Most small business owners believe their business is their retirement plan.
Fewer than one in four will ever sell it successfully.
And the reason usually isn’t the market—it’s preparation.
Today’s guest has seen thousands of deals from the inside and knows exactly why some businesses sell for top dollar and others don’t sell at all. Sometimes, it’s a matter of timing.
I’m talking with Jessica Fialkovich, author of The Exit Factor, about what really drives value, what kills deals, and what small business owners should be doing now- even if they’re not planning to sell anytime soon.
If you own a business and someday want options, this episode is for you.
- What’s the biggest misconception small business owners have about selling their business?
- You use the term ‘Exit Factor.’ What does that mean in plain English for a business doing $1–5 million in revenue?
- When is the right time for a small business owner to start preparing for an exit?
- How does owner dependence impact valuation, and what’s the fastest way to reduce it?
- What’s the most common financial mistake owners make before selling?
- What determines value more than EBITDA for small businesses?
- What emotional mistake do owners make that ends up costing them the most money?
- How have buyers changed in the last few years, especially private equity versus individual buyers?
- What advice do you have for owners who don’t plan to sell but may be forced to?
- If you could give small business owners just three actions that increase exit value, what would they be?