You’ve probably got a number in your head:
“$5 million and I’m out.”
Or, “If I can just sell for $3M, I’ll retire happy.”
But here’s the truth most owners miss:
Valuation isn’t the only number that matters.
How the deal is structured — earnouts, holdbacks, taxes, debt payoff, and even timing — determines what you actually walk away with.
Instead of obsessing over top-line price, work backwards:
Ask yourself:
Once you know your ideal outcome, you can evaluate — or structure — deals that actually match it.
Let’s say you get a $5M offer. Sounds great, right?
But…
Your real take-home today? Maybe $3M — and the rest is at risk.
But if your real goal was $3.5M upfront with no strings?
You might be better off accepting a lower headline price with cleaner terms.
Open a blank doc and write this sentence:
“I would feel great selling if I walked away with $____ in cash by ____ date.”
Then ask:
This is how real sellers take control of their exit.
Download the free Exit Toolkit — and learn how to prep your business and structure your deal to walk away with what you really want.