Consulting Selling Vs Traditional Selling

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I'd like to spend some time talking to you about the process of consultative selling, but I believe that we must first define exactly what consultative selling is. To most new salespersons, selling is selling is selling – but this simply is not the case.

In a traditional sales environment you, as the salesperson, have a product you need to sell. When you approach a potential client you are prepared to share all of the benefits of the product itself and convince your client as to why he should make a purchase. Your job is to manipulate the customer into believing he wants your product even if he actually has no need for it.

During the traditional sales process the salesperson maintains control of the conversation from start to finish. He asks questions and then makes assumptions as to what the client needs. At the end of the conversation he may attempt to determine whether or not he's done a good job convincing the client that he wants the product.

The consultative selling process is much different. Consultative sales is not nearly as stylish as traditional sales, if it can be called that at all. A salesperson engaged in a consultative sales process takes the time to learn about the client and his needs. He asks tons of questions and allows the client ample time to answer them as opposed to trying to corner the client with his own line of thought.

The goal of the consultative sales person is to determine what needs the client has and to then present ways to address those needs. I reiterate – the focus here is on need where the traditional sales person depends on a client wanting something. These are two very different concepts.

Now that we've defined both types of sales we've laid the groundwork for future discussions. Until then, think about your sales methods and let me know – do you engage in traditional or consultative sales?

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Source by Sean McPheat

How to Get Rich Buying Real Estate From Your Parents With No Money Down and No Credit

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You can get rich from the equity appreciation of real estate by buying property from your parents using traditional or creative financing that may or may not require a down payment or credit. Whether you are a first-time home buyer or an experienced investor, you can buy any type of property from your parents from a home you live in with them to an investment property you rent out to tenants. The following lists some reasons why you may find it faster, easier and financially more lucrative to buy from your parents than anyone else.

You Do not Have to Buy an Entire Property
When you buy from your parents, you can purchase any percentage you want like 10%, 50% or 75%. If you pay less-than-full price, you will have lower mortgage payments and buying a house is more affordable. Regardless of what percentage you own, you still get the benefits of home ownership such as equity assessment, mortgage interest discounts, property tax deductions and capital gains tax exclusions.

You Can Share the Responsibility with Your Parents
When you buy a partial interest in a property, you and your parents share the responsibility of owning it including the mortgages you each carry, the property taxes, homeowners insurance or homeowners association dues, and maintenance. Because you have more than one person responsible for a property, you can rely on each other for financial strength in the event of hardship.

You Can Elevate Your Status From Renter to Owner
Are you already living at home rent-free or paying rent? Is so, why not buy into your parents' house, since you already live there, and get an equity stake in their property? Then, you are no longer living with your parents but living in your house that you own with your parents. If your parents have more than one property, you can buy into one of their secondary or investment properties and live on your own.

You Do not Have to Get a Loan From a Bank
When you buy from your parents, you do not have to qualify for a loan from a traditional lender such as a bank which has income, asset and credit requirements because your parents can act as a bank and give you seller financing for your purchases.

You Can Create Your Own Home Loan
When your parents act as a bank, you can get favorable loan terms by structuring your own payment schedule with a manageable loan amount, lower-than-market interest rate and repayment term of your choice.

You Do not Need a Down Payment
Unlike getting financing from a bank which has down payment requirements, you can buy from your parents with no money down.

You May Get Property Tax Benefits
Depending on the state you live in, your property taxes may not be reassessed at current values ​​when you buy from your parents or grandchildren because of a parent-child and grandparent to grandchild property tax reassessment exclusion. This is a huge benefit when parents and grandparents have had ownership for many years and have property taxes based on the values ​​of their properties at the time they purchased them.

You Can Get Gifts From Your Parents
Your parents can give you cash or equity gifts toward your purchases, reduce the principal amounts of any loans you owe them and allow you to buy at a discount. Anyone can gift a limited amount of money in any given year to any number of people they wish without having to report it to the Internal Revenue Service. This is a way your parents can sell to you without having to repay the entire debt you owe them. They can also credit you money at the close of escrow toward your closing costs by deducting the credit from their sales endeavors.

