In this guide
- What an assisted living business broker actually does
- How brokers price your facility
- What brokers charge
- How to choose the right specialist
- Questions to ask before you sign
- Broker vs. selling on your own
Key takeaways
- A specialist broker runs a confidential sale: valuation, marketing to screened buyers, negotiation, due diligence, and license transfer.
- Brokers price on the business's income — net operating income, EBITDA, or seller's discretionary earnings — not a price per bed.
- Most charge a success-based commission (a percentage of the sale price), typically lower as deal size rises; you mainly pay when it closes.
- Choose on senior-care specialization, buyer network, and confidentiality practices — and keep buyer contact routed through the specialist.
What does an assisted living business broker do?
An assisted living business broker manages the entire sale of your facility so you can keep running it. Their job spans three stages: planning and preparation (valuation, assembling financials, and building a strategy with your attorney and CPA), confidential marketing and negotiation (introducing the opportunity to qualified buyers under NDA and negotiating terms and a letter of intent), and due diligence through closing (buyer verification, document review, and transferring ownership and the state license).
The confidential part matters. A public "for sale" sign can unsettle residents, families, and staff, so a good broker markets discreetly and screens buyers before revealing your identity. If you want the full sequence of a sale from the seller's side, start with our pillar on how to sell an assisted living facility.
How do brokers price your facility?
Brokers price on income, not a fixed figure per bed. Depending on the size and structure of your operation, they may value it on net operating income divided by a market cap rate, on an EBITDA multiple, or — for smaller owner-run homes — on seller's discretionary earnings (SDE). Larger, professionally staffed facilities generally command stronger multiples than small owner-dependent ones.
A credible broker will show you the comparable sales and the assumptions behind the number, not just a headline price. Because the method drives the price, it pays to understand it yourself first — see how assisted living facilities are valued.
What do assisted living brokers charge?
Most brokers work on a success-based commission — a percentage of the final sale price — so you pay primarily when the deal closes. The rate generally decreases as the transaction size rises, and some brokers add a modest upfront or retainer fee for preparation work.
Always get the fee structure in writing before you sign: the commission percentage, whether there's any retainer, the length of the engagement, and what happens if you find a buyer yourself. A clear agreement protects both sides and avoids surprises at the closing table.
How to choose the right assisted living broker
Pick a broker who specializes in senior care and has sold facilities like yours. Senior housing has licensing, staffing, and CHOW (change-of-ownership) nuances a generalist broker will miss.
| What to evaluate | Why it matters |
|---|---|
| Senior-care / RAL specialization | They understand licensing, staffing, and CHOW |
| Track record with your facility size | Comparable deals mean a realistic price |
| Buyer network | More qualified buyers means better terms |
| Confidentiality process | Protects residents, staff, and your reputation |
| Valuation transparency | You see the comps and assumptions, not just a number |
What questions should you ask before signing?
Ask how they'll value your facility and on what comps; how they keep the sale confidential; how many buyers are in their network and how they qualify them; their commission and engagement terms; and their experience with license transfers in your state. Their answers reveal quickly whether they're a senior-care specialist or a generalist learning on your deal. Solid preparation also means running your own due diligence checklist so your books are buyer-ready.
Do you need a broker, or can you sell on your own?
A specialist broker usually nets you more and protects confidentiality; selling on your own saves the commission but adds risk and workload.
| Factor | With a specialist broker | On your own |
|---|---|---|
| Buyer pool | Vetted, ready buyers | Whoever you can reach |
| Confidentiality | Marketed under NDA | Hard to control |
| Valuation | Comps-based, defensible | Guesswork risk |
| Your time | Broker runs the process | You run everything |
| Cost | Success commission | No commission, more risk |
For most owners, a specialist's larger buyer pool and confidential process more than offset the commission. When you're ready to sell — and want to be matched with a vetted assisted living specialist without listing publicly — connect with a Buy Sell Assisted Living expert. We keep you in control and in the loop from valuation through closing.
Informational only — not financial, legal, tax, or investment advice. Verify broker terms, commissions, and licensing requirements with qualified professionals before acting.