Episode 22: 1 of 2: For Sale by Owner (FSBO) - Perspectives from Two National Leaders in Business Brokerage

In this two-part episode, two national leaders in business brokerage, Gary Rayberg, President of ROI Corporation (www.roibusinessbrokers.com) and Cress V. Diglio, Managing Partner of Calder Associates (www.calderassociates.com), discuss For Sale by Owner – FSBO. In Part One, Rayberg and Diglio define FSBO and address the risks that FSBO presents to Sellers. When comparing selling a business via FSBO to working with a business broker, Rayberg identifies the amount of work involved with selling a business, including valuing, marketing, and allocating 150-300+ hours from Listing to Closing. Diglio emphasizes the benefits of an intermediary’s sales process, including the importance of a valuation. As Diglio states, “The valuation sets an expectation.” Rayberg adds, “Having someone that is knowledgeable about valuation and also deal structure can help someone who is selling understand if they are getting a good deal.”