Introductions

Meet your Counterpart

One objective of the Research phase of The Empathetic Buyer™ Process is to introduce sellers to buyers who are not only predisposed to sell their book or practice, but to sell to our buyer. This means that during the Research phase of the Process, we have examined both buyer and seller and revealed the results to all parties, while building trust with the seller. One critical element of trust is transparency. Without it, trust will never really be established. The objectives or the first meeting and subsequent meetings is to build on the trust we have established during the process of collecting research.

This does not mean that everyone reveals their plans and what they plan to offer to either a buyer or a seller.This type of information will be revealed as a result of asking questions and testing the limits of each party’s desires. The benefit of working with an intermediary who is privy to the desires of both parties, is that the intermediary can explore with each party limits and deal killers. As we have said before, one of the crucial objectives of The Empathetic Buyer™ Process is to achieve a very high transition rate of clients and assets, and in turn, cash flow.

In addition to determining what one might offer in price and terms, the other primary objective of the meetings is to get to know the other party and determine if this is someone you can work with. As we have discussed previously, the buyer and seller will have to work well together to affect the transition and often a seller will desire to continue working on some level after the Close. If the parties cannot work well together, clients and even staff will notice and it will effect the transition. The more the parties can spend together forging a relationship, the better, but the buyer in particular must remember that he/she needs the seller’s good graces to affect the transition. Sellers are emotional and fragile during this period as the transaction is becoming more real as time proceeds forward.

It is important that each meeting have an agenda with objectives for a successful outcome. We create such an agenda for each meeting, often participating in them to keep the Process moving forward.

If you would like to learn more about our Introduction process, or would like to learn more about how Moisson Partners, Inc. can help, select the Contact Us link below.