It’s a shame. Business owners just don’t understand that how a business is sold has as much to do with the eventual value obtained (“sale value”) as the characteristics of the business itself. They naively think their business has a certain value and all they need to do is start talking to buyers. They think it’s like selling a home. It has a certain value and as soon as the right buyer comes along, a deal will get done.
Seller financing: Not only does seller financing help minimize the equity required, it provides ready and meaningful recourse in the event the seller breaches duties, obligation, representations or warranties. Try to get “right of offset.”
Assets, not stock: Buying stock is risky. A foolproof method for reducing risk is to buy only assets. Asset purchases also reduce taxes.