VIDEO 1 — The Largest Wealth Transfer in History Just Started (and nobody realises)

Hook

The biggest wealth transfer in history is happening right now.

And no… I'm not talking about what most YouTube videos cover. Boomers getting old, selling their houses.

I'm talking about something way bigger.

I'm talking about people who are ready to pass their businesses on… to someone who will keep them alive.

And anyone can become that person.

(pause)

Look. AI has helped people build businesses to the point where every corner of the internet feels saturated. Everyone's starting an agency. Everyone's building an app.

But there's one piece almost everyone is ignoring.

Owners who know it's time to sell. Buyers who want to buy.

And almost nobody standing in the middle to get the deal done.

That's the gap.

And you can fill it… without being a finance nerd.

So in this video, I'm going to show you why this is happening, how a deal actually works, the real math behind it, and how people are getting paid sitting in the middle.

Let's get into it.

Why nobody sees it

So first. Why do most people not see this?

Because almost everyone trying to make money with AI right now is starting something from zero. Agents. Apps. Faceless channels. Online stores.

For a market that's already crowded with people doing the exact same thing.

They're so focused on the new and shiny… they think that's the only place the money is.

But there's a mountain of wealth on the other side of the market. And they're walking right past it.

Think about the businesses you've known your whole life.

The HVAC company. The plumber. The accounting firm. The landscaper. The dental lab.

Most of them have been running for twenty, thirty years. Quietly. Profitably.

And in those thirty years, they've stacked up a ton of value.

But there's something coming for every one of those owners. Something they can't avoid.

They're getting older.

And somebody has to take the business next.

Roughly half of small businesses in America with employees are owned by people 55 and older. And most of them have no written plan for what happens next.

Ask your mom or dad what happens to their business when they stop.

Most don't have an answer. Right?

The kids don't want it. They're already working sixty hours a week. And they've never sold anything bigger than a car.

(pause)

And here's the part nobody talks about.

Most businesses that go up for sale… never sell.

Not because they're bad businesses.

Because nobody ever shows up with a buyer, a bank and a plan.

So this part of the market is very capital rich… and very deal poor.

On one side, owners sitting on businesses worth one, two, five million dollars.

On the other side, people with savings, a bank willing to lend them most of the price… and no idea how to find a business or get a deal to closing.

Both sides would pay someone to make it happen.

That someone could be you.

Who I am

Hey. My name is Moran Pober.

I've been buying, building and selling businesses for over fifteen years. I bought and built a top-100 app in the App Store. I built and sold Rollups.com. And since then I've advised, operated or invested in hundreds of transactions.

Over a billion dollars in deals. Over a hundred acquisitions in the last five years. More than eight hundred entrepreneurs.

One roll-up we helped build went from zero to two hundred million dollars a year… in under two years.

And right now for example one of deals im involved with is we're putting together and sponsoring a roll-up in car dealerships with about a hundred million dollars in revenue in the pipeline in just 2 weeks and close about $120mil of acquisition revenues with our clients

So why am I sharing all of this for free?

Because I can't do every deal in this market.

Nobody can. There are millions of these businesses

What I realised is that every single buyer needed the same thing.

Somebody next to them. Somebody who finds the business… and walks the deal all the way to closing.

Almost nobody sits in that seat.

So I'd rather teach you how that seat works and partner with u on more rollups.

The bucket

Think of a deal like a bucket full of water.

The water is the deal. The buyer's chance to own something real. The owner's chance to finally get paid for thirty years of work.

But the bucket has holes in it.

And the water is leaking out. Every single day.

The buyer never finds the right business.

The broker never writes back.

Nobody signs the NDA.

The numbers don't add up.

The bank says no.

The offer's wrong.

And the deal just… leaks out.

(pause)

Now, most people who get into acquisitions try to plug one hole. They search listings. Or they become a broker. Or they do the financials.

But if you only plug one hole, the bucket still leaks. The deal still dies.

And you don't get paid. Because the deal never closed.

But when you connect all of the pieces into one system… you plug every hole.

The bucket holds water. The deal closes.

And you get paid at every step, instead of only at the end.

So let me walk you through every hole. One by one.

And the good news? Nowadays, AI and one good assistant do most of this work.

Hole 1: Finding the business

The first job is finding the business.

There are thousands of businesses for sale. BizBuySell. BizQuest. Sunbelt. LINK. Hundreds of broker websites. Every day new ones go up and old ones disappear.

No human can read all of that.

A buyer with a full-time job? Definitely not.

So the first thing you need is something that reads all of it every day… and only pulls out the businesses that fit your buyer. The industry. The state. The price. The cash flow.

And ignores everything else.

