Al Rosenblum LION

Seller notes get a bad reputation in SMB deals.   Buyers hesitate to ask for them. Sellers hesitate to offer them. And deals that could close fall apart.   So where does the stigma come from?   𝟭. 𝗧𝗵𝗲 “𝗻𝗼 𝗺𝗼𝗻𝗲𝘆 𝗱𝗼𝘄𝗻” 𝗰𝗿𝗼𝘄𝗱. Fake dealmakers push 100% seller financing. Sellers hear it and think: “Why should I take all the risk while the buyer puts in nothing?” That mindset has soured many sellers on notes altogether.   𝟮. 𝗔𝗱𝘃𝗶𝘀𝗼𝗿𝘀 𝘄𝗵𝗼 𝘀𝗮𝘆 𝗼𝗻𝗹𝘆 𝗰𝗮𝘀𝗵 𝗰𝗼𝘂𝗻𝘁𝘀. Plenty of lawyers, brokers, and consultants preach: The only money a seller can count on is what’s paid at closing. The message: seller notes are risky and unreliable.   Both views miss the point.   A well-structured seller note: • Aligns incentives, keeping the seller invested post-closing. • Bridges valuation gaps without stalling the deal. • Protects sellers with clear remedies if payments aren’t made.   Yes, it isn’t cash on the table. But they can give sellers more leverage than sitting behind the bank. And in a strong company, with a capable buyer and good terms, the odds of default are far lower than the myths suggest.   Seller notes aren’t “dirty.” They’re one of the most practical tools to align interests and get deals done.   Good dealmakers don’t run from them. They use them to close gaps, manage risk, and finish the deal.   𝗛𝗮𝘃𝗲 𝘆𝗼𝘂 𝘀𝗲𝗲𝗻 𝘀𝗲𝗹𝗹𝗲𝗿 𝗻𝗼𝘁𝗲𝘀 𝗮𝗱𝗱 𝘃𝗮𝗹𝘂𝗲 𝘁𝗼 𝗮 𝗱𝗲𝗮𝗹 𝗼𝗿 𝘀𝗰𝗮𝗿𝗲 𝗼𝗻𝗲 𝗼𝗳𝗳? #SellerFinancing #MergersAndAcquistions #SMB #BusinessBuying  

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On "trust" and Its 2025 comeback tour... There was a time when deals got done over handshakes and happy hours...When “I know a guy” was a business development strategy and relationships were the proof point needed. Then came the era of objectivity obsession... why buy inputs when I could buy outcomes? Performance dashboards, procurement scorecards, technical demos reigned. If you had the receipts, they weighed more than the the happy hour king. But now? Generative AI has made it easy to sound like a visionary...RFP responses have zero spelling errors. Ideas are novel (though all the same). The messaging is tight and tailored. And just like that... everyone’s a strategist... and we're quickly learning that just because you can use public AI tools to generate your sales content, it doesn't mean YOU have the delivery mechanism to execute on the promises ChatGPT made. The result, it seems, is that we're returning to the world where the real differentiator isn’t what’s said. It’s who’s saying it. And whether you trust them to follow through. Looking someone in the eye and believing they'll show up when it matters... that's as important as it's been in years. So yes...proof points still matter. But character? Consistency? Credibility? And a willingness to get vulnerable with other humans. I feel fortunate to work with people like Chris Ferrara, Joe DeRugeriis, Jason Fishbein and Clinton Schasteen at rockITdata who excel in these areas.

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Most buyers won’t tell you the real reason you lost. They’ll say: “Went with another vendor.” “Budget shifted.” “Timing wasn’t right.” But here’s the truth: At least 20% of deals are lost for stupid, fixable reasons. All completely in your control. Here are 10 reasons buyers ghost, stall, or vanish — and how to never lose to them again: 1. You're Slow. “Missed your email” = lost trust. Speed signals hunger. Delay kills deals. 2. You’re Playing ‘Cool.’ Buyers don’t care how chill you are. They care if you give a damn. Show it. 3. You Make It About You. Discovery isn’t therapy. Help buyers qualify themselves. Fast. 4. You Follow Up for You. Want that next call? Make your follow-up moves their process forward. 5. You’re Tiring to Work With. Every extra step = drop-off. Reduce friction. Respect their bandwidth. 6. You Send Email Novels. One screen. One point. One ask. If it takes a scroll, it’s too long. 7. You Gate Everything. “Talk to us for pricing”? No thanks. Don’t stall decisions—speed them up. 8. You Wing It. Buyers smell “unprepared” from a mile away. Show up sharp or stay home. 9. You Copy-Paste Demos. CFO ≠ VP Sales. Customize your story or don’t bother showing up. 10. You’re Forgettable. No energy. No insights. No deal. Bring passion or be replaced. Your selling IS your product. And right now? Some rep is winning deals you should be closing—just because they’re easier to buy from. Want to talk about how we help GTM leaders hire reps who actually know how to sell? Book a call with Lazio. Let’s fix the talent gap.

