Andrew | The Exit Engineer

Helping founders turn hard work into life-changing exits • Ex-restaurateur turned dealmaker • M&A advisor on 7+8-figure deals • Foodie|Golf rookie|BTC believer

[Andrew | The Exit Engineer @exit_expert]

In 2026, you don’t need AI to 10x your business.

You need a business that a buyer actually wants to own. Here’s the framework I use to help owner-operators build premium, sellable businesses:

The 5 P’s of a Sellable Business (2026 Edition)
If you want a high multiple, you need these locked in:

1. Profit – Clean, consistent, ideally >15% margins. Recurring revenue? Even better.

2. Processes – Systems that run without you. SOPs, workflows, automations - get it out of your head.

3. People – A reliable second layer. Buyers don’t want to buy your job.

4. Positioning – Clear niche, strong brand, and a unique hook. Commodities get discounted.

5. Proof – Rock-solid books, clean financials, and data that builds confidence. Sloppy numbers kill deals.

I’ve sold businesses that ran on QuickBooks and spreadsheets, because they nailed these 5.

If you’re planning to sell in the next 12–36 months, start here. 2026 is the year to turn your business into an asset.

[Andrew | The Exit Engineer @exit_expert]

@SMB_Attorney I feel this one… cheers to a good year, Eric!

[Andrew | The Exit Engineer @exit_expert]

@lindsaybitcoin Legend, so well deserved!!

[Andrew | The Exit Engineer @exit_expert]

Your passion is best illustrated in the people and team you’ve built around you - a gang of killers who crave success every day, helping business owners grow their businesses by leaps and bounds.

Truly impressive, Stryker’s biggest and best days are ahead of it 🫡 can’t wait to work with y’all

[Andrew | The Exit Engineer @exit_expert]

Paul starts the year off with another banger!

[Andrew | The Exit Engineer @exit_expert]

@paulswaney3 This is amazing Paul, would love to see it! Integration 🫡

[Andrew | The Exit Engineer @exit_expert]

@SMB_Attorney This is the way!

[Andrew | The Exit Engineer @exit_expert]

@harleyf

[Andrew | The Exit Engineer @exit_expert]

@SMBJackieHirsch @SBurkholder7 Thanks for the shoutout, Jackie! A major compliment coming from one of the GOATs of our industry

I truly appreciate you

[Andrew | The Exit Engineer @exit_expert]

@BoringBiz_ Classic film 😅

[Andrew | The Exit Engineer @exit_expert]

@SMB_Attorney Great reward comes with great risk, and usually not before.

[Andrew | The Exit Engineer @exit_expert]

Finding the right buyer isn’t about getting the highest number. It’s about getting the right outcome.

Here’s what I’ve seen after a decade in the trenches:

➡️The wrong buyer will nickel-and-dime you post-LOI.

➡️The right buyer will fight to close.

➡️The wrong buyer will see your business as a fixer-upper.

➡️The right one sees the foundation and wants to scale it.

This matters especially for owner-operators.

Because the “fit” shows up in:

1️⃣How earnouts are structured
2️⃣How they treat your team
3️⃣How they value your legacy

One of my best deals wasn’t the highest offer.
It was the buyer who understood the culture, backed the GM, and had a 10-year plan…not a 3-year flip. The seller told me 6 months later:

“Best decision I ever made.”

Remember: you’re not just selling numbers.
You’re handing over your life’s work. Choose accordingly.

If you’re thinking about selling someday, but don’t just want a spreadsheet buyer - follow me for grounded M&A advice.

[Andrew | The Exit Engineer @exit_expert]

Just read @STLChrisH latest newsletter and it is a must-read if you’re operating (or buying) anything with people and phones.

They’re shifting to an AI-led call center. And he’s honest about the panic, upside, and execution risk.

As a buyer, I love this.

It shows:

➡️Clear thinking under pressure
➡️Willingness to rethink sunk costs
➡️A path to higher margins + lower churn

Change like this doesn’t just improve ops, it moves multiples. Smart operators make bold bets before they need to.

[Andrew | The Exit Engineer @exit_expert]

There are generally two types of buyer classes (with many flavours in between). The “Sophisticated Buyer Class” and the “Operator Buyer Class” - knowing who your ideal buyer is, and what they’re looking for, can be crucial for a successful transaction.

Most “Operator Class” buyers aren’t looking for a rocket ship. They want a solid boat that won’t tip when they step in.

Here’s what they care about:

✅Reliable cash flow
✅Simple business model
✅Clean, understandable financials
✅Transition support from the seller
✅Low working capital and CapEx needs
✅A business they can actively operate

Here’s what they fear:

🚫Specialized skills they don’t have
🚫Key staff quitting post-close
🚫Jumbled ops or cash flow complexity
🚫Revenue streams they can’t explain
🚫Major customer/culture shock from new ownership

Bottom line: If your business can run clean without you, it’s worth more than you think.

Want to prep your business to sell for more? Follow me here @exit_expert - I write for owner-operators who want strong exits.

[Andrew | The Exit Engineer @exit_expert]

@fahdananta @Replit Does Roach Capital ever miss? Generational run

[Andrew | The Exit Engineer @exit_expert]

@charliewrich I mean you should atleast tag @collin_ruth89 … no? 🤣

[Andrew | The Exit Engineer @exit_expert]

@aiouy @shakepay Well on the way to comma club!

[Andrew | The Exit Engineer @exit_expert]

@martindesouza_ @dharmesh Canes coming to a Canadian city near you!! (Soon, hopefully 👀)

[Andrew | The Exit Engineer @exit_expert]

@lindsaystamp3 Have fun Linds!!

[Andrew | The Exit Engineer @exit_expert]

@ConnorAbene These books will be…messy 🤣