
The Small-Business Retirement Wave: How to Build an Exit Buyers Will Actually Pay For
A March 2026 survey of about 1,000 U.S. small business owners found 40% expect to retire within a decade while 70% have no formal succession plan. Buyers price a small business on seller's discretionary earnings times a 2x–4x multiple, discounted for owner dependency, customer concentration and unreliable books. This guide lays out a six-part, three-to-five-year plan — two target numbers, three years of clean financials, operational replaceability, risk de-concentration, a deliberate exit path (third-party sale, family succession, management buyout or ESOP), and a reverse-built timeline with a CPA and attorney — plus the three mistakes that shrink exits.










