● Leave a lasting impression as a trusted advisor they can turn to for guidance, regardless of their immediate decision. ● Also, keep in mind that most of these business owners own a home and 50% have also shown a tendency to sell their residence. Using this reverse selling approach, you can build trust and establish yourself as a valuable resource for small business owners in your community. This can lead to natural organic conversations about their plans and potentially open doors to future business opportunities as trusted advisors, even if they don't immediately consider selling their business. Bonus: ● Share success stories of businesses you've helped achieve their goals, highlighting different outcomes like successful sales, strategic partnerships, or exit strategies. ● Partner with local organizations or events specifically focused on small businesses to increase your visibility and build community connections. ● Remember, building long-term relationships is key to success in business brokerage. Focus on providing genuine value and support, and the rest will follow organically. 11. FINDING A DREAM BUSINESS FOR A QUALIFIED BUYER Goal: Spark conversations with individuals interested in buying small businesses in your community, highlighting exciting opportunities without immediately pushing specific listings. Key Points: ● Tap into their entrepreneurial dreams: Frame business ownership as a path to independence, passion, and community impact. ● This process, if done correctly by far is the easiest and the most rewarding. ● Focus on community and local appeal: Showcase the unique charm and advantages of businesses within your area. ● Emphasize personalized approach and guidance: Position yourself as their trusted partner in navigating the buying process. ● Spark curiosity and exploration: Open the door to learning more about diverse options without overwhelming them. ● Offer valuable resources and expertise: Show your knowledge of the local market and provide helpful tools for their search. Script: ● Opening: "Hi [Potential Buyer Name], I’m [Your Name] from [Your Brokerage Name] I was told you are interested in owning a business right here in our community! What kind of ventures are you particularly passionate about?" [Start with a friendly greeting and show genuine interest in their aspirations.] ● Personalized Approach & Guidance: "As a local realtor and business broker, I specialize in helping individuals like you find the perfect business match. I take a personalized approach, understanding your strengths, passions, and budget to guide you toward the best fit." Position yourself as their local guide and advisor.)
18 | Page
Made with FlippingBook - professional solution for displaying marketing and sales documents online