You’ve done the work. Tightened up operations. Cleaned up the books. Maybe even hit your target valuation. Now you’re thinking, “Time to sell.”

But here’s the landmine nobody talks about:
The wrong buyer can screw you six ways from Sunday.

The sale isn’t just about getting a check. It’s about who writes it. If you don’t pick the right buyer, you could end up chasing payments, handing over the keys to someone who trashes your legacy, or worse—getting stuck back in the business after you “retire.”

So let’s get one thing straight: Not all buyers are created equal.

There Are Three Types of Buyers

And who you go after depends entirely on where your business is on the 5 Steps to Freedom.

1. Internal Buyers (Step 3 – Control or Higher):
Think long-time employees or family members. People already inside the business who know how it works.

These folks might not have the cash, but they’ve got the drive. They’re usually your best bet if the business still leans heavily on you. You’ll likely need a Leadership Development Plan to get them ready. But when done right, this can be smooth, legacy-preserving, and personal.

2. Strategic Buyers (Step 4 – Prosperity):
These are businesses that want what you’ve built—your customer list, your systems, your geography. They see synergy.

They’re looking for organized, profitable operations. If your business is humming along without you, with systems and team in place, you’re now attractive to this group. Bonus: they’ll usually pay more.

3. Financial Buyers / PEGs (Step 5 – Freedom):
These guys are all about the ROI. Private equity groups, investors—folks with money and spreadsheets.

They don’t want headaches. They want passive income. Your business better be plug-and-play. If you’ve reached true Freedom—cash-flow positive, systematized, no-owner-dependency—you’re in the zone to command top dollar from this crowd.

What Screws Sellers Over

• Taking the first offer.
  Desperation is a scent. Buyers smell it and pounce. Don’t just take what’s offered—build demand.

• Not vetting the buyer.
  Are they funded? Do they have a track record? Will they honor contracts, or are you handing over your life’s work to a wrecking ball?

• No deal team.
  You need a crew: attorney, CPA, coach, financial advisor. A bad deal structure will cost you more than a bad valuation.

• No contingency planning.
  Earn-outs, seller financing, partial buyouts—if the deal isn’t locked down tight, you could be chasing money for years.

Finding the Right Buyer Starts Early

The best buyers aren’t found overnight. You cultivate them as you build. You document processes. You develop leadership. You build a brand buyers want to acquire—not one they have to fix.

As your coach, I’ll tell you this: You don’t “find” a great buyer. You build a business that attracts one.

That’s the real play.

So before you pop the champagne, make sure the person across the table is someone you actually want holding the keys.

Because the only thing worse than not selling... is selling to the wrong person.

📘 Want the full roadmap? Download my free eBook at OptaProfit.com.

About Don Vanpool
Don Vanpool is a strategic operations expert who helps business owners scale, systematize, and sell their businesses for top dollar. With a background in turning chaotic businesses into well-oiled machines, Don’s expertise in operational efficiency is the key to a high-value exit.