Top M&A Entrepreneurs: Recent Episodes

Jon

We acquire great companies. And we help other companies acquire great companies. We always offer fair, fast and friendly terms. We have learned how to acquire companies by doing it ourselves and by learning from the best. Every week, we talk to the "Top M&A Entrepreneurs" today to ask them about their process, where and how they source their deals, analyzing deals, valuation, and pricing, negotiating the deal, due diligence, transition planning and closing. We talk about their successes, failures, their acquisition model, their acquisition scorecard to evaluate potential acquisitions, finding the right type of seller, identifying the right type of characteristics in an acquisition, deals to avoid, the financial deal stack, buying a business with no money down or raising capital to financing the deal, what M&A means to their business, their results, how they do it and why they do it. We also talk about the seven types of businesses they buy if they already have an existing platform business and how you can turn expenses to profits and how bolts-on can grow your business faster than organic growth. We ask about their KPI's, critical drivers and what they focus on. We ask about patience, ego, boldness and how it affects acquisitions. We also talk about their journey, how they started, their call to adventure, the mentors who inspired them, their major challenges, how they crossed the threshold, the ordeal, rebirth, what keeps them motivated and how process changed their life and business.

This conversation explores the remarkable journey of Mark Leonard and his creation, Constellation Software, which has grown from a modest $25 million investment in 1995 to a $92 billion empire through a unique acquisition strategy focused on vertical market software companies. Leonard's approach emphasizes patience, discipline, and a decentralized management structure that empowers individual business units while maintaining rigorous financial standards. The discussion highlights the importance of long-term thinking, frugality, and the cultivation of a strong company culture that values autonomy and stewardship over short-term gains.

I wanted to know more about QSBS…
So I found someone who used it—not just read the IRS page.

Kevin McGee is an attorney who bought a craft brewing company. He used QSBS to eliminate capital gains tax on the exit.

We sat down and talked about:

How QSBS works (and what most buyers get wrong)
New rule changes in 2025 that make it even more powerful
The legal landmines that can kill your QSBS eligibility
How to set up a C-Corp to acquire a business and still qualify
Why compliance isn’t optional—it’s everything

This might be the most overlooked tax strategy in SMB acquisitions right now.

What do crawfish, Walmart, and 7-Eleven have in common?

Neal Cobb.

He started as a chiropractor. Then built a delivery startup that scaled to 35 states, raised $20M, and was acquired by 7-Eleven. In this episode, Neal shares how he turned down $10M, powered through COVID, and now buys legacy businesses with big EBITDA and long-term upside.

Chapters:
00:00 From Chiropractor to Startup Founder
05:38 Scaling with Walmart
11:26 Raising Capital & COVID Pivot
17:06 Acquired by 7-Eleven
22:41 EquityX: Buying Legacy Businesses

👉 How Ready Are YOU to Buy a Business? Take the free 5-minute quiz:
https://www.dealflowsystem.net/bbr-score 🎯 Get your score. Spot your blind spots. Fix them before they kill your deal.

Jackie Hirsch has sold over 400 businesses since 1998. In this episode, she breaks down the most common mistakes first-time buyers make—and what separates the ones who close from the ones who never will. We talk due diligence, adbacks, cultural fit, SBA financing, and why most buyers blow it before they even submit an LOI.

Chapters

00:00 Introduction to Business Brokerage and Jackie Hirsch
03:01 Jackie's Journey into Business Brokerage
05:58 The Importance of Using a Business Broker
09:00 Common Mistakes of First-Time Business Buyers
11:58 Understanding Financials and Due Diligence
15:01 Navigating Seller Motivations and Cultural Fit
18:07 The Role of Adbacks in Business Valuation
21:10 Quality of Earnings and Its Importance
23:53 Market Trends and Buyer-Seller Dynamics
32:06 Navigating the Current Market Landscape
35:07 The Importance of Buyer Preparedness
39:14 Understanding Business Ownership Dynamics
40:51 Challenges in Long-Term Deals
46:04 Investor Expectations and SBA Regulations
49:08 The Shift Towards Online Businesses
56:13 Reflections on a Long Career in Business

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Summary
This guy’s bought SIX companies in just THREE years. And he’s not flipping them. He’s holding for 50 YEARS.

In this episode, I sit down with Ryan Sullivan from North Park Group—and if you’re in the M&A game (or want to be), you need to hear this.

Ryan’s not chasing shiny objects. He’s quietly building a portfolio of small, family-run manufacturing businesses—with one goal: long-term, boring, predictable cash flow.

We’re talkin’:

How to build real trust with sellers (not just “run the numbers” and throw out LOIs)

Why SBA loans are a powerful tool if you know how to use them

The surprising red flags he watches for in deals (like customer concentration and operational chaos)

Why they only target businesses with 30+ employees (and you probably should too)

The emotional side of buying businesses—and how to handle it when stuff hits the fan

You’ll also hear why patience beats pressure, how to manage investors the smart way, and why some owners just want a better life… not a better EBITDA.

If you want to buy a business—and actually sleep at night after you do—this conversation is for you.

Chapters

00:00 Introduction to North Park Group
01:33 The Formation of North Park Group
04:10 Philosophy of Long-Term Ownership
08:50 Funding and Investor Relations
12:09 The Unique Partnership Model
15:59 Acquisition Strategy and Deal Sourcing
19:02 Evaluating Potential Acquisitions
24:34 Challenges in Small Business Acquisitions
33:13 Navigating Business Acquisitions
34:51 Understanding Valuation and Offers
37:27 The Importance of Patience in Acquisitions
40:33 Identifying Consistency in Business
43:39 The Lifestyle of Business Owners
46:31 Financing and Managing Investors
48:25 De-risking Acquisitions
54:14 Top Rules for Debt Management
58:00 The Emotional Side of Acquisitions

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What Happens When a Guy with Grit Takes on M&A Without a Giant PE Firm Behind Him?

In this episode, Casey Minshew lays it out—no fluff.

He walks us through his real-world journey as an independent sponsor—finding deals, funding them, and figuring it out as he goes. No Wall Street suits. Just persistence, smart due diligence, and a crew he trusts.

We talk lessons learned (some the hard way), how to avoid rookie mistakes, and why your network can make or break your next deal.

You’ll also hear how Casey’s using tech to gain an edge—and what legacy businesses are hiding in plain sight for anyone paying attention.

If you're thinking about buying a business—or want to raise capital without writing a massive check—don’t miss this one.

Plus, we dive into what’s happening at the M&A Launchpad Conference and how it’s shaping the future of small business ownership.

Chapters

00:00 Introduction to Casey Minchew and Equity Launchpad
01:41 Understanding Independent Sponsorship
04:46 Lessons from the First Acquisition
09:56 Navigating Challenges in Business
14:35 The Importance of Team and Transparency
19:34 Transitioning to Independent Sponsorship
24:36 Capital Structure and Deal Sourcing
29:57 Building a Business with Integrity
35:22 The Journey of Networking and M&A
36:16 Navigating Business Acquisitions
38:53 The Importance of Networking Capital
40:54 Learning from Past Mistakes
44:04 Understanding Different Business Models
49:18 Compressing Time in Deal-Making
51:15 Exploring New Business Opportunities
54:15 The Role of Seller Financing
55:54 Building Relationships in Business
01:02:26 Creating a Community through M&A Launchpad
01:04:43 The Future of M&A and Market Trends

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What We Talked About:
I sat down with Sean Smith from SMB Investor Network and we broke down exactly how first-time buyers can actually raise equity to buy a small business — without the usual myths, BS, or dead-end advice.

We covered:

What investors really want to see before they write a check
Why having your own skin in the game still matters (sorry, no magic button)
How to spot businesses that actually attract investors — and which ones scare them off
The biggest red flags investors look for (and how to avoid them)
Why SMB investing is exploding right now — and how you can ride the wave
How to get your deal in front of the right investors (instead of getting ghosted)
How to position yourself so investors want to work with you

If you’re serious about raising money to buy a business — and you’re tired of bad advice — you’ll want to hear this.

Chapters

00:00 Introduction to SMB Investor Network
02:53 The Need for Equity Injection in SMB Acquisitions
06:05 Understanding Investor Preferences and Deal Dynamics
09:12 Evaluating Different Business Models for Investment
12:00 Challenges in Funding Professional Services Firms
15:03 Navigating Personal Capital Requirements for Buyers
18:08 Investor Expectations and Myths in SMB Acquisitions
24:31 Understanding Financial Discrepancies in Business Valuation
26:11 The Importance of Quality of Earnings Reports
27:38 Structuring Attractive Terms for Equity Raises
30:10 Identifying Red Flags in Investment Deals
34:28 The Growing Interest in SMB Investments
36:49 The Process of Submitting Deals to SMB Investor Network
39:01 Strategies for Generating Interest in Investment Deals
41:46 Understanding the Investment Structure and Rights
45:17 The Value Proposition for Passive Investors

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Summary
In this conversation, Jon Stoddard and Stephen Speer discuss the current state of the e-commerce sector amidst rising tariffs on Chinese imports. They explore the implications of these tariffs on pricing, supply chains, and acquisition strategies for e-commerce businesses. Stephen shares insights on how to navigate these challenges, emphasizing the importance of due diligence and strategic planning for potential buyers. The discussion also touches on the resilience of the American market and the potential for future growth despite short-term hurdles.

Takeaways
Tariffs on Chinese imports are significantly impacting e-commerce.
Margins for e-commerce businesses are likely to be squeezed.
Prices across platforms like Amazon are expected to rise.
Fear mongering about price increases is prevalent but may be exaggerated.
Short-term issues may arise, but the market is resilient.
Building significant working capital into deals is crucial.
Due diligence is more important than ever in acquisitions.
Diversifying supply chains can mitigate risks associated with tariffs.
Seller notes may increase as a response to tariff impacts.
M&A activity remains vibrant despite current challenges.

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Summary

If you’re buying your first business — you need to hear this.

No, you don’t need to become a business broker.

But you’d be crazy not to learn from one.

Because 90% of first-time business sales go through a broker...
So if you want to win the game, you better understand how the game is played.

In this episode, Jeffrey Jump (former Navy, now a business broker who’s seen it all) breaks down:

Why most buyers waste everyone's time (and how to not be one of them)
What brokers look for in a qualified buyer (hint: it’s not just cash)
How valuations really work (and why tax returns matter more than fancy spreadsheets)
Why franchises are a different beast (and how to play by those rules)
The real reason deals fall apart — and how to avoid it

He even gets into the weeds on:

Seller financing (structured right, it’s a cheat code)
Cash deals (why they move lightning fast)
What markets are 🔥 right now (HVAC, med spas, and more)

And here’s the kicker: You’ll hear how he lost every deal during COVID, rebuilt, and what he wishes buyers understood before stepping into a deal.

If you’re serious about buying a business,
this is a behind-the-scenes look at what brokers know but buyers don’t.
And it could save you months of headaches and tens of thousands of dollars.

Listen to it. Study it. Use it.

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Lindsay Gremmer didn’t just buy a company—she engineered an ATM. Starting with a finance degree and zero illusions about how tough business can be, she acquired Vail Financial Services, an accounting firm with solid bones but untapped potential. What happened next?

She scaled it like a pro.
She optimized operations, built rock-solid client relationships, and turned the business into a profit machine—hitting a ridiculous 73% net margin. No fluff, no corporate nonsense—just smart strategy, efficiency, and knowing exactly how to extract maximum value.

Then, when the time was right, she flipped it to private equity.

In this interview, Lindsay pulls back the curtain on the whole playbook—how she structured the deal, the mindset shifts that made the biggest difference, and the real emotional rollercoaster of selling a business you built from the ground up. Plus, what she’s doing next now that she’s cashed out.

If you want to know how real entrepreneurs buy, scale, and sell businesses for life-changing money—this is the interview you can’t afford to miss.

Chapters

00:00 Lindsay's Journey to Entrepreneurship
02:53 Navigating the Purchase of an Accounting Firm
06:01 Overcoming Initial Challenges
09:01 Building Efficiency and Client Relationships
12:03 The Importance of Valuation in Business
15:00 Transforming the Business Model
18:01 Maintaining High Profit Margins
20:55 The Human Element in Business Success
31:21 Balancing Leadership and Friendship
32:49 Cultivating Loyalty Through Positive Culture
34:29 The Importance of Human Connection in Business
36:40 Navigating Burnout and Business Ownership
39:44 The Risks of Sole Ownership
41:41 The Decision to Sell: Weighing Options
43:19 Valuation Challenges in the Accounting Industry
46:25 Private Equity and Its Impact on Valuation
51:13 Exploring Growth Opportunities vs. Selling
53:38 Transitioning Ownership: Lessons Learned

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Alright, here’s the deal—Rob Lombardi went from military life to crushing it in business. But it wasn’t all smooth sailing. He took some hits, learned some hard lessons, and figured out what actually works: adding value, knowing when to exit, and making smart moves instead of just chasing money.

His secret weapon? Consulting for equity. Instead of just giving advice, he helps businesses grow and then negotiates a piece of the action. Less risk, more reward. And after some early failures, he’s all about due diligence—knowing exactly what he’s getting into before making a move.

If you’re serious about business—partnerships, exits, valuations, and playing the long game—you need to hear what Rob has to say. Check out the full conversation and see how he’s making big things happen in the restoration industry right now. 🔥 Watch the video.

Chapters

00:00 Rob Lombardi's Entrepreneurial Journey
06:19 Transitioning from Employee to Business Owner
12:02 Building Value in Partnerships
17:15 Navigating Exits and Valuations
22:49 Assessing Character and Culture in Business
27:46 Operational Improvements in Restoration Business
31:16 Equity Negotiations and Initial Agreements
33:34 Growth and Profitability Insights
34:38 Commercial Cleaning Ventures
37:33 Exiting the Commercial Cleaning Business
41:21 Lessons from Estimating Mistakes
41:47 Consulting for Equity: Building Relationships
44:23 Exploring Restoration Business Opportunities
47:16 Franchise Considerations in Business
49:20 Risk Management in Business Ventures
51:53 Identifying Promising Business Partnerships

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Summary

Jon Stoddard sits down with Jed Morris—a veteran who swapped the military for business ownership. He thought buying a business would be his golden ticket. Instead? A crash course in what not to do.

Jed dives into his journey through ETA (Entrepreneurship Through Acquisition), finding and acquiring a landscaping business, and the hard truth: just because a business looks “boring” doesn’t mean it’s easy.

He learned the hard way about seller relationships, cash flow crunches, and the real risks of business ownership. Turns out, running a business isn’t just about numbers—it’s about people, trust, and knowing what you’re really getting into before you sign on the dotted line.

From bankruptcy to bouncing back, Jed shares why patience, due diligence, and having the right mentors make all the difference. If you think buying a business is a fast track to wealth, think again. This is a masterclass in what happens when things don’t go as planned—and how to come out stronger on the other side.

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Summary

In this eye-opening interview, Jon Stoddard talks with Patrick Lange, a top-tier business broker who has mastered the art of selling HVAC companies. Patrick shares his journey from owning an HVAC business to becoming the industry’s go-to expert for buying and selling HVAC companies.

This conversation dives deep into:

The critical importance of understanding seller motivations and how it impacts deal success.
Why clean financial records and efficient systems are essential for maximizing business value.
The biggest challenges HVAC owners face, including staffing, licensing, and adapting to market changes—and how these affect the sales process.
The risks of over-leveraging in acquisitions and how to avoid costly mistakes.
Patrick’s insights reveal the untold dynamics of the HVAC market, from professional buyer tactics to strategies for achieving life-changing exits. Whether you’re a buyer, seller, or just curious about the mechanics of major business deals, this discussion is packed with practical advice and proven strategies to help you navigate the complexities of business transactions with confidence.

This is more than just an interview—it’s a masterclass in what it takes to succeed in the HVAC business world.

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Summary

In this conversation, Jon Stoddard interviews Scott Wiebel from Sierra Pacific Partners, delving into the intricacies of investment banking and the business selling process. They discuss the importance of building relationships for deal flow, the motivations behind selling a business, the due diligence process, and the emotional aspects of closing deals. Scott shares insights on navigating offers and the challenges faced by sellers, providing a comprehensive overview of the investment banking landscape.

Takeaways

Building relationships is key to finding deal flow.
Understanding seller motivations is crucial in the selling process.
Due diligence can uncover unexpected issues in a business.
Navigating offers requires careful analysis and communication.
Emotional factors play a significant role in closing deals.
The process of selling a business involves multiple stakeholders.
Investment bankers must manage expectations throughout the process.
Clear communication with sellers can prevent misunderstandings.
The importance of thorough financial analysis cannot be overstated.
Post-closing involvement can vary significantly among investment bankers.

Chapters

00:00 Introduction to Investment Banking and Business Sales
02:58 Finding Deal Flow and Building Relationships
06:00 The Selling Process: Understanding Seller Motivations
11:48 Due Diligence: Uncovering the Truth
21:37 Navigating Offers and Buyer Interest
29:55 Closing the Deal: Emotional and Practical Considerations

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Summary

In this conversation, Jon Stoddard interviews Jules Brenner from Metal Solutions Holdings, discussing the company's journey in acquiring multiple welding and metal manufacturing businesses. They explore the importance of partnerships, the challenges of refining a buy box, the self-funding approach, and the unique landscape of California manufacturing. Jules shares insights on operational improvements, the significance of contrarian thinking in business strategy, and the potential for growth in the metal fabrication market. In this conversation, Jules Brenner discusses the intricacies of managing a manufacturing business, focusing on customer relationships, the significance of repeat business, and the importance of quality standards. He shares insights from his experiences in acquiring businesses, navigating deal flow, and the personal growth he has undergone as a leader. The discussion emphasizes the need for strategic decision-making and the commitment to preserving manufacturing jobs in California.

Chapters

00:00 Introduction to Metal Solutions Holdings
02:52 Building Partnerships in the Industrial Space
05:59 Refining the Buy Box: A Journey of Discovery
08:53 Self-Funding and the Role of Investors
12:00 Understanding Deal Structures and Financing
14:53 The California Manufacturing Landscape
18:08 Contrarian Thinking in Business Strategy
20:58 Operational Improvements in Acquired Businesses
23:56 Implementing Systems for Growth
27:06 Market Potential and Customer Acquisition
27:42 Understanding Customer Relationships in Manufacturing
32:36 The Importance of Repeat Business and Quality Standards
38:17 Lessons Learned from Acquisitions and Quality Control
44:45 Navigating Deal Flow and Seller Relationships
48:20 Personal Growth and Leadership in Business Management

Keywords

Metal Solutions Holdings, industrial partnerships, buy box, self-funding, deal structures, California manufacturing, contrarian thinking, operational improvements, business systems, customer acquisition, manufacturing, customer relationships, repeat business, quality standards, acquisitions, deal flow, leadership, business management, industrial technology, California manufacturing

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Summary

Can Self-Funded Searchers REALLY Raise MILLIONS of CAPITAL to Buy a Business? Sean Smith of Search Fund Ventures explains how its done.

Takeaways

• Search Fund Ventures focuses on self-funded searchers and independent sponsors.
• They target essential products and services for investment.
• Investment involves filling equity gaps for searchers.
• Sean emphasizes the importance of downside and upside return scenarios.
• Recent Successful deals are evaluated based on strong revenue bases and recurring revenue.
• Searcher qualifications include financial backgrounds and industry experience.
• The HVAC sector is a key focus area for their investments.
• They prioritize deals with near-term distributions for investors.
• The fund has a three-year deployment period for capital.
• Incentive alignment between investors and entrepreneurs is crucial.

Chapters

00:00 Introduction to Search Fund Ventures
02:47 Understanding Self-Funded Searchers
05:54 Investment Process and Value Addition
09:00 Cost of Capital and Return Expectations
12:02 Recent Deal Overview
15:00 Evaluating Searcher Qualifications
18:07 Commercial vs. Residential HVAC Businesses
20:55 Roll-Up Strategies and Multiple Expansion
23:54 Investor Commitments and Fund Structure
27:05 Navigating the Search Fund Landscape
30:02 Intrinsic Value and Investment Decisions
33:14 Due Diligence and Quality of Earnings
36:05 Future Goals and Investment Timeline

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Summary

In this conversation, Jon Stoddard interviews John Panaccione, an Army veteran and entrepreneur who co-founded LogicBay and later launched Folla Capital. They discuss the intricacies of participating preferred equity, the challenges of raising capital for small to medium-sized business acquisitions, and the evolving landscape of SBA loans. John shares insights on structuring deals, investor relations, and the importance of understanding the rules surrounding capital raising. The discussion highlights the opportunities available for buyers looking to acquire businesses without significant upfront capital.

Takeaways

Participating preferred equity provides investors with a preferred position and additional rights.
Crowdfunding emerged as a viable option for raising capital in 2012.
SBA loans can be complemented with seller financing and investor contributions.
Understanding SBA rules is crucial for structuring deals effectively.
Reverse engineering valuations can help buyers negotiate better prices.
Investors need to have a clear understanding of the terms before committing.
Raising capital requires building relationships and trust with potential investors.
The process of acquiring a business can be more straightforward than starting a new venture.
Veterans often face unique challenges in accessing capital for business acquisitions.
Fola Capital offers a structured approach to help buyers navigate the acquisition process.

Chapters

00:00 Introduction to John Panaccione and LogicBay
03:03 Understanding Participating Preferred Equity
06:10 The Transition to Folla Capital
08:52 Raising Capital for SMB Acquisitions
11:51 Navigating SBA Loan Requirements
15:00 Structuring Deals and Reverse Engineering Valuations
17:54 Investor Relations and Terms
21:01 Challenges in Raising Capital
23:54 Opportunities in Business Acquisitions

Keywords

M&A, business acquisition, participating preferred equity, crowdfunding, SBA loans, capital raising, small business, investor relations, Logic Bay, Folla Capital

Summary

In this conversation, Daniel Gertrudes shares his journey from a corporate background to becoming an entrepreneur in the accounting industry. He discusses the challenges and insights gained from acquiring accounting firms, transforming operations to the cloud, and the evolution of financial services. The conversation also delves into marketing strategies, the impact of technology, and the future of accounting in the face of AI and changing market dynamics. Daniel emphasizes the importance of relationships, cash flow management, and the strategic decisions that have shaped his business, Growth Lab Financial Services.

Chapters

00:00 The Journey Begins: From Corporate to Entrepreneurship
02:38 Acquisition Insights: Buying an Accounting Firm
05:51 Transforming Operations: Moving to the Cloud
08:39 Building Relationships: Merging Cultures in Acquisitions
11:20 Marketing Evolution: From Networking to Digital
14:13 The Value Proposition: Finance as a Service
17:00 Innovating with Streams: Automation and Integration
19:58 The Future of Accounting: Embracing Change and AI
22:45 Navigating Challenges: Lessons from the Journey
25:54 Financial Strategies: Managing Cash Flow and Growth
28:32 Looking Ahead: Future Opportunities and Acquisitions

entrepreneurship, accounting, acquisitions, financial services, cloud technology, marketing strategies, AI in accounting, cash flow management, business growth, customer relationships

Summary

Nathan Lenahan didn’t just “fall” into success—he fought for it. In this gripping conversation, he reveals the raw, unfiltered truth about the challenges he faced in his early business acquisitions and how a single strategic pivot to HVAC transformed everything. You’ll hear how Nathan overcame growth roadblocks, built a powerhouse team, and launched a recruiting business that’s now generating fresh revenue streams. He’s not stopping there—he’s mapping out even bigger moves in HVAC and plumbing. If you want a masterclass in perseverance, strategy, and scaling up, this is the story for you.

Keywords

Nathan Lenahan, acquisitions, HVAC, entrepreneurship, business growth, lessons learned, recruiting, company culture, strategic decisions, challenges

Chapters

00:00 Introduction to Nathan Lenahan's Journey
05:30 Lessons from Early Acquisitions
10:49 The Shift to HVAC: Strategic Decisions
18:24 Navigating Growth and Challenges
26:55 Building a Team and Company Culture
36:46 Recent Acquisitions and Future Plans
46:58 The Launch of a Recruiting Business

Why Buying Your First Business is the Hardest. We Make it Easy. www.DealFlowSystem.net

Michael Ly reveals how he built Reconciled from the ground up and then acquired 3 more accounting firms. Discover his secrets to scaling with outsourced accounting, cold email outreach, and using tech to streamline the workload. He uncovers the biggest challenges in the accounting industry today—AI, fewer grads, and more. Michael shares insights on finding capital partners, integrating firms, keeping clients and staff happy, and how to grow even bigger by adding services and moving upstream.

Takeaways

The accounting industry is facing challenges from macro forces such as a drop in the number of accountants graduating and the rise of AI applications.
Reconciled focuses on outsourced accounting and online bookkeeping for lifestyle small businesses.
Cold email outreach has been an effective strategy for attracting clients.
Technology plays a crucial role in managing the workload and improving productivity in the accounting industry. Finding a capital partner is crucial when acquiring accounting firms.
Retaining employees and clients during the transition is a challenge, and a longer transition period can help with retention.
The accounting market is still reliant on local services, and AI tools are more likely to serve solopreneurs and smaller businesses.
Moving upstream and adding services like CFO advisory and tax planning can increase the value and margin of an accounting firm.
The predictability and stability of accounting firms make them attractive for financing.
The need for local accounting services and the complexity of the tax code ensure the continued demand for accounting professionals.

Keywords

accounting firms, acquisitions, industry challenges, Reconciled, outsourced accounting, online bookkeeping, lifestyle small businesses, cold email outreach, technology, acquiring accounting firms, capital partners, integrating firms, evaluating buyers, retaining employees, retaining clients, state of the accounting market, AI in accounting, opportunities for growth

Chapters

00:00 Introduction and Industry Challenges
03:06 Focus on Outsourced Accounting for Lifestyle Small Businesses
06:34 Effective Strategies for Attracting Clients
10:28 The Role of Technology in the Accounting Industry
17:28 The Challenges of Implementing AI in Accounting
19:15 The Process of Acquiring Accounting Firms
24:56 Integration and Future Plans
27:30 Retaining Employees and Clients During the Transition Period
32:21 Challenges and Surprises in Acquiring Accounting Firms
34:26 The State of the Accounting Market and the Impact of AI
42:16 Opportunities for Growth: Moving Upstream and Adding Services

Summary

Adam Coffey discusses the re-release of his book, Private Equity Playbook, and the importance of understanding private equity for entrepreneurs. He explains how private equity works, including the process of raising funds, buying and growing companies, and generating returns. Coffey emphasizes the potential for entrepreneurs to use private equity as a tool for wealth creation and multiple exits. He also discusses the concept of buy and build strategies and the role of platform companies in the private equity industry. Adam Coffey discusses his role as an equity plateau and the different ways he is involved in various companies. He explains that he invests in and coaches CEOs, helps with the transition to private capital, and works with private equity firms. Coffey also shares his interest in accounting firms and the reasons why he finds them attractive, such as recurring contracted revenue and low capital expenditure. He discusses the importance of EBITDA in private equity and shares his thoughts on the potential impact of taxing unrealized capital gains.

