Prep before selling your business with a realtor. Here's what you need to know

Are you considering selling your business? You may think that the process is too complicated and time-consuming to go through on your own, but did you know that a real estate agent can help you sell your business? Believe it or not, agents have the knowledge and experience necessary to make the process run smoothly. But how does a real estate agent compare to a business broker and why to even consider a real estate agent?

What is a real estate agent? 

A real estate agent is a licensed professional who represents buyers and sellers in real estate transactions. They are knowledgeable about the local real estate market and help clients buy, sell, or rent properties. Real estate agents can specialize in various types of properties, such as residential, commercial, or industrial.

The primary role of a real estate agent is to facilitate the buying or selling process on behalf of their clients. For sellers, they assist in pricing the property, marketing it to potential buyers, coordinating showings, and negotiating offers. For buyers, they help in finding suitable properties, arranging property viewings, and guiding them through the negotiation and closing process.

Real estate agents are responsible for staying updated on market trends, property values, and legal requirements related to real estate transactions. They often work under the supervision of a real estate broker and earn a commission based on the sale price of a property.

Do real estate agents sell businesses?

In today's business brokerage market, there is a lot of discussion about whether it is a favorable time to sell a business. Many people believe that it is indeed a great time to do so. But the important question is, can a real estate agent sell a business? The answer to both of these questions is yes. Let's delve into why now might be the perfect time to sell your business and how a real estate agent can assist you in the process.

Although real estate agents specialize in selling homes, they also possess a vast network and have access to the Multiple Listing Service (MLS). By utilizing these resources, they can list your business and make it visible to numerous brokers. This means that your business can reach a wider audience of potential buyers, increasing the likelihood of a successful sale.

While real estate agents may not have the specific expertise in selling businesses, their knowledge and experience in the real estate industry can be valuable when it comes to marketing and promoting your business. They can leverage their network, utilize platforms like MLS, Zillow, and Realtor, and employ effective marketing strategies to attract interested buyers.

Therefore, even though real estate agents may primarily focus on residential or commercial properties, they can certainly assist in selling businesses. Their extensive network and access to MLS provide opportunities for your business to be seen by a wide range of brokers and potential buyers.

What are some reasons to consider when hiring a real estate agent to sell your business?

Several factors might make you consider hiring a real estate agent to sell your business:

Extensive Network: Real estate agents have a broad network of contacts, including potential buyers and other professionals in the industry. Their connections can help increase the exposure of your business to a larger pool of interested parties.

Access to Multiple Listing Services (MLS): MLS is a comprehensive database that allows real estate agents to list properties for sale. By utilizing MLS, your business can be marketed to a wide range of brokers and potential buyers, increasing its visibility and chances of a successful sale.

Marketing Expertise: Real estate agents possess marketing skills that can be applied to promoting your business effectively. They can create compelling listings, utilize online platforms and advertising channels, and implement targeted marketing strategies to attract potential buyers.

Pricing Guidance: Determining the right price for your business is crucial to attracting buyers and maximizing your return. Real estate agents know market trends and can provide pricing guidance based on comparable sales and industry standards. They can help you set a competitive yet realistic asking price.

Negotiation Skills: Selling a business involves complex negotiations, and real estate agents are skilled negotiators. They can represent your interests, handle offers, and counteroffers, and navigate the negotiation process to secure the best possible deal for you.

Time and Effort Savings: Selling a business can be time-consuming and overwhelming, especially if you're not familiar with the process. Hiring a real estate agent allows you to focus on running your business while they handle the sale-related tasks, such as marketing, showings, and paperwork.

Professional Expertise: Real estate agents are experienced professionals who understand the intricacies of buying and selling properties. While they may not have specialized knowledge in all aspects of selling a business, their expertise in real estate transactions can still be valuable throughout the process.

It's important to note that when considering hiring a real estate agent, you should thoroughly research their experience, track record, and expertise in selling businesses specifically. Conduct interviews, ask for references, and ensure that they have a solid understanding of your industry and the unique aspects of selling a business.

2. The process of selling a business is not as similar to the process of selling a home

The process of selling a business differs significantly from selling a home. Selling a home typically involves less complexity and effort compared to selling a business. Let's explore the differences in more detail:

When selling a home, the focus is on staging the property, setting an appropriate price, and attracting potential buyers. While there may be specific considerations based on the property's features or location, the overall process is relatively straightforward.

