What Exit Planners Wish More Business Owners Knew

Most Business Owners Will Exit. Few Will Be Ready.

Ask any exit planner what keeps them up at night, and they’ll say the same thing:

“Owners think they’re ready—until they’re not.”

As an advisor, I’ve seen too many owners approach exit planning like a transaction, not a process. They assume a buyer will appear, the value will match their expectations, and they’ll move on without regret.

But exit planning is more personal, more strategic, and more emotional than most realize. And the biggest risk isn’t the economy or the buyer—it’s waiting too long to get serious about the future.

Why This Matters Right Now

We’re in the middle of the largest ownership transition in U.S. history. According to the Exit Planning Institute, over 75% of privately held businesses will likely change hands in the next 10 years. Yet fewer than 20% of owners have a written exit plan—and most have no idea what their business is actually worth.

That gap is dangerous.

Because exits don’t just happen at retirement. They happen due to:

• Burnout

• Health issues

• Unsolicited offers

• Divorce

• Death

• Disputes

Planning isn’t optional. It’s the only way to control the outcome.

From an Exit Planner: What I Wish Every Business Owner Understood

In my work as a valuation and exit advisor, here are the truths I wish more owners would face earlier:

1. Your business is probably not worth what you think.

Owners often estimate value based on revenue, emotion, or hearsay. But buyers look at risk, transferability, and future earnings. Without a formal valuation, you’re guessing—and likely guessing high.

2. Exiting takes years, not months.

Most quality exits take 2–5 years to do right. That includes improving systems, grooming successors, cleaning up financials, and minimizing taxes. Rushing the process shrinks the check.

3. Buyers don’t buy potential—they buy results.

A “promising future” only helps if it’s backed by clean books, consistent margins, and a documented growth plan. Vision is not a substitute for evidence.

4. The business can’t revolve around you.

If the company falls apart without you, it’s not sellable. Owner dependence is the biggest value killer in private company sales.

5. Exiting is as emotional as it is financial.

Letting go of your identity as the owner is hard. The earlier you start preparing psychologically, the smoother the handoff.

Exit Planning Is Business Planning

Exit planning shouldn’t be a “someday” project. It should be baked into how you operate today. When your business is exit-ready, it’s:

• More valuable

• Less stressful to run

• Easier to grow or transfer

• Better aligned with your personal goals

You don’t have to sell now. But you do have to prepare now.

A Practical Takeaway

If you’re a business owner, ask yourself:

• Do I know what my business is worth today?

• Could someone else step in and run it tomorrow?

• Do I have a written plan to exit on my own terms?

  
  

If not, you don’t need to panic—but you do need to act. Start with a valuation, and work with an advisor who understands how to build both financial and personal readiness.

Your exit will happen—on your terms or someone else’s.