What if your business could attract the right buyer before you're even ready to sell?
In this episode, exit strategist Lorraine McGregor reveals why only 1–2% of businesses ever sell and how to ensure yours is one of them. She breaks down the hidden reasons exits fail, the mindset shifts founders must make, and what buyers are looking for.
If you think buyers will show up when you're ready, think again. This is a must-listen for any founder considering exit, even years in advance.
[00:00 – 07:00] The Harsh Truth About Business Exits
Why most small businesses never sell
M&A myths: Buyers don’t show up when you’re ready, they buy when it suits them
How Lorraine discovered the “black box” language of M&A
[07:00 – 16:00] Why Buyers Walk Away
Internal chaos kills deals: unresolved partner conflicts and weak management teams
The real reason exit planners and M&A brokers won’t take you on as a client
What does it mean to “become the business your buyer is looking for”
[16:00 – 27:00] Understanding the Mind of the Buyer
The four kinds of buyers, and how each one evaluates your business
Why "earning your price" is better than demanding your price
Funded searchers vs. zero-money-down acquirers: the opportunity and the risk
[27:00 – 38:00] From Projections to Proof
Why trailing financials alone aren't enough
The myth of the magical pro forma: how real buyers view projections
Creating certainty in your operations to justify a higher valuation
[38:00 – 45:00] The Exit Starts with Mindset
The biggest mistake: building a business with no clear end in mind
How to build a company that outlasts you
Why being "sellable" means building value for both you and the buyer
Key Quotes:
“Buyers don’t buy your past, they buy your future. And they need certainty about that future.” — Lorraine McGregor
“Be sellable, all the time. That’s the best thing you can do for your legacy.” — Lorraine McGregor
Connect with Lorraine!
Website: https://www.spiritwest.com
LinkedIn: https://www.linkedin.com/in/lorrainemcgregor
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