Keywords

private equity, book release, wealth creation, buy and build, platform companies, equity plateau, investment, coaching, private capital, private equity, accounting firms, recurring revenue, EBITDA, taxing unrealized capital gains

Chapters

00:00 Introduction and Book Release
03:07 The Need to Refresh the Private Equity Playbook
07:48 Understanding Private Equity and Its Impact
12:31 Buy and Build Strategies in Private Equity
18:57 Platform Companies: The Foundation for Growth
25:19 From Exit to Multiple Paydays: Maximizing Wealth Creation
29:53 The Role of an Equity Plateau: Investing, Coaching, and Mentoring
31:48 The Appeal of Accounting Firms: Recurring Revenue and Low Capital Expenditure
53:37 The Potential Impact of Taxing Unrealized Capital Gains

Summary

Patrick O'Connell, a quality of earnings specialist, discusses the importance of analyzing the true earnings potential of a business before buying or selling. He highlights five red flags to watch out for in a potential deal: pending lawsuits, high employee turnover, inconsistent financials, declining market share, and key dependence on a few customers. Patrick emphasizes the need for thorough due diligence and understanding the story behind the numbers. He also provides insights into evaluating two specific deals, a tech wholesaler and a medical tech blog.

Chapters

00:00 Introduction to Patrick O'Connell and Quality of Earnings
02:12 Unpacking the Concept of Quality of Earnings
08:29 Red Flag #1: Pending Lawsuits
13:10 Red Flag #2: High Employee Turnover
16:24 Red Flag #3: Inconsistent Financials
21:06 Red Flag #4: Declining Market Share
22:59 Red Flag #5: Key Dependence on a Few Customers
26:19 Evaluation of a Tech Wholesaler Deal
32:21 Evaluation of a Medical Tech Blog Deal with 50 Million Visitors

Keywords

quality of earnings, red flags, due diligence, pending lawsuits, employee turnover, inconsistent financials, declining market share, customer concentration, tech wholesaler, medical tech blog

Summary

Sam Rosati co-founder of Premier Solutions Group, discusses his experience in acquiring and growing fence companies in the sunbelt region. He highlights the importance of focusing on commercial fencing, which offers larger projects and a competitive advantage. Sam also emphasizes the significance of building a strong team and delegating tasks to ensure the success of the business. He shares insights on the acquisition process, including the need for capital and the importance of understanding the seller's objectives. Sam discusses the challenges and lessons learned in scaling the business and the importance of effective communication and transparency within the team.

Chapters

00:00 Introduction and Background
05:10 Starting Premier Solutions Group
09:09 Acquiring West Florida Fence and Partnering with Wes
14:44 Key Factors in Acquisitions
17:31 The Thesis Behind Premier Solutions Group
20:06 Delegating Administrative Tasks
23:17 Managing Friction and Conflict
25:06 Long-Term Goals for Premier Solutions Group
29:02 Lessons Learned and Regrets
31:28 Building a Great Team
34:36 Overcoming Challenges and Mistakes

Meet Robert Kirila and Mark Whaling, the duo behind Black Powder Partners—a game-changing venture that's turning the dream of entrepreneurship into a reality for special forces veterans. Born out of their passion for aiding these heroes as they transition to civilian life, their journey began with Your Grateful Nation, a nonprofit dedicated to helping special forces veterans find success in the corporate world. But they quickly discovered that while many veterans excelled in traditional roles, their true calling lay in the bold, entrepreneurial landscape.

Black Powder Partners is not your typical private equity firm. They specialize in acquiring and growing asset-light service-based micro-cap companies in the Southeast, placing highly skilled veterans in leadership roles. This unique approach combines financial acumen with the indomitable spirit and leadership skills of veterans—making their businesses unstoppable forces in their niches.

With three successful acquisitions under their belt, Black Powder Partners has proven that their model works. They're not just about the bottom line; they're about instilling a culture of leadership and growth. Their focus is on businesses with long-term potential, leveraging the talents of veterans to drive success.

Investors are taking notice, excited by the chance to support a veteran-owned firm that doesn't just hire veterans but celebrates them. With a patient, flexible investment approach, Black Powder Partners is in it for the long haul, aiming for a five to seven-year window for returns. This isn't just business; it's a mission to empower those who have served and to foster a new generation of veteran entrepreneurs ready to conquer the world of business.

Curious how a veteran chiropractor turned a mid-market acquisition into a $10M net worth?

Henry Silvestriz did just that. Partnering with his corporate-savvy father, they formed Vinci Holdings LLC, spent 21 grueling months in search and due diligence, and finally secured a top-tier medical company.

Now at the helm, Henry shares insider secrets on navigating the personal injury care world, dealing with lawsuit-driven payments, and maintaining a high cash flow. Learn how he overcame challenges with the support of his father and attorney and his ambitious plans for future growth.

Don’t miss this compelling story of resilience, strategy, and success. Read the full blog post and watch the exclusive video interview now!

How do Family Offices make strategic acquisitions that stand out in the competitive world of M&A?

Fasten your seatbelts because we’re about to dive deep into the journey of James Carey. Imagine starting your career in mortgage banking, only to find yourself working alongside the legendary Wayne Huizenga at his family office. From there, the journey takes you through the corridors of HIG and Peterson Partners, finally landing you at NextSparc, a family office where James currently sits as a partner. This isn't just another career story; it's a masterclass in the art of deal-making.

James Carey reveals the nuanced dance between private equity and family offices, shedding light on the unmatched flexibility and personal touch that family offices bring to the table. With their own capital at stake, these entities can structure deals with a level of creativity and agility that’s hard to find elsewhere. But it’s not just about the money – James will tell you that relationships are the lifeblood of deal sourcing. Partnering with founders and entrepreneurs, building trust, and creating value are at the heart of every successful transaction.

In this riveting conversation, James shares the secrets of deal sourcing and evaluation from a family office perspective. He'll take you through their proactive approach, leveraging vast networks and collaborating with top-tier recruiting firms to unearth potential gems. Initial screenings and quick decision-making are the norm, guided by a blend of experience and razor-sharp intuition. And when it comes to due diligence, James emphasizes the paramount importance of trust and rapport with sellers.

You'll hear captivating stories of red flags and triumphs, from minority investments that exploded into rapid growth to strategic exits that define success. Plus, the critical role of industry experts and operating executives in sealing the deal. Get ready for an insider’s look at the intricate and rewarding world of M&A through the eyes of a seasoned pro.

Chapters

00:00 James Carey's Journey into the M&A World
06:37 The Difference Between Private Equity and Family Office
10:06 The Value of Relationships in Deal Sourcing
23:03 Deal Sourcing and Evaluation
24:41 The Importance of Boring Businesses
27:17 Light Data Requests in Due Diligence
28:40 Counters and Back-and-Forth in Deal Negotiation
33:14 Red Flags in Deal Evaluation
37:35 Successful Deals and Quick Exits
42:28 Involvement of Industry Experts and Operating Executives

Ever wonder what its like to sell Businesses in Dubai? How is it different than the US? I aim to find out.

Tahir Kashif shares his journey into the M&A business, the founding of his business brokerage, and the characteristics of selling Businesses in Dubai.

He also discusses the differences and similarities between the business markets in the United States and Dubai, highlighting the types of businesses, multiples, how buyers pay, the process and buyer demand.

Do you want to start an investment company to buy businesses and tell the seller you are going to preserve their culture and values?

Success isn't always a straight line. Meet Sunny Vanderbeck. He built a thriving tech business, took it public, and was ready to sell and make millions. But when the first buyer backs out at the last minute, he's left scrambling."

A second buyer steps in, only to declare bankruptcy, forcing Sunny to buy his company back. But he couldn't buy it back directly. His life's work hinged on an existing bidder. With the stars aligning, he managed to buy his company back for a third of the price.

Armed with the lessons from the first two buyers, he finally finds the right buyer and seals the sells is company for the last time. This is a story about how to sell your business without selling out and how he started an investment company to help sellers find the right buyers.

Tune in to 'Top M&A Entrepreneurs' to hear Sunny Vanderbeck's incredible journey."

Have you ever felt stuck in your business, like you're just treading water? Maybe you’ve hit a plateau or the competition feels insurmountable. Today, we’re diving into a bold strategy: buying a bigger competitor.

Yes, you heard that right! Acquiring a larger rival can be a game-changer. In this interview with Greg Moran, we’ll explore how this approach helped his software business flip the tables from being acquired to acquiring a competitor five times its size.

❤️ Enjoy this interview? SUBSCRIBE for more: https://www.youtube.com/c/JonStoddard
💰 Buy a Multi-Million Dollar Business here: www.dealflowsystem.net

Keywords

acquisitions, growth, integration, culture, strategic, exit, investment thesis, work environment, upskilling, reskilling, freelance economy, gig economy, founder selection, AI disruption, workplace safety, strategic exits, private equity, future trends

Chapters

00:00 Introduction and Personal Connection
02:56 Starting the Company and the Beginnings of Acquisitions
10:54 Challenges and Road Bumps in Integration
12:54 Strategic Growth and Positioning for Success
23:02 Starting Evergreen Mountain Equity Partners
25:42 Selecting the Right Founder for Success
28:03 Strategic Exits and Growth through Private Equity
36:10 Future Trends: AI, Gig Workers, and Globalization of the Workforce

Imagine knowing it would take six years to buy a business. Six years of negotiations, setbacks, learning, and persistence. Would you have the guts to start?

❤️ Enjoy this interview? SUBSCRIBE for more: https://www.youtube.com/c/JonStoddard

It’s a test of endurance that asks more of you at every turn. Can you stay committed when the process drags on? Can you keep your investors engaged and maintain the confidence of your stakeholders? This is not just about having the capital; it's about having the perseverance and vision.

Chapters

00:00 The Journey of Acquiring Companies
06:55 Building Relationships with Investors
23:40 Understanding Fees and Compensation
25:49 The Importance of Building a Network
29:40 The Role of an Independent Sponsor
31:58 The Need for Patience in the Deal-Making Process
39:18 Goal of Running a Company as CEO
44:41 Starting Early and Engaging with Investment Bankers and Business Owners

Ever thought about being an M&A Advisor? Watch this video about Denis Mezheritkiy's journey to learn if the gig is right for you.

When Denis Mezheritskiy inherited his parents' trucking company, he saw an opportunity to merge it with his wholesale distribution business, creating a more robust operation. Facing challenges like low margins and perishable goods, Denis refined his strategy to enhance efficiency and reduce waste.

His entrepreneurial journey didn't stop there. Denis ventured into the mergers and acquisitions (M&A) sector, learning to differentiate the roles of business brokers and M&A advisors. He emphasized the importance of clean financials and organized operations for successful transactions, drawing from his experience with deals ranging from $100,000 to $23 million.

In a revealing conversation with Jon Stoddard, Denis shared key insights about the M&A industry, including valuation techniques, due diligence, and the intricacies of negotiating deals. His advice is invaluable for those interested in M&A, highlighting the blend of financial acumen and relationship-building necessary to thrive.

For more in-depth insights, watch the full interview where Denis dives deeper into the challenges and complexities of buying and selling businesses.

Buy a Million-Dollar Business in 2024

Running a startup during a global pandemic can feel like navigating through a storm. This is the story of Joe Davey, the entrepreneur behind the tech startup Banzai.

Starting with venture capital backing, Joe’s venture began to gain momentum, but the arrival of COVID-19 put everything at risk. Faced with the potential collapse of his company, Joe needed to make a critical decision quickly.

He proposed a strategic pivot to his investors: acquiring two companies that could provide the necessary stability and growth. This move not only saved Banzai but also set it on a new path forward. Following this, the company ventured into the public markets through a SPAC to support its expansion.

However, the challenges were far from over. Despite a promising start, the SPAC's value fell dramatically from $10 to just 30 cents a share. Despite these setbacks, Joe Davey's journey with Banzai is a lesson in persistence, adaptation, and the realities of navigating a startup through unpredictable times.

Watch the video to see how Joe's decisions shaped the future of Banzai and what it takes to keep a dream alive in the face of adversity

00:00 Introduction and Background
07:07 Adapting to the Impact of COVID-19
12:35 Acquisitions: High Attendance and Demio
26:01 Going Public and Seeking Acquisitions
35:19 Lessons Learned and the Importance of Resilience

www.dealflowsystem.net

Jordan Evans, an accidental M&A Roll-Up entrepreneur, shares his journey of acquiring his family's language service business and turning it into a successful roll-up strategy. He discusses the importance of earning and learning while working for someone else, the value of self-teaching and optimizing for roles that provide real-world experience. Jordan emphasizes the need to be willing to do every role in a small business and the importance of understanding cash flow and financials. He also shares his experience with buying multiple businesses, the challenges and successes of the roll-up strategy, and the importance of building relationships with brokers and sellers. In this conversation, Jon Stoddard discusses his experience with acquiring and integrating multiple businesses. He shares insights on the challenges and strategies involved in the acquisition process, including finding the right deals, managing integration and personnel changes, and dealing with difficult sellers. He also emphasizes the importance of focusing on people and building trust with the acquired companies. Jon highlights the benefits of outsourcing and hiring overseas, particularly in Latin America, to reduce labor costs and improve cash flow. He also discusses the role of off-the-shelf software in streamlining operations and maximizing efficiency. Jon concludes by sharing his plans for future acquisitions and the potential for growth in the fragmented service industry.

Keywords

roll-up strategy, language service business, acquiring a business, earning and learning, self-teaching, real-world experience, cash flow, financials, buying businesses, challenges, successes, relationships with brokers and sellers, acquisitions, integration, personnel, outsourcing, cash flow, software, growth

Chapters

00:00 Introduction and Background
02:38 Transitioning from Employee to Entrepreneur
08:26 The Benefits of Buying a Business
14:44 Lessons Learned and Challenges Faced
29:45 Creating Generational Wealth
36:18 The Importance of Sales and Representation
37:14 Navigating the Acquisition Process
39:06 Building Trust and Maintaining Goodwill
40:05 Maximizing Cash Flow through Outsourcing
44:16 Expanding the Scope of Acquisitions
48:03 Challenges with Working Capital
52:46 The Benefits of Off-the-Shelf Software
56:06 Overcoming Blind Spots and Evolving as a Leader
01:02:43 The Journey of Finding the Right Deals
01:04:40 Walking Away from a Deal
01:06:01 Reassessing Capital Allocation

Duke Heninger's journey from CFO to acquisition entrepreneur is a tale of resilience, adaptation, and learning. Taking on a failing restoration company, Duke faced the steep challenges of an industry built on trust and relationships, grappling with cash flow issues and operational hurdles.

An unexpected large job opportunity provided a lifeline, allowing him to stabilize the business temporarily. However, the relentless challenges of sales, finances, and the impacts of COVID-19 led
Duke to a critical decision: selling the company.

This journey, filled with regret, trials, taught him invaluable lessons on due diligence, cash forecasting, and the essence of building genuine relationships.

Now a fractional CFO, Duke's experiences have equipped him to guide other entrepreneurs through their financial challenges with empathy and effectiveness. #Entrepreneurship #Resilience #BusinessGrowth #Leadership

Ross Turner Raised $235 Million for Ecomm Acquisitions in the Women's niche

Summary

Ross Turner shares his journey from digital marketing to raising $235 Million for acquiring e-commerce companies. He started in direct response and grew a successful survivalist company before transitioning to direct response e-commerce.

Ross emphasizes the importance of copywriting and driving traffic to generate revenue. He also discusses the value of paying for courses and finding the right business partner. Ross and his partner have created a roadmap to build a billion-dollar enterprise value company.

They have secured support from investors and are expanding their business by opening new offices and exploring project financing and corporate bonds. Ross Turner shares his journey of navigating the e-commerce landscape and building a portfolio of successful companies. He emphasizes the importance of understanding the industry's language and terminology and the value of learning by doing.

Ross discusses the scalability strategy his organization employs and the key pillars for driving profit in e-commerce businesses. He also highlights the significance of women leadership in achieving growth and success. Ross shares his long-term goals and exit strategy, aiming to sell the company for a billion or more and impact the underserved SME market. He emphasizes the importance of building the right team and cultural fit and preparing for potential challenges and black swan events.

Achieving Success in the Lower Middle Market: an Interview with CEO Sier Capital Partners, Kevin Ramsier

Summary

Kevin Ramsier, CEO of Sier Capital Partners and Rival Capital, shares his journey in the M&A industry. He discusses his background and the motivation behind starting his own business. Ramsier reflects on the importance of aligning personal values with business decisions. He shares his experience of buying and selling companies, including SWOT Environmental and Sage Integration. Ramsier also discusses the role of partnerships and relationships in finding deals and the importance of buying businesses at the right price. In this conversation, Kevin Ramsier discusses the due diligence process, deal sourcing, building relationships with sellers, and working with unmotivated sellers. He also talks about flexible deal structures, managing sellers through change, and maintaining confidentiality in deal discussions. Kevin shares insights on understanding seller goals, challenges of transitioning ownership, and handling disagreements and respect in partnerships. He explains how to select partners, evaluate potential deals, and assess financials and growth prospects. He also highlights the strategic competitive advantage in the greenhouse industry and the importance of capitalizing the business and preparing for headwinds. The conversation concludes with a discussion on partnership structure.

Takeaways

• Aligning personal values with business decisions is crucial for long-term happiness and success.
• Building relationships with family offices, private equity firms, and other professionals can lead to deal opportunities.
• Timing and pricing are key factors in successful acquisitions.
• Having a clear growth strategy and leveraging unfair advantages can drive business success. The due diligence process involves legal due diligence, insurance and risk due diligence, and quality of earnings due diligence.
• Building relationships with sellers is crucial for deal sourcing, with half of the deals being off-market and the other half coming from failed processes.
• Flexible deal structures, such as allowing sellers to roll equity and providing strategic guidance, can be attractive to sellers.
• Managing sellers through the transition involves understanding their goals, being patient, and providing support and creative solutions.
• Confidentiality is maintained through signing NDAs and emphasizing the importance of trust and respect.
• Understanding the seller's financials, growth prospects, and strategic competitive advantage are key factors in evaluating potential deals.
• The greenhouse industry offers growth opportunities, particularly in design, build, maintenance, and repair verticals.
• Properly capitalizing the business and preparing for headwinds are essential for long-term success.
• Selecting partners requires finding complementary skills and personalities that align with the company's vision and values.

Proof of Funds & Down Payment Investors for SMB Business Buyers: A Capital Raise Solution

Summary

William Fry, CEO of Mainshares and founder of Beacon Business Brokerage, discusses how Mainshares helps SMB buyers close the gap in equity funding. Mainshares provides a network of credit investors interested in owning a piece of SMBs, allowing searchers to find additional equity infusion to complete acquisitions. Mainshares assists in structuring the deal, providing standardized investment documents, and facilitating compliance. The platform also offers tools to manage the capital raise and access to investors. Fry advises entrepreneurs to start early, build relationships with investors, and create a cohesive narrative for the capital raise. He emphasizes the importance of transparency, momentum, and prioritizing anchor investors. The conversation explores various aspects of raising capital and working with a broker dealer. It also discusses compensation for referrals and the trend of all equity deals in the future.

"Mainshares is a platform for entrepreneurs and investors. Broker-dealer services provided in connection with some of the investment opportunities on the Mainshares platform are offered through Main Street Securities LLC, a registered broker-dealer, affiliate of Mainshares, and member of FINRA/SIPC. For additional information, please contact your licensed securities representative of Main Street Securities LLC or visit FINRA’s BrokerCheck."

Chapters

00:00 Introduction to MainShares and Beacon Business Brokerage
01:02 The Problem of Closing the Gap in Equity Funding
02:01 MainShares' Role in Capital Raising and Deal Closing
03:01 Structuring the Deal and Identifying Investor Preferences
04:20 Standardizing Investment Documents and Compliance
05:42 Differentiating Between Transactional and Strategic Investors
06:29 Flexibility in Working with MainShares and Other Investors
07:20 Pricing Options for Entrepreneurs on MainShares
08:13 Comparison to Other Investment Platforms
08:18 Timing and Preparing for the Capital Raise
09:34 Early Engagement and Building Relationships with Investors
10:04 Structuring the Equity Raise for Different Business Types
12:28 Preparing for Investor Exits and Liquidity Events
13:11 Considerations for Overvaluing a Business
15:18 Creating a Narrative for the Investment Structure
16:32 Proof of Funds and Pre-Qualification Letters
17:58 Creating FOMO (Fear of Missing Out) Among Investors
19:10 Timeline and Closing the Capital Raise
21:20 Crafting a Cohesive Capital Raising Narrative
23:47 Avoiding Over-Engineering the Deal and Focusing on Operations
25:46 Reaching Out to Investors and Creating Momentum
28:26 Attracting Investors for Niche Businesses
31:13 Creating Urgency and Closing the Capital Raise
34:41 Coaching Blue Collar Operators in Raising Capital
36:40 Transparency and Timelines in the Capital Raise
38:31 MainShares' Approach to Growing the Investor Network
40:51 Working with a Broker Dealer
43:04 Compensation for Referrals
44:14 Raising Capital with Debt or Equity
45:44 The Rise of All Equity Deals

I finally nailed Michael Byars down for an Interview! From Single Family Home Real Estate Portfolio to 22 Vertically Integrated Home Services Acquisitions (50+ in 20 plus years)

Summary

In this conversation, Michael Byars shares his journey as a serial entrepreneur and his experience in acquiring and managing multiple companies. He started his entrepreneurial journey with a tech company and later transitioned to the restaurant business. After selling his restaurant, he ventured into real estate and began acquiring companies in various industries, including HVAC, plumbing, and forest mulching. Byars emphasizes the importance of adding value to the companies he acquires and implementing systems and processes to drive growth. He also discusses his approach to advertising and the importance of targeting specific demographics. Additionally, Byars shares his experience in acquiring a coffee chain and the benefits of partnering with someone who has a passion for the industry. In this conversation, Michael Byars shares his experiences acquiring and managing multiple businesses. He discusses how he acquired a coffee shop by reaching out to the owners and negotiating a deal that worked for everyone. He also talks about his acquisition of a mailbox company and the success of the business model. Michael emphasizes the importance of cashflow and building a strong team of talented individuals. He shares a lesson learned from a failed acquisition of a concrete company and highlights the importance of due diligence. Overall, Michael's approach to entrepreneurship is focused on creating win-win situations and building a positive company culture.

Chapters

00:00 Introduction and Background
00:57 Starting the First Company
02:22 Growing and Selling the Tech Company
03:22 Transition to the Restaurant Business
05:03 Challenges and Lessons from the Restaurant Business
06:25 Transition to Real Estate
08:57 Expansion into Other Industries
11:59 Acquiring HVAC and Plumbing Companies
16:23 Financing and Managing Acquisitions
19:42 Managing Multiple Companies
22:35 Growth Strategies and Advertising
28:08 Acquiring a Forest Mulching Company
34:09 Diversification into a Coffee Chain
35:58 Acquiring a Coffee Shop
39:35 Partnership and Responsibilities
42:08 Due Diligence and Financial Integrity
43:30 Acquiring a Mailbox Company
44:47 Success of the Mailbox Business
48:36 The Importance of Cashflow
49:04 Ownership and Cashflow Distribution
52:22 Automating Business Processes
53:05 Lessons from a Failed Concrete Company Acquisition
57:46 Managing Multiple Companies

100% Seller-Financed $8 Million Dollar Deal to Raising a $100 Million Acquisition Fund

Summary

Renan Cortez, known as the unicorn guy, shares his journey of buying an $8 million Restore Pro Franchise business with 100% seller financing and his subsequent launch of Syndicate Venture Group. He discusses the importance of building relationships with sellers, using a virtual assistant to find off-market deals, and evaluating financing options. Renan emphasizes the benefits of seller financing and explains how he calculates the net profit for the seller. He also shares his strategy of targeting larger acquisitions in the capital improvements and restoration niche. Renan highlights the importance of networking, raising capital, and staying focused on niche markets for higher multiples. Renan Cortez shares his experiences and insights in building a successful investment fund. He emphasizes the importance of networking and being in the right room to meet influential people. Through his connections, he was able to meet Joe Williams of Keller Williams and Harry Doblinski, a prominent figure in private equity. Renan also discusses the process of building a legal team and the importance of having reputable professionals. He explains his fund structure and offering, focusing on simplicity and realistic return expectations. Renan highlights the challenge of growing too fast and the need for a strong team to support the growth. He also emphasizes the importance of checking ego and surrounding oneself with the right people. Renan's wife is a significant source of support in his journey. He encourages listeners to reach out to him for networking opportunities.

Takeaways

Building relationships with sellers is crucial in acquiring businesses.
Using a virtual assistant can help find off-market deals and save time.
Seller financing can be a viable option for acquiring businesses.
Calculating the net profit for the seller and presenting the benefits of seller financing can help secure deals.
Focusing on niche markets and targeting larger acquisitions can lead to higher multiples. Networking and being in the right room can lead to valuable connections and opportunities.
Building a reputable legal team is crucial for an investment fund.
Simplicity and realistic return expectations are important in fund structure and offering.
Growing too fast can be a challenge and requires careful planning and a strong team.
Checking ego and surrounding oneself with the right people is essential for success.
Having a supportive spouse can make a significant difference in one's journey.
Reach out and network with others to expand opportunities.

Boring Business: Big Success Building a HVAC Empire with John Akhoian

Summary

John Akhoian, the founder of Rooter Hero Plumbing, shares his journey of starting and growing his plumbing and HVAC company through acquisitions and rapid expansion. He discusses the strategy behind acquiring other companies, the importance of targeting specific demographics, and the challenges of managing multiple locations. John also highlights the equity packages offered to employees and the goal of creating 100 millionaires within the company. Overall, Rooter Hero Plumbing focuses on providing excellent customer service and creating a positive work environment for its employees.

Takeaways

Rooter Hero Plumbing has experienced rapid growth through acquisitions and strategic expansion.
The company focuses on targeting specific demographics and providing excellent customer service.
Rooter Hero Plumbing offers equity packages to employees and aims to create 100 millionaires within the company.
The founder emphasizes the importance of mentorship and networking for personal and professional growth.

