**New Video Alert!
Most people think buying a business is straightforward…
Find a deal, get financing, close, and you’re done.
But real deals don’t work that way.
In this video, I walk through 3 real acquisitions and what actually happened — including delays, surprises, and the lessons you can use in your own search.
Watch the video here: https://youtu.be/VilH5y_hlus
Cheers
See you over on YouTube
David C Barnett
When buying a business, most people focus on the seller and the financials—but overlook a critical player in the deal: the business broker.
The wrong broker can delay or even kill a deal. The right one can help it close smoothly.
Don’t Go Around the Broker
If a business is listed with a broker, always go through them.
Trying to contact the owner directly can:
Damage trust
Create unnecessary friction
Reduce your chances of completing the deal
Respecting the process keeps negotiations professional and productive.
Understanding the Broker’s Role
A competent business broker typically handles:
Valuing and preparing the business for sale
Marketing and finding buyers
Assisting with deal structure and financing
In many cases, they act as an intermediary, advisor, and facilitator all in one.
The Two Types of Brokers
Not all brokers operate the same way.
Some act like “shopkeepers”—taking listings at any price and simply trying to match buyers.
Others act like “experts”—setting realistic expectations, guiding sellers, and ensuring deals are viable.
The second type is far more valuable to you as a buyer.
Why Expectations Matter
A well-prepared seller understands:
What the business is worth
What terms are realistic
How deals are typically structured
If the broker hasn’t set these expectations, you may face:
Unrealistic pricing
Resistance to financing terms
Deals that fall apart late in the process
How to Vet a Broker
Before engaging seriously, do basic due diligence:
Review their background and experience
Check their online presence and activity
Ask about past deals and deal structures
Listen for how they talk about pricing and financing
Strong brokers will provide clear, practical answers—not vague or evasive ones.
What Good Brokers Do Differently
A skilled broker:
Sets realistic pricing with the seller
Educates sellers on deal structures like financing
Encourages reasonable offers
Focuses on closing deals—not just listing businesses
This creates a smoother path for buyers to complete acquisitions
Key Takeaways
The quality of a business broker directly impacts your ability to complete a deal. Choosing brokers who set realistic expectations and understand deal structure will significantly improve your chances of success.
👉 Want deeper dives like this? Join my email list at DavidCBarnettList.com for early access to videos, insights, and 7 free bonus gifts.
**New Video Alert!
Most business buyers make the same costly mistakes…
They waste time on bad deals, get ignored by brokers, and sometimes overpay without realizing it.
In this video, I break down 4 practical tools that can help you avoid those traps and move forward with confidence.
Watch the video here: https://youtu.be/wZ5rpWtHabo
Cheers
See you over on YouTube
David C Barnett
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.
Real estate and business brokerage may look similar, but they operate very differently.
A business broker typically handles:
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.
Business brokers usually rely on earning the full commission to justify the time and effort invested in each deal.
Unlike real estate:
Because of this, brokers are far less likely to share or rebate their commission to buyers.
If a commission reduction occurs, it usually comes from the seller side, not the buyer.
This often happens when:
Buyers typically don’t have leverage to request part of the commission directly.
Instead of asking for a rebate, buyers can sometimes benefit from creative deal structuring.
In certain situations, a broker may:
This approach aligns everyone’s interests without directly cutting the broker’s compensation.
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
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.
