How Do I Negotiate Effectively When Selling My Restoration Company?  


Q: How do I negotiate effectively when selling my restoration company?  

JT says: Please know the best negotiations start well before buyers are ever approached.  It’s most effective to first get your business in a solid and defensible position- resolve variables that lessen value, receive answers in advance for likely outcomes and scenarios, and gain clarity on financeability, deal structures, AR’s, WIP, Working Capital, taxes, and wealth preservation.  

With clarity the best buyers can be identified (and why), for both the business ‘transaction’ and your personal ‘transition’.  You then negotiate from a position of strength, not emotional reactions to buyer requests.

Ultimately, clarity and answers offer control over many buyer objections and eliminate costly surprises. This is the foundation of effective negotiating. 

Get Answers + Get Prepared = Get Retired

Have a question for JT? Don’t worry, all questions will remain anonymous! You can email JT at

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JT Kraai

As CEO and Founder of Exit Strategies 360, JT takes extreme pride in helping business owners prepare and navigate the business sales process.  As an M&A Advisor, Broker and Consultant for 20+ years, he has structured hundreds of transactions for virtually any scenario, keenly understanding the needs of both buyers and sellers. 

JT indicates, “Most business owners are unaware of their options when it comes to preparing and selling their business.  These options can increase cash and decrease taxes by hundreds of thousands of dollars.  An educated decision is always the best.”

He then adds, “An owner’s weakest link is fear… without knowing how to proceed, they don’t.  We offer the tools, process and roadmap to proceed with confidence.”  

With over 25+ years of entrepreneurial ventures including five start-ups/sales, he has a solid understanding of what it takes to successfully create, expand and maximize business values. JT instinctively has the expertise and capacity to think about critical factors affecting the success of a transaction, providing an extremely valuable perspective and advantage for his clients.  

According to JT, “You’ll probably do this only once in your life… let’s do it right.”

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