it's important to keep an open mind while searching for a business that will fit your needs, talents, skills and lifestyle. A business broker has many different types of businesses for you to consider; however, you need to remember that there is no such thing as that "perfect" business. Another vital thing to keep in mind is that at some point you must be able to make the "leap of faith" that separates you from being a "looker" to a "doer." This isn't easy, but it must happen if you are ever going to be in business for yourself.
   
Following are some of the most common topics and questions frequently brought up by buyers. If you have any questions that we have not covered please don't hesitate to contact us.

Tips for Buying the Right Business Right

1. Buy a business you like.  Although profitability is important, you will risk making a terrible mistake if you do not buy a business that you like.  Often, people who buy hastily without considering personal satisfaction later sell their businesses at a loss.  Will you be proud to own the business?  If you are not sure, do not buy that type of business.
2. Be flexible.  We advise our clients to be open to all sorts of businesses.  Do not lock your self into one type of business.  If you lock into only one type of business, it will take you much longer to find a business to buy.  Examine the following categories: retail, service, manufacturing, wholesale, distribution, restaurant, business.  First, decide if there are any categories that you do not want to be in, then focus on the remaining categories.
3. Do not expect much financial information.  Do not expect “traditional” financial information from the owner of a privately owned business.  The only accounting required of a privately owned business is filing tax returns, which are prepared to report the lowest possible tax liability.  There are other ways to verify cash flow later.
4. Consider chemistry.  This may seem like an unusual recommendation, but we tell our clients to forget about buying a business if they do not like the current owner.  The buying process is a long and somewhat complicated one -- it is imperative that the buyer and seller work through it together.
5. Go with owner financing where possible.  The owners of the businesses will finance part of the purchase.  With owner financing, you can feel secure in believing the owner’s representations as to income and expenses, and you have a remedy if there are any problems after closing.  It also gives you a “silent partner” with a personal stake in you success.
6. Make an offer before you have seen all of the financial and other business records of the business.  It is simply not possible to know everything about a business before you make the initial offer.  The offer does not commit you to the business, but it does let the seller know you are serious.
7. Stay calm.  Buying a business can be like dating.  You’ve got so many emotions going    – do you like the business, does the owner like you, is this feasible, what does my family think, etc. – that you’re bound to get a little flustered.  Keep your wits about you; you will need them.  Remain calm, and negotiate your offer with quite reflection and reasoned discussions.  As you go through negotiations, always use this simple formula: Cash Flow Available minus Annual Payments to Owner = $$$ for you and your family.  If at any time during the negotiations this formula does not result in enough money for you and your family, stop.
8. Investigate the business.  Once the owner has accepted your offer, the real work begins.  Verify cash flow and identify any hidden problems.  If you see red flags in either of these areas, change or terminate your offer.  There should be stipulations in your offer that allow for this.
9. Close quickly.  Once the deal is made, try to close as quickly as possible.  You do not want owner to have second thoughts or news of the sale to leak out to employees, suppliers and clients.  

THE 90% RULE:  FACTS ABOUT BUYERS

• 90% of all buyers are first-time buyers.  In other words, they have never been in business before.
• 90% of all buyers will finance the purchase of their business.
• 90% of all buyers do not know what kind of business they want or best serves their needs.
• 90% of all buyers are terrified and/or uneducated in the business buying process.
• 90% of all sales will be financed by the seller.
• 90% (or more) will not buy the business that was advertised or the one that they called in on.

Advantages of Buying an Existing Business

• Actual results rather than pro-forma.

• Immediate cash flow.

• Trained employees in place.

• Established suppliers and credit.

• Established customers and referral business.

• Existing licenses and permits.

• Training by the seller.

•  The availability of owner financing.