Course 158 - Managing Transactions
Credits awarded per Session. See individual Sessions for further details.
Credits awarded
Sub type
Certificate awarded

About this item

Course #158 allows participants to achieve success in Main Street business brokerage by focusing on the last four phases of the business brokerage process: navigating the sale, removing contingencies, closing and following up on the sale. Course #158 begins with a review of the transaction process and then educates on presenting an offer, managing the negotiation, managing due diligence, and managing a successful closing.

Course #158 is the third in a three-part series of courses (#150 and #155), and it is recommended that participants have completed courses #101, #150, and #155 prior to enrolling in #158. The #150, #155 and #158 trilogy provide participants with the knowledge and skills enable them to progress smoothly from having an offer on the table to closing a transaction successfully. 

Course/Activity Information

When you complete this course, you should be able to:

  • Discuss the skills, knowledge and attitude that a successful business broker needs.
  • Identify the steps involved in getting an offer on the table.
  • Discuss the roles and relationships of key individuals in a transaction.
  • Explain the key components of an offer.
  • Identify five formats for presenting an offer.
  • Discuss the substance and effect of contingencies and conditions in an offer.
  • Write an offer that has the best change of being accepted by the Seller.
  • Identify proper time, place and manner to present an offer.
  • Explain how to handle the earnest money.
  • Negotiate a counter offer.
  • Manage multiple offers.
  • Work with a Buyer to complete due diligence.
  • Prepare proper lease conveyance.
  • Proceed with Lender financing for the Buyer.
  • Open escrow.
  • Coordinate documents for closing.
  • Communicate with all parties about closing.
  • Review final documents with Buyer and Seller immediately before closing.
  • Manage final inspection of the business.
  • Supervise inventory reconciliation.
  • Manage the closing proceedings/meeting.
  • List strategies for Broker to acquire business after the closing.
  • Discuss ways for Broker to analyze and archive each transaction.

Other information

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