Ok, let’s jump in…
When you’re selling your company, you’re likely sitting across from someone who’s done this a dozen times. They’re calm, analytical, and trained to pick up on what you’re not saying.
You’re emotionally invested. They’re not. And that imbalance can cost you.
In this episode of Built to Sell Radio, John Warrillow speaks with Christopher Hadnagy, author of Human Hacking, who trains military and corporate leaders on how to influence, persuade, and detect deception.
Hadnagy outlines how to recognize what’s happening in the room, control the signals you’re sending, and utilize subtle behavioral cues to strengthen your negotiating position.
You discover how to:
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Recognize when a buyer is bluffing or uncomfortable
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Use body language to build trust during diligence
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Stay emotionally neutral when a buyer throws out a lowball number
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Avoid common mistakes founders make in high-stakes meetings
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Spot a tire kicker before wasting your time
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Answer “Why do you want to sell?” without raising red flags
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Respond when a buyer tries to retrade your deal
This is the second episode in as many weeks in our Mastering the Deal series—focused on how you can position your business and yourself for a successful exit.
Quote of the Week
If you can’t control your emotions, your body will speak for you—and it won’t be kind.
Deals
Houston-based American Homestar, known for its Oak Creek Homes brand, has been acquired by Cavco Industries (Nasdaq: CVCO) for $115 million in cash, subject to customary adjustments. The company operates 2 manufacturing facilities, 19 retail locations, and offers limited in-house financing and insurance services. For the twelve months ended May 31, 2025, American Homestar generated $194 million in revenue, $17.8 million in Adjusted EBITDA, and $16.6 million in net income.
The deal implies a valuation multiple of 6.5x Adjusted EBITDA.
