negotiating a deal Archives - Web Equity Show

WES S04E09: Exiting Your Portfolio

January 19, 2019 by Justin Cooke Leave a Comment

Subscribe to our VIP LIST In the third season of the Web Equity Show, we talked all about selling your online business. This episode of Season 4 is about exiting a portfolio of businesses and should really be listened to as an “addendum” to Season 3 instead of as a stand-alone episode.

Since there are differences between selling a single business and selling a portfolio, we cover 5 additional points of interest or unique challenges you may be faced with. We offer our advice and reveal what you can expect going into the sales process.

If you’re a portfolio owner considering a sale in the near future, add these points to your list for discussion with your attorney and accountant.

Digging the show? Please do stop by iTunes and give us a review when you get a chance – we’d really appreciate it!

Alright, let’s dig in…

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What You’ll Learn From This Episode:

Sell as a package or break them up?
Expecting a much longer sales cycle
Forcing a competitive offer
Distracting from regular business
Retained equity as an option

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S04E04: Due Diligence Tips

November 21, 2018 by Justin Cooke Leave a Comment

Subscribe to our VIP LIST Due diligence is a tricky beast.

It’s easy to pick up the basics but can take years to master.

We covered some of our thoughts on due diligence on this previous episode. If you haven’t listened to it, I’d highly suggest giving it a listen and coming back for this one.

In this episode, we wanted to cover some due diligence tips that were more relevant for larger businesses and portfolios that you may be looking to acquire.

While we look at it from a buyer’s perspective, it’s worth a listen if you’re selling as well to get some sense of what buyers might be looking for.

We’ve had some great iTunes reviews lately! Make sure to stop by iTunes and give us a review when you get a chance – we’d really appreciate it!

Alright, let’s dig in…

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What You’ll Learn From This Episode:

We’re going to cover the advantages and disadvantages to each of these?

Stay Organized
Pre-Select Your Criteria
Initial Pass/Fail Test
Industry/Niche Sustainability
Review The Team
Review The Process
Buyer/Seller Call(s)

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S04E03: Finding 7 & 8 Figure Deals

November 8, 2018 by Justin Cooke Leave a Comment

Subscribe to our VIP LIST Where can you go to find quality 7-8 figure deals?

You’ll find some 7-figure deals with the brokers, yes, but is that the ONLY place to source these deals?

Nope. In this episode we’ll look at some of the online and offline places you can look to find these gems and we’ll cover the advantages and disadvantages of each.

Please make sure to stop by iTunes and leave us a review! Your support helps keeps the show alive!

Alright, let’s dig in…

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What You’ll Learn From This Episode:

We’re going to cover the advantages and disadvantages to each of these?

Brokers
Professional Network
Industry Leaders In Niche Industries
Tier 2 Competitors in mid-sized industries
PE Groups and IB’s

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S04E02: Comparing 6, 7, and 8 Figure Deals

October 25, 2018 by Justin Cooke 1 Comment

Subscribe to our VIP LIST The industry has seen a tremendous amount of growth in the past few years, with larger and larger deals being closed.

This has led to an increase in both the volume and size of deals being done.

We wanted to take this episode to look at some of the similarities and the differences between 6, 7, and 8-figure deals being done.

There are some interesting break-points we wanted to touch on, and so we’ve broken it down into the following ranges:

$100K – $300K
$300K – $1M
$1M – $5M
$5M – $10M
$10M+

We’ll look at the types of buyers in each range, what to look for, and what to look out for on both the buy and sell side.

Please make sure to stop by iTunes and leave us a review! Your support helps keeps the show alive!

Alright, let’s dig in…

Listen To The Full Interview:

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What You’ll Learn From This Episode:

We’re going to look at the similarities and differences in deals done across the following ranges:

$100K – $300K
$300K – $1M
$1M – $5M
$5M – $10M
$10M+

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S04E01: Intro To Portfolio Investments

October 17, 2018 by Justin Cooke 2 Comments

Subscribe to our VIP LIST We’re back with Season 4 of the Web Equity Show!

Both Ace and I have spent the last year off the podcast growing and expanding our businesses. It’s finally time to get back on the mic and to dive into what we’ve been up to and where we see the industry heading over the next few years.

Both of our businesses have seen a tremendous amount of growth. No small part of that is due to our involvement in larger and larger deals.

We’re going to take an entire season to dig into these larger 6, 7, and even 8 figure acquisitions.

Specifically, we’re going to look at deal flow, due diligence, deal structures, and how to set these deals up for success.

In this first episode of Season 4, we’re going to catch you up on what’s been going on in the industry and give an overview of Season 4 and some of the larger deals we’ve been working on.

If you’re new to the Web Equity Show, make sure to check out our previous seasons. (Season 2 if you’re looking to buy, Season 3 if you’re looking to sell)

Also, please make sure to stop by iTunes and leave us a review! Your support helps keeps the show alive!