You Can Turn Your Financial Supplements into an Investment
If you are supplementing your parents financially because they do not have enough to live on in their retirement or for any other reason, you can turn your supplements into an investment by buying into your parents' home and making mortgage payments to them. As a result, you will have an equity stake and the benefits of home ownership.

You Can Get Benefits if You are a Realtor Buying From Your Parents
If you are a realtor, you can get cash from your parents at the close of escrow. If there is enough equity in a property to pay off any existing liens and pay you a commission, you can get a traditional loan to buy an interest in your parents property and get a commission for representing yourself as the buyer, or both you and your parents as the buyer and sellers.

You Can Still Get Rich When Your Parents are Not an Option
If your parents are not an option to buy from, consider buying from other family members and any other sellers. You can purchase a partial interest in real estate and use seller-financing to facilitate your purchases. Also, think about joining forces with siblings, friends, roommates or other buyers to increase your buying power.

It May Be Easier to Buy From Your Parents than Strangers
There is an abundance of resources right in our own families but many of us overlook this fact because we are trying to achieve financial success by ourselves. Because your parents have worked their whole lives to achieve what they have, one of the smartest things you can do is work with your parents and build upon their success.

@ Copyright 2009 All Rights Reserved

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Source by Christine C Greene

7 Ways To Spend Less On Your Home Insurance Policy

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Property is a prized possession, and to secure it from unexpected defects in the event of fire, flood, earthquake, etc. getting a home insurance is always necessary. However, if your existing health policy is exhausting your monthly income, listed below are a few sure shot ways with which you can control your home insurance costs:

1. Shop around: The decision of buying a home insurance policy should not be taken in haste. Instead, you must explore and make a list of insurance policies that are being offered by various insurance providers. You may also obtain insurance quotes online to estimate the costs of different policies. Choose a reliable company from which you can buy the comprehensive home insurance plan that suits your needs, and of course, your budget.

2. Increase your deductibles: Deductibles is the fraction of the claim that you have to pay before your insurer pays the claim as per the terms of the policy. The higher the deductibles you set, the lower premiums you will have to pay every month. However, you must set the deductibles as high you can afford.

3. Locate intelligently: Purchase the property in a strategic location but make sure that it is based away from the damage-prone areas. Reason being, if you live in a disaster-prone areas where flood, storm or earthquakes are a common occurrence, there are chances that your home insurance policy may have a separate deductible for such kind of damages.

4. Avoid making small claims: This is the most common mistake that many people make. You exhaust your policy in small claims so leaving no room for larger loss protection. Rather it is advised to deal with smaller issues on your own and keep this policy to protect your home from larger catastrophic losses.

5. Improve home security: To avoid getting your home damaged from little mishaps, it is suggested to increase the security in your home by installing devices like smoke detectors, burglar alarm, etc.

6. Merge Policies with one Insurer: Just like you pool your internet, phone, and TV package, you can also merge your insurance policies with one insurer. Buy your health insurance, homeowners, life, and auto insurance plan from one insurance company and come out cheaper by bundling these insurance products together. You may also buy policies in a package that is less expensive as compared to single policies. It also liberates you from the trouble of policy renewal.

7. Eliminate Unnecessary Coverage: Do not buy the coverage you do not need. Like earthquake coverage is often unnecessary in most zones, do not include jewelry if it is at a catchpenny price etc. Also exclude a land value from your policy. Covering land on which your house is constructed is simply of no use as it is illegally that your land will be stolen or burnt is fire. So to save big, insure the value of your home only.

There are many insurance providers who offer age and profession discounts as well. Some times there are certain discounts for retirees and people with good credit rating. Never eliminate the coverage that is important just to save your money as spending extra on important services will benefit you in the long run.

