Blog

Dear Members,

I hope this message finds you well and that 2025 is off to a strong start for you, both personally and professionally. It’s been a busy and productive year for the Business Brokers of Florida, and I’d like to share some important updates with you.

Annual Meeting – September 19, 2025

Please mark your calendar for our Open Annual Meeting, which will be held on Friday, September 19th at the Hilton Garden Inn, SeaWorld in Orlando, Florida. This is your opportunity to voice your opinion, participate in key discussions, and help shape the future of our association. During the Annual Meeting, nominations will be finalized for elections to all District Offices. Your involvement is vital, and I encourage everyone to participate.

IBBA & BBF Advocacy Efforts

We are also working closely with the IBBA and other State Business Broker Associations to address some recent changes in the SBA’s new Standard Operating Procedures that have impacted on how SBA loans apply to our transactions. Among these are the full standby requirement on seller debt, the new personal guarantee requirements for sellers, and the restrictions on seller involvement post-closing—all of which can limit the flexibility and practicality of transactions. In addition, we are strongly advocating raising the SBA loan cap to $10 million, which would allow greater access to financing and help fuel more successful transactions in today’s market. I want to recognize Senator Markey from Massachusetts who is leading the charge on this initiative. Together with state associations across the country, we are uniting to ensure that the voice of business brokers is heard in Washington.

Save the Date – 2026 BBF State Conference

I’m excited to announce that plans are already underway for our next BBF State Conference! The dates are August 26–29, 2026, and we’ve signed the contract to host the event at the Hilton West Palm Beach. Please put this on your calendar—it promises to be an outstanding event with education, networking, and collaboration at the forefront. More details will follow soon.

Scholarship Opportunity

Don’t forget that BBF provides scholarships for children and grandchildren of our members. The application deadline has been extended to August 31, 2025. If you have a student heading off to college, be sure they submit their application and take advantage of this great benefit.

The Power of Collaboration

Finally, I want to emphasize one of the greatest strengths of BBF: our ability to collaborate with one another. Brokering deals alongside other BBF members not only expand opportunities for our clients, but also reinforces the professionalism and credibility of our association. Together, we are stronger, and that spirit of cooperation is what makes BBF the respected organization it is today.

Thank you for your continued support and dedication. I look forward to seeing many of you at our Annual Meeting in September.

The E-2 visa is a non-immigrant visa that allows foreign nationals to invest in and operate a business in the United States. It is a unique opportunity for investors and entrepreneurs, offering a pathway to success in the U.S. market. As the future of the E-2 visa continues to evolve, it’s becoming increasingly important for economic growth and job creation in the U.S.

Why the E-2 Visa is Great for the Economy

E-2 visas are beneficial not only for the foreign nationals who receive them but also for the U.S. economy. By allowing entrepreneurs to start and manage businesses, the E-2 visa fosters innovation, investment, and the creation of jobs. Importantly, the investment required to qualify for an E-2 visa can be as low as $100,000 to $150,000, making it an accessible option for those looking to establish a business in the U.S. With workers hired at competitive wages (even minimum wage for full-time work), the program ensures that it benefits both investors and the U.S. workforce.

A Pathway to Legal Work For Dependents

In addition to the business opportunities, the E-2 visa has significant advantages for workers and their families. The visa allows entrepreneurs to bring their spouses and children (under 21) to live in the U.S. Spouses are also eligible for work authorization, which provides financial flexibility.

The future of the E-2 visa could be particularly promising, especially in the context of legal workers and economic growth. While some may be concerned about potential changes in immigration policy, the bipartisan support for the E-2 visa remains strong, especially under the Trump administration. The program’s focus on entrepreneurship and investment aligns with broader economic goals, ensuring that the E-2 visa will continue to support U.S. job creation and business growth.

No Limit on E-2 Renewals

One of the most attractive aspects of the E-2 visa is that there is no limit on the number of renewals an individual can apply for. As long as the business remains operational and meets the necessary requirements, the visa holder can continue to renew their E-2 status indefinitely. This makes it an appealing option for those who want to establish long-term roots in the U.S. while maintaining a flexible immigration status.

