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Frequently Asked Questions
How do you convert a seller conversation into an exclusive listing?
The key is moving quickly from rapport to specifics — share a preliminary valuation range, walk through your process and timeline, and present an engagement letter within 48 hours of a serious conversation. Sellers who don't hear back within a few days often convince themselves the timing isn't right.
Why do exclusive mandates matter in business brokerage?
Exclusive mandates ensure you can control the process, protect confidentiality, and market the business effectively. Co-listed businesses often signal desperation to buyers, attract lower offers, and create confusion about who represents the seller. Exclusivity is the foundation of a credible process.
What should be in a business broker engagement letter?
A solid engagement letter should specify the listing price or value range, your commission structure, the exclusivity period (typically 6-12 months), confidentiality obligations, marketing approach, and your specific deliverables. Clarity on fee structure prevents disputes if multiple parties are involved at close.
