『Acquisitions Academy Podcast』のカバーアート

Acquisitions Academy Podcast

Acquisitions Academy Podcast

著者： Mike Abramowitz & Elijah Cheeks
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Real conversations with business brokers, SBA lenders, exit consultants, and deal-makers who are in the trenches of buying and selling businesses every day. We sit down with the people who see deals happen and pick their brain on what's working, what's not, and what most people get wrong. Our community of business owners is actively learning how to acquire businesses, build wealth through joint ventures, and create passive income with our M&A partners. If you want to be part of the conversation, join our free community at jvdeals.cbrcapitalgroup.comMike Abramowitz & Elijah Cheeks 個人ファイナンス 経済学
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  • How to Find Off-Market Deals (and Why They're the Key to Every Acquisition) with Alan Pawlowski

    How to Find Off-Market Deals (and Why They're the Key to Every Acquisition) with Alan Pawlowski
    2026/08/28
    What if the smartest acquisition you ever make starts with one question you answer before you ever look at a single business? In this episode of the Acquisitions Academy Podcast, Mike sits down with Alan Pawlowski, president of Pace Management Corp and Pace Beverage, to break down how serious buyers and sellers run a real process, find off-market deals, and avoid the costly mistakes that quietly kill lower-middle-market transactions. Alan brings over 25 years of hands-on M&A advisory and corporate turnaround experience, with deals ranging from $1 million to $50 million. As a Certified Merger and Acquisition Advisor and Certified Turnaround Professional who sits on both the buy side and the sell side, he shares why off-market is the single biggest advantage a buyer can have, and how it gives you a one-on-one, monopolistic conversation with a seller before competition ever drives up the price and the structure. The conversation digs into Alan's signature framework, “What Does Success Look Like,” and why defining your target with real parameters, like geography, revenue, employees, and customer base, comes before building a list of 100 to 300 acquisition targets. Alan also explains why snail mail has quietly become more effective than email in deal sourcing, and why price and cost, while critical, are never actually in the top three things that make or break a deal. Alan also unpacks the difference between being sale-ready and buy-ready, the Achilles heels that make a business hard to sell, and a real success story where a client walked away from a deal-fatigued private equity buyer, ran a proper process with Pace, fielded 30 NDAs and 6 LOIs, and ultimately sold to a French Bordeaux company for nearly double the original offer. He balances that with a cautionary tale about an owner who disengaged from operations too soon and nearly lost the deal to a fractured culture. Quotes: “Off-market is the key to acquisition.” “Email is now the new junk mail, and snail mail is being acknowledged and opened.” “Don't be afraid of it. Approach it, embrace it.” Takeaways: • Off-market deals win A one-on-one conversation with an unrepresented seller keeps you out of a bidding war and lets you control both price and structure. • Define success before you search The “What Does Success Look Like” framework forces clarity on geography, size, customers, and goals before building a target list of 100 to 300 businesses. Episode Timeline: 00:00 Podcast Welcome 01:43 Meet Alan Pawlowski 01:57 Into The Meat 02:44 Off-Market Advantage 05:28 Buy-Worthy Businesses 06:16 What Does Success Look Like 08:08 Buy Side And Sell Side 09:15 When To Say No 11:19 Getting Buy Ready 13:09 Increasing Sale Value 14:20 Defining The Buy Box 16:42 Beverage Industry Niche 18:04 Success Story Setup 18:45 The Jersey Import Win 20:58 A Contentious Deal 22:40 Don't Fully Unplug 24:14 Use A Third Party 25:49 Where To Connect 27:12 Advice For Next Gen 28:43 Final Outro Conclusion: This episode argues that successful acquisitions are built on clarity and process, not luck or capital alone. Beyond finding a deal, real value comes from defining what success looks like up front, sourcing off-market, preparing a business to be both buy-ready and sale-ready, and running a disciplined process that protects price and structure. Whether you're buying your first business or preparing to exit, the message is the same: a clear definition of success and a third party who can run the process for you turn acquisitions from intimidating into entirely doable. Links: Email: alan@pacemc.com LinkedIn:http://linkedin.com/in/alanpawlowski Company: Pace Management Corp & Pace Bev (beverage-industry arm) Website: https://pacemc.com Community: JVDeals.CBRCapitalGroup.com
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    30 分
  • What Brokers Who Dominate Do Differently: Henry Galasso on Building a Brokerage From 1,000 Business Cards

