Introduction – The Gardener‑vs‑Accountant Test

Yes, any licensed real‑estate sales representative can legally sell a business in Western Australia the same licence that lets someone lease an apartment also lets them sell your
$3 million manufacturing firm. Trusting a generalist with a specialist task is like
asking your gardener to lodge your tax return: the result is predictable – missed value,
broken confidentiality, and deals that fall over at settlement.

Below are nine reasons professional business brokers exist – and how they put
more money in your pocket, faster and with less drama.

1. Myth‑Busting: “A Licence Is All You Need”

Under WA law, once an individual gains a certificate of registration they can transact
both real estate and businesses – but the statute says nothing about valuation skill,
deal structuring, or buyer psychology. That gap is why peak bodies such as the
Australian Institute of
Business Brokers (AIBB) and
REIWA created specialist
accreditation programs to lift the bar.

Legal eligibility ≠ competence. Specialists solve the exact problems
your sale will throw up—every single day.

2. Pricing Accuracy

Price too high and buyers never call; too low and you donate six figures to the market.
Brokers with Chartered Accountants ANZ memberships will apply ROI‑based
multiples through live deal data across 7 500+ South‑West WA businesses to land on
the right price from day one.

3. Confidential, Targeted Marketing

A seasoned broker targets genuine buyers: blind ads, NDA‑gated information packs, and buyer outreach through business buyer networks keep staff, suppliers, and competitors out of the loop until you choose a buyer.

4. Ruthless Buyer Screening

Daily conversations with acquisition‑minded buyers, lenders, and settlement agents let
brokers spot tyre‑kickers instantly. Only buyers with proof of funds and relevant
experience reach your desk.

5. Negotiations

You negotiate the biggest asset of your life once; brokers do it weekly – detached,
data‑driven, and focused on maximising price and terms.

6. Seamless Deal Coordination

Brokers organise accountants, lawyers, landlords, franchisors, and bankers so
nothing slips through the cracks.

7. Emotional Buffer & Time Shield

Midnight panic emails? Buyer cold feet? Your broker absorbs the drama so you keep
running your business until settlement.

8. Data‑Driven Valuation Uplift

Because brokers see dozens of sales per year, they know the micro‑tweaks that add
0.5 – 1.0× EBITDA before your IM even goes live – value DIY sellers leave on the table.

9. Faster Close Rate

Standardised systems and a list of buyers slash
time‑on‑market by months, protecting confidentiality.