Business brokerage involves identifying established businesses for sale, creating profiles of these opportunities, and connecting them with interested buyers. The field suits individuals with sales or financial backgrounds, including accountants, financial planners, and consultants.
Certain U.S. states mandate real estate licenses for brokers handling transactions involving property. These include Arizona, California, Colorado, Florida, Georgia, Idaho, Minnesota, Nebraska, Nevada, Rhode Island, South Dakota, Utah, Wisconsin, Wyoming, Oregon (when real estate is involved), and Illinois.
The NAIBB system emphasizes two fundamental activities:
Research: Finding referral sources among accounting and legal professionals, plus identifying potential business owners interested in buying or selling. The internet has simplified locating this information within your region and beyond.
Proposals: After establishing broker relationships, develop compelling business profiles. These describe what’s being sold, assets involved, business history, employment details, and equipment—presenting the opportunity attractively to prospective purchasers.
The framework recommends naming your organization and consistently marketing to your network: “I have clients seeking business purchases. Do you know anyone wanting to buy or sell?” Direct mail represents an accessible starting point.
Notably, “most every person who I ever worked with has made their start-up cost back in profile fees alone.”
