Description

What causes a business sale to fall apart before it reaches the closing table? In this episode of Transaction Talk, hosts Jennifer Fox and Eric Sigman welcome back Aaron Fox, Managing Director of Transworld Business Advisors Boston, to discuss why deals often break down, what warning signs owners should watch for, and how better preparation can keep a transaction moving forward. Aaron walks through the most common deal killers, including poor books and records, inconsistent financials, and a lack of supporting documentation. He also explains why lease issues can create major risk for buyers, how working with only one buyer can weaken a seller's negotiating position, and why due diligence surprises often create unnecessary friction in a sale. They also explore unrealistic expectations around valuation, deal terms, post-closing payments, and changes that may arise before closing, as well as the importance of staying prepared. Tune in to learn how sellers can avoid preventable mistakes, protect buyer confidence, and keep business sales on track from offer to closing with Aaron Fox!

Key Points From This Episode:

• Learn why poor books and records remain a major deal killer.
• Hear how sellers can prepare cleaner financials before going to market.
• Find out how many years of financial records buyers usually request.
• What makes business books reliable, consistent, and useful to buyers.
• Tips for dealing with inconsistent bookkeeping and financial records. 
• Understand why personal and one-time expenses need clear documentation.
• Discover why leases and landlords can create major transaction risk.
• Practical steps to prevent lease issues before selling your business.
• Unpack why sellers should avoid working with only one buyer.
• Explore how changes during a transaction can affect buyer confidence.
• Why sellers should always disclose risks and how to align expectations.
• Unpack why major changes may require renegotiation before closing.

Tip of the Day: Run your business every day like it's not for sale!

Links Mentioned in Today's Episode:

Aaron Fox

Email Aaron Fox

Call Aaron Fox 

Transworld Business Advisors
Jennifer Fox on LinkedIn

Eric Sigman on LinkedIn

Transaction Talk

Disclaimer:

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