One rule I learned the hard way: a listing only counts if it actually says what it is. Not a keyword buried in paragraph six. Every e-commerce brand mentions marketing. That doesn't make it a marketing agency.

That's a perfect job for AI.

Hole 2: Reaching out

The second job is reaching out.

Behind every listing there's a broker. And the first thing you have to say is: "my buyer is interested."

Here's what happens to most buyers. They send five enquiries. Hear nothing. And give up.

So you reach out on every business that fits. Through the marketplace's own form. Then you follow up on day two and day five.

And here's something from our own numbers. Out of twenty-seven broker replies… twenty-six came to the very first enquiry.

So it's not about spamming people.

It's about showing up first. On every deal that fits.

Hole 3: The NDA and the CIM

Third. The paperwork.

When a broker likes your buyer, they send an NDA. A confidentiality agreement.

Once that's signed, they send the CIM. The confidential information memorandum. The real numbers.

And this is where so many deals die. Nobody signs the NDA for a week. Nobody chases the CIM.

So you sign the standard NDAs the same day. You never make up a single number. And anything unusual goes to a real person.

Then you follow up on the CIM every few days… but only when the broker's gone quiet.

If the broker wrote last, you don't send a reminder. You read what they said and you answer it like a human.

That's how you never look like a bot.

Hole 4: The numbers

Fourth. And this is the one people are scared of.

The numbers.

A CIM comes in at sixty pages. The buyer doesn't know what SDE means. Doesn't know what an add-back is. Doesn't know if the bank will even lend on it.

So let me show you how simple this actually is. Let's do one deal together. Right now.

Let's do one deal together

Picture an HVAC company. Twenty-two years old. Eight employees. The owner is sixty-four.

Asking price: one point two million dollars.

Most people hear that number and close the tab.

"I don't have one point two million dollars."

You don't need it.

Nobody who buys these has it.

What you need to know is one thing: can this business pay for itself?

This business is made up. But every number I'm about to say is the kind of number we see every single day.

What is it really earning?

The listing says "cash flow: four hundred thousand dollars."

When a broker says cash flow, they usually mean SDE. Seller's discretionary earnings.

That's the profit… plus the owner's salary… plus anything the owner runs through the business that a new owner wouldn't. His truck. His phone.

First lesson. That number is the broker's number. Not yours. It's a starting point.

And the price — one point two million — is three times that.

Three times is normal for a business this size.

If you see eight times on a plumbing company… something's off. Or someone's dreaming.

How you actually pay for it

Now here's the part almost nobody explains.

You can buy a business like this with an SBA loan.

The bank lends most of the price. And the government guarantees a big piece of that loan. That's why the bank says yes to a buyer it's never met.

So you put in about ten percent. A hundred and twenty thousand dollars.

The bank lends the rest. About one point oh eight million, over ten years.

And sometimes the seller carries a piece too. Which is actually good news. It means he believes the business will keep paying.

So the question is not "do I have one point two million."

The question is: "do I have a hundred and twenty thousand… or partners who do… and will this business pay the bank back?"

Will it pay the bank back?

So let's check.

One point oh eight million. Ten years. Around ten and a half percent interest.

That's about fourteen thousand six hundred a month. About a hundred and seventy-five thousand a year.

The business makes four hundred thousand.

The bank takes a hundred and seventy-five.

That leaves two hundred and twenty-five thousand dollars. Before taxes. That's what pays you.

Banks look at this as a ratio. Earnings divided by the loan payment.

Here it's about two point three.

Most banks want at least one point two five.

So on paper… this deal works.

The question that kills half of all deals

But now the honest question.

Is that four hundred thousand still real… when the owner leaves?

Remember, SDE includes the owner's salary.

If your buyer keeps their job and hires a general manager at, say, a hundred thousand a year… the business is really making three hundred thousand for them.

Three hundred minus one seventy-five. A hundred and twenty-five thousand left.

Still works.

Less exciting.

That's what a real deal looks like.

And if the owner is the guy who answers every phone call, knows every customer by name and does the big jobs himself… some of that four hundred thousand walks out the door with him.

That's why you never buy off the listing.

Five things to check before you fall in love

So before your buyer ever makes an offer, you look at five things in that CIM.

One. Three years of tax returns. Not just the broker's spreadsheet. Do the returns match the SDE?

Two. Customer concentration. If one customer is thirty percent of revenue… you're not buying an HVAC company. You're buying that one customer.

Three. Who does the work. Is there a team of techs and a dispatcher? Or is it the owner and his son?

Four. The add-backs. Every dollar the owner adds back needs a reason you'd believe in court.

