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⚠️ Most HVAC owners have no real fallback plan—just good intentions and long hours. That’s a dangerous place to negotiate from. In this Inc. Magazine article, Bill Fotsch explains why building internal independence and leadership depth—not just finding buyers—is what ultimately drives the highest-value exits.

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⏳ 1. Urgency Is a Tactic

If the buyer is in a rush, it’s not for your benefit. Some buyers try to steamroll HVAC owners with tight timelines, vague terms, or handshake pressure—hoping you’ll flinch.

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The Reality:

• "Let’s wrap this up fast" often means "before you check the numbers."
  
  
• Speed benefits the buyer, not the seller.
  
  
• Real deals withstand scrutiny.
  
  

What to Watch:

• Deadlines that appear out of nowhere.
  
  
• Lack of a clear Letter of Intent (LOI).
  
  
• Verbal offers with no paper trail.
  
  

"Real buyers don’t fear your lawyer or your timeline."

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Need to ground your valuation before things spiral? What's My HVAC Company Actually Worth? gives you a clean baseline.

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❓2. Vague Terms Mean Hidden Risks

If the details are fuzzy, the danger is real. Buyers may downplay structure, earnouts, and post-close roles to get you emotionally committed before the fine print.

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The Reality:

• A $5M headline price doesn’t mean $5M in your pocket.
  
  
• Earnouts often depend on targets you no longer control.
  
  
• Roles like "advisor" or "consultant" can stretch for years.
  
  

What to Ask:

• What portion is upfront vs. over time?
  
  
• Are terms based on past performance or future?
  
  
• What’s the fallback if projections don’t pan out?
  
  

“If the offer sounds too good but explains too little, it’s not good.”

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Protect yourself with strategic prep. Read Am I Actually Ready to Sell My Company? to clean up your house before inviting buyers in.

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🤔 3. Lowballing Starts with Confusion

Buyers know uncertainty is their biggest weapon. If you don’t know your numbers—or how deals are structured—they’ll set the tone. Fast.

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The Reality:

• Some buyers cite vague "industry norms" to make low offers seem legit.
  
  
• Others plant doubt around your backlog, margins, or team.
  
  
• Anchoring works best when you haven’t done your homework.
  
  

What to Say:

• "What comps are you referencing? Let’s align on context."
  
  
• "Let’s compare EBITDA apples-to-apples."
  
  
• "We’ll need to walk through deal terms in writing."
  
  

“Confusion is a tool. Clarity is your shield.”

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Read: How Do I Exit Without Burning Out?

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🕰️ 4. You Still Control the Clock

The right deal happens on your timeline, not theirs. If you feel behind, it’s easy to accept terms out of fear. But smart exits are paced, planned, and negotiated.

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The Reality:

• No timeline should force you to skip diligence.
  
  
• LOIs should be detailed and reviewed before signing.
  
  
• Your confidence sets the tone.
  
  

What to Do:

• Set response deadlines that work for you.
  
  
• Pause the process if your CPA or attorney needs time.
  
  
• Ask for clarification in writing—always.
  
  

“You don’t win by closing fastest. You win by closing right.”

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Want to run your exit, not just react to it? Our Exit Plan Workplan shows you how.

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🧰 Final Takeaway:

The best HVAC exits happen when you’re informed, clear-headed, and unshakable. You don’t have to take the first offer—and you shouldn’t. Your leverage comes from preparation, not pressure.

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Grab the Exit Readiness Scorecard to see where you stand—and what to fix before talks begin.

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Get the Exit Readiness Scorecard

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Pro tip: Confidence kills lowballing. Prep kills pressure.