Complete Guide to
This book belongs in every
business broker's library, regardless of how long you have been in
business and especially if you're just getting into the field.
This new publication is the
definitive book on business brokerage. It covers all aspects of the
field; from how to take a listing, to managing the office. Whether
you're just beginning your business brokerage career, a seasoned
veteran, sole practitioner or office manager, you will definitely learn
and profit from this excellent book. Actually, we prefer to call it a
hands-on operations manual, because that's just what it is.
pages, copyright 2002, Third Edition, 8.5" x 11"
This publication contains over 40
years of very successful business brokerage experience:
Introduction to business brokerage
How the numbers work
The office: location and layout
What do you charge?
Getting ready to meet prospective sellers
Prospecting for business listings
Pricing the business
Marketing and advertising
Working with the buyers
Selling the business
Closing the sale
Recruiting sales persons for your office
Managing the business brokerage office
This book is an absolute must
have for every business broker's professional library to stay "on top of
your game." And, it's a veritable GOLD MINE of information for those of you
just getting into this very dynamic and extremely lucrative field!
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, "Business Brokerage
Basics," the "Business Brokerage: Managing For Profit,"
the "Handbook of Business Valuation," and "The Business
Reference Guide." He is the founder, past president, and former
executive director of the International Business Brokers Association (IBBA). He
is a frequent lecturer and seminar leader for business owners, prospective
buyers and the professional business brokerage community. Mr. West is probably
the most knowledgeable individual in the country today concerning the issues of
buying or selling small to mid-sized businesses.
I believe this book provides much of what you need to be successful in
business brokerage. It also provides the key ingredients on managing your
business, whether you are a sole practitioner or managing an office of 25
agents. Also, as I mention in the first section, if you're considering entering
the industry, this book contains the "rules of the road," the basics
as I call them. If you're not comfortable with the information in this book,
perhaps you should rethink your decision.
This book is a real "how-to" program. It contains
very little theory. Although I try to answer the "why" most of the
book is focused on "doing." My feeling is that if you don't make money
in a fairly short period of time, you won't be around too long. If you make
money and become successful then there is plenty of time for you to search for
the answer to why. Business brokerage is a hands-on,
"get-out-and-do-it" business. Many people have not been successful
because they spent much of their time trying to figure it out or working on
their business plan. This book contains the "nuts and bolts" of the
I have taken the best of my Business Brokerage Basics and
Business Brokerage: Managing For Profit, revised, deleted, rewritten, and added
a lot of new material including five new sections. The graphic designer, has
given the book a refreshing format that makes it very easy to read.
I have incorporated throughout the book reprints of my Old
Pro columns and articles from The Business Broker newsletter. I have done this
because I think they provide a different viewpoint of the material discussed, or
an amplification of it. Although I wrote the Old Pro columns, they reflect the
thoughts and viewpoint of my mentor G.R. (Russ) Wright. I subsequently married
his daughter who now works with me. She was very quick to point out when I would
write something not quite the way her father would have phrased it by saying,
"My father wouldn't have said that." My highest compliments are from
those who knew "The Old Pro" and agree that he was just the way I
describe him in the column and that I have captured the essence of what he would
have said in exactly the way he would have said it (with only a slight
exaggeration). I also feel that these columns add the all important human aspect
of the business, and that the knowledge imparted is as relevant today as it was
years ago. Russ died in 1990. He was my mentor, my father-in-law and my friend.
This book could not have been written without him.
Although this book contains the very essence of the
business, I think that there is much for the experienced business broker in this
book. Whether you are actively selling businesses, or managing an office, you
will profit from reading this book. A lot of it will be familiar, but I'm
confident that there will be a lot of knowledge or information you don't have,
or forgot. This new publication contains 35 years of business brokerage
If you are just entering the business, Welcome! It's a
wonderful business, financially rewarding and a lot of fun. Master the basics
and follow them and you're off to the first step to a successful business
Only $129.00 plus $10.00 shipping and handling