I didn’t start my career as a business broker.
Before helping others sell their companies, I built and sold my own business.
That experience changed how I look at selling forever.
If you’re a business owner thinking about selling – whether it’s a service business, manufacturing company, automotive shop, or professional practice – here’s what I’ve learned from being on both sides of the table.
Start Earlier Than You Think You Need To
Most owners reach out when they’re burned out or ready for a change. That’s understandable. But the strongest exits don’t come from urgency. They come from preparation.
Ideally, you want to start thinking about a sale 12–24 months in advance. That window gives you time to improve cash flow, clean up financials, and deal with issues before buyers uncover them.
Clean Financials Build Confidence
Buyers don’t buy stories – they buy numbers they can trust.
Clear financial statements, reasonable add-backs, and consistency year over year go a long way. When I sold my own business, tightening this up early was one of the biggest reasons negotiations stayed smooth and value was protected.
Reduce Dependence on Yourself
This is especially important in service businesses, automotive operations, healthcare practices, and professional firms.
If the business depends too heavily on you, buyers see risk. Documenting processes, training staff, and stepping back where possible makes the business easier to transition — and easier to sell.
If selling is even on your radar, a short conversation early can save you time, stress, and money later. Reach out for a confidential discussion about what preparation might look like for your business – even if you’re not ready to sell yet.