Further, the vast majority of business sales include this component and especially in tight credit markets where buyers do not have the requisite collateral to obtain third-party loans. By the way,
Sure, every seller wants a cash buyer. It’s good to dream, but the chances of that happening are slim. As such, for anyone considering the sale of their business they have to realize what a potential deal will look like and what they (the seller) will want in a buyer in order to feel comfortable financing them.
Considerations to the amount, term and rate must be given. These terms vary greatly and can range anywhere from one to five years. Also, as a percentage of the total price, what is a realistic portion to finance? Clearly, the buyer wants the greatest leverage possible plus, from their perspective, seller financing is testimony by the seller of their strong belief in the business.
They simply generate more activity because (a) it is an attractive deal term and (b) it makes it possible for a larger prospective buyer pool to purchase. At the very least, even if you are dead set against financing, be open-minded and list it for sale with “Seller financing negotiable”. Failing to do so will dramatically decrease the buyer pool which is a foolish thing to do.
In the nine businesses I have sold, I have provided to eight of the buyers and always got paid. There were a few instances where the new owner ran into problems so I helped them out temporarily by deferring payments for a month or two and in those cases also helped out with some planning with them which assisted in getting them back on track.
I realize that some of you may be thinking that you are not going to sell your business if you have to finance the sale and I understand that position. Unfortunately, the reality is that if you want to sell it, you will have to participate in the deal.
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