The Power of the First Conversation

The first call with a founder isn’t about numbers.

It’s about trust.

Too many buyers blow the first conversation by:

• Asking about financials too soon

• Sounding like a spreadsheet in human form

• Talking at the seller, not with them

The best buyers know:

The founder isn’t just selling a business. They’re handing over their life’s work.

So if you want to win the deal later, you need to win them now.

Here’s What Sellers Are Really Thinking

When a seller agrees to chat with you, they’re evaluating:

✅ Can I trust this person?

✅ Will they treat my team/customers right?

✅ Are they credible and serious, or just kicking tires?

✅ What will the process look like if we go forward?

And most of all:

Do I actually like this person?

The Right Way to Run the First Call

✅ Ask About the Journey

“How did you get started?”

“What’s been most fulfilling?”

“Why now?”

These questions build rapport and signal respect.

✅ Don’t Jump to Numbers

Save revenue, margin, and SDE questions for later. Focus on vision, operations, and motivation.

You’re here to understand the why behind the business, not audit the P&L line by line.

✅ Share a Little About Yourself

A buyer who says nothing about themselves = red flag. Sellers want to know who they’re talking to.

Briefly explain:

• What you’re looking for

• What you’ve done before (if relevant)

• What makes you a good steward for their company

✅ Keep It Casual, But Intentional

Don’t talk like a banker.

Don’t act like a best friend.

Be approachable, clear, and honest.

You’re not trying to close the deal. You’re trying to earn the right to keep talking.

Bonus Tip: End With Clarity

Don’t just say “great chat.”

End with one of three clear outcomes:

1. Not a fit (and say so)

2. You’ll send a follow-up and next steps

3. You’d like to explore more and will propose a process

People Sell to People

The best deals happen when the seller wants you to win.

And that starts on the first call.

Treat it like a first date, not a due diligence session.