In the mergers and acquisitions world, time is more than money — it’s momentum. For business owners preparing to sell, every hour spent on the wrong conversation is an hour not spent preparing the business for its next chapter. That’s why the difference between a chaotic, open‑market approach and a curated, deal‑finder‑driven process can feel like night and day.
Instead of chasing dozens of cold inquiries from people who aren’t ready, willing, or able to buy, the smart approach focuses on fewer calls — and better calls. Calls where both sides are aligned, prepared, and positioned to talk about real possibilities, not just exchange pleasantries.
This philosophy is one of the core takeaways from The 3‑4 Cash Rule, co‑authored by M&A strategist Imran Tariq, with Imre Games and Carlton Augustine Pesima — a framework built around creating deal momentum, eliminating friction, and focusing only on high‑value opportunities.
The Problem With “Spray‑and‑Pray”
Many business owners start their exit journey by listing on public sites or sending information to broad buyer lists. While this may generate a lot of activity, much of it is noise. Curious competitors fishing for intel. Tire‑kickers with no capital. Advisors testing the waters on behalf of someone else.
This is where deals start to slow. Instead of spending energy on quality conversations, owners and their teams are tied up answering repetitive questions, scheduling calls that go nowhere, and trying to filter out the serious from the speculative.
As Imran Tariq emphasizes in The 3‑4 Cash Rule, momentum is one of the most critical factors in closing a deal. Every delay — every detour into a dead‑end conversation — increases the risk of losing focus, losing leverage, and losing the perfect buyer.
A Deal Finder’s Advantage
The role of a deal finder is different from that of a broker. A broker’s job is to list and market to as many people as possible, hoping something sticks. A deal finder’s job is to hand‑select, pre‑qualify, and personally introduce the right parties to each other.
It’s less about broadcasting and more about alignment.
When you work with a deal finder, you’re tapping into a curated network built on trust, credibility, and proven capability. You’re not posting an open ad for anyone to respond to — you’re stepping into a room where the people you meet have already been vetted for financial readiness, strategic fit, and genuine intent.
This is precisely the type of targeted approach The 3‑4 Cash Rule lays out — one that Imran Tariq and his co‑authors developed to save sellers time, protect confidentiality, and increase the likelihood of a smooth closing.
The Pre‑Screening Process
A curated M&A process starts before the first introduction is ever made. Here’s what that looks like, as outlined by Imran Tariq and his co‑authors:
- Understanding the seller’s goals – This goes beyond “highest price.” It includes cultural fit, operational continuity, employee care, and brand legacy.
- Defining the ideal buyer profile – Industry experience, resources, growth vision, and timeline all play a role in the match.
- Filtering for readiness – Serious buyers already have access to capital, decision‑making authority, and a clear acquisition strategy.
- Private, intentional outreach – Introductions are only made when there’s alignment, removing the need for dozens of speculative calls.
By the time a seller sits down for their first conversation, they already know the buyer is capable and interested. The call is about exploring fit — not proving qualifications.
Quality Over Quantity
One of the core messages in The 3‑4 Cash Rule is that the fastest way to lose deal momentum is to waste time on low‑quality conversations. A curated process might mean speaking with only three or four highly qualified buyers instead of 30 random respondents.
This does two things:
- Preserves energy – The seller stays focused on running their business instead of fielding endless inquiries.
- Builds trust faster – When both parties know they’ve been vetted, the conversation starts at a higher level of trust and openness.
As Imran Tariq often points out, “It’s not about having more calls. It’s about having the right calls.”
Protecting Confidentiality
One of the hidden dangers of public listings is the erosion of confidentiality. When too many people have access to sensitive details, the risk of leaks increases — potentially unsettling employees, customers, or competitors.
A deal finder‑led process reduces that risk by limiting exposure to a small, relevant, and trustworthy pool of candidates. Everyone at the table understands the importance of discretion, and introductions happen under controlled conditions — something The 3‑4 Cash Rule stresses as a key to avoiding deal fatigue and protecting value.
The Right Conversations Move Deals Forward
When the first call isn’t an interview about basics, it can be about the real opportunity. The discussion shifts from “Are you serious?” to “How can we make this work?” That’s where progress happens.
Because both sides have been prepared in advance — with a clear understanding of goals, constraints, and possibilities — the process accelerates naturally. Every interaction builds toward the outcome.
This is exactly the type of efficiency Imran Tariq and his co‑authors advocate in their book: fewer wasted steps, more meaningful progress.
Why This Matters Now
In today’s M&A landscape, serious buyers are busier than ever. They don’t browse listings like online shoppers. They rely on trusted deal finders to bring them opportunities that match their criteria. That means sellers who rely solely on public sites may never even meet the most capable buyers for their business.
By contrast, a deal‑finder‑driven approach ensures that when a qualified buyer is ready, they’re hearing about your opportunity first — not as one of hundreds of options, but as a carefully matched fit.
As Imran Tariq writes in The 3‑4 Cash Rule, “Speed is leverage — but only when you pair it with the right relationships.”
From Noise to Clarity
Selling a business is one of the most important transitions an owner will ever make. It deserves a process that prioritizes clarity, focus, and meaningful connection over volume for volume’s sake.
By working with a deal finder who curates introductions, pre‑qualifies buyers, and filters out distractions, you transform the experience from a grind of endless calls into a streamlined path toward the right partner.
Because in M&A — just like in life — the right conversations are worth far more than a hundred wrong ones.
Disclaimer: The information provided in this article is for general informational purposes only and should not be considered as professional or legal advice. Mergers and acquisitions are complex transactions, and readers are encouraged to consult with qualified professionals, such as financial advisors or legal experts, before making any decisions related to selling a business. Results may vary depending on individual circumstances and the specific process followed.
