10 Key Things to Consider Before Selling Your Business

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Why Florida Business Owners Trust Sailfish Equity Advisors

There’s no one-size-fits-all answer to how much to sell a business for. But one truth is universal: sustainable profits drive value.

At Sailfish Equity Advisors, we’ve helped over 1,000 Florida business owners navigate the complex world of valuations, negotiations, and exits. With 25+ years of experience, we don’t just guess — we analyze, position, and package your business to attract serious buyers and command maximum value.

Whether you're just starting to think about selling or you're ready to hit the market, our team provides the insights, valuation clarity, and hands-on support you need to sell with confidence.

• We help you uncover your true earnings through detailed financial recasting
  

• We benchmark your business against others in your industry
  

• We identify your company’s value drivers (and weak spots)
  

• We tailor your listing to attract qualified, strategic buyers — not tire-kickers - And we protect your legacy every step of the way

10 Key Things to Consider Before Selling Your Business

Selling your business is one of the biggest decisions you'll ever make. Whether you're eyeing retirement, chasing your next big venture, or simply ready for a change, the sale of your company requires strategic planning and emotional readiness.

At Sailfish Equity Advisors, we've guided over 1,000 business owners across Florida through successful exits. With 25+ years as trusted business brokers and M&A advisors, we understand the landscape, pitfalls, and best practices that lead to smooth, profitable deals.

If you're wondering what it really takes to sell well, here are the 10 most important things to consider before you list your business for sale:

1. Your True Motivation for Selling

Before you start crunching numbers, get clear on why you want to sell. Are you burned out? Facing health issues? Ready to retire? Or do you want to free up time and capital for another venture?

Clarity around your motivation will guide your timing, deal structure, and buyer screening criteria. It also helps your business broker tailor the marketing strategy to your goals.

2. Timing and Market Conditions

You might be ready to sell—but is the market ready for your business?

At Sailfish Equity Advisors, we analyze industry trends, buyer demand, and macroeconomic signals to advise clients on when to go to market. Selling during high buyer demand in your industry (e.g., HVAC, home services, digital agencies) can mean tens or hundreds of thousands more at closing.

3. Your Role in Daily Operations

Can your business run without you? If not, buyers may view your company as risky.

We help owners create standard operating procedures (SOPs), build a stronger team, and reduce owner dependency before sale. That shift can significantly increase your valuation and buyer pool.

4. Financial Documentation & Clean Books

Messy books are one of the biggest deal killers.

Buyers (and their lenders) need to see reliable financials, typically 3 years of:

• Profit & Loss statements

• Balance sheets

• Tax returns

As M&A advisors, we help clean and normalize your financials to present the clearest picture of profitability. Even if your QuickBooks is a mess, don’t worry—we’ve seen it all.

5. Realistic Business Valuation

Many owners overestimate what their business is worth.

A proper valuation considers:

• Seller’s Discretionary Earnings (SDE) or EBITDA

• Industry multiples

• Recurring revenue

• Customer concentration

• Growth potential

At Sailfish Equity Advisors, we provide complimentary, confidential valuations—and show you how to increase your business’s value before listing.

6. Deal Structure Options

It’s not just about the price—it's about the terms.

Do you want a clean break or phased transition? Are you open to seller financing? Will SBA lending be part of the deal?

We help structure deals that align with your goals while maximizing after-tax outcomes. As seasoned business brokers and dealmakers, we know how to protect your upside.

7. Who Your Ideal Buyer Is

Not every buyer is a good fit. Some want to scale, others want to flip. Some will honor your legacy, others may not.

We work with strategic acquirers, high-net-worth individuals, private equity groups, and family offices. Matching your business with the right buyer ensures a smoother transition and better long-term outcome.

8. Legal and Tax Implications

Before you sign a letter of intent (LOI), make sure your attorney and CPA are aligned. Key issues include:

• Asset sale vs stock sale

• Capital gains taxes

• Estate planning

• Earnouts and holdbacks

Our team at Sailfish Equity Advisors works alongside top legal and financial experts to help you navigate this crucial phase.

9. Your Post-Sale Plan

What will you do after the sale? Travel? Launch a new company? Take a sabbatical?

Having a plan ensures that you don’t second-guess your decision. We’ve seen sellers struggle post-sale simply because they hadn’t prepared for the identity shift. We guide clients to think through life after the closing table.

10. Choosing the Right Business Broker or M&A Advisor

This is perhaps the most important decision of all. Selling a business isn't like selling a house. It requires:

• Confidentiality

• Buyer screening

• Negotiation strategy

• Deal structuring expertise

• Emotional intelligence

At Sailfish Equity Advisors, we’ve sold businesses from $300K to $30M+. We handle each sale with care, precision, and relentless advocacy.

Bonus: Common Deal Killers to Avoid

• Overpriced listing

• Surprises during due diligence

• Poor communication with buyers

• Hidden liabilities

• Trying to sell without professional guidance

What Sets Sailfish Apart

• 25+ years of successful exits across Florida

• 1,000+ deals closed

• Strategic buyer network including PE firms and HNWIs

• In-house marketing to create professional CIMs

• Confidential and customized approach for every client

Ready to Start the Conversation?

Even if you’re a year or two away from selling, it’s never too early to start preparing.

We offer a confidential, no-pressure consultation to help you understand what your business is worth and what it would take to sell on your terms.

Request your free valuation today.

Forbes – Things to Consider Before Selling Your Business