The Most Common Pitfalls to Avoid When Selling Your Business

Welcome to this special edition of THE EXIT Podcast, hosted by Brett Dearing. Today, Brett guides business owners through the crucial preparatory steps and strategies needed for a successful sale of their business. In this episode, Brett unveils the three most common mistakes business owners make during a sale--lack of financial preparedness, absence of a transition plan, and reluctance to invest in the necessary resources for a successful outcome. With an extensive discussion on understanding market conditions, health considerations, and potential unsolicited offers, Brett dives into multiple aspects essential for strategically positioning a business for sale. He stresses the importance of assembling a competent team of advisors, engaging in thorough pre-transaction planning, and understanding various exit options, from family succession to outright sale. Join us as Brett also explores developing a robust personal plan post-sale to prevent seller's remorse and ensure continued fulfillment. This episode promises to arm business owners with the knowledge to take control of their exit strategy and navigate the complexities of selling their business effectively.

 

Timestamped Overview:

00:00 Brett Dearing discusses business owners' challenges in 2024.

03:07 Prepare for business transition with diverse advisors.

09:26 Options for business exit strategy: investment banker, generational transfer, ESOP, private equity, leveraged recap, liquidation, succession.

10:34 Plan for business transfer, consult advisors, set goals.

16:50 Estate planning for business owners to minimize tax.

20:10 Business owners seeking new opportunities and impact.

22:51 Successful transaction. Planning for next chapter of life.

The 10 steps to success:

1. Financial Order: Ensure up-to-date, audited financials to increase business attractiveness to prospective buyers.

2. Plan Transitions: Develop a detailed transition strategy to preserve business value.

3. Investment Costs: Budget 2-5% of sale price for advisory and professional services.

4. Market Prep: Assess market conditions and personal readiness, crucial for engaging buyers.

5. Resist Unsolicited Offers: Politely defer competitors' offers, maintaining strategic business information.

6. Minimize Risks: Diversify customer base to mitigate risks related to customer concentration.

7. Exit Strategy Options: Explore various sale possibilities, like ESOPs or private equity sales, to find best fit.

8. Build Succession Plan: Outline business future roles and maintain legacy factors in negotiations.

9. Gather Advisors: Assemble a team specialized in exit strategies, including CPAs and M&A attorneys.

10. Focus on Business: Strategize on business improvements from buyer’s perspective to maximize sale value.