Preparing Your Business for Sale: Avoiding Common Mistakes
January 8, 2026 •
In this episode of The Entrepreneur’s Journey, Jason Gabrieli is joined by Nicola Reasoner, partner at V&R, to explore what it really takes to prepare a business for sale. From financial cleanup to team dynamics, and even the emotional readiness required to exit, Nicola offers invaluable advice from years of experience guiding entrepreneurs through transitions. If you’re a business owner—even just considering a future sale—this episode will equip you with clarity and concrete steps to prepare for that journey the right way.
Tune into this episode to also learn:
● Why starting the sale prep process too late can hurt your outcome.
● How financials should be restructured for buyers—not just for taxes.
● What buyers are really looking for during due diligence.
● How emotional readiness plays a critical role in a successful exit.
What we discussed
● [00:01:26] Introduction to Nicola Reasoner and her role helping entrepreneurs prepare for sale.
● [00:04:18] The most common mistake business owners make when preparing to sell.
● [00:07:28] Why going unrepresented can lead to a poor outcome.
● [00:09:42] Ideal vs. rushed timelines for preparing a business for sale.
● [00:14:17] How to properly present EBITDA and clean up financials for investors.
● [00:18:13] The importance of emotional readiness in the exit process.
● [00:21:01] How to manage confidentiality with your team during a potential sale.
● [00:27:02] Understanding the buyer landscape: strategic vs. financial buyers.
● [00:33:22] Life after a sale: what changes and how to prepare for it.
3 Things To Remember
- Begin the exit planning process at least 12–24 months before you intend to sell.
- Understand and adjust your financials through the lens of a buyer, not just your CPA.
- Emotional preparation is just as important as operational readiness—know why you’re selling and what comes next.
Memorable moments:
(00:04:46) “That should be the tagline. We’ll make your business so good, you may not even want to sell it afterward.”
(00:07:11) “Most people only sell a business once. You shouldn’t go into that alone against professionals who do it for a living.”
(00:38:14) “Selling your business doesn’t have to suck.”
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HFM Investment Advisors, LLC is a registered investment adviser. All statements and opinions expressed are based upon information considered reliable although it should not be relied upon as such. Any statements or opinions are subject to change without notice. Information presented is for educational purposes only and does not intend to make an offer or solicitation for the sale or purchase of any specific securities, investments, or investment strategies. All investments involve risk and are not guaranteed. Information expressed does not take into account your specific situation or objectives and is not intended as a recommendation appropriate for any individual. Listeners are encouraged to seek advice from a qualified tax, legal, or investment advisor to determine whether any information presented may be suitable for their specific situation. Past performance is not indicative of future performance.
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Michael Pallozzi, AIF
How can you have fewer questions from your employees and better outcomes during plan changes? By starting with clear communication.
Disclosure: HFM Investment Advisors, LLC is a registered investment adviser. All statements and opinions expressed are based upon information considered reliable although it should not be relied upon as such. Any statements or opinions are subject to change without notice. Information presented is for educational purposes only and does not intend to make an offer or solicitation for the sale or purchase of any specific securities, investments, or investment strategies. All investments involve risk and are not guaranteed. Information expressed does not take into account your specific situation or objectives and is not intended as a recommendation appropriate for any individual. Listeners are encouraged to seek advice from a qualified tax, legal, or investment advisor to determine whether any information presented may be suitable for their specific situation. Past performance is not indicative of future performance.
