The Situation
You received a warm introduction from Mike, a contact in your professional network, to Ray, the owner of Southeast Fire & Life Safety LLC in Tallahassee, FL. Ray is 62 years old and has run this fire alarm inspection and testing company for 28 years. His wife wants to retire to the mountains. He agreed to meet you for coffee but he's skeptical and guarded. He doesn't know much about how acquisitions work and isn't sure he wants to sell. You have 30 minutes.
What You Know
CompanySoutheast Fire & Life Safety, LLC
LocationTallahassee, FL
IndustryFire alarm inspection & testing
Revenue$1.8M
Team7 technicians, 1 admin
Years in business28
How you got the meetingWarm intro from Mike, a mutual contact
Your Objectives
01Build enough trust that Ray agrees to a second meeting
02Learn about his business, his team, and what a successful exit looks like to him
03Position yourself and your company credibly without overpromising
04Do NOT discuss specific valuations or pricing — you haven't seen the books
Watch Out For
⚠Ray will test whether you're just another suit trying to flip his company
⚠He's protective of his employees, especially his lead tech Danny
⚠He had a bad impression from a cold-calling PE firm that lowballed him
⚠If you use corporate jargon he will shut down