Chapters

00:00 Introduction and Background
01:09 Starting Rooter Hero Plumbing
02:05 Expansion and Acquisition Strategy
03:12 Acquiring Specialty Contracting Group
04:22 Acquiring Can Do Plumbing
05:19 Acquiring HVAC Companies
06:38 Number of Locations and Average Revenue
07:04 Target Demographics for Expansion
08:20 Equity Packages and Future Plans
12:26 Number of Trucks and Employees for Revenue Generation
19:11 Pricing Strategy and Unit Level Economics
20:17 Acquisition Process and Funding
26:44 Challenges and Mentorship
31:11 Employee Turnover and Hiring Criteria
35:29 Compensation for Technicians
36:13 Goal of Creating Millionaires

Summary

In this conversation, Sharon Heaton, an M&A advisor, discusses various aspects of selling a business. She emphasizes the importance of building a transferable company and transitioning from an owner-dependent to a management-driven company. Sharon also explains the factors that affect the valuation of a business, including EBITDA and company characteristics. She provides insights into valuations in government contracting and the challenges of earnouts. Additionally, Sharon discusses the contentious issue of networking capital and the tax considerations involved in converting ordinary income to capital gains. In this conversation, Jon Stoddard and Sharon Heaton discuss the topic of seller financing and its implications for capital gains tax. They explore the concept of the installment sale doctrine and how it allows for the payment of taxes over time. They also highlight the importance of having an interest rate on seller financing to differentiate between ordinary income and capital gains. Overall, the conversation provides valuable insights into the tax considerations involved in seller financing.

Takeaways

Building a transferable company is crucial when considering selling a business.
Transitioning from an owner-dependent to a management-driven company increases the value of the business.
Factors such as EBITDA and company characteristics impact the valuation of a business.
Understanding valuations in government contracting requires industry-specific knowledge.
Earnouts can be challenging to structure and should be fair and clear.
Networking capital is essential for the functioning of a business and should be neither an increase nor decrease to the purchase price.
Converting ordinary income to capital gains can result in significant tax savings. Seller financing can be a strategy to manage capital gains tax by spreading the tax liability over a period of time.
The installment sale doctrine allows for the payment of taxes on seller financing as it is received, rather than upfront.
Having an interest rate on seller financing helps differentiate between ordinary income and capital gains.
It is important to consider the potential risks and benefits of paying taxes over time, as tax rates may fluctuate.

Chapters

00:00 Introduction and Background to Sharon
01:13 Deciding to Sell and Understanding the Value of the Company
04:44 Factors Affecting Valuation: EBITDA and Company Characteristics
07:06 Importance of Building a Transferable Company
08:49 Transitioning from Owner-Dependent to Management-Driven Company
10:12 Scoring Characteristics of a Business for Valuation
12:56 Negotiating the Purchase Price and Value of the Company
14:55 Determining Market Comps and Valuation in Government Contracting
17:35 Factors Driving Valuations in Government Contracting
20:22 Stock Sales vs. Asset Sales in Government Contracting
22:12 Considerations for Strategic Buyers in Government Contracting
24:56 Earnouts and Challenges in Structuring Deals
27:47 Valuation Examples and Importance of Recurring Revenue
35:06 Contentious Issues in M&A: Networking Capital
40:45 Tax Considerations: Converting Ordinary Income to Capital Gains
42:29 Seller Financing and Capital Gains Tax
43:26 The Installment Sale Doctrine
43:54 Paying Taxes Over Time
44:13 Interest Rates on Seller Financing

Summary

In this conversation, Jon Lowrance shares his journey of acquiring companies. He discusses his background in entrepreneurship and the decision to sell his grading and excavating business. Jon emphasizes the importance of taking action and not being afraid to make mistakes. He also highlights the conflict between traditional education and the skills needed for entrepreneurship. Jon shares the painful experience of selling his business and the lessons he learned from it. He then talks about finding the right business partner and the process of acquiring his first company, a retaining wall business. Finally, he discusses the importance of building connections and trust and evaluating the financials before making a deal. In this conversation, Jon Lowrance shares his experience and strategies for acquiring companies with growth potential. He discusses the process of negotiating the purchase, including valuing the business based on EBITDA and owner financing. Jon also talks about the importance of cleaning up the books and improving profitability after taking over the business. He highlights the need to increase prices and manage cash flow to pay down debt. Jon explains how he grew the business by adding crews and improving marketing. He emphasizes the importance of hiring a general manager and shares his approach to interviewing and assessing candidates. Finally, Jon discusses his plans for future acquisitions and financing. In this conversation, Jon Lowrance discusses the importance of learning through experience when it comes to running and buying businesses. He emphasizes that while academic knowledge is valuable, actually owning a business is the most important aspect for an entrepreneur. The conversation also touches on the difference between serial acquirers and one-time buyers, as well as the role of the owner operator in a business.

Chapters
00:00 Introduction and Background
00:37 Starting the Acquisition Journey
01:59 Selling the Grading and Excavating Business
05:44 The Importance of Taking Action
08:34 The Conflict Between Education and Entrepreneurship
11:22 The Painful Experience of Selling the Business
17:33 Finding the Right Business Partner
19:50 Acquiring the First Company: Retai

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Adam Coffey's book, "Empire Builder: The Road to a Billion," serves as a comprehensive guide for businesses aspiring to scale from zero to a billion dollars in revenue, particularly focusing on the use of Private Equity. Key elements of the book include:

30-20-10 Rule for Business Growth: This rule is a central concept for scaling businesses, emphasizing a 30% gross margin, keeping SG&A expenses below 20%, and maintaining a minimum net profit of 10%
Financial Literacy and Role Evolution: The book addresses the common gap in financial understanding among entrepreneurs. It underscores the importance of understanding unit-level economics, business valuations based on earnings, and managing finances for long-term value. As businesses grow, entrepreneurs are encouraged to transition from hands-on roles to overseeing broader operations
Investor Mindset and Understanding Private Equity: Entrepreneurs are advised to adopt an investor mindset, focusing on cash flow growth and understanding their equity positions and growth strategies. The book also highlights the significance of private equity in scaling businesses, introducing the concept of the "P.E. pyramid".
Holistic Business Growth Understanding: Coffey emphasizes the need for a comprehensive understanding of business growth, covering strategic planning, people management, and financial literacy. He encourages entrepreneurs to make informed, strategic decisions at every stage of their business journey
Roadmap for Growth Stages and Tools: The book provides a detailed roadmap for the different stages of business growth and the necessary tools required for each stage, building upon the knowledge imparted in Coffey's initial book, "The Private Equity Playbook".

Adam Coffey, with his extensive experience as a CEO coach, author, and empire builder, brings valuable insights and practical strategies for entrepreneurs aiming to achieve significant growth and success in their ventures.

In a recent interview with Heather Endresen, a seasoned SBA Lender, a range of pertinent topics were discussed.

M&A Strategies: Discussing the importance of patience and strategy when merging and acquiring businesses, and methods to identify the right business to purchase.
SBA Regulations 2023: An overview of the new regulations introduced by the Small Business Administration (SBA) in 2023.
Personal Guarantees: Exploring the reasons behind the necessity of personal guarantees in SBA transactions.
SBA Seller's Guarantee: Delving into the implications and mechanisms of a seller retaining a 20% personal guarantee.
Seller's Contribution: The significance and mechanics of a seller's contribution towards the down payment.
Seller Note Insights: Understanding the structure and conditions of a seller note in SBA transactions.
SBA Standby Agreements: A deep dive into how SBA perceives standby agreements.
SBA Lender Guardrails* Emphasizing the protective measures in place to prevent overbidding and ensuring the financial feasibility of acquisitions.
Sellers, CIMS, and SDE: Understanding the correlation between sellers, Cashflow Information Memorandum (CIMS), and Seller's Discretionary Earnings (SDE).
Due Diligence Firms: Highlighting the role and importance of companies that conduct thorough evaluations before business transactions.
SBA Down Payments: A detailed look at the down payment requirements set by the SBA.
Investment Returns: Discussing investors' expectations of a 30% Internal Rate of Return and its relation to down payments.
SBA Ownership Transition: Procedures and requirements for changing business ownership under SBA guidelines.
Refinancing with the SBA: Exploring opportunities to refinance for better interest rates through the SBA.
SBA Investment Thesis: Discussing how the SBA evaluates M&A borrowers, the compatibility of real estate investments, and more.
Debt Service Coverage: Understanding the SBA's requirements concerning the Debt Service Coverage ratio.
SBA's New Credit Evaluations: A look at the SBA's new criteria for evaluating applicants based on credit reports, cash flow, and equity or collateral.
SBA Pre-Approval: The efficacy getting pre-approved by the SBA.
SDE Challenges with SBA: Addressing common issues related to Seller's Discretionary Earnings in SBA transactions.

JOIN the DEALFLOWSYSTEM Community
Learn How to Buy a Business https://www.dealflowsystem.net/

Investors for Your Acquisition: How FruitionCap Helps Self-Funded Searchers Buy a Business. In this interview we talk with Jason Ehrlich, principle at FruitionCap. Jason talks about a new fund to help Self-Funded Searchers buy a business. This new fund turns the search fund model upside down. The self funded searcher, the buyer, keeps the majority of the company.

Jason says, if your acquisition meets the parameters of Fruition Capital's investor thesis, they can invest the equity portion for your acquisition while at the same time, empowering you to retain complete control and the lion’s share of ownership.

The Key is to find good a good business to buy it must be: 10 years old+, B2B business, enduringly profitable, with +$750k ebidta, repeat or recurring revenue, but no tech or cyclical businesses.

JOIN the DEALFLOWSYSTEM Community
Learn How to Buy a Business https://www.dealflowsystem.net/

How to Invest in Online Businesses with Webstreet / EmpireFlippers. Jon talks with Justin Cooke, Co-Founder Empire Flippers & WebStreet about Webstreet.

Justin explains how WebStreet empowers investors to diversify their investments into passive and cash flowing portfolios of online content sites, Amazon storefronts and micro SAAS businesses.

JOIN the DEALFLOWSYSTEM Community
Learn How to Buy a Business https://www.dealflowsystem.net/

In this video, we have John Martinka, a seasoned M&A advisor with 20 years of experience and the author of 5 books on business buying. John has a no nonsense approach that comes from helping over 100 clients grow through acquisitions. John is here to shed light on the 7 most common mistakes (that almost every) first time business buyers make. Whether you're an experienced entrepreneur or new to the world of mergers and acquisitions, this discussion is packed with valuable insights you won't want to overlook.

📚 Books by John Martinka
1. Buying A Business That Makes You Rich: Toss Your Job Not The Dice
2. Getting the Deal Done: Tips & Strategies to Get Your Business Buy-Sell Deal Done—Successfully
3. Buying a Business That Makes You Rich
4. If They Can Sell Pet Rocks Why Can't You Sell Your Business (For What You Want)?
5. Company Growth By Acquisition Makes Dollars & Sense

What are the characteristics of an irresistible acquisition? Learn the essential strategies on how to sell your business for millions from Randy Woods, who not only sold his company, Nonlinear Creations, to Valtech but also currently spearheads acquisitions for his acquirer.

Discover the key characteristics that make your business an irresistible acquisition target. Whether you're a seasoned entrepreneur or just starting out, understanding these traits can greatly enhance your chances of attracting high-value buyers. Watch now to gain valuable insights and expert tips that can help you maximize the value of your business and secure a lucrative deal. Don't miss out on this must-watch guide to achieving a successful business sale! Subscribe for more valuable content on entrepreneurship and business growth.

👉 Learn the No B.S. 7 Proven Steps on How to Buy a Million Dollar Business https://www.dealflowsystem.net

SUMMARY
Meet Brian Slipka, a seasoned entrepreneur celebrated for his prowess in business acquisitions. Discover the mind behind the success.

Mentorship Motivation - Defining Your Goals
Uncover the pivotal role mentorship plays and the driving forces that fuel individuals to fervently pursue the art of business acquisitions.

The First Acquisition - Learning from Experience
Brian Slipka unveils his riveting narrative of navigating his inaugural business acquisition, offering invaluable lessons drawn from the trenches.

Financing Strategies - Navigating the Financial Landscape
Delve into the intricacies of financing as Brian divulges the strategies he employs, shedding light on the often complex financial facets of acquisitions.

Learning from Challenges and Embracing Independence
Navigate through Brian's approach to conquering challenges and embracing autonomy, defying external judgments and opinions.

True North Management Company - A Strategic Approach
Discover the True North Management Company and its pivotal role in shaping Brian Slipka's overarching business acquisition strategy.

True North Portfolio Companies - Pursuit of Agility
Unearth Brian's strategy for maintaining an agile portfolio of companies under the True North umbrella, adapting to changing tides.

Cross-Pollinating Business Practices - Navigating Niches
Explore the untapped potential and inherent challenges of transplanting successful business practices across different niches.

Legacy and Personal Fulfillment
Brian reflects on his enduring motivations, sharing his aspirations for a resounding impact and the fulfillment of his familial legacy.

SHOW NOTES:
00:00 This episode is sponsored by the Magnolia Firm Co.
00:54 Intro to Brian Slipka
08:32 Mentorship Motivation - what are you chasing
22:42 The story of his first acquisition
34:57 How he finances his acquisitions
39:46 Painful lessons & not giving a crap what other people think
41:42 True North Mgmt. Company
46:46 True North Portfolio Companies - Goal: Stay Nimble
54:30 Can you Cross Pollinate business practices in different niches
1:04:14 Are you making your dad proud?

LINKS to Brian Slipka
https://www.linkedin.com/in/kevinpetersen1/
https://www.truenorthequitypartners.com/

This episode was brought to you by The Magnolia Firm. Helping business owners sell their company. https://exit.themagnoliafirm.co/top

SUMMARY

Dive into a high-value podcast featuring Kevin Petersen, an accomplished authority in the SaaS acquisition sphere. The interview offers a succinct yet enlightening introduction to Petersen's background and his expertise in procuring SaaS companies.

At the core of the interview is Petersen's strategic approach to SaaS acquisitions, highlighted through his creation of the Growth Stack - a purposeful endeavor aimed at acquiring SaaS companies. He shares actionable insights from his journey, starting from his initial foray into the SaaS acquisition landscape.

A significant aspect of Petersen's trajectory is his decision to pursue a de facto MBA, lessons learned from micro acquisitions. This underscores the practical value of education in shaping real-world business ventures.

The interview navigates key aspects of SaaS acquisitions, encompassing competition analysis, effective negotiation strategies for off-market deals, and the driving forces compelling SaaS founders to sell their ventures.

Petersen emphasizes the significance of cultivating personal relationships with sellers and his preference for bootstrapped SaaS companies. He also distinguishes between negotiating with bootstrapped versus venture capital-backed sellers, shedding light on distinct negotiation dynamics.

The interview concludes with insights into financing strategies for acquisitions and a glimpse into the SaaS mastermind community.

For practical insights into the world of SaaS acquisitions, negotiation tactics, and the evolving entrepreneurial landscape, tune in to this podcast featuring Kevin Petersen. Gain actionable takeaways that deepen your understanding of SaaS business acquisitions and strategic growth.

SHOW NOTES:
00:00 This episode is sponsored by the Magnolia Firm Co.
00:42 Intro to Kevin Petersen
18:45 Launching Growth Stack - acquiring SaaS companies
24:43 Where he started buying SaaS
25:45 Getting his MBA with micro acquisitions
29:43 Rapid Acquisition Club: Let the Magnolia Firm Sell your business
31:05 When someone offers you 2X your money in 90 days...
34:49 Tell me about the competition
38:50 How long it take to Negotiate off market deals
40:50 The #1 Reason why SaaS founders sell
41:45 Why you develop personal relationships with sellers
43:52 Why he only buys bootstrapped SaaS companies
48:03 Difference between negotiating bootstrapped sellers and VC backed sellers
51:19 Developing the skill of patience
54:01 Deal Sourcing today and negotiating with Brokers
56:05 How he finances his deals
1:05:05 SaaS mastermind

This episode was brought to you by The Magnolia Firm. Helping business owners sell their company. https://exit.themagnoliafirm.co/top

SUMMARY
In this episode focused on ecommerce mergers and acquisitions (M&A), Josh Marsden takes center stage as an expert in the field. The episode, sponsored by The Magnolia Firm's Deal of the Week, delves into various aspects of ecommerce M&A.

The discussion kicks off with an introduction to Josh Marsden and his expertise in the world of ecommerce acquisitions. It further explores the origins of his journey and how he ventured into the realm of ecommerce M&A.

Throughout the conversation, Josh shares insights into his specialization within ecommerce acquisitions and offers perspectives on what type of ecommerce customers are more likely to ensure success. He also delves into the practical execution of ecommerce acquisition plans, recounting his experiences in turning strategies into tangible actions.

Josh's insights extend to the challenges and triumphs of going solo in the ecommerce space and the futileness of attempting to revitalize stagnant businesses. He articulates the characteristics that define a prosperous ecommerce acquisition and introduces the ARM5 methodology for scaling ecommerce companies effectively.

The episode also sheds light on the financial aspects of these transactions, discussing how deals in ecommerce M&A are financed and the significance of capitalization structures. The role of mentors and mastermind groups is explored, emphasizing the influence of guidance and collaborative learning.

As the episode concludes, the spotlight turns to how Josh Marsden's net worth has evolved, and how he has matured, as a result of his immersion in the world of ecommerce acquisitions. Overall, this episode provides an insightful journey through the intricacies and opportunities of ecommerce mergers and acquisitions, guided by Josh Marsden's expertise and experiences.

SHOW NOTES:
00:00 Episode brought to you by The Magnolia Firm's Deal of the Week!
00:46 Intro to Josh Marsden
01:21 How the plan started
03:38 Domain of Expertise
04:57 Best type of Ecomm Customer - to guarantee success
06:25 Executing on the plan
08:12 Going alone & reviving the dead
13:26 Characteristics of good ecomm acquisition
29:00 Methodology to Scale an Ecomm Company
34:44 Cap Stack - Financing the Deal
46:28 Mentors & Masterminds
53:32 How Net worth changed

This episode was brought to you by The Magnolia Firm. Specialty M&A Business Brokerage firm helping business owners sell their company. https://exit.themagnoliafirm.co/top

SUMMARY
In this video interview, Jon Stoddard talks with Mike Finger, an entrepreneur who has been involved in four successful business exits and now runs a company called Exit Oasis. Mike shares his journey, starting with a startup he and his wife founded in the mid-90s, providing back-office and support services to schools, nonprofits, and associations. He grew the business to 50 employees over a decade but eventually felt burnt out and decided to sell. However, when he approached brokers, they turned him down due to various issues in the business.

Over the next five years, Mike educated himself about what makes a business attractive to potential buyers. He shifted his perspective and made the necessary changes to transform his business into a sellable entity. Eventually, after a year of working with a broker, he successfully sold the business. The experience was a significant turning point in his life, leading him to further explore the world of acquisitions and exits. Mike continued his entrepreneurial journey, becoming a broker, running an incubator, and buying and selling other businesses, gaining valuable insights along the way.

In this video interview, Jon Stoddard talks with Mike Finger, an entrepreneur who has been involved in four successful business exits and now runs a company called Exit Oasis. Mike shares his journey, starting with a startup he and his wife founded in the mid-90s, providing back-office and support services to schools, nonprofits, and associations. He grew the business to 50 employees over a decade but eventually felt burnt out and decided to sell. However, when he approached brokers, they turned him down due to various issues in the business.

Over the next five years, Mike educated himself about what makes a business attractive to potential buyers. He shifted his perspective and made the necessary changes to transform his business into a sellable entity. Eventually, after a year of working with a broker, he successfully sold the business. The experience was a significant turning point in his life, leading him to further explore the world of acquisitions and exits. Mike continued his entrepreneurial journey, becoming a broker, running an incubator, and buying and selling other businesses, gaining valuable insights along the way.

Mike Finger also discusses four common problems he has observed among acquisition entrepreneurs

SHOW NOTES:
00:00 Episode brought to you by The Magnolia Firm's Deal of the Week!
00:34 Intro to Mike Finger and his 4 exits
14:38 Launching ExitOasis
31:35 Sponsor: Let the Magnolia Firm sell your company
32:17 The 4 Problems with Acquisition Entrepreneurs
32:40 Problem #1 M&A Porn
39:50 Problem #2 Regurgitating Guru Junk
45:05 Problem #3 no one has ever made money by just buying a business.
48:25 Problem #4 Business Gigolo vs Business Owner

LINKS to Mike Finger
https://www.linkedin.com/in/mike-finger
https://exitoasis.com/

This episode was brought to you by The Magnolia Firm. Specialty M&A Business Brokerage firm helping business owners sell their company. https://exit.themagnoliafirm.co/top

Mohit Tater shares his acquisitions and investment journey, including growth strategies, revenue verification, and a focus on content sites and affiliates. He discusses raising capital, cap table structuring, and launching Blackbook investments. Mohit explores deal sourcing, negotiation tactics, and lessons learned from failed deals. He addresses investor characteristics, the Multi Member LLC Investment Vehicle setup, and managing investments. He touches on mentors, Webstreet platform, and plans for diversification.

SHOW NOTES:
00:00 Episode brought to you by The Magnolia Firm
00:34 Intro to Mohit Tater - how it all started
03:09 What did you do to grow your first acquisition?
05:21 Do you still use Flippa?
05:36 2nd Acquisition - getting scammed
06:55 What did you learn from getting scammed
07:38 How do you verify revenue
09:29 His focus: Content sites and affiliates
09:55 When he started buying larger revenue site and his first investor
12:01 Formal Pitch or Friends and Family
13:02 Investors ROI over 3 years
14:11 Where he found the deal and revenue numbers
14:50 Conversation with investor to sell
15:19 Deciding to reduce risks
16:20 A deal that did not work out - why it did not work out.
17:34 How he first structured the cap table with investors
18:40 Launching Blackbook investments
20:40 Minimum investment date of deployment
22:11 How many investors he has on his email list
22:47 Types, Size of Deals and On or Off Market & where he sells them
24:22 What he likes to do
25:22 How he negotiates overpriced deals
26:58 Rolling equity
28:05 Proof
28:23 Partners?
28:45 Sell your business Magnolia Firm
29:09 How long did it take to build a list of investors
30:27 What do these investors look like?
31:36 How he sets up the Multi Member LLC Investment Vehicle
33:56 Do investors get dividends?
34:47 How many investments do you current manage?
36:00 Where do you want this to go - what he needs in resources?
38:06 Who is your mentor?
39:38 Why not raise fund - and Webstreet
42:01 Webstreet Fees & value
44:58 How the Webstreet rolling fund decides on deals
46:46 What Webstreet investors expect to see
48:22 Do investors push back on forecasts
48:57 How do you qualify to be on Webstreet
49:57 What about working capital investment?
51:00 How many acquisitions have you made from Webstreet money?
52:43 Plans to buy bigger websites?
53:57 What he needs & diversifying

LINKS to Mohit Tater
www.linkedin.com/in/mohittater/
https://bbi.xyz/

DealFlowSystem: https://dealflowsystem.net/
LinkedIn: https://www.linkedin.com/in/jonstoddard/

SHOW NOTES:
00:00 Episode brought to you by The Magnolia Firm
00:51 intro to Malcolm Peace and his first look at acquisitions
04:10 Acquisitions are about "Buying Time"
05:56 Getting Inspiration
08:30 How his mentors guided him
11:10 Was the ERP project a skill test or real customer?
13:45 The Pieces start coming together when you are intentional
15:18 How Andre Agassi figured out Bjorn Borgs serve
15:59 Launching a PE firm as minority partner - and the blowup
22:26 Sourcing a deal and what happens when you get emotionally attached to a deal
26:56 What his PE experience taught him about Quality of Earnings
28:00 looking at deals closer to home
29:02 Episode brought to you by The Magnolia Firm
30:35 Broker or no broker - change the outcome?
31:00 Building an outreach system - before and after results
33:28 The search criteria thesis - The 3 D's
35:58 How long did it take to find your first acquisition
39:17 Helping owners to work above the business - to scale and exit
40:22 Malcom's 2nd Acquisition
42:37 How he financed the deal - Her Price My Terms
44:45 $900,000 in free cash flow - shrimp
47:43 How much he raised in capital - Why you need to stay in touch with investors
49:17 All cash Friends & Family round?
52:26 What is he doing with the excess free cash flow...bigger deals?
53:20 HoldCo dreams
53:49 Did company have GM in place?
54:17 How do you feel about this deal compared to losing first deal
56:25 Owner Second Guessing the Deal
57:43 What Malcom does settle himself

This episode was brought to you by The Magnolia Firm. Specialty M&A Business Brokerage firm helping business owners sell their company. https://exit.themagnoliafirm.co/top

Bill Snow shares his journey in the world of mergers and acquisitions (M&A) and provides valuable insights into the industry. He introduces himself and talks about his background, giving viewers an overview of his origin story. Bill discusses his first deal, a spin-out deal that unfortunately did not reach fruition. He then touches on the concept of valuation, emphasizing how some individuals can have overly optimistic expectations.

Bill goes on to recount his first successful deal, where he worked with a $20 million marketing company. He highlights the importance of not providing a disservice to clients or offering bad advice. The quality of earnings reports is strongly recommended by Bill, and he notes the increasing prevalence of Reps & Warranty Insurance in the industry.

Towards the end, Bill mentions "10 Reasons Acquisitions Fail" and "10 Lurking Problems for Sellers," which are discussed in his book. These sections cover common challenges and pitfalls encountered in M&A transactions, providing valuable insights for anyone involved in the process.

Overall, Bill Snow's video provides a comprehensive overview of his experiences in the M&A industry, offering valuable advice and insights for professionals and enthusiasts alike.

SHOW NOTES:
00:00 Episode brought to you by The Magnolia Firm
00:51 Intro to Bill Snow origin story
03:43 first deal Bill worked on - spin-out deal - did not get deal done
04:34 Valuation - stars in their eyes
05:28 First successful deal working on a $20 million marketing company
06:54 disservice to client or bad advice
08:05 Quality of Earnings reports - strongly recommend
08:40 Reps & Warranty Insurance - seeing it more and more...
09:20 How an investment banker gets paid
11:39 The Best part of the M&A job & How Negotiating & playing cards are similar
16:29 How to win at poker and M&A
19:42 How many deals did Bill work on before book
20:25 Why he wrote the book, M&A for Dummies
26:11 Don't give my company ideas about wanting royalties
29:15 Did the "For Dummies" brand help you?
30:43 Did the M&A for Dummies book open new doors or backfire?
35:41 What is difference between first edition book and 2nd?
36:57 What's my Valuation? A. "It depends"
38:58 how to create Sell Side Valuations for buyers
43:30 When 80% of your revenue is from one customer
46:15 If the Quality of Earnings Report is done right...
47:58 I am the Tax man. page 185 of Mergers & Acquisitions for Dummies
49:44 10 Reasons Acquisitions Fail: Bureaucracy, Zombie, No Authority, pg. 331
55:37 10 Lurking Problems for Sellers: Accruals, Parallel Activities & The End Run pg. 335

LINKS to Bill Snow
www.linkedin.com/in/billsnow
Mergers & Acquisitions for Dummies by Bill Snow on Amazon.com

This episode was brought to you by The Magnolia Firm. Specialty M&A Business Brokerage firm helping business owners sell their company. https://exit.themagnoliafirm.co/top

In this YouTube video, Craig Dickens from JD Merit Group is interviewed about his experiences in the world of mergers and acquisitions (M&A). Craig begins by sharing his background, including his success in building a mail-order company for tri-athletes, which he eventually sold. He then discusses how he used the proceeds from that sale to pursue his next ventures.