Five. Why he's selling. "Retiring at sixty-four" is the best answer you'll ever hear. "Exploring other opportunities" at forty-one… is a question.

And for bigger deals, the bank now sends in its own accountants anyway. A quality of earnings report. So you want your numbers to hold up from the very first look.

(pause)

That's it. That's the analysis.

And today, AI reads that sixty-page CIM and pulls those numbers out for you in minutes. Your job is to ask the right questions.

Hole 5: The offer

Fifth. The offer.

Most first-time buyers do one of two things.

They offer too much, because they're scared to lose it.

Or they offer something insulting… and the broker stops answering.

So the offer comes from the math you just did. The price. The structure. The seller note. The bank piece.

Your buyer walks in with a real number… and a reason for it.

Hole 6: The bank

Sixth. The bank.

You can do everything right. Find the business. Get the CIM. Make the offer. Get it accepted.

And the deal still dies… because the bank says no.

Most buyers walk into their local bank. That bank doesn't do SBA acquisition loans. And the buyer thinks it's over.

It's not over. They just went to the wrong bank.

There are SBA lenders who do this every single day. You take the deal to them with the package already built. The analysis. The proof of funds. The buyer's profile.

Hole 7: Finding buyers

And the last hole. The one nobody thinks about.

Buyers.

None of this works without buyers.

And we'll come back to exactly how to find them in a minute.

How the person in the middle gets paid

So here's why this is different from almost anything else you could do with AI.

You don't get paid once.

You get paid three times. On the same client.

One. When the buyer signs with you. That's a retainer. Typically ten thousand dollars.

Two. When the deal closes. A success fee. Ten thousand dollars on a buy-side deal.

Three. When the bank funds the loan. The bank pays a referral fee at closing.

One client. Three paychecks.

(pause)

Now why would anyone pay ten thousand dollars up front… before you've found a single business?

Because the seller has a broker.

The buyer has nobody.

They're about to put their savings, and a million dollars of the bank's money, on the line. Ten thousand dollars for someone who knows this process is cheap insurance.

The math on clients

So how many clients are we talking about?

Clients come from calls. Thirty-minute calls with people who already said what they want to buy and what they can spend.

Let's say you take fifty of those calls.

If you close ten percent… that's five clients.

Five times ten thousand. Fifty thousand dollars. From retainers alone.

A good closer does fifteen to twenty percent.

Same fifty calls. Seventy-five to a hundred thousand dollars.

Same leads. The only difference… is how you run the call.

And remember, that's only paycheck number one. Some of those clients will buy. And every one that buys pays the success fee and the bank referral on top.

Not all of them. And not in the first month.

These are typical ranges. Not promises. What you do on the calls decides yours.

The honest timeline

So let's be honest about time.

The first clients sign… and that's when the retainers come in.

Then it takes months to find the right business, sign the NDA, get the CIM, make the offer and get the bank to say yes. A buy-side deal usually closes around month four.

Sell-side, representing owners, takes four to nine months a deal.

If someone tells you this pays in week one… they're selling you something else.

The hours

And here's the part people don't believe.

Each call is thirty minutes.

Each client takes about an hour a week of your time once they've signed.

Why so little?

Because you don't do the grinding yourself anymore.

AI searches the listings every day and drafts the emails to the brokers. A VA runs the follow-ups and keeps everything moving. A deal team does the deep numbers.

You sit in the seat that matters. The calls. The judgment. The relationship.

Nine clients is about nine hours a week of delivery. Plus your sales calls on top.

Who to go after

Now. You can go find buyers anywhere.

But how much money you make depends completely on who you work with.

Most people will scrape thousands of names and send them all the same AI-written message.

That doesn't work.

Three months of work for three conversations. That's insane.

So instead of chasing every random person who says they want to buy a business… go after the people who already have the buyers.

SBA lenders. CPAs. Wealth managers. Exit planners.

A banker who does SBA acquisition loans has a list of people every single month who want to buy a business… and don't have one yet.

A CPA has clients who just sold something and have cash sitting there.

They don't compete with you.

They need you. Because their client can't borrow or invest until there's a deal.

I call these master key clients. One relationship unlocks every other client.

You don't need two hundred buyers.

You need one banker who knows two hundred buyers.

And when you send that banker a clean, closed deal… the whole office hears about it.

Getting buyers to come to you

So how do you actually get buyers?

Look. There are a few ways. And they all work if you do them right.

You can run ads. When you run ads, people come to you. They've already decided they want to buy a business. If the ad speaks to exactly that… you only have one hurdle left. Showing them you're the right person to help.

You can do outreach. Cold email. LinkedIn. But not the spray-and-pray kind. Short, personal messages to the right people. The bankers. The CPAs. The people who just sold.

