EXIT WITH EXCELLENCE The Business Broker’s Handbook & Valuation Field Manual
Business Broker as Career By Michael Shenher
Length3h 41m
About this audiobook
EXIT WITH EXCELLENCE: The Business Broker's Handbook & Valuation Field Manual
Most business deals don't fail during negotiation. They fail months earlier — during preparation, valuation, and expectation-setting. And most brokers never find out why.
Exit With Excellence is the definitive field manual for business brokers who want to operate with the disciplined process that closes deals cleanly, protects seller leverage, and builds a reputation that compounds over time. Written by British Columbia's foremost expert in business exit strategy, it covers the complete transaction lifecycle with the authority and practical depth that working brokers actually need.
This is not a motivational book. It is a professional standard.
Audiobook details
GenreBusiness and Economics
Length3 hrs 41 mins
Narrated byListen with 1,000+ voices
FormateBook with Audio
Publish dateJun 25, 2026
LanguageEnglish
Table of contents
1Introduction
2The Role You Are Preparing For
3Why Valuation Is the Foundation
4Why Buyers Think Differently Than Owners
5How This Handbook Is Organized
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6Reflection for Professional Development
7Chapter One
8Chapter 1: The Broker’s Deal Map: Intake, Triage, and the First 72 Hours
9Most deals are won or lost before the business is ever marketed.
10The Deal Map: One Lifecycle, Predictable Failure Points
11Triage Begins with Judgment, Not Numbers
12Is it sellable?
13Is it financeable?
14Is it transferable?
15The Intake Conversation: What You’re Really Listening For
16The Reality Scan: What Must Be Assessed Before Anything Else
17Engagement Comes Before Valuation — and for Good Reason
18The Retainer Rule: Why Professionals Are Paid Before They Price
19No retainer, no normalization.
20No normalization, no comparables.
21No comparables, no valuation discussion.
22The First 72 Hours: How Senior Brokers Impose Order
23Where Deals Die at This Stage (And Why): The Broker’s Rule Moving Forward
24Your job is not to sell the business.
25Your job is to make the business ready to be bought.
26Chapter Two
27Chapter 2
28Engagement Creates an Agency Relationship — Not a Casual Advisory Role
29Authority Shifts at Engagement — And the Broker Must Accept It
30The Single Source of Truth: Why This File Is the Deal
31Normalization: Revealing Economic Reality, Not “Fixing” the Numbers
32Normalization is the act of stripping away the owner’s personal behavior to reveal the business’s true economic performance.
33Why Owners’ Tax Choices Must Be Neutralized
34Case Example: Same Business, Three Owners, Three Realities
35The Discipline of Defensible Add-Backs
36If this adjustment were challenged by a skeptical buyer and a conservative lender at the same time, could I defend it without hedging?
37Documentation Discipline: Editing Reality, Not Archiving Chaos
38Risk Flags and the Broker’s Duty to Disclose
39Early Valuation Construction: Building Something That Survives Contact
40The Seller Alignment Test (Again): Chapter 2 Close: Professional Brokerage in One Sentence
41Normalize behavior.
42Document reality.
43Disclose risk.
44Defend truth.
45Chapter Three
46Chapter 3
47Valuation for Brokers: Separating Market Price, Buyer Value, and Lender Reality
48Why Valuation Is Context, Not Conclusion: Section Summary — Why Valuation Is Context
49Market Price: What the Market Is Likely to Pay
50Section Summary — Market Price
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