Peter Vander WallFounder driving creative community growth

Why Brokers Kill Your Best Deals

Name: Why Brokers Kill Your Best Deals
Uploaded: 2025-09-12T17:01:51+00:00
Duration: 43 s
Channel: Peter Vander Wall
Description: A short YouTube segment (speaker: Peter Vander Wall) arguing that using brokers in accounting-firm acquisitions harms buyers: broker involvement adds…

12 Sept 2025 · 1 min

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A short YouTube segment (speaker: Peter Vander Wall) arguing that using brokers in accounting-firm acquisitions harms buyers: broker involvement adds time and cost (commissions), encourages higher cash-up-front offers to sellers, and reduces the likelihood of favorable seller-finance or owner-carry arrangements. The speaker contrasts these brokered deals with off-market, direct-seller deals which can produce "sweeter" terms for buyers.

Chapters

The firms that I've targeted so far have mostly been off market deals where I strike up a connection with the seller directly. If an accounting firm broker is involved, you're guaranteed that it's going to take more time and it's going to cost more because they have to get paid a commission on it. But also you're going to be less likely to get a sweeter deal because a broker is going to whisper in their ear of the client and tell them things that they can get a lot more money, they can get a lot more cash up front or when in reality that's not how things work all the time. As a buyer, you're less likely to get a really good seller finance or owner carry deal if there's a broker involved. Brokers are going to want to push for as much money up front to the seller as possible and the least amount of money on an earn out or on the back end.