Dynamics of Business Transfer: Managing Relational vs. Technical Forces

Most business deals don’t fall apart because the numbers are wrong; they fall apart because the people-side of the deal wasn’t managed well. This course gives Business Brokers a practical framework for guiding transactions by balancing Above the Line (Relational) forces with Below the Line (Technical) mechanics.

In this course, you’ll learn how to recognize what’s really driving buyers and sellers (motivations, trust, values, fears), while still executing the deal fundamentals (valuation, structure, contracts, due diligence, financing, tax, and transition) in a way that supports confidence and prevents relational blow-ups.

You’ll leave with a repeatable “broker operating system” you can apply across listing, diligence, negotiation, financing, closing, and transition.