The Economic Reactivation: The Most Important Aspects to Get a Deal Done

Transcript

Andy and Jessica are sharing today about how to get deals done in this very particular time and they are joined by Brian Ahearn from Influence People LLC to talk about the psychology behind why some deals end up positively and some don’t. Brian is one of only a dozen people in the world certified to teach the Cialdini Method of persuasion, you can’t miss what he has to say!

Listing of the week: Special Announcement! Transworld Business Advisors has expanded to Canada with offices in Ontario and Calgary. Waldemar Halek (Ontario) is selling a stone fabrication business that has been running for 20 years. Located in SouthWestern Ontario. Listing price: CA$5.2 million. Annual Sales CA$6.5 million. SDE: Over CA$1 million. EBITDA: CA$840,000. Inventory is included and it’s worth over CA$1 million. Contact Waldemar through Tworld.com/Ontario, call (647) 946-2605, or email [email protected].

Key Takeaways

[4:25] We all shut down immediately in March 2020, and now, instead of slowly going back on, we went right back on at a frenetic pace.

[5:05] What is the most important thing to get a deal done, especially in this frenetic environment?

[6:55] Building trust and rapport is the most important thing to get a deal done.

[11:25] Brian Ahearn from Influence People LLC.

[12:23] Brian shares about his career path.

[14:09] Brian talks about his practice and what he is teaching people about influencing others in the right way.

[16:31] How does Brian start the process of helping organizations change the way they approach people?

[17:45] Everything starts with relationships; it is easier to say yes to the people that we know and like.

[19:11] What attracted Brian to the Cialdini Method?

[21.03] How does an organization practically approach the Cialdini Method?

[23:03] Brian shares an example that encourages organizations to take the next step to change their path.

[27:57] Deal of the week: Tony Khoury (Eastern North Carolina) just sold a plumbing distributing company, a family business that came with real estate that was doing $5 million in sales. The owners were looking to retire. 1.1 EBITDA, 31/2 multiple. Sales price $3.5 million. The buyer paid the full price without real estate.

[30:11] Al Fialkovich: The most important thing in getting a deal done is great communication between buyer and seller.

[30:59] Peter Burg: The most important thing in getting a deal done is to watch out for any points of failure.

[32:13] Gerry Brisson: The most important thing in getting a deal done is for the seller to have quality financial information.

[33:02] Deborah Carman (Carman Law Firm): The most important thing in getting a deal done is to make sure you have the right parties.

[34:24] Dustin Audet: The most important thing in getting a deal done is building rapport.

[35:03] Scott Hislop: The most important thing in getting a deal done is understanding the motivation of the seller.

[35:33] Jacob Jones: The most important thing in getting a deal done is having personality qualification to go through a long process.

[36:27] JT Tatem: The most important thing in getting a deal done is getting all the ducks in a row.

[37:13] Chris Mitchell: The most important thing in getting a deal done is persistence.

[37:56] Patrick Bombardiere: The most important thing in getting a deal done is to make sure you are constantly listening to the buyer and the seller.

[38:29] Michael Shea: The most important thing in getting a deal done is control.

[39:00] Tim Sudderth: The most important thing in getting a deal done is working with expert professionals.

[39:34] Will Tinsley (Gulf Coast Small Business Lending): The most important thing in getting a deal done is time!

[40:20] John Wolfe (Live Oak Bank): The most important thing in getting a deal done is having your financing lined up.

[40:51] Listing of the week: Waldemar Halek (Ontario) is selling a stone fabrication business that has been running for 20 years. Located in SouthWestern Ontario. Listing price: CA$5.2 million. Annual Sales CA$6.5 million. SDE: Over CA$1 million. EBITDA: CA$840,000. Inventory is included and it’s worth over CA$1 million.

Mentioned in this Episode:

Transworld Business Advisors

Call us — (888) 711-9018

Email us [email protected]

Brian Ahearn on LinkedIn

Influence People LLC

Contact Tony Khoury at (252) 347-9606 or email [email protected]

Contact Waldemar Halek through Tworld.com/Ontario, call (647) 946-2605, or email [email protected].

Mentioned in This Episode

• The Deal Board Podcast
• Subscribe to The Deal Board on YouTube
• The Deal Board on Facebook
• The Deal Board on LinkedIn
• Transworld Business Advisors
• United Franchise Group
• Brian Ahearn on LinkedIn
• Influence People LLC
• Transworld Business Advisors Ontario