Turning E-2 into a Green Card

Another appealing aspect of the E-2 visa is its potential as a steppingstone toward permanent residency. Through various employment-based immigrant visas such as the EB-5 or EB-2/3 labor certification programs, E-2 holders can transition into green card holders. These pathways are increasingly popular, providing long-term stability and the opportunity for business owners and their families to stay in the U.S. permanently. EB-5 especially regional centers is becoming very popular as one can file the first and second parts of the green card process together and remain here while its pending. EB-2/3 isn’t moving as quickly as EB-5 these days. You cans also try for EB-2/3 or EB-5 at the same time and see which goes faster too.

The Future of E-2 Visas

With continued economic emphasis on foreign investment and job creation, the future of E-2 visas looks promising. Their flexible nature and relatively low investment threshold make them an attractive option for both entrepreneurs and workers alike. As the U.S. economy grows and changes, the E-2 visa will continue to be a vital tool for fostering innovation and strengthening the workforce.

Dear Members,

It’s hard to believe we’re already halfway through 2025. A lot has been happening in our industry, and from all indications, this year is shaping up to be another strong one for business sales and brokerage activity across the state.

I’d like to take a moment to congratulate all of our 2024 award winners. Your dedication, professionalism, and results continue to set the standard for excellence in our organization. On behalf of the Board, thank you for your outstanding contributions to BBF and to our industry.

Looking ahead, I’d like to personally invite all members to attend our upcoming Open Board Meeting in Orlando on Friday, September 19. There is no cost to attend, and this meeting provides a valuable opportunity to ask questions, engage directly with your board members, and make sure your voice is heard.

In exciting news, plans are already in motion for the 2026 BBF Conference, which is expected to take place in South Florida. The Conference Committee is actively reviewing potential locations to find the best fit for our members. We look forward to sharing more details soon.

Lastly, please keep an eye on your email for news about upgrades coming to our BLS system. These improvements are designed to make your work easier, more efficient, and even more impactful.

Thank you for your continued support of BBF and your dedication to raising the standards of our profession.

The Business Brokers of Florida® (BBF) is pleased to acknowledge top performing business broker members with its annual deal maker awards, calculated using sold data from the BBF’s proprietary Business Listing Service (BLS) for the prior calendar year. Recipients were recognized across the state at District awards luncheons held in April and May and provided with a plaque commemorating their accomplishment.

“This year’s award winners closed more than $900 million in business transactions for 2024, representing a significant number of successful business ownership transfers for the year,” stated Paul McNally, BBF Chairman. “These awards represent hard work, dedication and excellence, exemplifying what the BBF organization stands for.”

Awards are bestowed at both the State and District levels for highest total closings value, highest number of closings, and the highest number of co-brokered transactions. The top 50 brokers in total transaction value, and all those achieving $1million+ in closings, are also recognized.

This year’s top State award winners are:

Click HERE to view the complete list of award winners.

“We congratulate all of this year’s winners. It’s great to see some familiar names mixed with some new, up-and-comers as well that will be the future of our industry,” commented McNally.

About the Business Brokers of Florida®

The Business Brokers of Florida® (BBF) is the largest co-brokering association in the world serving the business brokerage profession. As an organization, BBF believes strongly in the importance of co-brokering on business transactions and is considered an industry leader on the subject. Through its state-wide Business Listing Service (BLS), BBF members collaborate on business transactions, providing greater opportunities for all parties to prosper. In addition to business intermediaries, the BBF organization also consists of lenders, attorneys, CPAs and other professional advisors who play important roles during the transition of business ownership, collectively forming a community of individuals dedicated to helping business owners successfully take their next step. To learn more visit www.bbfmls.com.

Selling a Business… By-Owner? Or… Hire a business transfer intermediary and/or a different kind of professional advisor?

Should sellers of small and midsize businesses sell by-owner or list their business for sale with a business broker/intermediary? It depends. This report will help you decide.

Process to Sell a Business

While the goal is similar among business transfer intermediaries and other professional advisors to sellers, the means by which they achieve their goal may differ. The basis of what you are about to read is the 500 year collective experience of a network of consultants and dealmakers. This group consists of business brokers/intermediaries, specialty advisors to businesses for sale by-owner, and Authorized Business Buyer Advocates ®. These professionals independently own and operate offices in the USA and Canada. Their proprietary client service system was developed by Ted Leverette during the 1970s. Today it represents the state-of-the-art.

