Everyone loves to talk about the numbers. Revenue, profit, multiple. But the real game? It’s emotional stamina. 💡 It’s waking up after a seller ghosts you — and calling the next one anyway. 💡 It’s realizing the “perfect deal” isn’t perfect once you look under the hood. 💡 It’s pushing through rejection until one “yes” changes your life. The truth is, buying a business isn’t a financial challenge. It’s a psychological endurance test. If you’ve been through it, you know. If you’re starting — you’ll find out. So let’s help the next wave: 👉 What’s one lesson you wish someone told you before your first deal?

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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I see a lot of you getting hung up on the cash part of buying a business. The myth is that you need a huge bank loan or a suitcase of cash to even get in the game. That’s just not true. The real currency in this game is creative problem-solving. Think about it from the seller's perspective. They’re not just selling a business; they’re trying to solve a problem. Maybe they’re tired, maybe they’re stressed by debt, or maybe they just don't know who to trust to take over their legacy. When you can't bring cash to the table, you bring solutions. Here's your playbook: -Solve their cash flow problem with Seller Financing. Instead of a lump sum, you offer a steady stream of income over time. It's less risky for you and provides long-term security for them. -Solve their risk problem with Performance Earn-Outs. You pay them based on the growth you create. It tells them you believe in the business and you're willing to bet on yourself. -Solve their talent problem with an Equity Swap. You exchange your unique skills—your marketing expertise, your operational know-how, your network—for a stake in the business. -Solve their debt problem with a Debt Assumption. You take over their loans, immediately relieving them of a major burden. Your value isn't tied to your bank account. It's tied to your ability to create a solution. Question for the group: If you had to go into a meeting with an owner tomorrow with zero cash, what's a non-financial problem you could help them solve? Let's hear your best ideas below.

🚀 One of the biggest mental blocks I keep seeing is this: “Yeah, but who in their right mind would sell me their business with no money down?” Here’s the truth: owners don’t just sell for cash. They sell for peace of mind, freedom, and legacy! If you can solve those three pain points, you don’t need to come to the table with a suitcase full of cash! Think about it this way: **Legacy: Most owners want to know their business won’t die the day they leave. **Lifestyle: Many are tired, burned out, or ready for the next chapter. **Leverage: You bring systems, energy, and vision that they no longer have. The money? That’s just one piece of the equation! The real multiplier in the equation: where do you bring the most value ? 💡 Here’s the question I want to throw out to this group: If you had to structure a deal in #Montreal tomorrow with zero money out of pocket, what’s the first lever you would pull —seller financing with earn-outs, class A, private lenders or could you raise OPM ? Drop your take below 👇 The best insight could literally change how someone in here negotiates their next deal. And if you're not familiar with each of them, send me a message, I'll gladly help you evolve your lenses!