The questions owners ask us most
Selling the business you built is a big decision, and you should never feel rushed or in the dark. Here are clear answers to the questions we hear most, from choosing the right broker to protecting your confidentiality and understanding what your business is truly worth.
Choosing the right person to sell your business
Who you trust with the sale matters more than almost any other decision. Here is how the profession is regulated in Ontario, and how to tell a qualified broker from the rest.
What are the benefits of hiring a registered and accredited business broker?
A registered brokerage works under the rules that protect you. In Ontario, that means carrying errors and omissions insurance, following a regulated code of ethics, putting your interests first, holding buyer deposits in registered trust accounts, and answering to a regulator if anything goes wrong. A registered and accredited broker can also handle the lease or the real property alongside the business, so the whole transaction stays coordinated. Working with an unregistered firm gives you none of these protections.
How do I qualify the right business broker?
Look past the sales pitch and check for these things:
- Registered and insured. Confirm the brokerage is registered with RECO and carries errors and omissions coverage.
- Certified and capable. Recognized credentials such as the Certified Business Intermediary (CBI) and the advanced Master Certified Business Intermediary (MCBI), awarded by the International Business Brokers Association (IBBA), and the Certified M&A Professional (CM&AP), awarded through the Coles College of Business at Kennesaw State University, all backed by real, completed deals.
- Full time and professional. Selling businesses is their focus, not a side activity, and they bring genuine business and executive experience.
- Tax aware from day one. What you keep is not the sale price. A good broker builds tax strategy into the plan early.
- A proven, structured process. A documented, multi-stage approach, not simply listing your business and hoping for a buyer.
- Confidentiality first. Clear safeguards that keep your sale away from staff, customers, and competitors.
- Communicative, with a real team. Regular updates, plus access to accountants, lawyers, and tax specialists when the deal needs them.
Who is legally permitted to sell my business in Ontario?
In Ontario, the sale of a business is regulated real estate activity. A business, its assets, and its leasehold interests fall under the Trust in Real Estate Services Act (TRESA, which replaced REBBA 2002), so representing an owner in the sale requires the proper commercial real estate registration. The Act exists to protect you, through a code of ethics, defined standards of conduct, and remedies if a registrant acts improperly.
Do both the broker and the brokerage need to be registered?
Yes. Both must be registered with RECO. An individual broker has to be employed by a registered brokerage to act on your behalf, and the brokerage carries responsibility for compliance and ethical conduct. This dual structure is part of what keeps the work accountable.
Who regulates business brokers, and what happens if one breaks the rules?
The Real Estate Council of Ontario (RECO) administers and enforces TRESA on behalf of the provincial government, overseeing registration, insurance, education, and compliance, including audits. A registrant who breaks the rules can face discipline, fines, and the suspension or loss of their registration, with the most serious matters going to court. In short, there is real accountability behind the registration.
Why do some people sell businesses without being registered?
Usually it comes down to not understanding the law, wrongly assuming it does not apply to them, or simply ignoring it. Whatever the reason, dealing with an unregistered party leaves you without insurance, without trust-account protection, and without recourse if something goes wrong. It is only a matter of time before that catches up with them, and you do not want your sale caught in the middle.
Protecting your secret, and your number
The two things owners worry about most: that word gets out before they are ready, and that they leave money on the table. Here is how we handle both.
Will my staff, customers, or competitors find out the business is for sale?
Not because of us. Confidentiality is built into every stage of our process. We market discreetly without naming your business, require a signed non-disclosure agreement before any sensitive details are shared, and screen buyers one on one before they learn who you are. Your "secret sauce" stays secret until the right, qualified buyer has earned access to it.
How do you keep the sale confidential while still finding buyers?
We present your business through a blind profile that describes the opportunity without identifying you. Interested parties sign an NDA and are screened for fit and financial capacity before any confidential information is released. Details are shared in stages, and only with serious, qualified buyers. You stay in control of who learns what, and when.
What is my business actually worth, and how do you decide?
Your business is worth what the right buyer will pay for it, and our job is to determine and defend that number. We look well beyond a simple multiple of earnings: the quality and consistency of your cash flow, your customer base, your team, your systems, and the many value drivers that make a business more attractive and less risky to a buyer. We start every engagement with a clear, confidential read on where you stand and what could move the number higher.
Can I really sell for more by working with a broker?
That is the goal. A prepared business, presented properly to the right pool of buyers, creates competition, and competition is what drives price. We work to surface hidden value, reduce the risks that make buyers discount their offers, attract genuinely qualified buyers, and negotiate from a position of strength. We also work with you and your advisors to negotiate a tax-smart structure around the deal, so that more of the sale price actually reaches you.
How it works, what it costs, how long it takes
Straight answers on the practical questions, so you know what to expect before you decide to move forward.
How are you paid, and what are your fees?
Every business is different, so we tailor the fee arrangement to the engagement rather than forcing one formula. In many cases our fee is tied to our performance, which keeps our interests aligned with yours. Depending on the business and how complex it is to bring to market, there may also be an upfront component. We walk you through the full arrangement in plain language before you sign anything, so there are no surprises. The initial consultation and our read on your options are always free and carry no obligation.
How long does it take to sell a business?
Every business is different, but most sales take several months to a year or more from preparation to close. The exact timeline depends on the size and complexity of the business, how ready it is for sale, and market conditions. Time spent preparing properly is rarely wasted: a well-prepared business tends to sell faster, for more, and with fewer surprises in due diligence.
What does the sale process actually look like?
We follow a structured, proven process that moves through four phases: building value, creating buyer competition, negotiating from strength, and closing with confidence. It runs from a pre-sale assessment and preparation, through confidential marketing and buyer screening, into offers, due diligence, the purchase agreement, and a smooth transition. You can see the full step-by-step breakdown on our Selling Your Business page.
Do you represent buyers as well as sellers?
We represent sellers, exclusively. We never represent the buyer and never represent both sides of the same deal, so there is no question about whose interests we are protecting: yours. Qualified buyers are welcome to explore the businesses we have for sale and can join our buyer pool, but our duty on a sale is to the owner alone.
What kinds of businesses do you work with?
We are at our best with established, often technical or complex businesses, and we are especially experienced in manufacturing, healthcare, engineering and technical services, transportation and distribution, warehouse and logistics, construction and infrastructure, and trades and service based businesses. If you own a commercial property alongside the business, we can sell both together under one coordinated strategy. The best first step is a quick, confidential conversation about your situation.
Still have a question?
The best answers come from a real conversation about your business and your goals. Book a confidential call and we will give you a clear, no-pressure read on your options and what your business could be worth.
When you reach out, you get:
- A 30-minute confidential conversation with an advisor
- A complimentary, no-obligation read on your business
- A clear, no-pressure view of your options and next steps
Prefer to talk now? Call (647) 479-2999