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Source by Sahil Doshi

I Need a Sample Expired Listing Letter

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"I need a sample expired listing letter to send out. I am new and want to make sure that I send out the right letter to the homeowners. Thank you." wrote a real estate agent from California recently.

It took me more than two years to perfect my expired listing letter I sent to the expireds with my resume. Writing, testing, rewriting, testing, editing … I kept looking for that perfect letter that would make my phone ring with "Please, come list our house!" But it never happened. Why? Here is the problem …

When a listing expires, the sellers receive twenty … thirty … even fifty expired listing letters within the first three days! That is one BIG stack of letters. It makes no difference how strong, well written, and powerful your letter is, it will get lost in the pile of others. That's the bad news. Does it mean you should not use mail to communicate with the expired lists? Of course not.

The answer is not in just ONE letter . One expired listing letter will never get it done. If you really want to list expireds consistently, you must use several contacts using multiple real estate marketing methods. Here is an example …

Some home sellers prefer letters. They open every one and read it carefully. With these folks, a set of well written letters can make the biggest difference. Other expired listings respond better to your post cards. They prefer short, snappy messages, and they like the interesting visuals.

Others sellers review your resume page by page. They may even call a reference or two. Some will almost read your web site. Some will read emails you send them. Some only like to talk with you on the phone, and ignore any mailings. And some prefer to do business the old fashioned way and meet you in person. It just depends …

And then there is another group of home owners that you need to approach using a mix of all the real estate marketing tools you have at your disposal. Since you do not know what will work with what, you have to do it all, do it well, and do it consistently (the Expired Plus system comes with an entire set of great expired listing letters and marketing).

How long should you keep the mail going? Until you (or anther real estate agent) list the house. It was common for me to list homes that had expired six … eight … even twelve months prior.

Most real estate agents quit after just a few mailings. If you stay persistent, keep mailing them well written expired listing letters, postcards, and updates – anything that's interesting, it will pay handsomely.

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Source by Borino Slivka

Where to Find Used Toy Haulers So Cheap You'll Think You're Buying a Camper

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Once only created to haul an ATV or a motorcycle, toy haulers have almost become as much of a traveling home as an RV. Some now contain sleeping quarters, bathrooms, and even kitchens. If you have priced one of these units lately, you have seen how attractive toy dogs can be.

Where to Start Your Search

The typical places to begin are the local classifieds, such as in your newspaper or on Craigslist. However, you are limited to a small number of listings and you should always be a little bit wary of the seller. Few are going to tell you if there is anything wrong. You can find a good deal, as long as you exercise some caution.

The Best Place To Find Used Toy Haulers at Gigantic Discounts

Government auctions are a great alternative for finding toy haulers at the best price. These are units that have been repossessed, sorted, or are simply surplus. You will find toy haulers in every possible condition:

New: Repossessed units may only have been off the lot for a couple of months. They may have only seen the road a couple of times. These are sold for dimes on the dollar, as the banks just want to recoup some of their money and storage costs are expensive.

Used: These units may have a few miles on them, but have thousands of miles left. You can find one of these toy haulers about just about every auction auction and some starting bids are only a $ 100.

Repairable: Some of these units may require a few repairs before they are road-worthy. However, when you pay next to nothing for this type of toy hauler, a simple fix or two is worth it.

Scrap: A few units will simply be sold for scrap or for parts only. This could be a great buy if you are looking to repair a toy hauler you already own.

How to Find the Auctions

It used to be very difficult to find the auctions. However, there are several websites today that list these auctions. They are categorized by agency, location, or by the items for sale. You can learn what is required to place a bid, how you can see the items first, and what is required after the sale. If you're looking for used toy haulers, this is your best option.

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Source by Michael Drover

What is Deed Grabbing? How to Get a Tax Sale Property Without Attending the Auction

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If you are interested in or working in the real estate industry, you’ve probably heard the term „deed grabbing“ at some point. Deed grabbing is the method of obtaining tax sale property without attending the auction – by approaching the owners of tax delinquent property just before they are about to permanently lose the property, and offering to buy their home for a fraction of its value.

