FALL 2025
Had expectations been managed early—with
a realistic valuation and a clear roadmap—the
business could have sold quickly and at a better
price. Instead, time and value were both lost.
FINAL THOUGHTS: EXPECTATION
MANAGEMENT IS RISK MANAGEMENT
In the end, business brokers are in the business of
managing risk—both real and perceived. Setting
correct expectations with sellers and buyers isn’t just
a courtesy—it’s a form of risk mitigation. It reduces
deal fallout, builds credibility, fosters cooperation, and
protects everyone’s time and resources.
So the next time you sit down with a new client,
ask yourself: Have I told them what they want to
hear—or what they need to know?
SARA VAZIRI | MBA, MSC, CBB, CBI
sara.vaziri@zbbcorp.com