Frequently Asked Questions

Is it ever too late to sell my business?

It can be. Too many business owners delay their exit, thinking they’ll “just do one more year.” The reality is that by the time you feel ready to sell, the business may already have peaked. Buyers pay for future potential, not past effort, and if turnover is falling, margins are tightening, or key clients are at risk, the value drops quickly. We’ve seen proud owners forced to close their doors, walking away with little after decades of work. That’s not the ending anyone deserves.
The best time to prepare is when things are still going well, because that’s when you have the most options, the strongest negotiating power, and the energy to make improvements that really count. Even if you’re not ready to retire tomorrow, beginning the preparation process now ensures you don’t get caught off guard later.
Take our free Readiness to Sell Questionnaire to see how prepared you really are: https://selltoretire.scoreapp.com/

What if I want to keep working part-time after selling?

Legacy is about more than money. It’s about your people, your customers, and the values you’ve built into your business. Many owners fear that selling means losing control of their legacy, but with the right preparation, you can protect it.
This involves choosing the right buyer, setting clear expectations in the deal, and ensuring your team and customers are looked after. It also means thinking about your personal financial legacy — making sure your retirement and your family’s future are secure.
We’ll help you balance value with values, so you retire knowing your legacy continues. If this matters to you, book a free call here: https://selltoretire.co.uk/book-now

Do I need to improve my business before selling?

In most cases, yes. Buyers want businesses that are easy to understand, low-risk, and not overly dependent on the owner. Improvements don’t have to be major — but they must be meaningful. Documenting key processes, delegating responsibilities, and ensuring reliable financial reporting can add significant value.
Think of it like selling a house: a clean, well-maintained property commands more offers and a better price. Similarly, a business with tidy accounts, strong systems, and empowered staff is far more attractive. These improvements don’t just increase the price, they reduce the time it takes to find the right buyer and minimise the risk of a deal falling through.
Our process helps you focus only on what matters to buyers, so you get the best return on your effort. Take the first step by booking a call with us: https://selltoretire.co.uk/book-now

What happens if a major client leaves during the sale process?

It’s a risk — and buyers know it. If one client accounts for 30% of your revenue, a buyer will worry about what happens if that client leaves. If they actually do leave during negotiations, the buyer may reduce the price or walk away altogether.
That’s why we focus so much on spreading risk before you sell. Even small shifts — like diversifying your customer base, securing longer-term contracts, or expanding into new markets — can reduce your dependence on a few clients. Buyers feel reassured when no single customer controls your future.
If you’re currently exposed, don’t wait until it becomes a problem. We’ll help you take steps now to strengthen your position. Book a call here: https://selltoretire.co.uk/book-now

Will my staff be protected if I sell?

Your team may be your greatest legacy. For many owners, making sure staff are looked after is more important than maximising the price. Buyers also want stability, so protecting staff isn’t just the right thing to do — it makes your business more attractive.
We’ll help you design a succession plan, strengthen contracts, and communicate with your people in a way that builds trust. Buyers like to see that key managers are committed and staff turnover is low. That reassurance can make the difference between an uncertain deal and a confident one.
If protecting your staff is a priority, let’s discuss the right strategies. Book a free call here: https://selltoretire.co.uk/book-now

What’s the difference between an MBO and a trade sale?

An MBO (Management Buyout) means your managers buy the business. It’s often reassuring because your team knows the company, and continuity for staff and customers is more likely. However, managers usually don’t have the funds, so the deal often involves staged payments, debt, or investor support. That can mean less money upfront.
A Trade Sale is when another business in your sector acquires you. They may pay more if they see strategic value — like gaining your customers or cutting their costs through economies of scale. The trade-off is that they may restructure the business or change how it operates.
Both routes can work well, depending on your priorities. If legacy and staff protection are key, MBO might appeal. If maximising value is the focus, a trade buyer might be better.
Want to know which option fits your business? Book a free consultation here: https://selltoretire.co.uk/book-now

What is “pre-diligence” and why does it matter?

Due diligence is when buyers scrutinise your accounts, contracts, systems, and risks. Pre-diligence means preparing those documents before buyers arrive. Think of it as putting your best foot forward. Instead of scrambling when buyers ask for information, you’re ready with a well-organised data pack. That builds trust, speeds up the process, and reduces the chances of price renegotiations later.
Buyers hate surprises. If they find errors, missing documents, or inconsistencies, they’ll either lower the price or walk away. Pre-diligence avoids this by showing you’re serious, professional, and transparent. It’s one of the best ways to reduce stress during the sale.
Our RETIREWELL® course includes practical templates for building your pre-diligence data room. Take a look here: https://selltoretire.co.uk/course

How do I balance selling with running the business day-to-day?

