Sell Your Business Without a Broker in Australia
If you’re considering selling your business in Melbourne, Sydney, Brisbane, Perth, or anywhere in Australia, you’ve probably been told you need a business broker.
In many cases, that isn’t true.
Thousands of small and medium business owners successfully sell privately every year, without paying 5–10% commission or signing long lock-in agreements.
This guide explains when a broker makes sense, when it doesn’t, and how to sell your business privately and confidently.
How the Traditional Business Broker Model Works
A business broker typically:
● Values your business
● Creates a listing
● Markets to their buyer
database
● Screens enquiries
● Assists with negotiations
● Coordinates due diligence
In exchange, they charge:
● Commission (commonly 5%–10%
of sale price)
● Sometimes marketing fees
● Often an exclusive lock-in
agreement
For a $600,000 business sale, a 7% commission equals $42,000.
For many small business owners, that’s a significant cost.
When a Business Broker Makes Sense
There are situations where a broker can be valuable:
● Businesses valued above $2
million
● Complex multi-location
operations
● Franchised networks
● Owners with no time to manage
enquiries
● Situations requiring strict
confidentiality
If your business falls into one of these categories, professional representation may help maximise outcomes.
Exity is not anti-broker. It simply gives owners another option.
When You Don’t Need a Broker
Many owner-operated businesses can be sold privately, including:
● Cleaning businesses
● Cafés and restaurants
● Retail stores
● Trade and service businesses
● Small professional firms
If your business:
● Has clear financial records
● Has a straightforward
operating model
● Is under $1.5 million in
value
● Does not require complex
structuring
You may not need a broker.
Modern buyers are sophisticated. Many actively search online marketplaces for businesses for sale in Melbourne, Sydney, Perth, Brisbane, Gold Coast, Newcastle and Canberra.
They expect direct access to owners.
Cost Comparison: Broker vs Private Sale
|
Scenario |
Broker Model |
Private Listing (Exity) |
|
$500,000 Sale |
$35,000 (7%) commission |
$0 commission |
|
$900,000 Sale |
$63,000 (7%) commission |
$0 commission |
|
Control Over Buyers |
Broker-managed |
Direct communication |
|
Listing Flexibility |
Often exclusive |
No lock-in |
|
Marketing |
Broker network |
National marketplace exposure |
For many small businesses, commission savings alone can be significant.
How to Sell Your Business Privately (Step-by-Step)
Selling privately doesn’t mean selling blindly.
Here’s a practical framework:
1. Prepare Financials
Ensure profit & loss statements and tax returns are clear and organised.
2. Decide on Sale Structure
Asset sale vs share sale. Consider speaking with your accountant.
3. Set a Realistic Price
Research similar businesses for sale in your city and industry.
4. Create a Transparent Listing
Describe the business clearly. Highlight strengths, location, and financial performance.
5. Qualify Buyers
Ask about experience, funding capability, and timeline.
6. Negotiate Terms
Agree on price, deposit, transition period, and handover support.
7. Heads of Agreement
Document key terms before legal contracts.
8. Settlement
Lawyers finalise documentation and complete transfer.
Is Selling Without a Broker Right for You?
Selling privately works best for confident, hands-on business owners who:
● Want control
● Want to save commission
● Prefer direct buyer
conversations
● Are comfortable reviewing
offers
If that sounds like you, listing your business online may be the smarter move.
List Your Business Privately Today
Exity allows Australian business owners to list directly, communicate with buyers, and sell without commission.
Create your listing in minutes and start receiving enquiries.