The term „deed grabbing“ was probably coined by the large tax property investing companies who buy these properties at tax auction. Deed grabbers and big tax property companies aren’t friends. Often, deed grabbers grab deeds right out from under these big tax sale companies, just before they are about to foreclose. They also call deed grabbers „deed pickers“ and „bottom feeders.“ The big tax companies, needless to say, are sore losers who don’t care much about the tax delinquent owner and mostly care about their bottom line.

Since there is still a year or so after the property has been „sold“ at auction before the big tax investing company can foreclose (sold in quotes, because it isn’t really sold that day), this is the best time to approach the tax delinquent owners. At this point they much sell, and they know it. Many have already moved on at that point, and are happy to sign their deed over to a deed grabber just to avoid the big company getting it. You can grab deeds during this time for as little as a few hundred dollars

Often, deed grabbers are the last source of help for the delinquent owners, and without the deed grabber coming and buying their home for something, the owners would lose everything. It’s a win-win situation at that point. That’s how to get tax sale property without attending the auction while at the same time helping out the owner. Don’t let the fact that these big companies call you a „deed grabber“ stop you. They can go eat paste!

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Source by Maggie Dawson

Real Estate Agents 101 – So You Wanna Be an Agent, Do You?

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People will always need places to live. As such the real estate market has been around in some form or another for a long time, and is likely to be around for much longer. Because most people will buy or sell at least one home in their lifetime, potential real estate leads are EVERYWHERE, just waiting to be snatched up by an agent.

That's a good thing to know if you're interested in becoming a real estate agent. If you think real estate is a money tree and converting real estate leads in clients is a piece of cake, do not even BOTHER getting your license. The first thing to realize when thinking about a job in real estate is that it takes a LOT of hard work to be successful at converting real estate leads to clients. Of course that is counter balanced by the fact that there is almost unlimited alert potential in the field if you've got real estate leads and you know how to work them.

The first step to becoming a real estate agent is doing your homework. Research the field, talk to other agents, get an idea of ​​what you'll be getting yourself into, because the classes you take to get licensed are simply to get LICENSED. They rarely tell you how to actually BE an agent.

Once you've made the decision to go for it, start NOW. It can take 2-3 months to finish classes and get your license, but do not wait until you're licensed to start building your real estate leads database. Sit down and think about every person you know by face or name, get as much contact information as possible on them, and enter them into a database. There. You've just collected a bunch of real estate leads already!

As you're working your way to getting your license, there are a few other things you can do to prepare, so that you can start earning money with your real estate leads as soon as possible after getting licensed. If you're going to be following up with all those real estate leads you compiled, you'll need a cell phone and a car. Look into cell phone plans with unlimited minutes, because you'll use them. Look for a reliable 4 door car that does great on gas mileage, because you'll definitely be needing that as well. Do not worry about getting a Beamer your first year – there will be plenty of time for extravagant spending once you're a success. For now, you just want to be able to contact and visit your real estate leads for as little money as possible.

It is also important to think about what kind of real estate company to go with even before you're licensed. It's best to find a comfortable mix of a company that will cover some of your expenses for a portion of your responsibilities, but does not limit you on your marketing abilities. Some companies will provide you with tons of support and your own real estate leads. Others will not. It's up to you to find a good mix that helps you out but does not constrict you too much. When you go into real estate, you're starting your own business. Always think of it that way.

Remember that list of real estate leads you compiled of everyone you know? While taking your real estate classes, it's time to let those real estate leads know what you're up to. Start giving them a head's up that soon you'll be a licensed real estate agent and though you can not sell real estate at this MOMENT, you will be able to do whatever date you get your license. It's never to early to start building that sphere of influence and filling it with real estate leads.

