Fewer than one in four small businesses ever sell successfully. Let that number sink in for a moment.
Millions of business owners across the country are sitting on what they believe is their retirement plan, their legacy, their ticket to the next chapter. But when it’s finally time to sell, the vast majority discover they aren’t ready – and by then, it’s often too late to fix it.
In a recent episode of the Exit Strategy podcast, “Hidden Costs of Waiting Too Long to Sell Your Business,” Exit Factor founder Jessica Fialkovich sat down with host Barry Moltz to talk about why so many owners find themselves stuck and what it actually takes to build a sellable business. The conversation is packed with real-world insight that drives home why Exit Factor’s business consulting franchise exists – and why the demand for what our franchisees do is only growing.
Why so many business owners fail to sell – and why exit planning demand is surging
One of the biggest misconceptions Jessica tackles on the podcast is around timing. Owners assume they only need to start thinking about selling six months to a year before they want to exit. By the time most of them walk through the door and ask, “What do I need to do before I sell?” they’re already years behind.
The consequences go beyond a lower sale price. In many cases, the business simply doesn’t sell at all.
Waiting too long creates a cascade of problems. Owners lose the chance to gradually fix the issues that destroy value. Their pool of qualified buyers shrinks. And their personal flexibility disappears – retirement, burnout, health problems, or a market downturn can suddenly force a sale under the worst possible conditions.
Jessica compares it to an annual physical. It’s easy to put off. But when a serious issue finally shows up, you’ve lost control of the timeline. And with 63% of business owners planning to transition within the next 10 years, the wave of owners who need this kind of guidance isn’t coming. It’s here.
The #1 issue Exit Factor business consultants help owners fix
One of the most powerful moments in the episode comes when Jessica explains how much a business’s value drops when it depends too heavily on the owner. This is the single most common problem she encounters.
If sales would slow down when the owner takes 90 days off, if every major decision still runs through one person, if key clients expect to see the owner’s face – a buyer sees risk, not opportunity. They’re not buying a business. They’re buying a job.
On the podcast, Jessica walks through the practical steps owners need to take: documenting processes so the business can actually be transferred, building a management layer that can operate independently, and shifting client and vendor relationships from the owner to the company.
This is exactly what Exit Factor franchisees coach their clients to do every day. And the results speak for themselves: Exit Factor clients see an average value increase of 56%, an average profit increase of 25%, and on average double their free time through our proven methodology.
How Exit Factor franchisees help clients prepare to sell – the five-step framework
During the episode, Jessica outlines Exit Factor’s five-step framework for getting an owner truly prepared for an exit. This is the system at the core of what every Exit Factor franchisee brings to their clients.
Step one: clarify the owner’s long-term strategy and options. Will they sell to an outside buyer? Transition to a family member? Sell to an employee? Maximize cash flow and wind down? Each path requires different decisions years in advance, and most owners haven’t thought about it at all. Exit Factor franchisees guide that conversation from the beginning.
Step two: get the financials exit-ready. Jessica points out that most small business financials wouldn’t survive buyer due diligence. Personal expenses running through the company, mixed ventures, weak monthly reporting – it all works fine until someone wants to actually buy the business. Franchisees help clients build clean, consistent financial statements and develop realistic expectations about value based on earnings and industry multiples, not gut feeling.
Step three: systemize people and processes. Buyers pay a premium for businesses that can transition smoothly to new ownership. On the podcast, Jessica describes this as building something someone else can “step into.” This is where Exit Factor’s proprietary tools and benchmarking dashboards give franchisees a real edge in coaching their clients toward repeatable, transferable operations.
Step four: identify and execute on growth opportunities. Growth isn’t just about making more money today. It directly impacts what a buyer will pay tomorrow. Diversifying the customer base, expanding product or service lines, improving margins – these are the levers that move valuations, and Exit Factor franchisees know how to pull them.
Step five: assemble the right advisory team. Jessica uses the term “exit concierge” to describe the role Exit Factor plays. No single advisor handles everything. Business brokers, CPAs, attorneys, wealth managers – an owner may need all of them. The Exit Factor franchisee is the person who coordinates that team and keeps the exit strategy on track. It’s a trusted advisor role that generates recurring revenue and deepens client relationships over time.
