Updated: August 2026
In your day-to-day work, you are often the first to notice significant changes in your clients' financial and personal circumstances.
A construction business owner preparing to transfer their company, a tradesperson planning to sell their business, or the manager of a personal care company approaching retirement—all of these situations are almost always accompanied by a property project, even if real estate is not the client's first concern.
The sale of commercial premises, the sale of a primary residence to finance a new stage of life, or a restructuring of personal assets following the sale of a business are all situations you encounter regularly.
For accountants, the trusted relationship built over many years provides a unique perspective on these key moments in both a business owner's professional and personal life.
Likewise, business owners themselves are often informed early of a future property sale through their network of clients, suppliers, or business partners.
In both cases, the same question arises:
What should you do with that information?
Should you simply let the opportunity pass, or should you connect your client with a real estate professional who can guide them through the process under the best possible conditions?
This article explains why business owners and accountants are ideally positioned to identify these opportunities, how referring a client to a Capifrance real estate advisor benefits the client, how this collaboration is organised and rewarded, and how to establish this partnership step by step.
In summary
- Business owners and accountants regularly meet clients whose professional lives naturally lead to a property project, such as selling a business, disposing of commercial premises, or selling a primary residence upon retirement.
- Referring these clients to a real estate advisor rather than leaving them to manage the process alone saves them time and provides structured support from valuation through to completion.
- Business owners and accounting firms can become genuine professional real estate referral partners, operating within a clear framework and receiving referral commissions through a business introducer arrangement.
- No specialist real estate knowledge is required. The role simply consists of connecting an identified client with the appropriate local real estate advisor.
- The most common situations involve the sale of commercial premises following the transfer of a business, or the sale of a business owner's primary residence upon retirement.
- Establishing this partnership with the Capifrance network is straightforward, well regulated, and requires only an initial introduction.
Why You Are Ideally Positioned to Identify Property Projects Among Your Clients
A Business Sale Almost Always Goes Hand in Hand with a Property Project
The sale of a business is rarely an isolated event.
When a business owner sells their business assets, craft business, or company shares, the future of the associated commercial property almost always becomes part of the discussion.
If the owner personally owns the premises—or owns them through a property holding company (SCI)—the sale of the business is frequently followed, sooner or later, by either the sale or the lease of the commercial property.
Conversely, if the buyer wishes to continue operating from the same location, negotiations regarding the commercial premises generally take place alongside the business transfer.
Another common property decision follows the sale of a business, particularly when it coincides with retirement.
After decades of running a company, many business owners decide to sell their primary residence at around the same time, whether to move closer to family, downsize, or finance a new stage of life.
These two events—one professional and one personal—typically occur within a few months of each other, making this a pivotal moment when introducing the client to the right property professional can provide significant value.
Asset Restructuring Guided by the Accountant
Accountants occupy a particularly important position in this process.
Beyond providing accounting and tax advice, they frequently assist clients with broader wealth and asset planning, including:
- removing property from business assets;
- reorganising a family property holding company (SCI);
- transferring assets to children;
- preparing lifetime gifts or estate planning strategies.
Each of these situations may ultimately result in the sale of real estate, whether it involves commercial premises owned by a company, a mixed-use residential and commercial property, or a property that no longer fits the client's long-term asset strategy.
As a result, accountants are often the first professionals to learn of a client's intention to sell—sometimes before the client has taken any concrete steps.
This information has real value.
It allows the sale to be anticipated, properly prepared, and the client to be introduced to the most suitable real estate professional at the right time, rather than after months of unsuccessful attempts or poorly managed initiatives.
Why Referring Clients to a Real Estate Advisor Is Better Than Letting Them Handle It Alone
A Genuine Time Saver for Your Client
A business owner who has just sold a company—or is preparing for retirement—rarely has either the time or the desire to learn the complexities of the local property market, determine an accurate asking price, prepare marketing materials, or negotiate with prospective buyers.
Leaving them to manage the sale alone often exposes them to:
- unnecessary delays;
- inaccurate pricing;
- less favourable negotiations;
- avoidable stress.
Introducing them to a real estate professional from the outset allows them to focus on the many other aspects of their professional or personal transition.
Professional Guidance Backed by a Nationwide Network
Un conseiller immobilier Capifrance apporte une connaissance fine du marché local, une méthode de valorisation du bien et un accompagnement complet jusqu'à la signature définitive, qu'il s'agisse d'un bien résidentiel classique ou d'un actif plus spécifique comme des murs commerciaux. Vous pouvez d'ailleurs proposer à votre client une estimation immobilière gratuite à proposer à un client, sans engagement, pour objectiver la valeur du bien avant toute décision.
Le maillage national du réseau constitue un autre atout de poids, en particulier pour les biens professionnels dont les acquéreurs potentiels ne se trouvent pas nécessairement à proximité immédiate. La diffusion sur les annonces immobilières Capifrance permet de toucher un public plus large qu'une simple recherche locale, ce qui est particulièrement pertinent pour la vente de murs commerciaux ou de biens à usage mixte, où le profil d'acquéreur est souvent spécifique.
