The real question here is how other searchers get past the asking price and understand what matters most to the owner. A seller might say they want a certain amount for the business. But is their priority getting that money upfront, having enough to retire, or being able to step away sooner? They might also care about keeping the team in place or staying involved. Those details can change how you approach an offer. A higher total price with payments spread over several years may not appeal to someone who wants a clean exit. And an owner who’s happy to stay might picture a few hours a week, while the buyer expects them to keep running things through the transition. How do you get to that level of understanding? Do owners tend to be open about their priorities, or does it take several conversations before you get a clearer picture? Has a seller ever told you something that changed how you structured your offer? What did you learn, and what did you change? What did actually make a stalled deal move forward is what truly I want to know.