One of the best things you can do, if it is a possibility, is talking to a successful real estate agent. The only way to truly learn to be a great agent is to learn from the best! Build a rapport with a real estate agent and than offer to do their dirty work. That's right – even if just for a day or two, ask them if you can help follow up with their real estate leads, just to get an idea of ​​what the business is all about. Not many people would turn down free labor, and it gives you an idea of ​​exactly what you SHOULD be doing to be successful with your real estate leads once you're licensed.

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Source by Ashley Lichty

"Oil Pulling" – The Alternative Medcine Therapy That Cures Many Diseases 4 Virtually Free – Thank Go

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As a disabled victim of MS, I have tried just about everything to reverse the debilitating symptoms of MS (Multiple Sclerosis):

From Avonix, an „Injectable“ ~ self administered ~ prescription drug, that is pushed by „Traditional“ neurologist’s, to „Cortisone Therapy“, another of the „Traditional Medicine Man’s“ approaches ~ have each been disappointing..

„Non-Traditional“ and „Alternative Medicine“ have allowed me to countless options ~ that I have faithfully pursued ~ over the last six years. Each has given me some „Hope“, and an understanding of what has not worked for me.

I have used LDN (Low Dose Naltrexion), BVT (Bee venom Therapy), CS (Colliodial Silver) and God only knows how many dozens of vitamins, herbs, and supplements.

Each was said to have helped other MSers. Yet, while my body likely benefited ~ to some degree ~ its disability continued to worsen. At last, I was non-ambulitory, and totally „Incontinent.“

God Healed me „Instantaneously“ of Incontinence“, but has been using other

„Non-Traditional and Alternative Medicine“ methods to effect the completion of the „Cure“ ~ that My Lord „Jesus“ ~ paid for ~ by „HIS Stripes“.

Isaiah 53:5 But He [was] wounded for our transgressions, [He was] bruised for our iniquities; The chastisement for our peace [was] upon Him, And by His stripes we are healed.

1 Peter 2:24 who Himself bore our sins in His own body on the tree, that we, having died to sins, might live for righteousness — by whose stripes you were healed.

A couple of weeks ago, an „MSer“ ~ that I have interacted with for several years ~ forwarded me a message from a post into one of many yahoo support groups to which I belong.

On 4/24/07, a friend of mine ~ with Multiple Sclerosis ~ wrote:

Subject: [mscured] Oil Pulling

My mother in law sent me this info from

Have any of you ever tried oil pulling and if so, did you notice any benefits?

Dr. (med.) Karach said the OP heals totally „head-aches, bronchitis, tooth pain, thrombosis, eczema, ulcers and diseases of stomach, intestines, heart, blood, kidney, liver, lungs and women’s diseases. It heals diseases of nerves, paralysis, and encephalitis. It prevents the growth of malignant tumors, cuts and heals them. Chronic sleeplessness is cured.“

Send your questions and concerns to


Back Ground

Dr. F. Karach, M.D., presented a paper before the All-Ukrainian Association. The meeting was attended by oncologists and bacteriologists belonging to the Academy of Science of the USSR. Dr. Karach explained an unusual simple healing process using cold-pressed oils.

The results of this therapy invoked astonishment and doubt concerning the contents of his report. However, after further examining the workings of the oil therapy, one has but to then test it on oneself to prove its validity and effectiveness. It is most astonishing that such results can be achieved with this absolutely harmless biological healing method.

This simple method makes it possible to effectively treat the most varied diseases, in some cases enabling one to avoid surgical intervention and the taking of medications that can have harmful side effects.The exciting factor of this healing method is its simplicity.

It consists of swishing cold-pressed oil in the mouth( Sunflower or Seasme, Pl. note you don’t need to go for organic oils only, A normal refined sunflower oil bought from any supermarket proven to be effective in many people). The healing process is accomplished by the human organism on its own.

In this way it is possible to heal cells, tissue and all organs simultaneously; the body itself gets rid of toxic waste without disturbing the healthy microflora. Dr. Karach says human beings are living only half their life span. They could potentially live healthy to be 140 to 150 years old.

