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Frequently Asked Questions
How do you find business owners who are thinking about retirement?
Retiring owners can be identified through a combination of public signals — ownership tenure, business age, age of the principal (inferred from SOS filings and related entity data), declining revenue trends, and lack of a visible succession plan. AI pre-diligence tools like Argus surface these signals quickly across dozens of prospects at once.
What age do most business owners sell their companies?
According to IBBA data, the largest cohort of business owners who sell are between 60 and 70 years old. Baby Boomers own approximately 2.3 million businesses, and the peak succession wave is expected to continue through the late 2020s as this generation exits.
How should you approach a retiring owner about selling their business?
The most effective approach is a warm introduction through a trusted center of influence — their CPA, attorney, or banker. Lead with market intelligence specific to their industry rather than a pitch. Demonstrate you understand their business before you ask about their timeline. Cold outreach with no context is rarely effective.
