Deal Desk ResultsRoofing, Landscaping & Security M&A

Training library

Short written lessons, step by step. Read them in order the first time: Learn, then Prove, then Connect.

Layer 1

Learn

Know your way around the desk.

Layer 2

Prove

Turn guesses into verified facts.

Layer 3

Connect

Turn facts into relationships and deals.

Learn · about 3 minutes

Signing in and finding your way

Everything starts from the menu at the top of every page.

  1. 1Step 1 of 4Go to the sign-in page. Your email is your user name.
  2. 2Step 2 of 4Type your password. Click "Show" to check it. Forgot it? Click "Forgot password?" and we email a link.
  3. 3Step 3 of 4After sign-in you land on the Deal Desk. The menu across the top: Deal Desk, Today's Actions, Get Started, Easy Guide, Training, Market Intel.
  4. 4Step 4 of 4Change your password any time under Account (top right).
Ask yourself: Can I get from any page back to Today's Actions in one click?

Learn · about 5 minutes

Reading a lead card

The card tells you why this owner might sell, and how sure we are.

  1. 1Step 1 of 4Open the Deal Desk tab. Leads are sorted by seller-intent score (0 to 100).
  2. 2Step 2 of 4The score comes from five factors: business age, one aging license holder, commercial footprint, little online presence, stale broker listing.
  3. 3Step 3 of 4Look at the marks: ✅ confirmed, ⚠️ estimated, ❓ must be checked by hand.
  4. 4Step 4 of 4Use the Industry and County filters to focus. Use the search box for a name or license number.
Ask yourself: Which facts on this card are confirmed, and which are only estimates?

Prove · about 10 minutes

Verifying a lead in 10 minutes

A verified fact is worth more than ten guesses. Buyers pay for certainty.

  1. 1Step 1 of 5License (roofers): go to myfloridalicense.com, search the license number. Confirm active status, qualifier name and expiry.
  2. 2Step 2 of 5Company (everyone): go to sunbiz.org, Search Records, by name. Confirm officers and the date filed. Same officers since the start? Note it.
  3. 3Step 3 of 5Property: county property appraiser site. Search the owner or the business address. Owned land is a second deal.
  4. 4Step 4 of 5Reputation: Google the company. Count reviews and note the most recent date.
  5. 5Step 5 of 5Write it down in the lead notes: what you checked, what you found, today's date, your initials. If you could not confirm it, write "not confirmed".
Ask yourself: If a buyer asked "who checked this and when?", could I answer?

Prove · about 8 minutes

Real estate: the second deal inside the first

Many owners hold the yard or shop. Separating property from the business can add retirement income, lower the buyer's risk, and firm up the price.

  1. 1Step 1 of 6Open the lead and find the Real estate box. It lists parcels from the county property roll that match the company name, the officer name, or the business address.
  2. 2Step 2 of 6Each parcel shows 1 for the public record link. The match to this company stays 0 until you check it on the county appraiser site and click "I confirmed it".
  3. 3Step 3 of 6Company or owner owns property: ask if they want to sell it with the business, lease it to the buyer, or sell it separately. A sale-leaseback turns it into cash now.
  4. 4Step 4 of 6They rent: ask when the lease ends and whether a buyer can take it over. A short lease is a risk a buyer prices in.
  5. 5Step 5 of 6Use the one-click look-ups for the clerk (deeds, recorded leases), permits, Street View, reviews, staff pages, social media and ad libraries. Nothing is copied in; you look and write down what you confirm.
  6. 6Step 6 of 6This is education for the conversation, not legal or tax advice. Bring in their CPA and attorney before any structure is chosen.
Ask yourself: Would this owner rather have one check at closing, or a check plus rent for the next ten years?

Prove · about 5 minutes

Pasting a broker listing

Listings that sit for months reveal tired sellers who may talk off-market.

  1. 1Step 1 of 5Open the listing on BizBuySell (or a similar site).
  2. 2Step 2 of 5Select all the listing text and copy it.
  3. 3Step 3 of 5In the desk open the Listings tab, paste, and save.
  4. 4Step 4 of 5The desk reads price, cash flow, years and county, then looks for a matching lead. A match raises that lead's score.
  5. 5Step 5 of 5Never contact a listed seller directly. The broker decides.
Ask yourself: How old is this listing, and has the price dropped?

Connect · about 8 minutes

The first call: using the Relationship dossier

Owners sell to people they trust, not to spreadsheets.

  1. 1Step 1 of 5On the lead click Relationship. The desk writes a dossier from verified facts only.
  2. 2Step 2 of 5Openers and common-ground ideas are marked UNVERIFIED. Check them before you use them.
  3. 3Step 3 of 5LinkedIn, schools and family are for you to look up by hand. The desk never invents them.
  4. 4Step 4 of 5On the call, listen for what they really want: time, family, legacy, money, their crew.
  5. 5Step 5 of 5Afterward record their motivation and the DISC style you observed. The desk never assigns DISC.
Ask yourself: What does this owner want that has nothing to do with price?

Connect · about 4 minutes

Sending the Assessment invitation

The assessment lets owners learn what they have, privately, before anyone pitches them.

  1. 1Step 1 of 4On the lead click Send Assessment.
  2. 2Step 2 of 4Copy the ready-written email. The link is already tagged to this desk.
  3. 3Step 3 of 4Send it from your own mailbox. The desk does not send email for you.
  4. 4Step 4 of 4Come back and click "I sent it". The lead moves to Contacted and shows up for follow-up in 7 days.
Ask yourself: Did I click "I sent it" so the follow-up reminder works?

Connect · about 4 minutes

Working the pipeline

A deal that is not moving is dying. The pipeline shows you which.

  1. 1Step 1 of 4Open the Pipeline tab. Columns: New, Contacted, In Diligence, Term Sheet, Closed, Passed.
  2. 2Step 2 of 4Move a lead with its status menu when something real happens.
  3. 3Step 3 of 4Use Generate Brief for a one-page summary for a buyer or partner.
  4. 4Step 4 of 4Passed is fine. Write why, so nobody calls them again by mistake.
Ask yourself: Which deal has not moved in 30 days, and why?

Connect · about 5 minutes

The property angle

Many owners own the yard or building. That can be a second transaction.

  1. 1Step 1 of 4Check the property appraiser for land owned by the owner or the company.
  2. 2Step 2 of 4Options: sell with the business, sale-leaseback to an investor, or keep it and lease to the buyer.
  3. 3Step 3 of 4Bring in a real estate agent under the brokerage, with referral terms in writing first.
  4. 4Step 4 of 4Keep the property story separate in the brief so buyers can price each part.
Ask yourself: Would the owner rather keep the land as retirement income?

Ready to work? Open Today's Actions.