Thursday, August 14, 2025 – 10:00
A business broker’s role is to serve as an intermediary and as a trusted advisor to their client. With that, the broker should always be acting in their client’s best interest. This does not mean, however, that a business broker should avoid challenging either party involved. In fact, it is often in everyone’s best interest for the broker to take on the role of Devil’s advocate. By asking the tough questions, pointing out inconsistencies, and pushing for clarity, a broker can prevent misunderstandings that could derail the sale later on.
Clarity and transparency are at the heart of an effective sales process. The more complete and accurate the picture of a business, the more likely it is to attract serious, well-matched buyers. Sellers may sometimes think it’s in their best interest to leave certain details unsaid to gain leverage or avoid uncomfortable topics. However, the truth is that undisclosed issues almost always surface during due diligence. When they do, they can cause trust to break down, jeopardizing the deal at the worst possible moment.
One common example of this dynamic is the treatment of add backs in a valuation. Many business owners run personal expenses through the company. While this is normal, some sellers hesitate to share the full scope of these expenses, worried it will reflect poorly on them. In reality, a broker’s job is to identify these adjustments. Clear documentation can support a higher valuation. When disclosed upfront and properly explained, add backs can strengthen the seller’s position rather than weaken it.
Buyers, too, need to be challenged. Some may present overly optimistic intentions or vague plans for the business in order to make their offer more attractive. A skilled broker will dig deeper and verify that the buyer’s vision aligns with the seller’s goals. The buyer must also have the resources, experience, and commitment to follow through. Without this vetting, a seller risks entering exclusivity with a buyer who either misrepresented their intentions or lacks the capability to close.
The broker’s role as Devil’s advocate is not about creating conflict; it’s about creating certainty. When both sides are operating with a full understanding of the facts, the process runs smoother and faster. Surprises are minimized, expectations are managed, and confidence in the deal increases. Even small misunderstandings, if left unchecked, can snowball into deal-breaking disputes later.
Ultimately, you want a broker who will push back when needed. This kind of proactive, engaged approach increases the odds of a successful close. It protects the seller’s interests, while protecting the buyer from costly surprises. The sooner everything is above board and aligned, the more likely it is that both parties will walk away satisfied.
If you are considering selling your business, make sure you have a broker who will act in your best interest: not just by facilitating the process, but by making sure every fact, number, and intention is verified and clearly understood. If you want to learn how a business broker can provide support in your transition, reach out to the team at the Business Seller Center. When it comes to selling your business, there are no do-overs.