Sell When the Business Is Strong, Not When You’re Tired
One of the most common mistakes owners make is waiting until they feel “ready” to retire. By that point, performance often starts slipping.
Here’s the reality: When owners mentally check out, the business follows. Investment slows, equipment ages, staff leaves, and competitors catch up. Buyers pay for strength, not decline.
You should consider selling when:
- Revenue and profitability are trending up
- You’re still actively involved and invested in growth
- The business has a strong market position
- Your industry is stable or expanding
Selling from a position of strength gives you leverage. Waiting for “one more good year” often leads to the opposite.
Signs It Might Be Time to Sell
The right timing isn’t just about financials. It’s also about personal goals, industry shifts, and operational realities.
You may be ready to sell if:
- You’re experiencing burnout
- Succession planning is unclear
- Competitors are becoming more aggressive
- You’re ready for a new venture
- The business has reached a natural peak
- A major customer or supplier relationship may change in the near future
If multiple signs resonate, you shouldn’t wait to explore your options.
When Waiting Makes Sense
There are situations where holding off is the smarter move, especially if the business needs a cleanup before hitting the market.
It may be worth waiting if:
- Your financial records need to be organized or modernized
- You’re in the middle of a major growth project
- A strong new contract is about to be finalized
- You haven’t yet reduced owner-dependence
- You need time to resolve legal, tax, or operational issues
A qualified broker can help you determine whether you’re 3 months, 1 year, or 3 years away from being market-ready.
Why Your Financials Matter More Than the Calendar
Even if your timing is perfect, poor financial reporting can kill deals. Buyers and banks need clean, consistent records.
As a reminder from our team:
- Maintain monthly financial statements
- Use a system like QuickBooks
- Eliminate personal expenses from the books
- Ensure tax returns and P&Ls align
You can’t report lower income to the IRS and show higher income to buyers. Solid financials protect your credibility and directly impact your sale price.
How a Broker Helps You Time the Market
An experienced business broker looks at timing through the lens of:
Market demand
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Industry trends
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Buyer appetite
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Financing conditions
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Your business’s performance and risk factors
They’ll also determine your value using verified sales data to ensure your asking price attracts qualified buyers.
FAQ: Timing Your Sale
When is the right time to sell my business?
When performance is strong, trends are positive, and you’re still engaged—not after you’ve started to coast.
How do you determine the value of my business?
We use extensive industry sales data to produce a Broker’s Opinion of Value. Larger or more complex businesses may require a formal valuation from a CPA firm.
What financial records should I maintain if I may sell soon?
Monthly financial statements, tax returns, and consistent accounting records are essential.
Why is hiring a good broker worth the cost?
A qualified broker knows how to package information, market confidentially, and bring serious buyers to the table, often resulting in a significantly higher sale price.
Thinking About Selling? Let’s Talk.
If you’re wondering whether now is the right time, you’re not alone. The best place to start is a confidential conversation with an expert.
Contact Ohio Business Brokers today to get clarity on timing, valuation, and the next steps toward a strong exit.