You can make content. Talk about deals on LinkedIn or YouTube. Break down a listing. Show the math, like we just did. People trust the person who explains it.

And you can partner. One referral partner can be worth more than a thousand cold emails.

That's what we do. We run ads, we do outreach, we make content. All of it.

Pick one. Get good at it. Then add the next.

How to sell without selling

Now, there's one more thing you need before you ever get a buyer on the phone.

You need to know how to run the call.

If you've never sold anything, this can feel scary.

People freeze.

They have no answer when someone says "I'll just find a business myself." Or "ten thousand dollars is a lot."

And they drop their price the second someone hesitates.

Here's the secret. A good call isn't a pitch.

It's questions.

What kind of business do you want to own, and why that one?

Why now? What's happening in your life that makes this the year?

How much could you put in yourself? Have you talked to a bank?

Who else is part of this decision?

And what happens if a year from now… you're still in the same job?

Then you show them the gap. Where they are. Where they want to be.

And only then do you explain how you close that gap.

Practice it. Role-play it with a friend. Record it. Listen back.

The skill compounds. Every call makes the next one easier.

Where it goes next

And buy-side is just where you start. Because it's the fastest cash.

Once you've closed a few deals, two more doors open.

The first one is sell-side. You represent the owner who wants to sell. Bigger deals. Up to ten percent success fees, paid from the sale. But four to nine months to close.

Let me tell you about Oli.

Oli started with us on the sell-side.

Today he's working on sell-side deals with about fifteen million dollars of EBITDA.

He built a team. He kept one person on the buy-side. And he put his own focus on selling businesses… and now on roll-ups with us.

(pause)

And that's the second door. Roll-ups.

This is where generational wealth gets built.

You bring the deal flow. Owners in an industry you already know. And you buy and merge them into one bigger company that's worth more than the pieces.

That's what we're doing right now in car dealerships.

Close

So let's bring it all together.

The biggest wealth transfer in history isn't houses.

It's businesses.

Millions of owners need someone to take over. Millions of buyers want to own something real.

And almost nobody is standing in the middle.

You now know how a deal works. Every hole in the bucket. The math on a real business. How the person in the middle gets paid. And where to find the buyers.

And if you ever want to do this with us, under the Acquisitions.com name, the link is below.

But either way… start.

Pick an industry. Find one listing tonight. Do the math we just did.

Then do it again tomorrow.

I used to freeze on calls too. Everybody does at the start.

The people who win this are not the smartest people in the room.

They're the ones who showed up… and stayed in the seat.

I'll see you in the next one.

VIDEO 2 — Why Business Brokers Don't Want You to Know About This $20,000 Job

Hook

There's a job right now that pays ten thousand dollars up front… before you've done any of the work.

And another ten thousand when the deal closes.

And for years, it's been a closed club.

Bankers. Private equity. People in suits.

And business brokers really don't want you to know it exists.

(pause)

My name is Moran Pober. I'm the founder of Acquisitions.com.

I've been buying, building and selling businesses for over fifteen years. We've been involved in over a billion dollars in transactions and more than a hundred acquisitions in the last five years.

In this video, I'm going to show you what this job is. Why it pays this well. Why it's been kept quiet for so long.

And the real steps to get started. Including exactly what to say on your first call.

Let's get into it.

What the job is

This job is called acquisition advisor.

I call the good ones Acquisitions Mensches.

Mensch is a Yiddish word. It means a good, honest person. Someone you can trust.

And that's exactly the job. Being the one person on the buyer's side.

You take calls with people who want to buy a business. And every time one of them signs with you… you get paid.

So how does this work?

Right now there are thousands of people who want to buy a business.

Not start one. Buy one. One that already works.

An HVAC company that's been running for twenty years. An accounting firm. A landscaping company. A plumbing business with eight trucks.

Who are these people?

Usually somebody in their forties or fifties. They've done well in their job. They've saved some money. And they're tired of building somebody else's dream.

Or someone who just sold something and has cash sitting there.

Or two partners who want to own something together.

They have savings. There's a bank that will lend them most of the price, through what's called an SBA loan.

And they have no idea how to find the right business. What to offer. How to read the numbers. Or how to get a deal to closing.

Now, on the other side of the table is the seller.

And the seller has a broker.

Why brokers don't want you to know

The broker works for the seller.

The broker is paid by the seller. Up to ten percent of the price.

The broker's job is to get the highest price for the seller. That's it. That's what they're paid for.

So the buyer… the person putting their savings, maybe their house, and a bank loan on the line… walks into the biggest purchase of their life.

Alone.

Negotiating against a professional.

