{"id":4131,"date":"2023-03-24T08:22:21","date_gmt":"2023-03-24T08:22:21","guid":{"rendered":"https:\/\/preprod.realtrends.com\/blog\/2023\/03\/24\/best-practices-for-identifying-brokerage-acquisition-prospects\/"},"modified":"2025-03-13T02:50:07","modified_gmt":"2025-03-13T02:50:07","slug":"best-practices-for-identifying-brokerage-acquisition-prospects","status":"publish","type":"post","link":"https:\/\/preprod.realtrends.com\/blog\/2023\/03\/24\/best-practices-for-identifying-brokerage-acquisition-prospects\/","title":{"rendered":"Best practices for identifying brokerage acquisition prospects"},"content":{"rendered":"\n<p>There are three traditional ways that brokerage firms seek growth. The first two are organic, and should be a primary focus for all firms. <\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Recruitment.<\/strong> Increase your agent count via the <a href=\"https:\/\/preprod.realtrends.com\/blog\/articles\/cole-slate-on-authentic-recruiting-and-attracting-agents\/\" target=\"_blank\" rel=\"noreferrer noopener\">recruitment<\/a> of already producing agents in your marketplace and\/or gain new agents from real estate school. <\/li>\n\n\n\n<li><strong>Development.<\/strong> Increase the productivity of your existing agents via effective coaching and training. <\/li>\n\n\n\n<li><strong>Acquisitions.<\/strong> <a href=\"https:\/\/events.realtrends.com\/gathering-of-eagles\/home\" target=\"_blank\" rel=\"noreferrer noopener\">Acquire<\/a>, merge, or roll-in firms to grow your agent count in bulk.<\/li>\n<\/ul>\n\n\n\n<p>Not all firms have an appetite for acquisitions, but if they excite you, there are certain best practices that make an effective buyer. <\/p>\n\n\n\n<p>At <strong><a href=\"http:\/\/rtcvaluations.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">RTC Consulting<\/a><\/strong> we work with many firms that are quite adept at acquisitions. It\u2019s something that\u2019s been in their <a href=\"https:\/\/preprod.realtrends.com\/blog\/articles\/re-max-ceo-nick-bailey-on-what-technology-to-leave-behind\/\" target=\"_blank\" rel=\"noreferrer noopener\">playbook<\/a> for a long time, and it\u2019s been a very effective tool for growth over the years. <\/p>\n\n\n\n<p>For some firms, however, <a href=\"https:\/\/preprod.realtrends.com\/blog\/articles\/whats-ahead-for-real-estate-brokerage-valuations-and-deal-terms\/\" target=\"_blank\" rel=\"noreferrer noopener\">acquisitions<\/a> are quite a daunting endeavor. It\u2019s something they\u2019ve never attempted, or something they\u2019ve been unsuccessful at in their past dealings. If your firm falls into the latter grouping, below are some general principles that we\u2019ve passed on to our clients who wish to successfully embark on this method of growth:<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-get-your-internal-house-in-order\">Get your internal house in order <\/h2>\n\n\n\n<p>Make sure your internal house is in order and that you have a good solid organic growth strategy already in place. This can\u2019t be neglected. Be confident in your messaging. Even though you\u2019re a buyer, you\u2019re also selling your firm\u2019s virtues to your prospects. <\/p>\n\n\n\n<p>Additionally, make sure you have a team, whether internally or externally, in place who are capable of supporting the financial and legal aspects of a potential acquisition.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">How to identify prospects<\/h2>\n\n\n\n<p>If you don\u2019t already know who you\u2019d like to target, use the tools available to you to identify candidates. Use <a href=\"https:\/\/www.lwolf.com\/products\/terradatum-brokermetrics\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>Lone Wolf&#8217;s<\/strong> BrokerMetrics <\/a>and your MLS data to figure out who\u2019s out there. We usually recommend that you don\u2019t venture outside of your existing footprint, or no further than adjacent to your footprint. <\/p>\n\n\n\n<p>Operational synergies are a lot more prevalent if they\u2019re already within your footprint. Also consider the trends of your targets. Are they growing, losing ground or are they stagnant relative to your market? <\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large is-resized\"><a href=\"https:\/\/events.realtrends.com\/gathering-of-eagles\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/preprod.realtrends.com\/blog\/wp-content\/uploads\/sites\/9\/2022\/11\/GOE-Featured-Image.png?w=1024\" alt=\"GOE Featured Image\" class=\"wp-image-37053\" width=\"776\" height=\"436\"\/><\/a><figcaption class=\"wp-element-caption\">Join Scott Wright and Steve Murray at this year&#8217;s DealMakers and Gathering of Eagles. <a href=\"https:\/\/events.realtrends.com\/gathering-of-eagles\" target=\"_blank\" rel=\"noreferrer noopener\">Register today!