Mark Hartmann on Pull the Chute: Your Business Isn’t Ready to Sell...And You May Not Even Know It
- Mark Hartmann, MBA
- Jun 26
- 2 min read
Updated: Jun 27
Most business owners don’t lose value at the closing table.
They lose it years earlier — in their financials, their systems, their customer concentration, their management gaps, and the way the business depends too heavily on the owner.
I recently joined Jeff Sesol and Janna Landry on the Pull the Chute - Grow your People, Grow your Company Podcast to discuss what it really takes to prepare a business for sale.
The episode is called “Your Business Isn’t Ready To Sell...And You May Not Even Know It Featuring Mark Hartmann.”
Listen to the conversation here: https://www.buzzsprout.com/1919356/episodes/19228675
In this episode, we talk about why so many owners believe their business is more sellable than it really is — and what buyers, lenders, and advisors are actually looking for when a company goes to market.
A few key takeaways listeners will get from the conversation:
Why valuation is not just about revenue or profit. Buyers look closely at risk, transferability, documentation, customer concentration, leadership depth, and the quality of the company’s earnings.
Why financial cleanup matters before you go to market. Messy books, unclear add-backs, weak reporting, and unexplained expenses can create buyer doubt, slow diligence, and reduce deal value.
Why owner dependency can quietly hurt the sale. If the owner is still the chief salesperson, operations manager, customer relationship holder, and problem solver, buyers will see risk, and risk usually shows up in the offer.
The truth is simple: every business owner exits eventually. The only question is whether that exit happens on your terms or the market’s terms.
If you own a business and are thinking about selling in the next few years, this episode is a good reminder that preparation is not a last-minute project. It is the difference between going to market with leverage and going to market with problems.
At HartmannRhodes, we help business owners understand what their company is worth, what buyers are likely to care about, and how to position the business for a successful sale.
You only sell your business once. Make it count.
Mark Hartmann is a former business owner turned M&A advisor—and the author of Sweat Equity Payday—who knows firsthand what it takes to build, grow, and sell a successful company. A three-time Inc. 5000 CEO honoree, he led his own eight-figure sale and now helps business owners sell companies worth $1M to $25M. Mark understands that selling a business is personal, not just financial. That’s why he works closely with owners to maximize value, protect their legacy, and transition on their terms.
He holds an MBA from Eastern University and a master's degree in organizational change management from St. Elizabeth University, as well as Certified M&A Professional (CM&AP), Certified Business Intermediary (CBI), Certified Exit Planning Advisor (CEPA), and Certified Value Builder (CVB) credentials.
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HartmannRhodes advises owners of companies typically valued between $1–$25 million. If you’d like a structured pre-sale valuation review and a readiness roadmap, we can walk you through the process and tailor it to your timeline and goals. Contact us today!
Blog: Mark Hartmann on Pull the Chute: Your Business Isn’t Ready to Sell...And You May Not Even Know It