INTRODUCTION

INTRODUCTION

The statutory merger of the real estate and business opportunity licenses occurred in 1966. Since then, a real
estate license is required to engage as an agent in the sale or lease of business opportunities.

Definition

The Real Estate Law defines “business opportunity” as the sale or lease of the business and goodwill of an
existing business enterprise or opportunity.

The sale of a business opportunity may involve the sale of only personal property. Typical transactions involve
retail stores, automotive service businesses, restaurants, cocktail lounges, bakeries, manufacturing facilities,
distribution and services businesses, etc. The sale almost always includes the inventory, fixtures, non-
competition agreement, lease assignment, and goodwill. If real property is involved in the sale, the agent usually
treats the sale of the business and sale of the land/building as two separate and concurrent transactions with two
concurrent and contingent escrows.

Agency

In most business opportunity transactions, the real estate licensee will be acting as a dual agent, with the
informed consent of the principals. Thus, the licensee is in a fiduciary relationship with both the buyer and
seller.

The real estate broker must obtain the written authorization of the owner of the business property before he or
she may obtain the signature of a prospective buyer on a procuring cause agreement. Failure to do so is grounds
for revocation or suspension of the agent’s license under Business and Professions Code Section 10176(j).

Small Businesses and the Small Business Administration

The Small Business Administration (SBA), a federal agency, assists small businesses through various financial
and counseling programs. In establishing loan qualifying criteria, the SBA has developed size standards
governing eligibility. Depending on the type of business (manufacturing, wholesaling, retailing, service,
construction, or agriculture), the standard of eligibility is based either on the number of employees or on the
annual gross sales of the business. Interested persons should contact the SBA for current criteria, loan amounts,
etc.

Form of Business Organization

Legal and tax considerations generally enter into a buyer’s decision regarding the legal form of business
organization. Sole proprietorship, corporation, partnership, limited liability company, syndicate, and franchise
are examples.

It is estimated that about 75% of American businesses operate as sole proprietorships. About 16% are
corporations. However, corporate enterprises earn over 70% of the total income.

The sole proprietorship is the simplest form of business opportunity. Corporations are governed by officers,
directors, and shareholders (owners), and the business is conducted under authority of its articles of
incorporation, bylaws, resolutions and policies. Organizers must comply with the legal requirements of the state
in which the corporation is established.

Form of Sale

The usual form of transfer for small businesses is a sale of assets for individual owners and a sale of assets or
stock when a corporate owner is involved. (Transfer of partnership interests, corporate mergers, etc., are other
examples of forms of sale.) Tax factors often influence the form of sale.

The transfer of ownership of a corporate small business by sale of all corporation stock may require that the
agent negotiating the sale have a broker-dealer securities license issued by either the California Department of
Corporations or the Securities and Exchange Commission. However, a real estate broker who has a listing for
the sale of the assets of a corporation is entitled to a commission if the parties decide on the sale of the stock in
the corporation, provided it is a sale of all of the outstanding stock. Regarding the sale of stock of a corporation,
see Section 260.204.1 of the California Code of Regulations.

In a sale of assets, a buyer assumes no obligations of the business unless by specific agreement. The seller’s
liabilities and creditors’ claims are generally cleared up in escrow. In a sale of stock, with the parties intending
that the corporation remain the owner of the business with the same assets and liabilities as before the sale, the
shareholders of the corporation sell and assign their stock to the new shareholders.

Why an Escrow?

The use of an escrow holder specializing in business bulk transfers is advisable for all business opportunity
transactions. It is the escrow holder’s responsibility to insure that both the obligations and benefits of the Bulk
Sales Law (Commercial Code Section 6101, et seq.) and, if applicable, the Secured Transactions statutes
(Commercial Code Section 9101, et seq.) concerning personal property transfers and security devices have been
met and/or obtained.

Pursuant to the written instructions of the principals, the escrow holder:

• conducts lien searches;

• publishes, records, and mails to the tax collector the appropriate Notice(s) to Creditors of Bulk Transfer;

• obtains the designated tax releases from the government agencies who could otherwise impose successor
tax liability upon the buyer; and,

• acts as a general “clearing house” depository for funds, documents, instruments and delivery of same at
close of escrow, at which time the escrow holder provides an accounting.

(It should be noted that the Internal Revenue Service does not give tax clearances. In some sections of
California, a tax lien insurance policy is available to protect a buyer against a future or undisclosed tax lien.)

