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I remember when I joined the business brokerage profession several years ago, I had a very strong belief that the market for businesses for sale will grown dramatically in Canada as a result of baby boomer retirement. Now I discovered trough my experience that most of the businesses currently for sale are not been sold because of retirement. Why is the reality so different from most economic predictions?

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One of the most challenging aspects of  business brokerage is the double mission of selling listing services to business owners and selling companies to buyers. This is very uncommon in other types of businesses since selling generally involves selling to a homogeneous type of customers. Buyers and sellers have different needs and perspectives so selling to buyers involves a different set of skills than selling to sellers. This explains the low percentage of beginners who make it in this profession.

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Business brokerage is a growing industry thanks to the baby boomer generation getting ready for retirement. A large number of small businesses owned by baby boomers are expected to become available for sale in the next few years. The need for business brokerage services is expected to increase. Furthermore, statistics have proved that the average business broker in North America earns above average income. So, what do you need to do in order to join this promising profession and become a business broker?