So — a buyer’s shown up. They say they’re interested. They’ve asked for numbers. Maybe they’ve even floated a price. That’s a great position to be in. But here’s the mistake too many owners make: they think a known buyer means they can skip the broker. They shouldn't. Whether it’s a competitor, a management team, or an interested party from your network — having a buyer on the radar changes nothing about what it takes to get a deal done properly. In fact, it’s when a buyer is

You’ve shaken hands, everyone’s smiling, and the champagne’s on standby. But hold the cork—because many business sales fall apart after reaching an agreement. Here's why: 1. Advisors Start Point-Scoring Lawyers and accountants sometimes forget they're part of the deal team, not a debate club. When advisors dig in just to “win” a point—over trivial clauses or theoretical risks—they can poison the tone and stall momentum. Sellers and buyers need to keep control and remember: th