    What Brokers Who Dominate Do Differently: Henry Galasso on Building a Brokerage From 1,000 Business Cards
    2026/08/28

    In this episode of the Acquisitions Academy Podcast, Mike Abramowitz sits down with Henry Galasso, Founder & President of East Coast Business Brokers, who has helped facilitate the sale of more than 1,100 businesses over the past two decades.

    Henry shares insider knowledge from thousands of real-world transactions, explaining what separates successful buyers from those who lose deals. From SBA financing and business valuations to seller expectations and negotiation strategies, this episode is packed with practical advice for entrepreneurs looking to acquire a business.

    Whether you're buying your first company, expanding through acquisitions, or preparing to sell your business, you'll gain valuable insights from one of the most experienced business brokers in the industry.

    Quotes:

    • The real reward isn't the paycheck—it's helping someone level up and become a business owner.

    Takeaways:

    • Henry explains that the greatest satisfaction in business brokerage comes from helping buyers become business owners and achieve their entrepreneurial dreams—not simply earning a commission.

    • Henry recently closed a $6M sale of a niche Italian gourmet market, after holding the listing for about a year. It involved a high level of trust and hand-holding across months.

    • The ultimate buyer lived in California, had never visited the store in person before closing, and still committed fully: moved his family cross-country, rented a home, and put down a 12% deposit.

    Episode Timeline: 

    [00:00] Intro & Show Setup
    [00:37] Guest Introduction: Henry Galasso
    [01:41] Loving the Work & Changing Lives
    [02:36] Case Study: $6M Gourmet Italian Market Deal
    [03:16] Deal Drama: Two Buyers, One Store
    [04:48] Closing the Deal & Cross‑Country Move
    [05:43] The Business Broker as “Life Changer”
    [07:18] Buyer Psychology & Preventing Deals from Collapsing
    [09:40] Do You Keep Lists of Buyers and Sellers?
    [11:08] Database, Marketing Channels & CRM
    [13:16] Sweet Spot Deals & “Boring” Businesses
    [15:10] Home Services, War Economy & Roofing
    [17:32] Businesses They Avoid
    [18:58] How to Stand Out as a Buyer & Get a Deal
    [23:23] Geographic Footprint & Expansion
    [25:35] Origin Story & Culture at East Coast Business Brokers
    [26:28] Legacy, Family, and Loving Your Work
    [29:49] How to Connect with Henry & His Content
    [30:35] Closing Reflections & Mutual Appreciation
    [31:57] Book Mention & Final Wrap‑Up

    Conclusion:

    Business acquisitions are about much more than buying and selling companies—they're about creating opportunities, changing lives, and helping entrepreneurs achieve financial freedom. Throughout this conversation, Henry Galasso shares decades of firsthand experience and emphasizes the importance of preparation, trust, due diligence, and surrounding yourself with the right advisors. Whether you're a first-time buyer or an experienced investor, success comes from understanding the process, building strong relationships, and staying committed through every stage of the deal. If you're looking to acquire a business, this episode provides practical insights that can help you avoid costly mistakes and confidently navigate your next acquisition.

    Ready to buy or sell a business? Get expert guidance from East Coast Business Brokers and turn your next move into a smart one.

