Business Development Ideas for Business Appraisers

Are you looking for a low-cost, highly effective marketing idea that will help you:

  • Open up productive conversations with your key clients, prospects and referral sources
  • Develop new business relationships with business owner prospects and with prospective referral sources.
  • Generate high-quality, repeat business
  • Communicate the value of your business appraisal services in a new way
  • Become the expert of choice regarding valuation and buy-sell agreements in your market

Become the go-to expert for business and valuation matters in your market. The intellectual content is readily available to you. All you need are customers and qualified prospects – and a bit of work.

Business appraisers develop business by developing relationships with referral sources, who may be attorneys, accountants, financial planners, or others.

We also generate business by developing relationships with private company business owners or officers. Direct development of valuation business is tough, though, since it is hard to “sell” an appraisal when a prospect sees no immediate need to buy. So what is the opportunity?

The Opportunity

Every successful closely held or family business with two or more owners has – or should have – a buy-sell agreement. However, most buy-sell agreements won’t work because important business and valuation issues are likely not covered or are not handled well in the agreement. In addition, almost no one knows what will happen when his or her agreements are triggered. Many, if not most agreements are truly ticking time bombs.

You have undoubtedly seen a busted buy-sell agreement up close in your career, or certainly hear about them. They are not pretty sights.

You can become your market’s go-to expert regarding the business and valuation aspects of buy-sell agreements. Be the catalyst to help business owners fix their buy-sell agreements by working with them, their attorneys, and other advisers. By doing this, you have the opportunity to become their business valuation resource.

Opportunities for business appraisers lie in developing recurring valuation business for buy-sell agreements and in obtaining referrals from customers and referral sources based on your expertise with valuation and buy-sell agreements.

The Knowledge Base

There is nothing magic about buy-sell agreements. They are legal documents that should reflect the agreement of the parties at a point in time, and relate to transactions that will or may occur at future points in time. They define the conditions that “trigger” the buy-sell provisions, and they determine the price(s) at which the specified future transactions will occur.

Unfortunately, most buy-sell agreements won’t work. There is a business opportunity to work with clients, prospects and prospective referral sources using buy-sell agreements as your “trigger.” More than 30 years of working with business owners and their advisers, and being personally involved in many busted buy-sell agreement disputes inform this opinion.

To learn more about the business and valuation aspects of buy-sell agreements, you will need to study at least the following books and checklists that I have written:

  • Buy-Sell Agreements for Baby Boomer Business Owners (2013). This book is the best-selling Kindle book on Amazon dealing with buy-sell agreements. It provides a direct conversation for business owners in the baby boomer generation. It also makes a strong recommendation that annual business appraisal is the best valuation mechanism for most successful closely held and family business buy-sell agreements. This book sells for $2.99 on Amazon.
  • Buy-Sell Agreements for Closely Held and Family Business Owners (2010). This is a print book. It consists of 240 pages, twenty chapters, and a wealth of information about business and valuation aspects of buy-sell agreements. The book develops a vocabulary for talking about buy-sell agreements and goes into much greater detail about valuation implications. While there is significant duplicative content between the print book and the Kindle book, this book provides more valuation-related detail that is helpful for appraisers. It also makes the same recommendation regarding an annual appraisal mechanism. It sells for $25, and quantity discounts are available.
  • Buy-Sell Agreement Review Checklist. This checklist provides an organized outline for reviewing buy-sell agreements. If you use the checklist after reading the above books, you will be able to identify potential business and valuation issues that your clients or referral sources need to address. This review checklist is available free to purchasers of either of the books above.
  • Checklist for Promissory Notes. This checklist provides an organized outline for discussing the promissory notes used in most buy-sell agreements. Most such notes are highly unfavorable to selling owners, and often diminish the actual fair market values of agreed upon or determined prices. The promissory note checklist is available free to purchasers of either of the books above.

There are, of course, other resources regarding buy-sell agreements. But the books and checklists above will provide the base of knowledge you need to understand how buy-sell agreements work from business and valuation perspectives. Combine this knowledge with your business valuation expertise and you can become a business valuation professional with specific expertise in buy-sell agreements.

Develop a Marketing Program Using the Kindle Book as a Gift

Use the new Kindle book, Buy-Sell Agreements for Baby Boomer Business Owners as an appointment-generating tool. Read what one business appraiser and exit planning consultant says:

I’ve ordered over 80 copies of the book to be sent as gifts to clients and business associates. It is a great marketing piece for your own professional practice of business valuation or succession planning.