<\/a><\/figcaption><\/figure><\/div>\n\n\n<p>Make sure your prospective targets have similar agent compensation plans. For example, traditional graduated commission plan firms probably shouldn\u2019t be going after flat\/monthly fee 100% firms. Our rule of thumb is this: if your retained company dollar is greater than 3%-5% apart, you\u2019re probably barking up the wrong tree.<\/p>\n\n\n\n<p>What do you know about a prospect\u2019s reputation, culture, and leadership? <strong>It\u2019s imperative to be culturally aligned in order for a deal to work!<\/strong> <\/p>\n\n\n\n<p>You may not know this prior to your meeting, but get to know it fast. Is the ownership\/leadership sunsetting in their careers, are they still involved in sales? Is there a potential internal successor that you\u2019re aware of? Again, you may not know prior to a meeting, but get to know this information ASAP.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Meet and engage prospects<\/h2>\n\n\n\n<p>Once you\u2019ve identified your <a href=\"https:\/\/preprod.realtrends.com\/blog\/articles\/benchmark-realty-dont-fear-the-call-merger-acquisition\/\" target=\"_blank\" rel=\"noreferrer noopener\">prospects<\/a>, it starts with a phone call (not a letter or email), where you ask for a meeting. They, of course, have a right to ask why, so keep your message simple (ex. \u201cI\u2019m coming across your agents more and more, and want to get to know more about you\u201d, or \u201cI\u2019m really impressed by what your firm has done lately, and just wanted to get to know you better\u201d). <\/p>\n\n\n\n<p>At the first meeting, invite the prospect to breakfast\/lunch\/dinner\/wine\/walk in the park\/coffee\/etc. Your sole intent at this first meeting is to build the relationship \u2014 period. You should never bring up an acquisition at this initial phase, unless they bring it up. If they do, don\u2019t ever ask if they\u2019re for sale, say something like, \u201cMy goal is to grow the company, to make more money, and have fun\u2026I\u2019m sitting here because I think if we combine our companies, that may help both of us accomplish that\u201d (don\u2019t say \u201cbuy\u201d, say combine). <\/p>\n\n\n\n<p>Get to know this person, try to understand their company and what their goals and dreams are. Build the relationship!<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Conversion time<\/h2>\n\n\n\n<p>Once you\u2019ve developed a relationship, which could take more than one meeting, you broach the above \u2018combination\u2019 topic to see if a door may be open to sign an NDA (non-disclosure agreement) and exchange information. If that door is open, then you\u2019re off and running, and you\u2019ve successfully moved from prospecting to potential conversion!<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Next steps<\/h2>\n\n\n\n<p>At this point you circle back to your team to help assess the financials, do some due diligence, and ultimately put together a term sheet, also called a Letter of Intent, if it\u2019s an opportunity you\u2019d like to go forward with. <\/p>\n\n\n\n<p>This phase can be quite tedious and of course will likely involve some negotiation, so it\u2019s imperative to remain patient. Always keep in mind that this is a very emotional process for the seller, it\u2019s their baby. This is where building a strong and trusted relationship during the previous phases will come in very handy.<\/p>\n\n\n\n<p>Lastly, as part of prospecting, it\u2019s a certainty that you will get rejected, which is why focusing on relationship first is so important. Not everyone is a seller \u2014 yet \u2014 so building the relationship affords you the opportunity to be top of mind if your prospect decides to sell down the road.<\/p>\n\n\n\n<p><em>Scott Wright is a partner with <a href=\"http:\/\/rtcvaluations.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">RTC Consulting<\/a>, a firm that specializes in real estate brokerage consulting, valuation and mergers and acquisitions.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Considering expanding your real estate firm through acquisitions? Here are some best practices and what to expect.<\/p>\n","protected":false},"author":39478,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[57],"class_list":["post-4131","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.4 (Yoast SEO v26.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Best practices for identifying brokerage acquisition prospects - RealTrends - Blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/preprod.realtrends.com\/blog\/2023\/03\/24\/best-practices-for-identifying-brokerage-acquisition-prospects\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Best practices for identifying brokerage acquisition prospects\" \/>\n<meta property=\"og:description\" content=\"Considering expanding your real estate firm through acquisitions? 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