When it Comes to Selling Your Business, One Truth Stands Out

When it comes to selling your business, one truth stands out:

Buyers don’t buy potential — they buy systems.

Yet, most small business owners spend years chasing top-line growth and almost no time making the business transferable. That’s a mistake.

In fact, the #1 reason deals fall apart during due diligence is lack of documented, repeatable processes.

Not revenue. Not customer concentration. Not even financials.

Here’s what buyers actually look for first:

• Consistent operational output – Can a new owner step in without chaos?
• Clear org chart and accountability – Does the business rely on one or two key people?
• Process documentation – Are tasks standardized and repeatable?

Without these, your business isn’t really a business — it’s a job disguised as one.

What you can do this week:

Pick one core process — quoting, customer onboarding, scheduling, job costing, etc. Then:

1. Write it out step-by-step.
2. Note who owns each step.
3. Identify where mistakes or delays happen.

That’s it. You don’t need Six Sigma — just clarity.

Repeat that each week, and in 3 months, you’ll have a buyer-friendly operations manual. More importantly, you’ll have a business that works without you.

What’s next?

Next week’s post: "The Valuation Trap: Why More Revenue Doesn't Always Mean More Value." We’ll unpack how valuation multiples really work and why chasing growth without margin can destroy your exit.

Want to make your business truly exit-ready?
Each week, we break down one essential move to increase your company's value and transferability.

👉 Visit ExitReadyToolkit.com to get the full toolkit, templates, and checklists.