Hey there, deal makers! Your weekly biz buying newsletter that arrives each week without the threat of tariffs.

This week’s tariff-free newsletter:

1. The $3M Stalemate That Wasn't

The $3M Stalemate That Wasn’t

This week I met with the owner of an industrial training business doing about $1M a year in profit.

Sounds perfect, right?

Except he told me flat out: “No deal.”

Why?

Because if he sells, he loses his $1M/year paycheck.

And he’s not looking to “exit” unless he still makes that kind of money for the next three years.

On paper, that means he wants $3M — and he wants it fast.

Here’s the problem:

The business makes $1M/year… so if all of that went to him, nothing would be left to pay debt, run the company, or give me a return.

Most buyers would walk. I almost did.

But in talking more, I realized the owner’s real problem wasn’t valuation. It was income replacement.

He wasn’t saying “no” to selling his business.

He was saying “no” to losing his lifestyle.

In the end, we agreed to keep the conversation open.

Maybe in 18 months, when he’s closer to official retirement age and only needs $1.5M to bridge him to retirement, the math will work for both of us.

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Takeaway:

Sometimes the best move in a deal isn’t to force it — it’s to plant the seed and wait for the timing to change.

When you understand the real obstacle (in this case, lifestyle income), you can step back without burning the bridge… and be first in line when their number changes.

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Bonus: 3 Ways to Keep a Seller’s Lifestyle Without Overpaying

1. Paycheck + Payout

Buy the business but keep the seller on as a paid consultant for 1–3 years, funded from business cash flow.

2. Revenue Share Bridge

Small upfront + % of revenue for a set period.

3. Long-Term Seller Note with Interest

Stretch payments over 7–10 years at an attractive interest rate.

To shaking more hands and making more deals.

Matt

Let’s Go!

Matt