Selling a business, 2025 in review: a market that steadied and rewarded quality.
A year-end read on the business-for-sale market, and what the data means if you own a franchise you may one day sell. Tap any card or “full data” link to go deeper.
The year steadied, and prices grew.
About 9,586 small businesses changed hands over 2025, up slightly from the year before, as the market stabilized after a choppy start. Median prices, cash flow, and revenue each rose about 2 to 3%.
Flat volume with grinding-up prices is a healthy, disciplined market. After an early-2025 dip, owners returned to capture strong valuations, and profitable, well-run businesses went under contract within weeks.
For years, a slower market meant lower prices. In 2026 that link broke, and the distinction matters if you own a business you may sell. A good business is not being dragged down by soft headlines.
For a franchise owner, the takeaway is not to wait for a perfect market. It is to make sure your business is one of the ones getting the strong offer, by being prepared before you go to market.
A supply problem, not a demand problem.
The slowdown is not buyers retreating. It is a shortage of quality businesses coming to market.
The data backs this up. In a national survey of private business owners, about half say they will not transfer ownership for more than five years, and broker records show retirement drives roughly two thirds of the businesses that do sell. Fewer owners coming to market means the prepared ones who go now face less competition.
Brokers are consistent on the cause: quarters have been quieter because fewer quality businesses listed, not because buyers disappeared.
One caveat is worth stating plainly. This leverage applies to quality. A strong, well-documented business sits in the driver’s seat, while a marginal or messy one faces the opposite, a buyer’s market.
First-time owners still lead the buyer pool.
On Main Street, nearly half of 2025 buyers were first-time owners, with serial entrepreneurs next. In larger deals, private equity and strategic buyers take a bigger share.
Add the surge in search-fund and Entrepreneurship Through Acquisition buyers, and the pool is deeper and more capable than it has been in years. They want cash flow and systems from day one, not a startup. That is a franchise resale, almost exactly.
Who is buying depends on your size. Below about two million dollars, buyers hold more leverage and watch financing, margins, and operating risk closely. Above that, strong businesses still draw real competition and often multiple offers. And more and more, the buyer is a company or a private-equity-backed operator: strategic and existing businesses account for roughly 45% of acquisitions, with private-equity add-ons another 22%.
They also know what they want. Profitability ranks as their number one priority, and the vast majority are looking for recession-resistant businesses that are already thriving.
The result is a deeper, more capable buyer pool than the market has seen in years, a real advantage for a prepared franchise seller. Just remember these buyers are sophisticated: they arrive with financing lined up and advisors who scrutinize the numbers, so being ready matters.
Buyers want seller financing. Owners refuse.
It is the widest disconnect in the market, and it stalls deals that could otherwise close.
With SBA rules tighter in 2026, even a modest seller note strengthens a deal and widens your buyer pool. Handled well, it is leverage, not risk. Nearly 8 in 10 buyers expect to use SBA financing, so SBA eligibility matters more than ever.
Owners often read a financing request as a sign the buyer cannot afford the business. In today’s market, that is usually wrong. It is simply how serious, well-qualified buyers structure deals, and how lenders prefer to see them structured.
A business open to a reasonable seller note attracts more qualified buyers and closes faster. One that flatly refuses narrows its pool. For franchise owners, it is worth deciding early what you are open to.
Lenders are clear about what gets a deal done. Banks report that weak earnings quality and high existing debt are the top reasons they decline a loan, and most now run SBA-backed programs. A clean, well-documented business is what gets your buyer approved.
Most owners have no idea what they’re worth.
More than half have an exit plan, but only 14% have a professional valuation and 35% admit they have no idea what their business is worth.
In a market where buyers and lenders scrutinize every number, guessing is expensive. Preparation, not timing, is what separates a competitive sale from a slow one.
It gets starker at the deal table. Among businesses that recently went to a broker, 64% had done no formal exit planning first, and only about one in four had ever sat down with an advisor. The owners who prepare do not just sell faster, they stand out in a field where most sellers arrive unready.
Guessing costs money both ways. Price too high and the business sits and gets discounted. Price too low and you never realize what you left on the table.
A real valuation does more than give you a number. It surfaces what is quietly dragging your value down, the owner-dependence, the messy books, the lease, while you still have time to fix it. Knowing your number is the step that changes every decision after it.
