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Real Estate Advisory seriesPart 3 of 4
Most owners spend years building their agency. Fewer spend enough time preparing it for the day they eventually want to step back, sell, merge or bring through the next generation of leadership.
That is understandable when the day to day demands of running an agency are constant. The problem is that value is built well before a sale or succession conversation begins.
3 things a buyer will ask
1
Could the agency run without you?
Who holds the key relationships and makes most of the decisions today?
2
Are your earnings predictable?
Stable market share, recurring income and reliable reporting give buyers confidence.
3
Is your leadership bench deep enough?
Documented systems and clear accountability make a business far easier to transfer.
“A business that depends too heavily on one person is harder to transfer.”
Thinking about your own exit timeline? Start a conversation →
Through a buyer's eyes
What buyers look for
- Stable market share
- Recurring income
- A strong team
- Reliable reporting
- Low reliance on the owner
- Low reliance on top 5 agents
Free download
Exit Readiness Checklist
See your agency through a buyer's eyes, and map the steps that build value for a 5, 10 or 15-year exit.
Download the checklist ↓Buyers pay for certainty
A buyer is not just looking at last year’s profit. They are looking at how likely it is that those profits will continue. The more confidence they have in the future earnings of the business, the more value they are likely to see.
Owner dependency can reduce value
Many good businesses rely heavily on the owner, which works while the owner is fully involved. It becomes a problem when the owner wants to step back. Building leadership depth, documented systems and clear accountability can make a significant difference.
A valuable agency should be enjoyable to own
A business with good systems, capable people and stable earnings is usually easier to run. The same changes that improve sale value also reduce stress, improve decision making and create more options for the future.
Start earlier than you think
Whether your exit is five, ten or fifteen years away, the decisions you make now will shape your options later.
The best time to build a sellable business is before you need to sell it.
Bentleys helps agency owners understand what drives value, where risk sits and what can be improved before a sale or succession event is on the table.
About the authors
Nick den Heijer
Director, Real Estate Advisory
Bentleys Chartered Accountants