On the other hand, selling a business involves finding the right buyer who has the necessary skills, experience, and resources to take over the business successfully. For instance, if you're selling a mobile welding business, you need a buyer who understands the welding industry and can manage the operational aspects of the business. It's not just about finding someone willing to make an offer but ensuring they possess the expertise required to run the business effectively after the sale.

This highlights the importance of considering whether a real estate agent knows how to sell your specific business rather than solely focusing on whether they can sell a business in general. Selling a business requires a deeper understanding of the industry, market dynamics, financial statements, contracts, and legal considerations. Therefore, the key question should be whether the real estate agent possesses the knowledge and expertise to successfully sell your particular business.

3. Questions to ask when hiring a real estate agent 

When hiring a real estate agent to sell your business, it's essential to ask the right questions to ensure they have the expertise and experience necessary to handle the unique aspects of selling a business. Here are some important questions to consider when interviewing and hiring a real estate agent:

Where will you market my business? Understanding the marketing strategies the real estate agent will employ is crucial. Inquire about the platforms, channels, and networks they plan to utilize to attract potential buyers for your business.

How many businesses have you sold? Assessing the agent's track record and experience in selling businesses is important. Their past success in closing business sales can provide insight into their capabilities and proficiency in the field.

What types of businesses have you sold? Understanding the agent's experience with businesses similar to yours is crucial. Inquire about the types of businesses they have successfully sold in the past and how they adapted their strategies to specific industries.

What is the broker fee, and who will it be on? Clarify the financial aspects of the arrangement. Discuss the broker fee structure, whether it's a percentage of the sale price or a flat fee. Additionally, clarify who will bear the responsibility for paying the broker fee, whether it's you as the business owner or the buyer.

Will you have buyers sign a non-disclosure agreement (NDA)? Protecting the confidentiality of sensitive business information during the selling process is essential. Inquire whether the real estate agent will have potential buyers sign an NDA to ensure the safeguarding of confidential business details.

By asking these questions, you can gain valuable insights into the real estate agent's approach, experience, and commitment to selling businesses. This information will help you make an informed decision and choose the right professional to represent your business in the sales process.

4. The agent will need to market the business to potential buyers.

When selecting an agent to represent your business, their ability to effectively market your business to potential buyers becomes a crucial factor. The ultimate goal is to find an agent who can showcase your business to the right audience. Here are some considerations when evaluating an agent's marketing approach:

Target audience: Inquire about the specific target audience the agent intends to reach with their marketing efforts. Understanding who they are targeting can help determine if they have a suitable pool of potential buyers for your business.

Relevance: Assess whether the agent's marketing strategies align with the nature and characteristics of your business. Determine if they have experience marketing similar businesses or if they possess a deep understanding of your industry.

Buyer qualification: It's essential to determine if the agent has a process in place to vet potential buyers. Ask if they will verify the financial capability of buyers by requesting proof of funds or other relevant documentation. This ensures that interested parties are serious and qualified buyers.

Buyer authenticity: Inquire about the agent's approach to confirming the authenticity of potential buyers. Ask how they will assess the credibility of buyers and their level of interest in your business. This helps filter out non-serious or non-genuine inquiries.

By addressing these questions during your interviews with potential agents, you can gain insights into their marketing strategies, the quality of their buyer pool, and their commitment to attracting genuine and qualified buyers. These answers will assist you in determining which agent is best suited to represent your business and maximize its exposure to potential buyers.

5. Benefits of using a real estate agent to sell your business

In today's digital era, selling anything, including businesses, has become increasingly convenient. With the aid of websites and online marketplaces, real estate agents can indeed effectively sell businesses. However, while the accessibility of these platforms is advantageous, it should be a secondary consideration. What truly matters is ensuring that the agent comprehends your specific requirements and terms. Equally important is engaging the services of a lawyer to oversee the transactional aspects of the deal.

The abundance of resources available to real estate agents can greatly assist in marketing and attracting potential buyers for your business. Online platforms provide broader reach and exposure to a wider audience. However, it is essential to prioritize finding an agent who truly understands your business and can effectively communicate its unique value proposition.

