What Will the Business Brokerage Market Look Like in 2026?

As we talk with business owners, one question keeps coming up, “What will the market look like in 2026?” While no one can predict the future with certainty, current trends give us a strong sense of what buyers and sellers should expect, and how they can prepare.

Based on what we’re seeing today, here are the things we believe will shape business sales in 2026.

  1. Buyer Demand Will Be Strong, but Expectations Will Be High

    Buyer demand is not disappearing, but buyers are becoming more selective. In 2026, businesses with clean financials, consistent cash flow, and limited owner dependence will attract the most attention. Companies that lack structure, documentation, or clarity around earnings may receive inquiries, but fewer serious offers. Buyers will prioritize stability, transparency, and long-term sustainability.

  2. Preparation Will Matter More Than Timing

    Business owners targeting a 2026 sale have a valuable advantage, time. Buyers will increasingly favor businesses that are well prepared rather than those rushed to market. Organized financials, documented processes, realistic pricing, and a clear transition plan will set sellers apart. 

  3. Valuations Will Stay Realistic

    While we do not expect widespread declines in business valuations, we also don’t anticipate inflated pricing. Buyers in 2026 will closely examine add-backs, customer concentration, margins, and the sustainability of earnings. Sellers who enter the market with realistic expectations are more likely to attract qualified buyers and negotiate from a position of strength. 

  4. Deal Structures Will Continue to Evolve

    Seller financing, earn-outs, and other structured terms are expected to remain common, particularly in mid-market transactions. Sellers who understand these tools (or who hire experts), and how they affect overall value, will be better positioned during negotiations.

  5. Industry Differences Will Be More Pronounced

    Not all industries will perform the same in 2026. Businesses in essential services, professional services, healthcare-related fields, and certain manufacturing or distribution niches are expected to remain attractive to buyers. Likewise, companies with recurring revenue, scalable operations, and capable management teams will stand out. Businesses with thin margins, outdated systems, or heavy owner reliance may face a more limited buyer pool.

  6. Confidentiality and Professional Execution Will Be Critical

    Poorly managed sales can quickly erode value. In 2026, buyers will gravitate toward transactions that are handled professionally and confidentially. Maintaining discretion, screening buyers carefully, and controlling the flow of information will be essential. 

  7. More Owners Will Reevaluate Their Exit Plans

    Economic uncertainty, workforce challenges, and succession concerns continue to push owners to reassess their long-term plans. For many, 2026 may feel like a pivotal year to explore an exit. Owners who begin planning early will have more flexibility and stronger outcomes. 

The business sales market in 2026 is shaping up to offer opportunity, but only for those who are prepared. Buyers will reward clarity, consistency, and professionalism. Sellers who invest time in preparation and seek experienced guidance will be best positioned to succeed.