After successfully completing this topic, you will be able to
• state similarities and differences between real estate brokerage and business brokerage,
• describe the types of expertise required in business brokerage,
• distinguish among the methods of appraising businesses, and
• describe the steps in the sale of a business.
A small number of real estate licensees specialize in the sale or purchase of businesses. They are known as business brokers. Florida law defines real estate and real property as “any interest or estate in land and any interest in business enterprises or business opportunities, including any assignment, leasehold, subleasehold, or mineral right.” Because business opportunities are real estate, a person needs a real estate license to sell businesses.
• Business brokerage usually involves the sale of real property or an assignment of a long-term lease.
• Business brokers must be licensed by the Florida Real Estate Commission.
• The sale of a business usually involves assets other than real estate.
• Personal property includes cash in banks, accounts receivable, inventory, and equipment.
• Goodwill is an intangible asset. It’s the additional amount an investor would pay over and above the tangible value of the business’s assets because of its profitability.
• The value of the business may be less than, equal to, or greater than the value of the tangible assets. The “going concern” value may be higher than the value of the tangible assets if the company is profitable. If a business is doing poorly and may not continue in business, it has no going concern value.
• Markets for business enterprises are national because of investor interest in businesses.
Real estate licensees who sell business must have greater training and expertise than residential brokers. Many accountants or former corporate employees are excellent business brokers. Many business brokers have a “team” of people they bring in to help bring about a sale. The team might include an attorney and a CPA to help in the analysis and legal questions.
The broker will normally be well-versed in corporate finance. That would include knowledge of budgeting, working capital, and corporate stock.
The broker will be familiar with accounting principles and will be able to analyze:
A business appraiser will use the three approaches to value that real estate appraisers use, along with an additional analysis—liquidation analysis.
A business appraiser may have knowledge of similar businesses that have sold recently and compare the sales and income of the two businesses. For example, assume the subject business has annual sales of $500,000 and $240,000 in annual income. If a comparable business sold for twice its annual sales, and four times its net income, the business would seem to be worth $960,000 ($240,000 x 4) and $1,000,000 ($500,000 x 2).
The cost approach is the least meaningful measure of a business’s value because it is used for valuing only tangible property. Most investors buy businesses for the profits not the asset value.
This method is probably the most appropriate approach to the value of a business. It capitalizes the net profit to project the value of the business. For example, assume a business makes $240,000 average annual income. If the capitalization rates of several similar businesses are 26%, divide the income by the rate to get approximately $923,000. ($240,000 ÷ .26 = $923,077).
This is the most conservative approach, and is unique to business appraisals. This technique assumes that the business assets will be sold off and debts paid. It could also be because of a divorce or death, when the business must be sold. Lenders usually pay close attention to the liquidation value of a business.
The following is a list of steps to be taken to sell a business.