Once you start looking at real deals, this comes up fast. Business brokers. If you’ve reached out to a few already and felt ignored, slow-walked, or brushed off, you’re not doing anything wrong. This is just how the system works. Business brokers are a lot like realtors. There are some very good ones, and there are plenty that are sloppy, slow to respond, or purely transactional. It’s a mixed bag. Here’s the part most buyers misunderstand: Brokers are not focused on building relationships with buyers. They’re focused on selling the business they represent. They get contacted all day, every day by people saying: “I’m interested.” “Looks cool.” “Can you send more info?” Most of those people are not serious buyers. Brokers don’t know who’s real and who isn’t, so they default to treating everyone transactionally. That’s normal. I’ve taken brokers out for coffee. I’ve tried to build relationships. Even while actively buying businesses, that hasn’t always translated into special treatment. If there’s a deal I really like, I’m persistent. I’ll call multiple times in a day to get someone on the phone. Not because I’m being aggressive, but because that’s what seriousness looks like in this market. Here’s what actually changes how brokers respond: You package yourself clearly You know what you’re looking for You follow up consistently You don’t take slow responses personally They’ll send the NDA. They’ll send the information. They’ll work with you. But you may need to push the process forward. If you’re expecting enthusiasm or hand-holding from brokers, you’ll get frustrated fast. If you expect a transactional process and show up professionally, things move. Persistence and professionalism go a lot further than trying to be liked. That’s just how the game works. If this has been confusing or discouraging for you so far, you’re not behind. You’re just early. I’ll break this down further in upcoming posts, including how experienced buyers signal seriousness early so brokers know who they’re dealing with.

Buying a small business isn’t about finding a “perfect idea.” It’s about acquiring cash flow that already works and improving it over time