Buying a business without a broker
By Jason, founder of JW AI Works
You don't need a broker to buy a small business. Plenty of buyers find a business themselves, talk to the owner directly and close with the help of their own advisers. This guide covers what changes when there's no broker involved and what to watch for.
This is general information for buyers, not legal, tax or financial advice. Talk to your own advisers about your situation.
Do I need a broker to buy a business?
No. A business broker usually works for the seller. The seller hires the broker to list the business, find buyers and run the sale, and the broker is usually paid by the seller when the deal closes.
Brokers can be very useful when a business is listed. But many owners haven't hired anyone and aren't on any listing site. If you want to buy one of those businesses, you'll be contacting the owner yourself.
What changes when there's no broker
You find the business. Instead of browsing listings, you decide what you want to buy and reach out to owners who fit. Our guide on how to find off-market businesses to buy walks through the steps.
There's no information packet. A listed business often comes with a summary of its finances and operations. Off-market, you'll ask the owner for that information step by step, as trust builds.
The owner may not have thought about selling. Expect early calls to be about getting to know each other. Some owners need time. Some will say no.
Price and terms are between you and the owner. Without a broker in the middle, you and the owner work out the deal directly, each with your own advisers.
What to watch for
Get your own advisers early. A business attorney and an accountant who has worked on acquisitions are worth having before you sign anything. Many buyers also get a quality-of-earnings review of the financials.
Talk to lenders before you need them. SBA 7(a) loans are one way buyers finance a purchase. SBA data shows roughly 6,600–7,500 change-of-ownership 7(a) loans in fiscal 2025, depending on how they're counted (analysis 1, analysis 2, SBA data). Lenders have their own requirements, so ask early what they'll need from you and the business.
Keep things confidential. Owners worry about employees, customers and competitors finding out. Offer to sign a nondisclosure agreement before you ask for financials.
Put the main points in writing. Once you and the owner agree on the outline of a deal, your attorney can help with a letter of intent and then the purchase agreement.
Do your due diligence. Check the financials, customers, contracts, licenses, leases and staff. Your advisers can help you decide what to check for your industry.
Is it harder without a broker?
It's different. You do more of the searching and the early relationship building. In return, you can look at businesses that fit your buy box exactly, and you may be the first buyer the owner has spoken to.
Where Klontak fits
Klontak helps with the first part: finding owners and starting the conversation. We build your list from public sources, write emails in your voice that you approve, send them in your name and sort the replies. Interested owners get your calendar link, and from there, the conversation is yours.
Klontak is not a broker and does not take part in any transaction. Klontak never negotiates or advises on price or terms. It's $750 a month, flat, with no commission and no success fee.