There are usually two kinds of people who sell their business:
Type A
The Builder
This owner says: “I'm going to sell in 3–5 years.”
They plan. They prepare. They create systems. They build management. They reduce risks. They clean up the financials.
These owners often get premium offers because buyers can “touch and feel” the structure.
Type B
The Burner
This owner says: “I can't take it anymore. I'm done.”
Maybe they're exhausted. Maybe there's a health issue. Maybe there's family drama. Maybe business is slipping.
But now they're selling under pressure, and buyers love pressure. Pressure makes sellers negotiate against themselves.
This doesn't make the seller weak, it makes the seller human.
If you want to avoid selling like The Burner, you need to start thinking like The Builder today… even if you're not selling for years.