When it comes to structuring deals, the presentation of your offer can make or break the negotiation. Sending a blind Letter of Intent (LOI) without prior discussion is a rookie mistake. In this blog, we’ll explore the importance of live deal presentations, how to navigate objections, and why collaboration leads to smoother agreements. Why Blind Offers Fall Short Good dealmakers never send blind offers. It’s not about simply presenting numbers; it’s about creating a mutual understanding. Before delivering an LOI, engage with the seller—ideally in person or over a video call. This live interaction allows you to: The Power of Live Deal Presentations A live deal presentation ensures you and the seller are on the same page before any formal documentation is sent. Here’s how to approach it: This step-by-step approach reduces the likelihood of objections or last-minute cold feet. Handling Objections and Flaky Sellers Occasionally, sellers might backtrack after initially agreeing to terms. Here’s how to handle such situations: This tactic can reframe the seller’s mindset, especially if they realize they might lose a serious buyer. Benefits of Live Deal Presentations Final Thoughts Mastering deal presentations is about more than just numbers—it’s about building rapport and creating a shared vision for the agreement. By engaging in live discussions, you foster trust, eliminate misunderstandings, and increase the likelihood of closing the deal smoothly. If you want to refine your negotiation skills and ensure your offers stand out, adopt this structured, collaborative approach to deal presentations. It’s a game-changer for any dealmaker. a branding approach that maximizes the rollup’s overall value. Additional Business Acquisition Information Resources: Ready to explore acquisition strategies that fit your needs? Book a Free Strategy Session with the EPIC Network to discover customized solutions to support your success. 👉 Schedule Your Free Strategy Session Now

When it comes to funding acquisitions, the dream is often to pay zero out-of-pocket. The good news? With the right strategies, you can bridge the funding gap using creative financing tools like seller financing and earnouts. This method, known as the deal stack strategy, allows you to leverage the business’s own assets to finance the purchase—no upfront cash needed. What Is the Deal Stack Strategy? The deal stack strategy involves combining multiple creative financing tools to structure an acquisition. The goal is simple: The “gap” is the difference between the seller’s asking price and your desire to fund the deal without cash upfront. By stacking strategies—like seller financing and earnouts—you can close this gap effectively. Two Key Categories of Zero-Out-of-Pocket Deals In this blog, we focus on self-funding acquisitions and the step-by-step deal stack strategy. A Real-World Example of the Deal Stack Let’s look at a real deal for a custom stone fabrication business: This deal already checks several boxes: it’s profitable, the seller offers financing, and the business has significant assets to leverage. Step 1: Start with Seller Financing The seller has already indicated they are open to financing. Start by proposing 80% seller financing: This takes care of a large portion of the asking price without requiring you to put down cash. Step 2: Use an Earnout for the Remaining Gap The remaining 20% gap ($400,000) can be covered with an earnout. What is an Earnout?An earnout is a performance-based agreement to pay part of the purchase price over time if certain conditions are met. Examples include: Why Use Earnouts? By combining 80% seller financing and 20% earnout, you’ve structured a deal that requires zero out-of-pocket costs to acquire the business. The Power of the Target Analysis Data Sheet Before speaking with the seller, fill out a target

With essential business acquisition information, buying a business doesn’t have to be a drawn-out, complicated process. Armed with the right data, you can quickly determine whether a business fits your acquisition criteria and structure a deal that works for both parties. This guide breaks down the business acquisition information you need and how to gather it effectively—without unnecessary delays. 1. Focus on Essential Business Acquisition Information from Seller To evaluate a potential acquisition, you don’t need tax returns, financial statements, or organizational charts. These often require involvement from third parties, such as attorneys or accountants, which can create unnecessary hurdles. Instead, focus on gathering these essentials: By focusing on this core data, you can quickly evaluate whether the business aligns with your acquisition criteria and financing strategy. 2. Avoid Deal Blockers with Accurate Business Acquisition Information Requesting complex financial statements or requiring NDAs at the initial stage can slow down negotiations. Instead: This approach keeps the process moving while building trust with the seller. 3. The Importance of Seller Motivation Understanding why a seller wants to exit their business is critical. These insights help you gauge their level of motivation and determine how flexible they might be in negotiations. Key Questions to Ask: 4. Use Asset Information for Deal Structuring The asset information you gather will play a key role in determining how to finance the acquisition. By knowing the value of the business’s assets, you can leverage them to create a deal stack that minimizes your out-of-pocket costs. Examples of Asset-Driven Financing: Pro Tip: The data you collect doesn’t just inform valuation; it also opens the door to creative financing strategies that make acquisitions more accessible. 5. Avoid Over-Complicating the Process Stick to the information you truly need. Overloading the seller with requests for unnecessary documentation can jeopardize the