Words of Praise from the Introduction by Ed Pendarvis —

Wow! Edmond Legum has written a very, very valuable book.

He has nailed our business brokerage business. This is a relationship business and relationships are developed through proper empathetic communications. Communications between buyers and sellers and business brokers; as well as other very important participants such as bankers, accountants and attorneys (at the appropriate time in the process). A good business broker manages the process to the advantage of both sellers & buyers. Success is a team sport; in a good deal that closes, everybody wins!

I read Legum’s book, Being a Business Broker in one sitting. It is a must read for buyers, sellers, and all of us ‘Main Street’ business brokers. Legum has done a terrific job of presenting our business with excellent examples and case studies. It is well done. Well done indeed!

—Ed Pendarvis CBI (Lifetime) ‘Dean of Main Street’ Founder, SUNBELT and BBU

Words of Praise from Tom West —

I have read just about every book on business brokerage, and Edmond Legum’s is way up there. In fact, except for mine—just kidding—Legum’s is one of the best. It covers everything that someone in the business needs to go to the top. He hasn’t missed a thing! Unlike many how-to books, it is very easy to read and study. I strongly recommend this book not only to those entering or considering the business, but to experienced business brokers as well.

How this book will benefit you: from the Foreword —
The purpose of this book is to tell you how to help sellers sell their businesses to buyers. Since the art of this communication demands that you transfer ownership between two parties who have conflicting goals, you will find no quick & easy recipe for success as a business broker. Instead, you will find:

• How to appeal to your seller’s & buyer’s aspirations, values, and purposes
• How to overcome your buyer’s fear, uncertainty, and doubt
• What buyers and sellers want and how to help them get it
• How to make the most of your first contact with the seller
• How to prepare for your listing meeting
• How to gain an advantage by clearly defining your process
• How to gather, manage, and use information about your buyers and sellers
• How to create compelling business profiles
• How to create hard working media ads
• How to make the most of your first contact with the buyer
• How to set the agenda of your buyer/seller meetings
• How to manage communications with your buyer
• How to help your buyer and seller reach agreement on pricing and terms
• How to keep your buyer and seller on track to closing

To help you improve your communication, this book contains templates, examples, and tools, including:

• The Business Broker’s Ecosystem
• Road Map to Selling Your Business
• Franchise and independent business media advertisements
• 10 antidotes to your buyer’s fear, uncertainty, and doubt
• 7 examples of why sellers want to sell
• Customer Relationship Management software screen captures
• Listing Agreement template
• Seller information checklist
• Business profile template
• Personal website template
• Letter of Intent template
• Buyer/seller meeting wall chart template
• Buyer Preparation Checklist

Finally, if you are looking to buy a business or sell one this book gives you insight on the art of communicating with the one on the other side of the table.

About the Author —

Edmond Legum is a ‘people, process, and profit’ expert. He’s a published business-book author, blues harp player, teacher, world Traveler, and grandfather.

Ed is like a senior statesman. His kind, calm, and rational approach to problem-solving leaves everyone he touches inspired and simultaneously humbled. Ed has a manner in his speaking, in his writing, and even in his movements, that is just graceful. And he’s ready, willing, able, and eager to teach you the secrets.

His detailed diagnoses of the myriad problems and challenges that often face a business are amazingly acute, and are informed by keen and well-honed insights gleaned over his 45-year career. Ed helps unearth the impediments to success, and then assists you in removing them.

Spend a couple hours with Ed’s book and you’ll quickly realize why businesses around the world utilize his business development strategies. In short, what makes him so valuable is communication – his ability to distill complex messages down into bite-size chunks, that anybody can understand. He is literally a master of the craft of business.