The method

In the morning before breakfast on an empty stomach you take one tablespoon in the mouth but do not swallow it. Move Oil Slowly in the mouth as rinsing or swishing and Dr Karach puts it as ‚ sip, suck and pull through the teeth‘ for fifteen to twenty minutes. This process makes oil thoroughly mixed with saliva. Swishing activates the enzymes and the enzymes draw toxins out of the blood.

The oil must not be swallowed, for it has become toxic.

As the process continues, the oil gets thinner and white. If the oil is still yellow, it has not been pulled long enough. It is then spit from the mouth , the oral cavity must be thoroughly rinsed and mouth must be washed thoroughly. Just use normal tap water and good old fingers to clean.

Clean the sink properly, you can use some antibacterial soap to clean the sink. Because the spittle contains harmful bacteria and toxic bodily waste. If one were to see one drop of this liquid magnified 600 times under a microscope, one would see microbes in their first stage of development.

It is important to understand that during the oil-pulling/swishing process one’s metabolism is intensified. This leads to improved health.

One of the most striking results of this process is the fastening of loose teeth, the elimination of bleeding gums and the visible whitening of the teeth.

The oil pulling /swishing is done best before breakfast. To accelerate the healing process, it can be repeated three times a day, but always before meals on an empty stomach.


(a) Do not swallow. The oil should be spat out. But inadvertently if you swallow there is nothing to worry. It will go out through feces. Nothing is to be done.

(b) If you are allergic to a particular brand of oil, change the brand of oil or oil itself to different oil.

(c) Sunflower and Sesame oil have been found to be equally effective in curing diseases. Other oils were not found to be as good. Do not blame oil pulling by practicing with other oils. Use refined oils.

Results of Oil Pulling

The result of this healing research has attracted amazement and resulted in further research. This additional research concerning Oil Therapy has now been thoroughly documented, especially with regard to physiological similarities between individuals.

It is surprising that through this biological healing method a wide variety of symptoms have unquestionably disappeared without any side-effects. This simple method makes it possible completely heal such a wide variety of diseases which would normally be treated by an operation or by powerful or potent Drugs, usually with significant side-effects.

The simplicity of this healing system in which Oil is swirled backwards and forwards in the mouth, is due to the stimulating effect which it has on the body’s eliminatory system.

Through this method it is possible to heal individual cells, cell conglomerates such as lymph nodes and more complex tissues such as internal organs simultaneously. This occurs because the beneficial microflora throughout the body are provided with a healthy continuum.

Without this natural bodily intrusive element evinced by the microflora the usual pattern of human health tends to lean towards illness rather than wellness.

Dr. Karach anticipates that regular application of this treatment by reversing this process so that wellness is the dominant state of the human body is likely to increase the average human lifespan to approximately 150 years, double the present life expectancy.

Dr. Karach is supported in this view by other colleagues in the world.

By means of this treatment {Oil } it is invariably the result that diseases like migraine headaches, bronchitis, diseased teeth, arterio thrombosis, chronic blood disorders such as leukemia, arthritis and related illnesses, neuro physiological paralysis, eczema, gastro enteritis, peritonitis, heart disease, kidney disease, meningitis, and women’s hormonal disorders are completely eliminated from the organism.

The benefit of Dr. Karach’s method is that the oil therapy heals the whole body in perpetuity. In terminal diseases such as cancer, Aids and chronic infections this treatment method has been shown to successfully replace all others.

Dr. Karach has successfully healed a chronic leukemia patient with 15 years of harsh treatment methods behind him. Acute arthritis in 1 patient who was totally bedridden was removed from his body in 3 days with no inflammation apparent.

* NOTE: The recommended oils to use are Sunflower Oil, Seasme Oil. We are receiving many emails about which oil to use.

Our experience with thousands of people across the globe says USE COLD PRESSED OIL as first choice, if it is not available use REFINED OIL (which seems to be effective in the process too). We have observed that any oil other than SUNFLOWER or SEASME may not be effective.