The perspective of this report derives from the view of business transfer intermediaries and other professional advisors to sellers. But marketplace realities influence the thinking and activity among these agents and advisors. By necessity, what is important to the sellers of small and midsize businesses is important to agents and advisors. The opportunity available to agents and advisors is proportional to their ability to convey to business sellers what sellers need.

We don’t have access to the systems, protocols and other information in use by all agents and advisors. But we do have permission from Partner” On-Call Network, LLC, the originator of the 36- Step Process to Sell a Business™ and BIZFIZBO ® (business for sale by-owner) to frame, for you, what you are now reading. POCN is not a business brokerage. POCN’s independently owned and operated offices in the USA and Canada collaborate with some of the best business brokers/intermediaries and professional advisors to achieve done deals.

Poll: Why do sellers hire business brokers instead of trying to sell by-owner?

62 reasons are why sellers of small and midsize businesses hire business transfer intermediaries (i.e., business brokers and advisors who specialize in dealmaking on behalf of sellers), according to our poll, conducted in the USA and Canada (plus a few contributors from around the world).

The top reasons are these:

Brokers know how to sell businesses; most sellers don’t 24%
Seller doesn’t want to be distracted from running business 16%
Confidentiality preservation and knowledge of what/when to show buyers 14%
Access broker’s database of potential buyers and investors 13%
Maximize price buyers will pay for the business 9.%
Owner does not know how to find buyers 8.%
Prepare owner to sell and prepare business for sale 5.%
Broker understands and can depersonalize negotiations 5.%
Explain and handhold seller throughout selling process 2.%
Owner afraid of trying to sell by owner 2.% Help buyer obtain financing 2.%
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100%

Shown in this report you will find all the reasons, each categorized into the major classifications of activity necessary to sell a business. Click here to see all the reasons on one page.

But first let’s be sure you understand the context in which we prepared this report. We are coming from two views:

The reasons why sellers need help to sell their business pertain to both types of service providers, but the scope of service and delivery method differs between sales intermediaries and professional advisors.

Depending on the type and size of business for sale, marketplace realities and the owners’ reason and motivation to sell, the companies’ divesture team may consist of various practitioners, such as:

The Goal

Whether sellers hire a business broker or sell by-owner, the goal is to prepare and package the business so it sells faster, at a higher price and on better terms than are probable without assistance from service providers. Service providers deploy their proprietary means and methods; they educate and guide sellers through every step (within their scope of expertise). This enables marketing and dealmaking to progress in the optimum sequence.

Classification of Activity

This part of our report takes a more inclusive view than the way we posed the poll question: “Why do sellers hire business brokers instead of trying to sell by-owner?”

We change the question to this:

Why do sellers hire business transfer intermediaries and/or other professional advisors?

The reason we phrased the question as we did, in the poll, pertains to perspective. From the view of business transfer intermediaries and other professional advisors, they might pose the question like this: “Why should a business owner hire a business broker or M&A firm to sell their business?”

But from the view of the owners of small and midsize businesses, who are thinking about selling the company, the question is more accurately phrased like this: “Why do some sellers hire business brokers instead of trying to sell by-owner?”

Most potential sellers wonder whether they should try to sell their business themselves.

And the reasons sellers give for hiring business transfer intermediaries and other professional advisors are much more numerous than the reasons stated by most business brokers and intermediaries.

For example, from our research (so far) of business brokerage websites and articles we’ve discovered on the topic, 20 is the maximum number of reasons brokers cite.

Our goal, in this report, is to reduce the gap between the quantity and type of reasons communicated by business transfer intermediaries versus the reasons communicated by business owners and sellers.

We think sellers, business transfer intermediaries and other professional advisors will make more informed decisions when they market whatever it is they want to sell if all of them have the full deck of cards, which our report reveals. The larger the perspective and information, the greater the probability of selling businesses for sale.

So far, thanks to input from business owners and sellers, and business transfer intermediaries and other professional advisors, we’ve collected 62 reasons.

Okay, on to the rest of this report…

The reasons are categorized into the major classifications of activity necessary to sell a business.

The reasons are shown only once but some of them are pertinent to more than one classification of activity. The reasons are listed alphabetically; you can decide the relative importance of each of them.

