Brokers, the way your firm is being valued is changing

RTC Valuations Consulting

The last two years have seen significant changes in the way residential brokerage firms and their related businesses have been valued. Perhaps the most significant change took place in the first quarter of 2021, when most — if not all — major investors and purchasers of brokerage firms shifted from a valuation based on the trailing 12 months results to one that’s based on the average of the last two to four periods. 

This radical shift resulted in most purchasers considering EBITDA (Earnings Before Interest, Taxes, Depreciation and Amortization) results from 2019, 2020 and the trailing 12 months (TTM) and averaging those three periods’ results. 

The use of trailing 12 months (TTM) as the basis for a valuation had been the practice for most purchasers for over 20 years; however, purchasers have become resistant to paying premium multiples for a 12-month period that was most likely anomalous and unsustainable for most firms.

How the shift came about

As we moved through 2021 and into the first quarter of 2022, the market was still looking at an average of least three periods of EBITDA results as the basis for valuation. Valuation analysis that normalized results continued as before, with such items as adjustments for owner contributions, occupancy normalizations, personnel normalizations and non-recurring and one-time adjustments continuing to factor in.

Despite the shift in basis, prices and terms, throughout most of 2021 and moving into the first quarter of 2022 were at near-record levels when compared to the previous 20 years. The depth of the market was as good for sellers as it had ever been, with up to six to eight interested parties for many brokerage firms going to market.

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