What’s Your Exit Strategy Worth If No One Buys?

You're watching the clock a little more. Maybe the dream’s played out just how you hoped—or maybe it didn’t. Retirement's calling, or life’s thrown a curveball that makes stepping away the right move. Whatever the reason, if now is the time to sell your business... is it actually ready? Are you ready? And here’s the question most people skip right past: Is your business even indispensable?

Is Your Business Ready—or Just Available?
Most owners focus on the number they want to walk away with. That’s normal. But before you fixate on valuation, you need to ask a handful of tougher, more honest questions:

• What would make someone need to buy this business?

• How easily can your customers find a replacement?

• Is there anything truly unique—or at least difficult to replicate—about what you do?

Let’s be real—it’s not a guaranteed win just because you’re ready to sell. It might not go your way. But the folks willing to face the hard questions early? They tend to be the ones who walk away with a deal worth signing.

The reality? Roughly two-thirds of small businesses put up for sale never get sold. One in three—or fewer—actually change hands. Sure, economic factors play a role (inflation, interest rates, consumer confidence). But the truth is, a lot of businesses just aren’t that hard to replace.

Indispensability = Desirability
Let’s ground this with two real-world contrasts:

• A local restaurant with great food and no nearby competition? It might not be a goldmine, but it's a rare opportunity—scarcity makes it desirable.

• A service business with a solid reputation but swimming in competition? Even with a great track record, buyers will sharpen their pencils. Why buy what they can build—or steal—by expanding their reach?

Buyers aren’t just purchasing your client list or equipment. They’re investing in potential—future cash flow, defensible market position, and ease of transition. If they can’t clearly see how they win after you exit, your business becomes a hard sell... or a lowball deal.

Conclusion:
The takeaway? Start planning well before you're ready to walk away. Ask yourself about the hard stuff. Build the systems. Strengthen the brand. Become less replaceable. Because if your business isn’t indispensable, you’ve got work to do before expecting a buyer to show up—let alone pay what you think it's worth.