Over time, I’ve seen all kinds of buyers show up in ETA. Some with investor decks and polished credentials. Others with very little experience but a deep hunger to own. And here’s the truth: pedigree doesn’t always predict success.
The trait I see in the best buyers isn’t capital. Or connections. Or even confidence. It’s self-awareness.
The buyers who build trust fastest with brokers, sellers, and lenders are the ones who can clearly articulate:
- What kind of operator they’ll be
- What kind of team and culture they want to build
- What they’re good at—and what they’re not
- What kinds of businesses aren’t a fit for them
When someone knows who they are, it shows. It builds immediate trust. It shifts the dynamic from “Are you qualified?” to “You clearly understand yourself.”
And here’s the best part: this kind of self-awareness is totally learnable. It just takes some reflection—and the willingness to be honest. That’s why I think a buyer profile shouldn’t just be a financial overview. It should be a snapshot of how you think, how you lead, and what you care about.
Because in ETA, you’re not just buying a business. You’re stepping into a story that someone else started. And if you want to be the next chapter, you need to know the kind of author you are.
