Here's a statistic that should get your attention: more than 80% of businesses that go to market never sell.  That's not a typo. The vast majority of business owners who try to sell end up walking away empty-handed. Or worse, they accept terms that leave significant value on the table.

Why does this happen? In most cases, it comes down to preparation. Or the lack of it.  Most business owners will only transition one business in their lifetime. One chance to maximize returns. One chance to secure their financial future. One chance to exit on their terms. Yet many owners treat exit planning as a last-minute thought. They wait until they're ready to sell, then scramble to figure out what their business is worth and who might want to buy it.  By then, it's often too late to fix the issues that will cost them money at the closing table.

What can a Certified Exit Planning Advisor (CEPA) bring to the table?  A CEPA is trained to help business owners prepare for and execute successful transitions. This isn't just about finding a buyer. It's about understanding your business from a buyer's perspective and making strategic improvements before you go to market.  Here's what that looks like in practice:

Understanding Value Drivers

Buyers look at your business differently than you do. You know how it makes money for you. But what are the value drivers that potential buyers will focus on?  They're going to look at your management team. Do you have the right people in the right seats? Are they ready to be interviewed by potential acquirers?  They're going to ask questions about customer concentration. Supply chain stability. Recurring revenue. Systems and processes that allow the business to run without you.  A CEPA helps you identify these value drivers early, so you have time to strengthen them.

Aligning Personal and Financial Goals

Exit planning isn't just about the business. It's about what comes next for you.  What do you need from a sale to fund your retirement? What are your must-haves and deal-breakers? Do you want to stay involved after the sale, or are you ready to walk away?  These questions need answers before you start talking to buyers. A CEPA helps you clarify your goals so you can evaluate offers against what actually matters to you.

Building the Right Team

A successful exit requires more than one advisor. You'll need legal counsel with M&A experience. Tax professionals who understand transaction structures. An experienced business broker to run a formal sale process.  A CEPA can help you assemble this team and coordinate their efforts. They serve as your advocate throughout the process, making sure everyone is working toward your goals.

The Cost of Waiting

I've had countless conversations with business owners who say the same thing: "I wish we had started this conversation a couple of years ago."  They realize, once we start asking thoughtful questions, that there were things they could have done differently to maximize the value of their business. But now they're up against a timeline. Maybe they need to sell for health reasons. Maybe they're burned out. Maybe the market is shifting.  The best time to start exit planning is years before you intend to sell. Two or more years of preparation can make the difference between a successful exit and a failed one.  If you are looking to exit sooner, then you need to start the preparation process now.

What Happens Without a Plan

Without proper preparation, business owners often fall into common traps:

• Overvaluing their business (the number one reason deals fall apart)
• Being too central to daily operations, making the business hard to transfer
• Having customer concentration that scares off buyers
• Lacking the financial documentation buyers need to get financing
• Getting emotionally attached to terms that don't actually matter

A CEPA helps you avoid these pitfalls before they become deal-killers.

The Bottom Line

Selling your business is likely the most significant financial transaction of your life. It's also an emotional one. You've spent years, maybe decades, building something. The decisions you make during this stage can have the most significant impact on your financial future and your ability to retire with dignity.  Working with a Certified Exit Planning Advisor doesn't guarantee a successful outcome. But it dramatically increases your odds. And it gives you something equally valuable: confidence that you're making informed decisions at every step.

If you're thinking about selling your business in the next one to five years, now is the time to start planning. Reach out for a conversation. At a minimum, you'll walk away with a clearer picture of where you stand and what steps you can take to maximize your outcome.