Bigger, cleaner businesses earn higher multiples.
In 2025, multiples rose steadily with deal size. Smaller Main Street businesses traded near 2 to 3 times earnings, while lower-middle-market companies reached 4 to 5.5 times, and advisors expect those levels to hold.
The pattern is consistent: larger, cleaner, less owner-dependent businesses command higher multiples, because a buyer is paying for reliable cash flow and lower risk. By sector, personal and business services led deal volume in 2025, while manufacturing was hit hardest by tariffs, with median prices down about 37%.
The pattern is consistent: recurring, service-based, lower-overhead businesses are in demand, while discretionary, margin-thin businesses face more scrutiny. Many franchise models, especially home services and membership concepts, sit on the favorable side of that line.
Franchising itself is still growing.
Zoom out from any single deal and the franchise sector is expanding. Industry forecasts project franchising to add more than 20,000 net new units in 2025, with total output topping $936 billion and franchise employment passing 9 million for the first time.
Growth is not even. It is strongest in value-oriented retail, home health and wellness, and recurring-service categories, and in fast-growing states like Texas, Florida, Georgia, Arizona, and the Carolinas. Just as important for an owner weighing an exit: the buyers are getting bigger. Private-equity interest in franchising is rising and consolidation is accelerating as multi-unit and multi-brand operators expand their footprints. For a franchise owner, that means a deeper and more sophisticated pool of buyers actively looking for established, well-run locations.
Franchising now spans roughly 830,000 establishments, supports about 8.8 million jobs, and accounts for close to 3% of U.S. economic output. Unit-level success softened in 2025 under higher costs but is projected to recover through the second half of 2026 as financing conditions ease. The through-line for sellers is simple: you are selling into a growing industry that well-funded buyers want a bigger piece of.
Private-company multiples cooled modestly into year-end.
Zoom out to private-company M&A: EBITDA multiples eased to about 3.5x in Q4 2025, settling into the mid-3x range as pricing cooled modestly heading into 2026.
Multiples vary widely by sector and by the quality of the individual business. Information, finance, and utilities command the highest multiples, while accommodation and food services sit lowest. Within any sector, the multiple a specific business earns depends on its risk, its growth, how clean its books are, and how much it relies on the owner.
That is why no online calculator or rule of thumb can tell you what your business is worth. The multiple is set by the details, and those only surface in a proper review.
If you own a franchise, this market favors the prepared.
You already have what buyers want
An established brand, proven systems, training, and often recurring revenue, exactly what today’s buyers are competing for.
The buyer pool is deep
Corporate refugees and acquisition entrepreneurs want a business that already works, not a startup.
Preparation is the lever
Clean books, low owner-dependence, and SBA eligibility decide whether you get a strong offer or a slow sale.
Know your number first
The highest-leverage step you can take is finding out what your business is worth before you go to market.
Selling a business at the end of 2025, answered.
Was the end of 2025 a good time to sell a business or franchise?
Yes, for a prepared, quality business. 2025 ended in stabilization: full-year sales were up slightly, median prices rose about 2%, and cash flow and revenue each rose 3%. Profitable, well-run businesses went under contract within weeks, and 65% of brokers expected more deals in 2026.
What were small businesses selling for at the end of 2025?
The median sale price was about $350,000, up 2% for the year, with median cash flow up 3% to $158,950 and businesses selling at about 94% of asking. Multiples vary by size and quality: smaller businesses tend to trade on a multiple of seller’s discretionary earnings, larger ones on EBITDA. These are market ranges, not a valuation of any specific business.
How long does it take to sell a business?
Most sales take about seven to ten months from listing to close, with larger deals on the longer end. Preparation before you list is the biggest factor in a faster, cleaner sale.
Do buyers expect seller financing?
About 9 in 10 buyers expect some seller financing, yet fewer than a third of owners plan to offer it. A reasonable seller note widens your buyer pool, helps SBA-backed deals close, and is leverage rather than risk when handled well.
What makes a franchise easier to sell?
Clean books, low owner-dependence, documented systems, and SBA eligibility. Most sellers arrive unprepared, so getting ready before you go to market is the highest-return step you can take, and it makes your business stand out.
Find out what your franchise is worth in today’s market.
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This is the archived year-end 2025 edition. The current report always shows the latest quarter.