K.I.S.S. for Searchers and Business Buyers

(Emotional) Questions to Uncover the Truth and Get What You Want

Advising or buying a business? If you don’t get this right . . . negotiating . . . right from the first moment, you might not buy the right business the right way. You’ll probably either buy the wrong business or buy the right business the wrong way. Or be ignored by brokers and sellers.

That’s why I suggest beginning with (the right) questions.

The biggest mistake negotiators make is not involving the other side’s emotions, which taps into their hidden agenda.

  • You should NOT ask all these questions; but knowing them will help you detect the answers without asking.

People searching for businesses to buy, for example, PREMATURELY push the typical due diligence questions at brokers and sellers. And then these searchers wonder why their opportunities evaporate.

Keep It Simple Searchers

K.I.S.S. Webinars for Searchers and Business Buyers ™

“Buyers” are not buyers until they achieve a done deal. Until then they are searchers.

Labeling them “searchers” can keep our eyes and minds on reality.

But “searching” is not enough.

Finding is what it takes for done deals.

40-minutes. Free for advance registrations.

Lecture and Q&A Webinars for the USA, Canada and U.K.

(These are NOT canned webinars.)

Ted Leverette, Business Buyer Advocate ®, (and sometimes guest presenters) will respond to questions and comments submitted here, now, or during the webinars.

Mark Your Calendar

Wednesdays, 11:00 AM Eastern USA and Canada (16:00 U.K.)

October 30- You missed it.

Email now if you want a complimentary recording of the webinar.

Street-Smart Negotiating for BUYING a Business

  • You’re in control.
  • Or they are.

(Emotional) Questions to Uncover the Truth and Get What You Want

  • These questions are for negotiating, especially when the other side is not delighted with your requests or proposals.

Spoiler alert for business buyers: You can do everything else right but if you don’t ask this ONE question and get an honest answer there’s a high probability that whatever time and money you invest trying to do a deal will result in no deal.

This essential question is asked early. Buyers properly handling it pave their way for street-smart evaluation, negotiation and done deals.

Failing to ask this question is why so many deals fall through, even worthwhile transactions that should have closed.

Hear this question during my free webinar. And some of the other questions to get past the facades.

Few searchers know the best questions and how to stage their deployment. It’s not enough to know the questions. You’ll do better directing certain questions to these people:

  • Yourself
  • Brokers
  • Sellers
  • Employees
  • Customers
  • Suppliers
  • Landlords
  • Sources of Financing
  • Legal Counsel
  • Accounting & Taxation Experts
  • Valuers
  • Business Buyer Advocate Ted J. Leverette

These are the BIG-PICTURE questions. That put into perspective EVERYTHING else. Get these right and good things happen.

  • You should NOT ask all these questions; but knowing them will help you detect the answers without asking.

These questions precede and go beyond the typical due diligence questions. Most of what you find online are a dime-a-dozen . . . and that’s what they’re worth.

Searching for businesses to buy can be frustrating. But it doesn’t have to be . . . if searchers deploy best practices to handle the initial communications and interactions between searchers, advisors, brokers, sellers and business owners.

  • How to avoid being taken.
  • Nourish win-win relationships when the going gets bumpy.
  • Spoiler Alert: Expect a few surprises that you will like.

Some of the other topics:

  • What about business brokers? Friend or foe?
  • Using questions to bridge disagreements.
  • Controlling negotiations.
  • Don’t leave the meetings without this.
  • What searchers should disclose, how and when.
  • Weasels and other nogoodniks.
  • Minimizing frustration.
  • The most important question 99% of searchers don’t ask.

Negotiating won’t be as frustrating if you know the lay of the land.

Buyers can do everything else right but one thing can undermine their deal and be fatal for their acquisitions or mergers.

  • This authoritative tip will be only disclosed to people attending the entire webinar.

Submit your questions now or during the live webinar.

Coming in November

  • Suggest topics and your questions by email now.

Scheduled for 2020

Tactics to control legal and taxation risks and opportunities for buyers and sellers of small and midsize businesses.

Legal tips and risks.

Taxation pitfalls and opportunities.

  • Submit your questions now or during the live webinars.

Q&A pertaining to search, preliminary screening of opportunities and initial due diligence.

  • Submit your questions now or during the live webinar.

Fine art of recasting financials.

  • It may not matter that buyers, brokers and sellers agree on the recasting of the financial statements for the business for sale . . . if a lender or investor requires the buyer to obtain an independent valuation from an approved appraiser. That’s why our seminars will focus on reality; the kinds of things appraisers evaluate when recasting financial statements so they can value the company.
  • Submit your questions now or during the live webinar.

Street-smart valuation techniques.

  • Forget the nonsense you see online. Valuation experts (without conflict of interest) will illuminate the subject.
  • Submit your questions now or during the live webinar.

Earlier Webinars

If you’ve missed these, contact Ted Leverette for more information.

September 18

How to FIND business opportunities
(not merely search and compete against buyer competition).

  • One of the most productive FINDERS will explain how his outreach evolved generating worthwhile opportunities free of buyer competition.

October 2 and 16

Part 1 and 2 -Strategies and Styles:
Street-Smart Negotiating for BUYING a Business

Expert Presenters

Contact Ted Leverette if you want to be or recommend a topic-expert presenter.


Connect on LinkedIn

You can also see the invitations and the logins to the webinars if you and I are connected on LinkedIn AND you are a member of my LinkedIn group:

“Searchers Seeking Investors or Businesses for Sale.”



Praise about Ted Leverette’s know-how:

Well done. I enjoyed your call immensely.
— Nancy Fallon-Houle, Business, Corporate & Securities Lawyer

60 minutes of pure gold! Ted’s feedback for the Searcher and Search Evaluation caused me to rethink the way I will position myself as a business buyer.
— Michael Bennett

It’s like fishing with dynamite, thanks to your evaluation and suggestions to refocus and improve my search methodologies.
— Robert Connelly

Thank you again, Ted. Our conversation yesterday has helped us rethink our strategy.
— Stephane Lewis

You delivered both strategic and tactical value that will change my search process. Strategically, your explanation of the need to ensure congruity of all parts of my search process was invaluable. I now understand that my search is a multi-targeted marketing campaign. Further, that each tool in my search process and every contact with owners either builds upon the next success or tears down the effort.

Tactically, you delivered practical, but blunt feedback on each of the search steps where I provided information and I appreciate your delivery. I now know what aspects won’t work and can make the appropriate changes to match the strategy. Finally, at each step today, you provided insightful commentary that has served as seasoned advice to help me become better informed.
— Terry Morehouse

I really like the idea of the catch-all question. I call it the “Columbo question”. Thanks, you covered a lot of ground in a short amount of time. Looking forward to the next conference call.
— Tom Kastner, president of GP Ventures

I enjoyed the TeleSeminar that you put on. Having the questions that you would be answering ahead of time was very helpful. I was able to follow along easily as you went from question to question. I purchased both of your books just prior to listening to the seminar. I did learn it is about your approach most of the time when buying these businesses so I’m ready to go out looking now.
— Nathan Edelen, Director of Business Acquisitions

Good job!
— Don Rudnik, Commercial Credit

I enjoyed your conference call today and need help buying a profitable business and execute on our merger and acquisition strategy! When is a good time to speak on the phone?
— J. Compton

The information was VERY informative and, as a Business Broker, was helpful to learn how a buyer should approach a business acquisition. Also, since I’m always looking for a business to buy, it was good to learn about the pitfalls to avoid.
— Rick Kunze, Murphy Business

I enjoyed your conference call. The information was quite valuable.
— Douglas Baumwall, Licensed Business Intermediary

Very to the point and straight answers.
— VP Chadha

— Gregg Fightmaster, Business Seller

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