For less than $250, this professional got in front of more than 80 clients and prospects with credibility and with an ability to follow up. This gifting idea is a low cost way to deliver valuable content to your target clients, prospects or referral sources. Yet, instead of just gifting the book, use the book as part of an email campaign designed to get you in front of a client, referral source, or prospect. Below you will find a 6-step marketing program that will maximize your chances for success.

The Marketing Program: Six Points of Contact

Marketers tell us that it takes at least five or six contacts from you to rise to the level of recognition by new prospects. What we also know is that five or six quality contacts are excellent for cementing existing relationships, as well.

The program I’m suggesting provides at least six quality contacts from you to each of your selected customers, prospects or referral sources.

Contact Point 1

Choose your target list and send each an email from you telling them of the coming gift of the book Buy-Sell Agreements for Baby Boomer Business Owners. Since you get to pick the delivery date of the book, (Amazon sends an email to each gift recipient after midnight on the date you select), time this email to arrive one day prior to Amazon’s email so they will be expecting their Amazon emails. For purposes of this example, let’s say you send this email June 1.

Contact Point 2

Gift the book to your targets using Amazon’s interface such that it arrives one day after the email from you. Say, June 2 in this example.

It is really easy. Click here to go to the book’s page on Amazon and click on “Give as a Gift” at the upper right of the book’s page.

x

Once you click to “Give as a Gift,” you’ll be taken to this screen. Choose the option to personalize your message. You can write a short note of introduction to your client or prospect (up to 300 characters), like the sample below.

x

When your customer or prospect receives the email from Amazon, it will contain a link to redeem the gift. After clicking on that link, the recipient will see this screen with your message. He or she can redeem their gift by clicking on “Get your gift now.”

x

Contact Point 3

Send a follow-up email three days later (June 5) reminding your targets of your gift and expressing hope that they have opened it. Remember, when a book is gifted, your recipient will receive an email from Amazon. Unless they know it’s from you, they may ignore the message and your efforts will be in vain. Or the email could wind up in their spam filters. If you just send the gift and don’t follow up, your efforts will also likely be in vain.

Contact Point 4

Cue up another email a week after the last one (June 12). The purpose of this one is to express hope that he or she has enjoyed the book and its contents that, again reminds them of the gift if they haven’t already downloaded the book.

Contact Point 5

It’s time to pick up the phone. You’ve now had four email touches. The purpose of this call is to ask for an appointment to come to see them or to set up a conference call to discuss the book and their buy-sell agreement.

Contact Point 6

This final step is your meeting with the client, prospect or referral source.

Sample text and further instructions are provided below.

How Many Prospects Should You Target?

Your marketing plan for gifting Buy-Sell Agreements for Baby Boomer Business Owners might look like one of or a combination of the following. You decide.

  • Send the book to a large list of prospects and customers; say 50 to 100 or more, at one time. This gets a lot of potential traffic underway, but it may be difficult to follow-up on a timely basis.
  • Send the book to ten clients or prospects per week. Do this over a period of many weeks. You will likely generate a more consistent and manageable prospect flow. The follow-up will be spread over a longer period of time.

Either way, as with any marketing campaign, do not expect instant results. I’ve been developing business for 35 years. Sustained efforts always work better than occasional spurts of activity.

If your marketing campaign consists of sending ten books per week for a year, you would achieve credible contact with about 400 to 500 prospective clients and referral sources and nurture some existing clients, as well.

If you send 500 gift books over the next twelve months, you would spend $1,495 ($500 x $2.99) – less than the cost of even a basic brochure in most markets. While I can’t guarantee that you will develop business using this campaign (“results may vary”), I cannot imagine that if you sustain this level of marketing over the next year, that you will not be amply rewarded with new business.

Sample Email Text and Instructions

The email text suggestions below can be used directly by you or used as the basis for telling your own story. Revise them to suit you and to reflect your own brand.

There are two sets of draft emails. One set is geared to your business owner customers and prospects. If financial planners are part of your referral network, they will understand this email thread.

The second set of draft emails is geared to attorneys. Attorneys don’t typically have buy-sell agreements, but they have clients that have them and others that need them.

Whichever set you pick, feel free to revise to fit your brand. The important thing is to simply do it.

Click the “+” to see the sample emails

Business Owner Emails

Contact Point 1 Email

[Target Name],

I am sending you a gift – a Kindle book entitled Buy–Sell Agreements for Baby Boomer Business Owners. I thought that as a business owner, you might find this Kindle book of interest. It is a quick and highly informative read. Take a look at its reviews on Amazon.