SHOW NOTES:
00:00 Episode brought to you by The Magnolia Firm
00:51 Intro to Craig Dickens from JD Merit Group
01:23 Building mail order company for Tri-Athletes - 26k mail list - and sold that
05:59 What was next? Parlayed the proceeds
07:11 How much did you parlay to the next opportunity
08:53 Finding his niche size
11:18 Buying & Selling a QuickBooks company
12:23 Looking for another acquisition - How you make decisions to invest
15:20 Bending will to reality - the endowment effect
16:23 Elon Outlier
18:25 Any of those acquisitions not work out and why?
21:45 Why Craig sold one at a time
23:18 What usually happens when you over pay for acquisitions
25:08 Did you use partners?
27:18 How Craig structures deals - Finding the deal, Sponsoring the Deal
29:22 How much money does Craig bring to deal
30:52 Example of $20 million deal - law of large numbers Capital Providers
33:30 PE or FO or HNWI
35:24 Why he moved from owning the companies to M&A Advisor
37:30 Personal Guarantees - learning from our failures
40:04 Should I sell now?
42:24 How do you know - John Warrillow - Built to sell
44:24 How do you find clients - Guess what? LinkedIn
45:45 Why do they pick your firm over others?
49:12 First time sellers - first time buyers
51:24 What do you do if seller wants more than company is worth?
54:57 Fastest deal done - and average
56:45 How much of your tri-athlete mindset helped you in M&A - learn to accept suffering
58:24 When you deal has hair on it - the M&A Axiom - price the risk
59:54 How Craig's M&A firm charges
1:02:01 How many deals do you work on per month
1:02:30 How do feel about your work today

LINKS to Craig Dickens
https://www.linkedin.com/in/craigdickens/
https://jdmerit.com/

This episode was brought to you by The Magnolia Firm. Specialty M&A Business Brokerage firm helping business owners sell their company. https://exit.themagnoliafirm.co/top

Adrian Pinto is CEO of Georgia Scapes. Georgia Scapes is a licensed and insured provider of landscape services, including: commercial maintenance and installation, irrigation, anti-erosion, and residential design and installation

SHOW NOTES:
00:00 Episode brought to you by The Magnolia Firm
00:48 Intro to Adrian Pinto
01:35 Learning Experience - and his background at PE firms
03:36 What did you Adrian do at the PE firms?
06:25 When & Why he made the decision to buy a company
10:04 Did you want to do it by yourself or with partner?
10:50 How did you find the acquisition?
12:34 What was your criteria
13:26 Why did seller want to sell?
14:11 Who did the audit?
14:43 Was business reasonably priced / valuation?
17:10 Working Capital in the PE world - and the SMB seller wants it
19:50 Why is SBA loan a double edge sword to future growth?
24:25 Talking about Mark Leonard at Constellation Software & Operational Excellence
28:10 Creating Havoc with more acquisitions
28:38 How he grew the acquisition by 42%
30:15 How the SBA views history when you are a 25 year old company
32:33 Why he chose landscaping business
34:09 What was experience like with employees when you don't know anything
36:25 Any employee leave?
37:05 Any surprise red flags or seller disingenuous?
39:04 Did you create a risk that was not real - being reasonable?
42:43 Recurring Revenue & what he liked about the business

LINKS to Adrian Pinto
https://www.linkedin.com/in/adrianpinto/
https://www.georgiascapes.com/

This episode was brought to you buy https://themagnoliafirm.co/ Specialty M&A Business Brokerage firm helping business owners sell their company.

Eric Hsu (on Twitter at Lawyer4SMBs) 2nd degree connection2nd
Business Acquisition Lawyer | M&A, SBA Deals, SMB | I help self-funded entrepreneurs negotiate/structure/close SMB acquisition deals

SHOW NOTES:
00:00

LINKS to Eric Hsu
https://www.linkedin.com/in/lawyer4smbs/
https://lawyer4smbs.com/
@lawyer4SMBs

🆓 FREE LinkedIn Deal Flow Course - https://www.dealflowsystem.net/free 👉Learn More about How to Buy a Million Dollar Business www.DealFlowSystem.net

Ron Holt Former CEO & Founder of Two Maids & A Mop. Current Founder of Pink Zebra Moving.

SHOW NOTES:
00:00 Intro to Ron Holt
01:20 Where did he get the inspiration?
03:48 How he launched Two Maids and a Mop
04:47 How much did you save up?
06:33 Why go after a fragmented industry?
08:02 Did you create a formal business plan?
12:45 How long did you go without paycheck?
15:12 Who was your Darth Vader?
16:10 How did you turn it around - figure out product market fit?
19:24 How did you pay your people?
20:40 Did you terminate the bottom 10%?
21:19 What were the economics of your franchise?
22:24 You got it figured out, what did that do your revenue?
23:34 Where did the franchise idea come from?
26:04 You met a Subway billionaire on accident?
28:13 What was the conversation like?
30:43 Did you keep in touch with him?
32:43 How did you go from 11 to 93 locations?
33:15 How much did you sell a franchise for?
37:29 Why were people attracted to the opportunity?
39:12 Fast forward, 93 locations, why did you sell to PE?
40:58 The new idea...when did that start?
43:22 There is not repeat revenue in moving business - or is there?
44:54 Pink Zebra, is that from Purple Cow, #sethgodin
45:39 Did you hire an investment banker to help you sell?
49:02 What kind of multiples did you get on a 93 location franchise?
50:16 You have a boat load of money now, did you apply same boot strap ideas?
53:02 How many franchises do you have now?
53:50 What was a big mistake you made in that first business?
55:50 Do you feel like you are following in Fred DeLucas shoes?
56:35 What is a win for you?
58:48 Revenue for the moving company now?
59:22 How many are you going to add per year?

LINKS to Ron Holt
https://www.linkedin.com/in/ronholtfranchise/
https://pinkzebramoving.com/

The deal Camilo negotiated was:
-$8.95M at close
-$2.5M in equity in the PE firm that was acquiring him
-$1M holdback to be released after 12 month (standard when dealing with PE, it's usually 10% but I capped it at $1M)
-$500k to be paid out as a salary for 12 months for the owner to stay running the company during the first year doing only the things he loved doing
I charged 10% as a commission on the deal so it ended up being a happy happy story for everyone involved.

SHOW NOTES:
00:00 Intro to Camilo Andrews Parra
00:26 The day you became a millionaire
02:11 What do you do for work now?
04:22 What makes a good digital marketing client to you?
05:54 How much do you clients spend on ads per month?
07:11 How long have you been doing digital marketing?
07:16 Did you ever take a percentage of revenue?
08:59 What was your WHY, why start looking for acquisitions?
09:49 This company you tried to buy on MicroAcquire - details?
11:01 What is worth $6 million?
16:16 So you tried to raise capital, what was your experience?
17:48 You tried SBA - but what happened?
18:33 You hit brick wall with this MicroAcquire acquisition - what did you decide to do?
19:32 What type of products did your client sell?
20:10 He did $700k in sales his first year?
20:30 How much did you spend to get it to $3 Million in sales?
21:16 Did this client do this before?
23:09 How did you approach your client- to help him sell?
27:48 You thought his business was worth $8m to $13M?
28:10 Was this course business dependent on his celebrity status?
28:41 How many courses did he created?
30:56 When you were ready to sell it, where did you start - where did you list it?
33:20 Are you getting qualified buyers?
36:00 What types of questions did you ask to determine if they had $4 Million to put down?
40:22 So you started reaching out to PE firms...
42:19 How much commission did you ask as M&A Advisor?
44:47 So your client crushed it in December, how did that affect the valuation?
45:24 How fast did you close?
46:32 Did you client accept "second bite of the apple?"
48:16 How long did it take to get your cut?
48:44 Were your partners involved?
48:55 What did you feel when you saw the money deposited?
49:54 Are you changing your business plan due to this success?
50:28 Are you going to ask for equity now?
53:09 What is your plan now - what type of clients are you looking for?

In this insightful podcast interview, join us as we dive into the world of private equity with Chris Younger, the founder and managing partner of Class VI Partners. Discover the secrets behind Class VI Partners' success as Chris shares his extensive expertise and experience overseeing 27 acquisitions during his tenure at Expanets. Explore the strategic approach employed by Class VI Partners in identifying and nurturing promising investments, and gain valuable insights into the role of private equity in driving innovation and fostering entrepreneurial success. Don't miss out on this captivating conversation that will leave you with a deeper understanding of the dynamic nature of private equity and its profound influence on the business landscape. Tune in now!

SHOW NOTES:
00:00 Intro to Chris Younger
01:15 Acquiring 27 companies at Expanets
02:33 Silver Cloud Companies PE
03:11 Why do you believe in Vistage Worldwide?
03:36 Who do you go to for advice?
06:28 Back to Expanets, how did you buy those companies?
09:14 What about management to run these companies?
11:19 Why did you start Class IV Partners?
13:27 Core Values - how do you measure that?
15:26 How do you reward employees?
16:37 Why did you write a book?
20:23 The more you tell the truth the stronger you get - where did you get that teaching from?
23:22 FINRA asks you to change your name...why?
24:18 Your first client did you work out and you refunded them - why?
25:41 Deciding when to harvest - how do you know?
28:56 What if seller is not getting price he/she wants?
30:42 Working backwards - and do you help grow through acquisitions?
32:37 What if they don't have more gas in the tank?
34:45 Is this a DIY roadmap or do you Done for You?
35:39 What if the client has a high concentration of customers?
38:39 What stories do the financial reports cards tell you?
40:46 And the debt on the balance sheet?
41:01 What if debt is used to turn assets to cash flow?
41:53 What do you mean entrepreneurs are not using debt as much as they should?
43:41 If entrepreneur has grown his business for 15 years, done everything he can think of marketing wise...how do you improve on that?
45:14 What are your suggestion when it comes to Cap structure for selling?
47:15 How do you make the decision when all offers are 10% of each other?
49:06 What is your "Go to Market" strategy?
51:42 Communication: Don't Make this Mistake - what is that?
55:18 Sending people to wealth managers...
56:51 The Entrepreneur Thesis - what is that?

LINKS to Chris Younger
https://www.linkedin.com/in/chris-younger/
https://www.classvipartners.com/

SHOW NOTES:
00:00 Intro to Jason
01:00 How he started
02:40 Raising $406M Capital to Acquire
05:27 Tell us the story of the Trillium Healthcare acquisition
06:36 Types of companies you acquire and why
08:58 Why did you buy a company where 88% of revenue came from one customer?
12:40 Do you replace management?
15:09 How long do you give yourself to improve measurables?
16:10 what do offers look like - cap stack?
12:58 How fast do you move on acquisitions?
19:16 Are you competing with other buyers?
20:06 How long do you keep the companies in your portfolio?
21:14 Do you employ and investment banker to help you sell the companies?
22:13 How do you choose an investment banker?
24:09 Do you care where/who its sold to?
25:43 What is a ReTrade?
27:56 What is volume of communication you have with Investors?
29:56 Any companies, you try to fix/improve, that did not work out?
32:09 What attracts you to Food companies?
34:39 What life stage was the Food acquisition in?
38:01 What do you do with a product line that is not making money?
38:25 That company that is over 120 years old sounds like buy and hold, how does that fit in a PE?
39:48 Who do you go to for advice, mentorship?
42:08 Skip level interviews - what are they?
43:49 Customer is always right to...take care of your people
44:20 what is some of the best advice you received
45:44 What would you can a "Win"?
47:08 If you find a great operator do you hire him away for other companies?
48:14 What is next for you, working until you are 99 years old?
49:29 How many acquisitions do you have planned for the year?
49:39 What does deal flow look like for you?

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Eddie Wilson is a husband, father, avid real estate investor, CEO, national speaker, and has a passion for business growth. Over the course of his career, he has built or run more than 100 different businesses, managed 4,000 employees, and traveled around the world speaking about business and leadership. It is his pedigree and experience that has led him to develop a business operating system that worked for him in systemizing and scaling his companies. Now he has released it for you.

SHOW NOTES:
00:00 Intro to Eddie Wilson
00:36 His entrepreneurial start
02:37 How he sold his "show"
03:42 How did Fox pay for your show?
04:21 How much did you own of that show?
04:27 What did you think - after you sold it?
04:47 Then you built a TV ad agency?
05:23 And you sold that too?
05:28 Why did you sell that?
10:50 The three things to focus on
12:16 Manage IP - Explain that...
14:30 The "Operating System" what is that?
17:49 What do you do if mgmt. or individual does not fit in to the "system"
20:34 You create this "Operating System" what is next test it on acquisitions?
24:48 How did you acquire 32 companies at one time?
26:36 What do you mean "operate at scale"?
29:12 What was the legal structure of all these companies?
29:48 Did you have to shut any of the companies down?
30:16 Did you bring in your mgmt team to run these companies?
31:50 Who initiated the sale of the 76 companies?
33:15 How many bidders did you entertain?
33:24 The chairman, where was he?
34:37 How much did you own percentage and how much control?
34;52 You sell all your assets, what are you working on now?
37:19 What charitable work are you doing & why?
41:49 Have you always done charitable work?
42:25 How has charitable work changed you as CEO?
43:41 How much of excess cash flow do you give to your charities?
44:55 Do you buy 100% or keep seller in game?
46:29 What industries are you looking at?
48:41 The "Event Space" why do you like that?
51:37 How do you work with "Influencers"?
52:52 Buy and Hold or grow and sell?
54:24 What is the lifetime goal?
55:16 Do you work with an Investment Banker - to sell your companies - who?

LINKS to Eddie Wilson
https://www.linkedin.com/in/eddiewilsonofficial/
Books: The Titan Doctrine: 8 principles to achieve Titan Leadership
https://officialew.com/

Learn from the expertise of John McNabb, CEO of CanaDent Corporation and Managing Partner at Integra Dental Group, in M&A, structured finance, risk management, and multi-site healthcare. With over four decades of experience as an executive in corporate restructurings, venture capital, investment banking, and M&A, he has been involved in more than 60 transactions with a total value exceeding $2 billion across all major industries.

For the past 13 years, Mr. McNabb has been a reputable owner and consultant in the multi-site healthcare sector, where he excels in acquisition strategy, funding sourcing, business valuation, and complex negotiations. His involvement in 15 healthcare acquisitions during this period generated total revenue over $31 million and total enterprise value exceeding $52 million.

Mr. McNabb is an honors graduate in economics from the University of Toronto and a diplomate of the Executive Development Program at Queen's University. He is also an accredited Arbitrator with expertise in commercial law and contracts, a former Director of the Toronto Better Business Bureau, and a former volunteer Treasurer of a large charitable organization.

Tap into the wealth of knowledge and experience of John McNabb in the healthcare industry by watching his informative videos on our channel.

SHOW NOTES:
00:00 Intro to John McNabb
00:28 John's origin story - thrown into saving a gold mine loan
04:02 How he saved it - "The Deal that would not Die"
06:36 Finding his affinity for negotiating
08:31 What else was in the portfolio to fix
10:52 What does "restructuring" mean?
12:46 How he insulates mgmt. to focus on operations - EX: deferred coupons
16:08 Why lenders like Dentist businesses
18:44 How he discovered the Dentist opportunity
21:00 9 Dental Acquisitions
21:50 How to do you solve the Expert - Doctor supply demand
23:10 How do did you buy/finance the acquisitions?
24:51 Capital & Mgmt. Earn in's
26:29 Holding company structure -
27:54 What is John's role in running the holding company
29:06 Delegate acquisitions to Business Dev?
34:03 What was most difficult during 9 dental acquisitions - blind spot
35:40 Dentists don't come with business expertise
37:00 do you see increase in revenue when you outsource admin tasks
37:50 Is it possible to Cross pollinate best practices
40:17 Dentist Acquisition Thesis - buying strategy
41:15 Sunk time in a distressed acquisition
43:22 Mentors - Lawyers?
45:36 End of Dentist Acquisition Opportunity?
48:20 What would it take to be on a board of Directors
50:34 Set up a fund or syndicate after LOI - Timing
53:00 Opportunity to work with John McNabb

Discover the secrets of success in the world of mergers and acquisitions with Pardis Nasseri, an industry-leading M&A advisor who has been involved in over $30 billion in transactions. In this exclusive video interview, Pardis shares valuable insights and behind-the-scenes stories from his illustrious career. Learn about the strategies, challenges, and nuances of high-stakes deals as we delve into the mind of a top M&A professional. Don't miss this rare opportunity to gain knowledge and understanding from an expert who has shaped the M&A landscape. Watch now and elevate your understanding of the complex world of mergers and acquisitions. #MergersAndAcquisitions #PardisNasseri #BusinessInsights"

SHOW NOTES:
00:00 Intro to Pardis Nasseri
00:20 Started as Independent Sponsor, Accounting at PwC, Jefferies & Platinum
03:58 Immigrated from Iran - got stuck during the Revolution
05:40 Working at Private Equity firm Platinum
08:34 Keeping management on - asking them to do is twice as hard
09:17 What Palm Tree LLC does - 3 things
10:19 Debt higher interest rates for SMB: hurdle rates & cheaper money
11:42 Quality of Earnings and A.I. - the challenge of GIGO datasets
16:25 Size of deals he works on
17:00 War with China - Warren Buffett unloads stock on Taiwan company
18:07 Betting on stronger horse
19:14 ESG scores how is that changing Investment banking
20:54 Anheuser Busch loses $4-$6 billion in value from DEI
21:50 Expanding to Texas
22:22 M&A Transaction is like Brain Surgery & #1 Business Development tool
24:30 QoE - Scoring a business that lowers forecasts -Trend is your Friend
27:50 QoE projection ranges - ultimately comes down to justification of forecasts
29:40 The great wall of China
33:04 Investment Banker / Broker Dealer - raising capital for others
35:00 What makes a successful acquisition? (the soft stuff)
36:30 When you don't have a cultural fit - sharp elbows
38:34 What do you say to CEOs with big acquisition egos?
40:21 Strategic or Financial - when you hit 17 and bust -staying disciplined

LINKS to Pardis Nasseri
https://www.palmtreellc.com/
https://www.linkedin.com/in/pardisnasseri/

In this podcast, Krystof Bartos, guides you through his story of buying a small (SMB) in the USA while still living in the Czech Republic. With his extensive experience in finance, Krystof makes the complex process of acquiring an SMB, with a US partner, in the USA more approachable and manageable for international buyers, setting them on the path to more acquisitions.

SHOW NOTES:
00:00 Intro to Krystof from and still living in the Czech Republic
02:00 Krystof's Call to Adventure
04:27 Coaches he worked with Jeremy Harbour and Carl Allen
05:04 His financial experience
06:01 Why did he focus on the financial part
08:00 Consulting for Equity story
10:53 How to realize gains in a Consulting for Equity Gig
16:42 Finding his partner & doing deals
23:20 Distressed or profitable company
24:45 What was Motive for selling?
27:26 How to trust a brand new business partner
30:13 How much does each partner own of acquisition
33:21 Talking to SBA banks to get real yes/no - getting deals not done fast
35:55 Seller stayed on & part of the family
37:17 Did you make any big changes to company after close?
40:25 Copy writing and AI
44:21 Andrew Longcore, Attorney saved the deal
45:21 Why he likes Tony Robbins
46:53 Keith Cunningham too

LINKS to Krystof Bartos
https://www.linkedin.com/in/krystofbartos/
www.krystofbartos.com

🔥 You should be able to filter out bad deals in 5 mins or less: Get Deal Review Genius https://www.dealflowsystem.net/offers/9WoD2gng/checkout

@JonStoddard

After making 45 acquisitions at SureSwift, Kevin McArdle is really flexing his CEO muscles this time. Now, he's embarking on a new adventure as CEO of Big Band Software with $100 Million to spend and his sights set exclusively on the B2B SaaS software acquisition market. It's definitely not easy but he seems to have mastered the art of buying great companies - now with massive war chest, It looks like Kevin is about to set off on another exciting journey and we are eager to observe his success!

SHOW NOTES:
00:00 Intro to Kevin McArdle
02:08 Financing Acquisitions at SureSwift
04:15 First Deal Financing
05:15 When he realized he had momentum
08:11 How big were the companies ($Rev)
08:43 Did investors start knocking on doors?
09:45 Raising a Fund
10:45 Tenets to operating a a great company
12:55 Example of "Taking Care of People" - Culture
19:50 What Kevin reads - Mark Leonard
22:10 Big Band Software Vision - Types of Companies they buy
23:10 Why no dividends - Name of the Game is...
25:10 Backed by 2 PE firms
27:53 If PE turns fund 5-7 years, how are you doing a buy and hold?
29:08 Are you competing on Constellation's turf?
32:55 Disruptive technology - Adding the AI question to checklist
37:08 What are you looking for in growth criteria - valuation challenge
42:06 Valuation - the tough conversation with sellers
45:52 Red Flags on SaaS businesses - Don't think you are smarter than seller
49:05 Acquisition opportunity Example
51:06 Deal Flow Status - No such thing as too much deal flow

LINKS to Kevin McArdle
https://www.linkedin.com/in/kevin-mcardle-6bbb296/
https://bigbandsoftware.com/

SHOW NOTES:
00:00 Intro to Thomas Smale
01:10 Why he started FE International
03:37 The M&A Process Past and Today - Build a community and they will tell you what they want
06:54 What is most important in choosing a M&A Advisor
08:32 What FE International charges
10:32 Finding Qualified Buyers - Filtering Out NON-Qualified Buyers
13:25 Does the No Money Down every happen?
15:25 Likelihood of SBA 10% Money Down
20:55 Due Diligence & Quality of Earnings - why deals fall through
29:20 The Valuation Process - how not to waste time
32:14 How they work with seller if 12 offers are below asking
34:46 Outreach to find buyers & creating FOMO
39:09 Why would buyer offer 100% Cash asking price
40:41 After 1200 deals, Where do deals fall apart?
43:00 Why Being transparent about accounting discrepancies is important
44:22 The future of acquisitions
47:30 The Partial Acquisition trend & Buy Side Search

In this podcast interview, Chase Murdock tells the story of how he transitioned from launching a few venture capital backed companies to CEO of a holding company of 5 SMBs and making 4 SMB acquisitions. He offers valuable insights on the importance of doing what you love, the value of relationships, and more!

SHOW NOTES:
00:00 Intro to Chase Murdock
02:20 The downside of VC backed companies
03:21 The accidental call to adventure to the world of SMB's
06:49 Producing more revenue from the first SMB versus the VC backed firm -but learning holistically
10:10 Learning the avatar in a 0 to 1 environment - learning fast - Arrival fallacy
12:42 Finding the best business partner run a contest: who treats the other better
17:02 How he finances the acquisitions
19:15 His holding company thesis - no rich uncle - goal: 5X Love & Energy
22:29 How to become expert in growth in different niches
24:01 Finding and or promoting operators
24:57 Discovering how operators boost their productivity
26:28 How to prove to seller you can bring the resources to grow their business
27:33 The framework for how Chase works with portfolio companies
30:40 How to help the GMs break & scale
34:36 Who Chase goes to for personal growth
36:07 Working 60 hours at Holding Co. vs 60 Hours at VC backed companies
38:19 Sellers do not own equity in holding company
38:43 Is your success attracting money?
41:10 Why do you have imperative to grow at break neck speed (out of death zone)
42:17 Buy and hold or exit?
43:14 How he decided pay themselves from Free Cash Flow
44:40 Ernest Hemmingway mean to him

In this podcast, tech entrepreneur, Linda Rose, shares what she learned from getting acquired three times. If you're interested in learning the secrets to getting acquired, watch this interview (and) buy her book, "Getting Acquired for Millions - Amazon. Linda shares some of the things you can do to increase your chances of being acquired for higher valuations.

SHOW NOTES:
00:00 Intro to Linda Rose
01:40 The "All Cash Sale details
04:32 Why be an M&A Advisor - The inspiration for writing the book the 500 mile journey
07:38 How did you know you "left money on the table?"
09:21 Broker and PE Lessons
10:05 How did you find your first M&A Advisor clients
10:58 The problem with Cash based Accounting vs Accrual based
13:07 How Accrual based accounting transformed the clients bottom line
13:49 How know the client is truly motivated to sell
15:37 How to work on creating a transformational exits
16:14 More acquisition stories - 12 Offers
18:30 How to do sell if you have HIGH customer concentration risk
19:43 Women owned "Multiples" risk
22:16 Why she "niched" to tech
24:14 Reps & Warranties Insurance for MSPs
24:50 Real Estate Collateral issues with a sale
27:22 How many hours do you work as M&A Advisor
28:56 What sellers don't think about the final exit number
31:24 What if seller has lots of cash on balance sheet
32:13 How Linda gets paid as M&A Advisor - How she walks with sellers

Being a Plumber to Buying & Selling Online Businesses (4 to be exact) and now teaching others to do the same. Jaryd also helps his students scale their acquisitions - while only working 20 hours a week. The rest of the time he is doing a lot of traveling and surfing in between coaching.

SHOW NOTES:
00:00 Intro
01:13 Wanted to be wealthy but not academically smart enough s0...plumbing
03:01 Saw the rich life, the frustration, drinking too much and the call to adventure
04:55 In Egypt, typed into google' "how to make money online"
06:14 1st Acquisition - membership site to a database of wholesalers
08:53 How 1st Acquisition preformed financially
09:25 Saving the lessons learned
10:38 2nd acquisition - custom made suits from Asia guaranteed fit
14:42 3rd acquisition - hanging egg chairs: big order customer fraud & supplier issues
23:21 Becoming a coaching to help others buy a business - only worked when he charged $$$
29:00 Why do students spend money on business buying courses but never buy one
32:00 Size of business he targets $50k to $500k - don't buy another job & scaling
39:20 How he helps scale - listening - business is screaming help me Jaryd
43:33 The business Sorting hat - make it so dam hard for employees to mess it up
46:10 The funny thing about getting "experience"
47:40 Down to 20 hours a week.

How do you go from a small MSP in South Africa to a $38M revenue in just a few years? By making smart acquisitions, that's how! If you're in the managed services space, you know that acquisitions are the key to growth. But how do you know when an acquisition is a good deal? In this video, Orrin Klopper talks about his MSP acquisitions, what he looks for and what he passes on, and see how they can help you determine whether or not an acquisition is right for your business.

