Seller FAQ
Straight answers from Indiana's most experienced business brokerage. If you're thinking about selling — and have questions you haven't been able to get answered honestly elsewhere — start here.
01 Do you charge any money upfront to list my company?
No. Indiana Equity Brokers does not charge any upfront, marketing, or "packaging" fees to list your business.
Some so-called successful M&A and business brokerage firms charge upfront fees and we've heard every reason imaginable to justify them. The bottom line: if a firm can't afford to invest in marketing your company themselves, it's a strong signal they aren't successfully closing deals and earning success fees.
02 Do I have to pay for a business valuation?
No. We provide every prospective client with a free, no-obligation business valuation prepared by a CPA.
You should always know what your business is worth before signing any agreement with a broker. Request your free valuation here →
03 How do I sell while maintaining confidentiality?
The first contact we make with potential buyers is through a blind, anonymous profile of your company. Your location is described in general terms, key financials are summarized, and your products, services, and growth opportunities are highlighted — but your company is never identified.
Buyers must sign an NDA and qualify financially before any identifying information is released. See more details on maintaining confidentiality →
04 When should I tell my employees about the sale?
In most cases, it's best to wait until the sale is completed before telling your employees. Premature disclosure can damage morale, productivity, and customer relationships during the sale process.
The exception: a buyer may sometimes need to interview one or two key employees before closing. We help you manage that conversation when the time comes.
05 Who is the best business broker in Indiana?
It's critical to scrutinize any business brokerage professional before engaging them to sell your most valuable asset. The answers to these questions reveal everything about a firm's quality and integrity:
- Do you have a successful track record? Since 1996, Indiana Equity Brokers has sold over 900 companies.
- Can you supply references from former clients? We have video references and numerous written testimonials on our website. Want to talk to past clients directly? Just ask.
- Do I have to pay for a valuation? No — we provide a free CPA-prepared valuation with no cost or obligation.
- How will you market my business? No firm markets as aggressively as Indiana Equity Brokers. That's the foundation of how we sell businesses faster and for more money.
- Do you market nationally? Yes. We list Indiana businesses and market them nationwide. We're part of the largest national association of brokerage firms and have placed Indiana businesses with buyers from Oregon to Florida to New York.
06 How long does it typically take to sell?
In most cases, a competent M&A firm should be able to sell your company in 4 to 8 months. The typical timeline for an Indiana business sale is 5 to 9 months from listing to closing, depending on industry, deal size, and buyer financing.
07 Do I sell the property too — or lease it to the buyer?
Either is possible. You may receive offers for just the business (with rental income paid to you) or offers to purchase the business along with the real estate.
The choice is yours — and we structure the marketing to attract both types of buyers, giving you maximum negotiating leverage.
08 Will I be expected to offer seller financing?
You should expect to finance a portion of the transaction. Lenders in today's market are increasingly requiring seller participation, and SBA-backed deals almost always include a seller note.
Seller financing also signals to the buyer that you have confidence in the future of the business — which often translates into a higher overall sale price.
09 How long will I have to train the buyer?
It depends on the business and the buyer's background. Training can range from two weeks for a simple operation to a year or more for complex businesses. The transition arrangement is negotiated as part of the deal terms.
10 What are the most common reasons a deal doesn't close?
Two reasons account for nearly every failed deal:
- Declining financial performance during the sale. If revenue or profit drops materially from the original forecast, the business loses value and buyers re-trade. Run your business as if you'll own it for another two years.
- Surprises in due diligence. Hidden issues — undisclosed lawsuits, customer concentration, off-the-books practices — destroy buyer trust. And lack of trust kills deals.
11 When is the best time to sell my business?
The ideal time to sell is when the business is performing well, has strong future prospects, and you're personally ready.
A business at its peak — with positive financials, growing demand, and clean records — attracts more buyers and commands a higher price. Personal factors like retirement plans or new opportunities also factor into the timing.
12 When is the worst time to sell?
The worst time to sell is when the owner is under duress — facing personal hardship, financial pressure, declining health, or burnout — or when the business itself is in decline.
These situations lead to rushed decisions, lower valuations, and weak negotiating leverage. Selling during a recession, in a declining industry, or while facing legal or regulatory issues also produces poor outcomes. Plan early — that's the single biggest lever you have.