Spring always brings out the country girl in me. It’s a season of renewal — a reminder that the best harvests come from good seeds, steady care, and a little faith.
New Growth: Returning to the Roots of Smart Business Brokerage
And I’ll be honest… I’m the type who wants results yesterday! But just like on the farm, business brokerages won’t work with impatience. Growth takes time.
What I can control is how I suit up and show up every day — how I market, how I continue to learn from industry education, how I nurture relationships, how I keep planting seeds even when the ground looks quiet.
When I plant enough seeds — quality listings, education, consistent outreach, thoughtful follow-up — a certain percentage always grows. Deals close. Opportunities bloom. Momentum returns. It always does, no exception to this rule!
So, this April, I’m leaning into the season.
Planting. Tending. Trusting.
And helping business owners do the same.
The Artistry of growing business brokerage practice is often overlooked. Human relationships and valuing a business are both an art and a science. I have learned the hard way; I must continue to grow in these two areas especially.
This business blends entrepreneurship, finance, negotiation, and human connection. And while the industry can feel complex, the truth is that great business brokers succeed by mastering the fundamentals and repeating them with discipline.
I have found the words “Pay Attention” very helpful. Pay attention to everything.
At its core, a business broker helps business owners prepare, value, market, and ultimately sell their company — while also helping buyers evaluate opportunities and secure financing.
A growing broker is part analyst, part advisor, part negotiator, and part project manager.
To prosper and grow, I go back to the basics
- Evaluate businesses and estimate market value
- Prepare financials and seller documentation
- Create marketing packages and confidential listings
- Qualify buyers and maintain confidentiality
- Negotiate deals and manage due diligence
- Coordinate lenders, attorneys, CPAs, and closing processes It’s a relationship business supported by knowledge, persistence, and trust.
KEEP UP THE EDUCATION
- Business valuation basics
- Reading financial statements
- Understanding tax returns (especially add-backs and recasting)
- Marketing small businesses
- Deal structures (asset vs. stock sale)
- SBA lending requirements
- IBBA, BBF, LUNCH AND LEARN SEMINARS
- AI (Build the relationship now. It is not going anywhere, and I believe it will be a Genuine force behind successful Business brokerage for both newcomers and seasoned veteran. Please do not ignore it.
KEEP UP THE NETWORKING
- Bankers and SBA lenders
- Wealth advisors
- Commercial real estate agents
- CPA’s
- Attorneys
- BNI Groups
- Groups within Linked in
A SPECIALITY? MAYBE!
I was a well-known pet shop owner with multiple locations before I was a business broker. I capitalized on it, and to this day I receive referrals from that specialty. Here are some great specialties to grow on.
- Service businesses
- Retail
- Construction
- Manufacturing
- Healthcare practices
- Hospitality
- Online businesses
A niche means faster valuations, better buyer lists, and stronger referral.
Here’s the part of many new and seasoned brokers (me included!) underestimate: success is built on consistent daily actions, not random big wins.
My business model has always been “If you don’t grow, you go”. Is it easy? No, but we must keep growing as individuals, and as an industry, to get better and be better.
I hope this article is helpful to you, and that you plant and grow all season long!
Julie Brigman, Senior Business Intermediary
Transworld Business Brokerage, Secretary, North Chapter BBF