CHAPTER 10

Enduringly Profitable Small Businesses

Our first and most important recommendation about characteristics you want in your business was that you buy an enduringly profitable business with an established model for success—one that is profitable year after year. In this chapter, we offer some guidance to help you translate that concept into practical diagnostic tools for working through your deeper filters.

Since recurring customers are the foundation of an enduringly profitable small business, we suggest that your first deeper filter be whether its customers buy from your prospect again and again. Usually, you will get detailed qualitative information about the company either in the CIM for a broker-sourced prospect or through a longer ...

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