And honestly? The broker likes it that way.

A buyer with nobody on their side pays more. Asks fewer questions. And closes faster.

(pause)

For years, the only people who sat on the buyer's side were investment bankers and private equity firms.

And they don't pick up the phone for a two million dollar plumbing company.

So millions of regular buyers are on their own.

That's the seat I want to show you.

What a Mensch actually does, day to day

So here's what you actually do.

As a Mensch, you set your own availability. You set your own calendar.

When you're available to take calls, buyers book a thirty-minute call on your calendar.

And before you even say hello, you already know who they are. What they want to buy. And what they can spend.

Something like: "Wants to buy an HVAC or plumbing company. Budget one to three million. Pre-qualified for an SBA loan. Has a business partner. Both on the call."

You jump on a phone call or a Zoom.

You answer their questions.

You find out what they want to own… and why.

And you figure out if it's a good fit.

The questions they ask you

And the questions are always the same.

"How do I even find a business?"

"How much do I need to put in?"

"Will a bank really lend me the money?"

"How long does this take?"

"What's my part, and what do you do?"

"What if the numbers are fake?"

Those are the questions you answer.

Then you explain how it works. The business gets found. The brokers get handled. The NDAs. The numbers. The offer. The bank.

And once there's total clarity on why this person wants to do it, and what they want to buy… you send them a one-page agreement and the retainer.

They sign. They pay.

That's a client.

You never chase customers

Now, what's so great about this role is this.

You're not supposed to be the person who does everything.

You're the person on the call.

That's the job. The calls. The relationship. The judgment.

The buyers are booking time with you because they already want this. They just need clarity. Is this real? How does it work? Can you actually help me?

How you get paid

So let's talk about the money.

You get paid three times. On the same client.

One. When they sign. A retainer. Ten thousand dollars. Up front. Before you've found a single business.

Two. When the deal closes. A success fee. Ten thousand dollars on a buy-side deal.

Three. When the bank funds the loan. The bank pays a referral fee at closing.

So one client is roughly a twenty thousand dollar job. Plus the bank.

(pause)

Now you might be thinking… why would anyone pay ten thousand dollars before you've done anything?

Because the seller has a broker. The buyer has nobody.

They're about to spend their savings, and a million dollars of the bank's money. Ten thousand dollars for someone who knows exactly how this works?

That's cheap insurance.

The math

So let's do the math.

Each call is about thirty minutes.

Let's say you take fifty calls.

If you're brand new… complete beginner… and you only close ten percent of them… that's five clients.

Five times ten thousand. Fifty thousand dollars. In retainers.

Now, a good closer closes fifteen to twenty percent.

Same fifty calls. Seventy-five to a hundred thousand dollars.

Same people. Same calls.

The only difference is how you run the call.

And that's only paycheck number one. Every client who buys pays the success fee and the bank fee on top.

Not all of them will buy. And deals take months.

And when I say these numbers… that's not a guarantee. That's not a promise.

This is based completely on how well you perform.

Which is exactly why I love this.

You get paid on your performance. Not on your time.

And the skill of running these calls compounds. The more calls you take, the better you get… and the more you make.

Why this job even exists

So why is this person even needed?

Because nobody spends a million dollars on a link online.

Nobody buys a business without talking to someone first.

The buyer needs a human. Someone who has done this before. Someone who will tell them the truth about the numbers.

And the bankers, the CPAs, the private equity guys… they don't have time for every buyer.

So that's where you come in.

Who does the work

Now here's the part that surprised me the most.

The work after the client signs… is mostly not your work anymore.

Nowadays, you let the AI and a VA do the work.

AI reads every marketplace, every day, and only pulls the businesses that fit your buyer.

The VA reaches out to the brokers. Follows up. Gets the NDAs signed. Chases the CIMs.

AI reads the sixty-page CIM and pulls out the real numbers in minutes.

And then a person checks the offer. And it goes to a bank that does these loans every day.

Your part? About an hour a week per client.

Check in. Make the calls that need judgment. Keep your buyer calm and informed.

That's it.

So you're not doing sales and then drowning in fulfillment.

You sell. And the system delivers.

Why it's been kept quiet

So why haven't you heard of this?

Because for a long time, the people who did it didn't want competition.

Brokers make more money when the buyer is alone.

Bankers and private equity built their careers on knowing things regular people don't.

And most people think you need a finance degree. Or a Wall Street background. Or a fund.

You don't.

The numbers are learnable. The process is learnable.

And now the heavy lifting is done by AI.

What you can't teach is the human part. And most people watching this already have it.

My story

Let me tell you how I got here.

I've been in business since 2006. I bought and built a top-100 app in the App Store. I built and sold Rollups.com.

