Welcome back to the Mid Market Insider!

Today, I’m breaking down why trying to “learn M&A as you go” is one of the biggest mistakes business owners make—and how the right preparation can dramatically improve your negotiating position and ultimate exit outcome.

As a successful business owner, you’re probably used to figuring out everything on your own. But this can be a huge mistake when it comes to negotiating the sale of your business.

In fact, I’ve had conversations with owners who are incredibly smart operators…

And they’ve built great businesses.

But I’ve noticed a troubling pattern:

They assume, because they’ve never had a playbook before, they can just figure out transaction dynamics later – when they’re ready to sell. That they’ll be able to “learn on the fly.”

Unfortunately, this attitude can cause a whole heap of issues.

And that’s exactly what I break down in this new video.

Here’s what you’ll discover when you watch:

✅ The reason why M&A shouldn’t be learned on the fly..

✅ Why hiring an advisor to handle everything for you could put you at a big disadvantage in negotiations.

✅ How relying on Google or AI for help can actually hurt you, even if you get 100% factual information.

If you’re planning to sell in the next 1–5 years, this is well worth watching. It could be the difference maker between a successful exit… and a disappointing one.

That’s all for today’s newsletter! Thanks for reading!

In next week’s edition, I’ll break down why buyers place such a premium on businesses that stand out—and why differentiation is one of the most powerful drivers of valuation.

And how identifying and strengthening your competitive advantage can reduce buyer risk, increase your leverage, and help your business command a better outcome when it’s time to sell.

Keep building,
Nick