Episode 25: Surviving the LOI Gauntlet: What Actually Gets Deals Closed
Thu Jan 15 2026
Hosts: Allen Darby & Jacqueline MartinezGuest: Patrick Lawler, Head of M&A at Savant Wealth Management
Most sellers think the hard part is getting to an LOI. In reality, that’s when the real work and the real risk begin. In this episode, Allen and Jaclyn break down what they call the “LOI gauntlet” and why more deals fall apart between LOI and close than at any other point in the process.
What the LOI Actually TriggersWhy an LOI is the moment buyers commit real capital, legal resources, and senior leadership time — and why seller behavior during this phase is scrutinized more than ever.
The Post-LOI RealityThe 45–60 day stretch of diligence, legal, and transition planning that creates deal fatigue, emotional pressure, and the conditions where most breakdowns occur.
Seller Behaviors That Kill DealsFrom slow or defensive diligence responses to team resistance and “secret shopper” tactics, the subtle signals that cause buyers to question trust, culture, and readiness.
Reverse Diligence Done RightHow and when sellers should evaluate the buyer, what information to ask for, and why withholding cooperation until reverse diligence is complete is a fast way to lose momentum.
Inside the Buyer’s MindPatrick Lawler of Savant Wealth Management shares how buyers mobilize teams post-LOI, what they watch for in seller conduct, and why character and collaboration matter as much as financials.
Mailbag: How Much Is Too Much to Share?When financial transparency is expected, how early to provide data, and why “bankable” valuations are built before the LOI, not after.
Bottom LineAn LOI doesn’t mean the deal is safe. It means the real test has begun. This episode is a practical guide to navigating the most fragile phase of the transaction and doing the things that actually get deals across the finish line.
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Hosts: Allen Darby & Jacqueline MartinezGuest: Patrick Lawler, Head of M&A at Savant Wealth Management Most sellers think the hard part is getting to an LOI. In reality, that’s when the real work and the real risk begin. In this episode, Allen and Jaclyn break down what they call the “LOI gauntlet” and why more deals fall apart between LOI and close than at any other point in the process. What the LOI Actually TriggersWhy an LOI is the moment buyers commit real capital, legal resources, and senior leadership time — and why seller behavior during this phase is scrutinized more than ever. The Post-LOI RealityThe 45–60 day stretch of diligence, legal, and transition planning that creates deal fatigue, emotional pressure, and the conditions where most breakdowns occur. Seller Behaviors That Kill DealsFrom slow or defensive diligence responses to team resistance and “secret shopper” tactics, the subtle signals that cause buyers to question trust, culture, and readiness. Reverse Diligence Done RightHow and when sellers should evaluate the buyer, what information to ask for, and why withholding cooperation until reverse diligence is complete is a fast way to lose momentum. Inside the Buyer’s MindPatrick Lawler of Savant Wealth Management shares how buyers mobilize teams post-LOI, what they watch for in seller conduct, and why character and collaboration matter as much as financials. Mailbag: How Much Is Too Much to Share?When financial transparency is expected, how early to provide data, and why “bankable” valuations are built before the LOI, not after. Bottom LineAn LOI doesn’t mean the deal is safe. It means the real test has begun. This episode is a practical guide to navigating the most fragile phase of the transaction and doing the things that actually get deals across the finish line.