The Biggest Lie You Have Been Told As A Business Broker

Posted by Carl Gould on April 05, 2011
business, entrepreneur, marketing, small business owner

“If I help the business owner improve his business, s/ he won’t want to sell.”

When a business owner decides they are going to sell, they also emotionally check out.  Isn’t it in your best interest to help the business owner get the most out of the transaction? They are leaving anyway, so wouldn’t it make sense to help them clean up their books and help their business command a higher purchase price? Cleaning up the books in a business prior to selling is akin to…

Cleaning up your car before you sell it.

Painting the house before you list it.

Waxing and polishing a boat before you wheel it out to the corner for prospective buyers to inspect.

Would you want these items to look dirty and run down? Would that command the highest price and fastest sale? You want whatever you sell to look its best so you can sell quickly and command the highest price, wouldn’t you?

Business brokers, consider offering business coaching and consulting to your service offerings so you can help business owners maximize their salability prior to listing.

 “Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC (, the farthest-reaching business mentoring organization in the world. Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His latest book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level”. Gould is also the author and creator of The 7 Stage Turnaround Process (  7 Stage Consultants help business owners grow their sales, increase their cash flow and lower their expenses using a proven method of business growth strategies.  To learn more about our Consultants, go to


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