    Connect with Henry:
    https://eastcoastbusinessbrokers.com/

    📸 Instagram: https://www.instagram.com/sold_by_henrygalasso/
    🎵 TikTok: https://www.tiktok.com/@soldbyhenrygalasso

    Website: 

     https://jvdeals.cbrcapitalgroup.com

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    33 分
  • How to Buy a $1,000,000 Business with Little to No Money Down Using SBA Loans wtih Beau Eckstein

    How to Buy a $1,000,000 Business with Little to No Money Down Using SBA Loans wtih Beau Eckstein
    2026/08/22

    Have you ever wondered how people buy profitable businesses without having millions of dollars saved? In this episode, Mike Abramowitz sits down with Beau Eckstein—SBA loan advisor, franchise consultant, investor, and host of the Investor Financing Podcast—to break down how entrepreneurs, W-2 professionals, and first-time buyers can use SBA financing to acquire cash-flowing businesses.

    Whether you're exploring your first acquisition or looking to scale through multiple business purchases, this conversation is packed with practical strategies and insider insights


    Quotes:

    • How to Buy a 1 Million Dollar Business with Little to No Money Down Using SBA Loans with Bo Eckstein

    • SBA Financing Playbook for W2 Employees to Become Business Owners with the Triangle Method

    • Cash Flow Not Collateral: How Bo Eckstein Uses SBA Loans to Fund Business Acquisitions

    Takeaways:

    1. SBA loans focus on cash flow, not just collateral. Approval is driven largely by the business’s ability to service debt and the strength of the borrower’s profile, rather than whether you own a house or have a lot of hard assets.

    2. You can structure low money-down acquisitions on million-dollar deals. By combining high-leverage SBA financing with a seller note and a small equity investor, a qualified operator can take over a sizable business with very little personal cash.

    Episode Timeline:

    00:00 – Show intro and welcome to the Acquisitions Academy podcast

    00:30 – Who Bo Eckstein is and why he was recommended as a guest

    02:00 – How Bo got into lending and why he shifted to SBA

    02:30 – Why the system is broken for W2 earners and introduction to the triangle method

    03:20 – Triangle method explained: tax strategy, operating business, then real estate

    04:00 – How SBA 7a can finance 90 percent of a business acquisition

    04:40 – What lenders look at: cash flow, tax returns, DSCR, borrower profile

    05:00 – Million-dollar deal example with 90 percent SBA and seller financing

    05:20 – Adding an investor to cover the remaining equity and buy with no money out of pocket

    06:40 – SBA eligibility limits and potential higher limits in certain industries

    07:10 – Rent replacement using SBA to buy your operating location

    08:00 – Personal guarantees for 20 percent plus owners and collateral expectations

    08:40 – Clarifying that lack of collateral does not automatically kill a deal

    10:00 – Why understanding which banks do what is critical for approvals

    11:30 – Preferred lenders PLP status and why it matters

    12:30 – Co-founding the National Association of SBA Loan Brokers

    13:30 – Case study: 10 million dollar acquisition with blended capital stack

    16:50 – Infinite banking, tax strategy, and From Paycheck to Freedom

    20:50 – How Bo evaluates deals and operators for equity investments

    24:10 – Business Ownership Coach, franchises, and matching people to models

    26:20 – Importance of networking and getting in the right rooms like GoBundance

    32:30 – Building a solid foundation versus chasing hockey-stick growth

    36:00 – Legacy, fatherhood, and Bo’s mission to help 1 million entrepreneurs

    39:30 – Final reflections and closing thoughts

    40:00 – How to connect with Bo and join the free JV Deals community


    Conclusion:

    This episode delivers a clear, practical roadmap for using SBA financing to move from employee to business owner without needing a massive pile of cash or a large real estate portfolio. Bo Eckstein shows how to think in terms of cash flow, tax strategy, and structured capital stacks instead of simply chasing rentals or waiting for the perfect moment. By understanding the Triangle Method, how to work with lenders, and how to position yourself as a strong operator, you can pursue acquisitions that build predictable income and long-term wealth. Combined with Bo’s emphasis on character, discipline, and legacy, the conversation offers both the technical playbook and the mindset required to succeed in business buying.
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    41 分
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