7 Big Questions to Ask Yourself Before Putting Your Business on the Market

By Michael D. Rubin, CEO & Founder · Updated September 2026 · 727 words

Before putting your business on the market, ask yourself whether you are ready to leave, whether the company is ready to be examined, what it is worth, whether now is a good time, how long you can give the process, who is likely to buy, and how you want to be paid. Owners who have honest answers to those seven questions negotiate with confidence. Owners who do not tend to discover the answers under pressure, in the middle of a deal.

These are questions for you, not for a buyer. They are worth answering before you speak to an advisor, and again once you have.

1. Am I personally ready?

Selling is as much a personal decision as a financial one. Know what you will do the day after closing, how much of your identity is tied to the company, and whether your family is on board. Owners who have not answered these questions are the ones most likely to hesitate late in a deal, which can cost them a good buyer. Talk with your spouse or family too; their expectations about timing and money often shape the decision more than owners expect.

2. Is the company ready to be examined?

A buyer will study three years of financial statements and tax returns, contracts, leases, employee records and more. If your books do not reconcile, key agreements are verbal, or the business depends on you for every decision, fix what you can before going to market. Buyers pay more, and close faster, when their questions have ready answers.

3 and 4. What is it worth, and is this a good time?

You need a credible value range, not a hope. For a profitable company with $3 million to $100 million in revenue, value most often falls between three and seven times adjusted EBITDA, meaning earnings before interest, taxes, depreciation and amortization, adjusted for owner items. Where your company falls depends on risk, growth and quality of earnings. The guide on what your business is worth explains how buyers get there, and a professional business valuation gives you a number you can plan around.

Then look honestly at timing. Is your company growing? Is your industry attracting buyers or going through a difficult change? Are your own energy and health what they were? The best time to sell is usually while results are strong and before you are tired of running the company.

5. How long will it take, and can I keep the company running?

A sale typically takes three to nine months from engagement to funds wired, and the buyer will usually ask you to stay for a transition period afterward. Through all of it, the business has to keep performing, because a dip in results during due diligence often leads to a lower price. Decide who will carry the daily load while you work on the sale, and how much of the process you want an advisor to handle. Plan for the emotional side as well: weeks of diligence questions can wear on even a confident owner.

6 and 7. Who is my buyer, and how do I want to be paid?

Picture the likely buyers: a competitor, a larger company in a related field, a private equity group, a manager, or an individual looking to own a business. Each values different things and offers different terms. Knowing the likely types lets you prepare the right information and set realistic expectations.

Then decide what you will accept on terms. Buyers may offer all cash at closing, part cash with a seller note paid over time, an earnout paid only if future targets are met, or a stake that you keep. A higher headline price with more deferred payments is not always the better offer; see how to compare an all-cash offer with a seller-financed one. Talk with your CPA about the tax side of each structure before you set your priorities.

How MDR & Associates helps you answer these questions

The first step with us is a free, confidential discovery meeting in which we review three years of financials and give you an opinion of value as a low-to-high range. We also talk through timing, likely buyers and the terms you would want, and we tell you plainly if we do not think the company is ready. If you would like that conversation, contact us.

Where this fitsSell your business in Texas →

Questions owners ask next

Do I need a formal valuation before selling?

Not always. An experienced advisor's opinion of value, based on a financial recast and market knowledge, is often enough to decide whether and when to sell. A formal third-party valuation is useful for partner buyouts, estate planning or when lenders or family members need an independent figure.

Will I have to stay on after the sale?

Most buyers ask the owner to help with the transition for a period, often introducing customers and training managers. The length and terms are negotiable. The less the company depends on you before the sale, the shorter and lighter that commitment tends to be.