Valued

Representation

VR is celebrating 32 years of

successful business sales

through valued representation

Valued Representation defines VR.

VR is:

VALUED

REPRESENTATION

Welcome to Volume #2 Course # 6

“LISTING PRESENTATION”

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BUILD YOUR CUSTOMER BASE

OUR GOAL

FOR THIS COURSE IS TO

CONTINUE SERIES ON BUILDING

YOUR LISTING AND BUYER BASE

YOUR IMMEDIATE GOAL

LISTING PRESENTATION

BUILDING LISTING AND BUYER BASE

WHAT YOU WILL LEARN…

BUILDING RAPPORT

EDUCATING SELLERS

PROFESSIONAL VALUATION

PAYING ATTENTION TO DETAILS

•

4

BUILD YOUR CUSTOMER BASE

ENGAGEMENT PRESENTATION

WILL

“MAKE YOU OR

BREAK YOU”

BUILD YOUR CUSTOMER BASE

MOST COMPETITORS WILL NOT…

WILL NOT TAKE TO TIME TO BUILD RAPPORT

WILL NOT THOROUGHLY EXPLAIN WHAT

THEY WILL DO FOR THE SELLER

WILL NOT SPEND TIME ON PROPER AND

PROFESSIONAL VALUATION

WILL NOT LEARN ABOUT THE POTENTIAL

ENGAGEMENT – PAYING ATTENTION TO

DETAILS

BUILD YOUR CUSTOMER BASE

VR INTERMEDIARIES WILL…

WILL SLOW THE PROCESS DOWN!

PAY ATTENTION TO DETAILS

PROFESSIONALLY EXPLAIN THE SERVICES VR OFFERS

FIRST

BUILD YOUR CUSTOMER BASE

WHY DO WE EXPLAIN…

MOST SELLERS DO NOT UNDERSTAND THE

ROLE OF THE PROFESSIONAL INTERMEDIARY

MOST INTERMEDIARIES DO NOT

UNDERSTAND THE SELLER’S BUSINESS

MOST VR INTERMEDIARIES EXPLAIN HOW

THEY BRIDGE THE GAP BETWEEN THE

BUYER AND SELLERS

BUILD YOUR CUSTOMER BASE

BRIDGING THE GAP

BUYERS SELLERS

BUILD YOUR CUSTOMER BASE

SELLER’S EXPECT THE PROFESSIONAL

INTERMEDIARY TO BE…

KNOWLEDGEABLE

COMPETENT

TRUSTWORTHY

BUILD YOUR CUSTOMER BASE

BEGIN BY…

IDENTIFYING THE TRUE MOTIVATION TO SELL

ESTABLISHING A REASON FOR SALE IS

FOREMOST IN THE ENTIRE PROCESS

AND DON’T FORGET TO ASK… WHAT

WILL YOU DO AFTER THE SALE?

BUILD YOUR CUSTOMER BASE

A GREAT LISTING PRESENTATION IS A TWO

STEP PROCESS

FIRST

EXPLAINING THE BENEFITS OF VR

Second…

LISTENING, BUILDING RAPPORT, GATHER

FACTS

BUILD YOUR CUSTOMER BASE

VR OFFERSTHREE OPTIONS FOR A

SUCCESSFUL PRESENTATION BY YOU

SPEAK FROM VR PRESENTATION FOLDER

THAT YOU BUILD

USE THE VALUED REPRESENTATION “WHEN

SELLING A BUSINESS BROCHURE”

USE ONE OF SEVERAL POWER POINT

PRESENTATIONS – PUT IN BOOKLET FORM

BUILD YOUR CUSTOMER BASE

THE PRESENTATION FOLDER IS MOST

RECOMMENDED

BECAUSE OF NOT BEING “CANNED”

BUT YOU MUST REHEARSE AS IN ALL

PROFESSIONAL PRESENTATIONS

BUILD YOUR CUSTOMER BASE

PRE-PRINTED SELLING YOUR BUSINESS BROCHURE

SHOULD BE INCLUDED PRESENTATION FOLDER

OR

USE AS A SINGLE SELLING PIECE BEING SPECIFIC IN “KEYING OFF” ON POINTS YOU

WANT TO EMPHASIZE

BUILD YOUR CUSTOMER BASE

PRESENTATION BOOKLET (Located on the web manager)

