A Personal Journey Through the M&A Process
The decision to sell a real estate brokerage is one of the most pivotal moments in a broker-owner's career. It is a crossroads where financial outcomes, personal identity, organizational legacy and years of hard-earned equity converge. While every transaction is unique, the journey that leads an owner from early exploration to a successful sale follows a familiar path — one defined as much by personal readiness and strategic discipline as by market conditions or deal mechanics.
I have lived this journey twice. First, as the cofounder of a boutique brokerage, navigating the emotional and operational complexities of selling the company we created. Later, as the leader of the company that acquired us, I worked to align systems and processes to prepare the company and its owners for their own successful sale.
Experiencing both perspectives reinforced a truth that often gets overlooked: A successful sale does not begin with negotiations. It begins years earlier, with clarity of intention, a strong culture and leadership bench, operational efficiency, profitability and a willingness to evolve. Phillip Cantrell reflects on this reality in his book through his personal experience.
These chapters follow the personal journey of one broker-owner through the sales process. It is not a technical manual, though it outlines practical frameworks and proven steps. Nor is it simply a narrative, though the experiences shared are real and instructive. Instead, it is a guide designed to help broker-owners understand what truly shapes a successful transition, both within the business and within themselves, and what it takes to exit on your terms.
Whether you are just starting to think about a succession plan, are actively considering a sale or want to position your company for future opportunities, Phillip’s journey offers insights you can apply. Selling a brokerage is not the end of the story. It is the start of a new chapter. With the right preparation, it can become a powerful chapter in your legacy — professionally and personally. Enjoy the read and enjoy your own journey.
Lisa Piccardo
VP Brokerage & Team Consulting, T3 Sixty