Handbook of Business Valuation

By Thomas L. West; Jeffrey D. Jones | Go to book overview

CHAPTER TWO
Valuation Issues from a
Seller's Perspective
GARY L. ALLENWe must first try to understand where the seller is coming from, where he or she has been, and what he or she has been doing as far as operating his or her business. Trying to write an article from a seller's perspective is really pretty simple. In my 33 years of experience in business brokerage and business valuation, there have always been two common lines: one spoken by the seller and one by the buyer. They are:
1. All sellers want an arm and leg for their business (regardless of what price range we, as business brokers or appraisers, show them from their books and records, tax returns, etc.). More on this subject later.
2. All buyers feel the business is overpriced (even before they see it), and they want to steal it if they can. It doesn't make a difference whether they are first-time buyers or have owned one or two businesses before.

Both of these statements make sense; it just depends on whether you are a buyer or a seller. It also depends on other factors, such as the sellers' dominant motivating factor or why they want to sell. From the buyers' side, in many cases, it depends upon how long they have been looking to buy a business, if unemployment is high, and they are unable to find a suitable job; so to some degree, the employment situation does impact our business.

-9-

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