For most Australian business owners, selling your business is a once-in-a-lifetime event.
You only get one chance to set the price, one chance to show its value, and one chance to walk away on your terms.
Yet too many owners leave money on the table.
Not because their business wasn’t good enough, but because they didn’t prepare it the way buyers expect.
If you’re even thinking about selling in the next one to three years, these seven tips will help you maximise the sale price and give buyers a business they’ll pay real money for.
1. Make Your Financials Buyer-Ready
Your books are the first thing buyers will scrutinise.
And if they’re messy, incomplete, or inconsistent with your tax returns, it raises red flags.
Most buyers (and their banks) want at least two to three years of clean, consistent financials. That means:
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Profit and loss statements
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Balance sheets
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BAS lodgements
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A clear breakdown of wages, rent, and cost of goods
If you’ve claimed personal expenses or made adjustments, that’s normal, but you’ll need to show your add-backs clearly, with proper documentation.
The more trust buyers have in your numbers, the more they’ll trust the business as a whole.
A clean set of books doesn’t just make the sale easier. It makes it possible.
2. Step Back From the Day-to-Day
The number one deal killer in small business sales?
The business relies too heavily on the owner.
If you’re still taking every call, chasing every invoice, and managing every delivery, a buyer is going to see one thing: a job.
And they’re not looking to buy a job.
They’re looking to buy a business that runs without you.
So if you’re serious about selling for top dollar, you need to start stepping back now.
That means:
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Delegating key roles
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Training your team
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Putting systems in place
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Reducing your hours without reducing performance
A buyer is more likely to pay a premium when they see that the transition won’t be a disaster the moment you’re out of the picture.
3. Lock In Your Key People and Clients
Buyers are not just buying your profit.
They’re buying your team, your customer base, and your relationships.
So ask yourself:
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Do your best employees have written contracts?
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Are your largest clients secured with agreements or long-term commitments?
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Have you documented the key contacts, orders, and processes that keep those relationships strong?
If the answer is no, now is the time to tighten that up.
You don’t need to lock everything down, but stability matters.
Buyers will pay more for a business where the staff want to stay and the customers aren’t about to disappear.
4. Systemise the Business Like You’re Franchising
You don’t need to franchise your business. But you do need to act like someone might.
That means documenting your operations clearly and completely.
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How are new customers handled?
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What’s the daily opening and closing routine?
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How do you deal with suppliers, stock, payments, refunds?
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What happens if a machine breaks, a delivery fails, or someone calls in sick?
All of this should be in a folder (digital or physical) that a buyer can pick up and understand.
When a buyer sees clear, logical systems in place, it builds confidence.
It tells them this isn’t chaos with cash flow.
It's a repeatable operation that can keep going long after you’re gone.
5. Reduce Revenue and Supply Concentration
No one wants to buy a business that collapses if one customer or supplier leaves.
If more than 25 percent of your revenue comes from a single client, or your entire operation depends on one key supplier, it limits buyer confidence, and that drags down the price.
Try to diversify:
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Spread your customer base
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Add new product lines
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Source from multiple suppliers where possible
This makes the business feel stronger and more stable, even if the profits stay the same.
It also shows the buyer that they won’t need to scramble the moment something changes.
6. Choose the Right Time to Sell
The best time to sell isn’t when you’re desperate.
It’s when the business is running well.
If you’re burnt out, losing money, or trying to exit during a slump, buyers will sense it and your negotiating power disappears.
Instead, aim to sell while your numbers are stable or growing, your team is strong, and your involvement is low.
Buyers pay more when they see momentum, not problems.
Selling too late is a mistake you can’t undo.
7. Work With a Broker Who Understands Your Market
A good business broker doesn’t just list your business. They help you sell it properly.
That means:
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Preparing the business to go to market
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Positioning it to the right buyers
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Handling confidentiality and deal structure
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Navigating due diligence
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Managing expectations
Selling a business is not like selling a car.
It’s a complex process that takes time, expertise, and patience.
A professional broker helps protect your time, your sanity, and your final sale price.
If you’ve built something worth selling, it’s worth getting help from someone who does this every day.
Final Thought
You only sell your business once.
Do it well, and it can fund your next venture, your retirement, or the freedom you’ve worked so hard to earn.
Do it poorly, and you’ll spend years regretting what could have been.
These seven tips aren’t secrets. They’re what smart sellers do behind the scenes often a year or more before they go to market.
So whether you’re selling this year or five years from now, start getting ready.
Because a well-prepared business sells faster, for more, and to better buyers.
And that’s what you want.
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