Buyers want proof of the sales and profits that the business has made in the past.

2. Reasonable price and terms.

Usually, buyers won't even look at a business that is not priced competitively.

3. Leverage.

In almost all cases, banks won't finance the purchase of a small business. Over 95% of small businesses sell with seller financing.

4. Living wage.

Buyers want to know they can make a decent living wage from the business (after debt service).

5. Furniture, fixtures & equipment.

Buyers want a complete list of your equipment and will inspect it to insure that everything is in good working order.

6. Lease.

Any buyer will want a good lease (whether your existing lease is assigned or a new lease is written).

7. Training.

Most buyers have not owned your type of business before and will need two weeks or more of training. You may not have to train the "pro" buyer, but he probably won't pay the price you want either.

8. Appearance.

Nice looking businesses sell first! Buyers deduct large amounts from their offering price for businesses that are in less than top shape. Please keep your business neat, clean and in good repair.

9. Covenant not to compete.

Buyers are afraid you may go into competition with them and take all their customers. A promise not to compete with an appropriate distance and time is normal for many businesses. This may also provide tax advantages for both buyer and seller.

10. A good reason for sale.

Buyers are always concerned about this. They are afraid you may be selling because of some undisclosed fact which may hurt the business in the future. Buyers must see a logical reason for sale - without it they will assume the worst!

11. Time is of the essence.

Buyers are often looking at more than one business when they make an offer. A buyer's offer can be withdrawn any time until it is accepted and delivered back to the buyer. If you don't respond in a reasonable time, the buyer may lose interest in your business and move on to another.

12. No surprises.

Surprises will scare away any buyer. If we know all the facts up front, almost any problem can be solved or overcome in negotiations. Please be sure that you have told us about any problems, including the following: ~Are you behind in any tax payments? ~Are there any problems with the landlord or lease? ~Are there any loans against the business? ~Are there equipment leases? ~Are you in compliance with zoning, health and other regulations?