One Thoughtless Comment, Say Goodbye to $35 Million

Though just 44 years old, he was ready to sell the company and realize his life’s ambition to play golf on six continents (did you know, there are no golf courses on Antarctica?).

When I told Don that would be our offer and that my client needed him to stay on for a couple of years, he expressed interest in moving the negotiation to the next level.

Don loved the idea of meeting my client’s Board of Directors because he knew his business would show well.

On the way back to the hotel after dinner, I reflected that this visit from the Board of Directors seemed to have been a brilliant idea.

Don had also told the Board member that this club had on-course condominiums and that he planned to buy one as soon as possible.

Without Don’s full emotional commitment to the deal post-close, my client didn’t think the integration would work.

It seemed so petty and silly that one flippant comment, perhaps after an extra glass of wine, could so quickly change a buyer’s perspective.

In retrospect it is clear, Don had mentally checked out, he was probably already thinking about how he was going to decorate his Irish golf retreat.

Sure, it’s fine to have a vision for your life post-closing, but remember you’ll never get there unless the buyer is financially, and emotionally, comfortable with the decision.