If you’ve been selling real estate for a while, you’ve probably come across a client who owns a business, maybe they’re relocating, retiring, or even expanding. But here’s the question: did you ever ask what they planned to do with their business?
Most agents don’t. That one missed question could mean walking away from an extra $10,000 to $20,000 in referral income.
Business brokering isn’t new, but it’s one of the most untapped opportunities in real estate. Just like you match buyers with homes, business brokers connect entrepreneurs with buyers and investors. The best part? In Texas and many other states, you don’t even need a special license to earn referral income from it.
That’s what makes this strategy so powerful. You’re already building trust with clients who own businesses, and when you know how to spot the opportunity, you can help them make their next big move and get paid for the introduction.
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The Untapped World of Business Brokering
When you think about selling a property, you probably picture running comps, writing offers, and negotiating terms. Selling a business? It’s a different kind of transaction, but the client base is surprisingly similar.
According to Travis Helmig of BizBroker+, most small business owners don’t know who to call when they’re ready to sell. Ask anyone who owns a bakery, a car wash, or a small service company, and they’ll probably tell you, “I have no idea who to talk to.”
That’s where the opportunity lies.
As a real estate agent, you already know how to prospect, build relationships, and understand financial value. Those skills directly translate to business brokering. When a client is ready to move, retire, or expand, there’s a good chance their business is part of that equation, and if you know how to connect them with the right professionals, you can earn a referral fee that’s often equal to a full real estate commission.
How Agents Can Earn Referral Income from Businesses
Here’s the beauty of it: you don’t have to become a business broker yourself. You simply make a referral.
Through BizBroker+, you can connect your client with a certified business broker and earn a referral fee, usually around 20% of the total commission. That means if a business sells for $600,000 and the broker’s commission is 15% ($90,000), your referral fee could be around $18,000.
That’s the equivalent of selling a $600,000 home, without the showings, open houses, or contract deadlines.
And the process couldn’t be easier:
- Visit BizBrokerPlus.com/referral-agent
- Fill out a short form with your client’s information
- A broker reaches out to you before contacting your client
- You stay in the loop and get paid when the transaction closes
The rule is simple, you’re the source, so you stay protected. BizBroker+ ensures that your client is handled with professionalism and that you’re credited for the referral.
The “One More Question” Rule That Changes Everything
The best part about this entire system is how simple it is to find opportunities. Travis calls it the “One More Question” rule.
Here’s how it works:
When you’re on a listing appointment or chatting with a buyer, ask one more question.
- “Why are you moving?”
- “What do you do for a living?”
- “What are you doing with your business when you move?”
That last question can turn into a referral worth thousands.
For example, imagine a client says they’re relocating to Florida to be closer to family. When you ask what they’re doing with their business, they might say, “Oh, I own a bakery, I’ll probably just close it down.”
Instead of stopping there, you can reply, “Would you be open to selling it instead? I can connect you with someone who specializes in business sales.”
That one question can make you an extra $18,000 or more.
You already have the relationship. You already have the trust. You just need to know what to ask.
Why Business Referrals Are the Next Big Opportunity for Agents
There are about 1.6 million real estate agents in the U.S. and only 9,000 business brokers. That means there’s an enormous gap, and a huge opportunity for agents who are paying attention.
Even more eye-opening? Half of those business brokers only work on deals over $2 million. So who’s helping the coffee shop owners, the small restaurants, or the auto repair shops?
That’s where agents like you can step in.
Most of these “Main Street” businesses sell for under $5 million, and many of them are owned by baby boomers, people who are retiring soon and need a clear exit strategy. In fact, 70% of small business owners don’t have a plan for what happens when they step away.
That’s not just a statistic. That’s a list of potential clients waiting for the right person to ask the right question.
Short Sales, Market Shifts, and Small Business Sales
Real estate markets go through cycles, and when things tighten up, agents who diversify stay ahead. If you’ve ever worked through a downturn, you know the agents who thrive are the ones who adapt.
Think about short sales, they became common during housing market declines because agents who learned the process could step in to help. The same principle applies here.
