Notes (Highlights)

Seller Hesitation: Common due to identity tied to business, timing doubts, and emotional strain.

Preparation Stage: Proper financial, marketing, and buyer prep helps set realistic expectations.

Valuation Shock: Sellers often question decisions after seeing valuation numbers—advisors help manage expectations.

Diligence Process: Demanding, sometimes invasive; advisors keep momentum, filter excessive requests, and provide clarity.

Definitive Agreement: Overwhelming but manageable if focus stays on critical deal terms (e.g., reps & warranties).

Final Stretch Fatigue: Negotiations often leave both sides slightly dissatisfied—a sign of balance in deal-making.

Advisor Role: Part deal-maker, part counselor, part “bartender” listening ear; critical in sustaining motivation.

Managing Fear of Unknown: Build certainty through qualified buyers, realistic valuations, and clear legal terms.

Wellness Tip: Sellers should take breaks (vacations, weekends) post-LOI to recharge and avoid burnout.

Outcome Vision: Keep focus on strategic fit, cultural alignment, and long-term financial reward.

RELATED EPISODES:

Episode 219: Seller Readiness: What To Do When a Buyer Comes Knocking. Listen now >>

Episode 217: How to Keep a Level Head During an M&A Process. Listen now >>

Episode 201: Restarting the M&A Journey: Strategies for Sellers After a Failed Combination. Listen now >>

Listen to Shoot the Moon on Apple Podcasts or Spotify.

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