Greg Shapiro & Zach Cooper-Vastola are building a long-term, compounding business they see as the anti-PE of the trades. Register for the webinar: Franchising for the ETA Buyer: Resales, Roll-Ups, and Real Deals - TODAY - https://bit.ly/49sKF4H Topics in Greg and Zach’s interview: Founders combined technical and financial expertise Shifted from SaaS to long-term ownership Acquired century-old Manhattan HVAC company High cost and complexities of New York market Avoided SBA limits to scale acq...
Jun 04, 2026•1 hr 25 min
The first business Joe Wechsler bought had $280k of SDE. Seven years later, he runs a fund with $50m of buying power. Register for the webinar: Franchising for the ETA Buyer: Resales, Roll-Ups, and Real Deals - Thu, June 4 - https://bit.ly/4vnGP5u Topics in Joe’s interview: Background in management consulting Inspired by Rich Dad Poor Dad to own assets Joining an early cohort of the Acquisition Lab Searching is more fun with a partner First deal died 10 days before closing Discovering employees ...
Jun 01, 2026•1 hr 46 min
As a South African in the US, Justus Luttig had to get creative to search then buy 2 trades businesses at the same time. Register for the webinar: New $10m Limit for SBA Loans: What You Need to Know - TODAY!! - https://bit.ly/4v3zKXh Topics in Justus’s interview: Growing up on a cattle ranch in South Africa Disillusioned with the venture capital bubble Perception of white collar work as “the dream” Meeting successful owners of blue-collar businesses Big deal failure on his birthday Structuring a...
May 28, 2026•1 hr 23 min
David Graf went after a business that had sat on the market, acquiring $750k of EBITDA for 2.7x. It's going well. Register for the webinars: Negotiating Working Capital in SMB Acquisitions - TOMORROW!! - https://bit.ly/4a2ozGe New $10m Limit for SBA Loans: What You Need to Know - Thu, May 28 - https://bit.ly/49j3V4t Topics in David’s interview: Drive to earn money as a kid Choosing to skip business school Advantages of acquiring in Texas Preparing his case to convince his wife Working full time ...
May 25, 2026•1 hr 34 min
Truc Nguyen has acquired 2 nail salons, an overlooked but fragmented industry where businesses trade at low multiples. Register for the webinar: Negotiating Working Capital in SMB Acquisitions - Tue, May 26 - https://bit.ly/4eQfCTR Topics in Truc’s interview: Why she chose the nail salon industry Her vision for a rollup Analyzing a current nail salon business listing Low multiples in the nail space Bargaining power of good nail techs Square footage and number of chairs matters Documenting SOPs f...
May 21, 2026•1 hr 56 min
Gant Elmore and Matt Moldenhauer each bought $2m businesses they built over years. Today their holdco does over $200m. Register for the webinar: Revenue Recognition & Quality of Revenue in SMB Deals - TOMORROW!! - https://bit.ly/4dMvx4w Topics in Matt & Gant’s interview: 3 generations of acquisition entrepreneurs Matt started as operator, became partner Bain mentors warned Matt not to do ETA Goal of owning 50 companies by 2050 Being the Ferrari in a price-competitive industry Why they pr...
May 18, 2026•1 hr 50 min
Zack Mutnik thought he bought a $1.5m electrical contracting business for 2.3x. The numbers weren't what they seemed. Register for the webinar: Kill It Early: Spot Red Flags Before Spending on Diligence - TODAY!! - https://bit.ly/4eBVO6E Topics in Zack’s interview: Learning leadership in the Navy Managing chaos with ADHD Undisclosed surprises after acquisition Replacing 8/10 employees Heavy emphasis on company culture Deciding to change the business name Training his employees to be independent ...