Since that day ~ I have practiced „Oil Pulling“ ~ at least ~ twice each day.

I Am seeing my disabilities and symptoms of MS (Multiple Sclerosis) disappear.

And ~ yes ~ I Am also continuing to use my „THE FEAST“ supplement ~ using LIFEWAVE Pain Patches ~ and taking an antioxidant that is not yet available via my website:


In the near future ~ I hope to be able o offer Free samples of this triple antioxidant ~ MLM Affiliate Program ~ As I do the other health products that I have found have helped me.

This is but the 1st article ~ on this „Oil Pulling“ subject ~ that I have written. I promise that there will be more forthcoming ~ as I see more results..

I will conclude this article by using what I wrote to my MS (Multiple Sclerosis) affected ~ Earth Angel ~ friend:

I’ll Begin „Pulling My Weight“ In Oil ~ Right Away :)))

Please let me know how it works on Your MS ~ for you :))


LuV Ya 🙂

Rascal :))

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Source by Russ Miles

Business Valuation Multiples – How to Choose the Right Multiple For Your Business

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Using a "Multiple of Earnings" is the most popular way to value small businesses that are for sale.

But that raises a difficult question: By what number do you multiply your earnings?

Much of what has been written about valuation multiples states that most businesses are sold with a multiple that ranges from 1-5.

But in truth, smaller businesses that sell for 4 or 5 time their earnings are rare – at least when it comes to owner-managed businesses.

In smaller businesses with an owner's benefit of $ 50,000 to about $ 250,000, the owner will usually also manage the business on a day to day basis. The buyer is in truth "buying a job". Their return on investment is much lower because they are investing not just there money but there time.

In larger businesses, where there is enough cash flow to hire a full time, professional manager the owner can make a return on his investment without a full time commitment – so that business will be valued at a much higher level. That's not to say you can not sell your business for a multiple of 4 or 5, but in my experience the vast majority of smaller businesses sell for a figure much closer to 1 to 3.

So I suggest you start with a multiple of 2.0 and use the list of factors below to adjust the multiple up and down based on your specific situation and you company's performance.

This is just a partial list to get you started, there are bound to be unique factors that affect your business that are not listed here.

Positive Factors That Can Increase the Multiple

* Sales and profits have risen consistently each year for at least 3 years.

* A significant amount of sales come from repeat customers. Even better is revenue that comes from automatically recurring charges. Web hosting, alarm monitoring and self storage are few examples of business that may have reliable repeat revenue each month.

* Proprietary products, patents and / or trademarks.

* Exclusive rights to a territory.

* Less warranty exposure than is typical in your industry.

* Management And / or employees will stay on after the sale. The more experienced or otherwise talented these people are, the better.

* The business is a franchise of a well established – And well known – company. For many buyers, the support and training they get from the franchisor is a major plus – one they are willing to pay for.

* Your industry is growing and the future appears bright.

* Important ratios such as profit margin And cost of sales are above average for you industry.

* You are offering above average financing terms

For these last two items you should check with any trade associations that serve your industry. They may be able to provide you with facts and statistics that can help you show the buyer that your business is part of a growing industry or trend.

Negative Factors That Can Decrease the Multiple

* Sales and profits have been trending down recently.

* Sale and profits have been inconsistent or unpredictable in the recent past.

* Sales from your most important product have been down or stagnant.

* One customer accounts for a large portion of your sales – more than 20%.

* There are many businesses similar to yours that are also for sale. Or your products are widely available at many places – a "Me To" product a line.

* The business relationships heavy on location for its success but the lease is not transferable or is about to expire. If this applies to your business, try to get an extension on your lease before you start to sell.

* Pending legal or government issues such as law suits or environmental concerns.

* Important ratios such as profit margin and cost of sales are below average for you industry.

* A large amount of obsoleset inventory.

* The business is part of a weak franchise or one with a bad reputation.

* Too many old accounts receivable that will never be collected.

