Nov 4 • Deal Flow & Opportunities
How Most Buyers Lose Leverage Before the First Offer
Most people think the negotiation starts with the Letter of Intent (LOI).
It doesn’t.
It starts with how you show up before the seller even decides you’re credible.
Here’s what experience keeps proving true:
1. Preparation equals power. The buyer who maps the seller’s motivation (retirement, burnout, growth plateau, fear of tech disruption) controls the frame.
2. Financials don’t lie—but they don’t tell the truth either. The story behind the numbers is where the opportunity hides. Ask what the owner stopped doing once revenue stabilized.
3. Trust converts faster than terms. Sellers don’t hand over their legacy to spreadsheets. They hand it to someone who “gets it.”
4. Speed creates confidence. The faster you respond with clarity, the more a seller believes you can execute post-close.
If you’re hunting deals, spend less time scrolling listings and more time sharpening your first impression.
The right presence often buys you 20% off before you even talk numbers.
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How Most Buyers Lose Leverage Before the First Offer
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