IBA looks at technology advisor and agency businesses with recurring monthly commissions. There's no single profile that works and no formula that decides it. What matters is what the book actually produces and how it's put together.
Recurring commissions with a track record, not one-time payments
Customers spread across more than one or two accounts
Contracts and commission statements you can actually produce
Products and suppliers still relevant to what customers buy today
An owner who's clear about what they want next
Revenue concentrated in a single customer
Commission data that can't be reconstructed
Accounts already in the process of churning
No documentation of the customer relationships