The most recent Business Brokerage Press Industry Survey (Available for purchase at www.bbpinc.com) reported that the average business brokerage office has about 45 listings and the sole practitioner has about 13, at any one time. 13 seems about right, although we feel that 15 to 20 is a much better number of listings for a one-person office. Therefore, forty-five listings for an office with multiple associates seems quite low. Our offices in the “old days” had 75 plus listings in an office of about six associates plus a manager in production. A successful office needs at least the same number per agent as the sole practitioner. The average listing period seems to be about 10 months, but for estimation let’s use six months. This means that each associate only has to get about two General Business listings a month to maintain 13 or so listings at any one time.
Are You Prospecting for Listings Effectively?
Many owners would say: “we’ll take 45 good listings any time.” That’s tough to argue with, but office owners are assuming that they are all good listings. In most offices selling one out of three listings is pretty good; in reality one out of four is probably the norm. The smaller the deal the worse the percentages and conversely the larger the deal the more likely the percentage of listings to sales will be better.
Regardless of percentages, the real issue is getting listings. Each individual sole practitioner or office owner has to decide for himself or herself how many listings they feel their office should have at any one time. The source of listings is a big challenge. Over the past few years our surveys and conversations with business brokers indicate a reliance on referrals for leads; and less on other typical methods. Direct mail is second with cold-calling tied for third place with the Internet. The largest source for referrals are coming from satisfied clients and customers. However, “other” is in second place. We suspect that many of the “others” come from the various forms of mailing that is being used by business brokers today.
Years ago cold-calling was the mainstay of prospecting for listings. Today it seems that referrals and direct mail now make-up over 40 percent of what we call prospecting, although we’re not sure that one could call referrals prospecting since it is certainly not pro-active. But, if it works, it works. As we have mentioned, referrals only make up 25 percent of the listings source and 23 percent of that figure comes from “Other,” which may mean that they weren’t really direct referrals.
Mailing has been, and still is, an effective method of putting (and hopefully keeping) you and your company name in front of potential sellers and those who might refer sellers to you. Although 61 percent of offices and 56 percent of sole practitioners report that they have an on-going direct mail program. If you or your office are not maintaining a direct mail program, you are not only in the minority, but you’re missing a lot of possible listings. No listings means no commissions and eventually no sales force. The office has to do whatever is necessary to keep the listings flow.
A direct mail program is an absolute necessity. Assume that you mail 2,500 mailings a quarter and get a one percent return which means you receive 25 calls from potential sellers. Of that 25, 10 turn into listings and two actually sell. The average fee is $15,000. This means that the mailing should create about $30,000 in commission dollars. It costs you about $1.00 for each mailing piece or $2,500 per quarter. It would seem that spending $10,000 on a one-year mailing program should generate approximately $100,000 + in commissions. So, why aren’t you mailing?
For information on newsletters [Today’s Business Scene and/or the Privately Held Company] that can assist in a successful mailing program visit www.bbpinc.com.
Tom West
Tom West is the founder of Business Brokerage Press and past president and former executive director of the International Business Brokers Association (IBBA). West holds the Certified Business Intermediary and Fellow of the IBBA designations from the association and is nationally recognized as an expert in the field of business brokerage.
Chair’s Letter
It’s hard to believe we’re already into the second quarter of 2025. Where has the year gone? It seems like just yesterday we were wrapping up our 2024 production—and what a year it was.
Let’s take a moment to reflect on some impressive numbers. In 2024, BBF members collectively sold 1,148 businesses totaling $840 million in transaction value. That’s a significant leap from the $795 million in total deals closed in 2023. Even more noteworthy is the rise in average business value—$740,000 in 2024 compared to $683,000 the year before. These stats not only reflect the hard work of our members but also the strength and resilience of the business sales market in Florida.
Now, it’s that exciting time of year again—awards season! Congratulations to all our members who are receiving recognition for their outstanding production. Your commitment to professionalism, persistence, and excellence continues to raise the bar for our entire organization. Whether this is your first award or another in a long line of achievements, you’ve earned it—well done.
Finally, I want to highlight an important event on the horizon: the IBBA Annual Conference, taking place this year in Orlando, May 16–18. This is a prime opportunity to engage in top-tier educational sessions, sharpen your skills, and build relationships with fellow brokers from across the country. If you haven’t already registered, I highly encourage you to do so. It’s right in our backyard this year—let’s make a strong showing from Florida!
Thank you for all you do to uphold the standards and reputation of the Business Brokers of Florida. Let’s keep the momentum going in 2025.
Rock on!
Paul McNally
Chairman, Business Brokers of Florida®
Debunking Myths in the Business Buying and Selling Process
By leveraging professional advice, maintaining transparency, and being patient and thorough, you can enhance your chances
of a successful transaction.
With 30 years of experience and having overseen thousands of business transactions, I’ve encountered numerous myths about the business buying and selling process. Here are some of the most common misconceptions and the realities behind them.
