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 search well.
When I first started looking, I did what most people do. I scrolled BizBuySell, reached out to brokers with short intro emails, and figured opportunities would follow. But they didn’t. I was either ignored or lumped in with a crowd of other buyers who didn’t seem all that serious. I realized pretty quickly that if I wanted people to take me seriously, I had to show up differently.
Start with a Clear Buy Box
Before reaching out to anyone, get specific:
- What industries are you interested in—or avoiding?
- What size range (revenue, SDE, EBITDA) makes sense?
- Are you willing to relocate?
- Will you operate day-to-day, or delegate leadership?
- Are you looking for 100% ownership or open to other structures?
I didn’t have good answers to these questions at first, and it showed. Once I got clear, the conversations got better.
Lead with Credibility
Your first message is everything. In the beginning, I’d send vague emails like “Hi, I’m looking to buy a business.” Not surprisingly, I got no responses. Things changed when I included:
- A short background on myself
- Where my capital would come from
- What kind of business I was looking for
- My preferred geography
Just a few lines made a huge difference in how people engaged with me.
Make it Easy to Work With You
Everyone on the other side—brokers, sellers, lenders—they’re busy. I learned that being prepared and thoughtful goes a long way:
- I created a simple buyer profile that explained who I was
- I was upfront about my timeline
- I made follow-ups short, clear, and respectful
The easier I made it for someone to evaluate me, the more doors opened.
Over time, I realized how broken the discovery process is for both buyers and brokers. That’s part of what led me to start ETA Match—not because I had all the answers, but because I was frustrated by how hard it was to even get a chance to be seen.
Now, buyers can create a profile that shares the full picture: their background, goals, financial position, and even their leadership style. Brokers don’t have to guess who’s worth their time. And buyers can stop feeling like they’re shouting into the void.