And over the years, as I advised and invested in more and more deals, I kept seeing the same thing.

Every single buyer needed the same person next to them.

Somebody who finds the business. Somebody who knows the numbers. Somebody who walks the deal all the way to closing.

And almost nobody sat in that seat.

Then people started asking me. "Can you help my friend buy a business?" "Can you help my client?"

And I realised… I can't do every deal in this market.

Nobody can.

So instead of chasing every deal myself… I'd rather teach you how that seat works. And partner with you on more roll-ups.

Like the one we're putting together and sponsoring right now in car dealerships. About a hundred million dollars in revenue in the pipeline, in just two weeks. You bring the deals. We bring the investors, the lawyers and the know-how. And we build it together.

You don't need a finance degree

Now you're probably asking. "Do I need experience? Do I need a finance background?"

No.

The deal team can do the finance. The AI does the numbers.

But there are four skills that really matter.

Number one. Talking to people. Can you have a real conversation with a stranger and make them comfortable?

Number two. Listening. Can you hear what someone actually wants… not just the first thing they say?

Number three. Trust. Do people believe you? Would they hand you their savings and say, "tell me if this is a good idea"?

Number four. Knowing the process. And that's the one that can be taught.

If you have the first three… you're already qualified for this.

Whatever job you're in, you're already doing this

And I can guarantee you this.

Whatever line of work you're in right now… you're already using these skills.

And you're not getting paid for them.

Let me show you.

If you're a realtor… you already walk people through the biggest purchase of their life. You know how to calm a nervous buyer. You know how to deal with the agent on the other side. You know how to get to closing.

This is the exact same thing. For a business instead of a house. And the fee doesn't depend on the price going up.

If you're a loan officer… you already qualify people. You talk about money every day. You know exactly what a bank needs to say yes.

Half of this job is getting a buyer bank-ready. You already do that. For free.

If you're in insurance or financial planning… your clients already trust you with their money. And some of them are exactly the people who want to own a business. They just never told you.

If you're an accountant or a bookkeeper… owners already trust you with their numbers. You can read a P&L better than ninety-nine percent of buyers.

That's a superpower on these calls.

If you're in sales of any kind… you already know how to run a call. How to handle "let me think about it." How to ask for the decision.

This is just a bigger ticket. And a better buyer.

If you've run your own business… you know exactly what an owner is thinking when they sell. Because you've been that owner.

And if you've spent twenty years in corporate… you've been managing projects, people and budgets for somebody else's company.

That's exactly what running a client's search is.

(pause)

Think about it like this.

A realtor builds rapport in the first five minutes of a showing. Where are you moving from? Kids? What do you love about your current place?

That's called rapport.

And on a buyer call, it's the same thing. If the buyer likes you and trusts you… they'll sign. No matter how big the decision feels.

Or a loan officer who says, "you qualify for this one, but if we put a little more down, your payment drops a lot."

That's called structuring. And it's half of what makes a deal work.

The skills you're using every day at your job… you could be getting paid so much more for them.

Recap

So at this point, you know what a Mensch does.

You take thirty-minute calls with people who want to buy a business.

You answer their questions. You see if it's a fit. You send the agreement.

And you get paid when they sign… when they buy… and when the bank funds.

The AI and the VA do the heavy lifting.

You sit in the seat.

How to start without quitting your job

So how do you actually move from what you do now… into this?

First. Start taking your time seriously.

All the time you're not at work… you should be learning this.

Study how deals work. Read listings. Do the math on them. Learn what an SBA loan is. Watch calls.

And here's my honest advice.

Don't quit your job.

Not yet.

Quit when what you earn from this is beating your salary. Consistently.

Take risks. But take calculated risks.

Picture your week like this.

Nine to five, you're at your job.

Six to nine at night, three evenings a week, you take calls.

That sounds small. But it's three hours. At thirty minutes a call, that's six calls a night.

Eighteen calls a week.

In three weeks, you've done fifty calls.

And you already know the math on fifty calls.

(pause)

Now, in the beginning, it's going to feel like a lot.

When you're not working your job… you're working the phone.

That's normal.

But if you can push through those first few months… it pays off.

And the honest timeline looks like this. Clients sign first. That's when the retainers come in. Then deals take months. A buy-side deal usually closes around month four.

If someone tells you this pays in week one… they're selling you something else.

You can do this from anywhere

And here's the thing.

This is completely on your schedule.

You decide when you're available.

And it's completely remote. Phone and Zoom.

As long as you have Wi-Fi… you can be anywhere in the world.

What a call actually sounds like

Now let me break down exactly how a call goes. Step by step.

