EXPERT ADVICE – AVOID TYPICAL SALES MISTAKES
Selling without the help of experts
If you want to sell your business as well as real estate or only parts of it on the market yourself, utmost caution is required. Often the sale of your own establishment(s) is at the same time one of the most important transactions you will make in your life. If you do not know the practices of the professional market players on the other side (i.e. buyers of businesses and real estate), this will be immediately recognised by your counterpart and profit will be made from it.
Hiring one (or even several) non-specialised brokers
Such brokers usually have no experience whatsoever with social real estate, they do not know, for example, how to calculate sustainable rents, how to assess and mitigate the risks of a HeimMindBauVO or what is important in a nursing home BWA.
Conflicts of interest
It is often not clear who is actually working for whom. The consultant’s or intermediary’s fees as well as his or her own interests must be disclosed so that the client can be sure that his or her goals are being pursued in the best possible way. Quality characteristics of reputable advisors are that they act neutrally, i.e. are independent of third party interests (who is behind this with which interests), do not operate their own facilities (no competition with the client) and are predominantly remunerated by the client (not the buyer) for their services, as this ensures the greatest identity of interests between client and advisor.
Poorly prepared exposés and documentation
Successful investors look behind the scenes anyway and want to know the important data, such as the sustainable EBTIDA(R), the single room rate, the occupancy history, the investment costs for self-payers and social welfare recipients as well as, if applicable, the maintenance budget and history. The sustainable rent including a discount in the investment costs for reinvestment and maintenance per day and bed, etc. must be comprehensibly calculable. We have a short service path with these investors because we provide this information precisely and thus save the professional buyers time and work.