The Process, Explained
Most owners have never done this before. Here's a plain-language walkthrough of every stage — so you know exactly what to expect.
From First Call to Closing Day
That timeline varies based on your business, the market, and your goals. Some transactions close faster. Some take longer. But here's what the process looks like, and what you can expect at each stage.
Before anything else, you need to know what your business is actually worth to a buyer today — not what you think it's worth, and not what you hope it's worth. A real number, based on real market data.
Dan reviews your financials, looks at comparable transactions, and gives you an honest valuation range. This conversation is completely confidential. Nothing is shared with anyone. No NDA is required from you — this is just a conversation between you and Dan.
If the number is good news, great — you'll know what you're working with. If the number isn't where you want it to be, Dan can walk you through what would need to change to move it. There's no pressure and no obligation at this stage.
Once you decide to move forward, Dan gets to work preparing your business for market. The most important piece of this is what's called a CIM — a Confidential Information Memorandum.
A CIM is essentially a detailed, professional presentation of your business — its history, operations, financials, competitive position, and growth opportunities. Think of it as a pitch book, written for buyers. Done well, a CIM frames your business in its best light and answers the questions buyers will ask before they ever pick up the phone.
This document is never shared publicly. Every buyer who receives it has already signed an NDA. Your business's name, location, and financial details are protected throughout this process.
Dan handles the preparation of this document. You'll review and approve it before it goes anywhere.
This is where Sunbelt's national network becomes a significant advantage. Your business is marketed through confidential channels — first to Sunbelt's existing database of pre-qualified buyers, then more broadly through business listing platforms that reach buyers across the country.
Interested buyers contact Dan — not you. He screens them for financial capacity and genuine intent before they learn anything meaningful about your business. You don't meet a buyer until Dan believes they're a serious prospect who can actually close.
You continue running your business normally throughout this stage. Your employees, customers, suppliers, and competitors know nothing unless and until you decide to tell them.
When a buyer submits an offer — called a Letter of Intent — Dan negotiates the terms on your behalf. Price, deal structure, transition period, employment agreements, seller financing if applicable — all of it. You're involved in every major decision, but you're not doing the heavy lifting alone.
Once you accept an offer, the buyer enters a period called due diligence. They'll review your financials, contracts, leases, and operations in detail. Dan helps you prepare for this process and manage it so it doesn't overwhelm your day-to-day.
Then comes closing — the day the paperwork is signed, the funds are transferred, and ownership officially changes hands. Dan coordinates with the attorneys, the lenders, and the buyer's team to get you there cleanly.
Most sellers also agree to a transition period of 30–90 days after closing, during which they help the buyer get oriented. Dan helps structure this in a way that protects your time and your interests.
Realistic Expectations
Every transaction is different, but here's a realistic look at how the months usually unfold.
Month 0–1
First call with Dan. Financials reviewed. Valuation prepared. You decide whether to move forward.
Month 1–2
CIM drafted, reviewed, and approved. Business listed through confidential channels. Buyer inquiries begin.
Month 2–5
Qualified buyers review your CIM, ask questions, and schedule meetings. Dan manages all communication. You meet the strongest candidates.
Month 5–6
Letter of Intent received. Terms negotiated. Offer accepted. Due diligence period begins.
Month 7–9
Buyer reviews everything. Final documents prepared. Closing day arrives. Funds transfer. Ownership changes hands.
Know Before You Go to Market
Understanding what buyers look for helps you understand your own valuation — and what you could do to improve it before going to market. These are the factors that drive multiples up or down.
Can the business operate without you? The less the business depends on your personal relationships and daily involvement, the more transferable — and more valuable — it is to a buyer.
Revenue that shows up reliably — through contracts, memberships, or repeat customers — makes buyers far more comfortable. It reduces risk, which buyers pay a premium to avoid.
Buyers need to verify the numbers. Three years of clean books — clearly showing your revenue, expenses, and owner earnings — builds confidence and reduces friction in due diligence.
If one client represents 30% or more of your revenue, buyers get nervous. A diversified customer base signals stability and reduces the risk of a key client leaving after the sale.
Buyers want to know the business runs on systems, not just on the owner. Written processes, training documentation, and clear operational procedures all increase transferability.
A business trending upward is more valuable than a flat or declining one, even if the current numbers are similar. Buyers pay for momentum, not just history.
Ready to Take the First Step?
A confidential call with Dan costs nothing and commits you to nothing. You'll come away with a clearer picture — even if now isn't the right time.
Schedule a Confidential Call