Absentee Businesses Absentee businesses are extremely rare. While possible, it requires a robust management team you can trust implicitly. The risk of financial loss is high if attempted on a business that was owner operated in the past.
No Money Down Most sellers expect a down payment, and financial institutions typically require it to secure a loan. Creative financing strategies, such as seller financing or earn-outs, can reduce the upfront cost, but some initial investment is almost always necessary.
The Gifted Business The notion that a retiring owner will simply give you their business is a myth. While some owners might offer favorable terms to a trusted successor, they still expect compensation for the value they’ve built.
Playing Hardball Gets the Best Deals Aggressive tactics often alienate sellers or buyers, leading to a breakdown in negotiations. A collaborative approach, where both parties feel they are getting a fair deal, results in better outcomes.
DIY Legal and Financial Transacting without an attorney or CPA is dangerous. Professionals help ensure that the transaction is legally sound and financially viable. They can identify potential pitfalls and protect your interests.
Unrealistic Price Expectations Expecting to sell or buy your small business for an unrealistic price always leads to a dead end. Valuation ranges are well published and anything outside the norm is often easily identified.
Direct Transactions Save Money Buying directly might save on broker fees, but it also comes with risks. Brokers add value by providing market insights, negotiation expertise, and due diligence support. Without their guidance, you might miss critical details or overpay.
Confidentiality is Not Important Informing employees, vendors, and landlords about your plans to sell or buy a business can have significant, negative implications. It can create uncertainty and anxiety, potentially leading to staff turnover, strained vendor relationships, and landlord concerns. Wait until the deal is finalized.
Every Business Can Have Recurring Revenues Turning a business into a recurring revenue model is challenging, and forcing a change can alienate customers and disrupt operations. A thorough analysis is needed to determine if this model suits your business.
Finding the Perfect Business It’s unlikely you’ll find a business that meets all your (or your advisor’s) criteria. Be prepared to encounter some issues with any business you buy; no business is perfect.
Replacing a Partner Finding or replacing a partner to buy shares of your business is virtually impossible. There is hope that this may change in the future with the passage of 2023’s Brokerage Simplification Act.
Finding a Deal is Easy Simply announcing your intention to buy a business won’t necessarily attract opportunities. Building relationships, constant searching, and demonstrating your seriousness is essential to success.
Sourcing Funds from Others Getting promised money from family, friends, or private equity is often met with an eventual decline by well-intentioned parties.
Valuation Accuracy Valuation is an art. A comprehensive approach, including multiple opinions and market analysis, provides a more accurate picture. But remember that every business and situation is different.
In summary, navigating the business buying and selling process requires dispelling common myths and embracing a realistic, informed approach. By leveraging professional advice, maintaining transparency, and being patient and thorough, you can enhance your chances of a successful transaction.
Andy Cagnetta
Andy Cagnetta owns and operates Transworld Business Advisors. He joined the company as a sales associate and later purchased it. Transworld is an international franchise business and franchise brokerage, with thousands of businesses for sale and over 200 franchisees in the United States and Internationally.
TRANSWORLD BUSINESS ADVISORS
Tax Planning for Business Brokers: Key Considerations
Business brokers play a pivotal role in the buying and selling of businesses, acting as intermediaries between buyers and sellers. Given the complexities of business transactions, tax planning becomes a critical aspect of their work, ensuring that both the broker and their clients can minimize tax liabilities and maximize after-tax gains. Here’s a comprehensive guide on tax planning for business brokers.
1. Understanding the Broker’s Income
Business brokers typically earn their income through commissions, which are a percentage of the sale price of the businesses they facilitate. This income is considered ordinary income and is subject to federal and state income tax, as well as self-employment taxes.
Key Tax Considerations for Broker’s Income:
- Ordinary Income Tax: Business brokers must pay federal income tax on their earnings, and the applicable tax rate depends on their overall income and tax bracket.
- Self-Employment Tax: Brokers working as independent contractors must pay self-employment tax (Social Security and Medicare), which is approximately 15.3%.
- State Taxes: Depending on the state, additional income tax obligations may apply, ranging from 0% in states like Florida to over 10% in states like California.
Tax Planning Tip:
Brokers should work with tax professionals to estimate quarterly tax payments to avoid underpayment penalties. Using a retirement plan like a SEP IRA or Solo 401(k) can help brokers lower taxable income and save for the future.
2. Structuring Broker Commissions
Business brokers often have flexibility in structuring their compensation, and tax planning can help them decide whether to operate as a sole proprietor, LLC, S-Corporation, or C-Corporation. Each structure has unique tax implications.
- Sole Proprietorship/LLC: Earnings are subject to ordinary income tax and self-employment taxes.
- S-Corporation: Business brokers may opt to pay themselves a reasonable salary (subject to payroll taxes) and receive the remainder as dividends, which may not be subject to self-employment tax.
