We are living through an unprecedented period of financial adjustment in America. On one hand, acquisition prices have never been so low to outsiders, and on the other hand the credit market has all but dried up.

Some Facts:

Funding offers you hear about for mortgages and business financing are geared toward individuals with credit scores in excess of 700, excluding the vast majority of small business buyers. The vast majority of small business buyers do not qualify under the present economical situation. It will change but for today, it is all but impossible to secure a rational, reasonable funding commitment. Savvy buyers who fit into the above category enjoy much leverage in negotiations as they are aware they have a competitive advantage.

Price is not the central issue in attracting buyers today, but creative financing options are. Provable, definable profitability is key.

10,000 Baby Boomers a day are leaving the work force and looking to supplement their incomes. One of the central deal makers these educated buyers are looking at is who is willing to keep some “skin” in the game. In other words, if the owner is confident about his business, why wouldn’t he finance a portion of the transaction? For the most part, SBA and bank funding has dried up without this ingredient.

There has been a 22% increase in the use of IRA, 401k and other retirement instruments in the funding of a business acquisition. Of course there is no perfect business, but it is much safer to acquire an existing one that can be impacted by one’s knowledge and expertise.

On the positive side, interest levels in small business enterprises are at an all time high. As we enter into the historical selling season (April 16th after tax season), we expect much pent up demand.

Patience and Persistence will pay off.