The Best Time to Prepare for Selling Your Business Is Before You Think You Need To

Most business owners don’t plan their exit—they react to it.

A health issue. Burnout. An unsolicited offer. A market shift.

Suddenly, selling the business moves from a distant idea to an urgent decision.

Unfortunately, urgency is the enemy of value.

Industry data consistently shows that the majority of businesses that go to market never successfully close (83%, in fact). Not because the owners didn’t work hard, but because the business wasn’t ready when opportunity arrived, and vice versa.

The owners who achieve strong outcomes have one thing in common: they started preparing long before selling was on the table.

Why Selling a Business Is a Process, Not an Event 

 

A business sale is often seen as a transaction. In reality, it reflects years of decisions - many unrelated to selling.

Buyers evaluate:

• How dependent the business is on the owner

• Whether systems and leadership are transferable

• The clarity and credibility of financial performance (aka. revenue)

• The risk profile of the operation

These factors can’t be fixed in the final months. They are built or neglected over time.

That’s why preparation isn’t about timing the market. It’s about shaping the business.

The Role of Advisors (Earlier Than Most Expect )

Many business owners believe advisors are only needed when a deal is imminent. The reality is the opposite.

Early-stage advisory support helps owners:

• Understand what actually drives enterprise value.

• Identify risks before buyers do.

• Make strategic investments instead of reactive fixes.

• Align business decisions with personal goals.

  
  

Rather than pushing owners toward a sale, the right advisors create optionality. Selling becomes one of several viable paths, not the only exit.

Education Comes First  

Understanding is the first step in any transition.

Owners who educate themselves early learn:

• How buyers think

• What makes businesses transferable

• Why “profit” and “value” are not the same thing

• How transition planning impacts lifestyle, legacy, and timing

  
  

Without this foundation, decisions are made in isolation, often prioritizing short-term convenience over long-term value.

Education reframes the conversation from 'When can I sell?' to 'What do I want this business to be capable of?'

Learning early empowers you to make choices that boost long-term value.

But where do owners go to learn about something they may only experience once? Many look for conferences, workshops, or peer forums designed to provide context. A business transition is often a once-in-a-lifetime event, and for many owners, the Business Transitions Summit is where they begin building that understanding—before decisions feel immediate.

Elevating the Business Before Executing a Sale  

Once owners know where they stand, the real work begins.

Elevating a business means finding and fixing what limits value or adds risk.

This often involves:

• Knowing what your business is worth (business valuation)

• Assessing transition readiness

• Identifying operational and financial gaps

• Creating a multi-year roadmap for improvement

• Strengthening leadership and systems

  
  

This phase is not about forcing a transaction. It’s about building a stronger, more resilient company, one that performs better whether it’s sold or not.

Owners who invest in this stage often discover they enjoy running the business more, even as its value increases.

Execution Should Be the Final Step, Not the First

Only after a business is educated, elevated, and aligned does execution make sense.

At that point, going to market is a strategic choice, not a rushed reaction. Buyers see a prepared, transparent business, easing evaluation and boosting confidence.

Equally important, owners enter the process knowing what matters most to them beyond price:

• Their people

• Their customers

• Their reputation

• Their legacy

  
  

Successful outcomes respect both the financial and human sides of transition.

Consider what matters most to you beyond price to achieve a well-rounded exit.

Start Early to Preserve Choice  

The best transitions don’t begin with a buyer. They begin with clarity.

Business owners who start early gain:

• Time to fix issues properly

• Freedom to choose when and if to sell

• Leverage instead of pressure

• Confidence in whatever path they choose

  
  

Preparation doesn’t commit you to selling - it helps you create a good business. Use this time to take control of your business’s future. Start preparing today.

And that’s what makes the difference between a forced exit and a successful transition.

Owners who start early learn what drives value, address risks before buyers notice, and shape a business that works for them. Whether they sell, transition to family, or continue owning, preparation creates freedom.

Proactive preparation opens multiple positive paths for your business. (OPTIONS)

Waiting until a deal is imminent narrows options. Starting early expands them.

Be proactive and prepare today so when your decision point arrives, you’re truly ready.

About Tom Bronson

Tom Bronson is a serial entrepreneur, business owner, author, and trusted advisor to privately held companies. As Founder and President of Mastery Partners, Founder of the Business Transitions Summit, and a Founding Partner at NorthStar Mergers & Acquisitions, Tom educates and guides business owners to build transferable value and prepare for what’s next—whether that’s growth, transition, or exit. Over the course of his career, he has been directly involved in more than 100 business transactions as a buyer and seller, giving him rare, first-hand insight into what drives successful outcomes. Previously, Tom served as President and CEO of Granbury Solutions, leading the company through multiple acquisitions and national growth while earning repeated recognition on the Inc. 5000, Dallas 100, and Tech Titans FastTech lists. He is the author of multiple books in the Maximize Business Value series, including Begin with the EXIT in Mind and Efficiency Amplified, and is a sought-after speaker on value creation, leadership, and exit strategy. Tom believes the best exits are built years in advance and is passionate about helping owners achieve their goals on their own terms.

About Mastery Partners

Most business owners have the majority of their wealth tied up in their business, but no clear plan for how that business will eventually transition. When change comes, value is often unclear, risk is exposed, and options feel limited. Mastery Partners exists to change that. We are the guides who help business owners turn what they’ve built into a real asset, one that creates freedom, not pressure.

Through our proven four-step process, we help owners understand where they are today, define where they want to go, and execute a clear plan to build value and reduce dependency over time. We don’t force a sale. We help owners build a valuable, scalable business that’s ready for whatever comes next, so when the time comes to decide, they’re prepared to transition on their terms. Get time with a Mastery Partner to gain clarity on where our business stands today and what it would take to be ready for what's next. Visit MasteryPartners.com.