So, you’ve built a business. You’ve survived late nights, caffine overdoses, and that one time your website crashed during a holiday sale. Now, you’re thinking about selling it. Maybe you want to retire, start something new, or finally take that vacation to Bali you’ve been dreaming about. But here’s the thing: selling a business isn’t just about slapping a “For Sale” sign on it and hoping for the best. There’s a secret formula to making your business irresistible to buyers, and it’s simpler than you think.
Let’s break it down with a pizza analogy (because who doesn’t love pizza?).
Step 1: Sellable vs. Ownable – Two Doors, One Delicious Destination
Imagine your business is a pizza shop.
“Ownable” means the pizza shop works for you. You’re the chef, cashier, and delivery driver. You take home whatever cash is left after buying ingredients, paying rent, and bribing your cousin to fix the oven. It’s profitable, but only because you’re doing everything yourself.
“Sellable” means the pizza shop works without you. The recipes are written down, the staff knows their jobs, and the dough doesn’t magically rise just because you’re in the room. A buyer could walk in, take over, and keep the pizza (and profits) flowing.
Here’s the secret: Sellable and ownable are two doors leading to the same place – a business that’s ready to sell. But here’s the kicker: if your business only works when YOU’RE there, buyers will run faster than a kid chasing an ice cream truck.
Step 2: Pay Yourself Like a Normal Human (Seriously, Do It)
Let’s talk about money. Specifically, your money.
When you first start a business, it’s normal to reinvest every penny back into it. You’re like, “Who needs a salary? I’ll live on ramen and optimism!” But here’s the problem: if you’re not paying yourself a reasonable salary, your business isn’t REALLY profitable.
Think about it: If your “profit” is just the leftover cash after expenses, but you’re working 80 hours a week for free, that’s not profit – that’s unpaid labor. Buyers aren’t dumb. They’ll see right through it.
Example Time!
Say your pizza shop makes $100,000 a year.You pay $60,000 for ingredients, rent, and your cousin’s oven repairs. That leaves $40,000.But if you’re working 60 hours a week and not paying yourself,a buyer will say: “Holdup–if I have to hire someone to do YOUR job, that’ll cost me $40,000. So really, this business is LOSING $10,000. Hard pass.”
The Fix: Start paying yourself a fair salary now. Even if it’s small. This does two things:
It shows the business can afford to pay someone to do your job (aka, it’s sellable).
It forces you to streamline operations. No more “I’ll just do it myself to save money!”
Step 3: Profit ≠ Pizza Parties. Prove It.
Buyers aren’t buying your past – they’re buying their future. They want proof that the business will make money for them. That means:
Documented systems: Recipes, training manuals, supplier lists. If you’re the only one who knows how to make the secret sauce, the business isn’t sellable.
Financial transparency: Clean books, tax returns, and proof that profits aren’t just smoke and mirrors.
Dependable staff: A team that can run things without you micromanaging every pepperoni slice.
Pro Tip: Buyers love the word “EBITDA” (Earnings Before Interest, Taxes, Depreciation, and Amortization). It’s fancy talk for “how much money the business ACTUALLY makes”. The higher your EBITDA, the higher your sale price.
Step 4: Avoid These “Oops-I-Ruined-My-Sale” Mistakes
The “I’ll Fix It Later” Trap: Waiting until you’re ready to sell to clean up your finances. Newsflash: Buyers can smell desperation (and messy books) from miles away.
The Hobby Business: Treating your business like a side hustle. If it’s not structured like a real company, buyers won’t take it seriously.
The “I’m Irreplaceable” Ego Trip: If the business can’t survive without you, neither will the sale.
Step 5: How to Start Today (No, Really – Today)
Pay Yourself: Start taking a salary, even if it’s $500 a month.
Write Stuff Down: Document every process, from making pizza dough to handling customer complaints.
Hire Help: Delegate tasks so the business isn’t glued to your existence.
Talk to a Pro: A business broker or accountant can help you spot weaknesses.
Final Slice of Wisdom
Selling a business isn’t about luck – it’s about preparation. The sooner you start acting like a CEO (not a superhero), the sooner you can sell your business for what it’s REALLY worth. Remember: Buyers aren’t just buying your pizza shop. They’re buying the dream that they can run it without burning the crust.
So, go ahead. Take that salary, write down your recipes, and start working on your business instead of in it. Bali’s waiting. 🏝️
Hi, I’m Heather.
I help people buy, scale, and sell businesses. Think of me as your “anti-corporate” guide to ownership.
If you like blunt truths, dry humor, and leaders who’d rather light a fire than follow a script… let’s talk.
Started my first company at 23.
Now have 5.
Learned 1,000,037 hard-earned lessons so you can skip the trial-and-error phase.
Current obsessions:
✅ Turning “boring” industries into wealth-building machines
✅ Helping ambitious people escape soul-crushing corporate cultures
✅ Proving you don’t need an Ivy League MBA to win at business
Let’s connect if:
-You want to own your future, not rent it
-You’ve ever been told you’re “too much” for corporate America
-If you are ready to work on your business not in your business.
Grab my book https://cstu.io/d20171