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Deals die when sellers sprint instead of pausing. They feel momentum and mistake it for control. Most sellers end meetings like this: “So… what do you think?” Or worse: “I’ll send over the contract.” No clear next step or real commitment. Here’s what to do instead: Summarize: “George, let me make sure I’ve got this right - [prospect’s pain + agreed next steps].” Validate: “That’s accurate, right?” Test: “If we fast forward to [next agreed date], are we aligned on [desired next step]?” This approach accomplishes what endless follow-ups can’t: • Forces both sides to slow down • Makes the buyer feel heard • Surfaces blockers early • Creates a natural close to the meeting Want fewer follow-ups and faster decisions? Comment CLOSE and I’ll send you the 10-step blueprint.

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Are you a staffing agency that uses MSP businesses to place candidates with clients? Do you know how the revenue is being posted and whether the fees are posted correctly in your financials? 🤢 Try posting revenue as Gross Revenue (total invoice amount and NOT the amount the MSP pays you). ☝ Post the MSP fees to your cost of goods sold. Otherwise your gross margins are overstated. — Like this post? Hit 👍 Love it? Leave a comment ✍️ Think others should read it? Repost ♻️ Are you a staffing firm with no CFO providing a clear financial picture of today, a map of tomorrow, and the CFO guidance to get there? ⬆️  Click “Visit my website” under my name —

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This week, a business owner said something to me I hear fairly often: “We’ll clean it all up once we find a buyer.” Here’s the hard truth: by the time a buyer is at the table, your leverage is already shrinking. Buyers pay premiums for readiness, not potential. The deal starts before you start the deal. Do the work early. Avoid surprises later. That’s the difference between a reactive exit and a strategic sale. Wood Creek Advisors, LLC

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If your staffing agency isn’t inside an MSP, you don’t have a scalable business yet. Most agencies believe they’re “growing” because: • Recruiters are busy • Placements are being made • Revenue is coming in But here’s the uncomfortable reality: Without MSP contracts, your business is operating deal to deal. No predictability. No volume leverage. No long-term control. You end up working harder every quarter just to maintain the same revenue level. Here’s what I consistently see when agencies lack MSP access: – A single client slows hiring → revenue volatility – Recruiter attrition due to inconsistent demand – Margin pressure because pricing power sits with the facility – Inability to forecast cash flow beyond a few weeks At that point, you’re not owning the client relationship. You’re simply filling gaps. That’s not an enterprise staffing model. That’s transactional staffing. Every serious healthcare staffing CEO I’ve worked with eventually reached the same conclusion: “Recruiting without contracts doesn’t scale.” Once they entered MSPs: • Order flow stabilized • Volume increased • Vendor positions became locked • Facilities stopped constantly rebidding vendors The operating model shifted from chasing roles to managing supply at scale. That’s what MSP deployment actually delivers: ✓ Recurring, high-volume requisitions ✓ Predictable recruiter workload ✓ Vendor-of-record credibility ✓ A system where facilities engage you proactively You stop chasing demand. You start controlling it. Important clarification: The first step to securing MSP contracts is not outreach. It’s MSP Readiness & Deployment. This includes: – Vendor documentation aligned with MSP standards – Compliance and credentialing infrastructure – Correct portal and email setup – Positioning your agency as an approved supplier, not a discretionary vendor If this foundation isn’t built correctly, MSP access will remain closed — regardless of recruiter performance. If you’re a healthcare staffing agency that: • Has an active recruiting team • Is already placing candidates • Is generating consistent revenue …and you want MSP deployment executed for you — 📩 DM “MSP” We don’t work with startups. We work with established agencies ready to operate at an enterprise level.

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If your MSP can’t run without you… you don’t have a business that’s ready to sell. You have a job. Most owners think “exit value” is about: • revenue • EBITDA • client mix Those matter. But buyers (and your future self) are really buying confidence. Confidence that your team can: • deliver consistently without you in every ticket + escalation • keep key clients happy without you as the relationship glue • hit numbers because leadership rhythms are real (not vibes) The takeaway: the strongest exit strategy is building a team that makes you optional. That’s the Profit. Grow. Exit.® mindset: Profit isn’t sustainable if you’re the bottleneck. Growth stalls when you’re the only decision-maker. Exit gets discounted when the business depends on the owner. I just published a blog: “Why Your MSP Team is the Secret to a Successful Exit.” Give it a read: and comment with your biggest people challenge right now (hiring, delegation, leadership bench, culture, accountability, etc.). Blog link in the first comment.

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