In this episode of “Show Me The Way,” Dave sits down with Col. Jeff Crooks to discuss his career as a business intermediary. They dig into how his role helps both buyers and sellers, how expectations have changed over the course of his career, and some of the crazy things business owners have put in their books.

Dave begins by asking Col. Crooks to talk about how much his military background comes into play in his day to day job, and to discuss Apex Business Advisors.

• Col. Crooks discusses how his military background guides his interactions with clients, and briefly mentions his time in the service.

Dave then asks for more details about his role as a business intermediary, and what kills the ability to close a deal.

• Col. Crooks shares the three things most likely to destroy the ability to close a deal are time, attorneys, and CPAs.

Dave questions what aspects help a deal close or reach a conclusion.

• Col. Crooks says that communication is the biggest piece that can help deals progress.

Dave wonders what the key issues or points that Col. Crooks would try to get across to Dave as a seller.

• He says that details about what the business does well versus what it could improve upon are very important, and explains why.

Dave then flips it around and asks what the key points are for people that are looking to purchase a business.

• Col. Crooks discusses some of the differences between an unprepared buyer versus a prepared buyer.

Dave then asks about some personal anecdotes such as surprises that have come about during his time as a business advisor, and his career in the military.

• Col. Crooks discusses a few of the interesting items he has found, especially when it comes to the financial aspect of the business.

Dave asks how clients typically find Col. Crooks or Apex Business Advisors.

• Col. Crooks mentions their website www.kcapex.com and through a number of advertisements.

Dave leads this into asking how over the course of his career as a business advisor, how the industry has changed, how clients have changed, and how financing has changed over that timeframe

• He responds by mentioning how though his role has largely stayed the same, he has learned from years in the industry to predict issues before they arise.

Dave follows this up by asking what the main reason is that a deal might fall through, as well as digging down into how many clients Apex might work with at any given time.

• Col. Crooks says that time is the biggest enemy, and lists out a number of scenarios as to what can go wrong.

Dave then asks about timeframes for the quickest and longest times that deals have taken, in what states they operate, and what is next for Col. Crooks professionally and personally.

• Col. Crooks notes that the quickest time was 20 minutes for a deal to close, though that was a ‘right place right time’ circumstance, and that the longest time was over 5 years to get a deal to close.

To reach out to Dave for advice or consultation, please visit www.davidseitter.com or email him at [email protected] 

Disclosure