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Buying & Selling a Business

Can I use a broker just to find buyers but handle negotiations myself?

TSL Written by the Treadstone Law team· Updated August 2026

It's possible, but it has to be set up that way in the listing agreement rather than assumed after the fact. Standard listing agreements often expect the broker to handle marketing, buyer screening, and at least the early stages of negotiation as part of what you're paying for, and a broker may reasonably expect to stay involved through the negotiation given their financial interest in how the deal turns out. A narrower arrangement — where the broker's role stops at introducing qualified buyers and you take over from there — is something some brokers will agree to, sometimes at a different fee structure, but it isn't the default.

If this is what you want, raise it explicitly before signing, and get the division of responsibility written into the agreement rather than relying on an informal understanding that could be read differently once a real offer is on the table. Ambiguity here tends to surface exactly when it matters most — mid-negotiation, when both you and the broker think you're in charge. A Treadstone business lawyer can help make sure the agreement reflects the arrangement you actually intend.

Key takeaways

  • A buyer-sourcing-only arrangement is possible but needs to be negotiated, not assumed.
  • Standard listing agreements often expect broker involvement through negotiations.
  • Get the division of responsibility written into the agreement before signing.
  • Ambiguity about who's "in charge" tends to surface exactly when an offer is on the table.
This is general information, not legal advice. It doesn’t create a lawyer–client relationship, and the rules can change. For advice on your situation, a Treadstone business lawyer can help.
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