Buy-sell agreements are one of the most neglected areas of business, personal and estate planning. A buy-sell agreement that doesn’t work is also potentially catastrophic.

Unfortunately, despite the best intentions of all parties, many, if not most, buy-sell agreements won’t work the way the parties think or intend. Buy–Sell Agreements for Baby Boomer Business Owners tells you why.

This book addresses buy-sell agreements from business and valuation perspectives. You need to have business aspects working like you and your fellow owners desire, and your buy-sell agreement needs a workable valuation mechanism. If you agree on these things, then all can be properly documented by your corporate attorney – and you will want him or her involved in reviewing your agreement with your other professional and business advisers!

The book makes the point that it is essential for the business owners to develop agreement on critical business and valuation issues before there is a trigger event, i.e., now. You see, after a trigger event (like a death or disability or termination), the interests of the parties diverge and it is virtually impossible to get agreement. That’s when things go into the litigation ditch, which I know you want to avoid.

Having a properly planned and drafted buy-sell agreement in place with your fellow owner(s) is absolutely critical to ensure proper succession planning, operational stability, and to prevent costly valuation disputes.

This informative Kindle book is an easy read and is packed with useful and actionable information. It does a great job of spelling out how a buy-sell agreement should work and what needs to be part of that agreement. And it recommends a process for reviewing your buy-sell agreement with your legal, accounting, financial planning and valuation team.

To redeem the gift, look for an email from Amazon announcing a gift from me to you. Just click on the link in that email to access the book.

If you don’t have a Kindle, no problem. You can access and read the book by downloading apps to your PC, Mac, iPad, Android Tablet, Windows 8, iPhone, Android, Blackberry, Windows Phone, or via the Kindle Cloud Reader. Download any of these apps from this link.
http://www.amazon.com/gp/feature.html?ie=UTF8&docId=1000493771.

I hope you enjoy Buy-Sell Agreements for Baby Boomer Business Owners.

If you have any questions or need assistance with your buy-sell agreement or any valuation-related matter, feel free to contact me any time.

[Your Name] [Your Contact Signature]

P.S. If you don’t receive the gift email from Amazon in the next day or so, please check your spam filter. This gift is not spam!

P.P.S. Please let me know when you download the book. I promise you will enjoy it and benefit from it.

Contact Point 2 Email

Remember, this is the email automatically generated from Amazon after your purchase.

Contact Point 3 Email

[Target Name],

I hope you received my recent gift, the Kindle book Buy-Sell Agreements for Baby Boomer Business Owners. Read the conversation between Pete and Sam as a starter. That short chapter alone provides amazing insights into buy-sell agreements.

I sent you this gift because I thought the book would be of interest to you and your fellow owners.

If you haven’t received an email from Amazon announcing the gift from me to you, please check your spam filter. If you haven’t already downloaded the book, redeem the gift by clicking on the link in that email.

If you don’t have a Kindle, no problem. You can access and read the book by downloading apps to your PC, Mac, iPad, Android Tablet, Windows 8, iPhone, Android, Blackberry, Windows Phone, or via the Kindle Cloud Reader. Download any of these apps from this link:
http://www.amazon.com/gp/feature.html?ie=UTF8&docId=1000493771.

I hope you enjoy the book and if you have any questions or need assistance with your buy-sell agreement, feel free to contact me any time.

[Your Name] [Your Contact Signature]

P.S. Please let me know when you download the book. I promise you will enjoy it and benefit from it.

Contact Point 4 Email

[Target Name]

I hope you found the book Buy-Sell Agreements for Baby Boomer Business Owners to be helpful to you. As I’ve said before, buy-sell agreements are one of the most neglected areas of business, personal and estate planning, as well as being potentially catastrophic.

Has the book caused you to get a copy of your buy-sell agreement out to take a look at it?

If you have any questions or if I can help you in any way, please do not hesitate to call.

[Your Name] [Your Contact Signature]

P.S. If you haven’t received the gift email from Amazon yet, please check your spam filter. This gift is not spam!

Contact Point 5 Telephone Call

This step is your telephone call to set up a conference call or physical meeting if that is possible. For existing customers and referral sources that know you, this should be easy. For new prospects and new referral sources, I suggest trying to set up a 15-30 minute meeting at the next mutually workable time.

