Acquisitions Academy host Mike Abramowitz talks with Anthony Simonie, founder of Sherwood Marketing / Found Money Partnerships and co-founder of Pro Land Fund, about uncovering “found money” already sitting inside businesses, especially through underused email lists, LinkedIn connections, and existing warm relationships. Anthony explains why most entrepreneurs rush to cold ads instead of working their warm network, how to personalize outreach so it feels human in an AI-driven world, and why consistent, thoughtful follow-up beats one-and-done messages. They dig into using LinkedIn as a true relationship platform, the power of partnering with trusted advisors like CPAs to access off-market deals, and why building a strong network is the closest thing to a shortcut in M&A and capital raising. Anthony then breaks down why he created the Pro Land Fund as a simple, lower-risk, land-backed real estate cash flow play for accredited investors, how it fits into a broader wealth strategy, and the safeguards built into the fund. He closes by sharing his perspective on legacy, faith, parenting his two adopted kids, and why taking action now, not waiting for the perfect time, is the real key to building both wealth and impact.

Quotes:

1. "If you don't have the relationship, you have nothing."

2. "People are thinking about the end game way too early instead of how to just start the conversation the right way."

3. "You can do very, very well in business by treating people the right way."

Key Takeaways:

• Your existing network is a gold mine - email lists, LinkedIn connections, and phone contacts often hold more profit potential than new cold ad campaigns.

• Relationships beat automation - personalized, human outreach and genuine interest in others create far more deal flow than templated AI-driven pitches.

Episode Timeline

00:00 Welcome, guest intro, and Anthony’s “found money” philosophy

02:31 Why most businesses sit on a profit “gold mine”

04:56 Ads vs. warm outreach and the real ROI question

08:02 How to start authentic, human conversations in a noisy AI world

11:57 Getting and keeping attention: follow-up, humor, and long game relationships

18:22 Playing the relationship game, not the transactional game

19:16 Why LinkedIn is a relationship engine for M&A and deal flow

22:48 Partnering with CPAs and other trusted advisors for off-market deals

24:32 Why Anthony launched Pro Land Fund and how the model works

30:14 Portfolio fit, risk reduction, and cash flow from land

31:31 Time, action, and using the “Five Second Rule” to move now

34:25 Legacy, faith, family, and doing well by doing right

Conclusion

Building wealth through acquisitions, capital raising, and real estate ultimately comes down to one core principle Anthony Simonie reinforced throughout this conversation: relationships first, tactics second. By treating your email list, LinkedIn connections, and personal network as a true gold mine, and backing that up with consistent, authentic follow-up, you create a steady pipeline of warm opportunities and off-market deals. Layering in simple, de-risked vehicles like the Pro Land Fund allows you to turn that business cash flow into long-term, land-backed income, while never losing sight of what really matters: legacy, integrity, and the example you set for the people watching you, from your partners and investors to your kids and future generations.

If you’re serious about pulling more profit, deal flow, and long-term wealth out of the relationships you already have, let’s talk and map out a straightforward, relationship-driven plan that fits your goals.

Learn more and book a conversation with Anthony: link.cbrcapitalgroup.com (Acquisitions Academy booking widget)

Email: Asimonie33@gmail.com

LinkedIn: www.linkedin.com/in/anthonysimonie

What if your podcast could become a consistent networking, content, and revenue engine—without you having to manage the endless production work behind it?

In this episode of Acquisitions Academy, host Mike Abramowitz interviews Robert Plank, founder of DFYPodcast.com, about how done-for-you podcast production can turn conversations into nearly seven figures of revenue through relationships, referrals, and strategic networking.

Robert explains why podcasting can outperform traditional, hit-or-miss networking events. Instead of hoping to meet the right person at the right event, podcasting creates a deliberate and consistent networking habit that allows entrepreneurs to build relationships with potential clients, partners, referral sources, and industry leaders.

The conversation also explores how one podcast recording can become an entire omnichannel content engine. A single conversation can generate full episodes for Apple Podcasts, Spotify, and YouTube, along with short-form clips, reels, graphics, social posts, SEO show notes, and other content that keeps your brand consistently visible.

