What the broker meeting is really for

A meeting with a broker is more than a polite conversation. It’s your opportunity to test, question and evaluate the person who might guide one of the biggest financial decisions of your life — to find out whether they genuinely understand your business and your goals.

From the broker’s side, though, the meeting has one core objective: to secure your instruction — and, in many cases, your upfront fee. That’s not necessarily sinister; a broker can’t market your business until you instruct them. But it means you should treat the meeting as your chance to look past the polished pitch, not theirs to reassure you.

Be aware that everything is part of the performance — even the surroundings. Impressive offices don’t sell your business, but they do help make a large upfront fee feel reasonable. Be wary, too, of proprietary “three-stage” or “seven-stage” systems: a process is only as good as the completed sales behind it. Use the meeting to uncover the real abilities of the person in front of you and the genuine evidence behind their claims.

Stay alert, stay objective, and stay in control. And remember the old carpenter’s rule: measure twice, cut once.

Our free guide covers the meeting, the seven critical points in any contract, and the truth about upfront fees. Download it here — or talk to us.