For many owners, selling a business is the single largest financial event of their lives. Unlike other decisions, it’s often a once-in-a-lifetime experience—one that can define your financial future.
That’s why preparation matters. The difference between an average sale and a great one often comes down to how well you plan before going to market.
Here are the key questions every business owner should ask to maximize value and ensure a smooth sale.
1. Why Are You Selling?
Every buyer will ask this question, and your answer shapes their confidence in the deal. Are you retiring? Seeking a lifestyle change? Or stepping away because you’ve built the business to its peak?
A clear, honest reason reassures buyers that they’re not walking into hidden problems. Avoid vague or defensive answers—transparency builds trust and credibility from the start.
2. Is Your Lease Transferable and Secure?
If your business operates from leased premises, this is one of the first items buyers and lenders will examine. A short or non-transferable lease can stop a deal in its tracks.
Negotiate with your landlord early to extend the term and confirm that your lease includes a transfer or assignment clause. A long-term, assignable lease gives buyers the stability they need to move forward confidently.
3. Do You Know the Value of Your Assets?
Business value isn’t just about earnings. Tangible assets—real estate, vehicles, equipment, and inventory—all contribute to your company’s worth.
If it’s been years since you last had these assets appraised, now is the time. An updated business valuation ensures you don’t underestimate what you’ve built or leave money on the table at closing.
4. Will You Sell the Property or Keep It?
Many owners choose to sell the business but retain the real estate, leasing it back to the buyer. This can create steady retirement income and portfolio diversification.
If you pursue this option, work with your attorney to draft a lease that includes clear rent terms, renewal options, and repair responsibilities. A well-structured lease protects your interests while keeping the deal attractive for the buyer.
5. Are All Stakeholders Aligned?
If you have partners, shareholders, or family members involved in ownership, alignment is critical. Don’t wait until negotiations are underway to seek agreement—disagreements at the eleventh hour can derail a deal.
Clarify everyone’s expectations early. In some cases, selling shares internally may be simpler than finding an external buyer. A unified front shows stability and gives buyers confidence that the transaction will close smoothly.
6. How Will Employees Be Impacted?
For many sellers, the people matter just as much as the price. If long-time employees or family members are part of the business, consider how their roles will continue after the sale.
Offering employment agreements or retention bonuses can provide peace of mind for both your team and the buyer. It signals continuity—one of the most valuable qualities in any transition.
7. Is Now the Right Time to Sell?
Timing can dramatically affect your outcome. The best time to sell is usually after a strong year, when sales, profits, and momentum are trending upward.
Waiting until revenue declines or market conditions shift can reduce your leverage. Focus on selling while your business is healthy and stable—not when you’re exhausted or reacting to outside pressure.
8. Preparing Your Business for the Market
Think of selling your business like selling a home: presentation matters.
- Organize your financials and ensure they’re up to date
- Remove outdated inventory or unused assets
- Repair or replace worn-out equipment
- Keep your location clean and well-maintained
A tidy, organized business reflects operational discipline—and buyers notice.
Finally, surround yourself with professionals who specialize in business sales. A business broker can market your company confidentially and manage negotiations. A CPA ensures your financials are accurate and tax-efficient. And an attorney protects your legal interests from start to finish.
Together, they help you achieve a smoother transaction and a higher sale price.
Final Word: Preparation Protects Value
The easier you make it for a buyer to step in and succeed, the more valuable your business becomes. Preparation isn’t about appearance—it’s about proving strength, stability, and future potential.
If you’re unsure what your business is worth or how to prepare for a sale, Maveno Advisors can help.
Call (561) 961-8614 or email support@mavenoadvisors.com to schedule your complimentary consultation today.
