working with an accredited advisor doubles the odds of success. Participants in the Market Pulse survey
reports closing ratios of about 50%.
This success can be explained by experienced business brokers shunning listings that are not viable, through
broker education of sellers to help them avoid the most common selling pitfalls, and – of course – the
deal-making and financing expertise that comes with the experience of a seasoned broker.
The main reasons that deals don’t close vary by deal size:
- Poor financials are the leading cause for deals < $500K
- Lack of financing leads in deals between $500K and $2 million
- Unrealistic seller expectations are the main reason for deals between $2M and $50M
Of course, there are endless other reasons that deals don’t close, for example, market changes before
closing, failure to meet projections, poor preparation for due diligence, and moving too slowly – time
kills deals. But significantly more deals close when an accredited advisor is on board!
Please contact me if you would like to explore the potential to sell your business.
Steve Niehaus, MBA, CM&AP, CBI, M&AMI
[email protected]
239.565.3171
