Jan 24 • General discussion
In This Market, Proof Beats Potential
Rates are still high.
Banks are still tight.
And “trust me” is not a strategy.
So I’m not negotiating price first.
I’m negotiating certainty.
Because if a deal only works when everything goes perfect, it’s not a deal.
It's a liability.
Here are the 3 proof terms I push for on every deal:
1) Bank statements (last 12 months)
Copy: “Send the last 12 months of bank statements so we can match deposits to reported revenue.”
2) Tax returns (last 2 years)
Copy: “Send the last 2 years of tax returns so we can confirm earnings and clean add backs.”
3) Customer concentration (top 10)
Copy:
“Show me revenue by customer. Top 10. Monthly. I want to see who actually pays you."
If a seller refuses any of these, don’t argue.
Just take the hint.
They’re protecting the story, not the business.
Your job isn’t to win the negotiation.
Your job is to buy something that survives reality.
Comment PROOF and I’ll drop my due diligence checklist.
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In This Market, Proof Beats Potential
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