Choose Your Broker Carefully
The right broker can mean the difference between a smooth, full-value sale and a business that never sells, so vet them with real questions before signing. Don't simply hire the broker who quotes the highest valuation (that's often a warning sign). Ask about their experience, process, fees, and how they'll handle your specific sale, and judge them on the quality and honesty of their answers.
Get a confidential, no-obligation consultation with Martin Navarro — straight answers about your business, your options, and your value.
Experience and Track Record
- How long have you been selling businesses, and how many have you closed?
- Have you sold businesses like mine — my size, industry, and area?
- What's your listing-to-sale success rate?
- Can you provide references from past clients?
Experience selling businesses similar to yours, and a real closing track record, matter more than promises.
Valuation and Pricing
- How do you determine my business's value?
- What comparable sales support that number?
- What's your view on pricing strategy?
Be wary of a broker who quotes a high number with thin justification to win your listing — see why valuations differ. You want a realistic, defensible valuation, not the highest one.
Marketing, Confidentiality, and Fees
- What's your marketing plan, and how do you protect confidentiality?
- How large is your buyer network, and how do you qualify buyers?
- What's your commission and fee structure? Any upfront costs?
- What kind of listing agreement do you use, and for how long?
Who Handles Your Deal, and How
- Will you personally handle my sale, or hand it to someone else?
- How many listings do you carry at once?
- How and how often will you communicate with me?
- How do you manage due diligence and closing?
You want to know exactly who's working your deal and that they have the capacity to give it attention.
Judging the Answers
The best broker isn't the one who tells you what you want to hear — it's the one who gives you honest, specific, well-reasoned answers, a realistic valuation, and a clear plan. Trust, transparency, and relevant experience matter more than a flattering number. See what makes a great broker and whether you need one.
Frequently Asked Questions
What questions should I ask before hiring a business broker?
Ask about their experience and track record (how many businesses like yours they've closed, references), how they value your business and what comparables support it, their marketing plan and how they protect confidentiality, their buyer network and how they qualify buyers, their commission and any upfront fees, the listing agreement type and length, and who will personally handle your deal.
How do I choose the right business broker?
Judge brokers on honest, specific, well-reasoned answers rather than who quotes the highest valuation. Look for relevant experience selling businesses like yours, a real closing track record, a clear marketing and confidentiality plan, a strong buyer network, transparent fees, and personal attention to your deal. Trust and transparency matter most.
Should I hire the broker who gives the highest valuation?
No, that's often a warning sign. Some brokers quote an inflated valuation to win the listing, knowing the business won't sell at that price, which leaves it stale on the market. Choose the broker who gives a realistic, defensible valuation backed by comparable sales, not simply the highest number.
Should the broker personally handle my sale?
It's important to know who will. Ask whether the broker you're meeting will personally manage your deal or hand it to someone else, how many listings they carry, and how they'll communicate. You want assurance your sale will get real attention and experienced handling through closing.
Interviewing Brokers?
Ask Martin Navarro anything, you'll get honest, specific answers and a realistic plan. Let's talk, confidentially and with no obligation.
Request a Confidential Consultation Call or text: 818-633-3254 · 365navarro.martin@gmail.com