{"id":12301,"date":"2026-08-06T17:17:54","date_gmt":"2026-08-06T17:17:54","guid":{"rendered":"https:\/\/www.sunbeltnetwork.com\/lafayette-la\/?p=12301"},"modified":"2026-08-06T17:17:54","modified_gmt":"2026-08-06T17:17:54","slug":"sell-before-the-cycle-turns","status":"publish","type":"post","link":"https:\/\/www.sunbeltnetwork.com\/lafayette-la\/sell-before-the-cycle-turns\/","title":{"rendered":"Sell Before the Cycle Turns"},"content":{"rendered":"

Why waiting for a better market usually costs an owner money.<\/em><\/strong><\/p>\n

Most owners tell me the same thing when the subject of selling comes up. One more good year. Let me get through this expansion, hire the second manager, put another strong tax return on the books, and then we will talk.<\/p>\n

It is a reasonable instinct. It is also how a lot of good businesses end up selling for less than they were worth three years earlier.<\/p>\n

The problem with waiting for the top of the market is that the top is only obvious once it has passed. Values, buyer appetite, and lending terms all move together, and they turn faster than an owner can react. By the time the shift is visible in your own numbers, the window you were waiting on has already closed behind you.<\/p>\n

What the market is telling us right now<\/h2>\n

BizBuySell’s Q2 2026 data gives a clear read. Closed transactions were down 10% from a year earlier. Median sale price came in at $349,250, off 1%. Median revenue and median cash flow among sold businesses were each down 3%.<\/p>\n

Those are modest declines. Read them next to the multiple, though, and something more useful shows up: the average cash flow multiple rose slightly, to 2.7. Buyers are still paying fair money. There are simply fewer businesses clearing the bar, and fewer deals getting done.<\/p>\n

The same report found that 45% of sellers listed retirement as their reason for going to market. Only 14% had completed a professional valuation. Thirty-five percent had no valuation estimate at all. That gap between wanting to exit and being ready to exit is where value quietly disappears.<\/p>\n

Two losses that multiply<\/h2>\n

When the economy softens, an owner takes the hit twice.<\/p>\n

The first hit is to earnings. Revenue slows, margin compresses, and the cash flow figure a buyer underwrites comes down.<\/p>\n

The second hit is to the multiple. Lenders tighten, buyers get more selective, and the same dollar of cash flow buys a lower price than it did the year before.<\/p>\n

Those two do not add together. They multiply. A business earning $400,000 at a 3.0 multiple is a $1.2 million business. Drop earnings 20% and the multiple to 2.5 and the same business is worth $800,000. Nothing about the operation changed. The timing did.<\/p>\n

The retirement wave is still ahead of us<\/h2>\n

The \u201csilver tsunami\u201d has been predicted for two decades and has not fully arrived. One broker quoted in the BizBuySell report put it plainly: the boomers cannot wait forever, and it is coming.<\/p>\n

When it does arrive, supply goes up and pricing power moves to the buyer’s side of the table. An owner selling into that market is competing with every other owner in the same position, in the same trade area, at the same time. The businesses that get clean offers in a crowded market are the ones that were prepared before the crowd showed up.<\/p>\n

What preparation actually takes<\/h2>\n

Here is the part owners underestimate. The work that raises what a business is worth does not show up in the financials for two years or more, because buyers underwrite trailing performance.<\/p>\n

That work includes:<\/p>\n

Reducing how much depends on you personally.<\/strong> A business that cannot run for three weeks without the owner has a discount built into its price. Building a management layer, documenting how the work gets done, and moving key relationships off your cell phone all take time to prove out.<\/p>\n

Cleaning up the records.<\/strong> Financials that reconcile to tax returns, contracts and leases in one place, a current equipment schedule, and add-backs that can be supported line by line. Buyers pay for confidence, and confidence comes from documentation.<\/p>\n

Knowing your two numbers.<\/strong> What the business is worth today, and what you need to walk away with to fund the life you want after closing. If those two numbers do not meet, you need runway to close the gap. Runway is exactly what an owner gives up by waiting.<\/p>\n

Timing is about readiness<\/h2>\n

An exit plan is not a prediction about the economy. Nobody at Sunbelt is going to tell you where the market goes next year, and you should be skeptical of anyone who does.<\/p>\n

What a plan gives you is optionality. When your records are clean, your team is capable, and your valuation is current, you can move when conditions favor you. You can also hold if they do not. An owner who has done none of that work has one option, which is to sell whenever circumstances force the issue. Health, partnership friction, and burnout do not consult the business cycle before they arrive.<\/p>\n

Selling a business is a once-in-a-career transaction with permanent consequences for your family’s balance sheet. It deserves the same planning you would give a major capital project, and it deserves more than one good year of runway.<\/p>\n

Where to start<\/h2>\n

Start with a professional valuation. It costs you a conversation, it tells you where you stand, and it turns the question from \u201cwhat do I hope this is worth\u201d into a number you can plan against.<\/p>\n

From there we can map what stands between today’s value and the number you need. Some of it is quick. Some of it takes two years. Either way, you will know.<\/p>\n

 <\/p>\n

\n

 <\/p>\n

Sunbelt Business Brokers serves Acadiana, Southwest Louisiana, and East Texas.<\/strong> Call to schedule a confidential, no-obligation conversation about what your business is worth and what it would take to be ready.<\/p>\n

Source: BizBuySell Insight Report<\/a>, Q2 2026.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

Why waiting for a better market usually costs an owner money.<\/p>\n","protected":false},"author":16,"featured_media":12302,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[2],"tags":[],"class_list":["post-12301","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-selling-a-business"],"acf":[],"yoast_head":"\nSell Before the Cycle Turns - Sunbelt of Lafayette<\/title>\n<meta name=\"description\" content=\"Thinking of waiting to sell your business? 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