When a Buyer submits an offer for a business, they often present a good preliminary offer with the idea that there will be time for negotiation later. In an environment where a Seller is receiving multiple strong offers, that approach can fall flat. We often advise Buyers to lead with their best offer upfront. There is only one chance to make a first impression, so why not make it count? A Buyer should focus on how their offer can capture the Seller’s attention and show commitment right from the start. 

That is where a broker’s role as an intermediary becomes essential. The broker is not just a messenger between Buyer and Seller. They are a translator, a guide, and a coach who understands what each side needs to see and hear for the deal to move forward. When a broker helps a Buyer craft an offer that aligns with the Seller’s goals and expectations, it sets the tone for collaboration and trust. 

A strong offer goes beyond price. It considers structure, timing, and certainty of the deal. A full-price offer with clear, balanced terms may appeal more to a Seller than a higher-priced offer tied to lengthy contingencies or complicated earnouts. Conversely, when a Buyer with ample resources comes in too low, assuming negotiations will bring them closer later, they risk losing credibility altogether. 

Experienced brokers help Buyers position themselves effectively by sharing insight into what matters most to Sellers. Flexibility, transparency, and the willingness to adapt to feedback can make the difference between a passed-over offer and an accepted one. Buyers who are receptive to guidance tend to build better relationships and move through the process more efficiently. 
For the Seller, having a broker who manages communication and expectations is equally important. The broker ensures both parties remain aligned and that negotiations stay constructive. This balance prevents misunderstandings, keeps the deal on track, and helps both sides focus on achieving a fair outcome. 

At its core, a broker’s job is to create the best possible deal outcome for everyone involved. When both Buyer and Seller walk away satisfied, it strengthens trust, supports a smooth transition, and sets the foundation for lasting success. 

When it comes to selling your business, there are no do-over. Get in touch with The Business Seller Center to approach your transition with confidence and the guidance to secure the best deal for you.