10 Business Exit Mistakes - 4. Losing Focus

Even in good times, it can take time to sell; don’t take your foot off the accelerator

Selling your business might feel like a finish line, but the truth is, it’s more like a marathon with a strong sprint at the end.

Once you’ve made the decision to sell, it’s tempting to slow down. To pull back a little. To start mentally checking out. But here’s the hard truth losing focus, even during good times, can quietly undermine the value of your business and stretch out the timeline of your exit.

Because even in a booming business, selling isn’t instant.

Sales Take Time - And Buyers Notice Everything

Even in ideal conditions, selling a business is a process. It takes time to prepare the business, find the right buyer, go through due diligence, negotiate terms and complete the handover.

And during that time, buyers are watching closely. They’re not just looking at the numbers from last year, they’re looking at the trends right now. If revenue dips or team performance slips during the sale process, it can raise red flags. It can also lead to re-negotiated offers or delays that drag out the deal.

Momentum matters. If the business starts to slide, even a little, buyers may start to wonder if it’s a short-term dip or a long-term decline.

The Danger of Taking Your Foot Off the Pedal

As the owner, you set the tone. If your energy drops, others feel it. Staff might lose focus. Customers might sense a shift. Projects might stall. It’s not intentional, but it happens.

Some owners assume once the business is listed, their part is done. In reality, this is the moment to lean in, not lean back.

Buyers want confidence. They want to see a healthy, well-run business with a strong team and stable cash flow. Your job in this phase is to keep performance consistent and preferably improving. That’s what supports a stronger valuation and a smoother sale.

You’re Selling the Future, Not Just the Past

Remember, buyers aren’t buying last year’s results. They’re buying the business as it stands today and what it’s likely to do tomorrow.

So if results are slipping, whether due to distraction, burnout, or lack of focus, your business may no longer look like the asset they thought they were buying.

It’s important to keep operating as if you’re planning to run the business for the next five years. That mindset helps you protect the value and reputation you’ve built, right up to the finish line.

A Broker Can Help You Stay Focused on What You Do Best

This is also where a business broker can add serious value. When you work with someone who knows the process inside and out, you’re not trying to juggle everything yourself. You stay focused on keeping the business healthy, while your broker handles buyer screening, deal structuring, confidentiality and negotiation.

At LINK, we know how demanding it is to run a business and plan an exit at the same time. That’s why we walk with you through the entire process, keeping everything on track, so you don’t have to carry it alone.

Final Thoughts

Selling your business is a process and it’s not over until the ink is dry. Staying focused, present and engaged right through to settlement is one of the most powerful things you can do to protect value and create the kind of exit you’ve worked so hard for.

The finish line is closer than you think, but the way you run the last stretch matters.