Marketplace Realities

Up to 80% of businesses for sale, which sell, are sold by-owner… depending upon the industry, size of business, profitability and reason for sale.

Sellers that hire the right business transfer intermediary and/or other professional advisor report selling their business at a higher price and on better terms than, arguably, is usually achieved by businesses sold by-owner.

Should sellers of small and midsize businesses sell by-owner… or list their business for sale with a business broker/intermediary? It depends. This report will help you decide.

There are probably more than the 62 reasons shown in this report.

Why do sellers hire business transfer intermediaries and/or other professional advisors?

Business transfer intermediaries of all types function as go-betweens; they can filter communications so all parties to the pending transaction can focus on the most salient points and realistically negotiate differences of opinion. It is normal for conflicts to arise between sellers and buyers (and their advisors). Sometimes it pertains to personalities; and maybe differing goals or misunderstandings about facts. The best business transfer intermediaries can help people understand the facts and find win-win compromises instead of becoming unnecessarily defensive.

Pricing Businesses for Sale

Sellers of small and midsize businesses may not need to hire an independent appraiser to value the business enterprise or its assets. But sellers might want to do so. Professional guidance can be the irrefutable remedy when a seller, broker, buyer or source of financing disagrees on the selling price for the business.

Appraisers are not the only source of credible information, which sellers can use to price businesses for sale. Some business transfer intermediaries and other professional advisors access national databases of business sale statistics. This enables sellers to price their business from many points of view. This technique gives sellers more flexibility when they decide on their asking price and the terms of sale. Actual sales price information from credible third parties is a powerful persuader when a buyer asks sellers to justify the sellers’ price.

Why do sellers hire business transfer intermediaries and/or other professional advisors?

Diagnostic Exam of the Seller and the Business

Selling a business may take longer to sell than sellers anticipate because of what they don’t know. What sellers don’t know can result in a lower sales price and less favorable terms. Fresh insight from business transfer intermediaries and other professional advisors into the seller’s business highlights what will appeal to a buyer, and identifies what will not make a favorable impression. A diagnostic exam by a business transfer intermediary and/or other professional advisor can create a blueprint for action. Attractive features of the seller’s business become cornerstones of the strategy used to market the business for sale. Business transfer intermediaries and other professional advisors can recommend correction to some parts of the seller’s business, so a potential buyer has fewer negative items upon which to justify a lower price or unfavorable terms.

Why do sellers hire business transfer intermediaries and/or other professional advisors?

Preparing the Seller and the Business for Sale

One of the most difficult tasks sellers face, besides discovering how a buyer will perceive the seller’s business, is knowing which weak parts of the business to correct. Some improvements are more important. Prioritizing change is critical because each improvement can impact the business in many ways. Business transfer intermediaries and other professional advisors can help sellers identify the business’ weak links. And then recommend only the essential changes in a sequence that has maximum impact—so sellers get the biggest bang for their buck.

Why do sellers hire business transfer intermediaries and/or other professional advisors?

Merchandising Businesses for Sale

Failure to properly package or merchandise the business for sale causes it to take longer to sell (if it sells), and it will sell for less money on less desirable terms. Most business owners are good at managing their company, but it is the rare owner who is expert at managing the sale of a family business. When sellers attempt to deal directly with a buyer, the buyer discounts virtually everything the sellers claim, unless an independent third party has participated in the gathering and analysis of information about the seller’s business.

Business transfer intermediaries and other professional advisors can establish a strategy to market the seller’s business. They can help prepare written sales materials, such as an offering prospectus; they can estimate the most probable price range within which the business will sell. Business transfer intermediaries and other professional advisors can teach sellers how to answer questions the buyer will pose, and tell sellers the questions sellers should ask buyers. If sellers want to hire a broker, professional advisors can show sellers how to select the right one for the seller’s type of company.

Why do sellers hire business transfer intermediaries and/or other professional advisors?

Analysis of Purchase Offers

Business transfer intermediaries and other professional advisors can critique purchase offers. They can identify areas where sellers should pay particular attention in structuring a counteroffer or preparing the contract of sale. They can also prepare, for the business, an estimate of net proceeds of sale and a post-sale cash flow analysis.

