10 Questions I Always Ask on the First Call With a Business Seller

These have saved me from thousands of hours in wasted meetings.

10 questions I  always ask on the first call with a business seller:

These have saved me from thousands of hours in wasted meetings.

Build Connection

Acquisitions is a people business.

Meeting founders is fun. Enjoy it! Everything is easier if you get along.

- Where are you calling from?
- What's your background? The business?
- What would you like to do after a sale?


Qualify the Opportunity

If they aren't actually interested in selling for a price you can offer then it is a waste of time.

- How big is the biz? Revenue, profit, growth?
- How quickly would you like to sell?
- These usually sell for around X-Y, is that  in your ballpark?


Understand the Why

- Why are you looking to sell?

Acceptable answers are often retirement, burnt out, personal reasons, another business, etc.

Beware if you don't trust their answer.


Learn Their Motivations

- What does your ideal deal look like?
- What's most important to you in a deal?

Deal structuring is an art.

Win/win deals should be the goal.

You need to know their motivations and fears to craft the perfect deal.