Auctioneers and valuers spend their professional lives helping others realise value. They analyse markets, assess risk, and guide clients through the process of selling assets, from art and antiques to machinery, vehicles, and entire collections. But increasingly, a new question is emerging within the profession: what happens when the asset for sale is their business?

Across Australia, many experienced practitioners are reaching a point where they are considering succession, transition, or retirement. For professionals who have spent decades building trusted brands, loyal client bases, and specialist expertise, selling a business can be both exciting and daunting. It is a moment where professional knowledge meets personal legacy.

At the AVC26 Conference on the Gold Coast over 7–8 May 2026, this important topic will take centre stage in the presentation “So You’re Thinking of Selling Your Business”, presented by Ian Jones, Director of BusinessSales.com.au.

For many small business owners, the challenge is not the decision to sell, it is understanding how buyers actually assess a business. Profitability, growth potential, industry trends, operational systems, and risk all influence how a buyer views an opportunity. What might feel like years of hard work and reputation to the owner must translate into measurable value in the eyes of the market.

The reality is that selling a business rarely happens overnight. Ideally, preparation begins several years before a sale. Financial records should be clear, consistent, and supported by tax returns and BAS statements. Operational systems and procedures should be documented so a new owner can step into the business with confidence. Contracts with staff, suppliers, and key clients should be current and transferable, while digital assets such as websites, databases, and brand identity should be organised and secure.

Buyers will also look closely at the team’s strength, revenue stability, and opportunities for future growth. In many cases, what attracts a buyer is not only the business as it operates today, but also the potential they can see in it tomorrow. Presenting that story clearly can make a significant difference to both value and saleability.

For auctioneers and valuers who have spent their careers advising clients on value and market timing, this session offers a rare opportunity to apply those same principles to their own future.

If you have ever wondered what your business might be worth, or what it might take to one day pass it on, this is a conversation you won’t want to miss.

Join us at AVC26 Conference over 7-8 May 2028 on the Gold Coast and gain practical insights into how the market buys businesses, what buyers are really looking for, and how to position your business for a successful sale.

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Interested In Finding Out More?

If you’re interested in the AVC26 Conference, send an email to avc26.confrence@avaa.com.au or telephone 1300 928 165.  You can also stay up to date by following AVAA on LinkedIn, X/Twitter and Facebook.
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