The Lafayette Group, LLC Research
Advisory Approach
The Lafayette Group, LLC (TLG) is a boutique commercial services firm specializing in business brokerage, commercial real estate, and healthcare practice consulting. Founded in 1984 and based in Scottsdale, Arizona, the firm operates with a client-centric philosophy that emphasizes personalized service and deep local market knowledge. Unlike larger investment banks, TLG focuses on main street and lower middle market businesses, providing hands-on guidance through business sales, acquisitions, and real estate transactions.
The firm's thesis centers on the belief that smaller businesses require the same level of professional transaction advisory services as larger enterprises, but with a more personalized approach. They bridge the gap between full-service investment banking and traditional business brokerage, offering expertise across both business operations and real estate assets—a particularly valuable combination for businesses where real estate represents a significant component of enterprise value.
Sector Focus
The Lafayette Group maintains exceptionally broad industry coverage, reflecting their role as a generalist business brokerage serving the Arizona market. Their primary sectors include:
Healthcare: Healthcare practice consulting, brokerage, and financing represents a core practice area. The firm provides specialized services for healthcare providers including practice sales, acquisitions, leasing, and financing arrangements. Their healthcare expertise extends to both medical practices and healthcare-related real estate.
Manufacturing and Industrial: The firm works with discrete and process manufacturers across various subsectors. Their manufacturing practice encompasses production facilities, industrial equipment sales, and related real estate transactions.
Real Estate and Construction: As a licensed real estate brokerage, TLG has deep expertise in commercial and residential real estate transactions, including land sales, commercial leasing, and construction-related businesses. This dual expertise in both business operations and real estate assets distinguishes them from pure-play M&A advisors.
Business Services: The firm advises on professional services firms, including those with significant real estate components. Their services extend to business valuations and financial consulting.
Consumer and Retail: TLG works with retail establishments, accommodation businesses (hospitality), and food & beverage establishments throughout Arizona.
Deal Track Record
The Lafayette Group has been operational since 1984, providing over 40 years of continuous service to the Arizona business community. Conrad Greene, the firm's designated broker, has completed numerous business sales, acquisitions, and real estate transactions throughout his career. The firm maintains active listings across multiple business categories and has facilitated transactions ranging from small main street businesses to mid-market commercial real estate assets.
Notably, the firm has performed asset class valuations for the Federal Deposit Insurance Corporation (FDIC), the Arizona Attorney General's office, law firms, CPAs, and private parties. This regulatory and institutional valuation work demonstrates the firm's technical competence and credibility in business appraisal.
While specific transaction details are not publicly disclosed—a common practice among business brokers—the firm's longevity since 1984 and continued active presence in the Arizona market demonstrate sustained success. The firm is affiliated with M&A Source and the International Business Brokers Association (IBBA), maintaining professional standing in the business intermediary community.
Process & Fee Structure
The Lafayette Group follows a traditional business brokerage engagement model:
Initial Consultation: TLG begins with a complimentary consultation to understand the seller's objectives, business profile, and timeline. This initial meeting helps determine whether the engagement is a good fit for both parties.
Business Valuation: The firm conducts comprehensive business valuations, leveraging Conrad Greene's experience performing FDIC and Attorney General valuations. This valuation process establishes realistic pricing expectations and provides data to support asking prices.
Marketing and Buyer Outreach: TLG prepares confidential business profiles and marketing materials, then leverages their network and listing platforms to identify qualified buyers. As business brokers, they typically use multiple channels including business-for-sale marketplaces, industry contacts, and their proprietary buyer database.
Transaction Management: The firm manages the due diligence process, coordinates with attorneys and accountants, and facilitates negotiations through closing. Their real estate licensing allows them to handle both business and real estate components of transactions seamlessly.
Fee Structure: Like most business brokers, TLG typically works on a success-fee basis, earning a percentage of the transaction value upon successful closing. While specific fee percentages are not publicly disclosed, industry standards for main street business brokers typically range from 8-12% for businesses under $1 million in value, with lower percentages for larger transactions. The firm may also require a retainer or upfront fee to cover valuation and marketing expenses, though this is credited against the success fee in many cases.
The minimum engagement size for business brokers typically starts around $500,000 in business value, though TLG may consider smaller transactions depending on the specific circumstances and real estate components.
Buyer Network
The Lafayette Group maintains a network of buyers across several categories:
Individual Buyers: The firm works with individual investors, first-time business buyers, and entrepreneurs seeking acquisition opportunities in Arizona.
Private Equity and Search Funds: Through affiliations with M&A Source, TLG has connections to search funds and lower middle market private equity groups seeking acquisition targets.
Strategic Buyers: The firm maintains relationships with industry strategics looking to expand through acquisition, particularly in healthcare, manufacturing, and business services sectors.
Real Estate Investors: Given their real estate brokerage capabilities, TLG has strong connections with commercial real estate investors who may acquire businesses with significant real estate assets.
Competitive Positioning
The Lafayette Group differentiates itself through several key attributes:
Dual Licensing: The firm's combination of business brokerage and real estate brokerage capabilities provides unique value for transactions where real estate represents a significant component of enterprise value. Few advisors can seamlessly handle both business operations and real estate assets.
Regulatory Valuation Experience: Having performed valuations for the FDIC and Arizona Attorney General's office, the firm brings institutional-grade valuation expertise to smaller transactions.
Local Market Knowledge: With 40+ years of continuous operation in Arizona, TLG possesses deep understanding of local market conditions, buyer pools, and regional dynamics.
Main Street Focus: Unlike bulge bracket and middle market investment banks that target larger transactions, TLG focuses on the main street and lower middle market segment—businesses with enterprise values typically below $10 million. This focus allows them to provide dedicated attention to transactions that larger firms might decline.
Not a Fit If
The Lafayette Group is typically not a fit for:
- Businesses with enterprise values exceeding $25-50 million (these transactions are better served by middle market investment banks with broader institutional buyer networks)
- Companies requiring national or international buyer outreach (TLG's focus is primarily Arizona and the Southwest)
- Businesses seeking capital raising or debt financing services (TLG is a transaction advisor, not a placement agent)
- Startups or pre-revenue companies without established operating histories
- Transactions requiring public market expertise or complex securities structuring
Team
Conrad Greene – Designated Broker: Conrad has over 47 years of real estate and business brokerage experience. He founded The Lafayette Group in 1984 and has served as its designated broker since inception. His experience spans residential, commercial/industrial, land, healthcare, and business brokerage. Conrad also operates as a national private direct lender and has performed asset class valuations for the FDIC, Arizona Attorney General, legal firms, CPAs, and private parties. Direct: 480.980.5388. Email: CGreene@LafayetteAdvisors.com.
David Brin – Commercial Real Estate Specialist: David brings more than 20 years of experience in commercial real estate development, acquisition, divestiture, and asset management across the United States. Previously, he served as a senior analyst with Starwood Western Capital (a subsidiary of Starwood Capital Group), where he analyzed and underwrote acquisition and divestiture transactions across all asset classes. He also served as Director of Acquisitions for Orion Residential, executing acquisition strategy for multifamily portfolios. Direct: 480.390.3193. Email: DBrin@LafayetteAdvisors.com.
Geographic Coverage
The Lafayette Group is headquartered in Scottsdale, Arizona and primarily serves the Arizona market, including the Phoenix metropolitan area (Phoenix, Scottsdale, Tempe, Mesa, Glendale, Peoria) and surrounding regions. The firm's commercial real estate practice extends nationally given David Brin's experience with institutional real estate transactions across asset classes and geographies.