Your Business Won't Sell Just Because You Are Ready to Sell It

Welcome back to the Mid Market Insider!

Today, we’re discussing one of the biggest mistakes sellers make… Assuming their business will sell.

One of the biggest mistakes we see owners make time and time again is assuming their business will sell without a problem.

They think: “We’re profitable. We’ve been around for years. Someone will want this.”

But most owners overestimate demand and underestimate what buyers are actually looking for.

Just because your business is successful under your leadership doesn’t mean it’s sellable.

Buyers want to know they can step in, maintain performance, and grow without chaos.

Here’s what most sellers get wrong:

• They think their track record is enough.

• They think a loyal team, long-term customers, and strong margins are all it takes.

Those things help, but they don’t close deals.

Here’s what buyers actually care about:

• Clean, verifiable financials (audited if possible)

• Recurring or highly predictable revenue

• Processes that don’t require the owner’s daily involvement

• Diversified customer and vendor relationships

• A defensible market position (not just “we’re better than the competition”) → See last week’s newsletter on this topic

If your business depends too heavily on you or can’t prove profitability with real data, buyers will either walk or offer a deep discount.

What to do instead:

Start running your business like it’s already owned by someone else.

Build systems. Document everything. Get your books in order.

Create optionality so when the time comes, you can exit on your terms.

If you’re planning to sell in the next 1–3 years, the prep starts now.

Not when you’re burnt out and ready to leave.

That’s all for today’s newsletter! Thanks for reading!

📅 Next Week:

In next week’s edition, we’ll break down how buyers actually value a business and the specific numbers you should be tracking now to drive a higher exit multiple.

Keep building,
Nick

P.S. 

If you want to discuss your business goals in greater detail, book a discovery call: