Helping Business Advisors Grow the Silver Tsunami ??

The wave of Baby Boomer business owners heading toward retirement—often called the “Silver Tsunami”—represents one of the largest generational shifts in business ownership history. For business advisors—lawyers, CPAs, wealth planners, and financial advisors—this presents both a challenge and an opportunity: ensuring that your clients are prepared for a successful transition while helping them unlock maximum value in today’s market.

With individual buyers taking unprecedented measures to seek out a company to acquire, lower interest rates, private equity and family offices expanding into the lower middle market (even into small business), and significant capital waiting to be deployed, conditions are favorable for business sales. In addition, M&A has made a homestead within Higher Education with institutions like Case Western Reserve University's Weatherhead School of Management not only teaching ETA, but producing PHD's on the topic as well. It's real.

Business owners without a plan will seek out their most trusted advisors before even talking to their spouses or significant others. More often than not, they have an internal plan and are not sure if it's even viable. Be prepared to help grow the Silver Tsunami by asking the right questions:

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Key Questions to Ask Business Owners

1. What’s Your Exit Plan? Many owners haven’t formalized a transition strategy. Ask if they have a timeline and what they envision for their business after they step away.
2. Have You Had a Business Valuation Done Recently? Market conditions shift, and business values change. A professional valuation can provide clarity on what their company is worth and whether now is the right time to sell.
3. Do You Know Your Ideal Buyer? Different buyers—ETA Buyers, strategic acquirers, private equity, family offices, or internal succession (management buyout, ESOP, family transfer)—come with different implications. Understanding their preferences can shape the exit plan.
4. Are Your Financials in Order? Clean, accurate financials increase a business’s attractiveness to buyers. Work with them to ensure financial statements, tax records, and projections are up to date.
5. How Will the Sale Affect Your Personal Wealth and Estate Planning? The sale of a business is often the largest liquidity event in an owner’s life. Coordinating with estate and wealth planning professionals early can help mitigate taxes and align post-sale financial goals.

Why the Market Is Ripe for Sellers

• Lower Interest Rates: The anticipated decline in interest rates makes acquisition financing more accessible and appealing to buyers, increasing demand.
• Cash on the Sidelines: There is a record amount of dry powder from private equity and strategic buyers actively seeking opportunities.
• Expansion of PE & Family Offices: More institutional and family-backed investors are targeting small businesses, creating competitive deal environments and stronger valuations.
• Individual Buyers Stepping Up: Sick and tired of the thankless corporate grind, individuals are training to buy companies. Watch out!!

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