If you’ve spent years building your business, the thought of selling can feel strange.
You’ve done the hard part.
You survived the early years, learned how to keep cash flow moving, managed staff, held things together during quiet months, and likely sacrificed weekends, holidays, and sleep to keep it all afloat.
But now you’re thinking about what comes next.
Maybe you’re ready to retire. Maybe the business has outgrown your lifestyle. Or maybe you just know it’s time to step back and turn your work into a well-earned payout.
No matter your reason, selling a business isn’t something you do in a week.
It’s a process — and it starts long before the first buyer knocks on the door.
You Can’t Sell What You Can’t Explain
Most business owners have their operations in their head.
That works fine when you're running it day to day. But when a buyer comes in, they want to see how the business works without you in it.
That means you need to put things in writing.
Not just your financials, but your systems, your team roles, your customer flow, your supplier arrangements, and anything else that helps the business function.
If someone asks, “What happens if you take a week off?” and the honest answer is “It falls apart,” then you’ve got work to do.
Start by documenting your key processes.
Make it easy for someone else to understand how the business runs.
It might feel tedious at first, but this kind of clarity builds confidence — and confidence is what buyers pay for.
Buyers Don’t Just Want Profit. They Want Reliability.
You might think your business is worth a fortune because it generates solid income.
That’s a good start but it’s not the whole story.
What buyers really want is profit that is repeatable, predictable, and not tied directly to your personal involvement.
If you are the lead salesperson, the technician, the bookkeeper, and the owner, then a buyer is just purchasing your job. That’s not attractive.
If, however, you have a reliable team, documented processes, recurring customers, and financials that show consistent performance,
then your business becomes a valuable asset, something that works without constant supervision.
This is where most business owners can add value before they sell.
By stepping back slightly and giving others responsibility, you’re not just delegating you’re increasing your business’s saleability.
So What Is Your Business Worth?
Most small businesses in Australia are valued based on their net profit, using something called a multiple.
That’s a number applied to your earnings to estimate what someone will pay.
A business making $150,000 in net profit might sell for two to four times that amount, depending on:
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The stability of that profit
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How reliant it is on the current owner
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The quality of the team
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The strength of supplier and customer relationships
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Whether the buyer sees opportunity for growth
It’s not about what you want. It’s about what the market will bear.
If the financials are a mess or you’re the only person keeping it alive, expect the lower end of that range.
If the business is clean, smooth, and capable of running without you, buyers will pay more.
Don’t Wait for the ‘Perfect’ Time to Sell
There is no perfect season, economic cycle, or moment when everything lines up. If you wait for it, you may end up holding on for too long.
The best time to sell is when:
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Your business is stable and performing
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You are clear on your goals
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You’re not desperate or burnt out
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You can still support a transition confidently
Buyers don’t just pay for the business; they pay for a calm, well-prepared seller who can explain it clearly and hand it over smoothly.
If you’ve still got energy in the tank, that’s a good time to start the conversation.
Expect the Process to Take Time
Selling a business takes longer than people think.
If you want to exit this year, you should have started last year.
Realistically, it can take three to six months just to prepare your business properly.
Then another six to nine months to find the right buyer, negotiate, complete due diligence, and transition ownership.
During that time, you’ll need to:
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Keep running the business like you’re not selling
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Stay financially consistent
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Respond to buyer questions
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Maintain team morale
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Work closely with your accountant, lawyer, and broker
Rushing this process almost always leads to a lower price or a failed deal.
Selling well means planning ahead, calmly and carefully.
Should You Use a Broker?
Some business owners think they can sell privately and save on commission.
And yes, some do. But there’s a reason most serious sellers use professionals.
A good broker does more than just list your business online. They:
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Help you prepare your information properly
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Understand how to value your business fairly
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Know how to position it for the right buyers
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Handle the emotional rollercoaster of negotiations
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Protect your time by screening out tyre kickers
And perhaps most importantly, they understand the psychology of buyers.
They know what to say, when to say it, and how to structure deals that work for both sides.
If you’re selling a valuable asset, a good broker will usually pay for themselves many times over.
Final Thought: This Is Your Exit. Own It.
Selling your business is not giving up. It’s a transition.
You’ve built something that served you, your family, your staff, and your community.
That’s worth celebrating.
Now it’s time to think carefully about what you want next.
Maybe that’s more time, less stress, or a fresh start. Maybe it’s retirement, or maybe it’s just one chapter closing so another can begin.
Whatever your reason, selling your business with confidence means being prepared, not just financially, but mentally and emotionally too.
And the best part? You don’t have to do it alone.
Your Next Step
Ready to find businesses that checks all you boxes?
Explore our current listings of Australian businesses for sale at BusinessForSale.com.au