The Three-Axis Buyer Qualification Test

Capacity: can they pay?

The first question is money. Does the buyer have the cash, financing, or equity to actually complete this purchase? Professional brokers require proof of funds or a lender pre-approval before showing a CIM.

Capability: can they run it?

A business is only worth what its next owner can extract. Does the buyer have industry experience, management skills, or a credible plan?

Commitment: are they serious?

Motivation and timeline matter as much as money. Is the buyer actively looking, with clear criteria and a real time horizon?

Score every buyer

Qualify on all three axes, score 1–10, and only buyers scoring 7+ get full information. This single discipline protects sellers and saves weeks of wasted showings.

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