A Capifrance real estate advisor provides:
- detailed knowledge of the local market;
- an objective property valuation;
- a structured sales strategy;
- complete support through to final completion,
whether the property is a traditional home or a more specialised asset such as commercial premises.
You can also recommend that your client obtain a free, no-obligation property valuation, giving them an objective understanding of their property's value before making any decisions.
Another major advantage is Capifrance's nationwide network.
This is particularly valuable for commercial properties, where potential buyers are not necessarily located nearby.
Listing a property through the Capifrance property network provides exposure to a much broader audience than relying solely on local marketing—an important benefit when selling commercial buildings or mixed-use properties that appeal to a more specialised buyer profile.
The Referral Framework: Becoming a Professional Real Estate Referrer
The Role of a Real Estate Business Introducer
Referring a client to a real estate advisor does not make you a real estate agent—and that is not the objective.
As a professional real estate referrer, your role is simply to introduce the right people.
You identify a client or business partner with a property project, facilitate the initial contact, and then the Capifrance real estate advisor takes over the entire sales process, from the property valuation through to the signing of the final deed.
This role operates within a recognised legal framework known as a business referral (introducer) agreement, which allows you to receive compensation for making the introduction without engaging in regulated real estate activities.
For more information, our article on becoming a Capifrance business introducer explains the contractual framework and the applicable conditions in greater detail.
Compensation and Transparency
The principle is straightforward.
When your introduction leads to:
- a signed sales mandate; and
- a successful property transaction,
you may receive compensation in the form of a referral commission.
The amount and payment terms are agreed in advance through a transparent contractual agreement with the Capifrance network.
This model is suitable for anyone who regularly works with clients who may have future property projects, including:
- business owners;
- accountants;
- notaries;
- wealth managers;
- mortgage brokers;
and other professionals who maintain long-term advisory relationships with their clients.
Our article on becoming a professional real estate referrer explains how this framework applies to these related professions.
The benefits are twofold.
First, it enables you to generate value from information you already receive through your professional activity.
Second, it ensures that your client benefits from high-quality support, as the assigned Capifrance advisor is an experienced local real estate professional operating under recognised industry standards and committed to client satisfaction.
Examples of Successful Referrals
Selling Commercial Premises After a Business Sale
Consider the common example of a construction contractor selling their business to an external buyer.
The business itself is transferred, but the owner retains ownership of the commercial premises that housed the workshop and storage facilities.
For illustration purposes, imagine the premises are valued at approximately €250,000.
The owner may then choose to:
- lease the property to the buyer;
- sell it to an investor; or
- place it on the open market if it is no longer suitable for the buyer's business.
Because the accountant is already involved in the business sale from a tax perspective, they can introduce the owner to a Capifrance advisor specialising in commercial real estate.
Such an advisor understands how to accurately value this type of asset—which is often more complex than a residential property—and can prepare targeted marketing aimed at investors or future business operators.
Without this referral, the owner might leave the premises vacant for several months or sell them too quickly at a price below market value.
Selling a Primary Residence Upon Retirement
Another common example involves the owner of a personal care business preparing to retire after selling their company.
They also decide to sell their primary residence, perhaps to downsize or move closer to family.
For illustration, assume the property is worth approximately €400,000.
Selling the home requires careful management, including:
- obtaining an Energy Performance Certificate (EPC);
- determining an accurate market value;
- organising property viewings;
- negotiating with buyers.
Whether it is the business owner or their accountant who first becomes aware of this project, recommending a Capifrance advisor allows the client to benefit from professional support instead of attempting to manage a property sale while simultaneously completing the administrative and tax formalities associated with selling a business.
This simple referral prevents the client from having to handle two complex processes at the same time without professional assistance on the property side.
How to Establish This Partnership with the Capifrance Network
Establishing a professional referral partnership with Capifrance is straightforward. It requires neither extensive training nor a significant commitment.
The process can be broken down into a few simple steps.
Step 1 – Identify Potential Property Projects
The first step is to identify situations within your client or partner portfolio where a property project is likely to arise, such as:
- the sale of a business;
- an asset restructuring;
- an upcoming retirement;
- the planned sale of commercial premises.
These opportunities generally emerge naturally during your regular conversations and require no additional prospecting.
Step 2 – Contact a Local Capifrance Advisor
Next, identify the local Capifrance advisor best placed to assist your client.
This initial discussion allows you to:
- establish a relationship with a trusted local professional;
- discuss how future referrals will be handled;
- clarify the applicable referral commission framework.
Step 3 – Formalise the Partnership
The collaboration is generally formalised through a business introducer agreement.
This agreement specifies:
- the referral commission structure;
- how client information will be shared;
- the responsibilities of each party.
Having a written agreement protects everyone involved—the referrer, the Capifrance network, and ultimately the client.
Step 4 – Refer Clients Whenever an Opportunity Arises
Once the partnership is in place, referrals can be made whenever an appropriate property project is identified.
