What if the biggest obstacle to selling your business has nothing to do with your financials?

In this episode, Glen Cooper, a business broker with nearly 50 years of experience and over 650 business transactions across three states, shares the one thing that separates businesses that sell from those that sit on the market. He reveals why learning how to write a business offering summary starts with just three paragraphs, and how that simple exercise can unlock the entire story of your business for buyers, bankers, and lending committees.

Glen walks through the full structure of a professional offering summary, the seven journalist questions every business story must answer, and why the emotional power of storytelling is the hidden driver behind successful business sales.

Whether you are a business owner preparing for an exit or a broker looking to sharpen your listings, this episode will change how you think about presenting a business to the market.

What you will learn in this episode:

•Why a compelling story makes your business a better lending risk

•The three-part structure of a professional offering summary

•The seven questions every business buyer needs answered

•How to start writing your business story today, even if you have never written one before

Get Glen's book, "Glen Cooper on Business Brokerage," on Amazon: a 300-page resource with 36 chapters covering the five challenges every business broker and seller faces.

➡️ Get Glen's book 📕 Glen Cooper on Business Brokerage Book

➡️ Get Glen's book 📕 Glen Cooper on Business Brokerage Book

Do buyers purchase businesses based on the numbers—or the story behind the numbers?

In this episode, I explain why your business story may be one of the most valuable assets you own when preparing to sell your company.

Too many business owners assume financial statements alone will convince a buyer. In reality, buyers are human. They're naturally drawn to compelling stories that help them imagine themselves becoming the next successful owner.

I'll explain why storytelling is wired into the human brain, how a well-crafted business story builds trust and increases perceived value, and why every seller should create an offering summary (sometimes called a Confidential Information Memorandum or CIM) that brings their business to life.

You'll also learn a simple framework for organizing your business story, including how to present your systems, your team, your track record, and the future opportunities that allow a buyer to become the hero of the next chapter.

If you're thinking about selling your business—or simply want to understand what makes a business more attractive to buyers—this episode is an essential listen.

• Why every business needs a compelling business story
• How storytelling influences buyer psychology
• Why facts alone rarely persuade buyers
• What belongs in an effective offering summary
• How to structure your business story so buyers see opportunity
• Why systems, teamwork, and track record are the foundation of a valuable business

Whether you're preparing to sell next year or a decade from now, learning to tell your business story could significantly increase the value buyers place on your business.

➡️ Get Glen's book 📕 Glen Cooper on Business Brokerage Book

➡️ Get Glen's book 📕 Glen Cooper on Business Brokerage Book

Most business owners assume they need to spend thousands of dollars on a professional appraisal before selling their business. In this episode, I explain why that's usually the wrong first step.

Instead, I walk you through a practical five-step process for getting multiple confidential opinions of value from experienced business brokers at no cost. You'll learn how to protect your confidentiality, what financial information brokers actually need, what questions to ask during your meetings, and how to compare brokers before deciding whether to hire one.

By the end of this episode, you'll have a clear understanding of how to value a business, avoid unnecessary appraisal expenses, and gather the information you need to make smarter decisions before putting your business on the market.

In this episode, you'll learn:

• How to value a business before selling it

• The difference between a business appraisal and a broker's opinion of value

• Why you should obtain multiple free business valuations

• What documents business brokers actually need

• Questions every business owner should ask before hiring a broker

• Mistakes to avoid during the valuation process

Whether you're planning to sell this year or simply want to understand what your business is worth, this episode gives you a proven roadmap to begin the process with confidence.

🔗 Links and Resources:

📕 Glen Cooper on Business Brokerage Book

Connect with Glen:

📧 Email: glen@mycoloradobusinessbrokers.com

📞 Phone: 303-919-2694 - Leave a voicemail for a return call