Episode 23: 2 of 2: For Sale by Owner (FSBO) - Perspectives from Two National Leaders in Business Brokerage

In Part Two of the FSBO episode, business brokers, Gary Rayberg, President of ROI Corporation (www.roibusinessbrokers.com) and Cress V. Diglio, Managing Partner of Calder Associates (www.calderassociates.com), address FSBO’s in the context of: (i) A friendly competitor; and (2) An internal sale. When considering a friendly competitor, Diglio and Rayberg explain how a business broker can expedite the sale process, as well as identify when a friendly competitor lacks a genuine interest to purchase the Seller’s business, or worse, may seek a Seller’s competitive information. Poock adds that introducing additional buyers for a Seller to consider beyond a familiar, friendly competitor also provides value to Sellers. For internal sales, Poock explains the value of structuring, valuing, and serving as an emotional buffer that intermediaries provide. As Diglio points out, business brokers who structure internal sales deliver a “feel good story all the way around” by achieving the sale of a Seller’s business to a key employee or family member who can continue running the company.