What would you do differently when marketing your business for sale?

Probably wouldn't use a generic business broker. The one we had just blasted it to a mailing list.

I think the biggest mistake is waiting until the business is already lsited to think about marketing. You need at least 12 months of clean, documented processes before you even take it to market. Otherwise buyers see the mess and walk.

That's a good point. But what if you don't have that kind of runway?

Direct outreach to 10-15 strategic buyers would have been my priority. Generic listings attract tire kickers.

I’d spend way more on a professional valuation and a proper information memorandum. When we sold our landscaping business, the first offer came in low because our financials were a shoebox of receipts. Took months to rebuild trust.

Do you think a broker is ever worth it for a smaller business under a million?

Depends. For under a million, you're often better off doing it yourself if you can handle the legal and financial prep. But most owners can't, so they pay a broker and then complain about the fee. The fee is a symptom of not being ready.

I would not rely on online marketplaces. The serious buyers are already in your industry. Reach out to competitors, suppliers, even customers who might want vertical integration. We sold to a supplier who had been quietly watching us for years.

Exactly. And those conversations should start early, before you're desperate to sell.

What about confidentiality? You can't just walk up to a competitor and say you're selling.

You use a blind profile and an NDA. It’s standard. If you’re worried about leaks, you’re probably not ready to market anyway.

One thing I’d do differentl is record a short video walkthrough of the operation. It made a huge difference for remote buyers and cut down on in-person tours from people who weren't serious.