It’s tough. Selling is time-consuming — you’ll need to prepare documents, meet buyers, and answer detailed questions. Meanwhile, your business still needs to perform. If profits dip during negotiations, buyers may reduce their offers.
The solution is to build resilience before the sale. Delegate tasks, strengthen your management team, and put systems in place so you’re not the bottleneck. Buyers want to see that the business runs without you — and you need that freedom to manage the sale without harming performance.
If you’re still doing everything yourself, we’ll help you design a plan to shift responsibilities in advance. Book a free consultation to get started: https://selltoretire.co.uk/book-now

Do I have to stay on after the sale?

Not always, but many buyers will want you to stay for a transition period. The stronger your systems and team, the shorter that handover can be. If everything depends on you, expect buyers to insist on a long earn-out or consultancy role. If you’ve already delegated and documented, you can often step away much sooner.
This is why we emphasise succession planning in our framework. It’s not just about protecting the buyer — it’s about giving you freedom. With the right preparation, you can negotiate the retirement you want.
Want to assess how replaceable you are? Take our free Readiness Questionnaire here: https://selltoretire.scoreapp.com/

What if my business isn’t very profitable?

Profitability is important, but it’s not the only source of value. Businesses with strong assets, valuable contracts, loyal customers, or intellectual property can still attract buyers, even if profits are modest. Sometimes an acquisition is more about strategic fit than financial return.
That said, if profitability is low, the pool of buyers may be smaller and deal structures may involve more staged payments. The key is to present your strengths honestly while working on areas that can improve quickly. Even small profit gains can make a big difference in valuation multiples.
We’ll help you explore realistic options — whether that’s a trade sale, merger, or asset sale. Take the first step by joining our RETIREWELL® course: https://selltoretire.co.uk/course

What if I’m not ready to retire yet — but want to plan ahead?

That’s actually the best position to be in. Preparing early gives you the most freedom. You don’t have to sell now — but by making your business more transferable, you give yourself options. You’ll also sleep easier knowing that if life throws you a curveball, the business is in good shape to continue without you.
Even if you’re five years away, start now. Every improvement you make adds resilience, value, and peace of mind. You’ll thank yourself later.
See how ready you are with our free Readiness Questionnaire: https://selltoretire.scoreapp.com/

How do I know if I’m emotionally ready to let go?

Many owners underestimate this side of selling. They’re so focused on the numbers that they forget the emotional weight of letting go. Your business isn’t just an asset — it’s your life’s work, your identity, and your community. Walking away can feel like losing part of yourself. We’ve seen deals collapse because the owner wasn’t ready emotionally, even when the financials were perfect.
Emotional readiness doesn’t mean being “done” with your business — it means being excited for what comes next. If you don’t have a plan for your time, purpose, and passions beyond the business, retirement can feel empty. That’s why our RETIREWELL® framework starts with vision exercises and planning tools to help you design a life to retire into, not just from.
If you’d like structured support to explore this, take a look at our RETIREWELL® course: https://selltoretire.co.uk/course

What’s my business actually worth?

Business value isn’t based on what you think it’s worth, or how much you’ve invested in it, or how hard you’ve worked. Buyers look at one thing above all: reliable, transferable profits. Two businesses with the same turnover can sell for wildly different amounts depending on the quality of their revenue, the spread of customers, and the strength of their management teams. A company with strong systems and recurring contracts may fetch 4× EBITDA, while an equally profitable but owner-dependent company may only achieve 2×.
Valuation is also influenced by deal structure: whether it’s mostly upfront cash, staged payments, or an earn-out linked to performance. Without preparation, you may be forced into less favourable terms. That’s why we help you normalise your accounts, highlight your strengths, and address weaknesses well before buyers see them.
To get a clearer picture of your business value, join our RETIREWELL® course, where we walk you step by step through objective valuation and deal structures: https://selltoretire.co.uk/course

How long does it take to prepare a business for sale?

