Did you know that 80% of businesses never sell? It’s not because they aren’t valuable—it’s because their owners waited too long to prepare. If you think you’ll get your business ready for sale “when the time comes,” you’re already making a mistake that could cost you millions.
The Biggest Lie Business Owners Tell Themselves
Too many business owners assume they’ll be ready to sell when they decide to sell. The reality? Buyers don’t want a business that needs to be fixed. They want one that runs smoothly, generates profit without heavy owner involvement, and has clear, scalable systems. That doesn’t happen overnight.
I once worked with a business owner who had built a highly successful company but refused to hire managers when she had the chance. She was convinced she would eventually get around to it when she was “ready to sell.” But when that time came, it was too late. Buyers took one look and saw a business that revolved around her—not a scalable operation they could step into. As a result:
She received 50% fewer offers than expected.
Buyers didn’t believe they could find a replacement for her.
The sale process dragged out longer than she wanted, with relentless questioning from potential buyers.
She had to stick around for a longer transition period than she had planned.
Worst of all, she walked away with 20% less than what her business could have sold for.
Why Last-Minute Selling Kills Your Valuation
If you wait until you feel ready, you’ve already lost leverage. Buyers want businesses with:
A Strong Management Team: A company that runs without the owner is far more attractive.
Clean, Clear Financials: Any red flags in your books will scare off buyers or lower your
offers.
Recurring Revenue & Predictable Cash Flow: The more stable your revenue, the more buyers will pay.
Documented Processes: A business with systems in place signals smooth operations and scalability.
None of these things can be fixed overnight—you need to start working on them right away. If you wait until you want to sell, you’ll be scrambling to clean up your business instead of negotiating the best deal.
The Fix: Act Like a Seller—Now
Most business owners think they’re too busy to think about selling. They tell themselves they’ll focus on it “later.” But here’s the truth: It is far smarter to think about what a buyer will want now while you’re still growing, scaling, and fixing your business. The best exits don’t happen by accident—they happen because of intentional decisions made years in advance.
1. Build a Business That Runs Without You
Buyers don’t want a job; they want an asset that operates on its own.
Hire and empower a strong management team.
Develop training and operational manuals.
Shift key client relationships away from yourself.
2. Get Your Financials in Order
Messy books kill deals.
Work with a transaction-savvy bookkeeper and accountant.
Make sure your revenue, expenses, and profits are crystal clear.
Ensure your revenue and expenses are properly categorized so buyers can easily
understand your financials.
3. Increase Your Business’s Transferability
A business that only you can run is a business that won’t sell well.
Document Standard Operating Procedures (SOPs)—using video can work very fast and
effectively.
Ensure key contracts (clients, suppliers) are transferable.
Reduce reliance on a single client or revenue stream.
4. Get a Valuation Now (Not Later)
You don’t want to find out what your business is worth when it’s too late to improve it.
Get a valuation now to understand your business’s strengths and weaknesses.
Use that valuation to set a target price and work toward it.
Adjust your strategy to make sure you’re maximizing your value over time.
Don’t Wait—Start Your Exit Strategy Now
If you plan to sell your business someday, your preparation starts today. The owners who get the highest offers, fastest sales, and best terms aren’t the ones who waited to feel ready—they’re the ones who built a sellable business before they even listed it.
As a business owner myself, I know how easy it is to put exit planning on the back burner. When I was scaling my own company, I was focused on growth, profitability, and keeping things running smoothly. But the smartest thing I ever did was prepare for my exit before I needed to. That decision paid off in ways I couldn’t have imagined at the time. It can pay off for you, too.
If you want to ensure you don’t leave money on the table, give me a call. Let’s discuss how to order your priorities and build a long-term roadmap that leads to an eventual exit—if and when you choose. Also, consider joining my Skool Community for business owners looking to maximize their value and get sale-ready right now.
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