For the Right Price…

“You can’t afford to buy the business” dad said to his kids, who were running the business as he enjoyed retirement. Not to insult dad, but if it’s priced right it’s affordable. Dad obviously feels the business is the cutest puppy or most adorable baby there is – so of course his kids can’t afford it.

Well, sentimental feelings don’t count for much when valuing a business, a car, a house, and many other things. These things aren’t like a piece of art where beauty is in the eye of the beholder. When there’s a raft of comparable sales and/or financing limits there are built-in pricing guidelines (with limited exceptions).

When we’re attached to something it’s hard to let go and especially hard to believe it’s worth less than we feel it is (the key word being feel, as in feelings or emotion versus logic or evidence). We can put an emotional component on a lot of things as in:

  • I’ll take a smaller salary to work here because I don’t have to commute, the culture is great, or I’m learning skills I can leverage in the future.
  • I’ll buy the red convertible because it makes me look cool, even though there’s no room for the car seats.
  • I’ll pay more for (fill in the blank) because I love it.

In other words, business buyers – be careful you don’t let emotion cause you to pay what “dad” wants for the business.

“Clothes make the man. Naked people exercise little or no influence on society.” Mark Twain

 

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