EP 128: It’s a Transition, Not Just a Transaction: Inside the Seller’s Journey with Denise Logan

Most owners think selling a business is only about numbers, but Denise Logan knows it’s more complicated than that.

Known as the “Seller Whisperer,” Denise has helped hundreds of sellers navigate the complex emotions that can affect deals. It’s not uncommon for business owners to experience identity loss, family conflict, shame, and the fear of “what’s next”.

Denise’s journey from therapist to lawyer to entrepreneur uniquely positions her to help owners face the reality that a sale is not just a transaction, it’s a transition. She is also the author of The Seller’s Journey, a book that helps readers understand the human side of every deal.

In this episode, you will:

• How unprocessed emotions can derail a sale
• Why early exit planning matters more than timing
• What trusted advisors can do to prepare their clients emotionally

Highlights:

(00:00) Meet Denise Logan

(02:49) The emotional landmines in business deals

(06:57) The importance of early exit planning

(11:04) When owners are not ready to sell

(15:37) How to facilitate a business transition

(21:56) The advisors’ duty to care for their clients

(24:28) Navigating owner’s pushback in business valuation

(33:18) Deal fatigue and emotional resilience

(38:36) Why owners need to be transparent during CIM 

(43:49) Your business is not your identity

Resources:

For past guests, please visit https://www.defendersofbusinessvalue.com/

Follow Denise:

Connect on LinkedIn: https://www.linkedin.com/in/deniselogan/

Website: https://deniselogan.com/

Follow Ed:

Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/

Instagram: https://www.instagram.com/defendersofbusinessvalue/

Facebook: https://www.facebook.com/bvdefenders