There are no minimum volumes or ongoing commitments.
Each referral is handled individually by the local Capifrance advisor, who assumes full responsibility for supporting the client throughout the sales process until completion.
Should you wish to become more involved in the real estate sector, you may also choose to join the Capifrance network yourself as an independent real estate advisor—a path taken by some business owners looking for a career change or a complementary professional activity.
Best Practices and Key Precautions
A few simple precautions help ensure that the partnership remains professional while preserving the trust of your clients.
The first—and most important—is to obtain the client's explicit consent before sharing their contact details with a real estate advisor, even if it is only for an informal introduction.
It is also advisable to be transparent about the existence of a referral commission in order to maintain trust and avoid any future misunderstandings.
Equally important is remaining within the scope of your role as an introducer.
Neither the business owner nor the accountant should:
- negotiate the terms of the property sale;
- estimate the property's value;
- prepare real estate contracts or legal documents.
These responsibilities belong exclusively to the qualified real estate advisor.
Finally, it is recommended to formalise the partnership with the Capifrance network in writing before making your first referral. Doing so removes any uncertainty regarding referral fees and the respective responsibilities of each party once a sale is successfully completed.
Work with a Capifrance Real Estate Advison
Whenever you identify a client whose professional or personal circumstances involve a future property sale, the most valuable support you can provide is to introduce them to a dedicated real estate professional.
A Capifrance advisor brings together:
- in-depth local market expertise;
- a proven sales methodology;
- a nationwide network of buyers;
to ensure the successful sale of a commercial property, business premises, or a private residence while relieving your client of the burden of managing the process alone.
Take the time to connect with a local Capifrance advisor as soon as such an opportunity arises.
This simple step benefits everyone involved:
- your client receives professional support;
- you strengthen your advisory relationship;
- your collaboration operates within a clear and transparent professional referral framework.
Conclusion
- Business owners and accountants are uniquely positioned to identify their clients' future property projects, particularly during business sales and asset restructuring.
- Referring a client to a Capifrance real estate advisor saves them time and ensures professional support from the initial valuation through to completion of the sale.
- Acting as a professional real estate referrer takes place within a clear contractual framework and may include compensation through a business introducer agreement.
- Two of the most common situations involve the sale of commercial premises following the transfer of a business and the sale of a primary residence when a business owner retires.
- Setting up this collaboration with the Capifrance network is simple and begins with a single conversation with a local advisor.
If you identify a suitable opportunity within your client base, don't hesitate to make the introduction—it is a valuable service that benefits your client, strengthens your professional relationship, and creates value for everyone involved.
FAQ
Does a Business Owner Need Real Estate Training to Refer a Client?
No. No real estate training is required. The role of the business owner or accountant is simply to introduce their client to a qualified real estate advisor, who then manages the entire sales process from start to finish.
How Can I Tell Whether a Client Has a Property Project in Mind ?
In most cases, the information emerges naturally during your regular discussions.
Typical indicators include:
- a planned business sale;
- an upcoming retirement;
- discussions about restructuring personal or business assets.
Being attentive to these signals is usually enough to identify the right moment to suggest an introduction to a real estate professional.
Is a Referral Commission Automatically Paid?
No. A referral commission depends on the contractual agreement established with the Capifrance network.
It is only payable if the referral results in:
- a signed sales mandate; and
- a completed property transaction.
The precise terms are agreed in advance with the local Capifrance advisor or the network.
Do I Need My Client's Permission Before Making an Introduction?
Yes. It is essential to obtain your client's explicit consent before sharing their contact details with a real estate advisor, even for an informal introduction.
This protects the trust built within your professional relationship and ensures compliance with privacy requirements.
Is This Partnership Only Relevant for Business Sales?
No. It applies whenever a client's professional or financial circumstances give rise to a property sale, including:
- the sale of commercial premises;
- the restructuring of a property holding company (SCI);
- the sale of a primary residence following a career change or retirement;
- any other property transaction linked to the client's business or personal wealth strategy.
How Do You Sell Commercial Premises That Are Occupied by a Tenant?
This is a specific situation that follows particular legal rules relating to the existing commercial lease and the tenant's rights.
Our dedicated article explains in detail how to sell leased commercial premises under the best possible conditions.
Can an Accountant Refer Multiple Clients to the Same Capifrance Advisor?
Yes. There is no restriction on referring multiple clients to the same local Capifrance advisor.
In fact, doing so often helps build a long-term professional relationship and allows both parties to develop a better understanding of each other's clients and working methods.
Can I Go Further and Become a Real Estate Advisor Myself?
Yes. Some business owners and finance professionals who discover an interest in real estate through these referrals eventually choose to join the Capifrance network as independent real estate advisors, either as a complementary activity or as part of a complete career change.
Author :
Frédéric Rémy – Director of Commercial Performance
A real estate professional for several years within the Capifrance network, I would like to share with you some essential advice to help you succeed in your real estate project with the support of our advisors.
