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Forbes

6 Steps To Perfectly Time Selling Your Small Business

What if you could sell your business for life-changing money... but only if you planned for it now? What if you sell your business for a life-changing amount of money... but only if you planned for it now? What if most owners don't miss their chance to sell their business because their business wasn't good, but because they simply ran out of time? How long does it take to sell a small business, really? Here's the truth: selling your business isn't an event. It's a process. And the process takes longer than most business owners realize. A rushed sale often leads to harder negotiations, a lower price, and regret after the deal. But a strategic exit, one that's prepared for, can be worth 2 to 3 times more. This article shows you exactly how to plan the timing of your business exit timeline, from the moment you think 'maybe it's time to sell' all the way to closing the deal, cashing the check, and walking into your next chapter with clarity and confidence. How Long Does It Take To Sell A Small Business? You've probably heard this statistic: it takes around 6 months to sell a business once it's listed. And that's technically true. But here's what most people forget: that 6-month clock only starts after your business is exit-ready. And getting exit-ready takes time. Translation? If you want to sell in the next 1 to 3 years, your exit clock has already started ticking. Step 1: Understand What 'Exit-Ready' Actually Means Most businesses aren't ready to sell, even if they're profitable. Business buyers don't just look at top-line revenue. They look at transferability, consistency, and risk. Before you even think about listing your business for sale, ask yourself: If you answered 'no' or 'I'm not sure' to any of the above, that's your cue. You're in the prep zone, and the sooner you start, the more leverage you'll have. Step 2: Choose What Matters More: Speed or Value Here's where things get personal. Are you in a rush to sell? Or are you willing to wait for the best possible deal? Think of it like real estate. You can sell a fixer-upper house quickly. But if you renovate, stage, and list at the right time? You'll get a much higher offer. Same goes for your business. Step 3: Work the Exit Backwards Once you're clear on your goals, it's time to reverse-engineer your timeline. Use this 3-part framework: This is your foundation. Without it, everything else gets harder, especially due diligence. This is where you shape the story buyers want to hear: consistent income, growth potential, and low founder risk. This is your pre-launch window. Everything should be polished, ready, and proactive. Step 4: Enter the Sales Phase Like a Pro Now your business is listed. The next ~6 months will be full of meetings, documents, negotiations, and emotional swings. Here's what that looks like in practice: The best way to prevent issues? Be 10 steps ahead and document everything. Treat the whole process like a project. Show buyers you're serious, professional, and trustworthy. Step 5: Prepare Yourself, Not Just the Business No one talks about this enough, but selling your business is emotional. For many owners, this isn't just a financial transaction. It's the end of an era. You're not just letting go of an income stream. You're letting go of an identity. A team. Clients. A daily rhythm. And often, a purpose. So ask yourself: The most successful exits aren't just big-dollar exits. They're emotionally clean too. When you know who you are beyond your business, you're less likely to sabotage the deal or second-guess the terms. Step 6: Don't Wait Until You're Ready, Start Before That Here's the biggest mistake most entrepreneurs make: They wait too long to get the exit process going. They wait until they're tired, burned out, or facing a health scare. They wait until revenue declines. Or team morale drops. Or their industry shifts. By the time they list, the business is no longer in its prime and buyers can tell. You don't have to be ready to exit today. But you do have to start preparing for that future, especially if you want options, leverage, and a higher sale price. And that's the real win: freedom of choice. Final Thoughts: Own the Timeline or Be Owned by It Here's what most people don't understand about exits: If you don't control your timeline, someone or something else will. That could be burnout. A surprise offer. A family emergency. Or an economic shift. But if you start now -even if selling is years away- you'll be ready on your terms. You'll sell from a place of clarity, not desperation. And that makes all the difference in your valuation, your peace of mind, and your next chapter. Next Steps If you're even thinking about selling in the next 1 to 3 years, here's what to do now: Because knowing how long does it take to sell a small business and planning your business exit isn't just smart. It's the most profitable move you'll ever make.