First owner call — what actually builds trust fast?

searcher profile

October 03, 2025

by a searcher in New York, NY, USA

On your first call with an owner, what’s one thing you do or ask that consistently earns a second conversation?
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commentor profile
Reply by a professional
from University of Akron in Charlotte, NC, USA
In general, people want to talk about themselves. So when you genuinely ask questions and show interest in them and their business, they will like you and begin to trust you. You must learn their perspective and do your best to approach them in such a manner. Remember, most of these owners see the business as their baby. They want someone to see, believe in it and care for it in the same way. Don't criticize. Be positive. Don't confront. This is going to be their first impression of you and you want them to feel like you love it as much as they do. Don't talk about big changes. There is time for all of that stuff. You want to reflect and mirror them. As I have said, this is where it's important to have someone representing you because your job should be to get the seller to love you. Your reps job will be to get you the best deal and you can just blame them for any negativity and such.
commentor profile
Reply by a searcher
from Carnegie Mellon University in Haddonfield, NJ, USA
I've only had a few so far, but after a brief intro for myself, I ask questions about the business like 'what are they most proud of' and 'what do they think the future could hold'. For those who started/grew the business, it's their baby and can be emotional, so they want to feel good about who they are selling it to.
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