The Buy/Sell Agreement Most Co-Owners Don't Have Until They Wish They Did
The Importance of Planning Ahead

The Buy-Sell Agreement Most Co-Owners Don't Have Until They Wish They Did
Most co-owned businesses have an operating agreement or a shareholder agreement. Far fewer have a thoughtfully drafted buy-sell and almost none have one that's been updated since the company was formed.
The result is predictable.
- A founder dies unexpectedly, and her shares pass to a spouse who has no interest in running the business but is now entitled to vote, inspect the books, and demand distributions.
- A 50/50 partnership reaches an impasse and there's no mechanism to break it.
- A minority owner files for divorce and the other owners learn that a portion of his ownership interest is now part of the marital estate.
- A trusted partner gets a great offer to leave and sell his stake to a competitor and the agreement is silent on whether he can.
These situations don't announce themselves in advance. The buy-sell either anticipated them or it didn't.
What a Buy-Sell Actually Does
A buy-sell agreement is the contract among the owners of a closely held business that governs what happens to an ownership interest when something changes. It can stand alone or live inside a broader governance document (an operating agreement, shareholder agreement, or partnership agreement). The label matters less than whether the substance is there.
Three questions sit at the center of every buy-sell:
- When does the agreement get triggered?
- Who is required, or permitted, to buy the departing owner's interest?
- And at what price, on what terms, and funded how?
If those three questions aren't answered with precision, the document isn't doing the job it's supposed to do.
The Triggers People Forget
Death is the trigger most agreements address and often the only one. The harder cases are the ones that don't involve a funeral.
Disability. A long-term incapacity that prevents an owner from working in the business is functionally the same as a departure, but many agreements never define it or specify who decides when it has occurred.
Divorce. In community property states and equitable distribution states alike, a divorcing owner's interest can become part of the marital estate. Without a buy-sell mechanism — or a spousal consent provision — the other owners may end up with an unexpected new co-owner.
Voluntary departure. Owners sometimes simply want out. Without a put right, they can be trapped. Without a call right, the remaining owners can be stuck with an absent partner.
Termination of employment. In businesses where ownership and active participation are linked, the agreement should address whether ownership rights survive a firing or resignation.
Deadlock. In 50/50 ownership structures, the absence of a tie-breaker is a slow-motion fire. Buy-sell mechanisms — Texas shootouts, Russian roulette clauses, neutral-third-party buyouts — exist for exactly this situation.
Bankruptcy or default. A creditor of an owner can step into rights the other owners never agreed to share.
Every one of these should have an answer in the document.
How the Buyout Gets Funded
A buy-sell that requires the company or the remaining owners to purchase a departing owner's interest but doesn't say where the money comes from is a contract that often can't be performed. Common funding mechanisms include life insurance (typically cross-purchase or company-owned), disability buy-out insurance, sinking funds set aside over time, and installment notes secured by the purchased interest itself.
The right structure depends on the size of the business, the number of owners, the tax goals, and the cost of insurance. The wrong structure often gets discovered at the moment it is needed most.
Valuation: Where Most Agreements Quietly Fail
The single most common defect in older buy-sell agreements is a stale valuation. Many were drafted with a fixed dollar amount the owners agreed on at formation a number that became wildly inaccurate within a few years and was never updated.
Better approaches include a formula tied to revenue, EBITDA, or book value; a periodic appraisal by a qualified valuation professional; or a hybrid where the owners set a value annually and a default appraisal mechanism applies if they don't. Whatever the method, the agreement should specify what happens if the chosen mechanism breaks down because eventually it will.
Restrictions on Transfer
Even outside a triggering event, most closely held businesses want some control over who can become an owner. A buy-sell can include a right of first refusal, prohibitions on transfers to competitors or family members other than spouses and lineal descendants, and requirements for incoming owners to sign onto the existing agreement.
These provisions are straightforward to draft at formation, when everyone agrees in principle. They are nearly impossible to add later, after one owner has a transferee in mind that the others would never have approved.
When to Put One in Place
The right moment is at formation, when the owners are aligned, no one knows whose situation will change first, and the conversation is hypothetical for everyone.
The second-best moment is now. A buy-sell drafted in calmer times almost always serves the owners better than one negotiated under the pressure of a triggering event that has already occurred.
These agreements should be revisited every two to three years and after any material change — a new owner joining, a significant change in business value, a change in marital status, or a major shift in the company's risk profile.
A Document Worth Doing Once, and Doing Right
Operating agreements set up the company. Buy-sell agreements protect what the owners build inside it. They are not a formality, and they are not the kind of document that can be improvised when the moment arrives.
If you are a co-owner of a closely held business and you can't remember what your buy-sell provisions say or whether you have any that is the answer to whether it is time to take a fresh look.
If you'd like to review your existing governance documents or put a buy-sell in place for the first time, the team at Herd Law Office is happy to help. Contact us to start a conversation.
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