BE CERTAIN TO INCLUDE DISCUSSION ON YOUR SUCCESSES SUCH AS:

YOUR CREDENTIALS

COMPLETION OF PROFESSIONAL INTERMEDIARY TRAINING (INCLUDE CERTIFICATES)

SUCCESSFUL CLOSINGS IN YOUR OFFICE

Instructions on the Web:

HOW TO USE THE SELLER PRESENTATION NOTEBOOK

BUILD YOUR CUSTOMER BASE

A PROFESSIONAL PRESENTATION

WILL ALSO INCLUDE DISCUSSION AROUND…

PRICING THE BUSINESS

BUILDING A PROFESSIONAL EXECUTIVE SUMMARY

YOUR OFFICE MARKETING PROCEDURES

SCREEN AND QUALIFY BUYERS

HOW YOU EDUCATE BUYERS

FACILITATE NEGOTIATIONS

SELLER FINANCING/BANK FINANCING

BUILD YOUR CUSTOMER BASE

PRICING…

THIS SHOULD BE A TWO TO THREE STEP

PROCESS

RULE OF THUMB

IN-HOUSE VALUATION

THIRD PARTY VALUATION

BUILD YOUR CUSTOMER BASE

BENEFITS OF A THIRD PARTY BUSINESS

VALUATION INCLUDE:

PRESERVATION OF THE OFFERING PRICE

SIMPLIFICATION OF NEGOTIATIONS

BUYER CONFIDENCE IN THE TRUE VALUE OF

THE BUSINESS

BUILD YOUR CUSTOMER BASE

EXECUTIVE SUMMARY…

USE VR BUSINESS PROFILE WORK SHEET

BUILD YOUR CUSTOMER BASE

EXECUTIVE SUMMARY WILL DEMONSTRATE...

STRENGTHS OF THE BUSINESS

ELEMENTS THAT LED TO ITS SUCCESS

SIZE OF THE PROFILE WILL VARY

BUILD YOUR CUSTOMER BASE

MARKETING PROCEDURES…

ADVERTISING

INTERNET

YOUR NETWORK OF BUYERS

BUILD YOUR CUSTOMER BASE

EXPLAIN HOW YOU

SCREEN AND QUALIFY BUYERS

BUYER PROFILE/RESUME

FINANCIAL STATEMENT/BANK LETTER OF CREDIT

BUILD YOUR CUSTOMER BASE

EXPLAIN HOW YOU EDUCATE BUYERS…

BUILD YOUR CUSTOMER BASE

EXPLAIN HOW YOU FACILITATE

NEGOTIATIONS…

BUILD YOUR CUSTOMER BASE

FINANCING…

SELLER

VS.

BANK

BUILD YOUR CUSTOMER BASE

EXPLAIN SELLER FINANCING AND BENEFIT TO

SELLER AND WHAT THE WILL GET…

LESS SCRUTINY OF RECORDS

HIGHER PRICE

INTEREST PLUS PRINCIPLE PAYMENTS

EDUCATE

SELLERS SHOULD BE PREPARED TO DISCLOSE…

EARNINGS INCLUDING ANY CHANGES

TAXES IN ARREARS

PROBLEMS WITH LANDLORD

LIENS AGAINST BUSINESS ASSETS

EQUIPMENT LEASES

ZONING AND HEALTH REGULATIONS

PENDING LITIGATION

LOSS OF MAJOR CUSTOMERS

CHANGE IN SUPPLIERS

BUILD YOUR CUSTOMER BASE

PROFESSIONAL INTERMEDIARIES DO…

Educate

Assist in Negotiations

Save SELLER Time

Save SELLER Money

Present SELLER Facts

Bridge the Gap Between SELLER and the

BUYER AND GET THE TRANSACTION

CLOSED!

BUILDING LISTING AND BUYER BASE

WHAT WE HAVE LEARNED…

BUILDING RAPPORT

EDUCATING SELLERS

PROFESSIONAL VALUATION

PAYING ATTENTION TO DETAILS

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BUILDING LISTING AND BUYER BASE

THINK POSITIVE

THINK BIG

THINK VALUED REPRESENTATION

VR HAS SOLD MORE BUSINESSES

IN THE WORLD THAN ANYONE

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