Selling Businesses - The Manual for Realtors@

Selling Businesses - The Manual for Realtors@ - Intermediary Level

Deep Dive into business brokerage. Deepen your knowledge in valuation, add-backs, multiples, negotiation, and closing complex transactions. Ideal for those who want to work confidently at the intermediate level.

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Course curriculum

1. FORWARD
1. Introduction
2. Lesson 1 - The Retiring Owner
3. Lesson 2 - The Burned-Out Owner
4. Lesson 3 - The Serial Entrepreneur
5. Lesson 4 - The Underperforming or Struggling Owner
6. Lesson 5 - The Partnership Dispute Seller
7. Lesson 6 - The Health or Personal Circumstance Seller
8. Lesson 7 - The Real Estate Motivated Seller
9. Lesson 8 - The Unprepared Seller
10. Lesson 9 - The “Test the Market” Seller
11. Conclusion
12. QUIZ — Types of Sellers
1. Introduction
2. Lesson 1 - Demographics: The Baby Boomer Sell-Off
3. Lesson 2 - Lending & Capital Accessibility (Especially SBA Financing)
4. Lesson 3 - Technology Adoption & Automation
5. Lesson 4 - Industry-Specific Trends & Cycles
6. Lesson 5 - The Rise of Remote & Online Buyers
7. Lesson 6 - Supply & Demand Imbalances
8. Lesson 7 - Regulatory & Licensing Shifts
9. Lesson 8 - The Increasing Professionalization of the Industry
1. Introduction
2. Lesson 1 - Why Packaging the Business + Real Estate Is So Profitable
3. Lesson 2 - When Should a Business + Real Estate Be Packaged Together?
4. Lesson 3 - When NOT to Package Them Together
5. Lesson 4 - How to Value Business + Real Estate Packages
6. Lesson 5 - How to Create a Professional Combined CIM + Offering Memorandum
7. Lesson 6 - Marketing Combined Offerings
8. Lesson 7 - Negotiating Combined Deals
9. QUIZ - Packaging Business + Real Estate in a Single Listing
1. Introduction
2. Lesson 1 - Your Positioning Statement (Your Unique Value Proposition)
3. Lesson 2 - Lead Sources Exclusive to Hybrid Brokers
4. Lesson 3 - Your Hybrid Marketing Channels
5. Lesson 4 - Marketing Messaging Examples
1. Introduction
2. Lesson 1 - When and How You Earn Double Commissions
3. Lesson 2 - Example Commission Breakdown
4. Lesson 3 - How to Present This to the Seller
5. Lesson 4 - How to Document Double Commissions
6. Lesson 5 - How to Handle Buyer Representation
7. Lesson 6 - When to Keep the Deals Technically Separate
8. Lesson 7 - Hybrid Case Studies (Real-World Scenarios)
9. Lesson 8 - Building a Hybrid Practice (Systems, Tools, Automation)
10. QUIZ - Double Commission - Deal Structures
1. Introduction
2. Lesson 1 - What Is the Valuation Stack?
3. Lesson 2 - Building a Defensible Valuation Report: What to Include and How to Present It
4. Lesson 3 - Presentation Tips: How to Deliver the Report Effectively
5. Lesson 4 - Communicating Valuation to Sellers: Managing Emotions and Objections
6. Lesson 5 - Explaining Valuation to Buyers: Gaining Trust and Reducing Negotiation Friction
7. Lesson 6 - Avoiding Valuation Mistakes: The Biggest Errors Brokers Make and How to Prevent Them
8. QUIZ - Valuation Mastery
1. Introduction
2. Lesson 1 - The Mindset of a Top Listing Agent: How Business Brokers Really Win Listings
3. Lesson 2 - Prospecting for Listings: Building a Consistent Deal Flow Engine
4. Lesson 3 - Creating Your Broker Pipeline: Systems, Tools, CRM Setup & Daily Workflow
5. Lesson 4 - Scripts That Convert: Cold Calling, Warm Calling, Email Templates & LinkedIn Messaging
6. Lesson 5 - The Referral Engine: How to Build a Network That Sends You Listings Automatically
7. Lesson 6 - Pipeline Follow-Up Mastery: The System That Converts Leads Into Listings
8. Lesson 7 - Conversion Seller Meeting
9. Lesson 8 - The Seller Intake System: What You Must Collect Before Going to Market
10. QUIZ - Listing Acquisition Systems
1. Introduction
2. Lesson 1 - CIM Fundamentals
3. QUIZ - CIM Fundamentals
1. Introduction
2. Lesson 1 - The Full Listing Acquisition Flowchart (End-to-End Overview)
3. Lesson 2 - Launching the Listing: Market Release Strategy, Buyer Targeting & Momentum Building
4. Lesson 3 - Writing Ads That Attract High-Quality Buyers Without Revealing Confidentiality
5. QUIZ - Listing Preparation & Flow Guidelines
1. Introduction
2. Lesson 1 - The Goals of Buyer Inquiry Management
3. Lesson 2 - The 4 Buyer Types You Will Encounter