Alright, let’s dig in…

Listen To The Full Interview:

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What You’ll Learn From This Episode:

What Do You Mean By “Portfolio Investments”?
Why the switch to discussing 7-8 figure businesses?
What’s the profile of 7-8 figure buyers? And sellers?
What are the possible structures of a portfolio investment?
What are the possible structures of a portfolio investment?

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S03E09: Deal Negotiations

August 9, 2017 by Justin Cooke 1 Comment

Subscribe to our VIP LIST Negotiating deals is kind of like driving cars.

It’s easy to point out others that are bad at it, but nobody think they’re bad at it themselves!

In this episode, we dig into some of the finer points on negotiating a deal from a seller’s point of view. We look at some of the Do’s and Don’ts when it comes to working with buyers, brokers, and interested parties.

We’ll walk you through the process of receiving the first offer to coming to an agreement that will ultimately allow you to sell your business.

This can be a very exciting (and nerve-wracking) step in the process — especially if you’re a first-time seller.

We’ll help demystify deal negotiations for you in this episode.

Like the show? Please stop by iTunes and leave us a review! We’ll give you a shout on the podcast and buy you a beer next time we get to meet you in person!

Listen To The Full Interview:

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What You’ll Learn From This Episode:

DON’T take it personal
DO stay open to “creative” offers
DON’T make promises you can’t keep
DO keep your options open with other potential buyers (until the last minute)
DON’T hide anything or ignore points made by the potential buyer
DO find out as much about interested buyers as you can
DON’T think the broker is ALWAYS aligned with your interests
DO trust your broker to negotiate the deal

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S03E08: Deal Structuring For Sellers

May 17, 2017 by Justin Cooke Leave a Comment

Subscribe to our VIP LIST Not all deal structures are the same…

In Season 2, we published an episode to look at how buyers could use deal structuring to their advantage.

Well – it’s time to do the same thing again from a seller’s perspective!

These are fun episodes for us. We love to work and massage deals to see how we can make them beneficial for both parties.

Most of this comes down to really understanding where the other party is coming from and looking for opportunities to meet their needs and extend your own interests to get the deal done.

We definitely had fun recording this one – we hope you like it!

Are you digging the show? Please stop by iTunes and leave us a review! We’ll give you a mention on the show and we’d love to hear your feedback!

Listen To The Full Interview:

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What You’ll Learn From This Episode:

Seller Financing
Earn-Outs
Balloon Loans
In-perpetuity payments
Outside financing
Seller Retained Equity
Investor/Sweat-Equity Partnership

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Web Equity Show S02E07 on Deal Structures for Buyers

S03E05: Required Documentation To Sell Your Online Business

February 23, 2017 by Justin Cooke Leave a Comment

Subscribe to our VIP LIST So you’re looking to sell your online business and it’s getting down to the wire.

You started the business off the right way, maximized profits, and are looking to list your business for sale.

What documentation is required to actually sell the business?

That’s the question we’re tackling in today’s episode.

We’ll look at the earnings data you’ll need to collect along with the traffic data (if applicable), but we’ll also touch on the required documentation of processes and staff a buyer will be looking for in a purchase as well.

I’ll admit – this isn’t the most exciting topic and it can be frustrating to put all of this together. Still, it’s important to remember that you’re competing for a buyer/investor’s time and there are other deals out there. Putting all of your information together in an easily-reviewed, digestible way will help set you apart from the pack.

Are you a regular Web Equity Show listener? Please make sure to give us a review on iTunes! We’ll give you a mention on the show and we’d really appreciate the feedback!

Listen To The Full Interview:

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What You’ll Learn From This Episode:

Importance Of Documentation
Financial Documentation
Traffic/Analytics Documentation
Operational/Process Documentation
Other Documentation

S03E04: Preparing To Sell Your Online Business (Part 2)

February 15, 2017 by Justin Cooke Leave a Comment

Subscribe to our VIP LIST In last week’s Part 1 of this 2-part series, we looked at the preliminary steps you’d want to take if you plan to sell your business – from getting started all the way through 12 months out.

This week, we’ll cover the process from 9 months out all the way through the day you list your business for sale.

We’ll dig into growing your revenue, cutting expenses to maximize your earnings/margins, and putting teams and process in place to maximize the value of your business.

The goal with this 2-part episode is to give you a blueprint you can use to list (and ultimately sell) your business for the best price.

If you’re thinking about selling your business in the next 12 months, you’ll definitely want to give this one a listen. You’ll likely pick up a few tips you can use along the way.

Fan of the show? Please stop by iTunes and leave us a review! We’ll give you a shout on a future episode and would love the feedback!

Have a question? Feel free to use Speakpipe to record a question and we’ll do our best to answer it on an upcoming episode of the Web Equity Show.

Listen To The Full Interview:

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What You’ll Learn From This Episode:

9-6 Months Out From A Potential Sale
6-3 Months Out From A Potential Sale
3 Months Out From A Potential Sale To Listing

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