Once you start looking at deals, this comes up fast: business brokers. If you’ve started searching for businesses to buy, you’ve probably already interacted with one or two. Business brokers are a lot like realtors. There are some very good ones, and there are plenty that are sloppy, slow to respond, or hard to work with. It’s a mixed bag. One of the most common questions I get is how brokers get paid. In almost all cases, they’re paid by the seller, usually around 5–10% of the sale price, and often closer to 10% on smaller deals. Their job is straightforward. They help the seller package the business, market it, find buyers, and push the deal to closing. Here’s the important part for buyers. Most brokers are not focused on building long-term relationships with buyers. They’re focused on selling the business they represent. They get contacted constantly by people who say they want to buy a business, and most of those people aren’t serious. Because of that, they don’t know who’s legit and who’s not. So don’t expect them to be overly responsive or excited right out of the gate. I’ve taken brokers out for coffee and tried to build relationships. Even while actively doing deals, that hasn’t always translated into special treatment. That’s normal. If there’s a business you really like, you’ll probably need to be persistent. I’ve called brokers multiple times in a day just to get them on the phone. That’s part of the process. You’ll sign an NDA, they’ll send the information, and they’ll work with you, but you may need to follow up more than once to keep things moving. The key is not to take it personally. Package yourself well. Be clear about what you’re looking for. Follow up consistently. Persistence and professionalism go a lot further than expecting enthusiasm. That’s just how the game works. Scott