Not every offer is the right fit, and when you’re selling the business you’ve spent years building, choosing the wrong buyer can be just as costly as accepting the wrong price
I was chatting to the owner of a small lettings business the other day who said something that made me laugh. “Selling a business,” he said, “sounds a bit like Love Island. Everyone turns up looking perfect, but you’re never quite sure who’s genuine.” It’s not a comparison I’d heard before, but the more I thought about it, the more it made sense.
For all its sun, slow-motion entrances and questionable chat-up lines, Love Island revolves around one thing: choosing the right partner. Contestants quickly discover that appearances can be deceptive. The loudest person in the villa isn’t always the most trustworthy. The biggest social media following doesn’t guarantee compatibility. And rushing into the wrong partnership rarely ends well.
Selling your property business isn’t quite the same as coupling up in Mallorca, but there are some surprisingly useful lessons hidden beneath the entertainment.
Don’t Be Swayed by the Best Entrance
Every series has contestants who arrive with plenty of confidence. They’re charismatic, they know exactly what to say and they immediately become the centre of attention. In business sales, buyers can sometimes do the same.
I’ve met prospective buyers who spoke confidently about acquiring multiple businesses, expanding nationally and transforming companies overnight. Yet when the conversation turned to funding, transaction experience or how they intended to integrate the business, the substance wasn’t always there. Confidence is valuable. Competence is more valuable.
If someone approaches you with grand promises, ask yourself a simple question: can they actually complete the transaction? A serious buyer should be happy to discuss funding, process and timescales openly. Confidence should be backed by credibility.
Don’t Choose Someone Because They’re Popular
On Love Island, contestants often make assumptions based on who’s attracting the most attention. Business owners can fall into the same trap. Sometimes a buyer has an impressive LinkedIn profile, a polished website or thousands of followers online. None of those things tell you whether they’re capable of completing an acquisition or stewarding your business well afterwards.
I remember speaking to a property business owner who had received approaches from two different buyers. One had an impressive online presence and talked enthusiastically about future growth. The other was quieter, asked thoughtful questions and wanted to understand the business before discussing numbers.The owner admitted he found the second buyer “less exciting”.
Interestingly, that’s the buyer he ultimately chose. Why? Because throughout the process they demonstrated consistency, transparency and genuine commercial understanding. The deal completed smoothly, the staff were looked after and the transition was exactly what the seller had hoped for. Sometimes the quieter bidder turns out to be the strongest partner.
Beware of Generic Chat-Up Lines
Fans of Love Island will know the type.
“You’ve definitely caught my eye.”
“I’ve never met anyone like you.”
“I’m here for the right reasons.”
After a while, it all starts to sound rather familiar.
The same can happen in mergers and acquisitions. If the first document you receive is a generic Letter of Intent (LOI) that could have been sent to fifty other businesses, it may be a sign that the buyer hasn’t really understood what makes your company valuable.
Every property business is different. A block management company has different strengths from a lettings agency. A portfolio business has different opportunities from an estate agency. The best buyers take the time to understand those differences before putting anything in writing. A tailored conversation is usually worth far more than a generic proposal.
Actions Matter More Than Words
One thing Love Island demonstrates remarkably well is that people eventually reveal themselves through their actions rather than their promises. Business buyers are no different. Do they arrive prepared? Do they ask intelligent questions? Do they respect your time? Do they follow through on what they’ve agreed? These small moments often tell you far more than the headline offer.
As someone actively acquiring property businesses, I’ve learned that trust is built long before contracts are signed. The strongest transactions are collaborative from the outset because both parties recognise they’re trying to achieve the same thing: a successful transition that protects the value you’ve spent years creating.
Don’t Ignore the Red Flags
Contestants in the villa have an uncanny ability to overlook obvious warning signs. Business owners sometimes do the same. Some of the red flags I encourage sellers to watch for include:
None of these automatically mean you should walk away, but they do justify asking more questions. The right buyer won’t mind.
Remember You’re Choosing Them Too
This is perhaps the biggest lesson of all. When people think about selling a business, they often assume the buyer is evaluating them. That’s only half the story. You’re evaluating the buyer as well.
Will they protect the relationships you’ve built? Will they look after your employees? Do they genuinely understand the property sector? Can they complete the transaction without unnecessary drama?
Price matters, of course. But certainty, integrity and alignment matter too. The best business sales don’t happen because one side wins. They happen because both parties feel they’ve achieved a fair outcome.
Looking Beyond the Villa
Unlike Love Island, there isn’t a dramatic recoupling ceremony at the end of a business sale. There are no public votes and hopefully far fewer surprises. But the principle is remarkably similar.
The right partnership is rarely the loudest, the flashiest or the one that makes the biggest first impression. It’s the one built on trust, preparation and a shared understanding of what success looks like. That’s how I approach every acquisition.
If you’re thinking about selling your property business over the next few years, I’d encourage you to look beyond the headlines and ask a deeper question: who is the right long-term custodian for everything you’ve built?
Is your buyer a good fit, or just your type on paper? Send me a message for a chat.