What makes more sense for business expansion — entering a new market or growing market share?
New Livestream guest – Gary Kunkle
I’m happy to have Gary join me on a live broadcast.
Gary is a business advisor and researcher who has spent years studying how companies grow, where they go wrong, and what actually drives profitable expansion.
Tune in as we discuss the critical decision business owners face when scaling — whether to expand into new markets or focus on capturing more share in an existing one.
We’ll also explore the hidden dangers of growth, why not all customers are profitable, and how smarter growth strategies can lead to better outcomes.
This is a ‘must see event’ for anyone looking to grow a business or make smarter strategic decisions.
Be sure to join live so that you can ask questions, replay will be available.
Set yourself a reminder on YouTube here: https://youtube.com/live/HPHYXJecP8o
We’ll be going live April 30,2026 Thursday at 2:35PM Atlantic Time and 1:35 PM Eastern Time
It’s a fair question: if real estate agents sometimes offer commission rebates, can a business buyer ask a broker for part of their commission?
In most cases, the answer is no—and here’s why.
Why Business Brokerage Is Different
Real estate and business brokerage may look similar, but they operate very differently.
A business broker typically handles:
Valuation of the business
Marketing and finding buyers
Assisting with financing and deal structuring
In real estate, these roles are often split across multiple professionals. In business sales, the broker does all three—often over months or even years.
Why Commission Rebates Are Rare
Business brokers usually rely on earning the full commission to justify the time and effort invested in each deal.
Unlike real estate:
Deals take longer to close
Fewer transactions succeed
Workload per deal is significantly higher
Because of this, brokers are far less likely to share or rebate their commission to buyers.
Where Commission Discounts Actually Happen
If a commission reduction occurs, it usually comes from the seller side, not the buyer.
This often happens when:
The seller receives a lower-than-expected offer
The broker agrees to reduce their fee to help close the deal
Buyers typically don’t have leverage to request part of the commission directly.
A Smarter Strategy for Buyers
Instead of asking for a rebate, buyers can sometimes benefit from creative deal structuring.
In certain situations, a broker may:
Defer part of their commission
Help bridge a financing gap
Structure payments to keep the deal alive
This approach aligns everyone’s interests without directly cutting the broker’s compensation.
Understanding the Market Reality
Business brokerage is a relationship-driven, high-effort process with fewer completed transactions than real estate.
Because of this, compensation structures are less flexible—and buyers need to adjust expectations accordingly.
If you want to learn more about creative private investments, check out my book Invest Local — available on Amazon or as a PDF from DCBBooklist.com
Key Takeaways
Business brokers rarely share commissions with buyers because of the complexity and workload involved in each deal. Instead, buyers should focus on creative deal structures that help bridge gaps without reducing broker incentives.
👉 Want deeper dives like this? Join my email list at DavidCBarnettList.com for early access to videos, insights, and 7 free bonus gifts.
If you think a big EBITDA number alone will get you a big exit… you’re in for a rude awakening.
In this episode, John sits down with longtime business advisor David Barnett—who’s helped sell hundreds of companies—to break down what actually drives value when it’s time to sell your business.
From misunderstood multiples to messy financials, from distressed sales to “built-to-sell” winners, this conversation pulls back the curtain on how deals really get done—and why most owners leave money on the table.
Because the reality is simple:
Buyers aren’t just buying your profit… they’re buying how confident they are that profit will continue without you.
What you’ll learn in this episode:
Why EBITDA alone doesn’t determine your valuation
The 2 questions every buyer asks before making an offer
How poor systems, bad margins, and owner-dependence kill deals
Most businesses don’t sell because they weren’t built to sell.
If you want a real shot at a high-value exit, this episode is your roadmap.
What happens when a business broker focuses on just one industry?
New Livestream guest – Bryan Baese
I’m happy to have Bryan join me on a live broadcast.
Bryan is a business broker who specializes exclusively in auto repair shops, and he’s built a strong business by focusing on a single niche.
Tune in as we discuss industry-specific business brokerage, how specialization can create real opportunity, and the biggest mistakes business owners make when preparing to sell.
We’ll also explore how the buyer landscape is changing and what it means for brokers and sellers today.
This is a ‘must see event’ for anyone interested in business brokerage, buying or selling a business, or building expertise in a specific industry.
Many business owners are surprised to learn they won’t receive all their money upfront when selling their business. In small business transactions, seller financing—also known as a vendor take-back (VTB) note—is common and often necessary.
But beyond helping close a deal, a seller note can serve a much bigger purpose: ongoing income.
Most buyers don’t have enough cash to purchase a business outright. Banks also prefer sellers to have “skin in the game,” which makes financing more accessible.
Without seller financing:
Fewer qualified buyers exist
Deals take longer to close
Final sale prices often decline
In short, offering financing increases the chances of a successful exit.
Think Like an Investor, Not Just a Seller
Instead of viewing a seller note as a compromise, it should be seen as an investment in the buyer’s success.
This means evaluating:
The buyer’s experience and background
Their plan to operate the business
Cash flow projections and debt capacity
Approaching the deal this way helps reduce risk and improves the likelihood of being paid consistently.
Structuring the Note for Success
One common mistake sellers make is demanding fast repayment terms.
While it may seem safer, aggressive timelines can:
Strain the business’s cash flow
Increase the risk of default
Jeopardize the entire deal
A well-structured note allows the buyer enough breathing room to operate successfully—protecting your investment.
A Reliable Source of Income
Seller financing can become a predictable income stream, often used as part of a retirement plan.
Compared to traditional savings accounts with minimal returns, seller notes typically offer significantly higher interest rates.
This creates an opportunity to:
Generate steady monthly income
Preserve long-term investments
Maintain financial flexibility post-sale
Managing Risk After the Sale
Smart sellers don’t “set and forget” their note.
They stay engaged by:
Monitoring financial performance
Reviewing reports regularly
Watching for early warning signs
Because sellers know the business better than anyone, they are often in the best position to protect their investment.
A Better Way to Close Deals
Seller financing isn’t just a tool to complete a transaction—it’s a strategic way to maximize value and create income.
By thinking like an investor and structuring the deal properly, sellers can turn part of the sale into a long-term financial asset.
If you want to learn more about creative private investments, check out my book Invest Local — available on Amazon or as a PDF from DCBBooklist.com
Key Takeaways
Seller financing can transform a business sale into a reliable income stream when structured properly. By evaluating the buyer and prioritizing sustainable cash flow, sellers can reduce risk while improving deal success.
👉 Want deeper dives like this? Join my email list at DavidCBarnettList.com for early access to videos, insights, and 7 free bonus gifts.