SHOW NOTES:

00:00 Intro to Orrin Klopper
00:41 Update LOI's out - don't fall in love with a deal and the need for an abundant pipeline
01:39 From South Africa - 1st remote customer in NY remotely
03:42 Joined EO, At $12 million - first acquisition - off market
05:03 First Acquisition Cap Stack - how he bought
05:43 Was seller happy with valuation - drifted into red Ocean
07:04 Earn outs - upside / downside risk - love hate relationship
09:24 Types of Acquisitions he makes - Criteria - outside of numbers
12:21 Open Book Transparency - why
13:53 How can you tell the seller wants to stay on - and help you grow your vision
14:56 Why focus on revenue range - 30k MSPs - 60 active PE firms hunting
16:04 Should MSPs go through Full Sales Process - CIM and Campaign or not
17:31 Saying yes or no to deals - what he got good at - Valuations & Culture
21:36 Passing on deal where seller high concentration of customers
21:44 Future Plans: $10 million EBITDA
23:54 Multiples on MSPs
25:08 Culture and Style of Management - only way we can grow...
27:03 Decentralized Hiring - own the decision
28:29 How he spends his time 60% M&A, 10% Organic, 15% Culture
29:01 How ebidta growth make money attraction easier
31:05 Adam Coffey
34:01 How to create abundant deal flow
35:44 Doing a podcast for deal flow - the Midas lesson

LINKS to Orrin Klopper
https://www.linkedin.com/in/orrinklopper/
https://netsurit.com/en-za/

In this video, Damon Pistulka talks about how he went from being a Investor HoldCo GM to an Exit Advisor. He shares what to specifically focus on how the exit advisor can help maximize value for the shareholders of the company.

SHOW NOTES:
00:00 Intro Damon Pistulka
00:30 How he got started in M&A - working for PwC & finding "it"
06:33 What learned about acquisitions when the company he worked for was acquired
11:20 Copying Micheal Dell's JIT strategy
12:20 Buying an acquisition based valuing on underperforming assets
15:54 The Better you set up your company for acquisitions, the more you can pay
16:57 Done working for someone else - the distasteful work of laying people off
20:20 Why not become a business broker - sobering message if you wait at the end
25:54 If you are burned out - Just close it down and liquidate your assets
31:45 His first exit client success story - good bones but loaded with $8 million in debt
35:10 What seller had to do to pay down debt
39:45 Working backwards - goals to KPI's
40:32 How Damon, Exit advisors, gets paid
41:55 Finding more clients with gas in their tank
44:00 How many deals does an Exit advisor need to be working on
45:32 With your EXIT clients Do you recommend firing people?
47:03 Fastest Exit - anyone tells you can sell your business in 6 months is full of...
49:57 How do you help CEOs with mindset?
51:16 Oddest thing Damon saw holding CEO's back from growth - Trust the process
54:04 Cobbler does not have best shoes.
55:01 How to grow your business: share everything we know

LINKS
https://www.linkedin.com/in/damonpistulka/
https://exityourway.us/

In this video, Pete Seligman walks us through all five of his acquisitions, major focus on the first one, that he's been a part of and the two exits. Pete is an experienced entrepreneur and investor who has been involved in a number of different industries over the years. In this video, he provides some great insights into the world of acquisitions – what to look for, what to avoid, and how to make sure you get the most value out of the deal.

Look for the "sailing" sports - business analogy

SHOW NOTES:
00:00 Intro to Pete in Australia!
00:56 Call to Adventure - What was missing in his life
03:57 Why some humans need to be responsible for Inputs RESULTS
05:54 Buying a business in Australia (vs the USA)
07:15 acquisition Criteria - Why Direct Invoicing was important
10:29 First Acquisition Cap Stack
11:49 Did seller/owner stay on?
13:21 How did you find the business and was it a "good" business
18:38 Why you need to "work-in" the business - to start
19:25 Bringing a Sledgehammer to the valuation and offer
23:11 His style of offers - margin of safety & single digit offer
26:05 Buy and Hold - no target exit date
27:10 Paying salaries - what happens when cash flow from acquisition is not enough
27:50 big skeletons in the closet came after acquisition
29:48 When he first felt the "What he was meant to do" Dopamine rush
33:18 His inspiration - mentors
34:44 Growing the first acquisition & buying more
36:00 When business owners hit a glass ceiling
37:50 Ocean racing vs sailing around the harbor
39:11 Courting the 2nd acquisition seller
39:48 Making an offer to seller they could not refuse - call options
43:50 Buying the same type of business but in unrelated industries just 2X in 5 years
47:13 Scaling, software vs service - why you need domain expertise
49:13 More acquisitions - parking meters & selling to a PE firm
50:58 Attracting investors to co-invest buying bigger companies
52:23 Buying a Travel Business - why you need to "stick to your knitting"
54:37 Making himself redundant & Becoming a Search Fund Investor/Coach
1:00:33 Getting in touch with Pete on LinkedIn

In this episode of the Top M&A Entrepreneurs podcast, host Jon Stoddard interviews Nick Hasckha of Cub Investments about small business acquisitions.

SHOW NOTES:
00:00 Intro
00:27 Call to Acquisition Adventure
04:50 How he raised money
05:45 Where he found his first deal
07:15 How he chose his business partner
09:19 His business acquisition thesis
10:15 First acquisition metrics
11:43 Being the only sales guy - didn't know the names of the plants he is selling
12:47 Expenses - paying themselves - from tech to SMB
13:44 Tuck-ins - Buying a Competitor Book of Business
15:44 Tuck-in multiples - costs
17:44 Funding out of balance sheet + seller notes
19:10 San Francisco COVID brutal reckoning - the solution
21:30 Voting for higher salary
22:23 Fixing & Selling the Landscaping Acquisition - Why we sold
25:23 What they are looking for now - macro thesis & Luxury of time
27:05 Making Mistakes - not knowing what you don't see
29:01 looking at the water/R&D/Labor industries - picks & shovels & not scalable
32:05 Switching roles at Cub Investments & designing software for the business
35:56 How Nick has changed - who Nick is today

RESOURCES & LINKS:
____________________________________________
DealFlowSystem: https://dealflowsystem.net/
LinkedIn: https://www.linkedin.com/in/jonstoddard/

In this interview, I talk about the things I learned from buying and selling a 7 figure food distribution business. The sale was a distressed situation and I had to make a lot of sacrifices, but I learned a lot in the process.

93 episodes in I am still trying to get the audio right.

SHOW NOTES:
00:00 Intro
00:33 Mike's Origin Story - the push to Acquisition Entrepreneur
02:05 What type of investors backed him
02:55 The Offer from the FO
05:03 Sacrifices to be Acquisition Entrepreneur
07:17 Did seller present a factual distressed situation or were they being unscrupulous
09:09 Sharks circling - Blood in the water
10:51 Losing accounts
12:17 What happens to business when seller is loses passion
13:00 Sweaty Startup Twitter
13:32 Due Diligence - how he should have structured the deal
15:39 When 80% of revenue from 20% of customers - RISK
16:44 Reality sets in - TRIAGE & Recap Time - Pivoting
19:18 Where did the new idea, to save the company, come from?
21:43 How long to turn around plan take?
22:57 What did end goal margins, ROI look like?
24:01 What food products did you focus on?
25:34 Scrapping and Clawing back to profitability
26:33 The sacrifice and transformation
27:25 2 Acquisitions and Selling the Business
29:20 Selling to a Strategic
31:33 What was nature of relationship with FO?
32:10 New Role: Investment Banker Restructuring Learning from Stupidity
34:00 Did you think about quitting - what to tell yourself

Chris Williams, CEO and of System Six, provides an overview of the process of buying and growing a CPA accounting firm. This video will help you understand what to expect when acquiring a CPA firm and provide some tips on how to make the process smoother.

SHOW NOTES:
00:00 Intro
00:47 Starting in Private Equity
03:25 How he found his mentors and High Net worth Investors
05:47 Mentor recommendations - should I raise capital need help with down payment
08:25 Who did the sourcing
10:35 What was your search criteria - $1m EBITDA or about
12:50 How he found his acquisition
14:01 Was seller motivated to sell?
15:24 What seller looking for?
17:19 How much seller financing with SBA loan?
18:03 Seller Note Downside
20:32 Participating preferred from Investor
21:09 How long did it take to land an investor
22:09 Working with Live Oak Bank for SBA loan
24:25 Why are accounting firms priced at 1X sales?
29:00 Overengineering the Reps & Warranties in APA
31:10 How was the seller handoff
32:30 Did anyone leave at sale - rage quit?
32:57 One year in, do you like what you are doing?
34:08 How did you grow revenue 30%?
36:45 PE employee to CEO - how is it changed you - realizations
40:00 Why he wants to grow to 100 people

In this video, you will learn how Mushfiq Sarker, an entrepreneur and investor, bought over 200 niche sites and made millions in profits. Mushfiq breaks down how he finds and buys niche sites, and shares his secrets to finding great deals and making successful acquisitions.

SHOW NOTES:
00:00 Intro
02:57 The Website Flip - Flipped 150 before launching
04:16 His start - 2008 VOIP Affiliate - paid for college - discovering his path
07:00 His second - Amazon FBA when they paid 10%
09:03 How to Commit to his future - the threshold
10:13 The course on How to Flip websites
11:13 Teaching how to get a Maximum exit
12:09 What is Easywins.io 120 Strategies to Maximize Profits
16:10 What is more valuable to buyer? 3X in traffic or 3X in profits?
18:48 Are you going to raise a Fund? Why? Why Not?
20:00 Average Acquisition Size today?
20:28 What is the acquisition process?
21:30 Are Flippa Valuations fair?
22:00 What is DealFeed.io? (its FREE)
23:43 Content Monthly Multiples 35X to 45X
25:23 MicroAcquire not good for content companies
26:44 What Mushfiq likes doing best - what he industry failed at
27:55 What he thinks of SaaS Businesses (even after having PhD in Engineering)
29:37 What Neil Patel did with ubersuggest and answerthepublic - paving the way
30:30 Copying Neil Patel by acquiring a content company
32:04 Using AI for content thoughts on ChatGPT
34:23 Price he paid for content agency
35:41 Doing Due Diligence
37:22 Due Diligence Sample Report - Traffic, Revenue, Content, Links RED FLAG REPORTS
42:20 Website Brokerage
44:27 What Mushfiq's day looks like - 3 Hours a Day
44:57 How has Mushfiq's life changed since he started Flipping Niche sites
48:00 How to make $10,000 a month - is it easy and What are first steps?
50:57 What is ezoic & odys?
54:03 Want to buy & flip Niche Content Sites - start here

LINKS
https://www.linkedin.com/in/mushfiqsarker/
https://thewebsiteflip.com/
https://easywins.io/
https://easydiligence.io/

In this video, we take a look at two recent acquisitions made by Devin Craig in the Direct Mail and Advertising industry. In this video, we decode what these deals mean for business owners in these industries. And what lessons can SMB's learn from them?

SHOW NOTES:
00:00 Intro
00:35 Devin's call to adventure
03:29 How to deal with Brokers asking for proof of funds
05:00 Devin's 1st Deal - not much experience in industry
06:45 Price, Motivated seller & why did they sell
09:40 Why You Shouldn't Take the Seller's Word on Who to Pick as GM
13:08 How buying a business changed his life
13:28 Re-investing profits & process
17:16 How he went for new business & opening the books
20:30 2nd Acquisition reason
26:32 How Devin is Able to Own 2 Businesses While Working Less Than 20 Hours Per Week
32:20 What he wished for in the first acquisition
33:00 Working on his 3rd
36:31 Being the Gordon Ramsey of printing company
43:45 Aaron Muller: The Lifestyle Business Owner
47:44 How strategic buyers get 100% bank financing
50:07 All that matters is that the business buys the business
51:40 What are you going to do with the money Mr. Seller?
55;00 exploring a software - printing company

In this video, Colin Keeley talks about how to go about acquiring a software companies. We will explore the different steps involved in the process and what you need to keep in mind when making an acquisition and simultaneously how to build a brand and create acquisition deal flow

SHOW NOTES:
00:00 Intro
00:27 Colin's Call to Adventure
01:38 Colin's First Acquisition - deal stack
03:02 Why they sold -
04:08 Getting the right Valuation
05:36 his analysis on Mark Leonard
07:19 SBA money hard for software
07:30 How he is building a brand
09:30 His Internet business buying course
11:00 Growing his acquisitions - his play book
12:46 Every deal we do is getting bigger
13:45 Talking about Andrew Wilkinson - all software tastes like chicken
15:44 Mark Leonard Constellation Software - 500 Acquisitions
17:28 Working on Fund - bringing cash to the party
18:39 best way to distill your learnings is teach it
20:50 Stretchy pants - sticking hands in sockets
22:04 Who he is inspired - weird thing about mentors
23:22 books he reads - American Kingpin
24:47 Make Moves - be serious about it.

In this video, you will learn how Marty Balkema and David Horne of Calm Capital created a profitable and scalable holding company. In this video, you will learn:
1. How to create and design a profitable and scalable holding company
2. How to find the right partners
3. What type of acquisitions to make
4. How to grow your business

Show Notes:

In this video, Jeff Evenson shares his story of how he acquired 5 companies (and sold) and then had to survive a business partnership breakup....Twice!

Jeff shares the lessons he learned from these experiences and offer tips on how you can avoid some of the most common mistakes made in business partnerships.

Show Notes:
00:00 Intro
00:26 Terrible Employee
01:34 First Acquisition: Hair Salon $3.5 Million in Sales
03:01 Valuation - Lofty Opinion vs. Reality - How to Solve this problem
06:56 Who took over Operations?
07:30 Was your wife 50/50 partners & Divorce
09:20 Were you happy/unhappy with sale price?
11:30 The 2 tuck-in acquisitions - Off Market Deals
16:10 Did acquisitions help multiples
18:29 Most difficult challenge in the hair business
21:07 Top 3 things Jeff would not do in next acquisition - 1 of 3 the Shootout!
24:49 How to pick Charlie Munger / Warren Buffet type partners
27:06 Buying a Precision Machine Shop Acquisition 5X Multiple with No Money
34:24 Seller Note or $12 Million Check in the Bank
38:47 Noticing Warts in the partnership - Make me an offer
41:00 Top 3 Things Don't Do 2 & 3 of 3
49:10 Coaching Veteran Business Owners
50:32 What is Lions Pride with Bill Watkins
53:13 Being comfortable with your speed or yeti

In this interview you will learn about a few of the 105 ways to create value for a private equity-backed company. Creating value is essential to ensuring that your investment pays off and these tips will help you get started!

Show Notes:
00:00 Intro Dan Cremons and Carol S. Mann
05:11 Adam Coffey quote in book
06:30 6000+ PE firms chasing a small pool of prospects
08:28 Is Dan at the table in the acquisitions
10:00 Outsiders book One of Dan's most recommended books
13:03 Winning Move #44 LinkedIn should be Centerpiece of B2B strategy
16:11 Chapter 11 pg. 222 Acquisitions, not as...
20:00 Too much dry powder
22:54 Page 224 Synergies: Cost, Knowledge, Revenue & Overstated: Cross-sell / Upsell
29:04 Deciding who to work for, trust in people key identifier: Growth Mindset
35:21 Model attributes Dan looks for
39:53 One crazy situation Carol worked on at KPMG
47:04 Teams: A Drag on valuation creation or Acceleration?
48:59 Outside POV or can a person be trained to see POV
50:15 Establishing Trust Fast
55:36 Creating a dialogue to solve the challenge

Links
Guest: Dan Cremons https://www.linkedin.com/in/dancremons/
Guest Host: Carol S Mann https://www.linkedin.com/in/carolsmann/

Dan's book:
https://www.amazon.com/Winning-Moves-Private-Equity-Backed-Companies/dp/B0B2TRD4N8/ref=sr_1_1?crid=1ZKODA6EKVIV&keywords=dan+cremons+winning+moves&qid=1670250536&sprefix=Dan+Cremons%2Caps%2C165&sr=8-1

None

300+ Middle Market Deals: How to Be a M&A Advisor with Scott Bushkie Cornerstone Business Services

Show Notes:
00:00 Intro
00:26 300+ Middle Market Deals
02:20 If I want to sell my $10 Million company
04:59 Private Equity bad rep with LOIs - is it true
09:34 6000 PE firms chasing & overpaying?
12:12 Who are you selling to, Strategic or PE firms
15:15 His M&A Advisor fee structure
19:10 M&A Alliance
23:00 how to split a commission in the "alliance"
25:31 Who is on the deal team
29:02 Why do deals fall apart - most common reason...
31:28 How do you place valuations on companies?
33:30 What do these mfg. companies look like & Wealth Managers
35:20 How do you help them Finish Strong
41:04 Using my business as a personal bank account - can you fix that?
43:03 What types of businesses not to touch - to help sell
48:30 Does an M&A Advisor require a license
50:00 Finish Strong Books on Amazon

Links
https://www.linkedin.com/in/scottbushkie/
https://www.cornerstone-business.com/

6 Acquisitions, 9 Exits for $26 Million with Raleigh Williams of DealMaven.io Success Bigger than he ever thought it would be. Show Notes: 00:00 Intro 00:26 lasted for 9 months as M&A attorney 02:36 Escape Rooms 04:20 You Ruined Your Life - Friction from Family 06:31 Massively Undershot Cost & Time 08:06 If you leave a M&A law firm...you can NEVER go back 10:34 When did you start seeing a little success? 13:21 Who is the WE in you partnership 13:54 Goal $100 Million BHAG 18:29 Net promoter scores for Escape Rooms 18:48 Where the acquisitions you made easy? 24:56 Do you work well with your partner - brother 26:38 Business unit performance 27:50 How do you 6 Acquisitions and 9 Exits? 32:34 Did your Dad admit he was wrong about you? 34:30 What is DealMaven 38:27 How did you get listings on DealMaven 39:32 Why partial acquisitions 43:04 Coaching & Passive or Active Money? 50:29 Are you licensed to sell securities

Show Notes:
00:00 Intro to Natu Myers & Raises.com
00:31 getting serious about raising equity
03:03 What is an accredited investor
06:21 What paperwork do I need before asking for money?
08:21 What you can say in your ads and CANNOT
09:09 How do I verify accredited investors?
10:39 Can you offer an IRR in your ads?
12:03 Starting with Friends Family and Fools
13:38 How do I create an Investor Funnel?
15:22 Where do I spend money on my capital Raise?
18:45 What are investors looking for to understand my investment?
21:25 Do I need to give zoom or live "pitch"?
22:43 Expectations, How many investors do I need to contact?
24:09 Big Check writers or Little checks?
26:43 How can Raises.com help
29:05 How long does it take to raise capital?
31:55 Is Debt or Equity better for acquisitions?
34:30 Squatting 600 lbs

Links
https://www.linkedin.com/in/natumyers/
https://www.Raises.com

10 Companies: Bought, Sold & Started Christine McDannell

Show Notes:
00:00 Intro
00:58 First Acquisition - Cleaning company
02:04 23 years old and cleaning homes
03:30 Acquiring market share, negotiating from $100k to $40k
04:52 How to integrate acquisitions without issues
06:04 How she sold he cleaning company MORE CASH
07:21 Opinion on the 1st broker experience
08:45 Why she sold
09:15 $250,000 in her account
10:53 Her next project: Wellness center - 3 competitor acquisitions
14:33 Using cash for acquisitions - wise decision?
15:40 Integration lessons
17:56 Who are her mentors - GKIC
19:55 Goal setting
21:40 A $1.2 Million skin graft Lawsuit story
25:12 Selling by herself on BizBuySell
26:00 the story on how she became a business broker
28:00 why did she call her company magnolia
28:36 where she found the deals to sell
29:57 Closing on 5 transactions in Dec
31:40 Her Fastest Close - 24 Hours
37:21 How she preps new sellers
43:16 How did she identify what she does not have/know
46:13 How she used the "4 Hour Work Week"
49:30 Talking about a few listings on themagnoliafirm.co
52:00 All cash or debt?
53:35 Dirty little secret with SBA loaners

FREE Stuff for Acquisition Entrepreneurs www.DealFlowSystem.net
📧: Sign up for The DealFlowSystem Newsletter - Get the FREE
1. Debt Stress Test Formula
2. 100 LinkedIn Connection Request Swipe File
3. 100 First Seller Meeting Questions
4. Paper Up NDA Non Circumvent
5. FREE access to direct mail leads
6. The BIGGEST list of Websites to Buy Businesses!

About
Top M&A Entrepreneurs Podcast is where we talk to acquisition entrepreneurs active today to ask them about their process, where and how they source their deals, their journey, what they had to overcome, obstacles, Industries they work in, how they analyze deals, valuations and pricing, negotiating the deal, due diligence, transition planning and closing. Our guests have acquired over 500 businesses and over $53 Billion in Value!

jonstoddard #acquisition #mergersandacquisitions #buyabusiness #businessesforsale #m&a

Jon talks to Reg Zeller about his 7 Foundry (Andrew Carnegie) & Machinery Acquisitions

Show Notes:
00:00 Intro to Reg Zeller
01:16 Found 1st one on BizBuySell
02:00 Andrew Carnegie type business
03:22 What are economics of foundry & multiples
05:35 How he developed relationship with seller & get at $1M under highest bid
08:02 Why seller went with Reg - its not all about the money.
09:43 Did Reg make a "no change to business guarantees" with seller
12:21 The characteristics of motivated customers
13:55 How did his new culture jive with the entrenched culture?
16:23 What is a captive foundry
16:51 How he hired to work above the business
19:00 Why did he buy the 2nd one - was not for cash flow
20:55 The 3rd acquisition
25:17 How he financed the other acquisitions and recap
28:26 Is he buying higher ebidta businesses?
29:50 What he does with tuck-in acquisitions
31:29 Where he found his President/COO
33:04 Parts of the work he hates
35:10 Want a M&A job
35:39 refuse to overpay
39:45 Reg Zeller's rollup strategy recommendations

Links:
https://www.linkedin.com/in/regzeller/
https://ermak.com/
https://twitter.com/RegZeller

Jon talks to Stephen Speer about his company and doing Ecommerce SBA loans

Show Notes:
00:00 Intro
03:02 Ecommerce SBA loans buckets
06:01 How does he score acumen of buyer
08:46 When do they reach out to Stephen - see links below
11:15 What if acquisition target change business model
13:01 First time buyers or serial acquirers
13:49 Can you get multiple SBA loans - cap
16:04 Money for larger acquisitions - no man's land.
20:10 Who pays for the Quality of Earnings Report
21:40 what does finance amount look like in bigger deals
22:08 How much do buyers need to put in - skin in the game?
23:10 How many investors can be in the acquisition team
24:13 Why does lender only look at trailing 12 months?
27:15 His deal with Centurica friends with Buyer and Seller
28:38 How long does loan process take?
30:13 Asset or stock purchase on larger ecomm deals - pain in the ass factor
32:30 What he needs to start looking at deal
33:05 What about absentee ownership
34:18 What does equity rollover look like?
36:00 common seller note
37:46 my experience hiring an investment bank - dropping $25k
40:30 his clients: 98% success rate - getting loan
43:27 Going up market
44:23 when do I pay that $25k - to this new Capital Access Fund

Links:
https://www.linkedin.com/in/stephenspeer/
https://www.ecommercelending.com/

Jon talks to Blake Hutchinson about Flippa and what's new.

00:00 Intro
02:36 5Xing Revenue
03:12 What he changed
04:25 How Flippa Scores & Verifies Companies
07:34 40% Return Buyers - 12,000 Active Buyers
08:57 3 Different Flippa Buyer Profiles searchfunds-really?
10:37 Michael Bereslavsky
12:10 Why are people buying sites from Flippa
14:23 Profile of Flippa Sellers
15:49 Who is created the "Selling Multiples"?
17:29 How to buyers pay for these companies
19:00 does Flippa get involved in the negotiations?
20:30 Flippa sells $40 Million websites?
21:21 18,000 new buyers
22:37 Flippa Invest - Raise and Invest
25:14 Invest at what Multiples
26:28 How Flippa makes money from Flippa Invest
27:59 How Flippa decides on investable companies
30:58 Flippa vs StartEngine crowdfunding sites
32:04 Min investment amounts
34:17 Moving price point of sellers up
35:12 Why content sites are the best selling sites on Flippa
36:23 selling Facebook groups/channels?
37:02 What he thinks Flippa Invest will do
39:47 Niching or universe growing - meetups
43:36 Flippa invest or lend money to buy sites

Flippa Invest

Thriving cash flow generating online businesses now have a logical pathway to equity based growth capital. Flippa, the #1 marketplace to buy & sell online businesses is opening up its immense buy side network of high net worth individuals, family offices, private equity and other investors and expanding beyond its market leading buy and sell platform to include the options to raise and invest.

Business owners can leverage Flippa’s matching platform and connect directly with investors. Investors in turn can now invest in growing online businesses with the opportunity to benefit from substantial returns.

Flippa does the hard work pulling everything together. We do this with the assistance of Assure - the leading provider of outsourced administrative and transaction services for the private investment marketplace. Investors will invest through a Special Purpose Vehicle (SPV) and the SPV’s allow investors to pool their money together to invest in a single company.

Flippa Invest participating companies will be able to raise between $100,000 and up to $20 million from US based accredited investors.

With its data connections Flippa will monitor investment performance and provide investors with real time performance metrics ensuring absolute transparency and visibility.

FREE Stuff for Acquisition Entrepreneurs www.DealFlowSystem.net
📧: Sign up for The DealFlowSystem Newsletter - Get the FREE
1. Debt Stress Test Formula
2. 100 LinkedIn Connection Request Swipe File
3. 100 First Seller Meeting Questions
4. Paper Up NDA Non Circumvent
5. FREE access to direct mail leads
6. The BIGGEST list of Websites to Buy Businesses!

About
Top M&A Entrepreneurs Podcast is where we talk to acquisition entrepreneurs active today to ask them about their process, where and how they source their deals, their journey, what they had to overcome, obstacles, Industries they work in, how they analyze deals, valuations and pricing, negotiating the deal, due diligence, transition planning and closing. Our guests have acquired over 500 businesses and over $53 Billion in Value!

Jon talks to Philip Jepson about buying engineering firms in the EU & UK.

