CHAPTER   1

Reducing Seller Risk and Increasing Sale Proceeds

By and large, business owners are a schizophrenic group. When starting their companies, they put everything they own on the line. Typically, they pour into their companies every dime of their personal funds, pledge their family homes, and borrow from family members and banks, fully confident in their ability to pay off those loans. Even though they risk financial destruction (and often divorce) in doing so, they readily accept overwhelming odds as part of the package.

When it comes to selling their companies, however, owners have little stomach for risk. Having devoted heart, soul, and nearly every waking moment to nurturing their companies, few are confident about or eager to cash ...

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