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Value of Business and selling process Explained
Buy a Business, Sell a Business, or determine a business Valuation with expert knowledge and Confidence. Selling Your Business? Or Buying the Business. You need to Determine Its Value.
Know the Value of Your Business for FREE!
Real Estate Due Diligence
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We assess the financial worth of your business using one of the following methods:
Multiple of Discretionary Earnings Method
This method is based on discretionary expenses-that is spending that you, as the owner, have control over. These can include salaries, benefits, vacation time, and other expenses that you make decisions on. These are combined with the business profits to give you a total figure for cash flow available. This cash is accessible to the prospective buyer, who can use it to pay off debt or to increase his/her wealth.
Excess Earnings Method
This method of appraisal is utilized to evaluate a company's assets-both tangible and intangible. It places a value on a business by combining an asset-based and an income-based approach. Both types of small business valuations are FREE. Please contact us to inquire furtherThis method of appraisal is utilized to evaluate a company's assets-both tangible and intangible. It places a value on a business by combining an asset-based and an income-based approach. Both types of small business valuations are FREE. Please contact us to inquire further.
Selling your Business
Selling a business is one of the most important transactions you will ever undertake. It is also one of the most complex. There is simply no time to learn “on the job.” You need the steady hand of experienced professionals to steer you around the many traps and pitfalls that ruin deals for the unwary. You owe it to yourself, your employees and your family to work with the very best. You owe it to yourself to call Mike Rapoport
Out of 5
If You Really Want To Sell Your Business, It Is Essential You Price It Appropriately!
Understand the Real Value Behind a Business
Pricing is More Than Just Numbers
Pricing a business isn’t a strict formula—it’s an art that requires a broader outlook. Successful sellers focus not just on price but also on the deal structure, making their offers more attractive to potential buyers.
However, many sellers present irrelevant or inflated valuations that fail to attract any buyers. Having consulted with business owners, brokers, and agents, it’s clear that some approaches to selling are irrational and disconnected from buyer expectations.
Apply Proven Valuation Methods
Market Approach: Economics at Work
A business’s value heavily depends on supply and demand. For example, a profitable distribution business in high demand might fetch a better price than a large machine shop with limited market interest.
Adjusted Net Income: Show the Full Picture
Buyers want clarity. Adjusted net income includes:
Net profits
Owner’s salary
Non-cash perks (car, insurance, travel, etc.)
Add-backs like depreciation and amortization
Sellers must document these earnings carefully. Undocumented or manipulated income records can make buyers suspicious and drive them away.
Multiplier Method: Reflect Market Expectations
The multiplier represents what the market is willing to pay:
High-demand, low-risk businesses = 2–3× adjusted net income
Low-demand, high-risk businesses = 1–2× adjusted net income
The presence of assets like equipment and inventory can also push the multiplier higher.
Craft a Strategic Deal Structure
Structure Influences Value
The final price isn’t just about what the business is worth on paper. It’s also about how the deal is structured:
All-cash deals often yield 60–80% up front
The rest typically comes through financing or seller notes
Balance is Key
A good structure ensures the buyer can pay using the business’s generated income. If the cash flow doesn’t support the payment expectations, the price must drop—or the business won’t sell at all.
But if structured wisely, with realistic multiples and strong adjusted income, more buyers will show interest, and the final price will rise accordingly.
