What Do Business Brokers Charge in Florida? Fees Explained

Most Florida business brokers charge a success fee, paid only when your business sells. On smaller sales, that fee is usually around 10% of the price, often with a minimum dollar amount. On bigger sales, the percentage steps down as the price goes up. Florida doesn’t set broker fees, so every part of the agreement can be negotiated.

The percentage is only part of it, though. What the fee is figured on, how long the agreement lasts, and what you owe if you find the buyer yourself matter just as much. This page covers each one. For the bigger picture on choosing a broker, see our Finding the Right People guides.

The typical fee, in plain numbers

Brokers describe the industry standard as about 10% for small business sales, with a range that runs roughly from 5% to 12% (Robbinex). Firms that handle larger deals quote lower ranges, such as 4% to 10% (Website Closers). Both note that fees are negotiated between the broker and the owner.

Here’s how that usually breaks down by size:

Sale price	How fees usually work
Under $1 million	A flat percentage, often near 10%, with a minimum fee so small deals are worth the broker’s time.
$1 million to $5 million	Often a sliding scale, where the percentage drops on each extra million.
Over $5 million	Lower percentages, often with a monthly retainer during the sale process.

The sliding scale, explained

Many brokers use a version of the Lehman formula for larger deals. The original version pays 5% on the first million, 4% on the second, 3% on the third, 2% on the fourth, and 1% on everything above that. Today many brokers use a “double Lehman,” which doubles those rates: 10%, 8%, 6%, 4%, and 2%.

Here’s what that looks like on a $3 million sale under a double Lehman scale. This is an example, not a quote:

• 10% of the first $1 million: $100,000
• 8% of the second $1 million: $80,000
• 6% of the third $1 million: $60,000
• Total fee: $240,000, or 8% of the price

A flat 10% on the same sale would be $300,000. That $60,000 difference is why it’s worth asking how the fee is figured before you sign.

What else is in a broker agreement

The percentage gets the attention. These terms can cost you just as much.

• What the fee is figured on. Is it only cash at closing, or does it include a seller note, an earn-out, real estate, or inventory? A fee on money you may never collect is worth pushing back on.
• Minimum fee. Many brokers set a floor. On a small sale, the minimum can work out to more than 10%.
• Upfront or engagement fee. Some brokers charge for the valuation and marketing work. Ask if it’s credited against the success fee at closing.
• Length of the agreement. Most run 6 to 12 months. Ask what it takes to end it early if the broker isn’t doing the work.
• Tail period. If a buyer the broker introduced closes after the agreement ends, the broker may still be owed a fee. That’s fair. Just make sure it covers only buyers the broker actually brought in, and get the list in writing.
• Buyers you already know. If a competitor or employee has already asked about buying, name them in the agreement. You can often get a lower fee or no fee on those buyers.

Ask to see the full agreement before your first serious meeting. A broker who hesitates to share it is telling you something. Our list of questions to ask a business broker covers the rest.

Florida rules that matter

Florida treats selling a business for a fee as real estate brokerage. The state’s definition of a broker covers anyone who sells “business enterprises or business opportunities” for pay (Fla. Stat. 475.01). It’s illegal to act as a broker without a valid, active license (Fla. Stat. 475.42).

That gives you a simple first check. Look up the broker on the state’s license search before you sign. If they don’t hold a Florida license, stop there.

Florida doesn’t cap or set broker fees. What you pay is whatever you agree to in writing.

Is the fee worth it?

A good broker earns the fee by getting more than one buyer to the table. When buyers compete, price and terms both get better. A broker also keeps the sale quiet, screens out buyers who can’t pay, and keeps the deal moving when due diligence gets hard.

A better question than “how low can I get the fee” is “what will I net.” A broker who charges 10% and brings three offers can leave you with more than one who charges 6% and brings one. Ask every broker you talk to how many buyers they reached on their last few deals in your industry. Here’s more on what a business broker does for you.

If you want help with the search, The Owner’s Shortlist will find a business broker in Florida who fits your business and introduce you to one. It’s free for owners.

Common questions owners ask

What percentage do business brokers take in Florida?

On smaller sales, around 10% of the sale price is common, and many brokers set a minimum fee. On bigger deals, the percentage usually steps down as the price goes up. Florida doesn't set broker fees, so every term is up for negotiation.

Do I pay the broker anything if the business doesn't sell?

With most Main Street brokers, you pay the success fee only if the sale closes. Some brokers also charge an upfront fee for the valuation and marketing work. Ask whether any upfront fee is credited against the success fee at closing.

Does a business broker in Florida need a license?

Yes. Florida law treats selling a business for a fee as real estate brokerage, so the broker needs a Florida real estate license. You can check any broker's license on the state's license search before you sign.

Is the broker fee paid out of the sale price?

Yes. The seller pays the fee, usually at closing, out of the money from the sale. Read the agreement to see whether the fee is figured on cash at closing only, or also on seller notes, earn-outs, and real estate.

The fee matters, but the broker matters more. Get matched with the best business broker in Florida for your industry and size, and ask them to walk you through their agreement line by line.