Acquiring Minds Will Smith

4 acquisitions, 3 years after the first deal, and 2 dishonest sellers before Chandra Rao went full-time in his holdco.
Topics in Chandra’s interview:
Learning from due diligence mistakesLosing $300k in the first yearChallenges with payment terms and working capitalTrue value of a seller noteOne of his partners embezzled from the companyFpppChoosing a conventional loan over SBAThe electrical contracting and fiber optic cabling businesses6x growth in 4 yearsJuggling a roll-up and a W-2A seller who committed fraudReferences and how to contact Guest:
LinkedInchandra@millermn.comMiller UtilitiesGet a complementary pre-acquisition HR & PEO review for your target business:
Contact mark@aspenhr.com or visit Aspen HRWork with an SBA broker who focuses exclusively on helping entrepreneurs buy businesses:
Matthias Smith of Pioneer Capital AdvisoryConnect with Acquiring Minds:
See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on Twitter

Zach Smith bought a 30-year-old membership business that connects patients with dentists to return it to former glory.
Topics in Zach’s interview:
His exit from UberDifficulty of starting a marketplace businessWhen spreadsheets meet realityBuying a shrinking businessGoing with a stock sale instead of asset saleCurrent problems with dental insurance plansHow American Dental Care differs from insuranceThe view from the bottom of the J curveHis plan to grow all sides of the marketplaceForgoing an SBA/bank loanReferences and how to contact Zach:
LinkedInTwitterAmerican Dental CareGet complimentary due diligence on your acquisition's insurance & benefits program:
Oberle Risk Strategies - Search Fund TeamLearn more about Walker Deibel's done-with-you buy-side advisory:
The Acquisition LabConnect with Acquiring Minds:
See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on Twitter

Most first-timers shy away from buying across borders. Not Christi Loucks, whose Canadian acquisition did $550k of SDE.
Topics in Christi’s interview:
Buying a business for personal fulfillmentPainful broken dealsChallenges of buying a cross-border business in CanadaThe positive role emotions play in dealmakingLosing (and regaining) 55% of her clients after transitionThe line between cold outreach and spamConstant change in the tech industryUnexpected expenses after transitionPlanning for her maternity leaveHer husband’s return to a corporate jobReferences and how to contact Christi:
LinkedInRevenue AcceleratorNeil BeardenGet a complementary pre-acquisition HR & PEO review for your target business:
Contact mark@aspenhr.com or visit Aspen HRGet complimentary due diligence on your acquisition's insurance & benefits program:
Oberle Risk Strategies - Search Fund TeamConnect with Acquiring Minds:
See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on Twitter

Get $200 off your ticket to the M&A Launchpad Conference in Houston on May 11th:
https://www.malaunchpad.com & enter code ACQUIRINGMINDSGarth Fasano searched part time for 5 years before finding a target with very sticky revenue & great business-buyer fit.
Topics in Garth’s interview:
Searching for 5 yearsBenefiting from the SBA looking at calendar-year financials (not TTM)Top Dog’s unique business modelWhy this business should be bought, not builtHis relationship to a dog training franchiseImpact of outcome-based pricing  Purposely hiring less-experienced sales peopleHow Top Dog differs from online marketingExpanding to industries outside of dog trainingHis passion project: ski hutsReferences and how to contact Garth:
Garth@topdogsalescenter.comLinkedInTop Dog Sales CenterLearn more about Walker Deibel's done-with-you buy-side advisory:
The Acquisition LabWork with an SBA broker who focuses exclusively on helping entrepreneurs buy businesses:
Matthias Smith of Pioneer Capital AdvisoryConnect with Acquiring Minds:
See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on Twitter

Robert Graham & Aaron Blick's first acquisition did $1.2m SDE. Four years later, their roll-up generates $15m in EBITDA.
Topics in Robert & Aaron’s interview:
Going from lifelong friends to business partnersImpact of private equity on industry roll-upsRunning their companies remotelyA competing business poaching employeesFinancial shocks after taking ownershipWhy they believe in buying bigNecessity of hiring presidents to operate their businessesCompany presidents guaranteeing the SBA loanBlending SBA loans with a roll-up modelHow buyer-seller power dynamics shift after purchaseReferences and how to contact Robert & Aaron:
Episode #149 Home Care Business: How to Buy and 2x an AgencyEpisode #218 Taking the Plunge into Extreme OwnershipRobert Graham LinkedInAaron Blick LinkedInRobert Graham TwitterPillar Health GroupSIG PartnersGet a complementary pre-acquisition HR & PEO review for your target business:
Contact mark@aspenhr.com or visit Aspen HRWork with an SBA broker who focuses exclusively on helping entrepreneurs buy businesses:
Matthias Smith of Pioneer Capital AdvisoryConnect with Acquiring Minds:
See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on Twitter

Get $200 off your ticket to the M&A Launchpad Conference in Houston on May 11th:
https://www.malaunchpad.com & enter code ACQUIRINGMINDSJohn Murphy pushed through divorce, $500k debt, and a bad broken deal to finally buy a 60-year-old business doing $8m.
Topics in John’s interview:
Losing a deal one week before closingValue of peer groupsHow real estate compares to business ownershipTaking over a company before the deal closedUnforseen transition expensesCarl Allen’s business buying courseLeaving his W-2 to search for a businessValue of joining industry associationsRestructuring his workforce to increase marginsBuying a company with a management layerReferences and how to contact John:
LinkedInDave Cole DecoratorsJohn@dcd-inc.comLearn more about Walker Deibel's done-with-you buy-side advisory:
The Acquisition LabGet complimentary due diligence on your acquisition's insurance & benefits program:
Oberle Risk Strategies - Search Fund TeamConnect with Acquiring Minds:
See past + future interviews on the YouTube channelConnect with host Will Smith on LinkedInFollow Will on Twitter