Do you want to sell a company? Consider these factors.

Through Brian AagaardFounder of Cooperhawk Business Brokers

Selling a small business is never easy. Statistics show that 70 to 80 percent of small businesses never find a buyer. And the current market is particularly challenging, as it is becoming more and more so Baby boomers business owners looking to retire are replenishing their inventory every day.

That is why entrepreneurs must act strategically. Below are some important factors to carefully consider if you hope to find a buyer for your small business in 2026.

Make sure you’re selling for the right reasons.

Many business owners start thinking about selling for the wrong reasons, often related to frustration with short-term problems. For example:

• A bad quarter or year can make you feel like selling is the only way to avoid big losses.
• If you lose a few contracts or customers, you may feel like the model is failing.
• Team issues, whether employees or partners, can leave you exhausted and thinking that selling is the easiest way to deal with the drama.
• For whatever reason, you’re feeling burned out, which is a condition that can cloud anyone’s judgment.

Selling for any of these reasons will typically make the process more difficult and result in a lower sales price. The better move is to take a step back, clear your head and regroup.

The challenges mentioned above, which can seem daunting, can usually be addressed by acquiring new customers or making smart adjustments. And if you really intend to sell, slowing down, refocusing and getting back to basics will put you in a stronger position and make the company more attractive to a potential buyer.

Know the signs you’re ready to sell.

Strong financial and operational health are absolutely the most important signs that a company is ready to sell. Finding a buyer willing to pay top price will be much easier if sales are solid, cash flow is healthy and the team is in place, especially if the company has been operating steadily at that level for a while.

Once business health is established, it is easier to act effectively when other signs that it may be time to sell surface. For example, a good time to think about selling is when the things have reached their peak. You’ve put in the blood, sweat, and long hours it takes to make the company successful, and there’s not much left to squeeze out. At that point, it may make sense to look for a new owner who can step in and take the car to the next level.

A shift in priorities that causes excitement about doing business to fade is another sure sign that it’s time to sell. You know you’ve reached this stage where the idea of ​​growing the team, expanding the business, or implementing new technology starts to feel more stressful than motivating.

For many owners, selling is really about getting time back. Passing the baton gives you more time for your family, time for your health, and time to do the things you set aside while building the business. Deciding it’s time to take a step back and enjoy the fruits of your labor isn’t a bad reason to sell.

Get your professional team involved early.

You should contact your professional team as soon as possible once you start to see signs that it is a good time to sell. Talking early with your CPA, financial advisor, attorney, and a business broker or advisor will ensure you don’t miss important issues that could hinder a sale.

For example, a strong support team can be extremely helpful in ensuring your financial affairs are in order. Potential buyers quickly lose confidence if the figures are not clear, the documentation is not in order or the seller cannot clearly explain the business and/or financial matters. Lenders who are not impressed with the financial industry will walk away, and in most cases they will tell the buyer to walk away.

Proactively organizing key business factors increases attractiveness to buyers and streamlines the transaction process. By relying on the expertise of professionals, you can command a premium for what you’ve worked so hard to create.

For 2026, experts expect solid sales activity in several types of businesses, including personal health and home care, professional home services and commerce companies, and technology-based companies focused on AI, software and IT services. Ultimately, however, buyers will be attracted to companies that offer room to grow and can be acquired and run without much disruption. You are in a good position to attract a buyer if you can clearly demonstrate that the cash flow is stable and reliable, that good processes and technology are in place and that the operations are not overly dependent on the owner.

Brian AagaardFounder of Cooperhawk Business Brokersis a seasoned professional with decades of experience in both corporate and private companies. After a long and successful career in the corporate and private sectors and having spent the past 10 years at one of Minnesota’s leading business brokerages, Brian launched Cooperhawk to provide a personal, relationship-driven approach to business brokerage.

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