Thinking about selling your restaurant? Whether you've built it from the ground up or taken the reins of an existing establishment, deciding to sell is a significant milestone. It's a choice that involves not just emotions but also strategy. After years of hard work, you want to ensure that when you do decide to sell, you're getting the best value for your efforts. However, the process of selling a restaurant is complex, requiring careful planning and execution. Without the right preparation, even the most successful restaurant can struggle to attract buyers or secure the right offer. In this article, we’ll share five quick tips to help you navigate the sale of your restaurant with confidence, ensuring a smoother transition and maximizing your returns with We Sell Restaurants.
➡️Tip #1: Get Your Financials in Order
Why do clean financials make all the difference when selling a restaurant? Potential buyers will scrutinize your restaurant's financial health, so having organized and transparent records is essential. Clear financials not only show that the business is profitable but also give buyers confidence that they're making a sound investment. Start by gathering your profit and loss statements, balance sheets, tax returns, and any other relevant documentation from the past three years. Working with an accountant can help ensure that your numbers are accurate and ready for review. The more detailed and transparent your financials are, the easier it will be to attract serious buyers, negotiate better offers, and move through the sale process smoothly.
Without clear financial records, you eliminate a large segment of buyers who will need financing. After all, not everyone has cash on hand for a large acquisition. That’s why most restaurants are sold with SBA lending, or lending guaranteed by the Small Business Administration guidelines. They will want two years of tax returns plus the most recent year’s profit and loss statement and balance sheet. These must be based on the current operations of the business. The loan will not fund unless they are dated within 90 days of the closing date.
➡️Tip #2: Understand Your Restaurant's Market Value
Knowing what your restaurant is truly worth is one of the most critical steps in the selling process. Overpricing can scare off potential buyers, while underpricing can leave money on the table. The market value of your restaurant depends on various factors, including its location, revenue, lease terms, equipment, and overall condition. To determine an accurate valuation, it's essential to remove emotional attachment and approach the sale from a business perspective. This is where a Certified Restaurant Broker can be invaluable.
What is a Certified Restaurant Broker? A Certified Restaurant Broker is a professional who has undergone specialized training and certification in the restaurant brokerage industry. Unlike general business brokers, Certified Restaurant Brokers possess in-depth knowledge of the unique complexities involved in buying and selling restaurants, such as understanding financial statements, lease negotiations, and the specific regulations governing the food and beverage industry. They are equipped to guide both buyers and sellers through the intricate process, ensuring that transactions are handled efficiently and professionally. Their expertise spans everything from valuing a restaurant to negotiating the best deal terms, making them an invaluable resource for anyone looking to buy or sell a restaurant.
➡️Tip #3: Prepare Your Restaurant for Sale
First impressions matter-especially when selling a restaurant. Before listing your business, it’s essential to ensure that your restaurant is in top condition. A well-maintained and visually appealing space can significantly impact a buyer’s perception and the price they’re willing to pay. Start by decluttering and cleaning all areas, from the dining room to the kitchen. Address any necessary repairs, whether it’s fixing broken equipment, refreshing worn-out décor, or repainting walls. Ensuring everything is in good working order shows potential buyers that your restaurant is a well-cared-for and operational business. Investing time and effort into these preparations can lead to higher offers and a quicker sale. Your Certified Restaurant Broker will be happy to walk through the business and provide feedback and recommendations on first impressions for a would-be restaurant buyer.
In preparing your restaurant for sale, you should also spend time on your equipment list. This is the final list of assets being conveyed to the buyer in the sale. Make sure you remove any equipment that is not working and used in the business from the premises and never include it on the equipment list. I once represented a buyer on a transaction with a non-working oven in the kitchen that the seller only used for storage. The other broker and seller included the equipment on the list of assets. The buyer, rightfully, insisted it be repaired and in working condition before closing. Avoid these issues by removing anything sentimental or not working in the business before preparing the equipment list. Never include any leased equipment on the equipment list or anything owned by the landlord. If they are part of the list, clearly designate them as “leased” or “owned by third-party.”
Check List: https://blog.wesellrestaurants.com/restaurant-seller-checklist-we-sell-restaurants
➡️Tip #4: Market Effectively
Attracting the right buyers requires more than just listing your restaurant for sale it requires a strategic marketing plan. Effective marketing can make all the difference in how quickly your restaurant sells and at what price. A Certified Restaurant Brokers starts by crafting a compelling listing that highlights the earnings and sales of your restaurant. While unique features, such as a prime location, loyal customer base, or specialized cuisine, contribute to results, don’t be mistaken. Buyers are purchasing results in the form of cash flow and not form of “puffery” about the restaurant is going to more important than the cold hard cash it creates.
A firm like We Sell Restaurants will have access to a network of more than 125,000 buyers in the database, waiting for new restaurant listings. A general business broker will have a much more limited audience to expose your business. A Certified Restaurant Broker can also leverage multiple online platforms with strategies to maximize exposure. From online listings to direct outreach, a targeted marketing strategy ensures your restaurant reaches serious buyers ready to make an offer.
➡️Tip #5: Be Ready for Due Diligence
The deal isn’t done until the paperwork is signed, and one of the final hurdles is the due diligence process. Buyers will want to dive deep into your restaurant’s operations, financials, and legal standing before closing the deal. Being fully prepared for this stage can prevent delays and keep the transaction on track. Ensure you have all necessary documentation readily available, including licenses, permits, vendor contracts, employee records, and lease agreements.
Due diligence helps the buyer assess the true value of the business and identify any risks or issues that might affect future operations. Expect them to meticulously review the restaurant's financial records, customer trends, vendor contracts, and compliance with health and safety regulations. This can be a stressful time period, but transparency is key. After all, the buyer can only make an informed decision and ensure there are no hidden surprises after the purchase.
It’s also crucial to address any potential red flags, such as unresolved legal issues or compliance concerns, ahead of time. The smoother the due diligence process, the quicker you can move toward closing. Preparation not only reassures buyers but also demonstrates your professionalism and commitment to a successful sale.
Conclusion: Selling your restaurant is a significant decision that requires careful planning and execution. By following these five quick tips getting your financials in order, understanding your restaurant’s market value, preparing your restaurant for sale, marketing effectively, and being ready for due diligence you can navigate the process with confidence. Proper preparation can mean the difference between a smooth, profitable sale and a drawn-out, frustrating experience. If you're ready to sell, don't go through it alone. Reach out to a Certified Restaurant Broker who can guide you through every step, from valuation to closing, ensuring that you get the best deal possible. Your restaurant's success story can continue with the right buyer make sure you’re prepared to make that happen.
Robin Gagnon, Certified Restaurant Broker®, MBA, CBI, CFE is the co-founder of We Sell Restaurants and industry expert in restaurant sales and valuation. Named by Nation’s Restaurant News as one of the “Most Influential Suppliers and Vendors” to the restaurant industry, her articles and expertise appear nationwide in QSR Magazine, Franchising World, Forbes, Yahoo Finance, and BizBuySell. She is the co-author of Appetite for Acquisition, an award-winning book on buying restaurants.