Small Business Trends Radio

Why Most Businesses Can’t Be Sold and 5 Fixes

Small Biz AdviceNovember 15, 2011By

Julie Gordon WhiteAfter working with hundreds of business owners over the last 10 years, certified business broker Julie Gordon White discovered a pattern of problems when owners contacted her to sell. As founder of BlueKey Business Brokerage M&A and author of “EXIT! 12 Steps to Sell Your Business for the Price You Deserve”, Julie knows that these roadblock to selling could have easily been removed had the owner knew they existed and planned in advance for the sale.

EXIT! 12 Steps to Sell Your Business for the Price You DeserveJulie Gordon White, Founder of BlueKey Business Brokerage M&A, helps listeners to discover both the problems and the 5 simple, but powerful fixes to ensure their ability to sell their business for the highest market price.

Below are the questions we asked Julie:

  • (1:35) Can you tell us a bit about yourself and your background and explain what led you to develop BlueKey Business Brokerage?
  • (3:22) What are the four reasons most business can’t be sold?
  • (4:26) What percentage of businesses are like that?
  • (9:00) We just covered the 4 reasons why business won’t sell.  Talk us through each of the 5 fixes.
  • (10:31) How difficult is it for a business to make sure that they value themselves accordingly?
  • (11:58) Let’s jump to number two.
  • (12:44) Do you have an example of someone that has done that? 
  • (13:52) What is the number three fast fix?
  • (15:26) Would an example of that be some of these loyalty programs that make it more likely to have people come back and buy things on a regular basis?
  • (16:18) Ok great, what is number four?
  • (18:19) How often should they do that to keep it up-to-date?
  • (18:43) We’re at number five, what is the number five fix?
  • (20:16) Is that something that potential buyers look at in addition to customer lists?  Having an email list, is that something they also look at in terms of valuing something?
  • (21:50) Overall, someone who had all four issues that took the time to implement these five fixes, when do you think they’d be ready to sell?
  • (23:25) Let’s say a business did the five fixes and got a great offer and decided to sell, but then had second thoughts.  Have you seen that happen and, if so, what happens in that case?
  • (25:43) I understand you have a special offer for our listeners? 
  • (27:12) Where can people find out more?

SPECIAL OFFER: Purchase The EXIT! Book by November 18, 2011 and receive two FREE tickets valued at $900 each to Julie’s seminar in the San Francisco Bay area, January 2012. Register here.

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Listen to Julie’s interview now by clicking the red and yellow player below

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