* You are not offering any financing

How Do These Factors Affect the Price?

Sellers tend to focus mainly on the positive factors when talking to buyers.

Buyers, however, tend to zero in on the negatives – or what they perceive to be negative. They are averse to risk and so they will always be on the lookout for problems.

If any of the negative factors listed above exist in your business you are not alone. Almost every business has some problems and they should not stop you from successfully selling.

That these problems exist is not the issue, how you deal with them is.

You have several choices when it comes to the weak points of your business.

You can lower your price accordingly and show the buyer how and why you have deducted your price by lowering the multiple, you can ignore the issues and wait for the buyer to point them out, and you can fix the things that are fixable.

Or you can do a combination of all the above.

If you have old or obsolete inventory, get rid of it and take the lose. The same holds true for old accounts receivable. The buyer will not pay you any money for these things and they will only help to create a negative overall impression of the health of your business.

Other factors – such as a decline in sales in recent years or one customer accounting for much of your revenue – can not be fixed so easily in the short term. If you do not have the option of holding on to the business for another year or two so you can improve these things than you will have to adjust the price accordingly.

Finally, there are those items that you do not control such as the fact that there are many similar businesses on the market or you are part of a franchise that is struggling.

I would suggest that you not lower your original asking price because of these items. But be aware that the buyer will probably bring them up at some point so be prepared to deal with them.

Before lowering your price, try first to offset any of these negatives with some of the positives features of your business. Maybe there are many businesses similar to yours on the market, but if your profits have steadily increased over the last few years or if you have a favorable lease in place that is transferable, you can show the buyer how your business is worth the price you are asking.

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Source by Patrick Jennings

Ideas On Getting Past Your Home Business Fears

Immobilie bewerten, Immobilie Wert, Immobilienrechner, Verkaufsrechner, Immobilienwertermittlung Tel: 06227-399170 Handy: 0176-2116-9990 eMail: Internet:

Believe it or not, all people are natural-born sellers. It's just that some people do not know it or have a fear towards selling. This fear is evident when it comes to running a home business. Not only fear, but doubt on ever selling a product or service. This fear translate into such things as not being like, being perceived as pushy, worry about the reliability of the product / service. The biggest fear is the all freezing idea of ​​being rejected. Once you identify the fear, or fears, puts you on the path to getting past them.

It's important to take action and take a long look at the source. Very important to overcoming the fear is to address it. Improvement to the product may be necessary. How would you know this? Easy, customer feedback will inform you of any product / service short comings. As far as the rejection factor, it helps to not take it personal when you get a "no".

Always start small. In our excitement, we often will take on many task at one time. Keeping it simple at first will help you get use to the task at hand. Starting small also helps in overcoming that fear of selling. Though I'm not into pitching to family and friends, it might help in getting over those selling fears at first. However, I will tell those close to me about the business if they show an interest in working from home. Showing passion for your business to others will help you in feeling more comfortable.

That brings us to the next tip. Showing enthusiasm and passion for you business. Most can tell when you do not believe in what you're selling. Make a list of the benefits and the past results with others in the business. You can go over this list everyday to help boost confidence within yourself.

A running track record of your personal successes. Doing this will help dissipate those doubts. Keeping yourself "pumped" will do wonders in your marketing efforts.

Do not approach your business with a "have to" or "does not feel good" attitude. Have fun with it, find a passionate way to share your experiences and knowledge.

Because you're having fun, do not lose focus on your business goals. Most stay focused on the benefits of reaching their goals. Keeping in mind about why you're doing this will push you into taking the next steps towards success.

Selling is a business skill, keep practicing. With practice, selling gets easier and easier. Starting small and keeping in practice will help you realize your dream of being a successful business person.

Immobilienmakler Heidelberg

Makler Heidelberg

Der Immoblienmakler für Heidelberg Mannheim und Karlsruhe
Wir verkaufen für Verkäufer zu 100% kostenfrei
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Source by Miles Simmons