- C-Corporation: A more complex structure, where profits are taxed at the corporate level and again at the individual level when distributed as dividends (double taxation).
Tax Planning Tip:
By electing to be taxed as an S-Corp, a broker can save on self-employment taxes. However, this requires maintaining reasonable salary standards, and paying payroll taxes on that salary.
3. Handling Capital Gains for Clients
For business brokers, the tax implications for their clients are often a central focus of the transaction. The primary concern here is whether the proceeds from the sale of a business are taxed as ordinary income or capital gains.
- Short-Term Capital Gains: For assets held for less than a year, gains are taxed at ordinary income rates.
- Long-Term Capital Gains: For assets held over a year, gains are taxed at favorable long-term capital gains rates, ranging from 0% to 20%, depending on the seller’s income.
Tax Planning Tip:
To minimize tax exposure for clients, brokers should encourage them to hold assets for at least one year before the sale. Additionally, advising clients to allocate a larger portion of the sale to long-term capital assets like goodwill or intellectual property can result in tax savings.
4. Installment Sales for Tax Deferral
In some cases, business brokers may recommend that their clients structure the sale as an installment sale. This allows sellers to receive payments over time, spreading out their tax liability over several years, rather than paying a large amount in taxes in the year of the sale.
Tax Planning Tip:
Installment sales can defer capital gains taxes, but brokers need to carefully structure these sales to avoid issues like recapture of depreciation, which can result in higher tax liabilities for the seller.
5. Deductions and Expenses for Brokers
Business brokers often incur significant expenses in the process of facilitating sales. Understanding which expenses are deductible can reduce taxable income and lower overall tax liability.
Deductible Expenses:
- Marketing Costs: Advertising, promotional materials, and online marketing.
- Travel and Meals: Travel costs for meeting with clients and meals during business discussions.
- Office Expenses: Rent, utilities, and supplies for running a brokerage firm.
- Professional Services: Fees for legal, accounting, and consulting services.
Tax Planning Tip:
Brokers should maintain detailed records of all business expenses to maximize deductions. It’s also wise to consult with a tax professional to ensure all allowable deductions are claimed.
6. Retirement Planning and Tax Deferral
Business brokers can take advantage of various retirement accounts to reduce taxable income while saving for retirement. Contributions to these accounts are typically tax-deferred, meaning that the income is not taxed until it is withdrawn in retirement.
Options for Brokers:
- SEP IRA: Simple and flexible, allowing contributions up to 25% of income or $66,000 (for 2024).
- Solo 401(k): Similar to a SEP IRA but allows both employer and employee contributions, which can result in higher contribution limits.
- Defined Benefit Plans: More complex but allow for higher contributions, especially for high-income earners.
Tax Planning Tip:
By contributing to retirement accounts, business brokers can significantly reduce their taxable income, potentially lowering them into a lower tax bracket while saving for their future.
7. State-Specific Tax Considerations
Tax laws vary significantly from state to state, and business brokers working in multiple states or facilitating transactions across state lines need to be aware of these differences. Some states have no income tax, while others impose high taxes on both income and capital gains.
Tax Planning Tip:
Brokers should familiarize themselves with the tax laws in each state where they operate or consult with a tax advisor who specializes in multistate operations.
8. Working with a Tax Advisor
Given the complexity of tax planning for business brokers, it’s highly advisable to work with a tax advisor or CPA who specializes in small business and self-employed tax strategies. A tax advisor can help brokers navigate tax deductions, retirement planning, and tax-efficient structuring of commissions and transactions.
Final Tip:
By implementing proactive tax strategies throughout the year, brokers can reduce their tax liabilities and keep more of their hard-earned commissions.
Conclusion
Tax planning is an essential aspect of the business brokerage industry, impacting both the broker and their clients. By understanding tax obligations and leveraging strategies like S-Corporation structures, retirement accounts, and installment sales, business brokers can minimize taxes and enhance their overall profitability. Collaborating with tax professionals ensures compliance with tax laws and helps maximize after-tax income for brokers and their clients alike.
Mark Habib
Chair’s Letter
Happy New Year! 2025 here, and with it comes change – change in how we do business, in the technology we use, and in the strategies that drive success. As Business Brokers, we must stay ahead of these shifts, adapt, and continue to grow.
One of the best ways to prepare is through education. BBF offers a wealth of learning opportunities, from webinars to in-person educational luncheons. Take advantage of these resources and engage with your fellow brokers, there’s no way to sharpen your skills and navigate the evolving business landscape.
Mark your calendars for the IBBA Conference on May 16-18 in Orlando. This event is a fantastic opportunity to expand your knowledge, network with industry leaders, and gain insights that will help you thrive in the coming year. Room reservations are now open and Conference passes will be available later in February.
Let’s embrace 2025 with an open mind and a commitment to learning. Together, we’ll navigate change and make this our most successful year yet.
Here’s to a great year ahead!
Paul McNally
Chairman, Business Brokers of Florida®