Archive for category: General

A wonderful thing happened recently on the way to the closing table. The buyer and seller agreed to terms and told their attorneys to make it happen!

This is significant because many people let their attorneys take control of the deal as if they are the only ones who can make decisions.

This particular deal was one that stretched on for a couple of additional weeks while attorneys argued over a few sentences. Of course, they were rightfully trying to protect their clients.

In the end, the buyer and seller were able to get through their differences face-to-face, and then their Apex Advisor got the attorneys on the phone so both sides could advise their attorneys to document their verbal agreements.

We’re not here to bash attorneys. Hey, some of our best friends are attorneys! They’re critical to these deals getting done successfully. But it’s important for buyers and sellers to know is that attorneys are advisors/vendors/suppliers who should be managed.

Ultimately it’s your responsibility to make sure they understand you want the deal to happen and what your risk tolerance is. That’s the best way to make sure a quality deal gets done…and that you will walk away happy with the outcome. 

Post author: Doug Hubler

I’ve known the Blue Gurus guys for a long time and I knew Jason Terry long before Blue Gurus existed. I’ve used them to help me in my business and trust them completely. But when I first read the post called “I’m Just Trying To Get Away From People That Suck” that Mic Johnson wrote back in 2011, I cringed!

How could somebody say that in a public/business forum and get away with it? It took guts to be that open and honest. I’ve always had a tough time sharing those kinds of feelings. (My wife can attest to the fact that I hold too much inside!)

Sometimes at Apex Business Advisors we take on clients who we know are going to be very challenging, but that’s just fine and it comes with the business. The hard part is being able to say “NO!” to someone who really sucks. The “suck” may not present its ugly head until after we’ve started working with them and it can really be hard to change direction once we’ve started working together.

In many cases, it probably makes sense for everyone to go their separate ways because we may not be fulfilling the client’s expectations at that point either. The fact is…we’re in an extremely stressful environment every day  – and that’s when things go well.

So I’m taking Mic’s advice and asking my co-brokers to do the same thing! Life is too short and too precious! I would like also like to add the following reminders to Mic’s list:

• Stay away from people who only see the negative in every statement or action.
• Stay away from those who can’t trust your good intentions and who think there must be ulterior motives. 
• Stay away from those who can’t seem to tell the truth.

Read Mic’s blog and I think you’ll understand more what I’m talking about…

“I’m Just Trying To Get Away From People That Suck!”

A few months ago I had some time in between clients and I called Jason to share an, as Oprah would call it,”A-HA” moment.

In the weeks and months leading up to that call, I had been spending a lot of time reflecting on every step of my career to gain a better understanding of why it took me nearly 15 years to find something that I love to do every day.

I reflected on why I took each position over the course of my career, what my mindset was at the time, what I thought was important (size of company, salary, etc.), and so on. I also spent a lot of time analyzing the motivating factors that led me to leave each of those positions.

Going through the process taught me a lot about my career, but taught me even more about who I am as a person and what is core to my DNA. One of the most important lessons I learned is something that opened my eyes in more ways than one and helped lay the foundation for making real, positive, and lasting change in my life. The exact words I told Jason to describe this, and what I now believe is one of my secrets to career and life happiness, is this:

“I’ve realized that, my whole career, I’ve just been trying to get away from people that suck!”

Jason laughed (as does every single person I tell the story to) because he knew exactly the type of people I was talking about. And I’m guessing you do too. Now I’m not literally saying that these people are bad people, have ill intent, or don’t have redeeming qualities. What I am saying is that there are certain characteristics about people that suck vs. people that are awesome. The sooner you learn to identify one vs. the other, the sooner you will become a much happier person in your career….and in your life.

Now that I have been fortunate enough to have learned this valuable lesson (way later in life than I wish I would have, but better late than never, right?), I feel it is my duty, my responsibility, in fact I believe it’s part of my calling, to share it with you so that you don’t waste one more second of your time on these type of people. I realize that my definition of “people that suck” may be different than yours and that’s OK. In the end, my goal in writing this article is simple and honest: I want you to get to your place of happy quicker than I did.

One of the most difficult things about this process is you are going to have to make some hard decisions. You need to know that “people that suck” come in all shapes and sizes. They could be coworkers. They could be managers. They could be neighbors. They could be business associates. They could be CEOs. They could be friends. They could be family members. Whoever they are, it’s  important to know that your goal through this process is to remove as many “people that suck” from your day-to-day life and replace them with “people that are awesome”.

That may mean a job change. That may mean changing the way you’ve always done things. That may mean letting some people go that have been a part of your life for a long time. That may mean having some difficult conversations. That may mean being honest with yourself and with other people in your life in a way that you haven’t been before. That very likely will mean taking some calculated risks. It’s not an easy road. Not by any stretch of the imagination. But trust me when I tell you that it is absolutely, positively a road worth traveling.

Ok, so how do you identify them? Take a look at the two lists below, one focusing on “People That Suck” and one focusing on “People That Are Awesome.” This is nowhere close to an exhaustive list (my fingers would get tired of typing!), but it should help get you started.

