How to Negotiate the Due Diligence Period in a Business Sale

Lucas and Luna dive into one of the most nerve-wracking phases of a business sale: due diligence. They break down a real case of a $12 million industrial distributor whose deal almost collapsed over a single environmental compliance issue. Lucas explains how sellers can prepare data rooms, anticipate buyer scrutiny, and avoid common pitfalls that kill deals at the finish line. The hosts discuss red flags buyers look for in financials, customer concentration, and contracts, and share strategies for keeping the deal on track when surprises surface. Listeners learn why due diligence is not just a buyer's weapon — smart sellers use it to build trust and justify their price. Specific tactics include the 30-day diligence clock, the role of earnouts to bridge valuation gaps, and how to handle a buyer's request for price reduction mid-process. This episode is essential for any business owner considering a sale in 2026. #DueDiligence #BusinessSale #MergersAndAcquisitions #ExitPlanning #PrivateSale #BusinessBrokers #DataRoom #Earnout #SellerTips #Valuation #DealKillers #IndustrialDistributor #EnvironmentalCompliance #CustomerConcentration #FexingoBusiness #BusinessPodcast #BuyerAndSeller #BusinessExit Keep every episode free: buymeacoffee.com/fexingo