Real Estate News recently published an excellent piece titled “Don’t FSBO Your Brokerage.” The article makes a point that we emphasize every day in our WAV Group M&A advisory practice: selling a brokerage is not a do-it-yourself project.
When owners try to go it alone, two mistakes happen almost every time. First, they overvalue their firm because they’re too close to it. Second, they often undersell, leaving money on the table because they don’t know how to position the company or connect with the right buyers.
What strong preparation looks like
If you think an exit might be in your future—whether that’s two years away or ten—there are a few disciplines that matter most:
- Keep clean financials. Buyers want to see profitability, growth, and consistency. Sloppy books will lower your valuation.
- Know your worth. Commissioning a professional valuation on a regular basis gives you a realistic view of what your company would command in today’s market.
- Build relationships early. The best deals come together when there’s already trust between buyer and seller. Cultivate connections with peer brokerages long before you consider a confidential conversation about selling.
These steps aren’t just theory. They are spelled out in detail in our book Acquiring More Profit and the companion workbook, which walk you through the process of preparing your brokerage for either side of a transaction.
How WAV Group M&A helps
Our M&A practice is a full-service representation for brokerages of all sizes, working with firms who are ready to grow through acquisition or owners planning for a successful exit. We guide clients through valuations, deal structuring, buyer identification, and negotiations—all with the goal of maximizing the outcome and protecting your legacy.
This week, Victor Lund held a seminar on brokerage M&A at the Florida REALTORS conference. If your organization would like to host a similar conversation, he is happy to speak at brokerage forums and leadership meetings to help firms better understand how to plan for growth or prepare for a successful exit. Fill out the contact form below.
If you’re thinking about buying or selling, don’t wait until the moment you’re ready to act. Start by downloading our book or reach out below to our team of M&A experts to talk through your plans. The best exits are built well before the “For Sale” sign ever goes up.
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