This is a page from my book, “How I Sold My Business: A Personal Diary”
In retrospect, I'm not sure it was a good idea to give our business broker our minimum price. He may tell this number to prospects right away, and if there's one thing I've learned in business, it's that "everyone wants a deal." Even when our paperwork is very standard, it's very rare for a prospect to just read it and sign it; it seems like everyone wants a discount, or a little something special added to the deal. We do discount some of our fees from time to time, but like Marty not be willing to negotiate his commission, I don't negotiate a billing rate on our consulting deals. To me, discounts are for things like computer hardware and "fees".
Blah, I'm not sure why I'm really worrying about this. Marty seems smart, he's done this before, and he's paid on commission, so the more we get, the more he gets.
In the end, I need to trust him, and I don't think this will be a problem. If anything, I'm more concerned that he'll scare off most buyers by quoting a higher price.