What is the process of selling a small business?

Selling a business starts with a confidential conversation to understand your goals, followed by a clear valuation to determine what your company is truly worth. From there, we prepare your financials and operations, protect your identity with strict confidentiality, and bring vetted, qualified buyers to the table. I handle the marketing, screening, negotiations, and due diligence so you can stay focused on running the business. The process ends with a well‑structured deal and a smooth transition that protects your legacy and maximizes your outcome.  

How long does it take to sell?

Most small businesses take between 6 to 12 months to sell, depending on the industry, financials, and how prepared the owner is. Our goal is always to find the right buyer as quickly as possible. I can say that well‑prepared businesses with clean financials and strong systems often sell faster, while businesses that need operational or financial cleanup may take a bit longer. My role is to streamline the process, protect your time, and help you move from listing to closing as efficiently as possible.  

When should I inform my staff?

In my experience, it’s best to wait until the deal is close to finalized before informing your staff. Early disclosure can create unnecessary worry, turnover, or rumors that hurt the business during the sale process. Throughout the transaction, confidentiality is critical — only key employees who are essential to due diligence or transition planning should be brought in early, and always under NDA. Once an agreement is in place and the buyer is committed, we’d then create a communication plan to inform your team at the right time and in the right way, ensuring a smooth transition for everyone involved. That’s always one of the most exciting times for everyone.

How are brokers compensated?

I’m only compensated when your business sells — never before. Until closing, I’m working behind the scenes to confidentially market your business, interview qualified buyers, and manage the entire process. My fee is a percentage of the final sale price (typically 10.5–12.5%), which means my success is directly tied to yours. This structure ensures I’m fully invested in maximizing your price, protecting confidentiality, and guiding your deal all the way to a successful closing.  

When is the best time to sell?

The ideal time to sell depends on your goals and your business’s condition. In general, you’ll get the best results when the company is performing well, your team is strong, your financials are clean, and you’ve taken time to plan your exit. That said, many owners need to sell sooner than expected. In those cases, we evaluate your key performance indicators, identify quick improvements, and position the business to maximize value under your timeline.  

What are the tax implications of selling?

Selling a business has important tax implications, and every situation is different — which is why I partner closely with a team of experienced Financial Advisors and CPAs to help you plan the most tax‑efficient exit. In general, taxes may apply to the gain on the sale, how the deal is structured (asset sale vs. stock sale), and how much of the purchase price is allocated to different assets. With the right planning, many owners can reduce their tax burden and keep more of their proceeds. My role is to guide you through the process and connect you with the right professionals so you understand your options and make informed decisions. This tends to always be a good problem to have.  

How long will I have to stay on after the sale?

Most business owners stay on for a short transition period after the sale — usually anywhere from 2 weeks to 30 days. Because you want the new owner to have success, it’s ideal to help them learn the operations and ensure a smooth handoff. Just keep in mind the length of time is always negotiable and based on your goals, your availability, and how dependent the business is on you.  

Will I need an attorney?

Hiring an attorney is always the business owner’s choice. Please keep in mind that our processes and tools have been refined over more than 30 years and thoroughly reviewed by attorneys to ensure they protect the seller’s interests. The purchase agreement is one of the most important legal documents in the entire transaction, and the version we use is considered one of the strongest in the industry. While you don’t need an attorney to begin the process, we will need one at closing — and that’s typically handled by an experienced attorney within our trusted network.