Why Now May Be One of the Best Times to Sell — And Why You Should Be Ready

Fewer Listings. More Buyers. A Window of Opportunity for Small-Business Sellers

The numbers don’t lie, buyer enquiries are climbing while listings stay flat. Be ready before the crowd catches on.

Over the past year in Australia, we’re seeing a curious dynamic in the small-business resale market: there are fewer businesses listed for sale, while buyer enquiries are rising. And yet many of the likely sellers, members of the baby-boomer generation, are still holding on.This combination creates a real opportunity for well-prepared sellers, and a cautionary warning for those who are not.What the data are telling usAccording to SEEK Business, buyer enquiry volumes are up significantly; one recent post shows “enquiries on businesses-for-sale are up 19 %” in FY25. Facebook+1 Meanwhile, the number of available listings on the platform appears to have shrunk or at least not grown at the same pace as buyer demand. For example, other marketplace commentary notes down-listing of businesses in earlier years, albeit pre-COVID. The Property TribuneWhat this means: more competition among buyers, and a tighter supply of listed businesses, sellers may be in stronger negotiating positions.Why the baby-boomer generation mattersThe typical “exit” candidate for a small business in Australia tends to be in the baby-boomer age group. Many of these owners are reaching or already beyond traditional retirement age and are seeking to transition out of the business.Yet, if listings are falling while buyer interest rises, it suggests that many of these potential sellers are delaying their exit. That raises a few red-flags:

• They may not be fully “sale-ready” (i.e., with tidy financials, documented systems, clear transition plans).
• They may miss a window of favourable pricing or favourable tax/timing conditions.
• On the flip side, the buyers are already queuing , meaning if a business comes to market and is ready, it can attract strong interest.

The implications for sellersIf you’re a baby-boomer business owner (or advising one) this situation suggests a few things:

1. Timing is favourable. With fewer comparable listings, your business can stand out more and you may command better terms.
2. Preparation is critical. With more buyers chasing fewer assets, buyers will have higher expectations of quality. You’ll want your numbers, your operations, and your exit plan in order.
3. Don’t assume you have time. Many sellers assume “I’ll wait another year or two” , but if buyer demand continues rising and listings remain static, you risk increased competition among sellers and potentially lower margins.
4. Tax and structure matter. When supply is tight, buyers are still doing diligence and asking hard questions. A sale-ready structure (clear shareholder loans, robust financials, documented systems) can reduce friction and increase buyer confidence , translating into cleaner deals and potentially better value.

Final wordIf you’re planning an exit: recognise that while the market may look quiet at first glance (fewer listings), the underlying buyer interest is strong and growing. That means being ready never mattered more.For baby-boomer owners in particular: this may be a “sweet spot” – but only if your business is genuinely sale-ready. Otherwise, you risk running into a situation where you should sell but can’t easily bring the business to market on optimal terms.

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