May 14, 2026•1 hr 25 min
Alicia Powers wanted to buy a general contractor but understood the risks in such businesses and negotiated accordingly. Register for the webinar: Kill It Early: Spot Red Flags Before Spending on Diligence - Thu, May 14 - https://bit.ly/4wqiYU3 Topics in Alicia’s interview: Air Force construction experience Corporate job at an elevator company Leading a shower remodeling startup Layoff motivated her toward acquisition Why franchising isn’t for her Acquiring a small construction business Getting ...
May 11, 2026•1 hr 17 min
Brendan Duebner's goal is to build a healthy, long-term business of 20-40 people. Buying a $1.2m MSP was his first step. Topics in Brendan’s interview: Learning to lead in the Army Summer internship with Josh Medow Cold calling is unpleasant but effective Living and acquiring in the Bay Area Working in the business before closing Signs of seller integrity 85% seller note with no personal guarantee Implementing EOS himself Choosing to only hire local His mission of building a tribe References and...
May 07, 2026•1 hr 24 min
Andrew Blazenko has made 6 acquisitions over the last ten years. Pairing businesses with operators is key to his model. Topics in Andrew’s interview: Background as a business broker Wanted the exit joy for himself Danger of low barrier to entry Finding great operators to run his businesses Business acquisition requires reps Executive in Residence program Requiring operators to invest in the business Difficulty of raising equity in Canada Shipping costs as a natural moat Living as a “gentleman of...
May 04, 2026•1 hr 6 min
Dan Burnside thought he got a great deal on an $800k SDE business. Instead he'd bought bad faith and years of struggle. Register for the webinar: Add-Ons and Carve-Outs: How to Get Banks on Board - TODAY!! - https://bit.ly/4sO0MAt Topics in Dan’s interview: Buying in a small, rural area Discovering seller fraud after acquisition Key employee leaves and starts competing business Working to integrate himself into the community HVAC techs resisted technology changes Wife and kids unhappy in the new...
Apr 30, 2026•1 hr 53 min
Jeff Flannery is a great example of how franchising complements ETA, having rolled up 17 units since starting in 2019. Register for the webinars: Advanced Deal Mechanics: NWC, Net Debt & Purchase Price Adjustments - TOMORROW!! - https://bit.ly/4u9KyD6 Add-Ons and Carve-Outs: How to Get Banks on Board - Thu, Apr 30 - https://bit.ly/3OpzRgx Topics in Jeff’s interview: Difference between a practice and a business 18 years of running a procurement recruiting firm Acquiring a failing Hand and Sto...
Apr 27, 2026•1 hr 56 min
Nicolás Lulli bought a document storage business in Peru. 6 years later, it is a $25m leader in the Andean region. Register for the webinar: Advanced Deal Mechanics: NWC, Net Debt & Purchase Price Adjustments - Tue, Apr 28 - https://bit.ly/490Ms0q Topics in Nicolás’s interview: First employee at Relay Investments search fund Launched Peru’s first search fund, Colca Capital Covid lockdowns erased profits almost overnight Rebuilding the business into a tight submarine From $0 EBITDA to $5m in ...
Apr 23, 2026•1 hr 8 min
Greg Hirsch wants more seasoned professionals to understand how valuable their experience can be to an ETA journey. Topics in Greg’s interview: Fifteen years learning systems at Sysco Foods Failed startup revealed builder, not founder path Helped scale trucking roll-up through industry consolidation Revisiting his “heck no” pile Invests in timeless blue-collar essential industries Late-40s searches benefit from life experience Spouse alignment essential before risking family security His wife’s ...
Apr 20, 2026•1 hr 32 min
Thanks to strong business-buyer fit, Joe Wynn negotiated great terms to acquire a $600k SDE sales & service business. Register for the webinar: Real Estate Issues When Buying a Business - TODAY!! - https://bit.ly/4smYdoQ Topics in Joseph’s interview: Trading a mid–six-figure salary for business ownership Wanting to “build his own ladder” instead of climbing someone else’s Buying a medical equipment distribution and service company Designing and outfitting hospital operating rooms 45% net mar...
