Skip to content

Growth Focus

The Best Time to Sell Is When You Don’t Need to Sell

The value of selling from a position of strength to maximize outcomes and align with your personal vision.

When it comes to selling your financial planning practice, it’s not about chasing the market. The best time to sell isn’t dictated by market highs or external conditions - it’s about you. Surprisingly, the ideal time to sell is when you don’t need to. Why? Because selling from a position of strength allows you to plan, negotiate, and execute the sale on your terms. Let’s explore why this approach leads to better outcomes and how you can prepare for the most rewarding exit.

 

Why It’s Not About Timing the Market

Markets shift, buyer interest fluctuates, and trends change, but none of these should drive your decision to sell. The most successful sales happen when the seller is ready, not when the market seems convenient.

Here’s why selling when you don’t need to sell is the smartest move:

  1. Leverage: Without time pressure, you negotiate with confidence.
  2. Clarity: You can focus on finding the right buyer, not just the first buyer.
  3. Freedom of choice: You can afford to wait for the best offer.
  4. Avoiding desperation: Buyers can sense urgency, and it often leads to undervalued deals.

Selling when you’re in control, rather than reacting to external forces, ensures the process aligns with your goals and secures the best value for your business.

How to Know If You’re Ready to Sell

Forget watching market trends and instead focus on these critical questions:

  • What do I want post-sale? Retirement? New ventures? More time with family? Defining your goals ensures you sell for the right reasons.
  • Is my business prepared? Strong recurring revenue, stable client retention, and efficient operations are hallmarks of a business that’s ready to sell.
  • Am I emotionally prepared? Selling a business can be a life-changing decision. Knowing what’s next helps you avoid regret.

Pro Tip: Growth Focus offers an Inflection Questionnaire to help you evaluate your readiness. It asks practical and reflective questions, like: What will you do after the sale? If your answer involves reorganizing your sock drawer or “helping” your spouse with their daily routine, it might be worth rethinking your timeline.

These questions can help you assess whether selling now aligns with both your business and personal goals.

When Is the Best Time to Sell?

The best time to sell isn’t tied to market conditions—it’s tied to your lack of urgency. Selling when you’re not under pressure gives you:

  • Time to prepare: Avoid rushed decisions and plan thoroughly.
  • Negotiation power: Confident sellers can hold out for the best offers.
  • Optimized valuation: A business in good shape with no hint of urgency commands higher interest.
  • Personal alignment: You can align the sale with what works best for your life and future goals.

Selling when you don’t need to allows you to control every aspect of the process, from timing to terms.

Who Should Be Involved in the Process?

Selling your financial planning practice is a significant decision, and the right team can make all the difference. Here’s who you’ll want on your side:

  • Your family: They’ll help you weigh personal and financial goals, ensuring the decision fits your life plan.
  • Your accountant: Tax planning and financial structuring are critical for maximizing the proceeds and avoiding surprises.
  • An experienced broker: A skilled broker with expertise in financial planning practices can help guide the process, assess market conditions, and secure the best deal.

By involving the right people, you gain balanced perspectives and practical support, ensuring the sale process is smooth and well-informed.

Our Take on Selling at the Right Time

At Growth Focus, we’ve seen firsthand how selling without urgency leads to better outcomes. Here’s what we recommend:

  • Plan early: The more prepared you are, the smoother the process will be.
  • Know your goals: A clear vision for your life post-sale ensures you sell for the right reasons.
  • Stay in control: Selling when you don’t need to gives you the power to make the best decisions for yourself and your business.

The ideal sale is not about reacting to market conditions—it’s about creating the right conditions for your sale.

Final Words on Timing

The best time to sell your financial planning practice isn’t when the market peaks or buyers are knocking. It’s when you’re ready—financially, emotionally, and strategically. Selling from a position of strength ensures you achieve the outcome you deserve, without compromise.

Remember: The right time to sell is when you don’t need to sell—because that’s when you’re in control.