It's not uncommon for a seller to get cold feet.
However, it is uncommon for a seller's cold feet to reheat.
So be proactive before cold feet occur:
• Weekly check-ins with the seller (from LOI until closing)
• Maximize say-do ratio (deliver what you promise)
• Start QoE promptly and present findings
• Build relationships with the seller's family and key employees
• Frontload business/commercial diligence
• Recommend seller to retain experience M&A counsel
• Show that you do your best to avoid renegotiations
• Communicate post-closing growth plan to build excitement
