By Michael Shea | Transworld Business Advisors
Most business owners wait too long to plan their exit — and they leave money on the table because of it.
If you’re even thinking about selling in the next 6 to 36 months, now is the time to start shaping your exit strategy. A smart sale doesn’t happen by accident. It takes preparation, positioning, and a clear plan.
Here’s how to get ahead of the curve.
Start Thinking Like a Buyer
Buyers don’t just see what’s on paper — they see risk and opportunity. They’ll ask:
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Is the business dependent on the owner?
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Are financials clean and consistent?
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Is there growth potential?
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Are systems and staff in place?
If the answers aren’t solid, they’ll walk — or slash their offer. Step one in your exit strategy is to view your business through the buyer’s eyes and fix what lowers confidence.
Make Strategic Improvements
You don’t have to overhaul the business. But you do need to make it easier to sell — and more attractive. Focus on moves that increase value and reduce friction:
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Document SOPs and workflows
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Trim personal expenses from the books
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Diversify your customer base
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Reduce owner dependency
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Lock in contracts or recurring revenue
Small changes now can lead to big payoffs later.
Decide Who You’re Selling To
Not all exits look the same. Think about your ideal buyer — and what each path means:
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Family Member: Keeps it in the family, but may require a gradual transition or seller financing.
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Key Employee: They know the business but might need funding or mentorship to take over.
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Third Party: Often pays the most, but may want you out faster.
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Liquidation: A last resort, usually if the business isn’t viable without you.
Each scenario has pros and cons. Knowing which route you want helps structure the deal — and your prep.
Build the Right Timeline
The sweet spot for exit prep is 12 to 24 months — enough time to clean up the books, increase value, and position the business. If you have 36 months, even better.
But even if you only have six months, it’s not too late. A broker can help you fast-track the essentials and avoid missteps.
The Bottom Line
You only sell your business once. Planning early gives you leverage, options, and peace of mind.
Don’t wait until you’re burned out or in crisis. The best exits are intentional — and they start now.
Michael Shea
Business Broker | Transworld Business Advisors
Let’s map out your exit — whether you’re a year out or just starting to think about life after business.
Michael Shea represents the Central 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 400 transactions. His credentials include the IBBA Certified Business Intermediary®, and most recently, the prestigious Certified Exit Planning Advisor® (CEPA) credential.