But producing all of that content yourself can quickly become another full-time job. Robert explains how DFY Podcast handles production and distribution, including editing, SEO show notes, reels, graphics, scheduling, and publishing, so entrepreneurs can focus on conversations and revenue-generating activities instead of getting buried in technical tasks.

Robert also shares his journey from information products and software into podcast production, his simple flat-rate monthly pricing model, and how his team integrates into clients' workflows using Slack, shared drives, Zoom, Riverside, and tracking systems.

One of the most powerful strategies discussed is what happens after the interview. Past podcast guests can become long-term referral partners, clients, strategic relationships, and an “army of affiliates.” By consistently resurfacing episodes, clips, and repurposed content, entrepreneurs can stay top of mind long after the original conversation ends.

You'll discover:
• Why podcasting can be a powerful networking strategy
• How deliberate networking beats hit-or-miss networking events
• How one conversation can become weeks of content
• Why consistent publishing keeps entrepreneurs top-of-mind
• How to repurpose podcasts across YouTube, Spotify, Apple Podcasts, and social media

Featured Guest: Robert Plank

Robert Plank is the founder of DFYPodcast.com and has produced more than 1,600 podcast episodes. His team helps entrepreneurs turn podcast conversations into professionally produced, distributed, and repurposed content while using podcasting as a relationship-building and business development strategy.

Quotes from Robert:

“It's a great habit to have, right? Deliberate, consistent networking versus maybe what falls on your lap.”

“Podcasting solves a lot of these problems, but then if you try to handle a lot of this yourself, well, that's a whole other commitment.”

“The kind of universal plugin point for us is Slack... Instead of email and threads getting lost, we meet in Slack.”

Episode Timeline:

00:00 Welcome & Introduction to Robert Plank
02:20 Why Podcasting Beats Traditional Networking
07:08 Robert's Journey Into Done-For-You Podcasting
10:50 Podcasting as a Traffic & Content Engine
11:47 How DFY Podcast Works
14:21 Pricing, Packages & Production Workflow
16:02 Building Relationships With Podcast Guests
17:59 Wrap-Up & How to Get Started

Connect With Robert Plank:

🌐 Website: dfypodcast.com
💼 LinkedIn: linkedin.com/in/robertcplank
📱 Instagram: instagram.com/robertplank/

#Podcasting #PodcastMarketing #BusinessNetworking #ContentMarketing #LeadGeneration #BusinessGrowth #PodcastProduction #PodcastRepurposing #Entrepreneurship #AcquisitionsAcademy #RobertPlank #MikeAbramowitz #DFYPodcast

Your biggest growth constraint might not be sales, marketing, or capital—it might be talent.

In this episode of Acquisitions Academy, host Mike Abramowitz sits down with Warren Lentz, Founder and CEO of Yellowstone Local, to explain how blue-collar and home service businesses can use strategic recruiting to accelerate growth, increase business value, and prepare for an exit within 18–24 months.

Warren explains why recruiting needs to be treated as a core business function, not a one-time job posting on Indeed. For HVAC, plumbing, electrical, construction, roofing, and other skilled trades companies, consistently attracting and retaining A-players can determine how quickly a company grows—and ultimately how attractive it becomes to buyers.

Yellowstone Local takes a multi-channel approach to talent acquisition, combining 50+ job boards, programmatic advertising, LinkedIn, Apollo, outbound calling, texting, and email campaigns to build a continuous pipeline of candidates. Warren explains why the best employees are often not actively searching for jobs and how proactive outreach can uncover talent before competitors do.

Mike and Warren also discuss the hidden cost of reactive hiring. Vacancies, rushed decisions, bad hires, turnover, and weak performers can create enormous replacement and opportunity costs while damaging company culture. Warren argues that owners need to establish a clear employer value proposition, define their ideal candidate, and build recruiting systems before they urgently need someone.

