B904: The Resource Handbook for Business Brokers

The Business Broker's Resource Handbook

by Tom West and Ron West
Copyright 2006, 252 pages, paperback with CD-ROM
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The most extensive and complete resources handbook for the Business Brokerage Industry in the United States today.

This book is written by Tom West the most knowledgable business broker in the country, founder and long-time president of the International Business Brokers Association and generally considered to be the father of modern business brokerage in the United States today.

This first edition is guaranteed to be must-reading for any business broker and anyone considering entering the business brokerage industry. It is loaded with inside information not available anywhere else. An unprecedented look behind the scenes of an entire industry.

This Handbook includes a CD-ROM with 39 different forms and information sheets specifically needed in the business brokerage industry! Each form is provided in duplicate as either a Fill-in-the-Blanks on your computer or print first and Fill-in-the-Blanks by hand. Either way, the forms can even be customized with your own business heading information. This CD by itself is well worth the price of this superb Handbook!

Chapters in this Business Brokerage Handbook include:

The Listing Process - Contains all sorts of information including sample document wording, seller letters and postcards, seller brochures, forms and checklists.

The Buying Process (Buying a Business) - Similar to the information contained in the Listing Process but focused on all of the buyer side of the sale necessary put the deal together.

Closing the Sale - Critical information for actually closing a sale and earning the commission. Includes everything from Purchase Offers, Confidentiality Agreements, Term sheets, Letters of Intent to the actual clauses needed to complete a solid Purchase and Sale Agreement.

Pricing and Valuation Topics - The basic methods of valuation are reviewed with an emphasis on the most popular Seller's Discretionary Earnings Method used by most business brokerage firms.

Business Brokerage Issues - This extensive section of the Handbook covers all aspects of the business brokerage profession including (for example); licensing, corporate stock vs. asset sale issues, various other legal issues, forms, sample wording, and sample business letters.

Benchmarking the Business Brokerage Office - This is a goldmine of information for those considering getting into the business brokerage profession and existing brokers who want to see how they are doing relative to their competition! Many charts, statistics and other data that make up a business brokerage business. Topics covered include (for example):

Number of Closed Deals
Commissions Earned
Number of Agents in an Office
Number of Listings
Number of Potential Buyers
Office Expenses
Commission Rates
Subjective Office Factors
Income Calculator Worksheet
A Model Office
The Typical Business Broker
What Businesses Sell
Operational Checklist
Attributes of a Five-Star Office
Information You Should Know (about your inventory)

This Handbook also contains an interactive CD with many forms and checksheets (approximately 45 different items) for your use and customization, such as:

Listing Agreement
Listing Letter Agreement
Amendment to Listing Agreement
Corporate Resolution of Authority Form
Retainer Agreement
Seller's Acknowledgement Form
Seller's Businesss Disclosure Form
Request for Addition Information
Pre-Listing Checklist
Marketing Checklist
Seller's Estimated Proceeds Worksheet
Selling Postcard/Sold Postcard
Buyer Acknowledgement Agreement
Buyer Interview Worksheet
Buyer Cash Requirements Worksheet
Buyer Registration Form
Buyer Representation Form
Confidentiality Agreement
Non-Disclosure Agreement
Record of Business Showing Form
Typical Buyer Questions
Email Follow-ups
Offer to Purchase Form
Assignment of Lease Form
Beneficiary Statement Form
Broker Checklist/Business Checklist
Closing Worksheet
Contingency Removal
Observation Period Agreement
Income Calculator Worksheet
Business Operational Checklist
Commission Calculation Worksheet
and more!

About the Author

Mr. Tom West is the publisher of "The Business Broker" and "Mergers and Acquisitions Today" newsletters. He has written or co-written numerous books including "Brokerage Basics," "Business Brokerage: Managing For Profit" and the "Handbook of Business Valuation". He is a founder, past president, and former executive director of the International Business Brokers Association (IBBA). He is a frequent lecturer and seminar leader. Mr. West is probably the most knowledgeable individual in the country today concerning the issues of buying or selling small to mid-sized businesses.

An observation from Russell L. Brown, author of "Strategies for Successfully Buying or Selling a Business," and "Preparing Your Business for Sale" and "BizPricer Business Valuation Software."

"This book is an absolute bargain at only $149.95. I don't know where else this extensive detailed information about the business brokerage industry is available for any price. And I absolutely guarantee you that the extensive business brokerage forms availble on the included CD-ROM are worth the price of this Handbook by themselves. If you believe that knowledge is power, and you want to know more than the next person about your business sale transaction, then I urge you to purchase this handbook!"
Russell L. Brown

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