4. Lesson 3 - Your 5-Step Buyer Inquiry Workflow
5. Lesson 4 - Buyer Qualification Criteria (Detailed)
6. Lesson 5 - The Script for the First Buyer Call
7. Lesson 6 - Red Flags That Disqualify Buyers
8. Lesson 7 - How to Handle Common Buyer Questions
9. Lesson 8 - How to Maintain Control of the Buyer Relationship
10. Lesson 9 - Tracking Buyers in Your CRM
11. Lesson 10 - Managing Buyer Inquiries (Deep Dive)
12. Lesson 11 - Handling Buyer Communication & Objections
13. QUIZ - Managing Buyer Inquiries
1. Introduction
2. Lesson 1 - The Purpose of the Buyer–Seller Meeting
3. Lesson 2 - Preparing the Buyer for the Meeting
4. Lesson 3 - Preparing the Seller for the Meeting
5. Lesson 4 - Choosing the Meeting Format
6. Lesson 5 - The 6-Step Buyer–Seller Meeting Structure
7. Lesson 6 - Questions Buyers Typically Ask — And How to Manage Them
8. Lesson 7 - Coaching the Seller to Avoid Deal-Killing Behavior
9. Lesson 8 - How to Redirect Inappropriate Buyer Questions
10. Lesson 9 - After the Meeting: Follow-Up Strategy
11. QUIZ - Buyer & Seller Meetings
1. Introduction
2. Lesson 1 - Your Role in Driving Offers (It’s Not Passive)
3. Lesson 2 - The 4 Stages a Buyer Must Move Through Before Making an Offer
4. Lesson 3 - Creating Urgency Without Pressure
5. Lesson 4 - The LOI Funnel: Your Step-by-Step Process for Driving Offers
6. Lesson 5 - Scripts for Moving a Buyer Toward an LOI
7. Lesson 6 - LOI Templates: What a Buyer Needs to Include
8. Lesson 7 - Common Buyer Hesitations & How to Overcome Them
9. Lesson 8 - Red Flags: When NOT to Push for an offer
10. Lesson 9 - Momentum After LOI Submission
11. QUIZ - Driving Offers
1. Introduction
2. Lesson 1 - The Ideal Structure
3. QUIZ - String Offers
1. Introduction
2. Lesson 1 - Negotiation in Brokerage Is Not Buyer vs. Seller — It Is Fear vs. Clarity
3. Lesson 2 - The Broker’s Role in Negotiation
4. Lesson 3 - The Mindset of a Professional Negotiator
5. Lesson 4 - The Four Stages of Negotiation in Business Brokerage
6. Lesson 5 - Tools That Strengthen Your Negotiation Position
7. Lesson 6 - The Four Words That Improve All Negotiations
8. Lesson 7 - How to Keep Control Without Dominating
9. Lesson 8 - Common Negotiation Mistakes New Brokers Make
10. Lesson 9 - Negotiation Scenarios & Scripts (Part 1)
1. Introduction
2. Lesson 1 - Purpose of Due Diligence
3. Lesson 2 - Setting Expectations Immediately After LOI or Offer
4. Lesson 3 - The Broker’s Control Over the Due Diligence Timeline
5. Lesson 4 - The Three Phases of Due Diligence
6. Lesson 5 - Managing Seller Emotions During Due Diligence
7. Lesson 6 - Managing Buyer Overreach
8. Lesson 7 - Document Control & Information Flow
9. Lesson 8 - Weekly Due Diligence Check-Ins
10. Lesson 9 - Maintaining Deal Momentum
11. Lesson 10 - When to Bring in Specialists (CPA, Attorney, Lender)
12. Lesson 11 - How Deals Die — and How You Prevent It
13. Lesson 12 - Industry-by-Industry Due Diligence Checklists
14. QUIZ - Due Diligence Deep Dive
1. Introduction
2. Lesson 1 - Steps & Strtucture
3. Lesson 2 - Industry-Specific Deal Structures
4. QUIZ - Closing the Deal
1. Introduction
2. Lesson 1 - Restaurants & Food Service
3. Lesson 2 - Home Services (High Demand Industry)
4. Lesson 3 - Automotive: Repair Shops, Transmission Shops, Tire Centers
5. Lesson 4 - Medical, Health, and Wellness Businesses
6. Lesson 5 - Retail Businesses
7. Lesson 6 - Construction & Trades
8. Lesson 7 - Logistics & Transportation
9. Lesson 8 - E-Commerce & Online Businesses
10. Lesson 9 - Industry Case Studies (Deal Walkthroughs)
1. Introduction
2. Lesson 1 - LOI (Letter of Intent)
3. Lesson 2 - NDA (Non-Disclosure Agreement)
4. Lesson 3 - Buyer Profile & Qualification Form
5. Lesson 4 - CIM (Confidential Information Memorandum)
6. Lesson 5 - Listing Intake Form
7. Lesson 6 - Recast Financial Worksheet
8. Lesson 7 - Broker Scripts (Professional Dialogue Templates)
9. Lesson 8 - Due Diligence Checklists (Industry-General)
10. Lesson 9 - Deal Management Templates
11. Lesson 10 - Seller Scripts (Core Conversations Every Broker Must Master)
12. Lesson 11 - Buyer Objection Handling Scripts
13. Lesson 12 - Compliance Scripts (What Brokers CAN & CANNOT Say)
14. Lesson 13 - Flowcharts for Brokers
15. Lesson 14 - Additional Tools
1. How to Advance in Your Career
1. Meet the Author

