Why Most Australian Owners Over 55 Sabotage Their Own Sale Without Realising It

Most small business owners don’t lose value at the negotiating table. They lose it years earlier through simple, avoidable mistakes. By the time they’re ready to sell, the damage is already baked in. The good news is these mistakes can be fixed quickly once you know where to look.

You protect your sale price by correcting the most common risks before you ever approach buyers.

1. Your numbers aren’t ready for scrutiny

Many owners try to sell with incomplete financials, old BAS statements, or unclear add-backs.
Buyers discount uncertainty immediately.
You need clean, current, defensible numbers (ideally, for at least three years).

A simple first step is to run a pre-diligence check: P&L, balance sheet, tax position, and a clean record of all owner benefits. Most owners skip this and lose months, value, or both.

2. Everything relies on you

If the business depends on you, buyers see risk, not opportunity.

In rural NSW, this is the biggest deal breaker.

Document what you do, delegate daily tasks, and remove yourself from quoting, scheduling, and approvals.

A business that runs without you attracts more confident buyers and earns a higher multiple.

3. You’re rushing the exit

Fatigue, health shocks, and burnout push many owners to list too early.

Rushed sales lead to weak positioning, missing documents, and reactive decisions.

Give yourself a 6 to 24 month runway.

Fix weaknesses now so the business is stable when buyers show up.

Key Takeaway

Your business is worth more when it’s boring, predictable, and ready.

Fix these mistakes before you list and you protect decades of work.