Apr 16, 2026•1 hr 34 min
Constrained in her job and seeking more time for her kids, Ana Lia Barragan bought a $385k/yr, 30-year-old business. Register for the webinars: Your First Finance Hires After Buying a Business - TOMORROW!! - https://bit.ly/3OvsNic Real Estate Issues When Buying a Business - Thu, Apr 16 - https://bit.ly/3PYIhf8 Topics in Ana Lia’s interview: Wanted flexibility while raising two young children Hit promotion ceiling in corporate tech ladder Joined Beta Accelerator, buying businesses training progra...
Apr 13, 2026•1 hr 46 min
Jenna Whigham and her brother bought a large business for a search fund, then grew it 6x larger over the last 5 years. Register for the webinar: The Operator’s Perspective: Running a Business for an Owner - TODAY!! - https://bit.ly/4va4hUm Topics in Jenna’s interview: Investment banking during the 2008 crisis Launching a traditional search fund with her brother Golden Retrievers led to an acquisition Acquiring a $100 million company Financial risk of being a “price taker” Expanding through M&...
Apr 09, 2026•1 hr 30 min
Joseph Cruz left a lucrative job in finance to pursue business ownership. Year 1 has gone well (despite losing his GM). Register for the webinars: What Type of Franchise Is Right for You? - TOMORROW!! - https://bit.ly/48gn6eH The Operator’s Perspective: Running a Business for an Owner - Thu, Apr 9 - https://bit.ly/4m7lSZ7 Topics in Joseph’s interview: Growing up in a Filipino immigrant family Why aging infrastructure creates long-term opportunity The laundromat that started it all Running an “oh...
Apr 06, 2026•1 hr 53 min
It took Robin Kovitz fours years to find her business, which she has built into an industry leader and her life's work. Register for the webinar: Quality of Technology (QoT) Report: Protecting Your Acquisition - TODAY!! - https://bit.ly/4d9F2en Topics in Robin’s interview: Upbringing in the meat industry Early career in investment banking and M&A Her 4-year search for a business Always visit the competitors Critique of the 2-year search clock "Long-termism" and becoming a B Corp Her 3 non-ne...
Apr 02, 2026•1 hr 41 min
Jack Foster & Jake McLaughlin raised $2.8m to buy 10 Meineke stores. That equity has taken them further than expected. Register for the webinars: Offshore Talent vs. AI for Business Buyers - TOMORROW!! - https://bit.ly/4bAIbTj Quality of Technology (QoT) Report: Protecting Your Acquisition - Thu, Apr 2 - https://bit.ly/4rUHngL Topics in Jack and Jake’s interview: Childhood friends turned business partners Leaving Goldman Sachs, KKR, and Baird for entrepreneurship Why they chose the franchise...
Mar 30, 2026•1 hr 54 min
Corey Mullins had worked in the trade over a decade when he bought a tiny, failing HVAC business for its phone number. Register for the webinars: What Actually Makes a Good Deal? Patterns from 1,000+ Transactions - TODAY!! - https://bit.ly/4m4gsy5 Offshore Talent vs. AI for Business Buyers - Tue, Mar 31 - https://bit.ly/4uW6rXG Topics in Corey’s interview: His 20-year career in HVAC Failed buyout of the family business Simultaneous launch and acquisition Buying a truck and a phone number Build-t...
Mar 26, 2026•1 hr 27 min
Eric Donahue quickly grew revenue to $6m thanks to operational enhancements, culture tweaks, and a little good luck. Register for the webinar: What Actually Makes a Good Deal? Patterns from 1,000+ Transactions - Thurs March 26th - https://bit.ly/4lT2ajG Topics in Eric’s interview: Navy SEAL career and retirement Performing the basics at a high level His tree service side hustle Old school proprietary search Buying an off-market paving company Forgoing SBA for a conventional loan Working in the f...
