Acquiring More Profit is the long-awaited update to the real estate industry's groundbreaking and bestselling M&A book, Acquiring Profit. Many of the foundational principles outlined in the first book helped "kick-start" the M&A frenzy of the past two decades, and have been updated in this edition to reflect the current market conditions and the experience gained from participation in hundreds more actual transactions. The "win-win" concept anchoring the original process is still highlighted.
Acquiring More Profit is appropriately named, as the primary objective of any transaction is to increase the firm's profitability and overall value. However, the authors believe (and show by example) that successful M&A transactions are more than merely financial transactions. They must solve a problem or provide an opportunity, and the outcome must be beneficial to both the seller and buyer on many levels, including: the market perception, their future roles, family, agents, and staff.
The book offers practical advice and helpful tips to everyone from brokers just starting their M&A journey up to the most sophisticated and experienced practitioners. The book covers the complete M&A process literally, from contemplating an acquisition strategy to closing and beyond. Readers will be led on a complete and thorough journey outlining every phase of the process.
Some of the areas covered include:
- Is an M&A strategy right for me?
- Where do I find prospects and how do I approach them?
- What information/diligence should I request?
- How do I value a company?
- What should I know about negotiating and structuring an offer?
- Tips on creating a Letter of Intent (LOI) and agreement
- Useful checklists and forms for every step of the process
- Advice on getting from LOI to closing
- Integration strategies and options
- Helpful tips and pitfalls to avoid
The information and practical and proven advice offered could be the difference between a successful and profitable transaction - or one that both sides might regret.
Be sure to get the companion book, Acquiring (More) Profit Implementation System, which includes the customizable forms, checklists, and more you'll need to complete your acquisitions successfully.
After receiving his MBA from the University of Georgia, Slusser began his successful and distinguished career in the real estate industry. He is a best-selling author, sought-after speaker and consultant, and the industry's preeminent M&A Advisor, having participated in over 1,000 M&A transactions and performed even more valuations. He has led M&A and growth efforts at Merrill Lynch Realty, GMAC Real Estate, NRT, Cendant (now Anywhere), and SVN International. In addition to his pioneering M&A work, George helped build multiple brands through his executive leadership. He has served as EVP of ERA Real Estate, SVP of Business Development for Cendant, COO of SVN International, and President of Coldwell Banker Commercial, leading all to record expansion and revenue growth. George joined WAV Group as a Partner in 2021 to launch and lead the M&A Advisory Services Division. There he utilizes a proven team of industry veterans who provide a wide array of Advisory Services, including: strategic planning, succession planning, valuations, research, and both buy and sell side representation. The division helps clients both large and small with tasks ranging from partnership changes or small mergers to the largest and most complex transactions in the industry.
Victor Lund is a founding partner of WAV Group, the real estate industry's leading full-service consulting practice. Lund's personal consulting focuses on operational effectiveness, strategic planning, and M&A Advisory. Brokers, networks, and franchises work with Lund on the buy and sell side of acquisitions, market research, technology selection, optimization and adoption. Technology companies engage Lund for market development, problem resolution, and product positioning strategies.In addition to his consulting role with WAV Group, Lund is a founder and the CEO of RE Technology, the leading real estate technology and media portal in the United States with more than 1 million visits a month.Mr. Lund was raised in family-controlled businesses, Lund American and Dynamic Homes. Lund American is the world's premier aluminum boat manufacturer. Inman News selected Victor Lund as one of the Top 100 Influential Leaders in the Real Estate Industry. He has also been selected on The T360/Swanepoel Power 200 and RISMedia Newsmaker 200.
