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Here is my approach - controlling confidentiality ...

Once the confidentiality agreement is executed, I parse out the steps of supplying buyers information. This helps ensure a good trusting level of communication and most importantly does not just provide all the data up front. The first step after the confidentiality agreement is to provide the general information on who is for sale, the location, and pictures of the facility. With a commitment from the buyer about the location, brand and condition of the facility are very acceptable, I moved to discussing the price structure in detail. Once we know that the numbers make sense to the buyer and are in the budget for their investment I then provide financial statements.

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