The conversation goes beyond recruiting into leadership, culture, A-player density, and business acquisitions. Warren explains why leaders must stop tolerating C-players if they want to retain their best people and why recruiting systems can become an important asset during acquisitions and roll-ups.

Yellowstone Local also helps connect smaller home service companies with off-market acquisition opportunities, creating another layer of value for owners looking to buy, sell, or consolidate businesses.

You'll discover:
• Why talent is often the #1 growth constraint in home services
• Why recruiting should operate like sales and marketing
• How to build a predictable A-player talent pipeline

Featured Guest: Warren Lentz

Warren Lentz is the Founder and CEO of Yellowstone Local, helping home service and skilled trades businesses—including HVAC, plumbing, electrical, roofing, and construction companies—build stronger recruiting systems and attract top talent.

Quotes from Warren:

“Your biggest growth constraint is always your talent.”

“Recruiting isn’t a silver bullet; it's an all-the-time function.”

“Great companies are built on great people, period.”

Episode Timeline:

00:00 Welcome & Introduction to Warren Lentz
01:39 Recruiting as a Growth & Exit Strategy
02:38 Defining Ideal Candidates Beyond Indeed
06:14 Multi-Channel Recruiting & Outbound Outreach
10:07 The True Cost of Bad & Reactive Hiring
13:10 A-Player Density, Culture & Bad Hires
14:00 Leadership & Managing C-Players
16:48 Recruiting Systems in Acquisitions & Roll-Ups
18:19 Off-Market Acquisition Opportunities
20:47 DIY Recruiting & Building a Talent Culture
22:26 Why People Are a Company's Greatest Asset
23:16 How to Connect With Warren
24:39 Faith, Family & Business Values
25:38 Closing Remarks

Connect with Warren Lentz:

📧 Email: warren@yellowstonelocal.com
🌐 Website: yellowstonelocal.com
💼 LinkedIn: linkedin.com/in/warren-sales

#Recruiting #HomeServices #SkilledTrades #BusinessAcquisitions #HVAC #Plumbing #Electrical #Roofing #BusinessGrowth #MergersAndAcquisitions #ExitPlanning #AcquisitionsAcademy #WarrenLentz #MikeAbramowitz #YellowstoneLocal

How are successful buyers finding businesses that never hit the market?

In this episode of Acquisitions Academy, host Mike Abramowitz sits down with Ayelet Shipley, M&A strategist and co-founder of Liquidity Studio, to unpack how off-market deals are actually sourced, structured, and closed in the lower middle market.

Ayelet explains how the M&A landscape has shifted from traditional auction processes toward more relationship-driven, bilateral deal making. Instead of waiting for businesses to appear on marketplaces, buyers can proactively identify companies that fit their buy box, build targeted lists, and reach out directly to potential sellers through LinkedIn, data platforms, industry communities, and trusted relationships.

The result? Buyers can discover business owners who may not have been actively planning to sell but could be open to the right conversation.

Ayelet walks Mike through her programmatic M&A outreach strategy, including how she builds targeted prospect lists, uses data tools such as SourceScrub and Clay, creates personalized LinkedIn messaging, and moves qualified prospects into short 15–30 minute alignment calls. She also explains why LinkedIn can outperform cold email in an environment where inboxes are increasingly saturated with unsolicited outreach.

But sourcing is only part of the equation. Ayelet emphasizes that trust and founder psychology can determine whether an off-market opportunity turns into a real transaction. Business owners often view their companies as deeply personal creations, so buyers need to build rapport, manage expectations, and understand the seller's motivations before jumping into negotiations.

The conversation also explores one of the most important M&A lessons: structure can matter more than headline enterprise value. Ayelet explains how buyers and sellers should think about risk allocation, incentives, walkaway points, and deal terms rather than focusing exclusively on the purchase price.

You'll discover:
• How M&A is shifting from auctions toward bilateral transactions
• Why many off-market sellers weren't originally planning to sell
• How to build a targeted acquisition pipeline

Featured Guest: Ayelet Shipley

Ayelet Shipley is an M&A strategist and co-founder of Liquidity Studio, helping buyers and sellers navigate lower-middle-market transactions through targeted sourcing, relationship-driven outreach, and thoughtful deal structuring.

