Working with a broker that has a poor response time?

searcher profile

November 14, 2025

by a searcher from Columbia University - Columbia Business School in New York, NY, USA

For Context: I've been full time searching for 8+ months, have a clear buy box, and a deal team ready to go once the 'ideal deal' comes across my plate. The Problem: I believe that I've found that gem-of-a-deal [about a month ago], my investors think so too, and my QoE/Lawyers are ready to kickoff diligence, but the broker that is managing the business listing has been dragging his feet every step of the process. The broker has a response rate of 6+ days on every email, will not respond to any text, and sends every phone call to voicemail. [For context, from the start of our working together, he voiced that he prefers to work via text, and I have not abused these communication channels having only sent 8 texts in 4 weeks and only called him when he missed a meeting we have scheduled.] My fear is that the deal is going to crumble because of the brokers' poor management. My Question: Has anyone experienced something like this and can shed some light on what may be going on in the broker's process / work day, which causes him to perform this way? Additionally, are there proven methods to keep a transaction moving forward and prevent the deal from dying when working with a broker like this? More Pointed Question: Would it benefit or hurt someone in my situation to reach out to the Seller directly and remove the broker as a bottleneck? [Context: I've had minimal interaction with the seller to date and do not want to hurt the transaction's viability for the sake of moving slightly faster.]
2
26
526
Replies
26
commentor profile
Reply by an intermediary
from Wake Forest University in Winston-Salem, NC, USA
Without knowing what stage you are in, here is a bifurcated answer: If you are under LOI, then this is very unfortunate, and something is clearly going on, perhaps at the company, and may be out of the broker's control. If you are not under an LOI, the deal is probably not crumbling; it is probably moving ahead with other buyers that the broker and/or seller are prioritizing. Ideally, if you aren't in the mix, the broker would be allowed to let you know that, but they may be following seller instructions, and holding you off as instructed. Lastly, do NOT go around the broker. You will likely be violating the NDA and may tick off the seller.
commentor profile
Reply by a searcher
from University of California, Berkeley in Seattle Metropolitan Area, WA, USA
Yeah, hard to say without knowing the broker (whether an active M&A broker in the SMB space or RE broker or simply business broker in name). For one of our acquisitions, the seller got tired and we had a few unnecessary snags where the broker simply didn't know what market was where we went around that person with the seller initiating (and us agreeing). I would echo what Jaime said and submit your LOI / IOI (with language around verification of numbers you've seen, appropriate contingencies) to get the ball rolling and present to the seller where you can build that relationship. Hopefully the seller's timeline aligns with what you can project out and those expectations will keep the broker honest. A week passing between communication would be unacceptable, so maybe present an opportunity that your deal be presented seriously to the seller, how vital it is to meet/talk with them, and that you have multiple deals in the works that you're trying to move along, the business they're representing as one of them. Best of luck!
commentor profile
+24 more replies.
Join the discussion