In previous Blogs I have mentioned, and sometimes copied, Richard Parker of Diomo Corporation.  This time he hit such a home run in his piece giving advice to customers who want to be buyers that I could not resist copying it for anyone who reads us but who has not been following him.   The following was published in the latest BizQuest newsletter, which you can get by subscribing at BizQuest.com.

“Common Mistakes When Buying A Business

Sometimes I have to just shake my head when it comes to how people approach buying a business. Here are some of the common issues that buyers table and I want to use today’s forum to get a few things straight for you: Don’t expect the seller to hand over a binder of confidential documents - Of course any buyers want to have access to as much financial documentation as possible so they can effectively value the business. However, sellers will often disseminate this information in stages, as the buyer demonstrates their qualifications and level of interest in the business. It makes no sense whatsoever to barge into the first meeting with the seller expecting a portfolio of documentation or request detailed financials at first contact with the broker.  

Sign the non-disclosures right away - When you contact the seller the first time, do not request any information. In fact, it is just the opposite; it is the buyer who should be offering to provide information to the selling party, and specifically a non-disclosure form. As such, in your first contact, simply express interest, and request the appropriate documents for you to execute in order to get additional information. You know the old adage about first impressions….if you come across as an amateur, you probably will never hear back from the seller.  The first meeting is like a first date - While you absolutely need to be prepared with all of your questions for the first meeting with the seller, it is best to keep the meeting conversational. You want to engage in a dialogue with the seller, and to learn more about their business. If you sense they are apprehensive in answering any questions, just move on to the next one. Your goal in the first meeting is to get a good sense about the business, can you see yourself running it, do you like/trust the seller. You want to leave with enough data to conduct your research, and don’t worry; you will have ample time to get all your questions answered, regardless of whether or not the seller/broker pushes for an offer. 

Impress the seller but don’t boast - It is amazing how a buyer can negotiate better deal terms when they impress the seller. After all, there is no way any seller will provide financing if they believe you are incapable of running the business. Do not try to show the seller how smart you are; show them how capable you are. Outline your past accomplishments and be honest about your strengths and weaknesses. As you learn more about the business you can provide feedback and questions about certain initiatives you would like to consider and ask more pointed questions about the past a strategies the seller has implemented. Don’t lie - I know this sounds obvious but you cannot even imagine how many buyers go through with contacting brokers, meeting sellers and completely embellish their story. This mostly happens when they’re asked how they are going to finance the deal. If you do not have financing lined up, and you are expecting the seller to finance the deal, and especially if you have limited resources for a down payment, then be upfront about it. Don’t waste anyone’s time, and certainly your own. Yes indeed there are some incredible deals in the market now, but you have to be realistic as well about what you can afford. 

You cannot buy a business from an ad - The listings you see online are teasers. They will provide you with some basic information about the business. These advertisements strictly provide the buyer with a general overview of the business and when you find one of interest, send in an inquiry. You can spend endless hours searching endless listings. That is not how you buy a business; that is how you “look” for a business. If you want to be a buyer, you have to start the buying process and that means contacting sellers, meeting with them, and conducting your research. If you sit in front of your computer and click from one ad to the next hoping that your ideal business is a click away, you are going to spend a ton of time and get no results. Get into the hunt and get out there and meet sellers…lots of them….it is undoubtedly the best strategy to become a buyer and not a looker.  And the single most frequent comment I get from buyers is - ”Should I buy a business in this economy?” And my answer is always the same: ”I have no idea.” But, I will tell you that it is a tremendous time to do so because you can put together a better deal today than at any other time in the twenty years I have been involved in the business of buying businesses. We have written an excellent report on this subject which you need to read because there are specific deal terms you must follow given today’s uncertain times. You can access the report at: http://www.diomo.com/tips.html  Have a great week.”The author of this piece, Richard Parker, has been helping small business buyers for nearly twenty years. To learn more about Richard and to read some other great articles on the subject buying a business, visit www.diomo.com.