Exit Without Regret: Don’t sell your business for less than it’s worth

One of the biggest regrets business owners face after selling is realizing they accepted too little for their life’s work, which can quickly destroy their retirement dreams. A common reason? They relied on assumptions instead of a proper valuation.

It’s tempting to compare your business to a peer’s: “They sold for $5 million, so mine must be worth about the same.” But no two businesses are identical. Without going through a formal valuation process, you risk selling for far less than your company is truly worth.

Here’s what I encourage owners to focus on to avoid selling for less than their business is worth:

Get a professional valuation for your business.

A buyer will look for an independent assessment, ideally from a valuation specialist or accountant experienced in business sales. This establishes a credible starting point for negotiations.

Recognize outside factors that impact business value.

Your business isn’t valued in a vacuum. Market conditions, industry trends, and interest rates all affect what buyers are willing to pay. For example, if acquisitions in your industry are hot, your company may command a higher multiple. If the economy turns, buyers may pull back on their offers.

Understand the terms of your business sale transaction.

Value isn’t only about the headline number. Payment structure, contingencies, and buyer perception can all impact what you ultimately walk away with.

Be realistic about the timing of your business sale.

Waiting until you’ve lost passion for the business—or until health issues force your hand—often results in accepting less than you could have achieved with a planned exit.

Selling your business is likely the largest financial transaction of your life. Don’t leave it to guesswork or “golf course math.” A clear, defensible valuation helps you avoid regret and exit with confidence, knowing you received the full value of what you’ve built.