How to Spot Red Flags Early in a Seller Call
Not every seller call is a fit—and that’s okay. But when you’re early in ETA, it can be hard to tell when you’re wasting your time or walking into something that’s just not right. I worked with a client last year that was working with a seller that checked all the boxes—on paper. But the […]
The Myth of the Perfect Deal (And What to Look for Instead)
When I first started exploring ETA, I had a very specific picture in my head of what “the right deal” would look like. It would be clean, growing, well-documented, with a great team and motivated seller. No skeletons in the closet. No rough edges. The problem? That deal doesn’t exist. Every deal I’ve seen—every real […]
How to Talk to Brokers Without Sounding Like a Rookie
When I started reaching out to brokers, I thought a short, friendly email would do the trick. Something like: “Hi, I’m looking to buy a business and saw your listing—can we chat?” But I quickly learned that wasn’t enough. Brokers don’t need more generic emails. They need clarity, context, and confidence. And most of all, […]
What to Do When You Get Ghosted By a Broker
Here’s another thought from the world of ETA. Aa moment most buyers won’t admit, but nearly all experience: You send a thoughtful inquiry. You include your background, capital, and why you like the business. And then—nothing. No reply. No feedback. Just silence. It’s frustrating. Especially when you feel like you’re doing everything “right.” I remember […]
How to Spot Fit (or Friction) in Seller Conversations
One of the hardest things to assess early on is fit. The financials might check out. The business might fall right in your target industry. But if you don’t mesh with the seller—or their vision—the deal can quietly unravel. When I first started taking seller calls, I focused a lot on the numbers. Revenue. Margins. […]
What I Wish I Knew Before My First Seller Call
There’s a moment in ETA that doesn’t get talked about much, but it’s one of the most nerve-wracking: the first real call with a seller. I remember mine clearly. I had done the research, prepped questions, and even rehearsed some of what I wanted to say. But when the call started, I felt awkward. Not […]
You Can’t Buy a Business Like You Shop Online
Entrepreneurship Through Acquisition (ETA) is growing fast. Whether you’re coming out of business school or leaving a corporate career, buying a business can be your path to ownership and legacy. But here’s something I ran into early on—and I’ve seen a lot of others struggle with too: even serious buyers often don’t know how to […]
From Wrenches to Roll-Ups: Logan Leslie’s Blueprint for Scaling Small Businesses
In a recent episode of Harvard Business School’s “Think Big, Buy Small” podcast, Logan Leslie, CEO of Main Street Auto, shares his journey of acquiring and integrating over ninety auto repair shops across the country. His approach underscores the significance of cultural alignment, professional management, and data-driven strategies in successful business acquisitions. The Importance of […]
The Silver Tsunami Is Real — and Most Owners Still Don’t Have a Plan
In MNP’s recent Succession Readiness Report, the numbers paint a picture that should be sparking serious conversations in boardrooms, broker offices, and around family business dinner tables. More than 6 in 10 Canadian business owners have no formal succession plan in place.– 85% are aged 55 and older.– 62% say they plan to exit in […]
“Two Roads to Business Ownership—One Overlooked Factor”
Inspired by Forbes’ profile on David Owoyemi’s journey through startups and acquisitions There’s something undeniably romantic about building a business from scratch. The garage office, the napkin sketches, the hustle of turning nothing into something. It’s the stuff of legend. But it’s also hard — brutally hard. That’s what made Forbes’ recent article on David […]