The Highlights
Many owners wait too long to exit, and sell from a place of burnout.
Exhausted sellers make big concessions, accept lower offers, and lose negotiation leverage.
Buyers can recognize fatigue, and it weakens your hand.
The best deals materialize when you sell because you choose to, not when you’re compelled to.
Start exit prep before you want out, not after.
The Burnout Trap
Exhausted from always being the fire extinguisher. Drained by the late nights, the weekend calls, the weight that never lifts. Weary of being the answer every time.
And I get it.
But here’s the trap: exhausted sellers rarely achieve great exits. When fatigue sets in, judgment weakens. You agree too quickly. You miss the warning signs. You compromise on structure, on price, on fit. Why? Because in that moment, you’re driven by one thing: the desire to be done.
I've seen it firsthand:
The owner of a legacy contracting business who deferred over 50% of the purchase price for his business for 5 years because he was ready to shut down and "just be done."
A specialty manufacturing founder whose business skyrocketed, but he couldn’t keep up. Instead of getting help, he exhausted himself and his team fell from 40+ to under 10, and with it, so did the company’s value at exit.
A niche health & wellness business with multiple owners who outgrew their energy capacity, but weren’t willing to relinquish control. They held out for a high price and the delay took its toll. Business continued to decline = value erosion. Ultimately, they sold for roughly 40% less than they should have.
Same story, different names: waited too long, burned out, and surrendered leverage.
The Buyer’s POV
Here’s what many sellers overlook: buyers have a sixth sense at detecting fatigue.
The moment they sense you’re checked out, the balance of urgency tilts their way. They’ll chip away at valuation and shift more risk back onto you. And they’re not wrong to be cautious, because a burned-out owner is seen as a risk. Fatigue leads to oversights. It shortens transition commitments. It can tempt owners to gloss over issues just to close.
Strong buyers will lower their offers and tighten terms to counteract risk.
That exhaustion
Is
Expensive.
The Shift: Sell from Strength
The best exits don’t happen when you have to sell, they happen when you choose to. When you’re still engaged, energized, and have lots of runway left.
When you’re not under pressure. When you can negotiate from a position of strength and come in with low compulsion.
The most successful sellers start preparing earlier than they realize and extricate themselves from being essential in the business;
Document processes
Delegate responsibilities
Clean up their financial statements and reporting, and
Build a leadership team that doesn’t rely on them.
Just as important, they check in with themselves. Because if you wait until you’re running on empty, you’ll leave money and options on the table.
Tangible Takeaways
Exit before you're exhausted: If you’re tired, you’ve already lost some leverage.
Start prep 18-24 months out: Gives you time to fix gaps while you still care.
Track burnout: When you feel “done,” ask: Is this a season or a signal?
Build optionality: A sale should be a choice, not an escape route.
Run the business like you’ll keep it forever: But prep like you’ll sell tomorrow.
If this hit home, and you’re thinking about an exit in the next 3–5 years, DMs are open.
I share real, trench-level stories from the deal table every week.
Follow @exit_broker on X if you want to prep smarter, not just work harder.