The Seller Whisperer

It’s well known that most M&A deals fall short of their intended goals and many outright crash and burn. So why is one kind of dealmaker attaining outsized financial rewards together with highly personal wins for all parties involved in almost every deal?

That’s the question Ignacio Macias and Carlos de Torres answer in The Seller Whisperer. And the only surprise, really, is that something so obvious has remained so elusive to so many for so long. Just as the horse whisperer brought a uniquely empathic, heartfelt, and mutually trusting emphasis to equine communication, the seller whisperer can apply these nontraditional skills to M&A deals—resulting in more personally rewarding and financially successful deals for all parties involved.

From a knifing review of the failures of traditional M&A, through the entrepreneurial approach best taken to identify ideal acquisition targets, to the heartful mindset that locks in the most rewarding deals, to due diligence that’s nearly pain-free, to empathetic win-win negotiation strategies, to the delicate integration of two organizations poised for hypergrowth success, this book unfolds a very human approach to a process long characterized by hard numbers and harder hearts—and to what end? Again, it’s because the traditional approach produced such uneven results that the fresh thinking of these M&A operators is so important to anybody looking to buy or sell a company.

Ignacio is a serial entrepreneur and Carlos is a senior enterprise manager by background. They blend a bottom-up and top-down orientation into a middle-out view of M&A dealmaking—recognizing that the acquiring of a company is only half the deal, the value-creation of the newly combined companies completes the deal.

Lower-middle market solutions that these two M&A operators have "whispered" to sellers have resulted in some of the most hyper-rewarding hypergrowth deals of the last twenty years with many more to come.