Preparing for the Follow-up Telephone Call. Be sure you have read Buy-Sell Agreements for Baby Boomer Business Owners before you send the gifts. You will benefit from the additional time in reading the print book, as well. When you have read both books, you will know more about the business and valuation aspects of buy-sell agreements than almost anyone on the planet. That knowledge will give you the confidence you need to make effective phone calls or to have successful in-person meetings.

Both books provide links to the Buy-Sell Agreement Review Checklist, which you can use as an outline for discussions either on the phone or in person.

If you have or can obtain a company’s buy-sell agreement, you can use the checklist as an outline for your initial review.

Both books also provide links to the Checklist for Promissory Notes. I don’t think I have ever seen a promissory note described in a buy-sell agreement that reflects reasonable consideration of potential noteholders. This could be an easy place to have a positive impact.

Making the Follow-up Call to set an Appointment. The first hurdle to overcome is picking up the phone. You’ve put this much time and effort and a bit of money into your buy-sell agreement marketing campaign. Don’t lose the benefit by failing on this step. Put the calls on your daily to-do list and make them.

Outline your thoughts in advance. Remember your objective – to set an appointment at a workable time in the near future for a 15-30 minute meeting.

Do your research before you make your calls. If your prospect is a company owner, look at the company’s website and learn as much as you can. Find out what you can about its ownership. Remember that virtually every successful company with two or more owners has – or needs to have – a workable buy-sell agreement.

When you call, you can confirm whether or not they received the gift and the follow-up emails.

To set an appointment you should be prepared for a quick, well-structured call. A possible outline might look like this:

  1. Who you are: Name, company (the guy or girl who sent the Amazon Kindle book gift).
  2. The reason for your call: To set an appointment to talk about buy-sell agreements from business and valuation perspectives.
  3. Set a time. If you can’t get an in-person meeting, or it is not workable, set a time for a telephone call.
  4. Ask your prospect to invite their attorney or CPA or financial planner or other trusted adviser to the meeting. You are not in any way attempting to compete with them. Their presence provides an even greater development opportunity for you.
  5. Get the appointment if possible. If not, convey as much of your message as you can reasonably get across, say thanks for the time, and leave.

By the time you get this far with prospects, you will either have set up an appointment (telephone or in-person) or not. In either event, you are light-years ahead of where you were before you started your buy-sell agreement marketing campaign.

No Appointment. If you get this far and your prospect will not set an appointment, rest assured that he or she definitely knows who you are and that your efforts have not been in vain. Put them on your mailing list for future newsletters or other special mailings your firm sends out.

Appointment. If you get an appointment, congratulations. Whether your appointment is for a telephone call or for an in-person meeting, you have created sufficient interest for your prospect(s) to spend time with you.

Contact Point 6 – Meeting

This is the opportunity you have been waiting for. You will either be solidifying a relationship with an existing customer or beginning to build one with a prospect. Both are positive outcomes.

Existing Customers. If you sent this gift to an existing customer, you may have the buy-sell agreement in your file. If you don’t have it, ask for a copy of it in anticipation of your meeting. Then review it carefully as suggested in the book. You will almost definitely identify some matters for discussion. And if everything is perfect (not likely), you will have affirmed something very positive.

Your existing customers will appreciate your thoughtfulness in sending the gift, regardless of whether you meet with them or not.

A mentor of mine taught me many years ago that neglect of customers, or taking them for granted, is the number one reason that professionals lose clients. Professional service business is earned through building and maintaining relationships.

Potential Customers and Referral Sources. New customers are the lifeblood of any professional services business. Now is the time to shine.

If you get an appointment, ask that the prospect share their buy-sell agreement with you in confidence. Many prospects will do this. Some will ask for a basic nondisclosure agreement. Be prepared and willing to send them one.

Remember, you want to talk about buy-sell agreements from business and valuation perspectives.

Have a short presentation prepared that you can show on your computer or iPad or have hard copies for those present.

Go through your presentation crisply, and be sure to be open to questions. If you have a buy-sell agreement to review, be ready with some crisp, objective observations. Things are seldom right or wrong, and they are often in-between.

If you have not yet obtained the company’s buy-sell agreement, ask again for a copy so you can provide a complimentary review of it, again, from business and valuation perspectives.

Attorney/Referral Source Emails

Contact Point 1 Email

[Target Name],

I am sending you a gift – a Kindle book entitled Buy–Sell Agreements for Baby Boomer Business Owners. I thought that as an adviser to private businesses and their owners, you might find this Kindle book of interest. It is a quick and highly informative read.Take a look at its reviews on Amazon.

