Andrew Rogerson, owner and MD of the Sacramento branch at the Murphy and Financial Corporation, believes the guiding hand of an experienced professional is invaluable if you want to sell a business. “Most buyers and sellers haven’t bought or sold a business many times,” he says. “There are some rules you need to follow, and having a professional in the middle can really help smooth the waters. The professional knows what to disclose and in what order, and can act as a sounding board for both parties.”

Richard Parker of the Diomo Corporation, a US-based business-for-sale resource, weighs in: “It [having a business transfer agent involved] can make the deal flow better, ease communication, and it can be invaluable when you have to take a firm stand on an issue by letting someone else deliver the bad news.

“To get any buyer comfortable enough to make an offer, and ultimately pull the trigger, they need all their questions answered and want your assurances that you'll be there for an effective transition period.”

Andrew Rogerson adds: “You need a willing buyer and a willing seller. If neither party is willing then the transaction will falter. Having an intermediary helps the two parties reach an agreement.”