The True Measure Of Success: Emphasizing Cash Flow Over Aesthetics When Buying A Business

In the world of business sales, it’s all too common for prospective buyers to be swayed by how a business looks. The allure of aesthetically pleasing interiors, new equipment or fancy technology can blind them to the crucial factor that truly defines a business’s success: cash flow



Cash flow is the lifeblood of any business. It represents the net amount of money moving in and out of a business, essentially reflecting its financial health. A small café with a newly renovated space or a manufacturing business that just invested in all new equipment might look fantastic from the outside – but without consistent, positive cash flow it risks becoming unsustainable. Cash flow ensures that operational expenses, employee salaries and other crucial financial obligations are met. Neglecting to focus on cash flow during the business purchase process can lead to severe repercussions down the road.


One of the main reasons buyers get lured by aesthetics is the misconception that a visually appealing business automatically translates into profitability. While aesthetics can play a role in attracting customers and enhancing brand image, they do not guarantee financial success. A beautiful storefront might draw initial interest, but if it doesn’t convert visitors into paying customers and generate sustainable revenue – it’s merely a façade.


On the other hand, a business that might not have the most captivating exterior or is full of older equipment could be backed by solid fundamentals and robust cash flow. This means the company is efficiently converting its sales into profit, reinvesting in growth and reducing debt – all of which contribute to long-term success.


Focusing on cash flow during the purchase process enables buyers to make informed decisions based on concrete financial data rather than deciding on a business because you like the paint colors and furniture. Conducting a thorough cash flow analysis helps determine whether the business has consistent revenue streams, assesses its ability to weather economic downturns and reveals potential areas for improvement. This is why it is far more important to examine the financial records than it is to do a physical walk-through of the location.


Savvy business buyers understand the importance of looking beyond surface-level charm and instead place emphasis on the financial stability of the business. 


Are you looking at businesses to buy and want to know how to determine the cash flow a business is actually generating? Would you like to know more about how to see past a shiny exterior and make a decision based on financial health instead? Ask us! Leave any questions or comments here and we would be happy to help.




Michael Monnot


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Selling Your Business? The Benefits Of Offering Seller Financing

As a small business seller you might find that attracting potential buyers can be a challenging task, especially in a competitive market. Offering seller financing can be a strategic move that sets your business apart from the rest. 



Why should I offer seller financing?


Seller financing opens the door to a larger pool of prospective buyers. Many aspiring entrepreneurs, especially those with limited access to traditional bank loans or significant upfront capital, often seek businesses that offer financing. By providing this option, you can attract buyers who may otherwise be unable to make an all-cash purchase.


Offering seller financing also signals your confidence in the long-term viability and potential of your business. This vote of confidence can instill trust in buyers, making them more comfortable with their investment decision. Your willingness to finance a portion of the purchase price speaks volumes about the business’s stability and growth prospects.


Additionally, seller financing provides sellers with an advantage during negotiations. You can potentially command a higher selling price or better terms by offering financing. Buyers may be willing to pay a premium for the convenience of structured payments over time, which can work in your favor when closing the deal. Another bonus? As the buyer makes regular payments you receive consistent cash flow, which can be particularly beneficial if you plan to retire or invest in other ventures. This passive income can provide a safety net and financial stability after the business transfer.


Offering seller financing can be a savvy move for small business sellers seeking to attract buyers and secure a favorable deal. This arrangement not only expands the pool of potential buyers but also demonstrates your belief in the business’s potential and provides you with a steady income stream. Ultimately, embracing this flexible approach can empower the success of your business sale while fostering a positive and productive relationship with the new owner.


Are you thinking about selling your business and hadn’t considered offering seller financing? Would you like to know more about what a typical seller financed deal looks like? Ask us! Feel free to leave any questions or comments and we would be happy to help.




Michael Monnot


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Business Buyer? How To Make Sense Of Add-Backs

Small businesses are complex, and this is especially true when trying to determine whether or not a business is listed for a fair price. 


Taking a cursory glance at a tax return or a profit and loss statement can leave you scratching your head when comparing what you see with the listing price. How did the sellers get to that number?


The value of a business comes from it’s cash flow, meaning an operating business has value for a buyer because it generates money. This money isn’t all just cash, however, as an owner benefits from their business in a number of ways. For instance, many small business owners pay for personal expenses as part of their business to minimize their tax liability.


These owner benefits that are funneled through a business can make determining the value to a buyer a bit complicated. To help with clearing up any confusion there is a metric used to determine the value of a small business called Seller’s Discretionary Earnings, or SDE.


SDE simply means that you take anything personal that an owner gets from their business or anything that was a one-time expense (something a buyer wouldn’t have to repeat or worry about) – and you add that amount back into what the business makes so you can determine what the cash flow actually is.


What kinds of expenses get added back?


Discretionary expenses, like paying for a car or cell phone through the business. Think of these like perks that a buyer might not necessarily take, so that expense is added back in to show a buyer what the numbers look like without the added perks taken out.


Extraordinary expenses, like a very high salary paid to a family member who works in the business – a family member who would probably not be staying on once the business is sold. The amount of this salary that is above the industry norm would be added back into the business to normalize the payroll numbers. This way a new owner can see what the cash flow looks like with staff who only take a standard salary.  


Non-Recurring expenses, like the cost of repairing water damage from a broken pipe. The new owner wouldn’t need to pay for something like this continually, so the one-time expense is added back in.


Non-Cash expenses, like depreciation. The tangible assets a business has, like the equipment or vehicles, will lose value over time. Although not the only factor in depreciation, you can think of this add-back as something related to what the business writes off for tax purposes.


