In This Issue:

Should I Sell My Business Now?
Overcoming Common Objections:  Part 2

Should I Sell My Business Now?

Overcoming Common Objections:

Part Two

As we introduced to you in the last Exit Planning Navigator® newsletter, the common objections that tend to hold back owners from selling their businesses are usually based upon some combination of the following:
  • The business isn't worth enough to meet my financial needs.
  • The employees (or customers) will leave when they discover I'm trying to sell.
  • I will be required to work years for a new owner.
  • The sale process will take too long and cost too much.
  • Given the tax bite on sale proceeds, it makes more sense to stay, enjoy the cash flow and get paid over time.
  • What will I do after I sell and leave the business? This business is my life!

We previously looked at the first two common objections that can influence your timing on selling your business - determining business value and losing employees or customers before you sell. We will follow up on this discussion by looking at the remaining common objections that can affect your decision to cash out of your business and move on to the next stage of your life.

I Will Be Required To Work Years For A New Owner
If one of your Exit Objectives is to leave the business as soon as possible, it is important to make that objective known to your Exit Planning Professional and it will be a prerequisite of any sale. That objective will determine which type of buyer you should seek. There are categories of buyers who typically do not require the former owner to remain with the company beyond a short transition time period - usually no more than a few months - provided your management team is strong.
The Sale Process Will Take Too Long And Cost Too Much
Cost, of course, is a matter of perspective. But the only way for you to make the determination whether the sale process is too expensive or not is to discuss costs and expenses with your advisors before you hire them. It usually takes from six to eighteen months to sell your business. The more you know, the better prepared your company can be for sale. Better preparation on your part can mean less time and expense on the part of your advisors.

...exiting a business can end up uncovering new & exciting opportunities.....

Given The Tax Bite On Sale Proceeds, It Makes More Sense To Stay, Enjoy The Cash Flow And Get Paid Over Time
With proper tax planning, Uncle Sam's cut of the sale proceeds can be minimized so that you are in a better position to meet your financial and personal objectives upon your exit from your business. But planning - and implementation - can take years to be fully effective. Delays in beginning to plan works to reduce time available and can increase taxes.
What Will I Do After I Sell And Leave The Business? This Business Is My Life!
For many business owners, the old "fire in the belly" is gone, but there is nothing to replace it. So many hang on to their businesses, willing to accept what they know because they fear that the unknown may be even worse. Yet, many owners don't know what they will do when they exit. In the words of a real-life business owner who faced this dilemma; however, exiting a business can end up uncovering new and exciting opportunities for owners to pursue after the sale.
"Doing the same thing every day was getting old. I wanted to do something new and different and the buyer I chose (one of six) presented that new and different opportunity," said Wayne Berger, former business owner whose story of cashing out of his business is shared in the new book Cash Out Move On, by John H. Brown and Kevin M. Short, published January 2008.
Final Thoughts
Certainly, the decision to sell the business you created and nurtured is an intensely personal decision. No one is more qualified to tell you what to do with the rest of your life than yourself, especially when it comes to the decision to sell your business. The fear of the unknown is natural, but you do not have to venture on this journey alone. Our office is available to help guide you through the process of preparing for the biggest financial event of your life. We can help you review all of the factors associated with exiting your business and work to help remove the common roadblocks you may be facing, while addressing all of your personal and business objectives.


nav bottom header 
Subsequent issues of Exit Planning Navigator® discuss all aspects of Exit Planning. If you have any questions regarding the Exit Planning process, please contact Kevin Short, Managing Director (