On a recent episode of The Franchise Woman Podcast: Where Passion & Purpose Collide, hosts Rebecca Monet and Tracy Kawa spoke with Jessica Fialkovich, Founder and President of Exit Factor, an innovative franchise brand dedicated to helping business owners not only build profitable companies but also businesses that are sellable. With over a decade of experience in mergers and acquisitions, Jessica has overseen more than $250 million in business transactions, guided over 350 deals to the finish line, and worked with 700+ entrepreneurs to develop strategies for successful exits.
Lessons from Family History
Jessica’s entrepreneurial spirit runs deep in her family. Her grandfather once owned a thriving chain of pharmacies, but because he didn’t have an exit plan, he eventually sold his final location for pennies on the dollar and was forced to work for the very corporations he had resisted. This difficult chapter not only impacted his health but also shifted her parents’ views on entrepreneurship, teaching Jessica the dangers of building without planning for the future.
While her parents encouraged her to pursue a “safe and secure” career, Jessica’s own experience in the corporate world—being laid off during the 2008 financial crisis—revealed that nothing is truly safe. That moment sparked her decision to control her own destiny through entrepreneurship.
Learning Through Experience
Jessica’s first business was in the luxury wine industry. She and her husband grew the company, but when they decided to sell, they made the same mistakes many entrepreneurs do: no preparation, no tax strategy, and the wrong buyer. The fallout was painful, with employees losing jobs when the business collapsed under new ownership.
This experience led Jessica into the business brokerage world. She purchased a Transworld Business Advisors franchise, which grew into the company’s number one office worldwide, closing more than 1,700 deals over 14 years. From there, Jessica launched Exit Factor in 2018, developing a methodology to help business owners avoid the mistakes she and her grandfather made.
Why Exit Planning Matters
Jessica emphasizes that every business owner will eventually exit—whether by selling, succession, or closing the doors. The key difference lies in whether the exit is planned. Proper preparation can take 3–7 years, allowing time to shore up finances, resolve operational weaknesses, and maximize valuation.
One of her favorite client stories involves a concrete coating company. Initially, the owners didn’t see growth opportunities until Jessica identified recurring revenue potential in annual maintenance services they had been referring out. By bringing this service in-house, they not only created predictable income but also dramatically increased the business’s value.
Keys to Building Value
Jessica outlined several strategies for entrepreneurs preparing to exit:
- Focus on profit, not just revenue. Growth should be measured in profitability (EBITDA), not just sales.
- Look for recurring revenue. Predictable income streams—whether subscriptions, contracts, or maintenance—significantly raise valuations.
- Strengthen leadership and culture. Buyers pay more for businesses that are not overly dependent on the owner and have a strong management team in place.
- Plan early. Address weaknesses years before selling so that financial performance and valuation can improve steadily.
- Build the right team. Advisors, tax professionals, and legal experts ensure the exit process is smooth and profitable.
Exit Factor Today and Tomorrow
In late 2023, Jessica franchised Exit Factor under the United Franchise Group (UFG) umbrella. In just 19 months, the brand has expanded to 38 offices across 22 states, with more territories sold and multi-unit owners joining the network. The mission is bold: to reduce the staggering statistic that 87% of U.S. businesses never successfully exit. Jessica’s vision is to have Exit Factor offices in every major U.S. market and eventually expand internationally.
Her latest book, The Exit Factor, releases September 30 and outlines the very methodology she uses with clients—helping entrepreneurs prepare their businesses for a successful transition, whether in three years or decades from now.
A Life Beyond the Business
One of Jessica’s most powerful insights is that business owners must envision their life after the sale. Without a clear vision for the future, many unconsciously sabotage their exit out of fear or loss of identity. “If you’re not excited about the day after, it’s going to be really hard to execute your exit strategy,” she explained.
Jessica encourages entrepreneurs to “test drive” their future lives—whether that means writing, traveling, or even becoming a pickleball champion—so they’re ready to embrace what comes next.
Conclusion
Jessica Fialkovich’s journey is a reminder that success isn’t just about building a profitable business—it’s about creating one that can thrive without you. Through Exit Factor, she’s equipping entrepreneurs with the tools, strategies, and mindset to exit gracefully, profitably, and on their own terms.