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Lust Not Love in M&A
Buyers should feel immediate, intense desire for your company rather than slow-building appreciation
Decision Rule
Position your company as the urgent solution to an immediate pain point rather than a nice-to-have addition
How It Works
Lust creates urgency and willingness to pay premium prices, while love can be patient and price-sensitive
Failure Modes
Building slow relationship without urgency
Positioning as general improvement rather than specific solution
Not tapping into buyer's emotional drivers
Example Decision
“Instead of positioning as 'great team and technology,' position as 'the only solution that can solve your regulatory compliance problem before the deadline.'”