In this episode of What The Biz?!, hosts Brigitte Vegter and Daniel Proczko explore a startling reality revealed by a recent Huntington Bank report: while 54% of business owners hope to sell within the next five years, statistics show that between 80% and 89% of businesses will never successfully complete a transaction. We break down the massive gap between “intention” and “preparation” and why a feeling is not a formal succession plan.
The duo discusses the shift away from generational hand-offs—with only 19% of businesses staying in the family—and what it really takes to be “exit-ready.” Brigitte highlights the “Compliance vs. Advisory” gap, noting that only about 5% of businesses have a true consultant or strategist in their corner. We provide three immediate action items, including the 30-Day Dependency Test, to help you start your five-year exit clock today. Finally, Brigitte shares a “What The Biz” win from a hotel coffee shop that turned a mechanical failure into a masterclass in employee empowerment and customer loyalty.
Show Topics & Sources
- The Reality of Business Sales: Why industry reports from the Exit Planning Institute suggest only 11% to 20% of businesses listed actually sell.
- The Exit-Ready Blueprint: Key requirements for a high-multiple sale, including due-diligence-ready financials, documented processes, and leadership depth.
- The Advisor Audit: Only 6% of businesses use a consultant, with many relying on friends or family for critical strategic advice.
- Revenue vs. Margin Trends: Why buyers look for 3–5 years of increasing profit margins rather than just “coasting” revenue.
- WTB Moment: How a pre-determined “drink on us” policy during equipment failure saved a brand and empowered its front-line staff.
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Hosts
Daniel Proczko – myPocketMarketing
Brigitte Vegter – Vegter Financial