Mark Osborne explains why owner-dependent businesses don't sell well. If you're the only rainmaker bringing in deals, your business lacks the systems and processes buyers want. You need repeatable sales methods that work without you.
There's a number of areas. I think the first place I would point to is understanding whether or not you have an owner-dependent business. Mm-hmm. And for, for sake of conversation, you know, we could kind of point to some of the, the key culprits that make our business more dependent upon us. You know, this is a sales show, so you won't be surprised to know that I'm going to say, look, if you are the rainmaker in your business, Right. Or you're the only salesperson in your business, you're the only person who can sell and can connect and has the customer relationships, then how systematized is your sales process? Well, it's not, right? And so if we're looking to have a business that can grow and thrive without us, which is— whoa, big idea here, right? It's kind of like counterintuitive that the more we can have a business that thrives without us, the more valuable it will be.
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