Ideally, 2–3 years. That gives you time to build improvements into your accounts, show stable or growing profits, and make the business less dependent on you. Buyers love to see multi-year evidence of performance, not just promises. However, even with less time, it’s possible to make big improvements. In 12 months, you can strengthen your team, tidy your accounts, and remove key risks. In six months, you can at least document processes, improve reporting, and tackle urgent weaknesses.
The longer the runway, the more evidence you can give buyers, but it’s never too early — or too late — to start. Even a short period of preparation can make the difference between a business that sells well and one that struggles.
Want to find out how much time you realistically need? Take our free Readiness Questionnaire today: https://selltoretire.scoreapp.com/

How much will it cost me to sell my business?

Traditional brokers often charge 6–10% commission, plus fees, which on a multi-million-pound deal can mean hundreds of thousands of pounds. Worse, some brokers take on too many clients, list businesses without real preparation, and leave owners disappointed.
Our model is different. We don’t take a huge cut of your proceeds. Instead, we equip you with the tools, knowledge, and support to prepare your business properly, so you can attract better buyers and negotiate stronger terms. Our RETIREWELL® course costs £5,000 (with flexible monthly options), giving you everything you need to prepare your business for a successful sale. It’s a fraction of broker fees — and it leaves you firmly in control.
See what’s included here: https://selltoretire.co.uk/course

What if I don’t have a clear successor?

That’s perfectly normal. Not every business can be passed to family or managers. Many successful sales involve external buyers — from trade competitors to private equity firms or investor groups. What matters is preparing your business so it’s attractive to outsiders. That means showing that it runs smoothly without you, has stable profits, and is well-documented.
If no successor is obvious, don’t assume you can’t sell. The right preparation opens up a much wider pool of buyers than you might expect. You don’t have to have the answer now — you just need to start making your business “transferable.”
To explore your exit options, start with our free Readiness Questionnaire: https://selltoretire.scoreapp.com/

How do taxes affect my retirement from the sale?

Tax can make or break the outcome of your sale. You could sell your business for millions — but without planning, lose a large chunk to HMRC. With the right strategy, though, you can keep far more of what you’ve earned. For example, Business Asset Disposal Relief (formerly Entrepreneurs’ Relief) may allow you to pay just 10% Capital Gains Tax on the first £1m of lifetime gains. Structuring your exit correctly and timing it well can have a huge impact.
This isn’t something to leave until the deal is done. Tax planning should start years in advance, so you can structure ownership, use allowances, and protect your wealth.
We’ll help you work alongside specialist tax advisers to ensure your financial legacy is secure. Learn more in our RETIREWELL® course: https://selltoretire.co.uk/course

What happens if a buyer pulls out at the last minute?

It happens more than you’d think. Buyers can get cold feet, run into funding issues, or change their priorities. If you only have one buyer, this can be devastating. That’s why it’s vital to prepare multiple options. Think of it like selling a house — one interested party creates pressure, but several create competition.
We’ll help you prepare so you’re never dependent on just one buyer. By marketing the business properly and keeping several discussions moving forward, you protect yourself against last-minute surprises.
Want to reduce the risk of wasted time? Start with our free Readiness to Sell Questionnaire: https://selltoretire.scoreapp.com/

What if I don’t want to use a broker?

Many owners feel the same. Brokers often overpromise and underdeliver — charging large commissions without truly caring about your goals. At Sell to Retire, we offer a different path: giving you the tools, guidance, and introductions you need to manage your own sale confidently.
You don’t have to hand over control. With the right preparation, you can approach buyers directly or through trusted networks, while keeping far more of the proceeds in your pocket.
See how our RETIREWELL® course equips you for this: https://selltoretire.co.uk/course

What makes a buyer walk away?

The main deal-breakers are poor financial records, overreliance on the owner, customer concentration, legal/IP issues, and missing documentation. Buyers also walk away if they sense the seller is hiding something, or if they lose confidence in the owner’s commitment to exit.
The good news is that every one of these risks can be addressed in advance. With proper preparation, you can turn potential weaknesses into strengths — reassuring buyers and keeping them engaged.
We’ll help you identify red flags early and fix them before they scare buyers off. Book a call to find out how: https://selltoretire.co.uk/book-now

How do I protect my legacy after selling?

Where should I start?

Start by reflecting honestly on your readiness — both emotionally and financially. Then, get a clear picture of your business value and the key risks that buyers will see. From there, you can build a plan to strengthen your business, reduce risks, and explore exit options. That’s exactly what our RETIREWELL® 10-step framework was designed to do.
You don’t have to do it alone. We’ll guide you step by step, so you don’t make the mistakes that cost other owners time, money, and peace of mind.
Book a free initial consultation today and take the first step: https://selltoretire.co.uk/book-now