When Waiting Costs More Than Selling: A Case for Acting Early
- Rebecca Frosch
- Sep 19
- 2 min read
Timing is everything. Advisors often ask us whether it’s better to hold off on a sale until they’ve grown a bit more, added new clients, or simply “feel ready.” While waiting can sometimes make sense, the reality is that delaying a transition often carries more hidden costs than most realize.
The Illusion of “One More Year”
Many advisors think: “If I just wait one more year, I’ll increase revenue, improve efficiency, and sell for more.” On paper, that logic seems sound. But in practice, the incremental lift rarely outweighs the risks:
Market Shifts – Valuations are tied to buyer appetite, interest rates, and capital markets. Waiting could mean selling into a softer environment.
Aging Curve – Buyers factor in owner age and succession risk. As time passes, your “personal runway” shortens, which can drag down multiples.
Burnout & Attrition – Advisors often underestimate how fatigue or staff turnover erodes both performance and deal attractiveness.
The Value of Certainty vs. The Cost of Delay
When you sell in a strong market, you’re not just capturing your current revenue stream, you’re locking in value at a capital gains tax rate and transferring risk to the buyer. Every year you wait, you’re essentially betting that:
Valuations will rise
Clients will stay
Your energy to run the practice won’t decline.
That’s a tough trifecta to sustain.
Real-World Example
One advisor we worked with debated waiting another three years before selling. Their goal was to grow revenue by 20%. In reality, market multiples compressed during that period, and their eventual sale price was only marginally higher, despite the extra effort and risk. If they had acted sooner, they would have achieved a cleaner exit, with less stress and more certainty around their future.
Why Acting Early Often Wins
Leverage Strong Multiples – When the market is favorable, take advantage. You can’t control future economic cycles.
Access to Top Buyers – The most competitive acquirers often prioritize advisors who are proactive about succession, not those waiting until they’re forced to sell.
Personal & Financial Freedom – Acting sooner allows you to reinvest proceeds, diversify wealth, and step into the next phase of life with confidence.
Final Thought
Selling your practice is one of the biggest financial and personal decisions you’ll ever make. And while it’s natural to think “waiting” will add value, more often than not, the opposite is true. Acting early doesn’t mean rushing, it means being strategic, intentional, and honest about the risks of delay.
At JPTD Partners, we help advisors evaluate not just the value of their business today, but also the cost of waiting. The smartest exit isn’t always the one in the distant future, it’s often the one you’re ready to take now.
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