Mar 23, 2026•1 hr 33 min
After 25 years on The Street, Brian Anderson discovered passion in buying small businesses — despite brutal challenges. Register for the webinar: How to Handle Common Employee Issues When Buying a Business - TODAY!! - https://bit.ly/4sa946l Topics in Brian’s interview: Career in investment banking/hedge funds Closure of his firm Pursuing small business as an asset class Low multiples are fairly valued Acquiring in manufacturing Learning every operational function himself Acquiring with no debt B...
Mar 19, 2026•1 hr 31 min
Naveen Vinta spends weekdays at the business he bought in Milkwaukee, away from home in Virginia. He's making it work. Register for the webinars: Add-Backs to Cash Flow for SBA Loans - Tue March 17th - https://bit.ly/4luTdgd How to Handle Common Employee Issues When Buying a Business - Thurs March 19th - https://bit.ly/4dnIwtD Topics in Naveen’s interview: Army experience as a tank mechanic Funding his MBA with his G.I. Bill Capitalizing on “onshoring” tailwinds Getting brokers to take him serio...
Mar 16, 2026•1 hr 6 min
After building a masonry business over 5+ years, Justin Escajeda bought his first company in 2018 and never looked back. Register for the webinars: From Owner to Owner: Business Transition Lessons - TODAY - https://bit.ly/46K82p5 Topics in Justin’s interview: His early career as a stone mason Growing his side jobs into a company Liquidating his real estate investments Focusing on masonry niches Acquiring his first business for a 1.3 multiple Recruiting managers based on work ethic His flat compe...
Mar 12, 2026•1 hr 35 min
After Megan McGee pivoted her search fund to a self-funded approach, she bought a business where she wanted to settle. Register for the webinars: From Owner to Owner: Business Transition Lessons - Thu March 12 - https://bit.ly/4ctCJCw Topics in Megan’s interview: Family background in pest control Internship with previous guest Edward McDonnell Starting out in traditional search Investors declined to support a deal she loved Pivoting to self-funded search Deciding not to buy her dad’s business Bu...
Mar 09, 2026•1 hr 25 min
Jonathan Taylor has quickly grown revenue 40% at his acquisition through digitization, process improvement, and sales. Topics in Jonathan’s interview: Searching while working full-time His “now or never” moment approaching 40 Restricting his search to Los Angeles Over-equitizing the deal Structuring a forgivable seller note Accepting 60% ownership Finding long-term hold investors Buying from a non-retiring seller Christian stewardship principles Growing revenue 40% References and how to contact ...
Mar 05, 2026•1 hr 31 min
After his first ownership experience ended badly, Joe Springsteen bought a $3.2m maintenance business that is thriving. Topics in Joe’s interview: Background in law and operations Divorce as a catalyst for change Acquiring a biohazard cleanup business Doing cleanup himself His original growth thesis failed Selling the cleanup business His “Codie Sanchez phase” Prioritizing geography in his search Acquiring an exterior cleaning business Building competitive advantage References and how to contact...
Mar 02, 2026•1 hr 21 min
Edward McDonnell bought a local services business via traditional search fund and grew it to 8 branches across 5 states. Register for the webinar: SMB Cybersecurity: Why Operators Need a Risk Assessment - TODAY!! - https://bit.ly/4u2GO7d Topics in Edward’s interview: Mechanical engineering at Honda Choosing traditional search for budget Acquiring an indoor plant/landscaping business Going in with no management experience Digitizing the back office Constantly repeating the company vision Using EO...
Feb 26, 2026•1 hr 30 min
Scott Crosby weathered the challenges that come with buying a 4.5-employee services business, and Year 2 is looking up. Register for the webinars: Common Legal Diligence Issues (and How to Handle Them) - TOMORROW!! - https://bit.ly/3OQhm4l SMB Cybersecurity: Why Operators Need a Risk Assessment - Thu, Feb 26 - https://bit.ly/4bY1KWe Topics in Scott’s interview: His 2 major career-defining moments 20-hour days in film production Risks of buying from younger owners Economic development resource ce...
Feb 23, 2026•1 hr 30 min
