DEA News : Murphy Business Sales

Dr. Paul Chafetz has known Andy and Mariann Montgomery, Murphy Business Sales, for the past 5 years.  They have been members of DEA since December 2012.  Mariann is a native Texan, she grew up in farm and ranch country, near the southern end of Young-Throckmorton county line.  She went to Texas A&M and earned a Bachelor’s degree in Animal Science, and a Master’s degree in Agriculture Science.  Andy grew up Bartlesville, Oklahoma.  He earned his Bachelor degree, with honors, in Mechanical Engineering at Oklahoma State University.

Andy and Mariann Montgomery met in 1999 and are a power couple! They both are top producers in their company and are committed to continuous learning.  Each has a very impressive list of licenses, certificates, and other credentials in business brokerage.  They are also both active volunteers and leaders in their community, church, and various professional organizations; such as, Rotary, Exit Planning Institute, and the Texas Association of Business Brokers.  We are very lucky to have the Montgomery’s in DEA with us!

Mariann wanted to introduce a new opportunity for Murphy Business Sales that is very exciting and helpful for the business owners that they work with! It involves telling the story, as well as, Andy and Mariann’s story and where they fit in the process.  She started with a slide showing the Many Steps to Selling a Business, which included 26 boxes of steps and would put any presenter in PowerPoint jail for showing!  There are a lot of steps in selling a business, but the four main ones are Planning, Search, Deal Making, and Closing.  Today, she wants to talk about one important step – Preparing the Confidential Information Memorandum (CIM), also known as the marketing book.  When someone is making a major decision, they generally use logic, but your emotions drive home that decision and confirm your logic.  That is the reason the CIM is so important, it tells the story of your company.  Within this story is the owner’s emotions and why they spend so much time preparing this book for their clients.  These are highly variable in the marketplace; some brokers just include facts or even an executive summary.  But if you are doing your job well, you are telling the story of this business; the background of the ownership, customer base, employees, company strengths, opportunities, and financial information.  There should be enough information for the buyers to present an offer or Letter of Intent (LOI).

This book is extremely confidential and includes sensitive company information, all buyers must sign a non-disclosure agreement to review it.  In their business, Mariann feels they are very fortunate because her and Andy have complimentary skill sets, she’s the talker and he’s the writer!  Andy is phenomenal at putting together the marketing memorandums.  He is a wordsmith that can take the cold hard facts and weave the story within them, this enables them to get the emotional part, the human element, involved in the story.  Remember, buyer’s when they first come to a deal, they are looking at the facts, but it takes the emotion to close the deal.  Mariann will put the memorandums up against any competitors, in fact, they usually receive compliments on them; especially from private equity groups.  And now, they have a video marketing program, which essentially turns the book into a video!

Click here to see how the video marketing program demo and the wow factor it creates.

At first glance, you will find the Table of Contents, as well as, some company statistics.

This sets them and the ownership apart, it shows that they thought strongly enough to step out and create this type of production.  The other big item is consistency, all buyers are seeing the same thing.  Often buyers want to talk to the business owner, and if you have a lot of interest in the business, the owner most likely does not have time to speak with everyone inquiring about the business.  This is resolved with a Business Owner Q&A video.  The key thing about these presentations is to bring out the strengths, opportunities, and “gotchas” in the business.  There was a huge “gotcha” in this deal. Mariann played a portion of the video that asks, “Why are you selling the business?”

To see the “gotcha” moment, return to the demo video here and click on the 23 minute Q&A video under the Table of Contents.

That is moving, wasn’t it?  He was under indictment and so was the company.  This company did sell and sold in record timing – from the day the NDA was signed to closing was 45 days.  Wow, that is unheard of!  The hook in this story, was an emotional hook, the buyer loved to fly fish in Montana!  That is what kept him in the deal to make it work!

At the bottom you will also find the virtual data room or Portfolio Documents.  Each area will remain locked until the buyer signs a Letter of Intent.

This video is very powerful in order to present and sell a story to buyers!

What does Murphy Business Sales do?

  • Business Sales
  • Transition / Exit Planning
  • Business Valuations
  • Equipment Appraisals

Andy and Mariann also feel very strongly that they keep a high level of knowledge and business best practices.  Through the extensive training of our franchise, they have the following additional certifications and designations.

Mariann:

Board Certified Broker (BCB)

Board Certified Intermediary (BCI)

Certified Business Intermediary (CBI)

Certified Exit Planning Advisor (CEPA)

Certified M&A Intermediary (CMAI)

Real Estate License

Andy:

Business Certified Appraiser (BCA)

Board Certified Broker (BCB)

Certified Business Intermediary (CBI)

Certified Machinery & Equipment Appraiser (CMEA)

Real Estate License

They go the extra mile to ensure they are delivering advanced professional performance for their clients.

In addition to that, they also belong to the following professional organizations:

Texas Association of Business Brokers (TABB)

International Business Brokers Association (IBBA)

Mergers & Acquisitions (M&A)

Exit Planning Institute (EPI)

North Texas Commercial Association of Realtors (NTCAR)

National Equipment & Builders Business Institute (NEBB)

International Society of Business Appraisers (ISBA)

Texas Consilium – Catalyst for Profitable Growth (TXC)

Association for Corporate Growth (ACG)

What are Leads for Murphy Business Sales?

A Leads = Businesses with over $1 million in revenue

B Leads = All DEA Members (Consulting, Buying, Selling)

C Leads = Introductions to Advisory Teams (CPA’s, Attorneys, Wealth Advisors, Commercial                                                               Lenders, Insurance Agents)

Visit the following websites to see more about Murphy Business Sales!

Website

Corporate

Mergers and Acquisitions

Also, big thanks to Darren Gardner for helping make sure all her video and sound technology worked today!

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