Show Notes
00:00 Intro
02:52 What Philip was he doing before acquisitions
07:11 How he found his first acquisition
08:40 Ask for, Understanding the financial report cards
12:14 Making an offer - and target losing biggest customer
13:35 How did he finance the acquisition
15:09 How he felt after deal was signed
16:37 Post acquisition, what happens to the Employees
21:21 the importance of Praising Your People
22:52 Getting ideas and the employees Involved
29:44 Losing the BIG customer - what to do
32:49 CNC machines - bad luck
35:50 Time to start looking for 2nd acquisition
37:24 Credibility with brokers
38:34 Hold Co Legal structure
41:37 What drives Philip now - his WHY
43:49 Asking about the strategic jigsaw puzzle plan
48:15 His mentors - JT Fox
49:58 Types of Books he likes to read

Links
https://www.linkedin.com/in/philjepson/
https://www.alliedglobalengineering.com/

Jon talks to Brian Beers about his Midas Franchise Acquisitions

Show Notes
00:00 Intro Now 30
00:45 How he got into franchise business
03:13 How he operates above the business
04:38 What are the Average Sales of a Midas Franchise
06:19 Salaries in a Midas Franchise
06:49 What are Midas Franchise Fees?
07:39 Do you own real estate?
08:40 What is multiple of Midas Franchise?
10:20 How to fix a money losing Franchise
11:50 Why is it always the management
12:04 What are economics of well run franchise
14:20 How does he finds a Midas Acquisition
18:08 How does he finance and negotiate his acquisitions
22:31 Does he have a growth acquisition goal - constraints
25:00 Holding Co example Head Office Roles
26:30 30 Midas Holding Co. Multiples
27:54 Working with his brother
28:44 Board of Directors
29:52 Any acquisitions outside Midas?
32:58 Is the 10% franchise fee worth it?
34:34 How do the Franchise Market Dev Funds work?
35:09 What marketing works best for a Midas shop?
37:40 What if the demographics change for Midas location?
39:15 Any trends with EVs?
44:28 What is hardest part to integrate a new Midas Acquisition - Culture
46:46 Career path for managers?
48:22 Does he like/dislike turnarounds - acquiring distressed franchises
49:33 Can he add new products to Midas services - or Process Innovation

Jon talks to Patrick Dichter about Acquiring Accounting Practices

Show Notes
00:00 Intro
00:33 Call to Acquisition Adventure
04:45 Why Accounting Businesses?
06:52 Accounting customers fall into 2 buckets
09:45 How did he find the deal?
12:19 Start your outreach somewhere
13:19 Cold Email outreach results
16:19 Financing in Place... plus SBA
18:50 Seller reason for selling
19:52 The SBA process
21:54 How is going with Revenue?
22:18 bringing his digital marketing skills to accounting
23:55 Did he have a CPA license
24:32 Do you enjoy the work of accounting
26:56 How was wife during this journey
28:00 how he structured the seller note
30:03 W2s or Contract
31:53 LOIs on 2 more accounting firms - one acquired Sept 15th, 2022
35:00 Paying for the next acquisition
36:22 What is goal?
40:10 What mentors masterminds does he go to?

Links
https://www.linkedin.com/in/pdichter/
https://www.appletreebusiness.com/

FREE Stuff for Acquisition Entrepreneurs
📧: Sign up for The DealFlowSystem Newsletter - Get the FREE
1. Debt Stress Test Formula
2. 100 LinkedIn Connection Request Swipe File
3. 100 First Seller Meeting Questions
4. Paper Up NDA Non Circumvent
5. FREE access to direct mail leads
https://www.dealflowsystem.net/newsletter

Jon talks to Iggy Domagalski about his journey to CEO of $450 Million Market Cap Company that is over 165 Years old - 9 years older than Canada.

Show Notes
00:00 Intro to Iggy
03:30 Meeting his mentor
05:00 Buying 10 Companies
07:00 Off Market and On Market Deals - How he paid for them
09:54 When to go to banks for capital
13:11 Growing the business from $8M to $200M
14:54 Working with his Obi Wan Kenobi/Mentor
16:33 Selling the company
17:47 getting recruited as CEO of $400M / 100+ Year old company
19:00 CEO assessment that surprised him
22:32 Tuck ins
23:44 Hiring and Culture differences
26:10 Chasing shiny objects with out mission statement
29:28 How does "trust" translate to actions?
35:57 Bigger deals - deal source origination
36:34 Acquired 3 deals since starting as CEO
40:36 Does he still get involved with acquisitions
41:35 Does he like running a public company
43:00 The Board - Nose in fingers out
43:52 What is goal

Links
https://www.linkedin.com/in/iggydomagalski/
https://www.wajax.com/

Jon talks to Don Wilson, how he went from US Navy to a Blue Collar Serial Acquisition Millionaire

Notes
00:00 Intro his Navy Experience
05:38 How he found his first acquisition - Candy Man
08:08 Multiple on retail Candy Store - loosing money?
10:00 Buying the 2nd candy store
10:31 Opened a restaurant - Salad Days - made $0 money
11:53 Making more money with Candy
15:45 Buying Billy Sims BBQ franchises - growing to 5 locations $3M in rev
24:33 Trying to get rid of the candy stores
30:10 Restaurant Consolidation - closing down the losers
33:09 Wife Diagnosed with Cancer
33:33 the NEXT acquisition - a gas station convenience store doing $1.2 Million
37:41 Buying a Remodeling company making $400k a year off $1m in revenue
38:38 Seller only wanted $400k for Top 10 Reasons Sell
41:16 100% acquisition financing from SBA - because...
47:47 Selling. Retiring a Millionaire.
53:09 Word to the wise: don't change nothing

FREE Stuff for Acquisition Entrepreneurs
📧: Sign up for The DealFlowSystem Newsletter - Get the FREE
1. Debt Stress Test Formula
2. 100 LinkedIn Connection Request Swipe File
3. 100 First Seller Meeting Questions
4. Paper Up NDA Non Circumvent
5. FREE access to direct mail leads
https://www.dealflowsystem.net/newsletter

Jon talks to Bruce Marks about what he learned about financing Acquisitions after 1200 SBA Acquisition loans

Notes:

00:00 Intro
01:03 What does the buyer need to get a SBA loan to buy a business?
03:05 Searchfunder vs Self Funded or Fundless Searcher
09:23 Success with Military & Acquisitions
10:37 Goodwill Transactions defined
12:06 How much SBA can loan on $5m business
13:10 How seller notes affect SBA loans
13:40 Congratulations you structured a deal that won't work
15:10 Why you don't need seller note with an SBA loan - cash flow dictates everything
18:20 Raising Capital at the same time as prospecting - those terms structures the LOI
22:15 Any affinity for One person or partners acquiring?
24:41 When, during search, should a Searcher reach out to Bruce?
26:30 When a self funded searcher needs capital
30:15 Me telling Bruce how I spent $100k searching for business.
31:10 What a searcher needs to do to raise the equity portion
35:50 What's important about bringing investors - going back to well
37:19 Red Flags from a business; The business I am looking at
41:21 A synergistic acquisition story
50:04 What happens to the Personal Guarantee & a default

Jon talks to Andrew about building a platform to facilitate the Buying & Selling of $500 Million in Micro Technology Startups

Notes:
00:00 Intro
00:47 The origin of MicroAcquire
05:43 How are you different than Flippa?
08:37 Monetization Model
10:50 When sellers are asking for too much money
14:21 How Neil Patel makes money on micro acquisitions
15:15 Who are these startup sellers?
17:58 Who are the buyers on MicroAcquire
20:23 How do you follow up with sellers - to know what they sold for?
21:28 The dogs in a VC portfolio - are you going to sell those?
22:45 Where are you taking MicroAcquire - Investment Banking is $100B
26:06 2 Success Stories

FREE Stuff for Acquisition Entrepreneurs
📧: Sign up for The DealFlowSystem Newsletter - Get the FREE
1. Debt Stress Test Formula,
2. 100 LinkedIn Connection Request Swipe File,
3. 100 First Seller Meeting Questions
4. Paper Up NDA Non Circumvent
5. FREE access to direct mail leads
https://www.dealflowsystem.net/newsletter

Jon talks to Richard Parker about his journey and the 13 companies he purchased and sold. Then he sold over 100,000 copies of his course "The How To Buy A Good Business At A Great Price". Richard Now runs Roy Street Advisors which represents business owners, prospective buyers, and family offices in their quest to exit or acquire businesses with EBITDA of $1.0 million and higher.

Notes
00:00 Intro
00:00 I bought his How to Buy a Business course in 2005
01:05 How he started - $60k in debt
02:00 Dumb luck landing Sega took $30 million
04:50 His first offer on business was a disaster
06:30 What were red flags?
09:55 Can brokers be impediment?
10:15 From Launch to 100,000 course sales
14:02 Distressed businesses "dis causes a lot of stress"
14:30 Nobody sells a good business for no money down
17:43 Buy a business and think about selling it
19:00 His Buying Binge
28:15 Document Prep acquisition- so much demand
35:40 Getting hired by the Ray Dalio Family Office
36:10 His partner dying in car accident
40:30 Joining Roy Street Advisors - Sell side
42:02 Too big to be small, $1m to $5m ebidta
44:01 Is the business buying course relevant today?
49:25 75% business won't get sold...

Jon talks to Nate Ginsburg from Seller Plex about his recent acquisition of Centurica, the Due Diligence company for Online Acquisitions - FBA's, Ecommerce and SaaS businesses.

Show Notes
00:00 Intro
00:19 Nates Origin Story...
10:10 Jerry, who bought his FBA company, 5 years ahead of Thrasio
11:26 Seller Plex - what does company do?
12:30 Dipping his toes into small acquisitions
17:28 Centurica history & dancing around for acquisition
24:29 Can you scale a Due Diligence service business?
30:37 Why did Centurica sell - what was valuation?
34:45 How did he finance deal
37:49 What did he underestimate in the acquisition?
43:12 Eyeballs on money in, money out.
45:47 How often do you see "accounts / finances" co-mingled
47:58 What does a final DD report offer?
52:39 What is make-up of current customers?
55:24 What's next for Nate and Centurica?
58:02 Connect with Nate & watch for report on Acquisitions, Valuations, Prices Sold for...

https://youtu.be/GkVDjzmHcnY

Links
www.linkedin.com/in/nateginsburg
https://centurica.com/

SBA Loans https://www.linkedin.com/in/stephensp...

Jon talks to Steve Divitkos. Steve was in PE, became searchers, acquired a company, grew it, sold it, and is now the Founder of Mineola Search Partners, a company that invests in Search Funds, the entrepreneurs who run them, and the companies that they acquire.

Show Notes
Intro: 00:00
00:45 Where did you start and why become a searcher?
02:32 What is search fund - what is your cut of acquisition
04:48 Why would a search fund investor install you as CEO with ZERO experience?
07:39 Are search fund investors putting bets on the jockey or the horse?
09:31 How long did it take you to make an acquisition?
11:12 Who structured the deal stack?
12:00 Any events that almost torpedo the deal?
14:26 How much did investors finance?
14:36 How did he 4X equity value?
17:36 With zero CEO experience how did you know what to improve?
22:10 Was being a CEO everything he thought it was?
25:54 Do you have mentors/masterminds?
27:19 After selling Microdea - new role: Investor
30:55 What lessons did you learn as CEO to share as Investor
32:26 As investor, have you allocated capital?
33:53 Best advice he received
36:00 Why reach out to Steve & Mineola Search Partners

Links
https://www.linkedin.com/in/steve-divitkos-76250b2a/
https://www.searchfunder.com/profile/steve-divitkos-1

FREE Stuff
📧: Sign up for The DealFlowSystem Newsletter - Get the FREE 1. Debt Stress Test Formula, 2. 100 LinkedIn Connection Request Swipe File, 3. 100 First Seller Meeting Questions 4. Paper Up NDA Non Circumvent https://www.dealflowsystem.net/newsle...

About
Top M&A Entrepreneurs Podcast is where we talk to acquisition entrepreneurs active today to ask them about their process, where and how they source their deals, their journey, what they had to overcome, obstacles, Industries they work in, how they analyze deals, valuations, and pricing, negotiating the deal, due diligence, transition planning and closing. Our guests have acquired over 500 businesses and over $53 Billion in Value!

Jon talks to Dominic Wells, CEO of Onfolio Holdings about his plan to take his Ecommerce Acquisition Holding company public on NASDAQ.

Links
www.Onfolio.com/IPO
www.linkedin.com/in/dominic-wells-onfolio
SEC S1 www.sec.gov/Archives/edgar/data/0001825452/000165495422008320/onfolio_s1.htm

FREE Stuff
📧: Sign up for The DealFlowSystem Newsletter - Get the FREE 1. Debt Stress Test Formula, 2. 100 LinkedIn Connection Request Swipe File, 3. 100 First Seller Meeting Questions 4. Paper Up NDA Non Circumvent https://www.dealflowsystem.net/newsle...

About
Top M&A Entrepreneurs Podcast is where we talk to acquisition entrepreneurs active today to ask them about their process, where and how they source their deals, their journey, what they had to overcome, obstacles, Industries they work in, how they analyze deals, valuations, and pricing, negotiating the deal, due diligence, transition planning and closing. Our guests have acquired over 500 businesses and over $53 Billion in Value!

Jon Stoddard talks to Michael Loftus, Owner Connor's Landscaping. Michael owns a commercial landscape business based out of Orange County. He is Rolling up companies in the landscaping space. He has completed 3 acquisitions to date.

Show notes
00:00 Intro
00:25 Started from scratch
01:17 getting to the right ebidta for big exit
07:35 How he bought from BizBuySell
10:14 How to pass on inflation prices to customers
18:30 Landscaping: Invisible Service
19:51 Seller financing on all deals
20:35 Why you don't make changes to acquisitions in first 90 days
31:07 Twitter and business deals
34:00 Bandwidth: working above the business
36:04 Who he goes to for advice
38:03 Landscaping recession proof

📧: Sign up for The DealFlowSystem Newsletter - Get the FREE 1. Debt Stress Test Formula, 2. 100 LinkedIn Connection Request Swipe File, 3. 100 First Seller Meeting Questions 4. Paper Up NDA Non Circumvent https://www.dealflowsystem.net/newsle...

Top M&A Entrepreneurs Podcast is where we talk to acquisition entrepreneurs active today to ask them about their process, where and how they source their deals, their journey, what they had to overcome, obstacles, Industries they work in, how they analyze deals, valuations, and pricing, negotiating the deal, due diligence, transition planning and closing. Our guests have acquired over 500 businesses and over $53 Billion in Value!

Jon Stoddard talks to Michael Girdley, Chairman Girdley Enterprises , Chairman Jungledisk a Backup/Restore for MSP Cybersecurity, Chairman & Founder of Dura Software a collection of 10 super niche software companies. Partner & Co-Founder of Dry Line Partners - a investment firm. Partner & Founder of Geekdom a venture fund. Chair and Cofounder of Effectual Ventures a venture studio. Cofounder of Red Runner Coffee. Cofounder at HireWithNear a marketplace for Latem Talent. Chair & Cofounder of Codeup a coding bootcamp and Chair of Alamo Fireworks

Show Notes:
(00:00) - Intro
(00:52) - Fireworks was gateway drug
(02:00) - Dumb money in SF real estate
(02:35) - Incubate or Acquire "when assets are expensive make...."
(03:30) - How does he find his software niche companies - serial acquirer?
(04:47) - Revenue on 1st acquisition & ebidta & deal stack
(12:09) - Spirit Animal Mark Leonard Constellation Software
(15:49) - hiring firing CEOs
(17:15) - CEO peer group
(20:25) - dinner talk in entrepreneurial family
(22:30) - KPI's for Chairman
(25:37) - How CEOs coach the chairman
(27:47) - decade long plan
(28:44) - coffee
(31:16) - advice to son or daughter
(34:55) - some of best advice ever received

Links:
https://girdley.com/
https://www.acquanon.com/ the Acquisition Anonymous Podcast
https://twitter.com/girdley
Valuation tool https://www.dura.software/sell-to-us

📧: Sign up for The DealFlowSystem Newsletter - Get the FREE 1. Debt Stress Test Formula, 2. 100 LinkedIn Connection Request Swipe File, 3. 100 First Seller Meeting Questions 4. Paper Up NDA Non Circumvent https://www.dealflowsystem.net/newsletter

A podcast where we talk to the "Top M&A Entrepreneurs" active today to ask them about their process, where and how they source their deals, their journey, what they had to overcome, obstacles, Industries they work in, how they analyze deals, valuations, and pricing, negotiating the deal, due diligence, transition planning and closing. Our guests have acquired over 500 businesses and over $53 Billion in Value!

Jon Stoddard talks to Attorney, Author and Deal-Maker, Corey Kupfer. How he dug himself out of a $325k debt hole. How is mess became his message. How to negotiate your life and deals - to success.

Links:
www.coreykupfer.com
www.linkedin.com/in/coreykupfer
📖 https://www.amazon.com/Authentic-Negotiating-Clarity-Detachment-Equilibrium/dp/1599325950/ref=sr_1_1?crid=NUUFQZZZ2L4H&keywords=Corey+kupfer&qid=1656510572&sprefix=corey+kupfer%2Caps%2C188&sr=8-1

www.dealflowsystem.net

📧: Sign up for The DealFlowSystem Newsletter: https://www.dealflowsystem.net/newsletter

A podcast where we talk to the "Top M&A Entrepreneurs" active today to ask them about their process, where and how they source their deals, their journey, what they had to overcome, obstacles, Industries they work in, how they analyze deals, valuations, and pricing, negotiating the deal, due diligence, transition planning and closing. Our guests have acquired over 500 businesses and over $53 Billion in Value!

Show Notes:
(00:00) - Intro
(01:26) - Negotiating out of the big hole - paying back every dollar
(08:16) - Did what he tells his clients to do 1. Clarity 2. Equilibrium 3. Detachment
(14:55) - Clear path: CPR Context, Purpose, Results
(17:18) - First question is always, "Why?"
(21:00) - Questions, People he goes to, to Center Yourself
(26:33) - What client attraction methods he uses - How to stay top of mind
(37:25) - John Bly CPA
(39:01) - two styles, negotiating with equilibrium - and the bully

Authentic Negotiating: Clarity, Detachment, & Equilibrium The Three Keys To True Negotiating Success & How To Achieve Them

27 + Acquisitions, 82 Years Old and Still Going, James P. Shanahan GP at JPS Management

Author: The Accidental Entrepreneur: A Practical Guide to Financial Freedom Through Successful Business Acquisitions Paperback – July 19, 2022

https://www.amazon.com/gp/product/1667846302/ref=ppx_yo_dt_b_asin_title_o00_s00?ie=UTF8&psc=1

Immigrated to the US when he was six. Dressed from clothes from goodwill. And his wooden shoes.

Started in Real Estate as a teen buying single family homes and made $10k the first year. $100k the 3rd year at 20.

By 2006 he had a net worth of $17 Million

At his height, he owned 2000 properties, and a net worth of $50 Million but lost it all in the 2008 crash

The lesson: Single family homes did not scale. Contrary to initial opinion, It was not the debt.

The secret to digging out of the hole – which is the formula for success,

Knowing what you want.
Surrounding yourself with people that want more out of life.
Help others to help yourself.

I asked Rod about raising interest rates. Predicts a Recession coming – and his being super conservative with deals.

One big difference this time, he has a podcast with 12 Million Downloads. Started using the Social Capital to raise capital in syndications – 506 c3s

To get to 12 Million downloads – A. Add Value and B. Be Consistent. And, its not what you say, but how you make people feel. Do this and success is inevitable.

Rod talked the journey back and his purchase of a Florida beach front $8 Million house – which turned out to be an empty victory and what he ultimately did for Fulfillment

Rod does not call business failures “failures” but seminars.

This episode was brought to you by www.DealFlowSystem.net

Grew 4 Dental Locations to 31then sold to PE - Vincent Cardillo CEO of Maeva Dental Advisors

In 28 months.

PE firm that acquired Huron Capital $500 Million Fund.

Dental is $119 Billion Industry

People he goes to for inspiration - family, Joe Polish, Peter Diamandis, Dan Sullivan.

Brought to you by DealFlowSystem.net - Guaranteed to Fill Your Deal Flow Pipeline with 5 to 10 Motivated Business Sellers Every 30 Days

$38M in Revenue/$10M EBITDA from 9+ Acquisitions Thomas Le Maguer CEO of Republix.com

Episode 59

LinkedIntoLeads
Arcane
ERATIONAL Marketing
Media Mechanics
tag
SourceStrike
noodlewave
bant.io
Pedestal

Brought to you by DealFlowSystem.net - Guaranteed to Fill Your Deal Flow Pipeline with 5 to 10 Motivated Business Sellers Every 30 Days

How to Commit a $40 Million Deal Flow Fraud. Chris Bentley E:58 Top M&A Entrepreneur

Burning Bellatorum: The Story of a Forty Million Dollar Fraud

Chris Bentley offers one of the most genuine mea cupla's ever - before the feds levy charges. I did it. I was wrong. I am baring my soul, the guilt is too great. Intriguing read on how fraud is committed.

Chris Bentley explains how the fraud diamond happens; Pressure, Opportunity, Justification, Capability.

The interview describes each aspect of the experience. I want to point out, I think writing a mea cupla, baring soul, what ever comes next, "I admit it, I am guilty" book first - before legal authorities produced charges, indictments, or sentencing.......is a first.

Brought to you by DealFlowSystem.net "If you don't have good deal flow, bad deals look good"

Brought to you by DealFlowSystem.net "If you don't have good deal flow, bad deals look good"

John Warrillow is the founder of The Value Builder System™ - through his organization, he has helped create over 8000 LOIs

Host of Built To Sell Radio

Author of the bestselling books; 1. Built to Sell: Creating a Business That Can Thrive Without You,
2. The Automatic Customer: Creating a Subscription Business in Any Industry, and
3. The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top.

🔔 Subscribe: https://www.youtube.com/channel/UCjpAcMU_qyoYCouvdvocgxQ

Brought to you by DealFlowSystem.net "If you don't have good deal flow, bad deals look good"

Maximize Your Multiple - Jon Taylor M&A Investment Advisor - Top M&A Entrepreneur

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Brought to you by DealFlowSystem.net "If you don't have good deal flow, bad deals look good"

How it started for Gary: In 1998, No Money, No Job, wife, two kids, mortgage.

How its going: Over 75 Acquisitions CEO of AnswerNet.com 674 employees $100M to $500M in revenue

Gary A. Pudles is a “serial entrepreneur” who focuses on helping business people and organizations have more fun in business by executing better and being more profitable. He is actively realizing this goal by teaching and supporting entrepreneurship at many levels and by owning and operating multiple technology and service businesses that help other companies run better. He is the Founder and CEO of AnswerNet, and the President of SA Hosted, Splendtastic, TPV.com, Telemarketing.com and AppointmentSettingPros.com. He is a winner of the SmartCEO Best Run Companies award and the prestigious Ernst and Young Entrepreneur of the Year for business service providers. Pudles has also led AnswerNet to the 21st spot on the Inc. 500.

🔔 Subscribe: https://www.youtube.com/channel/UCjpAcMU_qyoYCouvdvocgxQ

This episode is brought to you by the LinkedIn Deal Flow System at www.dealflowsystem.net

Intentional Growth, Focusing on Long Term Value with the End Goal in Mind - through 5 Principles to Clarify Your Vision:

Your Drivers
Financial Targets
Exit Options
Increase Value
5. Team of Advisors

Ryan Tansom
https://www.linkedin.com/in/ryan-tansom-4a440710/
https://arkona.io/

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This episode is brought to you by the LinkedIn Deal Flow System at www.dealflowsystem.net

Marcus Skeen, Creative Financing & 7 month bumpy ride on first deal - Top M&A Entrepreneurs: What made it even more difficult - trying to buy a US based security company as Australian citizen

🔔 Subscribe: https://www.youtube.com/channel/UCjpAcMU_qyoYCouvdvocgxQ

Want More Deal Flow from LinkedIn? Get the LinkedIn Deal Flow System at www.dealflowsystem.net

Mark Borkowski put 194 Acquisitions Deals together - Learn why you must have a "Seller In Control Mandate" Top M&A Entrepreneur: Mark Borkowski

Learn How did he created his Deal Flow System. Planting seeds. Laws of Attraction. Doing ethical business. PE firms awash with cash.

Founder of Cimtek Automation - went public.

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🔔 Subscribe and hit the bell to get notified of new interviews!

🙌 Want to collaborate or sponsor? Reach out to me at https://www.stackacquisitions.com/contact/

Want More Deal Flow from LinkedIn? Get the LinkedIn Deal Flow System at www.dealflowsystem.net

20 Acquisitions: Started with One Employee - Him, E:51 Top M&A Entrepreneurs Marshall Doyle

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4 Acquisitions: 1st was 88% Seller Finance E:50 Top M&A Entrepreneurs Jason Paul Rogers

Want More Deal Flow from LinkedIn? Get the LinkedIn Deal Flow System at www.dealflowsystem.net/

🔔 Subscribe: https://www.youtube.com/channel/UCjpA...

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Involved in 7 Acquisitions (9 Figures) Integration, DD and the technical risk assessment role

9 Acquisitions, $0 to $25 Million in One year - headed to Inc. 5000 E:48 Scott Shannon Top M&A Entrepreneur

Also avail on https://www.youtube.com/c/JonStoddard/videos

1st Acquisition, 100% No Money Down Earn In E:46 Gia Cilento & Eric Gesinski Top M&A Entrepreneurs

00:20 Intro to Gia and Eric - why they joined forces
08:20 How they decided on Acquisition Niche
12:15 getting into Jay Abraham
15:00 Breadth of optionality in M&A
18:00 Failing at business - why the goldfish have 10 second memory
22:45 How? (versus envy)
25:59 How much deal source did they do?
29:00 What M&A skills / deal stack did they apply to this acquisition
41:34 Did earn out, change / hurt cash flow - 2X growth?
43:48 Pulling out salary or percentage of profits?
47:42 Was first acquisition hub or spoke?
50:12 Offers out

2 Acquisitions and marching towards $25 Million in Revenue E:47 Peter Oykhman Top M&A Entrepreneur

00:04 Intro to Peter Oykhman, originally from Russia
02:01 How big is Core Partners - story of 1st acquisition
05:22 Buying a similar product line
08:50 Why didn't seller go to auction
10:01 What was capital stack for 1st acquisition
12:55 what was ROI on acquisition
13:37 How clean was code
16:08 Why did they sell / motivation?
18:10 Integration issues?
19:18 How did acquisition change his thinking about M&A?
21:48 2nd Acquisition Story
36:20 Legal structure of acquisitions
39:20 Working on 3rd for diversification
42:00 Russia Russia Russia
49:20 Working on 3rd is it easier?