People think sales is pushy. Annoying. Manipulative.

It's not. Not here.

Because you're only talking to people who came to you already wanting to buy a business.

Step one. The introduction.

"Hi, I'm [name], and I'll be your advisor today. My job is really simple. Find out what kind of business you want to own… what you want it to do for your life… and then see if we can help you get there."

See what I did there?

I let them know I'm their advisor. And I'm just finding out their goals. No pitch.

That opens the conversation.

Step two. The questions.

This is most of the call.

"What kind of business are you thinking about? And why that one?"

"Why now? What's happening in your life that makes this the year?"

"How much could you put in yourself? Have you talked to a bank yet?"

"Is anybody else part of this decision? A spouse? A partner?"

"And what happens if a year from now… you're still in the same job?"

That last one matters.

You're not pushing. You're letting them say out loud why they're on the call.

Step three. The gap.

Once you know where they are and where they want to be… you show them the gap.

"So you want to own an HVAC company in Texas. You've got three hundred thousand dollars and a bank that'll lend. But you've been looking for eight months, and no broker writes back. Is that right?"

Step four. How you close the gap.

Now, and only now, you explain how it works.

The AI searches every day. The brokers get handled. The numbers get done. The offer gets written. It goes to a bank that does these every day.

"And you'll have me on your side the whole way."

Step five. The decision.

"Based on everything you've told me… does this sound like what you need?"

If yes, you send the agreement and the retainer.

That's it.

You're not manipulating anyone. You're not persuading.

It's a two-way conversation. And if you can help each other… the deal is done.

Problem-solving and knowing the process

Now, when I say problem-solving, I mean this.

You hear someone's problem… and you explain how it gets solved.

"I don't know where to find a business." That gets solved.

"Brokers don't write back to me." That gets solved.

"I don't know if the numbers are real." That gets solved.

And that's where knowing the process comes in.

But don't worry about knowing everything on day one. The process can be learned. The more calls you take, the more natural it gets.

Practice before real calls

So here's what I recommend before you ever talk to a real buyer.

Mock calls.

Role play.

One person plays the advisor. The other plays the buyer.

Think of it as acting.

You hear the objections. You feel how the conversation flows. And you learn how to respond… before it counts.

Why? Two reasons.

One. Practice.

Two. Feedback.

If you don't know how to handle a certain objection, you want to find that out in a role play. Not on a real call with a real buyer.

Objections

So what's an objection?

It's just a reason someone won't decide on the call.

And there's no magic line. There's a framework.

I call it agree, appreciate, ask.

Let's take the most common one.

"I need to think about it."

First, you agree.

You let them know you understand. That what they're feeling makes total sense.

You don't attack. You don't say, "what do you need to think about?"

You and the buyer are on the same team. The objection is the problem you're solving together.

Then you appreciate.

"Honestly, I'm glad you want to think about it. That tells me you don't make big decisions on a whim. And this is a big decision. So when you do say yes, I know you'll see it through."

That lowers their guard.

Then you ask.

"When you say you need to think about it… is it more about the money and whether you're ready? Or is it more about whether we're the right people to help you?"

Give them two clear paths. And they'll tell you the real objection.

And every time they answer… you ask one more question about their answer.

Until they've told you, in their own words, exactly what they need.

Then you go back to it.

(pause)

You'll hear the same few every week.

"I can find a business myself."

And you say: "You absolutely can. Most people try for about a year. The hard part isn't finding it. It's getting the broker to take you seriously, getting the real numbers, and getting a bank to say yes. Do you want to spend the next year learning that… or the next year owning a business?"

"Ten thousand dollars is a lot."

"It is. Can I ask you something? On a one million dollar business, if we negotiate the price down just one percent… that's ten thousand dollars. And that's before we talk about not buying the wrong business."

"I need to talk to my spouse."

"Of course. Do you want to grab fifteen minutes together tomorrow, so they can ask me their questions directly?"

That's how you handle objections. Not pushing. Asking.

How you know you're ready

So how do you know when you're ready to take real calls?

Three things.

Can you frame the call?

Do you sound confident?

And can you handle the objections?

If you can do those three… you're ready.

Getting your first buyers

Now, it makes sense to doubt this.

"Who's going to trust me? I've never done a deal."

So you give them something to judge you on. Something besides your last job title.

You need buyers. And there are a few ways to get them.

Look. You can run ads. People see the ad, they already want to buy a business, and they book a call.

You can do outreach. Cold email. LinkedIn messages. Short and personal. Not spam.

You can make content. Break down a listing on LinkedIn. Show the math. People trust the person who explains it.

And you can partner. Go to the people who already have the buyers.

