Acquiring Minds

Hosted by Will Smith

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486

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Aug 2026

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About the show

Buying a business is an amazing path for many successful entrepreneurs. Learn how to buy a business from the entrepreneurs who have already done it. 2x per week: stories, insights, & valuable advice about acquisition entrepreneurship. Hosted by Will Smith, who is on his own path to acquire a business. Also on YouTube: https://www.youtube.com/@AcquiringMinds Sign up for episode summaries at: https://acquiringminds.co

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60 recent

August 20, 20261 hr 1 min

From $700k Purgatory to $3m: A Mosquito Joe Update

Neil Finneran returns 3 years after buying a business so small it barely paid him a salary — now on pace for $800k. Register for the webinars: Learn to Avoid the #1 Reason Acquisitions Fail - TODAY!! - https://bit.ly/4qg4P9k Licenses & Regulatory Issues When Buying a Business - Tue, Aug 25 - https://bit.ly/4wTADDf Topics in Neil’s interview: Neil’s previous appearance on Acquiring Minds His background in hedge funds Pain of buying small Managing labor and no-shows Implementing a hybrid-pay model for techs The acquisition that tripled his revenue Christmas lights services in the off season Rising customer acquisition costs Barriers to entry in pest control Why his outcome diverged from Jesse Sunquist’s References and how to contact Neil: LinkedIn Mosquito Joe of Andover-Peabody Neil’s first appearance on Acquiring Minds: How to Survive Going from Hedge Funds to SMB Owner Jesse’s most recent appearance on Acquiring Minds: 3 Years, $80k In: An Honest Update Jesse’s first appearance on Acquiring Minds: How to Widen Your Search to Buy a Business Work with an SBA loan team focused exclusively on helping entrepreneurs buy businesses: Pioneer Capital Advisory Get a complimentary IT audit for acquisition diligence or post-close transition. Visit inzotechnologies.com/eta . Contact Jenny to learn how Engage can run people operations in your acquisition: Jenny Thear: jthear@engagepeo.com Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron

August 17, 202659 min

3 Years, $80k In: An Honest Update

Jesse Sunquist put a GM in charge and stepped back to 5 hours a week — proud of the experience, restless about the outcome. Register for the webinar: Learn to Avoid the #1 Reason Acquisitions Fail - Thu, Aug 13 - https://bit.ly/4wPHY6R Topics in Jesse’s interview: Buying a business for flexibility Geographical search in New Jersey Lowering his minimum SDE threshold to $300K Acquiring 2 Mosquito Joe territories His plan to build wealth through franchise roll-ups Modest growth followed by shrink How other owners handle the off-season Taking a W2 with the intent to sell Inability to find a buyer Hiring a great GM to run it References and how to contact Jesse: LinkedIn Mosquito Joe Jesse’s previous interviews on Acquiring Minds: Reflections After 1 Year of Searching Full Time A Reward for Widening Search to $300k SDE Neil Finneran on Acquiring Minds: How to Survive Going from Hedge Funds to SMB Owner The ecosystem for serious acquisition entrepreneurs—education, capital, community, and post-close support to buy and grow a business: The Acquisition Lab Get complimentary due diligence on your acquisition's insurance & benefits program: Oberle Risk Strategies - Search Fund Team Get a free review of your books & financial ops from System Six (a $500 value): Book a call with Tim or hello@systemsix.com and mention Acquiring Minds Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron

August 13, 20261 hr 9 min

$400k Profit Fixing Church Pews

Greyson Boerner traded startup life for a 28-year-old niche business — now on pace to grow revenue 50% in year one. Register for the webinar: Learn to Avoid the #1 Reason Acquisitions Fail - TODAY!! - https://bit.ly/4z0fkBx Topics in Greyson’s interview: Founding software startups ETA as a path to stability Getting his education with Acquisition Lab Finding business brokers through Google Maps Uncovered niche church pew restoration business Competitor closure created significant growth opportunity Church visit reinforced acquisition decision Hired bilingual ops manager to bridge communication Stolen truck fiasco Revenue up 50%, margins pressured by investments References and how to contact Greyson: LinkedIn Worship Interiors Group Contact Jenny to learn how Engage can run people operations in your acquisition: Jenny Thear: jthear@engagepeo.com Work with an SBA loan team focused exclusively on helping entrepreneurs buy businesses: Pioneer Capital Advisory Get a complimentary IT audit for acquisition diligence or post-close transition. Visit inzotechnologies.com/eta . Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron

August 10, 20261 hr 9 min

Surviving a 2-Month Revenue Freeze in Year 1

Chibunna Chimezie's seller left $15k in the account. His post-acquisition liquidity is the only reason he made it. Register for the webinar: Learn to Avoid the #1 Reason Acquisitions Fail - Thu, Aug 13 - https://bit.ly/4wUCNSY Topics in Chibunna’s interview: His family’s immigration story from Nigeria Interest in how American healthcare works Learning to manage risk in business school Acquiring a service provider for veterans Government shutdown meant no revenue first 2 months Post-acquisition liquidity for the win Challenges veterans face back home Answering the after-hours phone himself His journey from banking to behavioral health Investment from New Majority Capital References and how to contact Chibunna: LinkedIn Veterans Room New Majority Capital Get complimentary due diligence on your acquisition's insurance & benefits program: Oberle Risk Strategies - Search Fund Team Get a free review of your books & financial ops from System Six (a $500 value): Book a call with Tim or hello@systemsix.com and mention Acquiring Minds The ecosystem for serious acquisition entrepreneurs—education, capital, community, and post-close support to buy and grow a business: The Acquisition Lab Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron

August 6, 20261 hr 22 min

Second-Time CEO Buys a $30m Title Company

Randy Rempp turned around a $17m insurance business as a rookie CEO, then used that track record to raise a search fund. Register for the webinar: The 3 Paths to Franchising for Acquisition Entrepreneurs - TODAY!! - https://bit.ly/4yGEhSe Topics in Randy’s interview: From insurance lawyer to business operator Leading 300 employees at age 29 Why ownership beats being the hired gun Switching to a traditional search fund Investors bet on operators, not deal finders River guides unlock industries and warm introductions Inside the $31 million acquisition structure Why every CEO needs a strong CFO The F-reorg that saved the deal Refinancing to return capital and fuel growth References and how to contact Randy: LinkedIn Meridian Title Corporation Young Presidents Organization (YPO) Get a complimentary IT audit for acquisition diligence or post-close transition. Visit inzotechnologies.com/eta . Contact Jenny to learn how Engage can run people operations in your acquisition: Jenny Thear: jthear@engagepeo.com Get complimentary due diligence on your acquisition's insurance & benefits program: Oberle Risk Strategies - Search Fund Team Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron

August 3, 20261 hr 36 min

Acquiring Isn't Always a One-Way Door

Gabriel Cruz Avila bought a $1.4M remodeling business, weathered a divorce and burnout, then sold it two years later. Register for the webinar: The 3 Paths to Franchising for Acquisition Entrepreneurs - Thu, Aug 6 - https://bit.ly/4pY7VOX Topics in Gabriel’s interview: Lessons learned from his dad’s business Getting bored in the oil and gas industry Joining ETA Circle in Houston Leaning on his warehouse management experience Acquiring a tile and marble company Failing to dig deep into historical revenue Using technology to eliminate 2 admin roles Negative working capital in home remodels Going through a divorce Burnout led to selling the business References and how to contact Gabriel: gabriel.cruz.avila@gmail.com LinkedIn Katy Tile & Marble ETA Circle Get a free review of your books & financial ops from System Six (a $500 value): Book a call with Tim or hello@systemsix.com and mention Acquiring Minds The ecosystem for serious acquisition entrepreneurs—education, capital, community, and post-close support to buy and grow a business: The Acquisition Lab Work with an SBA loan team focused exclusively on helping entrepreneurs buy businesses: Pioneer Capital Advisory Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron

July 30, 20261 hr 34 min

How 1 SBA Loan Brought Down 2 Businesses

Edgar Galindo and his partner bought 2 businesses with SBA loans. Now he's facing the consequences of shuttering both. Topics in Edgar’s interview: Construction background in his family business “Google-funded search” Wanted flexibility to start a family Austin-only geographic search Found partner through Searchfunder First deal: Austin landscaping company Buying a second business within 6 months Making quick changes to the business Undisclosed liabilities and customer-stealing employees Closing both businesses and facing bankruptcy References and how to contact Edgar: LinkedIn Work with an SBA loan team focused exclusively on helping entrepreneurs buy businesses: Pioneer Capital Advisory Get complimentary due diligence on your acquisition's insurance & benefits program: Oberle Risk Strategies - Search Fund Team Download the New CEO’s Guide to Human Resources from Aspen HR: From this page or contact jenny@aspenhr.com Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron

July 27, 20261 hr 49 min

60% Concentration That Killed an Exit

Raj Mahajan bought a salon software business, tripled it to $11M ARR. Then his biggest customer launched a competitor. Register for the webinar: Tax Issues: Entity and Deal Structuring - TOMORROW!! - https://bit.ly/4frQstm Topics in Raj’s interview: Wanting to move “from coach to quarterback” Buying a niche point-of-sale software company Converting to cloud-based SaaS Growing recurring revenue from $4 to $11 million Establishing a headquarters for the remote company A failed exit to private equity His biggest customer stealing his software Emotional turmoil of Covid + lawsuit Choosing to protect his team Lessons learned from good and bad years References and how to contact Raj: LinkedIn Jaan Capital Lessons for New Operators - 2020 The ecosystem for serious acquisition entrepreneurs—education, capital, community, and post-close support to buy and grow a business: The Acquisition Lab Get a complimentary IT audit for acquisition diligence or post-close transition. Visit inzotechnologies.com/eta . Get a free review of your books & financial ops from System Six (a $500 value): Book a call with Tim or hello@systemsix.com and mention Acquiring Minds Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron

July 23, 20261 hr 38 min

Product-Market Fit in the Trades: 4x in 2.5 Years

Patrick Beal left tech to buy an HVAC business with 90% seller financing, no SBA. He's on track to hit $3.5m this year. Register for the webinar: Working Capital: One of ETA’s Most Expensive Mistakes - TODAY!! - https://bit.ly/4f8pSGY Topics in Patrick interview: Entrepreneurship in his family Zoom fatigue from remote work Searching in Northeast Ohio Finding a business through his network Meeting with the seller for almost a year Structuring 10% down, 90% seller note Underestimating working capital needs Keeping his W-2 until the business grew Quadrupling revenue in 2 years Working on getting his HVAC license References and how to contact Patrick: LinkedIn Temperature Control Maintenance Linh Tran on Acquiring Minds: The Dream Outcome: From $300k to $5m EBITDA Steve Carroll on Acquiring Minds: ETA Unicorn: $1 Billion in Revenue in 5 Years Download the New CEO’s Guide to Human Resources from Aspen HR: From this page or contact jenny@aspenhr.com Work with an SBA loan team focused exclusively on helping entrepreneurs buy businesses: Pioneer Capital Advisory Get a complimentary IT audit for acquisition diligence or post-close transition. Visit inzotechnologies.com/eta . Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron

July 20, 20261 hr 16 min

No SBA, No Investors: The Liquidity Access Line

Brian Jungles bought a $400k direct mail business in Atlanta and skipped SBA by pledging his portfolio as collateral. Register for the webinars: Don't Rush: How to Prepare for a Quality of Earnings Report - TOMORROW! - https://bit.ly/3T4OQOJ Working Capital: One of ETA’s Most Expensive Mistakes - Thu, Jul 23 - https://bit.ly/3T1aELe Topics in Brian’s interview: Leaving his corporate career at Adobe Finding a business through his network Acquiring for $400k cash Getting a personal line of credit through his bank Direct mail is still effective Growth is a lot of work Humbling experience of learning Quickbooks Picture-perfect transition of ownership Learning to translate “corporate speak” “The entrepreneur community all wants to help each other.” References and how to contact Brian: LinkedIn City Publications Atlanta Get complimentary due diligence on your acquisition's insurance & benefits program: Oberle Risk Strategies - Search Fund Team Get a free review of your books & financial ops from System Six (a $500 value): Book a call with Tim or hello@systemsix.com and mention Acquiring Minds The ecosystem for serious acquisition entrepreneurs—education, capital, community, and post-close support to buy and grow a business: The Acquisition Lab Connect with Acquiring Minds: See past + future interviews on the YouTube channel Connect with host Will Smith on LinkedIn Follow Will on Twitter Edited by Anton Rohozov and produced by Pam Cameron