Quotes from Ayelet:

“What’s happened in the most recent 24 months is the shift from the auction processes to a lot more majority bilateral deal-making.”

“The seller is actually not necessarily on the market.”

“I have been running programmatic M&A direct cold outreach strategies for the last five years.”

“It’s all about risk allocation… Structure over enterprise value every day, every day, every day.”

Episode Timeline:

00:00 Welcome & Introduction to Ayelet Shipley
02:40 The Shift From Auctions to Bilateral M&A
04:30 Programmatic Outreach for Off-Market Deals
06:30 LinkedIn, Data Tools & Deal Flow
14:45 Building Trust & Courting Potential Sellers
18:10 Buy Boxes, Screening & Deal Fit
20:40 When a Business Isn't Ready to Sell
23:40 Buy-Side vs. Sell-Side Psychology
28:56 Why Structure Beats Enterprise Value
30:45 The Barbecue Test & Successful Exits
32:10 Finding Ayelet & Liquidity Studio
34:13 Advice for the Next Generation of Dealmakers

Connect with Ayelet Shipley:

🌐 Liquidity Studio: liquiditystudio.com
📧 Email: ayelet.shipley@liquiditystudio.com
💼 LinkedIn: linkedin.com/in/ayelet-shipley-b16330149/
📱 Instagram: instagram.com/ayelet_shipley/

#MergersAndAcquisitions #M&A #BusinessAcquisitions #OffMarketDeals #LowerMiddleMarket #BusinessBuying #DealSourcing #M&ADeals #AcquisitionsAcademy #AyeletShipley #MikeAbramowitz #LiquidityStudio

What if buying a business and buying the building it operates from could dramatically change your financing options, stability, and long-term wealth?

In this episode of Acquisitions Academy, host Mike Abramowitz sits down with third-generation entrepreneur and commercial real estate advisor Daniella Devine to explore why pairing a business acquisition with ownership of the underlying real estate can create a powerful competitive advantage.

Daniella explains how owning the building turns a business into a collateral-backed asset, giving buyers more financing flexibility while reducing the risks of leases and outside landlords. She also breaks down multiple exit strategies available to owners who control both the business and the property, including backfilling tenants, sale-leasebacks, and ground leases.

The conversation covers which types of businesses suit this strategy best. Service-based businesses such as self-storage, car washes, and laundromats can often support commercial real estate ownership because of their margins and recurring revenue opportunities. Daniella also explains why low-margin businesses, such as small sandwich shops, may struggle to carry the extra debt of owning the property.

Mike and Daniella then dive into off-market business acquisitions. Rather than relying solely on online marketplaces, Daniella emphasizes the importance of relationships, local networking, and becoming part of the business community. Chambers of Commerce, local events, and conversations with long-time business owners can uncover succession and retirement opportunities years before a business officially hits the market.

But finding the right acquisition isn't the only challenge. Daniella stresses that aspiring buyers need to determine whether they are genuinely ready for the demands of entrepreneurship. Life design, time freedom, financial runway, family priorities, and willingness to work hard all need to be considered before signing a purchase agreement.

You'll discover:
• Why buying the business and real estate together can expand financing options
• How owning the property can stabilize occupancy costs
• The importance of lease length, options, and assignability
• How sale-leasebacks and ground leases can create exit strategies

Featured Guest: Daniella Devine

Daniella Devine is a third-generation entrepreneur and commercial real estate advisor who helps business owners and aspiring acquirers think strategically about the relationship between business ownership and real estate.

Quotes from Daniella:

“When you purchase a business with real estate, your funding options become a kaleidoscope.”

“For me, it's not just about a foothold in the submarket. It's about rent. There is no rent destabilization.”

