Selling Businesses - Acceleration & Deals Maker

This course builds on your foundation to help you close more profitable transactions. Learn advanced deal structuring, negotiation strategies, and how to handle complex listings so you can confidently grow your business brokerage income.

Purchase

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

$497.00
165 lessons
0 hours of video content

Discover your potential, starting today

Enroll today

Selling Businesses - Acceleration & Deals Maker

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

MODULE 8 - HOW TO CREATE A HIGH-LEVEL CIM

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