1 rich Libsyn https://www.libsyn.com 90 600 Jay Richards spent five months deep in an acquisition process. He had a letter of intent. He had mentally checked out. He was planning what came next.&amp;nbsp; Then issues surfaced in&amp;nbsp;diligence&amp;nbsp;and the deal collapsed.&amp;nbsp; This week on Built to Sell Radio, Jay walks John&amp;nbsp;Warrillow&amp;nbsp;through the full story of selling Imagen Insights, a qualitative research platform with clients like Visa, Google, and Amazon, and how you discover how to navigate two very different acquisition conversations and come out the other side with a deal you are genuinely happy with.&amp;nbsp; You'll&amp;nbsp;learn&amp;nbsp;why:&amp;nbsp; an LOI means far less than you think, and how problems in your books can kill a deal&amp;nbsp; founders who shop their company can signal desperation, and what Jay did instead&amp;nbsp; the eventual buyer valued the business on EBITDA instead of revenue, and why that worked in Jay's favor&amp;nbsp; Jay accepted an earn-out worth more than half the deal, and why he was comfortable with it&amp;nbsp; handing out equity without vesting created a problem at the worst possible moment&amp;nbsp; a long-standing accountant relationship does not guarantee clean books, and how this nearly killed the deal&amp;nbsp; the moment the&amp;nbsp;DocuSign&amp;nbsp;came through did not bring relief, but a flood of&amp;nbsp;new ideas Built to Sell Radio http://builttosell.com/radio <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/40635685/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/content/200265055