The Hidden Risk of Selling Too Fast: Why Patience Pays Off

Towards the beginning of the year, I was speaking with a firm owner who had just gone through the sale of his practice. 

On paper, it looked like a win. 

He got a fair valuation, the buyer was established, and the deal closed smoothly. 

But when I asked him how he felt six months later, his answer surprised me. 

He told me the money was fine, but the transition had left him feeling restless. 

His staff had scattered, his clients were adjusting to new systems, and he hadn’t really thought about what his own days would look like after stepping away. 

What he expected to feel like “freedom” actually felt like a loss of identity. 

That’s the risk of selling too fast. 

The Rush to Exit 

It’s easy to see why so many owners want to move quickly once they decide to exit. 

Brokers dangle big promises. 

The workload feels heavier than ever. Technology, staffing, and client demands pile up, and selling starts to look like the perfect way out. 

The problem? 

Speed often comes at the cost of clarity. 

Owners who rush the process may: 

• Accept a lower valuation than their firm deserves. 
• Overlook whether the buyer’s culture matches their clients’ needs. 
• Fail to consider how their own purpose and daily life will shift after the sale. 

The Power of Slowing Down 

On the flip side, I’ve also seen what happens when a firm owner takes the time to prepare properly. 

One CPA I talked to was initially leaning toward a quick sale. But instead of jumping at the first offer, he spent time getting clear on what he wanted his next chapter to look like. 

He realized he didn’t want to completely leave the profession; he just wanted freedom from the parts of ownership that drained him.

 

We mapped out a plan: he merged with another firm that had strong systems in place, stayed involved in client advisory work, and transitioned his role gradually. 

Not only did he secure a better financial outcome, but a year later he was energized, fulfilled, and still deeply connected to his clients. 

Why Patience Pays Off 

The biggest mistake I see isn’t waiting too long to sell — it’s selling before you’re truly ready. 

Taking time to prepare your practice and clarify your own goals pays off in three ways: 

1. Financially: A stronger, more systematized practice commands a higher valuation. 
2. Relationally: Clients and staff are more likely to stay when transitions are thoughtfully planned. 
3. Personally: You step into the next phase of life with confidence and purpose — not regret. 

The Takeaway 

Selling or merging your firm isn’t just a business transaction. It’s a once-in-a-lifetime decision that shapes your finances, your relationships, and your identity. 

So before you rush, ask yourself: “Am I clear on what I want life to look like after the sale?” 

Because when you have that clarity, patience stops feeling like delay. It starts feeling like wisdom.