The business consulting franchise market – why exit planning is an underserved niche
The consulting industry in the U.S. is valued at over $64 billion, and almost 70% of CEOs say their organizations use consulting services. But here’s the gap: there’s roughly one business consultant for every 1,850 businesses in the country. Plenty of consultants help business owners start or grow a company. Very few specialize in helping them exit – and even fewer have a proven, systematized approach to do it.
That’s the niche Exit Factor fills as an exit planning franchise. And 65% of consulting business comes from repeat clients, which means the relationships Exit Factor franchisees build tend to compound over time.
The broader market trends only accelerate the opportunity. Baby Boomers are retiring. Younger entrepreneurs are looking to acquire existing businesses. And the owners in the middle – the ones who built something worth buying but haven’t prepared for the handoff – need exactly the kind of help Exit Factor franchisees provide.
What makes Exit Factor a low-cost franchise opportunity with high earning potential
Jessica founded Exit Factor on decades of hands-on experience in business brokerage and exit planning. She’s seen thousands of deals – the ones that closed successfully and the ones that fell apart. That experience is baked into the systems, tools, and training every franchisee receives.
A few things that set this opportunity apart:
It’s a low-cost investment with no inventory or equipment to purchase or maintain. Total investment ranges from $62,845 to $86,995, making it one of the most accessible entry points in the consulting franchise space. You can work from anywhere and set your own schedule. The business model generates multiple revenue streams and recurring revenue, so income becomes more predictable over time.
Franchisees receive one week of in-person training at Exit Factor’s headquarters in West Palm Beach, Florida, followed by one week of on-the-job training in their market. After that, they have ongoing access to a dedicated Regional Business Advisor, proprietary client management tools, marketing support, and a national network of fellow franchisees and industry experts.
You don’t need a background in business consulting to succeed. Exit Factor’s training program covers the exit planning industry, business ownership fundamentals, and how to work as a business coach and consultant. What matters more than a specific resume is having the drive to help other entrepreneurs and the discipline to build relationships in your community.
Exit Factor is part of the Starpoint Brands division of United Franchise Group, bringing nearly 40 years of franchise expertise to support every owner in the system. Territories are available nationwide, and the brand is actively expanding into new markets.
Frequently asked questions about the Exit Factor franchise
What does an Exit Factor franchise owner do? Exit Factor franchise owners work as business consultants and coaches, helping small and mid-sized business owners increase the value of their companies and prepare for a successful sale or exit. Using Exit Factor’s proprietary five-step methodology, franchisees assess their clients’ personal, business, and financial goals, then build a customized exit strategy to help them reach those goals. The work includes financial cleanup, operational improvements, growth planning, and coordinating with brokers, CPAs, attorneys, and other advisors.
How much does it cost to open an Exit Factor franchise? The total investment for an Exit Factor franchise ranges from $59,415 to $82,345. There is no inventory or equipment to purchase, and franchisees can work from anywhere with a flexible schedule. This makes Exit Factor one of the most accessible franchise opportunities in the business consulting space.
Do I need consulting experience to become an Exit Factor franchisee? No. Exit Factor’s training program is designed to equip franchise owners regardless of their professional background. You’ll receive one week of in-person training at headquarters in West Palm Beach, Florida, followed by one week of on-the-job training in your market. Ongoing support includes a dedicated Regional Business Advisor, proprietary tools, marketing resources, and access to a national network of franchisees and industry experts.
What kind of results do Exit Factor clients see? On average, Exit Factor clients experience a 56% increase in business value, a 25% increase in profit, and double their free time through the brand’s proven methodology. These outcomes drive strong client retention and referrals for franchisees.
Why is exit planning a growing market for franchise owners? Fewer than 25% of small businesses sell successfully, and 63% of business owners plan to transition within the next 10 years. The U.S. consulting market is valued at over $64 billion, yet there is roughly one business consultant for every 1,850 businesses. Very few consultants specialize in exit planning specifically, which creates a large and underserved market that Exit Factor franchisees are positioned to capture.
Ready to learn more?
Exit Factor has target markets available across the country, and we’re actively looking for franchise owners who want to build a business that makes a real difference for entrepreneurs in their community.
If you’re ready to explore what ownership looks like, request your free franchise information today. It’s the first step toward building a consulting business backed by a proven system, a growing market, and a brand that’s earning national recognition.
