Know-How Exchange : Advertising/PR

One of my coaching clients is a biz broker. First, are you aware you need to be a licensed realtor in each state you are marketing? Technically in the state of CO, you can't give any info (his receptionist can't even give a price on a listing) without a license.

His site is fully optimized and having registered buyers isn't an issue. That is where you should start- make sure they can find you. Its not the field of dreams-- build it and they will come. They won't - you have to drive visitors to your site.

We have a process. The prospective buyer registers, clicks on a listing for info and must give contact info and sign a non disclosure. He is then contacted within 24 hours - personally. What we have found is that the biz the buyer initially clicks on is probably not the biz that is the right match for him. All the buyer wants is a successful business-- and its like peeling an onion to find the right match. He has thousands of registered buyers. Most, admittedly are tire kickers-- they get mad at their boss and are sure they can do a better job. They can't get funded-- especially with the new SBA guidelines and credit crunch, they have no experience in business ownership-- they shouldn't own their own biz.

Finding the listing isn't so easy. That is what I coach his team on. The reality is every biz is for sale-- its a matter of price. Then when you find someone ready to sell, a listing agreement is signed and we go thru our active registered buyers and talk to them one on one. I coach them on cold calling and follow up. You can reverse the process-- if we have a solid buyer who wants a hardware store for example, we start dialing for sellers to match.

Then in a perfect world, we find a good match, at the right price, with "real" financials, financing works (I write his biz plans), no one gets buyers remorse, etc etc. Its a hard business but very profitable.

Hi All! Yes I am aware that there are others out there like mine. My difference is that I want to be a one-stop shop. Most websites are specialized. For example there is one that only advertises franchises. In addition I have what I call the Resource Section. This will include ads from folks like Accountants, Attorneys, Business Valuation services etc. that would go along with buying or selling a business. I would also include valuable articles in this section for visitors to read. Everyone has to pay for a subscription or ads. Many of the others have only one visitor pay. Either the buyer or the seller. My model will hopefully ensure that what is being offered is truly legitimate. Also I will have a special section on the front of the website for "Featured Ads". I have checked with my state laws and I don't need a real estate license.