SBA lenders. CPAs. Wealth managers. Exit planners.

One banker can know two hundred people who want to buy a business.

That's what we do. We run ads. We do outreach with cold emails. We partner with bankers. All of it.

How you pitch yourself

Now, here's the trick when you reach out.

Don't lead with your resume.

Nobody cares where you went to school.

Pitch what you can do for them.

Let's say you're a loan officer, and you're reaching out to a CPA.

Don't say, "I've been a loan officer for ten years."

Say, "I help buyers get bank-ready and closed on businesses. When your clients sell something and have cash sitting there, I can help them put it into a business that pays them every month."

See the difference?

You're not lying about your experience. You're just saying it in a way that shows how you help.

Or let's say you're a realtor.

Don't say, "I sell houses."

Say, "I've walked hundreds of families through the biggest purchase of their life, from first showing to closing. I do the same thing now for people buying businesses."

Same skill. Better words.

Ten a day

And you're not going to send one message and land a client.

Aim for ten a day.

Ten personal messages. Ten conversations started.

You miss every shot you don't take.

And when someone doesn't answer?

Follow up.

The same way you'd follow up on a job you really wanted.

Keep following up until you get an answer. Yes or no.

The goal is just an outcome.

Prepare for every call

And before every call, prepare.

Look at what they told you when they booked.

If they want an HVAC company in Texas, look at three HVAC listings in Texas before the call. Know the price range. Know the cash flow.

Everyone else on that buyer's list is talking about themselves.

If you're talking about their business, their goals, their numbers… you stand out.

Your first client

So let's say it happens.

Someone books a call. You run the call exactly like we just practiced. And at the end they say… "yes. Let's do this."

Now what?

You send them a one-page agreement. They sign it.

They pay the retainer. Directly to you. Straight into your bank account.

Then you have a kickoff call. Thirty minutes. You write down their buy box together. The industry. The state. The price range. How much they can put in. What they want the business to do for their life.

And from that moment… the search starts.

The AI starts reading every marketplace for that buy box. Every day.

The VA starts reaching out to the brokers.

And your buyer starts getting updates. Businesses that fit. NDAs signed. CIMs in.

You just set up something that works for them while they sleep.

A week in the life

So what does your week actually look like once you have a few clients?

Monday morning. You open your updates. Twelve new businesses matched your clients' buy boxes over the weekend. The VA already reached out on the ones that fit.

Two brokers wrote back. One sent an NDA. It's signed.

Tuesday. A CIM came in on a landscaping company. The AI already pulled the numbers. You look at it for twenty minutes and you see one thing you don't like. One customer is forty percent of revenue.

So you call your buyer. "This one looks good on the surface. But here's the risk."

That's the call that makes you worth ten thousand dollars.

Wednesday and Thursday evening. New calls. Six a night. People who want to buy a business.

Friday. A quick check-in with each client. Ten minutes each. "Here's what came in this week. Here's what we're looking at. Here's what's next."

That's it.

That's the job.

No cold calling. No spreadsheets at midnight. No chasing brokers by hand.

You sell. You judge. You stay in touch.

The system does the rest.

The first 90 days

Now I want to be honest with you about the beginning.

Your first ninety days are not going to be you lounging by the pool.

They're going to be work.

You're learning the process. You're practicing calls. You're getting your first buyers in the door. And you might still be working your job at the same time.

It's going to feel like a lot.

That's normal.

But here's what happens if you push through it.

By the end of those ninety days, the calls feel natural. The objections don't scare you anymore. You've seen enough deals to know a good one from a bad one in ten minutes.

And from there… it compounds.

Every client you help buy a business tells someone.

Every banker you send a clean deal to sends you the next buyer.

Every deal you close makes the next one easier.

The first ninety days are the price.

Everything after that… is the reward.

Where it goes after

And buy-side is just where you start.

Once you've done a few deals, you can move to sell-side. Representing owners who want to sell. Bigger fees. Longer deals.

Let me tell you about Oli.

Oli started with us on the sell-side. Today he's working on sell-side deals with about fifteen million dollars of EBITDA.

He built a team. He kept one person on the buy-side. And now he's focused on selling businesses… and on roll-ups with us.

That's where this can go.

Close

So here's what I want you to do today.

Find someone to practice with.

Have them play the buyer.

Use the questions we just covered.

Record the call, with their permission. Then listen back. Find the spot where you got stuck.

That's what you work on in the next practice call.

If you want to do this under the Acquisitions.com name, we share all of our processes with the people we work with. The link is below.

But either way… start.

The seller has a broker.

The buyer has nobody.

Be the one person on their side.

Be the Mensch.

I'll see you in the next one.