Not every seller call is a fit—and that’s okay. But when you’re early in ETA, it can be hard to tell when you’re wasting your time or walking into something that’s just not right.
I worked with a client last year that was working with a seller that checked all the boxes—on paper. But the moment they started talking, things felt off. He dodged questions. The numbers didn’t quite match the teaser. And when I interjected about transition support, he said, “You’ll figure it out.”
I didn’t want to be rude. I tried to stay open. But in hindsight, I should’ve advised my client to run away after all the time he wasted on that deal.
Here’s what I’ve learned to look for:
- Vague answers when asking about financials, customer retention, or key risks
- Overuse of buzzwords like “unlimited potential” without proof
- Inconsistencies between what’s on the teaser and what’s said live
- A dismissive tone when you ask about help post-sale
It doesn’t mean the seller’s a bad person. It just means the deal may not be for you—and that’s valuable clarity.
You don’t need to interrogate every seller. But you do need to protect your time and energy. Your first calls should help you build trust, not leave you second-guessing everything.
When the fit is right, you’ll feel it. And when it’s wrong—you’ll know if you listen.