Episode Timeline:

00:00 Welcome & Daniella Devine’s Background
02:00 Why Owning Real Estate Supercharges Business Acquisitions
05:00 Evaluating Property Ownership vs. Leasing
07:00 Passive Single-Tenant Net Lease Opportunities
09:00 Signs an Owner Is Ready to Transition
11:00 Planning the Business Exit & Real Estate Strategy
13:00 Best & Worst Businesses to Pair With Real Estate
15:00 Finding Off-Market, Multi-Generational Businesses
20:00 Are You Ready to Acquire a Business?
23:00 Parenting, Time Freedom & Life Design
25:00 The Real Work Behind Business Acquisitions
27:00 Why Leases Can Become a Risk Trap
28:00 Where to Connect With Daniella
29:00 Lessons for the Next Generation

Connect with Daniella Devine:

🌐 Website: thedanielladevine.com
📧 Email: daniella@peacockfloors.com
💼 LinkedIn: linkedin.com/in/danielladevine

#BusinessAcquisitions #CommercialRealEstate #BusinessBuying #RealEstateInvesting #AcquisitionsAcademy #DaniellaDevine #MikeAbramowitz #OffMarketDeals #BusinessAcquisition #CommercialProperty

Self-storage is one of the most attractive asset classes for investors and business buyers—and in this episode of Acquisitions Academy, host Mike Abramowitz sits down with Anne Mino of Live Oak Bank, a self-storage lender, owner, and investor, to explain why.

Anne breaks down why self-storage is more than just commercial real estate: it’s a cash-flowing business backed by commercial real estate. With strong operations, facilities can generate 65–70% profit margins, while certain financing structures can offer 25-year loan terms, creating significant advantages over many traditional business acquisitions.

For beginners, Anne explains how SBA 7(a) loans can provide an entry point into self-storage—even for buyers without previous industry experience. She discusses the importance of approximately 10% equity injection, post-closing liquidity, credit scores, cash flow, and full financial transparency when approaching lenders.

One of Anne’s favorite strategies is finding the “ugly kid on the nice block”—a neglected or poorly operated facility located in an otherwise strong market. Instead of paying a premium for a fully optimized property, buyers can look for opportunities where better management, technology, marketing, and operations can create value.

Anne also shares a practical approach to evaluating local self-storage opportunities. She recommends driving your market, checking facilities' websites and online rental capabilities, and studying competition within a 3–5 mile radius. Local demographics, housing, employment, competition, and the condition of the facility can all help determine whether a deal deserves deeper investigation.

Mike and Anne also compare self-storage with other acquisition opportunities, including roofing companies, trucking businesses, and other small businesses, highlighting the differences in margins, financing, and real estate backing.

You'll discover:
• Why self-storage can produce 65–70% profit margins
• How self-storage combines a business with commercial real estate
• Why some facilities qualify for longer 25-year loan terms
• How beginners can use SBA 7(a) financing to acquire self-storage
• What lenders look for beyond the 10% equity injection
• Why post-closing liquidity is critical
• How credit, character, and financial transparency affect financing

Featured Guest: Anne Mino
Anne Mino is a self-storage lender, owner, and investor with Live Oak Bank, specializing in financing opportunities for self-storage entrepreneurs and investors.

📧 Email: anne.mino@liveoak.bank
💼 LinkedIn: linkedin.com/in/anne-mino
🌐 Live Oak Bank Self-Storage Lending: liveoak.bank/business-loans/self-storage/

Quotes from Anne Mino:

“You want to be the one flipping the property, not buying a property that's already been flipped.”

“My favorite thing to do is just help people get into this asset class.”

“The earlier you get started, the better.”