E: 45 Top M&A Entrepreneur - Sebastian Amieva 45 Acquisitions Global Citizen

Investor | Mentor | M&A Expert

00:05 Sponsor DueDilio
00:36 Intro to Sebastian Amieva calling in from Uruguay
09:46 Can we seller trust financial statements - only with hard assets
16:02 How he start acquiring companies (at 24 years old)
22:35 Number of deals, How he helps them
23:22 How he helps clients with 1st acquisition - is it all about the money?
26:25 How he partners with clients
28:30 His best break out student
33:14 Helping clients without experience in industry they are acquiring
36:39 What is exit plan for students?
38:32 Picking superstar students - characteristics for best chance to succeed
43:42 What questions does he ask seller?
47:13 How much time does he spend on valuation with asset heavy business?
49:00 What industries he avoids?
53:00 What types of deals is Sebastian working on now - in India?
54:00 Working with Deliotte and Attorney - his deal team

Sebastian Amieva
https://www.sebastianamieva.com/
https://www.linkedin.com/in/sebastian-h-amieva-85355a184/

00:07 Sponsor - DueDilio
00:34 Intro to Nick Bradley he has worked on 117 Acquisitions over career
03:37 How do you EXIT a business
06:47 Breaking CEO's mind by pitching idea to grow by 50% to 100% per year
11:10 Stories to tell to help CEO's grow. Creating A Life-Changing Number Exit
17:01 Numbers on businesses sold -what is your highest value?
23:30 What you want to reach out to your buyer 12 month before selling
26:10 As soon as you start to scale...do this...
27:13 PE firms are notorious for shadow valuation LOIs - How to flip with script
34:30 Buying a company from PE and VCs
37:55 Not cheap if you are walking away with $10 to $20 million - how you get there
39:59 Who he goes to for inspiration - 90 day cadence
42:41 67 marathons
45:02 Why worry twice
52:00 Goals for 2022

Joseph B Anderson. WestPoint graduate, Vietnam Veteran Served 13 years in Army, Featured in the movie “The Anderson Platoon”. After Vietnam, became plant manager for GM - responsible for $1 billion in revenue. Left GM to buy his first acquisition, Chivas Products Limited. Inherited a lot of debt, leveraged everything, sought bankruptcy protection. From that experience, Developed a signature turn around strategy. Chairman and CEO of Tag Holdings. Started in 2001. Holding company for Wolverine Industries & Baron Industries. Profiled on CNBC's "Blue Collar Millionaires". 13 Acquisitions with Revenues over $1.3 billion

00:00 Sponsor - DueDilio
00:31 Intro to Joseph B. Anderson
01:44 His first acquisition in 1994 of Chivas Products Limited
03:19 Balance sheets, what did too much debt teach him
04:32 Hard lessons learned - Making same mistake says something about you
05:05 2nd Acquisition Acquires Vibration Control Technologies, LLC, majority owner – divested in Mar 2010.
06:27 What life lessons - what is worse could happen - learned from Battlefield
07:29 How transparent are you with all your employees - what is leader responsible for?
09:04 What did he do with - Chivas Products Limited?
09:44 In 2003 acquires a unit of Dongsuh, in Korea - lessons learned from a distance
11:59 Who was his mentor at West Point?
12:28 Acquired In 2003 North American Assemblies, Sold to long time General Manager - Value of your business is only nice on paper only real when you sell it. Mentoring / Creating Opportunities
15:55 Acquired Wolverine Assemblies - Joint Ventures in the Auto Industry
18:40 Helping others, can't spend it till you sell it. Owning it nice. Having owned it is better
19:35 Identifying superstars - the right people. Some people do not work out.
20:34 Acquired Shared Vision LLC. Customer caught cold he caught pneumonia Lesson Customer Concentration
21:20 Acquired Baron Industries - one of his best success story - did so well not going to tell you.
22:32 Divest from Aircasters - not doing so well sold without exciting returns
23:13 Learning from failures - what was his biggest one - avoid these characteristics - hard decisions about people.
25:24 Turning down opportunities - reality checks
27:24 Do you like being CEO of a holding company?
28:02 How does he improve his skills?
28:55 What is his future plan for Tag Holdings?
29:50 Did he ever step in and take over as CEO of one of his companies?
30:32 What Advice would he give to someone entering M&A world
31:22 What about his favorite phrase, "It is what it is"

Great conversation with Tom Shipley. Tom sold $2billion through Atlantic Coast Brands and raised $100 million for ecommerce acquisitions - Why you need to Add a ZERO to your opportunity.

00:09 Sponsor DueDilio com
00:43 Introduction to Tom Shipley Launched Foundry, Atlantic Coast Brands
01:43 Major shift in life - moved to Israel and joined Israel Special Forces
03:01 Learning the "Power of the Impossible" Focus and Clarity: same in Special Forces as in Business
04:41 Started with $100 in pocket. What is worse that can happen.
05:54 How do you create or transfer the "Special Forces" life experience - if you don't join military
07:09 Why Ego kills the culture - taking calculating risks (adding a Zero) Why playing small is soul crushing
11:20 How they bought a $15mm with $1mm in Ebidta business when theirs was only doing $300k and in one year took both to $35 million
14:10 Getting into Amazon Aggregation, Thrasio, The World has changed - the start of Foundry
15:49 Taking Roland Frasier's EPIC course - everyone should crafting their skill sets - sharpen sword
17:14 Launching his next Billion dollar business with Peter Lang
18:10 Why the number one job is "Recruiting"
19:42 Speed and Culture - Hiring Stars / Superstars - Trust - How you do Extraordinary things
24:09 Raising $100 million acquisition fund, how he picked the capital sources - what was important in a funding partner - what are people like when things go bad - asking "and then what?"
34:23 Integrating Digital Agencies through M&A - rolling up 10 at time
38:22 Solving the Cultural issue with the new Digital Agency Acquisitions - setting up SOPs/Culture Bibles
40:51 What are skills & tools to "add a zeros" Having a bigger vision - 1. What would have to be true for this to happen? 2. If we solve this, so what?
45:40 The Book will come when I have time.
47:40 Impact investment project - NFTs, crypto raising $30billion - no clowns
49:25 Who he seeks out for inspiration - listening to our gut
50:49 Its a game but how many lives have you impacted.

00:11 Our First Podcast Sponsor DueDilio
00:53 Intro to Trish Higgins
01:23 What Chenmark Capital Mgmt. does...and how
05:38 Clarifying the Ebidta requirement
07:09 Are Investors throwing money at Chenmark?
09:48 Who / what idea or company are you modelling - 20 year horizon?
12:59 How many companies have you acquired, who was first?
15:44 1st Acquisition - Seabreeze Properties - How did you find it, where, how was process, offer, broker deal, financing stack?
26:01 Seller financing - how was that structured?
27:14 How did you make up for a lack of "Operations" expertise?
29:16 Did sellers exit early?
29:55 Learning / Finding / Growing the C-Suite to run their companies - How Chenmark does it
36:53 Graduates of your leadership training, what are they seeing - who enrolls?
40:20 How often do your portfolio CEOs communicate with HQ?
42:45 Is the financial software & reporting standardized throughout your portfolio?
44:59 What about capital allocation decisions?
46:35 What happens if sales / profits are down 5% or costs up 5%?
49:52 What does Chenmark have in place for the CEO to grow their skills?
53:45 Chenmark Core Values
54:26 Chasing your better self
54:46 What do you know now that you did not know then?
56:14 How is decision made on CEOs?

Roman Beylin is the founder of DueDilio, an M&A due diligence marketplace as well as publisher of The Business Inquirer newsletter. He began his career in investment management and moved to investment banking. In 2013 he caught the entrepreneurial bug and co-founded one of the first alternative data consulting firms counting some of the most well-known hedge funds as clients. After a few years, he sold that business and since then has been active in the Entrepreneurs through Acquisition space working full-time on DueDilio, The Business Inquirer as well as some smaller projects. He resides in Boston, MA.

Questions to Roman / Chapters Time Stamps

00:00 Intro to Top M&A Entrepreneurs
00:37 Intro to our guest: Roman Beylin founder of DueDilio - No Deal Better than Bad Deal
02:00 How he started DueDilio & The Business Inquirer
05:00 His first acquisition - a resume business - due diligence on acquisition
06:18 Marketplace's - Airbnb, LinkedIn, eBay - how is it going with DueDilio
07:30 The process of finding a DD service provider on DueDilio
09:40 What will we spend on Due Diligence...and timing?
11:11 Does buyer have blanket NDA with service provider or do they sign one with seller too - who handles the DD requests with seller?
13:40 Does service provider provide opinion (go/no go) on business?
14:50 What type of analysis / research does DD service provider offer - most requested?
16:15 How long does due diligence take - high end / low end?
17:25 How detailed does Due Diligence Service Provider get with financials?
19:28 When is a full Quality of Earnings required - what revenue level?
22:17 Can you circumvent DueDilio after first order - second sale?
25:44 Repeat customers?
27:35 Is DueDilio Ideal for Searchfunder backed by PE or Independent Sponsor?
28:16 What size of business, revenue, is most common due diligence requests?
29:25 What is market forces are driving the due diligence requests?
30:12 Are Family Offices or Private Equity firms good source of DD requests?
31:35 What are "Subject Matter Experts" on DueDilio?
33:45 Does DueDilio collect post DD information?
34:49 How long does it take to hire, data transfer, due diligence completed?
36:11 When sellers start sending pieces of the financials
37:11 Can DueDilio offer Service providers to do DD on International companies?
40:53 How do I "use" or "grade" the due diligence from the Service Provider?
42:15 My experience not doing reputation DD on an ecommerce business - doing DD on buyer
43:42 What are KPIs and Drivers / Levers for DueDilio?
45:26 What is long term goal for DueDilio?
47:16 Do Service Providers get "scored /rated" on DueDilio?
48:43 What industry do you see most DD requests on DueDilio - demand from offline or online?
52:10 Where do you think DueDilio could grow to?
53:50 What does DueDilio need to grow?
55:32 When does buyer pay on DueDilio? Who Pays?
57:02 Does DueDilio help buyers get smarter with acquisitions ?
58:03 Has the "Why" question already been answered by buyer?
59:30 What is a "Deal Sherpa"?

Get in touch with Roman at https://www.duedilio.com/
https://www.linkedin.com/in/romanbeylin/
Subscribe to The Business Acquirer at https://thebusinessinquirer.substack.com

Get in touch with Jon Stoddard at:

Subscribe to my YouTube Channel
www.StackAcqusitions.com
https://www.linkedin.com/in/jonstoddard/

Callum is founder and CEO of MBH Corporation PLC, an agglomeration of 27 acquisitions, small, profitable companies from around the world. By leveraging the Agglomeration strategy, MBH Corporation plc is able to create substantial shareholder value through the consistent and accretive acquisition of excellent companies MBH Corporation plc is listed on the Frankfurt and Dusseldorf Stock Exchanges and the OTCQX in New York (MBHCF).

00:00 Intro to Callum Laing
00:28 What a agglomeration is and what MBH does - partner to Jeremy Harbour - benefits of agglomeration
05:46 Comparison to Berkshire Hathaway.
07:12 How is controlling interest / stock and equity structured with agglomeration acquisitions - ultimate mastermind group
09:03 Where do the profits flow up to - all acquisitions pay a management fee plus dividend to shareholders - buying a boring 60 year old Caravan company
14:48 What is assets / leverage to you bring to an acquisition proposal - difficulty for SMBs to break through glass ceiling - the balance sheet unfair advantage of an agglomeration - 1000 applications a year now
19:27 How he started with the idea - starting / partnering with Jeremy Harbour - solving SMB exit issues
25:00 How the agglomeration gets contracts - SMBs are great problem solvers
27:47 How did the first acquisition happen - what where the challenges - how did the early "pitches" go?
33:18 What are the characteristics of the motivated seller - what are needs of seller
37:14 Arbitrage Multiples - the Master Minded Effect and Covid - working through challenges
39:52 Adjacent "tactical" Acquisitions - teaching his acquisitions to grow through acquisitions
43:12 Landscaping like a SaaS business - recurring revenue
44:57 Working on the strategy for 6 years - biggest obstacle - internal biggest hurdle to Callum -financial markets - huge learning curve - how they communicate / transparency with everyone
50:08 Challenges with OTC markets - 15C-211 purge / International trade volume issues.
54:26 What is best investment he made to change his life.

John co-founded Wolverine Energy Services Inc. with Jesse Douglas in 2012 with an initial acquisition of a $5 million revenue oilfield services company. From his first acquisition to 2020, they acquired 16 more businesses, grew revenue to $240 million and took the company public (TSX:WEII) Also President to Divestopedia - which helps sell businesses.

00:00 Intro to John Carvalho - hat tip to Williams English
01:14 His call to adventure and decision to leave the ordinary world of Deloitte
03:08 17 Acquisitions later $240mm in rev and taking public - not an org chart guy
04:43 State of the O&G industry...so many products so many uses
05:10 How he rolled his fees in and structure the partnership - and scrambling together the capital
06:48 How his deal stack looked for the first acquisition, seller motivations, how he leveraged assets
09:22 Did seller keep any portion of business, for 2nd bite or sell 100% - age big factor in risky ride
10:20 How it felt to get the first deal - advising is different than signing and owning it.
11:16 How has it changed him - assessing risk. How he looks at it today How to Mitigate the risk.
12:35 Annie Duke book, playing poker
12:50 When did momentum happen - or was it still grinding away... started with 3 separate businesses, and strategy changed. 2nd acquisition - and 3rd acquisition changed deal structure - now seeking partners - selling the 2nd bite of apple vision
15:15 Types of companies he was buying, indirect, direct competitors or adjacency businesses - expansion strategy - geographic sectors - and some distressed deals
17:30 How did he find the distressed opportunities?
18:27 What did he learn about doing all these deals - risk mitigation - in hindsight...wish we would made process more systematic - deal sourcing, offers, deal stack, DD process, capital sourcing - always fun...always needs to be capital partner ready...blowing through credit limit...
21:37 Did he accomplish what he set out to do, helping CEO with journey - wanting to do deals - built wealth helping someone else
23:43 Did he have any internal struggles being the #2 guy...
25:45 Having 5 deals in pipeline and assessing probability assessments on closing each deal
27:35 Parents - not sure they know what he does - generational creating better opportunity - proud - work ethic they instilled
29:40 Types of businesses he works with now. Where his expertise is - best use
33:17 Working backwards to get the highest EBITDA how many acquisitions you need to do. HVAC example
34:10 HVAC example, if $20mm HVAC CEO has never made an acquisition, mind set change - risk appetite - triple the business or saying you are not ready because you would choke
37:15 Does he assist in adjacent businesses - why are you doing acquisitions - diversify risk
38:40 Thoughts on purchasing an unprofitable business
40:00 His Acquisition Playbook training - teaching others how to acquire businesses
42:10 Does he just teach people how to do it DIY or Do it with me...
44:45 Bringing his expertise to parts they are missing - bringing leadership to C-Suite
46:30 Working with Jesse, first meeting, being young, different, assets behind him, start of the relationship.
47:40 How this acquisition journey has changed him - breaking away from that paycheck. Find out what you love to do, you will never work a day in your life - tap dancing to work

Daniel Sweet specializes in taking healthy Texas small businesses ranging from $1MM - $20MM in revenue, partnering with a management team and financing partners to build a plan to take the business to the next logical level. Our specialty industries are Technology-, Energy-, and Construction related businesses headquartered in the Great State of Texas.

00:00 Intro to Daniel Sweet. Buy businesses in his / founders background
01:36 How they, the partners started, asking the question is there any reason why this M&A could not be done on a smaller scale.
03:24 1000 different ways to finance the deals - 1st deal used SBA loan. eLearning Company around $1 million in sales
05:00 How he found the first deal - his personal warm network
05:42 How he assessed the opportunity - could he grow the eLearning company?
06:47 What was blocking new sales in the eLearning company - only way he got new customers
07:00 What was multiple that they agreed on - 2 and change. Nice set up.
07:45 What salary was owner taking out of business - $100k plus distributions
08:05 How long he stayed on - SBA rules
09:17 How was ownership sliced up - equally?
10:22 How did the "books" look, how clean/messy - was he lifestyle spreadsheet business - bank statements / tax statements only way to validate?
11:45 Did he see $5mm -$10mm growth opportunity
12:45 Where are profits going? When will profits be paid out to the owners? What has happened since acquisition - revenue trending at $2mm ++
15:45 Has Daniel found a system or perfect type of Professional Services firm to buy and build?
16:30 what is plan for the eLearning company hold, grow and sell - 2nd acquisition - where he found the 2nd acquisition, how he finds his acquisitions
18:10 His 2nd acquisition - Sherpa Consulting - almost same opportunities as first acquisition - lots of cross selling opportunities - rev was at $1.3 mm - lots of untapped fruit - customer concentration concerns - combined with eLearning no longer problem - how he financed 2nd acquisition - what he did with the legacy people
22:19 What was important to 2nd acquisition seller - really important
23:33 his 3rd acquisition - Oil Engineering firm Scada Systems - was doing $1.6mm in rev - what is upside potential with this 3rd company - the Law of Supply and Demand in Oil world
28:00 Was 3rd acquisition profitable, how old was company - financing deal stack - seller main concern - what was acquisition multiple ?
33:45 What do think growth potential in 3rd acquisition - what is that dependent on?
34:30 Acquisitions now doing $5mm boring business - what is next?
36:36 What is structure of his acquisition company - what is vision or annual acquisition goal rules - goal for 2021 - what for 2022?
38:26 How are they paying themselves - employee or equity law firm distribution partners - what IRR are they looking for? - focus is on health of acquisition - low hang fruit - profitable result.
42:11 What a crucible of fire stress test taught him about his partners - risk tolerance - does each partner have equal veto power on deals - Doing B2B deals, what B2C deals are they looking at?
45:30 What has he learned about himself through the acquisition process?
46:59 is he working on a fund or partnering with a fund - becoming equity partners - rule- money will never control the company - no 51% funded deals - helping people they turn away.

Managing Partner at Verde Holdings- Verde Holdings multi-family office that invests in: Control investments in middle market service companies in the Western U.S. Multi unit and commercial real estate nationally, Early stage technology companies. CEO at CAPTARGET which provides M&A research and deal origination services to middle market M&A and Private Equity firms.

00:00 Intro to Gabe Galvez - where it got started - where deal making started - pawn shop.
03:35 What does CAPTARGET do and how do they create deal lead flow for buyers?
13:58 CAPTARGET in volume game - does not ask for points - conflict of interest/scale - working for 100 vs 5
19:36 How did he make decision to Volume vs than a few clients
21:30 What types of clients he works on
23:26 Lehman standard to double Lehman to classic fixed fee = how to pay for the ball.
26:34 The accidental start to Verde Holdings - buying companies for himself.
29:15 Verde Holdings original investment thesis - Ghetto simple selfish wants - 20% IRR goals
36:35 Acquisition or Investment in non controlling interest - acquiring a platform company
39:00 His process for the warm lead deal - offer and close in 40 days and serendipity
43:45 How to repeat or scale acquisitions in different industries - simple deal criteria
48:00 Buying revenue for his platform landscape acquisition - goal $4mm in ebidta in 24 months
49:52 Creating the operating constitution and a operating methodology with his partner - saying yes or no on a deal in 24 hours.
55:45 How many to date: 4 acquisitions, 5th in closing - 2021 first year of deploying capital
59:25 The entrepreneurs journey - how has it changed him - where he gleans knowledge from

Micheal is CEO and Co-Founder at Erdos Ventures. Micheal is graduate of Techstars LA '21. Erdos Ventures is a Techstars backed company that leverages technology to appraise, acquire, and activate portfolios of high potential niche e-commerce brands at scale.

00:00 Intro to Micheal Liu
00:15 What / Who is Erdos - why the name origin - finding connections between companies
01:24 His acquisition thesis - what they want to build - an infrastructure layer for small ecomm
03:27 Putting his money where his mouth is...for now.
04:04 Focused primarily on NON Amazon business- not going to compete Thrasio Holdings - important distinction between amazon and Shopify business model - Owning the Customers!
08:12 What he looks for in financial criteria for acquisition - Under $1mm in Topline Rev
10:05 What is it they Erdos brings to a $1mm Rev ecomm business.
12:23 Going thru a sample acquisition scenario... 1. Finding the business, 2. Finding the "motivated" scenario - uncovering inexperienced operators - What Thrasio does..
17:14 The challenges of buying an ecomm business under $1mm in revenue
25:15 Decision making with products - Product Market Fit. products with Ephemeral connection to customer - no drop shipping - ecomm business owns the product.
29:48 How he starts the conversation with seller... reach outs, inbound outbound deal sourcing, understanding the journey - founders story.
31:38 Terms of offer - seeking transition period sellers, and 100% buyouts, multiples to $1mm revenue ecomm businesses - do they have a community around product
34:50 Where he gets his guiding principles from, how he does business, paying for unseen untapped value
35:37 Source of funds to acquire business, a bootstrap start, Techstars LA '21 graduate, actively fundraising for acquisition fund.
37:45 Closed 2nd acquisition recently, 3rd in closing, goal is 5 per year. Deal flow brisk
40:05 Does he have "know when to fold them" - sell. Traditional thought process - cost of holding the company. Smart Strategy to Hold the business...for how long... which eliminates "trending or fad" businesses - more important to ask what problem does the product solve.
44:01 Results from 1st business to date.. 2X'ed revenue 3X'ed conversion ratio, dropped time spent on business by 80% with automation
45:38 How he gets his deal flow - 3 main channels to dig for leads MicroAquire, Shopify Exchange, Referrals
47:00 What his needs - Investors, actively raising capital, connections into eco-systems, motivated sellers,

Marcus Sheridan Bio - International Keynote Speaker on Digital Sales/Marketing, Ranked #1 LinkedIn Voices for Entrepreneurship, Author of "They Ask, You Answer" and "The Visual Sale" Owner/Partner at IMPACT a Digital Marketing Agency, Partner at River Pools - built to $15mm in sales from Warsaw, Virginia - population 1400

00:00 Intro to Marcus
01:56 My experience applying Marcus's work to my business
04:14 Nearly filing for bankruptcy at River Pools - losing homes - not seeing path - the Hail Mary
08:41 Being Vetted by buyers - answering 100% of the prospects questions
15:47 River Pools What has happened since 2018, marketing / franchise / mfg. / acquired /sales
22:59 Getting Crushed because of pricing. And clearly stating who you are not a good fit for
22:55 If goal is to the Walmart - be a an employee.
24:35 Getting Acquired by Thursday Pools - finding great partners - that are quite different / dis-match but match with value set.
29:45 Why you need to Stress test your potential business partners
40:08 The decision to get into pool manufacturing.
42:58 Why he decided to franchise River Pools
47:36 Paradox of Choice - Law of Diminishing Returns
48:32 Does he have mentors - No and why... what he does pay attention to...

Nick McLean is founder and member Four Pillar Investments. Nick participates in all aspects of Four Pillars’ business. Currently, most of his activities revolve around deal origination and deal execution.

00:00 Intro to Nick McLean - bio
00:38 Why he called his company Four Pillars Investors - and what they mean to how he operates
03:27 How they qualify people from companies they acquire -
05:37 The industry sector they acquires - and why he exited the furniture company
07:43 His Manufacturing, Industrial Engineering Roots - The Tangible Importance to economy
09:31 Four Pillars First Acquisition - how they found the deal - terms and price of the deal - sticking points - buying a car with no gas
15:00 Applying operating efficiencies to the business and the results - steel prices rising 4X
16:48 Having the plant manager ascended into the #1 role
18:21 2nd Acquisition Eagle Precision larger deal and easier to get done - sourced / price
22:00 Rev / Ebidta results on Eagle Precision
23:24 The bolt on company that they missed on - how they lost on the deal - why they tried to buy it
24:59 Acquiring Turk Mfg. - why the company sold to Four Pillars - what it added to portfolio
27:35 The Investors and financing for Eagle Precision and Turk Mfg.
30:45 The Dart Casting Acquisition - how that was sourced, who financed it - capital provider partnerships, people considerations - the process for finding capital
37:24 How he works with brokers
39:00 How experience has helped him in new negotiations - valuations in the same ball park
40:31 His deal flow activities - all of the above - how luck and timing factor in
42:26 Typical drivers that motivate seller to sell - how they position the transition
44:32 Creating a bigger second bite of the apple for sellers - shooting for 8X
50:34 What was your call to adventure - that moment - the better mouse trap
53:15 Meeting the mentor - from intrinsic and personal experience
55:12 What was biggest stumbling block to his success - overcoming lack of experience

E: 32 Top M&A Entrepreneurs - Matt Bodnar - 8 Successful Deals - Forbes 30 under 30, Inc. Fastest Growing Company, Chairman of Fresh Technology, Cofounder & Managing partner of Fresh Capital, Host of Science of Success Podcast with 5 Million downloads.

00:00 Intro to Matt Bodnar
03:29 His M&A Entrepreneurial Call to Adventure - working full time or owning equity
06:34 His first step - Guidance from Entrepreneurial Family - his first Zero Dollar Down Deal
13:45 His dad and being active in the restaurant space
15:10 Slogging it out and eventually exiting the Aloha POS business, then acquiring an IT Data Center
18:10 How he negotiated and bought - in deal terms that make sense, then grew the Data Center business
28:24 In a base line deal, splitting upside, measuring the dollar value of contribution what the parties are bringing to the table.
31:03 What happens to a stagnant owner - how they fit in after acquisition - what happens if they don't change trajectories
35:00 Categorizing the characteristic of a deal and identifying the right offers - Applicable Deal Models
40:30 Does he have an exit strategy for acquisitions - good deals create optionality - leaving blue sky for next buyer
44:22 What he learned from EPIC that he did not already know - tools in the quiver - what are different ways to do a deal - opens the door
48:13 How being a coach for EPIC helps his deal flow
50:15 Is he looking for Wash, Rinse, Repeat Opportunity or just a Deal Maker - Playing World Series of Poker
52:47 How he snowballed to 5 Million podcast downloads
55:10 What he learned about "decision making" from professional Poker player Andy Duke

E: 31 Top M&A Entrepreneurs - Matt Fischer 8 Fitness Acquisitions , Opened 10th Location

00:00 Intro Matt Fischer - 8 Fitness Acquisitions, Opened 10th Fitness Location - Fitness SaaS
02:19 His Uncle's inspiration - The Mentor Entrepreneur influence
04:33 Meeting his Mentor - Not much of sharer - watched from behind the scenes
05:40 First Acquisition with Partner - what happened to that - did it make money - meeting expectations - the eventual sale
09:05 Managing a retail fitness and the beginning of the idea to acquire more - Trying to buy Any Time Fitness Franchises - perfecting the model
13:53 Acquiring operating gyms - cold calling the numbers to success
15:30 KPIs and Critical Drivers - making money - simple math.
16:55 Negotiating Leases - Power - Motivated Land Owners and Transparency
21:27 How much marketing he has to do on new acquisitions
24:00 $9 a month versus $40 the amount of work involved - What $9 a month customers do the most
25:48 Seeing the P&Ls and the advantage of having a wife as an accountant
27:45 His current corporate structure for the business & personal guarantees.
29:55 Approaching $10 million in revenue - he loves fitness and likes money - goal $30 million in revenue
31:19 hard to find gyms for sale, Seeking adjacent businesses
33:50 Number of COVID cases with Navy SEALs
35:40 Turning Costs Centers into Profit Centers
37:20 Owned a supplement business - $500k a year - why google killed that business - what he learned - upselling and turning it back on.
42:35 How the M&A Entrepreneurial journey transformed him

E:30 Top M&A Entrepreneurs - Michael Bereslavsky over 300 micro Acquisitions in 16 years.

