vr is: valued representation - vr business brokers course 6 the listing...vr offersthree options for...
TRANSCRIPT
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Valued
Representation
VR is celebrating 32 years of
successful business sales
through valued representation
Valued Representation defines VR.
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VR is:
VALUED
REPRESENTATION
Welcome to Volume #2 Course # 6
“LISTING PRESENTATION”
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3
BUILD YOUR CUSTOMER BASE
OUR GOAL
FOR THIS COURSE IS TO
CONTINUE SERIES ON BUILDING
YOUR LISTING AND BUYER BASE
YOUR IMMEDIATE GOAL
LISTING PRESENTATION
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BUILDING LISTING AND BUYER BASE
WHAT YOU WILL LEARN…
BUILDING RAPPORT
EDUCATING SELLERS
PROFESSIONAL VALUATION
PAYING ATTENTION TO DETAILS
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BUILD YOUR CUSTOMER BASE
ENGAGEMENT PRESENTATION
WILL
“MAKE YOU OR
BREAK YOU”
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BUILD YOUR CUSTOMER BASE
MOST COMPETITORS WILL NOT…
WILL NOT TAKE TO TIME TO BUILD RAPPORT
WILL NOT THOROUGHLY EXPLAIN WHAT
THEY WILL DO FOR THE SELLER
WILL NOT SPEND TIME ON PROPER AND
PROFESSIONAL VALUATION
WILL NOT LEARN ABOUT THE POTENTIAL
ENGAGEMENT – PAYING ATTENTION TO
DETAILS
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BUILD YOUR CUSTOMER BASE
VR INTERMEDIARIES WILL…
WILL SLOW THE PROCESS DOWN!
PAY ATTENTION TO DETAILS
PROFESSIONALLY EXPLAIN THE SERVICES VR OFFERS
FIRST
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BUILD YOUR CUSTOMER BASE
WHY DO WE EXPLAIN…
MOST SELLERS DO NOT UNDERSTAND THE
ROLE OF THE PROFESSIONAL INTERMEDIARY
MOST INTERMEDIARIES DO NOT
UNDERSTAND THE SELLER’S BUSINESS
MOST VR INTERMEDIARIES EXPLAIN HOW
THEY BRIDGE THE GAP BETWEEN THE
BUYER AND SELLERS
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BUILD YOUR CUSTOMER BASE
BRIDGING THE GAP
BUYERS SELLERS
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BUILD YOUR CUSTOMER BASE
SELLER’S EXPECT THE PROFESSIONAL
INTERMEDIARY TO BE…
KNOWLEDGEABLE
COMPETENT
TRUSTWORTHY
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BUILD YOUR CUSTOMER BASE
BEGIN BY…
IDENTIFYING THE TRUE MOTIVATION TO SELL
ESTABLISHING A REASON FOR SALE IS
FOREMOST IN THE ENTIRE PROCESS
AND DON’T FORGET TO ASK… WHAT
WILL YOU DO AFTER THE SALE?
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BUILD YOUR CUSTOMER BASE
A GREAT LISTING PRESENTATION IS A TWO
STEP PROCESS
FIRST
EXPLAINING THE BENEFITS OF VR
Second…
LISTENING, BUILDING RAPPORT, GATHER
FACTS
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BUILD YOUR CUSTOMER BASE
VR OFFERSTHREE OPTIONS FOR A
SUCCESSFUL PRESENTATION BY YOU
SPEAK FROM VR PRESENTATION FOLDER
THAT YOU BUILD
USE THE VALUED REPRESENTATION “WHEN
SELLING A BUSINESS BROCHURE”
USE ONE OF SEVERAL POWER POINT
PRESENTATIONS – PUT IN BOOKLET FORM
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BUILD YOUR CUSTOMER BASE
THE PRESENTATION FOLDER IS MOST
RECOMMENDED
BECAUSE OF NOT BEING “CANNED”
BUT YOU MUST REHEARSE AS IN ALL
PROFESSIONAL PRESENTATIONS
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BUILD YOUR CUSTOMER BASE
PRE-PRINTED SELLING YOUR BUSINESS BROCHURE
SHOULD BE INCLUDED PRESENTATION FOLDER
OR
USE AS A SINGLE SELLING PIECE BEING SPECIFIC IN “KEYING OFF” ON POINTS YOU
WANT TO EMPHASIZE
