A lot of entrepreneurs build businesses that revolve entirely around them without even realizing it—until it's time to step away. The systems are in their head, the relationships are personal, and the whole operation depends on their daily involvement. When buyers look at that, it doesn't scream opportunity—it screams risk. After all those years of sacrifice, the idea that no one wants what you've built can hit hard. It's not about how much it earns—it's about whether it can run without you.  John Martinka, co-founder of Nokomis Advisory Services, helps business owners plan and execute smooth exits. With 25 years in M&A, he focuses on companies valued between $5–20 million. He's also the author of Exit with Style, Grace and More Money and active in global service through Rotary. Today, he breaks down why businesses don't sell and how to fix that—by reducing owner reliance, tightening operations, and understanding valuation drivers. Tune in to find out more!  Quotes:  "Growth hides a lot of warts. You grow, then fix the warts after you've grown."  "Don't trip over dollars to save a dime."  "When you do the things you're supposed to do to make it more attractive to a buyer and get a higher price, your business ends up doing better for you."  Takeaways:  Document your business processes so another person could run your company without you being present daily.  Analyze your top customers and ensure no single client represents more than 20-25% of total revenue.  Schedule a third-party business review to identify hidden weaknesses and potential exit value improvements.  Create a written marketing plan and social media content calendar to increase business predictability and attractiveness to potential buyers.  Develop a management team that can operate independently of the owner's direct involvement.  Conclusion:  Business owners planning to sell should make sure the company can run smoothly without them. This means having clear systems in place, a capable team, and well-organized financial records. Buyers look for businesses that show steady performance, room to grow, and minimal risk tied to one person or a small group of clients. A strong brand and a clear path forward make the business more appealing and valuable. With the right preparation, a smooth and profitable exit becomes much more likely.  Links Mentioned:   Guest Links:   LinkedIn: https://www.linkedin.com/in/johnmartinka   Website: https://nokomisadvisory.com/  https://www.martinkaconsulting.com/  YouTube: https://www.youtube.com/c/JohnAMartinka  X: https://x.com/johnmartinka   Exit with Style, Grace, and More Money: Creating a Large Exit for Your Small Business: https://www.amazon.com/Exit-Style-Grace-More-Money/dp/B0DJW8VDC2 

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