Getting a business pre-qualified by the SBA before going to market may seem like an extra step, but for Sellers who want to attract stronger offers and speed up the sale process, it can be a powerful advantage. A pre-qualification helps validate the asking price, gives Buyers a clearer financing path, and signals that the business is well-positioned for a smooth transition.
Selling a business is a major decision, and wasting time with the wrong party can jeopardize the outcome. While many Buyers approach the process with respect and seriousness, others show signs early on that they may not be ready, aligned, or trustworthy. Here are some of the most common red flags, and why they matter.
1. Unrealistic Demands or Expectations
When it comes to buying or selling a small business, financing often makes or breaks the deal. For many Buyers, especially first-time or non-cash Buyers, SBA lending opens the door to opportunities that would otherwise be out of reach. For Sellers, it increases the pool of qualified Buyers and helps deliver stronger offers with more certainty.
A well-run sales process doesn’t just keep things organized, it protects the Seller’s time, focus and value. One of the most powerful benefits of a strong, deliberate process is that it naturally filters out tire-kickers and brings forward the serious Buyers.
When it comes to buying a business, not every interested party is a serious Buyer. A serious Buyer is both financially and experientially capable of running the business they pursue. They demonstrate readiness, follow through on commitments, and approach the process with professionalism and respect.
When a Buyer submits an offer for a business, they often present a good preliminary offer with the idea that there will be time for negotiation later. In an environment where a Seller is receiving multiple strong offers, that approach can fall flat. We often advise Buyers to lead with their best offer upfront. There is only one chance to make a first impression, so why not make it count? A Buyer should focus on how their offer can capture the Seller’s attention and show commitment right from the start.
When it comes time to sell, one of the clearest signs of a well-run business is strong financial control. For Buyers, this signals that the company is stable, transparent, and professionally managed. For Sellers, it can mean the difference between a smooth transaction and a drawn-out negotiation.
When a business owner receives a serious offer, it can feel like the finish line is finally in sight. After months of preparation, conversations, and careful positioning, getting under agreement often feels like the moment everything falls into place. So when a Buyer suddenly backs out, it can feel like all is lost. The truth is, deals fall apart more often than most Sellers expect. It is part of the process, and while disappointing, it can also be one of the most valuable learning experiences.