Additionally, involving a lawyer in the selling process is highly recommended. A lawyer specializing in business transactions can help ensure that all legal aspects, including contracts and agreements, are properly handled. Their expertise safeguards your interests and facilitates a smooth and secure sale.

While the availability of online resources can streamline the selling process, it is crucial to prioritize the agent's understanding of your specific requirements and the involvement of a knowledgeable lawyer to safeguard your interests and ensure a successful business sale.

6. Selling is frustrating 

Selling a business can be a complex and occasionally frustrating process. However, with the guidance of the right agent, it has the potential to be a successful endeavor. Once you have identified a real estate agent to handle the sale of your business, you can consider entering into a 30-day agreement. During this period, you can evaluate the agent's dedication and the results they achieve, such as attracting potential buyers.

If you observe that the agent is diligently working on your behalf and generating interest in your business, it may be worth continuing with their services. However, if you find that their efforts are not yielding satisfactory results, you always have the option to terminate the agreement and explore alternative avenues. In such cases, seeking the assistance of a business broker who specializes in your specific type of business might be a viable option.

It is important to recognize that selling a business can be a demanding and time-consuming process. While it is natural to be eager for a successful sale and envision a smooth transition into retirement, it is crucial to maintain focus on the day-to-day operations and growth of your business, even while it is on the market. Becoming overly preoccupied with the sale process can inadvertently impact your sales and overall business performance. Your primary objective should be to exit the business with a profit, so it is vital to stay committed to maximizing its value throughout the selling process.

By acknowledging the inherent challenges of selling a business and adopting a strategic approach, you can navigate the process more effectively. Remember to balance your attention between the sale and the ongoing operations of your business, aiming to achieve a profitable exit that aligns with your goals.

Choosing between real estate and business brokers when selling your business.

When deciding between real estate agents and business brokers to sell your business, there are a few key factors to consider.

Real estate agents primarily specialize in buying and selling properties, including commercial properties that may house businesses. However, they may not have the specific expertise and knowledge required to handle the intricacies of selling a business.

On the other hand, business brokers specialize in facilitating the sale of businesses. They have experience in valuing businesses, marketing them to potential buyers, and managing the complex negotiations involved in business transactions. Business brokers understand the unique aspects of selling a business, such as financial statements, contracts, and legal considerations.

Choosing between a real estate agent and a business broker depends on the nature of your business and your specific needs. If your business is closely tied to the property it operates from, such as a restaurant or retail store, a real estate agent may be suitable. However, if your business involves complex operations, intellectual property, client lists, or contracts, a business broker with expertise in these areas would be more beneficial.

Consider the following factors when making your decision:

Expertise: Evaluate whether the broker or agent has experience and knowledge in selling businesses similar to yours.

Network: Consider their network of potential buyers and marketing strategies to ensure maximum exposure for your business.

Confidentiality: Selling a business requires confidentiality. Determine how well the broker or agent can maintain confidentiality during the process.

Valuation: Assess whether the broker or agent can accurately determine the value of your business based on market conditions and industry standards.

Negotiation Skills: Selling a business involves complex negotiations. Look for a professional who can advocate for your interests and secure the best deal possible.

Ultimately, the choice between a real estate agent and a business broker depends on your specific business and your comfort level with their expertise in handling business transactions. It's recommended to interview multiple professionals and ask for references before making a decision.

in conclusion, while real estate agents are skilled at selling homes, the process of selling a business is significantly different. It involves finding a buyer with the right qualifications and expertise to continue running the business successfully. Therefore, when considering a real estate agent to sell your business, it's crucial to ensure they have the specific knowledge and experience necessary to navigate the complexities of selling a business in your industry.

Disclaimer: The information provided in this article is for general informational purposes only and should not be considered legal advice. The laws and regulations regarding business licenses may vary from state to state and are subject to change. It is important to contact your local state office to determine which licenses are required for any specific businesses. Additionally, please note that this article contains affiliate links and we may earn a commission from our affiliate partners or Amazon links. If you are considering starting a business, it is recommended that you seek the advice of a qualified lawyer, business broker, or professional in your area. The information provided in this article is not a substitute for professional advice and should not be relied upon as such.