Beat the Exit Bubble! 5 Tips for Selling Your Business and Retiring

Written by promotiondept

September 27, 2018

Last UpDated: Mar 14, 2018With 5 millions baby boomers set to exit their businesses and retire over the next 5 years, it’s critical for business owners to beGIn planning immediately. Business exit stRAtegy expert Tensie Homan provides five key tips for kicking off your exit stRAtegy and increasing your odds for business sale success.  The majority […]

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Last Updated: Mar 14, 2018
With 5 millions baby boomers set to exit their businesses and retire over the next 5 years, it’s itical for business owners to begin planning immediately. Business exit strategy expert Tensie Homan provides five key s for kicking off your exit strategy and ineasing your odds for business sale success. 

The majority of business owners are planning on the proceeds from the sale of their business to fund their retirement. However, the State of Owner Readiness Survey revealed that over 80% of business owners have no formal transition plan.

Historically, only 25% of businesses up for sale actually sell. Those odds are likely to become worse as millions of baby boomers attempt to sell their businesses over the next decade in the Exit Bubble®.

Combine the lack of readiness with the historically low success rates for selling a business, and you could be looking at the perfect storm for business owners. Below are five s to inease your odds for a successful business sale:  

1. Start planning NOW! It is never too early or too late to start planning the sale of your business. You’ll need to become informed on the emotional aspects to anticipate, and educated on the numerous tactical complexities of the business sale process. This will help you on a level playing field with buyers and inease the odds of a successful sale. 

2. eate a clear vision of what comes next. One of the gest reasons businesses don’t sell is that business owners don’t have a vision of what they will do next. They can’t imagine not bg the owner of “XYZ Company,” and the fear of the unknown causes them to walk from a deal at the last minute (cold feet). 

For you, what comes next might involve ing in a different occupation, dedicating more time to charity or becoming a coach. Taking the time for this introspection early in the sale process greatly ineases your odds of successfully getting to the closing table.

3. Be armed with the facts. It is natural that, as a business owner, you value your business higher than most buyers. You have spent years of blood, sweat and tears building your company and know it inside and out. Unfortunately, buyers don’t have that same level of understanding or legacy. Before buyers begin to ask , perform your own pre-sale due diligence on your business. View your business through the eyes of a potenl buyer to identify impending issues and arm yourself with detailed facts about the business. Sellers who can answer detailed with facts and data (as opposed to opinion and anecdote) instill confidence in buyers and make the due diligence process easier.

4. Minimize surprises. Surprises are fun for birthdays but not when selling a business. When dealing with a potenl buyer, it is human nature to want to avoid discussing a negative issue such as a troubled customer relationship. Especially for proud business owners who feel confident the relationship issues can be resolved. Buyers may not have that same confidence without the years of history with that customer. Instead, identify potenl negative issues during your pre-sale diligence, and disclose them immediately while you still have negoting power. Once you sign the letter of intent, a negative surprise in due diligence could result in a reduced purchase price or a failed deal.

5. Don’t take it personally. Due diligence is the most personal thing you will do in business, and it’s itical you don’t take it personally. Buyers routinely perform due diligence to confirm what you have told them and to find potenl reasons to reduce the purchase price. This is standard business practice. Buyers question everything about the business and want facts to support the answers you have provided. You might feel like you are bg attacked and a buyer is iticizing your business. By having a vision for your life after you sell, and by bg prepared to answer the difficult , you can keep your emotions in check and get to the closing table.

You may not be planning to sell your business anytime soon, but you might find yourself needing to sell your business. An unexpected illness (yours or a member) or a significant change in your financial situation may bring you to the negoting table sooner than anticipated. Preparing yourself and your business now will inease your odds of a successful sale when the time comes. 

Tensie Homan is a CPA, author of Beat the Exit Bubble, and an experienced mergers and acquisition professional. Over the last 20 years, including nine years as a Partner at KPMG LLP, she performed due diligence on more than 200 companies in the U.S. and internationally. In , Homan co-founded ExitBubble.com with Dan Meyer an online independent resource for business owners preparing to exit their business. Learn more about Homan at ExitBubble.com.

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