Selling a business isn’t something you should do when you’re finally ready. In fact, that’s often the worst possible time.
Most business owners wait until they’re exhausted, overwhelmed, or over it. They come to the table burnt out, with energy tanking and numbers following close behind.
But here’s the kicker: timing isn’t just about convenience. It’s a value lever, one of the biggest there is.
Timing Is a Value Lever
Buyers aren’t just looking at what your business is, they’re looking at where it’s going.
- Are you still in growth mode?
- Are your staff engaged and systems humming?
- Are you energised and ready to hand over, or barely holding on?
The earlier you exit while the business still looks healthy and hopeful, the higher the perceived value. Every day you delay beyond that peak risks moving you into plateau or worse, decline.
And make no mistake: buyers can smell a decline, even when you try to hide it.
Why Buyers Notice Burnout
Burnout shows up in your numbers. In your customer service. In your attitude during negotiation.
Even if you don’t say it out loud, buyers pick up the signals:
- You’re disengaged.
- The business has lost momentum.
- Systems are outdated or neglected.
- Staff turnover is creeping in.
Confidence = price. When a buyer feels like they’re taking on someone else’s fatigue, they lower their offer or walk away entirely.
The Market Doesn’t Wait
- Market conditions shift.
- Industry laws evolve.
- Buyer demand rises and falls.
Selling from Strength, Not Exhaustion
Let’s look at two real stories:
Case 1: Lisa – Sold From Strength
Lisa ran a profitable marketing firm. She loved her work but saw a plateau coming. She prepped early, got her financials cleaned up, made sure her team could run things without her, and started exit planning 18 months ahead.Her sale closed in under 6 months with multiple offers and a final price above asking.
Case 2: Matt – Waited Too Long
Matt ran a logistics business. By the time he came to market, he was mentally checked out. Turnover was down. Staff were restless. He was “done.”It took 14 months to sell and he had to drop the price twice.
Don’t Let Delay Cost You Millions
You don’t have to sell right now. But you do have to start thinking like someone who could.
The best exits are planned, not panicked.
- Start with a conversation.
- Look at your numbers.
- Get an honest valuation.
- Build a timeline that serves you, not just your exhaustion.
Want to time your exit right, not just eventually?
Let’s chat. No pressure. Just clarity, strategy, and a game plan that puts you back in control.
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