“I am tired and frustrated.  I have had enough and plan to sell my business and exit the industry by 30 September.”

 So lamented the business owner of a professional services firm after nearly 40 years in the industry

 I leaned forward listening intently as he outlined the exit plan, which was logical and achievable.

I responded:  “This is a sound plan but what happens next?”

 The business owner frowned unsure as to how to answer:  “What do you mean?”

 I responded:  “Once you exit the business, how are you going to spend your time?  What will be your purpose?”

 The business owner went silent and leaned back in his chair.

 I continued: “You built a business over 40 years based on deep client relationships.  Your clients trust you personally.  When you exit and they have questions, they won’t call the new owners.  They will call you.  What will you say?”

I waited.

After what seemed an eternity, he leaned forward and said exasperated:  “I don’t know”. 

 That’s when I gave him a warning.  Like Michael Corleone in Godfather III:  “Just when I thought I was out, they pull me back in.”

 The business owner left committed to two things:  talking to his best clients about the transition while figuring out what comes next for him personally.

The exit plan was sound and achievable.  Now he needed to plan the next phase of his life.

Most exit plans fail because they only plan for the exit.  They don’t plan what comes next.  That creates a vacuum that pulls you back.  Every time.