Michael Shea

Central Florida's #1 Business Broker

How to Sell a Small Business Step-by-Step

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The 2026 Roadmap for Tampa Bay Founders

Selling your business isn’t a single event; it’s a series of strategic maneuvers. In a market as competitive as Florida’s West Coast, preparation is the difference between a “sold” sign and a “stalled” listing.

Phase 1: Pre-Sale Preparation (12–24 Months Out)

  • Get a Professional Valuation: Don’t guess. Hire an M&A advisor to establish a defensible baseline.

  • “Sale-Optimize” Your Books: Transition from “tax-optimized” (hiding profits to save on taxes) to “sale-optimized” (showing maximum EBITDA).

  • Audit Your Compliance: In Tampa, ensure your Professional Licenses with the DBPR are current.

Phase 2: The Documentation “Data Room”

Before you go to market, you must have a “Virtual Data Room” ready. This includes:

  1. Financials: 3–5 years of profit and loss statements, balance sheets, and tax returns.  

  2. Legal: Articles of incorporation, material contracts, and equipment leases.

  3. Operations: Employee handbooks, SOPs, and a list of key vendors.

Phase 3: Marketing & Negotiating

  • Confidentiality First: Never share your business name without a signed Non-Disclosure Agreement (NDA).

  • The CIM: Your broker will create a Confidential Information Memorandum—essentially a “sales brochure” for your business.

Michael Shea represents the Tampa Florida Transworld office. In business since 2005, he has established a reputation as a trusted business broker across Florida’s key markets- from Tampa to Orlando, Melbourne, and more. Over the past two decades, Michael and his team have closed over $1 Billion in sold business volume and presided over more than 450 transactions. His credentials include the IBBA Certified Business Intermediary®, and most recently, the prestigious Certified Exit Planning Advisor® (CEPA) credential.