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BUILD YOUR CUSTOMER BASE
PRESENTATION BOOKLET (Located on the web manager)
BE CERTAIN TO INCLUDE DISCUSSION ON YOUR SUCCESSES SUCH AS:
YOUR CREDENTIALS
COMPLETION OF PROFESSIONAL INTERMEDIARY TRAINING (INCLUDE CERTIFICATES)
SUCCESSFUL CLOSINGS IN YOUR OFFICE
Instructions on the Web:
HOW TO USE THE SELLER PRESENTATION NOTEBOOK
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BUILD YOUR CUSTOMER BASE
A PROFESSIONAL PRESENTATION
WILL ALSO INCLUDE DISCUSSION AROUND…
PRICING THE BUSINESS
BUILDING A PROFESSIONAL EXECUTIVE SUMMARY
YOUR OFFICE MARKETING PROCEDURES
SCREEN AND QUALIFY BUYERS
HOW YOU EDUCATE BUYERS
FACILITATE NEGOTIATIONS
SELLER FINANCING/BANK FINANCING
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BUILD YOUR CUSTOMER BASE
PRICING…
THIS SHOULD BE A TWO TO THREE STEP
PROCESS
RULE OF THUMB
IN-HOUSE VALUATION
THIRD PARTY VALUATION
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BUILD YOUR CUSTOMER BASE
BENEFITS OF A THIRD PARTY BUSINESS
VALUATION INCLUDE:
PRESERVATION OF THE OFFERING PRICE
SIMPLIFICATION OF NEGOTIATIONS
BUYER CONFIDENCE IN THE TRUE VALUE OF
THE BUSINESS
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BUILD YOUR CUSTOMER BASE
EXECUTIVE SUMMARY…
USE VR BUSINESS PROFILE WORK SHEET
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BUILD YOUR CUSTOMER BASE
EXECUTIVE SUMMARY WILL DEMONSTRATE...
STRENGTHS OF THE BUSINESS
ELEMENTS THAT LED TO ITS SUCCESS
SIZE OF THE PROFILE WILL VARY
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BUILD YOUR CUSTOMER BASE
MARKETING PROCEDURES…
ADVERTISING
INTERNET
YOUR NETWORK OF BUYERS
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BUILD YOUR CUSTOMER BASE
EXPLAIN HOW YOU
SCREEN AND QUALIFY BUYERS
BUYER PROFILE/RESUME
FINANCIAL STATEMENT/BANK LETTER OF CREDIT
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BUILD YOUR CUSTOMER BASE
EXPLAIN HOW YOU EDUCATE BUYERS…
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BUILD YOUR CUSTOMER BASE
EXPLAIN HOW YOU FACILITATE
NEGOTIATIONS…
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BUILD YOUR CUSTOMER BASE
FINANCING…
SELLER
VS.
BANK
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BUILD YOUR CUSTOMER BASE
EXPLAIN SELLER FINANCING AND BENEFIT TO
SELLER AND WHAT THE WILL GET…
LESS SCRUTINY OF RECORDS
HIGHER PRICE
INTEREST PLUS PRINCIPLE PAYMENTS
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EDUCATE
SELLERS SHOULD BE PREPARED TO DISCLOSE…
EARNINGS INCLUDING ANY CHANGES
TAXES IN ARREARS
PROBLEMS WITH LANDLORD
LIENS AGAINST BUSINESS ASSETS
EQUIPMENT LEASES
ZONING AND HEALTH REGULATIONS
PENDING LITIGATION
LOSS OF MAJOR CUSTOMERS
CHANGE IN SUPPLIERS
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BUILD YOUR CUSTOMER BASE
PROFESSIONAL INTERMEDIARIES DO…
Educate
Assist in Negotiations
Save SELLER Time
Save SELLER Money
Present SELLER Facts
Bridge the Gap Between SELLER and the
BUYER AND GET THE TRANSACTION
CLOSED!
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BUILDING LISTING AND BUYER BASE
WHAT WE HAVE LEARNED…
BUILDING RAPPORT
EDUCATING SELLERS
PROFESSIONAL VALUATION
PAYING ATTENTION TO DETAILS
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BUILDING LISTING AND BUYER BASE
THINK POSITIVE
THINK BIG
THINK VALUED REPRESENTATION
VR HAS SOLD MORE BUSINESSES
IN THE WORLD THAN ANYONE
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