Buyer’s Evaluation

A buyer should be given an opportunity to evaluate all material aspects of the seller’s business, including:

• liens and liabilities that affect the business (because of possible successor liability);

• the lease terms and conditions;

• the recent past and the present financial history of the business;

• the present and probable future risks involved with ownership; and,

• the probable future income stream (assuming effective management by buyer)

Although the buyer has a responsibility to exercise “due diligence” in evaluating the business opportunity, the
agent should advise the buyer to seek the advice of a competent accountant and attorney.

Motives of Buyers and Sellers

Most purchasers expect to buy a business with either a good earnings record or a good earnings potential. Few
people buy businesses with heavy loss records or at the price of assuming the seller’s obligations. While real
property always retains some value, a defunct business has little or no value. A broker must exercise reasonable
care in screening potential buyers and keep in mind the seller’s motives in selling and the buyer’s motives in
buying.

A seller’s motives might include: retirement; burnout; poor health; a move to another city; imminent
bankruptcy; or a desire to quit business and work for others. A buyer’s motives could include: wants to be boss;
desires more income; lacks skills or training for employment; retiring to a second career; buying “a dream”; or
expanding an existing on-going business.

Counseling the Buyer

A broker may be asked to counsel a business opportunity buyer. Particular care should be taken to ensure that
counseling statements are not construed as legal advice or as representations or warranties concerning the future
of a specific business.

Normally, the broker and prospective buyer discuss the buyer’s background and whether he/she has experience
in the business being investigated. Other important topics include:

1. the amount of money the buyer can invest, including the money necessary for start-up costs, (beginning
inventory, deposits with utilities, licenses and permits, lease payment, advertising, etc.);

2. where additional funds, if needed, may be borrowed;

3. credit extensions that can be expected from suppliers;

4. the opinions of any accountant, attorney, or banker who has consulted with the buyer and whether or not
the broker will be coordinating the purchase with them;

5. the reasonableness of the buyer’s net income expectations;

6. the possibility of unexpected expenses or losses; and,

7. the likelihood that the current financial statement (balance sheet) and earnings statement (profit and loss) of
the business and the buyer’s financial statement will be adequate to obtain a direct loan from a bank or a
loan through the SBA.

Especially with a novice buyer, the broker should anticipate being questioned in detail about all phases of
owning the subject business.

A broker should be aware of the taxable events involved as a result of a transfer of a business. Particular care
should be taken to ensure that counseling statements are not taken as legal or tax advice. The principals in the
transaction should further be advised to seek legal and tax advice.

A new tax law went into effect January 2000 which adversely affects the seller who takes a note for part of the
purchase price of the business. It applies to an asset sale as opposed to a corporate sale and where one is on the
accrual method of accounting. The new law in general provides that the total dollar amount of the note to the
seller is taxable all at once, even if the proceeds are to be received in installments over several years. This is a
drastic change from previous law. It is incumbent on the licensee to direct the seller to discuss this matter with
his or her accountant at the time of the listing. The new law may affect each taxpayer differently, depending
upon their tax situation.

Additionally, in the sale of assets of a business, great care must be taken on how to allocate the consideration,
i.e.; furniture, fixtures, equipment, non-compete agreement, goodwill, inventory, consulting agreements, lease,
leasehold interests, employment contracts. The allocation of the items may have important tax consequences for
the parties.

Satisfying Government Agencies

The broker should also be prepared to inform the purchaser of the various federal, state and local governmental
agencies which the purchaser should contact for required permits, licenses, and clearances. Such agencies
include:

• Internal Revenue Service (for employer identification number in connection with federal withholding taxes,

etc.);

• State Board of Equalization (for sales tax permit, bond and sales tax deposit);

• State Department of Benefit Payments (state payroll tax withholding);

• State Department of Industrial Relations (workers’ compensation insurance and California Occupational
Safety and Health Act); and

• County and Municipal Agencies (licenses and permits, such as the business license).

Listings

Listings should be taken with great care after evaluating the business location, operation and the seller’s records
and financial statements (profit and loss statements, balance sheets and business tax statements for at least the
last three years). The seller, or seller’s accountant or attorney, should cooperate in furnishing the broker with
income and expense records and copies of leases, insurance policies, inventory records for resale items,
equipment, furniture, sales tax reports, IRS schedules, etc., so that the agent can evaluate the quality of the
business and its income stream to arrive at a fair market price and listing terms with the seller. A seller is often
cautious about disclosing books and records to a buyer since a prospective purchaser could be a competitor or
person not acting in good faith. If there is great resistance by the seller in accepting the broker’s evaluation of a
fair and realistic sales price and if reasonable value is not represented in the seller’s demand for a higher listing
price and terms, the listing should probably be turned down.