About this course

$467.00
165 lessons
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Selling Businesses - The Manual for Realtors@ - Intermediary Level

Course curriculum

INTRODUCTION

MODULE 1 — TYPES OF SELLERS AND THEIR MOTIVATIONS

MODULE 2 — UNDERSTANDING MARKET FORCES & INDUSTRY TRENDS

MODULE 3 — PACKAGING BUSINESS + REAL ESTATE IN A SINGLE LISTING

MODULE 4 - HYBRID MARKETING & LEAD GENERATION

MODULE 5 - DOUBLE-COMISSION DEAL STRUCTURES

MODULE 6 - VALUATION MASTERY

MODULE 7 - LISTING ACQUISITION SYSTEMS

MÓDULO 8 - COMO CRIAR UM CIM DE ALTO NÍVEL

MODULE 9 - LISTING PREPARATION & FLOW GUIDELINES

MODULE 10 - MANAGING BUYER INQUIRES: Screening, Qualifying & Controlling the Process

MODULE 11 - BUYER-SELLER MEETINGS: How to Prepare, Facilitate & Protect Both Sides

MODULE 12 - Driving Offers: How to Create Urgency, Guide Buyers, & Increase LOI/Contract Submission Rates

MODULE 13 - UNDERSTANDING STRONG OFFERS

MODULE 14 - NEGOTIATION FUNDAMENTALS

MODULE 15 - DUE DILIGENCE DEEP DIVE

MODULE 16 - CLOSING THE DEAL

MODULE 17 - DEEP DIVE INTO MAJOR INDUSTRY CATEGORIES

MODULE 18 - TEMPLATES, SCRIPTS & CHECK LISTS

FINAL CONSIDERATIONS & NEXT STEPS

ABOUT THE AUTHOR

About this course

Discover your potential, starting today