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... call a few large buyers, hold an auction, and get top dollar. Sellers, keep y...he right resources. Most of all, hold open and frank discussions between the s...

... earn equity as you make the mortgage payments. If you don't deliver on your business plan, then the seller or bank can step in. CONCLUSION Buyers, keep in mind that if a seller wants to, they can call a few large buyers, hold an auction, and get top dollar. Sellers, keep your goals in mind as well as buyer's expectations. In private transactions, the deal needs to be fair to everyone — or there's no deal. As the transaction date approaches, interactions should feel more like discussions ... brainstorming sessions than negotiations. There's no panacea for perpetuation. Plan 10 years ahead. Get help, and bring in the right resources. Most of all, hold open and frank discussions between the sellers and buyers to be certain that all parties understand the process every step of the way. Internal deals can deliver the best of all worlds if they're done right. Alfonso Ventoso is a vice president with Business Management Group (BMG), a management consulting firm that specializes in the insurance industry. To learn how BMG can assist ... vs. asset sale; amortization benefits; earnout vs. fixed price; cross purchase; ESOP; pension obligations. Each of these issues warrants an article (if not a book) on its own. Failing to plan for these items can end up leaving a lot on the table for the seller, the buyer, or the government. Each affects both perpetuation and outside sale. Don't underestimate the return on investment in objective advice from business, legal, estate and tax experts when selling what's probably your largest asset. For ...