How to Buy or Sell a Business Without a Broker
Deciding to buy or sell a professional practice is never taken lightly. It’s a big move—financially, emotionally, and operationally. And while many choose to work with a broker, others prefer to take matters into their own hands. Whether you’re navigating a direct approach or testing the waters independently, knowing what to expect is key to avoiding costly missteps and missed opportunities.
We get asked this all the time—“Can I buy or sell a practice without using a broker?” And truthfully? Absolutely. Many do.
In fact, a large portion of transactions in this space happen entirely off-market and without the involvement of a broker. Sometimes it’s because the parties already know each other, other times it’s a direct approach, or simply a preference to manage things independently. Whatever the reason, it’s certainly possible. But as with anything, just because it’s possible doesn’t mean it’s always wise to go it alone.
That said, there are times when DIY works. You might:
Already have a suitor knocking at your door
Want to save on fees
Prefer to control the process yourself
Or just have a nose for negotiations
All of that is completely valid. But in those cases, it’s even more important that you know what you’re doing. Because when deals fall over—and they often do—it’s not usually because someone meant to sabotage it. It’s because they didn’t know what to expect, what to ask, or what to push back on.
Buying or Selling a Practice Isn’t Just About Finding a Match
There’s this idea floating around that once a buyer and seller find each other, the rest just falls into place. We wish it were that simple.
In reality, practice transactions are layered, emotional, and highly nuanced. Pricing is just one part. There’s client continuity, staff retention, handover terms, deal structure, confidentiality, legal and tax considerations—the list goes on.
Even in deals that begin with the best of intentions, we see negotiations get stuck on:
Unrealistic pricing expectations
Poor documentation or lack of detail
Unclear roles post-settlement
Lawyers or advisors who aren’t familiar with industry norms
Confusion over what’s actually included in the sale
Without guidance, it’s easy for things to become overcomplicated—or worse, to miss something important entirely.
Why This Matters
For most sellers, this is a once-in-a-lifetime event. It’s your retirement. Your exit strategy. Maybe even your legacy. It’s not something to wing.
And for buyers, the risk is just as high. You’re putting your money, reputation, and operations on the line. The wrong acquisition can take years to recover from—if at all.
So, if you’re thinking of doing it yourself, our biggest advice is this: get informed before you’re knee-deep in a deal. Don’t wait until you’re at contract stage to realise you missed something crucial back in week one.
We've Built a Toolkit To Help You Buy or Sell With Confidence
For those who want to take control of their own deal, we’ve created a practical, no-fluff guide: “How to Buy or Sell a Practice Without a Broker.” It’s not a sales pitch—it’s a support tool that will give you:
Confidence to handle your own transaction—no broker required
Practical tools and templates to help streamline the process
Insight into common risks, negotiation pressure points, and deal structures
A stronger understanding of current market expectations and compliance issues
Independent advice from one of Australia’s most respected broking professionals
This resource walks you through the process, helps you avoid common traps, and ensures you ask the right questions—whether you’re buying or selling.
It’s ideal for:
Vendors who already have a buyer in mind
Purchasers responding to a direct approach
Anyone weighing up whether to list or go it alone
Advisors supporting a client through the process
Want to take control of your own practice sale or purchase—without paying broker fees? This is the practical, no-fluff toolkit professionals are using to get the job done properly.
How to Buy or Sell a Practice Without a Broker - DIY Toolkit
Final Thoughts
Using a broker isn’t for everyone. But neither is managing a practice sale on your own. The key is understanding your own capability, the complexity of your deal, and how much support you realistically need.
If you’re confident, capable, and already have a party at the table, then you may well be able to manage it without engaging a broker. Just make sure you’re walking into the process with your eyes wide open.
And if you want the comfort of a well-worn roadmap, our guide is a good place to start.
Our Current Bestselling Products
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June 2026 Charge Rates & Salaries Survey
Price range: $495 through $1,265 incl. GST This product has multiple variants. The options may be chosen on the product page -
Sell or Buy a Practice Without a Broker – Complete Toolkit
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Information Memorandum Template
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Not confident to do it on your own? If you need assistance with buying or selling a practice, Rob Knights & Co is here to help. With over 50 years of experience, we provide professional practice broking services tailored to meet your unique needs.
Contact us today to discuss how we can support you.
