How Long Does It Take to Sell a Business? (And What Can Speed It Up)
Ask any business broker or experienced buyer, and they’ll tell you the same thing: one of the fastest ways to lose a deal—or lose value—is disorganized or unclear financials. You could have a strong business with great margins, but if your books are a mess, buyers will either walk away or lowball you.
Here’s the truth: being profitable isn’t enough. To sell your business successfully, you need clean, organized, and verifiable financials. That means your records should be current, categorized properly, and able to stand up to buyer scrutiny and lender requirements.
In this post, we’ll unpack what “clean books” really means, why it matters more than most sellers realize, and what steps you can take now to get your business financially ready for the market—whether you’re selling soon or just planning ahead.
Want to know if your financials are deal-ready? Reach out to us today.
The Average Timeline to Sell a Business
On average, Main Street businesses (typically valued under $3 million) take 1 to 6 months to sell. M&A transactions—which are more complex and involve businesses valued between $3 million and $10 million—can take 6 to 12+ months to complete.
Some businesses sell faster, especially if they’re priced right, have clean financials, and operate in high-demand industries. Others may take longer, especially if the deal involves multiple stakeholders, third-party approvals, or complicated financial structures.
It’s important to understand that the sale timeline isn’t just about finding a buyer. The full process includes:
Preparing the business for sale (financial cleanup, documentation, positioning)
Marketing to potential buyers and qualifying serious prospects
Negotiating the deal and agreeing on key terms
Completing due diligence, including financial and legal reviews
Closing the transaction, often involving attorneys, lenders, and escrow
The more prepared you are going in, the more efficient the process will be. And with the right broker guiding the deal, timelines can stay on track—even when the stakes are high.
Key Factors That Influence Deal Speed
While some businesses sell quickly, others take longer—and it’s not just luck. Several key factors influence how fast (or slow) a deal moves forward. Understanding these variables can help you prepare and position your business for a more efficient sale.
1. Business Type and Industry
Some industries naturally attract more buyers. Service-based businesses like HVAC, beauty salons, cleaning companies, and specialty trades are often in high demand and can move quickly when priced right. On the other hand, businesses in niche or highly regulated industries may require a more specific buyer and face additional compliance hurdles, which can extend the timeline.
2. Financial Documentation
Clean, organized financials are one of the biggest accelerators in a business sale. Buyers and lenders want clarity—not confusion. When your books are accurate, categorized properly, and easy to review, you can shave months off the process. Sloppy records, missing reports, or commingled expenses almost always lead to delays during due diligence.
3. Asking Price and Valuation
Price matters. If your business is overpriced or out of sync with market expectations, it may sit on the market longer while buyers look elsewhere. A well-priced business—supported by clear valuation logic—generates more interest and faster offers.
4. Buyer Financing
Cash buyers can move quickly, often closing in 30–45 days. Buyers using SBA or third-party financing will require more time, typically 60–90 days after loan approval, with additional due diligence and lender requirements along the way.
5. Landlord or Franchisor Approvals
Lease assignments, franchise transfers, or license approvals can also create bottlenecks. These third-party approvals often take time and coordination, so starting early (and having your paperwork ready) can help avoid last-minute delays.
Common Roadblocks That Can Stall a Deal
Even with the right buyer and a great business, deals can get delayed—or fall apart entirely—due to avoidable roadblocks. Knowing what to watch out for can help you stay ahead of the curve.
One of the most common issues? Unclear or inconsistent financials. If your numbers don’t add up or can’t be easily explained, buyers will hesitate—and lenders might decline financing altogether. Similarly, unrealistic expectations from the seller (on price, terms, or timeline) can create friction and stall negotiations before they even begin.
Other common slowdowns include buyer indecision, cold feet, or simply taking too long to respond. On the professional side, delays can come from attorneys, CPAs, or other third parties who are slow to review documents or communicate with each other.
And of course, surprises during due diligence—like undisclosed debt, missing contracts, or legal issues—can send both sides back to the drawing board.
While not every factor is within your control, your preparation and the strength of your team can make a huge difference. The right broker helps you anticipate problems before they happen—and keeps the deal on track when the stakes are high.
What Can Speed Up the Sale of a Business?
While some factors are out of your control, there’s a lot you can do to accelerate the sale of your business. Preparation and partnership are key. Here’s what makes the biggest difference:
1. Get Financials in Order Early
Organized, up-to-date financials build buyer confidence and help lenders approve deals faster. Clean books reduce friction in due diligence and show buyers you’re serious and prepared.
2. Be Realistic with Price
Pricing too high will cause your business to sit on the market. A good broker will help you set a strategic price based on real data—not emotion—so you attract the right buyers without leaving money on the table.
3. Choose the Right Broker
A skilled broker doesn’t just “list” your business—they market it proactively, vet buyers thoroughly, and manage every stage of the transaction. At BBAZ, we prioritize communication, keep deals moving, and reduce delays before they start.
4. Prequalify Your Business for SBA Financing (if applicable)
If your buyer needs financing, we help streamline the process by working with trusted SBA lenders to prep your business ahead of time—saving weeks of back-and-forth.
5. Prepare Key Docs Before Listing
Have lease agreements, employee records, supplier contracts, and equipment lists ready to go. The more complete your file, the faster we can bring your business to market and close the deal.
The BBAZ Advantage: Keeping Deals Moving
At BBAZ, we know that time kills deals—and momentum is everything. That’s why our process is built around proactive communication, expert buyer vetting, and strategic problem-solving from day one.
We don’t just find buyers—we qualify them. Before anyone ever sees sensitive information or speaks with a seller, we ensure they’re serious, financially capable, and a good fit for the opportunity. This saves time, protects confidentiality, and keeps everyone focused.
Our team bridges the gap between all parties involved—buyers, sellers, attorneys, CPAs, lenders, and franchisors—so nothing gets lost in translation or stuck in limbo. Whether you’re selling a Main Street business or navigating a multi-million-dollar M&A deal, we manage the moving parts with confidence and clarity.
Even when deals get complicated (and they often do), we stay grounded in the details and flexible in our solutions. We anticipate roadblocks, manage expectations, and find the fastest path to close—without sacrificing value.
Our job is to remove friction, manage expectations, and guide the deal across the finish line.
Selling a business isn’t an overnight process—but with the right preparation and the right team, it doesn’t have to drag on or wear you down. Whether your business sells in 3 months or 12, the most important thing you can do is start early and surround yourself with experts who know how to keep deals moving.
Every day counts. The longer you wait, the more stress, delays, and missed opportunities can pile up. Don’t wait until you’re burned out or ready to walk away—start building your exit strategy now, on your terms.
Serving business owners across Phoenix, Tucson, Scottsdale, and the entire state of Arizona