Selling Up, Not Out
- Tony Vaughan
- Nov 4
- 3 min read
When you’ve spent decades building a business, selling it isn’t just a financial decision, it’s personal. Many business owners dream of retiring on their own terms, but in today’s market, selling a business has become a minefield of false promises and risky deals.
The truth? Not all business buyers are good buyers. Some don’t have the money. Others lack experience. And many hide behind attractive offers filled with deferred or earn-out payments that transfer all the risk onto you, not them.
At Exits.co.uk, we’ve seen it all, from great acquirers who value legacy, to opportunists hoping to buy success with someone else’s money. Knowing the difference can mean the difference between a smooth retirement and years of regret.
The Hidden Risk in Deferred and Earn-Out Deals
If you’re speaking with a potential acquirer who offers a large proportion of the purchase price as deferred or performance-based payments, stop and think.
On paper, an “earn-out” sounds attractive, extra money later, once the business hits agreed targets. In practice, it often means you’ve sold your business but not your responsibility.
Once the ink is dry, the buyer controls the future performance of the business. If they fail to deliver, delay payments, or change how results are measured, you’re left chasing what you’ve already earned.
If the buyer didn’t have the funds to complete upfront, that’s not your problem to solve. A strong buyer has both the capital and the competence to pay fairly at completion.
Walk Away from a Bad Business Sale Deal
Many retiring owners feel they only get one shot at selling their business and that pressure can make even a bad offer look tempting. But remember: a bad deal is worse than no deal.
Walking away is not failure, it’s wisdom. Every successful sale begins with a clear understanding of what a good buyer looks like:
Financially capable — proof of funds, not promises.
Experienced — ideally with a track record in your sector.
Respectful — valuing your team, customers, and legacy.
The wrong buyer can destroy in months what took you years to build. The right buyer builds upon it.
Selling Your Business for Retirement. Without Regret
If your motivation is retirement, peace of mind matters as much as price. Selling to the wrong person can turn what should be your reward into ongoing stress.
A fair, transparent deal protects you. It allows you to retire with dignity, knowing you’ve sold to someone capable and committed. It’s not just about selling up, it’s about not selling out.
At Exits.co.uk, we specialise in business sales for retiring owners, helping you secure the right buyer, structure the right deal, and achieve the best possible outcome without unnecessary risk.
Why Work with Exits.co.uk
Our experienced team has guided hundreds of business owners through successful business sales and exits. We focus on protecting sellers, screening buyers, and negotiating deals that reflect the real value of your life’s work.
Whether you’re:
Preparing to sell your business in the next 12–24 months
Reviewing an offer that feels uncertain
Or simply exploring your retirement exit options
…we can help you assess your position and protect your legacy.
Selling your business should be the reward for years of hard work, not the beginning of a new set of risks.
Thinking About Selling? Start the Right Way
If you’re considering a sale or already in discussions with a potential buyer, speak to an experienced adviser before signing anything.
Sometimes, the best decision you can make is to walk away because the right buyer will always value what you’ve built, and pay for it properly.
Exits.co.uk — Trusted advisers for successful business sales and retirement exits.
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