Episode Timeline:

00:00 Welcome Back To Acquisitions Academy
01:34 Introducing Anne Mino & Self-Storage Lending
02:51 Why Self-Storage Margins Are So Attractive
04:37 Driving Your Market & Finding Opportunities
05:39 The “Ugly Kid On The Nice Block” Strategy
08:19 Self-Storage Due Diligence
10:32 Self-Storage vs. Roofing, Trucking & Other Acquisitions
12:10 Conventional vs. SBA Loans
13:43 SBA 7(a) Financing & 10% Equity Injection
15:33 Post-Closing Liquidity Requirements
17:08 JV Partners & Deal Structure
19:00 Credit, Character & Full Disclosure
20:11 Self-Storage Office Hours
21:26 Live Oak Bank's Self-Storage Lending
22:12 How To Connect With Anne
24:16 Building Wealth Through Real Estate
25:31 Why You Should Start Early
26:09 Final Thanks & Episode Wrap

#SelfStorage #SelfStorageInvesting #SBA7a #CommercialRealEstate #RealEstateInvesting #BusinessAcquisitions #AcquisitionsAcademy #LiveOakBank #AnneMino #MikeAbramowitz

Securities attorney, M&A strategist, and resort owner Bethany LaFlam joins Mike to reveal how most entrepreneurs underestimate deal structure and the risks they’re actually taking on. She explains how buyers can creatively use seller financing to step into businesses with limited cash while keeping terms attractive and tax-efficient for sellers. Bethany breaks down the practical differences between hard money, notes, securities, and true joint ventures, and why raising money from friends and family often crosses into securities territory. She also emphasizes why not all money is good money, sharing how misaligned partners and poorly structured deals can quietly sabotage great opportunities. Along the way, Bethany tells the story of acquiring the Mariposa Belize Beach Resort and building her RÊVE community, showing how thoughtful deal design can support both financial growth and long-term freedom.

Quotes:

• “If an opportunity doesn’t move you closer to the life you want, it’s not taking you nowhere—it’s taking you further away.”

• “Not all money is good money. The right deal isn’t just about what you gain— it’s about whether the people, values, and vision align.”

• “Success isn’t measured by how hard you work. It’s building a life you don’t have to escape from.”

Takeaways:

1. Seller financing and creative structuring (including tax and estate planning angles) can let buyers acquire businesses with limited cash while still making the deal highly attractive to sellers.

Episode Timeline:

00:00 Welcome To Acquisitions Academy & Dealmaker Community Plug
00:04 Introducing Securities Attorney & Dealmaker Bethany LaFlam
01:41 How To Buy A Business With Little Money Down Using Seller Financing
03:26 Positioning Seller Financing As An Annuity And Tax Win For Sellers
04:54 Why Keeping The Seller On Can Backfire After The Deal Closes
06:19 When Securities Compliance Actually Matters In Small Business Acquisitions
07:21 Security vs. Hard Money: Simple Breakdown For First-Time Buyers
08:29 Joint Ventures Explained: When A Deal Is Not A Security
10:23 People, Partners, And “Not All Money Is Good Money” In M&A
14:21 The Power Of OPE: Other People’s Everything (Money, Time, Talent)
17:32 The “Absolute F***ing Lutely Analyzer” For Filtering Deals And Shiny Objects
20:03 Finding Your Lane: What You’re Great At, Love Doing, And Moves You Toward Freedom 22:23 Why Bethany Built Reve: A Community For Real Operators And Dream Builders
24:06 Buying Mariposa Belize Beach Resort With OPE And Seller Financing
25:26 Retreats, Treehouses, And Building Self-Sustaining Freedom In Belize
29:28 How To Connect With Bethany, Reve, And The Power of OPE Book
30:25 AI-Powered Legal Tools And First-Draft Contracts Inside Reve
31:49 Legacy, Daughter, And Redefining Success Beyond Hustle
32:21 Host Reflections, Community Invite, And Final Outro

Conclusion:

Thoughtfully structured deals can be the difference between building true long-term freedom and inheriting a costly mess, and Bethany makes clear that most entrepreneurs underestimate this. By leveraging tools like seller financing, joint ventures, and OPE, buyers can step into businesses with limited capital while still protecting themselves legally and financially. Her insight that not all money is good money underscores how critical alignment is with sellers, partners, and investors. The stories behind Mariposa Belize Beach Resort and Reve show how these principles work in the real world, not just on paper. As you plan your next acquisition or capital raise, the challenge is to stop winging the structure and start designing deals that serve your goals and your life.