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