Ready to Sell? Maybe Not.

Estimated Reading Time: 3 minutes

🌟 Editor's Note:

Welcome to Behind the Books! A 3-minute read with stories, tools, and lessons from real companies—what worked, what didn’t, and what founders can learn.

This week, we’re diving into the seller’s side of the table what actually matters when it’s time to step away from the business you built.

💼 The Story:

When a sale starts to take shape, numbers suddenly matter in a new way.

Owners start asking for cleaner books, clearer reports, and forecasts that make sense to a buyer.

But here’s the part most people miss:

The real value of your business isn’t created at the negotiation table. It’s created years before you ever sit at one.

The smoothest sales aren’t driven by luck or timing.

They’re built on habits long before the “For Sale” sign goes up.

The Lesson:

1. Timing matters.

Most owners start preparing months before a sale, when they should’ve started years earlier.

2. Legacy still matters.

Whether your employees stay, your brand continues, or your company keeps its culture.

3. Earnouts look fair until they don’t.

You’re betting on performance you may not control. If you agree to one, make sure the goals are specific and achievable.

4. Tax can outweigh the headline price.

A smaller offer can leave you with more after-tax cash depending on how the deal is structured. Bring your CPA in before the offer, not after.

From Behind the Books:

The best time to prepare for a sale isn’t when you’re ready to leave. It’s when you still love the business enough to make it irresistible.

Your weekly prompt:

If a buyer called tomorrow, would your business be ready to sell or just ready to explain?

See you next Friday,

– Yan

P.S. The price tag gets attention. But preparation gets the deal.