What I Wish I Had Known Before Selling My Business
From My Desk — A Former Business Owner
By Brian Cassidy, Business Broker
When I owned my business, I was the typical operator. My focus was on serving clients, growing revenue, managing employees, and keeping the wheels turning. I was focused on the work—on the waste hauling side of the business—and I gave very little thought to me.
I Didn’t Have an Exit Strategy—And It Cost Me
Specifically, I never really thought about my exit strategy. I assumed that when the time came, I would simply sell the business. How hard could it be? I figured I’d deal with it when I was ready. I learned the hard way that this approach leaves money on the table.
Looking back, had I understood the full scope of services Keystone offers today, I would have absolutely engaged them well before selling my business—not just to list it, but to help prepare it. And not at the last minute. Two years out would have made a meaningful difference. My financial position heading into retirement would have been far more secure.
Now, working on the business brokerage side at Keystone and seeing deals from the inside, I know that outcome could have been different. With the right guidance, I could have increased revenue, reduced my tax exposure, and positioned the business far more effectively for sale. There were opportunities I simply didn’t know existed at the time.
What makes Keystone unique is the integration. Our CPA team works with owners to clean up financials, normalize earnings, and identify tax advantages that many business owners are unaware are available to them. Those steps alone can materially impact valuation and buyer confidence.
Our Wealth team then helps owners zoom out and focus on the bigger picture: What does life after the sale look like? How much capital is truly needed to retire comfortably? How should proceeds be invested to protect and grow what you’ve built? That clarity feeds directly into the work of our Business Brokerage team. Because once we understand what a business can sell for—and what it needs to sell for—we can help owners make smarter decisions long before a business ever goes to market.
I have no regrets about selling my business. But I do have reservations about how I handled the process—and I know I left money on the table.
Learn from me. Whether you’re considering an exit in one year or five, aligning the right advisory team early can change the outcome dramatically. Having CPA, Wealth, and Business Brokerage working together under one roof is not something you commonly find—not in Reno, not in Nevada, and frankly, not in most markets.
This isn’t about selling quickly.
It’s about selling prepared.
Final thought
If you’re beginning to think about what the next chapter looks like, I’d encourage you to start the conversation now—before opportunities are missed and decisions are rushed.