Once all of these add-backs have been “added back”, you will be able to see the cash flow a business generates. This clearer picture will allow a prospective buyer to decide if a listing price is fair or not.


Still confused? Your business broker is there to help you untangle the parts of the small business world that are inherently complicated – like add-backs and listing prices. Talk to your broker if you think a listing price seems crazy or if you don’t agree with what was added back. They can make sense of the numbers – so you can make an informed choice about how much you would be willing to pay for a particular business.


Do you have more questions about add-backs? Would you like to know how sellers typically come up with listing prices? Ask us! Leave any questions or comments here and we would be happy to help.




Michael Monnot







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Navigating the Storm: How Small Business Sellers Can Handle Difficult Buyer Questions

Selling your business might seem daunting, but it doesn’t have to be. With a bit of preparation you can face anything – even challenging questions from potential buyers.


Handling difficult questions with confidence and transparency is essential to build trust and ensure a successful sale.


Here are some valuable tips on how small business sellers can adeptly handle tough buyer questions:



Prepare, Prepare, Prepare

Anticipate potential difficult questions from buyers and prepare thorough answers in advance. Analyze the strengths and weaknesses of your business and be ready to address any concerns. A well-prepared response demonstrates your knowledge and commitment to the business, instilling confidence in the buyer.


Honesty & Transparency

Honesty is the best policy. If a buyer asks about any shortcomings or challenges your business faces, don’t shy away from discussing them openly. Presenting an accurate and transparent picture shows that you have nothing to hide and can help build credibility with the buyer. There is no such thing as a perfect business, so issues are always part of the deal.


Focus On Positives

While addressing difficult questions, don’t forget to highlight the positives of your business. Emphasize its strengths, achievements and unique selling points. Providing a balanced view that showcases the business’s potential can help offset concerns and showcase its true value.


Listen, Listen, Listen

Listen carefully to the buyer’s questions and concerns. Avoid interrupting or becoming defensive. Active listening allows you to understand the buyer’s perspective better, and it shows that you respect their opinions and considerations.


Ask Your Broker For Help

In complex situations the advice from your business broker can be immensely valuable. They can help you navigate and prepare for challenging questions, provide expert insights and ensure that your responses align with ethical standards.


Keep Your Composure

Dealing with difficult questions can be stressful, but it’s crucial to remain calm and composed throughout the process. Avoid getting emotional or defensive, as it can create an unfavorable impression. Remember that challenging questions are a natural part of any business transaction and handling them with professionalism is key.


Give Facts

Back up your answers with concrete data, such as financial records, sales figures and market research. Providing verifiable information adds credibility to your responses and reinforces the business’s performance and potential.


Talk About Growth

Incorporate a clear vision of future growth and expansion opportunities for the business. Buyers are often interested in a company’s potential for long-term success, so demonstrating a well-thought-out growth strategy can be a major selling point.


The point here is sellers should view difficult buyer questions as opportunities to showcase their business’s strengths. By preparing thoroughly, being transparent and handling inquiries with composure sellers can build trust, encourage interest and ultimately pave the way for a successful business sale. Remember, a positive and confident approach can go a long way in securing the right buyer for your small business.


Are you getting ready to sell your business and want to know what kinds of difficult questions a buyer might ask? Would you like to know more about navigating buyer questions during negotiations? Ask us! Please feel free to leave any questions or comments – we would be happy to help.




Michael Monnot



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Is This Where You Want To Live? Thoughts For Business Buyers

The romance of owning your own business can sometimes give a new buyer blinders about where the business actually is and what that means for the day-to-day life of the business owner and their family.


It’s essential to evaluate the local area where the business is located to determine if it aligns with the lifestyle you’re looking for and it has the amenities you need. Assessing the local area helps ensure that you not only invest in a viable business but also find a community where you want to live and thrive. 



An important note here. Don’t trust the outward appearance or your preconceived notions of what a place is like. Google it. Visit. Call schools. Watch YouTube videos. Join Facebook groups to hear what people are really saying. Read the local news. You get the idea. 


Here’s some things to consider when looking at not only where you want to work – but where you want to live:


Evaluate the local area’s lifestyle and determine if it suits you, your family and your goals. Consider factors such as climate, proximity to amenities, recreational activities, cultural attractions and community values. Ensure that the local area offers the quality of life you desire, as you will be spending a significant amount of time in this community.


Research the cost of living in the local area to understand its affordability. Compare housing costs, taxes, transportation expense, and other living expenses with your budget and financial capabilities. Ensure that the cost of living is sustainable and aligns with your income potential from the business you plan to buy.


Evaluate the local area’s accessibility and infrastructure. Consider proximity to transportation hubs, major highways, airports and public transportation. Assess the quality of healthcare facilities, schools and other essential infrastructure that may impact your lifestyle and the business’s success.


Consider the safety and security of the local area. Research crime rates, the effectiveness of local law enforcement and any other relevant safety measures. A safe and secure environment is crucial for your personal well-being, the well-being of your family and the success of your business.


Evaluate the level of community engagement and support in the local area. Look for signs of a vibrant community that values local businesses and encourages entrepreneurship. A supportive community can provide networking opportunities, word-of-mouth marketing and a customer base that appreciates local establishments.


It could not be more important to thoroughly research the local area before you buy a business. Your life outside of your business needs consideration just like P&Ls and purchase contracts. Sit down with your family and figure out what everyone will need to be happy and then find a business in a place that will meet those goals.  


Are you thinking about buying a business and hadn’t considered researching where you would actually live? Do you have questions about what businesses are currently for sale in an area you like? Ask us! Leave any questions or comments and we would be happy to help.




Michael Monnot



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Michael Monnot


9040 Town Center Parkway
Lakewood Ranch, FL 34202


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