Whether you’re planning to sell, merge or hand over your mortgage brokerage, preparation is key to maximising value and ensuring a smooth transition. Many brokers make the mistake of rushing their exit, but early and thoughtful planning pays off – both financially and emotionally.
Common pitfalls to avoid
It’s easy to underestimate how much work goes into preparing a business for exit. Failing to clean up financial records, neglecting professional advice or delaying key conversations with your team and clients can all damage your business’s value and continuity. A rushed sale or poorly communicated transition risks unsettling staff, losing clients or attracting offers that don’t match your business value.
Engage trusted advisers early
The right advisers make a huge difference. Your accountant can help organise financial statements and improve your valuation; a lawyer ensures contracts and compliance are watertight; and a business broker can connect you with serious, pre-vetted buyers.
Your AFG Partnership Manager is also a key part of this team. They understand the broker business model and can support you throughout the journey, including helping you access strategic programs like AFG Broker Investments, which lets you sell a minority stake in your business while maintaining control.
Get your house in order
Potential buyers will want to see a clear, well-run business. This includes up-to-date financial statements, a clean CRM, strong client retention metrics and clearly documented workflows. Platforms like BrokerEngine Plus bring this all together in one place, helping demonstrate the health and scalability of your operation.
Make sure your compliance is tight, your contracts are current and your team roles and responsibilities are clearly defined. This all helps de-risk the business in the eyes of a buyer.
Support your team through change
Your people are part of the value you’re selling. Keeping them informed early reduces uncertainty and protects morale. If your exit plan involves internal succession, start training your successor well in advance and begin shifting responsibilities gradually.
Communicate with clients thoughtfully
Client confidence is one of your greatest assets. A well-managed communication plan helps maintain that trust. AFG Partnership Manager Ian Cornwall suggests a simple two-step email approach: first, a message from you explaining the change (“Same Service, Different Name”), followed by a personal introduction to the new owner or team.
Planning your next chapter?
Download our free eBook to explore practical steps to safeguard your business, prepare for succession and create an empowered, successful exit on your own terms.
Please note we do not provide tax, legal or accounting advice. Any information contained in this article is of a general nature only and does not take into account the objectives, financial situation or need of any particular person and is not intended to provide, and should not be relied on for, tax, legal or accounting advice. We suggest you consult your own tax, legal and accounting advisers before engaging in or considering the appropriateness of any transaction.
