10. Client Red Flags - When to Walk Away from a Listing
business brokers manage the sales process methodically and professionally
helping brokers spot the time wasters, price pushers, and deal killers before it’s too late
Not every listing is worth taking on.
Some sellers will make your job harder than it needs to be - no matter how good the business looks on paper.
When you spot the red flags early, you save yourself -
Weeks of frustration
Compromised deals
Reputational risk
And worse - burnout
🚩 The 7 Red Flags That Signal “Don’t Take the Listing”
1. Unrealistic Price Expectations
“My business is worth $3 million - I read it in a Facebook group.”
If the seller can’t (or won’t) back their price with data, logic, or market reality, you’re in for a painful process.
2. Lack of Transparency or Documentation
“I don’t think you need to see those numbers yet.”
If they’re not forthcoming with financials, contracts, or risk areas, it’s not just hard to sell - it’s dangerous for your reputation.
3. Emotional Decision-Making
“This business is my baby.”
That’s fine, but if they can’t separate their feelings from the process, every negotiation becomes personal.
4. Last-Minute Sellers
“I need it sold in 60 days - tops.”
Desperation kills deals. These clients usually aren’t prepared and you’ll be cleaning up the mess.
5. Overconfidence in the Buyer Pool
“As soon as this hits the market, it’ll be snapped up.”
This one’s common. If they think demand is guaranteed, they won’t accept constructive feedback or realistic buyer offers.
6. Control Freak Tendencies
“I want to approve every ad, screen every buyer and attend every meeting.”
Excessive involvement often leads to delays, micro-management, and tension with buyers.
7. Poor Communication or Responsiveness
If they’re slow, vague, or defensive now - imagine what due diligence will be like.
🧠 How to Say No Professionally
Walking away from a listing doesn’t mean burning the bridge.
Try language like -
“I’m not the right fit for this mandate and I wouldn’t feel comfortable overpromising.”
“It’s important to me that I only represent businesses I believe I can sell and right now, I have concerns.”
“I think it’s better for you to revisit this in 6-12 months when a few key issues are resolved.”
🛡 What Saying No Actually Does for You
Protects your time and energy
Preserves your brand and close rate
Opens space for better-fit clients
Builds trust with buyers (who hate messy sellers)
Shows professionalism and self-respect
In short - it’s a power move, not a failure.
🤝 Final Thought
The best brokers don’t take every deal.
They choose the right deals and walk away from the rest with clarity and confidence.
If you’re second-guessing a listing or stuck with a seller who won’t play ball, let’s talk. I’ll help you pressure-test the situation and make the right call.
👉 Book a free 15-min strategy call https://www.regenerationhq.co.nz/contact
👉 Or reply to john.luxton@regenerationhq.co.nz and I’ll send you a red flag checklist you can use on your next client call