After the agent has reviewed the seller’s basic records and evaluated the other aspects of the business, the
broker and owner determine the listing price and terms to meet the owner’s selling objectives.

In negotiating a listing, the licensee must remember the responsibility for making a full disclosure of and
accurately detailing all information material to the business being sold - furnished by the seller. Where shares
of stock are involved, the law imposes a duty upon the broker to verify, within certain limitations, the accuracy
and completeness of such information. This obligation is referred to as the duty of due diligence. Therefore, the
owner’s motive for selling is important. If the owner isn’t making a success of the business and appears to be
distorting or manipulating records, or “padding” statements to the broker, the broker must point out that failure
to accurately disclose material facts concerning the business or “padding” of statements are material
misrepresentations constituting fraud. The broker must not participate in such a transaction.

Preparing the Listing

The sale of a business opportunity should begin with an exclusive authorization to sell agreement, adequately
and properly completed by the agent. Often with the advice of attorneys, experienced brokers and their
associations have devised forms which serve as a checklist to avoid overlooking essential provisions for the
protection of the parties. The broker should make sure that the form used applies to the transaction at hand, or
amend the form. Specialized forms are the general rule.

The licensee is encouraged to utilize the Business Disclosure Statement (C.A.R. Form BDS). It is an important
tool to assist in establishing the listing price, a disclosure of material facts regarding the operation of the
Business and a proposal of items to be included in or excluded from the offering of the Business for sale; the
BDS’s relation to the purchase agreement; and the owner's warranty of the accuracy of the information provided
and that the owner has good and marketable title to the Business and personal property being offered for sale.
The BDS has provisions for the owner to provide the financial information for the most recent year-to-date and
the preceding three years.

Most authorizations to sell will provide room for a good deal more information about the property than would
be necessary in listing a residence. The authorization may well contain:

• conditions and terms under which the business will be sold;

• duration of listing extensions;

• financing;

• how and when the business can be shown;

• name and address of seller’s accountant;

• pending citations, if any, from government agencies against the business and/or owner that would prevent
the selling or transferring of any licenses and/or permits;

• health and welfare and paid vacation provisions, etc., for employees, if there is a union contract in force;

• legality of any structural changes made (check to see if all necessary permits have been issued, final
inspections made and jobs approved);

• days (and hours) of the week business is open or closed;

• number of employees;

• square footage of business area and parking area;

• dba of business, if any, and whether it is properly registered;

• name of the business if it is to be included as consideration;

• gross income and average per month; and,

• list of average expenses per month.

The Business Listing Agreement (C.A.R. Form BLA) provides for an exclusive listing for the subject
Business and incorporates the following:

• Business Disclosure Statement. Which establishes the purpose of the BDS, the relationship of the BDS to
the purchase agreement and the owner's warranty.

• Documentation. The owner shall provide to the broker items marked on the Form such as inventory,
furniture and fixtures, customer lists, schedule of accounts receivable, goodwill and customer deposits, etc.

• Real Property. If real property is to be included in the sale, a separate real property listing agreement is
required.

• Terms of Sale. The listed sales price and any additional terms

• Compensation to Broker. Establishes the licensees compensation for the sale of the Business.

• Business Escrow and Appraisal. If checked, the parties agree to use a Business escrow and the owner will
pay for a qualified Business appraisal.

• Multiple Listing Service. The information provided will be provided to the MLS.

• Title. Owner represents owner has good and marketable title to the Business and personal property being
offered for sale.

• Owner Representations. The owner represents, unless otherwise specified in writing, that owner is
unaware of any Notices of Default recorded against the Business or any delinquent amounts due under any
loans secured by the Business, any pending or proposed special assessments or any pending or threatened
action which may affect the Business or the owner's ability to transfer it.

• Broker’s and Owner's Duties. Broker agrees to exercise reasonable efforts and use due diligence in
marketing the property. The owner agrees to provide all written disclosures, maintain liability and property
insurance on the Business and to indemnify the broker.

• Agency Relationships. Discloses that the broker may represent more than one Buyer and shall, as soon as
practicable, disclose to the owner any election to act as a dual agent. Owner understands that broker may
have or obtain listings on other Businesses that potential Buyers may consider, or make offers on, or
purchase through broker.

• Dispute Resolution. The owner and broker agree to mediate any dispute arising out of the listing agreement
or any resulting transaction before resorting to arbitration or court action. If the owner and broker initial the
Mediation of Disputes paragraph, then they agree to arbitration subject to the exclusions contained within
the agreement.

