The psychology of exit and overcoming its emotional barriers

31 May 2023

Exiting a business can be a daunting and emotional experience, particularly for entrepreneurs who have invested years of hard work, passion, and dedication. The decision to exit is influenced by a variety of factors, such as retirement, financial goals, changing market conditions, or a desire to pursue new opportunities. 

However, despite the potential benefits, many entrepreneurs struggle to make the decision to exit their businesses due to the psychological barriers they face. 

So, what are the key psychological barriers to exit and how can you overcome them?

Loss aversion

One of the most common emotional barriers to exit is loss aversion.

Loss aversion refers to the tendency to feel more strongly about losses than gains, even when the outcomes are objectively the same. For entrepreneurs, this means that the fear of losing what they have built can outweigh the potential benefits of exiting their businesses. This can lead to a reluctance to sell or transfer ownership, even when it’s the best decision for their long-term goals.

To overcome loss aversion, it’s important to reframe the narrative around exiting.

Rather than focusing on what is being lost, shift the focus to what can be gained. Consider the potential for new opportunities, financial security, and the ability to pursue new passions.

It’s also helpful to remind yourself of the reasons why you started your business in the first place, and how exiting can align with your original vision and goals.

Identity attachment

Entrepreneurs often identify strongly with their businesses, viewing them as extensions of themselves. This can make it difficult to separate their personal identities from their professional ones, leading to a reluctance to let go of their businesses. Losing this identity can cause feelings of uncertainty and a loss of purpose.

It’s essential to shift the focus from what the business represents to what it has achieved.

Reflect on the accomplishments, milestones, achievements and the legacy that has been created. It’s also helpful to explore new hobbies, interests or causes that align with your values and can provide a sense of purpose beyond your business.

Emotional investment

Entrepreneurs often invest a significant amount of time, energy, and emotion into their businesses. This emotional investment can make it challenging to step away and entrust the future of the business to someone else.

You should recognise that exiting a business is not a reflection of failure, but rather a strategic decision for long-term success.

Consider the potential benefits for yourself, your family and your employees. It’s also helpful to have a clear plan for what comes next, whether it’s a new business venture, retirement, or pursuing other passions.

Fear of the unknown

Exiting a business can be a significant change, and change can be uncomfortable and frightening. The fear of the unknown can make it difficult to act, leading to procrastination or a reluctance to decide.

To overcome the fear of the unknown, it’s helpful to identify the specific fears and concerns you have and address them one by one.

Consider the potential risks and rewards of exiting and have a contingency plan in place. It’s also helpful to seek advice and support from trusted professionals who can guide you through the process and provide a sense of confidence and security.

Exiting a business can be an emotional and challenging experience, but by understanding the psychology of exit and overcoming its emotional barriers, entrepreneurs can make informed decisions that align with their long-term goals.

By reframing the narrative, shifting the focus, and seeking advice and support, entrepreneurs can exit their businesses with confidence and a sense of purpose for what comes next.

If you’d like to talk about your business’ exit strategy needs in more detail and would like to understand how we can help you prepare for exit, then contact us at, call 01908 980 400 or leave a message here.