What a broker does
A good broker helps you work out what the business is worth, writes a sales document (often called an information memorandum), advertises the business without naming it, screens buyers, and keeps the sale moving. For an owner with no time, or a business that needs many buyers competing for it, that work is real.
Several of the businesses we have bought came to us through a broker. We have seen good brokers make a sale easier for everyone, the owner most of all.
When a broker is worth it
A broker can be the right choice if:
- you want to test the market with many buyers,
- you'd rather not deal with buyers yourself,
- your business is hard to explain without a polished document,
- you have no idea who might buy it,
- you want someone to manage the timetable and the paperwork for you.
What brokers charge in Australia
Brokers are mostly paid a success fee, a percentage of the sale price when the sale completes. Ranges published by Australian brokers and marketplaces in 2025 and 2026:
- Many brokers charge somewhere between 8 and 12 per cent for smaller sales.
- On sales between about $1 million and $5 million, 5 to 10 per cent is common, sliding lower on larger sales.
- Many also charge an upfront fee of a few thousand dollars, payable even if the business doesn't sell, and GST is added to the fees.
It is worth doing the sum. As an example, a 5 per cent fee on a $6 million sale is $300,000 plus GST. Whether that is good value depends on what the broker adds, and a good broker can add a lot.
Before you sign with a broker, read three things in the agreement: how long you are tied to them (exclusivity), what you pay if you sell to someone they didn't find, and whether you still owe a fee if a buyer they introduced comes back after the agreement ends.
When you might not need one
Some owners choose to sell directly. You might not need a broker if:
- a buyer you trust has approached you, or you know who you'd like to sell to,
- you want to keep the sale very quiet, without the business being advertised at all,
- the buyer will do the work of understanding your business with you,
- your accountant and lawyer are comfortable guiding you through it.
Who you do need
Your accountant. You don't need to bring in anyone new. Most owners simply rely on the accountant they've worked with for years. They handle the tax side and prepare the financial schedules the contract needs. Bring them in early, because tax planning is easier before a contract is signed.
A lawyer. You will need one at the final contract stage. It is a focused engagement, not a long or costly one. Their role is to make sure the terms protect you.
If you sell directly, do it safely
- Ask for a confidentiality agreement before you share anything.
- Check the buyer can pay. Ask how they will fund it, and whether that funding is in place.
- Share sensitive information last. Customer lists and staff details should come at the very end, if at all.
- Get the offer in writing: the price, how much is paid at settlement, and the timetable.
- Have your lawyer read the contract before you sign.
How it works with us
You can come to us through a broker or talk to us directly. If you already have a broker, that's fine, our process doesn't change. Owners pay us nothing: the first conversation and our written offer are free.
You don't need fancy presentations or reports either. Most of our best conversations happen over coffee, talking through the real story of the business: how you built it, who your customers are, and why they keep coming back.
From day one we give you a closing checklist, so you, and any adviser you choose, know exactly what's coming and when. Our written offer follows within two weeks, and needs only your high level financials: profit and loss statements, balance sheet and a revenue breakdown. No customer lists, no employee information. You can see each step of our process.