Thinking of Buying a Business Brokerage in Australia? Here Are 3 Vital Questions to Ask
The Australian business broking industry operates within the broader commercial real estate and advisory sector, which generated $1.1 billion in revenue in 2025 across more than 7,900 enterprises, employing over 17,000 people.
Profit margins average 8.2%, with profits of around $90 million. The sector has seen an annualised revenue decline of 1.25% between 2020 and 2025, but is forecast to recover with 1.5% annual growth through 2031, supported by rising business confidence and falling interest rates.
Demand for brokers is growing again as business sales, commercial leasing, and acquisitions increase in a post-pandemic environment shaped by consolidation, remote work, and renewed entrepreneurial activity.
1. Is the Brokerage Financially Sustainable and Adaptable?
Why It Matters:
Business broking income fluctuates with lending conditions, economic confidence, and corporate investment cycles. Sustainable firms balance transaction-based income with recurring valuation, advisory, and lease management fees.
What to Check:
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Revenue base – Total revenue across the sector reached $1.1 billion in 2025, but smaller brokerages often rely on fewer large transactions.
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Profit margins – Average profitability sits at 8.2%, with leading firms achieving higher returns through mergers and technology integration.
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Cost structure – Wages account for over 50% of industry expenditure, reflecting heavy reliance on skilled brokers and negotiators.
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Diversified services – Firms combining business sales, commercial leasing, valuations, and due diligence generate steadier cash flow.
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Market resilience – High interest rates and reduced mortgage affordability have constrained commercial transactions since 2021, requiring adaptive sales strategies.
2. Does the Business Have Strong Market Position and Professional Credibility?
Why It Matters:
Reputation and network strength are crucial in this relationship-driven industry. Brokerages succeed by building trust, managing high-value transactions, and maintaining compliance under state and federal law.
What to Check:
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Brand positioning – Market consolidation means global and national firms (such as CBRE, JLL, and Colliers) now control over 90% of industry revenue, leaving smaller agencies to focus on niche sectors.
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Licensing – Brokers must hold a current business agent’s licence under state legislation, such as the Property, Stock and Business Agents Act 2002 (NSW).
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Reputation and reviews – Referrals and testimonials drive most new business; weak digital presence limits growth.
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Client base – Check for repeat clients in sectors like hospitality, manufacturing, or retail, which indicate sustainable demand.
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Location – More than 60% of brokerages are located in NSW and Victoria, supported by strong commercial property activity.
3. Is the Business Prepared for the Future of Brokerage?
Why It Matters:
Digital transformation and data transparency are reshaping how businesses are bought and sold. Future success depends on technology adoption, advisory capability, and ESG-aligned asset management.
What to Check:
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Technology use – Leading firms employ AI and data analytics platforms to value assets and forecast buyer demand, improving accuracy and turnaround times.
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Online engagement – Virtual inspections, digital document signing, and remote deal platforms have become standard since the pandemic.
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Sustainability – ESG-aligned business sales and “green” commercial assets are increasingly sought after by buyers and investors.
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Hybrid operations – The rise of flexible workspaces and online client management requires brokers to maintain efficiency with fewer physical offices.
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Market awareness – Brokers who track economic indicators like business confidence and mortgage affordability are better equipped to navigate downturns.
Ready to Invest in a Thriving Business Brokerage?
Australia’s business broking sector continues to evolve through technology, consolidation, and economic recovery.
Success depends on financial control, adaptability to shifting client expectations, and the ability to leverage data-driven insights to connect buyers and sellers efficiently.
For Buyers:
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For Sellers:
Sell Your Business here.