If the economy slows and small businesses start closing, that’s not a signal to panic. It’s a signal to prepare. Thousands of business owners may be forced to sell, and many don’t know that selling is even an option.
You can be the person who helps them navigate that.
As Travis pointed out, more than 500,000 small businesses shut down last year, and many didn’t have to. With the right guidance, they could have sold as assets instead of closing their doors. For agents, that’s not about capitalizing on hard times, it’s about creating solutions that help people move forward while earning fair compensation for the connection.
How to Get Started with BizBroker Plus
Getting started doesn’t cost you anything. BizBroker+ offers a free certification program for agents who want to understand business brokering or simply make referrals with confidence.
Here’s what’s included:
- 67 short training videos explaining how business brokering works
- Real-world mentorship with experienced brokers
- Guidance on valuations, contracts, and deal structures
- Access to listings and off-market opportunities
You don’t have to dive in headfirst. You can start by learning the basics, taking on a few referrals, and watching how it works. Over time, you’ll start spotting opportunities everywhere.
And if you decide to go deeper, you can become a certified business broker through BizBroker+ and handle your own deals. Either way, you’ll gain a new skill set that adds real value to your business.
The Platforms That Power Business Sales
If you’re wondering how business sales get marketed without an MLS, the answer is specialized listing platforms.
Sites like BizBuySell, BizQuest, and BizScout function like the “Zillow” of business brokering. BizBroker+ gives you access to these without paying listing fees, which means your clients get premium exposure and you get more chances to earn.
However, not every business goes public. Many of the best deals are sold off-market through networks, referrals, and local business groups. That’s why being connected with a platform like BizBroker+ can open doors to opportunities you’d never find on your own.
Small Business, Big Impact
Here’s a stat that should get your attention: nearly half of all U.S. jobs are supported by small businesses. These aren’t faceless corporations, they’re local restaurants, salons, contractors, and service providers.
When you help a small business owner sell successfully, you’re doing more than earning a commission. You’re helping keep value in the community.
And for many of these owners, selling their business isn’t about cashing out, it’s about protecting their legacy. These are people who have poured decades of their life into something they built from scratch. When you show them there’s a way to pass that on, it’s life-changing.
Why This Matters in Today’s Market
Real estate markets fluctuate. Interest rates rise and fall. Inventory shifts. But one constant remains: people will always build, buy, and sell businesses.
Adding this skill set makes your business recession-resistant. When home sales slow, business transactions often pick up, especially as owners look for exits or investors look for new opportunities.
You don’t need to become a financial expert overnight. You just need to understand the basics, ask one more question, and connect your clients to someone who can help.
How to Refer and Earn
To make your first referral, visit BizBrokerPlus.com/referral-agent.
You’ll:
- Fill out a short form with your client’s details.
- Get a call from a BizBroker+ representative.
- Stay involved in the process and earn your referral commission when the deal closes.
You can even sit in on the initial call to learn how the process works. That insight can help you better understand your clients, open more conversations, and strengthen your reputation as a full-service professional.
One More Question Can Change Everything
You already help clients make some of the biggest financial decisions of their lives. Why not add one more question to the conversation, one that could open new doors for both of you?
When you start looking for business sales opportunities, you’ll be surprised at how many you’ve been walking past for years. Every restaurant, every contractor, every salon owner you’ve met could be your next referral check.
All it takes is curiosity, connection, and the willingness to ask:
“What are you doing with your business when you move?”
That simple question could lead to thousands in extra income, and a brand-new way to serve your clients better than ever.
🎧 Want to Learn More? Listen to the Full Podcast Episode
In this episode, you’ll hear:
- How Travis discovered business brokering and turned it into a new revenue stream
- Why most agents overlook business referrals (and how one question can make you thousands)
- The simple process to earn referral income from BizBroker+
- The surprising overlap between selling homes and selling small businesses
- How to future-proof your business by helping clients sell, buy, or exit local businesses
🎙️ Tune in now to learn how Travis is helping real estate agents unlock a whole new income stream through business referrals, and why now is the perfect time to get started.
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