Buy-sell agreements are one of the most neglected areas of business, personal and estate planning. A buy-sell agreement that doesn’t work is also potentially catastrophic.

Unfortunately, despite the best intentions of all parties, many, if not most, buy-sell agreements won’t work the way the parties think or intend. Buy–Sell Agreements for Baby Boomer Business Owners tells you why.

As an attorney, you know how frustrating it can be to get your clients to focus on their buy-sell agreements! It is extremely difficult to reflect their desires when they don’t communicate with each other or with you.

This book addresses buy-sell agreements from business and valuation perspectives and is designed to help business owners get together regarding their buy-sell agreements. They need to agree on all of the important business aspects of their relationships and on a workable valuation mechanism.

If they agree on these things, then you or a company’s corporate attorney can draft (or redraft to fix) a workable buy-sell agreement. You, together with other professional advisers, can assist in this process.

The book makes the point that it is essential for the business owners to develop agreement on critical business and valuation issues before there is a trigger event, i.e., now. You see, after a trigger event (like a death or disability or termination), the interests of the parties diverge and it is virtually impossible to get agreement. That’s when things go into the litigation ditch, which I know you want to avoid for your clients.

Having a properly planned and drafted buy-sell agreement in place is absolutely critical to ensure proper succession planning, operational stability, and to prevent costly valuation disputes.

Buy-Sell Agreements for Baby Boomer Business Owners is an an informative, easy read and is packed with useful and actionable information. It does a great job of spelling out how a buy-sell agreement should work and what needs to be part of that agreement. And it recommends a process for reviewing buy-sell agreements with a company’s legal, accounting, financial planning and valuation team.

To redeem the gift, look for an email from Amazon announcing a gift from me to you. Just click on the link in that email to access the book.

If you don’t have a Kindle, no problem. You can access and read the book by downloading apps to your PC, Mac, iPad, Android Tablet, Windows 8, iPhone, Android, Blackberry, Windows Phone, or via the Kindle Cloud Reader. Download any of these apps from this link.
http://www.amazon.com/gp/feature.html?ie=UTF8&docId=1000493771.

I hope you enjoy Buy-Sell Agreements for Baby Boomer Business Owners.

If you have any questions or need assistance with any valuation-related matter, feel free to contact me any time.

[Your Name] [Your Contact Signature]

P.S. If you don’t receive the gift email from Amazon in the next day or so, please check your spam filter. This gift is not spam!

P.P.S. Please let me know when you download the book. I promise you will enjoy it and benefit from it.

Contact Point 2 Email

Remember, this is the email automatically generated from Amazon after your purchase.

Contact Point 3 Email

[Target Name],

I hope you received my recent gift, the Kindle book Buy-Sell Agreements for Baby Boomer Business Owners. Read the conversation between Pete and Sam as a starter. That short chapter alone provides amazing insights into buy-sell agreements.

I sent you this gift because I thought the book would be of interest to you and your colleagues.

If you haven’t received an email from Amazon announcing the gift from me to you, please check your spam filter. If you haven’t already downloaded the book, redeem the gift by clicking on the link in that email.

If you don’t have a Kindle, no problem. You can access and read the book by downloading apps to your PC, Mac, iPad, Android Tablet, Windows 8, iPhone, Android, Blackberry, Windows Phone, or via the Kindle Cloud Reader. Download any of these apps from this link:
http://www.amazon.com/gp/feature.html?ie=UTF8&docId=1000493771.

I hope you enjoy the book and if you have any questions or need assistance with any valuation-related matter, feel free to contact me any time.

[Your Name] [Your Contact Signature]

P.S. Please let me know when you download the book. I promise you will enjoy it and benefit from it.

Contact Point 4 Email

[Target Name]

I hope you found the book Buy-Sell Agreements for Baby Boomer Business Owners to be helpful to you. As I’ve said before, buy-sell agreements are one of the most neglected areas of business, personal and estate planning, as well as being potentially catastrophic.

Has the book caused you to get a copy of your firm’s buy-sell agreement form out to take a look at it?

If you have any questions or if I can help you in any way, please do not hesitate to call.

[Your Name] [Your Contact Signature]

P.S. If you haven’t received the gift email from Amazon yet, please check your spam filter. This gift is not spam!

Contact Point 5 Telephone Call

This step is your telephone call to set up a conference call or physical meeting if that is possible. For existing customers and referral sources that know you, this should be easy. For new prospects and new referral sources, I suggest trying to set up a 15-30 minute meeting at the next mutually workable time.