A business opportunity broker must ensure that all representations concerning a business are those of the owner
or seller. A broker may be liable for any personal representations or projections that he or she makes.

The agent must inform the seller that the seller must have all equipment purchased and used in the operation of
the business in working order on the day the buyer takes possession, unless the listing agreement and purchase
agreement provide otherwise. It is also the seller’s responsibility to see that necessary clearances from
governmental agencies are secured. The seller should understand clearly that any sale will be subject to the
buyer receiving all required licenses, permits and clearances.

When sales and/or social security and unemployment taxes are involved in the transaction, the agent must
remind the seller (and see that the purchase agreement provides) that no funds are to be released to seller from
escrow until such time as seller has provided the escrow holder clearances from the State Board of Equalization
and the Department of Benefit Payments. Remember, the buyer can be held responsible for the unpaid taxes of
buyer’s predecessor (“successor’s tax liability”) up to the amount buyer paid to purchase the business. Sales tax
must also be paid on the fixtures and furniture. The tax must be paid by the buyer to the seller, and the state will
collect it from the seller, normally through escrow.

The seller must also be apprised that the buyer will have the right to inspect the business records of income and
expense and in most cases will make the offer to purchase contingent upon the later inspection and approval of
the records. The seller should also be informed of escrow costs and of any other fees the seller will be expected
to pay. In most cases, the seller and buyer share the closing costs equally.

Establishing Value

There is no magic formula for estimating the equitable “saleable price” of a business. Some brokers draw from
their own experience and ability to understand business accounting and devise initial price guides. These should
be used only as rough guides.

When a broker has developed a price guide for use as a starting point in listing negotiations, the broker will find
out by market comparison and careful examination of economic data that market prices of like businesses in the

same general area vary considerably. Some of the factors making for this variation are differences in location,
net earnings, hours of operation of the business, terms and conditions of lease, number of employees, etc. Other
major factors in adjusting any price guide are the age, appearance and usefulness of furniture, fixtures and
equipment, and the exterior and interior physical appearance of the business.

To arrive at an estimate of value, a business opportunity agent will examine the following:

1. Operating statements and business tax statements for the last three years. Sometimes a formal
reconstruction of the records may be necessary to arrive at an “adjusted net profit.” The adjusted net profit
may reflect certain discretionary expenses which a new owner may not have.

2. Intangible assets being purchased, including goodwill, location, fictitious business name (dba), and the
seller’s covenant not to compete.

3. Aspects of the lease: renewable or extendible on reasonable terms; new lease or assignment; lessor’s
consent.

4. Financing: availability; suitability of assets (including real property, if applicable) as security for a bank or
other loan.

5. The business opportunity’s compliance with all applicable laws and regulations.

6. Employees; insurance; hours of operation needed to produce income; management problems; labor costs.

7. Zoning; parking; pedestrian and vehicular access; compatibility of neighboring businesses; square
footage/future expansion possibilities.

8. Current ratio of operating expenses to gross income; seller’s return on investment; seller’s current assets,
liabilities, and cash flow; consistency of profitability.

9. Comparison with similar businesses being offered for sale.

10. Written appraisal report from expert, if necessary.

Note that it is inevitable that there will be differences of opinion as to the appraised value of a business
opportunity. The appraisal of a business opportunity is difficult because of the wide diversity of types of
businesses and the fact that the amount of “goodwill” is difficult to quantify.

Some brokers become value specialists in their own right in specific types of business opportunities.

The final appraised value will be the best coordination of (l) the quality of the business investment and (2) the
current market price for that type of business opportunity. Where the business is large and complex, the agent
should advise the seller to have it appraised by a reputable specialist.

Valuation Methods

A number of valuation methods and statistical models exist for estimating the value of a business. Two common
methods are: (l) capitalizing value based on estimated annual profit and the desired rate of return of the
investment; and (2) evaluating the fixed assets and inventory being purchased.

A business opportunity broker who prepares a pro forma budget or statement of projected income should be
aware that these documents may be construed as a representation or warranty. The broker may be held liable to
the buyer for such statements. A business opportunity broker should deal only with the factual, historic
operation of a business as reflected in existing records, and avoid any representations concerning future income.

