The Silver Tsunami: The Coming Wave of Business Sales
24 November 2025
Over the next decade, a historic shift in U.S. business ownership is set to unfold. The Baby Boomer generation, which has driven the success of countless businesses over the last several decades, is aging rapidly, and a vast number of these business owners will be looking to sell their companies and retire.
The numbers are staggering: according to a recent report from the U.S. Census Bureau, more than half of all business owners in the U.S. are 55 or older, with nearly a quarter over the age of 65. This represents millions of businesses, worth over $10 trillion, that will soon be in need of new owners – and professional business brokers to handle the sales.
However, despite the size of the market opportunity, many of these businesses are stuck. A significant number of them are failing to sell, not due to a lack of buyers, but because of a range of challenges including lousy records, unrealistic pricing, and lack of the professional talent needed to get these deals done. This trend presents both a major challenge and an exciting opportunity for business owners, brokers, consultants, real estate agents, and potential buyers alike.
The Scale of the Opportunity
A staggering 12 million businesses in the U.S. are expected to change hands over the next decade or so, a transfer of ownership unprecedented in U.S. history. On the surface, this looks like a major opportunity for entrepreneurs, investors, and business brokers.
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However, despite the large number of businesses that will be up for sale, the market isn’t moving quickly. Many business owners are struggling to get their companies sold, and even those that do find potential buyers often face lengthy negotiations and multiple failed deals. For many business owners, the dream of selling and retiring is becoming a distant reality.
Why Businesses Don’t Sell
The reasons why businesses don’t sell are manifold. The biggest issue by far is price. Sellers often overestimate the value of their companies, leading to overpriced listings that turn off potential buyers. Without a realistic valuation – and a price that reflects that value – a business has little chance of selling.
But pricing is only part of the story. Poor financial records and disorganized operations are also major red flags for potential buyers. Many of these businesses have been run without a focus on scalability or long-term planning, and prospective buyers are hesitant to take on businesses with messy books, outdated systems and no clear growth trajectory.
Interested in learning what a business is worth? Check out our video series, “How Much is My Business Worth“on our YouTube channel.
Moreover, there is a generation gap in the types of businesses that are available for sale. Service-based businesses—such as plumbing, HVAC, electrical, and auto repair—are critical to the functioning of local economies but often require specialized skills. Many younger buyers are simply not interested in the long hours and hands-on work these businesses require, and as a result, these industries are facing a crisis of succession, notwithstanding the fact that they are ALL in demand by small and mid-size private equity firms.
Impact on Business Owners
For business owners, particularly those approaching retirement, this flood of businesses to market presents both a challenge and an opportunity. The challenge lies in the reality that not all businesses will sell easily or at a desirable price. Those who have not prepared their businesses for sale may find themselves with little leverage in a crowded market.
For owners looking to maximize the value of their business, preparation is key. Experts recommend that business owners begin planning for a sale at least three years in advance. This involves getting financial records in order, cleaning up operations, and ensuring that the business can be easily transferred to a new owner. Without these steps, owners may find themselves forced to accept lower offers or, worse, unable to sell at all.
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The sheer volume of businesses coming to market means that well-prepared businesses will stand out. A well-run, profitable business with clean financials and a clear growth trajectory will be far more attractive to potential buyers than one that is disorganized or overpriced. And in a crowded marketplace, there’s a lot of competition. A business that looks good on paper will always attract more attention and ultimately fetch a higher price.
The Role of Business Brokers
For business brokers, this impending wave of business sales represents an immense opportunity—and a big responsibility. With so many businesses looking for buyers, the demand for experienced, knowledgeable business brokers will only grow. Business brokers are essential in helping business owners navigate the complex process of selling their companies, from pricing and valuation to negotiation and closing the deal. But there aren’t enough of them.
This also means that the industry will need more skilled professionals to handle the influx of listings. Many business owners are unaware of the intricacies involved in selling a business, and a poorly handled transaction can lead to wasted time, frustration, and missed opportunities. A professional business broker can ensure that a business is priced correctly, marketed effectively, and positioned for a successful sale.
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Don’t Miss Out on the “Silver Tsunami”!
Unfortunately, not all business brokers are created equal. Many “self-proclaimed” brokers have little experience or training in valuing businesses or navigating the sale process, which can lead to frustrating and unsuccessful sales efforts. This is where the importance of choosing a skilled, trained broker becomes paramount. The number of untrained professionals—whether they are real estate agents, attorneys, or even accountants—who attempt to broker business sales is surprisingly high, and their lack of knowledge can be detrimental to the process.
Experienced brokers who know how to value a business properly, structure deals, and navigate the nuances of business sales will be in high demand. For those interested in becoming business brokers, now is an excellent time to pursue training and certification in the field. With the market set to explode in the coming years, the need for professionals who understand how to facilitate business sales will be crucial.
What It Means for Buyers
For buyers, the next decade will offer a wealth of opportunities. With so many businesses set to come to market, there will be no shortage of options to choose from. However, this also means that buyers will need to be discerning and careful in their approach. The sheer number of businesses available for purchase will increase the competition for quality deals, and buyers – especially those not represented by their own broker – will need to ensure they are properly prepared to evaluate the potential of any business they are considering.
While many businesses will be priced more attractively due to market forces, it is essential that buyers do their due diligence. Purchasing a business is a major investment, and even though prices may be lower due to an oversupply of businesses, buyers must ensure that they are not purchasing a company with hidden liabilities, poorly managed finances, or outdated system
The Bottom Line
The next 10 years will bring a wave of business transitions that will reshape the landscape of business ownership in the U.S. For business owners, brokers, consultants, and buyers, this is both a challenge and an opportunity. The market will be flooded with businesses for sale, and while this creates potential for savvy buyers, it also presents significant obstacles for sellers who have not prepared their businesses for transition.
For business owners, preparation is key to ensuring that their business stands out in a crowded market and achieves a successful sale. For brokers – and even real estate agents who get trained – this is a time of tremendous opportunity to help guide business owners through what will very likely be the most significant financial event of their life. And for buyers, it’s a time to be strategic, diligent, and well-prepared to take advantage of the coming wave of business opportunities.
Interested in learning what a business is worth? Check out our video series, “How Much is My Business Worth“on our YouTube channel.
“Many of life’s failures are people who did not realize how close they were to success when they gave up.“
– Thomas Edison
If you have any questions or comments on this topic – or any topic related to business – I’d like to hear from you. Put them in the comments box below. Start the conversation and I’ll get back to you with answers or my own comments. If I get enough on one topic, I’ll address them in a future post or podcast.
I’ll be back with you again next Monday. In the meantime, I hope you have a safe and profitable week.
Joe
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The author is the founder, in 2001, of Worldwide Business Brokers and holds a certification from the International Business Brokers Association (IBBA) as a Certified Business Intermediary (CBI) of which there are fewer than 1,000 in the world. He can be reached at jo*@*******************og.com
