This is one of the questions brokers get most often: what’s the best time to sell my business? And most brokers will give the same answer: when you’re ready to sell.

The fact is that most owners wait too long to sell; they wind up selling at a time when they’re forced to because they’re facing a personal crisis (health, financial, or family, for example), or when business is slowing down, which means they’re selling at a discount.

Here’s what I advise owners to consider about timing:

There will always be noise. Base your decision on the signal. Whether it’s a government shutdown, tariff policies, or a global pandemic, you can never know what the future will bring. No one does. So timing your decision around the current news cycle is always a bad idea. No matter how bad the news is, it will pass. Things will be resolved (as I write this, the government shutdown of 2025 has just ended), or we’ll adjust to the new normal and get back to business as usual.

You’ll never be able to time the market or the news cycle correctly, so base your decision to sell on what’s happening in your life and in your business. If you’re ready to retire or move on, make the decision and put the process in motion. Remember that selling your company can take several months, so chances are that the market, your industry, or the news cycle might be different by the time you find the right buyer and close the deal.

The best time to sell is when your business is almost at its peak. If you picture the life of your company as a bell curve, the best time to sell is when your company is performing well and still growing – imagine a point just to the left of the top of the curve. Your company will show great numbers to attract buyers and still have plenty of gas left in the tank for the new owner.

Many owners make the mistake of waiting until they burn out or the business starts to decline. Sales drop off, profitability goes down, or the market shifts. Your business may still find a buyer, but savvy buyers will be looking for a bargain. That means a lower payout for you and perhaps a different retirement than the one you’ve been planning.

Your business doesn’t have to be perfect to be attractive to buyers. In fact, many buyers are drawn to companies that need the infusion of ideas, capital, or technology they’re bringing to the table. I recently heard about a building supply company that was bringing in almost $5 million in annual sales. The owner was too busy growing his company to take on technology, so his business didn’t even have a website. Smart buyers look at gaps as opportunities; if the company was selling $5 million in building supplies without an online presence, how much could they sell with a modern website?

Every business has room for improvement. You don’t have to invest in the latest technology or invest in more modern equipment to attract a buyer. But you should make sure that your company, even if it’s a “fixer-upper,” is running as well as it can be.

Invest in your people first. My best advice to anyone looking to sell their company, whether it’s within a year or at some undetermined future date, is to promote or hire a manager who can run the business without your daily involvement. It’s important for buyers to know that the company’s success is not dependent on the owner’s skills, relationships, or personality. Having a strong management structure in place makes it much easier and less risky for the new owner to take over and build on your achievements.

If you’re thinking about selling your business, the time to start the process is right now. Talk to an experienced broker who can help you understand what your company is worth. Put a strong manager in place and improve operational efficiency as much as you can. Keep your foot on the gas until the right buyer comes along. The bottom line: the best time to sell your business is when it’s the right time for you.

If we can help you find the right buyer for your company, the first step in our process is to get an opinion of value.

One more thing before you go. Did you know I have a YouTube Channel? I’ve created over 20 videos to help you run a better, more profitable business. I’m adding more all the time. All of the strategies I suggest improve your value at the time of sale. Follow along! Click here to subscribe.