Lease

If there is a lease involved, what is its status? Will the landlord permit the present lease to be assigned, and, if
so, under what terms and conditions? Is a sublease possible and preferable to a new lease? If the present lease
has only a few years left, is a new lease for a longer term possible and under what terms and conditions? Will
the lessor demand payment of a bonus for a new lease and, if so, who will pay it? What is the lessor’s name and
address and who is to be held responsible for dealing with the lessor regarding a new lease or the transferring or
extension of the present lease? If it is a percentage lease, how is the payment and accounting of same to be
handled? The buyer should reimburse the seller through escrow for any prepaid rent and/or security money on

the lease. The broker should carefully read any lease which is part of the transaction, and note all pertinent facts
therein before quoting what broker believes to be facts to a buyer. It is likely that the buyer will need competent
legal advice in this regard.

Goodwill

The goodwill of a business has monetary value, which the law protects. Goodwill is the expectation of
continued public patronage.

Some factors to be considered in establishing a value for goodwill are:

1. History of sales and profits with greater weight given to the most current figures.

2. Length of time a business has been established in its present location.

3. Location and whether or not, with a few changes, the volume of business can be increased.

4. The present and protected future situation regarding competition. If a business has a location or license
which amounts to a monopoly, it is possible to obtain a premium for goodwill. (As to a liquor license, there
may be a limit on the valuation of goodwill.)

5. Purchase of the business name. If the name has become well known and has a good reputation for quality,
service, dependability, etc., the goodwill value of the name is a definite asset and should be reflected in the
price.

6. The seller’s agreement not to compete, within legal limitations.

7. The characteristics of the business in reference to customer traffic (both foot and automobile), repeat
business, and personality/ability of the owner and key personnel.

Fictitious Business Name

Not later than 40 days after commencing business in California under a fictitious business name, a business
entity is required to file a fictitious business name statement with the county clerk in the county where the
principal place of business is located (or with the Clerk of Sacramento County if there is no place of business
located in this state).

Under the provisions of Section 17900 of the Business and Professions Code, a fictitious business name is one
which does not include the surname of the individual or suggests the existence of additional owners. A
partnership (or other association of persons) name that does not include the surname of each general partner or
suggests the existence of additional owners is fictitious. In the case of a corporation, any name other than the
one stated in the Articles of Incorporation is also considered fictitious. Names that suggest the existence of
additional owners include such words as “Company,” “& Company,” “& Son,” “& Sons,” “& Associates,” and
“Brothers.”

Within 30 days after a fictitious business name statement has been filed it must be published once a week for
four successive weeks in a newspaper of general circulation in the county where the principal place of business
is located. Where a new statement is required because the prior statement has expired, the new statement need
not be published unless there has been a change in the information required in the expired statement.

An affidavit showing the publication of the statement shall be filed with the county clerk within 30 days after
the completion of the publication.

A fictitious business name statement expires at the end of five years from December 31 of the year in which it
was filed in the office of the county clerk, unless, prior to its expiration, a statement of abandonment of the
fictitious business name described in the statement has been filed.

Franchising

Franchising is a business plan under which a business firm (franchisor) agrees to provide a purchaser-investor
(franchisee) the right to engage in the business of offering, selling or distributing goods or services under a
marketing plan or system prescribed by the franchisor, for a franchise fee.

Franchising allows investors to benefit from the expert management, assistance, special training, and marketing
and promotional know-how of the franchisor while being self-employed.

A few examples of franchises are food service operations, hotels and motels, convenience stores, and drug
stores.

There are many risks to consider in purchasing a franchise. Many poorly conceived, inefficient, noncompetitive,
product-deficient franchisors have failed.

The Franchise Investment Law (Section 31000, et seq. of the Corporations Code) is designed to provide a
prospective purchaser with full and adequate disclosure of all material terms of the franchise agreement. These
disclosures will be contained in an offering prospectus which must be delivered to a prospective purchaser at
least 10 business days prior to the effect of any binding franchise agreement, or at least 10 business days before
the receipt of any consideration, whichever occurs first. To find out if a franchise is registered in California, call
the California Department of Corporations Index Section.

The three categories of persons authorized to sell franchises under Section 31210 of the Corporations Code are:

1. A person identified in an application registered with the Commissioner of Corporations for an offering of a
franchise in California.

2. A person licensed as a real estate broker or a real estate salesperson.

3 A person licensed by the Commissioner of Corporations as a broker-dealer or agent under the Corporate
Securities Law of 1968.

Thus, a real estate broker, real estate salesperson, broker-dealer or agent can sell franchise interests without
being identified in the registration application, while a person identified in the registration application can sell
the franchise interest even though not licensed as a real estate broker, real estate salesperson, broker-dealer or
agent.

Before becoming involved in franchising, a real estate licensee should possess a professional knowledge of the
entire system and be familiar with the type of problems likely to be encountered by an owner of a franchise
business.