INTRODUCTION

When a buyer unexpectedly reaches out about your business, is it a trick—or a treat?

In this post, Keith Dee, president of Osage Advisors, explores the spike in unsolicited calls, texts, emails, and LinkedIn messages from buyers claiming to offer the world. But before you get too excited, he breaks down why caution is critical and how a structured sale process puts you in control.

THE RISE OF THE RANDOM CALL

For business owners, the outreach from “interested buyers” has reached a fever pitch. Your inbox is full. Your voicemail is packed. Everyone says they can help you grow, exit, or cash out.

But here’s the problem: many of these buyers aren’t who they say they are, or worse, they’re not the ones calling at all. Keith shares real stories where owners spent months talking to someone, only to realize they had no idea who the actual buyer was.

CASE IN POINT

One owner had been on the phone for three months with a buy-side advisor. The advisor promised to skyrocket the company’s value, claiming to have a buyer who could bring in millions in revenue.

When Keith asked the owner, “Who’s the buyer?”
The answer? “I don’t know.”

That’s a red flag. In many cases, these “advisors” are hunting for deals they can present to potential buyers in exchange for a finder’s fee. The seller becomes a pawn in a game they didn’t even agree to play.

WHY A COMPETITIVE SALES PROCESS MATTERS

• A well-run sale process eliminates guesswork and protects your interests.
• You get real buyers—vetted, qualified, and eager to meet face-to-face.
• Multiple bids allow you to compare value, culture fit, and deal structure.
• You stay in control of the timeline and negotiation, rather than being dragged along by someone else’s agenda.

DON’T GET TRICKED

These off-market conversations might sound like a shortcut, but they can waste time and lead nowhere. Keith emphasizes that most of these “ghost buyers” never submit a bid, never show up for a site visit, and ultimately can’t compete with what a competitive sales process can deliver.

“It gets my blood boiling,” Keith admits. “You’ve spent 20, 30, 40 years building something. You deserve better than a vague promise and a low offer from someone who may not have the resources to close the deal.”

FINAL THOUGHTS

Selling your business is too important to leave to chance. You need a structured process, a professional team, and the confidence that the buyer you choose is the right one and not just the first one who called.

As Keith puts it, “The only way to get that treat at the end of the day is to run a sales process that works for you.”

Certain Members of Osage Advisors are Registered Representatives of and conduct securities transactions through StillPoint Capital, LLC, Tampa, FL. Osage and StillPoint are not affiliated.

Osage Advisors provides a lot of guidance in the M&A market here on our blog and on our YouTube channel and Podcast.