Why selling starts with helping

I admire entrepreneurs who’ve built something from scratch. Who’ve built it to a point that they’re even considering selling it.

That’s a huge milestone.

And my job at HFM is to help them find the right path forward, and to show them how our BuiltWealth™ process might be the right step for them to take next.

You might call what I do at HFM “sales,” but sales is about helping people, right? It‘s not about me trying to make the sale, it’s about me trying to help the person in front of me.

That’s a mentality I’ve carried across my career. It doesn’t matter the industry or the specific role, it’s always been about how I can help.

How I can help the client, help my company, and lay my head down at night satisfied with what I’ve done that day.

And one of the first ways I help our clients, or the people I might be talking to about becoming clients, is by being really clear about what they can expect.

And what they maybe shouldn’t expect. Like the “ride off into the sunset” fantasy owners sometimes have.

Sometimes, business owners think when it’s time to sell they’ll just list their business, it’ll get bought, and they ride happily into the sunset with a big check in their hands.

But that’s usually not how it works. And if you try it that way, the sale may not align with your goals. Getting help can give you support in evaluating your options and navigating the process. 

Because that sale, for one, is a huge taxable event. And if you don’t have a plan in place for that, you might be in for a big surprise, and have to give up a big chunk of that check.

And even if the check is big enough, a lot of owners don’t realize that they’re probably going to have to stay on with the business, after the sale, for a period of time. They may end up working there for two or three years, and be held accountable to hitting a specific number.

If they don’t hit the number, they could end up with a fraction of what was originally offered, depending on the deal terms. 

So my job is to find business owners out there considering a sale and connect them with the right team here at HFM to give them a good plan so they know what they need well beforehand.

And so they know their goals and the number they need to hit to achieve them.

That’s one of the reasons we provide a lot of information upfront, even if a business owner doesn’t end up working with us. We provide business valuation information, wealth gap analysis, and financial document guidance regardless if they become a client.

They can even take that information and go to another advisor if they want to.

But we trust that once you talk to us, you’ll see the value of what we offer, and you’ll probably want to move forward with us on your team, guiding the whole team of advisors working on your behalf.

I like to say that selling your business is a journey, and it’s going to take some time to get there.

But, like any journey, a map and a guide can help you navigate the path toward a business sale. 

So, when I think about sales, I think about how I can help. Because I know that the business owners we support have already accomplished a lot.

My job is to help them achieve the next step of their journey, by showing them how BuiltWealth™ can be the map and the guide they need to make that journey one they’re excited to pursue.

If you’d like to learn more about how we help business owners like you, please get in touch.

-Alex

Book a JobWalk with me and we can start the conversation.

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HFM Investment Advisors, LLC is a registered investment adviser. All statements and opinions expressed are based upon information considered reliable although it should not be relied upon as such. Any statements or opinions are subject to change without notice. Information presented is for educational purposes only and does not intend to make an offer or solicitation for the sale or purchase of any specific securities, investments, or investment strategies. All investments involve risk and are not guaranteed. Information expressed does not take into account your specific situation or objectives and is not intended as a recommendation appropriate for any individual. Listeners are encouraged to seek advice from a qualified tax, legal, or investment advisor to determine whether any information presented may be suitable for their specific situation. Past performance is not indicative of future performance.