Why do sellers hire business transfer intermediaries and/or other professional advisors?

Dealmaking

Why do sellers hire business transfer intermediaries and/or other professional advisors?

Want To Sell A Business? Do This.

Buyer expectations. Whether businesses for sale are for sale by-owner or are represented by a business transfer intermediary or other professional advisor, buyers expect the following type of information to be disclosed to the buyer at the most appropriate time.

Where you start determines where you end up. A chain reaction occurs once you begin the process of selling your business. It is difficult to stop it. You can be swept along to your detriment in the wrong direction if you’re not totally prepared.

It’s a balancing act. You want to sell but it takes time to prepare and handle the selling process. And you have a business to manage and a life to live.

Don’t naively think you can delegate the selling process to just anyone. A large portion of your net worth may be at risk. It’s important that you carefully manage your business during the time it is for sale, perhaps better than you ever have managed it. You must also correctly handle each step of the process to sell a business.

Unless you’re expert at selling businesses and have the massive amount of time it takes to prepare your business for sale, hire an expert to handle some of the tasks. Business transfer intermediaries and other professional advisors can show you how to be efficient in the tasks you want to handle. Don’t try to do-it-all-yourself unless you are positive you can do it right.

When is the best time to sell your business? Why risk money, and the blood, sweat and tears you’ve invested in your business? When it’s time to cash out, you must know how to get out— quickly—without leaving money on the table. It takes preparation and timing. Business transfer intermediaries and other professional advisors can show you how to do both, so you get the best deal.

Why are you selling? If you give the wrong answer, you may not sell your business. If you give the right answer in the wrong way, it may take a long time for you to sell and you will not get the highest price.

Appearance is everything! How a buyer perceives your business is more important than what you think about your business.

There is a “best” buyer. Your business will sell more quickly and on better terms if you communicate with buyers who do not pose a competitive threat. Look for buyers who are actively searching for a business like yours. And find out early in your communication whether the buyer has sufficient financial and managerial capability to buy your business—right now.

Business transfer intermediaries and other professional advisors will show you how to excite buyers about your business (without identifying it too soon) and how to screen buyers before you reveal trade secrets.

You’ve worked too hard and too long to risk everything. There is a process to sell your business.

Learn it; use it if you choose to sell by-owner. Or list your business for sale with the right broker for your type and size of business.

The Process to Sell Your Business

You’ve already seen the process to sell a small or midsize business. It consists of the classifications and the reasons why sellers hire business transfer intermediaries and/or other professional advisors.

Here again are the classifications of activity (i.e., the divisions of work). We rephrase them here as action steps. And realize that the sequence of events might change depending upon the circumstances of each business for sale.

Easier to Sell a Business if it’s a Worthwhile Investment

Before you try to sell your business, try to make it more attractive to buyers (and more profitable and enjoyable for yourself). Increase the value of your company.

The best consultants to small and midsize businesses have “plug-in” tools that enable clients to increase their company’s net cash flow. Some of them work within one week. Some take longer. But almost nothing takes longer than trying to sell a business that is not ready for sale.

Here are a few things you can do to increase the marketability and value of your company right away.

“Eat-To-Beat” Your Competition

Let’s face it. Growing your company by “fighting” your competition is the hard way.

Whenever you get a competitive advantage, your competitors copy you. When you “steal” their customers or employees, they do the same to you. When you launch a new marketing program, it takes time and money before you know whether it succeeds or fails. This is business-as-usual for the typical owner.

The street-smart owner uses a better way to grow a company and increase personal net worth:

It’s what the big boys (and girls) do. You can do it too, with the right guidance.

When done correctly, company growth by acquisition is faster, safer, cheaper and more profitable than investing more in marketing to increase revenue.
Of course, buying a business is risky. But it doesn’t have to be.

In the 1970s Ted J. Leverette, president of “Partner” On-Call Network LLC, created the concept of Business Buyer Advocacy ™. You can benefit from the 500 year collective experience earned in the USA and Canada from his network of licensed Authorized Business Buyer Advocates ®.

An Authorized Business Buyer Advocate can introduce you to companies for sale you can’t find on your own and then help you achieve a win-win deal.
And then it will be more pleasant and profitable someday when you try to sell by-owner or list your business for sale with a broker/intermediary.