Michael is an online business entrepreneur and investor. He started building, buying and selling websites as a student and later founded Domain Magnate in 2008 to make a career out of it.

00:00 Intro to Michael Bereslavsky micro revenue acquisitions, first acquisition he paid $120 - sold for $2500 20X MOIC
00:00 moving upstream in Revenue Acquisitions - staying below $1 mm - why - its the market
07:44 Focusing on Content sites, finding the model that works
11:21 SaaS multiples
13:10 SaaS Businesses that he will not buy - working with investors
14:30 Building a team to acquire 160 companies
17:08 Profitable or Unprofitable acquisitions - and price ranges, history & multiples
20:03 Running Content sites
22:11 Finding the buyers for his flips
24:32 Know when to hold them, know when to fold them (flip for sale)
28:50 Launching a Fund - two. Raising his third fund.
30:14 Investor profile, seeking accredited, $100k, for $10mm fund.
35:05 Born in Russia, moved to Israel, now in Thailand
36:50 His deal flow, 1300 deals in database - not the top part of the funnel
39:31 Deal Financing - understanding what seller is looking for
42:55 Over 100% IRR to investors on first fund, His 3rd fund raise goal is $10 mm goal

E:29 Top M&A Entrepreneurs - Adam Coffey CoolSys CEO - in 20 years, Adam has bought & sold 100 companies, values range from $1 million to over $1 billion, aggregate value close to $5 billion dollars.

00:00 Intro to Adam Coffey, Army Vet, bought sold 100 companies in 20 years, bought 21 for CoolSys, author of the Private Equity Playbook and The EXIT Strategy Playbook
02:07 Why did he write them and reason for Private Equity Playbook and The EXIT Strategy Playbooks - adding credibility
03:42 Sponsored by 2 different Private Equity firms - the back story - the goal of...
07:42 How he started with CoolSys
09:42 The target & customer characteristics for CoolSys acquisitions
11:30 How he grows new acquisitions by cross pollination
13:37 How he sources new deals -what happens when CoolSys is shaking the trees
17:00 Growth expectations, before after, organic and buy build
21:19 Rollovers, 2nd Bite of Apple - how the seller benefits, again and again and again - why sell your company once?
26:25 Three more ways for seller to generate multiple income streams
29:51 Working with, inspired by his brother, son & the entrepreneurial creative flair
32:25 Ebidta, Going into LOI landmines - Cash Profit - Value & Fair/Unfair Representations
37:35 How he values a business and offers calculates multiple ranges based on filter characteristics - why he buys world class assets vs fixing what is broken
42:05 Stephen Schwartzman - Don't Lose Money formal/unformal veto power over acquisitions
43:30 What kills a deal - maliciousness, accounting, or odd man out.
46:57 Sellers motivation: Turn out the lights or join the team - focusing on price top dollar leaving money on the table
50:47 Why he joined the United States Army - what it offered him - if not for his service...
54:17 The 3 types of employees he hires - how CoolSys created 21 blue collar - guys - in - trucks Multi Millionaires

00:00 Intro to Moran Pober back story global citizen
01:34 How he acquired the domain Acquisitions dot com and Rollups dot com and using it
06:29 What kind of deals he looks for - his style - his involvement - getting access to Moran
10:54 His hungriest Acquisition Entrepreneurs
12:10 How luck and persistence plays in this business
13:23 The One student who rolled up 16 companies in 6 months story Keyword: Masterminds
16:55 Why plain "dealmakers" are commodities and what skill is needed to standout
23:43 What is required to partner with Moran
24:44 How he judges character
28:36 Some partners he does take equity
29:31 Who he follows - 874 people on Audible
33:30 What he would pay to have lunch with Richard Branson
37:19 Deal Flow - his BuzzFeed like story red flag risks
44:45 Google and Facebook behemoth risks
46:10 Industries that he does not work in...
50:50 Starting a fund vs call for capital syndication
53:00 How to start with Moran...

00:00 Intro Andrew Pierno and XOXO Capital
00:38 Andrew's backstory, a Venture Fund, CTO, Raising $8Million - What happened When it fell apart
05:45 Talking about MicroAquire & the types businesses and entrepreneurs that list
07:40 The start of Acquisition Thesis - Zero to One Sucks
09:40 Sourcing deals - Off Market Only - Cash Flow and Multiples not Based on Reality
10:51 Types of Financing he uses to Acquire - and How
11:54 The Template: Buy Under Valued, Improving Operations, Increasing Value
13:45 Results so far, 3Xed on 5Xed another
14:01 Working with and VCs that still own part of company
15:30 Finding the right people to work with
16:30 Starting the XOXO fund - bringing on investors
18:38 Deal Sourcing - start with 4 partners...
20:20 How much the company Andrew acquires and "Strong Convictions - Weakly Held"
24:40 Platform Approach vs buy build flip and alignment consensus
27:00 Building a compelling pitch deck for investors - What Matters
28:10 Looking at business and uncovering the value - upstream / downstream considerations
30:39 Who he looks for inspiration - Tiny Capital Andrew Wilkinson
32:30 Charlie Munger and Avoiding Mistakes
33:30 Transparency, Deal Flow & Hustling people on Twitter
35:30 Trusting Seller Numbers - Verifying with Payment Processor
39:00 Stickler on Due Diligence - His Deal Team

00:00 Intro Carl Allen, his M&A origin story
02:22 What happened to Ninja Acquisitions & his deal with Agora Publishing
05:10 One student's success story - 16 Acquisitions a year - Another headed to Billion$ Valuation
07:48 The Warren Buffett of Mainstreet
08:27 How many hours, days he works now - how much money he has...
09:29 The difference between success and failure
10:26 Is deal making a get rich quick scheme?
10:44 His library, his mentor, Tony Robbins & modeling success
12:03 The 3 types of books he likes to read
15:37 When he gets a book recommendation...
17:37 His deal with Agora - buying back his business one year later - what he learned
22:06 His Private Equity fund, PROX how his fund works with students
23:50 Thoughts on SBA funding
25:57 How Amazon did it
27:24 Thoughts about Micheal Dell, EMC & VMware - one of his favorite stories & modeling successful people
29:40 His tattoo - do something crazy - that he would never get away with on Wall Street
31:15 Free Masons
32:36 What Rocky Balboa and loosing his father shaped him
35:50 What he learned from Tony Robbins
36:00 What Price vs Value of Art - Value = Benefit - Price
37:20 Michael Jordan and the Last Dance

Carl's 6 book recommendations:
1. His Zero-Down Business Buying Secrets.
2. Shoe Dog Phil Knight,
3. Iron Cowboy James Lawrence
4. Relentless Tim Grover
5. Get a Grip Gino Wickman
6. Crush it Gary Vaynerchuk

00:00 Intro to Elliott Holland
02:28 What "Open Air" Negotiations are
04:00 How big were the Private Equity Deals he worked on
04:53 When he started making his own acquisitions - 1. tow truck Co. , 2. auto parts & 3. clinical trials
06:05 How long he kept the 3 acquisitions - did he like owning them
07:10 Due Diligence for Buyers - Digging into Financial / Commercial / Operational
12:51 How he works with Walker Deibel, Roland Frasier, Searchfunder.com
14:10 When buying a business, Don't trust anyone, including yourself
18:17 The role he plays between buyer and seller
23:33 The 1st Question of Due Diligence - How he checks for fraud
26:00 Are you the Smart Guy or Dumb Guy on this Million Dollar Bet?
27:54 Underestimating the unsophisticated seller
31:00 COVID Numbers - Stress Test, Valuation
35:21 Understanding a 50% drop in the working capital - what it means
36:51 Why the seller has highest reason to lie
38:31 Who has a hidden incentive to blow up your deal
43:53 When he learned what he knows about M&A - when you say "oops"
47:30 Sending an LOI getting serious.

Learn more about Elliott here:

LOI offer - www.offerfromelliott.com & www.guardianduediligence.com

00:00 Intro to Mike Jamieson
00:43 Buying his first business - Landscaping
02:25 US Air Force Pilot to Harvard Business School MBA Decision
05:47 The HBR Guide to Buying a Small Business written by ABRY Capital founders - how the Searchfunder model started
11:59 Self-Fund or Search-Fund how his deal blew up in his face
13:24 Trying to buy a software company with 90% margins - why the banks turned it down
16:28 Investors he lined up to fund his deals - how to structure a deal...
23:40 Deal Sourcing Numbers
29:04 When it comes to Add Backs always remember Rule #1
32:41 Where he found his acquisition - the events around the IOI
34:10 His "wife's" contribution
35:13 Skipping the LOI - were there consequences?
38:19 Why are they selling?
38:35 What type of rapport, emotional connection did he have with sellers?
39:44 How he negotiated the seller note
41:04 How is going post acquisition - Unforced Errors - Unpredictable Employees
43:02 Was seller avail to help with employee issue?
46:00 How he handles the stress of running the business
48:14 Plan for growth of company
50:25 Life of Entrepreneur - Watching Bank Account go up and down
51:27 How he "centers" himself - finds inspiration to push through fear worry doubt
53:50 Any plans to acquire more businesses?

Mike is available here: https://www.linkedin.com/in/mike-jamieson/
https://www.searchfunder.com/user/profile/24758

This interview is also available here https://www.buzzsprout.com/1776096

E: 23 Top M&A Entrepreneurs - Involved in 130, personally Acquired 55 Companies, 18 Industries

00:00 Intro to Arturo Henriquez
01:23 How Arturo Prospects, Black Envelopes get opened by "Sellers"
04:46 How he found his most recent acquisition a Pool Service Company
06:45 Can he scale a Pool Service Company?
09:29 What is the exit plan for his acquisitions?
16:04 Mastering the ability to work above the business: People Process Products
17:34 How he masters metrics for different industries
21:00 Industries he would NEVER buy into
24:30 How many businesses he own at any one time
25:20 How efficiencies affect cash flow and what it does to valuation
27:40 Does deploy a deal team 6 to his acquisitions?
29:08 Acquiring Assets vs Equity of a business - why you want to assume the liabilities
36:04 Does he acquire or have an "acquisition fund"?
38:48 What debt ratios does he look for
42:00 What about credit scores and getting a loan - why its different than a home mortgage
46:19 Reading the character of people you do business with - the psychology of a deal
48:10 What should happen in 1st, 2nd, 3rd meeting with seller - what rapport creates
51:05 Does he buy a business where he has to travel?

https://lnkd.in/dyMWn4a2

0:00 Intro to Joel Ankney, Attorney, Author of: "Here's the Deal Everything You Wish a Lawyer Would Tell You about Buying a Small Business"
01:12 How many acquisitions he has worked on - over 100
02:15 When, at what point in process, is it important to have Deal Team set up
06:03 Can you use a LOI as preemptive strike to lock seller up?
09:35 The buyer seller cultural fit - how personalities can blow a deal up
12:30 Buyer Seller, getting along, can a contract help relationships
15:45 What is his role in process?
21:00 Reps and Warranties, Escrow and buyer protections
25:02 Buying an online business and Real Estate - what do you do?
26:02 Asset or Stock sale and DoD contracts
28:59 Does seller/buyer have to notify Gov about sale - do they have veto power over sale?
31:10 Seller financing - attorney's perspective
33:50 Is there really a trillion dollar small businesses transfer of wealth?

00:00 Intro to Ted, Author of a 3 Business Buying Books, acquired 29 Businesses in 1990s
00:30 You acquired a number of businesses in the 90s, but have not in a while, Do you still own any, sell them, and Why did you move to assisting searchers & Buyers?
03:10 For searchers and Buyers, What would you say is the most important "area" or part of the acquisition game?
06:03 What types of searchers and buyers, clients do you look for - what are the characteristics?
08:09 What if they fall short in one of your areas?
09:34 How important is raising capital to a searcher / buyer?
11:41 Do you work with money sources?
13:09 What is your "overall" strategy for acquisitions - for your clients?
14:10 Do you have a step by step process?
14:53 How do you keep a searcher / buyer on track for this step by step process?
16:35 Do work with searcher / buyers on acquiring controlling non controlling interest?
17:45 Do you get involved in any of the negotiations between buyer and seller?
19:10 The importance of relationships - likability
20:46 How many clients do you work with at anyone time, total?
24:00 How do you make money on the process?
28:10 How has M&A game changed your life?

How to Buy the Right Business the Right Way
How to Prepare Yourself and Find the Right Business to Buy
How to Get ALL the Money You Want For Your Business Without Stealing It

https://www.linkedin.com/in/tedleverette/

E: 20 Top M&A Entrepreneurs - Ernesto Ricci Argentina Buenos Aires Football Tournaments

00:00 Intro to Ernesto Ricci
02:45 Why he signed up for Roland's EPIC scalable.co/epic-challenge
05:15 How he is applying M&A to buying Football Tournaments - his framework for the search & his pitch to sellers
10:35 how many tournaments he as acquired so far...
11:41 What an offer for a tournament looks like - numbers on a tournaments
15:43 Tournaments are cash, how do you trust seller - how do you prove numbers
20:05 Why is got into Football Tournaments (soccer to US fans) how it is complementary to his Social Media Events business - Snowballs attendance
25:12 The legal process for acquisitions in Buenos Aires, Argentina
26:12 Why he took entrepreneurial route vs job
28:30 His quest to "partner" with his bosses
30:00 The time his boss "hustled" him
33:20 His goal to buy 3 nightclubs
34:10 The time when his boss, that he wanted to partner with, pulled out a gun

E: 19 Top M&A Entrepreneurs - Sam Palazzolo Tip of the Spear

00:12 Book: Deliberate Discomfort by Jason Van Camp - Tip of Spear - The Impact of the Book
02:50 Works with 3 Coaches - Each with specific Clarity Path - Why you need a coach
07:10 How he makes decision to move up from a coach - the ROI you need to get
14:36 Tip of the Spear Acquisitions Business Model - 10 Years later...
19:48 Hybrid VC / M&A / Consulting Model
21:40 Harvard Business Guide to: Buying a Small Business
21:08 Sweet Spot $1M to $10M in EBITDA - Baby Boomer Orgs
24:10 How they fill the manpower gaps after the seller leaves org
27:45 Buying a company where CRM system was Sellers Flip Phone
31:35 Launching Entrepreneur in Residence (EIR) Program
36:39 How he "sources" companies - Swimming up stream from Brokers
41:20 How he funds / financially structures deal
46:10 The "Numbers" what they are great at
50:40 Student of the M&A Game
52:49 What he thinks of MicroAquire and Why they doesn't use it.
55:45 LOIs the importance of... (partner is attorney)
59:17 Special Offer for Acquisition Entrepreneurs below...

To access the Sam's Success Questions every leader/organization should be asking about their People strategies, visit http://hubspot.tipofthespearventures.com/speaking.

To view Sam's Venture Capital firm -- Tip of the Spear Ventures -- visit https://tipofthespearventures.com/

To view his 501(c)(3) Executive Education nonprofit -- The Javelin Institute -- visit https://javelininstitute.org/

E: 18 Top M&A Entrepreneurs - Mathew Wainwright 60 Plus deals and $250M in value

00:00 in M&A business at 23 years old.
01:04 Recently acquired UK Salads adding $50 Million
02:05 How he got started in M&A took a course at 19 His Why
06:00 How he started working with Paul Seabridge
07:10 How his partnership is structured with Paul
09:15 The part of the deal he likes doing - its all about confidence
10:40 How he "pitches" companies
12:00 the types of sellers he is looking for - his team can work on only 2
14:55 Created new fund https://www.opulentiacapital.com/ currently raising
15:46 How he structures deals
18:05 What they like: Sexy or Not Sexy businesses
20:45 The ways he gets paid
22:20 Their End Goal - $1Billion Euro!
24:20 How long it takes to make an acquisition
26:20 Who handles the negotiate part - How they present an offer
29:23 His Deal Team - how they work together (and get paid)
30:35 the "legal" structures of his deals - the SPVs Internationally
33:38 Craziest Request seller made
36:04 What is parents think about what he is doing now.
36:45 His new business to generate deal flow - BoutiqueTasks.com
40:27 How many people you need to be reaching out to

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Need help with deal sourcing? Reach out to Mathew at www.boutiquetasks.com

00:20 Author of 3 books: The CEO's Mindset, FALSE PROFITS, The Best Investment: A Better You

02:10 His start in Acquiring Businesses - As M&A Attorney seeing 100's of companies

04:10 His first. Met a Wiz Bang Kid that needed help - Business was breaking

06:10 His most successful deal to date - it has quadrupled in revenue

08:00 How he scaled the business to 8 figures

13:24 What he is actively looking at to acquire

15:09 What he calls a Massive Mistake regarding payouts

17:38 What Fully Accountable Does

20:51 How he met Roland Frasier and Why it is important to network with people smarter than you.

24:57 What is kids are learning from him as a parent

26:34 Where he is at in his career

27:50 Is he ready to cash out?

28:49 Can you put an acquisition in a Roth IRA like Peter Theil did with his FB shares and grow to $5Billion

30:56 How much energy he puts into a LOI

33:55 How overconfidence led to a breaking point and what he learned from it.

36:00 Access to his resources, books etc.

E: 16 Top M&A Entrepreneurs - Walker Deibel, 7 Acquisitions, "Old Economy Meets New Economy Strategy"

00:00 Walkers Buy Then Build Book
1:17 The Genesis of His Acquisition Entrepreneurship
7:55 Private Equity Facts
09:35 Influence from his family
11:11 Money Ball, the numbers
13:00 His experience with Different verticals versus a Niching
18:12 His first acquisition
21:56 Why he does not get hung up on price
23:00 The importance of a financial "Stress Test"
29:52 What types of businesses he owns today
33:00 The Secret to Deal Flow - not being able to turn it off
35:09 How to use Phantom Equity
47:00 Why got into the toilet ecommerce business
53:50 What SearchList.com is

E: 15 Top M&A Entrepreneurs Joe Valley Co-Owner Quiet Light Brokerage - Author: The EXITpreneur's Playbook ⬥ Has talked to over 8000 selling entrepreneurs ⬥ How he got started - self employed since 1997 ⬥ Started media buying agency then to colon cleansing ⬥ Sold to that to Quiet Light ⬥ 6 acquisitions - 6 Exits ⬥ The more people you help the better your brand and reputation and the more your business grows - in the long run - the right way ⬥ Quiet Light has sold over $500 Million in transactions - now dealing with buyers that have raised $100 Million ⬥ You should have your financing lined up before you make and offer ⬥ What "Stability Payments" are what how they are used ⬥ With FBA businesses, you are competing against 50 to 60 aggregators that have raised $BILLIONS ⬥ In book, EXITpreneurs Chapter 13 How to work with aggregators ⬥ Also in book, How to Train for your Exit - How to choose the right pain ⬥ What the 4 Pillars of Value are ⬥ 3X to 6X Multiples SDE never happened before in history ⬥ When you sell your business on your own - you sell it for less than you should ⬥ How long Due Diligence takes ⬥ Why You Expose Warts Early On ⬥ Partner Resource Page ⬥ How the book, EXITpreneur, will help a business buyer ⬥ The LOI, If you leave anything up to interpretation - you leave it open for renegotiation

acquisition #business #mergers #marketing #entrepreneur #merger #mergersandacquisitions #Mergersacquisitions

E: 14 Top M&A Entrepreneurs Jeff Charlton 18 Acquisitions in 15 Years ⬥ Civil Engineer by training ⬥ Why he started acquiring businesses ⬥ First acquisition he bought a vendor and no money down ⬥ Every acquisition after that was to acquire sales people ⬥ Almost all of his 18 acquisitions are no money out of pocket ⬥ None of his acquisitions were making money ⬥ Why he finds the best deals in recession times ⬥ Why he uses direct mail ⬥ What questions he asks the sellers ⬥ What the number one thing sellers always do ⬥ How he find the best people in an acquisition ⬥ The best deal that he ever did, which led to the niche that is taking off, was also the easiest ⬥ How he structures his earn outs ⬥ How he gets people to trust buying and earn outs ⬥ Who he admires in marketing ⬥ Has his acquisition strategy run its course?

acquisition #business #mergers #marketing #entrepreneur #merger #mergersandacquisitions #M&A

E: 12 Top M&A Entrepreneurs - Chris Daigle - Assisted 1000s but working on the Billion Dollar Idea. How he got the nickname Doctor. How he started in EPIC. Has since assisted over 2000 students. Has known Adam Lyons for 10+ years. Book recommendation: Straight-Line Leadership: Tools for Living with Velocity and Power in Turbulent Times. Working on Financial Newsletter roll-up. Why? Trillions in retail capital available. Looking for advice on where to put it. Worked for Agora Publishing, Brokered the Timothy Sykes Penny Stock acquisition for Agora. How he is doing is 36 month option arbitrage acquisitions. Target $50Million combined EBITDA. Having the end customer in mind: SPACs. Why its a good season for Chris. A little bit about bitcoin. What Chris Daigle is looking for.

acquisition #business #mergers #marketing #entrepreneur #merger #mergersandacquisitions #M&A

First Acquisition at 29 years old..an inspiring and cautionary tale. Christopher has worked on over 400 companies. The timing, and moment of clarity, where he asked, "what would happen if he owned these companies? "First acquisition was all cash, all the risk upfront, but 11 months later sold and tripled investment. Since then, acquires at least one per year. He loves the ecommerce space. Why he has done well, he got lucky because he worked so hard. Second acquisition did not work out so well but proud of the experience and how he found peace. Chris Daigle, another EPIC member, challenged Christopher to do the next deal with no money out of pocket. Part of that is why you should share your failures and what you learn from them. Why it is important to have the support of loved ones. The lesson of slow and steady wins the race. Why he acquires a minimum of one business per year. Why Christopher is passionate about partnerships. And how he can help end partner 's suffering. Christopher talks about an ecommerce chicken coop business...a Billion Dollar Industry. Why he follows the profits - and people over profits. How his acquisition partners get paid in acquisition. What his acquisition partners feel working with him. Where his deal flow comes from. What his GAP program is.

acquisition #business #mergers #marketing #entrepreneur #merger #mergersandacquisitions #M&A

E: 11 Top M&A Entrepreneurs - DeAnna Rogers, the EPIC Glue, from Affiliate Events to EPIC to 3 Property Airbnb Entrepreneur. Author of 3 books. Running 10,000 attendee events for DigitalMarketer. Now an Airbnb Entrepreneur. Sold out first Airbnb right after listing - for the rest of the year! Uses digital marketing skills to drive 3000 clicks to listing - far surpassing what mgmt company does - and they charge 20%. (Thinking about starting a property mgmt company - buy or build costs). Owns 3 Airbnb properties - near beach, working on 4th near hospital for family extended stay - idea originated when husband was in hospital. Also, proximity to knowledge and experience - going to all the tradeshows, masterminds. How to have the right mindset. Where acquisition ideas come from. Keeping your mind open and available to acquisitions.

acquisition #business #mergers #marketing #entrepreneur #merger #mergersandacquisitions #M&A

E: 10 Top M&A Entrepreneurs - Adam Lyons 20+ acquisitions and has worked on 100s. The story of the start of his deal making career...10ish years later, 20 plus acquisitions. Since then, he has worked on 100s of deals negotiating for buyer and sellers. And... coaches over 700 CEOs. Why he Shares all deals with Roland Frasier. How and why you want to "acquire the costs of the company". How & where he gets is leads for acquisitions. How he follows Richard Branson's ecosystem acquisition strategy. How he structures his business where he is an employee and working above the business. To date, his businesses are doing 40% growth month over month.

Sharon Brown has completed 9 deals. Her First acquisition was a SaaS company from Denmark. Buys 100% of company. Offers sellers 60 Day Deferred Down Payment. Then scrambles to pay for it with sponsors. First acquisition paid for by Motorola. Did she know people at Motorola? Nope. Why she does not use zoom videos calls when prospecting. Why Creating the prospect funnel is critical to achieving successful acquisition. How, and why, she creates a process and systems to work above the business - has built a back-office focused on automation.

E8: Top M&A Entrepreneurs - Terry Williamson Proximity to Power. Roland Frasier's partner on Dog Ecom project. Hub & Spoke, Amazon FBA, FB group...everything for a dog roll up. What you need: Passion, Skillset, Demand. Current project has a social/giving aspect. Added 29 employees in last 60 days. How to control your Exit.

E:7 Top M&A Entrepreneurs - Jeramiah Townsend, 5 companies, the Entrepreneurial push from his father-in-law. (Jeramiah is surrounded with the love of family) Sticky situation negotiating with 5 sellers, read that again, 5 family owners - and the sad ending. He has used the pipe-wrench strategy before EPIC. His self-deprecating humor makes for a great interview.

E:6 Top M&A Entrepreneurs, John Gorst, 7 companies, 165 point Due Diligence Checklist. Lived through the gyrations of Cannabis 1.0 to Cannabis 2.0. Integration is hard. Acquisitions are hard. Not recommended for every company. Culture critically important. His plans? No acquisitions for immediate future until he finishes what is on his plate.

E:5 Top M&A Entrepreneurs, John Bly, 23 Acquisitions 19 CPA and 4 in Fitness Companies, (sold a few too) Author: Cracking the Code - An Entrepreneur's Guide to Growing Your Business Through Mergers and Acquisitions for Pennies on the Dollar. 700 people working for him. Consults with 10+ clients a year to help them acquire companies. How he charges clients. How he works "above the business" - spending less than an hour a month on each acquisition.

Dominic Wells, EPIC 2, 38 Content Ecom Acquisitions. Lives in Taiwan, originally from UK. Joined EPIC with idea to create course on buying businesses - dropped idea quickly. Doing so well that he raised fund to pay for Acquisitions @investinOnfolio.com. Had one seller basically give him a business. 38 businesses later, plans to move HQ to the US, raise capital with Reg A+ and go public with direct listing on the OTC markets.

Mark "I Buy Revenue" McRae 10 Acquisitions, 3 since EPIC, another EPIC OG. Started his first business at 7 years old. Made more money than his parents at the swap meet. His model: He buys "Revenue". A Warren Buffet fan. Buy boring business, 10 years old, never a losing year, healthy margins, management stays. Acquires for time freedom. Outsource and put systems in place.

Patch Baker: Veteran & Entrepreneur. EPIC OG. Patch Owns 44 companies. He has made 100 Acquisitions (sold quite a few too) The "template" for how he does acquisitions (and why). Hint: Richard Branson at Virgin. And, How to work with Patch. Its all there.

Over 8 Acquisitions since EPIC. Chasing the "whale" acquisition. Why he lost it. What he learned. How he recovered. Building $100 Million in Dry powder for the next Acquisition. Why he loves doing this.