SOURCE: Randy Siller - Siller & Cohen

February 04, 2013 06:00 ET

Randy Siller: Selling a Business Is Key Skill for Entrepreneurs

A Recent Article Highlights the Importance of Learning How to Sell a Business -- Drawing the Attention of Randy Siller

NEW YORK, NY--(Marketwire - Feb 4, 2013) - For the serial entrepreneur, selling a business can prove a fairly common occurrence; for other business owners, however, the mere idea of selling a company can seem daunting. According to a recent article from Link 2, selling a business is a skill that every business owner should have. The article notes the importance of honing this skill set, which includes mastering the timing, learning to negotiate well, and evaluating the company's true worth. These comments on selling a business have earned the attention of wealth analyst Randy Siller, who has responded to the article with a press statement.

"Proper planning for the sale of a business is critical for the owner of any closely held business," Siller affirms, in his new press statement. He goes on to offer some advice for business owners preparing for the sale of their companies. "An often overlooked tool in helping the business owner through this emotional process is the Financial Independence Model. Through the use of proper modeling, the business owner can see ahead of time the impact of various sale scenarios on his or her ability to maintain a desired lifestyle."

Randy Siller explains the benefits of this approach. "This can be a tremendous help during negotiations," he remarks. "It can help the business owner determine not only an acceptable price but the terms as well. For example, if an earn-out is proposed, the business owner can know ahead of time what guarantees should be built in to allow them to reach their own goals for financial independence."

Siller offers further insight. "Another example would be an offer that includes keeping the business owner on as an employee for a period of time. For how much time -- and for how much money -- should the business owner stay on? Through proper modeling the impact of all of this can be determined, helping business owners meet their own financial goals."

Randy Siller says that matters of taxation are also important to consider. "Most sales of closely held businesses are done as 'asset sales' as opposed to stock, or partnership (or LLC) unit sales. Why? The purchaser does not want to take on any unknown liabilities. The purchase of 'assets' is the common way to avoid that."

Continues Siller, "What does that mean for the seller? If the business is an LLC or partnership, there is generally nothing to be concerned with. On the other hand, if the business is a C Corporation or an S Corporation that converted from a C Corporation within the last 5 years (for those that convert in 2012 or 2013), then the impact can be big. The problem is that there can be a double tax, if the corporation still has what is known as Earnings and Profits from its C Corporation years. There will be a tax at the Corporate level, then the net proceeds will be subject to tax again when the Corporation makes a distribution to the business owner."

This is where planning comes into play, Randy Siller says. "Are there ways to avoid this double tax? Yes, with proper planning. In addition, the use of techniques like the Capital Gains Bypass trust can often be used to reduce the tax impact, even if the business is already an LLC or partnership."

"The bottom line is that planning ahead, which should include running various scenarios through a Financial Independence Model, can put the business owner in a significantly better position post-sale," concludes Randy Siller.

ABOUT:

Randy Siller is a veteran of the financial services industry, and a founding partner of the firm Siller & Cohen. For more than two decades, the firm has offered wealth advisory services to families, individuals, and businesses across the country. Randy Siller has been cited in numerous publications, including Time and Fortune.

Registered associates of Siller and Cohen are registered representatives of Lincoln Financial Advisors Corp. Securities and advisory services offered through Lincoln Financial Advisors Corp., a broker/dealer (Member SIPC) and registered investment advisor. Insurance offered through Lincoln affiliates and other fine companies. Siller and Cohen is not affiliated with Lincoln Financial Advisors Corp. CRN 201301-2076318