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Questions Buyers Ask and What to Expect from Buyers
Manage episode 373532472 series 3494671
Content provided by Rick J. Krebs, M&A Advisor, CPA and CEPA, Rick J. Krebs, A Advisor, CPA, and CEPA. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Rick J. Krebs, M&A Advisor, CPA and CEPA, Rick J. Krebs, A Advisor, CPA, and CEPA or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ro.player.fm/legal.
I get asked all the time about what questions buyers will ask prior to a meeting or phone call. After listening you will be informed and ready to answer the most common questions buyers ask. This episode prepares you for a meeting with the buyer. I also share the main things NOT TO DO at a buyer meeting. This may be the most useful information of the entire podcast. Tune in and enjoy!
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Capitole
1. Questions Buyers Ask and What to Expect from Buyers (00:00:00)
2. Welcome and Intro (00:00:06)
3. Baby Carriage Story (00:00:48)
4. Drinking from a fire hose: Don't over answer questions (00:02:07)
5. Common Question #1: What keeps you up at night? (00:02:49)
6. Common Question #2: Why are you selling? (00:03:03)
7. Common Question #3: How long are you willing to stay and work? (00:03:18)
8. Common Question #3: How long will you and the employees stay? (00:03:18)
9. Common Question #3: How long will you and the employees stay? (00:03:18)
10. Common Question #3: How long are you willing to stay and work? (00:03:18)
11. Common Question #4: Understanding Key Management People (00:03:57)
12. Common Question #5: Understanding Customers (00:04:38)
13. Common Question #6: Competition, Uniqueness, Proprietary Assets (00:04:56)
14. Common Question #7: Questions about the financials (usually not on the first date) (00:05:26)
15. Common Question #8: What do you plan to do after you sell? (00:05:41)
16. 2 Types of Buyers: Financial and Strategic (00:05:48)
17. Common Question #9: What am I not asking that I should be asking? (00:06:17)
18. Common Question #10: Are you willing to do a Seller Note? (00:06:28)
19. Common Question #11: What is important to you? (00:06:48)
20. What NOT to do when answering buyer's questions (00:07:36)
21. Things are better disclosed than discovered (00:08:46)
22. A few final tidbits and closing summary (00:10:52)
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