The owner is already in your phone.
Every realtor's phone is full of business owners-past clients, sphere, neighbors-and every one will someday sell, pass on, or close the business they built. When that day comes, the deal usually goes to a stranger, because their realtor never learned to hear the sentence that started it: the lease is getting expensive, the kids went a different direction, the doctor said "lighter." This book teaches you to hear it-and to run the deal that follows.
Sell the Business, Not Just the Building is a complete, plain-English apprenticeship in main-street business brokerage for licensed realtors. From first conversation to closing, it covers qualifying an owner while protecting confidentiality (staff are told on closing day, never before), valuing a business honestly with seller's discretionary earnings and adjusted EBITDA, pricing against the evidence instead of the owner's hopes, and taking the engagement on terms that hold up. It then runs the full sell-side process: blind teasers and confidential information memorandums, NDAs and buyer screening, letters of intent weighed on certainty as well as price, due diligence that releases sensitive information in the right order, financing, and closing-plus referral and co-broker structures that let a realtor share in deals without carrying them.
Built to be re-read stage by stage during a live deal, its eleven appendices supply the trade's working tools: discovery script and qualification scorecard, document request list, valuation worksheet, engagement checklist, teaser and CIM outlines, IOI scorecard, due diligence tracker, LOI-to-close checklist, the practitioner pipeline, weekly rhythm conventions, and a plain-English glossary-also sold as the companion Forms Pack, with a companion Workbook.