Preparing for the Follow-up Telephone Call. Be sure you have read Buy-Sell Agreements for Baby Boomer Business Owners before you send the gifts. You will benefit from the additional time in reading the print book, as well. When you have read both books, you will know more about the business and valuation aspects of buy-sell agreements than almost anyone on the planet. That knowledge will give you the confidence you need to make effective phone calls or to have successful in-person meetings.

Both books provide links to the Buy-Sell Agreement Review Checklist, which you can use as an outline for discussions either on the phone or in person.

If you have or can obtain a company’s buy-sell agreement, you can use the checklist as an outline for your initial review.

Both books also provide links to the Checklist for Promissory Notes. I don’t think I have ever seen a promissory note described in a buy-sell agreement that reflects reasonable consideration of potential noteholders. This could be an easy place to have a positive impact.

Making the Follow-up Call to set an Appointment. The first hurdle to overcome is picking up the phone. You’ve put this much time and effort and a bit of money into your buy-sell agreement marketing campaign. Don’t lose the benefit by failing on this step. Put the calls on your daily to-do list and make them.

Outline your thoughts in advance. Remember your objective – to set an appointment at a workable time in the near future for a 15-30 minute meeting.

Do your research before you make your calls. If your prospect is an attorney, look at the firm’s website and learn as much as you can about him or her. Find out about the nature of his or her practice.

Remember that virtually every successful company with two or more owners has – or needs to have – a workable buy-sell agreement. Buy-sell agreements can be a business development opportunity for your attorney referral sources, as well.

When you call, you can confirm whether or not they received the gift and the follow-up emails.

To set an appointment you should be prepared for a quick, well-structured call. A possible outline might look like this:

    1. Who you are: Name, company (the guy or girl who sent the Amazon Kindle book gift).
    2. The reason for your call: To set an appointment to talk about buy-sell agreements from business and valuation perspectives.
    3. Set a time. If you can’t get an in-person meeting, or it is not workable, set a time for a telephone call.
    4. Ask your prospect to invite their some of their colleagues to the meeting. Their added presence will provide an even greater development opportunity for you.
    5. Get the appointment if possible. If not, convey as much of your message as you can reasonably get across, say thanks for the time, and leave.

By the time you get this far with prospects, you will either have set up an appointment (telephone or in-person) or not. In either event, you are light-years ahead of where you were before you started your buy-sell agreement marketing campaign.

No Appointment. If you get this far and your prospect will not set an appointment, rest assured that he or she definitely knows who you are and that your efforts have not been in vain. Put them on your mailing list for future newsletters or other special mailings your firm sends out.

Appointment. If you get an appointment, congratulations. Whether your appointment is for a telephone call or for an in-person meeting, you have created sufficient interest for your prospect(s) to spend time with you.

Contact Point 6 – Meeting

This is the opportunity you have been waiting for. You will either be solidifying a relationship with an existing customer or beginning to build one with a prospect. Both are positive outcomes.

Existing Referral Sources. If you sent this gift to an existing referral source, they already know and, hopefully, like you. You are now showing them that you have developed expertise in a new area related to valuation.

A mentor of mine taught me many years ago that neglect of customers, or taking them for granted, is the number one reason that professionals lose clients. Professional service business is earned through building and maintaining relationships.

Potential Customers and Referral Sources. New referral sources are the lifeblood of any professional services business. Now is the time to shine.

If you get an appointment, ask that the referral source share their buy-sell agreement form (or a redacted buy-sell agreement from a client) with you in confidence. Many attorneys will do this. Some will ask for a basic nondisclosure agreement. Be prepared and willing to send them one. A sample is provided below.

Remember, you want to talk about buy-sell agreements from business and valuation perspectives.

Have a short presentation prepared that you can show on your computer or iPad or have hard copies for those present.

Go through your presentation crisply, and be sure to be open to questions. If you have a buy-sell agreement to review, be ready with some crisp, objective observations. Things are seldom right or wrong, and they are often in-between.

Don’t overstay your welcome, and keep in touch with regular calls and/or mailings.

If You’ve Gotten This Far…

…And haven’t ordered Buy-Sell Agreements for Baby Boomer Business Owners for the ridiculous price of $2.99, then do it now:

Order on Amazon here

And then, after you have read the book, come back to this page and consider this great business development idea with the benefit of having read the book I am suggesting that you gift to your prospects!