About this episode

The episode discusses the challenges and risks involved in the period between signing a Letter of Intent (LOI) and closing a deal, featuring insights from Patrick Lawler of Savant Wealth Management.

Hosts: Allen Darby & Jacqueline Martinez Guest: Patrick Lawler, Head of M&A at Savant Wealth Management Most sellers think the hard part is getting to an LOI. In reality, that’s when the real work and the real risk begin. In this episode, Allen and Jaclyn break down what they call the “LOI gauntlet” and why more deals fall apart between LOI and close than at any other point in the process. What the LOI Actually Triggers Why an LOI is the moment buyers commit real capital, legal resources, and senior leadership time — and why seller behavior during this phase is scrutinized more than ever. The Post-LOI Reality The 45–60 day stretch of diligence, legal, and transition planning that creates deal fatigue, emotional pressure, and the conditions where most breakdowns occur. Seller Behaviors That Kill Deals From slow or defensive diligence responses to team resistance and “secret shopper” tactics, the subtle signals that cause buyers to question trust, culture, and readiness. Reverse Diligence Done Right How and when sellers should evaluate the buyer, what information to ask for, and why withholding cooperation until reverse diligence is complete is a fast way to lose momentum…

People in this episode

Hosts: Allen Darby, Jacqueline Martinez

Guest: Patrick Lawler

Topics covered

• LOI gauntlet
• deal closure
• seller behavior
• reverse diligence
• buyer-seller dynamics

Keywords

• LOI
• deal fatigue
• diligence
• seller behavior
• financial transparency
• trust
• collaboration

Mentioned in this episode

Organizations: Savant Wealth Management

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