What Business Owners Don’t Say Out Loud About Selling

Most business owners don’t begin with the words, “I’m ready to sell.” The conversation usually starts somewhere else: retirement, health concerns, family priorities, burnout, or simply wondering what the next chapter looks like. These are heavy life events. When you’ve spent decades building a company, the decision to sell is never just financial. It’s personal.

For many owners, their business represents years of sacrifice, risk, and identity. Before we ever talk about putting a company on the market, I believe it’s critical to understand what’s really driving the conversation. Owners are often wrestling with questions like: Is this the right time? Am I too early or too late? Will I receive maximum value? Will I have the financial resources to sustain retirement? What happens to my employees, my customers, and the reputation I’ve worked so hard to build?

My role as a business broker is to help owners evaluate their options and make decisions they can live with long after closing.

Behind the scenes, my team conducts a thorough analysis before going to market. We review financial statements and tax returns, evaluate equipment and its remaining useful life, and determine the value of any real estate involved (whether included in the sale or structured as a lease.) We assess key employees and their importance to operations, analyze market sales trends, evaluate customer concentration, review work-in-progress schedules, confirm licensing requirements, and account for inventory. Proper valuation requires disciplined preparation.

On the buy side, structure matters. Is the transaction an asset sale or stock sale? How will payables and receivables be handled? What financing options are realistic? Are there family members, key employees, or competitors who could be potential buyers? What does the post-closing management transition look like?

Exit planning is not a deadline… it’s a process. My job is to help business owners understand what their company is worth, what a transition could realistically look like, and whether now — or later — is the right time to move forward. If you’re considering a sale, whether immediate or years away, I welcome the opportunity to sit down and discuss your options.

Loyd Robbins is a lifelong Sarasota resident with 53 years of experience in commercial real estate and business brokerage. Trusted advisor to owners navigating meaningful transitions.