What if the real value of a business isn’t found in the financials alone—but in the story, struggle, and identity of the person who built it? Are you truly helping clients prepare for a transition, or simply waiting and hoping the timing works out when it’s finally time to sell?

Too often, deals stall or fail not because the numbers are wrong, but because the owner isn’t ready. Exit timing, emotional readiness, and personal identity are deeply intertwined—and ignoring those factors can derail even the most “qualified” opportunity. Preparing a business for sale often means preparing the owner for change, letting go, and stepping into a new chapter long before the market forces the decision.

In this episode, Oliver Kotelnikov sits down with Sally Bergensen for an honest conversation about what really happens behind the scenes of an exit. Together, they explore why founders wait too long to transition, how brokers can build trust beyond the transaction, and what it takes to guide clients through both the tactical and human sides of selling a business.

If you’re ready to move from deal-maker to trusted advisor, subscribe for more conversations like this—and share this episode with a peer who’s willing to rethink what real success looks like in today’s business brokerage landscape.

Guest Links:
LinkedIn: https://www.linkedin.com/in/sally-bergesen/
Company: https://www.ibainc.com
Email: sally@ibainc.com

• (00:00:00) - The Next Venture
• (00:00:33) - Next Venture Alliance: Oliver Kotelnikov
• (00:01:25) - Meet Sally Bergeson
• (00:03:26) - How I met the man who changed my life
• (00:09:03) - Baked With Love: Olga Proski's Story
• (00:14:23) - Why Business Owners Are Leaving Their Business
• (00:19:40) - Cold Water Plunge
• (00:23:49) - How to Stop Complaining About Technology
• (00:27:01) - Discussing the Right Deal for Showtime
• (00:28:30) - The Importance of Industry Agnostic Business
• (00:32:52) - A Taste of the Transition
• (00:35:50) - Real Estate Broker: The Human Element
• (00:40:12) - BUSINESS BROKERS PRAYER
• (00:41:42) - The Whidbey Island Buyer
• (00:43:05) - Letting Things Breathe
• (00:45:59) - When to Sell a Real Estate Property?
• (00:48:51) - How To Sell a Physical Business to an AI Investor
• (00:53:16) - The Disconnect Between The Buyer and Seller
• (00:58:19) - Don't Know Everything About Your Business Before Talking to the Owner
• (01:02:29) - When to Sell Your Business?
• (01:06:30) - Exiting Your Business: Timing is Key
• (01:12:07) - How To Sell a Construction Property With a Millennial Buyer
• (01:15:49) - Oliver on Work-Life Balance
• (01:21:16) - Steve Jobs on Hard Work and the
• (01:26:15) - The Conditions for Entrepreneurial Success
• (01:30:10) - Balance in Work and Life
• (01:32:59) - Will AI Have an Impact on Construction?
• (01:37:58) - Top 5 Recommendations
• (01:39:05) - Steve Jobs on His Bucket List
• (01:43:55) - Top 3 Business Ideas of the Next 20 years
• (01:50:10) - Married Parents on Social Media
• (01:54:07) - Sally on the Next Venture Alliance Podcast