● If they ask, where do you find these businesses? “I use multiple online platforms, but my true success comes from Off-Market Businesses. These are business owners that are ready to sell but have not yet pulled the trigger or don't know how to go about it”. ● Curiosity & Exploration: "Instead of bombarding you with listings, I'd love to learn more about your vision and what excites you. [Spark their curiosity and invite them to open about their ideal business.] ● Valuable Resources & Expertise: "Throughout the search process, I'll be your resource for market trends, financial analysis, and even connecting you with other entrepreneurs for insights. From finding the right business to navigating negotiations, I'm here to support you every step of the way." [Show your expertise and willingness to provide ongoing support.] Remember: ● Be enthusiastic and genuinely interested in their entrepreneurial journey. ● Focus on their motivations and goals, not just specific business types. ● Offer valuable insights and resources without overloading them with information. ● Maintain a friendly and supportive demeanor throughout the interaction. Leave a lasting impression as a trusted advisor they can rely on throughout their buying journey. By using this reverse selling approach, you can build trust and establish yourself as a valuable resource for individuals looking to buy small businesses in your community. This can lead to natural organic conversations about their specific interests and goals, potentially opening doors to successful business transactions and long-term collaborations. Bonus: ● Share success stories of buyers you've helped find their dream businesses, showcasing diverse outcomes and highlighting your track record. ● Host workshops or events focused on buying small businesses in your community, providing valuable information, and connecting potential buyers with local opportunities. ● Remember, building trust and relationships is key to success in business brokerage. Focus on providing genuine value and support, and the rest will follow organically.
I hope this script helps you connect with potential buyers and ignite their entrepreneurial journey within your vibrant community!
12. OUTSOURCED PRIVATE FIRMS: PAYROLL, HR, BENEFITS PROVIDERS **(WIN-WIN FOR ALL PARTIES) Part 1 - Building Rapport and Setting Expectations: ● Warm welcome and introduction: "Hi [Name], it's a pleasure to meet you! I'm [Your Name], I’m a Realtor with [Your Brokerage Name]. I'm always looking for ways to add value to my clients' lives beyond finding them their dream home." ● Express genuine interest: "I understand you work with [Company name], which provides [Briefly Outline Their Services, e.g., payroll, HR, benefits]. Would you mind sharing a bit about your role and how you help your clients?"
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