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Most business owners believe selling their company is a single event—a signature on a dotted line. But according to Chris Spratling, Founder of Chalk Hill Blue, treating your exit like an event is the fastest way to leave millions on the table.

In this episode, we unpack why the "illusion of readiness" kills deal value and why over half of all founders regret their exit within 12 months. Chris shares his experience from the private equity and consulting worlds to explain exactly what modern buyers are looking for. We move beyond basic EBITDA multiples to discuss the psychology of the seller, how to survive forensic due diligence, and the shift from "growth at all costs" to "predictability."

If you are building a business with the intention of selling—whether next year or in a decade—this conversation is your blueprint for maximum value and zero regret.

In this episode, you will learn:

The "Illusion of Readiness": Why having a profitable business does not mean you have a sellable business.

The 8-10 Drivers of Value: What acquirers actually look for (hint: it’s not just your bottom line).

Deal Structure Strategy: How to align earn-outs, non-competes, and tax efficiency with your personal life goals.

The Negotiation Edge: How one seller secured a 40% premium over the initial offer simply by being better prepared than the buyer.

Market Shifts: Why post-COVID buyers are paying for predictability over hockey-stick growth.

The Regret Trap: Why 50% of owners hate their deal a year later and how to ensure you aren't one of them.

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Timestamps:

(01:49) Why selling is a journey, not an event

(03:36) The difference between Perceived Value and Market Value

(05:56) Seller Readiness vs. Business Readiness

(09:21) How to negotiate deal structures and multiple bids

(17:55) How buyer psychology has changed in the last 5 years

(22:54) The #1 piece of advice: "Prepare like your life depends on it"

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Chris Spratling is the founder of Chalkhill Blue Limited, a leading business coaching and consulting practice that helps UK business owners scale effectively and prepare for profitable exits. With more than 30 years of experience owning, buying, and selling multiple seven-figure businesses, he brings deep, practical insight to every client engagement. He is also the author of The Exit Roadmap: The Insider’s Guide to Selling Your Business Profitably, where he distills his proven approach to exit planning and leadership transformation, including how to understand whether a business is truly sale-ready.

Website - https://chalkhillblue.org/

Check out his book - https://a.co/d/cKVGTFs

Take the Exit Readiness Survey - https://chalkhillblue.org/exitreadiness-survey

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The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You’ll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/