What might appear to be in good enough condition to the seller could make a very different and costly impression on a prospective buyer, during his initial visit to the business. On the other hand, improvements planned by the seller may be either unnecessary or poorly conceived. In either case, sellers would be wise to rely on the advice of a professional intermediary with experience in dealing with buyers, and with the objectivity required to recommend improvements to the appearance of the business in order to present it in its best light.

Of course, preparing a business for sale goes beyond outward appearances. Ultimately, a business will sell based on its financial condition. A key contribution of the intermediary can be assisting the seller provide financial records that are accurate, complete and current.