Why Most Business Owners Aren’t Ready to Sell — And Don’t Know It

By Andrew Bahlmann

You’ve built a great business. Grown the revenue. Hired good people.
But here’s the uncomfortable truth: when it comes time to sell — most business owners aren’t actually ready.

And I don’t only mean emotionally. I mean structurally, strategically, and financially.

I’ve sat across from hundreds of founders who thought they were ready to exit… until the right questions started coming up. And I’m sharing them with you now, so you don’t get blindsided when it matters most.

You Think ‘Value’ is the same as ‘Valuation’

You’ve probably Googled “business valuation,” 'what is my business worth" or even paid someone to give you a number. And that number made you feel good. The traditional valuation process is subjective and in most cases performed on a desktop basis by your trusted accountant.

But let me be clear: valuation ≠ value.

Buyers don’t pay for potential you can't prove. They pay for what’s real and what can be audited. For systems. For cash flow. For leadership teams that can run the business without you. A spreadsheet won’t get you across the finish line — substance will.

There are so many layers to the valuation process, but it all boils down to one simple fact...your business's true value, is what the right buyer is prepared to pay for it!

You Haven’t Thought Like a Buyer

Ask yourself this:
If you were buying your own business today… would you?

Would you rust the numbers?
Would you believe the pipeline?
Would you be okay with the founder being the glue holding everything together?

Buyers aren’t emotionally invested like you are. They look at risk, structure, and long-term growth. And if you haven’t looked at your business through their eyes, you’re not ready to have the conversation.

You’re Waiting Too Long

I get it — you’re still growing. You’re still needed. You’re not quite ready.

But most of the worst exits I’ve seen come from one thing: burnout.

You waited too long. Sales have plateaued. Your energy is gone. The business hasn’t been invested in properly for years. And now you’re trying to sell from a place of fatigue, not strength.

If you want a good deal, exit while there’s still fuel in the tank — not when you’re coasting on fumes.

You Don’t Have a Real Exit Plan

You’re hoping someone will make an offer. You’ve mentioned “exit” to your accountant or lawyer once or twice. But that’s not a plan.

A real exit strategy involves:

·      Knowing what kind of buyer you want

·      Structuring the business to be attractive to them

·      Preparing for due diligence before it happens

·      Getting your numbers, team, and contracts in shape

Deals don’t happen by accident. They happen because you planned for them.

So... Are You Actually Ready to Sell?

Let me leave you with a few quick questions:

• Could your business run without you?
• Would a buyer feel confident in your leadership team?
• Have you thought about who your ideal buyer actually is?

If the answer is “I’m not sure” — good. That means you’re being honest. And that’s the first step toward being ready.

Want to Get Ahead of the Curve?

I help founders like you prepare for the deal — whether it’s 6 months or 6 years away.
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