10 Characteristics Of People That Suck
1. They don’t return calls in a timely manner.
2. They don’t respond to emails in a timely manner.
3. They attend networking events or groups with a “selling” mindset instead of a “helping” mindset.
4. They are TAKERS who routinely try to befriend GIVERS.
5. They don’t do what they told you they would do. Lack of common courtesy and accountability.
6. They rarely make an effort to do anything more than the bare minimum.
7. Their #1 priority in virtually every situation is “What’s in it for me?”
8. They make excuses. Lots of them. About everything.
9. They have a unique ability to rarely, if ever, look in the mirror and realize that they are a part of the problem.
10. They fight CHANGE with every fiber in their body. Their mentality of “that’s just the way things have always been done” or “that’s just the way I’ve always been”, as if sucking is in their DNA.

At the same time, it’s important to know how to identify people that are awesome. When you surround yourself with people that are awesome, that is when the magic happens. You know it when you see it. In fact, I “feel” it when I’m around these type of people.

10 Characteristics Of People That Are Awesome
1. At their core, they LOVE helping people…without expecting anything in return. Helping is core to their DNA.
2. They give more than they take.
3. They return calls in a timely manner.
4. They return emails in a timely manner.
5. They CONSISTENTLY do what they tell you they are going to do. Accountability and common courtesy are built into the way they live their personal and professional lives.
6. They tout the success stories of other people around them.
7. They always say “Thank you”.
8. CARING is in their DNA.
9. They look at the bigger picture and understand the real value in raising other people up instead of just themselves.
10. They are natural connectors/referrers.

What do you think? What other characteristics have you witnessed from people that suck and people that are awesome? How have you gone about finding happiness in your career and in your life? I welcome and encourage your insight.

Part of having a successful business is occasionally needing to add or replace staff. Fortunately, at Apex, our experience has been pretty good over the years with finding and retaining good brokers.

However, in the last 2 months, we lost two of our brokers, Jeff Wilson and Brandt Hill, as they pursue their own entrepreneurial dreams.

Their experience was no different from any other buyer who’s looking for a business. The timing was right, the deal looked good, and the business fit the personality of the brokers.

Of course we aren’t slowing down. Business goes on. And now Apex is looking to add new talent.

What makes a good broker?

Our Apex brokers have all owned businesses in the past or have a background that gives them insight into what it takes to own and operate a successful business. However, part of the success of our office can be attributed to the wide and varied backgrounds of our brokers and the different knowledge and perspective that each offer our team.

Credentials within our office range from college degrees to multiple advanced degrees and certifications, and previous careers include military, sales, finance, home remodeling, distribution, and medical.

But the best brokers have a couple of things in common…a strong desire to help both colleagues and clients succeed, and a motivation in this tough business that is fueled by both the ability to help others and the thrill of seeing a successful deal to fruition.

If you or someone you know may be interested in learning more about this industry and becoming an Apex business broker, please email me at .

And, as always, if you’re looking for assistance buying or selling a business, contact one of our Apex Business Advisors today!

To be a successful company year over year, it’s critical to keep up with your specific industry’s trends and continue to educate yourself as things change and evolve.

Aside from being licensed Real Estate professionals (which requires ongoing education after initial licensing), two of the main professional organizations we’re involved with (IBBA – International Business Brokers Association, Inc. and M&A Source) also provide education for certifying professionals and ongoing education.

It can be a fairly expensive certification process with ongoing fees and expenses, but there’s a huge benefit to meeting twice a year with other advisors/brokers in the industry, service providers (valuation and research companies, for example), and large strategic buyers. Everyone contributes by sharing activity, concerns, successes and failures, trends across the country, and focusing on improving the industry.

Of course not every business broker will participate and there’s no requirement to do so, but at Apex we believe it’s very important to stay involved and informed.

Both of these organizations offer ongoing webinars and online learning, educational summits, industry surveys, and other tools to ensure active and involved business advisors are well prepared to handle customer demands. These are fantastic benefits for us, but more importantly for our clients who receive the best the industry has to offer.

The message is to business owners is this: Stay involved in your industries. Stay informed. Prove to clients and prospects that you’re consistently at the top of your game.

In the end, it makes for a much more valuable business!

Setting sales goals at the beginning of the year is an important activity for all organizations. We do it every year at Apex to set the stage for the year ahead and provide incentives to reward successful Advisors for a job well done. I’m proud to say that all of our Advisors are dedicated to making sure our clients are taken care of and that deals are handled professionally and successfully.

Our biggest incentive is a vacation for the Advisor (and his or her significant other) and I’m happy to report that my wife Pam and I recently hosted our annual Cancun trip for our largest group ever…six very deserving Advisors!

Besides having the opportunity to show my appreciation (because they will tell you I’m not known to offer daily compliments) and to celebrate their success, it’s also an opportunity to build team bonds, recharge our batteries and refresh our minds.

We love going to the Excellence Resorts in Playa Mujeres because it’s all adult, all inclusive resort that makes it easy to relax and enjoy ourselves (Btw, the beach and spa are wonderful!)

This is a very stressful business, so getting away from it once in awhile is very important. I encourage every business owner to take a break periodically from the business to connect with family and friends and escape from the daily grind.

This practice was started by my predecessor 15 years ago and I’ve found tremendous value in keeping the tradition going. We’re often so focused on the deals, the ups and downs of transactions, and the process, that it’s sometimes too easy to forget about what’s important in life.

As I mentioned before, I’m definitely not the best at giving ongoing praise and feedback, so an annual vacation award will at least recognize those brokers who exceeded the goals we set. And it goes without saying that the significant others get to celebrate with us because they’ve been there to support us and have had to take on our stresses when deals fall apart, get delayed, or are just emotional transactions.

We’re already looking forward to next year’s trip!

Post written by Doug Hubler, President, Apex Business Advisors